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Most pricing teams I talk to can name their 3 biggest competitors. Almost none can tell me which specific SKUs those competitors are pricing below them on, right now. That gap is where margin leaks happen. Not at the strategy level - at the SKU level, product by product, quietly, every day. Two questions worth asking your team this week: 1. Which products are we losing volume on because a competitor is 8% cheaper? 2. Which products are we 15% below market and don't need to be? The first costs you revenue. The second costs you margin on every sale. You don't need a bigger pricing team to fix this. You need visibility.

Another great lecture at Stanford this week, this time with Henry Ward, founder and CEO of Carta. "My job is to make decisions that nobody else would make”, he said. And it stayed with me. Henry believes the founder should focus on the nonlinear, step-function changes that can fundamentally change how a company operates. 💡 Example: how engineering productivity is approached at Carta. The initial goal was to reach a higher level of output. The engineering team estimated they were doing 3-4 pull requests per engineer per day, when the actual number was 1. So he set a new, more realistic target: get to 2. It went smoothly. When the team reached that, he pushed it to 3. That's when the real bottlenecks started to surface. The old Jira workflow couldn't support the pace; code review became a constraint, and other manual steps started getting in the way. So the team began redesigning the workflow around AI, with Claude reviewing code, Jira integrated into CI, and some tickets being created automatically from Datadog and Sentry. Henry didn't try to optimize every part of the process. He changed the target, saw where the existing system broke, and then pushed to rethink the workflow. Endeavor Endeavor Ukraine Stanford University Stanford University Graduate School of Business

Four pricing lessons from Maciej Kraus, one of the sharpest pricing minds in the world. Maciej and I have spent plenty of time discussing pricing since he’s one of the longest-serving members of Competera's advisory board. This time, I had the chance to hear Maciej teach at Stanford. I jotted down four ideas from the session: 1️⃣ The more people own pricing, the more it goes down. Pricing is a C-level decision. Delegate it at your own risk. 2️⃣ Find your "metallic paint." Car manufacturers charge $2,500 for a metallic paint color that costs them nothing. Apple charges $500 for a memory upgrade that costs a fraction of that. What's the thing in YOUR product that costs you almost nothing but carries massive value for the customers? 3️⃣ Price is always the strongest profit lever in the organization. Run the math: +10% volume vs +10% price. The price move wins every time, in every business model. 4️⃣ You cannot have an algorithm that optimizes volume, revenue, AND profit simultaneously. The profit-optimal price is always higher than the revenue-optimal price. That's not an opinion. That's math. And math doesn't negotiate 🧮 Grateful for people who've spent 20 years going deep on one discipline and still teach it with this much energy. This is what mastery looks like. Maciej Kraus — thank you, my friend 🙌 Endeavor Endeavor Ukraine Stanford University Graduate School of Business

Os presento a ClubIA… Bienvenida a mi equipo Carrefour España #VamosCarrefourEspaña #EspírituDeCombate #TransformandoElRetail #ElClubCarrefour Francisco Dominguez Almellones Javier Mallo Sanchez Maria Quintin Clemente Jesus Alberto de los Bueis

Celebramos la XII edición de los Premios a la Innovación de Carrefour España, con nuestros grandes socios de la industria. Somos la gran puerta de entrada para la innovación en España: concentrando más del 60% de los lanzamientos nacionales —6 de cada 10 novedades llegan al hogar de nuestros clientes a través de Carrefour—. La innovación está tanto en el producto como en la forma en que lo descubre el cliente en nuestros lineales o en sus teléfonos... ✍️ Más de 20.000 clientes y socios de El Club Carrefour han votado para elegir a los ganadores entre los 378 productos participantes. 🏆 Premiamos a 14 categorías principales, y creamos como novedad este año cinco menciones especiales para empresas que han creado innovaciones en grandes tendencias. Gracias al jurado, a nuestros socios del Club por sus votaciones y sin duda a ClubIA por otorgar el premio a la mención especial! ¡Enhorabuena a todos los premiados! Enhorabuena Jorge Ybarra Lóring #VamosCarrefourEspaña #TransformandoElRetail #EspiritudeCombate Francisco Dominguez Almellones Josechu Dominguez Javier López-Cózar Crespo José María Bonmatí

Every week I talk to e-commerce leaders who are doing everything right. Strong catalog. Solid SEO. Real brand equity. And they're still losing customers they never knew they had. Not to bigger competitors. Not to better products. But to whoever AI decided to name instead. We wanted to understand why — so we tested it. 887 real shopping queries across 113 large retailers in the EU and US. The results were uncomfortable. 📊 55.8% of AI answers didn't include the retailer being tested. And 21% of brands were functionally invisible — found in fewer than 3 out of 10 of their own category queries. The brands winning aren't always the biggest ones. They're just the ones AI can read. We put everything we found into a free 23-page report — including what to do about it. Comment REPORT and I'll send it to you directly — or get it under this link 👉 https://lnkd.in/dDwr4N2c #AISearch #GEO #RetailStrategy #DigitalMarketing #BoostSpace

VivaTech, Paris — 17 au 20 juin. Je serai là avec Boost.space, à échanger avec des équipes e-commerce et retail sur un sujet précis : comment des agents IA peuvent prendre en charge ce qui vous coûte du temps et de l'argent — pricing, data produit, gestion marketplace. Si c'est dans vos réflexions du moment, connectons-nous et envoyez-moi un message — on trouvera un moment sur place. #VivaTech2026

The next big upgrade to your B2B portal isn’t another dashboard. It’s being able to ask your portal questions using AI. B2B Wave is now one of the first B2B eCommerce platforms to support MCP, or Model Context Protocol. This gives admins a structured way to connect AI tools like Claude with their portal data. An admin can ask questions like: “What are my last three orders?” “Show me customers who haven’t ordered in 60 days.” “Which products are selling quickly but running low?” “Create a sales report by customer, product, or category.” Instead of searching through different pages, exporting spreadsheets, and building reports manually, admins can get the information they need through a simple conversation. B2B Wave remains the system managing customers, pricing, products, inventory, orders, and permissions. MCP makes that information easier to access and work with using AI. Less time spent searching and reporting. More time spent improving the business. #B2Becommerce #MCP #Wholesale #AI

Alright, retail leaders, it’s almost that time again. 🎁 Holiday cheer, record sales… and a tidal wave of returns, claims, and fraud. Last year alone, U.S. shoppers sent back $160 billion in holiday purchases. That’s billions in revenue walking out the door—and a painful reminder that loyalty and fraud prevention have never been more intertwined. Here’s what we’re seeing heading into this season: ⚠️ Post-holiday returns are surging, especially from online and BORIS transactions. ⚠️ Opportunistic fraudsters are getting bolder with wardrobing, false claims, and serial returns. ⚠️ Retailers tightening policies to protect margins are risking loyal customers in the process. The challenge? Balancing profit protection without damaging customer experience. That’s exactly why our team built the Holiday Survival Guide. It's a quick, practical resource to help retailers: 🟢 Spot and stop returns and claims fraud in real time 🟢 Protect margins without hurting CX 🟢 Turn post-holiday returns into loyalty wins The retailers getting this right aren’t just surviving the season, they’re turning it into a competitive advantage. Return season is inevitable. Losing loyalty (and margin) isn’t. Grab the guide and get ready to win the holidays. 👉 https://lnkd.in/gibYhExX Appriss Retail

One of the greatest challenges in FoodTech is turning an innovative ingredient into a real product beyond the lab. In developing Pureture protein, we faced that wall head-on. The CPG (Consumer Packaged Goods) industry doesn’t easily adopt new ingredients. If they cannot fit seamlessly into existing processes and recipes, companies hesitate to take the risk. That’s why so many “innovative” ingredients never make it out of the lab. Pureture was no exception. We faced an endless series of challenges: • Ensuring separation stability after removing emulsifiers and stabilizers • Minimizing gums and unnecessary additives • Passing repeated tests in both refrigerated and ambient conditions • Proving compatibility with real manufacturing processes • Building a scalable mass production system (scale-up) • Exploring and validating Non-GMO based natural substances • And above all, achieving a cost structure that manufacturers could accept Solve one problem, and another would arise. Even if it was technically possible, without a viable cost structure for manufacturers, it would never reach the market. But we didn’t stop. Together with Armored Fresh, we overcame these challenges step by step through co-development. The result was not just ingredient innovation, but a Clean Label Protein Shake validated in the market. Here lies the true differentiation: Pureture protein is not just another stabilizer or additive. Pureture is an “Emulsifying Protein.” ▪️Through its surface activity and structural interactions, it delivers emulsification first, secures separation stability, and at the same time provides the nutritional value of high-quality protein. In other words, Pureture is a next-generation protein platform that delivers both Functionality and Nutrition. This achievement was only possible together, not alone. The Armored Fresh R&D team, as a CPG company, relentlessly broke through the barriers of commercialization and productization in the field. The Pureture R&D team persistently explored new protein functionalities and built the scientific foundation. Through this collaboration, Pureture protein moved beyond research results and became a Clean Label Protein Shake proven in the market. Without the dedication of both teams, Pureture protein would never have reached the world. We are deeply grateful. This journey taught us a clear truth: ▪️FoodTech innovation does not end in the lab. It is only complete when it is proven in the market and that path is always built through collaboration. #FoodTech #EmulsifyingProtein #CleanLabel #ProteinInnovation #CPG #ScaleUp #NonGMO #CoDevelopment #FutureOfFood #Pureture #ArmoredFresh

We like to have some fun on the Appriss Data Science team, and recently, I have been prompting ChatGPT to create poems that describe the great things our team does using ML and AI to root out fraud and abuse in retail returns and claims, but expressed in the style of famous poets. This poem was recently read at our company's Town Hall meeting, and it went over so well that I had to share it here on LinkedIn. The poem is printed below, but I’m also reading it aloud as sometimes the text itself doesn’t do a poem justice. Hopefully, you find my reading of this poem congruent with a Frostian style. Stopping by Stores on a Data-filled Evening, in the style of Robert Frost Whose claim this is — I think I know — They tried to mask the tale below — A sweater tagged with half its price — Returned — as new — though worn thrice. The store was kind — too kind by far — The gate was wide — no guard, no bar — But watchers now are not asleep — They learn from patterns fraudsters keep. A streak of claims — too quick, too bold — A trick once new — now worn and old — The model hums, the red flags rise, The lies laid bare through AI eyes. And Appriss stands — with minds so keen — A quiet force — behind the screen. They read the signs — where others miss — And turn the fraud — to nemesis. If you’re thinking about smarter ways to protect profits, I’d love to introduce you to the folks at @Appriss Retail. Schedule a quick chat: https://lnkd.in/dVGkj-nV

What does “healthy” really mean today? Every brand says “better for you.” But when you look closer, you find emulsifiers, stabilizers, and artificial flavors things that make food look healthy, not be healthy. Somewhere along the way, health became a slogan, not a standard. And that’s where my story began. I grew up loving cheese but reacting badly to dairy. Back then, there was no “clean alternative.” You either gave up what you loved, or accepted how it made you feel. That frustration never left me. Over time, I began to ask deeper questions: What if food could be both clean and functional? What if science could bring clarity, not complexity? That question changed everything. Because health isn’t about trends or labels. It’s about what’s real. #CleanFood #FoodTech #ArmoredFresh #FutureOfNutrition #Innovation #Leadership #PurposeDriven

Just read Winston Ma, CFA Esq.’s latest article on how agentic AI is reshaping founders. Thank you, Winston, for the insight. And thanks to the World Economic Forum for hosting this conversation. One metaphor stood out: Raphael’s studio. Unlike Michelangelo, who painted every stroke himself, Raphael ran multiple workshops. Dozens of apprentices executed the details. He focused on vision, composition, and final touches. He managed many projects at once. This is the essence of Agentic Business today. The article highlights Accio Work as a prime example. It powers over 230,000 online stores globally. It acts as a full-stack digital workforce for solo founders. Its AI agents collaborate as a complete team. They handle market analysis, product ideation, supplier negotiation, logistics, and compliance. AI agents are your digital apprentices. They free you from daily execution. You focus on what matters: vision and creativity. As the article says: AI agents handle execution. Founders focus on creation. What will you build with your agentic workshop? #AgenticAI #Founder #Entrepreneurship #ArtificialIntelligence #Innovation #FutureOfWork https://lnkd.in/gbd6M628

The future of sourcing is not another spreadsheet. For many founders, sourcing is where time quietly disappears. Comparing supplier quotes. Following up on details. Changing specs. Rebuilding the same comparison again and again. But sourcing should not be about chasing every update manually. It should be about setting the right goal, understanding the trade-offs, and making the final call. That is the idea behind the Accio Sourcing Toolkit. A founder can set the target price, quantity, specs, and requirements. Then Accio Work helps keep supplier conversations moving in the background — collecting replies, comparing options, and flagging what needs attention. If the specs change, the agent can update the open conversations at once. The founder STILL makes the decision. AI just handles the repetitive coordination that used to take over the evening. This is what we believe work will look like for the next generation of lean founders: You set the intent. The agent keeps the work moving. You focus on the decisions that matter. What part of sourcing still takes the most time for you? you can @Accio in your comment below.

Do you want to work with me at Agoda? We're hiring! We're looking for experienced Backend/Frontend/Fullstack Engineers at Staff level and above, as well as Engineering Managers; we're after clever people who look at a complex technical challenge and think, "Ah, splendid," rather than reaching for their coat. Join us, and what you build will directly impact customers and their travel experiences the world over. Agoda is a tech travel company based in Asia, part of the Booking Holdings group. We have open roles in Bangkok, India, and Singapore to support the next glorious stage of our growth. For Bangkok-based roles, we offer full relocation support — so you needn't worry about how to transport your worldly possessions. To fast-track your application: 👉 Apply here: https://lnkd.in/gEkJaQ5G Our Talent Acquisition team (Clinton Guok) will reach out to those selected within a week of the deadline to arrange an interview. Do try to be reachable. I look forward to hearing from you — sooner rather than later, if it's not too much trouble.