Appendix of Worksheets
These worksheets are here for your convenience, but they are much more valuable if you go to this book’s companion web site (www.wiley.com/go/jensenprices). and use them as Excel spreadsheets. Many of the calculations are completed for you automatically in the Excel models.
How to use this sheet: Pick the primary (in terms of quantity and profitability) services you offer and list in the first column. In the second “Add-Ons” column, list add-on services people can buy when they buy each primary service. Then list the names of your major competitors across the top row. Finally, find out (however you can) your competitors’ prices for each and list them in the appropriate boxes. FILL IN THE GREY BOXES!
IN-A-RUSH TIPS: Don’t skip this—it’s one of the most critical steps. It will tell you what your targets EXPECT to pay, which is essential knowledge. However . . . you can save time by picking only your three or four main competitors and main services. But it will cost you some quality. For example, by looking at additional competitors you may find additional services they are offering that you might be able to profit from yourself!
(See the following pages for different types of business worksheets.)