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Why You Need Quality of Pricing for Your 2020 Transactions

As you prioritize pre-transaction improvement initiatives, remember Warren Buffet’s statement:

The single most important decision in evaluating a business is pricing power.”

This is when you need to demonstrate pricing power and a track record of EBITDA improvement, and to showcase future growth opportunities to maximize exit value.

How Mix Affects Profit Margins

You sell many different products to many different customers, and on any given day, what you sell to whom changes – that’s what we mean by mix. Every product and customer can have a different profit margin, so even if you have the same top-line sales from one month to the next, your profitability can vary considerably. You need to understand your mix.

What's Your Price Quote Turnaround?

When customers call you for a quote, how long does it take you to get one back to them? If your answer involves the words ‘hours’ or ‘days’, chances are you’re losing business due to lengthy response times.

Customers appreciate having market-relevant pricing available immediately when requested, especially if they’ve been shopping around. Businesses can benefit tremendously – in terms of operational efficiencies, customer satisfaction, win/loss rates, and profitability – by implementing a quoting process that gives customer service representatives the opportunity to close the sale before hanging up the phone. But how do you make that happen?

Private Equity B2B Dealmaking Dynamics

As competition for prime targets continues, execution prior to and post-close is as critical as ever. PitchBook and INSIGHT2PROFIT’s latest publication explores the key strategies private equity dealmakers are using to differentiate their approaches for swifter execution and greater certainty in results.

Pricing Challenge: Actual vs. Plan

 

Welcome back to INSIGHT2PROFIT’s 2019 Pricing Challenge! Each article covers a common pricing challenge faced by businesses and provide some tips to help improve your profitability.

Now that we’re about halfway through 2019, let’s talk about the plan you set for the year. How have you performed thus far relative to your plan?

Pricing Challenge: Segmentation

Welcome back to INSIGHT2PROFIT’s 2019 Pricing Challenge! Each article covers a common pricing challenge faced by businesses and provide some tips to help improve your profitability.

Let's think about target price – not your list price, but the price you want your customer to ultimately end up paying after accounting for discounts, surcharges, and other factors (like tariffs!) – and how to optimize it through differentiation and segmentation.

How Private Equity Dealmakers Unlock Value

The US dealmaking landscape and private equity deal makers have rarely been as competitive as they are now. Price tags are near or at record highs and yet the dealmaking cycle continues apace. Ensuring your deal is worth it remains more critical than ever before. In a recent interview with PitchBook, we review strategies to ensure revenue and EBITDA growth in the costly current environment.

Are your Payment Terms Still the Right Fit?

Building on our Price Leaks’ article, let’s talk about payment terms. You want to get paid promptly, so you have policies and incentives in place to encourage that. But have you taken a moment to consider whether your payment terms are the right fit for your business?

Price Leaks that Dip Into Your Profit Margin

Let’s talk about price leak challenges. You’ve set your product pricing, but after considerations like discounts, freight costs, program allowances, rebates and payment terms, how much of that price actually reaches your bottom line? Today we’ll look at how just one factor – expedited orders – can dip into your profit margin and how you can quickly address that challenge.

3 Key Reasons Pricing Expertise Boost The Best Due Diligence Process

With fierce competition for prime assets and a flurry of Middle Market PE deals that put 2018 on pace for a record year1, both buyers and sellers are looking for any advantage. While the typical due diligence playbook includes financial, IT, employee, customer and market assessments, it ignores pricing analyses. Yet pricing diligence provides a unique advantage as it analyzes the strongest profit and value creation lever in any business…the power of pricing.