Latest Event Updates

SPA Pricing Strategy Seminar at the Mandalay Bay in Las Vegas, NV

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The seminar addresses key topics that are particularly relevant in a recovering economy. This year’s conference brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

Program Description

Join us 30Apr – 1May at the Mandalay Bay in Las Vegas, NV for our next SPA Pricing Strategy Seminar. 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.

Session Dates and Times

  • April 30, 2014 | Strategic Pricing Training Workshop – 2:00-5:00 pm
  • April 30, 2014 | Seminar Reception and Dinner – 5:00 pm
  • May 1, 2014 | Strategic Pricing Seminar Presentations – 8:00 am to 4:00 pm

Executive/Pricing Leader Training in Strategic Pricing Workshop Description

David S. Bauders, President, SPA, will conduct a training workshop covering the pricing leader’s mastery of essential analytical, process, metrics, and cultural issues surrounding Strategic Pricing. Every pricing leader needs to master a core set of disciplines and capabilities to maximize price improvement and sustainability. This workshop will evaluate each company’s level of pricing mastery, identify gaps, and provide valuable strategies for maximizing execution.

SPA will discuss the change-management, organizational, cultural, and process dimensions that usually mean the difference between good and great performers in the SPA program. A panel of experienced owners and pricing leaders will discuss their lessons learned along this journey.

Best Practices Panel Discussion Topics | David S. Bauders, President, SPA and Executives of Several SPA Clients

  • Documenting and Measuring Your Pricing Process
  • The Cultural Dimension:  Selling on Value, Not Price
  • The People Dimension:  Staffing for Success
  • Overcoming Organizational Obstacles: Culture, Metrics, Incentives
  • The Pricing Methods Mix and The Metrics that Matter

Seminar Presentation Topics and Speakers

  • Driving Change that Matters in a Recovery Economy | David Bauders, President, SPA
  • Market Trends in the Current Economic Environment | Tom Gale, Publisher, Modern Distribution Management
  • Maximizing Enterprise Value: Capital Markets Panel | Jim Hill, Managing Director, Benesch; Roy Burns, Director, TA Associates; Brian McDermott, Managing Director, Raymond James; Devraj Roy, Principal, Irving Place Partners; and distribution principals
  • Strategic Pricing in a Rebound Economy | David Bauders, President, SPA; and distribution principals
  • The SPA Pricing Cube Reporting Tool | Dolores Bauders, Chief Operating Officer, SPA
  • Change Management and Sales Culture:  Execution on the Drivers that Matter | David Bauders, President, SPA and Frank Hurtte, Founding Partner, River Heights Consulting and Distribution Principals
  • Sharpening Your Value Proposition | Jonathan Bein, Managing Partner, Real Results Marketing
  • Seminar Summary:  Execution Excellence in a Rebound Economy | David Bauders, President, SPA

Event Location

Mandalay Bay, Las Vegas, NV
3950 Las Vegas Blvd South
Las Vegas, NV 89119
Tel:  (877) 632-7800

Registration

To register for this free event, please contact Sheri Morford at Sheri.Morford@strategicpricing.com or call (216)470-9748.

Agenda

Click here to read a pdf of the complete seminar and workshop agenda.

Other SPA Events

Can’t make it to Las Vegas this year, no problem, you can 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.

SPA Client – New South Construction Supply – is Featured in Contractor Supply Magazine Cover Story

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The following is excerpted from the cover story article of the current issue of Contractor Supply Magazine which is titled “At New South Construction Supply, only the best is good enough” and was authored by Tom Hammel.

The piece highlights New South’s implementation of state-of-the-art business intelligence tools to improve margin performance. Jimmy Sobeck, their VP, Finance and Administration discusses the benefits they have received since embracing strategic pricing technology through implementing the SPA add-on to Epicor’s Prophet 21 software.

Contractor Supply Magazine, February/March 2014: New South Construction Supply
L-R, David Hodgin, Dexter Goodwin, Jim Sobeck and Jimmy Sobeck drive New South Construction Supply with Fortune 500 best practices and state-of-the-art business intelligence tools.

Business Intelligence

“I had studied computer science at Georgia Tech and got my degree in business finance,” Jim’s son, Jimmy, says. “New South was looking at putting in Epicor Prophet 21 and I had some experience with ERP, databases, programming and business so I came in and got involved with that implementation. I’ve been here since 2006 when we went live with the system.”

Today, Jimmy is New South’s vice president of finance and administration, but he still loves computers.

“I really enjoy providing information and giving our people the tools they need to make decisions,” Jimmy adds. “If we think we need to add more people or a new truck to a branch, we may do an analysis of how many transactions they run through the day or how many customer pick-ups versus deliveries they make per day or month versus the other branches. I can go into the database and create custom queries at will and provide information that the system might not have as a canned report. For just about any question that comes up, I can have hard data within 20 minutes.”

Jimmy also took the lead in New South’s implementation of strategic pricing.  

“We use Strategic Pricing Associates (SPA), which offers an add-on to Epicor’s Prophet 21,” Jimmy explains. “SPA analyses the vendors and types of products you sell to try to identify your core and non-core products. The idea is that you should be able to get a higher margin for your non-core items.”

That product data is put into a matrix that plots a distributor’s customers by market segment, for example, resellers, the government or regular contractors; and by size — small, medium, large or huge. Combined, these three factors create a “cube” of possible pricing combinations.

“They take all that information and build a complex pricing library for you that integrates with Prophet 21. It gives you a custom price for every customer and every item — based on your own historical data.”

“Why give a tiny customer the same price for a particular item that you do to somebody who buys 20 times more? SPA enables you to tighten up these variances and increase your margins. In the products we have added so far to the program, we have seen about a 2.5 percent margin increase year-over-year in our first year with SPA.”

Click here for the full article

Related Resources:

Click here for other SPA clients testimonials

Click here to learn about the Epicor-SPA Program

Click here to register for our March 26 Strategic Pricing Webcast for Plumbing, HVAC and PVF Distributors

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.

Join us March 12th for our Strategic Pricing Overview and Client Interview Webcast

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During this 60-minute webcast, you will not only learn about the Strategic Pricing approach to increasing margins but you will also listen to an SPA client share their experiences and advice. There is no cost to attend, but you will gain a wealth of practical knowledge!

Program Description

Join us Wednesday, March 12, 2014 at 2:00pm EST as we discuss the Strategic Pricing margin improvement opportunity and the strategy that can lead to pricing excellence. A SPA client will participate in this webinar to share their experience and results.

Attendees of the webcast will learn:

  • Winning approaches to selling on value, not price
  • The margin improvement opportunity
  • The challenges to improving pricing performance
  • Metrics for sales force accountability
  • Lessons learned by an SPA client

This webcast draws on SPA’s experience working with hundreds companies to drive pricing gains of 2-4 margin points on affected revenue with minimal customer pushback.

Click here to Register

Click here for other upcoming SPA webcasts

SPA Launches the “Strategic Pricing Pays” Blog

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We are happy to announce the launch of our “Strategic Pricing Pays” blog. We will use this blog to share:

  • Strategic Pricing and Pricing Analytics best-practices,
  • Information about upcoming SPA Seminars and Webcasts,
  • SPA corporate announcements, press mentions, and
  • Featured case studies and presentations.

We are proud to have been serving a diverse set of clients for 20+ years and look forward to sharing our insights with our readers.

We encourage comments and welcome you to contact us with suggestions for Strategic Pricing and Pricing Analytics related topics you would like to see discussed on this blog.

Use the subscription form in the right sidebar to have the latest blog posts sent to your email. You can also register to receive our newsletters here.

David Bauders,

Founder and President, Strategic Pricing Associates, Inc.

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.