Revenue Management in Manufacturing

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, Managing Partner at Simon-Kucher & Partners in Milan, is a leading expert in topline growth. He specialized in profit improvement on the revenue side. Before joining Simon-Kucher twelve years ago, he worked for several of the world's leading consultancies in the fields of strategy and marketing for about ten years.

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.