One of our universal truths here at Holden Advisors is that there is one purpose for pricing in any organization. Do you know what it is? We hope you do. If you don’t, it is one of the things you will learn from our trailblazing pricing team as they blog about how to achieve breakout revenue (and profit) growth, finding short term pricing wins and long term growth, along with actionable tactics for prime profitability. We hope you will enjoy this dynamic corner of the website as much as we do.

Oh, and that one purpose for pricing: profit.

As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%[1]. If the business case for managing and improving price is so apparent, why don’t more companies do it? There are multiple factors why a price improvement… Read More

Pricing Priorities

Pricing Priorities: What is Really Worth Your Time?

Posted 23 Aug, 2017 | Posted in: Newsletter, Pricing | Tagged: , ,
Ellen QuackenbushWritten by Ellen Quackenbush

Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set up a sales call, or respond to an RFP. In sales terms, they qualify the opportunity before they… Read More

Lately, we’ve had a lot of conversations with businesses that are ramping up “strategic pricing“. They’ve adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price away from the team worried about closing a sale to specialized pricing people who are worried about generating profits that meet company goals. That’s terrific…. Read More

Channel Conflict With Nike and Amazon

For over a decade, athletic titan Nike declined to partner with Amazon, America’s largest online retailer. Nike held out, wanting to carefully control brand messaging while enjoying higher margins through its distribution network of brick and mortar stores. On June 29th, Nike conceded by confirming a deal with Amazon to sell and distribute apparel and footwear. Ironically, consumers may not notice… Read More

Dynamic Pricing Warning

Dynamic Pricing Should Come with a Warning Tag

Posted 26 Jul, 2017 | Posted in: Newsletter, Pricing | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

With astonishing speed, Uber has disrupted the taxicab industry. Others have looked at their success and dreamed of emulation. The strategy often touted for Uber’s success is surge pricing; charging higher prices at times of high demand. Surge pricing is an example of dynamic pricing, where the price fluctuates depending on one or more factors, like the demand for ride service…. Read More