Pricing for profit

the long version

Price does not make profits; sales make profits, and sales are stimulated by perceived value compared with price. Pricing to make profit, also means pricing to make sales but, selling and profit objectives are often in conflict. Whether you are alone in business, or working in a large organisation, sales and profit objectives, are fundamental in every pricing decision. This book describes methods for the profitable resolution of their conflict. This book offers and entirely new approach considering the three main components of price―cost of producing, oncosts, profit―and the internal and external influences on each that enable or prevent the seller from developing a competitive advantage. While a personal computer is not essential for adopting the procedures that are explained and illustrated by nearly 200 exhibits, if readers have access to a spreadsheet program, all the tables, analyses and flow charts, have their formulae ready for insertion into their own pricing files.