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.
Pricing College Podcast
Claim This Podcastby Joanna Wells and Aidan Campbell
140 episodes
Updated Daily
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Podcast Overview
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.
Language
🇺🇲
Publishing Since
5/27/2020
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Recent Episodes
July 28, 2026
Episode #0136 - How Do You Grow When Customers Want Lower Prices? Four strategies. Four businesses that got it right.
<p data-path-to-node="2">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.</p> <p data-path-to-node="3">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.</p> <p data-path-to-node="3"> </p> <p data-path-to-node="7">⏱️ <strong data-path-to-node="7" data-index-in-node="3">TIMESTAMPS</strong></p> <p data-path-to-node="7">00:00 - The CEO's Pricing Dilemma</p> <p data-path-to-node="7">01:31 - Strategy 1: Portfolio Strategy (Penfolds)</p> <p data-path-to-node="7">04:21 - Strategy 2: Selective Price Investment (Woolworths)</p> <p data-path-to-node="7">05:57 - Strategy 3: Portfolio Optimisation (Nestlé)</p> <p data-path-to-node="7">07:31 - Strategy 4: Value Innovation (John Deere)</p> <p data-path-to-node="7">10:53 - What's Your Answer to the Price Question?</p> <p data-path-to-node="10"> </p> <p data-path-to-node="11">#PricingStrategy #BusinessGrowth #JoannaWells #RevenueGrowth #B2BStrategy #ValueInnovation #BusinessLeadership</p>
July 21, 2026
Episode #0135 - Why Pricing Is the Hidden M&A Risk Most Boards Never Plan For: Lessons from the Sigma- Chemist Warehouse Merger
<p data-path-to-node="3">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: <strong data-path-to-node="3" data-index-in-node="169">Pricing Architecture</strong>.</p> <p data-path-to-node="4">In this episode, we break down the ACCC's approval of the landmark <strong data-path-to-node="4" data-index-in-node="67">Sigma Healthcare – Chemist Warehouse merger</strong> and explore the commercial, regulatory, and pricing challenges that arise when wholesale and retail arms merge under one roof.</p> <p data-path-to-node="5">We reveal why traditional integration plans focus on ERPs, HR, and procurement while completely ignoring pricing alignment—creating the dangerous <strong data-path-to-node= "5" data-index-in-node="146">Pricing Integration Gap</strong>.</p> <h3 data-path-to-node="7">📌 What You'll Learn in This Episode:</h3> <ul data-path-to-node="8"> <li> <p data-path-to-node="8,0,0"><strong data-path-to-node="8,0,0" data-index-in-node="0">The Synergy Illusion:</strong> Why board-approved M&A margin targets quietly disappear 18 months post-merger.</p> </li> <li> <p data-path-to-node="8,1,0"><strong data-path-to-node="8,1,0" data-index-in-node="0">The Sigma–Chemist Warehouse Case:</strong> How vertical integration creates inherent friction between wholesale supply and retail competition.</p> </li> <li> <p data-path-to-node="8,2,0"><strong data-path-to-node="8,2,0" data-index-in-node="0">ACCC Undertakings through a Commercial Lens:</strong> Deconstructing regulatory requirements regarding customer lock-in, data deletion, and remote supply as commercial pricing risks.</p> </li> <li> <p data-path-to-node="8,3,0"><strong data-path-to-node="8,3,0" data-index-in-node="0">The Pricing Integration Gap:</strong> Why leaving legacy pricing structures, discounts, and customer contracts intact destroys acquired value.</p> </li> <li> <p data-path-to-node="8,4,0"><strong data-path-to-node="8,4,0" data-index-in-node="0">The Regulatory Litmus Test:</strong> How to prove your wholesale pricing decisions don't uncompetitive advantage your internal retail arm.</p> </li> </ul> <h3 data-path-to-node="10"> Timestamps:</h3> <ul data-path-to-node="11"> <li> <p data-path-to-node="11,0,0"><strong data-path-to-node="11,0,0" data-index-in-node="0">00:00</strong> – Introduction: The Hidden Risk in Major M&A</p> </li> <li> <p data-path-to-node="11,1,0"><strong data-path-to-node="11,1,0" data-index-in-node="0">00:45</strong> – The Illusion of Merger Synergies & The Blame Game</p> </li> <li> <p data-path-to-node="11,2,0"><strong data-path-to-node="11,2,0" data-index-in-node="0">02:15</strong> – Case Study: Inside the Sigma & Chemist Warehouse Deal</p> </li> <li> <p data-path-to-node="11,3,0"><strong data-path-to-node="11,3,0" data-index-in-node="0">03:45</strong> – ACCC Undertakings: Regulatory Safeguards vs. Commercial Reality</p> </li> <li> <p data-path-to-node="11,4,0"><strong data-path-to-node="11,4,0" data-index-in-node="0">05:15</strong> – The Pricing Integration Gap & Why ERP Integration Isn't Enough</p> </li> <li> <p data-path-to-node="11,5,0"><strong data-path-to-node="11,5,0" data-index-in-node="0">06:30</strong> – The Litmus Test for Board Members & Commercial Leaders</p> </li> </ul> <p data-path-to-node="18"> </p> <p data-path-to-node="18">#MandA #PricingStrategy #MergersAndAcquisitions #BusinessStrategy #SigmaChemistWarehouse #ACCC #VerticalIntegration #CorporateGovernance #CommercialStrategy #ExecutiveLeadership #Podcast</p>
July 14, 2026
Episode #0134 - The California AI Pricing Lawsuit Every CEO Should Know About. Who Really Owns Your Pricing: Your Business Or Your AI Vendor
<p>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.</p> <p>In this episode, we break down the antitrust lawsuit targeting eight of the largest fuel retailers in the U.S. (including Walmart, 7-Eleven, and BP) who all subscribed to the same AI-driven pricing platform, Kalibrate.</p> <p>The core issue isn't just about reading the market; it's about what happens when competitors feed non-public, commercially sensitive cost and volume data into the exact same algorithm. When 1,700+ stations stop competing and start moving in a continuous algorithmic loop, who is actually setting the price? Your business, or your AI vendor? If a regulator or your board asked you to defend an automated 7.3% price hike tomorrow, could you prove it was your strategy, or would you have to blame the "black box" of a third-party platform? </p> <p>TIME-STAMPED NOTES:</p> <p>[00:00] The Hidden Risks of AI and Dynamic Pricing</p> <p>[01:44] How AI and Dynamic Pricing Can Influence Market Competition</p> <p>[05:17] When AI and Dynamic Pricing Take Control Away from Businesses [</p> <p>08:13] Why AI and Dynamic Pricing Require Stronger Governance and Accountability</p> <p>[11:38] Conclusion: Who Really Controls Your Prices?</p> <p> </p> <p>If you found this breakdown valuable, please LIKE, SHARE, and SUBSCRIBE for more deep dives into business strategy, AI governance, and modern leadership.</p> <p> </p> <p>#AIPricing #BusinessStrategy #CEO #ArtificialIntelligence #AntitrustLawsuit #CorporateGovernance #AlgorithmicPricing #TechLaw #BusinessLeadership</p>
140 total episodes available
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This podcast updates daily.
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