KPMG’s pricing strategy team helps clients design and implement value-based pricing strategies to realise enterprise-level value creation. Our specialized expertise lies in harnessing the true potential of data and analytics to make better pricing, promotions and discounting decisions to unlock unparalleled value for your business.

In today's dynamic market, pricing is more than just a number; it's a strategic lever that can improve your profitability, market positioning, and customer relationships.

At KPMG, we understand that value-based pricing is not a one-size-fits-all solution. That's why our team of seasoned consultants tailor pricing strategies that suit your specific industry, market dynamics, and competitive landscape. From price setting through to execution, we guide you through every step, offering data-driven insights and dynamic pricing approaches.

As your strategic partner, we empower our clients to be a leader in delivering exceptional value. Our focus on value-based pricing creates a virtuous cycle of customer loyalty and advocacy, driving sustained growth and profitability.

4 - 8 %

Increase in profitability within 12 months from implementation.

2 - 3 %

Improvement in ROI on trade spend.

Revenue Growth Management

  • How do you currently determine your pricing strategy for different product lines? What factors influence your pricing decisions, and how do you ensure that your pricing remains competitive while maximizing profitability? How do you set, manage and review your promotional performance?
  • How do you prioritize and manage your product portfolio based on profitability? How do you ensure that your pack price architecture is aligned to deliver value to shopper while also improving margins for your business.
  • How do you currently allocate and manage your trade investments? How do you ensure that your trade investments are consistent across customers and are designed to deliver a win-win-win for the shopper, customer and yourself?

Value Based Pricing

  • How do you create value relative to competitors? Which customer segments are critical and how does the value differ across these segments?
  • How well aligned are our business and pricing strategies? What is the right price and offer structure(s) that aligns with customer value created (e.g. bundles, performance-based fees, etc.)?
  • What is the price and discount policy by segment/market? Is it designed to encourage desired customer and sales behaviours?
  • Does the sales organization negotiate based on value? How are day-to-day pricing decisions managed and governed to ensure policy compliance?
  • What is the role of the pricing function/organization? How well are data, tools and analytical skills applied in pricing decisions?

Trade Investment Optimisation

  • How much are we investing in each discount/rebate/investment category? How have these investments changed over time?
  • How do our investments compare to those of our competitors and industry best practices? Are our trade investments compliant with our commercial policy, or is there evidence of value leakage?
  • Do our trade investments motivate the right customer behaviors and provide a good return on investment? Do we have the tools and processes to actively manage trade investment by customer?
  • Is our trade investment strategy capable of delivering long-term sustainable P&L improvements with limited value leakage?

Pricing Capability Design

  • How are day-to-day pricing decisions managed and governed to ensure policy compliance? Is there an exceptions management process with appropriate governance to reduce any value leakage?
  • What is the role of the pricing function/organization? Is the pricing function enabled to work hand in hand with other commercial functions to deliver on commercial goals while maintaining its independence in decision making?
  • How well are data, tools, and analytical skills applied in pricing decisions? Are you able to proactively set and refresh your prices/promotions/discounts based on business and market intelligence ahead of significant market movements.