Holden Advisors Blog

It’s true, customers cook up delectable discounts every year to get high value deals for discounted prices – here’s how they do it.

At this moment, your organization may be planning price increases for 2016.  Price setting is one thing, while ‘price getting’ is quite another.  In a recent poll, I asked participants, “How many organizations lacked discounting discipline?” and, most hands went up. I followed this question with another, “How many of you are planning price increases for next year?” and, again most hands went up.  If you are old enough to have been a fan of the former cartoon series, Scooby-Doo, the response “Ruh-roh” might come to mind.  Without fixing the former issue and arming the sales force with the skills and mindset to achieve the latter, any attempts to increase prices will meet the same fate.  Furthermore, if you do fix the former, the latter may not be necessary.

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 customers?