Who is SPA?
SPA is the leading provider of pricing analytics to complex companies of all types: manufacturing, distribution, equipment, services, and software/technology products. Since 1993, we’ve built a strong platform of proprietary analytics to quickly and efficiently help companies convert their own invoice data into pricing architectures that maximize their pricing performance and competitive position. Our typical client applies our pricing architecture and improves profitability by two to four percent of sales: $2 to $4 million per $100 million of affected revenue. The benefits are staggering; and they are typically accomplished in less than 90 days.
What is our product?
SPA provides recommended pricing architectures and related process training to complex companies. SPA helps clients to quickly and efficiently build a more profitable pricing architecture in their enterprise system, without complex and costly integration efforts.
We work with our clients to segment their customer base and product/service sets. They give us a slice of invoice data that describes their actual pricing performance—who paid how much for which product/service and how many they bought—and we apply our proprietary analytical models to these data to recommend what their pricing architecture should look like. We profile the relative sensitivity of customers and products, to recommend pricing structures that focus discounting where it pays off in the market; and extract price premiums where there is less sensitivity.
We recommend price levels by product/service category and customer segment, as well as customer/product-specific price levels. We recommend list prices, discount/mark-up structures, and even customer contract pricing. We develop guidelines to help our clients manage and control exceptions to the architecture, and to identify pricing leakage points in the business. We coach our clients on the principles of strategic pricing and the process of mastering pricing. We assist you in training your sales reps in the practical and cultural dimensions of this program.
Who are our customers?
Our clients span a broad cross-section of the world economy. Our clients comprise the largest Fortune 500 industrial companies, such as ExxonMobil, GE, Parker Hannifin, Rockwell, Mitsubishi/Caterpillar, Pella and American Standard. Our pricing architectures have proven equally effective in North America, Latin America, Europe, Asia. We also serve mid-size manufacturers.
We serve the world's largest distributors, such as Grainger, Wesco, Industrial Distribution Group, and ThermoFisher Scientific; Caterpillar dealers; as well as hundreds of mid-size and small distributors and equipment dealers. Our distribution coverage spans all major segments: industrial, electrical, building products, medical, fasteners, paper & packaging, plumbing/HVAC, chemicals, food.
Naturally, private equity firms are clients. They seek to boost the performance of their portfolio companies as well as identify acquisition targets to capture these opportunities.
What do all these diverse companies have in common? They all want to improve their profitability in very complex environments: thousands of products and thousands of customers. With clients ranging from $2 million in annual revenue to billions of dollars, the opportunity is great.
How can I keep up with SPA News and Events?
Our Strategic Pricing Pays Blog is where we share corporate updates, highlight client case studies, thought leadership articles, upcoming seminar and webcast event details and highlights, product and service offering news, and more.
You can also follow SPA on LinkedIn and we encourage you to join our Strategic Pricing Pays LinkedIn Discussion Group. SPA can also be found on these Social Media and file sharing websites - Twitter, Google+, Facebook, SlideShare, and YouTube.