Impact Pricing

• Understand pricing in procurement
• How to lower procurement time in half, and cut costs like a pro
• How to price your product: what you need to know before you launch

Maree McMinn, known as the Pricing Rebel, is a pricing practitioner for about 12 years. Currently, she’s the Indirect Procurement Manager of Valvoline. 

Maree has experience across a wide variety of industries including consumer packaged goods, retail, distribution, manufacturing, and software.  She's built several disciplines from the ground up including, pricing, competitive intelligence, business intelligence, supplier diversity, and indirect procurement.  

In this episode, Maree shares her pricing experience, how this helps her the procurement process and how it benefits her to make the best pricing decisions.

“You have to understand what people's reference prices are. Quite frankly, do nothing as your competitor.”

- Maree McMinn

 Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

01:35 - Maree tells #pricingrebel's backstory, what it is all about and how it began 

02:26 - She shares how her pricing career started

04:36 - Her transition to procurement side

07:02- Mark perspective regarding value vs. pricing in terms of procurement

10:05 - The good side of procurement besides price negotiation

13:00 - The success story behind Maree’s pricing career

12:25 - Her experience implementing new or pricing business model

18:29 - Maree’s thought on the biggest problem of a company in terms of pricing

20:46 - Her piece of advice to companies to have an impact

Key Takeaways:

“We get to a better solution because I bring them innovation, not just the price.”- Maree McMinn

“Thinking about SKU rationalization. Trying to shoehorn what they did before and into a new solution, your breaking it apart and helping the organization think through.” - Maree McMinn

“One of the things company is doing very poorly is think about price before they think about the product.” - Maree McMinn

Resources:

• Impact Pricing: Your Blueprint for Driving Profits

Connect with Maree McMinn:

• LinkedIn
• msquaredww.com
• Email: [email protected]

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

Hey Pricing Practitioners, have the chance to get Impact Pricing: Your Blueprint for Driving Profits

Just Answer the Question: What is Value?

(Post your answer at Mark's LinkedIn designated Post)

• Understand pricing in procurement
• How to lower procurement time in half, and cut costs like a pro
• How to price your product: what you need to know before you launch

Maree McMinn, known as the Pricing Rebel, is a pricing practitioner for about 12 years. Currently, she’s the Indirect Procurement Manager of Valvoline. 

Maree has experience across a wide variety of industries including consumer packaged goods, retail, distribution, manufacturing, and software.  She's built several disciplines from the ground up including, pricing, competitive intelligence, business intelligence, supplier diversity, and indirect procurement.  

In this episode, Maree shares her pricing experience, how this helps her the procurement process and how it benefits her to make the best pricing decisions.

“You have to understand what people's reference prices are. Quite frankly, do nothing as your competitor.”

- Maree McMinn

 Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

01:35 - Maree tells #pricingrebel's backstory, what it is all about and how it began 

02:26 - She shares how her pricing career started

04:36 - Her transition to procurement side

07:02- Mark perspective regarding value vs. pricing in terms of procurement

10:05 - The good side of procurement besides price negotiation

13:00 - The success story behind Maree’s pricing career

12:25 - Her experience implementing new or pricing business model

18:29 - Maree’s thought on the biggest problem of a company in terms of pricing

20:46 - Her piece of advice to companies to have an impact

Key Takeaways:

“We get to a better solution because I bring them innovation, not just the price.”- Maree McMinn

“Thinking about SKU rationalization. Trying to shoehorn what they did before and into a new solution, your breaking it apart and helping the organization think through.” - Maree McMinn

“One of the things company is doing very poorly is think about price before they think about the product.” - Maree McMinn

Resources:

• Impact Pricing: Your Blueprint for Driving Profits

Connect with Maree McMinn:

• LinkedIn
• msquaredww.com
• Email: [email protected]

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

Hey Pricing Practitioners, have the chance to get Impact Pricing: Your Blueprint for Driving Profits

Just Answer the Question: What is Value?

(Post your answer at Mark's LinkedIn designated Post)

• Pricing strategies should align with how your business competes and wins
• Understand how customers behave, not just what they say
• Discover more about Pricing Model Concepts and Subscription Pricing Model and how these work

Scott Francis formed SPS in 2005 after an extensive career improving profitability in the senior leadership of corporate finance and marketing entities, including CFO and SVP Marketing & Pricing.

Find out in this episode how Scott Francis helps clients improve profitability with behavioral economics and data-driven pricing.

“Make sure you're paying attention to how customers actually behave as opposed to what they say they're going to do.”

 - Scott Francis

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

00:43 – Introduction about Scott Francis’ career background and his transition from VP-Finance to VP-Marketing

02:31 – Where should the pricing function reside in your business?

04:33 – Explaining the roles of Finance, Sales and Marketing departments in value pricing

07:53 – Problems with clients about value pricing about geography, average sales price and price elasticity and its solution

14:44 – Key Performance Indicators and the pricing model concepts and how these work

19:32 – Hear Scott Francis’ most valuable pricing advice

Key Takeaways:

“Make sure you're paying attention to how customers behave as opposed to what they say they're going to do.” - Scott Francis

“If you pay attention to how customers actually behave when pricing choices are in front of them, you'll have a much better understanding about how much pricing power you really have and how sensitive your customers really are, and you can make much better decisions than just listening to what the customers say via survey or what the salespeople tell you.” - Scott Francis

Connect with Scott Francis:

• Email: [email protected]
• LinkedIn
• Website

Connect with Mark Stiving

• markstiving.com
• LinkedIn
• Twitter

• Pricing strategies should align with how your business competes and wins
• Understand how customers behave, not just what they say
• Discover more about Pricing Model Concepts and Subscription Pricing Model and how these work

Scott Francis formed SPS in 2005 after an extensive career improving profitability in the senior leadership of corporate finance and marketing entities, including CFO and SVP Marketing & Pricing.

Find out in this episode how Scott Francis helps clients improve profitability with behavioral economics and data-driven pricing.

“Make sure you're paying attention to how customers actually behave as opposed to what they say they're going to do.”

 - Scott Francis

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

00:43 – Introduction about Scott Francis’ career background and his transition from VP-Finance to VP-Marketing

02:31 – Where should the pricing function reside in your business?

04:33 – Explaining the roles of Finance, Sales and Marketing departments in value pricing

07:53 – Problems with clients about value pricing about geography, average sales price and price elasticity and its solution

14:44 – Key Performance Indicators and the pricing model concepts and how these work

19:32 – Hear Scott Francis’ most valuable pricing advice

Key Takeaways:

“Make sure you're paying attention to how customers behave as opposed to what they say they're going to do.” - Scott Francis

“If you pay attention to how customers actually behave when pricing choices are in front of them, you'll have a much better understanding about how much pricing power you really have and how sensitive your customers really are, and you can make much better decisions than just listening to what the customers say via survey or what the salespeople tell you.” - Scott Francis

Connect with Scott Francis:

• Email: [email protected]
• LinkedIn
• Website

Connect with Mark Stiving

• markstiving.com
• LinkedIn
• Twitter

• Pricing strategies should align with how your business competes and wins
• Understand how customers behave, not just what they say
• Discover more about Pricing Model Concepts and Subscription Pricing Model and how these work

Scott Francis formed SPS in 2005 after an extensive career improving profitability in the senior leadership of corporate finance and marketing entities, including CFO and SVP Marketing & Pricing.

Find out in this episode how Scott Francis helps clients improve profitability with behavioral economics and data-driven pricing.

“Make sure you're paying attention to how customers actually behave as opposed to what they say they're going to do.”

 - Scott Francis

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

00:43 – Introduction about Scott Francis’ career background and his transition from VP-Finance to VP-Marketing

02:31 – Where should the pricing function reside in your business?

04:33 – Explaining the roles of Finance, Sales and Marketing departments in value pricing

07:53 – Problems with clients about value pricing about geography, average sales price and price elasticity and its solution

14:44 – Key Performance Indicators and the pricing model concepts and how these work

19:32 – Hear Scott Francis’ most valuable pricing advice

Key Takeaways:

“Make sure you're paying attention to how customers behave as opposed to what they say they're going to do.” - Scott Francis

“If you pay attention to how customers actually behave when pricing choices are in front of them, you'll have a much better understanding about how much pricing power you really have and how sensitive your customers really are, and you can make much better decisions than just listening to what the customers say via survey or what the salespeople tell you.” - Scott Francis

Connect with Scott Francis:

• Email: [email protected]
• LinkedIn
• Website

Connect with Mark Stiving

• markstiving.com
• LinkedIn
• Twitter

• Discover the importance of knowing how the marketplace perceives your price and value
• Learn why pricing is considered both as an art and a science
• Know why interviewing the key decision-makers and influencers is essential in the pricing process 

Summary

Michael Hurwich is the global president of SPMG, a pricing strategy, and consulting services. He has consulted to major Fortune 500 and mid-sized firms for the past 15 years. He is one of the foremost pricing consultants known around the globe for his hands-on, pragmatic approach integrating Value-Based Pricing practices within an organization to Strategy development and tactical pricing. He started his consulting career at Braxton Associates, the strategic arm of Deloitte & Touche Consulting Group.

In this episode, Michael talked about the exciting science and art of pricing, the pricing process hierarchy, and the factors that are involved in the pricing process. Also, he discussed the importance of knowing how the price is communicated and perceived in the marketplace and how customers view an estimate is as critical as the price itself.  Check out this episode and be guided in doing value-based pricing.

 "It is important to think about how your price is communicated in the market and how your customer perceives it."
  - Michael Hurwich

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

01:51 – All about his book The Joy of Pricing, the backstory on how he got into the industry of pricing

04:15 – Pricing as both an art and a science

04:51 – Common methods to price products and services: cost-based pricing and value-based pricing, their differences

05:30 – Why value-based pricing is challenging, the element that is involved in solving the complexities of pricing

07:28 – The organizational considerations when it comes to pricing

12:31 – Determining pricing process hierarchy, why interviewing the key decision-makers and influencers is essential in the pricing process 

20:31 – Michael’s one value advice: Think about how your price is communicated in the market and how the customers perceive it.

Key Takeaways:

“Pricing is really powerful in the impact that we could have for our clients.” – Mark Stiving

“The price that you set in the market establishes you of how you wish the customers to perceive you regarding how you deliver value as well as the price in the marketplace.” – Michael Hurwich

“Do you understand how the audience is perceiving your price value proposition in the marketplace relative to other competitors?” – Michael Hurwich

Resources:

 The Joy of Pricing: A Managers Guide to Value-Based Pricing

Connect with Michael Hurwich:

• spmgglobal.com

• LinkedIn
•  [email protected]  

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

• Discover the importance of knowing how the marketplace perceives your price and value
• Learn why pricing is considered both as an art and a science
• Know why interviewing the key decision-makers and influencers is essential in the pricing process 

Summary

Michael Hurwich is the global president of SPMG, a pricing strategy, and consulting services. He has consulted to major Fortune 500 and mid-sized firms for the past 15 years. He is one of the foremost pricing consultants known around the globe for his hands-on, pragmatic approach integrating Value-Based Pricing practices within an organization to Strategy development and tactical pricing. He started his consulting career at Braxton Associates, the strategic arm of Deloitte & Touche Consulting Group.

In this episode, Michael talked about the exciting science and art of pricing, the pricing process hierarchy, and the factors that are involved in the pricing process. Also, he discussed the importance of knowing how the price is communicated and perceived in the marketplace and how customers view an estimate is as critical as the price itself.  Check out this episode and be guided in doing value-based pricing.

 "It is important to think about how your price is communicated in the market and how your customer perceives it."
  - Michael Hurwich

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

01:51 – All about his book The Joy of Pricing, the backstory on how he got into the industry of pricing

04:15 – Pricing as both an art and a science

04:51 – Common methods to price products and services: cost-based pricing and value-based pricing, their differences

05:30 – Why value-based pricing is challenging, the element that is involved in solving the complexities of pricing

07:28 – The organizational considerations when it comes to pricing

12:31 – Determining pricing process hierarchy, why interviewing the key decision-makers and influencers is essential in the pricing process 

20:31 – Michael’s one value advice: Think about how your price is communicated in the market and how the customers perceive it.

Key Takeaways:

“Pricing is really powerful in the impact that we could have for our clients.” – Mark Stiving

“The price that you set in the market establishes you of how you wish the customers to perceive you regarding how you deliver value as well as the price in the marketplace.” – Michael Hurwich

“Do you understand how the audience is perceiving your price value proposition in the marketplace relative to other competitors?” – Michael Hurwich

Resources:

 The Joy of Pricing: A Managers Guide to Value-Based Pricing

Connect with Michael Hurwich:

• spmgglobal.com

• LinkedIn
•  [email protected]  

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

• Discover the importance of knowing how the marketplace perceives your price and value
• Learn why pricing is considered both as an art and a science
• Know why interviewing the key decision-makers and influencers is essential in the pricing process 

Summary

Michael Hurwich is the global president of SPMG, a pricing strategy, and consulting services. He has consulted to major Fortune 500 and mid-sized firms for the past 15 years. He is one of the foremost pricing consultants known around the globe for his hands-on, pragmatic approach integrating Value-Based Pricing practices within an organization to Strategy development and tactical pricing. He started his consulting career at Braxton Associates, the strategic arm of Deloitte & Touche Consulting Group.

In this episode, Michael talked about the exciting science and art of pricing, the pricing process hierarchy, and the factors that are involved in the pricing process. Also, he discussed the importance of knowing how the price is communicated and perceived in the marketplace and how customers view an estimate is as critical as the price itself.  Check out this episode and be guided in doing value-based pricing.

 "It is important to think about how your price is communicated in the market and how your customer perceives it."
  - Michael Hurwich

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Topics Covered:

01:51 – All about his book The Joy of Pricing, the backstory on how he got into the industry of pricing

04:15 – Pricing as both an art and a science

04:51 – Common methods to price products and services: cost-based pricing and value-based pricing, their differences

05:30 – Why value-based pricing is challenging, the element that is involved in solving the complexities of pricing

07:28 – The organizational considerations when it comes to pricing

12:31 – Determining pricing process hierarchy, why interviewing the key decision-makers and influencers is essential in the pricing process 

20:31 – Michael’s one value advice: Think about how your price is communicated in the market and how the customers perceive it.

Key Takeaways:

“Pricing is really powerful in the impact that we could have for our clients.” – Mark Stiving

“The price that you set in the market establishes you of how you wish the customers to perceive you regarding how you deliver value as well as the price in the marketplace.” – Michael Hurwich

“Do you understand how the audience is perceiving your price value proposition in the marketplace relative to other competitors?” – Michael Hurwich

Resources:

 The Joy of Pricing: A Managers Guide to Value-Based Pricing

Connect with Michael Hurwich:

• spmgglobal.com

• LinkedIn
•  [email protected]  

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

• Discover the secrets of customer value
• Learn what to say when a customer says your service is expensive
• Find out how to deal with pricing pressure

Summary

Mike Wilkinson is the Value Selling Expert. He works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.

In this episode, Mike shares how he helps people find new ways of understanding and communicating value so money is not left on the table and how they can be rewarded for the value they deliver.

 "Value is a mystery. Our job as salespeople and as businesses is to solve the value mystery. And the mystery is how our customers define value."
  - Mike Wilkinson

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Announcement:

If you want to address the Seven Challenges of Value to take you from an understanding value at the beginning of delivering value to the end. Get a 20% discount to The Value Challenge System

Register here: http://bit.ly/TheValueChallengeSystem 

Coupon: Impact

Topics Covered:

01:35 – Mike explains price management is two distinct things. One is the price setting bit, and the other is the price getting bit

04:15 - What is value? Value draws mystery.

09:19 - How do we identify and tackle the challenges that we face in selling our value effectively

09:53 - Seven challenges of value

10:08 - The value triad. Component element of value: value gain, cost reduction, and emotional contribution

14:34 – How to deal with pricing pressure

15:10 - What to say when a client tells you're too expensive

18:22 – Deliver your promise

20:31 – Mike’s one value advice: Your customer defines value not you. And because it’s true, you have to solve the value mystery.

Key Takeaways:

“Value is what a customer willing to pay.” – Mike Wilkinson

“If you have a sales team who cannot sell on the basis of value then the challenge of actually getting the price is that you have set becomes a much bigger challenge.” – Mike Wilkinson

“The value thing comes in when you really understand and appreciate the value that you are delivering to that customer.” – Mike Wilkinson

Resources:

• Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value
• The Challenge of Value

Connect with Mike Wilkinson:

• LinkedIn
• [email protected] 

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter

• Discover the secrets of customer value
• Learn what to say when a customer says your service is expensive
• Find out how to deal with pricing pressure

Summary

Mike Wilkinson is the Value Selling Expert. He works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.

In this episode, Mike shares how he helps people find new ways of understanding and communicating value so money is not left on the table and how they can be rewarded for the value they deliver.

 "Value is a mystery. Our job as salespeople and as businesses is to solve the value mystery. And the mystery is how our customers define value."
  - Mike Wilkinson

Stay updated on all thing pricing. Subscribe to 'The Pricing Perspective' here

Announcement:

If you want to address the Seven Challenges of Value to take you from an understanding value at the beginning of delivering value to the end. Get a 20% discount to The Value Challenge System

Register here: http://bit.ly/TheValueChallengeSystem 

Coupon: Impact

Topics Covered:

01:35 – Mike explains price management is two distinct things. One is the price setting bit, and the other is the price getting bit

04:15 - What is value? Value draws mystery.

09:19 - How do we identify and tackle the challenges that we face in selling our value effectively

09:53 - Seven challenges of value

10:08 - The value triad. Component element of value: value gain, cost reduction, and emotional contribution

14:34 – How to deal with pricing pressure

15:10 - What to say when a client tells you're too expensive

18:22 – Deliver your promise

20:31 – Mike’s one value advice: Your customer defines value not you. And because it’s true, you have to solve the value mystery.

Key Takeaways:

“Value is what a customer willing to pay.” – Mike Wilkinson

“If you have a sales team who cannot sell on the basis of value then the challenge of actually getting the price is that you have set becomes a much bigger challenge.” – Mike Wilkinson

“The value thing comes in when you really understand and appreciate the value that you are delivering to that customer.” – Mike Wilkinson

Resources:

• Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value
• The Challenge of Value

Connect with Mike Wilkinson:

• LinkedIn
• [email protected] 

Connect with Mark Stiving

• Email:[email protected]
• LinkedIn
• Twitter