Let's Talk Pricing Podcast

The rise of unauthorized sales of discounted products in marketplaces today is eroding the prices and margins for many businesses. Distributors and retailers have to reduce their prices to match the discounts on online marketplaces, and distributors and retailers are in turn demanding lower prices from manufacturers. All of this is causing a cascading effect on companies’ prices and margins that are dramatically reducing company profits. Whitney Gibson, partner at the law firm Vorys, Sater, Seymour and Pease and head of the internet brand and reputation group discusses this issue and ways brands are fighting back in this #PricingPodcast. Presented by: Whitney Gibson

Lydia DiLiello, Founder and Principal of Capital Pricing Consultants LLS, shares expert forecasts about the pricing industry landscape so practitioners can improve their business. Learn from Lydia in-person during the Spring Pricing Workshops and Conference Event: #PPSCHI20! About Lydia: Lydia is the founder and principal of Capital Pricing Consultants LLC, a Revenue Management consultancy dedicated to achieving sustainable increased profitability for clients through strategic, operational and tactical recommendations. She brings more than 23 years of global revenue management and pricing expertise to her clients having served Fortune 50 and startup companies. Lydia is a member of the Board of Advisors for the Professional Pricing Society and is a frequent contributor to pricing industry publications and social media including The Pricing Advisor and The Pricing Journal. For more information about Lydia: https://pricingsociety.com/current-trends-in-pricing-featuring-lydia-diliello/

Configure Price Quote (CPQ) monetization makes it easier to sell priced (monetized) services. Some of the new CPQ strategies may seem difficult to understand, but pricing expert Lydia DiLiello makes it easy to understand how to make them work for your business. About Lydia: Lydia is the founder and principal of Capital Pricing Consultants LLC, a Revenue Management consultancy dedicated to achieving sustainable increased profitability for clients through strategic, operational and tactical recommendations. She brings more than 23 years of global revenue management and pricing expertise to her clients having served Fortune 50 and startup companies. Lydia is a member of the Board of Advisors for the Professional Pricing Society and is a frequent contributor to pricing industry publications and social media including The Pricing Advisor and The Pricing Journal. For more information about Joanne, view the full blog post: https://pricingsociety.com/podcasts/how-to-monetize-your-cpq-investment/

In this #PricingPodcast, expert Joanne Smith shares strategies to improve sales partnerships in pricing. About Joanne: Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She achieved her B.S. from Drexel University and completed Advanced Marketing and Sales Courses with Kellogg School of Management Program. She is a certified Six Sigma Champion. For more information about Joanne, view the full blog post: https://pricingsociety.com/partnering-with-sales/

Leading manufacturers from around the globe are now optimizing their service parts pricing to deliver dramatic improvements to their top and bottom lines. Listen as this interactive session focuses on how the right price, for the right part, in the right market, can drive service parts revenues up by 5 percent, while driving gross profits by 7 percent! About Jason: Jason Philip is responsible for implementing Syncron’s pricing solutions for the company’s customer base, working in global and complex environments. He has implemented solutions around the world, including North America, Japan, Jordan and Europe. Prior to joining Syncron, Jason was a product manager and designer for PTC (previously Servigistics). He received his Master’s Degree in Industrial Engineering from Georgia Tech in 2010. For more information about Jason, view the full blog post: https://pricingsociety.com/goodbye-spreadsheets-hello-profit-margins/

Travis Umpleby, pricing expert and Senior Consultant at Holden Advisors, shares 4 strategic lessons that make for effective price increases. Lessons that will help listeners see revenue growth within their business. Learn the best times, the right tools, and ways to approach price increases with confidence. About Travis Umpleby: Travis is a Senior Consultant at Holden Advisors and drives pricing and negotiating initiatives with customers. He specializes in creating pricing-to-value strategies and negotiation tools that include Give-Gets and value messages that sales teams can use when facing tough negotiations. Travis excels in developing Backbone Coaches to reinforce behavior change. As a certified Negotiating with Backbone facilitator, Travis leads workshops across diverse industries such as SaaS, manufacturing, and data services. Travis holds an MBA from the Carroll School of Management at Boston College, and a Bachelor of Science from Brigham Young University. For more information about Travis, view the full blog post: https://pricingsociety.com/price-increase-effectiveness-with-travis-umpleby/

We talked with Peter Barr, Director of Pricing at McKesson about the best pricing strategies to a smooth business operation. About Peter Barr: Peter Barr has been leading pricing for distribution business for over 10 years and is the Senior Director of Pricing for the Primary Care Business at McKesson Medical-Surgical. He joined McKesson when the company acquired PSS World Medical, where he served as Director of Strategic Pricing. He previously served as the head of pricing for the plumbing and electrical businesses at HD Supply, where he worked in a series of leadership positions in pricing, operations and finance during his 16-year career with the company. Peter holds a B.S. in Finance and International Business from Oregon State University. For more information about Peter, view the full blog post: https://pricingsociety.com/pricing-smoother-than-peanut-butter-with-peter-barr-of-mckesson/

Philip discusses: * How to avoid pricing errors * Common pricing strategies adopted by successful businesses * Price Optimization - 2017 * How to execute "quick wins" to better target prices * Long-term strategies to fine-tuning pricing * What businesses should avoid Case Studies/ Company Examples of success About Black Curve: BlackCurve is a Price Management and Price Optimization Platform. Our cloud-based software empowers businesses to price smarter and in doing so increase their profitability. Learn more: BlackCurve.com For more information about Philip, view the full blog post: https://pricingsociety.com/pricing-podcast-philip-huthwaite/

Dunne's strategy focuses will include the automation of quote-to-cash processes, ways to innovate business practices through pricing analytics, intelligence, and guidance for innovative business practices. About Michael Dunne: Michael Dunne is director of product marketing at Apttus, responsible for the company’s CPQ and digital commerce solutions. For sixteen years he was an analyst and Vice President at Gartner, the leading information technology research firm. While at Gartner he covered price optimization, CPQ, CRM, sales effectiveness and sales performance management technologies. He also worked as senior vice president at Creative Executions, a marketing and sales consulting firm. For more information about Michael, view the full blog post: https://pricingsociety.com/quote-cash-pricing-pricingpodcast-featuring-michael-dunne/

Pricing industry expert and Senior Director with Holden Advisors Alison Yama talk gives her insight on strategy, provides case examples and much more! About Alison: Alison is a Senior Director Product and Service Management. She has over two decades of marketing, sales, client, and relationship experience and currently creating thought-leading, innovative offerings to help Sales teams develop backbone to defend value and price in the face of tough negotiations. For more information about Alison, view the full blog post: https://pricingsociety.com/get-your-price-and-win-against-low-priced-competitors/