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Winning the Profit Game: Smarter Pricing, Smarter Branding / Edition 1
     

Winning the Profit Game: Smarter Pricing, Smarter Branding / Edition 1

by Robert Docters
 

ISBN-10: 0071434720

ISBN-13: 9780071434720

Pub. Date: 12/12/2003

Publisher: McGraw-Hill Professional Publishing

How to use pricing as a strategic tool to increase revenues and win the war for profit

One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game, the thought leaders at A. T. Kearney unveil a revolutionary new approach to

Overview

How to use pricing as a strategic tool to increase revenues and win the war for profit

One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game, the thought leaders at A. T. Kearney unveil a revolutionary new approach to establishing clear, strategic links between the top and bottom lines. No dry academic treatise, Winning the Profit Game is a guide to growing profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. The authors clearly lay out the basic principles involved and also include:

  • Proven strategies for transforming added value into revenues and winning the war for profits
  • Prescriptive frameworks for putting the principles and strategies into action, immediately
  • Numerous success stories based on experiences of A. T. Kearney clients worldwide

Product Details

ISBN-13:
9780071434720
Publisher:
McGraw-Hill Professional Publishing
Publication date:
12/12/2003
Pages:
304
Product dimensions:
6.30(w) x 9.10(h) x 1.13(d)

Table of Contents

Acknowledgmentsix
Introduction: How to Read This Bookxi
Part 1.Take a New Look at Price and Brand
1.Winning the Profit Game3
2.The Secret Life of Price14
3.Branding for Profit30
4.Segmentation: Beauty Is in the Eye of the Beholder47
5.The Truth about Costs59
6.Doing It All in Boom and Bust75
Part 2.How to Set Price and Create Revenue
7.Price as a Language to Customers93
8.Ways to Set Price Level102
9.How to Price New Services119
10.Tiering, Bundles, and Solutions135
11.Turning Value into Money147
12.Special Considerations: Lawyers and Other People's Money159
Part 3.How to Manage Ongoing Revenues
13.Getting Started: Fundamental Questions for Senior Management175
14.How to Raise Prices183
15.Discounting and the Price Stack197
16.How to Use Price to Penetrate Markets211
17.Turning Online Auctions to Your Advantage223
18.The Aftermarket: Don't Let It be an Afterthought235
19.Quick Hits243
Part 4.Building Revenue Capabilities
20.A Supporting Organization and Process253
21.Sales Channels269
22.Pricing Technology--Vapor or Value?282
23.Building a Price and Brand Powerhouse295
Index305

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