Dynamic Pricing in B2B Manufacturing: The Secret Weapon Your Competitors Are Already Using

In today’s volatile market, static pricing models are a liability. For manufacturers and distributors, dynamic pricing—enabled by AI, machine learning, and big data—offers a way to stay ahead of shifting costs, fluctuating demand, and evolving customer expectations. But while the benefits are clear, implementing dynamic pricing requires careful navigation to avoid pitfalls like eroding customer trust or operational disruption.

As manufacturers move toward 2025, one thing is certain: agility in pricing has moved from a competitive advantage to a business necessity.

Why Dynamic Pricing Matters Now

Pricing has always been a strategic lever, but now, it’s essential to surviving and thriving. Reflecting on the past decade, it’s clear that manufacturers tied to rigid pricing models have struggled to adapt to volatile conditions—whether due to sudden cost increases, supply chain upheavals, or changing customer demands.

Eric Carrasquilla, CEO of Vendavo, captures the importance of pricing agility in no uncertain terms:

“Finding and offering the right product at the right price at the right time to the right customer is table stakes for successful commercial operations. Price optimization is a key strategic asset for B2B manufacturers and distributors. It also fuels every other growth strategy.”

And it’s not just about profitability. According to Carrasquilla:

“Market pressures also influence buyers, so savvy manufacturers and distributors regularly monitor buyer sentiment and behavior. One way they do that is by keeping tabs on their willingness-to-pay (WTP) thresholds or the maximum amount of money they are willing to spend on a product or service. It represents the value a customer perceives in your offerings.”

The 2025 Pricing for Profitable Growth Outlook report from Vendavo and Experis Pricing Solutions reinforces these insights. It shows that 45% of manufacturing leaders prioritize revenue growth when adjusting pricing strategies, while buyers increasingly base their willingness-to-pay on factors like customer experience (34%), product support options (32%), and sustainability (30%). For manufacturers, aligning pricing with these shifting priorities will be critical to fostering loyalty and standing out in a crowded market.

AI, Big Data, and the Mechanics of Dynamic Pricing

At the heart of dynamic pricing lies data—more specifically, the ability to process and analyze it in real time. AI-driven pricing engines can evaluate historical sales trends, competitive benchmarks, and market signals to recommend or automatically adjust prices. This kind of precision enables manufacturers to:

• React quickly to cost fluctuations (e.g., material price spikes, transportation cost surges).
• Adapt to changing customer demand patterns (e.g., seasonal buying trends or unexpected surges in order volume).
• Tailor prices to customer segments (e.g., rewarding high-volume buyers with favorable pricing while protecting margins on smaller accounts).

One manufacturer in the U.S. aviation sector recently showcased the potential of dynamic pricing by leveraging predictive analytics. By identifying an early spike in demand for certain spare parts, the company was able to increase availability and adjust pricing to maximize margins while keeping customers satisfied. The results? A 12% revenue boost for those product lines over a single quarter. This agility not only improved their profitability but also positioned them as a responsive and trusted partner for their customers.

However, these benefits depend on the accuracy of the data fueling AI models. Poor-quality or incomplete data can lead to misaligned pricing strategies that damage customer trust or hurt profitability. Manufacturers must first invest in robust data governance frameworks—including real-time data integrations, cross-departmental collaboration, and systems for detecting errors—to ensure AI recommendations are reliable.

Overcoming the Challenges of Adoption

Dynamic pricing may promise agility and profitability, but it isn’t without challenges. Both internal teams and customers can resist these changes for different reasons.

• Internal Resistance: Sales teams, in particular, can view AI-driven pricing as a threat to their control or customer relationships. To address this, leaders must clearly demonstrate how dynamic pricing tools enhance sales efforts by enabling more competitive and value-aligned deals.
• Customer Trust: Price adjustments, especially frequent ones, can make customers uneasy. Carrasquilla emphasizes the importance of transparency:
  “Market pressures call for agile pricing strategies and collaboration. Before adjusting prices, manufacturing leaders first consider several internal goals. According to the 2025 Pricing for Profitable Growth Outlook report, revenue gain is the most important (45%) consideration.”
  Open communication about why prices change—such as cost volatility or value-added features—can go a long way toward maintaining trust.
• Technology Integration: Many manufacturers still rely on legacy ERP systems that don’t support real-time data processing. Upgrading to pricing platforms that seamlessly integrate with existing systems is essential but often requires significant investment.

Ultimately, overcoming these challenges requires more than technical upgrades—it demands a cultural shift. Organizations must move away from viewing pricing as a rigid process and toward treating it as a dynamic, collaborative, and customer-centered strategy.

Looking Ahead: The Future of Dynamic Pricing in Manufacturing

The next frontier of dynamic pricing lies in hyper-personalization. As AI evolves, pricing strategies will become increasingly tailored to individual customer behaviors, preferences, and historical transactions. Instead of offering blanket pricing tiers, manufacturers will adjust prices on a granular level to reflect each customer’s unique needs and value perception.

Another exciting development is the shift from reactive to predictive analytics. Instead of responding to changes in real time, manufacturers will be able to anticipate market shifts and adjust pricing strategies preemptively. Imagine a scenario where AI predicts a spike in raw material costs six weeks in advance, allowing manufacturers to negotiate better deals with suppliers or adjust customer pricing before margins take a hit.

Companies that invest in these capabilities today will gain not just a pricing advantage but also a strategic edge in anticipating and shaping market dynamics.

Final Thoughts: The Time to Act is Now

As Carrasquilla aptly puts it:

“Sitting still is no longer an option for manufacturers and distributors that seek profitable growth in the new year. Strategic, well-executed pricing is an important business lever that will help organizations navigate market shifts, control risk, and please customers.”

Dynamic pricing isn’t just about responding to change—it’s about harnessing it. From my years covering this industry, I’ve seen that those who embrace change with confidence are the ones who thrive. Dynamic pricing is no different—it’s a lever of transformation, but it requires commitment.

The question is no longer whether dynamic pricing is the right path—it’s how your organization will embrace it. Are you ready to shape your future with pricing agility?