Ideas to improve gross profit

Pricing Strategy - Whitepapers

We regularly publish discussion papers on pricing strategy and profitability.

Featured Whitepapers

Customer Value Discovery

Customer Value Discovery

A new approach to negotiating more profitable prices - Pricing Insight How do you sell products and services at price premiums that are up to 100% higher than your competitors?  The fourth industrial revolution, driven by the Internet of Things, is rapidly...

Value Pricing and Selling Concepts

Value Pricing and Selling Concepts

It’s not what you sell. It’s who you sell to, and why are they buying.   Value Pricing is about setting the price based on the value to the buyer. Pricing power is more often a function of who you sell to—not what you are selling. The same item for one customer may be...

Eleven Margin Levers To  Improve  Profitability

Eleven Margin Levers To Improve Profitability

There are 11 margin levers to drive more profitable business outcomes. They are each interrelated, and each has a different degree of leverage and sensitivity to profit results. In this white paper, we present each of these levers and show you how to use them—to drive...

Is Your Business Playing Air Guitar Pricing?

Is Your Business Playing Air Guitar Pricing?

Is your business playing air guitar pricing? Air guitar pricing is the art of making all the right moves, gestures and expressions that go along with the soundtrack of what everyone in the business wants to hear—but not actually doing anything. Air Guitar: Part mime,...

What Makes a Great Pricing Workshop?

What Makes a Great Pricing Workshop?

250+ planning sessions later, this is what we have found. Here is a set of guidelines and a checklist to make your next strategy workshop more effective. Over the 10 years at Pricing Insight we have run over 250 strategy workshops with clients in several different...

Unicorns in the supermarket? A commodity with a 300% price premium

Unicorns in the supermarket? A commodity with a 300% price premium

In the startup world, a “unicorn” is a company that is valued at over $1 billion. Coined as a term by venture capitalist Aileen Lee in 2013, the use of the mythical animal in business represents the statistical rarity of such successful ventures. But do the equivalent...

How to Make Tesla’s Pricing Strategy Work For Your Business

How to Make Tesla’s Pricing Strategy Work For Your Business

Elon Musk has shared an email on Tesla’s pricing strategy with the world for a very specific and clever reason. We can go into the strategy behind sharing this email some other time—but there are important points to note from his email that you can apply to your own...

Why Saving 50% Means Paying More

Why Saving 50% Means Paying More

I started analysing the prices of products like Tim Tams back in the mid-1990s, when I was the first dedicated pricing manager for Arnotts biscuits—and possibly in the Australian FMCG industry overall. It was a great time to be in the biscuit business, with 18% EBIT...

How to Generate More Profit in a Low-Margin Industry

How to Generate More Profit in a Low-Margin Industry

How to Generate More Profit in a Low-Margin Industry Do you work in an industry that is described as commodity? I worked in one of these industries: materials handling (or forklifts). Quite a number of years ago I was asked to help set up the pricing and pricing...

What You Can Learn About Pricing from Coca Cola

What You Can Learn About Pricing from Coca Cola

Coca Cola pricing can demonstrate how there are multiple price points depending on the customer “need state”. Here’s a B2C (Business to Consumer) example—but one which has relevance in the B2B markets as well. It is all about need states, as shown through the example...