What happens when your costs keep rising, your contracts lock you in, and your customers still expect stability?

Jacob Moller Korsgaard, Director of Pricing at Danfoss, has spent 15+ years in B2B pricing and leads global pricing for Danfoss Climate Solutions. In this episode, he explains why raising prices during inflation is about much more than adding a percentage to your price list.

Jacob breaks down the commercial judgment, timing, contracts, communication, and execution required to raise prices without creating unnecessary disruption in the market.

Why You Have to Check Out Today's Podcast:

• Learn why annual price reviews are no longer enough when costs can change dramatically in weeks.
• Discover how timing, contracts, and distribution channels can make or break a price increase.
• See why successful price increases require more than cost recovery. They require commercial judgment and disciplined execution.

"We need to be prepared for doing more often price adjustment and we need to focus on the execution part so we implement it efficiently and get our margins secured."

– Jacob Moller Korsgaard

Topics Covered

02:45– The Commercial Judgment Pricing Teams Need. Why pricing teams need to understand customers, channels, segmentation, product management, finance, and IT to make better decisions.

05:00 – Why Annual Price Reviews Are Gone. Jacob explains why B2B companies need to react faster to cost changes while avoiding market disruption.

07:00 – How Often Should You Raise Prices?The case for an agreed pricing calendar instead of constantly recalculating prices every time costs move.

09:00 – The Contract Problem Nobody Can Ignore. Why price increases fail when contracts lock in pricing for months or years, and why improving contract flexibility matters.

11:00 – Is Inflation Just an Excuse for Cost-Plus Pricing?Jacob explains how rising costs can eventually affect customer value perception and why cost changes still need to connect to value-based pricing.

13:30 – Should You Lead the Price Increase? Why competitive dynamics can create an opportunity to move first, especially when the entire market is facing similar cost pressures.

15:30 – How to Communicate a Price Increase. Jacob shares why Danfoss aims for direct, honest, and consistent communication, while allowing local markets to adapt the message.

19:00 – What AI Can and Can't Do for Pricing. Jacob explains how Danfoss is using AI, analytics, and pricing software while emphasizing the importance of commercial judgment and good data.

21:00 – The Pricing Advice Jacob Wants You to Act On. Prepare for more frequent price adjustments, strengthen execution, secure your margins, and build the processes and tools needed to implement increases efficiently.

Key Takeaways:

"We need to be prepared for doing more often price adjustment and we need to focus on the execution part." – Jacob Moller Korsgaard

"If we know that 50% of our revenue is bound in contracts, we cannot change them." – Jacob Moller Korsgaard

Connect with Jacob Moller Korsgaard:

• LinkedIn: https://www.linkedin.com/in/jacobmollerkorsgaard/

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com

This is an Impact Pricing Blog published on July 20, 2026, turned into an audio podcast so you can listen on the go.

Read Full Article Here: https://impactpricing.com/blog/product-myopia-the-symptoms-youve-been-misdiagnosing/

If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

• Email: mark@impactpricing.com
• LinkedIn: https://www.linkedin.com/in/stiving/

What if your pricing has been quietly leaking margin—and you simply haven't looked closely enough to find it?

John Gilbo is Sales Director for North America, Australia, and New Zealand at QuickLizard, with pricing leadership experience at Kirkland's, Academy Sports + Outdoors, and Safeway. He has spent years working across pricing technology, retail pricing, markdowns, promotions, elasticity, and margin optimization.

In this episode, John explains why pricing deserves a regular health check and how retailers can uncover hidden value by improving processes, reacting faster, and using smarter pricing models.

Why You Have to Check Out Today's Podcast:

• Discover the pricing blind spots that can quietly drain margin, from outdated processes to slow reactions.
• Learn how smarter pricing can turn markdowns, tariffs, competition, and elasticity into opportunities instead of margin problems.
• See how AI and pricing models can help retailers react faster without losing sight of the strategy behind the numbers.

"Pricing is a great thing to look at the health of what you're doing."
— John Gilbo

Topics Covered:

03:30 – Pricing as a Strategic Weapon. How better pricing can drive margin, revenue, and sustained value by reacting faster to costs, competition, tariffs, and elasticity.

05:00 – Understanding the Retailer's Pricing Reality. John breaks down how pricing changes depending on promotions, seasonality, markdowns, and go-to-market strategy.

06:30 – Stop Selling Pricing. Start Solving Problems. Why John starts by understanding a retailer's problems instead of immediately pitching a pricing solution.

08:30 – How to Make the ROI of Pricing Believable. John explains how using ROI ranges and break-even numbers can create a more credible pricing conversation.

11:30 – Why 25X ROI Is Possible in Retail Pricing. How small improvements in retail margins can create significant financial impact.

13:30 – The Secret to Sustained Pricing Value. Why pricing improvement isn't a one-time project and how retailers can keep finding the next opportunity.

15:30 – How to Protect Margin When Tariffs Hit. John explains why retailers shouldn't automatically pass the same cost increase across every product or customer.

18:30 – Where AI Actually Fits in Pricing. How elasticity, seasonality, inventory, competitive data, and AI models can help trigger smarter pricing decisions.

21:00 – Why Customer Segmentation Changes Pricing. How retailers can use customer behavior and loyalty data to make better pricing and merchandising decisions.

23:30 – The Pricing Health Check Every Company Needs. John's final advice: look at pricing with fresh eyes, uncover process gaps, and regularly review where pricing can create more value.

Key Takeaways:

"Sustained pricing value comes from continuously asking, "What should we solve next?" – John Gilbo

"Don't automatically pass the same cost increase across every product." – John Gilbo

Connect with John Gilbo:

• LinkedIn: https://www.linkedin.com/in/john-e-f-gilbo/

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com