Is Your Business Healthy? Your Pricing May Have the Answer with John Gilbo

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  **Why You Have to Check Out Today's Podcast:** - Discover the pricing blind spots that can quietly drain margin, from outdated processes to slow reactions.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/stiving/https://www.linkedin.com/in/john-e-f-gilbo/   **Connect with Mark Stiving:** - LinkedIn: https://www.linkedin.com/in/stiving/ - Email: mark@impactpricing.com