» » Six Sigma Pricing: Improving Pricing Operations to Increase Profits

Fb2 Six Sigma Pricing: Improving Pricing Operations to Increase Profits ePub

by ManMohan S. Sodhi

Category: Management and Leadership
Subcategory: Business and Work
Author: ManMohan S. Sodhi
ISBN: 0132288524
ISBN13: 978-0132288521
Language: English
Publisher: FT Press; 1 edition (September 1, 2007)
Pages: 288
Fb2 eBook: 1961 kb
ePub eBook: 1570 kb
Digital formats: lit mbr mobi azw

Apply Six Sigma to Your Business Challenge: Pricing. Six Sigma is well known for having helped companies save billions of dollars. This book is the first to show us how to use it on the revenue side of the equation to generate profitable growth.

Apply Six Sigma to Your Business Challenge: Pricing. This step-by-step guide will be an instant classic–a seminal book on a topic critical to profitability. Robert Cross, Chairman and CEO, Revenue Analytics Inc. and author of Revenue Management. Six Sigma Pricing provides companies with a practical toolkit to improve their price management

Apply Six Sigma to Your Business Challenge: Pricing. Six Sigma Pricing provides companies with a practical toolkit to improve their price management

Six Sigma Pricing book. Goodreads helps you keep track of books you want to read. Start by marking Six Sigma Pricing: Improving Pricing Operations to Increase Profits as Want to Read: Want to Read saving.

Six Sigma Pricing book. Start by marking Six Sigma Pricing: Improving Pricing Operations to Increase Profits as Want to Read: Want to Read savin. ant to Read.

Six Sigma Pricing provides companies with a practical toolkit to improve .

Six Sigma Pricing provides companies with a practical toolkit to improve their price management. The authors show executives how to use Six Sigma tools in their pricing processes and instantly improve profits and their bottom-line. The book reflects the authors’ pioneering experience implementing Six Sigma pricing. Whether you’re a business leader, strategist, manager, consultant, or Six Sigma specialist, it will help you or your client recover profits that have been slipping through the cracks in pricing operations. ManMohan S Sodhi is professor and head of Operations Management and Quantitative Methods at Cass Business School, City University London.

Six Sigma Pricing: Improving Pricing Operations to Increase Profits Format: Hardcover Authors: ManMohan S. Sodhi, Navdeep S. Sodhi ISBN10: 0132288524 Published: 2007-09-01 Pricing is now the worry facing today' s business leaders, according to a major survey by McKinsey. But you have far more control over pricing than you may realize. This book introduces a breakthrough Six Sigma-based approach to the pricing discipline: one that can systematically eliminate pricing-related revenue leaks, driving new profits straight to the bottom line without alienating customers.

This book introduces a breakthrough Six Sigma-based approach to the . 1 Why Pricing Operations and Six Sigma Pricing.

This book introduces a breakthrough Six Sigma-based approach to the pricing discipline: one that can systematically eliminate pricing-related revenue leaks, driving new profits straight to the bottom line without alienating customers.

By ManMohan S. Sodhi. Six Sigma Pricing provides companies with a practical toolkit to improve their price management. Who Should Read This Book and How They Should Read It. Published Sep 17, 2007 by FT Press. This is a truly ‘must-have’ resource for managers everywhere. Eric Mitchell, President, Professional Pricing Society.

Tags: Six Sigma pricing revenue Six Sigma Pricing . By ManMohan S. Pricing is now the number one worry facing today's business leaders, according to a major survey by McKinsey. In this book, they explain why pricing is surprisingly well-suited to a Six Sigma approach; then walk through every step of executing a Six Sigma pricing initiative.

The first 20 hours - how to learn anything Josh Kaufman TEDxCSU - Продолжительность: 19:27 TEDx Talks Recommended for you.

Автор: Sodhi, Manmohan Sodhi, Navdeep Название: Six sigma pricing .

Поставляется из: США Описание: How to Optimize Your Pricing Processes and Improve the Bottom Line. The book identifies opportunities where readers can integrate these approaches to go beyond what is currently possible with the individual approaches. Explaining the VE methodology, it supplies a high-level discussion of LSS and DFSS.

Apply Six Sigma to Your #1 Business Challenge: Pricing

“Six Sigma is well known for having helped companies save billions of dollars. This book is the first to show us how to use it on the revenue side of the equation to generate profitable growth. This step-by-step guide will be an instant classic—a seminal book on a topic critical to profitability.”

—Robert Cross, Chairman and CEO, Revenue Analytics Inc. and author of Revenue Management

“Six Sigma Pricing provides companies with a practical toolkit to improve their price management. The authors show executives how to use Six Sigma tools in their pricing processes and instantly improve profits and their bottom-line. This is a truly ‘must-have’ resource for managers everywhere.”

—Eric Mitchell, President, Professional Pricing Society

Many companies have developed solid sales strategies– but without equally good pricing operations, those strategies alone will not add a dime to the bottom line.

The goal of pricing operations is to consistently control price deviations in transactions and contracts over time and across customer segments. This goal of ensuring the prices are not too low or too high in different transactions relative to guidelines lends itself perfectly to Six Sigma. Using the authors’ breakthrough Six Sigma-based approach, you can systematically eliminate pricing-related revenue leaks, driving higher profits without alienating customers. You’ll learn how to define pricing “defects,” gather and analyze relevant pricing data, review pricing-agreement processes, identify and control failures, implement improvements, and then ensure continuous, ongoing improvement in price, profits and customer satisfaction.

The book reflects the authors’ pioneering experience implementing Six Sigma pricing. Whether you’re a business leader, strategist, manager, consultant, or Six Sigma specialist, it will help you or your client recover profits that have been slipping through the cracks in pricing operations.

Learn why Six Sigma Pricing makes sense

Why you should target pricing operations, and how to do it

Identify profit leaks from inefficient pricing operations

Why “sloppy pricing” occurs, how to find it, and how to root it out

Illuminate your current pricing processes, so you can improve them

Understand your market-facing and internally focused pricing processes pertaining to product launch and lifecycle price management, price increases due to escalation in costs of raw materials, promotions, and discounting

Set up your pricing operations for continuous improvement in line with your pricing and sales strategy

Use Six Sigma to improve and control processes, ensuring alignment with agreed-upon strategy for pricing and sales

Create an organization that is successful at pricing

Align different functions and levels of the company to achieve targeted profits

Comments to eBook Six Sigma Pricing: Improving Pricing Operations to Increase Profits
Daron
Many years ago, I was certified as a Six Sigma black belt. A big focus of the company's six sigma program at that time was on pricing improvements. Many price leaks in companies occur because of weak processes and the lack of fact based decision making. Six sigma provides a nice set of tools and a structured problem solving approach to identify root causes of pricing problems, and to implement improvements. The authors do a nice job of outlining how to use the six sigma tools and methodology to improve operational pricing. They also provide many examples of tool use which is very similar to many of the real life projects I've worked on. Like anything else with six sigma, it takes practice using the tools and some common sense in deciding when to use the tools. However, they certainly do work.
Simple
Of all the books on pricing, very few are written for the pricing professional. When they are, often the discussion centers on a strategy, tactic or analytic technique and what it means for profitability or revenue. At the end of the day, all these ideas, frameworks and techniques must degenerate into action. Someone has to do something. However, most books remain mute on the details of getting work done - all except Six Sigma Pricing. This book is a gem!

Six Sigma Pricing provides a roadmap to improving the realized price of products to anyone concerned with managing and implementing pricing in an organization. Drawing on the techniques of Six Sigma, the authors (one a practitioner the other an academic) focus on pricing operations - the boiler room where all the pricing details are sweated out and the work gets done in an organization.

In Section I of the book, Motivation and Context, the reader gets some background on how pricing and six sigma are related. Section II, Basics - Pricing Operations and Six Sigma, deals with the relationship between six sigma and pricing operations. Section III, Doing a Six Sigma Project, is self explanatory but is unique in its use of a single case study throughout. Section IV deals with the ins and outs of an enterprisewide deployment of a Six Sigma project.

Overall, I think this book is a useful addition to a pricing professional's library. It provides encouragement when there is doubt that any change will occur. It provides a map including road signs and danger signs. But most of all, it tells you that pricing operations can be improved and how.
Dobpota
Pricing, getting it "right" and positioning a company with a cohesive plan to address this critical process is always a challenge. While some may think of Six Sigma as a cold, clinical tool (which it can be), the authors get it right with Six Sigma Pricing. From my perspective, the volatile economic environment in which we find ourselves operating today, with the Euro surging past US$1.55, profit margins can dissipate more quickly than one can imagine if you are not on top of your game. The authors couple Six Sigma processes and good business sense with proven processes to help companies manage this critical process. Very well done.
Tinavio
"Six Sigma Pricing" began as a Harvard Business Review article and should have stayed as such - most of the material covers very basic Six Sigma, TQM, and pricing material. Nonetheless, the authors central point - an approach to increase profits via improved pricing control, is valuable.

They point out that sales personnel have incentives that typically depend on the sales generated, not on realized prices of profits. Buyers' agents, on the other hand, have incentives that typically depend on the discounts they extract from list prices. Meanwhile, requests by sales personnel to get prices approved within the company may take so long that customers go elsewhere.

There are also problems with buyers and their agents delaying purchases until the end of the month to obtain greater discounts, and failures to end promotions in the sellers' computer system upon date expiration.

The authors tested a method using various levels of authorized discounts, according to position (eg. sales, analyst, and upper management), and found it significantly improved revenues.
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