Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and…

Hardcover | October 10, 2011

byHarry Macdivitt, Mike Wilkinson

not yet rated|write a review

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.

Pricing and Purchase Info

$41.28 online
$52.95 list price (save 22%)
In stock online
Ships free on orders over $25

From the Publisher

A Groundbreaking Pricing Model for the New Business LandscapeWhy 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 ma...

Harry Macdivitt served as marketing director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing, and development for U.K. and international markets (United States, Russia). He has run training programs for corporations in the United Kingdom, European Community, North A...
Format:HardcoverDimensions:288 pages, 9.3 × 6.3 × 0.9 inPublished:October 10, 2011Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071761683

ISBN - 13:9780071761680

Look for similar items by category:

Customer Reviews of Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value: Drive Sales and Boost Your Bottom

Reviews

Extra Content

Table of Contents

Chapter 1: What is Value?; Chapter 2: The Customer Value Line; Chapter 3: Basic Theory - What you really need to know; Chapter 4: Conventional Pricing Approaches - Cost Based Pricing; Chapter 5: Conventional Pricing Approaches - Competition Based Pricing; Chapter 6: Measuring the Triad; Chapter 7: Building the Value Based Price; Chapter 8: Review of VBP methods; Chapter 9: Building the Value Proposition; Chapter 10: Value Based Selling;Chapter 11: Building a VBP strategy; Chapter 12: Today's pricing issues; Chapter 13: Legal issues in pricing in Europe