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Preface | |
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Acknowledgments | |
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Pricing Fundamentals | |
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Introduction | |
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The Power of 1 Percent | |
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The Price/Volume Tradeoff | |
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Market Forces Add Pressure | |
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The Nobility of Pricing Excellence | |
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Why the Price Advantage Is So Rare | |
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Components of Pricing Excellence | |
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An Integrated Approach | |
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An Interdependent Hierarchy | |
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Applying to Your Company-Pinpointing the Opportunity | |
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Exploring the Levels | |
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Transactions | |
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The Pocket Price Waterfall | |
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The Pocket Price Band | |
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The Soundco Radio Company Case | |
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Pocket Margin Waterfall and Band | |
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Alen Glass Company Case | |
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Customer Value | |
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Mapping Value | |
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Creating a Value Map | |
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Making Moves on the Value Map | |
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Putting Customers on the Value Map | |
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Value Profiling | |
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Market Strategy | |
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Profiting from Better Price Predictions | |
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Planning for an Expected Price Change | |
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Maintaining Optimal Production and Capacity | |
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Improving Pricing Conduct | |
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Influencing the Elements of Pricing Conduct | |
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A Word on Followership | |
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Pricing Infrastructure | |
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Processes-What Are the Most Critical Types of Pricing Decisions for Your Business? | |
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Organization-Who Is Running the Pricing Profit Center? | |
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Performance Management-How Should We Recognize and Reward Pricing Performance? | |
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Systems and Tools-No Magic Bullet Exists | |
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Unique Events | |
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Postmerger Pricing | |
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A Temporary Window of Opportunity | |
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Tremendous Opportunities at Each Pricing Level | |
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Avoiding Common Postmerger Traps | |
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Antitrust Laws | |
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Price Wars | |
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Why Price Wars Should Be Avoided | |
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What Really Causes Price Wars | |
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Staying Out of Price Wars | |
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Getting Out of Price Wars | |
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When a Price War Might Make Sense | |
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Expanding the Boundaries | |
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Legal Degrees of Freedom | |
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Pricing Decisions That Raise Red Flags | |
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Minimizing Risks While Meeting Pricing Objectives | |
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Calling in the Attorneys | |
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Lifecycle Pricing | |
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What Makes Lifecycle Pricing Tough | |
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The Three Phases of Product Lifecycle Pricing | |
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Sustaining Returns Across the Lifecycle | |
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Pricing Architecture | |
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Managing Price Perception | |
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Influencing Customer Behavior | |
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Price Architecture Based on Supplier Role | |
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Advanced Topics | |
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Complexity Management | |
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Custom-Configured Products | |
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High-Count Product Lines | |
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Distributed Sales Models | |
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Tailored Value | |
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Price Segmentation | |
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Tiered Products and Services | |
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New Products | |
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"Razor/Razor Blades" Offerings | |
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Solutions | |
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Software and Information Products | |
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Unique Characteristics That Impact Pricing | |
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Exploring the Elements of Pricing | |
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Making Change Happen | |
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Pricing Transformation | |
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Designing a Clear Change Program | |
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Accelerating and Embedding Change | |
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The Monnarch Battery Case | |
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The Monnarch Battery Company | |
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Transactions | |
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Customer Value | |
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Market Strategy | |
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Capturing the Monnarch Pricing Opportunity | |
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Hard-Wiring the Change | |
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Epilogue | |
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Pocket Price and Pocket Margin Waterfalls | |
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Antitrust Issues | |
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U.S. Pricing Law | |
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EU Pricing Law | |
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Antitrust Information Sources | |
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List of Acronyms and Abbreviations | |
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About the Web-Based Tool: Periscope | |
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About the Authors | |
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Index | |