Unlocking Value in Distribution: Effective Pricing Systems Explained with Jared Smith

Impact Pricing

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Jared Smith is the CEO of PriceSmith, a consulting firm specializing in pricing strategies for distributors and light manufacturers. With a background in pricing systems from Vendavo and experience as an adjunct professor at Oklahoma State, Jared brings a wealth of knowledge to the table. He is passionate about helping companies optimize their pricing strategies to capture more value.

In this episode, Jared shares his journey from Frito-Lay to leading pricing innovation in the B2B distribution space. Together, they explore the key distinctions between B2B and B2C pricing models, especially the negotiation-heavy and data-rich nature of distribution.

Why you have to check out today’s podcast:

Learn about the differences between B2B and B2C pricing strategies.
Understand the role of pricing systems in managing large SKU portfolios in distributorship.
Discover how to effectively segment customers for better pricing strategies.

“Invest in your master data and keep chipping away at it. Start with 80/20 of your products and get that right.”

– Jared Smith

Topics Covered:

01:42 - Jared shares how he got into pricing after his MBA and experiences at Frito-Lay and in B2B distribution.

02:57 - Discussion on the differences between B2C and B2B pricing, including transparency and data access.

06:06 - Challenges in understanding why customers buy and the limitations of data analytics.

12:55 - Jared explains his focus on distribution and the unique challenges it presents.

14:40 - Discussion on the relevance and limitations of cost-plus pricing in distribution.

19:17 - Exploration of how to implement good, better, best pricing in distribution.

25:28 - Discussion on whether distributors publish prices or rely on quotes for transactions.

26:33 - Jared shares insights from Uber experiences and how they relate to distribution pricing.

31:27 - The impact of customer loyalty on pricing strategies and potential risks.

32:55 - Jared's key piece of advice on investing in master data for better pricing strategies.

33:58 - Connect with Jared.

Key Takeaways:

“Distribution is an amazing thing. Obviously, it's worldwide. And the simple fact of it, it has two very unique aspects. The first one, a lot of SKUs. And then, the second one is that you have a lot of customers.” – Jared Smith

People/Resources Mentioned:

PriceSmith: https://www.pricesmith.com/
Vendavo: https://www.vendavo.com/
Oklahoma State University: https://www.okstate.edu/
Pepsi: https://www.pepsi.com/
Frito-Lay: https://www.fritolay.com/
Coca-Cola: https://www.coca-cola.com/
Apple: https://www.apple.com/
LG: https://www.lg.com/
Uber: https://www.uber.com/
Lyft: https://www.lyft.com/

Connect with Jared Smith:

LinkedIn: https://www.linkedin.com/in/jaredpaulsmith/
Email: [email protected]

Connect with Mark Stiving:

LinkedIn: https://www.linkedin.com/in/stiving/
Email: [email protected]

515 episodes

#Business #Mark Stiving #Value #Marketing #Mark Stiving, Ph.D #Podcasting Education #Price