Field notes
Grouping SKU Families for Pricing Meetings
Pricing committees drown when every pack variant gets its own slide. Sensible SKU families keep the meeting on contribution, not catalogue sprawl.
A commercial analyst facing two hundred pack variants will not settle a corridor in one sitting. Families — by brand, size band, or channel role — create a workable agenda.
Good families share the same competitive set and the same trade-term logic. Mixing a premium pack sold on negotiation with a volume pack sold on ladder bands forces the chart to average unlike behaviours.
Document the family rules in the dashboard reading guide. When someone asks why a variant sits outside the family, the answer should be written once, not reinvented each quarter.
For Thai retail packs, watch multipacks and gift sets. They often carry different list logic and should not silently dilute a core family average.
Aim for fewer than a dozen families on the main pricing committee pack. Deeper drill-downs belong in analyst prep, not on every projector slide.