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Rebuilding Profits in the Manufacturing Sector

How to manage profits and pricing


Executives at manufacturing companies face constant pressure to lower costs, irrespective of the economic conditions. The manufacturers who succeed (as opposed to simply survive) will likely be the ones who focus as aggressively on the other side of the profit equation — driving revenues. Managing the revenue side of the profit equation can be easier and more beneficial than most manufacturers realize. Price leverage on profits is substantial; for many manufacturing firms, a 1 percent improvement in price can add substantially to the bottom line. Managers can capture this potential profit opportunity by focusing on two areas:

  • Pricing based on differential economic value.
  • Proactively managing aggressive customer negotiations.

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