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The EPP Expert Board members read - and select - for you the ‘must’ read books, articles and whitepapers for pricing practitioners.  
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Fighting Commoditization - Strategies for Creating Novel Customer Value

If the role of marketing was ever to bring about a balanced relationship between sellers and buyers, then in many industrial sectors it has failed to live up to that promise.
  • Author(s): Kamran Kashani - IMD Professor of Marketing
  • Uploaded on: 17/08/2017
  • Content Type: Articles

The Price Advantage

Updated throughout to reflect changes in the global pricing environment and advances in McKinsey's pricing knowledge, this Second Edition covers a host of new topics including software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, and tiered products and services pricing. Also, the building of a sustainable pricing capability and a high-performing pricing infrastructure is covered in much greater detail than ever before.

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

https://www.amazon.com/Price-Advantage-Walter-L-Baker/dp/0470481773 

  • Author(s): Baker, Morn and Zawada
  • Uploaded on: 17/08/2017
  • Content Type: Recommended Pricing Books

Economic Value Calculation

In this article, we contrast two fundamentally different approaches to using “value” to set price and determine pricing strategy.  In the first, customer value mapping (CVM), value is the perceived quality customers receive per unit of price. In other words, value is determined in part by price. In the second, economic value modeling (EVM), value is the economic savings and gains customers realize by buying the firm’s product instead of products from other competitive suppliers.
  • Author(s): Gerald E. Smith is chair of the marketing faculty at the Carroll School of Management, Boston College and Thomas T. Nagle is a member of MonitorDeloitte Group. 
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Fundamentals of dynamic pricing model for car sharing and car rental businesses

Classic pricing research methods are based on the assumption that people always decide rationally. Nevertheless, a new pricing study conducted by Vocatus and IriS in six sectors and sixteen countries demonstrates that, depending on the product, people deal quite differently with the issue of price. Pricing psychology yields a total of five different consumer types who must accordingly be addressed in different ways
 
About the author :
Mobiag develops car sharing and car rental solutions - end mobile apps and website, backend business and fleet management software and hardware. We help car rental and car sharing companies effectively and efficiently implement their business models, manage their fleet and delight their customers
  
  • Author(s): Administrator
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Customer-centred Pricing Strategy

Classic pricing research methods are based on the assumption that people always decide rationally. Nevertheless, a new pricing study conducted by Vocatus and IriS in six sectors and sixteen countries demonstrates that, depending on the product, people deal quite differently with the issue of price. Pricing psychology yields a total of five different consumer types who must accordingly be addressed in different ways
  • Author(s): Vocatus
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Spare Parts Pricing Optimization

To contend with the unpredictable global economy, industrial manufacturers need a structured approach to spare parts pricing that takes into account material costs and competitive offers and applies analytics to uncover customer perceived value.
  • Author(s): Karthik Natarajan and Karthik Natarajan is a Consulting Manager - are Consulting Manager within Cognizant Business Consulting
  • Uploaded on: 17/08/2017
  • Content Type: Articles

How to Price Spare Parts More Profitably

The spare parts business provides a means to compensate for the shrinking margins in the new machinery business. Despite the high possible profit potential in spare parts business, many machinery and plant manufacturers determine the prices of parts on the basis of undifferentiated rules of thumb.

More sophisticated methods focus on value-based pricing while taking into account the specific characteristics of spare part pricing.

  • Author(s): Richard Zinoecker, Director at Simon-Kucher & Partners.
  • Uploaded on: 30/10/2017
  • Content Type: Articles

How to make after-sales services pay off

For many manufacturing companies, servicing products is an increasingly important part of the business.  Manufacturers of everything from elevators and freezers to security systems and transportation equipment—products built to last—find that revenues from after-sales product installation, configuration, maintenance, and repairs are 30 percent or more of their total revenues, and the proportion is increasing. In some industries, the serv ice market is four or five times larger than the market for products.
 
For more information, see Whitney L. Alexander, Sandeep Dayal, Jack J. Dempsey, and Jonathan D.Vander Ark, "
The secret life of factory service centers," The McKinsey Quarterly , 2002 Number 3, pp. 106–15.
  
  • Author(s): Russell Bundschuhis a principal and Ted Dezvane is an associate principal in McKinsey’s New Jersey office.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Global Pricing Strategies for Pharmaceutical Product Launches

This article provides a brief strategic overview of the types of constraints that manufacturers must overcome in order to implement a successful global product launch and determine the optimum price.
 
This article originally appeared in The Pharmaceutical Pricing Compendium—A Practical Guide to the Pricing and Reimbursement of Medicines.  Reprinted with the express permission of Urch Publishing who owns the copyright.
  • Author(s): Frederico Zornig
  • Uploaded on: 17/08/2017
  • Content Type: Articles
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