Headquarters Pricing – 3 Steps Towards Pricing Integration
- March 22, 2018
- Darius Fekete
M&A activity poses an integration challenge that also affects pricing departments. Acquired companies most often have different pricing practices and capabilities and eve...
When The Price Isn’t Right: 3 Steps For Distributors To Take Back Control Of Pricing
- March 13, 2018
- Vendavo
Even in a healthy, prosperous market, distributors are used to operating on very thin margins across many transactions, for a multitude of customers, with even more...
3 Best Practices for Chemical Companies to Control Prices & Improve Margin
- January 26, 2018
- Mitch Lee
Despite where you sit in the value chain, economic uncertainty and overall unpredictability has been the tough reality for chemical companies over the last few years....
The Essential Tools for Profit Control
- September 21, 2016
- Vendavo
There are no guarantees in life except death, taxes, and market instability. Well, at least for the modern businessperson. ...
Relentlessly Question the Status Quo
- August 13, 2015
- Joanne Smith
What separates the best pricing strategist from the average? The willingness to ask the tough questions....
Using Your Price Waterfall as a Sales Tool: Restating Price Leakage as a Customer Discount
- August 6, 2014
- Christine Carragee
Recently, I was facilitating a one-day pricing workshop with a mix of employees from different functional areas and geographic regions of one company. Assembled in the...
Another Way to Use the Price Waterfall Framework
- March 11, 2014
- Derrick Herbst
While most folks know that the price waterfall is a best practice to analyze/monitor and manage B2B pricing, it can also be utilized in an algorithm-based...
How Do I Make My Margin Improvement Goal?
- September 5, 2013
- Jennifer Maul
I am confident most of us have performance objectives we need to meet on an annual basis, and much of the time, meeting and exceeding those...
What’s a Tweet Got To Do With a Price Waterfall?
- July 29, 2013
- Jennifer Maul
I have been on a mission to better understand social media, and over the past year, I have followed Charlie Peters of Emerson closely. I think...
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