Event

Webcast: Six Sigma Strategic Pricing: How to Leverage Six Sigma Methodology to Drive Profitable Growth

Posted on

“Basic human processes are 4 Sigma at best … 99% good is just not good enough.”

Greg Preuer – Former Pricing Director at Cooper Lighting and General Electric

 

The webinar will be held June 15, 2017 at 2:00 PM – 3:00 PM EDT  and will provide an overview of SPA’s Six Sigma Strategic Pricing Course. Six Sigma Master Blackbelt Greg Preuer of SPA has created the first course designed to apply time tested Six Sigma methodology to pricing.

Those who complete the program will learn not only how to drive the pricing process towards excellence, they will also learn how to sustain the gains and automate the process. They will become Six Sigma experts (Blackbelt) in business process with a focus placed squarely on price management.

Click here to register

 

Why Six Sigma Pricing Training?
In short – graduates will improve margins by making better pricing decisions…with better processes and decision making tools. Graduates from this course will learn to chart a clear path to pricing improvement.

They will learn each of the following steps:
1) How to design and design goals which are consistent with their company’s pricing strategy.
2) How to measure and identify characteristics critical for pricing success.
3) How to analyze the current situation and steps along the way.
4) How to design an improved alternative which moves closer to the desired result.
5) How to verify that actions taken create the right results.

Click here to access more details and download our Six Sigma Pricing White Paper.

To learn how you can realize the benefits of SixSigma Pricing training online or on-site go click here.

 

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.

Paul Bickford Reveals 5 Reasons to Attend Battle for Margin and One Issue

Posted on

Paul Bickford knows world-class training, and he says that’s definitely what he found when he attended SPASIGMA’s Battle for Margin negotiation seminar, Feb. 9 and 10, in Miami. As Epicor Software’s  Senior Manager, Sales Training and Enablement, Paul is an award-winning senior learning and development professional, and selling and negotiation expert. We recently had a conversation with him about his experience at Battle for Margin. Here’s what he said makes this training stand apart…

5. Leading Training Techniques

While many negotiation seminars Paul has attended devoted most of the time to teaching theory, with a small opportunity to practice it at the very end, he was pleased SPASIGMA took the opposite approach.

“They had such high quality materials, and everything was real-world specific instead of broad-based academic techniques,” he said, noting that while what SPASIGMA teaches is academic, they showed attendees how to use this theory on the job.

“They made it bite-sized. They taught, then you practiced what they taught. And then they taught a few more techniques, and you practiced them in addition to what you touched on earlier,” he continues.

Their approach reminded him of what training professionals call “spaced learning over time” which maximizes learning retention. This is one of the reasons why everyone who attends SPASIGMA’s seminars are automatically enrolled in SPASIGMA’s 90-day online learning-management system. There is nothing like this in the industry. It uses highly professional, interactive online education to reinforce and expand on what is taught in the seminar.

 

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

 

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.

 

Webcast: SPA Customer Panel Discussion: Top Strategic Pricing Opportunities in Fluid Power

Posted on

During this 60-minute webcast Frank E. Hurtte Jr. will host a panel of SPA Fluid Power industry clients who will share their experiences and advice on how they SET optimal prices and GET improved profit margins through more effective price tools and strategies.

Fluid Power companies make millions of decisions each day and the goal is to maximize their goals and objectives with each decision. The decision, which is usually made more than any other, is how to price a product for each customer.

Often times the only variables which are included in making this pricing decision are – cost and a targeted margin percentage. Thus there is a huge opportunity to improve the efficiency and effectiveness of these pricing decisions.

Click here to learn more about what SPA has to offer Fluid Power companies and to download our “Top Strategic Pricing Opportunities in Fluid PowerWhite Paper.

 

Webcast Description

Tuesday, May 16, 2017 @ 2:00 PM Eastern

Click here to register

Attendees of this customer panel moderated by Distribution industry expert Frank E. Hurtte Jr. will learn how to:

  • Properly price products to capture the value of your services such as assembling components into finished goods.
  • Optimize prices in your manufacturer mandated price ranges product segments.
  • Price optimally as different customers have different cost-to-serve, you can stop your sales people needlessly giving away margin on some orders.

For example, the Strategic Pricing team at Livingston & shared with SPA an example of the power of implementing a strategic pricing tool has on controlling exception pricing follows:

“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 10Prior 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.”

Webinar panelists include Joe Strausbaugh (Kaman Fluid Power) and Todd Kesler (AirHydro Power). They will share how they introduced new tools and strategies in their businesses to drive margin improvement and grow their Fluid Power businesses profitably.

Join us for this informative webinar where you will learn about the top benefits of adopting a Strategic Pricing initiative in Fluid Power such as.

  • Creates volume lift opportunities
  • Fuels profitable growth
  • Identify margin lift opportunities
  • Adapt to the competitive threats
  • Leverages your market strengths and value differentiators

 

Other SPA Events

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

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

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

 

Follow SPA

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

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

Learn the Keys to Setting and Getting Optimal Prices at Battle For Margin in Las Vegas June 8-9, 2017

Posted on

Watch a short video about the “Battle for Margin” two day event in Las Vegas, NV. Attendees will learn valuable lessons on how to increase their competitive advantage and improve financial performance with the SPA Solution portfolio and negotiation training services.  


PROGRAM DESCRIPTION

This big-picture seminar is focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution, manufacturing, technology and services 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.

Watch the following short video to learn more about the upcoming Battle for Margin event in Las Vegas.

 

 

EVENT AGENDA

Thursday, June 8

7:00 – 7:45 am: Breakfast

7:45 – 8:00 am: Registration

8:00 – 8:15 am: Welcome to BFM Vegas

  • Overview, Agenda, Introductions

8:15 – 9:15 am: Keynote Address

9:15 – 9:30 AM: Introduction to Group Activity

9:30 – 9:45 AM: Break

9:45 – 11:30 am: Group Activity 1: Tactical Negotiations

Participants will tackle an entertaining negotiation case designed to provide a deeper understanding of the negotiating process. Once completed, the case will be critiqued based on class outcomes.

  • Identify typical negotiating blind spots
  • How to increase power
  • Tactics and countermeasures

11:30 am – 12:00 pm: Thought Provoking Planning Session

12:00 – 1:00 PM: Lunch

1:00 – 2:30 pm: SPASIGMA Personality Quotient (PQ)

Learn hands-on tools for quickly and easily recognizing personality types. Employs the Jung Myers-Briggs “MBTI” model used by 89 of the Fortune 100.

  • Quickly identify different personality profiles
  • Communicate naturally and effectively with each personality type
  • Win over and earn the trust of various personalities in the workplace
  • Tailor your negotiation tactics based on personality type

2:30 – 2:45 PM: Break

2:45 – 4:30 pm: SPA Analytics and Tools

  • SPA Overview
  • SET vs. GET Tools
  • SPA Analytics Concepts: Core Status, Visibility, Cost-to-Serve, Price Environment Score, Price Bands
  • SPA Tools: SPA BI, SPA Contract Management, SPA Price Bands

4:30 – 5:30 pm: Roundtable – The Power of Analytics

  • Conversation with existing SPA customers
  • The scoop on how to get the most out of SPA tools and training

7:00 – 8:00 pm: Cocktails and Networking

8:00 – 10:00 pm: Dinner – LAGO at The Bellagio

 

Friday, June 9

7:15 – 8:00 am: Breakfast

8:00 – 8:05 am: Welcome Back

9:00 – 10:30 am: Group Activity 2 – Relationship-Focused Negotiations

Use what you have learned from the Tactical Negotiations workshop. Dive into a fun, complex, multiple-issue negotiation.

  • Discover the difference between Transactional and Win-Win bargaining
  • Strategies for crafting better long-term agreements
  • How Personality Quotient relates negotiation

10:30 – 10:45 AM: Break

10:45 am – 12:00 pm: Group Activity 3 – Strategic and Long-term Negotiations

What’s after Win-Win? Take a look at leveraging your power and working through disputes in long-term relationships:

  • Use analytics and scoring to identify your best-case scenario and most effective concessions
  • Apply personality theory when framing your persuasive argument
  • Deepen your conflict resolution skills

12:00 am – 12:30 pm: Conclusion and Wrap Up

12:30 – 1:30 pm: Lunch

1:30 – 4:30 pm: Breakout #1 – SPA Existing Client Demos

  • “What’s App” Discover what’s in store for existing clients

1:30 – 4:30 pm: Breakout #2 – SPASigma Clients/Seminars

  • “Show and Tell” Experience the future of learning with the SPASIGMA creative team

1:30 – 4:30 pm: Breakout #3 – Prospective Clients Demos/Sales Networking

  • “Ask Me Anything” Q & A plus demos with the SPA business development team

4:30 – 5:30 pm: Cocktails

 

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.

 

Other SPA Events

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

 

Follow SPA

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

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

Webcast: SPA Customer Panel Discussion: Driving Profit Improvement Through Better Pricing and Negotiation Strategies

Posted on

During this 60-minute webcast a panel of SPA clients will share their experiences and advice on how they SET optimal prices and GET improved profit margins through more effective price negotiations.

Program Description

Thursday, April 27, 2017 @ 2:00 PM Eastern

Click here to register

Improving profit margins in today’s distribution environment is a priority for every leader in business. Pricing optimization and improved negotiation capability are two elements of an effective profit margin improvement strategy.

Webinar attendees will hear from leading distribution organizations who are leveraging solutions from SPA and SPASIGMA to SET optimal prices and GET improved profit margins through more effective price negotiations.

You’ll hear how our customers have been able to quickly implement pricing tools and strategies that have improved margins as well as how they strengthened their inside and outside sales teams by undertaking negotiation training that build sales skills to sustain the margin improvement.

Webinar panelists include Rich Chadwick (United Electric), Tom Flater (Echo Group), Bob Decker (Livingston & Haven), and Jerry Molaver (Torrington Supply). They will share how they introduced new tools and strategies in their businesses to drive margin improvement and grow their businesses profitably.

Other SPA Events

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

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

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

 

Follow SPA

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

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

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

Posted on

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

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

are-you-leaving-money-on-the-table

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

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

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

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

WHAT YOU WILL LEARN

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

Click here to register

 

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

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

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

 

Follow SPA

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

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

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

Posted on

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

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

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

Way #2: Negotiation training increases the likelihood everyone wins

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

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

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

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

 

SPA Events

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

Follow SPA

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

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