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Informationen zum Autor Peter Hill is a qualified accountant (both Chartered and Certified) with 30 years' experience. He is a partner at Plymouth-based Mark Holt and Co Chartered Accountants and Healium LLP business growth specialists. During the last 15 years he has worked on projects UK wide as a business consultant driving financial performance. Peter is also a sought after business speaker and has run many business seminars across the UK and abroad, on all aspects of profit improvement and pricing - for most of the major banks (Lloyds, Barclays, HSBC), for the Ran One accountancy network, and for SWAT, the largest UK trainer of accountants. Klappentext Price is the most significant factor affecting the profitability of every business, profit centre or department. When the pressure is on to perform or grow, your instinct may be to discount, undercut your competitors, cut costs and promote through price. Yet these are often the last things you should do. Pricing for Profit is the most practical guide on pricing available. Using a firm, profit-focused framework developed running real projects for real businesses, this book shows you how by getting your pricing structures right you can make a huge difference to your bottom line. It gives business owners, managers and leaders simple, achievable pricing strategies that will deliver sustainable business growth. Can you afford to leave money on the table? If not, Pricing for Profit is the guide for you.Features tools such as spreadsheets, diagrams, simple financial analyses and action plans to help readers apply the book's advice to their own business Zusammenfassung Using proven, practical pricing advice based on real life case studies this book shows how you to get your pricing strategy right every time. Inhaltsverzeichnis Introduction 01 Pricing in contextHow any business can improve its bottom lineThe four ways to grow a businessWhy people fail to see the problem as a price issueSummaryAction pointsReader challenge 02 Why is pricing so difficult?The importance of knowledge and trainingHow to avoid the impact of your bad experiencesBlindly copying the big retailersLimited financial understanding of how profits are madePeople's desire to please, and their freedom to do soPeople need to be properly motivated to changeSummaryAction points 03 The remarkable benefits of getting pricing rightUnderstanding what you actually charge at the momentIncreasing the headline price (but with added value)How you can charge more when you guarantee valueMaking sure your frontline people understand the profit equationSummaryAction points 04 How most businesses price and why these methods are wrongCost plus pricing - the fundamental flawUndercutting competitors - it simply cuts your profitsLast year's pricing plus a bit - the bit is never enoughBest guess pricing - it's just a stab in the darkValue to each customer - the only pricing strategy that really worksSummaryAction points 05 Understanding value versus costThe Value ScalesWhat happens when the scales don't balance?How to balance the scalesThe dissipation of value over timeThe importance of discussing value with customersSummaryAction points 06 Packaging for higher pricesThe four ways to maximize each saleUsing price to up-sell and cross-sellOffering choices increases the value of the saleAlternative price options affect the perception of value of all optionsSetting price differentials properlyThe price of painSummaryAction points 07 Customers don't always want the cheapestIncreasing prices doesn't automatically mean losing customersSummaryAction points 08 Exploding all of the myths about pricingMyth: Customers only want the cheapestMyth: Loss leaders workMyth: A 50 per cent off sale is a 50 per cent off saleMyth: Presentation of the price doesn't matterMyth: All prices should end in a '9'Myth: The best person to set the price is the salespersonMyth: Setting prices is a once a ye...
