Journal of Professional Pricing

Articles from past editions of the Pricing Advisor newsletter
and The Journal of Professional Pricing

How to Create a Competitive Advantage with Innovative Pricing

In this article, we explore how innovative pricing models are becoming the new source of competitive advantage. The pay per use / wash / mile pricing model is used as an example to deep dive the topic. Several cases have been taken from the book “The Pricing Model Revolution” to present how companies of different industries and regions successfully applied the model to reach a competitive advantage.

How Companies Can Build and Protect Their Pricing Power

The future of industry-leading companies is the value-based organization. Those companies will have an ongoing process of understanding customer needs, using that understanding throughout the organization, understanding competitors’ capabilities, and having a process to absorb that and know how to react to those things – and how to build and go to market relative to those changes, as the author explains.

By |June 28, 2024|Categories: Journal of Professional Pricing, Pricing Articles, Pricing Transformations|Tags: |

Back to Reality 2.0: Five Recession Busters to Survive the Looming Slow Down

The natural reaction in times of crisis is to increase discounts and to close deals at any cost to keep the lights on. There are things you can do without giving away the farm. Pricing can be a creative and innovative tool to accomplish remarkable success while delivering more value to your customers and prospects, as the author explains.

Control: The Cornerstone of Effective Pricing

Author: Marcelo Krybus, CPP Proper control and analysis are indispensable to implement strategic pricing definitions effectively. The article draws a parallel between the evolution of pricing and analytics, outlining thirty-two indicators for monitoring performance and identifying opportunities. Additionally, key challenges and considerations for implementing a pricing monitoring process are highlighted. Marcelo Krybus, CPP, is a Partner Director at Quantiz Pricing Solutions. He has more than 15 years of experience specializing in various sectors such as agriculture, construction, education, and pharmaceuticals. Connect with him on LinkedIn here or reach out via email at quantiz@quantizinternational.com. The Journal of Professional Pricing, March 2024 DOWNLOAD PDF VERSION Introduction Peter Drucker, a renowned figure in modern management, said that “what gets measured gets managed” and “what gets measured can be improved.” Control is considered one of the six structural pillars of pricing, alongside strategy, price setting, commercial policy, processes, and [...]

Repricing Analytics in Difficult Trading Environments

In recent years, globally significant events have dramatically impacted supply chain related costs obliging many businesses to substantially increase their prices. The magnitude of price adjustments was so unprecedented that many organizations lacked the necessary experience to manage their offerings effectively in rapidly changing market conditions. This resulted in some companies failing to increase prices sufficiently, foregoing profit due to fear of lost sales, whilst others hit an inappropriately high price-point, to the detriment of sales. Many businesses ended up in a bedlam of distorted value propositions, incomprehensible price structures across markets and channels, and hence sub-optimal market competitiveness. Now, as the economy and markets start to recalibrate, there is urgency for businesses to rationally revisit pricing. The current article discusses some of the price analytics that could help on the way. They could form, as the author explains, a formidable basis for the application of AI – based pricing.

PPS December 2023 Survey of Today’s Pricing Professional

The Professional Pricing Society’s December 2023 survey of pricing professionals received 752 responses from a cross section of industries across the globe. The mission of PPS is to nurture the global community of pricing professionals and to disseminate pricing expertise throughout the business world. As part of this mission, we conduct surveys as a free benefit to our members with the hope this research provides useful insights, including where pricing stands as a career option, the most- and least-favored aspects of pricing roles, pricing’s current status in the business world, and much more.

Pricing in a Market with Disruption

Special pricing challenges emerge in markets marked by disruption for both incumbents and the new disruptive entrant. When faced with a disruptive threat, incumbents can perceive a no-win situation. For the disruptive new entrant, there are also critical problems to solve. The goal of this whitepaper is to help firms navigate the pricing challenges associated with both the incumbent and disruptor positions in markets undergoing disruptive innovation.

The Unified Theory of Pricing

In this article, the authors present a unified pricing theory, manifested in a tool called the Strategic Pricing Hexagon, that brings together all the disparate pricing ideas, and the drivers and forces behind them, into one master structure. This article shows how the Strategic Pricing Hexagon allows leaders to look beyond the numbers and develop a pricing strategy that can change the entire trajectory of their business and their market.

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