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Over the last twenty years or so I have led organisations in a variety of market sectors in different parts of the world. While every industry and every business has its nuances, the basics remain the same when going into price discussions with customers.

Firstly, you have to make a cast-iron case for a price increase, particularly right now while retailers are trying to keep the cost of the shopping basket down as the economy falters. However, in my experience a well-structured case usually works. You come out of the price discussions having understood the customer better and ideally with ways that you can build business together.