Seminar

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

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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.

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

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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.

 

8 Critical Negotiation Insights You’ll Get at Battle for Margin

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You owe it to yourself and your team to attend a SPASIGMA Battle for Margin negotiation intensive training seminar. These are two-day deep-dives into proven deal-winning strategies you’ll find nowhere else.

The following are just a few of the critical negotiation insights that are shared at Battle for Margin:

  1. Surprising negotiation planning strategies that sharpen the competitive edge
  2. When and how to clarify the financial impact of not moving forward
  3. Tactics to avoid and embrace by situation and personality type

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

 

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.

 

Webinar: SPASigma Personality Quotient Training | 11-Jan

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Imagine you have to build relationships with two personalities as different as Donald Trump and Hillary Clinton. A single strategy probably wouldn’t work equally well with each of them, would it?

When: Wednesday, January 11, 2017 @ 2:00 PM Eastern

What if you could learn a practical set of skills to help you quickly and efficiently differentiate your strategy to the personality of the individual? You would build stronger relationships, faster and more efficiently, than if you applied a one-size-fits-all approach. You would increase your RQ!

With proper PQ training, within a couple of minutes of meeting an individual, you can identify which of four temperaments they relate to, and adjust your relationship-building, selling, negotiating, and other strategies to efficiently accomplish your objectives. You can boost your RQ!

Check out these two short videos for a glimpse of the tools the webcast will provide:

Donald Trump Video:

Hillary Clinton Video:

We can’t wait to show you how to master these skills! See you at the webinar!

Click here to register

Why Negotiation Training

What does success mean to you? Higher margins and profits? Higher customer satisfaction? Stronger business relationships? More money? A successful career? Whatever your version of success, negotiation is a critical key to achieve it. We believe negotiation is like a sport. It requires deep knowledge of the subject, specific skills, training, coaching, equipment and continuous practice. SPASIGMA offers the systematic, holistic, long-term approach that professional business people need in order to achieve true mastery of this critical skill-set.

Optimal success requires negotiation training. 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.

Click here for the SPASigma Negotiation Resource Center

SPASIGMA addresses one more important point in their training offering. “Salespeople go to great training, get enthused and return back to 150 other things we ask them to do,” Smith says. “If they don’t immediately start using the skills covered in the course, a couple weeks later most of the valuable tools are forgotten or at least not top of mind.”

Find out: How a One Day Seminar Leads to Negotiation Mastery

To ensure distributors realize a long-term ROI from their negotiation training investment, SPASIGMA offers a series of interactive online exercises which extend for months following the training, thus addressing this important component of adult learning.

Would you like your distributorship to realize the same benefits as the team at Granite City Electric Supply?

Check out our on-demand webinar to learn more: Introduction to Negotiation Mastery

 

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

spasigma-blog-footer-800-by-300-pixels

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 in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

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.

How Negotiation Training Makes a Difference for Distributors

Posted on Updated on

If you were to assume that knowledge-based distributor salespeople live on the front lines of negotiation training you would be wrong. In the unlikely event they have been exposed to formalized training on the subject, many have been turned off by the “one time” event nature of the training. Those who took part in the training years ago admit they have forgotten the skills they were taught.

electrical-tools-for-electricians-1000x400

Negotiation training that emphasizes relationships

The difference between the “one time” event and the realities of distribution selling was summed up best by Greg Smith, Executive VP of New England based Granite City Electric Supply. “Our selling is based on building an ongoing customer relationship. These extend for decades and embody mutual trust, respect and partnership. The negotiation tactics, which typically make up the bulk of most such training, are just not appropriate when we plan to see the guy again next week.”

There is a difference, and upon learning of Granite City Electric’s decision to employ SPASIGMA’s training program for their sales team, we decided to solicit Mr. Smith’s thoughts on the drivers of this decision.

Survey Results: Shortcomings of Wholesale Distributor Negotiation Training

Teaching sellers to act like owners

“We allow our sales people a lot of leeway with their customers. Granite City Electric offers a vast number of extra services, things like an emergency hotline, our Night Train Delivery Service, job trailers, rapid wire spools and a whole bunch more,” says Smith. “Service doesn’t just happen, it costs money. After previewing the SPASIGMA training, we realized it transcends anything else on the market. Instead of just a bunch of tactics, it encourages a solid understanding of the impact of everything associated with our kind of selling. It encourages sellers to think more like business people, recognizing the overall impact of their actions on profitability. They’re encouraged to find the ideal mix of customer value and return on investment for our organization.”

During each and every customer interaction, sales people are put into a give and take interaction with long-term customers, and must quickly determine the cost of any concessions. In an industry where the bottom line margins hover between two and three percent, a few price concessions and extras can take a sizable bite out of profitability.

Further complicating the situation, distributor salespeople are mostly unaware of the costs of non-product offerings both intangible and otherwise. Granite City Electric believes the training (in Smith’s words) “gets people to understand the whole situation and make better decisions.”

Getting to the heart of what matters

Looking into the nuts and bolts of the training, SPASIGMA instructs on strategies to determine the customer’s pressure points. For example, it’s not uncommon for salespeople to offer up services which are costly to their employer, but not all that important to the customer. For instance, a salesperson receiving an order gives the customer expedited (and more costly) delivery even though delivery really wasn’t of high importance to customer. The truck makes a special trip rather than including the products in the regular delivery schedule. Operating costs skyrocket, profits drop and all the while, the customer didn’t even care. Unfortunately, this is an everyday occurrence in wholesale distribution.

Negotiation training that sticks

SPASIGMA addresses one more important point in their training offering. “Salespeople go to great training, get enthused and return back to 150 other things we ask them to do,” Smith says. “If they don’t immediately start using the skills covered in the course, a couple weeks later most of the valuable tools are forgotten or at least not top of mind.”

Find out: How a One Day Seminar Leads to Negotiation Mastery

To ensure distributors realize a long-term ROI from their negotiation training investment, SPASIGMA offers a series of interactive online exercises which extend for months following the training, thus addressing this important component of adult learning.

Would you like your distributorship to realize the same benefits as the team at Granite City Electric Supply?

Check out our on-demand webinar to learn more: Introduction to Negotiation Mastery

 

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

spasigma-blog-footer-800-by-300-pixels

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 in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

Other SPA Events

Join us for one of the following upcoming webinars:

SPASigma Personality Quotient Training

Wednesday, January 11, 2017 @ 2:00 PM Eastern

Imagine you have to build relationships with two personalities as different as Donald Trump and Hillary Clinton. A single strategy probably wouldn’t work equally well with each of them, would it? What if you could learn a practical set of skills to help you quickly and efficiently differentiate your strategy to the personality of the individual? You would build stronger relationships, faster and more efficiently, than if you applied a one-size-fits-all approach. You would increase your RQ!

With proper PQ training, within a couple of minutes of meeting an individual, you can identify which of four temperaments they relate to, and adjust your relationship-building, selling, negotiating, and other strategies to efficiently accomplish your objectives. You can boost your RQ!

Check out these two short videos for a glimpse of the tools the webcast will provide:

Donald Trump Video:

Hillary Clinton Video:

We can’t wait to show you how to master these skills! See you at the webinar!

Click here to register

 

Pricing Effectiveness – You Get What You Can Negotiate

Thursday, January 12, 2017 @ 2:00 PM Eastern

What would happen if every deal that came across your desk suddenly had a one percent higher margin?

What if, in a few months you were seeing 3-5 percent higher margins on most of your deals?

These aren’t pie-in-the-sky questions – this is reality for SPASIGMA clients.

You and your team can become master negotiators. That sounds far-fetched, I know, which is why we’re offering this overview of how we make it happen.

It’s simple: just register for the SPASigma webinar on a new approach to negotiation training.

Click here to register

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.

 

Wholesale Distributors: Do You Suffer from These Sales Training Shortcomings?

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Acquisitions, new transactional channels and shrinking margins are the new normal for wholesale distributors. In this era of changing customer needs, are you providing your sales team with the training they need to thrive?

That’s what Real Results Marketing aimed to find out in its recent survey of wholesale distributors.

We reviewed the results and found three prevalent opportunities for wholesale distributors to improve their training methods. If any of these shortcomings sound familiar, don’t worry, you will also discover insights that can help you address the holes in your company’s current training system.

[Related] Why Negotiation Training Makes a Difference to Distributors

Shortcoming #1: You over-rely on “on-the-job” training

More than four out of five survey respondents cited on-the-job training as the “preferred method” of sales training. Just behind it was side-by-side training at 74 percent.

Can on-the-job training work? Sure, it can be very effective. But in most cases, the training is either demonstrated or verbalized with limited documentation or follow-up.

It’s hard to tell if this style of training actually works because the effectiveness of most internal training isn’t tracked. There’s no formal structure, which typically means no benchmarks with which to compare performance. Rather than following a set program, you rely on a veteran member of your sales team to serve as an example, meaning success is highly reliant on the individual trainer. One trainee’s experience can be excellent. Another’s experience can be horrific.

Because veteran trainers typically have no vested interest in the trainee’s success, trainees are often left to sink or swim. Trial and error learning can lead to lower morale and higher turnover, which can lower customer satisfaction.

[Related] The Difference Between a Trained and Untrained Negotiator

Shortcoming #2: You prioritize product knowledge over profitability

When asked about the type of training provided for customer-facing employees, most distributors said product training was offered most frequently, followed by general sales training, then followed by another type of product training: vendor product training.

There’s no question that product-centric training is valuable, especially for newer employees. The problem is when training begins and ends with product knowledge and internal systems. In The Conference Board’s “2016 CEO Challenge,” leadership development was a recurring “top concern” among distributors, yet this concern is not reflected in the actual training distributors offer.

Another type of training that allows customer-facing employees to evolve into leadership roles (and has the most direct effect on a distributor’s profitability), negotiation training, is also offered much less frequently than product and systems-centric training.

By empowering employees to play a strategic role in customer satisfaction and profitability, they can grow customer relationships and loyalty while also serving their desire to grow with the company.

Shortcoming #3: There’s no system in place to ensure sales training “sticks”

Real Results Marketing’s survey revealed that while 75 percent of distributors would like to see training delivered via a learning management system (LMS), only 22 percent of respondents are actually using an LMS. The minutes per month spent on online learning (below) also reflects the lack of a formal training process.

The problem with most training is that it’s delivered as a one-time event via PowerPoints, webcasts or videos. When the training ends, the training materials are filed away, never to see the light of day again. The knowledge within the training material gets filed away as well, limiting the distributor’s ROI.

Lack of accountability can also negatively affect training ROI. When given a choice between training and selling, salespeople most often opt to perform their normal, day-to-day duties.

So, what is the best way forward for sales leaders at wholesale distributors? As one distribution executive noted, “We need to do less training and find ways to retain the training we are delivering in a more effective way.”

To thrive, modern distributors must build an effective, repeatable training path that returns real, provable value to both salespeople and the company. Training effectiveness should be tracked so that sales leaders and executives can be certain that mission-critical knowledge is retained.

[Related] Learn 10 Negotiation Tactics Buyers and Sellers Use to Gain Leverage

See how your buyers and sellers can learn and retain strategic negotiation skills that significantly boost long-term profitability. It’s easy.

[Watch] 30-minute, on-demand webinar Introduction to Negotiation Mastery

 

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

spasigma-blog-footer-800-by-300-pixels

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 in Miami at February 9-10 at the Grand Beach Hotel Surfside.

Get negotiation intelligence you’ll find nowhere else:

Revolutionize how you and your team view negotiation. Give your organization the tools and knowledge to drive more profit than ever before with compelling and eye-opening case studies, critiques, and group exercises. Instill knowledge fast. The day will fly by because our seminars are purposefully entertaining and educational; people learn more when they’re having fun.

Attendee Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPASigma Negotiation Training Seminars.

“SPASIGMA breaks the standard mold of slow pace seminars. It’s engaging, fun, and interactive in a setting that feels warm and comfortable.”

     — Mitch Koepp, Marketing Manager, All World Machinery

 

Other SPA Events

Join us for one of the following upcoming webinars:

SPASigma Personality Quotient Training

Wednesday, January 11, 2017 @ 2:00 PM Eastern

Imagine you have to build relationships with two personalities as different as Donald Trump and Hillary Clinton. A single strategy probably wouldn’t work equally well with each of them, would it? What if you could learn a practical set of skills to help you quickly and efficiently differentiate your strategy to the personality of the individual? You would build stronger relationships, faster and more efficiently, than if you applied a one-size-fits-all approach. You would increase your RQ!

With proper PQ training, within a couple of minutes of meeting an individual, you can identify which of four temperaments they relate to, and adjust your relationship-building, selling, negotiating, and other strategies to efficiently accomplish your objectives. You can boost your RQ!

Check out these two short videos for a glimpse of the tools the webcast will provide:

Donald Trump Video:

Hillary Clinton Video:

We can’t wait to show you how to master these skills! See you at the webinar!

Click here to register

 

Pricing Effectiveness – You Get What You Can Negotiate

Thursday, January 12, 2017 @ 2:00 PM Eastern

What would happen if every deal that came across your desk suddenly had a one percent higher margin?

What if, in a few months you were seeing 3-5 percent higher margins on most of your deals?

These aren’t pie-in-the-sky questions – this is reality for SPASIGMA clients.

You and your team can become master negotiators. That sounds far-fetched, I know, which is why we’re offering this overview of how we make it happen.

It’s simple: just register for the SPASigma webinar on a new approach to negotiation training.

Click here to register

 

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.

Strategic Pricing Events Digest | September 2016

Posted on

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

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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.