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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 has rarely been as competitive as it is 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.

Pricing Challenge: Payment Terms

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.

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?

Pricing Challenge: Price Leaks

Welcome to INSIGHT2PROFIT’s 2019 Pricing Challenge! Each month we’ll discuss a common pricing challenge faced by businesses and provide some tips to help improve your profitability.

First up, let’s talk about price leaks. 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 Turbo-Boosts Your 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.

How to Tackle Trade Tariffs

Following our recent 3 Steps to Navigating Tariffs post, the PricingBrew Journal interviewed one of our own, Sean Arnold, as part of their Expert Interview series. In the interview, Sean shares critical insights for balancing speed and smarts when dealing with tariffs...

3 Steps to Navigating Tariffs

The measurable impact of import tariffs is beginning to ripple across the manufacturing and distribution landscape and financial markets. Alcoa dropped 13.3% to a seven-month low earlier this week — an indication of how aluminum tariffs are hurting, not helping, U.S. based aluminum manufacturers. Regardless of which industry you are in, chances are you will be impacted.

Don’t Let Freight Hikes Drive Down Profit Margins

U.S. shipping costs have soared to unprecedented heights in 2018. While this indicator of a strong economy is good news for manufacturers on many levels, it comes at a price. In this case, approximately $1.85 per trucking mile — a 68% increase since 2010. What fuels this trend and what to do about it?

Import Tariffs are Coming, Are You Ready?

With the import tariffs announcement, there is concern of inflation in sectors that use steel and aluminum. In addition, several of our clients have seen cost increases in other commodities. Talk of inflation typically translates into panic. Here’s how we suggest you prepare for what’s coming...

Three Steps to Smarter Planning

steps to smarter strategic plannning

Annual budgeting is the roadmap for strategic planning, and analyzing results is how you track progress toward these goals. When results differ from plan, you find yourself asking why. Month after month you may equate these discrepancies to the hearsay you get from the field — or as market-based — and move on, never truly knowing the why. Then the cycle starts again: new year, new plan, new expectations.

But for every business there is a concrete reason for the gap, and there is a way to remove it: companies need more detailed plans they can accurately measure against.

So, how do you get there?

Click to Download our 3 Steps to Navigating Tariffs Guide