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(More customer reviews)This is a six figure pricing consulting engagement in the palm of your hands. The book covers key pricing concepts that all managers should know such as: profit/volume tradeoffs, natural spaces, public messaging, price contamination, customer differences in willingness to pay...and more. It is a very readable book with several real world customer examples. If only we could get our competition to read it...
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How do companies in mature markets-where savings from cost-cutting have been exhausted and breakthrough innovations are hard to come by-achieve sustainable increases in profits? For decades, managers have been told the answer lies in pursuing high market share. But Hermann Simon, Frank F. Bilstein, and Frank Luby argue that this misguided advice has destroyed, rather than created, an additional profit potential.In Manage for Profit, Not for Share, the authors contend that companies can extract a profit potential of 1%-3 % of revenue by pursuing a profit, rather than a market share, orientation. Based on their extensive consulting work, the authors lay out a practical, proven program for making significantly more money by reconfiguring the marketing mix to sell existing products and services in different ways. The book offers practical strategies managers can use to differentiate mature products, raise prices effectively, time promotional activities properly, better understand consumer preferences, and more.A convincing counterargument to the reigning market share dogma, this book outlines the new mind-set and tools managers will need to bring their companies closer to peak profit performance.
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