Pricing Heroes

Send us a text [https://www.buzzsprout.com/twilio/text_messages/2049169/open_sms] In this episode of Pricing Heroes, we speak with Per Sjöfors — also known as The Price Whisperer — and the founder and CEO of Sjöfors & Partners. With over 35 years of executive experience and more than 750 companies advised, Per shares his unique approach to pricing, grounded in behavioral economics, AI-driven insights, and deep market research. We discuss the true impact of tariffs on pricing strategies, the psychological thresholds that influence customer behavior, and why most companies dramatically underestimate how their market perceives value. Per also explains how to avoid the common mistake of adding “tariff surcharges,” how to communicate price increases transparently, and how pricing teams can build resilience in times of uncertainty. Key Topics: * Why tariffs don’t affect willingness to pay — and what companies must do instead * Identifying psychological “price walls” to avoid costly volume loss * Communicating price increases with transparency and value framing * The risks of gut-feel pricing and the ethical dilemma of margin padding * Using behavioral economics to guide modern, data-informed pricing decisions Recommended Resources: * The Price Whisperer: A Holistic Approach to Pricing Power by Per Sjöfors [https://www.amazon.com/Price-Whisperer-Holistic-Approach-Pricing/dp/1637352093] * Thinking, Fast and Slow by Daniel Kahneman [https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555] * Misbehaving by Richard Thaler [https://www.amazon.com/Misbehaving-Behavioral-Economics-Nobel-Laureate/dp/039335279X] * Nudge by Richard Thaler and Cass Sunstein [https://www.amazon.com/Nudge-Improving-Decisions-Health-Happiness/dp/014311526X] * Predictably Irrational by Dan Ariely [https://www.amazon.com/Predictably-Irrational-Revised-Expanded-Decisions/dp/0061353248] Connect with Per Sjöfors: *  LinkedIn: https://www.linkedin.com/in/persjofors/ [https://www.linkedin.com/in/persjofors/] *  Website: https://sjofors.com/ [https://sjofors.com/] ---------- Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide [https://competera.net/resources/pricing-guides/ai-pricing]. You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes [https://competera.ai/resources/pricing-heroes]. Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community [https://www.linkedin.com/groups/12558581/] on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends. For more information about AI pricing solutions, visit Competera.ai [https://competera.ai/].

Send us a text [https://www.buzzsprout.com/twilio/text_messages/2049169/open_sms] In this episode of Pricing Heroes, we speak with Josh Pollack, President and Principal Consultant at Pollack Retail Solutions. Josh shares insights from his 25+ years of experience in retail strategy, including stints at Sam’s Club, Circuit City, ALDI, PetSmart, FullBeauty Brands, and Cabela’s. He delves into why merchandising and pricing teams must work in tandem, how to balance short-term margin gains with long-term brand health, and where AI-driven dynamic pricing can either strengthen or undermine customer trust. Key Topics: * Blending creativity and data to drive merchandising success * The intersection of pricing, forecasting, and inventory management * Why tightly integrated merchandising and pricing functions matter * Navigating price changes in volatile markets without alienating customers * Using AI responsibly to optimize prices and maintain brand integrity Recommended Resources: * The Indicator by Planet Money [https://www.npr.org/podcasts/510325/the-indicator-from-planet-money] * Artificial Intelligence: A Guide for Thinking Humans by Melanie Mitchell [https://www.amazon.com/Artificial-Intelligence-Guide-Thinking-Humans/dp/0374257833] Connect with Josh Pollack: * LinkedIn: https://www.linkedin.com/in/joshua-pollack-81980a1/ ---------- Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide [https://competera.net/resources/pricing-guides/ai-pricing]. You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes [https://competera.ai/resources/pricing-heroes]. Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community [https://www.linkedin.com/groups/12558581/] on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends. For more information about AI pricing solutions, visit Competera.ai [https://competera.ai/].

Send us a text [https://www.buzzsprout.com/twilio/text_messages/2049169/open_sms] How will AI, inflation, and shifting market dynamics impact pricing in 2025? In this special episode of Pricing Heroes, we asked nine top pricing experts to share their boldest predictions for the year ahead. From the rise of AI-driven pricing to the risks of dynamic pricing missteps, this episode explores the biggest trends shaping the future of pricing—and what retailers must do to stay ahead. Featured Experts: 🎙️ Stephan Liozu [https://www.linkedin.com/in/stephanliozu/] – Chief Value Officer, Zilliant 🎙️ Per Sjöfors [https://www.linkedin.com/in/persjofors/] – Author of The Price Whisperer 🎙️ Oliver Banks [https://www.linkedin.com/in/oliverbanks1/] – Retail Transformation Expert, Author of Driving Retail Transformation 🎙️ Ayon Bhattacharyya [https://www.linkedin.com/in/valueconquer/] – Founder & CEO, Biz Growth Spurt 🎙️ Markus Husemann-Kopetzky [https://www.linkedin.com/in/dr-markus-husemann-kopetzky/] – Founder, Price Management Institute 🎙️ Danilo Zatta [https://www.linkedin.com/in/danilo-zatta/] – Pricing Advisor, Author of The 10 Rules of Highly Effective Pricing 🎙️ Maciej Kraus [https://www.linkedin.com/in/maciejkraus/] – Managing Partner, Movens Capital, Author of The Future of Pricing 🎙️ Tim J. Smith [https://www.linkedin.com/in/drwiglaf/] – CEO, Wiglaf Pricing & Adjunct Professor, DePaul University 🎙️ Alex Halkin [https://www.linkedin.com/in/alexhalkin/] – Founder & CEO, Competera What We Cover: ✅ The game-changing role of AI in pricing strategies ✅ Why data-driven decision-making will be the new competitive advantage ✅ How trade policies and inflation will force pricing shifts ✅ The growing impact of hyper-personalization & marketplace pricing ✅ The real risks of price wars & unethical AI Whether you’re a pricing professional, retail leader, or industry strategist, this episode is packed with insights to help you navigate pricing in 2025. 🔊 Listen now and stay ahead of the curve! ---------- Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide [https://competera.net/resources/pricing-guides/ai-pricing]. You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes [https://competera.ai/resources/pricing-heroes]. Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community [https://www.linkedin.com/groups/12558581/] on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends. For more information about AI pricing solutions, visit Competera.ai [https://competera.ai/].

Send us a text [https://www.buzzsprout.com/twilio/text_messages/2049169/open_sms] In this episode of Pricing Heroes, we sit down with Dr. Markus Husemann-Kopetzky [https://www.linkedin.com/in/dr-markus-husemann-kopetzky/], founder and managing director of the Price Management Institute, a boutique consultancy specializing in price management and price communication. As a senior research fellow, university lecturer, and advisor with more than a decade of experience in management and consulting roles, including over five years at Amazon as a senior manager of pricing and business analytics, Markus brings unique insights from both academic and practical perspectives. Some of you may know him as the author of the Handbook on Psychology of Pricing [https://www.amazon.com/Handbook-Psychology-Pricing-persuasion-entrepreneur/dp/3947897006]. We invited him to discuss his latest report: “Data-based decision-making in retail & e-commerce [https://pricemanagementinstitute.com/en/publications],” which compiles actionable insights from a survey of more than 200 retail executives. Recommended Resources For pricing professionals looking to deepen their knowledge, Markus recommends: * Getting Price Right by Gerald Smith [https://www.amazon.com/Getting-Price-Right-Behavioral-Profitable/dp/0231190700] * The Expert Guide to Retail Pricing by Kiran Gange [https://www.amazon.com/Expert-Guide-Retail-Pricing/dp/1032465328] ---------- Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide [https://competera.net/resources/pricing-guides/ai-pricing]. You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes [https://competera.ai/resources/pricing-heroes]. Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community [https://www.linkedin.com/groups/12558581/] on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends. For more information about AI pricing solutions, visit Competera.ai [https://competera.ai/].

Send us a text [https://www.buzzsprout.com/twilio/text_messages/2049169/open_sms] In this episode of Pricing Heroes, we sit down with Sheetal Chavan, the Commercial Pricing Lead at Zalando, one of Germany's largest online retailers selling shoes, fashion, and beauty products. With six years of experience in pricing and a diverse background across various business functions, Sheetal shares her journey into the pricing profession and offers valuable insights for both newcomers and seasoned professionals in the field. Sheetal recommends several resources for those interested in pricing: * The 10 Rules of Highly Effective Pricing by Danilo Zatta [https://www.amazon.com/Rules-Highly-Effective-Pricing-Management/dp/1394195761] * Price Model Revolution by Danilo Zatta [https://www.amazon.com/Pricing-Model-Revolution-Change-Offline/dp/1119900573/ref=sr_1_1?crid=3DNUK8ADUC59H&dib=eyJ2IjoiMSJ9.vhHVSdga3iLZHu2ZBJ18qqQ_-Rt-GoKLA0JSehahSLAosKgjxR84SwFM2HvFMlUk8tgmUJYauh9d12Z5-FRx6KBxdSU1rf0XMM9AfZzUXwjPPXtdY3x4mJz2cPbP7jMdHGm1No4xBm4uUvf9e4uyyRqrNbnABhVEKi1CCxYekhveJi4CrILFZ_BDr8F_JE5L9lZtERAbYkpw_OX68nuYezYemtiWInVfqzWs7etXGyk.X4rgcC_QSi8ZyWImCm_OX-bt9mB6omOGOYaxxrSNGwA&dib_tag=se&keywords=Price+Model+Revolution&qid=1729494298&s=books&sprefix=price+model+revolution%2Cstripbooks-intl-ship%2C162&sr=1-1] ---------- Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide [https://competera.net/resources/pricing-guides/ai-pricing]. You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes [https://competera.ai/resources/pricing-heroes]. Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community [https://www.linkedin.com/groups/12558581/] on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends. For more information about AI pricing solutions, visit Competera.ai [https://competera.ai/].