Building a pricing architecture that survives a range review
Pricing set deal-by-deal falls apart under promotion and negotiation. A proper architecture keeps every party profitable — including you.
Many brands set a wholesale price, add a promotional discount when asked, and hope the maths works out. It rarely does. Without a pricing architecture, trade spend and promotional depth quietly erode a margin that looked healthy on paper.
Start from cost-to-shelf, not from list price
A real pricing model works the whole chain: your cost, wholesale price, distributor margin, retailer margin, trade spend and promotional funding. Only when you can see the full picture can you tell whether a promotion makes money or loses it.
Design the promotion before you are asked for it
Retailers will ask for promotional support. Brands that decide their promotional architecture in advance — the depth, frequency and funding they can sustain — negotiate from strength. Brands that improvise give away margin they never planned to.
A structure you can defend
The goal is a price and margin architecture you can hold through negotiation and promotion, that still leaves every party profitable. That structure is also what makes you a supplier a retailer can plan around — predictable, commercially literate, and built to last beyond one deal.
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