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The Strategy and Tactics of Pricing: A Guide to Growing More Profitably Paperback – December 14, 2005
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“The concepts espoused in this book taught us to focus on how we deliver superior value to our customers, and thereby enabled pricing strategies that have driven both our growth and profitability.”
President and General Manager
The New York Times
“…a roadmap to profitable growth, this book helps you put the theories into
practice and deliver measurable results.”
Mark A. Kopelman
Vice President, Strategy and Marketing
“Concepts described in this book were instrumental in helping us align our offerings with the value they provide to our customers.”
Keith Bradley, President
Ingram Micro, North America
“Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas and insights.”
“For nearly two decades, this book has been the most influential and highly regarded reference among pricing professionals.”
Eric Mitchell, President
The Professional Pricing Society
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Top Customer Reviews
As simple as this may sound, it's actually tricky to accomplish all three unless you follow the principles in this compact but detailed text.
If you need to know how to calculate breakeven sales volumes, cost factors, and channel pricing, this is the book for you. Exhibit 7-1 (on page 126) is particularly helpful for determining how to manage the price-setting process. I recommend this text for any executive who wants to avoid the "throw a dart" method of pricing.
Pricing is a challenge in computer distribution. Our margin is so thin. Much of the book is about companies with more differentiated products and hence higher margins. Our industry is one of almost perfect competition. My challenge is to try to offer customers great value while at the same time making a fair profit. A 0.1% change in price in our industry can make the difference between profit and loss.
I am a big believer in competitive advantage. Being the lowest price without the lowest cost is a recipe for failure.
You may find some different points of view whether you should use: a low cost strategy or differentiation. This part was interesting.
As you continue reading the book, information becomes a little more hard to understand. This may not be a good option for students of first year of university. If you have a degree in Economics or Business then you should be able to follow the author.
There are parts that are not really practical. Information also becomes redundant. Sometimes I felt that the author had one good idea that could have been explained in 100 pages, but he forced it to 350+ pages.
I haven't been able to finish reading the whole book as it became boring. As I said previously there is too much repetition.
I would have given this book 5 stars if the content was precise and "priced" at a better price (maybe $25 USD).
We could not afford the experts on pricing (aka Strategic Pricing Group now part of The Monitor Group). And were looking for a place to start. All research including reviews from Amazon pointed us to start with this book. To myself and our endeavor, it the first 3 weeks of owning the book, I have read several chapters multiple times and the foundation framework on pricing is shares has already proven to be worth many times the price of the book.
On top of it, it is easy to read. Thanks to the people who took the time to make this book.
The book is relatively quantitative for a marketing book, which I find great because there is no argumentation based on psychology and belief, but on quantifiable parameters - one can see the consulting practice of the authors.
What the book pretty much lacks is a citing of new academic research studies of the topics discussed. There are extensive references, however.
All in all a great book to newcomers in pricing as well as experienced pricers.