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Navdeep S. Sodhi is managing director of Six Sigma Pricing, a consulting firm based in Minneapolis and London. He has more than twelve years of global pricing experience spanning several industries: airlines, medical device, and B2B manufacturing. He has an MBA from Georgetown University. He has applied Six Sigma and Lean methods to pricing in his work for industrial manufacturers. He is the recipient of the Award of Excellence from the Professional Pricing Society. His articles on pricing have appeared in the Harvard Business Review, Quality Digest, The Pricing Advisor and the Journal of Professional Pricing. Navdeep is based in Minneapolis.
ManMohan S Sodhi is professor and head of Operations Management and Quantitative Methods at Cass Business School, City University London. Before coming to Cass, he consulted full-time for ten years at senior levels with Sabre, Accenture, and Scient in a variety of industries including chemicals, consumer-packaged goods, and airlines in the US and in Europe. His managerial articles have appeared in the Harvard Business Review, MIT Sloan Management Review, The Wall Street Journal, Supply Chain Management Review, and other prestigious journals. He has a Ph.D. from the Anderson School of Management at University of California, Los Angeles (UCLA) with previous degrees in manufacturing and in industrial engineering. He is based in London.
PART I Motivation and Context
1 Why Pricing Operations and Six Sigma Pricing
1.1 Introduction
1.2 Who Should Read This Book and How They Should Read It
1.3 Why Target Pricing Operations
1.4 Pricing Challenges and Six Sigma Pricing
1.5 What Six Sigma Pricing Is
1.6 What Six Sigma Pricing Is Not
1.7 Summary
2 Profit Leaks from Inefficient Pricing Operations
2.1 Introduction
2.2 Examples of Price Leaks
2.3 Why Price Leaks Occur
2.4 The Role of the Pricing Function
2.5 Summary
3 Case Study—Pricing Operations and Six Sigma Pricing
3.1 Introduction
3.2 Background
3.3 Six Sigma
3.4 Define
3.5 Measure
3.6 Analysis
3.7 Improvement
3.8 Control
3.9 Results
3.10 Summary
PART II Basics—Pricing Operations and Six Sigma
4 Price and Pricing
4.1 Introduction
4.2 Different Types of Prices
4.3 Different Levels of Pricing
4.4 Summary
5 Pricing Operations
5.1 Introduction
5.2 Processes and Roles
5.3 List Price Increase
5.4 New Product Launch Pricing and Lifecycle Maintenance
5.5 List Price Increase Due to Increase in Input Costs
5.6 Promotions
5.7 Discount-setting and Concession Process
5.8 Analysis, Report, and Review Processes
5.9 Summary
6 Six Sigma
6.1 Introduction
6.2 Historical Background
6.3 Why Six Sigma and Not Five or Seven
6.4 Misperceptions of Six Sigma
6.5 Application of Six Sigma to Non-manufacturing Situations
6.6 Five Steps of a Six Sigma Project (DMAIC)
6.7 Summary
7 Tools for Six Sigma
7.1 Introduction
7.2 Tools for the Define Phase
7.3 Tools for the Measure Phase
7.4 Tools for the Analyze Phase
7.5 Tools for the Improve Phase
7.6 Tools for the Control Phase
7.7 Summary
Part III Doing a Six Sigma Pricing Project
8 Selecting a Six Sigma Pricing Project
8.1 Introduction
8.2 Acme
8.3 Summary
9 Define Phase
9.1 Introduction
9.2 The Charter
9.3 Customers and Their Requirements
9.4 High-level Process Map
9.5 Define Checklist
9.6 Acme
9.7 Summary
10 Measure Phase
10.1 Introduction
10.2 Process Map
10.3 Data Collection Plan
10.4 Acme
10.5 Summary
11 Analyze Phase
11.1 Introduction
11.2 Process Analysis
11.3 Root-Cause Analysis
11.4 Data Analysis
11.5 Acme
11.6 Summary
12 Improve and Control Phases
12.1 Introduction
12.2 Improve
12.3 Control
12.4 Final Presentation
12.5 Acme
12.6 Summary
PART IV Enterprisewide Deployment.
13 Deploying Six Sigma Pricing Enterprisewide
13.1 Introduction
13.2 Developing an Enterprisewide Plan for Six Sigma Pricing
13.3 Goals for Enterprisewide Deployment
13.4 A Starting Toolset for Six Sigma
13.5 Pitfalls and Challenges
13.3 Summary
14 The Takeaway
Notes
Index
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.