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Impact Pricing: Your Blueprint for Driving Profits Paperback – July 29, 2011
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From the Back Cover
AM I PRICING RIGHT?
Every business owner is haunted by this fundamental question. Expert pricing strategist Mark Stiving draws upon more than 15 years of experience in profitable pricing and delivers a practical plan to help you confidently answer.
Priceit’s most powerful marketing tool you have and the least understood. Zeroing in on the areas where your efforts will generate the greatest impact, Stiving breaks down critical pricing concepts and provides the blueprint to integrate proven pricing strategies into your growth plans. Be empowered to strengthen your pricing structure to withstand any conditions, dramatically elevating your company performance, position, and profits for long-term success.
Learn how to:
Set prices that drive your market position
Correctly use costs to make profitable pricing decisions
Implement value-based pricing to charge what customers are willing to pay
Use price segmentation to leverage value and capture new business
Cash-in on complementary products and product versions with portfolio pricing
Prepare for changing conditions pricing strategically now
Following in the footsteps of sited examples including Apple, BMW, McDonalds, Mercedes, and other market leaders, learn how to create a powerful price strategy that does more than cover costs.
About the Author
Mark Stiving, www.markstiving.com, is a respected price strategist with a Ph.D. in Marketing (Pricing) from U.C. Berkeley and more than 15 years of experience helping companies implement value based pricing strategies to increase profits. A speaker, coach, and consultant, Stiving has worked with esteemed companies such as Cisco, Procter and Gamble, Grimes Aerospace, Rogers Corporation, as well as many small businesses and entrepreneurial ventures. Read more from Stiving on his blog, www.PragmaticPricing.com.
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Top Customer Reviews
Given the potential complexity of the subject, its surprisingly enjoyable to read and understand.
My challenge is to liberally apply the lessons in an industry where cost-plus is the norm and Mark is right.
There are quite a few pricing books out there but this has four advantages: it does not sink into academic phrases but uses language a business-owner can understand, it explains the overwhelming importance of value (=benefits less negative features versus competition) in setting prices, it emphasizes the critical nature of pricing to capture the value of the product-offering from the customer, and gives some useful new ways of looking at pricing that you can use tomorrow.
By exaggerating slightly by saying that "costs are irrelevant in setting prices" (I forget the exact phrase), Mark aims to impress on the reader that value, differentiation, competition, and the presence of substitutes set the price that can be charged. Cost-plus pricing is no way to set up pricing. If the market will only bear prices below your cost level then you need to exit the business, cut costs, or sell to niches.
This is a book that needed to be written. I have recommended it to several of my business associates and recommend it to you. I think it very unlikely that you cannot find at least one useful idea in the book which would more than recoup your investment.
I read the book twice, and may read it again! The knowledge and wisdom he shares was immediately and practically helpful to me as I worked through a very sensitive pricing exercise for a new product in a new market.
Most Recent Customer Reviews
Un excelente libro, he aprendido mucho sobre el tema de precios, creo que hay otros libros que tocan algunos temas con más profundidad y con más ejemplos, pero este... Read morePublished 22 months ago by Jaime Gerardo Garcia Macario
For me this is the first approach to this topic and was very helpful to know and better understand price strategiesPublished on August 4, 2013 by Leonardo Rodríguez
I read and re-read this book because it has lots of pricing information and strategies i can learn from. Read morePublished on March 21, 2013 by Duc Nguyen
Impact Pricing is a "must read" in and out of the classroom. As a Professor of Marketing, I assign Impact Pricing to my MBA students as well as the author's blog Pragmatic Pricing. Read morePublished on January 2, 2013 by Cameron C. Bilger
Mark Stiving has done a yeoman's job of making pricing simple to understand and easy to implement. While the author's style is somewhat 'breezy' it is easy to read; it's the kind... Read morePublished on December 3, 2012 by Eric L. Doner
Mark has done a great job of distilling information into action steps for finding the right price for your product or service. Read morePublished on November 26, 2012 by Frederick A. Thompson
As a business consultant, I see all sorts of businesses creating pricing structures that could put them out of business if they sell enough! Read morePublished on April 3, 2012 by J. Martin
You would expect a book on pricing to contain useful and practical information, but you might not expect it to be entertaining and fun to read. Impact Pricing is all those things. Read morePublished on March 16, 2012 by Brian McGiffert
How can anyone possibly write a Pricing book that has two glaring omissions: (1) it does not distinguish between Business-to-Business (B2B) and Business-to-Consumer (B2C) pricing,... Read morePublished on January 9, 2012 by Jon Manning