Santa delivers sales negotiation

What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018! (sing along to the tune ‘All I want for Christmas is my Two Front Teeth’) Everybody stops and stares at me The discounting’s gone wrong as you can see I don’t know just who to blame for this catastrophe But my one… Read More

Top 3 Pricing and Sales Blogs of 2017

‘Tis the season for car commercials and countdowns.  I will spare you the sentimentality of the great American holiday car spots.  Instead, I bring you a bit of fun to close out this holiday season.  We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect… Read More

take tough negotiating tactics

Over the past year, I have noticed an increase in “scorched earth” negotiating tactics. These are tactics which move beyond “going kamikaze” that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to angrily walk away from the deal and hurt each of the parties in doing so. Here’s what I have… Read More

Holden Advisors - Trusted partner to global organizations

Automakers are very happy with their September results as sales hit their briskest monthly pace in a year.1 Along with higher fleet sales and replacements for vehicles damaged by recent hurricanes, Labor Day discounts are touted as a reason for celebration. According to the WSJ, average incentives in September are now $4,048, up 5% from March of this year. So… Read More

Holden Advisors - Trusted partner to global organizations

Managing Price Leakage – Which Customers are Not Pulling Their Weight?

Posted 08 Sep, 2017 | Posted in: News
Reed HoldenWritten by Reed Holden

Over the years, we’ve done some pretty sophisticated analysis – customer profitability, segments, buying intent, and what it’s like to work with them. But being in my KISS mode today, I’d like to share a story from some work we did in the transportation industry We were interviewing a freight terminal manager, and he was discussing the different types of freight they… Read More

When is a Price War, Not a Price War?

Posted 03 Aug, 2017 | Posted in: News
Richard HarringtonWritten by Richard Harrington

When is a price war, not a price war? A price war is brewing over the skies of Europe.1,2 The low-fare section of the market is known for its brutally low prices, as it slashes extras to appeal to budget conscious travelers. This week, Michael O’Leary, the Chief Executive of Ryanair, Europe’s biggest airline (by number of passengers), fired the… Read More