In this episode of Pricing Heroes, we speak with Lee Mackedanz, Founder and Managing Partner of Value Capture Consulting, and a veteran pricing executive with leadership roles at Kohl’s, JCPenney, Fossil Group, Office Depot, SuperValu, and Advance Auto Parts. Lee shares his journey from merchant at Best Buy to becoming a pricing leader responsible for more than $700 million in incremental sales and margin improvements. He explains what it takes to build credibility with merchants, lead organizational change, and lay the right foundations before investing in technology.
Key Topics:
Transitioning from merchandising to pricing leadership
Competing with Amazon by pricing to value, not just price
Building pricing maturity at Kohl’s and winning buy-in for a new discipline
Why persuasion, influence, and small wins drive change management success
How to structure promotions and discounts as strategic resources
The foundations required for AI pricing — data, governance, and clear strategy
Why courage, collaboration, and transparency define great pricing leaders
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