Tag: Price Negotiations

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

In this #PricingPodcast, we talked with Whitney Gibson, a Partner at the Vorys, Sater, Seymour and Pease LLP law firm, and a knowledge expert on unauthorized sales, online. Whitney shared why businesses and consumers alike should be concerned with unauthorized sellers who sell diverted products. Sellers on eBay and other third party online marketplaces are causing many […]

How To Be A Price Leader Regardless of Size | Strategic Pricing Solutions

How To Be A Price Leader Regardless of Size | Strategic Pricing Solutions

A friend, also named Scott, recently sent me an article Leading the Way that discussed the frequency of small lubricant competitors leading the way in price changes.  The article, originally published in Lubes’n’Greases magazine demonstrated that independent producers increased prices of lubricants as frequently or more than the major producers.  The article reminded me you don’t have to be […]

7 Habits of Highly Effective Pricing | Strategic Pricing Solutions

7 Habits of Highly Effective Pricing | Strategic Pricing Solutions

Far too often we see organizations who say they want to improve their margins through better pricing, but their actions belie their statements.  Effective pricing does not occur by chance, and it does not result from following trite slogans.  Likewise, it is not an outcome of a one-time initiative from pricing consultants.  Effective pricing comes […]

Pricing the Trump Effect | Strategic Pricing Solutions

Pricing the Trump Effect | Strategic Pricing Solutions

Now that Donald Trump has been elected to be the next President of the United States, companies are looking at his campaign promises and cabinet appointments to assess what it means for their business.  In particular, companies are anxious about how a Trump Presidency will affect their cost of doing business.  This is all happening […]

SPASigma Featured in The Distributor Channel article “Why do customers buy? Questions and Comments” | Strategic Pricing Associates

SPASigma Featured in The Distributor Channel article “Why do customers buy? Questions and Comments” | Strategic Pricing Associates

SPASigma was featured in a recent The Distributor Channel article “Why do customers buy? Questions and Comments”. The article is a review of the Industrial Distribution Magazine’s annual survey which focused on a distributor’s value to its clients. The article addresses the root causes of the fact that over 50% cited “Price” as the answer on the survey when asked “Which […]

SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” | Strategic Pricing Associates

SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” | Strategic Pricing Associates

“the first line of price negotiations has been switched to the inside sales team” Today customers look to inside sales for more.  For instance, for most distributors, the first line of price negotiations has been switched to the inside sales team.  Front line technical support falls on to inside sales to do some logistical matters […]

VIDEO: SALES TIP – Number One Way to Avoid a Discount | The Sales Hunter

VIDEO: SALES TIP – Number One Way to Avoid a Discount | The Sales Hunter

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling.  I hear from people all the time who ask me, “How do I sell without discounting?!” You have to stop thinking that your customers are buying, when in reality they […]

It’s happening again: Big Manufacturers Tightening Up their Supply Chain | Strategic Pricing Associates

It’s happening again: Big Manufacturers Tightening Up their Supply Chain | Strategic Pricing Associates

Mega-Manufacturers continue their proven strategy to sustain profitability in a slow growth economy – tighten up their supply chain. While this is not the first time for many distributors, unfortunately a good many sales managers have forgotten the lessons. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and […]

Blog: Are your salespeople headed to a knife fight with fingernail clippers? | Strategic Pricing Associates

Blog: Are your salespeople headed to a knife fight with fingernail clippers? | Strategic Pricing Associates

Salespeople go into negotiations with professional buyers on a daily basis, most without real negotiation training. Further, many sellers and their managers don’t really believe negotiations play a role in their world. But they do. The following article discusses why Distributors need to revisit the lost art of negotiation. Excerpts of the article authored by […]

Blog: How to Leverage Six Sigma Methodology to Drive Continuous Margin Improvements | Strategic Pricing Associates

Blog: How to Leverage Six Sigma Methodology to Drive Continuous Margin Improvements | Strategic Pricing Associates

This is the first in a six part blog series on how manufacturers and distributors can apply Six Sigma methodology to the pricing function to generate repeatable margin gains. A disciplined process is needed to create Pricing Excellence – SPA’s Six Sigma training drives real results focused on profitable growth. “Measure of success at strategic […]