The Price Advantage

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For all the advantages businesses pursue, there is one powerful advantage that is accessible to virtually every business -- but realized by very few. That advantage is the price advantage. Pricing is far and away the most sensitive profit lever that managers can influence. Very small changes in average price translate into huge changes in operating profit, yet few companies are as disciplined and scientific about pricing as they should be. In the most comprehensive and insightful treatment of pricing management ...
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Overview

For all the advantages businesses pursue, there is one powerful advantage that is accessible to virtually every business -- but realized by very few. That advantage is the price advantage. Pricing is far and away the most sensitive profit lever that managers can influence. Very small changes in average price translate into huge changes in operating profit, yet few companies are as disciplined and scientific about pricing as they should be. In the most comprehensive and insightful treatment of pricing management available today, The Price Advantage shows companies how to use pricing excellence to outperform the competition and increase profitability in both good and bad times. Drawing on more than two decades of client success, three preeminent McKinsey & Company experts demonstrate why pricing is critical to bottom-line profitability and explain state-of-the-art approaches to analyzing pricing and building distinctive pricing capability in an organization. Working with colleagues and companies across the globe, they have helped develop leading-edge practical knowledge in pricing for clients in all major industries. Written in easy-to-understand language, The Price Advantage serves as a practical pricing guide for the thoughtful general manager who has been tempted by the unrealized promise of improved pricing and, perhaps, even frustrated by attempts to translate pricing theory into bottom-line impact for his or her business. It is intended to provide a logical and structured approach for identifying where the most precious sources of untapped pricing opportunity reside in a business, along with practical, case-illustrated guidance on how to capture that opportunity. With emphasis on translating pricing theory into real improvements and bottom-line performance, The Price Advantage is designed to give today's CEOs and business managers a competitive advantage in any economy.
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Product Details

  • ISBN-13: 9780471466697
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 1/23/2004
  • Series: Wiley Finance Series , #229
  • Edition number: 1
  • Pages: 304
  • Product dimensions: 6.34 (w) x 9.11 (h) x 1.07 (d)

Table of Contents

Preface
Acknowledgments
Pt. 1 Pricing Fundamentals
Ch. 1 Introduction 3
Ch. 2 The Three Levels of Price Management 13
Pt. 2 Exploring the Levels
Ch. 3 Transaction 23
Ch. 4 Product/Market Strategy 43
Ch. 5 Industry Strategy 74
Pt. 3 Special Topics
Ch. 6 New Product Pricing 93
Ch. 7 Solutions, Bundles, and Other Packaged Offerings 112
Pt. 4 Unique Events
Ch. 8 Postmerger Pricing 127
Ch. 9 Price Wars 143
Pt. 5 Expanding the Boundaries
Ch. 10 Technology-Enabled Pricing 161
Ch. 11 Legal Issues 177
Pt. 6 Bringing It Together
Ch. 12 Pricing Architecture 193
Ch. 13 Driving Pricing Change 207
Ch. 14 The Monarch Battery Case 220
Ch. 15 Epilogue 237
App. 1 Sample Pocket Price and Pocket Margin Waterfalls 239
App. 2 Antitrust Issues 253
App. 3 List of Acronyms 278
About the Authors 279
Index 280
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