Strategies to optimise dynamic pricing in South African B2B eCommerce

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by Karen Von Wielligh of Emergent Africa

In the ever-evolving landscape of South African B2B eCommerce, dynamic pricing strategies have become a cornerstone of success. In this article, we will explore the unique challenges and opportunities presented by dynamic pricing in this dynamic market.

Dynamic pricing is no longer an option; it is a necessity in the competitive South African B2B market. It is about offering the right price to the right customer at the right time. It is a balancing act that requires precision and agility.

A. Challenges

1. Data Accessibility

Gathering valuable data in South Africa’s B2B sector can be complex. Access to quality data is like searching for hidden treasures in a dense digital landscape.

You can overcome data fragmentation by investing in a comprehensive data management system. By streamlining data, you can gain insights that empower dynamic pricing decisions, resulting in better customer engagement and profitability.

Neglecting data management can hinder decision-making so businesses should invest in data integration and analytics to avoid this pitfall.

2. Balancing Price Sensitivity

South African B2B buyers are price-sensitive and striking the right balance between offering competitive dynamic pricing and ensuring customer affordability is challenging but essential for success.

Adopt dynamic pricing that considers customer segments. Personalising pricing strategies is a game-changer and allows you retain loyal customers while attracting price-conscious ones.

Implementing one-size-fits-all pricing can deter price-sensitive customers so personalised pricing for different segments is a recommended approach.

3. Economic Volatility

South Africa’s economy experiences significant fluctuations so dynamic pricing algorithms must be agile, capable of adapting to economic shifts promptly.

Utilise real-time economic indicators to adjust pricing strategies. During economic downturns, your discount bundles will attract cost-conscious customers and help you maintain sales.

Rigid pricing models that do not adapt to economic changes can lead to lost opportunities., so businesses should ensure their algorithms are flexible and responsive.

4. Transparency in Pricing

Maintaining transparency in pricing changes is crucial. Businesses should aim for clear communication to avoid surprising customers with unexpected adjustments.

Introduce transparent pricing communication. Proactively informing customers about price changes and reasons behind them enhance trust and long-term relationships.

Sudden, unexplained price changes can erode customer trust so transparent and proactive communication is key.

5. Algorithmic Fairness

In a diverse market like South Africa, pricing algorithms must remain neutral and unbiased. Ensuring fairness in algorithmic pricing is essential for customer trust.

Conduct regular audits of pricing algorithms to detect and rectify biases. Commit to fairness to strengthen your reputation among customers and suppliers.

Neglecting algorithmic fairness can lead to reputation damage and potential legal issues so regular audits and bias correction are vital.

B. Opportunities

1. Dynamic Pricing Creativity

Leveraging dynamic pricing allows businesses to adjust prices strategically, enhancing revenue and profit margins.

According to a recent study by McKinsey & Company, businesses that employ pricing optimisation tools experience an average revenue increase of 2-7%.

2. Personalised Pricing

South African B2B customers value personalised pricing experiences. Tailoring pricing to individual preferences enhances customer relationships and loyalty.

Harvard Business Review’s research indicates that businesses leveraging customer segmentation for personalised pricing achieve, on average, a 10% increase in customer retention rates.

3. Competitive Advantage

Mastering dynamic pricing can give businesses a competitive edge, attracting more customers and increasing market share.

A report by BCG highlights that businesses continuously monitoring competitor pricing can react swiftly to market changes, gaining an edge in competitive pricing.

4. Effective Inventory Management:

Managing inventory can be challenging, but unpredictability can be an advantage. Highlighting unique products and optimising inventory can drive sales.

A study by Deloitte found that businesses utilising demand forecasting in inventory management can reduce carrying costs by 20% while maintaining service levels.

5. Strategic Promotions:

Crafting enticing promotions and bundles can create excitement, increasing customer engagement and sales.

Marketing Land suggests that A/B testing of promotions can lead to a 10-20% increase in conversion rates, helping businesses identify the most effective offers.

6. Local Market Understanding:

South Africa’s unique market characteristics require businesses to align their strategies with local trends and preferences.

Gathering insights through customer surveys can help businesses adapt their offerings to local preferences, increasing customer satisfaction and loyalty.

In the dynamic world of South African B2B eCommerce, mastering dynamic pricing is essential for success. By incorporating insights from industry leaders, avoiding common pitfalls, and implementing quick wins, businesses can navigate the challenges and seize the opportunities this vibrant market presents. Embrace adaptability, transparency, and data-driven decision-making to build trust with customers, and you will be well on your way to achieving success in South African B2B eCommerce.


Emergent Digital specialises in crafting innovative digital strategies to propel your business forward. Our approach is centred around harnessing technology to enhance your business performance. Whether it is creating groundbreaking products or revolutionising current processes, our digital strategies are designed to give you a competitive edge.

We help you set clear digital goals, effectively plan and manage your digital business components, and ensure your resources are used in the most efficient way possible. Our comprehensive strategy covers every aspect of your digital presence, from the technology you use to the goals you aspire to achieve, and the steps necessary to reach them. This includes crucial monitoring and review processes to keep track of progress.

But why is a digital strategy essential? Here are seven compelling reasons: it facilitates in-depth business discovery, eliminates missed opportunities, helps you reach your audience online, provides digital differentiation, offers clear direction, allows you to track ROI, and ensures everyone in your organisation is aligned.

In the rapidly evolving global economy, eCommerce is becoming increasingly important. It is a key catalyst for economic development, offering cost savings, competitive pricing, and addressing inflation concerns. Our services cater to businesses of all sizes – from startups to major brands, offering a platform to sell products or services online.

We integrate advanced POS systems, lead generation tools, and data analysis capabilities into your eCommerce platform. This ensures you are not just selling but also understanding and evolving with your customer needs. Plus, our focus on eCommerce and content marketing means your brand does not just sell products; it engages, informs, and entertains, creating a comprehensive and connected customer experience.

With Emergent Digital, step into the future of digital business strategy and eCommerce. Let’s transform your digital presence and drive your business towards unprecedented success.”

Karen Von Wielligh | eCommerce Lead

I am a highly experienced B2B Digital E-commerce Specialist with a robust track record of driving growth and efficiency in diverse roles. Currently, I serve as the E-commerce Lead at Emergent Africa, where my focus is on driving B2B Digital E-commerce in South Africa, unlocking new business opportunities, and facilitating substantial growth. In parallel, I hold the position of Chief Executive at Nova Machina, where I am leading the charge in revolutionising transportation through bespoke internal combustion to full electric conversions for commercial fleets.

Furthermore, I contribute my expertise as a New Business Development Consultant at MellowVans, where I play a pivotal role in pioneering sustainable last-mile delivery solutions through innovative electric vehicles. My previous experiences encompass diverse roles, including my tenure as a B2B eComm Consultant and Business Owner at City Cellar, where I blended entrepreneurship with a passion for boutique wines and craft beers, creating a unique retail experience. Additionally, I optimised logistics and fulfilment operations during my tenure as the Head of Operations at Takealot.com.

In terms of qualifications, I hold an MBA in Innovation and Change from the University of South Africa/Universiteit van Suid-Afrika (2003-2007), a Diploma in Basic Bookkeeping from Damelin (1998), and a BA in Human Sciences from the University of Johannesburg (1991-1994).

I am deeply committed to driving innovation and change for a greener, more sustainable future. I invite you to connect with me on LinkedIn to explore how my extensive expertise in B2B Digital E-commerce can contribute to your endeavours.

Contact Emergent Africa for a more detailed discussion or to answer any questions.

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