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Conference: Strategic Pricing Conference | SPA

2015/06/12 @ 8:00 am - 5:00 pm

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.

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Event Overview

Equal parts strategy and practical tactics, this complimentary Strategic Pricing Executive Overview event at the Vdara Hotel & Spa at Aria in Las Vegas, NV offers strategies on driving shareholder value with a focus on strategic pricing.

This big-picture conference is focused on strategic topics of importance to the owners, CEOs, CFOs, and general managers of distribution and manufacturing companies. Experts will address the topics essential to accelerating the customer value proposition, competitive positioning and market value of any distribution or manufacturing business. The seminar addresses the strategic, analytical, process and cultural issues that are fundamental to maximizing shareholder value. The seminar will focus on the high-level, strategic and structural issues that are easily neglected in the hustle and bustle of daily business demands. It will help you to re-focus your organization on the drivers of economic value.

David Bauders, Dolores Bauders, and Greg Preuer of SPA, as well as Jonathan Bein of Real Result Marketing, Tom Gale of MDM Analytic, and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. Space is extremely limited for this no-cost event so register soon to save your spot.

Presentation Topics and Speakers

Driving Change That Matters in a Rebound Economy
David S. Bauders, President of SPA

Like never before, strategy, process excellence and analytics can set the stage for truly transformational gains in shareholder wealth. David will present the comprehensive platform that drives real wealth creation: customer value proposition, value-driving analytics and training, process design, change management and sales culture, and incentive systems. Companies that master this platform will enjoy faster growth, stronger customer relationships, market-leading profitability and superior capital markets opportunities.

Market Trends in the Current Economic Environment
Tom Gale, President, MDM Analytics

Tom will present an overview of how the current and near-term economy is affecting industry; the changes that are required; and the approaches that are working.

Strategic Pricing in a Rebound Economy | Best Practices Panel

David Bauders, President, SPA, and principals of leading manufacturing and distribution companies

David will present the integrated, actionable program that drives sustainable improvements in pricing effectiveness. A panel of SPA clients will share best practices in driving pricing excellence and sales traction. Topics include:

  • The Inflationary Challenge: Opportunities and Risks
  • The SPA Pricing Cube
  • Pricing Flexibility with Discipline: SPA Pricing Bands™
  • Advanced Pricing Analytics: Gold and Platinum
  • Aligning Sales Force Incentives
  • Best-Practices Pricing Processes

The SPA Pricing Cube Reporting Tool
Dolores Bauders, Chief Operating Officer of SPA

Dolores will present an overview of the new SPA Pricing Cube™ Reporting Tool. This new tool will offer executive dashboards with intuitive visual indicators of performance as well as drill downs to actionable detailed data. This exciting new web based tool will allow users to:

  • 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 their Pricing Methods Mix
  • Highlight trends as well as monitor and manage performance over time

Making Money with E-Commerce in a Multi-Channel World
Jonathan Bein, Managing Partner, Real Results Marketing

With significantly reduced barriers to entry, distributors can now offer transactional e-commerce for as little as $50K to $100K. This has resulted in a proliferation of distributors with e-commerce. However, a small portion of these distributors are realizing the revenue, profit, and cost reduction benefits they hoped for. Given the clear trend of movement away from field sales and shift toward more efficient digital shopping and buying mechanisms, the question is how to create a coherent e-commerce strategy that grows revenue and profit while reducing cost to serve.

Industry expert Jonathan Bein presents benchmark data from several hundred distributors and from several thousand end users on the moves you should make to make money with e-commerce in a multi-channel world.

Change Management and Sales Culture – Execution on the Drivers That Matter  | Best Practices Panel
Frank Hurtte, Founding Partner, River Heights Consulting; David Bauders, President, SPA; and principals of leading manufacturing and distribution companies

How do you drive real change in sales force culture? How do you break the cycle of undisciplined pricing, and build a sales process based on customer value? What specific categories should sales forces be measured, managed, coached and incented upon? What are the metrics that matter? How do you tie in the incentive system? Industry expert Frank Hurtte and David Bauders present a case study on change management and sales culture; and moderate a panel of manufacturing and distribution executives who have mastered this process.

  • Fostering a sales culture focused on customer value
  • 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
  • Restructuring to get the most from your compensation plan

The Six Sigma Pricing Process
Greg Preuer, SPA

Strategy on how to use Six Sigma Methodology to Drive Continuous Improvements.

Define:

  • Map roles & responsibility for the team
  • Define what the goals are & create alignment within the business

Measure:

  • Build correct measurements for each person
  • Build correct incentive for each person

Analyze:

  • Understand where the defects are (opportunities to grow or challenges to fix)
  • Create reporting tools the detect defects

Improve:

  • Build process, systems & tools to assist team in exceeding their goals. (Automate at all cost)
  • Train team on key foundational skills that they will need to exceed their goals.
  • Hire based on foundational skills versus experience
  • Create reporting tools to track improvements

Control:

  • How to keep improvements going = setting & enforcing pricing authority levels.
  • Once get process under statistical control, then repeat. Continuous improvement never stops.

Conclusion: Execution Excellence in a Rebound Economy
David S. Bauders, President, SPA

In the rebound economy, Best-in-Class companies will define and execute the programs that maximize enterprise value. These companies will strategically combine analytical tools, change management process excellence, sharpened customer value propositions, and information excellence to dramatically increase enterprise value. David discusses the integrated approach to winning.

Registration

Contact Sheri Morford at Sheri.Morford@strategicpricing.com, call her at 216.455.1544, or click the button below to register online.

Register Now to request a seat

Organizer

Strategic Pricing Associates (SPA)
Website:
www.strategicpricing.com

Venue

Vdara Hotel & Spa at Aria
Las Vegas, NV United States + Google Map