Month: May 2014

SPA Featured in The Distributor Channel “Product Training, Sales Training, Price Training?” Article

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SPA was featured in the latest article on The Distributor Channel blog – “Product Training, Sales Training, Price Training?“. It describes how the way distributors view training is skewed.

Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow.

“Here’s my unscientific rundown of content:”

After observing hundreds of confabs carrying the “Distributor Sales Meeting” moniker, I would characterize the content as product-centric community bulletin boards with an occasional dash of something else. Here’s my unscientific rundown of content:

– 49% New Product Introductions

– 20% Existing Product Re-Launches

– 15% Delivery/Logistics Issues

– 10% Company Policy, Quotas, Performance

– 5% Sales Training

– 1% Pricing

“What should be covered in a sales meeting?”

One major point is why a customer would benefit from the use of your product. This benefit question must be tied to value drivers. Labor savings, lower cost maintenance, better energy usage, increases in uptime, and improved operational efficiency must be studied in detail. Whenever possible, it makes sense to tie these to monetary values. For example, our product saves the customer $105 dollars during the installation procedure.

Distributors also add value via the services they provide. Just in time delivery, emergency back-up stock, parts kitting and application support join valuable yet mundane tasks such as locating and serving as a source for some obscure manufacturer.

A real sales meeting would stress the importance of the value the distributor provides to each and every customer. A real sales meeting would cover the questions needed to bring out customer-centric information which would allow for better solutions.

“But what about Price Training?“

Would it make sense that some distributor solutions are scarcer than others? With this in mind, the distributor is entitled to charge more. The problem is, most distributor salespeople don’t fully understand the cost of handling the products. This could be part of price training.

A few of the products we sell are truly commodity-like. When commodities are sold, quantity and types of logistics required impact the price. Would it make sense to talk about precisely what makes a “quantity order?” Is it 10 pieces, 10 cartons or 10 pallet loads? Are the people in customer service aware of the price breakdowns? Are they measured by the way they adhere to management’s directive?

The sales team must continually review (and occasionally improve on) the following topics:

1. How was the system price derived?

2. What are the natural customer segments and how do they impact price?

3. What product types deserve a higher margin? And why?

4. How do we handle pricing exceptions?

5. How are market prices impacted by competitors?

6. The importance of understanding customer-based negotiations?

“Price Training starts with a Pricing Process.”

Developing a real pricing process is central to price training. The Strategic Pricing Associates (SPA) process uses scientific computer analysis of data pulled from your own past sales. Further, the process has detailed documentation designed to enable multi-layer training for literally everyone within the distributor organization (Sales, Customer Service, Purchasing, etc.) Finally, the SPA process has metrics developed to coach, help and manage the sales team into the future.

Strategic Pricing Associates has assisted over 350 distributors through the implementation of their process. Most SPA clients see results in 90 days. The results pay dividends. The typical SPA client sees a gross margin increase of two full points.

“A final thought”

Strategic Pricing Associates hosts several Pricing Strategy Seminars. These are a gathering of clients already using the SPA system, Industry Experts and companies considering a pricing process. The seminars are thought provoking and powerful. I have had the honor of speaking at a handful of these events and will be doing so again in Chicago on June 6th.

Click here to read the complete article.

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.

Case Study: The Livingston & Haven Story – Networking, Innovation and Teamwork

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In distribution, the most innovative companies are quite often the best connected. They share best practices with a cadre of others. They build de facto cartels for exploring new concepts. Read how Livingston & Haven literally radiates the attitude of networking, innovation and teamwork and how it lead to implementing strategic pricing processes and tools that improved their margins.

Excerpts of the Case Study follow.

“had invested considerable time and effort to margin improvement with minimal results prior to deciding to make a switch to an outside plan”

To illustrate the depth of this commitment, Clif Vann, the company’s CEO, while speaking at a company wide sales meeting challenged every employee of the company to do “whatever it takes to insure the long term health of U.S. Manufacturing.” Networking, innovation and teamwork play a big part in the strategy. Here’s how an example.

Bob Decker, Livingston & Haven’s Director of Strategic Initiatives, was visiting relatives in Louisville, Kentucky when he decided to pay a networking visit to fellow distributor Air Hydro Power. Because they have a few product lines in common and similar thoughts about distribution, benchmarking made a great deal of sense. During this visit, Bob began to hear of their results with a pricing strategy – specifically the Strategic Pricing Associates process. As is often the case with networking, during the next few months Livingston & Haven hear similar stories from other networking partners.

The idea of building of margin improvement wasn’t a new one to Livingston & Haven. They had invested considerable time and effort to margin improvement with minimal results prior to deciding to make a switch to an outside plan. Further, when a new data driven plan was brought to a leadership meeting some argued for a renewed attempt at a home-grown plan. But, the stakes were high and the need for margin control great, so the decision was made to explore outside offerings.

“the effort has paid dividends….This whole new way of thinking about pricing has allowed us to change the direction of our margin percentage”

They found they needed to rethink their whole plan for handling second source materials. Through the years of working to assist customers with locating oddball items, the practice had left Livingston & Haven with a number of unanswered issues. Topics like how to handle freight, lack of specific product knowledge and customer warranty risks had gone mostly unanswered. These had to be explored, understood and policies established to improve the whole concept of their customer service.

In addition to these issues, the implementation team found themselves facing a few other issues. Jamie Blackburn, L&H Pricing Manager, commented, “We had over 72,000 line items to review. Believe it or not, we had over 60 years of exception based pricing embedded into our system. Our team is all about getting things right for the customer and each of these needed to be researched, an outcome created and a decision made before we could go live with SPA.”

But the Strategic Pricing team at Livingston & Haven feels the effort has paid dividends. For example, Mr. Decker relates, “Prior to applying the SPA process, exception pricing – deviating from the system standard – was over 67% of our business and we only counted price drops greater than 10%. This created issues with consistency and really complicated the job of our inside sales team. Today this practice has dropped to nearly zero. The system does not allow downward pricing adjustments, the inside sales team can only adjust upwards.”

According to pricing team member Blackburn, “This whole new way of thinking about pricing has allowed us to change the direction of our margin percentage. We are seeing the typical two point increase that SPA talks about, and then some.” Bob Decker chimed in, “Salespeople can no longer cave instantly to negative price messages. Our process requires them to get pricing adjustment approval from someone on the management team and that little delay often allows them the opportunity to think about the value we provide and justify the L&H price in their own mind.”

Click here to read the complete Livingston and Haven case study.

Click here to register here for our June 4 webcast where you will learn how another SPA Client, Kellermeyer, has leveraged strategic pricing tools to increase profits significantly.

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.

The Best Payback in the Distribution World

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SPA was featured in an article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales. It describes how strategic pricing initiatives can have a very fast ROI.

Excerpts of the article follow.

“we have an objective and standard measure for payback”

So how can I make a claim like the “Best Payback in Distribution”? Am I no different than my friends down between the Brazos and the Rio Grande? Unlike barbecue where all judgments are purely subjective, we have an objective and standard measure for payback. Here’s a short definition:

Payback period – is an estimate of the time that will be necessary for an investor to recoup the initial investment. It is used to compare investments that might have different initial capital requirements.

Early last month we had an opportunity to take part in the interview of four distributors who had applied the Cleveland-based Strategic Pricing Associates process to their businesses’ pricing dilemma. These distributors came from a number of lines of trade. During the interview we asked the question: “How long did it take for you to recoup the cost of participating in the SPA program?”

“a two month payback”

For the sake of our discussions, let’s call this a two month payback. Based on dozens of interviews with distributors who have implemented the SPA pricing process, we know that dollars returned actually increase as months go by. In other words the revenue to the distributors is very likely to not be linear but instead ramp up. So the impact of the first couple of months is not as hefty as the remainder of the year. Most companies ramp up their activity with pricing process starting first with tiny customers and gradually taking on customers with greater sales numbers. But we want to be conservative, so let’s assume the bucks remain the same throughout the year.

Click here to read the complete article.

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.

Strategic Pricing Events Digest – May 2014

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Our Event Digests are a compilation of info about upcoming events hosted by SPA, 3rd party events where we will participate, and highlights from recent ones.

Upcoming Events

June 4
SPA Client Interview and Strategic Pricing Overview Webcast

Join us for a webcast to learn how Kellermeyer has leveraged SPA’s strategic pricing tools to increase profits significantly. This 60-minute webcast will start at 2:00 PM EST and will feature Jill Kegler, President and CEO at Kellermeyer Company which is a 60+ year old business specializing in distribution of janitorial supplies and industrial packaging. She will share Kellermeyer’s journey to pricing excellence, how they are learning to leverage science-based strategic pricing tools to increase margins, her personal experiences with the tools, and advice that will provide you with a wealth of practical knowledge! Click here to read the Kellermeyer testimonial.

SPA’s Dave Lienert will also discuss how our solutions, which leverage experience from working with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal customer pushback, can help your company. Attendees will learn how to address the following all too common issues and opportunities for increasing profitability:

  • Customer relationships focused on product/service value, not price
  • Identifying and capturing available margin premiums
  • Identifying price-sensitive products and services
  • Improving sales reps’ confidence in prices
  • Stopping undisciplined discounting
  • Tracking metrics for sales force accountability
  • Improving pricing consistency and fairness

Click here to register

June 6
SPA “Mastering Strategic Pricing in a New Economy” Seminar at the Hyatt Regency O’Hare in Chicago, IL

Learn how leading manufacturing and distribution executives have unlocked the keys to faster growth, stronger customer relationships, and market-leading profitability. This big-picture seminar is focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts will address the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. The seminar addresses the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value. The seminar will focus on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands. It will help you to re-focus your organization on the drivers of economic value.

Attendees will learn best-practice strategies and tactics to:

  • Achieve faster growth and market-leading profitability
  • Develop stronger customer relationships
  • Maximize your company’s valuation
  • Drive real change in sales force culture
  • Break the cycle of undisciplined pricing
  • Build a sales process based on customer value
  • Quantify and Communicate Customer Value
  • Achieve pricing flexibility with discipline
  • Improve operational efficiency with reporting and analytics

Click here to view the complete seminar agenda

Existing clients can also attend a free 3-hour training workshop June 5, 2014 that will cover essential analytical, process, metrics, and cultural issues surrounding Strategic Pricing.

Click here to view the June 5 training workshop agenda

Space is extremely limited for this no-cost seminar so contact Sheri Morford at Sheri.Morford@strategicpricing.com, call her at 216.455.1544, or click here to register online soon.

July 2
Join SPA for a Pricing Strategy Seminar at the Ritz Carlton to be held July 2 in San Francisco, CA.

July 30
Join SPA for a Pricing Strategy Seminar at the Hotel Bristol in Vienna, Austria.

September 17-19
SPA will be participating in the Eclipse User Group Conference at the Hilton Atlanta Airport Hotel in Atlanta, GA.

Past Events

May 7
SPA Client Interview and Strategic Pricing Overview Webcast

This webcast featured Dave Sleppy, Pricing Administrator at Triad Technologies, LLC, a long-standing and well-respected industrial distributor, who shared Triad’s journey to pricing excellence and how they have implemented a science-based strategic pricing approach to increasing margins.

Triad’s experiences and advice that provided attendees with a wealth of practical knowledge included the following:

Without SPA Tools

  • Inconsistent pricing to the customer
  • No approval process for customer price qualifications
  • No systematic reviews of pricing effectiveness
  • Manual price overrides
  • Extensive manual editing of order line item pricing

With SPA Tools

  • 90 days to results
  • Improved pricing discipline and consistency
  • Pricing architecture the foundation for margin improvement
  • Transition from cost-plus mentality to pricing on market value
  • Several persons on our sales staff have seen significant increases in their commissions by letting SPA pricing work for them

SPA’s Dave Lienert also discussed how our solutions, which leverage experience from working with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal customer pushback, can help your company.

April 27-30
Epicor Insights Conference

SPA was proud to present at and conduct a client training workshop during the 2014 Epicor Insights Conference in Las Vegas, NV. Epicor and SPA have collaborated to develop an add-on Strategic Pricing Module and related data services. Click here to learn more about the Epicor-SPA Program.

April 2-4
Affiliated Distributors Conference 

SPA was honored to present in multiple sessions at the Affiliated Distributors Conference at the Arizona Grand in Phoenix, AZ.

February 7
SPA Strategy Seminar in Ft. Lauderdale, FL Event Recap

The article, authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales, includes a number of critical points made by presenters and attendees who openly shared a number of timely and thought provoking ideas. A selection of some of the best points and comments follows.

Tom Gale (Modern Distribution Management)

  • 63% of distributors has some form of e-commerce offering
  • 70+% of distributors plan to invest further in e-commerce in 2014
  • Only 21% see on-line only players as their biggest competitive threat
  • By the end of 2014 nearly half of all distributors will have a “mobile app”
  • High performing distributors have a growing edge in the analytics of their business

Jonathan Bein (Real Results Marketing)

“The Lake Wobegon Effect …where all the children are above average”

Most companies tend to overestimate their strengths in the market. According to a survey, 90% of distributors believe they offer more value than their competitors. Only a very small percentage of distributors can elaborate on their value. Most say we provide better “customer service.”

Comment from a distributor who had added important gross margin increases via SPA:

“We had implemented an internal pricing process several years ago. We made a slight gain in our overall gross margin but within six months, most of the gains had slipped away. What we lacked was the deep dive metrics required to hold our salespeople accountable.”

Comment from a distributor talking about sales process:

“Before we started setting measures of success and managing against them, our sales team was like a day in the Wild West. Every salesperson ran their territory like the Lone Ranger, often without regard to how this impacted the profitability of the company. Since implementing a system with measures that can be pushed down to the sales territory level, things have started to change for the better.”

Frank Hurtte’s Final Thoughts

“As a senior advisor to over 50 distribution companies, I find it hard to believe that anyone would put off exploring a plan that can deliver 500% return on investment. The SPA Strategy Seminars are eye opening and always give me pause. Further, the sessions are free to distribution leadership and conducted in a way that encourages networking. If you haven’t been to one, I encourage you to get information on SPA ‘s next Strategy Seminar.”

Click here to read the full article

Learn More

Click here for SPA event dates and times and you can sign in or click here to register on our website to view our library of past webinars which covers a variety of strategic pricing topics.

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.

Learn How Kellermeyer Has Leveraged Strategic Pricing Tools to Increase Profits Significantly on our June 4th Webcast

Posted on Updated on

During this no cost 60-minute webcast you will hear SPA client, Kellermeyer, share their experiences and advice, learn about the Strategic Pricing approach to increasing margins and the strategy that can lead to pricing excellence, and you will gain a wealth of practical knowledge!

Program Description

Register to attend our webcast Wednesday, June 4, 2014 at 2:00pm EST where Jill Kegler, President and CEO at Kellermeyer Company, a 60+ year old business specializing in distribution of janitorial supplies and industrial packaging, will share Kellermeyer’s journey to pricing excellence and how they are learning to leverage science-based strategic pricing tools to increase margins.

The Kellermeyer mission is exceeding expectations through innovation, value and operational excellence. This is accomplished in many ways. For key vendors this means developing true partnerships for growth and assisting in promoting the value of the lines we support. For our team members this means continually looking for ways to improve and grow our business to assure our team a successful company for the future.

To support this mission and maximize profits, Kellermeyer turned to SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, Kellermeyer will share their experiences and advice that will provide you with a wealth of practical knowledge!

SPA’s Dave Lienert will also discuss how our solutions, which leverage experience from working with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal customer pushback, can help your company.

Attendees will learn how to address the following all too common issues and opportunities for increasing profitability:

  • Customer relationships focused on product/service value, not price
  • Identifying and capturing available margin premiums
  • Identifying price-sensitive products and services
  • Improving sales reps’ confidence in prices
  • Stopping undisciplined discounting
  • Tracking metrics for sales force accountability
  • Improving pricing consistency and fairness

This webcast draws on SPA’s experience working with hundreds of companies to drive pricing gains of 2-4 margin points on affected revenue with minimal customer pushback.

Click here to Register

Other SPA Events

Join us in Chicago June 6 for our SPA “Mastering Strategic Pricing in a New Economy Seminar” at the Hyatt Regency O´Hare or you can click here for other SPA Seminar dates and locations.

Click here for other SPA event dates and times. Sign in or click here to register on our website to view our library of past webinars which covers a variety of strategic pricing topics.

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.

June 6 Chicago Seminar: Learn the Keys to Faster Growth, Stronger Customer Relationships, and Market-leading Profitability from Industry Leaders

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Speakers and panelists include an outstanding group of leading manufacturing and distribution leaders, strategic pricing, change management, and capital markets experts at SPA’s upcoming Mastering Strategic Pricing in a New Economy Seminar to be held at the Hyatt Regency O’Hare, Chicago, IL on Friday, June 6, 2014. Space is extremely limited for this no-cost event so register soon to save your spot. Existing clients can also attend a free 3-hour training workshop June 5, 2014 that will cover essential analytical, process, metrics, and cultural issues surrounding Strategic Pricing.

SPA Chicago 2014 Seminar

Event Overview

This big-picture seminar is focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts will address the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. The seminar addresses the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value. The seminar will focus on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands. It will help you to re-focus your organization on the drivers of economic value.

Attendees will learn best-practice strategies and tactics to:

  • Achieve faster growth and market-leading profitability
  • Develop stronger customer relationships
  • Maximize your company’s valuation
  • Drive real change in sales force culture
  • Break the cycle of undisciplined pricing
  • Build a sales process based on customer value
  • Quantify and communicate customer value
  • Achieve pricing flexibility with discipline
  • Improve operational efficiency with reporting and analytics

Speakers and Presentation Topics

Driving Change That Matters in a Rebound Economy
David S. Bauders, President of SPA

Like never before, strategy, process excellence and analytics can set the stage for truly transformational gains in shareholder wealth. David will present the comprehensive platform that drives real wealth creation: customer value proposition, value-driving analytics and training, process design, change management and sales culture, and incentive systems. Companies that master this platform will enjoy faster growth, stronger customer relationships, market-leading profitability and superior capital markets opportunities.

Presentation on Capital Markets: How to Maximize Enterprise Value
Jim Hill, Managing Director, Benesch and Jason Kliewer, Managing Director, Robert W. Baird & Co.

How do best-in-class companies find ways to improve shareholder value in tough times? How do you maximize your company’s valuation? What are the pivot points of acquisition success? Our experts will discuss the best capital markets opportunities, focusing on Market Review, Drivers of Valuations, and Capital Markets Opportunities.

Strategic Pricing in a Rebound Economy: Best Practices Panel
David Bauders, President, SPA, and principals of leading manufacturing and distribution companies

David will present the integrated, actionable program that drives sustainable improvements in pricing effectiveness. A panel of SPA clients will share best practices in driving pricing excellence and sales traction.

The SPA Pricing Cube Reporting Tool
Dolores Bauders, Chief Operating Officer of SPA

Dolores will present an overview of the new SPA Pricing Cube™ Reporting Tool. This new tool will offer executive dashboards with intuitive visual indicators of performance as well as drill downs to actionable detailed data.

Leveraging Your Data to Track & Audit Business Process Improvements
Colin Sherman, National Sales Manager, MITS

When you make changes to your business processes, how do you know they are working? Without reliable and timely data, the changes your make to your business may be just that, changes, not improvements. Join Colin Sherman for this short introduction to MITS Distributor Analytics (MDA), a comprehensive reporting and business intelligence solution that makes it easy for executives and non-technical staff to use the data in your operational systems (e.g., Prophet 21, Eclipse, Prelude) to track and audit business process improvements. Colin will share the insights he has learned over 12 years helping 200+ wholesale distributors increase sales and improve operational efficiency with reporting and analytics.

Moderated Best Practices Panel Discussion: Change Management and Sales Culture: Execution on the Drivers That Matter
Frank Hurtte, Founding Partner, River Heights Consulting; David Bauders, President, SPA; and principals of leading manufacturing and distribution companies

How do you drive real change in sales force culture? How do you break the cycle of undisciplined pricing, and build a sales process based on customer value? What specific categories should sales forces be measured, managed, coached and incented upon? What are the metrics that matter? How do you tie in the incentive system? Industry expert Frank Hurtte and David Bauders present a case study on change management and sales culture; and moderate a panel of manufacturing and distribution executives who have mastered this process.

Sharpening Your Value Proposition for a Global Economy
Jonathan Bein, Managing Partner, Real Results Marketing

How do you increase your company’s ability to drive customer value, and therefore shareholder value? How do you sharpen your company’s competitive positioning and pricing leverage? How do you quantify and communicate customer value? Industry expert Jonathan Bein presents an overview and case studies on the development, validation, and execution of Customer Value initiatives.

Conclusion: Execution Excellence in a Rebound Economy
David S. Bauders, President, SPA

In the rebound economy, Best-in-Class companies will define and execute the programs that maximize enterprise value. These companies will strategically combine analytical tools, change management process excellence, sharpened customer value propositions, and information excellence to dramatically increase enterprise value. David discusses the integrated approach to winning.

Click here to view the complete seminar agenda.

Client Training Workshop Overview

Existing clients can register to join SPA’s David Bauders for a free 3-hour workshop training session that will cover essential analytical, process, metrics, and cultural issues surrounding Strategic Pricing. This workshop will help you evaluate your level of pricing mastery, identify gaps, and provide valuable strategies for maximizing execution. The workshop will be held at the Hyatt Regency O’Hare, Chicago, IL on Thursday, June 5, 2014. Register soon to save your spot.

This program is valuable to pricing leaders and executives of SPA clients in helping to maximize the returns on their investment in Strategic Pricing. A panel of experienced owners and pricing leaders will discuss their lessons learned along this journey.

The following topic will be discussed:

  • Documenting and Measuring Your Pricing Process
  • The Cultural Dimension: Selling on Value, Not Price
  • The People Dimension: Staffing for Success
  • Overcoming Organizational Obstacles: Culture, Metrics, Incentives
  • The Pricing Methods Mix and The Metrics that Matter

Click here for the complete training workshop agenda.

Registration

Click here to register online or contact Sheri Morford at Sheri.Morford@strategicpricing.com or call her at 216.455.1544.

Hotel Reservations

Hyatt Regency O’Hare, Chicago, IL, Tel: 800.233.1234 – mention Discounted Group Code CR23130. Please note prices are subject to change based on hotel availability. It is not necessary to stay at the Hyatt, as there are many other fine hotels in the area.

Other SPA Events

Can’t make it to Chicago this year, no problem, you can click here for other SPA Seminar dates and locations and click here for upcoming SPA 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.