Strategy and Tactics of Pricing

Thomas T. Nagle, Ph.D., was a Professor at the University of Chicago and at Boston University when he authored the first edition of The Strategy and Tactics of Pricing (1987). In the nearly four decades since, his experience as a pricing consultant, author, and trainer is reflected in subsequent editions. He founded the Strategic Pricing Group which became part of Monitor in 2005 and Monitor Deloitte in 2011. Dr. Nagle is now semi-retired and living in Miami FL.Georg Muller, Ph.D. is a Managing Director at Deloitte Consulting, specializing in driving top-line margin improvement through strategic pricing. He leads the firm’s pricing and revenue management practice. He has been a colleague and collaborator with Dr Nagle for over two decades and is the lead author of this revised edition. He also leads executive development programs on strategic pricing at leading universities.Evert Gruyaert is a Principal with Deloitte Consulting in the Customer Strategy practice. His work focuses on creating organic growth strategies through analytics, pricing, trade promotion management, and sales effectiveness. He is a frequent guest lecturer at business schools and conferences and has published articles in multiple journals.

"Excellently written with detailed examples, this book is a must-read for managers wanting to understand the principles behind building a sound pricing strategy. The updated edition adds in materials from current topics that will resonate strongly with all pricing practitioners." Rajeeve Kaul, Corporate Vice President – Global Pricing Officer, McDonald’s Corporation"Still the best pricing book on the planet! The go-to resource for pricing success – powerful, practical, and profitable!" Mark Bergen, James D. Watkins Chair in Marketing, Carlson School of Management, University of Minnesota"The Strategy and Tactics of Pricing is my go-to resource for any type of pricing challenge. It presents a balance of theory and practice and offers pragmatic guidance for pricing professionals and business leaders in today’s rapidly changing environment. I have applied the learnings from this book in hyper-competitive markets and it proved its power every time." Annie X. Wang, Director, Pricing & Analytics, PPG Industries"The Strategy and Tactics of Pricing is a must-read book for professionals in Revenue Management, Sales Enablement, Pricing, and related business fields. The 7th edition includes new information on incorporating today’s economic uncertainty, inflationary pressures, reexamining value propositions, and it also has great case studies to give you and your team the skills necessary to thrive." Kevin Mitchell, President, The Professional Pricing Society, Inc."The outcomes for our commercial teams and enterprises deploying The Strategy and Tactics of Pricing have been and continue to be critical to the success of our multiple businesses. The 7th edition builds on the fundamentals of the excellent previous editions with additional strategies for success in the volatile '20's." Lynn Guinn, Global Strategic Pricing Leader, Commercial Excellence COE, Cargill

• 1. Strategic Pricing 2. Economic Value 3. Price and Value Communication 4. Price Structure 5. Pricing Policy 6. Price Competition 7. Price Level 8. Measurement of Price Sensitivity 9. Financial Analysis 10. Specialized Strategies 11. Creating a Strategic Pricing Capability 12. Ethics and the Law