Topics Covered in
The Pricing Strategy Book

To help you decide if the pricing strategy book has information for you, here's an index of topics covered:

A

Absorption accounting example; Accounting rate of return; Accrual accounting; Aging market; Analysis – and experience, and results, and thinking; Assumptions; Authority.

B

Backlog; Behavior; Bet-your-business; Bidding; Break-even; Break-even analysis; Budget; Budgeted; Bundling; Business success; Business definition; Buy; Buyer.

C

Capacity utilization; Cash flow; Commodities; Commodity; Competing; Competition; Competitive; Competitive advantage; Competitor; Contribution to profit; Constant revenue; Contingency plan; Contingency; Cost; Cost – allocation, analysis, components, computing from results, fixed allocation, for commodity strategy, identification, kinds; Costing; Critical questions; Cross subsidization; Customer; Customer – perception of value, value assignment.

D

Demand; Demand – analysis, delivery time strategies, output capacity strategy, relationships, versus delivery time, versus demo unit level, with break even, with experience curve; Definition of terms; Demo-demand; Depreciation; Direct costing example; Differentiation; Discounted NPV tables; Distribution; Distributor; Drucker.

E

Earnings; Economic; Economy; Elasticity (of demand); Emerging market; Established market entering; Expense analysis; Experience curve.

F

Financial analysis; Financial objectives setting; Foreign sales, Formulas; Future; Future – forecasting, predicting.

G

Goal; Growth; Growth limits; Growth sustainable rate.

H

Handbook of Business Formulas; Higgins.

I

Ideal price; Incentive; Income; Income before tax and fixed cost; Income statement; Incremental sales; Inelastic; Inflation; Interdisciplinary; Inter-functional understanding; Internal rate of return; International pricing; Intra-company; Intra-divisional; Intuition.

L

Language jargon; Life cycle; Long range.

M

Manager, ultimate objective; Management obligations; Manufacturing relationships – example calculations, orders, sales, finished goods relationship; Market environment; Market segmentation; Market segment matrix; Market share, with competition; Market stability; Matrix strategies; Market structure change; Marketing agents; Money.

N

Necessity; Net Present value (NPV); New competitor; New product.

O

Objective ­ primary, relation to strategy; Objective setting; Ohmae; Operating efficiency; Orders-on-hand; Organizational functions, interface; Other product lines.

P

Payback-period; Perceived value; Plan; Plan – building, content and structure, conventional, functional, fit to need, long range and short range, portfolio, process, strategic, structure examples, tactical, users, who should prepare; Planning, guidelines; Porter; Power; Portfolio management; Price; Price – and cost, change vs savings, exchange, gap, gap matrix, gap analysis, gap examples, ideal, who sets; Price-demand; Price-demand curve – analysis, calculations, constant revenue, cost recovery issues, family, graph, multiple types, value comparison, questions, results, sensitivity, straight line type, straight line construction, transfer discounts, with competition, with cost, with elasticity analysis; Price focused; Price/performance ratio; Price-to-user; Price-value; Price-value comparison; Price-volume; Priced; Pricing; Pricing – analysis and planning, as bridge, basic analysis, for future, for market behavior, for profit objective, sequence, strategy, unifying theme; Process; Products; Product – differentiation, low volume, switching resistance; Profit; Profit – accounting, contribution, contribution to, economic, maximum contribution, price, measures, minimum needed, objectives, related to cost, results, sources, strategy example, unreasonable, with cost; Profitability.

Q

Quality; Questions.

R

Rate-of return; rate of return on investment; Re-segmentation; Receivable; Receivables; Resource elements; Return on assets; Return on capital; Revenue; Risk; Rivalry.

S

Sale; Sales; Sales – and income, gross vs net, per employee, revenue; Savings; Scenarios; Schedule; Segmentation; Segmented; Segments; Segments – commingled, questions; Sell; Seller; Selling; Strategic; Strategic behavior; Strategic behavior – and champion, critical questions, questions; Strategic framework; Strategic planning guidelines; Strategic triangle; Strategies; Strategy; Strategy – barriers to entry, execution, growth, lack of resources, need to have, poorly conceived; Subsidization; Success; Success factors; Supplier; Surplus.

T

Thinking; Time-to-market; Transaction; Turnover; Turns ratios.

U

Unbundling; Uncertainty.

V

Value; Value – and buyer, perception of; Values; Variances.

W

Worth.

Y

Yield.

Z

Zero-price; Zero-sum market; Zero-volume; Zipf's law.

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