PDF Ebook Power Pricing: How Managing Price Transforms the Bottom Line, by Robert J. Dolan, Hermann Simon
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Power Pricing: How Managing Price Transforms the Bottom Line, by Robert J. Dolan, Hermann Simon
PDF Ebook Power Pricing: How Managing Price Transforms the Bottom Line, by Robert J. Dolan, Hermann Simon
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In this long-awaited book, the world's two leading price experts Robert J. Dolan and Hermann Simon take managers beyond conventional thinking to show how their breakthrough system of "power pricing" will improve the bottom line by an order of magnitude.
In today's hypercompetitive global marketplace, a company's pricing policy can make or break the bottom line. Yet a surprising number of firms attempt to increase profits without the aid of a carefully and creatively designed pricing strategy. They destroy popular but not necessarily financially savvy ideas on pricing, such as relying on a standard markup on cost rule. They expose as passive the "strategy" of letting the market or a competitor "set the price." But the key is in what they provide: the tools by which the pedestrian pricer can become a "power pricer" who achieves quantum leaps in financial performance by aggressively implementing sophisticated pricing strategies.
Dolan and Simon combine their international expertise and know-how to reveal the latest breakthroughs in pricing tactics. Drawing on their firsthand experience with firms throughout the world, they make available for the first time the logic behind the actual practices of "power pricers" engaged in fierce global competition. Market segmentation, promotional pricing, competitive strategic pricing, international pricing, nonlinear pricing, interrelated product line pricing, and time-customized pricing are just a few of the crucial concepts which the authors explore and explain when and how to implement. The authors' approach to creating "power pricers" is twofold. They specify the practices of the strategic pricers among the world's most successful firms and then lay out a four-dimensional system to attain this level of pricing sophistication and resulting profit improvement. Dolan and Simon draw their portrait of the power pricer in four critical dimensions: viewpoint on pricing, fact file support pricing, tools and scope of analysis, and determination and implementation.
The authors argue that firms must view pricing as a key and highly manageable element in the profit equation, worthy of attention equal to that accorded to sales volume and costs. Companies must have data at their finger tips which are more accurate, timely, relevant, and dissaggregated than their competitors'. Using these data to create a systematic analysis of customers and competitors, companies will be able to create and assess pricing scenarios to achieve long-term profitability.
This targeted, quadrupled approach to transforming the bottom line by managing price leaves no strategy or option unturned. Power Pricing is a highly detailed yet practically focused book which will become required reading for business leaders; general managers; marketing, product, and brand managers; accountants, financial managers, and marketing students, world-wide.
- Sales Rank: #263386 in Books
- Brand: Robert J Dolan
- Published on: 1997-02-19
- Released on: 1997-02-19
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 1.30" w x 6.12" l, 1.26 pounds
- Binding: Hardcover
- 384 pages
- Power Pricing How Managing Price Transforms the Bottom Line
From Booklist
Basic texts on marketing often refer to the "four P's" of the marketing mix: product, place, promotion, and price. In popular marketing literature, the importance of setting the "right" price is usually acknowledged, but little advice is given on how to determine that price. Harvard business professor Dolan is author of Managing the New Product Development Process (1993), and Simon is the German business consultant who wrote Hidden Champions: Lessons from 500 of the World's Best Unknown Companies (1996). Both have written numerous journal articles about price strategy. Here they team up to explain current pricing concepts and trends. They cover the mathematical foundations and relationships of price, cost, and profit and follow with discussions of international, nonlinear, and product pricing and price customization and bundling. They also consider the role of organizational and managerial structures on price setting. Although some of the information provided in this book will be of use to small businesses, its primary audience is managers in large organizations and students in business programs. David Rouse
Review
Gary T. Dicamillo Chairman and CEO, Polaroid Corporation Pricing is one of the most talked about but least understood of all the key marketing levers. Power Pricing creatively and thoroughly analyzes the pricing variable and helps both the top and bottom lines. This is a valuable learning tool that I have made required reading for our senior operating managers at Polaroid.
Helge H. Wehmeier President and CEO, Bayer Corporation Priceless insights for the challenges of today and tomorrow.
Jürgen Hubbert Member of the Board of Management, Passenger Car Division, Mercedes-Benz AG This book shows that value is at the core or pricing.
Hemjö Klein Member of the Executive Board, Chief Executive Passenger Division, Lufthansa German Airlines This book shows that sophisticated pricing offers opportunities for extreme profit improvements.
From the Back Cover
In today's hypercompetitive global marketplace, a company's pricing policy can make or break the bottom line. Yet a surprising number of firms attempt to increase profits without the aid of a carefully and creatively designed pricing strategy. Now, in this long-awaited book, the world's two leading price experts Robert J. Dolan and Hermann Simon take managers beyond conventional thinking to show how their breakthrough system of "power pricing" will improve the bottom line by an order of magnitude. They destroy popular but not necessarily financially savvy ideas on pricing, such as relying on a standard markup on cost rule. They expose as passive the "strategy" of letting the market or a competitor "set the price." But the key is in what they provide: the tools by which the pedestrian pricer can become a "power pricer" who achieves quantum leaps in financial performance by aggressively implementing sophisticated pricing strategies. The authors argue that firms must view pricing as a key and highly manageable element in the profit equation, worthy of attention equal to that accorded to sales volume and costs. Companies must have data at their finger tips which are more accurate, timely, relevant, and dissaggregated than their competitors'. Using these data to create a systematic analysis of customers and competitors, companies will be able to create and assess pricing scenarios to achieve long-term profitability. This targeted, quadrupled approach to transforming the bottom line by managing price leaves no strategy or option unturned. Power Pricing is a highly detailed yet practically focused book which will become required reading for business leaders; general managers; marketing, product, and brand managers; accountants, financial managers, and marketing students, world-wide.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Excellent strategies for pricing
By TimDrums
Good book although older book so case studies are dated.
0 of 0 people found the following review helpful.
Overview of pricing aspects in a company
By Karina
If you want to get an idea about the different ways and aspects of pricing you can analyze in a/your company in order to increase profits, this book gives you a good overview.
0 of 2 people found the following review helpful.
interesting topic but superficial treatment
By rkogel
Pricing is a key topic for modern marketing practitioners, especially with the generalization of data collection and simplification of transactions. This book gives a good overview of the general methods used by pricing managers to adjust prices. However the treatment is outdated and a bit superficial - bringing a deluge of examples and few fundamental principles. In the end it makes for a good casual read but can hardly be recommended as a guidebook to pricing. For a more in-depth analysis, see instead The Strategy and Tactics of Pricing (Nagle, Thomas).
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