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Winning the Profit Game : Smarter Pricing, Smarter Branding - Robert Docters

Winning the Profit Game

Smarter Pricing, Smarter Branding

Hardcover Published: 2nd January 2004
ISBN: 9780071434720
Number Of Pages: 304

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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

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

ISBN: 9780071434720
ISBN-10: 0071434720
Audience: General
Format: Hardcover
Language: English
Number Of Pages: 304
Published: 2nd January 2004
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.7 x 15.5  x 2.7
Weight (kg): 0.63
Edition Number: 1

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