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Results: 237

The EPP Expert Board members read - and select - for you the ‘must’ read books, articles and whitepapers for pricing practitioners.  If you believe there is another reading that should be added to this list, please send to pva@pricingplatform.eu 


Effective strategies for combating reverse auctions

The common perception among selling organisations is that reverse auctions commoditise their offering, destroy established relationships and focus single-mindedly on price. And who can be surprised with this mindset, when the vice president of supplier management in a Fortune 10 technology firm has publicly observed: “There is no reason suppliers should like reverse auctions. It is a tool that is designed to transfer margins from them to me.”Finally, when participating, suppliers can get into a bidding war that drives prices down below their bottom line, as the desperation of the ‘herd mentality’ takes over. The sales director of an industrial product distributor explains: “It was one of the most frightening experiences I have ever had. I went in with a limit, was soon bidding far below it and realised I had lost control.”  
  • Author(s): Huthwaite International
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Paying the Price for Recession

Pricing trends during the recession and implications for future strategy 
  • Author(s): Martin Scott - Partner, Head of Operational Strategy Group - Performance & Technology KPMG LLP (UK)
  • Uploaded on: 17/08/2017
  • Content Type: Articles

List price optimization

 Price lists are the bedrock of price setting.  They inform the customers about prices; good ones describe product attributes and features. An optimal price list can boost profits by up to 4 percentage points. In over 50 price list optimization projects, we have seen that this additional potential is available for capture.
 
  • Author(s): Dr. Andrea Maessen, Partner with the business consulting firm SIMON KUCHER & PARTNERS, and Dr. Karl-Heinz Sebastian is a Senior Partner at SIMON KUCHER &PARTNERS, and Olivier Dallemagne is a director at SIMON KUCHER & PARTNERS
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Yield Management in manufacturing

The objective of this paper is to develop a conceptual framework for applying yield management in manufacturing.
 
 
  • Author(s): Jamshid Nazemi - Assistant Professor, Department of industrial Engineering - AZAD University, Science & Research Branch, Tehran
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Leveraging Business Growth with Value-Based

Most companies focus on metrics other than price: fixed and variable costs, revenue or increase in unit sales, decreases in inventory. In fact, because price is not commonly associated with bottom line profitability; the result is often reactive pricing strategies which undermine rather than enhance profitability.   Proactive pricing is a lever for profitability, and the fulcrum for proactive pricing is value.:
  • Author(s): Ahmed Megahed is a Manager of Pricing & Profitability Solutions at Wipro Technologies.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

How and Why Chinese Firms Excel in 'The Art of PriceWar'

When it comes to price wars, Wharton marketing professor Z. John Zhang can't help but notice that companies in the West and companies in China are quite literally worlds apart.
  • Author(s): Wharton marketing professor - Z. John Zhang
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Implementing Value Pricing - A Radical Business Model for Professional Firms

An overwhelming majority of professional firms price their services by the flawed hourly billing method. This method is outdated, suboptimal, and driving the best and brightest out of the professions. While lawyers, accountants, and consultants serve noble callings, the predominant method of pricing for their services is not worthy of them. There is a better way.

Implementing Value Pricing demonstrates a superior model to price for professional services: selling intellectual capital with pricing based on the results and value it creates, not the cost or time it took to formulate.

https://www.amazon.com/Implementing-Value-Pricing-Business-Professional/dp/0470584610/ref=pd_sim_14_10?_encoding=UTF8&psc=1&refRID=MT116SQETY7D4X9P9Q5V 

  • Author(s): Ronald J Baker
  • Uploaded on: 17/08/2017
  • Content Type: Recommended Pricing Books

What’s Your Brand’s Pricing Power ?

When conjoint isn’t an option, brand valence questions come to the rescue
 
  • Author(s): Paul Riedesel is president of Action Marketing research of Minneapolis.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table

In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process of discovering and defending the value you create for customers.

https://www.amazon.com/Pricing-Confidence-Leaving-Money-Table/dp/0470197579/ref=sr_1_6?s=books&ie=UTF8&qid=1509359600&sr=1-6&keywords=pricing 

  • Author(s): Holden and Burton
  • Uploaded on: 17/08/2017
  • Content Type: Recommended Pricing Books

FDA’s New Breakthrough Therapy Designation: What does it mean for Pricing

The full impact of the breakthrough therapy designation remains to be seen,but the financial stakes are high. Therefore, it is important to assess how P&MA planning practices need to be adapted to take advantage of a potential breakthrough designation. Re-evaluation of P&MA activities is prudent for any manufacturer hoping to secure big wins in the face of future break-through drug launches.
  • Author(s): Simon-Kucher & Partners
  • Uploaded on: 17/08/2017
  • Content Type: Articles
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