Confessions of the Pricing Man: How Price Affects Profit, Revenue, Market Share, Sales Volume and the Survival of the Company

In all kinds of everyday situations, we have to make decisions—what to spend money and time on, or how to persuade others to spend their money and time. That is precisely the main purpose of pricing. Price is the “place” where value and money meet. It’s the most powerful and most common factor in every person’s daily life—and at the same time one of the least studied.

A successful pricing formula is more like a recipe for an exotic cocktail. It’s a blend of psychology, economics, strategy, methods, incentives, and rewards seasoned with mathematics. In the end, managers dilute the cocktail with guesses, intuitive feelings, and general rules—or they exclude the categories they don’t understand at all. Of course, the drink becomes sweeter, but it loses the rich taste and aroma needed to influence the customer and the business.

In Herman Simon’s book, you’ll find wise advice and solid principles of pricing. For more than forty years, Simon has devoted himself to making this “cocktail” more effective, practical, and enjoyable for managers and executives of any industry.

A world-famous pricing expert and a trusted consultant to Fortune 500 top executives, Herman Simon knows exactly what he’s talking about. He has thoroughly studied pricing. Over his lifetime he has gone from rural farmers’ markets to a prestigious academic career—and to the profession of entrepreneur and consultant for major companies around the world.

And along the way he learned—from Nobel Prize holders and leading management gurus. He taught many top executives to use pricing to create new markets, expand their business, and secure long-term competitive advantage. In addition, he absorbed several difficult personal lessons about what value is, how people perceive it, and how profit is extracted from it.

In “Confessions of a Pricing Master,” you’ll find the best advice and principles covering all the ingredients of the pricing “cocktail”—in a way that is accessible, clear, and interesting, so that you’ll want to study the topic in depth. You’ll see pricing in a completely new light.