This book focuses on the application of revenue management in the manufacturing industry. Though previous books have extensively studied the application of revenue management in the service industry, little attention has been paid to its application in manufacturing, despite the fact that applying it in this context can be highly profitable and instrumental to corporate success. With this work, the author demonstrates that the manufacturing industry also fulfills the prerequisites for the application of revenue management. The book includes a summary of empirical studies that effectively illustrate how revenue management is currently being applied across Europe and North America, and what the profit potential is.

Dr. Danilo Zatta, Partner and Managing Director at The Boston Consulting Group

(BCG) in Munich, is a leading expert in topline growth with over 20 years of

consulting experience. He specialized in profit improvement on the revenue side.

Before joining BCG, he worked for several of the worlds leading consultancies in

the fields of strategy and marketing.

Danilo has conducted hundreds of projects both in Europe and globally for large

corporations as well as for medium-sized companies and private equity investors in

numerous sectors. He was thus able to develop strong expertise in e.g. strategies,

sales and pricing excellence programs, M&A and post-merger integration, pricing

processes, as well as business and revenue models.

He has published over 20 books on topics including corporate strategies and

pricing. His articles are regularly published in e.g. Harvard Business Review and

The Journal of Revenue and Pricing Management. He is a regular speaker and

chairman at events, forums and leading business schools.

Danilo studied Economics at the Luiss University in Rome, Italy as well as at the

UCD in Dublin, Ireland. He holds a Master of Business Administration (MBA)

from INSEAD of Fontainebleau, France and Singapore. He received his doctoral

degree (Ph.D.) in revenue management and pricing at the Technical University of

Munich, Germany.

Introduction.- Concepts and Application.- State of the Art and Perspectives of Revenue Management in the Process Industry.- Implementation of Revenue Management in the Process Industry in North America and Europe.- Use and Profit Impact of Revenue Management in the Process Industry.- Conclusions.- References.- Appendix A: Questionnaires.- Appendix B: Correlation Matrixes.- Appendix C: State of the Art and Implementation of Revenue Management in Germany.