EAN: 9780071761680

VALUE-BASED PRICING - HARRY MACDIVITT MIKE WILK...

A Groundbreaking Pricing Model for the New Business Landscape Why would any customer choose
Brand X over Brand Y  regardless of price? In a word: Value. When customers feel they are
getting good value from your product or service  they are more than happy to pay more-which is
good news for you and your business. Even in today's global market-with its aggressive
competitors  low-cost commodities  savvy consumers  and intangible digital offerings-you can
outsell and outperform the rest using Value-Based Pricing. Done correctly  this method of
pricing and selling helps you: Understand your customers' wants and needs Focus on what makes
your company different Quantify your differences and build a value-based strategy Communicate
your value directly to your customers Now more than ever  it is essential for you to reexamine
the reality of the value you offer customers-and this step-by-step program shows you how.
Developed by global consultants Harry Macdivitt and Mike Wilkinson  Value-Based Pricing
identifies three basic elements of the Value Triad: revenue gain  cost reduction  and emotional
contribution. By delivering these core values to your customers-through marketing  selling 
negotiation  and pricing-you can expect an increase in profits  productivity  and consumer
goodwill. These are the same value-based strategies used by major companies such as Philips 
Alstom  Siemens  and Virgin Mobile. And when it comes to today's more intangible markets-such
as consulting services or digital properties like e-books and music files-these value-based
strategies are more important than ever. So forget about your old pricing methods based on
costs and competition. Once you know your own value-and how to communicate it to
others-everybody profits.

Aktuelle Preise zur EAN 9780071761680

Produktinformationen zur 9780071761680