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Seminar: Strategic Pricing Seminar | SPA

2014/11/07 @ 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 Hyatt Regency O’Hare in Chicago, IL will address key topics that are particularly relevant in a recovering economy. The seminar offers strategies on driving shareholder value with a focus on strategic pricing.

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

David Bauders of SPA, Dolores Bauders of SPA, Jonathan Bein of Real Result Marketing and Frank Hurtte of River Heights Consulting will lead presentations and best-practices panels with executives of leading manufacturing and distribution businesses. In addition, there will be a presentation by capital markets expert, David Hallett, of Lazard Middle Market LLC. 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.

Presentation on Capital Markets: How to Maximize Enterprise Value
David Hallett, Managing Director, Lazard Middle Market LLC

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 will discuss the best capital markets opportunities, focusing on Market Review, Drivers of Valuations, and Capital Markets Opportunities.

Strategic Pricing in a Rebound Economy | Best Practices Panel
David Bauders, President, SPA

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

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

Sharpening Your Value Proposition for a Global Economy
Jonathan Bein, Managing Partner, Real Results Marketing

How do you increase your company’s ability to drive customer value, and therefore shareholder value? How do you sharpen your company’s competitive positioning and pricing leverage? How do you quantify and communicate customer value? Industry expert Jonathan Bein presents an overview and case studies on the development, validation, and execution of Customer Value initiatives.

  • The Key Questions in Customer Value
  • The Process of Identifying Value Leverage Points
  • Competitive Benchmarking
  • Quantifying and Communicating Customer Value
  • Prioritizing Value Creation Action Plans
  • Integrating Vendors
  • Implementation
  • Exploiting Pricing Leverage

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.

Click here to view the complete seminar agenda

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

Hyatt Regency O’Hare
Chicago, IL United States + Google Map