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The Consequences of a Discounting Culture

Discounting has an obvious upside, but the downside is discounting is often insidious and hidden: profit leakage and erosion of trust.
By Richard Harrington  https://www.wsj.com/articles/u-s-auto-sales-mixed-in-february-1488380825 http://money.cnn.com/2016/09/30/technology/tesla-elon-musk-discount/ In a repor… http://www.holdenadvisors.com/holden-resource-center/blog/2017/03/consequences-discounting-culture/

If Value Falls in the Woods

Does value only exist if the customer recognizes it?
By Travis Umpleby If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t … http://www.holdenadvisors.com/holden-resource-center/blog/2017/03/if-value-falls-woods/

Lessons Learned from Tesla’s Supercharger Idle Fee

Elon Musk recently instituted fees to help shape owner behavior
By Alison Yama https://www.tesla.com/support/supercharger-idle-fee Recently, a Tesla owner tweeted his dissatisfaction at having to wait at supercharging stations, complaini… http://www.holdenadvisors.com/holden-resource-center/blog/2017/02/lessons-learned-teslas-supercharger-idle-fee/

Waterfall Analysis and Pareto Analysis – Price Analytics that Drive Decision Making

Uncover the drivers of discounting and the effectiveness of an organization's profit improvement initiatives using a combination of waterfall analysis and Pareto analysis.
By Mayuresh Saravanakumar In the previous three articles in the series What Gets Measured Gets Done, we discussed some basic reporting that every pricing and/or sales operation… http://www.holdenadvisors.com/holden-resource-center/blog/2017/01/waterfall-analysis-and-pareto-analysis-price-analytics-drive-decision-making/

Pricing & Revenue Dashboards: Keys to Profit Improvement

Pricing and revenue dashboards are again comparatively easy to develop, and will have a profound impact on decision-making in your company.
By Mayuresh Saravanakumar In my previous blog post, “Discounting Control Tool of Choice- The Price Plot” we discussed how a price plot, a very simple tool, can help an organiza… http://www.holdenadvisors.com/holden-resource-center/blog/2017/01/pricing-revenue-dashboards-keys-profit-improvement/

Discounting Control Tool of Choice- The Price Plot

Part 2 in the pricing analytics series focusing on analysis of discounts using a pricing plot.
By Mayuresh Saravanakumar Last week in my blog post "What Gets Measured Gets Done”, we discussed how important it is to measure pricing data to support insightful decision maki… http://www.holdenadvisors.com/holden-resource-center/blog/2016/12/what-gets-measured-gets-done-pricing-plot/

What Gets Measured Gets Done

Often the most difficult piece of pricing initiatives is where to start. We suggest four simple analyses to measure the impact of your pricing initiatives.
By Mayuresh Saravanakumar   One of our large, multinational clients was aggressively addressing the discounting culture pervasive in the organization. With various verticals… http://www.holdenadvisors.com/holden-resource-center/blog/2016/12/what-gets-measured-gets-done-how-basic-analytics-reporting-can-enable-change-organization/

Your Customers Want You to Grow with Them…Just Listen!

Listening to your customer's needs and meeting them are the key to mutually profitable growth
By Saad Shahzad Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or… http://www.holdenadvisors.com/holden-resource-center/blog/2016/11/your-customers-want-you-grow-themjust-listen/

The Epitome of Executive Support for Pricing

Tesla Stands Firm on pricing. Musk sends a clear signal of pricing to value for the popular electric vehicle.
By Adele McLean From: Inc.  Elon Musk Shows How to Be a Great Boss in 1 Simple Letter http://www.inc.com/diane-currie-sam/elon-musk-shows-how-to-be-a-great-boss-in-one-si… http://www.holdenadvisors.com/holden-resource-center/blog/2016/11/epitome-executive-support-pricing/

The New Value Alchemy

Turning Gold Into Lead
By Ellen Quackenbush Wireless carriers continue to amaze me by their drive to race each other to the bottom of the pricing curve.  Who can lose money faster to grab new custome… http://www.holdenadvisors.com/holden-resource-center/blog/2015/08/new-value-alchemy/

Thinking vs. Reacting in Pricing

How Fiat Chrysler "Got Smart on Pricing"
By Reed Holden From: How Fiat Chrysler 'Got Smart on Pricing' USA Today August 10, 2015 This is a great article with an important message: Think about your pricing.  Fiat Ch… http://www.holdenadvisors.com/holden-resource-center/blog/2015/08/thinking-vs-reacting-pricing/

Voice of the Customer is Dead

Can 1s and 0s replace the richness of customer conversations?
By Alison Yama We’ve stopped talking to each other.  RIP Voice of the Customer.  Not literally, of course, but what used to be rich, meaningful Voice of the Customer research i… http://www.holdenadvisors.com/holden-resource-center/blog/2015/07/voice-customer-dead/

What is the Outcome?

Focus on customer outcomes to improve pricing and sales
By Reed Holden  It was a tough conversation but in the end it was simple and quite insightful.  It started with a client pushing back on price.  We responded that it was going … http://www.holdenadvisors.com/holden-resource-center/blog/2015/06/what-outcome/

Reflections on The Professional Pricing Society’s Spring Conference

Pricing leaders would do well to pay attention to the people side of pricing.
By Alison Yama After getting back from The Professional Pricing Society conference in Dallas last week, I had a chance to think about some of the themes I heard while there: … http://www.holdenadvisors.com/holden-resource-center/blog/2015/05/reflections-professional-pricing-societys-spring-conference/

Holden Blog Classic: Pricing Lessons from the Barbershop

Classic blog entry from January 15, 2009
I got my haircut yesterday.  As usual, there was a lot of talk between the barbers and the customer (me).  What was unusual was that it wasn't about sports, it was about business.… http://www.holdenadvisors.com/holden-resource-center/blog/2015/04/holden-blog-classic-pricing-lessons-barbershop/

Holden Blog Classic: Listen to Sal

Holden classic blog originally run January 23, 2008
By Reed Holden   Sal is my barber.  He's been a barber for forty years and has seen it all.  Sal doesn't think a recession is coming, he knows it's here.  How does he know? … http://www.holdenadvisors.com/holden-resource-center/blog/2015/04/holden-blog-classic-listen-sal/