Get a free education when you attend Pricing College. Learn everything about pricing, value management, revenue management and how to build a pricing career. Join Joanna Wells and Aidan Campbell for entertaining and informative discussion every week.
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Customers are becoming more price-sensitive while costs continue to rise. For businesses facing margin pressure, simply passing costs through or following competitors with another price increase may not be enough. In this episode, we explore what happens when customers want lower prices, costs demand higher ones, and competitors are raising prices at the same time. We look at recent pricing data…
In 2021, Domino's Pizza Enterprises (DPE) Australia declared itself a "technology company that happens to sell pizza" as its stock soared to $160. Four years later, DPE reported its first annual net loss in 20 years, closing 200 stores and cycling through two CEOs in under 12 months. What went wrong? Was cutting discounts a strategic mistake, or is Domino's facing a much bigger structural decline…
What do you do when your biggest customer asks for a lower price? Say yes, and your margins take a hit. Say no, and you risk losing the customer entirely. In this episode of the podcast, Joanna Wells explores how top brands avoid this margin trap and continue growing without across-the-board price cuts. We break down four real-world strategies from four leading businesses that got it right. ⏱️…
When multi-billion-dollar mergers promise massive operational synergies, why do so many post-acquisition profit margins fall short? The leak often hides in plain sight: Pricing Architecture . In this episode, we break down the ACCC's approval of the landmark Sigma Healthcare – Chemist Warehouse merger and explore the commercial, regulatory, and pricing challenges that arise when wholesale and…
Every night, algorithmic pricing software updates thousands of prices across the globe. Most CEOs assume it's working perfectly, the revenue is coming in, and the vendor says everything is fine. But a massive federal class-action lawsuit filed in California is exposing a dark truth about algorithmic pricing, and it's a massive wake-up call for corporate governance. In this episode, we break down…
"The market made me do it." For decades, that single phrase has been the ultimate shield for businesses facing tough pricing questions. If costs go up, you raise prices. If competitors move, you move with them. It's how the game has always been played—from fuel giants and supermarkets to manufacturing and B2B suppliers. But that shield is cracking. With regulators like the ACCC turning up the heat…
By the time pricing data arrives on your desk, in your board pack, or in your leadership meetings, it has already been shaped, structured, filtered, and framed. In this episode, we pull back the curtain on corporate pricing reporting. This isn't a story of fraud or bad intentions; it is a breakdown of a rational corporate system where everyone is answering a different question, except yours.…
A massive shift is hitting Australian retail. Under the mandatory food and grocery code of conduct, Coles and Woolworths are legally required to justify their shelf prices to regulators based on a strict standard: cost of supply plus a reasonable margin. But if you think this law stays at the checkout, you are missing the real commercial threat. The pressure is about to travel directly into the…
As a CEO, you look at board reports, summaries, and high-level margins. But what happens when you actually open up the raw, transactional data? In this episode, we dive into the hidden layers of corporate defense mechanisms—from recruitment filters and executive stakes to "the shield" of trusted staff and an over-protectiveness in corporate culture—that unintentionally keep CEOs in the dark about…
When you sit down with a CEO or commercial team and open up the actual transactional data, that is the exact moment a chilling realisation sets in. More often than not, the answer is: "Nobody knows." In this episode, we pull back the curtain on what pricing actually looks like inside a business that's been operating for 20+ years. It's not a story of intentional strategy—it's a story of…
Bunnings suppliers face a challenge that extends far beyond a single retailer. Margin pressure rarely arrives as a crisis. It arrives as a request. Support this promotion. Fund this campaign. Sharpen the price just this once. Each decision feels manageable on its own. But over time, temporary concessions become commercial expectations, and suppliers end up carrying costs that were never theirs to…
