Value Based Pricing Drive Sales And Boost Your Bottom Line By Creating Communicating And Capturing Customer Value

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Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Harry Macdivitt,Mike Wilkinson
Value Based Pricing Drive Sales and Boost Your Bottom Line by Creating Communicating and Capturing Customer Value Book PDF

Author : Harry Macdivitt,Mike Wilkinson
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 47,8 Mb
Release : 2011-10-17
Category : Business & Economics
ISBN : 9780071768603

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Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value by Harry Macdivitt,Mike Wilkinson Pdf

A Groundbreaking Pricing Model for the New Business Landscape Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value. When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you: Understand your customers’ wants and needs Focus on what makes your company different Quantify your differences and build a value-based strategy Communicate your value directly to your customers Now more than ever, it is essential for you to reexamine the reality of the value you offer customers—and this step-by-step program shows you how. Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers—through marketing, selling, negotiation, and pricing—you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today’s more intangible markets—such as consulting services or digital properties like e-books and music files—these value-based strategies are more important than ever. So forget about your old pricing methods based on costs and competition. Once you know your own value—and how to communicate it to others—everybody profits.

Innovation in Pricing

Andreas Hinterhuber,Stephan M. Liozu
Innovation in Pricing Book PDF

Author : Andreas Hinterhuber,Stephan M. Liozu
Publisher : Routledge
Page : 441 pages
File Size : 40,5 Mb
Release : 2013-05-07
Category : Business & Economics
ISBN : 9781136199752

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Innovation in Pricing by Andreas Hinterhuber,Stephan M. Liozu Pdf

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This book examines how innovation in pricing can drive profits. The text examines innovation in pricing from four complementary perspectives. Innovation in Pricing Strategy illustrates how companies implement innovative pricing strategies, such as customer value-based pricing. Innovation in Pricing Tactics deals with innovative tools to measure and increase customer willingness to pay and to communicate value to B2B and B2C customers. Innovation in Organizing the Pricing Function looks at state-of-the art approaches to embed the pricing function in the organization. Psychological Aspects of Pricing illustrates how companies can influence customer perceptions of value and price in their question to implement innovation in pricing. This edited volume brings together 26 articles from academics, business practitioners and consultants. Authors are from the world’s largest companies, leading research-based universities and consulting companies specialized in pricing. This book is the only book dedicated to innovation in pricing and an essential read for business executives and pricing managers wishing to treat innovation in pricing as seriously as they treat product or business model innovation.

Performance Excellence in Marketing, Sales and Pricing

Marc Helmold
Performance Excellence in Marketing Sales and Pricing Book PDF

Author : Marc Helmold
Publisher : Springer Nature
Page : 286 pages
File Size : 53,9 Mb
Release : 2022-09-06
Category : Business & Economics
ISBN : 9783031100970

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Performance Excellence in Marketing, Sales and Pricing by Marc Helmold Pdf

The increasing interconnection and the unlimited exchange of data and information has led to a maximized transparency of globally offered and sold products and services. The desires, needs and wants of the consumer are the critical issues today in creating new or offering existing products and services. This book outlines successful marketing and sales strategies with a clear focus on practical relevance. It provides a systematic overview and description of selling, pricing and negotiation concepts which enable the reader to apply the best-case scenario in their company. Tools such as the marketing mix or marketing strategies are well explained for practical application in industry. The book also integrates elements of change, lean and innovation management as drivers for performance excellence. Featuring industry case studies, this book is a practical guide for marketing professionals, academics and policy makers to enable enterprises to achieve long-term competitive advantages through best-in-class marketing, sales and pricing activities.

The 10 Step MBA for Safety and Health Practitioners

Waddah S Ghanem Al Hashmi,Rob Cooling
The 10 Step MBA for Safety and Health Practitioners Book PDF

Author : Waddah S Ghanem Al Hashmi,Rob Cooling
Publisher : Routledge
Page : 200 pages
File Size : 45,9 Mb
Release : 2018-05-04
Category : Business & Economics
ISBN : 9781317587859

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The 10 Step MBA for Safety and Health Practitioners by Waddah S Ghanem Al Hashmi,Rob Cooling Pdf

As an Occupational Safety and Health (OSH) practitioner have you ever wondered "How can I shape my career trajectory to reach a C-suite position in business?" Or perhaps—for those who do not aspire to positions of this nature; "How can I develop my ability to persuade and influence top management more effectively?" The 10 Step MBA for Safety and Health Practitioners answers these questions to enable you to achieve your personal and professional OSH goals. Presented over 10 steps encompassing a typical MBA programme, a transformational model establishes key themes which are deemed critical in understanding the world of business to exert greater influence: Strategic – aligning OSH to the overall direction of a business and creating a lasting OSH purpose that all stakeholders can relate to Cross-functional – understanding the different parts of an organisation and integrating OSH within business functions and ways of working Distinctive – looking for creative new ways of presenting OSH data and information to generate interest and enthusiasm. From strategy and leadership to organisational behaviour and human resource management, from marketing and brand management to interpersonal skills, this book shows you how to combine the best of your specialist knowledge with important business tools, so you can embed OSH at the heart of your company. The book is an indispensable reference for OSH practitioners who want to make a positive change in their careers and become more effective in influencing and leading change.

Building a Responsive and Flexible Supply Chain

Minagawa Yoshiteru
Building a Responsive and Flexible Supply Chain Book PDF

Author : Minagawa Yoshiteru
Publisher : World Scientific
Page : 176 pages
File Size : 43,6 Mb
Release : 2018-08-14
Category : Business & Economics
ISBN : 9789813222113

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Building a Responsive and Flexible Supply Chain by Minagawa Yoshiteru Pdf

This book identifies accounting-based management control system practices for managing integrated and flexible supply chains and increasing customer satisfaction. It further explores how a company can enhance its supply chain integration. The book considers the effects of allocating supply chain's joint profit and incentive alignment as managerial instruments to facilitate integration and cooperation among partners. Furthermore, the book examines how to flexibly manage integrated supply chains from the perspectives of the product/service lifecycle, partner switching, and strategic flexibility. It also examines the use of management accounting systems to improve customer satisfaction in supply chains. Management accounting practices examined in the book involve balanced scorecard, switching cost, target costing, value-based pricing, target-pricing, and quality costing. The book also investigates the different types of supply chains: fabless supply chains, an inter-firm network comprising of parts suppliers and assemblers, non-profit supply chains.

EBOOK: Retail Marketing

ENNIS, SEAN
EBOOK Retail Marketing Book PDF

Author : ENNIS, SEAN
Publisher : McGraw Hill
Page : 373 pages
File Size : 46,8 Mb
Release : 2015-10-16
Category : Business & Economics
ISBN : 9780077157661

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EBOOK: Retail Marketing by ENNIS, SEAN Pdf

EBOOK: Retail Marketing

Engineering Management

C. M. Chang
Engineering Management Book PDF

Author : C. M. Chang
Publisher : CRC Press
Page : 561 pages
File Size : 43,9 Mb
Release : 2016-11-25
Category : Business & Economics
ISBN : 9781498730099

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Engineering Management by C. M. Chang Pdf

Engineering Management: Meeting the Global Challenges prepares engineers to fulfill their managerial responsibilities, acquire useful business perspectives, and take on the much-needed leadership roles to meet the challenges in the new millennium. Value addition, customer focus, and business perspectives are emphasized throughout. Also underlined are discussions of leadership attributes, steps to acquire these attributes, the areas engineering managers are expected to add value, the web-based tools which can be aggressively applied to develop and sustain competitive advantages, the opportunities offered by market expansion into global regions, and the preparations required for engineering managers to become global leaders. The book is organized into three major sections: functions of engineering management, business fundamentals for engineering managers, and engineering management in the new millennium. This second edition refocuses on the new strategy for science, technology, engineering, and math (STEM) professionals and managers to meet the global challenges through the creation of strategic differentiation and operational excellence. Major revisions include a new chapter on creativity and innovation, a new chapter on operational excellence, and combination of the chapters on financial accounting and financial management. The design strategy for this second edition strives for achieving the T-shaped competencies, with both broad-based perspectives and in-depth analytical skills. Such a background is viewed as essential for STEM professionals and managers to exert a strong leadership role in the dynamic and challenging marketplace. The material in this book will surely help engineering managers play key leadership roles in their organizations by optimally applying their combined strengths in engineering and management.

Concepts of Value in Property

Thomas Rasche
Concepts of Value in Property Book PDF

Author : Thomas Rasche
Publisher : Lulu.com
Page : 144 pages
File Size : 54,9 Mb
Release : 2016
Category : Business & Economics
ISBN : 9781326785284

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Concepts of Value in Property by Thomas Rasche Pdf

People recognise many values in buildings: financial, social, cultural, environmental... Each of these represents a different concept of value, and together they are a value typology. Every person, business, academic, profession and building has a value typology...yet, there is no consensus of what the value types are, should be, or which are important. This book looks at value typologies used in property, real estate, architecture and other related disciplines. Then, Benefit values are divided into Financial values and Non-financial values. Individual value types and concepts are discussed and reviewed. Concepts include Capital, Cashflow and Time, as well as various methods to formulate, calculate and communicate non-financial values. Finally, the new Values Typology Method and Values Typology Diagram are presented. Discover the language of values, formulate your value typology and communicate them clearly. You can set the values for a project or make an appraisal of your real estate...

Sustainability Management And Network Management

Kazuki Hamada,Johei Oshita,Hiroshi Ozawa
Sustainability Management And Network Management Book PDF

Author : Kazuki Hamada,Johei Oshita,Hiroshi Ozawa
Publisher : World Scientific
Page : 204 pages
File Size : 47,8 Mb
Release : 2023-06-28
Category : Business & Economics
ISBN : 9789811272271

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Sustainability Management And Network Management by Kazuki Hamada,Johei Oshita,Hiroshi Ozawa Pdf

The authors focus on the problem of sustainability from the standpoint of corporate management in this book. They propose that 'sustainability management not only earns profits, but also fulfills social responsibilities while considering the environment, people, and society, and enables management to continue to have the potential to survive in the future'. In that sense, it is also related to the Sustainability Development Goals. To fulfil this aim, the authors focus on how companies should implement sustainability management through considering both the theoretical aspects and practical aspects of actual companies.From a theoretical perspective, the authors consider the construction of a business model that achieves both economic and social value, the implementation method of governance control, and the performance evaluation method. From a practical perspective, the current state of sustainability management in Japanese companies is analysed by focusing on the cases of two manufacturing companies and two service companies. In addition, since cooperation with other companies and other organizations is necessary for implementation, the authors explore the ideal form of cooperation between companies and cooperation between the private sector and local governments.

Cambridge Marketing Handbook: Pricing Points

Anonim
Cambridge Marketing Handbook Pricing Points Book PDF

Author : Anonim
Publisher : Kogan Page Publishers
Page : 220 pages
File Size : 52,6 Mb
Release : 2013-12-03
Category : Business & Economics
ISBN : 9780749470746

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Cambridge Marketing Handbook: Pricing Points by Anonim Pdf

Pricing is an emotive and complex topic, demanding an understanding of a number of domains of business knowledge. In this accessible handbook we present practical information and tools to enable the reader to make important decisions knowledgably and confidently, and to explain these decisions to colleagues. The material has a strong Value theme throughout as every pricing decision should be taken within the context of customer value. Cambridge Marketing Handbook: Pricing Points explores essential knowledge and important theory on topics including value, economics, accounting and segmentation. It covers conventional and novel approaches to pricing (competition, cost, value-based and dynamic methods) with contemporary illustrations from B2B, B2C and B2B2C. Real company examples throughout the book are drawn from global consulting practice with major enterprises and state of knowledge content from international conferences.

Behavioral Strategic Management

Philip Bromiley,Devaki Rau
Behavioral Strategic Management Book PDF

Author : Philip Bromiley,Devaki Rau
Publisher : Routledge
Page : 361 pages
File Size : 53,7 Mb
Release : 2017-09-22
Category : Business & Economics
ISBN : 9781351869683

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Behavioral Strategic Management by Philip Bromiley,Devaki Rau Pdf

This unique text examines strategic management and its implementation in the context of what we know about how individuals and organizations actually make decisions. Through this behavioral approach, students gain a richer, more realistic understanding of how to create coherent strategies that take advantage their strengths and build their capabilities. Integrating analytical tools found in a typical strategy textbook with cognitive and psychological insights into decision making, the book focuses on core issues that will help students understand the complexities inherent in making profitable decisions. Readers will learn about the purpose of organizations; consider how political, technological, and industry environments play into firm capabilities; how these capabilities are used in competition; and how to adapt strategies over time. The authors also cover important topics like managerial cognition, learning, and corporate strategy, which receive scant attention in other texts. Chapter summaries, experiential exercises, and "Food for Thought" boxes featuring plenty of discussion questions provide practical insight into how to utilize a successful strategy and maintain a consistent, long-term direction within a firm. Succinct and well-written, Behavioral Strategic Management offers graduate students of strategy a deeper and broader understanding of the topic.

Digital Innovation and Entrepreneurship

Dick Whittington,Richard Whittington
Digital Innovation and Entrepreneurship Book PDF

Author : Dick Whittington,Richard Whittington
Publisher : Cambridge University Press
Page : 481 pages
File Size : 54,8 Mb
Release : 2018-07-12
Category : Business & Economics
ISBN : 9781108470506

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Digital Innovation and Entrepreneurship by Dick Whittington,Richard Whittington Pdf

Provides a practical introduction to business design and entrepreneurship in the digital economy for non-business students.

Value-Based Marketing for Bottom-Line success

J. Nicholas DeBonis,Eric Balinski,Phil Allen
Value Based Marketing for Bottom Line success Book PDF

Author : J. Nicholas DeBonis,Eric Balinski,Phil Allen
Publisher : McGraw Hill Professional
Page : 266 pages
File Size : 43,6 Mb
Release : 2002-11-22
Category : Business & Economics
ISBN : 9780071416825

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Value-Based Marketing for Bottom-Line success by J. Nicholas DeBonis,Eric Balinski,Phil Allen Pdf

To be successful in today’s marketplace, a company must integrate its traditional business functions to provide superior value to targeted customers. This means creating an offering that echoes in the customers’ consciousness as a great deal for them. Why? Because the value provided serves customers best interests. In so doing, a business succeeds, attracts new customers, and is able to continually improve the value offered to existing customers. Value Based Marketing for Bottom Line Success provides a 5-step model and critical tools necessary for creating and managing a successful Value Delivery marketing strategy. Customers buy value, not product or features. They buy from the company that provides the most value. And they buy what’s in their best interest. Consequently, the secret to customer retention and growing value relationships with customers is to always make it in their best interest to do business with you by providing the best value in the marketplace. Value Based Marketing for Bottom Line Success: 5 Steps to Creating Competitive Value offers a Value Creation and Delivery process which will help a company to compete profitably in its marketplace by: 1) identifying the value expectations of target customers; 2) selecting the values on which it wants to compete; 3) analyzing the ability within the organization to deliver that value; 4) communicating the value & selling the value message; 5) delivering the value promised & improving the company’s value model. A value-focused strategy, by definition, isn’t a mass marketing strategy; it’s a targeted laser strategy directed at chosen value segments that are profitable for the supplier. This text offers a customer value creation model, which shows how to create and sustain competitive advantage while delivering customer value and offers a method for quantifying customer lifetime value (CLV), which enables a company to identify which customer value segments it should target.

Pricing and Profitability Management

Julie Meehan,Mike Simonetto,Larry Montan,Chris Goodin
Pricing and Profitability Management Book PDF

Author : Julie Meehan,Mike Simonetto,Larry Montan,Chris Goodin
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 45,8 Mb
Release : 2011-06-28
Category : Business & Economics
ISBN : 9780470827055

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Pricing and Profitability Management by Julie Meehan,Mike Simonetto,Larry Montan,Chris Goodin Pdf

The practical guide to using pricing and profitability management to build a better business A comprehensive reference for any business professional looking to understand the capabilities and competencies required for effectively managing pricing and profitability, Pricing and Profitability Management explains how to determine the right approach, tools, and techniques for each of six key categories (pricing strategy, price execution, advanced analytics and optimization, organizational alignment and governance, pricing technology and data management, and tax and regulatory effectiveness). Exploring each category in detail, the book addresses how an integrated approach to pricing improvement can give a sustainable, competitive advantage to any organization. The ultimate "how to" manual for any executive or manager interested in price management, the book presents a holistic, comprehensive framework that shows how integrating these pricing categories into a cohesive program leads to impressive gains that cannot be achieved through a single-pronged approach. Presents a comprehensive framework for more effectively managing pricing and profitability Identities the six key categories of pricing and profitability management Shows you how to gain a competitive edge by managing pricing and profitability Taking a comprehensive view of pricing, companies can position themselves to tap a vast source of shareholder value—the ability to set and enforce profitable prices, not just once, but again and again in response to marketplace changes and evolving business needs—and this book will show you how.

Power Pricing

Robert J. Doan,Hermann Simon
Power Pricing Book PDF

Author : Robert J. Doan,Hermann Simon
Publisher : Simon and Schuster
Page : 392 pages
File Size : 53,7 Mb
Release : 1996
Category : Business & Economics
ISBN : 9780684834436

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Power Pricing by Robert J. Doan,Hermann Simon Pdf

In one compact volume, here are the innovative tactics business leaders need to attain maximum financial performance for their companies. Whether they're selling beer or land, this book is one book managers can't afford to ignore