Pricing Compass

This book provides business owners and practitioners with a comprehensive and pragmatic guide to pricing, which lays out the essential steps to professionalizing pricing from day one all the way to a more mature stage. It not only details the key activities leading to result-driven pricing strategies and execution but also addresses the most important pillars of good pricing governance. To do so, the book covers a broad range of pricing topics relevant at different stages of business evolution, e.g. determining the starting point of the pricing journey, identifying unique selling propositions, gauging willingness to pay (WTP), conducting effective customer profiling, improving promotions, and managing distribution from a pricing standpoint.  The book fills a gap in the current pricing literature, which largely consists of descriptive and retrospective narratives cataloging past pricing strategies and tactics that never delve into the underlying rationale and methodologies. It provides readers with clear, actionable insights on how to price their own products and services. 

Dr. Jan Y. Yang is the Senior Managing Director of Simon-Kucher & Partners’ China Desk, where he oversees business development and project execution related to the firm’s China business. He is an expert on monetization strategies and price management for B2B and B2C alike. He has developed pricing strategies and supported the implementation of pricing transformation for numerous clients in various markets with a focus on China. Dr. Yang holds a Ph.D. degree in management as well as an MBA degree from WHU - Otto Beisheim School of Management in Germany. Apart from his consulting work, he teaches courses on 'Hidden Champions and Pricing Strategy' for entrepreneurs, executives, and business students at leading institutions such as Tsinghua University (China) and Cheung Kong Graduate School of Business (China), among other institutions. He is the author of the book The Pricing Puzzle (2020).