In this episode of Pricing Heroes, we speak with Caroline Cookson, Founder of Cookson Partners and former Global Strategy and Analytics Leader at Brown-Forman. With more than 15 years of experience in finance, brand strategy, and commercial leadership, Caroline has helped shape pricing strategies for world-class spirits brands including Jack Daniel’s, Glendronach, and Gin Mare. Caroline shares how pricing can connect brand positioning, consumer psychology, and retail execution — and why fairness, transparency, and values-led decision-making are becoming the current foundation of effective pricing leadership.

Key Topics

How pricing bridges finance, brand identity, and consumer perception

Working “from shelf price backwards” when retailers control the final price

Building global frameworks that balance guardrails with local flexibility





How values-led brands can price confidently and maintain integrity

Moving beyond cost-plus: creating structure and discipline around discounting

When smaller businesses should invest in pricing talent, data, and tools The ethics of AI pricing and how transparency builds consumer trust Recommended Resources Predictably Irrational by Dan Ariely

Works of Rory Sutherland and Mark Ritson Connect with Caroline Cookson on LinkedIn. Get in touch with us Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide. For more information about AI pricing solutions, check out our Corporate sponsor Competera.ai.

📌 From Brand Positioning To Shelf Price: How To Build Consumer Centric Pricing Strategies With Caroline Cookson Anupgarh (India)
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📍 India