TY  - BOOK
AU  - Mohammed,Rafi
TI  - The 1% windfall: how successful companies use price to profit and grow 
SN  - 9780061684326 (hardback)
AV  - HF5416.5 .M648 2010
U1  - 658.8/16 22
PY  - 2010///
CY  - New York
PB  - Harper Collins
KW  - Pricing
N1  - Includes bibliographical references (p. [203]-212) and index; The; 1% windfall --; I; The foundation of pricing: value-based pricing --; Capture value by thinking like a customer --; II; The strategy of pricing --; Pick-a-plan --; Versioning --; Differential pricing --; III; Implementation: use price to profit and grow --; Offensive pricing: create a pricing blossom strategy --; Defensive pricing: recession, inflation, and new competitors --; Create a culture of profit --; Make a pricing action plan
N2  - 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, !00%; 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 companies to price for profit and growth
ER  -