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Pricing for Profitability: Activity-Based Pricing for Competitive Advantage (Hardcover)

~ (Author) "The objective of activity-based pricing is not establish pricing based on rote formula, but to provide a set of high-powered tools for the pricing toolbox..." (more)
Key Phrases: Big John, United States, Robinson-Patman Act (more...)

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Editorial Reviews

Product Description

Activity-based pricing: the new paradigm for maximum profitability

Pricing for Profitability introduces activity-based pricing, a new paradigm for improving profitability by reducing the occurrence of pricing mistakes and placing less emphasis on increasing revenue and more on improving profits. Activity-based pricing will help any company set prices that are attractive to buyers and profitable for the company. Pricing for Profitability teaches activity-based pricing to help you make better pricing decisions based on customer demand and a better understanding of what really causes profits. It will help you prevent underpricing and generate a healthier financial return.

Simply organized and nontechnical, this in-depth treatment covers the ten vital topics of activity-based pricing. A wealth of examples that illustrate the points made in the text include activity-based pricing models used in real industries. Designed for everyone involved with the pricing process, Pricing for Profitability provides a comprehensive understanding of how to use pricing to gain the competitive advantage.

From the Inside Flap

Accurate pricing for improved profit

When pricing a product, you have to get it right. Overpricing will lead to lost sales that would have been profitable at a lower price, while underpricing leads to sales that bring revenue without profit. Activity-based pricing is a new paradigm for improving profitability by reducing the occurrence of pricing mistakes and placing less emphasis on increasing revenue and more on improving profits. Pricing for Profitability will help any company set prices that are both attractive to buyers and profitable for the company.

Activity-based pricing will help you:

Establish prices based on solid knowledge of customer demand and product cost
Stop unintentionally pricing products at a loss
Determine how much of a price is profit
Use superior financial knowledge to generate superior financial return

Pricing for Profitability is intended for use by people from a variety of disciplines: marketing, sales, cost accounting, engineering, economics, and business strategy. While most pricing books approach pricing from a marketing standpoint, this book treats the entire pricing process from multiple points of view, to provide a broad understanding of how to use pricing to gain a competitive advantage.

Too many companies unknowingly price their products at a loss, sometimes a substantial loss, because they do not understand the important interrelationships of price and sales volume and sales volume and cost. This book offers a comprehensive treatment of these interrelationships that will make a difference in your bottom line. The tools and real-world examples included here will allow companies to consistently earn a profit on their products, no matter what that product is.

Organized so that it can be read at several different levels of detail, Pricing for Profitability will help anyone involved in the pricing process make more accurate–and more profitable–decisions.

See all Editorial Reviews

Product Details

Hardcover: 240 pages
Publisher: Wiley; 1 edition (October 12, 2001)
Language: English
ISBN-10: 0471415359
ISBN-13: 978-0471415350
Product Dimensions: 9.1 x 6 x 0.9 inches
Shipping Weight: 1.2 pounds (View shipping rates and policies)

Average Customer Review: 5.0 out of 5 stars See all reviews (6 customer reviews)

Amazon.com Sales Rank: #403,367 in Books (See Bestsellers in Books)
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#48 in Books > Business & Investing > Management & Leadership > Pricing

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Inside This Book (learn more)

First Sentence:
The objective of activity-based pricing is not establish pricing based on rote formula, but to provide a set of high-powered tools for the pricing toolbox. Read the first page

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Big John, United States, Robinson-Patman Act, New York, General Motors, Robin Cooper, Gale Manufacturing Company, Sherman Act, Adam Smith, Chelsea Milling Company, Gary Cokins, Betty Crocker, Dakota Inn, Edgewood Tool, North American, Northwest Airlines, Premiere Plastic Products, World War, Ford Motor Company, General Mills, Land's End, Boyne City, Cub Scouts, Director of Industry Relations, Duncan Hines

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Citations (learn more)

This book cites 19 books:

The Wealth of Nations (Bantam Classics) by Adam Smith on 4 pages
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher on page 227, page 242, and Back Matter
on page 62, page 87, and page 242
Theory of Constraints by Eliyahu M. Goldratt on page 195, page 200, and page 205
On the Origin of Species (Penguin Classics) by Charles Darwin on page 50, and page 60

See all 19 books this book cites

4 books cite this book:

Pricing on Purpose: Creating and Capturing Value by Ronald J. Baker in Back Matter (1), and Back Matter (2)
Modern Manufacturing Technology and Cost Estimation: A systematic approach with engineering vision by Michael Lembersky on page 101
Ultimate Homebased Business Handbook: How to Start,Run and Grow Your Own Profitable Business by James Stephenson on page 164
Modern Manufacturing Technology and Cost Estimation: A systematic approach with engineering vision by Michael Lembersky on page 101

Books on Related Topics (learn more)

Power Pricing by Robert J. Dolan

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	45% buy the item featured on this page: Pricing for Profitability: Activity-Based Pricing for Competitive Advantage 5.0 out of 5 stars (6) $75.48
	26% buy The Strategy and Tactics of Pricing: A Guide to Growing More Profitably (4th Edition) 4.8 out of 5 stars (43) $57.65
	10% buy The Price Advantage (Wiley Finance) 4.6 out of 5 stars (10) $47.25
	10% buy Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table 4.8 out of 5 stars (12) $19.77

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10 of 13 people found the following review helpful:

5.0 out of 5 stars A New Paradigm in Pricing Strategy, April 11, 2002

By A Customer

Pricing for Profitability is a refreshing new look at pricing strategy the combines the disciplines of Business Strategy,Cost Accounting, Economics, Marketing and Business Strategy to create an approach where each of these disciplines will surely find a solid common ground.

The book concentrates on maximizing profitability, rather than maximizing revenue, convincingly refuting the approaches of other pricing books (written by marketing professors) that say "the more sales the better". He reminds us that revenue does not equal profit, but that profit = revenue minus expenses.

Mr. Daly asserts "there are three things that can happen that can happen in product pricing and two of them are bad", the most devestating result being that many companies underprice difficult or low-volume bids sometimes loosing significant amounts of money. He believes that many organizations have an inadeqate understanding of their costs which leaves them at a competitive disadvaantage.

This book is a must read for any manager who has pricing responsibility.

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4 of 5 people found the following review helpful:

5.0 out of 5 stars Valuable insights into profitable pricing, January 16, 2003

By	James D. Boston (Plano, TX USA) - See all my reviews

John Daly has written an excellent book with important insights into the desirability and mechanics of using Activity Based Pricing to achieve a profit-driven pricing model.

Why is this important?

If you really understand and properly allocate your costs and use that understanding to develop an Activity Based Pricing model for your products and/or services then you are pretty well assured of profitability, particularly as you increase unit volume. Of course, this assumes you can sell at a price higher than your fully loaded, properly allocated costs.

As Mr. Daly clearly describes, traditional cost allocation methods (not to mention back of a napkin allocations) result in problematical cost distortions and lead to potentially serious pricing errors.

Anyone with profit and loss responsibility, or who would like to get there, would be well served to buy this book, read it and take it to heart. It is well written, coherent and was a pleasure to read. Daly has struck an excellent balance in that the book is not so filled with technical accounting/finance detail it is inaccessible to a non-accountant and yet it has sufficient substance to be of interest to accounting and finance specialists.

As investment bankers we receive financing requests from many companies seeking capital that are not profitable or not as profitable as they could be. Activity Based Pricing is one of the disciplines we are introducing to our clients and prospective clients to help them achieve profitability or become more profitable in order to better position them to compete for capital.

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2 of 3 people found the following review helpful:

5.0 out of 5 stars A Must Read for Manufacturers, January 29, 2003

By	Gary Grigowski (Michigan, USA) - See all my reviews

Pricing for Profitability has allowed our company to intelligently quote new projects and answer a critical question during price negotiations - "Should I walk?". We have also found the activity based pricing concepts useful for evaluating the countless cost down requests we get from our customer and understanding what we can and cannot do. I would recommend this book to anyone in a highly competitive, tight margin business.

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Most Recent Customer Reviews

5.0 out of 5 stars Excellent Book on Activity-Based Pricing

John Daly came up with a well written book that is interesting and informative on activity-based pricing. Read more

Published on October 15, 2006 by Elijah Chingosho

5.0 out of 5 stars Activity Based Costing Success Story
We have used the concepts outlined in John Daly's book to develop an activity based costing model. In fact, it has proven to be so useful that we are in its third revision. Read more

Published on March 25, 2003 by Debbie Carrel

5.0 out of 5 stars Excellent!
Mr Daly's writing style is smooth and casual, and the book is loaded with common sense. His discussion of overhead allocation problems certainly makes the point that GAAP... Read more

Published on October 24, 2002

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