Six Sigma Pricing: Improving Pricing Operations to Increase Profits (Six Sigma) | 
| Authors: Manmohan S. Sodhi, Navdeep S. Sodhi
Publisher: FT Press
Category: Book
List Price: $39.99
Buy New: $25.00
You Save: $14.99 (37%)
New (22) Used (11) from $20.00
Avg. Customer Rating:  8 reviews
Sales Rank: 94948
Media: Hardcover
Edition: 1
Number Of Items: 1
Pages: 288
Shipping Weight (lbs): 1.3
Dimensions (in): 9.1 x 6 x 1.1
ISBN: 0132288524
Dewey Decimal Number: 658.816
EAN: 9780132288521
ASIN: 0132288524
Publication Date: September 1, 2007
Availability: Usually ships in 24 hours
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Product Description
This is the eBook version of the printed book. 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
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| Customer Reviews: Read 3 more reviews...
A great consultative tool for Corporate Strategy and strategic dialogue July 10, 2008
Six Sigma Pricing: Improving Pricing Operations to Increase Profits (Six Sigma)
I would recommend this book to any executive looking to gain a better understanding of pricing, the pricing process, and the dynamics involved in bringing better pricing precision to your organization.
As a C-suite executive in a $1B food manufacturing company, while I have no pricing/procurement responsibilities, I am directly involved in Strategy and strategic planning for our organization; and in the current marketplace of rising commodity costs with questionable price elasticity, maximizing profits for us requires a thorough understanding of price.
This book helped me better understand and participate in the strategic discussions with my other business partners.
Six Sigma Pricing March 18, 2008
2 out of 2 found this review helpful
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.
An intriguing and important perspective on pricing February 12, 2008
1 out of 1 found this review helpful
The authors admit early in the book that they've taken on a very challenging task: to provide readers a way to bring what might be the most unwieldly and convoluted corporate process - the "pricing process" - under some semblance of control. To a large degree, they succeed. They do a wonderful job of using Six Sigma as a means to make this challenge manageable, without letting Six Sigma gain the upper hand. In other words, this is a very useful and practical book about removing defects from your decision-making process on pricing. It's not a book which treats pricing as just more grist for the Six Sigma mill. This book is definitely worth reading if you feel your company's pricing process needs more discipline, rigor, and structure.
A good business school text book! January 30, 2008
1 out of 1 found this review helpful
As an academic, I have been searching for a good book, which can be used in Business School classes to introduce students to pricing operations as a marketing topic and also Six Sigma for process improvement. It is one of a few books available, which is serious enough to be used as a text book but also full of real-life and relevant industry examples. Sometimes, I feel really uncomfortable to hear from students discussing Six Sigma, who obviously had read jargon filled Six Sigma books with little substance. This book is an exception, since it presents Six Sigma and pricing concepts clearly and in an applied context.
Read it and just start with it ! January 15, 2008
1 out of 1 found this review helpful
Developing a pricing strategy is easy, it's execution that's difficult. With a lot of conflicting interests and stakeholders, variation in the execution (pricing processes) can be costly. Unfortunately, ensuring price execution in adherence with your price strategy is often difficult. Six sigma pricing can really help to ensure effective adherence to contract terms or price guidelines. Working fact based is a huge benefit in a subject as pricing. I recommend this book if you are looking where and how to start improving your pricing processes !
Pol Vanaerde - president European Pricing Platform - www.pricingplatform.eu
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