Tips for Combatting Pricing Overrides from Industry Leaders
When salespeople override pricing matrices or other predefined prices, they commonly sacrifice about 10 margin points. For many distributors, overrides represent 20, 40, or even 60 percent of their revenues – which reduces EBIT by 2.0, 4.0 or 6.0 percentage points, effectively shrinking EBIT by 33 percent or more. In a weakened economy, with increased competitive pressure and customer haggling, these losses can quickly grow, chipping away at much-needed profitability.
In this webinar, you will have the chance to hear firsthand from distributors who have shown success in making significant and meaningful reductions to overrides and improved their bottom line. View the recording for a candid conversation that includes:
- Tactics and strategies to gain and maintain sales team buy-in and reduce exceptions
- The ongoing role of leaders and managers in communication and pricing oversight
- How to leverage compensation & targeted incentives to change behavior
- How much to involve the sales team in standard pricing creation
Speakers
Brad MackDirector Customer Success, SPARXiQBrad Mack brings nearly 25 years of experience leading strategic projects to help companies profitably grow.
A graduate of the University of Florida Business School, Brad began his professional career at Hughes Supply (later became HD Supply), a 500+ location, multi-billion dollar distributor of construction supplies. Over the course of 15 years he held a variety of positions in Operations, Corporate Information Technology and Project Management.
Brad led over 100 enterprise business and technology projects including extensive ERP and acquisition integration and supply chain operations.
Brad has spent the last 10 years at SPARXiQ leading hundreds of clients through the implementation of pricing analytics to drive significant margin improvements.
Brad currently lives in the Orlando area with his two sons.
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.
- Greg BlackVP Strategic Accounts, SPARXiQ
Greg Black brings over 25 years of experience with businesses of varying sizes serving both B2B and B2C markets.
A graduate of Miami University, Greg began his professional career at General Electric in the Lighting Division. Over the course of 12 years, he held a variety of positions in Purchasing, Pricing, Marketing and eBusiness, and was certified as a Six Sigma Black Belt.
Greg went on to hold several executive leadership positions in Pricing, Sales and Commercial Operations at Akzo Nobel Paints, where he delivered over $100 Million in pricing improvements in 3 years by developing and implementing organizational, commercial and strategic improvements for a $600 Million business unit.
He most recently spent 8 years at a $2 Billion division of Cardinal Health as Vice-President of Sales Operations, where he led teams responsible for Pricing, Contracting and Customer Support and later served as Vice-President of Operations overseeing 8 distribution centers and over 800 employees.
Greg is a Northeast Ohio native and currently lives outside of the Cleveland area with his wife and two children.
