Strategic Pricing Overview

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

Posted on

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

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

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

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

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

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

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

WHAT YOU WILL LEARN

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

Click here to register

 

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

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

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

 

Follow SPA

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

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

Webinar: Pricing Effectiveness – You Get What You Can Negotiate | 12-Jan

Posted on

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

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

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

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

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.

Webinar: SPASigma Personality Quotient Training | 11-Jan

Posted on

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.

 

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.

Webcast: Improving Margins Through a More Strategic Approach to Pricing

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Register soon to attend our June 1, 2016 webcast at 2:00 pm Eastern where you will learn how to leverage science-based strategic pricing tools to improve margins through a more strategic approach to pricing.

Program Description

Learn why hundreds of manufacturers and distributors have implemented a solution that enhances profitability, develops pricing discipline, and removes emotion from the pricing function.

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.

The following is just one of many testimonials about the impact of implementing strategic pricing.

“We dabbled in strategic pricing on our own but never got the results that we needed until we hooked up with SPA. The greatest benefit we have seen is the margin enhancements. The process has been great with SPA! There is not a single investment that you can make at your company that will get you the kind of returns that we have achieved by working with SPA.”

       – Industrial Distributor

Click here to read SPA Client Testimonials

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

Other SPA Events

battle-for-margin-las-vegas

Battle for Margin > SPASIGMA Negotiation Workshop & Pricing Strategy Seminar

Date: June 9-10, 2016

Location: Mandalay Bay Hotel in Las Vegas, Nevada

Click here for other SPA event dates and times.

 

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.

Battle for Margin > SPASIGMA Negotiation Workshop & Pricing Strategy Seminar in Las Vegas June 9-10

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Join us in Las Vegas June 9-10 at the Mandalay Bay hotel for our next Battle for Margin event. It is always a great way to keep current on the latest in Strategic Pricing tactics, technology, and negotiation training as well as other related topics that will allow your company to stay competitive, improve financial performance, and drive shareholder value.  

battle-for-margin-las-vegas

Attend our complimentary “Battle for Margin” two day event in Las Vegas, NV to learn how to increase your competitive advantage and improve performance. You will take back valuable information on how the SPA Solution portfolio can help grow your business and improve your bottom line.

Thursday, June 9, 2016 – One Day SPASIGMA Seminar

Everyday, your organization faces tough negotiation challenges. Outside sales, inside sales, product managers, buyers, application engineers – throughout the organization, your profits are determined by the negotiating skills of your employees.

SPASIGMA is a new program to 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.

Presentation Topics

  • Introduction and Overview of Program, Main Themes, and Format
  • Limo Negotiation Case (One-on-One Negotiation)
  • Tactics to Uncover Pressure
  • Buyer Tactics and Countermeasures
  • Concessions Making Strategy (Comic Video and Examples)
  • Surf Case (One-on-One Negotiation)
  • Fuzzy Money (Video Skit and Discussion)
  • Aristotle’s 3 Pillars of Persuasion (Video Sketch)
  • Satisfaction (Video and Excercise)
  • Stud Case (Team Negotiation)

Watch the SPASIGMA trailer to get a quick, hard-hitting introduction to todays challenges, and the opportunity for Outside and Inside Sales organizations.

Friday, June 10, 2016 – Pricing Strategy Seminar

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.

Equal parts strategy and practical tactics, the seminar will address key topics that are focused on protecting and improving manufacturers and distributors’ margins.

This event brings together an outstanding group of industry experts to offer strategies on driving shareholder value.

SPA’s David Bauders, President & CEO; Dolores Bauders, COO; Tony Perzow, VP Pricing Training; and Greg Preuer, VP of Strategic Accounts as well as Jason Kliewer, Director, Robert W. Baird & Co; Jim Miller, Managing Partner, Supply Chain Equity; and Paul Tieger, Senior Advisor, SPA ESPWizard will lead presentations and a panel of experts will share industry leading practices.

Presentation Topics

  • Maximizing Profits: The SPA Solutions Portfolio
    David Bauders and Dolores Bauders of SPA will present the integrated, actionable program that drives sustainable improvements in pricing effectiveness.
  • Moderated Panel on Capital Markets
    How do best-in-class companies find ways to improve shareholder value in tough times? How do you maximize your company’s valuation? What are the pivot points of acquisition success? Our expert panel discusses the best capital markets opportunities now.
  • Tools in Practice Case Study: Buyer-Seller Negotiations
    A 30-minute negotiation using interactive role play.
  • Tools in Practice
    Teams work with case studies and utilize SPA tools to achieve better deals.
  • Putting it all Together
    Negotiation Case Study Using SPA Tools
  • Moderated Best Practices Panel Discussion: Change Management and Sales Culture: Execution on the Drivers That Matter
    Greg Preuer and principals of leading manufacturing and distribution companies
  • Speed Reading People: Insights to Improve Negotiation Effectiveness – Deploying Personality Type Theory to Accelerate Effectiveness
    Wouldn’t it be great to have x-ray vision into other people’s personalities – to know what they are thinking, what they care deeply about, their likes and dislikes? With x-ray vision you’d know how to best approach people, how to pique their interest in your ideas, how to negotiate a mutually beneficial deal, resolve conflicts, or simply help others feel more at ease relating to you.
  • Capitalizing on Lessons Learned – Sharpening and Accelerating Pricing Tools and Negotiation Skills
    David Bauders and Tony Perzow will discuss how you can increase your organization’s ability to deploy and communicate superior customer value, negotiate your fair share, and therefore increase shareholder value? How do you sharpen your company’s pricing leverage? How do you quantify and communicate customer value? What is the role of tools and training? David Bauders and Tony Perzow present a case study on the development, validation, and execution of profit maximization initiatives.
  • Call to Action – Tools and Training for Negotiation & Pricing Mastery
    Best-in-Class companies will define and execute the programs that maximize enterprise value. These companies will strategically combine analytical tools, behavioral and change management excellence, sharpened negotiation skills, and information excellence to dramatically increase enterprise value. David discusses the integrated approach to winning.

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. For questions about this seminar, hotel reservations or for additional information, please contact us at: info@strategicpricing.com or 216-455-1544.

Client Testimonials

Here what our clients have to say about the power of strategic pricing tools from SPA. Conference attendees will have the chance to hear real ROI stories from real clients.

“Strategic Pricing is the single bottom-line program…in my 35-year career! It allows us an opportunity to reinvest in the growth of our business.”

“Strategic Pricing is now a way of life at our company. We have embraced SPA’s principles and strategies and the financial impact will be everlasting.”

“A big benefit we have received from Strategic Pricing is having a strategy for our pricing. It was difficult to say exactly how we decided on pricing for our customers before Strategic Pricing. Today we are three margin points ahead of last year.”

“Strategic Pricing is having a very positive impact on our bottom line. Not only is it helping us increase our margins, but is has pushed us to look at other areas and operations within our business that are also impacting our bottom line.”

 

Other SPA Events

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

Sign in or click here to register on our website to view our library of past webinars which covers a variety of strategic pricing topics.

 

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.