PRICING STRATEGY - COMPANION FILES
julianrsterling.com/pricing

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Revised 24 September 2026.

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WHAT IS IN THE ARCHIVE

1. The book's four workbooks, corrected
   The_Waterfall.xlsx                 Chapters 1, 4, 5 and 6
   The_Discount_Calculator.xlsx       Chapters 2, 3, 7, 8 and 17
   The_Price_Bridge.xlsx              Chapters 10 to 14
   Price_Your_Own_Book.xlsx           Chapters 9, 15 and 16
   00_START_HERE.md                   what changed is at the end
   Each workbook closes on a Checks sheet: 1,182 checks, all passing.

2. Blank_Model_Set/  (new)
   Price_Your_Own_Book_Blank.xlsx: the book's own calculator for your book,
   with every input emptied. Discount_Decisions_Blank.xlsx: one decision at
   a time on your own numbers (the levers and break-even, the discount
   request, the rebate cliff, payment terms, match or hold, a price
   increase). The other three workbooks reproduce Ravensworth's customer
   file line by line and have no blank twin. Each checks sheet counts what
   is still missing and tests what holds for any inputs. The book's figures
   are in book_inputs.txt: type them back in and the book's results come
   back.

3. Working_Documents.pdf  (new)
   Twelve printable pages: list to pocket on one page, one account-family
   line, the levers and the break-even card, the band and what explains it,
   the rebate tier review, the payment terms register, account profit and
   the cost to serve, the price increase plan, match or hold, the
   price-volume-mix bridge, the discount request, and the thirty questions.
   A4, fits Letter.

4. Forty_Questions.xlsx  (new)
   Forty questions across the book, marked by the file as you type.

5. Cases/  (new)
   Case_1_The_Distributors_Buy_Ahead.xlsx      Chapter 10
   Case_2_The_Equal_Cost_Ladder.xlsx           Chapter 7
   Case_3_Receivables_And_Freight.xlsx         Chapter 9
   Each case: the note on the first sheet, the model after it, checks at the end.

The files open in Excel, LibreOffice Calc, Google Sheets and Numbers. No macros.
