The Pricing Guys

To wrap up season two, Avy and Michael share the four pricing trends that will define 2026.  You will hear their take on hybrid pricing models, the need for simpler pricing structures, the continued growth of outcome based pricing, and why low cost entry points matter more as budgets tighten. A clear, practical outlook for anyone planning pricing or revenue strategy for the new year. Season three returns in 2026.

A barbershop in London offering a monthly haircut subscription sparked a bigger question for us. Have subscription models stretched too far or are they simply evolving into new industries? In this episode, we break down the real tradeoffs behind subscription pricing. We look at retention goals, churn signals, capacity limits, customer behavior, tipping dynamics, and why fixed capacity businesses like barbershops and car washes face very different challenges than software or streaming. We also explore the growing push toward subscriptions in B2B services, where scheduled visits and predictable demand can help boost loyalty and lifetime value. We talk about customer fatigue too. With people juggling dozens of monthly charges across music, streaming, services, and apps, how should businesses think about adoption, price increases, and the risk of accidental churn? If you have seen a subscription model that feels wild or unexpected, send it our way. We might feature it on a future episode. Listen now to find out whether subscription models truly fit every type of business and where this trend is headed next. #SubscriptionPricing #BusinessModels #PricingStrategy #ConsumerBehavior #B2B #RecurringRevenue #PricingPower #CapacityManagement #CustomerExperience #ThePricingGuys    

Tareq Hadhad, founder and CEO of Peace by Chocolate, joins The Pricing Guys to share why purpose is not a cost. It is an investment that builds trust, pricing power, and long-term brand strength. He explains how real premium pricing comes from story, experience, and service rather than a higher sticker price. We also dive into how Gen Z votes with their wallets, rewarding companies that act with authenticity and consistency. Purpose and profit can grow together when brands commit for the long haul. Learn more: Revenue Management Labs: https://revenueml.com Peace by Chocolate: https://peacebychocolate.ca #GenZ #ConsumerTrends #Leadership #Growth #PeaceByChocolate #community #pricing

"Any pricing strategy is only as effective as your sales or account management team’s ability to execute it." Quick excerpt from interview with John Shulman from Alignor. Full episode: https://open.spotify.com/episode/03ge4jgCTZaM2V9PMcY1IQ?si=ccef6460017146bc   #pricingstrategy #alignment #sales #accountmanagement

A pricing strategy can look great on paper, but it only works if sales and account teams can execute it confidently in the market. In this episode, Avy and Michael speak with John Shulman from Alignor about how to bridge the gap between pricing recommendations and real outcomes with customers. John shares practical tools, cultural considerations, and leadership approaches that help organizations align pricing and sales, reduce resistance, and drive stronger commercial performance. Key takeaways: • Pricing success depends on sales execution • Pricing is 30/70. Thirty percent numbers, seventy percent people • Collaborating early reduces pushback later • A shared framework and language between pricing and sales improves outcomes Listen for practical steps you can apply right away.

In this episode of The Pricing Guys, Avy and Michael unpack the viral Akagi Nyugyo “price apology” and use it to explore how to communicate price changes well. They break down three lenses every price message should address fairness, value, and negotiation and why Akagi’s company-wide, transparent apology resonated culturally in Japan (and why it’s unlikely in North America).  

In this special Q&A episode of The Pricing Guys, host Jonathan Cristopoulous puts Avy Punwasee and Michael Stanisz from Revenue Management Labs in the hot seat for rapid-fire questions about pricing strategy, psychology, and everyday value. From AppleCare to MBA programs, business-class flights to Salesforce investments, they debate what’s truly worth paying for and what’s not. It’s short, unscripted, and packed with insight for anyone who lives and breathes pricing. Follow Revenue Management Labs for more conversations on pricing power, profit growth, and smarter decision-making.

In this episode of The Pricing Guys, Avy and Michael dig into a simple lesson from Raising Cane’s and why simplicity can be one of the most powerful strategic choices a business makes. What starts as a debate over the best chicken sandwich turns into a deep dive on operational efficiency, product design, and portfolio strategy. They unpack how a single core input can streamline forecasting, strengthen supplier leverage, reduce waste, and deliver consistent quality. The takeaway is clear: focus beats complexity, and simplifying what you sell is often the fastest path to stronger pricing power, better margins, and easier execution.

In this episode of The Pricing Guys, Avy and Michael dig into Dyson’s latest results to uncover what they reveal about premium pricing under pressure. Unit sales are up, but revenue is down. Discounts are creeping into big-box stores, and an expanding product lineup is muddying the value story. They break down what this means for premium brands and share a straightforward reset: simplify the offer, protect pricing guardrails, and double down on true differentiation.

In this episode of The Pricing Guys, Avy and Michael dissect the ultra-low-cost airline model: why some see the model thriving while others see it breaking down. They explore how premium mix (first class, premium economy) subsidizes headline-low fares, what happens when capacity exits and re-enters, and why “being cheapest” won’t hold without tight cost control and a well-defined value proposition.

In this episode of The Pricing Guys, Avy and Michael unpack the myth of blanket price sensitivity across generations.  They dig into how price sensitivity actually shifts by category, why younger buyers hunt discounts on some purchases but pay premiums for convenience, subscriptions, and customization.  Subscribe to the The Pricing Guys Podcast for insights on pricing and revenue management strategies.    Additional Resources: - 2025 Tariff Pricing Guide - https://revenueml.com/insights/articles/2025_guide_to_tariff_pricing - 2025 Pricing Scorecard - https://revenueml.com/insights/articles/2025-executive-pricing-survey-scorecard - Website: revenueml.com - LinkedIn: https://www.linkedin.com/company/revenue-management-labs/  

Season 2 of The Pricing Guys kicks off with a deep dive into discounting — one of the most dangerous pricing tactics. Michael and Avy share stories from B2C and B2B markets, showing how discounts reshape expectations, set risky internal benchmarks, and create cycles that are tough to escape once they start. Discover why value-adds and smarter alternatives beat discounting every time.

Michael and Avy sit down with Tom Gunter in the first guest interview on The Pricing Guys. With more than 35 years in FMCG leadership, Tom explains why common CPG playbooks stall growth and what real leadership requires. In this episode: The “BS” strategies holding CPG back Why pulling resources away from Canada hurts execution How to spot real growth opportunities The risk of mistaking temporary spikes for long-term trends Smart places to invest in 2025, plus easy cuts Backed by senior roles at ConAgra Foods, PepsiCo/Frito-Lay, Molson Coors, and Fiera Foods across a 35-year career, Tom offers a wealth of practical knowledge you can use now.

Michael and Avy sit down with Tom Gunter in the first guest interview on The Pricing Guys. With more than 35 years in FMCG leadership, Tom explains why common CPG playbooks stall growth and what real leadership requires. In this episode: The “BS” strategies holding CPG back Why pulling resources away from Canada hurts execution How to spot real growth opportunities The risk of mistaking temporary spikes for long-term trends Smart places to invest in 2025, plus easy cuts Backed by senior roles at ConAgra Foods, PepsiCo/Frito-Lay, Molson Coors, and Fiera Foods across a 35-year career, Tom offers a wealth of practical knowledge you can use now.

Season 2 is here! Join hosts Avy Punwasee and Michael Stanisz, Partners at Revenue Management Labs, as they dive even deeper into the world of pricing strategy and revenue growth. From industry insights and practical frameworks to exclusive interviews with business leaders, Season 2 brings fresh perspectives on how smart pricing can transform profitability and unlock growth. Expect: Informational deep dives on pricing fundamentals Trending topics and hot takes on market shifts Interviews with executives and thought leaders Actionable advice you can bring back to your business Whatever industry you are working in, The Pricing Guys Podcast will challenge how you think about pricing and inspire you to make smarter, data-driven decisions. Follow us for more insights: LinkedIn: https://www.linkedin.com/company/revenue-management-labs Website: https://revenueml.com

Join Michael and Avy, co-hosts of The Pricing Guys Podcast, as they break down real pricing challenges, industry headlines, and practical strategies to help you protect margin and drive growth. Find The Pricing Guys wherever you get your podcasts.

In this week’s episode of The Pricing Guys, we’re answering a great question from one of our listeners, Dan, about the growing buzz around the “Chief Pricing Officer” role and whether adding a new title is really the key to driving pricing success. Avy and Michael dig into why mindset, alignment, and organizational readiness matter far more than structure alone when it comes to driving pricing success, and why without these foundations, even the best pricing teams can struggle to deliver impact.

In this episode of The Pricing Guys, Avy and Michael explore why price drops like falling oil costs don’t always make it to the end customer. They dig into the disconnect between supplier pricing and what happens downstream with distributors, resellers, and sales teams. The conversation covers why discounts often fail to drive volume, how internal habits and channel dynamics distort intent, and what it really takes to tie discounts to behavior. If you’ve ever wondered whether your discounting strategy is truly creating value or just leaking margin, this one’s for you.

In this episode of The Pricing Guys, Avy and Michael dig into McDonald’s recent performance slump and ask the tough question: is it really the economy, or is something deeper going on? They explore whether rising prices at traditional value spots like McDonald’s are pushing customers toward fast casual alternatives, grocery stores, or even doing nothing at all. This episode also looks at how price perception, value trade-offs, and customer segmentation are reshaping the fast food landscape.

In this episode of The Pricing Guys, Avy and Michael dive into the world of pricing transparency from Airbnb rentals to software contracts. Prompted by a real-life booking experience gone sideways, they unpack the frustration consumers feel when the price you think you’re paying ends up being far from reality. They reflect on how pricing transparency, when done right, can actually be a strategic asset.  Whether it’s customizing offers based on customer segment or clearly communicating the why behind the price, Avy and Michael argue that transparency isn’t a threat, it’s a differentiator.