Pricing Done Right

211 Pages·2016·22.796 MB·English

by  Smith, Tim

Pricing Done
right
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Pricing Done
right
The Pricing Framework Proven Successful
by the World’s Most Profitable Companies
tim J. Smith
BLOOMBERG PRESS
An Imprint of
Cover image: © mitza/iStockphoto
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Copyright © 2016 by Tim J. Smith. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
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Library of Congress Cataloging-in-Publication Data:
Names: Smith, Tim J. (Tim James) author.
Title: Pricing done right : the pricing framework proven successful by the
world’s most profitable companies / Tim J. Smith.
Description: Hoboken : Wiley, 2016. | Series: Bloomberg financial | Includes
bibliographical references and index.
Identifiers: LCCN 2016014285 | ISBN 978-1-119-18319-8 (hardback) |
ISBN 978-1-119-19115-5 (ePDF) | ISBN 978-1-119-26989-2 (epub)
Subjects: LCSH: Pricing. | Management. | BISAC: BUSINESS & ECONOMICS /
Management.
Classification: LCC HF5416.5 .S584 2016 | DDC 658.8/16—dc23
LC record available at https://lccn.loc.gov/2016014285
Printed in the United States of America.
10 9 8 7 6 5 4 3 2 1
Yvette Kaiser Smith
Together we continue to discover our full selves.

Contents
Preface xi
Acknowledgments xvii
ChAPter 1
the Value-Based Pricing Framework for Getting
Pricing Done right 1
Embedding the Culture of Value-Based Pricing 3
Overarching Pricing Decision Areas 3
Analytical Routines 7
Decision Teams 8
ChAPter 2
Value‐Based Pricing  11
The Purpose of Firms: Serve Customer Needs Profitably 11
Value Engineering 15
Value‐Based Pricing 17
Differential Benefits 20
Differential Price 26
Exchange Value to Customer 28
Design Costs against Price to Profit 32
References 34
ChAPter 3
Business Strategy Alignment  35
Business Strategy 36
Customers 39
Competitors 47
vii
viii Contents
Company 51
References 53
ChAPter 4
Pricing Strategy  55
Price Positioning 56
Price Segmentation 62
Competitive Price Reaction Strategy 65
Pricing Capability 74
References 76
ChAPter 5
Price Management  79
Market Pricing 82
Price Variance Policy 87
Price Execution 92
Pricing Analysis 95
ChAPter 6
Defining the Pricing Decision team  99
Marketing 103
Sales 107
Finance 112
Pricing 114
References 116
ChAPter 7
Pricing Continuous Improvement and Analytics  119
Continuous Improvement Process 120
Offering Innovation and Pricing Decisions 123
Price Variance Policy Continuous Improvement 131
Market Pricing Continuous Improvement 135
References 138
ChAPter 8
Organizational Design of the Pricing
Specialist Function  139
Pricing Community Distribution 140
Pricing Reporting Structure 143