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.

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The Consequences of a Discounting Culture

Posted 09 Mar, 2017 | Posted in: Pricing | Tagged: , ,
Richard HarringtonWritten by Richard Harrington

Car Makers Spend More on Discounts than Labor on a Car Elon Musk to Tesla employees: NEVER discount a car In a report that will concern a few but surprise no-one, it turns out that discounts from auto makers now cost these companies more per vehicle than direct labor costs. According to the Wall Street Journal, average sales incentives hit… Read More

If Value Falls in the Woods

Posted 03 Mar, 2017 | Posted in: Pricing | Tagged: ,
Travis UmplebyWritten 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 exist until the customer recognized it, I thought about this age old question a bit differently. Let me ask it again, but this time insert one key phrase: If… Read More Recently, a Tesla owner tweeted his dissatisfaction at having to wait at supercharging stations, complaining that too many people are using the spots to park for long periods of time, including overnight.   Elon Musk responded that the owner was right and the waiting must change.  Within a week, Musk instituted a $.40/minute charge, payable at the next service appointment, for… Read More

In the previous three articles in the series What Gets Measured Gets Done, we discussed some basic reporting that every pricing and/or sales operations team should use to drive improved profits for the business. In this last article of the series, we are going to talk about uncovering the drivers of discounting and the effectiveness of an organization’s profit improvement initiatives… Read More

Pricing & Revenue Dashboards: Keys to Profit Improvement

Posted 06 Jan, 2017 | Posted in: Pricing, Pricing Analytics Blog | Tagged:
Mayuresh SaravanakumarWritten 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 organization uncover very deep insights. This week we are going to discuss how to develop pricing and revenue dashboards. These are again comparatively easy to develop, and will have a profound impact on decision-making in… Read More

Discounting Control Tool of Choice- The Price Plot

Posted 10 Dec, 2016 | Posted in: Pricing, Pricing Analytics Blog | Tagged: , ,
Mayuresh SaravanakumarWritten 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 making. As a continuation of last week’s article, let’s discuss the approach we took for one of our clients –  specifically the price plot. We prepared a price plot to understand the overall discounting culture… Read More