3 Pricing Mistakes in Inflationary Times and How to Avoid Them Navigating the complexities of pricing in inflationary times can be a daunting task. With over 25+ years of experience leading global pricing teams through some of the most challenging economic environments, I’ve observed common pitfalls that can derail pricing…

5 Strategies for Effective Channel Incentives: Driving Profitability and Revenue through Rebates In today’s competitive market, leveraging effective channel incentives is essential for maximizing profitability and revenue. Rebate programs offer a strategic approach to enhance financial performance and strengthen customer relationships. As evidenced by the Fortune 500 manufacturing company case…

Integrating Customer Insights and Value-Based Pricing in New Product Development In the current economic climate, organizations face mounting pressure to refine their processes, boost competitiveness, and strengthen customer relationships. Central to these goals is the strategy of New Product Development (NPD), a critical area where many companies employ a toll/stage…

Over a Zoom call, I was catching up with a former colleague and reminiscing about our journey. I told him that, 18+ years ago, I would have bet my house that by now (2023) businesses would have solved the pricing…

Throughout my 20-year career in finance at Fortune 500 companies, I gained extensive experience participating in system implementations or process changes. Usually, I was responsible for providing finance function requirements, verifying the corresponding functionality met my expectations, and promoting utilization…

Gross-to-Net (or GTN) is the difference between your gross sales and net sales, and it includes both on-invoice and off-invoice discounts, such as rebates or promotions. A 1% improvement in price can lead to an 11% increase in profitability, so…

The increasing volatility of the marketplace, fueled by a global pandemic and inflation, has given way to a competitive landscape that requires enterprise-level companies to constantly adjust their pricing strategies to keep up with shifting price levels and dynamics. With…

Embarking on a pricing initiative with the latest, cutting-edge software might seem like the ultimate solution, but beware, for beneath the allure of innovation lies a minefield of potential pitfalls. These challenges can’t be easily dismissed, and they often surface

With the inflation wave slowing down, the market has become increasingly competitive. While prices broadly are still climbing, consumers are starting to push back on the price of consumer goods and are seeking discounts. This shift has prompted executives, including