Pricing College Podcast

Author: Joanna Wells and Aidan Campbell

Get a free education when you attend Pricing College. Learn everything about pricing, value management, revenue management and how to build a pricing career. Join Joanna Wells and Aidan Campbell for entertaining and informative discussion every week.
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Language: en

Genres: Business, Marketing

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Episode #0130 - The JB Hi-Fi Lesson Every B2B CEO Needs to Hear
Monday, 15 June, 2026

The discount reflex doesn't just lower your margin; it teaches the market what your product is worth. And once you've taught that lesson, you don't get to unteach it. In this episode, we break down the recent ACCC findings against retail giant JB Hi-Fi for systematic "was/is" pricing misconduct, and why this isn't just a retail story. It is a critical warning for every B2B supplier, distributor, and manufacturer navigating rising costs and softening demand. When growth slows and the board demands revenue, the easiest lever to pull is discounting. It looks like action. It feels like a strategy. But most of the time, it's just a business running out of better ideas. What you will learn in this episode: The JB Hi-Fi Reality Check: Why eroding consumer trust destroys the reference value of your product. The Danger of the Discount Reflex: How you subconsciously train trade buyers, distributors, and channel partners to hold orders and wait for a deal. The Margin Transfer Mechanism: How B2B suppliers are inadvertently funding the promotional responses of major retailers (like Bunnings, Coles, or Woolworths) to solve demand problems that aren't theirs to solve. Building a Price Floor: Why the most successful businesses don't just "will" pricing discipline into existence, they build and defend a precise commercial value position before the pressure arrives. Stop managing the symptom while the disease compounds underneath. It's time to define exactly what your product is worth, quantify it, and build a position strong enough to defend your margin.