What Better Prices Mean to Your Company
Most companies are not happy with their prices and want to get better margins. Be honest: does your company already charge prices that reflect the true value of your offering? Or do you often agree to the conditions of your counterparts during negotiations for fear of losing the customer?
If you answered „yes“ to the second question, we can help you. More than 400 companies & over 7,000 salespeople and buyers have already benefited from Schuppar trainings. We are your (full solution) pricing consultancy.
Through the experience of over 3,000 negotiations, 200 pricing programs for global players and working with more than 10,000 people on pricing globally during past 15 years, we have filtered out the key elements that are responsible for solid pricing: It is the combination of a good pricing strategy and a strong pricing culture.
Let us take you on a journey in which we will analyze your current situation from a 360-degree perspective and offer you a tailormade program.
We train your teams in terms of price setting & price negotiations, optimize your systems, install the tools and actively accompany you on the way to your goal: sustainable prices that fit with your needs and make your company less dependent on market turbulence and rising costs.
Your Schuppar pricing expert team combines both: consulting and training as a full solution provider. With programs for the best.
Hi, My Name Is
Dr. Björn Schuppar
Hi, my name is Björn and price management is my big passion. And I also love to inspire people. To give more confidence to them. Inspire them to think more free and without limitations and make brave decisions. To make them feel more self-assured. Helping them to behave proactively in their markets and step up for the true value their organization delivers to customers.
Schuppar Consulting gives me the opportunity to combine both of these passions to support B2B companies with their price management the best possible way. Together with my team I am on a mission to provide the skills, know-how, methods, plans, strategies & emotions to transform normal sellers into pricing champions.
A lot of practical experience in a very short time, and on an extraordinarily high, specialist level – that is what joining Schuppar Consulting offers you.
Most of Our Limitations Start In Our Head
Pretend that you have the idea of running a marathon. When you think about it, maybe the first doubts come to mind.
Maybe you are not the sportiest person on this planet and you are unsure whether your physical conditions are even made for it. Perhaps you’ve already read one or two terrifying reports about runners who collapsed during a marathon.
The fact is: With the right preparation, basically every person is able to run a marathon. But doubts about one’s own abilities and the warmth of the usual comfort zone ensure that most people never dare to try.
Cases like the one just described not only occur in the private sector, but also appear frequently in everyday B2B life. After over 20 years of experience in the price management sector, I know that most salespeople are very concerned that their prices are too high. Resultingly thinking about a price increase automatically means considering a volume loss.
Yes, price optimization is a process which requires preparation and training. But with the wrong mindset, sales leaders around the world sabotage themselves from the start.
If you don’t believe your product deserves its value, neither will your customers. And that has devastating consequences:
- You will not be able to make right and important decisions
- Your company needs to increase sales or reduce costs to compensate for the loss of margins
- Your sales team is under even more pressure
- You go into future negotiations with a cracked self-confidence
- Your company generates less revenue, which can have a negative impact on product quality and job security
Believe me: I know how all of this feels because at the beginning of my career I was at that point too. Together with my team, I have developed solutions that not only treat the symptoms but also the cause of the typical problems that salespeople struggle with day in and day out.
Yes, we provide trainings and strategies that sellers will benefit from during their whole career. But what makes us special is that we also work with the emotions of people. Because I am convinced that the way we feel has extremely positive effects on our working results.
- 20 years of experience
- Guided 3,000 real negotiations
- 70 publications
- More than 250 keynote speeches
- Served over 400 companies
Decode your Pricing DNA
In the last 20 years we have learned a lot from top salespeople and top buyers in the management of our customers. These great mentors helped us with their knowledge to completely decode the sales pricing DNA of companies.
One of our customers was able to effectively increase its margin by 2.3% points through pricing culture. On sales of € 2 billion, this means an impressive plus of € 46 million in EBITDA.
Dr. Björn Schuppar
Pricing Expert
Learn quick, practice with fun, perform convincingly
Mindset
Defending Quotations
Negotiation Skills
Agile Margin Recovery
Sales Psychology
Mindset
Mindset
Defending Quotations
Negotiation Skills
Agile Margin Recovery
Sales Psychology
Mindset
Mindset
Defending Quotations
Negotiation Skills
Agile Margin Recovery
Sales Psychology
Mindset
Feel free to contact us to find the service that’s right for you.
Why Well-Known Customers From Various Industries Work With Schuppar Consulting
Vincent Legros
Arkema Group CEO at Bostik
Dr. Eberhard Wildermuth
CEO Sales at Witzenmann
Joris Merckx
CEO at Thor NV
(Formerly President & CEO at Chemetall)
Malte Witt
Vice President Sales and Marketing EMEA at Armacell
Daniel Lopez Cruz
Managing Director Corporate Investment at Investcorp
Dr. Volker Pfahlert
Founder/Co-Founder/ Shareholder & CEO Numares
(Formerly Executive Positions at Roche Diagnostics and Draeger Medical)
Become a Pricing Champion with our Programs
Martin Ahlefelder &
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.
At Schuppar Consulting we empower businesses to establish a new mindset of pricing culture.
Book us for your Key Note Speech. Virtual or present.
Meet the Leadership Team
Dr. Björn Schuppar
Pricing Expert, Founding Partner & Managing Director
Dr. Björn Schuppar stands as the brilliant founder and visionary behind Schuppar Consulting, a pioneering force in the realm of pricing and sales strategy. With an impressive track record spanning over 20 years, he has been instrumental in transforming companies such as BASF, Siemens, and Henkel, revolutionizing their pricing practices and steering them towards long-term sustainability. Driven by a passion for excellence, his innovative methodologies and pragmatic programs have become the cornerstone of success for businesses seeking to unlock their full growth potential in the competitive marketplace.
Martin Ahlefelder
Pricing Expert, Partner & Managing Director
Martin Ahlefelder is a renowned Pricing Expert dedicated to helping companies achieve pricing excellence and growing long-term profitability. Not only does he focus on pricing concepts, but he also trains sales teams to enhance their professionalism in pricing, negotiation, and selling. By equipping sales teams with the necessary skills and knowledge, Martin empowers them to make informed pricing decisions, negotiate effectively, and ultimately drive revenue growth.
Steven Dufresne
Commercial Expert, Partner & Chief Sales Officer
Steven gained extensive commercial experience working in business roles across multiple markets and geographies at Loctite and Henkel. He led established and emerging businesses, steered engagements with consultants, and guided strategy teams focused on Commercial Excellence. Having worked and lived in the Americas, Europe and Asia, Steven brings local, global, and multi-cultural perspectives to his work at helping companies professionally engage their customers, drive growth, and improve profitability.
Do you have questions? Get in touch with us for any inquiries.
Start Into A New
World Of Pricing
At the beginning of my career, I had similar experiences as many B2B salespeople. I didn’t know what prices I could charge for my products. I thought that I was well prepared for negotiations but it often turned out that my counterparts were several steps ahead of me.
They made me feel that I am much too expensive and I was afraid of losing my customers to the competition if I didn’t meet the conditions of my negotiating partners. Thanks to my years of experience and the support of my great mentors, I know better today.
If your company delivers great solutions and operates in a competitive environment, frequent price optimizations are not only appropriate, they are even necessary.
It makes me fuzzy when I see that companies deliver extraordinary solutions that solve really painful problems, but fail to pass this added value on to their customers in terms of price. I observe that buyers and sellers often meet at the negotiating table as opponents rather than partners.
I want to change this situation.
Your work life is too short to always fight for prices and continue to be afraid. In a perfect world, salespeople no longer wake up feeling that their business is at risk and that their prices are too expensive.
I dream of a world in which salespeople are accompanied every day by the certainty that they deserve a bigger piece of the pie without scaring off their customers.
If you want to become part of this world as well and would like to figure out your secret sales pricing DNA we should get to know each other. The entire Schuppar team looks forward to welcoming you and your sales team to us soon.
