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Report: 2018 GM Survey

| Patrick McCullough |
Holden Advisors works with General Managers to improve the commercial performance of their businesses. Throughout the course of our work, we have identified a disconnect between the vision for and …
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Price Plots Can Hide Big Price Leakages

| Ellen Quackenbush |
You and your pricing team have been diligent in using your pricing software to monitor price realization and eliminate outliers, reduce unwarranted discounting, and tighten up your price band. Bewa…
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The Imperative for Understanding Buyer Behavior

| Emily Macaulay | ,
In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer beha…
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The Downward Effect of Pricing Technology

| Holden Advisors |
Recently, I had an interesting conversation with the VP of Pricing for a $15B manufacturing company. The primary topic of our discussion was the implementation of a pricing technology system that w…
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