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Pricing and Profitability Management: A Practical Guide for Business Leaders 1st Edition

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ISBN-13: 978-0470825273
ISBN-10: 0470825278
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Editorial Reviews

From the Inside Flap

Pricing and profitability management may be the most powerful lever that managers can pull to give their businesses a competitive edge—in any economic climate. In fact, studies show that 90 percent of pricing investments meet or exceed return on investment (ROI) expectations. Put another way: for any dollar invested in performance improvement, the greatest return comes when it is invested in pricing. Yet despite its proven benefits, many companies still lack the internal capabilities, organizational structure, and information to take advantage of this critical function.

Pricing and Profitability Management touches virtually every corner of a business—Marketing, Sales, IT, Operations, Finance, Accounting, and Executive Leadership. The more an organization can focus on setting and achieving profitable prices, the better it will be able to respond effectively to changing customer, competitive environment, and market conditions. When properly implemented, the strategies discussed in this book can dramatically improve how a company views and operates its entire business.

This book demonstrates how a business can apply one of the most promising strategies available today to improve its performance. The experts from Deloitte Consulting LLP present a holistic, comprehensive framework that will enable companies to integrate the six essential pricing competencies (pricing strategy, advanced analytics and price setting, price execution, organizational alignment and governance, pricing technology and data management, and tax and regulatory effectiveness) into a cohesive program that can build a sustainable, competitive advantage and realize gains far beyond what can be achieved with a singular approach. The book offers a comprehensive introduction to effective pricing and profitability management and serves as a reference work for business leaders, professionals, and students who want to sharpen their capabilities and deepen their understanding of this key strategic discipline. It will change the way you think about pricing.

From the Back Cover

Pricing, done well, offers companies new avenues and opportunities to improve their bottom lines, grow their businesses and make smarter decisions. This book captures the authors' pragmatic, results-focused approach to pricing—and explains how to do it very well. From its emphasis on deep analytics to its broad, holistic approach to creating pricing capabilities and results, this book offers the pricing professional (and all business people) a roadmap to more effective pricing.
Jeff Wallis
General Manager, Parts Sales and Marketing, Daimler Truck North America

In the aftermath of the latest economic recession, many companies are awakening to the power of pricing. In this book, the authors offer practical advice for managers and executives who are interested in leveraging the full power of pricing to improve their own bottom lines. Far from pure theory, it gives you the tools you need to effectively manage price for your organization, regardless of the economic climate.
Tim Belk
CEO, Belk Department Stores

The authors continue to lead the market with their comprehensive approach to improving pricing for their clients. Pricing and Profitability Management captures their practical thinking on the topic. We have seen their approach and capabilities first-hand working with our joint customers. It is a great read not only for those beginning their pricing journey but also for those who have been working on it for some time.
Neil Lustig
CEO and President, Vendavo

Pricing is a critical discipline that companies must perfect in order to consistently improve financial performance. An integrated approach like the one described in this book offers CEOs and CFOs a blueprint for ensuring that pricing remains a strategic asset for achieving business objectives. Full of insights that can only be gained from years of experience, Pricing and Profitability Management is must-read for anyone in an organization interested in maximizing the power of pricing.
Andres Reiner
President, Chief Executive Officer and Director, PROS

Pricing and Profitability Management breaks new ground in the comprehensiveness and analytical depth of its approach. This is an important book for senior decision-makers in companies who want to utilize the powerful economic and organizational forces associated with the authors' approach to pricing to significantly enhance the performance of their business.
James W. Dean, Jr.
Dean, Kenan-Flagler Business School, The University of North Carolina

Pricing and Profitability Management gives you a game plan to elevate pricing's effectiveness within your organization by clearly identifying common obstacles to improving profitability and addressing the proper strategies to overcome these obstacles. The authors' expertise across multiple geographies, industries, and organization types makes this book a must for senior managers and pricing practitioners alike.
Kevin Mitchell
President, The Professional Pricing Society (PPS)

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Product Details

  • Hardcover: 320 pages
  • Publisher: Wiley; 1 edition (July 12, 2011)
  • Language: English
  • ISBN-10: 0470825278
  • ISBN-13: 978-0470825273
  • Product Dimensions: 6.3 x 0.9 x 9.4 inches
  • Shipping Weight: 1.4 pounds (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #172,363 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

7 of 8 people found the following review helpful By Pedro L San Martin R on March 29, 2013
Format: Kindle Edition Verified Purchase
It is the typical book wrote buy a Consulting firm (Deloitte) to guide you to understand the main elements that you need to consider in your Pricing Project. I won't use it as a reference in Profitability Management, the content is poor.
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Format: Hardcover Verified Purchase
Great book! Very helpful and informative.
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0 of 3 people found the following review helpful By Cynthia E. Rouner on September 25, 2011
Format: Hardcover
I've read plenty of "big idea" books on pricing. But this is the first one I can remember that goes a step further and actually shows all the nitty-gritty details of how big (and small) ideas can be put to work. That really makes it stand out from the rest. Buy the other books, read them, and sell them back when you're done. You'll want to keep this one.
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1 of 5 people found the following review helpful By jennifer w on October 8, 2011
Format: Hardcover
Finally a book that provides perspective on pricing in a balanced way that enables senior management to create maximum value. Content that is understandable to a non-expert but provides a level of detail that enables enough understanding to be asking the right questions.
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1 of 5 people found the following review helpful By Scrappy on September 26, 2011
Format: Hardcover
Simple, Straight forward and applicable. Have been trying to tackle this issue without having to put everything on sale constantly like some of the big box stores. Would recommend to others.
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0 of 4 people found the following review helpful By Reg Nordman on October 31, 2011
Format: Hardcover
I chatted to Michael Simonetto a few months back while doing pricing strategy research. He sent along this recent Deloitte's publication and I am very glad he did. My research was already indicating the multilayered needs in a company when looking at strategic pricing . This book carries that thought through into a very comprehensive analysis and several work plans. The case studies are very appropriate and reflect what happens in the marketplace. Among several great quotes;

" Pricing strategies simply cannot, and should not, be developed without obtaining direct and meaningful input from customers."
"Fix the process first, than add technology,"

The authors have a good emphasis on sales execution and how that one needs to very competent in this area well before making any changes to pricing.

This is not a book for the trivial reader,yet it should be read by every CEO and the leaders of Sales, Marketing, Finance and Customer Service.
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