Pricing consultants in Australia
A Sydney B2B pricing consultancy for building materials, manufacturing and distribution businesses. 160+ clients since 2007.
.webp)
Specialist pricing consultants for B2B businesses
Pricing Insight is a Sydney B2B pricing consultancy. It works with building materials, manufacturing and wholesale distribution businesses that sell thousands of products to trade and project customers through a sales team. It has worked with 160+ clients since 2007, across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom.
Pricing Insight helps leadership teams move from cost-plus pricing to value pricing and earnings growth. Its stated target is 200 to 900 basis points of margin within 12 months of go-live.
What a pricing consultant does
A pricing consultant measures how much margin a business loses between list price and invoice, through discounts, rebates, trade agreements and overrides. Then they reset prices, discount structures and approval rules. Pricing Insight also trains sales teams to hold price, and has trained 5,000+ executives in pricing, negotiation and value selling.
The case for starting is simple. A 1% improvement in price, with no loss of volume, lifts EBIT by about 10% in a business earning a 10% margin. That is A$1,000,000 for every A$100m of revenue.
Results from published case studies
| Client | Result | Detail |
|---|---|---|
| Bunzl | +800bps gross margin on targeted SKUs, A$5.7m EBIT | Cost-plus pricing replaced across 18,000 SKUs within 12 months, with 98.3% of customers retained. |
| Staples | A$6.8m gross profit in 12 months on A$80m revenue | Algorithmic price optimisation of more than 5,000 prices, with a new dedicated pricing function. |
| Hyster-Yale Asia Pacific | A$3m EBIT gain within 12 months, from a A$100k loss | Discounting brought under control and sales focused on the right segments. |
| Tradelink | A$10.8m annualised margin opportunity | Plumbing and trade supplies, 200+ branches. |
How an engagement runs
Diagnose, 8 to 12 weeks. The 9PE Pricing Diagnostic sizes the margin your pricing leaves behind in A$, scores pricing capability on nine elements and starts quick wins in month one.
Optimise, 12 months to full result. Project Blackbird sets an optimised price for every SKU and every customer from your own sales data, with floors and guardrails.
Embed. Roles, rules and sales skills that keep prices in place after the project ends. Progress is tracked on a five-level scale. Most B2B pricing functions start at Level 2. The program target is Level 3 within 12 months and Level 4 within 24.
Most clients start with the diagnostic and move on only where the numbers justify it.
What to ask any pricing consultant
| Question | Why ask it | Pricing Insight |
|---|---|---|
| Will you size the opportunity in dollars before we commit? | You should know the prize before you buy the project. | Yes. The diagnostic sizes it in A$ and ranks the quick wins. |
| Can I read results from past clients? | Published numbers can be checked. Claims cannot. | Yes. Every figure on this page comes from a published case study. |
| Do we need new pricing software? | Software is often the most expensive answer to the wrong question. | Not usually. Most gains come from better prices, discount rules and approvals inside the ERP, CRM and quoting systems you already run. Where software is worth buying, Pricing Insight helps specify it. |
| Will you train our sales team? | Prices drift back if the people quoting them do not change. | Yes. A 12-week Pricing Masterclass and sales and negotiation workshops. |
| Where are you based? | Time zone and site visits. | Sydney, working in person and online across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom. |
Common questions
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$1,000,000 for every A$100m of revenue. Pricing Insight’s public building materials case studies have identified opportunities of A$4m to A$10.8m a year.
How long does an engagement take?
The diagnostic runs 8 to 12 weeks. Full results from price optimisation take 12 months.
Which industries does Pricing Insight work in?
Building materials, manufacturing and wholesale distribution, along with capital equipment, healthcare and medical devices, FMCG and business services. Clients include ASX-listed, Fortune 500 and private equity-owned businesses.
Does Pricing Insight work with private equity?
Yes. It works with private equity portfolio companies, and Advent Partners describes using Pricing Insight for due diligence and 100 day plans.
How does an engagement start?
Most clients start with the 9PE Pricing Diagnostic. Price optimisation, governance and training follow where the diagnostic shows the return.
Next step
A 30-minute call with Ron Wood. Pricing Insight will look at how you set, discount and approve prices today, and where the first gains are likely to be.
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.