1. The document summarizes upcoming events hosted by Strategic Pricing Associates (SPA) on strategic pricing, including a June 4th webcast featuring the president of Kellermeyer Company and their experience leveraging SPA's tools, and a June 6th seminar in Chicago on mastering strategic pricing. 2. It also recaps recent SPA events, including a May 7th webcast featuring Triad Technologies and their journey to pricing excellence using SPA's solutions, and SPA's participation in the April Epicor Insights and Affiliated Distributors conferences. 3. Finally, it discusses a February 7th SPA strategy seminar recap that highlighted points on the importance of analytics

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SPA Events DigestSPA Events DigestSPA Events DigestSPA Events Digest –––– May 2014May 2014May 2014May 2014
Our Event Digests are a compilation of info about upcoming events hosted by SPA, 3rd party
events where we will participate, and recaps/takeaways from recent ones.
Upcoming Events
June 4
SPA Client Interview and Strategic Pricing Overview Webcast
Join us for a webcast to learn how Kellermeyer has leveraged SPA’s strategic pricing tools to
increase profits significantly. This 60-minute webcast will start at 2:00 PM EST and will feature
Jill Kegler, President and CEO at Kellermeyer Company which is a 60+ year old business
specializing in distribution of janitorial supplies and industrial packaging. She will share
Kellermeyer’s journey to pricing excellence, how they are learning to leverage science-based
strategic pricing tools to increase margins, her personal experiences with the tools, and advice
that will provide you with a wealth of practical knowledge! Click here to read the Kellermeyer
testimonial.
SPA’s Dave Lienert will also discuss how our solutions, which leverage experience from working
with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal
customer pushback, can help your company. Attendees will learn how to address the following all
too common issues and opportunities for increasing profitability:
• Customer relationships focused on product/service value, not price
• Identifying and capturing available margin premiums
• Identifying price-sensitive products and services
• Improving sales reps’ confidence in prices
• Stopping undisciplined discounting
• Tracking metrics for sales force accountability
• Improving pricing consistency and fairness
Click here to register

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June 6
SPA “Mastering Strategic Pricing in a New Economy” Seminar at the Hyatt Regency O’Hare
in Chicago, IL
Learn how leading manufacturing and distribution executives have unlocked the keys to faster
growth, stronger customer relationships, and market-leading profitability. 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.
Attendees will learn best-practice strategies and tactics to:
• Achieve faster growth and market-leading profitability
• Develop stronger customer relationships
• Maximize your company’s valuation
• Drive real change in sales force culture
• Break the cycle of undisciplined pricing
• Build a sales process based on customer value
• Quantify and Communicate Customer Value
• Achieve pricing flexibility with discipline
• Improve operational efficiency with reporting and analytics
Click here to view the complete seminar agenda
Existing clients can also attend a free 3-hour training workshop June 5, 2014 that will cover
essential analytical, process, metrics, and cultural issues surrounding Strategic Pricing.
Click here to view the June 5 training workshop agenda

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Space is extremely limited for this no-cost seminar so contact Sheri Morford at
Sheri.Morford@strategicpricing.com, call her at 216.455.1544, or click here to register online
soon.
July 2
Join SPA for a Pricing Strategy Seminar at the Ritz Carlton to be held July 2 in San Francisco, CA.
July 30
Join SPA for a Pricing Strategy Seminar at the Hotel Bristol in Vienna, Austria.
September 17-19
SPA will be participating in the Eclipse User Group Conference at the Hilton Atlanta Airport Hotel
in Atlanta, GA.
Past Events
May 7
SPA Client Interview and Strategic Pricing Overview Webcast
This webcast featured Dave Sleppy, Pricing Administrator at Triad Technologies, LLC, a long-
standing and well-respected industrial distributor, who shared Triad’s journey to pricing
excellence and how they have implemented a science-based strategic pricing approach to
increasing margins.
Triad’s experiences and advice that provided attendees with a wealth of practical knowledge
included the following:
Without SPA Tools
• Inconsistent pricing to the customer
• No approval process for customer price qualifications
• No systematic reviews of pricing effectiveness
• Manual price overrides
• Extensive manual editing of order line item pricing

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With SPA Tools
• 90 days to results
• Improved pricing discipline and consistency
• Pricing architecture the foundation for margin improvement
• Transition from cost-plus mentality to pricing on market value
• Several persons on our sales staff have seen significant increases in their
commissions by letting SPA pricing work for them
SPA’s Dave Lienert also discussed how our solutions, which leverage experience from working
with hundreds of companies to drive 2-4 margin point gains on affected revenue with minimal
customer pushback, can help your company.
April 27-30
Epicor Insights Conference
SPA was proud to present at and conduct a client training workshop during the 2014 Epicor
Insights Conference in Las Vegas, NV. Epicor and SPA have collaborated to develop an add-on
Strategic Pricing Module and related data services. Click here to learn more about the Epicor-SPA
Program.
April 2-4
Affiliated Distributors Conference
SPA was honored to present in multiple sessions at the Affiliated Distributors Conference at the
Arizona Grand in Phoenix, AZ.
February 7
SPA Strategy Seminar in Ft. Lauderdale, FL Event Recap
The article, authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience
and a lifetime in sales, includes a number of critical points made by presenters and attendees
who openly shared a number of timely and thought provoking ideas. A selection of some of the
best points and comments follows.

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Tom Gale (Modern Distribution Management)
• 63% of distributors has some form of e-commerce offering
• 70+% of distributors plan to invest further in e-commerce in 2014
• Only 21% see on-line only players as their biggest competitive threat
• By the end of 2014 nearly half of all distributors will have a “mobile app”
• High performing distributors have a growing edge in the analytics of their
business
Jonathan Bein (Real Results Marketing)
“The Lake Wobegon Effect …where all the children are above average”
Most companies tend to overestimate their strengths in the market. According to a survey, 90%
of distributors believe they offer more value than their competitors. Only a very small percentage
of distributors can elaborate on their value. Most say we provide better “customer service.”
Comment from a distributor who had added important gross margin increases via SPA:
“We had implemented an internal pricing process several years ago. We made a slight gain in
our overall gross margin but within six months, most of the gains had slipped away. What we
lacked was the deep dive metrics required to hold our salespeople accountable.”
Comment from a distributor talking about sales process:
“Before we started setting measures of success and managing against them, our sales team was
like a day in the Wild West. Every salesperson ran their territory like the Lone Ranger, often
without regard to how this impacted the profitability of the company. Since implementing a
system with measures that can be pushed down to the sales territory level, things have started
to change for the better.”
Frank Hurtte’s Final Thoughts
“As a senior advisor to over 50 distribution companies, I find it hard to believe that anyone
would put off exploring a plan that can deliver 500% return on investment. The SPA Strategy
Seminars are eye opening and always give me pause. Further, the sessions are free to
distribution leadership and conducted in a way that encourages networking. If you haven’t been
to one, I encourage you to get information on SPA ‘s next Strategy Seminar.”
Click here to read the full article

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Learn More
Click here for SPA event dates and times and you can sign in or click here to register on our
website to view our library of past webinars which covers a variety of strategic pricing topics.
Follow SPA
To easily keep up with the latest SPA announcements, events and resources you can subscribe to
our Strategic Pricing Pays blog or follow us on LinkedIn or on the following major social media
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