Worksheet: Name the pricing owner and put the decisions in one room

When buying, marketing and finance each own a piece of price, nobody referees. This sheet names one owner and puts price, promotion and markdown decisions in one monthly meeting with one calendar. It builds the Competent step of the check:

A named owner runs pricing decisions on a calendar, with the trade-offs argued in one room.

Step 1. The owner

Item	Written answer
Owner (name)
Decides alone	e.g. routine price changes inside the guardrails
Brings to the monthly meeting	e.g. price moves above 5%, new promotions, markdown plans
Measured on	e.g. realised margin, price image
Executive sponsor

Step 2. Who sits in the room

Function	Person	Brings
Buying or merchandise		Range plan, stock position
Marketing		Promotion calendar
Finance		Margin, promotion results
Online and stores		Channel issues

Step 3. One calendar

Month	Price moves	Promotions	Markdowns	Decided on (date)

Step 4. Who does what

Decision	Decides	Consulted	Told
Price change on one product
Promotion on the calendar
Markdown depth
Price match rule

Done when: one named owner runs price, promotion and markdown decisions on a single calendar, and the trade-offs are argued in one monthly meeting.

Adapted from our own pricing capability plan (Deloitte, 2015).