Author: Mayuresh Saravanakumar

In this article, the author presents some basic analytics and reporting strategies that every pricing and/or sales operations team should use to identify and combat discounting cultures and to drive improved profits within their organizations. He also explains how to uncover the drivers of discounting and the effectiveness of an organization’s profit improvement initiatives using a combination of waterfall analysis and Pareto analysis. Author Mayuresh Saravanakumar is a Consultant at Holden Advisors. He can be reached at MSaravanakumar@holdenadvisors.com.

The Pricing Advisor, February 2017

A large, multinational company was aggressively addressing the discounting culture pervasive in the organization. …Read More