BATTLE FOR MARGIN

June 8 – 9, 2017
coming to the Mandarin Oriental
Las Vegas, Nevada

Program Description

This big-picture seminar presents SPA’s unique blend of analytical and training tools to drive industry-leading profitability. The seminar provides critical insights to C-Suite Executives, Pricing Leaders, Sales Leaders, Procurement Leaders, across a broad cross-section of industries. This engaging seminar incorporates expert instruction, case studies, role-playing, and entertaining videos to present personality-type theory, negotiation skills, and analytical tools. These tools will enable any organization to maximize profitability, typically by 200 to 500 basis points, or 2 – 5% of sales. The seminar addresses the strategic and practical tools that are fundamental to maximizing shareholder value. It will help you to re-focus your organization increasing performance in their daily jobs while capturing greater economic value. With expert training, and long-term retention and analytical tools, your team can negotiate better to buy lower and sell higher, thus maximizing profits and shareholder value.

Thursday, June 8 Event Agenda

7:00 AM – 7:45 AM: Breakfast

7:45 AM – 8:00 AM: Registration

8:00 AM – 8:15 AM:
Welcome to Battle For Margin, Las Vegas

  • Overview, Agenda Introductions

8:15 AM – 9:15 AM:
Profit Adventure
“The 1% Difference”
by Kelly and Murray Lyons

Discovering the profound multiplier effect daily decisions have on profitability is key to making business acumen training relevant.

9:15 AM – 9:30 AM:
Introduction to Group Activity

9:30 AM – 9:45 AM: Break

9:45 AM – 11:30 AM:
Group Activity 1: Tactical Negotiations
Participants will tackle an entertaining negotiation case designed to provide a deeper understanding of the negotiating process. Once completed, the case will be critiqued based on class outcomes.

  • Identify typical negotiating blind spots
  • How to increase power
  • Tactics and countermeasures

11:30 AM – 12:00 PM:
Thought-Provoking Planning Session

12:00 PM – 1:00 PM: Lunch

1:00 PM – 2:30 PM:
SPASIGMA Personality Quotient (PQ)
Learn hands-on tools for quickly and easily recognizing personality types. Employs the Jung Myers-Briggs “MBTI” model used by 89 of the Fortune 100.

  • Quickly identify different personality profiles
  • Communicate naturally and effectively with each personality type
  • Win over and earn the trust of various personalities in the workplace
  • Tailor your negotiation tactics based on personality type

2:30 PM – 2:45 PM: Break

2:45 PM – 4:30 PM:
SPA Analytics and Tools

  • SPA Overview
  • SET vs. GET Tools
  • SPA Analytics Concepts: Core Status, Visibility, Cost-to-Serve, Price Environment Score, Price Bands
  • SPA Tools: SPA BI, SPA Contract Management, SPA Price Bands

4:30 PM – 5:30 PM:
Roundtable: The Power of Analytics

  • Conversation with existing SPA customers
  • The scoop on how to get the most out of SPA tools and training

7:00 PM – 8:00 PM:
Cocktails and Networking

8:00 PM – 10:00 PM: Dinner — LAGO at The Bellagio


Friday, June 9 Event Agenda

7:15 AM – 8:00 AM: Breakfast

8:00 AM – 8:05 AM: Welcome Back

8:05 AM – 9:00 AM: Surprise-Guest Keynote

9:00 AM – 10:30 AM:
Group Activity 2: Relationship-Focused Negotiations
Use what you have learned from the Tactical Negotiations workshop. Dive into a fun, complex, multiple-issue negotiation.

  • Discover the difference between Transactional and Win-Win bargaining
  • Strategies for crafting better long-term agreements
  • How Personality Quotient relates negotiation

10:30 AM – 10:45 AM: Break

10:45 AM – 12:00 PM:
Group Activity 3: Strategic and Long-Term Negotiations
What’s after Win-Win? Take a look at leveraging your power and working through disputes in long-term relationships.

  • Use analytics and scoring to identify your best-case scenario and most effective concessions
  • Apply personality theory when framing your persuasive argument
  • Deepen your conflict resolution skills

12:00 PM – 12:30 PM:
Conclusion and Wrap-up

12:30 PM – 1:30 PM: Lunch

1:30 PM – 4:30 PM:
Breakout Session 1: SPA Existing Clients Demos

  • “What’s App” Discover what’s in store for existing clients

Breakout Session 2: SPASIGMA Clients and Seminars

  • “Show and Tell” Experience the future of learning with the SPASIGMA creative team

Breakout Session 3: Prospective Clients Demos/Sales Networking

  • “Ask Me Anything” Q & A plus demos with the SPA business development team

4:30 PM – 5:30 PM: Cocktails