Pricing for Profitability: How Finance Can Save The Bottom Line

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Pricing for Profitability: How Finance Can Save The Bottom Line

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Much has been written recently about value pricing with some authors implying that understanding your product’s value is the most important and perhaps only requirement for superior profitability.  While every company should understand product value, understanding cost, competition, and capacity utilization are far more important for most organizations.

Left unchecked to “value price” products, incentive programs usually motivate sales personnel to set price at the lowest allowable number.  Finance can influence profit in a big way by getting involved in pricing.  This session will show you how.

Basic Course Information

Learning Objectives

  • Understand the finance department’s role in product pricing 

Major Subjects

  • Develop strategy
  • Understand value from the customer’s perspective
  • Understand your competitor’s value proposition
  • Manage capacity
  • Understand real cost

John L. Daly, MBA, CPA, CMA, CPIM, is a Chelsea, Michigan-based management consultant specializing in costing, pricing strategy and pricing model development.  He has taught continuing professional education courses since 1995 and began doing ethics seminars two weeks before the Enron scandal.  John has been CFO for a Tier 1 automotive parts supplier and a large restaurant chain and COO for a window treatments manufacturer and retailer.  He is the author of “Pricing for Profitability”, published by Wiley and Sons and a novel, “Tool & Die”.

 

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Pricing for Profitability: How Finance Can Save The Bottom Line

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