Event Recap

Strategic Pricing Events Digest | September 2016

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Attendees of our in-person and webcasted events 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. Join us as we discuss how SPA’s Strategic Pricing Program offers significant margin improvement opportunities and can lead your company to pricing and negotiation excellence.

Upcoming SPA Events

Battle for Margin > SPASIGMA Negotiation Workshop & SPA Pricing Strategy Seminar

Date: October 27-28, 2016

Location: Aria Resort and Casino in Las Vegas, Nevada

Register Now

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.

Event Agenda

Thursday, October 27

8:00 am: Practice Negotiation & Critique:

  • How other cultures negotiate
  • What to avoid in a negotiation?
  • The Effectiveness of Tactics in a Negotiation
  • Planning & Preparation Process

10:15 AM:  BREAK

10:30 am: Protecting Margin:

  • Driving towards Value
  • Best practice tactics to defend margin
  • Implications of Email Negotiation
  • How not to trust assumptions by testing for evidence

12:00 PM:  LUNCH

1:00 pm: Practice Negotiation & Critique:

  • The impact of giving away free concessions
  • How to deal with difficult Buyers
  • The importance of bringing clarity to Financial decisions in a negotiation
  • Aristotle’s 3 pillars of persuasion

2:30 PM:  BREAK

2:45 pm: Practice Negotiation & Critique (finale):

  • Concession Making Strategy
  • Increasing the other party’s Satisfaction
  • Negotiating with a LTR
  • Recap of the day

5:00 PM:  ADJOURNED

  • Cocktail hour and dinner to follow at Lago in the Bellagio

 

Friday, October 28

8:00 am: Setting and Getting Price:

  • Analytics and Negotiation
  • The SPA Pricing Cube™ and Contract Pricing Tools
  • The SPA Purchasing Tools
  • Pricing Flexibility with Negotiation Discipline: SPA Pricing Bands™
  • FitRep™ Mobile Sales Reporting Tools
  • Advanced Pricing Analytics:  Gold and Platinum
  • Aligning Sales Force Incentives
  • Best-Practices Pricing Processes

9:30 AM:  BREAK

9:45 am: Moderated Best Practices Panel Discussion:

  • Fostering a sales culture focused on customer value
  • Building the Negotiation skill of your organization
  • Overcoming cultural baggage and driving behavioral change
  • How to design a sales force measurement and compensation plan that truly drives wealth creation
  • The key drivers that need to be measured; and the management review process that drives performance

10:45 AM:  BREAK

11:00 am:  Speed Reading People:

  • Instantly identify the preferred communication style of others
  • Present ideas in ways more likely to lead to “yes”
  • Recognize the natural strengths and weaknesses of other people (and your own!)
  • Quickly identify the 4 different temperaments and 16 different personality types
  • Identify appropriate selling and negotiation techniques appropriate to each
  • Use SPA’s ESPWizard tools to establish your own type as well as others’ in a couple minutes!
  • Attend an SRP Seminar to deepen your mastery of these tools

12:00 PM:  LUNCH

1:00 pm: Yellow Belt Negotiation Case Study & Critique:

  • The Importance of Preparation:  Profiling the Goals, Motivations, and Pressures
  • Negotiating Long-Term Relationships:  Structured for Success
  • The Critical Role of Personality Type in Negotiation Success
  • Leveraging Tools to Master Negotiation

2:00 pm: Upping Your Negotiation Skill Set:

How to Prepare for and Master Negotiations in Relationship Environments and Leverage Personality Type Theory:

  • Profiling the Goals, Motivations, and Pressures
  • Negotiating Long-Term Relationships:  Structured for Success
  • The Critical Role of Personality Type in Negotiation Success
  • Leveraging Tools to Master Negotiation
  • Recognize the negotiation strengths and weaknesses of different personalities
  • Develop Negotiation Strategies Appropriate to the Personalities You Deal With

4:00 pm:  Call to Action:

  • Tools and Training for Negotiation & Pricing Mastery
  • David discusses the integrated approach to winning.

4:30  PM:  ADJOURNED

 

Public Negotiation Training Seminars

SPASigma Seminars are dynamic one-day and two-day events, specially crafted to provide you with a fundamental understanding of the art and science of negotiation. Entertaining case studies, eye-opening critiques and interactive group exercises equip you with the skills and knowledge to negotiate more profitable agreements immediately.

The SPASigma training program helps you 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.

There is an SPASIGMA seminar coming up in a major city near you. We offer public seminars in 30 cities throughout the United States and Canada. Enjoy making new contacts with business professionals from a variety of industries and disciplines. If you want negotiation training for yourself and a few colleagues, a public seminar is a great choice.

Click here for a list of cities and dates

Improved pricing increases profit – Negotiation excellence defends profit

Negotiation is like a sport. It requires specific skills, techniques, training, coaching, equipment and continuous practice. SPASigma offers the systematic, holistic, long-term approach professional business people need in order to achieve true mastery of this critical skill-set.

COURSE DETAILS

Learn how to…

  • Plan and Prepare
  • Probe for information
  • Use powerful tactics as well countermeasures
  • Talk value and not price
  • Say ‘No’
  • Properly make concessions
  • Take more risk
  • Persuade
  • Increase opponent satisfaction and a lot more

WHO ATTENDS?

  • C-Level Executives
  • Owners and Management
  • Sales & Marketing Professionals
  • Purchasing Professionals
  • Product Managers
  • Engineers
  • Project Managers

Type of negotiation hurdles addressed?

  • “You need to do better than that”
  • “Your competition is a lot cheaper”
  • “This is all the money I have in my budget”
  • “Your competition wouldn’t treat us this way”
  • “I need your best price by 4pm today”

If you have ever heard any of these statements above, you need to participate in a SPASigma Competitive Negotiation Seminar.

Click here to learn more and find a negotiation seminar in your area.

Upcoming Webinars

webinar-series-image

Reporting Tool: Measure Achieved and Potential Margin Impact of Strategic Pricing

Wednesday, September 7, 2016 @ 2:00 PM Eastern

Topics Covered:

  • Understand achieved and potential impact from “The SPA Pricing Cube”
  • Uncover missed opportunities and lost pricing dollars
  • Rank pricing performance of Sales Reps, Order Writers, Branches, Vendors and Product Categories
  • Understand and manage your Pricing Methods Mix
  • Highlight trends as well as monitor and manage performance over time

Click here to register

 

Contract Management Tool: Workflow Tool for Automated Management of Contracts & Special Pricing Agreements

Thursday, September 8, 2016 @ 2:00 PM Eastern

Topics Covered:

  • Identify and fix underperforming Contracts and Special Pricing Agreements
  • Choose from SPA Recommended Prices, Capped Prices, or GM% / Discount% Targets
  • What if modeling of price changes and batch updating
  • Quantify the value of underperformance
  • Export new pricing for automated upload to ERP
  • Pass along vendor cost increases
  • Manage Annual Review Process – never miss a window of opportunity again

Click here to register

 

Price Basis Optimization Tool: Capture Incremental Margins without Changing Your Sales Process

Tuesday, September 13, 2016 @ 2:00 PM Eastern

Analytical pricing tool designed to identify and capture available margin by setting optimized list/base prices without changing your sales team’s Cost+ behavior.

  • How to make money with Strategic Costing
  • Mechanics of Strategic Costing
  • Ease of implementation; no change management
  • Quick ROI

Click here to register

 

SPA Pricing Cube: Increasing Margins by Upgrading to Gold

Wednesday, September 14, 2016 @ 2:00 PM Eastern

Topics Covered:

  • Functional differences you gain with the Gold Pricing Cube
  • How you can make more money with the Gold Pricing Cube
  • No upfront preparation is needed for the upgrade
  • Use of the SPA Reporting tool is included with upgrade

Click here to register

 

SPASigma: Negotiation Training Seminars and Learning Management System

Thursday, September 15, 2016 @ 2:00 PM Eastern

Typically, salespeople are trained to sell, buyers are trained to buy. Buying and selling skills provide one component, but the subject of negotiation is vast and complex. Once exposed to formal negotiation training, experienced professionals are often amazed to learn of the vital areas of opportunity only visible through the lens of negotiation.

SPASigma Seminars are dynamic one-day and two-day events, specially crafted to provide you with a fundamental understanding of the art and science of negotiation. Entertaining case studies, eye-opening critiques and interactive group exercises equip you with the skills and knowledge to negotiate more profitable agreements immediately.

Learning Management System

  • Platform to ensure long-term retention
  • Monthly 1-Hour Webinar/Video with Exercises, Games and Testing
  • Best in Class platform accessible on any device
  • Tracking of individual performance
  • Certification Levels: White Belt, Yellow, Green, Black, Master Black Belt
  • Social Recognition

Click here to register

 

SPA Pricing Cube: Improving Margins Through a More Strategic Approach to Pricing

Friday, September 16, 2016 @ 2:00 PM Eastern

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

 

Price Banding: Automated Tools to Assist Sales Team Drive Margin and Commission Growth

Monday, September 19, 2016 @ 2:00 PM Eastern

Sales people say “It’s like having a negotiation expert working alongside you!”

Learn how your sales team can:

  • Win more business
  • Maximize order margin
  • Grow commissions
  • Identify cross sell opportunities

Click here to register

 

Implementing Strategic Pricing for Non Stock and Rockwell Business

Tuesday, September 20, 2016 @ 2:00 PM Eastern

Attend the webinar to learn the solutions to these business challenges.

Non Stock Pricing Challenges

  • How to price non stock business strategically?
  • Leverage Strategic Pricing Associate tools when selling non stock products
  • Drive margin % gains across all sales
  • Maintain price continuity across product families

Rockwell Automation Pricing Challenges

  • How to price Rockwell business strategically?
  • Keep connection with published distributor prices
  • Discount classification and suggested resale discount pricing matrix
  • Leverage Strategic Pricing tools when selling Rockwell products
  • Maintain continuity across product categories

Click here to register

 

Platinum Pricing Engine: Learn How to Leverage the Platinum Analytical Pricing Engine to Drive Profitable Growth

Wednesday, September 21, 2016 @ 2:00 PM Eastern

Topics Covered:

  • Functional differences you gain with the Platinum Pricing Cube
  • How you can make more money with the Platinum Pricing Cube
  • No upfront preparation is needed for the upgrade
  • Use of the SPA Reporting tool is included with upgrade

Click here to register

 

SPA Vendor Management Tool: Identify Cost Savings Opportunities

Thursday, September 22, 2016 @ 2:00 PM Eastern

Topics Covered:

  • The cost management challenge
  • Why distributors struggle to effectively manage costs across their product portfolios
  • Missed cost decrease opportunities typically represent 2% to 3% of COGS
  • Patterns of missed cost savings opportunities SPA has observed by analyzing the data of its clients
  • Discussion of the analytical factors SPA leverages in its assessment of the relative cost positions of various vendors and its quantification of the savings opportunity
  • Demo of SPA’s vendor cost management tool
  • Upcoming tool enhancements
  • Client data requirements for tool and overview of the setup process
  • Q&A

Click here to register

 

Six Sigma Strategic Pricing Course: How to Leverage 6 Sigma Methodology to Drive Profitable Growth

Friday, September 23, 2016 @ 2:00 PM Eastern

This webinar 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 study with Greg will learn not only how to drive the pricing process but 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.

Graduates from this course will learn to chart a clear path to pricing improvement. They will learn each of the following steps:

  • How to design and design goals which are consistent with their company’s pricing strategy.
  • How to measure and identify characteristics critical for pricing success.
  • How to analyze the current situation and steps along the way.
  • How to design an improved alternative which moves closer to the desired result.
  • How to verify that actions taken create the right results.

Click here to register

 

e-Commerce: Learn How to Strategically Price Your e-commerce Business to Capture Market Share or Capture More Margin

Thursday, September 29, 2016 @ 2:00 PM Eastern

Topics Covered:

e-Commerce Offensive Pricing Strategy

  • Gain market share, but with lower GM% expectations.
  • Price levels will be more aggressive than current business.
  • No customer loyalty, choices based on each transaction.
  • Use economic or price fighting brands.
  • Leverage channel specific pricing with web as portal to it.
  • 3 click process to place an order drives higher conversion rates … search engine optimization (seo).
  • Automated self-service models needed to answer customer questions.
  • Be aware of price method mix shift, with existing customers moving to the web … build fences.
  • Measure ROI to ensure delivering.
  • And more…

e-Commerce Defensive Pricing Strategy

  • e-commerce provides value added services to your exist customers.
  • Drives operational efficiency inside your business.
  • Leverage ecommerce to extend your current strategic pricing model to new customers.
  • Uncover and attack the natural variation that exists in the market.
  • Leverage channel specific pricing with web as portal to it.
  • Don’t advantage new customers with better price levels.
  • And more…

Click here to register

 

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.

Strategic Pricing Events Digest | May 2015

Posted on

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

Attendees 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.

Upcoming Events

 

May 4-7

TUG Connects 2015 SPA will be exhibiting and speaking at the event that is to be held at the Gaylord National Harbor in Washington, DC.

 

May 6

How to Improve Sales People’s Confidence in List Prices | Webcast

Nick Aversano, Director of Systems and Operations for Trade Supply Group, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to improve their sales people’s confidence in their list prices.

“Strategic Pricing Associates revolutionized the way our organization approaches pricing, providing an exceptional tool with which to manage this critical profit lever.”

– Nick Aversano, Director of Systems and Operations

SPA’s Dave Lienert will also help attendees 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

 

May 18-21

Insights 2015 – Epicor Customer Conference

SPA will be speaking at the event that is to be held at the Gaylord Opryland in Nashville, TN.  

 

June 3

How to Stop Undisciplined Discounting | Webcast

Kevin Mero, MBA, PMP, Project Manager at Equipment Depot, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to stop undisciplined discounting.

“One of the biggest benefits we have realized from the Strategic Pricing program is having a strategy for pricing. On average we have recognized a 2% point margin improvement over 5 Operating Companies.”

– Kevin Mero, MBA, PMP, Project Manager at Equipment Depot

SPA’s Dave Lienert will also help attendees learn how to address all too common issues and opportunities for increasing profitability.

June 12

SPA Strategic Pricing Conference | Las Vegas, NV

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Conference in Las Vegas, NV will address key topics that are particularly relevant in a recovering economy. This seminar will bring together an outstanding group of industry experts that will offer strategies on driving shareholder value.

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.

David Bauders, Dolores Bauders, Jonathan Bein and Frank Hurtte will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses.

Space is extremely limited for this event. It is not necessary to stay at Vdara Hotel and Spa, as there are many other fine hotels in the area. There is no fee to participate in this event.

Presentation Topics

  • Introduction: Driving Change That Matters in a Rebound Economy
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Sharpening Your Value Proposition for a Global Economy
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

Click here to register

 

Past Event Highlights

 

January 15-16 

SPA Strategic Pricing Conference | Ft. Lauderdale , FL

Equal parts strategy and practical tactics, the complimentary Strategic Pricing Conference was held in Ft. Lauderdale, FL where an outstanding group of industry experts covered key topics that are particularly relevant in a recovering economy. Presenters and panelists shared strategies on driving shareholder value and focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies.

Topics covered are essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. Sessions addressed strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value. The seminar focused on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands and will help to re-focus your organization on the drivers of economic value.

 

January 21

Increasing Margins with Proven Pricing Tools | Webcast 

Craig Swenson, COO of Palmer Johnson Power Systems, shared their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to increase margins by identifying price-sensitive products and services.

“SPA has helped us turn eroding margins into a $200,000 annual margin increase in just two years! We have already upgraded to the Platinum level of SPA for 2015 and look forward to finding more opportunities to increase profits through Strategic Pricing.”

– Craig Swenson, COO of Palmer Johnson Power Systems 

 

February 18

How Iowa Fluid Power Improves Price Realization with SPA | Webcast

Jim Kaas, President of Iowa Fluid Power, shared their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to improve price realization by identifying price-sensitive products and services.

“One of the biggest changes SPA has helped with is changing the culture as our focus is now on capturing additional margin points on a daily basis. This has had an effect on every portion of our business.”

– Jim Kaas, President of Iowa Fluid Power

 

March 11 

Stopping Margin Erosion with Pricing Technology | Webcast

Brandon Liebhard, Vice President at Hodell-Natco Industries, shared their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to stop margin erosion by identifying price-sensitive products and services.

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.

 

March 17-18

Affiliated Distributor – Industrial Supply Division Spring Network Meeting

SPA presented at the event that was held at the Grand Hyatt DFW in Dallas, TX.

 

April 22 

How Strategic Pricing Tools Can Identify Price-sensitive Products and Services | Webcast

Frank Tiernay, VP/GM of Summers Rubber Company, shared their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to stop margin erosion by identifying price-sensitive products and services.

“The implementation of Strategic Pricing has been a tremendous learning curve in understanding the disparities of our previous pricing model.”

– Frank Tiernay, VP/GM of Summers Rubber Company

 

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 | January 2014

Posted on

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

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.

Upcoming Events

SPA Strategic Pricing Conference | Ft. Lauderdale , FL

January 15-16

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Conference and half-day client training session in Ft. Lauderdale, FL will address key topics that are particularly relevant in a recovering economy. This seminar will bring together an outstanding group of industry experts that will offer strategies on driving shareholder value.

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. Sessions will address 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 and will help to re-focus your organization on the drivers of economic value.

David Bauders, Dolores Bauders, Jonathan Bein and Frank Hurtte will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses; with a distinguished panel of capital markets experts, led by Jason Kliewer of Baird Securities and Jim Miller of Supply Chain Equity.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Panel Discussion and Presentation on Capital Markets: How to Maximize Enterprise Value
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

Click here to register

 

Increasing Margins with Proven Pricing Tools | Webcast

January 21

Craig Swenson, COO of Palmer Johnson Power Systems, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to increase margins by identifying price-sensitive products and services.

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 has helped us turn eroding margins into a $200,000 annual margin increase in just two years! We have already upgraded to the Platinum level of SPA for 2015 and look forward to finding more opportunities to increase profits through Strategic Pricing.”

       – Craig Swenson, COO of Palmer Johnson Power Systems

SPA’s Dave Lienert will also help attendees 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

 

How Iowa Fluid Power Improves Price Realization with SPA | Webcast

February 18

Jim Kaas, President of Iowa Fluid Power, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to improve price realization by identifying price-sensitive products and services.

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!

“One of the biggest changes SPA has helped with is changing the culture as our focus is now on capturing additional margin points on a daily basis. This has had an effect on every portion of our business.”

      – Jim Kaas, President of Iowa Fluid Power

SPA’s Dave Lienert will also help attendees learn how to address all too common issues and opportunities for increasing profitability.

Click here to register

 

 

Stopping Margin Erosion with Pricing Technology | Webcast

March 11

Brandon Liebhard, Vice President at Hodell-Natco Industries, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to stop margin erosion by identifying price-sensitive products and services.

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 help attendees learn how to address all too common issues and opportunities for increasing profitability.

Click here to register

 

March 17-18

Affiliated Distributor – Industrial Supply Division Spring Network Meeting

SPA will be speaking at the event that is to be held at the Grand Hyatt DFW in Dallas, TX.

May 4-7

TUG Connects 2015

SPA will be exhibiting and speaking at the event that is to be held at the Gaylord National Harbor in Washington, DC.

May 18-21

Insights 2015 – Epicor Customer Conference

SPA will be speaking at the event that is to be held at the Gaylord Opryland in Nashville, TN.

 

June 11-12

SPA Strategic Pricing Conference | Las Vegas, NV

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Conference and half-day client training session in Las Vegas, NV will address key topics that are particularly relevant in a recovering economy. This seminar brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

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 and will help to re-focus your organization on the drivers of economic value.

David Bauders of SPA, Dolores Bauders of SPA, Jonathan Bein of Real Result Marketing and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here to register

 

Past Events

September 21-23

SPA was proud to present and exhibit at the Prophet 21 User Group Connect 2014 Conference in Dallas, TX.

 

October 8

Strategic Pricing Executive Overview | Houston, TX

This complimentary half-day Strategic Pricing Executive Overview event at the George Bush Intercontinental Airport Marriott in Houston, TX addressed key topics that are particularly relevant in a unpredictable economy. Equal parts strategy and practical tactics, the seminar offered strategies on driving shareholder value with a focus on strategic pricing processes and tools.

The presenters discussed strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts addressed the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. The seminar addressed the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value. Presentations also focused on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Strategic Pricing in a Rebound Economy: Best Practices
  • The SPA Pricing Cube™ Reporting Tool
  • Change Management and Sales Culture: Execution on the Drivers That Matter
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

 

October 14

Learn How IPS Corporation Uses Strategic Pricing Tools to Track Sales Force Accountability | Webcast

Nick Cassella, President of IPS Corporation’s Plumbing Group shared their journey to pricing excellence and how they are leveraging strategic pricing tools to track sales force accountability.

IPS implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from the pricing function. They shared why they selcted SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, they shared 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 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.

Attendees learned 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

 

November 7

Strategic Pricing Seminar | Chicago, IL

This full-day complimentary Strategic Pricing Seminar was held at the Hyatt Regency O’Hare in Chicago, IL and addressed key topics that are particularly relevant in our current economy. The seminar brought together an outstanding group of industry experts to offer strategies on driving shareholder value.

The big-picture seminar focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts addressed the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. The seminar also addressed the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value.

David Bauders of SPA, Dolores Bauders of SPA, Jonathan Bein of Real Result Marketing and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. In addition, there will be a presentation by capital markets expert, David Hallett, of Lazard Middle Market LLC. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Presentation on Capital Markets: How to Maximize Enterprise Value
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

 

November 18 

How Crawford Supply Uses Strategic Pricing Tools to Identify and Capture Available Margin Premiums | Webcast

Jeff Heksh, Sales Director of Crawford Supply shared their journey to pricing excellence and how they leverage 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. During this 60-minute webcast, Crawford Supply shared their experiences and advice that provided attendees with a wealth of practical knowledge including their fast ROI and lessons learned!

SPA also shared 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 push-back, can help your company.

 

December 9

How B&B Trade Distribution Centre Uses Strategic Pricing Tools to Identify Price-sensitive Products and Services | Webcast

Robb Howe, General Manager for B&B Trade shared their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify price-sensitive products and services. During this 60-minute webcast, they shared their experiences and advice that will provide you with a wealth of practical knowledge including their fast ROI and lessons learned!

Attendees also learned 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

 

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 | September 2014

Posted on

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

Upcoming Events

September 21-23

SPA will be participating in the Prophet 21 User Group Connect 2014 Conference in Dallas, TX.

 

October 8

Strategic Pricing Executive Overview | Houston, TX

Equal parts strategy and practical tactics, this complimentary half-day Strategic Pricing Executive Overview event at the George Bush Intercontinental Airport Marriott in Houston, TX will address key topics that are particularly relevant in a recovering economy. The seminar offers strategies on driving shareholder value with a focus on strategic pricing.

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.

David Bauders, President and Dolores Bauders, COO of SPA will lead presentations and best-practices discussions and will discuss SPA’s integrated, actionable program that drives sustainable improvements in pricing effectiveness. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Strategic Pricing in a Rebound Economy: Best Practices
  • The SPA Pricing Cube™ Reporting Tool
  • Change Management and Sales Culture: Execution on the Drivers That Matter
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

Click here to register

 

October 14 

Learn How IPS Corporation Uses Strategic Pricing Tools to Track Sales Force Accountability | Webcast

Register to attend our webcast that starts at 2:00 PM EST where Nick Cassella, President of IPS Corporation’s Plumbing Group will share their journey to pricing excellence and how they are leveraging strategic pricing tools to 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!

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

 

November 7

SPA Strategic Pricing Seminar | Chicago, IL

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Seminar at the Hyatt Regency O’Hare in Chicago, IL will address key topics that are particularly relevant in a recovering economy. This year’s seminar brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

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.

David Bauders of SPA, Dolores Bauders of SPA, Jonathan Bein of Real Result Marketing and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. In addition, there will be a presentation by capital markets expert, David Hallett, of Lazard Middle Market LLC. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Presentation on Capital Markets: How to Maximize Enterprise Value
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

Click here to register

 

November 13-14

SPA Strategic Pricing Conference | Las Vegas, NV

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Conference and half-day client training session in Las Vegas, NV will address key topics that are particularly relevant in a recovering economy. This fall’s seminar brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

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.

David Bauders of SPA, Dolores Bauders of SPA, Jonathan Bein of Real Result Marketing and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here to register

 

November 18 

Learn How Crawford Supply Uses Strategic Pricing Tools to Identify and Capture Available Margin Premiums | Webcast

Register to attend our webcast that starts at 2:00 PM EST where Jeff Heksh, Sales Director of Crawford Supply 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!

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

 

December 9 

Learn How B&B Trade Distribution Centre Uses Strategic Pricing Tools to Identify Price-sensitive Products and Services | Webcast

Register to attend our webcast that starts at 2:00 PM EST where Robb Howe, General Manager for B&B Trade will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify price-sensitive products and services.
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!

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

 

January 15-16

SPA Strategic Pricing Conference | Ft. Lauderdale , FL

Equal parts strategy and practical tactics, this full-day complimentary Strategic Pricing Conference and half-day client training session in Las Vegas, NV will address key topics that are particularly relevant in a recovering economy. This fall’s seminar brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

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.

David Bauders, Dolores Bauders, Jonathan Bein and Frank Hurtte will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses; with a distinguished panel of capital markets experts, led by Jason Kliewer of Baird Securities and Jim Miller of Supply Chain Equity.

Presentation Topics

  • Driving Change That Matters in a Rebound Economy
  • Panel Discussion and Presentation on Capital Markets: How to Maximize Enterprise Value
  • Best Practices Panel Discussion: Strategic Pricing in a Rebound Economy
  • The SPA Pricing Cube™ Reporting Tool
  • Best Practices Panel Discussion: Change Management and Sales Culture – Execution on the Drivers That Matter
  • Sharpening Your Value Proposition for a Global Economy
  • Conclusion: Execution Excellence in a Rebound Economy

Click here for complete agenda

Click here to register

 

Past Events

May 1

SPA Strategic Pricing Conference in Las Vegas, NV | Event Recap

The following are highlights of an article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales. He led a panel discussion at the last SPA Strategy Seminar and he has compiled a few highlights, comments, and data points shared by distribution and manufacturing leaders as well as industry experts for those of you that were not able to attend this informative event.

Presentation: Market Trends in the Current Economic Environment

The following are some key insights for you to think about that were shared by Tom Gale, President of Gale Media and Publisher of Modern Distribution Management magazine, who shared data from the latest MDM/NetSuite Wholesale Distribution Outlook Report.

2014 appears to be shaping out as a pretty good year for distributors. According to the survey respondents nearly 66% of the Distributors surveyed are optimistic about the coming year. And, they are investing in technology. The investments will rev up your own thoughts on this whole growth thing.

Other data points from the report:
  • 40.7 % are investing in Customer Relationship Management (CRM) Systems
  • 40.1% are investing in E-Commerce
  • 29.7% are investing in Mobile Apps for Sales
  • 23.3% are investing in Pricing Process
  • 20.9% are investing in Cloud Computing (SaaS)
  • 15.7% are investing in EDI
  • 15.1% are investing in Demand Planning
  • 13.4% are investing in Warehouse Management Systems
  • 9.3% are investing in Finance/Accounting Software

Presentation: Driving Change that Matters in a Recovery Economy

David Bauders, President and Founder of Strategic Pricing Associates (SPA), made an offhand comment during his presentation that struck a chord with me.  As a matter of fact, it continued to resonate several days later as I was preparing this article and thought it was worthy of including.

David went on to explain his comment:

“In pricing, you don’t have to be perfect to win…”

The SPA pricing process impact drives small slivers of gross margin improvement.  These come from products with less visibility in the market.  Sailing under the radar, obscure product categories sold to tiny and small customers can generate additional gross margin.  Many times the gross margin impact is upwards of 5, 6 or 7 points on affected revenues.  Because such products carry a true cost-to-serve that is relatively high (slower inventory turns, obscure vendors, less favorable terms, higher handling costs), it is not only feasible to price them at higher margins, it is necessary.

An effective pricing structure takes you away from the “cost plus” mentality.  Your company’s process begins to take things like hassles with an obscure supplier, time spent locating one time buys and non-stock/special order transaction costs into consideration.

Reports back from long-term SPA clients point to continued gains year over year as the management team continues to tweak and perfect their use of the pricing cube.  The leadership teams of the most successful SPA clients continue to define and reinforce the system year over year.  It’s a process and as the old saying goes, “Process is about progress not perfection.”

Panel Discussion: “Change Management and Sales Culture:  Execution on the Drivers that Matter”

Normally, the catch phrase is, “What happens in Vegas stays in Vegas.”  But this time, we thought we would share a few words of wisdom that were shared during one of the panel discussions at the event.  The panel consisted of executives from four high profile wholesalers representing the Electrical, HVAC, and Plumbing Supply industry.

SPA’s David Bauders posed a question to the group; here are comments in response to the following question:

What was pricing like in the days before SPA? 

“Conversations with a number of SPA clients in our industry completely dispelled nearly everything I believed about how pricing works.  One of the jokes in our market went like this:  If you need three quotes on a project, just call us three times.  Sadly, the joke was on us because it was mostly true.”

“During 2004 through 2006, pricing for us was just like the “wild west” with everybody doing their own thing and very little management involvement.  But, it was the good wild west because business was robust.  In 2008, we fell off a cliff and it really put the “hurt” on us.  When we started studying SPA it opened our eyes to what pricing could be.”

We left out the names of the companies in this article, but at the strategy seminar each of these panelists shared the wealth of their own experiences with the group as a whole and in a number of individual sidebars.  Once more going back to the panel discussion, here are comments in response to the following question:

How much real customer pushback did you encounter?

“We really can’t report any significant customer pushback, but we are constantly pushing our sales group.  We feel it is our job to support our sales effort.  The reasons we hear from our sales team comes from the heart and not from the head.  They have anecdotal what if stories, we provide them with real data and metrics.  They are coming along but the whole thing is a process with continual improvement from sales.”

“Our pushback was 100 to 1 from the internal folks…  The only times we have ever heard any issues from real customers was well into the system when managers became too aggressive in order to meet departmental goals.”

 Click here to read the full article

 

June 6

SPA Mastering Strategic Pricing in a New Economy Seminar in Chicago, IL | Event Recap

The following are highlights of an article we have compiled a few highlights and data points shared by distribution and manufacturing leaders as well as industry experts for those of you that were not able to attend this informative event.

The event focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts addressed the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. Their presentations addressed the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value and on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands.

Attendees learned 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

Major themes covered at the event included:

  • Now is the time to focus on strategic fundamentals to set the stage for outperformance in the rebound
  • Inflation and pricing challenges are looming; those who don’t master pricing will experience a margin squeeze
  • There are significant capital markets opportunities to increase shareholder value today
  • Pricing excellence is a key wealth-maximizing capability
  • Analytics and the information system are key
  • Training drives execution
  • Sales culture and change management are the challenge
  • Prioritization, long-term commitment, and focus are the keys

One of the benefits of attending an SPA Seminar comes via expert analysis of the distribution business. The Chicago event featured an in depth presentation by Jason Kliewer, Managing Director of Robert W. Baird and Company. Each year Baird co-sponsors a series of distribution oriented surveys which provide a candid snapshot of the pulse of our industry. During his presentation Jason provided an overview of the results of the latest polling.

Distributors are more optimistic than last year

  • Industry leaders forecast 5% growth through 2014
  • The same group was forecasting only 3 percent growth in 2013

Industrial Distribution is working to improve their business model

  • New emphasis has been placed on traditional topics like Integrated Supply and other supply contracts.
  • Identifying opportunities to build fee-based service offerings.
  • Improved data quality and flow within the organizations weighs heavily on many of these distributors’ minds. One area being explored is the use of mobile “apps” to enable real time flow of data from a number of applications.

Expansion is driving much of the growth

  • A large majority of the distributors surveyed see geographic and product portfolio expansion as key driver.
  • Since the last recession, distributors have banked on selling more product to the same customers as profitable model.

Consolidation marches forward

  • Many companies searching for acquisition and merger partners.
  • Mr. Kliewer made the comment that publically traded distributors in this sector are seeing numbers which rival blue chip stocks (for instance Fastenal is currently trading at over 20 times earnings).

Change Management in the Sales Culture

Frank E. Hurtte Jr., President of River Heights Consulting, who has 28 years of distribution industry experience and a lifetime in sales and is a senior advisor to over 50 distribution companies, spoke on the topic of “Change Management in the Sales Culture”. He discussed how distributors have done a good job of improving their business models and have implemented key new processes in many areas.

“As an Industry we have done a credible job of adapting to the environment around us.”

However, he pointed out that the sales department is still an area that is ripe for improvement.

“The Sales Department – The Last Frontier, or… The Wild West?”

Some of his observations and questions for consideration follow:

  • Fear of customer alienation is still prevalent
  • The Sales force still has very little day to day management
  • Old axioms die hard…
    • “Leave them alone and let them sell”
    • “Our guys have 15 years of experience”
  • Does it make sense for salespeople to set prices?
  • Does it make sense for salespeople to determine what lines are promoted?
  • Does it make sense for salespeople to make decisions on customer investment?

“We need to put process into Sales”

SPA’s Dolores Bauders provided an overview of The SPA Pricing Cube which offers executive dashboards with intuitive visual indicators of performance as well as drill downs to actionable detailed data. She discussed how implementing the SPA Pricing Cube can help manufacturers and distributors improve their sales process by helping them:

  • Uncover missed opportunities and lost pricing dollars
  • Rank pricing performance of Sales Reps, Order Writers, Branches, Vendors and Product Categories
  • Understand and manage Pricing Methods Mix
  • Highlight trends as well as monitor and manage performance over time

 Click here to read the full article

 

September 11

Learn How Harry Cooper Supply Uses Strategic Pricing Tools to Identify and Capture Available Margin Premiums | Webcast 

This webcast featured Larry McMullin, CFO at Harry Cooper Supply, who shared Cooper’s journey to pricing excellence and how they have implemented a science-based strategic pricing approach to increasing margins. Cooper’s experiences and advice provided attendees with a wealth of practical knowledge.

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.

 

September 17-19

Eclipse User Group Encounter 2014 Conference in Atlanta, GA

SPA was proud to conduct a client training workshop during the 2014 Eclipse User Group Conference in Atlanta, GA. 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.

 

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.

Event Recap: SPA Mastering Strategic Pricing in a New Economy Seminar in Chicago, IL June 6, 2014

Posted on

The following are highlights of an article we have compiled a few highlights and data points shared by distribution and manufacturing leaders as well as industry experts for those of you that were not able to attend this informative event.

The event focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts addressed the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. Their presentations addressed the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value and on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands.

Attendees learned 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

Major themes covered at the event included:

  • Now is the time to focus on strategic fundamentals to set the stage for outperformance in the rebound
  • Inflation and pricing challenges are looming; those who don’t master pricing will experience a margin squeeze
  • There are significant capital markets opportunities to increase shareholder value today
  • Pricing excellence is a key wealth-maximizing capability
  • Analytics and the information system are key
  • Training drives execution
  • Sales culture and change management are the challenge
  • Prioritization, long-term commitment, and focus are the keys

One of the benefits of attending an SPA Seminar comes via expert analysis of the distribution business. The Chicago event featured an in depth presentation by Jason Kliewer, Managing Director of Robert W. Baird and Company. Each year Baird co-sponsors a series of distribution oriented surveys which provide a candid snapshot of the pulse of our industry. During his presentation Jason provided an overview of the results of the latest polling.

Distributors are more optimistic than last year

  • Industry leaders forecast 5% growth through 2014
  • The same group was forecasting only 3 percent growth in 2013

Industrial Distribution is working to improve their business model

  • New emphasis has been placed on traditional topics like Integrated Supply and other supply contracts.
  • Identifying opportunities to build fee-based service offerings.
  • Improved data quality and flow within the organizations weighs heavily on many of these distributors’ minds. One area being explored is the use of mobile “apps” to enable real time flow of data from a number of applications.

Expansion is driving much of the growth

  • A large majority of the distributors surveyed see geographic and product portfolio expansion as key driver.
  • Since the last recession, distributors have banked on selling more product to the same customers as profitable model.

Consolidation marches forward

  • Many companies searching for acquisition and merger partners.
  • Mr. Kliewer made the comment that publically traded distributors in this sector are seeing numbers which rival blue chip stocks (for instance Fastenal is currently trading at over 20 times earnings).

Change Management in the Sales Culture

Frank E. Hurtte Jr., President of River Heights Consulting, who has 28 years of distribution industry experience and a lifetime in sales and is a senior advisor to over 50 distribution companies, spoke on the topic of “Change Management in the Sales Culture”. He discussed how distributors have done a good job of improving their business models and have implemented key new processes in many areas.

“As an Industry we have done a credible job of adapting to the environment around us.”

However, he pointed out that the sales department is still an area that is ripe for improvement.

“The Sales Department – The Last Frontier, or… The Wild West?”

Some of his observations and questions for consideration follow:

  • Fear of customer alienation is still prevalent
  • The Sales force still has very little day to day management
  • Old axioms die hard…
    • “Leave them alone and let them sell”
    • “Our guys have 15 years of experience”
  • Does it make sense for salespeople to set prices?
  • Does it make sense for salespeople to determine what lines are promoted?
  • Does it make sense for salespeople to make decisions on customer investment?

“We need to put process into Sales”

SPA’s Dolores Bauders provided an overview of The SPA Pricing Cube which offers executive dashboards with intuitive visual indicators of performance as well as drill downs to actionable detailed data. She discussed how implementing the SPA Pricing Cube can help manufacturers and distributors improve their sales process by helping them:

  • Uncover missed opportunities and lost pricing dollars
  • Rank pricing performance of Sales Reps, Order Writers, Branches, Vendors and Product Categories
  • Understand and manage Pricing Methods Mix
  • Highlight trends as well as monitor and manage performance over time

Most manufacturing and distribution leaders are experts in their field.  They understand customer intimacy.  They appreciate the need to build strong Supply-partner relationships.  They manage the daily operation of their business and understand how immediate competition interacts with their own efforts.

What is often lacking is a detailed view of the industry as a whole.  Strategic Pricing Associates’ free seminars allow these leaders a wider focus, a bigger view into national and international pressures on their industry.  Now is the time to begin thinking about how your own expertise might expand by taking in one of these sessions. Further, the no cost sessions are focused on distribution and manufacturing leaders’ concerns and conducted in a way that encourages networking.

SPA Events

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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.

Event Recap: SPA Strategic Pricing Conference in Las Vegas, NV May 1, 2014

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The following are highlights of an article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales. He led a panel discussion at the last SPA Strategy Seminar and he has compiled a few highlights, comments, and data points shared by distribution and manufacturing leaders as well as industry experts for those of you that were not able to attend this informative event.

As a senior advisor to over 50 distribution companies, the Strategic Pricing Associates (SPA) Strategic Pricing events are eye opening and always give me pause.  Further, the no cost sessions are focused on distribution and manufacturing leaders’ concerns and conducted in a way that encourages networking.  If you haven’t been to one, I encourage you to do so.

Presentation: Market Trends in the Current Economic Environment

The following are some key insights for you to think about that were shared by Tom Gale, President of Gale Media and Publisher of Modern Distribution Management magazine, who shared data from the latest MDM/NetSuite Wholesale Distribution Outlook Report.

2014 appears to be shaping out as a pretty good year for distributors.  According to the survey respondents nearly 66% of the Distributors surveyed are optimistic about the coming year.  And, they are investing in technology.  The investments will rev up your own thoughts on this whole growth thing.

Other data points from the report:

    • 40.7% are investing in Customer Relationship Management (CRM) Systems
    • 40.1% are investing in E-Commerce
    • 29.7% are investing in Mobile Apps for Sales
    • 23.3% are investing in Pricing Process
    • 20.9% are investing in Cloud Computing (SaaS)
    • 15.7% are investing in EDI
    • 15.1% are investing in Demand Planning
    • 13.4% are investing in Warehouse Management Systems
    • 9.3% are investing in Finance/Accounting Software

If your competitors are laying out this kind of money, how will it impact your world?

Presentation: Driving Change that Matters in a Recovery Economy

David Bauders, President and Founder of Strategic Pricing Associates (SPA), made an offhand comment during his presentation that struck a chord with me.  As a matter of fact, it continued to resonate several days later as I was preparing this article and thought it was worthy of including. David went on to explain his comment:

“In pricing, you don’t have to be perfect to win…”

The SPA pricing process impact drives small slivers of gross margin improvement.  These come from products with less visibility in the market.  Sailing under the radar, obscure product categories sold to tiny and small customers can generate additional gross margin.  Many times the gross margin impact is upwards of 5, 6 or 7 points on affected revenues.  Because such products carry a true cost-to-serve that is relatively high (slower inventory turns, obscure vendors, less favorable terms, higher handling costs), it is not only feasible to price them at higher margins, it is necessary.

An effective pricing structure takes you away from the “cost plus” mentality.  Your company’s process begins to take things like hassles with an obscure supplier, time spent locating one time buys and non-stock/special order transaction costs into consideration.

Reports back from long-term SPA clients point to continued gains year over year as the management team continues to tweak and perfect their use of the pricing cube.  The leadership teams of the most successful SPA clients continue to define and reinforce the system year over year.  It’s a process and as the old saying goes, “Process is about progress not perfection.”

Panel Discussion: “Change Management and Sales Culture:  Execution on the Drivers that Matter”

Normally, the catch phrase is, “What happens in Vegas stays in Vegas.”  But this time, we thought we would share a few words of wisdom that were shared during one of the panel discussions at the event.  The panel consisted of executives from four high profile wholesalers representing the Electrical, HVAC, and Plumbing Supply industry.

SPA’s David Bauders posed a question to the group; here are comments in response to the following question:

What was pricing like in the days before SPA? 

“Conversations with a number of SPA clients in our industry completely dispelled nearly everything I believed about how pricing works.  One of the jokes in our market went like this:  If you need three quotes on a project, just call us three times.  Sadly, the joke was on us because it was mostly true.”

“During 2004 through 2006, pricing for us was just like the “wild west” with everybody doing their own thing and very little management involvement.  But, it was the good wild west because business was robust.  In 2008, we fell off a cliff and it really put the “hurt” on us.  When we started studying SPA it opened our eyes to what pricing could be.”

We left out the names of the companies in this article, but at the strategy seminar each of these panelists shared the wealth of their own experiences with the group as a whole and in a number of individual sidebars.  Once more going back to the panel discussion, here are comments in response to the following question:

How much real customer pushback did you encounter?

“We really can’t report any significant customer pushback, but we are constantly pushing our sales group.  We feel it is our job to support our sales effort.  The reasons we hear from our sales team comes from the heart and not from the head.  They have anecdotal what if stories, we provide them with real data and metrics.  They are coming along but the whole thing is a process with continual improvement from sales.”

“Our pushback was 100 to 1 from the internal folks…  The only times we have ever heard any issues from real customers was well into the system when managers became too aggressive in order to meet departmental goals.”

Click here to read the full article

SPA Events

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.