Author: Kirk Jackisch

As we venture into the second half of 2023, businesses continue to face a range of pricing challenges that require careful navigation and strategic planning. Businesses should act now and take a proactive approach to pricing strategies in order to position themselves for success. In this article, the author presents challenges that businesses are likely to face in Q3 and Q4 2023 as well as strategies to overcome them. Kirk Jackisch is the Global President of Iris Pricing Solutions. He can be reached at

The Pricing Advisor, July 2023

As we venture into the second half of 2023, businesses continue to face a range of pricing challenges that require careful navigation and strategic planningThe landscape is influenced by factors such as inflation, interest rates, wage trends, and market dynamics, which demand a proactive approach to pricing strategies. In this update, we will explore the key pricing challenges that businesses are likely to encounter in the third quarter and provide recommendations to help overcome them.

Lingering Inflation: While the global economy has witnessed a slowdown in inflation, it remains a concern for all businesses. Inflation rates of around 5% persist globally, albeit lower than the previous 8-9%. This necessitates businesses to carefully analyze cost structures and adapt pricing strategies to maintain profitability while avoiding excessive price hikes that may alienate customers.

Rising Interest Rates: The upswing in interest rates presents a new challenge for businesses, particularly those carrying debt. Higher borrowing costs, which have more than offset the declines in inflation, will impact pricing decisions, making it crucial for businesses to evaluate their impact on profitability and adjust price plans accordingly. A thorough assessment of financial obligations and interest rate projections is essential for making informed pricing decisions.

Balancing Price Increases: Companies continue to face the dilemma of pricing their products and services to account for increased costs while remaining competitive. While some companies have refrained from implementing significant price hikes this year, many are still implementing price increases within the 4-6% range. This balancing act is necessary to address inflationary pressures that some companies are still feeling without jeopardizing market share or customer loyalty.

Wage Trends and Cost-Serve Analysis: Wage levels remain high, although they have not seen substantial growth recently. Most economists believe they will gradually decline, albeit not necessarily returning to pre-pandemic levels. For businesses, this presents an opportunity to reevaluate their cost structures and analyze the impact of wages on pricing decisions. Implementing a robust cost-to-serve analysis can help identify pricing leakages and ensure profitability while managing labor costs effectively.

Strengthening Internal Pricing Capabilities: In the past six months, we have witnessed a heightened interest in pricing training in order to maintain the pricing success that most companies have experienced over the last 18 months. Consequently, there is an increasing need for companies to develop a robust internal “pricing muscle.” This entails enhancing value-based pricing capabilities for pricing practitioners, sales teams, and management, addressing pricing leakages and ensuring efficient cost-to-serve ratios. By strengthening pricing competencies, businesses can effectively adapt to market dynamics and drive sustainable growth.

4 Key Recommendations for Q3:

  1. Monitor Inventory Levels: To mitigate risks associated with uncertain market conditions, it is advisable to closely monitor inventory levels. This will be your “canary in the coalmine” for when a slowdown occurs. By closely managing supply chain dynamics and aligning them with demand patterns, businesses can minimize inventory holding costs and reduce the impact of price fluctuations.
  2. Better (and Faster) Pipeline and Backlog Management: Improve forecasting accuracy and enhance visibility into the sales pipeline and backlog. Effective management of these areas enables businesses to make informed pricing decisions and allocate resources efficiently.
  3. Monitor Federal Interest Rate and Inflation Changes: Stay vigilant about potential interest rate and inflation fluctuations and their impact on business costs. Continuously monitor market trends and adapt pricing strategies accordingly to maintain profitability and respond to changes in customer demand.
  4. Plan for Uncertainty: Given the current economic landscape, it is crucial to anticipate and plan for different scenarios. Develop contingency plans and stress-test pricing strategies to ensure resilience in the face of market volatility and changing government policies.

Act now to position your business for success. Embrace strategic pricing adjustments, explore dynamic pricing strategies, and leverage data-driven insights to drive revenue and maintain a strong market position. Remember, in times of economic uncertainty, your pricing decisions can be a game-changer.

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