Books

Transform your organisation’s pricing strategy to take advantage of exciting new opportunities to unlock profitable growth.
In The Ten Rules of Highly Effective Pricing, renowned pricing strategist Danilo Zatta delivers an insightful and effective roadmap to taking control of your organisation’s monetization strategies and boosting profits.
The author explains the 10 key elements to transform your price management; such as making pricing a CEO priority, instilling a culture of profit, selling value, differentiating prices, setting up the pricing governance, avoiding price wars and other rules to help capture opportunities for extraordinary profit and growth that companies not observing these rules simply miss out on.
In this authoritative yet easy-to-read book, you’ll explore inspiring case studies of real-world companies that have realised the tremendous potential of pricing transformation to unlock their firms’ latent profitability. You’ll also discover the foundational pricing concepts you need to understand if you aim to drive incredible results in your company’s top- and bottom lines.
A can’t-miss resource for managers, founders, executives, directors, and entrepreneurs with a stake in driving growth and profitability in their firms, The Ten Rules of Highly Effective Pricing will also earn a place on the bookshelves of business and management students learning about contemporary pricing strategy.

In this volume, pricing expert Danilo Zatta explains how to build a competitive advantage through innovative forms of monetization. The author explores the new levers of pricing: the artificial and emotional intelligence behind every exchange and transaction, the concept of freemium and how it can drive consumer purchases. Additionally, he reveals what dynamic pricing entails, defines terms like subscription and pay per use, and delves into the far-reaching consequences of economic and human activity behind the hidden dynamics of neuropricing. Through concrete examples, data, news, infographics, reports, and current information presented in an accessible manner with a forward-looking perspective, the book serves as an analytical and decision-making tool in the business, relational, and economic domains. If everything is about/has a price, then, Zatta tells us, the shaping of the future also goes through our purchases, both online and offline. Pricing Revolution is a lucid and passionate analysis, a handbook that is both visionary and practical about one of the oldest forms of human interactions: price. It is a guide to daily choices in one of the most crucial transitional periods in human history.

TRANSLATED IN 10 LANGUAGES: DISCOVER MORE

The authors, two Italian managers driven by the same passion, share their perspectives on leadership in this concise and innovative text that can change the way we view the art of making things happen, and more besides. They explore passion and talent, memories, the ability to build a team within a company and in everyday life. They discuss what it means to be a leader today, and how to address the challenges of tomorrow. The book is about knowing how to make things happen, in a constant balance between passion and performance. Decisions, dreams, loneliness, choices, sharing, and vision. Being a leader means knowing how to lead a company, and knowing that this is a journey undertaken together, an adventure that will last for years. Being a leader means embracing a new concept of time and space that is fit for new horizons; it means effective communication of the successes, and the courage to face adversities -the lifelong enemies, the thin red line between triumph and downfall. Two real people and a flow of ideas. A new book, made of tags and cloud, concrete and inspirational. And, in the appendix, the biographies of some of the greatest leaders in history.

TRANSLATED IN 3 LANGUAGES: DISCOVER MORE

Whether you are looking for an ice-breaker to begin a speech, or you want to charm a client, make an impression in a presentation, make your audience smile, gain consensus in a negotiation, or be appreciated by colleagues,
quoting the most incisive sentence is more effective than using a thousand words. In this easy to consult book, which gathers over 1,000 examples of ancient wisdom and modern reflections on all the major topics in the business field (from strategies to marketing, from corporate culture to management) managers will find the most effective quote for every occasion.

The first pragmatic guide ever published in Italy on how to leverage pricing to increase corporate profitability and identify new opportunities for growth.
While the direct impact that pricing has on corporate profitability is well known, companies often do not exploit its full potential. Price definition continues to be often determined by predefined formulas, or by a pricing policy that is competition-oriented. In some cases, prices are set simply by adding a margin to the cost, or by following instinct. These attitudes lead to missed income opportunities for the company.
Using practical examples, this volume illustrates the techniques and tools that can be used to exploit the multiple possibilities offered by pricing.
Providing examples of many success stories, The Basics of Pricing is aimed at professionals and companies from any sector that sell goods or services, providing guidance on how to optimize the use of the “price” tool.

The 100 tools presented in this book enable managers and consultants to solve problems in various areas. Their application facilitates the management of different business areas by integrating theoretical knowledge with practical aspects of management.
The tools have been ordered by category. Specifically:
1. Strategic direction: This includes tools for strategic planning, business management, and financial analysis.
2. Analysis and synthesis: Tools in this category are meant to stimulate and manage creativity and communication.
3. Functional management: This includes tools for marketing and sales, as well as those for organizational management, cost and budget management, quality management, production, and logistics.
Tools are presented in a way that promotes quick learning. A brief description of the tools is followed by the requirements, advantages and disadvantages of each, along with their practical application. The cases presented in the chapters present the various challenges that managers and company leadership face every day in defining and implementing strategies and operational activities.
“100 Tools for the Manager” thus becomes a handy volume, essential for all professionals seeking operational advice and practical examples to adapt to their own business reality.

This book focuses on the application of revenue management in the manufacturing industry. Though previous books have extensively studied the application of revenue management in the service industry, little attention has been paid to its application in manufacturing, despite the fact that applying it in this context can be highly profitable and instrumental to corporate success. With this work, the author demonstrates that the manufacturing industry also fulfills the prerequisites for the application of revenue management. The book includes a summary of empirical studies that effectively illustrate how revenue management is currently being applied across Europe and North America, and what the profit potential is.