Latest Event Updates

Webinar: Maximizing Profits – You Get What Your People Can Negotiate | 11-April

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In business, as in life, you don’t necessarily get what you deserve, rather you get what you can negotiate.

When: Tuesday, April 11, 2017 @ 2:00 PM Eastern

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Many Distribution professionals are at a negotiating disadvantage because they have never been trained in the set of skills that effective negotiators have mastered.

Whether you are negotiating a major contract with a new client, a small add on deal with an existing customer, or a new supplier agreement with a manufacturer it is critical that you have the requisite skills to increase the likelihood of a satisfactory outcome.

SPASigma has created a fast paced, entertaining, and informative approach to developing your negotiation skills.

Join us for an informative webinar on a new approach to negotiation training.

WHAT YOU WILL LEARN

  • How to win at the game of negotiation
  • Strategies to uncover the other party’s pressures
  • Powerful negotiation tactics and countermeasures
  • Concession making strategies
  • Strategies to build and maintain long-term business relationships
  • Proven ways to increase the other party’s satisfaction

Click here to register

 

Set You and Your Team Up to Win Better Agreements at Battle For Margin

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success?

Don’t miss the Battle for Margin – it will be held June 8-9 at the Mandarin Oriental Hotel in Las Vegas.

 

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

5 Ways Negotiation Training is the Source of Enduring, Powerful Revenue Streams

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Way #1: Negotiation training helps you identify what matters most to win better deals

Victoria Pynchon, Negotiation Consultant, She Negotiates, says that trained negotiators begin with small talk which builds trusts and turns the conversation to their negotiation partner’s goals, preferences, desires, needs, fears, priorities, risk aversion, and attitudes toward the future. It also uncovers hidden constraints and unknown stakeholders.

“Trained negotiators know how to ask open-ended, diagnostic questions,” she says.

Way #2: Negotiation training increases the likelihood everyone wins

“Negotiation is about finding the win-win,” says Koka Sexton, Global Industry Principal, Social Selling, Hootsuite.

He believes that sales professionals will position themselves better when “they can articulate the natural give and take of a deal” and understand what the buyer is really interested in.

“Negotiation training is probably one of the most important sales skills besides making initial contact with the buyer,” says Koka.

Click here to access the full list and to learn more about SPASigma.

 

SPA Events

Click here for SPA event info including our next Battle for Margin and our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

 

SPA Featured in The Distributor Channel article “Every Silver Cloud has a Dark Lining: Things to Consider in a Growth Economy”

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SPA was featured in a recent The Distributor Channel article, “Every Silver Cloud has a Dark Lining: Things to Consider in a Growth Economy”, which discusses the fact that a strong economic growth business environment can “distract from strategic thought” and why a solid pricing process is an essential part of any strategic initiative.

Excerpts of the article follow.

“Every Silver Cloud has a Dark Lining”

Not to be a perennial bummer, but all this growth stuff presents a few issues for distributors.  For the next couple of weeks we will explore issues tied to operating in a good economic times.  So, without further ado, let’s explore the dark lining in what most view as a silver cloud.

“Issue One: Brisk Business Masks Process Breakdowns”

Surging sales provides stealth cover for many problems.  You lose market share, but since the numbers are looking good you don’t notice competitors poaching business from some of your accounts.  Mediocre sellers post growth dollars and their lack of skills go unnoticed.   Sellers announce they are too busy for CRM data input.  Warehouses get dirty, shelves get cluttered.  Customer returns languish for months before suppliers are notified and credit received.

“Issue Two:  Great Business Climates Distract from Strategic Thought”

Without the right kind of discipline, distributor types find themselves consumed by urgent issues and procrastinate strategically critical issues.  It feels good to be busy and even better when busy is tied to the instant gratification of big business.  But our world is changing… Actually spinning faster than ever before.  Investing in strategic issues during good times is more important during upticks in the economy.  Experience dictates, those with solid strategy go into recession better positioned and rise faster with the next upturn.  Let’s think of strategically important topics.

“I believe a solid pricing process is an essential part of any strategic initiative.  There’s three big reasons why:”

> Pricing Process drives bottom line results.  The typical distributor using David Bauders’ Strategic Pricing Associates improves gross margin by two points.  In some industries, this nearly doubles the bottom line results.  For most distributors the gain is still in the 50 percent range.  You can’t ignore this size of an increase.

> Company value is dramatically improved.  Distributor businesses are valued on a multiple of bottom line profits before tax and interest (EBITA).  Here’s a simplified example of how it works.  A company putting $1M to the bottom line could be valued at 6 times earnings or $6M.  That company increases the bottom line via pricing by 50 percent to $1.5M.  Using the same formula, the company is now valued at $9M.  Further, our research indicates companies with higher performance than industry norms often attract a higher multiple of earnings.  So, the process may actually improve the value substantially more think multiple of 8, which means a value of $12M.  Yep, pretty strategic.

> Processes in the sales department tend to interact.  Building a credible pricing process requires detailed customer and supplier segmentation; marketing improves.  Salespeople are forced to think more critically about the customers they invest time with.  Targeting improves.  And, sales teams with well-developed targets are 47 percent more effective in reaching their goals

Click here to read the complete article.

 

Upcoming SPA Events

Set You and Your Team Up to Win Better Agreements at Battle For Margin

Your organization’s profits depend on the individual and collective negotiation skill of your employees – from sales to purchasing. The Battle for Margin negotiation intensive is a rare opportunity to dive deeper into negotiation strategy that will immediately drive for more profitable agreements. Don’t you and your team deserve to be set up for success? Don’t miss the Battle for Margin.

It will be held June 8-9 at the Mandarin Oriental in Las Vegas, NV.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

Industry Leaders SPA and Tour de Force Announce Partnership

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Strategic Pricing Associates and Tour de Force to deliver a joint solution.

Strategic Pricing Associates (SPA) Inc. and Tour de Force Inc., two market-leading, respected providers of technology and training solutions to the distribution and manufacturing industries, have announced a Partnership to deliver an integrated pricing/quoting solution based on their respective platforms.

Tour de Force, a leading provider of customer relationship management (CRM) and business intelligence (BI) software and SPA, a leading provider of pricing analytics, negotiation training and LMS to complex companies of all types have announced their intent to jointly develop and deliver a new solution offering called Tour de Force Quote to Order (QTO) Optimization powered by SPA Pricing Analytics.

“By integrating what we have developed with our Tour de Force QTO functionality and what SPA has built with their pricing analytics, the integrated solution will create tremendous shareholder value by improving our mutual clients’ work flow efficiencies and profitability by streamlining quoting, providing SPA optimized pricing recommendations and conversion to order process”, said Matt Hartman founder and CEO of Tour de Force.

Founder, President and CEO of Strategic Pricing Associates, Inc. David Bauders added, “We are extremely excited about this offering. The ability to bring pricing analytics directly into our clients’ workflow process will enable sales reps to deliver profit gains of 2-4 percent of affected sales, or $1-2 million per $50 million of affected revenue. These tools also integrate nicely with SPASIGMA’s negotiation training and other LMS offerings.”

Tour de Force and SPA Inc. will be combining the core strengths of their respected platforms to create this new offering. Through the integration to an ERP system, Tour de Force and SPA will be able to analyze and provide a SPA Pricing Cube™ pro forma that will offer customers the ability to see where they can improve profitability in their specific market. In addition to the SPA Pricing Cube™, Tour de Force and SPA will provide a QTO – SPA integration utilizing the Tour de Force Quote Manager. The SPA Pricing Bands™ from SPA will be accessible from the Tour de Force Quote Manager, allowing customers access to real-time pricing based on the SPA pricing capabilities.

The timeline for this offering is expected to hit the market in Q2 2017 and will be showcased in a joint product release by both companies.

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About Tour de Force Inc.

Tour de Force, Inc. develops, sells, implements, and supports enterprise software solutions with a focus on customer relationship management (CRM) and business intelligence (BI). Tour de Force was developed for the distribution and manufacturing industries and is currently being used in a variety of B2B industries, while distributors and manufacturers continue to make up 90% of the current user base. To learn more about Tour de Force, including our cloud and on-premise solutions, visit http://www.TourdeForceInc.com.

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About Strategic Pricing Associates Inc. (SPA)

SPA is the leading provider of pricing analytics, negotiation training, and LMS systems to complex companies of all types in manufacturing, distribution, equipment, services, software and technology products. Since 1993, SPA Inc. has built a strong platform of proprietary analytics to quickly and efficiently help companies convert their own invoice data into pricing architectures that maximize their pricing performance and competitive position. To learn more about SPA Inc., visit http://www.strategicpricing.com. To learn more about SPASIGMA, SPA’s training business, visit http://www.spasigma.com.

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Contact:

Ken Ledyard
Director of Marketing
Tour de Force, Inc.
419-425-4800 ext. 2017
Ken.Ledyard@tourdeforceinc.com

10 Buyer Negotiation Tactics to Lower Price Points

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Negotiation is a dance. To have it go smoothly, you must be ultra-attentive to your own actions and the actions of your partner. Even the slightest, unexpected move can create a better – or worse – outcome. That’s why we’ve built negotiation tactics around the smartest actions. Here are 10:

1. Anchor them. State your very best price. When you establish your price point, you influence expectation. We tend to expect the first position we hear.

2. Throw junk. Point out negatives about whatever it is they’re trying to sell. You want to make your negotiation partner questions his or her price point.  Before beginning negotiations, collect junk by asking internal stakeholders about their overall satisfaction with the vendor. Did they deliver on time? Was their customer service acceptable? Did they honor the fine print?

3. Woo them. With every bit of junk you throw, be sure to give them a positive statement, such as “We really want to make this work,” or “We really want to do business with you.”

You want to minimize conflict and open the party up to new ideas like a lower price.

Click here to access the full list and to learn more about SPASigma’s negotiation training.

 

SPA Events

Click here for upcoming SPA event dates such as our next Battle for Margin June 8-9 in Las Vegas, NV and dates/times for our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

 

Six Sigma Pricing > Control: Set and Enforce Pricing Authority Levels and Repeat Previous Steps

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This is the final article in our six part blog series on how manufacturers and distributors can apply Six Sigma methodology to the pricing function to generate repeatable margin gains. This blog covers the importance of setting and enforcing pricing authority levels and repeat previous steps as continuous improvement never stops.

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As a quick review, here is the Six Sigma Process as described by Wikipedia:

“Six Sigma seeks to improve the quality output of process by identifying and removing the causes of defects (errors) and minimizing variability in manufacturing and business processes. It uses a set of quality management methods, mainly empirical, statistical methods, and creates a special infrastructure of people within the organization (“Champions”, “Black Belts”, “Green Belts”, “Yellow Belts”, etc.) who are experts in these methods. Each Six Sigma project carried out within an organization follows a defined sequence of steps and has quantified value targets, for example: reduce process cycle time, reduce pollution, reduce costs, increase customer satisfaction, and increase profits.”

As we covered in our last article on this topic, it is crucial that you build processes, systems and tools to assist teams and create reporting tools to track improvements and implement real-time visibility into business processes defects to ensure you are focusing your improvement efforts in the right areas.

In the Control phase, our job is to make sure the improvements we have put in place – stay in place. To achieve this you want to chart performance against upper and lower control limits. Run charts show single values plotted over time and indicate trends of process & shifts in process performance.

The key to success it to continuously monitor performance and measure against the control limits via Control Charts which allows you to:

  1. Study process variation over time
  2. Monitor and improve process performance
  3. Maintain “In-Control” processes

Additional benefits of The Six Sigma Pricing Control phase include:

  • Developing an effective “Control Plan Audit Process”
  • Identifying opportunities for improvement in processes, tools, and or behavior
  • Establish a “Pricing Authority Matrix”
  • Develop “Profitability Improvement Plans” for every customer
  • Developing Change Management strategies and plans

The following are the five areas we covered in this blog series that will helped demonstrate a proven pa to Six Sigma Pricing Excellence and links to additional blogs and other content.

  1. Define: set roles, responsibilities, and goals for the team in alignment within the business
  2. Measure: build correct measurements and incentives for each person
  3. Analyze: use reporting tools to find opportunities to grow or challenges to fix
  4. Improve: build processes, systems and tools to assist teams and create reporting tools to track improvements
  5. Control: set and enforce pricing authority levels and repeat previous steps as continuous improvement never stops

Six Sigma Pricing related articles:

Six Sigma Program Overview

Six Sigma Master Blackbelt Greg Preuer, of SPA has created the first course designed to apply time tested Six Sigma methodology to pricing.  Those who study with Greg will learn not only how to drive the pricing process but how to sustain the gains and automate the process.  They will become Six Sigma experts (Blackbelt) in business process with a focus placed squarely on price management.

“Over time we discovered the most critical part of moving the pricing process forward came in helping people deal with change. Establishing a plan for the human reaction to all change is incredibly important.”

– Greg Preuer

Graduates from this course will learn to chart a clear path to pricing improvement.  They will learn each of the following steps:

  • How to design and design goals which are consistent with their company’s pricing strategy.
  • How to measure and identify characteristics critical for pricing success.
  • How to analyze the current situation and steps along the way.
  • How to design an improved alternative which moves closer to the desired result.
  • How to verify that actions taken create the right results.

A Pricing Process founded on SPA’s Six Sigma Program includes the following:

  • Negotiating strategy and tactics
  • Value-based pricing
  • Automated decision making tools
  • Customer Profitability improvement plans
  • Sales team selling value
  • Pricing strategy and leadership
  • Consistent and fair pricing architecture
  • 2 to 4% growth in GM%
  • Pricing based on customer sensitivity
  • Continuous improvement focus

To learn how you can realize the benefits of SixSigma Pricing, contact SPA today at info@strategicpricing.com or 216.455.1545.

 

SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.

8 Critical Negotiation Insights You’ll Get at Battle for Margin

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You owe it to yourself and your team to attend a SPASIGMA Battle for Margin negotiation intensive training seminar. These are two-day deep-dives into proven deal-winning strategies you’ll find nowhere else.

The following are just a few of the critical negotiation insights that are shared at Battle for Margin:

  1. Surprising negotiation planning strategies that sharpen the competitive edge
  2. When and how to clarify the financial impact of not moving forward
  3. Tactics to avoid and embrace by situation and personality type

Click here to access the full list and to learn more about SPASigma.

 

Other SPA Events

Click here for other SPA event dates and times including our upcoming webcasts.

Follow SPA

To easily keep up with the latest SPA announcements, events and resources you can subscribe to our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media channels and file sharing platforms: Twitter, Google+, Facebook, SlideShare, and YouTube.

We also encourage you to join the Strategic Pricing discussions in our LinkedIn group and to sign up to receive our Strategic Pricing Newsletter by clicking here.