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Mayuresh Saravanakumar lays out his framework in the video below for creating a simple approach to pricing analytics success:  Identify, attack, and monitor. See also Mayuresh’s other blogs on pricing analytics including examples analyses and dashboards here.      

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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

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

Recipe for Discount Disaster

Posted 14 Dec, 2015 | Posted in: Sales Effectiveness | Tagged: ,
Tannis AshworthWritten by Tannis Ashworth

It’s true, customers cook up delectable discounts every year to get high value deals for discounted prices – here’s how they do it. Take 1 Proposal presented in Q4 Add a full measure of Nervous Sales Manager and a dash of year-end Executive Jitters Stir in Resistance and a spoonful of Deliberate Delay Bake ‘til mid-December on slow, even heat… Read More