Pricing Analytics

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.

Industry Leaders SPA and Tour de Force Announce Partnership

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Strategic Pricing Associates and Tour de Force to deliver a joint solution.

Strategic Pricing Associates (SPA) Inc. and Tour de Force Inc., two market-leading, respected providers of technology and training solutions to the distribution and manufacturing industries, have announced a Partnership to deliver an integrated pricing/quoting solution based on their respective platforms.

Tour de Force, a leading provider of customer relationship management (CRM) and business intelligence (BI) software and SPA, a leading provider of pricing analytics, negotiation training and LMS to complex companies of all types have announced their intent to jointly develop and deliver a new solution offering called Tour de Force Quote to Order (QTO) Optimization powered by SPA Pricing Analytics.

“By integrating what we have developed with our Tour de Force QTO functionality and what SPA has built with their pricing analytics, the integrated solution will create tremendous shareholder value by improving our mutual clients’ work flow efficiencies and profitability by streamlining quoting, providing SPA optimized pricing recommendations and conversion to order process”, said Matt Hartman founder and CEO of Tour de Force.

Founder, President and CEO of Strategic Pricing Associates, Inc. David Bauders added, “We are extremely excited about this offering. The ability to bring pricing analytics directly into our clients’ workflow process will enable sales reps to deliver profit gains of 2-4 percent of affected sales, or $1-2 million per $50 million of affected revenue. These tools also integrate nicely with SPASIGMA’s negotiation training and other LMS offerings.”

Tour de Force and SPA Inc. will be combining the core strengths of their respected platforms to create this new offering. Through the integration to an ERP system, Tour de Force and SPA will be able to analyze and provide a SPA Pricing Cube™ pro forma that will offer customers the ability to see where they can improve profitability in their specific market. In addition to the SPA Pricing Cube™, Tour de Force and SPA will provide a QTO – SPA integration utilizing the Tour de Force Quote Manager. The SPA Pricing Bands™ from SPA will be accessible from the Tour de Force Quote Manager, allowing customers access to real-time pricing based on the SPA pricing capabilities.

The timeline for this offering is expected to hit the market in Q2 2017 and will be showcased in a joint product release by both companies.

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About Tour de Force Inc.

Tour de Force, Inc. develops, sells, implements, and supports enterprise software solutions with a focus on customer relationship management (CRM) and business intelligence (BI). Tour de Force was developed for the distribution and manufacturing industries and is currently being used in a variety of B2B industries, while distributors and manufacturers continue to make up 90% of the current user base. To learn more about Tour de Force, including our cloud and on-premise solutions, visit http://www.TourdeForceInc.com.

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About Strategic Pricing Associates Inc. (SPA)

SPA is the leading provider of pricing analytics, negotiation training, and LMS systems to complex companies of all types in manufacturing, distribution, equipment, services, software and technology products. Since 1993, SPA Inc. has built a strong platform of proprietary analytics to quickly and efficiently help companies convert their own invoice data into pricing architectures that maximize their pricing performance and competitive position. To learn more about SPA Inc., visit http://www.strategicpricing.com. To learn more about SPASIGMA, SPA’s training business, visit http://www.spasigma.com.

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Contact:

Ken Ledyard
Director of Marketing
Tour de Force, Inc.
419-425-4800 ext. 2017
Ken.Ledyard@tourdeforceinc.com

Learn How 100s of Manufacturers and Distributors Have Used the SPA Strategic Pricing Process and Technology to Improve Margins 2-4%

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Reducing your operating expenses, increasing your sales volume, and reducing your cost of goods sold all deliver bottom line profit. But no element of your business mix can deliver more impact to your bottom line than achieving strategic pricing excellence.

We work with your team to think strategically about pricing; segment your markets; analyze your invoice data; and rebuild your pricing structures to maximize your profitability. We help you build the guidelines and process metrics to ensure effective execution. We help you train your sales force in the practical and cultural dimensions of this process.

SPA provides recommended pricing architectures and related process training to complex companies. SPA helps clients to quickly and efficiently build a more profitable pricing architecture in their enterprise system, without complex and costly integration efforts. The benefits are staggering; and they are typically accomplished in less than 90 days.

We work with our clients to segment their customer base and product/service sets. They give us a slice of invoice data that describes their actual pricing performance—who paid how much for which product/service and how many they bought—and we apply our proprietary analytical models to these data to recommend what their pricing architecture should look like. We profile the relative sensitivity of customers and products, to recommend pricing structures that focus discounting where it pays off in the market; and extract price premiums where there is less sensitivity.

Watch our informative videos about the SPA difference. You will learn the keys to achieving strategic pricing excellence and hear about the work we have done to improve margins by 2-4% for some of the biggest names in manufacturing and distribution.

Our clients comprise the largest Fortune 500 industrial companies, such as ExxonMobil, GE, Parker Hannifin, Rockwell, Mitsubishi/Caterpillar, Pella and American Standard. We also serve mid-size manufacturers.

We serve the world’s largest distributors, such as Grainger, Wesco, Industrial Distribution Group, and ThermoFisher Scientific; Caterpillar dealers; as well as hundreds of mid-size and small distributors and equipment dealers. Our distribution client base spans all major segments: industrial, electrical, building products, medical, fasteners, paper & packaging, plumbing/HVAC, chemicals, food.

Our team would be honored to help you on your journey to achieving strategic pricing excellence as well.

 

Learn More

Click here for more information about capturing pricing opportunities and improving your bottom line using our proven processes and tools.

Click here for a quick questionnaire to determine the impact Strategic Pricing can have on your company’s bottom line.

 

SPA Events

Click here to learn about our complimentary Strategic Pricing Seminar in Las Vegas, NV on October 16 where you will hear from our clients about their fast payback and significant ROI.

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 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 Pricing Cube™ – The Architecture of Optimized Pricing

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The SPA Pricing Cube™ combines your understanding of markets with SPA’s powerful analytics, to identify the optimal pricing architecture for your business, focusing discounts on the most price-sensitive products and customers, where it will have the biggest payoff in competitive positioning; and extracting small premiums on less-sensitive products and customers.

The SPA Pricing Cube™ takes the guesswork out of optimized pricing in complex environments, allowing your sales force to focus on serving the customer and driving value. Our process provides for flexibility and discipline in pricing, to create a balance that works in your business.

Many complex companies have missed fundamental opportunities to manage pricing in two key dimensions.  Often many customers are getting lower prices than they should and low-sensitivity products are not generating price premiums. The combination is typically worth 2 to 4 margin points.

The following describes what the SPA Pricing Cube™ can do for your company.

  • Provides a foundation for setting pricing standards in complex environments
  • Strategic Pricing Standards are structured around market segments, customer sizes, and product/service sensitivity
  • Provides a foundation for organizing transaction data for purposes of comparative indexing analysis
  • Analyzes client invoice data looking at customer’s product baskets, order patterns by product, and relative spend by product
  • Analyzes key predictors of price sensitivity including order frequencies, volumes, and repeatability
  • Assigns every customer to a market segment and customer size and/or sensitivity level; every product/service is assigned to a product/service family
  • Profiles every product/service for price sensitivity, at the segment level or at the customer-specific basket level
  • Analyzes distribution of many properties by customer and across groups of customers
  • Result: recommended price premium map to SKUs and vendors by individual customer or customer group

The SPA Pricing Cube™, our proven pricing analytics tool, is available in Silver, Gold, and Platinum levels to provide the right tool to match a company’s current pricing process sophistication and desired impact; we recommend starting with Silver. The following describes the difference in the various levels.

Silver

  • Architecture: Basic
  • Data Services: Basic Sensitivity Ratings
  • Pricing Structure: Basic Type-Size Values; and Constant Slopes and Premiums
  • Impact: Good – Estimated 1.0x (2% Gain)

Gold

  • Architecture: Intermediate
  • Data Services: Dynamic Sensitivity Ratings (more C/D revenue)
  • Pricing Structure: Differential Type-Size Values; and Dynamic Slopes and Premiums
  • Impact: Better – Estimated 1.5x (3% Gain)

Platinum

  • Architecture: Advanced
  • Data Services: Dynamic Sensitivity Ratings, Type- and Customer-Specific
  • Pricing Structure: Dynamic Type-Size Values and Dynamic Slopes and Premiums; Customer-Specific Sensitivity, Behavioral Scoring and Cost-to-Serve
  • Impact: Highest – Estimated 2.0x (4% Gain)

Click here for more information about capturing pricing opportunities and improving your bottom line using our proven processes and tools.

Click here for a quick questionnaire to determine the impact Strategic Pricing can have on your company’s bottom line.

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 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.