Six Sigma Pricing: Improving Pricing Operations to Increase Profits Book

Preface

PART I Motivation and Context

1 Why Pricing Operations and Six Sigma Pricing

1.1 Introduction

1.2 Who Should Read This Book and How They Should Read It

1.3 Why Target Pricing Operations

1.4 Pricing Challenges and Six Sigma Pricing

1.5 What Six Sigma Pricing Is

1.6 What Six Sigma Pricing Is Not

1.7 Summary

2 Profit Leaks from Inefficient Pricing Operations

2.1 Introduction

2.2 Examples of Price Leaks

2.3 Why Price Leaks Occur

2.4 The Role of the Pricing Function

2.5 Summary

3 Case Study—Pricing Operations and Six Sigma Pricing

3.1 Introduction

3.2 Background

3.3 Six Sigma

3.4 Define

3.5 Measure

3.6 Analysis

3.7 Improvement

3.8 Control

3.9 Results

3.10 Summary

PART II Basics—Pricing Operations and Six Sigma

4 Price and Pricing

4.1 Introduction

4.2 Different Types of Prices

4.3 Different Levels of Pricing

4.4 Summary

5 Pricing Operations

5.1 Introduction

5.2 Processes and Roles

5.3 List Price Increase

5.4 New Product Launch Pricing and Lifecycle Maintenance

5.5 List Price Increase Due to Increase in Input Costs

5.6 Promotions

5.7 Discount-setting and Concession Process

5.8 Analysis, Report, and Review Processes

5.9 Summary

6 Six Sigma

6.1 Introduction

6.2 Historical Background

6.3 Why Six Sigma and Not Five or Seven

6.4 Misperceptions of Six Sigma

6.5 Application of Six Sigma to Non-manufacturing Situations

6.6 Five Steps of a Six Sigma Project (DMAIC)

6.7 Summary

7 Tools for Six Sigma

7.1 Introduction

7.2 Tools for the Define Phase

7.3 Tools for the Measure Phase

7.4 Tools for the Analyze Phase

7.5 Tools for the Improve Phase

7.6 Tools for the Control Phase

7.7 Summary

Part III Doing a Six Sigma Pricing Project

8 Selecting a Six Sigma Pricing Project

8.1 Introduction

8.2 Acme

8.3 Summary

9 Define Phase

9.1 Introduction

9.2 The Charter

9.3 Customers and Their Requirements

9.4 High-level Process Map

9.5 Define Checklist

9.6 Acme

9.7 Summary

10 Measure Phase

10.1 Introduction

10.2 Process Map

10.3 Data Collection Plan

10.4 Acme

10.5 Summary

11 Analyze Phase

11.1 Introduction

11.2 Process Analysis

11.3 Root-Cause Analysis

11.4 Data Analysis

11.5 Acme

11.6 Summary

12 Improve and Control Phases

12.1 Introduction

12.2 Improve

12.3 Control

12.4 Final Presentation

12.5 Acme

12.6 Summary

PART IV Enterprisewide Deployment.

13 Deploying Six Sigma Pricing Enterprisewide

13.1 Introduction

13.2 Developing an Enterprisewide Plan for Six Sigma Pricing

13.3 Goals for Enterprisewide Deployment

13.4 A Starting Toolset for Six Sigma

13.5 Pitfalls and Challenges

13.3 Summary

14 The Takeaway

Notes

Index