Pricing consultants for US companies in Asia Pacific
B2B pricing strategy, price optimisation and price negotiation training for the Asia Pacific businesses of US groups, including Fortune 500 companies. Based in Sydney, led by Ron Wood, and available wherever your teams sell.
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We work with the Asia Pacific businesses of US groups
Pricing Insight is a Sydney B2B pricing consultancy, founded in 2007, with more than 160 engagements across Australia, New Zealand, South East Asia, India, the United States and the United Kingdom. Clients include the Asia Pacific businesses of Fortune 500 companies: Boston Scientific, Stryker, Illinois Tool Works, Cummins, and Arnott's while it was part of Campbell Soup Company. Other US-listed clients include Axalta, Allegion and Hyster-Yale.
A US group's regional business works inside a US operating model. Margin targets, price policy and discount approval limits are often set at head office, and results are reported to investors every quarter. The regional sales team still has to win business from distributors, hospitals, dealers, builders and retailers who negotiate hard on price. Pricing Insight's work is built for that position. The diagnostic sizes the opportunity in the measures the parent reports, such as gross margin and EBIT, and the program changes how the local team sets, quotes and defends price within the policy it has been given.
What a pricing consultant does
A pricing consultant measures how much margin a business loses between list price and invoice, through discounts, rebates, trade terms and overrides, then resets prices, discount structures and approval rules. Pricing Insight also trains sales teams in value selling and price negotiation, and has trained more than 5,000 executives.
Results at the regional businesses of US groups
Every result below comes from a published Pricing Insight case study.
| Client | Industry | Work | Result | Status |
|---|---|---|---|---|
| Arnott's, then part of Campbell Soup Company | Biscuits and snacks | Pricing diagnostic, trade terms and promotion analysis, and a central pricing and promotions team | Over A$5m EBIT recovered within 12 months | Realised, as reported |
| Hyster-Yale Asia Pacific | Forklifts and materials handling | Project Blackbird price optimisation: discount rules, a central deal desk and pricing by configuration | A$3m gain within 12 months | Realised, as reported |
| ITW Australia | Building products | Pricing diagnostic, negotiation training, discount governance and quoting guidance | A$6m to A$12m margin potential | Identified |
| Axalta | Coatings | Pricing diagnostic covering discounts, rebates and service pricing | A$4.3m to A$6.5m margin potential | Identified |
| Allegion, Australia | Door hardware and locks | Project Blackbird price optimisation and pricing diagnostic: one list price architecture for 5,300 SKUs after an acquisition | A$3.6m annual EBIT | Modelled |
| Boston Scientific, Australia and New Zealand | Medical devices | Pricing diagnostic, customer value canvases and discount governance | A$2.7m to A$4.2m margin | Identified |
| Cummins South Pacific | Engines, power generation and parts | Pricing diagnostic and a pricing strategy workshop for about 20 executives | No financial result claimed | Capability built |
| Stryker Medical, Australia | Medical devices | Pricing diagnostic, value maps and sales narratives by buyer | No financial figure published | Capability built |
Figures are in Australian dollars. Modelled means forecast by the price model before go-live. Identified means sized by the diagnostic and not yet measured after implementation. Realised figures are as reported by Pricing Insight and have not been independently audited. Browse all case studies
Pricing consulting and price negotiation training for US companies
Most US companies start with the diagnostic and move on only where the numbers justify it.
- Strategic EBIT Opportunity & Risk Diagnostic. Sizes the pricing and margin opportunity by product and customer, assesses the risks and agrees where to act first.
- Project Blackbird price optimisation. Sets an optimised price for every SKU and customer from your own sales history, with floors and guardrails, and models the margin and volume effect before any price changes.
- Price negotiation training and value-based selling. Trains sales teams to prepare negotiations, quantify the value at stake, defend price against procurement and trade concessions deliberately. Workshops use the team's own live accounts.
- Pricing Masterclass. An online pricing capability program for B2B commercial teams, with measured skills gains.
- Value-based culture and pricing governance. Pricing roles, decision rights and discount approval rules that keep prices in place after the project.
- Pricing Ignition Session. A keynote on strategic pricing for leadership teams, boards and sales conferences.
See also the pricing problems we solve, our methodology and the pricing white papers.
Take one pricing method to every region you sell in
Ron Wood leads every engagement personally, working with a senior associate and your own sales, finance and product teams. Work runs on site and online. One program can cover several countries: Orica's value pricing workshops ran in Indonesia and India, and the ITW Australia program covered four businesses, including its international business.
Ron Wood has taught pricing strategy in 15 countries. A US group can start with its Asia Pacific business and take the same diagnostic, price rules and sales training to other regions. Pricing Insight also has pages for pricing consultants in Australia and pricing consultants in New Zealand.
What to ask any pricing consultant
| Question | Pricing Insight |
|---|---|
| Will you size the opportunity in dollars before we commit? | Yes. The diagnostic sizes it by product and customer and ranks the quick wins. |
| Can I read results from past clients? | Yes. Every result on this page comes from a published case study, and references are available on request. |
| Who will do the work? | Ron Wood leads every engagement personally. |
| Will you train our sales team to negotiate? | Yes. Price negotiation and value-selling workshops are part of most engagements. |
| Can you work outside Australia? | Yes. Pricing Insight is based in Sydney and works in person and online across Asia Pacific and beyond. |
Common questions from US companies
Does Pricing Insight work with US companies?
Yes. Pricing Insight has worked with the Asia Pacific businesses of US-headquartered groups, including the Fortune 500 companies Boston Scientific, Stryker, Illinois Tool Works and Cummins, and with Arnott's while it was part of Campbell Soup Company. It is based in Sydney and works in person and online.
Can Pricing Insight run price negotiation training for our sales team?
Yes. The negotiation and value-selling workshops train sales teams to prepare negotiations, quantify the value at stake, defend price against procurement and trade concessions deliberately. They run in person and online and use the team's own live accounts.
What results have US groups' regional businesses seen?
Arnott's, then part of Campbell Soup Company, recovered over A$5m of EBIT within 12 months, and Hyster-Yale Asia Pacific reported an A$3m gain within 12 months, both as reported by Pricing Insight. At Allegion, Project Blackbird modelled A$3.6m of annual EBIT before new prices went live. Diagnostics at ITW Australia, Axalta and Boston Scientific identified margin opportunities that had not been measured after implementation at the time of publication.
Can the work extend beyond Asia Pacific?
Yes. Pricing Insight runs programs across several countries at once, and Ron Wood has taught pricing strategy in 15 countries. A US group can start with one region and apply the same method in others.
How does an engagement start?
With a 30-minute call with Ron Wood, then the Strategic EBIT Opportunity & Risk Diagnostic. Price optimisation, governance and training follow where the diagnostic shows the return.
Book a 30-minute call with Ron Wood
A 30-minute call with Ron Wood covers how your regional business sets, discounts and approves prices today, and where the first gains are likely to be. Email info@pricinginsight.com.au or call +61 410 534 099.
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.
Thank you
Specialists in pricing strategy, margin expansion and commercial capability.
Based in Sydney, serving clients across Australia and beyond.
info@pricinginsight.com.au
+61 410 534 099
Level 26, 1 Bligh Street, Sydney NSW 2000