Todd Snelgrove

Todd Snelgrove
Global Manager for Value,
SKF Group (US)

Todd has over 10 years experience in being the team leader on understanding, presenting, calculating, pricing, and purchasing on Total Cost of Ownership (TCO).

Todd has developed and implemented his leading insight into strategies for developing distribution channels, sales and marketing programs, strategic account management, customer value partnership agreements, TCO procurement strategies, and numerous programs that help customers increase profitability by measuring and reducing acquisition, operation, and disposal costs.

Todd has also led sessions on value at Executive MBA courses from IMD Switzerland, Chalmers Sweden, Richard Ivey School of Business Western Ontario, and London Business School.


“I have always found Todd an absolute pleasure to deal with. His knowledge of the profession and trends surpasses my expectations every time I have the opportunity to meet with him. He has a strong commitment to the profession and I believe a genuine desire to share information. As a speaker, Todd is engaging, informative, entertaining and most of all, of significant value to the audience to whom he is delivering”.

Dianne Kilkenny,
Operations Manager, The Chartered Institute of Marketing

“Todd’s passion about customer value is simply contagious!’”.

Kamran Kashani,
Professor IMD Switzerland


Leading companies by proven methods and practices

13 May, 2015  13.00-17.30 h.

Venue: Hotel BEST WESTERN Vilnius
Konstitucijos pr. 14, Vilnius (map)



How does one get paid for value created? This question has been asked by every premium player in every market of the world. Since the financial benefits of value creation and pricing are well known, why is it that so many companies do not achieve the results they want after they have done the work to create something that is of value? For those that do invest and create customer value, it is time to do the work to capture that value!

Companies who have a good value based pricing strategy are 30 percent more profitable than ones that have weak execution on value pricing, and are 35 percent better off than those that follow a cost or share driven strategy. The message will be the need to understand what your value is, find a way to communicate that value customers are willing and able to pay for it.

In this compelling seminar,Todd Snelgrove will explain how value capturing can be managed in practice, based on their many years of industry experience from SKF and many other companies in many parts of the world.


  • The benefits of value selling
  • How to use value quantification in the sales process
  • Calculating value
  • How to find out what your value proposition is?
  • Pricing for value created
  • Communicating Value
  • How to deal with the buyer who refuses to recognize value
  • The major trips and traps that will catch you out in the value selling journey



12.30 - 13.00



13.00 - 13.10 Welcome and Introduction, Modestas Gelbūda, BILD

13.10 - 13.30


Value Selling: how it differs from other strategies?
Todd Snelgrove, SKF Group, UK

13.30 - 14.15



Problems faced by the Value Sellers (Todd Snelgrove)
• What is Value? What is cost?
How to measure and demonstrate value to the customer?

14.15 - 15.00



How SKF implement Value Creation and Selling? (Todd Snelgrove)
•  How customers understand value?
•  How SKF has managed to justify the value of their customers?

15.00 - 15.15

Coffee break

15.15 - 16.15



Value Pricing: how to get the best price for the value created (Todd Snelgrove)
How to win valuation "battles"
How to move from price to the customer's cost and value discussion

16.15 - 16.45


New Product Development - a critical part of the Value CreationStrategy
Algimantas Markauskas, „Thermo Fisher Scientific Baltics“

16.45 - 17.20

Pannel discussion

Participants fee is 200 EUR (plus 21% VAT)*.
*Fee includes coffee breaks, drinks and snacks, hand-outs.

mobile: +370 620 22064

Registration is completed once the invoice is paid.
Prepaid registrations can be cancelled by 4 May, 2015 and will be refunded, except for the 10% administration fee.
No refunds will be made for cancellations after 4 May, 2015.
If you are not able to attend the seminar, your collegue can attend  instead of you at no additional charge.

Seminar language is english.