Decide now for better prices!

Achieving profitable growth and managing prices & conditions sustainably.

Protect your prices

If you want to succeed in a highly trained purchasing environment, you need to know exactly what you’re doing.

If you have the right strategies and top negotiating skills, you will, on average, achieve a 2.3 percentage points higher margin. This is what the regular performance measurement shows for our customers.

At Schuppar Consulting intelligent price management covers everything from creating dynamic price strategies and operationally effective concepts to pushing through the best prices. For your individual requirements we offer numerous proven consultation models, programs and training modules.

Protect your prices: Through our proven competence in strategic thinking and methodology, guaranteed and pragmatic implementation, successful training and the accompanying “sparring” at executive management level.

Become a Pricing Champion with our Programs

Find the Service that's right for you
Value Selling ProgramStrategic Value Pricing LogicPriceSettingProductsPriceGettingCustomersPrice Increase ProgramPricing Clinic® and Tender ManagementPricing Momentum & CapabilitiesPeoplePrice & Negotiation ManagementPricing Organization & ToolsPricing TransformationSystemsGlobal Harmonization of Prices & ConditionsDigital & Dynamic Pricing SystemsYour Topic?Your Topic?Your Topic?Your Topic?PricingExcellencePricingExcellenceCompassSTARTGOALPricing TopicBasic Pricing ProgramAdvanced Pricing ProgramIndividual ProgramsPRICINGEXCELLENCE
martin-und-bjoern

Martin Paukert &

Dr. Björn Schuppar

Pricing Experts

You want to master your pricing but you’re unsure which of our solutions is the right one for your business?

Then get in touch with our team for a free consultation.

Profit from our outstanding
pricing knowhow

Mike Olosky
Chief Operating Officer at Simpson Strong-Tie (Formerly Henkel Adhesive, Member of the Executive Committee)
Chemicals
"Changing the Pricing Culture with Schuppar Consulting resulted in +2.2%-pts. Margin improvement and volume growth on plan:"
Ralf Drews
CEO at Greif-Velox Maschinenfabrik GmbH
Machinery
“With the help of the Schuppar Strategic Selling program we won 2 major tenders, which grew our business by 5 Million €. My organization switched from farming to hunting mode.”
Dr. Volker Pfahlert
Founder/Co-Founder/ Shareholder & CEO Numares (Formerly Executive Positions at Roche Diagnostics and Draeger Medical)
Pharma
“The impact of the Strategic Pricing and Implementation Program with Dr. Schuppar and his team was a substantial margin improvement (high single digit) driven by accelerated growth of high margin products.”
Malte WItt
Vice President Sales and Marketing EMEA at Armacell
Construction
“+4.5% better net-net prices in my region with Schuppar Pricing Trainings and Pricing Clinics® Workshops.”
Joris Merckx
CEO at Thor NV (Formerly President & CEO at Chemetall)
Chemicals
“More than 30 Million € EBITDA over 18 months (700 Million Sales). Schuppar Consulting enabled us to improve consistently our margin in a sustainable way."
Daniel Lopez Cruz
Managing Director Corporate Investment at Investcorp
Private Equity
“Schuppar Consulting offers more than just concepts. The consulting team successfully helped us to sustainably develop the pricing for our portfolio firms.”
Dr. Norman Goldberg
CEO at tesa (Beiersdorf)
Chemcials
“With the worldwide Pricing Culture & Momentum program we improved our price index by +2.4%-pts. on 800 Million € Sales. This supports our goal of operating climate neutrally by 2050.”
Dr. Ingo Lehrke
CEO at Algiax (Formerly CEO tesa Labtec)
Pharma
“We achieved a price increase at an average of 5.3%. The best was the change in mindset within my sales department. Understanding that a price increase is possible even if it seemed impossible at the beginning.”
Vincent Legros
Arkema Group CEO at Bostik
Chemicals
“We recovered plus 46 Million € EBITDA on 2.000 Million € Sales with Price Increase Trainings & Pricing Clinics® across 3 regions and BUs.”
Tito Soso
Partner Corporate Investment at L-Gam
Private Equity
“The initial results compensated for the consulting expenses as early as within the first weeks. The high inflationary pressures of the raw materials were successfully passed on by smart and differentiated price increases.”
Carsten Hagenbucher
Partner Investment at Charterhouse
Private Equity
“Schuppar Consulting enabled our portfolio companies by their hands-on price programs throughout the global sales organization on all continents, to educate our salespeople towards added value selling.”
Jürgen Walda
former CEO at Lohmann Tapes
Chemicals
“With the global Value Pricing Culture Program we improved our profit margin significantly. Depending on the area between 2-5%-Pts.”
Laurent Couvreur
Director Regional Segments Asia Pacific at BASF
Chemicals
“SCORE (strategic selling concept) is part of my everyday life, as we are using the Global Sales Process for following the progress of our projects in APAC region.”
Hermann Reichenecker
Chairman of the Management Board at Storopack
Packaging
“With our worldwide pricing excellence program, implemented with the help of Schuppar Consulting, we have been able to optimize our prices competitively and always customer benefit-oriented. “
Leonhard Engels
Managing Partner at Agis Industrie Service
Distribution
"The decisions taken during the cooperation with Schuppar Consulting helped us very much during the economic crisis. We were able to increase our prices and thus also our contribution margins in time. We recommend Schuppar Consulting without any reservations.“
Andrea Zoochi
CEO at EVOCA Group
Machinery
“Convincing product life cycle pricing strategies were developed during several workshops. At the same time the employees were trained in pricing. Negotiations with important key customers were systematically prepared by using the Pricing Clinic® Methodology. Thanks to the specialty pricing calculator we now set the right prices for machines with low volumes.”
Hartwig Retzlaff
Managing Partner at Babacous (Formerly CEO at Deutsche See)
Food
"With the help of advanced sales software supported by Schuppar Consulting our sales employees can easily and transparently conduct price calculations in their daily business. The effect of the new software was enhanced sustainably by professional training measures for more than 120 people in sales and by the introduction of proposed performance indicators and leadership processes.”
Jean Fayolle
Vice President Adhesives EMEA & SA at Henkel
Chemicals
“The consulting team successfully helped us to professionally adapt our pricing for the sales department. The employees were trained in a global roll-out with pricing blackbelts. In addition, the different market segments were supported in the best way possible for the implementation of price changes incurred by increasing raw material and transport costs.”
Meinolf Brauer
CEO at walter services
Services
"With the help of the pricing project with Schuppar Consulting we achieved the turnaround and increased our EBIT within the first year by 2.3 Million €. The collaboration with Schuppar Consulting over achieved our targets.“
Nico Gayken
Founder at NEXT ROCK (Formerly Director Marketing at Greif-Velox Maschinenfabrik GmbH)
Machinery
„Very good, individual and efficient training program. The trainer shared a lot of insights and best practices from the industries. Especially the purchaser point of view was highly appreciated by the sales teams.“
Dr. Eberhard Wildermuth
CEO Sales at Witzenmann
Automotive
“Pricing Trainings and Clinics® are extremely powerful tools. We could recover more than 2 Million € across Divisions which was strongly needed to maintain for the customers our valued engineering expertise and applied service levels.”

Sales Management

SELLING STRATEGICALLY TO LARGE CUSTOMERS

Can you manage to grow in stagnating markets? Do you want to penetrate key accounts even better and generate new business by means of attractive solutions? Do you consistently recover lost turnover?

Schuppar Consulting supports you in all facts of strategic customer management. Take a 360 degree view of your customers with us – strategically, commercially, technically. Which customers offer in which
segments the best growth prospects? How do you bring stagnating sales projects to a successful conclusion? What hidden potentials are there in value selling and innovation? What roles do professional negotiation management and effective strategies play in relation to the Buying Center? 

We analyse your customers and competitors and train you in systematic relationship management.

Price Management

PRICING STRATEGY

For every service there is a best price. That is why you should not leave the price development of your products and services to your gut feeling. Market observations alone are also not enough. Plan your prices strategically – with a view to customer benefit, earnings potential, life cycle and competitive environment.

 

Identify your value added systematically. Differentiate customer segments and bring your prices in line with them. Analyse regions and competitors. Identify and make use of income niches in the product portfolio and life cycle. Develop various scenarios. React appropriately to your competitors’ attacks on your prices. Profit from innovative revenue models designed for you to earn on your customers’ willingness to pay.

Price Enforcement

SECURING PRICES FOR THE LONG TERM

Falling raw material prices lead to discussions about price reductions. The argumentation: If you purchase at favourable prices, you should pass this advantage on to your customers. Selling comes under pressure and deflation misleads you into making hasty price reductions.

Defending prices is challenging. Because customers expect reductions. Because competitors reduce prices. The good news: Even in this environment companies can maintain their profit margins or even increase them. Schuppar Consulting develops your very own optimal pricing and defence strategy for this purpose. Together we formulate powerful counterclaims and effectively extend the playing field of pure price negotiating. We position your added value, develop compelling arguments for stable prices, gain time and produce viable selective and alternative solutions.

Pricing Diagnostic

PRICING EXCELLENCE BENCHMARKING

We know the pricing champions in your industry. 

Among the more than 1,000 participants of Schuppar Consulting’s Pricing Excellence Benchmarks we have identified the companies with far better price and volumes growth than their competition.  These pricing champions have an above-average profitability of 3% points on their Return on Sales (RoS).

You can also optimize your pricing with the help of this excellent, scientifically sound, comprehensive benchmark. Systematic, precise and guaranteed to be successful.

Valuate your strengths and potentials (also on a differentiated basis according to countries). Compare your estimation with the pricing benchmarks of your industry. Recognize attractive potentials. Your individual Pricing Excellence Results Report shows the best practices of your industry for your potential areas. Generate concrete improvement measures for your pricing strategies and pricing systems. Become a Pricing Champion!

Negotiation Management

PRICING CLINIC® - THERAPY FOR DIFFICULT KEY ACCOUNTS

If a key account’s prices come under pressure, the fever rises at the company. An effective therapy against bad prices and low margins in the case of key accounts is Pricing Clinic® by Schuppar Consulting. Pricing Clinic® has proven itself many times in numerous industries. Pricing Clinic combats the cause of bad prices – in concrete terms in the case of difficult and important key accounts. 

Pricing Clinic® looks inside the heads of purchasers, analyses characters, aims and motives, identifies weak points and allows you to be fully prepared for negotiations with key accounts.

Assume the perspective of purchasers. Think in terms of their patterns of thought. Analyse the risks. Recognize the power structures in the buying center and check the impact you can make. Rehearse the negotiation dialogue. Gain confidence through professional preparation. Define aims and strategies, quantify scenarios.  Convince customers by using a self-confident approach.

prof_schuppar

Dr. Björn Schuppar

Pricing Expert, Partner & Managing Director

You want to master your pricing but you’re unsure which of our solutions is the right one for your business?

Then get in touch with our team for a free consultation.

Dr. Björn Schuppar

Pricing Expert, Partner & Managing Director
Exquisite cook
Trained athlete

“Dr. Schuppar has the ability to clearly convey at entrepreneurial and executive level the significance of finding the right price. Better prices are an inspiration to him.“

Experience & background
As the Managing Director Dr. Björn Schuppar takes responsibility for the activities of Schuppar Consulting in Germany and abroad. He founded the company in 2005. His profound expertise in pricing, negotiating, sales management, customer benefits and retailer management, which has proven itself in hundreds of projects, makes him a much esteemed consultant for industrial and service companies.

Dr. Björn Schuppar and his team have successfully trained more than 7,000 people worldwide. Giving advice on prices and negotiation training in the automotive, specialty chemicals, mechanical and plant engineering, IT, chemicals, consumer goods, retail and financial services industries are focal points of his work. Besides his specialist expertise, customers value his social and intercultural competence as well as his ability to inspire.

Education
The price expert is the author of the book “Preismanagement” (DUV/Springer-Gabler 2006) as well as of numerous publications and lectures about prices, sales and marketing. Dr. Björn Schuppar studied business engineering at the Technical University of Darmstadt (specializing in mechanical engineering) and attained his doctor’s degree with Prof. Dr. Christian Homburg (University of Mannheim). In his dissertation he identified the success factors of price management in the business-to-business sector. Afterwards, he worked worldwide for several years as a management consultant.

He prefers to spend his leisure time with his family. He enjoys cooking and exercises regularly.

Martin Paukert

Pricing Expert, Partner & Managing Director
Committed handball player
Passionate golfer

“Mr. Paukert is a partner with special abilities: Empathetic, goal-oriented and dedicated.”

 

Experience & background
Martin Paukert has been responsible at Schuppar Consulting for the area of industrial markets since 2010. He very successfully accompanies the execution and implementation of pricing. Our customers know and value him as an outstanding, results-oriented consultant and partner.

Martin Paukert is an expert for the chemicals and automotive industries, general industry and retail industry. In projects he skilfully combines his analytic expertise with his extraordinary social and training competencies. He has already profitably and effectively trained hundreds of senior executives and sales employees on various sales topics. At the same time he is very successful at introducing co-workers to new concepts respectfully and in a relaxed atmosphere. He has proven himself as ideal in accompanying even the most difficult change management processes. Martin Paukert is comprehensively experienced in dealing with projects, in both the group environment (DAX 30) and mid-sized companies. His consulting and coaching achievements have also earned a high degree of esteem and acknowledgement at the international level. By means of his practice-oriented consulting approach he consistently and fully in line with the Schuppar Consulting philosophy achieves effective increases of between two and three percentage points for his customers.

 

Education
Martin Paukert studied Business Administration (Diploma) at the FHDW in Bergisch Gladbach and worked in marketing and sales before joining Schuppar Consulting. Martin Paukert selectively passes his pricing and training expertise at Schuppar Consulting on to colleagues within the framework of the Young Talents Programme.

In his leisure time he enjoys playing handball and golf.

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