3 Ways to Kickstart Pricing Discussions with Visualizations

We’re delighted to have guest contributor Scott Sanders, senior consultant at Simon-Kucher & Partners, share his expertise with CPG Data Tip Sheet readers. Scott’s contact details can be found at the end of this article. Of the four Ps of marketing, price has the most power to transform a company’s revenue and profit. The best way to […]

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All About ACV

Earlier this year, we received a frustrated email from a reader. He wrote: “Once and for all, I would like to know exactly what ACV is. You hear several definitions depending on the site you visit. Then I would like to know how to calculate it, what it tells me, and why suppliers should care.” […]

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Mind The Gap! (The Price Gap, That Is)

This is the next in our series of posts about retail pricing. In this post I’ll talk about price gaps – how to calculate them and why they’re important. (You may want to review these previous posts before continuing: retail pricing in general, base price, discount, and trade merchandising measurement.) Take a moment and imagine […]

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Discount: The Often-Overlooked Pricing Measure

In this post I’ll explain why discount is an important element of your pricing-trade strategy and the correct way to calculate it. (You may want to review these previous posts before continuing: retail pricing in general, base price and trade merchandising measurement.) We’re all familiar with discounts – everybody likes to get things “on sale.” […]

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Promoted Price: It Pays to Look Deeper

Trade spending is a huge/the biggest item in the budget for [almost] all consumer packaged goods brands.  As explained in this previous post, all those trade dollars go towards reducing your retail price and, sometimes, gaining feature and/or display support.  But how do you know the real price that shoppers are paying for your product […]

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