Pricing consultants in New Zealand
A Sydney B2B pricing consultancy with published work for two New Zealand businesses, Farmlands and Mitre 10 New Zealand. 160+ clients since 2007.
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Pricing Insight has diagnosed pricing at two New Zealand co-operatives and retailers
Pricing Insight is a Sydney B2B pricing consultancy. It has worked with 160+ clients since 2007, across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom. Its two published New Zealand case studies are Farmlands, a rural supplies, agricultural services and consumer retail co-operative headquartered in Christchurch, and Mitre 10 New Zealand, a hardware, DIY and trade building supplies retailer with 80+ independently owned stores.
Both clients are co-operative or retail businesses with nationwide operations in New Zealand. Pricing Insight’s work with each began with a staff diagnostic of pricing capability.
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.
Both New Zealand clients showed pricing decisions made branch by branch or store by store. Farmlands had inconsistent pricing across branches, discounts and overrides at the point of sale, and manual quoting. Mitre 10 had cost-plus logic in trade SKUs, inconsistent markdowns, limited store-level visibility, and rebates and supplier increases that were poorly tracked.
Results from the two published New Zealand case studies
| Client | Result | Detail |
|---|---|---|
| Farmlands | A$3.5m to A$6.2m EBIT opportunity identified | Identified within 8 to 12 weeks across 55 indicators in 9 domains. Baseline pricing maturity of 61% against a goal of 75%. An action plan to cut override frequency by 50% and a freight cost-recovery repricing plan. |
| Mitre 10 New Zealand | Over A$10m margin opportunity identified | Identified within 12 weeks. 132 staff assessed, with an average capability score of 62% and fewer than 10% passing the pricing maths test. A forecast 50% fall in manual overrides, playbooks for supplier pass-through and governance that balances store autonomy with pricing discipline. |
How an engagement runs
Diagnose, 8 to 12 weeks. The 9PE Pricing Diagnostic sizes the margin your pricing leaves behind, 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. The published New Zealand case studies describe the diagnostic stage.
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 dollars 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?
The two published New Zealand case studies identified A$3.5m to A$6.2m of EBIT opportunity at Farmlands and over A$10m of margin opportunity at Mitre 10 New Zealand. These are opportunities identified in the diagnostic, not results measured after implementation.
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?
In New Zealand, the published work is with Farmlands (rural supplies and agricultural services) and Mitre 10 New Zealand (hardware and trade building supplies). More broadly, Pricing Insight works in building materials, manufacturing and wholesale distribution, along with capital equipment, healthcare and medical devices, FMCG and business services.
Does Pricing Insight work in New Zealand?
Yes. Pricing Insight is based in Sydney and works in person and online. Its published New Zealand work is with Farmlands and Mitre 10 New Zealand.
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.