The 1% Windfall: How Successful Companies Use Price to Profit and Grow

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Hardcover: 256 pages
Publisher: HarperBusiness (March 16, 2010)
Language: English
ISBN-10: 0061684325
ISBN-13: 978-0061684326
Product Dimensions: 9.3 x 6.6 x 1 inches
Shipping Weight: 14.4 ounces (View shipping rates and policies)

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? We learn about the author’s concept of value pricing, which is based on how customers make purchase decisions and involves setting prices that capture the value customers place on the product rather than what it costs to manufacture it. The author tells a compelling story of Southwest Airlines and how it has increased revenue by charging more for an added feature that a certain customer segment values. With a goal of win-win for both a company and its customers, the author shares his success story interviews with managers in a wide variety of industries. He concludes with an action plan for a comprehensive pricing strategy and observes, The financial benefits of a 1% price increase . . . illustrate the power of pricing and its direct link to the bottom line. This is an excellent book. --Mary Whaley Review “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 )“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 )“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 )“This is a rich resource for not-for-profits. Rafi Mohammed shows how smart pricing tactics can distribute educational and cultural benefits as widely as possible, yet still balance the books. It will change the way you think about pricing.” (Joseph C. Thompson, Director, MASS MoCA )“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 )“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 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 ) The 1% Windfall: How Successful Companies Use Price to Profit and Grow