How Mid-Market Firms Build Pricing Power

Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies · Sep 27, 2026 · 8m · transcript

Most mid-market companies treat pricing as a math problem. It is actually a psychology problem. In this episode, we look at how firms like Herman Miller moved from cost-plus pricing to value-based models during the supply chain shocks of twenty twenty-two. We break down the specific 'anchoring' techniques that allowed them to raise prices by fifteen percent without losing customers. The secret was not hiding the costs but reframing the conversation around reliability and total cost of ownership. If you are still discounting to close deals, this shift in mindset might be the missing…