The 1% Windfall: How Successful Companies Use Price to Profit and Grow

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9780061684326: The 1% Windfall: How Successful Companies Use Price to Profit and Grow
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“This breakthrough ‘how to’ book offers a practical and comprehensive framework that shows companies how to use price to drive profits from diverse customer segments in offensive and defensive (recession, inflation, and new competitor) situations.” — Richard Spaulding, Member of the Board of Directors, Scholastic Corporation

Rafi Mohammed, author of The Art of Pricing, shows businesses how to reap financial windfalls and sustain growth using the underexploited and often overlooked strategy of setting prices.

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Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices.

The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%.

The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers.

But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor.

The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.

About the Author:

Rafi Mohammed, Ph.D. is the founder of Culture of Profit, a Cambridge, Massachusetts-based company that consults with businesses to develop and improve their pricing strategies. Born in Milwaukee and raised in Cincinnati, he is the author of The Art of Pricing and has written over 80 articles on innovative pricing strategies for the Harvard Business Review. He is an avid Bruce Springsteen fan.

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Book Description HarperCollins Publishers Inc, United States, 2010. Hardback. Condition: New. Language: English . Brand New Book. This breakthrough `how to book offers a practical and comprehensive framework that shows companies how to use price to drive profits from diverse customer segments in offensive and defensive (recession, inflation, and new competitor) situations. - Richard Spaulding, Member of the Board of Directors, Scholastic Corporation Rafi Mohammed, author of The Art of Pricing, shows businesses how to reap financial windfalls and sustain growth using the underexploited and often overlooked strategy of setting prices. Seller Inventory # AA89780061684326

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