5% On Top of the net Price

That is what companies achieve on average after completing a price optimization project with Schuppar Consulting.

Price management Training

Your significant increase in sales profit is achieved by means of tailored pricing initiatives. We design intelligent price and competition strategies, optimize revenue models and improve pricing terms. And we train your sales staff. The effectiveness of the projects is tremendous. Find out for yourself!

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our trainings

Price Increase Master Training

You want to implement a successful price increase without worrying to lose business anymore? You want to get access to all tools available to get price increases and keep your customer happy?

Price Negotiation Refresher Training

You and your sales teams do price changes since many years and have profound capabilities? But your customers are getting stronger and stronger?

Advanced Negotiation Training

Your customers are putting more and more pressure on your business? In negotiations you sometimes feel unsecure of even lost and your customer is very powerful?

Price Defense Training

Prices are more volatile today than ever. Defend your prices in competitive markets and during any economic downswing is an important element to sustain your margins.

Strategic Account Selling Training

Your sales growth is behind expectations? Competition is increasing market share?

Pricing Excellence Training

Pricing is on your company’s strategic agenda? You want to improve the pricing strategies and routines in your company sustainably?

Strategic Price Manager Training

You work as a price manager in a multinational company? You are responsible for pricing guidance and analytics?

Value Selling Training

Sales people need to be good storytellers. Avoid pure price discussions by demonstrating value to your customers with the Schuppar Consulting Value Galaxy.

Pricing Software Training

The usage of your Pricing Software is behind expectations? Your teams are not fully leveraging the Pricing Software as promised?

Your special Need

When you want to develop your academy, your inhouse training, ask us, we develop & design and when you want also deliver high value training courses to your organization.

prof_paukert

Martin Paukert

Pricing Expert & Partner

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.

Finding the best price.

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.

Patrick Yong
Managing Director at Bostik Vietnam
Chemicals
“Just want to say thank you for the great session. Realized more tools/ techniques that my team and I should be focusing on.”
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.”
Andres Amador Marin
Commercial Director Americas at Vestolit
Chemicals
“My takeaways: Approaching customers with price increases, improving negotiation skills, understanding the counterparty temperament, impact on price increase, gaining new business.”
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:"
Gerrit Vloedgraven
Regional Sales Manager at Fixatti
Chemicals
“The explanation of what type of pricing negotiator I am helped me a lot of. I now understand clearly how I can improve myself.”
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 4 Million €. My organization switched from farming to hunting mode.”
Ian Higgins
Business Development Manager Aerospace at Chemetall
Chemicals
“I really benefited from your sales training course, the best that I have ever experienced.”
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.”
Adam Lin
Sales Director APAC Bostik
Chemicals
“Gentlemen, wanted to thank you again for the knowledge you bestowed on my team members and me. The class was excellent and I am sure it will pay big dividends to the company, employees and personal growth of all who experience the wealth of preparation and knowledge.”
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."
Abhay Kulkani
Sales & Marketing Director BASF India
Chemicals
“I have been over 32 years in my job and attended many training sessions and the Schuppar program was the best training we've had in many years.”
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.”
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.”
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.”
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.”
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.”
Alex Sosik
Senior Account Manager at Arkema
Chemicals
“The training was pretty much on target. I particularly liked the role plays followed by useful feedback.”
Dieter Verhoeven
Chief Purchasing Officer at PRYM Group
Consumer
"I liked the very practical and real-life approach and examples."
Markus Leypold
Pricing Head EMEA at Axalta
Chemicals
“Getting to know different ways of argumentation to increase prices in difficult times.”
Jens Hummes
Regional Sales Director at Bostik
Chemicals
"The training was a good motivation to negotiate prices and I really liked the best practices shown by the trainer team."
Jim Morgan
Strategic Accounts Manager at Bostik
Chemicals
“The training content, style and interactivity was excellent. You kept us all engaged while providing a valuable and fun learning experience.”
Ernesto Osorno
General Manager Mexico at BASF
Chemicals
„Many thanks for organizing and executing the best negotiation training seminar I ever had in my long career in Sales. It was fun to do the Role Plays with my colleagues and the opportunity to share experiences with them. This negotiation Seminar will for sure let us become better negotiators and prepares us for the upcoming challenges.”
Martin Burki
Commercial Director at Arkema
Chemicals
“Target achieved. My whole Crew will join this great training. It is amazing how much motivation it is creating among the teams.”
Norbert Pomplun
Key Account Manger at GF Casting Solutions
Auto
“We now understand that we can really improve in many areas as a sales team. This boosts the motivation & enthusiasm of the team.”
Peter Metzger
Sales Director at Arkema
Chemicals
"The training with Schuppar Consulting provided great insights of price negotiations and will definitely help me and my team to be more professional."
Tineke Beirlaen
Chief Commercial Officer at Fixatti
Chemicals
“Perfect trainings that make even less experienced negotiators feel comfortable when facing tough customer negotiations.”
legros
We recovered plus 44 Mio.$ EBITDA on 2,000 Mio.$ Sales with Price Increase Trainings & Pricing Clinics® across 3 regions ​and BUs.
Vincent Legros
Arkema Group, CEO Bostik
legros
We recovered plus 44 Mio.$ EBITDA on 2,000 Mio.$ Sales with Price Increase Trainings & Pricing Clinics® across 3 regions ​and BUs.
Vincent Legros
Arkema Group, CEO Bostik
legros
We recovered plus 44 Mio.$ EBITDA on 2,000 Mio.$ Sales with Price Increase Trainings & Pricing Clinics® across 3 regions ​and BUs.
Vincent Legros
Arkema Group, CEO Bostik

Closing profit leakages.
Securing revenues.

An inefficient policy of pricing terms is like a dripping tap. Everybody sees the waste but nobody gets the plumber. Don’t look away any longer. The earnings potential in the case of terms and bonuses is huge. You can close the loopholes effectively: With a project for performance-oriented pricing terms by Schuppar Consulting you will secure up to 2.5% points higher margins and increase your sales sustainably.

Optimize your discount structure, reduce unneeded customer discounts, improve delivery services and payment terms. Reduce inventories. Do without outdated terms and optimize your working capital. Define return services. Monitor allocations with our Monitoring System. Increase sales, margins and customer satisfaction.

prof_paukert

Martin Paukert

Pricing Expert & Partner

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.

What took training participans
away today?

Find the solution that
fits best for you

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our solutions

Consulting

With our sales consulting services, we open up new perspectives for customers that want to change their previous pricing strategy.

We have developed suitable programs for different starting situations, which we can adapt to your individual challenges at any time.

Trainings

Our practical in-house training courses ensure quick results in negotiations with existing customers.

Your sales team will learn new methods and approaches that directly address typical pain points every salesperson knows.

Events

We regularly host webinars and public events.

In doing so, we share in-depth best-practice knowledge on the subject of price management, from which our customers benefit every day in their daily B2B lives.

Price Increase Master Training

About the Training

You want to implement a successful price increase without worrying to lose business anymore? You want to get access to all tools available to get price increases and keep your customer happy? Then book this course and lay the foundation for many years of success by using multiple professional negotiation techniques (32 ways of objection handling, walk-away method, SOHO negotiation style). Our best seller since years.

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Price Negotiation Refresher Training

About the Training

You and your sales teams do price changes since many years and have profound capabilities? But your customers are getting stronger and stronger? And the market competition is tough, and your teams appreciate a refresher in negotiation strategies and techniques? Then refresh your teams with this course: Gain confidence and momentum and secure your price increase with immediate effect. A must have for everybody who wants to act quick.

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Advanced Negotiation Training

About the Training

Your customers are putting more and more pressure on your business? In negotiations you sometimes feel unsecure of even lost and your customer is very powerful? Your sales teams are not achieving the best possible outcomes and price concessions become a habit. Improve your top-line, your prices and contractual terms with our advanced negotiation training. Perfect for everybody who went though the Master Price Increase Training and the Refresher Training.

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Price Defense Training

About the Training

Prices are more volatile today than ever. Defend your prices in competitive markets and during any economic downswing is an important element to sustain your margins. Develop negotiation strategies and the confidence to keep a healthy relationship with your demanding key accounts also when you hold or even improve your prices. Perfect training for times when raw materials rather tend “south” or your competitors are very active.

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Strategic Account Selling Training

About the Training

Your sales growth is behind expectations? Competition is increasing market share? Add needed hunting skills to yourself and your sales organization to boost your top line. Get access to the success proven Strategic Account Selling Plan with tools, material and smart prompters. Open up the really large opportunities and learn to relate and sell to high-level decision makers. Get more proactive and turn even stagnating markets into your own fortune.

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Pricing Excellence Training

About the Training

Pricing is on your company’s strategic agenda? You want to improve the pricing strategies and routines in your company sustainably? You look out for guidance where to start and how to implement? You want to learn what other companies did and what tools are available? Then book this course and get professional pricing tools along the systematic pricing excellence process. Pricing Excellence Benchmarking is inclusive.

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Strategic Price Manager Training

About the Training

You work as a price manager in a multinational company? You are responsible for pricing guidance and analytics? You want to help your company to get better in strategic price setting as well as in the pricing execution? You track the actual pricing performance and always look out for new ways to identify margin opportunities in the pricing, the terms and the product and customer mix?

You ask yourself how will digital pricing look like in 2 to 3 years and what should you prepare today to avoid any problems in future? During this training event you get to know professional and advanced pricing methods and access to state-of-the-art tools and case studies from other companies.

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Value Selling Training

About the Training

Sales people need to be good storytellers. Avoid pure price discussions by demonstrating value to your customers with the Schuppar Consulting Value Galaxy. Highlight your values and give the customer a great feeling of buying your solutions – even at premium prices.

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Pricing Software Training

About the Training

The usage of your Pricing Software is behind expectations? Your teams are not fully leveraging the Pricing Software as promised? Increase the output with the help of the Schuppar Pricing Software trainings with real use cases. Our experienced trainers will guide your teams through the organizational change needed. Make your pricing solution a benefit to the people rather than an obligation.

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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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