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The Washington Post"Simon is perhaps the world's leading guru on pricing strategy, and...he's put together an indispensable little management book."
—June 25, 2006
In Manage for Profit, Not for Share, the authors contend that ...
In Manage for Profit, Not for Share, the authors contend that companies can extract a profit potential of 1%-3 % of revenue by pursuing a profit, rather than a market share, orientation. Based on their extensive consulting work, the authors lay out a practical, proven program for making significantly more money by reconfiguring the marketing mix to sell existing products and services in different ways. The book offers practical strategies managers can use to differentiate mature products, raise prices effectively, time promotional activities properly, better understand consumer preferences, and more.
A convincing counterargument to the reigning market share dogma, this book outlines the new mind-set and tools managers will need to bring their companies closer to peak profit performance.
|1||Choose profit over market share||1|
|2||Learn to compete peacefully||27|
|3||Change the way you form your assumptions||45|
|4||Use internal data to find profit opportunities||65|
|5||Uncover preferences and willingness to pay||83|
|6||Optimize your marketing mix to capture the highest additional profit||107|
|7||Raise your prices to get the profit you deserve||127|
|8||Don't ingratiate yourself with customers||151|
|9||Align your incentives to focus on profit||171|
|10||Get your market communication under control||187|
|11||Epilogue - it's time to cash in your profit opportunities||203|