SPA makes the following webcasts available to you free of charge. Webcasts last no longer than an hour and offer valuable insights on strategic pricing, examples and best practices from the field and client experience. Time is also allotted for questions from participants.

Executive Seminar in Strategic Pricing

Program Description

Please join SPA's David Bauders in a workshop session covering executive issues surrounding Strategic Pricing. The pricing opportunity is great, but there are important obstacles that must be overcome to build a long-term platform for success. Executive leadership on these issues is pivotal.

David will discuss the role of SPA's pricing analytics, as well as the change-management, organizational, cultural, and process dimensions that usually mean the difference between good and great performers in the SPA program.

This program will be valuable to executives considering how to pursue this opportunity, and will help maximize the returns on their investment in Strategic Pricing.

Selling on Value, Not Price

Program Description

Please join manufacturing and distribution experts, SPA's David Bauders, and client principals as they discuss winning approaches to selling on value, not price. Too often, sales forces lack the training and confidence to communicate the value their companies bring to their customers. The result is needless guesswork, haggling with customers, flip-flopping on price, and endless negotiations. The cost in terms of lost margin is huge, typically two percent or more of affected sales.

Working with over 400 manufacturing and distribution businesses across virtually all segments, SPA has developed a program that focuses the sales force on communicating value to their customers, in a disciplined but flexible way. SPA recommends pricing structures that focus discounting on the most sensitive products and customers, while capturing value premiums on the less-sensitive products and customers.

WEDNESDAY, AUGUST 18, 2010 AT 1:00 PM EST