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.


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.

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