Cover image for Winning the profit game : smarter pricing, smarter branding
Title:
Winning the profit game : smarter pricing, smarter branding
Author:
Docters, Robert G.
Publication Information:
New York : McGraw-Hill, [2004]

©2004
Physical Description:
xv, 315 pages : illustrations ; 24 cm
General Note:
Includes index.
Language:
English
Added Author:
ISBN:
9780071434720
Format :
Book

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HF5416.5 .W56 2004 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

How to use pricing as a strategic tool to increase revenues and win the war for profit

One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game , the thought leaders at A. T. Kearney unveil a revolutionary new approach to establishing clear, strategic links between the top and bottom lines. No dry academic treatise, Winning the Profit Game is a guide to growing profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. The authors clearly lay out the basic principles involved and also include:

Proven strategies for transforming added value into revenues and winning the war for profits Prescriptive frameworks for putting the principles and strategies into action, immediately Numerous success stories based on experiences of A. T. Kearney clients worldwide


Author Notes

Robert G. Docters is president of Abbey Road Associates.
Michael R. Reopel is a senior officer in the strategy practice at A. T. Kearney
Dr. Jeanne-Mey Sun is a consultant with A. T. Kearney
Stephen M. Tanny is a professor at the University of Toronto


Table of Contents

Acknowledgmentsp. ix
Introduction: How to Read This Bookp. xi
Part 1. Take a New Look at Price and Brand
1. Winning the Profit Gamep. 3
2. The Secret Life of Pricep. 14
3. Branding for Profitp. 30
4. Segmentation: Beauty Is in the Eye of the Beholderp. 47
5. The Truth about Costsp. 59
6. Doing It All in Boom and Bustp. 75
Part 2. How to Set Price and Create Revenue
7. Price as a Language to Customersp. 93
8. Ways to Set Price Levelp. 102
9. How to Price New Servicesp. 119
10. Tiering, Bundles, and Solutionsp. 135
11. Turning Value into Moneyp. 147
12. Special Considerations: Lawyers and Other People's Moneyp. 159
Part 3. How to Manage Ongoing Revenues
13. Getting Started: Fundamental Questions for Senior Managementp. 175
14. How to Raise Pricesp. 183
15. Discounting and the Price Stackp. 197
16. How to Use Price to Penetrate Marketsp. 211
17. Turning Online Auctions to Your Advantagep. 223
18. The Aftermarket: Don't Let It be an Afterthoughtp. 235
19. Quick Hitsp. 243
Part 4. Building Revenue Capabilities
20. A Supporting Organization and Processp. 253
21. Sales Channelsp. 269
22. Pricing Technology--Vapor or Value?p. 282
23. Building a Price and Brand Powerhousep. 295
Indexp. 305