- Hardcover: 256 pages
- Publisher: HarperCollins - US (1 March 2010)
- Language: English
- ISBN-10: 0061684325
- ISBN-13: 978-0061684326
- Product Dimensions: 15.2 x 2.3 x 22.9 cm
- Boxed-product Weight: 408 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 92,748 in Books (See Top 100 in Books)
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The 1% Windfall Hardcover – 1 Mar 2010
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Customers who bought this item also bought
"The Art of Pricing is an entertaining primer on how to unlock 'hidden profits' and growth by aligning your product's price with the value customers place on it."--BusinessWeek SmallBiz
"Pricing volatility will likely be the greatest challenge management will face in the next decade. Rafi Mohammed provides pricing guidance that equips readers to successfully navigate and profit in these uncertain times."--George Stalk, Senior Advisor and Fellow, The Boston Consulting Group
"A valuable insight into the strategic importance of pricing."--Peter W. Olson, Senior Lecturer - Harvard Business School and former Chairman and CEO of Random House
"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
"Pricing consultant Mohammed highlights ideas and tactics that build a foundation to create a pricing strategy for every global company, answering the question, 'How would a 1% increase in price affect operating profits?' This is an excellent book."--Booklist
"The book offers practical guidelines that any sized company can follow to create a comprehensive pricing plan and increase profits without sacrificing customer loyalty. It's a tricky equation, but Mohammed offers a strategic solution."--Consulting Magazine
"Rafi Mohammed uses insightful real-world examples to show how small changes in a company's pricing tactics can lead to big profits. You will profit from this book - and enjoy every minute reading it!"--Michael R. Baye, Bert Elwert Professor of Business Economics at Indiana University & former Director of the Bureau of Economics at the FTC
From the Back Cover
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.
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Most helpful customer reviews on Amazon.com
I bought the digital edition. It was adequate and this was not a book where anything was diminished by going with the digital version. It was nice to have it on my phone AND iPad - I could read it faster because it was always available.
A couple of months ago I decided to start my own company with very little budget from savings. I spent a couple of months doing some research and planning until the question finally appeared: how much you will charge? I freaked out, I had no idea. Actually I had an idea based on what others charge but assuming others were charging correctly didn't quite feel right to me. So I decided to get a book on pricing strategy and picked this one almost randomly (based on customer average reviews).
It is great. It has given me enough information to get the right pricing for my services with just enough rationality and without feeling I wish I studied economics. If you actually studied economics, marketing or something like that I guess you won't think and feel like I am right now. For the rest of you: get this book!