Month: December 2015

Webcast: Improving Margins Through a More Strategic Approach to Pricing

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During this 60-minute webcast SPA client, Womack Machine Supply, will share their experiences and advice. You will gain a wealth of practical knowledge on how improve margins through a more strategic approach to pricing!

Program Description

Register to attend our webcast January 19, 2016 that starts at 2:00 PM EST where Jack Davis, VP of Analytics at Womack Machine Supply, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to improve margins through a more strategic approach to pricing.

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.

Upcoming Seminar | February 4 – 5, 2016

SPASigma Negotiation Workshop & Pricing Strategy Seminar

Register Now
Ritz Carlton – Ft. Lauderdale, Florida

Thursday, February 4, 2016 – One Day SPASigma Negotiation Training Workshop

Everyday, 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.

SPASigma is a new program to build, expand, and retain world-class negotiation skills throughout your organization. Using a unique combination of in-person seminars and an online academy with reinforcement activities, videos, and quizzes, SPASigma will set your team on the path to mastery of the art and science of negotiation.

Presentation Topics

  • Introduction and Overview of Program, Main Themes, and Format
  • Limo Negotiation Case (One-on-One Negotiation)
  • Tactics to Uncover Pressure
  • Buyer Tactics and Countermeasures
  • Concessions Making Strategy (Comic Video and Examples)
  • Surf Case (One-on-One Negotiation)
  • Fuzzy Money (Video Skit and Discussion)
  • Aristotle’s 3 Pillars of Persuasion (Video Sketch)
  • Satisfaction (Video and Exercise)
  • Stud Case (Team Negotiation)

Friday, February 5, 2016 – Pricing Strategy Seminar

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, President & CEO; Dolores Bauders, COO; Tony Perzow, VP Pricing Training; and Greg Preuer, VP of Strategic Accounts as well as Jason Kliewer, Director, Robert W. Baird & Co; Jim Miller, Managing Partner, Supply Chain Equity; and Paul Tieger, Senior Advisor, SPA ESPWizard will lead presentations and a panel of experts will share industry leading practices.

Presentation Topics

  • Maximizing Profits: The SPA Solutions Portfolio
  • Moderated Panel on Capital Markets
  • Tools in Practice Case Study: Buyer-Seller Negotiations
  • Tools in Practice
  • Putting it all Together
  • Moderated Best Practices Panel Discussion: Change Management and Sales Culture: Execution on the Drivers That Matter
  • Speed Reading People: Insights to Improve Negotiation Effectiveness – Deploying Personality Type Theory to Accelerate Effectiveness
  • Capitalizing on Lessons Learned – Sharpening and Accelerating Pricing Tools and Negotiation Skills
  • Call to Action – Tools and Training for Negotiation & Pricing Mastery

If you are responsible for sales, profits, or pricing related decisions at your company you will benefit from this seminar. Register soon as enrollment is limited.

You will receive additional information once you enroll. For questions about this seminar, hotel reservations or for additional information, please contact us at: info@strategicpricing.com or 216-455-1544.

Register Now

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 Newsletter – December 2015

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Message from SPA President and CEO, David Bauders

Happy holidays!  I hope you are well!  Isn’t it amazing how fast the year has passed?  When time passes so quickly, it’s easy to slip into maintenance mode just to keep up with life.  Easy but not wise.

I personally believe now is a good time to reflect on what’s changed in the last year; and what to do differently in 2016.  I would like to invite you to consider a single answer to both questions.  You see, in 2015 SPA committed to driving profit maximization in new ways that amplify profit improvements beyond our traditional analytical approaches.  We built a new business, SPASigma, whose singular purpose is to help our clients’ sales teams to master the negotiation skills to more successfully implement strategic pricing.  In 2016, if you empower your team to negotiate more effectively, yours will be a wealthier, happier company.

Check out this funny 1-minute video to get a quick flavor of our new team members and our new offerings.  I bet you’ll laugh out loud:

https://vimeo.com/147907805

Why did we at SPA change?  It’s fair to say we live in a Buyer’s World.  For years, companies have failed to invest in negotiation training for their outside and inside sales reps.  Everyday, they face increasingly sophisticated buyers, who have learned the powerful suite of negotiation strategies and tactics to commoditize their sellers, leverage competitors against each other, and slash margins.  

You see, we assume that sales reps know how to negotiate, but the stark fact is 99% have never had even 1 day of focused training on this critical skill (while their buyers frequently have), not to mention ongoing coaching or practice.  In 2016, you need to take responsibility for changing this imbalance.  SPA has changed, and now is your chance to change as well.  You can take a concrete step to improve in 2016 before the calendar hits January 1. 

Watch this quick 1-minute video to see how:

https://vimeo.com/147196906

For a short time, SPA is extending to you the opportunity to send one key leader (please ask if you would like to send an additional leader) of your organization (executive, pricing leader, or sales leader) to SPA’s upcoming Negotiation Training seminar on February 4-5 at the Ritz Carlton in Ft. Lauderdale.    You will need to act quickly (capacity is strictly limited to 50 such participants) to identify which individual to send to the event that will change your company’s financial future.  

You can view the agenda and register at the following link:

http://www.battleformargin.com

If you’re enjoying this digression and getting intrigued, check out these two brief video clips (each around 5 minutes) to get a quick, hard-hitting intro to what we’re talking about:

Outside Sales:

https://vimeo.com/136172398

Inside Sales

https://vimeo.com/136633408

As you may know, SPA’s pricing analytics have an important role to play in driving higher profitability, 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 worldwide  – 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.

Everyday, 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.  SPASigma is a new program to build, expand, and retain world-class negotiation skills throughout your organization.  Using a unique combination of in-person seminars and an online academy with reinforcement activities, videos, and quizzes, SPASigma will set your team on the path to mastery of the art, the strategies, and the techniques of professional negotiation.

Finally, here’s a few minutes of me droning on about the larger program (sorry, it’s me not my witty colleagues):

https://vimeo.com/146314703

Don’t miss this opportunity to participate in the Ft. Lauderdale event.  You’ll look back a year from now and be glad you did!

David S. Bauders

President & CEO

Recent Articles

Inside SPA: An Interview with Tony Perzow – Negotiation Strategy Expert

Read an interview of Tony Perzow, SPASigma‘s VP of Pricing Training, who has taught negotiation strategies to literally thousands of people from companies ranging from multinational Fortune 500 organizations to main street distributors. Excerpts of the interview conducted by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow.

Are your salespeople headed to a knife fight with fingernail clippers?

Salespeople go into negotiations with professional buyers on a daily basis, most without real negotiation training. Further, many sellers and their managers don’t really believe negotiations play a role in their world. But they do. The following article discusses why Distributors need to revisit the lost art of negotiation.

How to Leverage Six Sigma Methodology to Drive Continuous Margin Improvements

This is the first in a six part blog series on how manufacturers and distributors can apply Six Sigma methodology to the pricing function to generate repeatable margin gains. A disciplined process is needed to create Pricing Excellence – SPA’s Six Sigma training drives real results focused on profitable growth.

SPA Featured in Industrial Supply Magazine Article on Managing Gross Margin

The Industrial Supply Magazine article, “Are you really managing gross margin?”, discusses some techniques for managing gross margin such as segmenting suppliers, setting minimum gross margin requirements for product lines, and reviewing pricing abnormalities and deviations among others.

SPA Featured in Distribution Center Magazine Article “Price Increases: the time, the place and the skills”

SPA was featured in an article in the August 2015 issue of Distribution Center Magazine. It covers how important price perception is both internally and externally in distribution and offers great tips and advice to consider when planning and executing price increases.

Pricing Process appears to be a Top Secret Strategy

Read a follow up article to “Pricing Professional – The time has come” – the piece outlined the need for distributors to consider how they run their business and develop a new position. We pushed for distributors to consider the impact of a true pricing process and the qualities of the person best equipped to make the pricing process work. Somewhere along the way, we touched a nerve. Building a pricing process is a viewed as a top secret strategy. While a number of our readers commented, it seems no one wants to go on record with their plans.  Excerpts of some of the responses follow.

Click here to read more articles.

 

Upcoming Events

SPASIGMA Negotiation Workshop & Pricing Strategy Seminar

Attend our complimentary Ft. Lauderdale Negotiation & Pricing Strategy Seminar to learn how to increase your competitive advantage and improve performance. You will take back valuable information on how the SPA Solution portfolio can help grow your business and improve your bottom line.

Thursday, February 4, 2016 – One Day SPASIGMA Seminar

Everyday, 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.

SPASIGMA is a new program to build, expand, and retain world-class negotiation skills throughout your organization. Using a unique combination of in-person seminars and an online academy with reinforcement activities, videos, and quizzes, SPASigma will set your team on the path to mastery of the art and science of negotiation.

SPA Battle for Margin Event Feb 4-5 in Ft. Lauderdale, FL

Presentation Topics

  • Introduction and Overview of Program, Main Themes, and Format
  • Limo Negotiation Case (One-on-One Negotiation)
  • Tactics to Uncover Pressure
  • Buyer Tactics and Countermeasures
  • Concessions Making Strategy (Comic Video and Examples)
  • Surf Case (One-on-One Negotiation)
  • Fuzzy Money (Video Skit and Discussion)
  • Aristotle’s 3 Pillars of Persuasion (Video Sketch)
  • Satisfaction (Video and Excercise)
  • Stud Case (Team Negotiation)

Watch the SPASIGMA trailer to get a quick, hard-hitting introduction to todays challenges, and the opportunity for Outside and Inside Sales organizations.

Friday, February 5, 2016 – Pricing Strategy Seminar

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, President & CEO; Dolores Bauders, COO; Tony Perzow, VP Pricing Training; and Greg Preuer, VP of Strategic Accounts as well as Jason Kliewer, Director, Robert W. Baird & Co; Jim Miller, Managing Partner, Supply Chain Equity; and Paul Tieger, Senior Advisor, SPA ESPWizard will lead presentations and a panel of experts will share industry leading practices.

Presentation Topics

  • Maximizing Profits: The SPA Solutions Portfolio
    David Bauders and Dolores Bauders of SPA will present the integrated, actionable program that drives sustainable improvements in pricing effectiveness.
  • Moderated Panel on Capital Markets
    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 expert panel discusses the best capital markets opportunities now.
  • Tools in Practice Case Study: Buyer-Seller Negotiations
    A 30-minute negotiation using interactive role play.
  • Tools in Practice
    Teams work with case studies and utilize SPA tools to achieve better deals.
  • Putting it all Together
    Negotiation Case Study Using SPA Tools
  • Moderated Best Practices Panel Discussion: Change Management and Sales Culture: Execution on the Drivers That Matter
    Greg Preuer and principals of leading manufacturing and distribution companies
  • Speed Reading People: Insights to Improve Negotiation Effectiveness – Deploying Personality Type Theory to Accelerate Effectiveness
    Wouldn’t it be great to have x-ray vision into other people’s personalities – to know what they are thinking, what they care deeply about, their likes and dislikes? With x-ray vision you’d know how to best approach people, how to pique their interest in your ideas, how to negotiate a mutually beneficial deal, resolve conflicts, or simply help others feel more at ease relating to you.
  • Capitalizing on Lessons Learned – Sharpening and Accelerating Pricing Tools and Negotiation Skills
    David Bauders and Tony Perzow will discuss how you can increase your organization’s ability to deploy and communicate superior customer value, negotiate your fair share, and therefore increase shareholder value? How do you sharpen your company’s pricing leverage? How do you quantify and communicate customer value? What is the role of tools and training? David Bauders and Tony Perzow present a case study on the development, validation, and execution of profit maximization initiatives.
  • Call to Action – Tools and Training for Negotiation & Pricing Mastery
    Best-in-Class companies will define and execute the programs that maximize enterprise value. These companies will strategically combine analytical tools, behavioral and change management excellence, sharpened negotiation skills, and information excellence to dramatically increase enterprise value. David discusses the integrated approach to winning.

Registration

If you are responsible for sales, profits, or pricing related decisions at your company you will benefit from this seminar. Register soon as enrollment is limited.

You will receive additional information once you enroll. For questions about this seminar, hotel reservations or for additional information, please contact us at: info@strategicpricing.com or 216-455-1544.

Register Now

 

Webcasts

Join us as we discuss how SPA’s Strategic Pricing Program offers significant margin improvement opportunities and can lead your company to pricing excellence. A SPA client will also share their experiences and advice that will provide you with a wealth of practical knowledge!

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

These webcasts draw on SPA’s experience working with hundreds of companies to drive 2-4 margin point improvements on affected revenue with minimal customer pushback.

Click here to learn about specific dates and to register.

Client Testimonials

Here what some of 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.”

Click here to read more testimonials.

 

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.

Inside SPA: An Interview with Tony Perzow – Negotiation Strategy Expert

Posted on

Read an interview of Tony Perzow, SPASigma‘s VP of Pricing Training, who has taught negotiation strategies to literally thousands of people from companies ranging from multinational Fortune 500 organizations to main street distributors. Excerpts of the interview conducted by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow.

“When the first few minutes of a conversation includes references to dozens of Fortune 500 companies, Greek philosophers, the contrast between American and European street names…”

When the first few minutes of a conversation includes references to dozens of Fortune 500 companies, Greek philosophers, the contrast between American and European street names and the future of B2B selling, you know it’s going to be interesting. But when the speaker effortlessly ties them all together to make a watertight point, you realize the time was well spent. Such is the case with Tony Perzow, SPASigma’s VP of Pricing Training. Allow me to share some of the experience.

Tony is the Vice President of the newly formed training arm of Strategic Pricing Associates (SPA) called SPASigma. Long known for their unique methodology which combines data-driven pricing analysis, price training and ongoing client coaching, SPA has pushed their offering further into another area which impacts the price equation – negotiations. This is where Tony comes in.

“Many salespeople enter the profession because they possess certain personality traits; natural charm, the gift of gab…”

When asked about his observations on selling Tony shared, “Many salespeople enter the profession because they possess certain personality traits; natural charm, the gift of gab or an in depth understanding of the product technology. Engineering types especially come to the selling world with strong a well-developed knowledge of product features. At the same time most of these people fail to understand the mechanics of convincing their customers to make a purchase.”

“I asked Perzow to elaborate. His answer was eye-opening:”

“Salespeople are paid to persuade, yet they miss the mark. Several thousand years ago Aristotle outlined the three pillars of persuasion. I believe they still stand. Let me elaborate. Aristotle broke persuasion into Ethos, Pathos and Logos. Loosely translated from the Greek, these mean credibility, empathy and evidence. Unless all three are used, the seller will not be effective.”

“Hearing this bold statement I had to get more. I asked for additional clarification:”

“To make a sale you have to be believed. A seller must demonstrate they are a credible source; that you are honest and offer up valuable information about your area of expertise. This is relatively easy for the engineering guys. Their degree and product skills are evident assuming their words and actions demonstrate this to the customer. For other sellers credibility is built by sharing work history and experiences which lead to the conclusion that you are a worthy source of information.

A seller has to empathize with the customer – it’s the old walk a mile in the customer’s shoes story. You must demonstrate understanding of the customer’s unique situation. Further, you must tie in how your product, service or solution can help solve the customer’s issue…”

“To him, negotiation is part of the buying process; more of a buyer-seller dance aimed at getting the best deal.”

“Back during the darkest days of the last recession, I saw a shift in the people attending negotiation training. As companies looked for ways to remove cost from their operation. The quickest, easiest approach was to buy things cheaper. Classes switched from a mix of buyers and sellers to rooms full of purchasing and procurement types,” quipped Perzow.

“As a person who believes many distributors and other selling organizations have gone overboard with the concept of “value-added” selling, I was keenly impressed by Tony’s thoughts on the topic:”

“Many seller don’t fully understand the cost of the freebees they provide. Further, research indicates buyers aren’t all that impressed with services or products provided for free. To the buyer, free stuff is just fluff. While cerebrally they understand the free stuff has some value, there is no real satisfaction created in the deal; especially if they assume everybody gets the same deal – that it’s built into the price.”

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.

Are your salespeople headed to a knife fight with fingernail clippers?

Posted on

Salespeople go into negotiations with professional buyers on a daily basis, most without real negotiation training. Further, many sellers and their managers don’t really believe negotiations play a role in their world. But they do. The following article discusses why Distributors need to revisit the lost art of negotiation.

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

“As companies worked to reduce their costs, I saw classes full of purchasing and procurement guys.”

Have you ever called on a person with the CPP credential behind their name? This stands for Certified Purchasing Professional. In order to maintain the accreditation, the individual must meet the following minimum continuing education requirements as listed on their website.

For those still wondering, let me throw in another detail. I asked well-known negotiation trainer Tony Perzow of SPASigma, an organization dedicated to improving sales negotiation, to elaborate on the issue. Tony said, “During the years of the Great Recession we saw a change in the mix of our classes. As companies worked to reduce their costs, I saw classes full of purchasing and procurement guys. These companies realized the easiest way to drive cost out of their system was to apply pressure to their suppliers.” Putting ourselves back in the time, sellers were desperate to get sales; at almost any cost. My experience with distributor sales organizations shows many companies are still trying to work some of these poorly negotiated deals back to profitability.

Our customers don’t believe negotiation is a bad word. As a matter of fact, they have made good use of the process. Our sellers were ill equipped to even begin playing the game.

“It is time to even the playing field”

For the past couple of decades, distributors have been focused on “Value Adds” as their differentiator. Extra service, extra work, extra product and other free stuff became the lexicon of the field sales team. In an environment like that, any thought of real give and take negotiation was pushed to the side. Is it any wonder distributors struggle with margin squeeze?

Distributors need to revisit the lost art of negotiation. Finding the right deal for both buyer and seller is the game we have elected to play. Further, negotiating allows distributors to push their margins forward. With this in mind, allow me to share another valuable point from my conversation with Tony Perzow, it simultaneously has everything and nothing to do with negotiating.

“Salespeople want the power to negotiate the whole deal”

Salespeople want the power to negotiate the whole deal. But, this power works against them. Distributors who limit the negotiating power of their sales teams score better in profitability and margin. Why? Selling is an emotional sport and even experienced sales guys can find themselves in that “make a sale at all costs” mentality.

Saying “I don’t have the power to commit to that price” slows the process. It gives the seller time to develop strategies, time to understand all of the costs associated with the concessions, time to understand the value the distributor provides and time to think about what commitments the customer needs to make in return.

“In interactions with very successful distributor sellers, I have seem pushback on the topic of negotiation”

Finally, allow me one final point. The very thought of negotiating may be a turn off to some of your salespeople. In interactions with very successful distributor sellers, I have seem pushback on the topic of negotiation, and almost every type of skills based training. Expect to hear one or more of the following:

  1. Negotiating is for sleazy used car guys. People hate car guys for this exact reason. I will not bring myself to this level.
  2. I have worked hard to build a trust-based relationship with my customers. Using cheap tricks to squeeze out a few more dollars will ruin everything I have worked hard to develop.
  3. Customers in my territory are upstanding honest people. They tell it like it is. They don’t lie to me and I don’t lie to them. This negotiation hocus-pocus is unnecessary.
  4. I have been doing this for years. I get paid on gross margin. I know how to get the best deals. If anything, I should be teaching the class on negotiating.
  5. I sell solutions. This is for commodity salespeople.

I don’t believe any of these issues reflect the real world. But perception is reality. Some of your salespeople actually believe that negotiations are not part of their job. Explore the situation with them. Review previous instances of “deals” gone wrong. Look for areas where just a bit of negotiation would have provided extra profits, better defined projects and real win-win opportunities for everyone involved.

Click here to read the complete article.

Click here to learn more about SPA’s upcoming negotiation workshop and pricing seminar to be held on February 4 – 5, 2016.

Everyday, 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.

SPASIGMA is a new program to build, expand, and retain world-class negotiation skills throughout your organization. Using a unique combination of in-person seminars and an online academy with reinforcement activities, videos, and quizzes, SPASigma will set your team on the path to mastery of the art and science of negotiation.

Negotiation Workshop Topics

  • Introduction and Overview of Program, Main Themes, and Format
  • Limo Negotiation Case (One-on-One Negotiation)
  • Tactics to Uncover Pressure
  • Buyer Tactics and Countermeasures
  • Concessions Making Strategy (Comic Video and Examples)
  • Surf Case (One-on-One Negotiation)
  • Fuzzy Money (Video Skit and Discussion)
  • Aristotle’s 3 Pillars of Persuasion (Video Sketch)
  • Satisfaction (Video and Excercise)
  • Stud Case (Team Negotiation)

Watch the SPASIGMA trailer to get a quick, hard-hitting introduction to todays challenges, and the opportunity for Outside and Inside Sales organizations.

 

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 Stop Undisciplined Discounting and Track Sales Force Accountability

Posted on

During this 60-minute webcast Sid Hendry, Marketing and Strategic Pricing Manager for Gulf Controls Company, will share their strategic pricing experiences and advice. You will gain a wealth of practical knowledge on how to stop undisciplined discounting and track sales force accountability.

Program Description

Register to attend our webcast December 8, 2015 that starts at 2:00 PM EST where Sid Hendry, Marketing and Strategic Pricing Manager for Gulf Controls Company, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to stop undisciplined discounting and track sales force accountability.

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.

Upcoming Seminar | February 4 – 5, 2016

SPASIGMA Negotiation Workshop & Pricing Strategy Seminar

Register Now
Ritz Carlton – Ft. Lauderdale, Florida

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 and Jason Kleiwer of Supply Chain Equity will lead presentations and a panel of experts will share industry leading practices.

Presentation Topics

  • Overview: Profit Maximization with the SPA Solution Portfolio and Case Study
  • Capital Markets: How to Maximize Enterprise Value
  • Workshop: Hands on experience with The SPA Pricing and Reporting Tools
  • Case Study: Putting it all Together – Maximizing ROI from the SPA Solution Portfolio
  • Panel Discussion: Maximizing Returns through Implementation
  • Capitalizing on Lessons Learned: SPASIGMA Negotiation and Strategic Pricing Excellence

Register Now

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.