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Winning the Profit Game
Book

Winning the Profit Game

Smarter Pricing, Smarter Branding

Robert G. Docters, Michael R. Reopel, Jeanne-Mey Sun and Stephen M. Tanny
McGraw-Hill, 2004

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Editorial Rating

7

Qualities

  • Applicable

Recommendation

Re-engineering, downsizing TQM, CRM - you’ve seen them all. But businesses are still trying to find ways to lead their markets and beat their competition. The authors of this book suggest that pricing deserves the kind of attention that, a decade ago, your organization lavished upon procurement. They believe pricing strategy will be the important competitive differentiator in times to come. That is certainly plausible, and this book offers extensive guidance on how, when, why and according to what guiding principles businesses should change prices. Its copy editors should have been more diligent, because spelling and grammatical errors abound, but the book is nonetheless surprisingly readable. The book makes some valuable points, and getAbstract.com believes it merits marketing officers’ scrutiny.

Take-Aways

  • Pricing is a complicated decision that ought to engage senior management.
  • Pricing is part of a network of factors that include product development, cost and brand dimensions.
  • Price conditions often change in patterns.

About the Authors

Robert G. Docters is president of Abbey Road Associates. Michael R. Reopel is a senior officer in the strategy practice at A.T. Kearney. Jeanne-Mey Sun is a consultant with A.T. Kearney. Stephen M. Tanny is a professor at the University of Toronto.

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