B2B pricing strategy consultants for building materials, manufacturing and distribution
Margin expansion. Revenue growth. Culture transformation. Pricing Insight is a Sydney pricing strategy consultancy founded in 2007 by Ron Wood, a pricing expert with 30 years in industry and consulting. Clients have added A$2m to A$9m of EBIT for every A$100m of revenue optimised, within 12 months of go-live.
160+ engagements since 2007
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What does Pricing Insight do?
We are pricing consultants. We set pricing strategy, optimise prices for every product and customer, and build the rules and sales skills that hold those prices once the project ends. Price is the strongest profit lever a business has: a 1% price gain with no loss of volume lifts EBIT by about 10% in a business earning a 10% margin, yet few of the people who set, quote and negotiate prices have had formal pricing training, so most of that lever goes unused. Our clients are private-equity-owned, ASX-listed, Fortune 500 and family-owned businesses across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom. The work moves them from cost-plus and compliance pricing to prices set on the value each customer receives.
Looking for specialist support? Meet our pricing consultants in Australia and explore our B2B margin improvement experience.
Why is price your biggest profit lever?
A 1% improvement in price, with no loss of volume, lifts operating profit about three times more than a 1% gain in volume. Most management attention still goes to cost and volume, which is where the smaller levers sit.
Increase in EBIT from a 1% improvement in each lever. Pricing Insight worked example: A$100m revenue, 70% variable cost, 20% fixed cost, 10% EBIT margin.
Who do we help?
We work with businesses that sell thousands of products to trade and project customers through a sales team. That is where pricing is most complex, where discounts and rebates drift furthest from policy, and where the margin at stake is largest. Use the arrows to move through the eight industries we work in.
What makes our approach different?
Three methods, built over 160+ engagements and run on your own sales, rebate and customer data. Each one turns pricing from opinion into a managed, measured part of the business.
Diagnostic roadmap and immediate earnings
The 9PE Pricing Diagnostic scores nine capability elements across three layers, sizes the margin opportunity in A$, sets a two-year roadmap and starts ranked quick wins in the first month.
Algorithms and architecture
The Blackbird engine sets an optimised price for every SKU and every customer from what each customer values and the pricing power you have with them. New list, discount and rebate architecture holds those prices in place.
Capability and culture
Roles, rules, KPIs and sales-team skills that keep better pricing in place. Progress is tracked on a five-level scale: most B2B pricing functions start at Level 2, and the target is Level 3 within 12 months and Level 4 within 24.
How do we lift your margin?
Three stages, each with its own measured result. Most clients start with the diagnostic and move to the next stage only where the numbers justify it.
Diagnose
Size the margin your pricing leaves behind in A$, score pricing capability and start quick wins in the first month.
9PE Pricing Diagnostic & Quick Wins →Optimise
Set an optimised price for every SKU and customer from your own sales data, with floors and guardrails, and measure the result against a finance-reconciled baseline.
Project Blackbird price optimisation →Transform
Install the roles, rules and skills that hold prices after the project ends.
Pricing Capability & Governance →Pricing Masterclass (12 weeks) →Sales & Negotiation Workshops →What results have clients achieved?
Every figure comes from a published case study. Realised means measured by the client after implementation; modelled and identified mean sized before it. Use the arrows to move through the case studies.
What do clients say?
Senior leaders from private equity, manufacturing and distribution.
Pricing Insight were engaged by Advent Partners to assist in developing pricing and margin strategies for several of our investee companies. In one case they helped us generate an incremental EBITDA lift of 20%. We continue to use Pricing Insight for due diligence and our 100 day plans.
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I can highly recommend Ron Wood and his team at Pricing Insight. We have worked with them for 3 years and the knowledge gained by my team has been absolutely measured on our bottom line.
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Ron helped us develop a value-based sales model, simplifying our pricing and enhancing our team's understanding of the solutions' value.
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What should you read first?
Twelve white papers across Diagnose, Optimise and Transform. Use the arrows to move through them.
Common questions
Quick answers for leaders comparing pricing consultants. More on pricing consultants in Australia.
What does a pricing strategy consultant do?
A pricing strategy consultant measures the margin a business loses between list price and invoice through discounts, rebates and overrides, then resets prices, discount structures and approval rules to recover it. At Pricing Insight the work also covers price optimisation for every SKU and customer, and training for the sales team that has to hold the new prices.
What does a pricing consultant do for a building materials business?
We measure where margin is lost between list and invoice across branches, states and customer types, reset the discount and rebate structures that cause it, and set rules for passing cost increases through on time. Building materials case studies on this site show A$4m to A$10.8m a year identified, and 250 basis points of gross margin realised at Fletcher Insulation.
How much margin can better pricing deliver?
A 1% improvement in realised price, with no loss of volume, lifts EBIT by about 10% in a business with a 10% EBIT margin, or A$1m for every A$100m of revenue. Across our engagements, clients have added A$2m to A$9m of EBIT per A$100m of revenue optimised within 12 months of go-live. The figure for your business depends on your margin, your discount spread and how much of the change your sales team holds.
Who is Pricing Insight's pricing expert?
Ron Wood, founder and Managing Director. Ron has 30 years in pricing, first as a pricing and commercial manager in FMCG, building materials and capital equipment, then as a pricing consultant since founding Pricing Insight in 2007. He has led more than 160 engagements, trained more than 5,000 executives through Pricing University, and was the first Australian to write a dedicated course on value-based pricing.
Where does Pricing Insight work?
We are based in Sydney and work with clients across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom, on site and online.
How does an engagement start?
Usually with the 9PE Pricing Diagnostic, which sizes the opportunity in A$, scores pricing capability and delivers ranked quick wins in the first month. Price optimisation, governance and training follow only where the diagnostic shows the return justifies them.
Price is your largest profit lever.
Book a call with Ron Wood to find out how much margin your pricing is leaving behind, and what it would take to recover it.
Let’s work together
Whether you're ready to optimise your pricing or want to explore what's possible, we'd love to hear from you.