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Author: Harry Macdivitt Publisher: McGraw Hill Professional ISBN: 0071768602 Category : Business & Economics Languages : en Pages : 288
Book Description
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.
Author: Harry Macdivitt Publisher: McGraw Hill Professional ISBN: 0071768602 Category : Business & Economics Languages : en Pages : 288
Book Description
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.
Author: Andreas Hinterhuber Publisher: Routledge ISBN: 1136199756 Category : Business & Economics Languages : en Pages : 441
Book Description
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.
Author: Marc Helmold Publisher: Springer Nature ISBN: 3031100972 Category : Business & Economics Languages : en Pages : 286
Book Description
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.
Author: Waddah S Ghanem Al Hashmi Publisher: Routledge ISBN: 1317587855 Category : Business & Economics Languages : en Pages : 200
Book Description
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.
Author: Minagawa Yoshiteru Publisher: World Scientific ISBN: 9813222115 Category : Business & Economics Languages : en Pages : 176
Book Description
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.
Author: C. M. Chang Publisher: CRC Press ISBN: 1498730094 Category : Business & Economics Languages : en Pages : 561
Book Description
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.
Author: Thomas Rasche Publisher: Lulu.com ISBN: 1326785281 Category : Business & Economics Languages : en Pages : 144
Book Description
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...
Author: Kazuki Hamada Publisher: World Scientific ISBN: 9811272271 Category : Business & Economics Languages : en Pages : 204
Book Description
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.
Author: Publisher: Kogan Page Publishers ISBN: 0749470747 Category : Business & Economics Languages : en Pages : 220
Book Description
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.
Author: Harry Macdivitt
Author: Harry Macdivitt
Author: Andreas Hinterhuber
Author: Marc Helmold
Author: Waddah S Ghanem Al Hashmi
Author: Minagawa Yoshiteru
Author: ENNIS, SEAN
Author: C. M. Chang
Author: Thomas Rasche
Author: Kazuki Hamada
Author: