Pricing with Confidence

Burton, Mark R.; Holden, Reed K.

ISBN 10: 0470197579 / ISBN 13: 9780470197578

Verlag: Wiley, 2008

May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Bestandsnummer des Verkäufers G0470197579I4N00

Inhaltsangabe:

Pricing with ConfidencePricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table:Rule One: Replace the Discounting Habit with a Little ArroganceWho says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table.Rule Two: Understand Your Value to Your CustomerYour customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it.Rule Three: Apply One of Three Simple Pricing StrategiesOne of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered.Rule Five: Price to Increase ProfitsRevenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too.Rule Eight: Build Your Selling BackboneUse the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.

Über die Autorin bzw. den Autor:

Dr. Reed K. Holden is founder of Holden Advisors, a pricing consulting firm that specializes in working across product, marketing, pricing, and selling functions to improve pricing performance. Dr. Holden is an Adjunct Associate Professor at Columbia University. He has been speaking professionally for twenty years and is a regular keynote speaker on pricing and customer value. He can be reached at rholden@holdenadvisors.com.

Mark R. Burton is cofounder and Vice President of Holden Advisors. He speaks frequently at Fortune 2000 events and conferences, and has developed leading-edge, risk-based models for the pricing industry. He can be reached at mburton@holdenadvisors.com.
For more information, please visit: PricingWithConfidenceBook.com

Bibliografische Details

Titel: Pricing with Confidence
Verlag: Wiley
Erscheinungsdatum: 2008
Einband: Hardcover
Zustand: Very Good
Zustand des Schutzumschlags: No Jacket