that destroy margin
Pricing errors compound over time. Each one narrows the margin available for the next decision.
Chasing the lowest competitor
When pricing is anchored to the cheapest option in the category, every competitor who drops their price pulls yours down too. The floor keeps falling. The brands that break this pattern own a position that does not depend on price — and that requires a positioning decision, not a pricing decision.
Discounting as the primary conversion lever
Coupons, lightning deals, and promotional pricing solve a conversion problem temporarily. They also train buyers to wait for the discount and compress the margin available for advertising. The result is a cycle that requires more discounting to maintain the same conversion rate.
Pricing set once and forgotten
Category price norms shift. Input costs change. Advertising efficiency changes. A price set at launch and never revisited is making decisions based on conditions that no longer exist. Pricing requires a defined review cadence and a trigger framework for when to act.
structural pricing model.
Each component addresses a different dimension of pricing. Together they produce a defensible price strategy, not a number.
Unit Economics Modeling
A complete model of contribution margin at current pricing: COGS, Amazon fees, advertising cost, returns, and channel overhead. The model makes visible where margin is going and what the true cost of each pricing decision is. Most brands that think they are profitable discover they are less so than assumed.
Price Tier Analysis
A structured analysis of how your pricing relates to the category price distribution. Where you sit relative to competitors, whether that position is intentional, and whether the market is rewarding or penalizing that position. Price tier is a positioning decision as much as it is a financial one.
Margin Optimization Framework
A framework for identifying and closing the gaps between current margin and achievable margin: pricing adjustments, fee reduction opportunities, cost reduction through supplier negotiation, and advertising efficiency improvements. The output is a ranked action list with estimated margin impact.
Pricing Decision Framework
A documented set of rules for how pricing decisions are made: what triggers a price review, what data is required before a change, what the acceptable margin floor is, and who has authority to make a change. Replaces ad-hoc pricing with a repeatable process.
not the competitor.
Pricing strategy built from your unit economics is stable. Pricing strategy built from competitor observation is permanently reactive.
Unit Economics Audit
We build the full unit economics model from actuals: COGS, all Amazon fees by category, advertising cost at current TACoS, return rate, and channel overhead. This is the baseline. Every pricing recommendation is grounded in this model.
Price Position Analysis
We map your current pricing against the category distribution and identify where you sit, where you could sit, and what the trade-offs of each position are. The analysis includes how price position interacts with conversion rate, advertising efficiency, and review velocity.
Framework Delivery
The pricing decision framework, margin optimization action list, and price tier recommendation are delivered as a working document. We review it with the client team, align on the action sequence, and set the trigger conditions for the first quarterly pricing review.
not a price recommendation.
The deliverables replace ad-hoc pricing decisions with a documented, repeatable framework.
Full contribution margin model from actuals. The financial baseline for every pricing decision.
Category price distribution map with your current position and the implications of moving.
Ranked initiatives for closing the gap between current and achievable margin, with estimated impact.
Documented rules for when to review pricing, what triggers action, and what floor margin defines.
Ongoing weekly tracking of competitor price movements across the defined competitive set.
Unit economics data and competitive price tracking feed into ARIA's reporting system automatically.
Strategy & Advisory includes additional services that compound on this one.
Build a price that holds
under competitive pressure
We work through referrals. If you have been referred, send us a message and we will run a quick unit economics audit to show you where the margin gaps are.