Shrinkflation, Walk Backs and AI That Lies: Inside B2B Pricing

Every price increase disrupts someone else's plan: the retailer's budget, the consumer's trust, the manufacturer's margin. Jason Christensen, a 25-year sales and revenue leader who's built pricing systems for brands like Braun and Milwaukee, and a top seller to Ace Hardware, breaks down what actually separates a pricing "system" from a pricing "reaction." He walks through the diagnose-design-deliver playbook manufacturers use before ever bringing a number to a buyer, why shrinkflation is really a component problem in disguise, how the Robinson-Patman Act still shapes B2B pricing nearly a century later, and why AI is a great research assistant...