ALL ARTICLES AND INSIGHTS
Explore strategy, markets, and business perspectives.
A Dollar of Unconfirmed Cost Becomes More Than Three Dollars on the Shelf
Executives debate the distributor's margin and treat freight and FOB as settled. Yet in a value chain, a cost fixed at the start is multiplied by every margin and tax that follows. Which of your inputs carries the most weight, and have you confirmed it?
Your FOB Cost Is Only the Beginning: What Really Determines Your Product’s Final Retail Price
Understanding your FOB cost is only the first step in pricing for international markets. Discover how freight, duties, distribution margins, taxes and other costs shape your product’s final retail price—and why a competitive factory price does not always translate into a competitive market position.
What Share of the Shelf Price Does Your FOB Cost Still Represent?
A product can be strong, a distributor willing and demand genuine, yet the shelf price can still be uncompetitive. What share of the final price does your FOB cost represent in a new market, and who decides the rest?