Pricing remains one of the most powerful yet often misunderstood levers for growth and profitability in the chemical industry. James Hogan, partner at Simon Kucher and expert in pricing strategy and customer behavior, joins host Victoria Meyer to break down today’s evolving landscape—from regional market differences and shifting supply dynamics to the rising role of digital tools and sustainability. Their conversation highlights how value goes beyond price alone, with factors like product quality, lead time, technical support, and strong customer relationships playing critical roles in differentiating both commodity and specialty chemical businesses. 

James and Victoria examine the transformation from formulaic to value-based pricing, the complexities introduced by tariffs and distributors, and the increasing need for scenario planning in a volatile market. They also discuss how technical backgrounds, transparent communication, and understanding what customers truly value can drive both personal career growth and business results.  

 

Victoria and James explore the following topics: 

• How a clear understanding of what customers value is critical to pricing 
• How technical support, lead times, and relationships drive differentiation—even in commodities. 
• Regional markets and sustainability differences are demanding tailored global strategies. 
• How AI, data, and blockchain are revolutionizing chemical pricing and operations. 
• Preparing for uncertainty: Scenario planning is key to staying ahead of market disruptions. 

 

Killer Quote: "Everybody wants to avoid a price war. In an industry like this where margins are razor thin, you can't afford to go down. So let's all focus on adding more value. You add more value, you find a way to add more value, customers will find a reason and willingness to pay a little bit more. And, you know, our side is let's raise the bar rather than lower the bar." - James Hogan, Partner at Simon-Kucher 

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