Pricing for profitability: Give your competitors the "dog" jobs and keep the "gravy" for yourself

Pricing for profitability: Give your competitors the "dog" jobs and keep the "gravy" for yourself

With apologies to Woody Hayes, three things can happen when establishing prices, and two of them are bad: You can overprice and lose a sale that would have been profitable at a lower price, or you can underprice and make an unprofitable sale. Only the third outcome is favorable: Price appropriately...

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Veröffentlicht in:The Journal of Corporate Accounting & Finance 2003-11, Vol.15 (1), p.69-74
1. Verfasser: Daly, John L.
Format: Artikel
Sprache:eng
Schlagworte:
Accounting
Corporate profits
Cost reduction
Design
Economic theory
Engineering
Football
Periodicals
Pricing policies
Product management
Profitability
Sales
Salespeople
Supply & demand
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Zusammenfassung:With apologies to Woody Hayes, three things can happen when establishing prices, and two of them are bad: You can overprice and lose a sale that would have been profitable at a lower price, or you can underprice and make an unprofitable sale. Only the third outcome is favorable: Price appropriately and make the sale as well as a profit. © 2003 Wiley Periodicals, Inc.
ISSN:1044-8136
1097-0053
DOI:10.1002/jcaf.10209