The 1% Windfall

Pricing does not mobilize the attention it deserves within business organizations, observes Rafi Mohammed, a recognized expert in the field. Armed with illustrative examples, the author shows how thinking more deeply about pricing can create distinct competitive advantages and create new opportunities for companies. To support his message and stimulate thinking, he offers a palette of pricing strategies founded upon the principle of perceived customer value.
Chock-full of ideas and very clearly structured, this book incites readers to challenges practices long held to be sacrosanct. It is regrettable that some passages remain a bit too theoretical and gloss over the possibilities created by new technologies, but the author still clarifies a topic that is too often neglected. We particularly recommend chapters 2 and 3, concerning potentially differentiating pricing strategies, chapter 4, covering the aspects that reveal customer price sensitivity, and chapter 7, underlining the need to create a pricing culture in the organization.