| | |
| Summary |
| Please note: The McKinsey Quarterly has agreed to a special arrangement for CEOExpress members that allows member access to their articles. Articles must be clicked on directly through the links below to gain access to this group of articles.
|
The Power of Pricing
Downward pressure on prices has rarely been stronger. A slogging global economy has had an impact, but so have fundamental changes in the marketplace, including stronger buyers, more transparent markets, and the emergence of low-cost manufacturing powerhouses such as China. In this environment, managers may shy away from even thinking about raising prices, but the need to get price management right could scarcely be more urgent.
The take-away: A clear understanding of how revenue leaks away through mismanaged transaction pricing can show companies where lost profits could be regained. New tools are making it easier to manage transaction prices and thus preserve margins and increase operating profits.
Articles provided by The McKinsey Quarterly
© 1992-2003 McKinsey & Company, Inc
|
|
|
