The ROI of Pricing Measuring the Impact and Making the Business Case

0. Introduction: Pricing – From Finance Back to Finance: The Coming of Age of Pricing ROI Liozu & Hinterhuber  1. Value-Based Pricing ROI Best & Vomocil  2. Cannibalization – Five Easy Pieces Hinterhuber  3. Is There a Long-Term Return on Price Promotions? Balan  4. Pricing Modelling as a Strategic Leverage for Knowledge Intensive Start-Ups: An Explorative Case Study in the Luxury Fashion Industry Denicolai & Merli  5.Making the business case for value-based pricing investments Liozu  6.Evaluating the Impact of Pricing Actions to Drive Further Actions Ruggiero & Haedt  7.Using VOC to Ensure Product Launch Success: "A Case Study Showing How One Firm Prevented a Launch Misfire" Trevenen  8.The Power and Impact of Quick Wins Liozu & Chenal  9.Illuminating Value Capture With Return On Pricing Investment Sodhi  10.Case Study on Breakeven Analysis Indounas  11.Allocating Pricing Resources with a More Strategic ROI Calculation Dvorin & Lennon  12.Making the Case for Value-Based Pricing Software in B2B Markets Arnold  13.Translating Pricing Software Enabled Capabilities to Meaningful Financial Impacts: A Holistic Approach Zawada, Collins & Fuehne  14.Interview with a Pricing Leader: Robert Smith  15.ROI & Impact of Pricing: The State of the Profession Liozu  16.Closing Thoughts Mitchell

Biography

Stephan M. Liozu is the Founder of Value Innoruption Advisors based in the USA.

Andreas Hinterhuber is a Partner of Hinterhuber & Partners based in Austria

Successful pricing creates value for customers and companies. The ROI of Pricing provides valuable strategic insights and guidelines,with practical examples that any manager can relate to.
Roger Best, Emeritus Professor of Marketing, University of Oregon, USA

With a wide variety of pricing expert contributions and a thorough, yet detailed list of topics, this latest book from Liozu & Hinterhuber will be an invaluable resource for those who are looking to increase their pricing knowledge and improve their company’s profitability. This book addresses many of the important questions stemming from the renewed importance of the pricing discipline today.
Kevin Mitchell, President, The Professional Pricing Society

It is critical for pricing organizations to adopt a rigorous, investment-oriented culture around their efforts to build new capabilities. This book brings an important contribution to the pricing
profession so that they can better compete for investment funds.
Andres Reiner President & CEO, PROS Holdings

Measuring the impact of pricing projects and the pricing function is THE key to drive firm performance via pricing. Once calculated, the Executive Suite can see the sustainable and immediate payback and justify investing in the tools, processes, and people to realize this value. This book by Stephan Liozu and Andreas Hinterhuber provides a framework and best practices on how to do this and is a recommended reading for any pricing professional.
Todd Snelgrove, Global Manager, Value, SKF

Not a moment too soon! The ROI of Pricing is a timely and exciting contribution to our understanding of a pressing business issue – the ability to systematically justify and show the impact of pricing decisions. The authors tackle this issue with contributions from expert practitioners and academics leading the field, and successfully manage to provide acute and critical insights with depth and rigour. As a niche area that contributes directly to the bottom line this book is a must read for anyone managing pricing decisions, or anyone with an interest in understanding the power of pricing!
Dr Ben Lowe, Kent Business School, University of Kent, UK

Finally! A practical and intelligent explanation of pricing! This book describes the downstream consequences when firms get their pricing strategies right, as well as when they get them wrong. With detailed explanations and real-life examples, this book clearly explains the complexity of pricing. The reader will find everything they need to know about pricing strategies to enter new markets, beat their competitors, and ensure that they don’t unwittingly cannibalize their own products.
Dr Richard Pech, Associate Professor of Management, La Trobe University, Melbourne Australia

The ROI of Pricing provides an excellent overview of contemporary research and practitioner thinking about the financial impact of strategic pricing. It provides evidence-based guidelines for how to evaluate such investments in pricing capability and motivate the expense within your organization by quantifying the returns.
Niklas L. Hallberg PhD, Senior Lecturer of Strategic Management, Lund University, Sweden

With today’s macroeconomic and competitive market pressures, general managers push their business functions to deeper clarifications of the value that they contribute and the costs that they incur. As all this information culminates in the price decision, the logical next step is to quantify the contributions and costs of the pricing function itself. The ROI of pricing brings together relevant insights in this topic and is therefore a must read for managers that want to stay ahead of competition. Readers will discover that pricing as the final step in the value creation process, can be a major source of tomorrow’s competitive advantage.
Paul Ingenbleek, Wageningen University, The Netherlands

As a practitioner in the "real" world trying to implement best practice pricing in global organizations, I have several times seen the paradox hindering organizations to move from cost-plus to value-based pricing. On one hand, everyone see the rationale, and agree that it makes sense, on the other hand it is very difficult to get the organization to make the effort, -or to get decision-makers to support the steps needed to make the transition. I believe this book will be a great help in this process, by giving compelling examples and evidence in a clear-cut and motivating way
Berndt Berndtsson, Marketing Processes Director, Sweden