Month: October 2015

Webcast: How to Identify and Capture Available Margin Premiums

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During this 60-minute webcast Dennis Zubot, Marketing Manager for Can-Cell Industries, will share their strategic pricing experiences and advice. You will hear about their impressive ROI and gain a wealth of practical knowledge on how they are leveraging science-based strategic pricing tools to identify and capture available margin premiums.

Program Description

The webcast will be held November 10, 2015 that starts at 2:00 PM EST.

Dennis Zubot, Marketing Manager for Can-Cell Industries, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify and capture available margin premiums.

To implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from the pricing function, they turned to SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, they will share their experiences and advice that will provide you with a wealth of practical knowledge including their fast ROI and lessons learned!

“SPA helped us implement pricing excellence tools and guidelines that allow us to identify opportunities for improving margin growth, longevity, profitability and customer service.”

– Dennis Zubot, Marketing Manager for Can-Cell Industries

Click here to read SPA Client Testimonials

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

Click here for other webinar dates and times or click here for upcoming in-person Strategic Pricing Seminars.

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 ElectricalTrends Article on Affiliated Distributors’ Electrical Divisions’ North American Meeting in Dallas, TX

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The ElectricalTrends article, “AD’s 2015 Electrical Division Meeting Update”, discusses observations gleaned from conversations with a number of distributors and manufacturers about their revenue and margin pressures and how they are looking to strategic tools to address them.

AD logoExcerpts of the article authored by David Gordon, President at Channel Marketing Group follow.

“The theme was Together, We Win”

The meeting attracted about 1,000 people.  134 distributors with almost 500 attendees and over 100 manufacturers. Much interaction between distributors and manufacturers compressed into two days.

“Practically all distributors who are involved in the industrial market are down.

The decline has accelerated during the summer.  The amount down varied from “a little” to “double digit”.  Declines were due to oil / gas markets, OEM focus (especially for OEMs selling to Europe and Asia), the agricultural market and overall industrial.

“industrially-oriented manufacturers are considering layoffs if the market does not turnaround shortly”

It was rumored, and in some cases confirmed, that industrially-oriented manufacturers are considering layoffs if the market does not turnaround shortly.

Initial forecasts for 2016 is 0-3% even though an economist who presented at the Graybar national meeting the prior week, according to manufacturers, is projecting a 9% increase.  While no one could understand how he got to 9%, this is a projection based upon assumptions.  If the price of oil increases “significantly” (from where it currently is), this could change market dynamics as the oil / gas industry (and the ripple effect from this industry) could benefit the electrical industry.

“A number of distributors are adopting CRM tools.”

Some of this reportedly is due to Rockwell’s reappointment process; some of it is companies recognizing the need to have better systems for customer databases, marketing automation and sales analytics.

“When the economy slows it’s interesting how pricing becomes more of an issue.”

There was a session for AD financial networks on pricing.  Over 50 CFO’s attended a session conducted by Strategic Pricing Associates.

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.

Webcast: How to Identify Price-sensitive Products and Services

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During this 60-minute webcast a SPA client will share their strategic pricing experiences and advice. You will gain a wealth of practical knowledge on how they identify price-sensitive products and services in their business.

Program Description

Register to attend our webcast October 20, 2015 that starts at 2:00 PM EST where a SPA client will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify price-sensitive products and services in their business.

To implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from the pricing function, they turned to SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, they will share their experiences and advice that will provide you with a wealth of practical knowledge including their fast ROI and lessons learned!

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

Click here for other webinar dates and times or click here for upcoming in-person Strategic Pricing Seminars.

Seminar Cover

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 Negotiation Training Workshop in Las Vegas October 15

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Every day, your organization faces tough negotiation challenges. Outside sales, inside sales, product managers, buyers, application engineers – throughout the organization, your profits are determined by the negotiating skills of your employees. Join us in Las Vegas to learn how to turn the tide in your favor.

SPASigma at Seminar Cover FINAL

For years, distributors and manufacturers have failed to invest in negotiation training for their outside and inside sales reps. Every day, they face increasingly sophisticated buyers, who have learned the powerful suite of negotiation strategies, tactics, and tools to commoditize their sellers, leverage competitors against each other, and slash margins.

SPA’s pricing analytics have an important role to play in countering these forces, but more is needed.  SPASigma is a new SPA program, launched in conjunction with market-leading manufacturers and distributors, to dramatically and sustainably improve the negotiation skills of all your employees who negotiate prices and terms on a daily basis.

Using a unique combination of in-person seminars held in leading cities in North America – combined with a powerful online academy to reinforce, expand and retain that learning – SPASigma promises to truly transform your company’s bottom line, one transaction at a time, by building up the negotiation skill level of your front-line personnel.

Review these two brief videos (about 5 minutes each) to get a quick, hard-hitting introduction to todays challenges and the opportunity:

The training is for current SPA clients and will be held at the Aria Resort and Casino in Las Vegas, NV. You will take back valuable information on how to drive improvements in your bottom line and maximize the impact of your pricing technology – register soon as space is limited.

This session will provide an executive view of the program:

  • Summary Presentation of Negotiation Excellence: Framework, Strategy & Tactics
  • Case Study and Interactive Negotiation Exercise
  • Executive Decisions around Learning
  • Gamification and Incentives for Participation
  • The Path to Master Black Belt Certification
  • How Far and How Fast? You Make the Call
  • The Importance of Daily Reinforcement and Retention
  • Linking Certification with the SPA Reporting Cube and SPA Price Bands
  • Six Sigma and Continuous Improvement
  • The architecture and mechanics of the LMS platform for online training and retention
  • Enrollment and course assignment activities

 

You are also welcome to stay for the full day Strategic Pricing Seminar the following day.

Seminar Cover

Learn how leading manufacturing and distribution executives have unlocked the keys to faster growth, stronger customer relationships, and market-leading profitability with SPA’s proven strategic pricing processes and technology.

Equal parts strategy and practical tactics, the seminar will address key topics that are focused on protecting and improving manufacturers and distributors’ margins.

This event brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

SPA’s David Bauders, Dolores Bauders, Tony Perzow, and Greg Preuer as well as Jim Miller of Supply Chain Equity, Frank Hurtte of River Heights Consulting, and Jonathan Bein, Managing Partner of Real Results Marketing will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses.

Presentation Topics

  • Introduction – Driving Change That Matters in a Rebound Economy | David Bauders, President and CEO, SPA
  • Capital Markets: How to Maximize Enterprise Value | Jim Miller, Managing Partner, Supply Chain Equity
  • Strategic Pricing in a Rebound Economy: Best Practices | David Bauders, President and CEO, SPA
  • The SPA Pricing Cube Reporting Tool, Contract Management, SPA Pricing Bands and Purchasing Tools | Dolores Bauders, Chief Operating Officer, SPA
  • Making Money with E-commerce in a Multi-Channel World | Jonathan Bein, Managing Partner, Real Results Marketing
  • Moderated Best Practices Panel Discussion | Frank Hurtte, Greg Preuer, and Principals of Manufacturing and Distribution Companies
  • SPASigma: Negotiations Mastery for Outside and Inside Sales Reps | Tony Perzow, Vice President Pricing Training, SPA
  • The Six Sigma Pricing Process | Greg Preuer, Vice President of Strategic Accounts & Initiatives, SPA
  • Conclusion: Execution Excellence in a Rebound Economy | David Bauders, President and CEO, SPA

 

Click to access the full agenda

 

register_seminar

If you can’t make it this time, SPA will also be conducting another Strategic Pricing Seminar in Ft. Lauderdale, FL on February 4-5, 2016.

 

Client Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPA. Conference attendees will have the chance to hear real ROI stories from real clients.

“Strategic Pricing is the single bottom-line program…in my 35-year career! It allows us an opportunity to reinvest in the growth of our business.”

“Strategic Pricing is now a way of life at our company. We have embraced SPA’s principles and strategies and the financial impact will be everlasting.”

“A big benefit we have received from Strategic Pricing is having a strategy for our pricing. It was difficult to say exactly how we decided on pricing for our customers before Strategic Pricing. Today we are three margin points ahead of last year.”

“Strategic Pricing is having a very positive impact on our bottom line. Not only is it helping us increase our margins, but is has pushed us to look at other areas and operations within our business that are also impacting our bottom line.”

 

Other SPA Events

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

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.