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Pricing
Prices set from evidence, so every product earns its place on the list.
Typical result
4 to 8 margin points in a year
Duration
Diagnostic 3 weeks, programme about 10 weeks
Fee from
£14,500
The problem
Margins slip when prices rise by the same percentage across a range, or when the products that sell most are the ones priced lowest.
How we work on it
We look at three years of sales by product and channel, sort the range into price roles and rebuild the list around them. Then we train the people who have to explain it to customers.
Most owner-led companies price the way they always have: cost plus a margin, then a rise across the range every year or two. It works until the mix changes. When the products that sell most are the cheapest to buy, a flat rise moves almost nothing.
What we look at
Three years of sales by product, customer and channel; what each product costs to make and to sell; what customers and distributors actually pay after discounts. Most of the margin is usually found in a dozen products.
What you get
A price list built on four roles, from the products that bring customers in to the ones that carry the margin, a set of rules your team can apply without us, and a plan for telling customers and distributors.
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