Webcast

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

webinar-series-image

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

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

Topics Covered:

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

Click here to register

 

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

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

Topics Covered:

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

Click here to register

 

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

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

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

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

Click here to register

 

SPA Pricing Cube: Increasing Margins by Upgrading to Gold

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

Topics Covered:

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

Click here to register

 

SPASigma: Negotiation Training Seminars and Learning Management System

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

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

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

Learning Management System

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

Click here to register

 

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

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

Attendees will learn how to address the following all too common issues and opportunities for increasing profitability:

  • Customer relationships focused on product/service value, not price
  • Identifying and capturing available margin premiums
  • Identifying price-sensitive products and services
  • Improving sales reps’ confidence in prices
  • Stopping undisciplined discounting
  • Tracking metrics for sales force accountability
  • Improving pricing consistency and fairness

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

Click here to register

 

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

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

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

Learn how your sales team can:

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

Click here to register

 

Implementing Strategic Pricing for Non Stock and Rockwell Business

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

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

Non Stock Pricing Challenges

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

Rockwell Automation Pricing Challenges

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

Click here to register

 

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

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

Topics Covered:

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

Click here to register

 

SPA Vendor Management Tool: Identify Cost Savings Opportunities

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

Topics Covered:

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

Click here to register

 

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

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

This webinar will provide an overview of SPA’s Six Sigma Strategic Pricing Course. Six Sigma Master Blackbelt Greg Preuer, of SPA has created the first course designed to apply time tested Six Sigma methodology to pricing. Those who study with Greg will learn not only how to drive the pricing process but how to sustain the gains and automate the process. They will become Six Sigma experts (Blackbelt) in business process with a focus placed squarely on price management.

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

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

Click here to register

 

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

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

Topics Covered:

e-Commerce Offensive Pricing Strategy

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

e-Commerce Defensive Pricing Strategy

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

Click here to register

 

Follow SPA

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

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

SPA Pricing Analytics & Decision Making Tools Webinar Series | August 2016

Posted on

Now it is easier than ever to make time to learn about the latest strategic pricing and negotiation tools and techniques. If the dates don’t work for you or you have to miss a session – reach out to us for access to a recording of the webinar.

Webinar Series Overview

We’re excited to announce the August dates for our series of new webinar sessions that we will be conducting on a monthly recurring basis.

Our pricing education, analytics, and decision making focused webinars will be both educational and practical, informing you about what we do, and how our products and services will significantly improve your financial performance.

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

“SPA has taught us a lot about using our data to make better decisions. Our pricing decisions are based on facts, which make our decisions much more powerful. The improvements our company has seen are bottom line improvements. We make more money today than we did before. We have done better every year. We have done marvelous things to the bottom line… We have found that the bottom half of your business can have a significant impact on your bottom line. It’s been a wonderful relationship! They are quick to respond and it’s been wonderful. If anyone would like to make more money they should sign up now.”

– Automotive Distributor

Click here to read SPA Client Testimonials

August Pricing Analytics and Decision Making Tools Webinar Series Schedule

These webcasts draw 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.

Register for some of this month’s webinars for an inside look at how the SPA team can help your company make smarter, better-informed pricing decisions across your entire business.

 

Pricing Analytics Tools

 

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

Friday, August 12 at 2:00 PM Eastern | Thursday, August 25 at 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.

Register for August 12 here: https://attendee.gotowebinar.com/register/2343360921009427715

Register for August 25 here: https://attendee.gotowebinar.com/register/967914755615954691

 

 

Strategic Costing

Tuesday, August 9 at 2:00 PM Eastern

Topics Covered:

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

Register here: https://attendee.gotowebinar.com/register/6365240314995801603

 

Decision Making Tools

 

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

Wednesday, August 3 at 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

Register here: https://attendee.gotowebinar.com/register/3034186275764470275

 

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

Thursday, August 4 at 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

Register here: https://attendee.gotowebinar.com/register/7415239834661287683

 

Implementing Strategic Pricing for Non Stock and Rockwell Business

Tuesday, August 16 at 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

Register here: https://attendee.gotowebinar.com/register/7320653247370516995

 

SPA Vendor Management Tool: Identify Cost Savings Opportunities

Thursday, August 18 at 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

Register here: https://attendee.gotowebinar.com/register/1649311798162526211

 

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

Wednesday, August 24 at 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

Register here: https://attendee.gotowebinar.com/register/6295876524446324483

 

Other SPA Events

Click here for other SPA event dates and times including our Pricing Education webinar series and our Battle for Margin Conferences.

 

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 Education Webinar Series | August 2016

Posted on

Now it is easier than ever to make time to learn about the latest strategic pricing and negotiation tools and techniques. If the dates don’t work for you or you have to miss a session – reach out to us for access to a recording of the webinar.

Webinar Series Overview

We’re excited to announce the August dates for our series of new webinar sessions that we will be conducting on a monthly recurring basis.

Our pricing education, analytics, and decision making focused webinars will be both educational and practical, informing you about what we do, and how our products and services will significantly improve your financial performance.

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

“SPA has taught us a lot about using our data to make better decisions. Our pricing decisions are based on facts, which make our decisions much more powerful. The improvements our company has seen are bottom line improvements. We make more money today than we did before. We have done better every year. We have done marvelous things to the bottom line… We have found that the bottom half of your business can have a significant impact on your bottom line. It’s been a wonderful relationship! They are quick to respond and it’s been wonderful. If anyone would like to make more money they should sign up now.”

– Automotive Distributor

Click here to read SPA Client Testimonials

 

August Pricing Education Webinar Series Schedule

These webcasts draw 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.

Register for some of this month’s webinars for an inside look at how the SPA team can help your company make smarter, better-informed pricing decisions across your entire business.

 

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

Monday, August 8 at 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.

Register here: https://attendee.gotowebinar.com/register/443702795863938051

 

SPASigma: Negotiation Training Seminars and Learning Management System

Thursday, August 11 at 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

Register here: https://attendee.gotowebinar.com/register/3946629194214226947

 

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

Tuesday, August 23 at 2:00 PM Eastern

Topics Covered:

eCommerce 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…

eCommerce Defensive Pricing Strategy

  • ecommerce 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…

Register here: https://attendee.gotowebinar.com/register/1104873222506515715

 

Other SPA Events

Click here for other SPA event dates and times including our Pricing Analytics and Decision Making tool webinar series, respectively.

 

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 Analytics & Decision Making Tools Webinar Series | July 2016

Posted on

Now it is easier than ever to make time to learn about the latest strategic pricing and negotiation tools and techniques.

Webinar Series Overview

We’re excited to announce that SPA has developed a series of new webinar sessions that we will be conducting on a monthly recurring basis.

Our pricing education, analytics, and decision making focused webinars will be both educational and practical, informing you about what we do, and how our products and services will significantly improve your financial performance.

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

“The Strategic Pricing program has improved our margin from 27% to 31%. These results have moved us to the NFPDA High Performers Profit Category. The increase in profit has allowed us to justify increasing the sales force, customer service and the funding of new marketing programs.”

– Distributor

Click here to read SPA Client Testimonials

July Pricing Analytics and Decision Making Tools Webinar Series Schedule

These webcasts draw 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.

Register for some of this month’s webinars for an inside look at how the SPA team can help your company make smarter, better-informed pricing decisions across your entire business.

 

Pricing Analytics Tools

 

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

Tuesday, July 5 at 2:00 PM Eastern | Thursday, July 28 at 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.

Register for July 5 here: https://attendee.gotowebinar.com/register/7816509900820852738

Register for July 28 here: https://attendee.gotowebinar.com/register/1325007544149223172

 

 

Strategic Costing

Tuesday, July 12 at 2:00 PM Eastern

Topics Covered:

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

Register here: https://attendee.gotowebinar.com/register/89230141808258820

 

Decision Making Tools

 

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

Wednesday, July 6 at 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

Register here: https://attendee.gotowebinar.com/register/5093873919421265668

 

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

Thursday, July 7 at 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

Register here: https://attendee.gotowebinar.com/register/446020565509881092

 

Implementing Strategic Pricing for Non Stock and Rockwell Business

Tuesday, July 19 at 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

Register here: https://attendee.gotowebinar.com/register/5468895345423376900

 

SPA Vendor Management Tool: Identify Cost Savings Opportunities

Thursday, July 21 at 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

Register here: https://attendee.gotowebinar.com/register/44987992930008068

 

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

Wednesday, July 27 at 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

Register here: https://attendee.gotowebinar.com/register/779054940982158084

 

Other SPA Events

Click here for other SPA event dates and times including our Pricing Education webinar series.

 

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 Education Webinar Series | July 2016

Posted on

Now it is easier than ever to make time to learn about the latest strategic pricing and negotiation tools and techniques.

Webinar Series Overview

We’re excited to announce that SPA has developed a series of new webinar sessions that we will be conducting on a monthly recurring basis.

Our pricing education, analytics, and decision making focused webinars will be both educational and practical, informing you about what we do, and how our products and services will significantly improve your financial performance.

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

July Pricing Education Webinar Series Schedule

These webcasts draw 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.

Register for some of this month’s webinars for an inside look at how the SPA team can help your company make smarter, better-informed pricing decisions across your entire business.

 

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

Monday, July 11 at 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.

Register here: https://attendee.gotowebinar.com/register/6287615892721026564

 

SPASigma: Negotiation Training Seminars and Learning Management System

Thursday, July 14 at 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

Register here: https://attendee.gotowebinar.com/register/4467806501007714308

 

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

Tuesday, July 26 at 2:00 PM Eastern

Topics Covered:

eCommerce 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…

eCommerce Defensive Pricing Strategy

  • ecommerce 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…

Register here: https://attendee.gotowebinar.com/register/5818132124242326788

 

Other SPA Events

Click here for other SPA event dates and times including our Pricing Analytics and Decision Making tool webinar series, respectively.

 

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

Posted on

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.

Webcast: How an “Optimized Price” Reconciles Both Competitiveness and Profitability

Posted on Updated on

During this 60-minute webcast SPA client, Granite City Electric Supply, Co., will share how they are leveraging science-based strategic pricing tools and proven pricing processes to balance market competitiveness and profitability!

Program Description

Register to attend our webcast March 22, 2016 that starts at 2:00 PM EST where

Greg Smith, Vice President of Marketing at Granite City Electric Supply, Co., will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools and proven pricing processes to balance market competitiveness and profitability.

“Understanding the benefits of optimized pricing and the consistency of the pricing matrices has proved a win for both GCE and it’s sales force.”

– Greg Smith, Vice President of Marketing

Click here to read more SPA Client Testimonials

To implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from the pricing function, they turned to SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, they will share their experiences and advice that will provide you with a wealth of practical knowledge including their fast ROI and lessons learned!

SPA’s Dave Lienert will also discuss how our solutions, which leverage experience from working with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal customer pushback, can help your company.

Attendees will learn how to address the following all too common issues and opportunities for increasing profitability:

  • Customer relationships focused on product/service value, not price
  • Identifying and capturing available margin premiums
  • Identifying price-sensitive products and services
  • Improving sales reps’ confidence in prices
  • Stopping undisciplined discounting
  • Tracking metrics for sales force accountability
  • Improving pricing consistency and fairness

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

Click here to Register

Other SPA Events

battle-for-margin-las-vegas

Battle for Margin > SPASIGMA Negotiation Workshop & Pricing Strategy Seminar

Date: June 9-10, 2016

Location: TBD 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.