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

“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.

This practical guide provides a complete business framework for profitable growth:

• Value-Based Pricing: Abandon arbitrary cost-plus methods and learn to set prices that capture the true value your products provide to every customer.
• The 1% Windfall: Discover the powerful connection between small price adjustments and massive gains in operating profit—and how a simple 1% increase can change everything.
• Offensive and Defensive Strategies: Prepare your business to thrive in any economic climate with specific pricing tactics for recession, inflation, and new competitive threats.
• Customer Segmentation: Implement powerful tactics like Versioning, Pick-a-Plan, and Differential Pricing to serve diverse customer segments and unlock new revenue streams.

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.