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License or subcription
License Versus Subscription (SaaS) Pricing – What’s Better For Your Business?

How to calculate a subcription fee for your software? What are the risks of transitioning from license-selling to subscription selling?

Scan your portfolio for discount outliers

You set price lists and discount levels – larger accounts get larger discounts. But do they? We provide you with SQL queries to analyze sales and find outliers.

How to communicate price corrections?

Imagine your first month the job as the pricing manager. You discover lots of price inconsistencies, negative-margin prices etc. that should be fixed. Great job! Lot’s of margin improvement opportunities there! But how will you communicate this…

Product mix impacts profitability
How to calculate product mix impact on profitability?

How does profitability change even if the revenue and cost stay stable? Product (or customer) mix might be the answer. In this post we will explain what product mix is and how to calculate its impact on the profitability. Let’s start very simple. Ima…

Delhaize_Ticket
Inflation for you – is it time to change your supermarket?

I rewrote this blog post using ChatGPT for the text and Magic Media (Canvas) for the featured image. The new post is accessible here. I downloaded the last 365 days of sales tickets from my Delhaize account. I analysed my spend, calculated “my inflat…

Navigating the Supermarket Shuffle: Is Inflation Impacting Your Grocery Bill?

Ever wondered if your supermarket loyalty is costing you more than you realize? I recently took a deep dive into my shopping habits at Delhaize, and the results were eye-opening. Let me share the journey with you, and why it might be time to reconsid…

How to build a revenue bridge on large datasets?

We explain what a revenue bridge is, how it can be used, and how to prepare one on large invoice datasets using MSSQL.

Automate your work – easily split large price lists!

When you work on ERP price lists, you end up with thousands of lines of price list – SKU combinations. When sending these files to review, you need to filter and save as tens of files. How to automate this? If your company is not using a price-manage…

Daily pricing terminology

Definitions and explanations of the long list of jargon and notions used in pricing. Which price ? which cost? what is that analysis? Here we explain basics on pricing terminology.

How to legally collect B2B competitor pricing in 2022?

It is critical to have an idea of competitor landscape, but we have to watch for not conducting an illegal and/or unethical behavior looking for competitor pricing. You can see a good summary of what you can and what you cannot do in this blog post, …

How much discount for a new key account?

Large accounts offer large revenue, but they leverage this position in negotiation and get large discounts as well. Where is the limit? How much discount does a key account merit? When you are running a pricing analysis and try to find exceptions, mo…

Book review: Pricing Strategy (Tim J. Smith)

In this post, I review the book “Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures” by Tim J. Smith. In many of the blogs, I see reviews of strategic pricing books, usually digging down on …

Average vs Median Price – how to avoid the trap?

Running a profitability analysis based on average price is quick and easy – but does it give the full picture? I explain why and how to compare average price with median price, and take insightful pricing decisions. As a pricing professional, I am su…

How to calculate price realization on large datasets?

Calculating price realization at customer-SKU granularity becomes challenging as the invoice data grows larger. In this post we will explain how to run price realization analysis using SQL queries, so that you can calculate very precise price realiza…

Sample datasets for pricing analysis

I give practical examples of data analysis and share the code that performs these analyses. The analysis I share in these posts require a predefined data set. In this page, I share the sample data set (available for download for free) and explain thi…

The anatomy of an annual price increase

And it’s that time of the year – we are going to perform an increase to our selling prices. But practically, what are the steps you need to implement a price increase effectively? Why do we do that? In a previous blog post, I explained why we do pric…

Why do we increase prices?

Unless you are a purchasing professional, you do not ask this question to the vendor when they come up with an increase of their sales prices. On the other hand, if you are at the other side of the table, meaning the vendor/manufacturer, you might al…