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The Price Advantage, Second Edition

In this second edition the authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow.

John Wiley & Sons, 2010 | Walter Baker, Michael Marn, and Craig Zawada

The second edition of The Price Advantage, written by three experts at McKinsey, is based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in new pricing research. This book is designed to be a comprehensive guide for managers through the maze of pricing issues with an emphasis on translating analysis and pricing insight into real earnings impact.

The authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability.

Reviews

"This book is a treasure—a practical yet intellectually sound guide to pricing that is applicable to both large and small companies. Frankly, in all my years writing about economics and covering corporate decision making, I have not seen pricing strategy and tactics explained so clearly as in this book."
—Michael Mandel, former chief economist, BusinessWeek, and editor in chief, Visible Economy LLC

“This book is both insightful and practical. Many companies overlook the substantial profit opportunities from smart pricing. The authors show you not only where to look for, but also how to capture and sustain, those opportunities.”
—James M. Kilts, former chairman and CEO, The Gillette Company

"The Price Advantage is very straightforward and direct, with concise and easily applied coverage of each and every topic."
—David J. Reibstein, marketing professor, The Wharton School

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Article - Investor's Business Daily

Book Excerpt: The Price Advantage

In an edited excerpt from their new book, the authors of The Price Advantage explain why price wars should be avoided.

PRESS AND ARTICLES

Article

Do you have a long-term pricing strategy?

– Actively pricing products across their life cycle is increasingly important, particularly in innovation-intensive industries.... Failing to do so may forego potential profits or even destroy value.
Article

Building a better pricing infrastructure

– Well-managed companies already recognize the critical role pricing plays in driving performance. A foundation that underpins excellence... in pricing is the key to realizing its potential.
Article - Investor's Business Daily

Investor's Business Daily

In this article from Investor's Business Daily, the authors of The Price Advantage share tips on how and why... to avoid price wars.
Article - Industry Week

The payoff from investing in pricing capabilities

In this analysis of the 1,200 largest public companies around the globe, a 1 percent increase in price levels nets, on average,... an 8.7 percent improvement in profit.