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(You may quote any of the following in your newsletters, e-zines, etc. so long as you credit Brenner Information Group as the source for this information.) 
A Resource for Entrepreneurs NEW PROFIT-GENERATING GUIDEBOOK The Pricing Bible for Business Entrepreneurs Small Business Guide to Pricing is a treasure chest of good ideas and techniques. This valuable resource includes charts, tables, an extensive index, and lots of examples. Here's just one of hundreds in this book. How to Determine a Flat Rate Price ¤ Identify individual tasks involved ¤ Calculate cost for each task ¤ Integrate performance times ¤ Incorporate productivity ¤ Budget an hourly cost for each task ¤ Generate total project cost baseline ¤ Add cost of materials, profit & ROI ¤ Price near high end of local rates Get your copy of the new 306-page Small Business Guide to Pricing and develop your own strategy and tactics for maximizing profit this year and in years to come. You owe it to yourself to earn the most money possible on every job. This book shows you how. $24.95 USD PDF e-Book Introduction Chapter 1 - The Concept of Price What Is Price? What's Included in a Price? Factors Affecting Price Chapter 2 - Market Demand Generations with Attitudes Psychology of the Buyer Buyer Attitudes During a Recession Customer Satisfaction/Dissatisfaction Market Analysis Estimating Demand for Your Services Elasticity of Demand Factors that Affect Demand Elasticity How to Estimate Demand Responding to Elasticity Setting Price Based on The Market Chapter 3 - Competition-Based Pricing Analyzing the Competition Collecting Competitor Information Estimate Number and Location Visit Their Websites Who Are Your Competitors? Look at What and Where They Advertise Read Their Press Releases What Organizations Do They Join? What Else Do They Do For Publicity? Which Competitors Are Closest to You? What About Their Financial Condition? Talk to Their Customers How Much Are Competitors Charging? How to Make a Price Distribution Chart Example Price Distribution Chart How to Calculate an Average Competitor Price Estimating Price Using Statistical Inference With Results in Hand-SWOT Analysis Chapter 4 - Cost and Price Determining Your Cost First Fixed Costs Variable Costs Direct Costs Indirect Costs and Overhead The Overhead Factor Burden Rate Manufacturing Costs General and Administrative (G&A) Costs Making a Cost & Overhead Analyzer Using a Cost & Overhead Spreadsheet to Improve Cash Flow Cost of Goods Sold Cost of Services Sold Calculating Cost of Sales and Support How Costs Vary During a Project The High Cost of Meeting The Cost of Unused Capacity Cost-Based Pricing Process Chapter 5 - Productivity Productivity Defined Factors That Affect Productivity Calculating Productivity Measuring Productivity by $/FTE From 30% to 60% Productivity Case Study: Productivity and Profit Chapter 6 - Getting a Baseline Price Budgeting Costs to the Task Level Sample Budgeted Hourly Cost Putting It All Together Effect of Outsourcing on Budgeted Hourly Cost Applying Budgeted Hourly Cost to Manufacturing Chapter 7 - Measuring Profit What Is Profit? Generally Accepted Accounting Principles How to Measure Profit Profit Objectives What's Markup Got to Do with It? Gross Margin in Retail Gross Margin in Service Potential Error in Calculating Margin Break-Even Analysis Break-Even Using Sales Volume Break-Even Using Sales Quantity Margin Analysis Finding Optimum Order Size Using Margin Analysis Improving Profit with Margin Analysis Return on Investment (ROI) Return on Assets (ROA) Chapter 8 - Pricing Strategies Selecting Which Services to Offer Defining Your Business Objective Pricing Strategies to Consider Cost-Oriented Pricing Markup Pricing Cost-Plus Pricing Cost-Volume Pricing Targeted Profit Pricing Targeted Return-on-Sales Pricing Targeted Return-on-Investment Pricing Shop-Oriented Pricing Floor Price Plus Some Percent-Capacity-Plus-Margin Net Revenue, Inventory Sell Off Single Price, Any Customer Desired Pay Plus Only Pricing with Commas Accepted Pricing by Expertise Competitor-Oriented Pricing Match-the-Competition "One-Half" Pricing "3x Better, 3x Below" Straddle Pricing Competing Head-On with Lowest Price Market-Oriented Pricing Price Skimming Penetration Pricing Leadership Pricing Loss-Leader Pricing Customer-Set Pricing Accepted-as-Customary Pricing Competitive Pricing Subjective Pricing Pricing "in the Zone" Tiered Pricing Penny Pricing: Adding Cents Makes Sense Predatory Pricing Dynamic Pricing Performance-Based Pricing Value Pricing Composite Pricing More Strategies to Consider Donating Services Don't Give Away the Store Pricing Assumptions by Competitors Countering Cutthroat Prices The "10 Plus 10" Strategy Chapter 9 - Pricing Tactics Tactical Pricing Actions Overcoming Pricing Problems Price it Right the First Time Pricing Is a Policy How to Charge Work Incorporating "Other Charges" Reducing Your Price Coupons Send Them a Check Rebates Discounts and Allowances Volume Discounts Discounting and the Law Calculating Sales to Make a Price Cut Work The Capacity Trap When Price Cutting Works How to Handle a Price Cut When Buyers Ask for a Price Break About Raising Your Prices How to Know It's Time to Raise Prices How to Handle Price Increases The Transition from Free to Paid Service How Much Can You Raise Your Price? Subtle Ways to Raise Prices How to Handle Objections to a Price Increase Ways to Hide a Price Increase When the Price Seems Too High Overcoming Problems in Service Bottom Feeders: Price Fishing in Action When to Turn Down a Job How to Handle Clients from Hell Ways to Handle Dissatisfied Clients Charging a Minimum Rate Setup Fees When to Charge for Rush Jobs Charging Methods for Alterations and Corrections Retainer Pricing Termination: Cancellation Fees How to Price the Same Job for a New Client Choosing the Right Price Some Pricing Tactics for Recessionary Times How to Break Out Top Profits in a Recession Chapter 10 - Estimating, Bidding, and Negotiating The Basis for Good Estimating Applied Estimating Specifying a Job Creating an Estimating Form Follow Up on Your Estimates When Estimating Your Next Job An Estimate Is Not a Bid Getting Bid Opportunities Responding to a Request for Bid Symptoms of a Poor Bid Response Bidding Against Alligators and Cutthroats The Case for Market-Based Bidding Submitting a Formal Quote Beating the Competition Negotiating Techniques Put the Agreement in Writing Omissions in "Standard" Contracts Tracking Bids and Buyer Decisions Analyzing Profit in Competitor Bids How Long from Proposal to Contract Bidding Tips Quoting a Price Over the Phone Handling Price Shoppers Quoting a Completion Time Handling Objections to the Quoted Price Final Thoughts
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©Copyright 2010-2011, Brenner Information Group, All rights reserved.
Last revised April 2011
