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PREPARING TOUGH NEGOTIATIONS WITH KEY ACCOUNTS

Pricing Clinic®

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Pricing Clinic® workshops offer comprehensive support for your upcoming negotiations, guided by expert coaches. Our services encompass preparation, interactive workshops and ghost negotiation sparring. With our assistance, clients achieve a significant improvement of +4.5 percentage points in their pricing outcomes.

Schuppar Consulting Pricing Clinic®

In the fast-paced business environment where securing volume is vital, tough negotiations and inflation effects pose unique challenges. At Schuppar Consulting, we’ve seen many leaders facing the pressure of high costs while their customers demand price decreases.

With 19 years of experience and having trained & Coached over 10,000 individuals, we’ve perfected a pragmatic approach to not just devising pricing strategies, but walking through fire with you until you see tangible results. Our clients across 25 industries have leveraged our expertise to navigate these tough negotiations successfully.

  • In the current economic climate, how can I effectively communicate the need for a price increase?
  • What's my plan if the customer ask for a price decrease?
  • an I negotiate terms that are as favorable to us as they are appealing to new clients?
  • How do I protect our margins with costs remaining high and our volume heavily reliant on a key customer?

References across industries

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Your Benefits from our Pricing Clinic®

  • Risk & Buying Center Assessment
  • Negotiation Strategy Setting
  • Professional Pricing & Negotiation Tools
  • Ghost Negotiation Support by Expert

Your Coaches
Dr. Björn Schuppar, Martin Ahelfelder & Steven Dufresne

Björn

Dr. Björn Schuppar

Pricing Expert, Founding Partner & CEO

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Martin Ahlefelder

Pricing Expert, Partner & Managing Director

Steven

Steven Dufresne

Commercial Expert, Partner & Chief Sales Officer

Dr. Björn Schuppar

Price Management Expert
20 years of experience in coaching and training organizations
Guided 3,000 real negotiations with the Pricing Clinic® method
Held more than 250 keynote speeches
Trained over 10k people globally in pricing
70 publications, lectures, and a book about pricing excellence
More than 256 companies successfully use the Schuppar methods: BASF, Henkel, Electrolux, Saint Gobain

Martin Ahlefelder

Pricing Expert
15 years of experience in coaching and training organizations
Guided 2,000 real negotiations with the Pricing Clinic® method
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Trained over 6k people globally in pricing
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Steven Dufresne

Commercial Expert
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What clients say about us

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"Total benefit for my Automotive division of +823 k€ profil. The Trainings, the Pricing Clinics® and and the new Pricing Gym are extremely powerful tools."
Dr. Eberhard Wildermuth
CEO Sales at Witzenmann
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"We recovered plus 44 Million € EBITDA on 2.000 Million € Sales across 3 regions and BUs."
Vincent Legros
Arkema Group CEO at Bostik
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"Changing the Pricing Culture with Schuppar Consulting resulted in +2.2%-pts. Margin improvement and volume growth on plan."
Mike Olosky
Henkel Adhesive, Member of the Executive Committee
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“With the worldwide Pricing Culture & Momentum program with Schuppar we improved our price index from +0.3% to +2.7% (+2.4%-pts.) on 800 M€ Sales."
Andrea Zocchi
Former CEO at Evoca Group

Schuppar Consulting GmbH
Immermannstrasse 19
40210 Düsseldorf, Germany

+49 211 83 68 05 01
info@schuppar-consulting.com

Dr. Björn Schuppar

Pricing Expert, Founding 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 Ahlefelder

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

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

Experience & background
Martin Ahlefelder 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 Ahlefelder 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 Ahlefelder 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 Ahlefelder studied Business Administration (Diploma) at the FHDW in Bergisch Gladbach and worked in marketing and sales before joining Schuppar Consulting. Martin Ahlefelder 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.