Pricing Conundrums

Understanding and Overcoming Pricing Conundrums

Pricing management is difficult when there are complex customer chains with many steps between the manufacturer and end customer or multiple pathways through alternate channels to the end user. Across many business-to-business sectors, Blue Canyon Partners frequently encounters organizations that operate in this environment. These companies will have a highly efficient channel and satisfied end customers, but profits remain stagnant or decline.

In this white paper, we define three common underlying causes and how companies can overcome pricing conundrums. The paper also identifies early pricing conflict warning signs and provides actions that can be taken to avoid a vicious cycle of downward price competition.


Request this White Paper

Related Insights

eCommerce Strategy

Setting the Foundation for an Effective B2B eCommerce Strategy

When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive. eCommerce can be a powerful lever to drive top-...
Digital Solutions, IoT, Digital Commerce, Advanced Data Analytics, Digital Strategy

Digital Solutions are Sweeping through the Cleaning Industry: Applying Lessons Learned to Your Industry

Across many industries, manufacturers and distributors are seeking approaches to create successful digital strategies. The cleaning industry—involving suppliers of large, complex equipment (e.g., filtration systems),...
B2B Brand Strategy

Customer-Written Plans for Brands and Pricing: Positioning for Success in Complex Customer Chains

As suppliers to business markets face shareholder demands for top-line-driven profitable growth, brand and pricing decisions can make a substantial contribution. Effective decisions about brands...