Value First Then Price

Author : Andreas Hinterhuber,Todd C. Snelgrove
Publisher : Routledge
Page : 303 pages
File Size : 53,8 Mb
Release : 2021-12-27
Category : Business & Economics
ISBN : 9781000515190

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Value First, Then Price by Andreas Hinterhuber,Todd C. Snelgrove Pdf

Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases. This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles. With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

Author : Andreas Hinterhuber,Todd C. Snelgrove
Publisher : Taylor & Francis
Page : 243 pages
File Size : 55,5 Mb
Release : 2016-10-04
Category : Business & Economics
ISBN : 9781317326182

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Value First then Price by Andreas Hinterhuber,Todd C. Snelgrove Pdf

Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

Author : Rafi Mohammed
Publisher : Crown Pub
Page : 236 pages
File Size : 49,7 Mb
Release : 2005
Category : Business & Economics
ISBN : 1400080932

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The Art of Pricing by Rafi Mohammed Pdf

Furnishes a practical and easy-to-understand guide on how to use pricing to increase hidden profits and develop new growth opportunities, offering helpful advice, strategies, and techniques for increasing profit margins. 20,000 first printing.

Author : Robert Phillips
Publisher : Stanford University Press
Page : 387 pages
File Size : 46,6 Mb
Release : 2005-08-05
Category : Business & Economics
ISBN : 9780804781640

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Pricing and Revenue Optimization by Robert Phillips Pdf

This is the first comprehensive introduction to the concepts, theories, and applications of pricing and revenue optimization. From the initial success of "yield management" in the commercial airline industry down to more recent successes of markdown management and dynamic pricing, the application of mathematical analysis to optimize pricing has become increasingly important across many different industries. But, since pricing and revenue optimization has involved the use of sophisticated mathematical techniques, the topic has remained largely inaccessible to students and the typical manager. With methods proven in the MBA courses taught by the author at Columbia and Stanford Business Schools, this book presents the basic concepts of pricing and revenue optimization in a form accessible to MBA students, MS students, and advanced undergraduates. In addition, managers will find the practical approach to the issue of pricing and revenue optimization invaluable. Solutions to the end-of-chapter exercises are available to instructors who are using this book in their courses. For access to the solutions manual, please contact [email protected].

Author : Walter L. Baker,Michael V. Marn,Craig C. Zawada
Publisher : John Wiley & Sons
Page : 384 pages
File Size : 49,8 Mb
Release : 2010-07-15
Category : Business & Economics
ISBN : 047063300X

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The Price Advantage by Walter L. Baker,Michael V. Marn,Craig C. Zawada Pdf

A comprehensive look at creating pricing strategies that work in both good economic times and bad Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business. Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution. Explores the fundamental role of pricing infrastructure in achieving the price advantage Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, "razor/razor blades" pricing, and tiered products and services pricing Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.

Author : Utpal Dholakia
Publisher : Unknown
Page : 128 pages
File Size : 52,7 Mb
Release : 2017-07-03
Category : Electronic
ISBN : 099918671X

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How to Price Effectively by Utpal Dholakia Pdf

Pricing decisions are among the most important and impactful business decisions that a manager can make. How to Price Effectively: A Guide for Managers and Entrepreneurs introduces the value pricing framework, a structured, versatile, and comprehensive method for making good pricing decisions and executing them. The framework weaves together the latest thinking from academic research journals, proven best practices from the leading pricing experts, and ideas from other fields such as medical decision making, consumer behavior, and organizational psychology. The book discusses what a good pricing decision is, which factors you should consider when making one, the role played by each factor-costs, customer value, reference prices, and the value proposition- and how they work together, the importance of price execution, and how to evaluate the success of pricing decisions. You will also be introduced to a set of useful and straightforward tools to implement the value pricing framework, and study many examples and company case studies that illustrate its nuances. The purpose of How to Price Effectively: A Guide for Managers and Entrepreneurs is to provide you with a comprehensive, practical guide to making, executing, and evaluating pricing decisions.

Author : Madhavan Ramanujam,Georg Tacke
Publisher : John Wiley & Sons
Page : 263 pages
File Size : 55,5 Mb
Release : 2016-05-02
Category : Business & Economics
ISBN : 9781119240860

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Monetizing Innovation by Madhavan Ramanujam,Georg Tacke Pdf

Surprising rules for successful monetization Innovation is the most important driver of growth. Today, more than ever, companies need to innovate to survive. But successful innovation—measured in dollars and cents—is a very hard target to hit. Companies obsess over being creative and innovative and spend significant time and expense in designing and building products, yet struggle to monetize them: 72% of innovations fail to meet their financial targets—or fail entirely. Many companies have come to accept that a high failure rate, and the billions of dollars lost annually, is just the cost of doing business. Monetizing Innovations argues that this is tragic, wasteful, and wrong. Radically improving the odds that your innovation will succeed is just a matter of removing the guesswork. That happens when you put customer demand and willingness to pay in the driver seat—when you design the product around the price. It’s a new paradigm, and that opens the door to true game change: You can stop hoping to monetize, and start knowing that you will. The authors at Simon Kucher know what they’re talking about. As the world’s premier pricing and monetization consulting services company, with 800 professionals in 30 cities around the globe, they have helped clients ranging from massive pharmaceuticals to fast-growing startups find success. In Monetizing Innovation, they distil the lessons of thirty years and over 10,000 projects into a practical, nine-step approach. Whether you are a CEO, executive leadership, or part of the team responsible for innovation and new product development, this book is for you, with special sections and checklist-driven summaries to make monetizing innovation part of your company’s DNA. Illustrative case studies show how some of the world’s best innovative companies like LinkedIn, Uber, Porsche, Optimizely, Draeger, Swarovski and big pharmaceutical companies have used principles outlined in this book. A direct challenge to the status quo “spray and pray” style of innovation, Monetizing Innovation presents a practical approach that can be adopted by any organization, in any industry. Most monetizing innovation failure point home. Now more than ever, companies must rethink the practices that have lost countless billions of dollars. Monetizing Innovation presents a new way forward, and a clear promise: Go from hope to certainty.

Author : Howard Steven Friedman
Publisher : University of California Press
Page : 231 pages
File Size : 43,5 Mb
Release : 2021-05-05
Category : Business & Economics
ISBN : 9780520383128

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Ultimate Price by Howard Steven Friedman Pdf

How much is a human life worth? Individuals, families, companies, and governments routinely place a price on human life. The calculations that underlie these price tags are often buried in technical language, yet they influence our economy, laws, behaviors, policies, health, and safety. These price tags are often unfair, infused as they are with gender, racial, national, and cultural biases that often result in valuing the lives of the young more than the old, the rich more than the poor, whites more than blacks, Americans more than foreigners, and relatives more than strangers. This is critical since undervalued lives are left less-protected and more exposed to risk. Howard Steven Friedman explains in simple terms how economists and data scientists at corporations, regulatory agencies, and insurance companies develop and use these price tags and points a spotlight at their logical flaws and limitations. He then forcefully argues against the rampant unfairness in the system. Readers will be enlightened, shocked, and, ultimately, empowered to confront the price tags we assign to human lives and understand why such calculations matter.

Author : Alexander Osterwalder,Yves Pigneur,Gregory Bernarda,Alan Smith
Publisher : John Wiley & Sons
Page : 320 pages
File Size : 40,5 Mb
Release : 2015-01-28
Category : Business & Economics
ISBN : 9781118968079

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Value Proposition Design by Alexander Osterwalder,Yves Pigneur,Gregory Bernarda,Alan Smith Pdf

The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models."

Author : Bush Wes
Publisher : Unknown
Page : 276 pages
File Size : 45,8 Mb
Release : 2019-05
Category : Business & Economics
ISBN : 1777119316

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Product-Led Growth by Bush Wes Pdf

"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Author : Tom Reilly,Paul Reilly
Publisher : McGraw Hill Professional
Page : 336 pages
File Size : 43,6 Mb
Release : 2018-07-27
Category : Business & Economics
ISBN : 9781260134742

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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price by Tom Reilly,Paul Reilly Pdf

The global, go-to guide that started the Value Selling Revolution—now updated for today’s market “Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

Author : Price
Publisher : Unknown
Page : 220 pages
File Size : 44,8 Mb
Release : 1896
Category : Electronic
ISBN : UBBS:UBBS-00051753

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Money and Its Relations to Prices by Price Pdf

Author : Christopher H. Browne
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 44,7 Mb
Release : 2016-05-03
Category : Business & Economics
ISBN : 9780470105498

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The Little Book of Value Investing by Christopher H. Browne Pdf

There are many ways to make money in today’s market, but the one strategy that has truly proven itself over the years is value investing. Now, with The Little Book of Value Investing, Christopher Browne shows you how to use this wealth-building strategy to successfully buy bargain stocks around the world.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 43,5 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : Grant Cardone
Publisher : John Wiley and Sons
Page : 279 pages
File Size : 44,5 Mb
Release : 2010-05-27
Category : Business & Economics
ISBN : 9780470645925

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If You're Not First, You're Last by Grant Cardone Pdf

During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You’re Not First, You’re Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You’re Not First, You’re Last include: Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude