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9780071434720

Winning the Profit Game: Smarter Pricing, Smarter Branding Smarter Pricing, Smarter Branding

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  • ISBN13:

    9780071434720

  • ISBN10:

    0071434720

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2004-01-02
  • Publisher: McGraw-Hill Education
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Supplemental Materials

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Summary

Winning the Profit Game gives you instant access to tools and techniques that can increase profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. You'll learn how to develop an effective, integrated price-brand strategy, using price as a language that speaks to your customers. You'll also find out how to penetrate new markets and transform your organization into a price-brand powerhouse.

Author Biography

Robert G. Docters is a partner in i2Partners L.L.C., a boutique price and intellectual consulting firm.

Michael R. Roeopel is a senior officer in A. T. Kearney's strategy practice.

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

Acknowledgments ix
Introduction: How to Read This Book xi
Part One. Take a New look at Price and Brand
1. Winning the Profit Game
3(11)
2. The Secret Life of Price
14(16)
3. Branding for Profit
30(17)
4. Segmentation: Beauty Is in the Eye of the Beholder
47(12)
5. The Truth about Costs
59(16)
6. Doing It All in Boom and Bust
75(18)
Part Two. How to Set Price and Create Revenue
7. Price as a Language to Customers
93(9)
8. Ways to Set Price Level
102(17)
9. How to Price New Services
119(16)
10. Tiering, Bundles, and Solutions
135(12)
11. Turning Value into Money
147(12)
12. Special Considerations: Lawyers and Other People's Money
159(16)
Part Three. How to Manage Ongoing Revenues
13. Getting Started: Fundamental Questions for Senior Management
175(8)
14. How to Raise Prices
183(14)
15. Discounting and the Price Stack
197(14)
16. How to Use Price to Penetrate Markets
211(12)
17. Turning Online Auctions to Your Advantage
223(12)
18. The Aftermarket: Don't Let It be an Afterthought
235(8)
19. Quick Hits
243(10)
Part Four. Building Revenue Capabilities
20. A Supporting Organization and Process
253(16)
21. Sales Channels
269(13)
22. Pricing Technology-Vapor or Value?
282(13)
23. Building a Price and Brand Powerhouse
295(10)
Index 305

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What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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