Practical Pricing: Translating Pricing Theory into Sustainable Profit Improvement

Overview

This book is about taking a theory, pricing, and translating it into an operational practice that can be used by a company on an everyday basis easily with maximum results. Pricing is divided amongst different parts of a company. Every department from marketing to sales to finance has some unique interest in Pricing but not one of those departments looks at Price holistically. This book provides, in detail, all the steps and input required to build out a pricing strategy and function. The book includes: what ...

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Overview

This book is about taking a theory, pricing, and translating it into an operational practice that can be used by a company on an everyday basis easily with maximum results. Pricing is divided amongst different parts of a company. Every department from marketing to sales to finance has some unique interest in Pricing but not one of those departments looks at Price holistically. This book provides, in detail, all the steps and input required to build out a pricing strategy and function. The book includes: what factors derail most pricing programs and pricing leaders and how to correct those issues; what are the recent development of Pricing roles in the past 10 years; what are the basic analyses required for pricing; why cultural considerations are critical to determining the success of pricing plans; and lastly how a pricing team can effectively work together to implement the strategy.

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Editorial Reviews

From the Publisher
“Calogridis’s book gives a thorough, well-rounded plan to managers who want to improve their companies’ profitability through effective pricing strategies and tactics. His experience and insights offer answers to a wide range of dilemmas that would otherwise erode margins.  True to this book’s title, he gives lots of practical advice in an uncomplicated, conversational manner.”—Kevin Mitchell, President, The Professional Pricing Society

“It is clear that Michael Calogridis has lived the role of a pricing manager.  In Practical Pricing, he provides the type of guidance (along with candid discussions of the potential pitfalls) that only come from spending years promoting and implementing pricing improvement projects in large organizations.  I don’t know of any other book that discusses the required cultural-change component of implementing new pricing strategies as well as this book does.”—Dr. Mark Ferguson, Steven A. Denning Professor of Technology and Management, Georgia Institute of Technology College of Management

“Truly relevant and close to practice….I am convinced this book will resonate very positively with pricing practitioners.”—Chairman of Simon-Kucher

"This book allows one to understand the complexity of making such a decision. In short, this book is a must read for any pricing manager who makes pricing decisions regularly."  —Journal of Revenue and Pricing Management

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Product Details

  • ISBN-13: 9780230614604
  • Publisher: Palgrave Macmillan
  • Publication date: 12/22/2009
  • Pages: 200
  • Product dimensions: 6.00 (w) x 9.30 (h) x 0.70 (d)

Meet the Author

Michael Calogridis has over 15 years total experience in consulting roles supporting development of pricing programs and strategies for companies in healthcare, telecommunications, retail, consumer goods and defense & aerospace.

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Table of Contents

Introduction
• Initial Price Assessment
• Price Leakage
• Pricing Resources
• Pricing Culture & Behavior
• Top Level Pricing Strategy
• Types of Price Initiatives
• Developing your price plan
• Discounting and other Incentives
• Contracts & Tenders
• Pricing Exceptions
• Pricing Policies & Procedures
• Price Initiatives - Developing and Implementing
• Pricing Analytics & Dashboards
• Price Training
• Other Price Topics

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Sort by: Showing 1 Customer Reviews
  • Posted August 25, 2011

    Highly Recommended

    Michael's book is unique in the sense that it highlights the real life issues and provides step by step solutions to deal with those challenges. In this book he candidly discussed the organizational cultural challenges related to pricing change management and how to address those issues. I highly recommend this book.

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