The Art of Pricing
Want to make a bad year better or turn a good year into a blockbuster? Improve your pricing strategy and discover the untapped gold mine that exists in your products and services.
Whether you are in marketing, a manager, on the salesforce, in finance, or the CEO/CFO, pricing your products matters to you. The Art of Pricing is a practical guide for solving one of the most important dilemmas in business: how to use price to uncover hidden profits and find new opportunities for growth.
This roadmap to pricing illustrates and explains:
- The financial windfall that can be reaped from small changes in price
- Methods to derive the "right price" for your product or service
- How a series of easy-to-implement strategies enables companies to serve and profit from the largest possible customer base
- How new pricing strategies can activate dormant customers
- Why the key to better pricing is to provide customers with options - different prices, versions, and opportunities to purchase - to best meet their needs.
Using a range of examples, from small businesses to big companies like Ford, Rafi shows how expanding your vision of pricing can accelerate profits and growth at your company.
"A lighthearted, anecdotal, but theoretically sophisticated primer on pricing, highly personal and readable, with abundant illustrations."
Alfred E. Kahn, Robert Julius Thorne Professor of Political Economy, Emeritus, at Cornell University, and former chairman of the Civil Aeronautics Board
"The Art of Pricing is a masterpiece of practical pricing guidance. By far the most popular and accessible book among my pricing colleagues, it is required reading for everyone interested in pricing."
John Kutcher, CPP, Vice President of Pricing, Fiserv, Inc.
"Rafi Mohammed provides a win-win pricing solution for both businesses and consumers. The Art of Pricing is a 'must read' for every manager; it will help you better serve your customers as well as make you more money."
Irving Azoff, CEO of TicketMaster and CEO of Frontline Management
"In a thoroughly engaging manner, Rafi Mohammed describes how relatively simple changes in price can unleash tremendous profit potential in virtually any company. This book is richly illustrated with stories that show how pricing is as much disciplined science as art, and that masters of this discipline can reap profit while delighting customers. Rafi Mohammed is the 'da Vinci' of pricing!"
Robert G. Cross, Chairman and CEO of Revenue Analytics and author of Revenue Management
"Companies big and small struggle to appropriately price products and services. Rafi Mohammed provides a road map for relatively uncharted territory. With an engaging style and numerous real-life examples, Rafi makes a tough subject accessible"
Heather Myers, Senior Vice President, Strategic Planning and Business Development, Scholastic
"Rafi Mohammed's pricing strategy has broad application, creating a new call-to-arms for businesses. Diverse corporate segments from consumer products to entertainment can benefit from his approach and extract new value from their products."
John Mass, Executive Vice President, William Morris Agency