How Do We Deliver Price Increases That Stick? By Mark Allen Roberts As inflation and supply chain challenges continue many companies are experiencing raw material increases, they simply cannot absorb anymore. How do we deliver strategic price increases that stick? Each of my clients have experienced raw material and service increases far exceeding what they can absorb, and they must pass along some, if not all, of the increases to their customers. to review when was the last price increase? How has your performance been? You may not want to raise prices today if your customers are not satisfied with the buying experience. History When was the last price increase? What did you experience with this customer the last time you increased prices? Price and boundaries Do you know the price sensitivity of your products What do we need to know to deliver strategic price increases? Timing History Price and boundaries Your negotiation style Buyer’s negotiation style Strategic considerations Data by item by customer Training Timing Now is the best time to raise prices since most companies are doing so. However, you need
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