The 1% Windfall: How Successful Companies Use Price to Profit and Grow – A Practical Pricing Strategy Framework - Couverture rigide

Mohammed, Rafi

Couverture rigide

ISBN 10 : 0061684325 ISBN 13 : 9780061684326

Editeur : Harper Business, 2010

Synopsis

“This breakthrough ‘how to’ book offers a practical and comprehensive framework that shows companies how to use price to drive profits from diverse customer segments in offensive and defensive (recession, inflation, and new competitor) situations.” — Richard Spaulding, Member of the Board of Directors, Scholastic Corporation

Rafi Mohammed, author of The Art of Pricing, shows businesses how to reap financial windfalls and sustain growth using the underexploited and often overlooked strategy of setting prices.

This practical guide provides a complete business framework for profitable growth:

• Value-Based Pricing: Abandon arbitrary cost-plus methods and learn to set prices that capture the true value your products provide to every customer.
• The 1% Windfall: Discover the powerful connection between small price adjustments and massive gains in operating profit—and how a simple 1% increase can change everything.
• Offensive and Defensive Strategies: Prepare your business to thrive in any economic climate with specific pricing tactics for recession, inflation, and new competitive threats.
• Customer Segmentation: Implement powerful tactics like Versioning, Pick-a-Plan, and Differential Pricing to serve diverse customer segments and unlock new revenue streams.

A propos du livre

À propos de l'auteur

Rafi Mohammed has been working with pricing issues for the last twenty years. He is the founder of Culture of Profit LLC, a Cambridge, Massachusetts-based company that consults with businesses to help develop and improve their pricing strategy. Born in Milwaukee and raised in Cincinnati, he is the author of The Art of Pricing and an economics graduate of Boston University, the London School of Economics, and Cornell University, where he received his Ph.D.

À propos de la quatrième de couverture

Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices.

The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%.

The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers.

But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor.

The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.

Détails de l'édition

• Éditeur: Harper Business
• Date d'édition: 2010
• Langue: anglais
• ISBN 10: 0061684325
• ISBN 13: 9780061684326
• Reliure: Relié
• Nombre de pages: 256
• Coordonnées du fabricant: Product Safety Manager; enquiries@harpercollins.ie; ; HarperCollins, Macken House, 39/40 Mayor Street Upper; Dublin 1; D01 C9W8; Irlande