Impact Pricing

Vikas Pal Boaddh is the Senior Strategic Marketing and Pricing Leader at Honeywell. He started out as a Software Engineer but has switched careers after getting an MBA in Marketing and General Management. His pricing journey in Honeywell was a happy accident for him. His startup in Food Tech wasn’t working in his early years, so he was introduced to Honeywell’s pricing team. Now, he’s been with them for 10 years.  In this episode, Vikas discusses why value-based pricing is the right thing to do and shares why understanding how your customer thinks is a must in dealing with pricing.   Why you have to check out today’s podcast: Discover how important it is for you to understand the customer’s business first before making them understand how much money they’re going to make once they buy your product; Understand the four pillars of pricing frameworks in organization; and Find out how you can become more efficient in pricing through tips that will help you avoid repeatedly doing the same thing with progress.   “When you have an opportunity to price something, first, go and try to talk to the customers.” – Vikas Pal Boaddh   Topics Covered: 01:44 – The happy accident that led to Vikas joining Honeywell 02:48 – What’s in the cost plus model that made Vikas passionate about it? 04:35 – Two things to take note of when implementing value-based pricing 05:51 – How Honeywell understands customers and their business 09:37 – Where should pricing sit in an organization? 10:53 – The difference in the roles of a pricing person and a product manager 12:32 – The first pillar in pricing frameworks for an organization 14:03 – The three other pillars of pricing organization 16:19 – The competition of having the credit for the price 18:36 – Where does Vikas put the focus when trying to become more efficient? 21:35 – Vikas’ pricing advice for listeners   Key Takeaways: “Know the customers inside out. Understand your customer base. If someone doesn't know [their customers], they will find it difficult to implement value-based [pricing].” – Vikas Pal Boaddh “It’s the pricing person's job to talk to the customers. Ask them about all the things which goes in their business, understand them, model them, dollarize them, and then set the price.” – Vikas Pal Boaddh “As a pricing person, I have a key say in what the price should be, but I just said, the people who own the product – for example, operating managers – they are the people who are kind of holding the price for that. They should be doing a final sign off on that. As a pricing person, it's my role to provide all kinds of inputs and guidance to help them reach there.” – Vikas Pal Boaddh   People / Resources Mentioned: Food Tech:https://www.foodtech.com/ Honeywell:https://www.honeywell.com/us/en   Connect with Vikas Pal Boaddh: LinkedIn: https://www.linkedin.com/in/vikas-boaddh-673a896/?originalSubdomain=my Email: Vikas0903@gmail.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

10 Tammi 202223min

This is an Impact Pricing Blog published on December 1, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-based-mindset-is-hard-for-an-organization/  If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

7 Tammi 20223min

Yes, pricing is really hard. I personally find it frustrating when I look at companies, doesn't matter the size of the company where they're focused a lot on how do we keep costs down? How do we cut costs? We have procurement people. We hire specific procurement people whose job is to get costs down and their job is to learn how to negotiate better so that we can pay lower prices. And I'm not saying those are bad things. But, you know, pricing is so much more powerful. What if we could negotiate better on our sales side? What if we could communicate value better to our marketplace? What if we understood value to where we could set our prices at a higher point and maybe even build products that have more value. “Pricing is hard. There's no doubt, but that's what business is all about. It is definitely worth investing. I don't know why companies don't.” - Mark Stiving We hope you enjoyed this podcast. If you see have any questions or feedback please email me mark@impactpricing.com.  Now go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

5 Tammi 20221min

Kevin Coppinger is currently the Director of Analytics in Ferrellgas. He is passionate about leading groups that turn large data into an asset, providing leadership the opportunity for insights and actions. In this episode, Kevin shares his analytics journey as he talks about the importance of data in providing better service and becoming a better service provider in the field.   Why you have to check out today’s podcast: Discover why data is power and how the understanding of it makes everything better; Understand why an analyst needs to be a good overall communicator if he wants to be good at what he’s doing; Find out how knowing your competitors help you understand where your company and your products should fit in the field.   “Figure out who your top three competitors are and find their biggest weakness and their biggest strength when it comes to product offering and price.” – Kevin Coppinger   Topics Covered: 02:40 – Talking about his failed CPA journey and how it led him to pricing 05:57 – Discussion about insurance, price segmentation, and the cost-plus model 09:20 – Ferrellgas and what Kevin does as he works there 14:04 – Ferrellgas tank users vs. non-Ferrellgas tank users and using analytics for overall betterment 20:16 – Why a good analyst needs to be a good interviewer and communicator nowadays 26:37 – How his background in accountancy helped him in switching to analytics 30:01 – Kevin’s pricing advice for the listeners   Key Takeaways: “Price is the most important signal that a company sends to its consumers but willingness to pay is almost as important as what they think of your actual product.” – Kevin Coppinger “Customers would want to behave the way we wanted them to behave, so that they could control their price.” – Kevin Coppinger “You should shop insurance every three years. I know it is a pain in the butt, it's a hassle to move it especially if you've got all of your property insured with one place, but every three years, you should call just to check. It keeps your insurance company honest and it will most likely keep a couple of dollars in your pocket.” – Kevin Coppinger “The more we know about the house and the more we can connect into how they use their energy, the better we can be for them and for ourselves.” – Kevin Coppinger “Good pricing can only come with good data, and good data is usually tied to good understanding of your prices.” – Kevin Coppinger “Data is power. Pure and raw data is pure and raw power and it is scary and it needs to be a little bit controlled and molded a little bit. But if you can help a company, if you can help analyst hone that data better, they become smarter, their companies become smarter, and us – we, as consumers – will inevitably benefit if more companies start using their data to much more intelligent fashion.” – Kevin Coppinger   People / Resources Mentioned: Ferrellgas: https://www.ferrellgas.com/ AmeriGas: https://www.amerigas.com/ Ivan Winfield: https://www.linkedin.com/in/ivanwinfield Eaton Hydraulics: https://www.eaton.com/us/en-us.html Syngenta: https://www.syngenta.com/en Resideo: https://www.resideo.com/us/en/   Connect with Kevin Coppinger: Email: coppinger@gmail.com LinkedIn: https://www.linkedin.com/in/kmcoppinger   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

3 Tammi 202232min