The Pricing Guys

In this episode of The Pricing Guys, Avy and Michael dig into McDonald’s recent performance slump and ask the tough question: is it really the economy, or is something deeper going on?

They explore whether rising prices at traditional value spots like McDonald’s are pushing customers toward fast casual alternatives, grocery stores, or even doing nothing at all. This episode also looks at how price perception, value trade-offs, and customer segmentation are reshaping the fast food landscape.

In this episode of The Pricing Guys, Avy and Michael dive into the world of pricing transparency from Airbnb rentals to software contracts.

Prompted by a real-life booking experience gone sideways, they unpack the frustration consumers feel when the price you think you’re paying ends up being far from reality. They reflect on how pricing transparency, when done right, can actually be a strategic asset. 

Whether it’s customizing offers based on customer segment or clearly communicating the why behind the price, Avy and Michael argue that transparency isn’t a threat, it’s a differentiator.

In this episode of The Pricing Guys, Avy and Michael unpack how tariffs are reshaping forecasting, pricing, and business operations. As some companies abandon forecasting altogether, overwhelmed by scenario fatigue, the conversation shifts to whether that’s a strategic pause or a costly mistake. 

They explore what it means to plan around worst-case scenarios, why pricing should be the first lever pulled and how organizations can avoid short-term thinking when faced with long-term disruption. From supply chain shifts to price positioning, this episode offers a clear-eyed take on leading through uncertainty with resilience and foresight.

Join us for a fast-paced look back at standout moments from the first 10 episodes of The Pricing Guys podcast.

From the real impact of tariffs and AI on pricing to B2B customer dynamics and acquisition breakdowns like Poppy under Pepsi, this highlight reel gives you a quick taste of the conversations shaping today’s pricing world.

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In this episode of The Pricing Guys, Avy and Michael draw powerful pricing insights from the world of sports contracts, specifically mega-deals like Shohei Ohtani’s.

They explore how concepts like anchoring, deferred value, and portfolio thinking show up in both B2B pricing and professional sports. Through parallels between franchise players and marquee customers, they discuss:

Continuing the conversation from their previous episode, Avy and Michael shift the focus from structure to people, unpacking the personalities that shape today’s pricing teams.

Drawing from over 15 years of experience across industries, they break down the common leader types they’ve encountered: the hyper-analytical deep diver, the buzzword-hyping visionary, the well-liked but indecisive order taker, and more.

But it doesn’t end there. They explore the risks of these leadership styles and highlight what truly effective pricing leadership looks like plus how to spot (and hire) a true pricing unicorn.

In this heated episode of The Pricing Guys, Michael and Avy go toe-to-toe on one of the most debated questions in pricing: Where should the pricing function sit?

They explore how organizational maturity, leadership style, and internal dynamics all play a role in shaping effective pricing teams. Whether you're in a startup or a global enterprise, this episode will help you rethink how your pricing function is set up.

In this episode, Avy and Michael explore the rise and fall of 23andMe, the DNA testing giant that soared to a $6B valuation before veering toward bankruptcy.

They break down what went wrong, including:

- A gimmicky value proposition with limited long-term appeal

- The shaky logic of subscriptions for a non-recurring service

- The ethical grey zone of monetizing personal health data

It’s a cautionary tale about the importance of aligning go-to-market and customer value strategies and what happens when you don’t.

In this special anniversary episode of The Pricing Guys, Michael and Avy reflect on 10 years of Revenue Management Labs.

They dig into the early days of the company (including some hilariously bad slide decks), what’s changed over time, and what’s stayed constant like the commitment to real insights, even if the delivery wasn't always polished.

Whether you're a pricing professional, consultant, or someone trying to drive real change within an organization, this episode is packed with raw insights and unfiltered reflections.

Thank you to all our clients, partners, and team members who’ve supported us along the way. Here’s to the next 10! 

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In this episode of The Pricing Guys, Michael and Avy discuss ‪‬Pepsi’s nearly $2 billion acquisition of Poppi‪, a gut-health soda brand.

They explore why large corporations often struggle to innovate internally despite vast resources, leading them to acquire smaller, trend-setting brands. The conversation highlights how big companies frequently dilute the essence of these brands by altering marketing, expanding product lines too aggressively, and mismanaging pricing.

Will Poppi thrive under Pepsi, or follow the fate of other acquired brands?

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