Price Management in Financial Services: Smart Strategies for Growth (Hardcover)

by Georg Wuebker (Author), Jens Baumgarten (Author), Dirk Schmidt-Gallas and Martin Koderisch (Author)

Editorial Reviews

Product Description
The retail financial services industry is changing. Deregulation has created a competitive market place in which successful providers are becoming increasingly customer centric. Pricing is becoming a major strategic issue, but the majority of providers still use out-dated risk and cost based pricing methods, and have yet to develop a centre of excellence around their pricing processes."Price Management in Financial Services" shows how to incorporate the modern techniques of value based pricing in both product design and pricing. The authors provide an overview of basic pricing techniques and an introduction to strategic pricing issues such as market segmentation, product bundling, multi-channel pricing and non linear pricing.Central to the book is the concept of the 'price response function' otherwise referred to as price sensitivity or elasticity of demand. The book includes a step-by-step guide to incorporating this concept into the pricing process.The final chapters are devoted to discussing a variety of implementation issues, highlighted with international cases studies from Simon and Kucher's financial services practice.

About the Author
Martin Koderisch is Senior Consultant and Georg Wuebker, Dirk Schmidt-Gallas and Jens Baumgarten are Partners at Simon Kucher and Partners, a global consulting company that specializes in strategy, marketing and pricing.

Product Details

• Hardcover: 212 pages
• Publisher: Gower; illustrated edition edition (October 1, 2008)
• Language: English
• ISBN-10: 0566088215
• ISBN-13: 978-0566088216
• Product Dimensions: 9.7 x 6.7 x 0.8 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (4 customer reviews)
• Amazon.com Sales Rank: #935,709 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4.0 out of 5 stars Good pricing guide and great examples, October 10, 2008

By	O. Bushnell (New York) - See all my reviews (REAL NAME)

I purchased the book after a conference I attended on Pricing.
The book gives a pretty good framework on how to handle the different aspects involved in pricing. Examples are taken from a large range of Financial Services companies,which offers interesting insights on what you can do in your own business (I personally, work in Retail).

5.0 out of 5 stars Great overview on pricing with lots of pracitcal recommendations, October 9, 2008

By	Filip - See all my reviews

As a productmanager of an international financial service company I was looking for a book on price management.
"Price Management in Financial Services" gives a good overview on the important topic: From the fundamentals and the strategic aspects of price management, the methods to optimize and differentiate prices to the implementation, monitoring and enforcement of prices. Especially helpful and very interesting are the various case studies that describe and analyse different pricing topics from retail, private and corporate banks as well as insurance companies, and demonstrate the procedures and results of optimized pricing strategies. This shows the extensive project experience of the author in one of the leading pricing consultancies.
Overall a good mixture of substantiated, well illustrated theory and tangible recommendations for the financial service industry.

4.0 out of 5 stars Lots of practical insights, October 8, 2008

By	David "David" (New York, US) - See all my reviews

For me, there is nothing more strategic than pricing. There are plenty of books on pricing, but there was no book for Financial Services specifically so I was interested. I was also looking for some practical insights and not too much for the pricing theory as I read a lot about it before. The book definitely gives these practical insights and examples I was looking for.
I think in today's times, as people are getting more suspicious than ever about banks, the definition of customer-centric pricing and marketing approaches is even more important than before, and I have learnt plenty of best practices on how to do this from the book.