The Price Advantage (Wiley Finance) - Hardcover

Marn, Michael V.; Roegner, Eric V.; Zawada, Craig C.

Hardcover

ISBN 10: 0471466697 ISBN 13: 9780471466697

Publisher: John Wiley & Sons Inc, 2004

Synopsis

The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.

About this title

About the Author

MICHAEL V. MARN is a partner in the Cleveland office of the international consulting firm of McKinsey & Company. He joined McKinsey in 1977, and has developed some of the most widely used analytic approaches for identifying and capturing opportunities in pricing. He has written articles on pricing that have appeared in publications including the Wall Street Journal, the New York Times, and the Harvard Business Review.

ERIC V. ROEGNER is a partner in the Cleveland office of McKinsey & Company. Since joining McKinsey in 1994, he has served clients in all major markets on a wide range of pricing and marketing issues. In addition, he has published several articles on pricing and marketing strategy in journals including Marketing Management, the OESA Journal, and The McKinsey Quarterly.

CRAIG C. ZAWADA is a partner in the Pittsburgh office of McKinsey & Company. Since joining McKinsey in 1997, he has worked with companies across a wide range of industries, helping them to identify and capture improvements in pricing. He is widely published in the area of pricing strategy, with articles appearing in the Harvard Busin ess Review, Mergers and Acquisitions, and The McKinsey Quarterly.

From the Back Cover

The Price Advantage, written by three preeminent experts at McKinsey & Company, is the most pragmatic and insightful book on pricing available. Based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in basic pricing research, this book is designed to be a comprehensive guide for managers through the maze of pricing issues. The authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability.

From the Inside Flap

For all the advantages businesses pursue, there is one powerful advantage that is accessible to virtually every business?but realized by very few. That advantage is the price advantage. Pricing is far and away the most sensitive profit lever that managers can influence. Very small changes in average price translate into huge changes in operating profit, yet few companies are as disciplined and scientific about pricing as they should be.

In the most comprehensive and insightful treatment of pricing management available today, The Price Advantage shows companies how to use pricing excellence to outperform the competition and increase profitability in both good and bad times. Drawing on more than two decades of client success, three preeminent McKinsey & Company experts demonstrate why pricing is critical to bottom-line profitability and explain state-of-the-art approaches to analyzing pricing and building distinctive pricing capability in an organization. Working with colleagues and companies across the globe, they have helped develop leading-edge practical knowledge in pricing for clients in all major industries

Written in easy-to-understand language, The Price Advantage serves as a practical pricing guide for the thoughtful general manager who has been tempted by the unrealized promise of improved pricing and, perhaps, even frustrated by attempts to translate pricing theory into bottom-line impact for his or her business. It is intended to provide a logical and structured approach for identifying where the most precious sources of untapped pricing opportunity reside in a business, along with practical, case-illustrated guidance on how to capture that opportunity.

With emphasis on translating pricing theory into real improvements and bottom-line performance, The Price Advantage is designed to give today?s CEOs and business managers a competitive advantage in any economy.

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 2004
• Language: English
• ISBN 10: 0471466697
• ISBN 13: 9780471466697
• Binding: Hardcover
• Edition number: 1
• Number of pages: 320