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Agenda Day 1

Conference day one

8:30 AM - 9:00 AM Registration and welcome coffee

Who is Who: Discover who else is participating in the conference. The matchmaking picture wall will help you identify who you want to meet at the conference. In cooperation with Fujifilm

9:00 AM - 9:30 AM Opening Remarks from the Chairman

9:10 AM - 9:50 AM Keynote Case Study Presentation: How pricing transformation fits with sustainable Commercial Excellence at Syngenta

Steven Hawkins, Head of Commercial Transformation, Syngenta AG
• How Pricing drives value for broader Commercial transformations
• Leveraging change management capability building through Price delivery
• Sustainable Commercial Excellence with Pricing Excellence at the core

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Steven Hawkins

Head of Commercial Transformation
Syngenta AG
• How to get the business to focus on pricing and the top line impact, whether margins are high or low – shifting the focus to margin optimisation
• How can you get the organisation to adopt new innovations/ transformations/ technology in pricing?
• Margin management: how to get the correct sales incentives in place to speed the process?
• How to position pricing as a strategic role – becoming a trusted advisor to the business/ sales management teams

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Martin Reeves

Merchant Margin Enhancement and Pricing Manager
Air Products and Chemicals
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Daniel Cho

Director Marketing, Market Intelligence & Global Pricing, Patient Care and Clinical Informatics
Philips Healthcare
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Ian Tidswell

Founder
Een Consulting

10:30 AM - 11:00 AM Speed Networking

Break the ice and get to know your industry peers in these fast-paced one-to-one meetings. Greet each participant in this series of brief 1-2-1 exchanges and share your professional background.

11:00 AM - NaN:NaN AM Refreshment break and networking

11:30 AM - 12:00 PM Case Study Presentation: Managing International Pricing in uncertain times

Tim Mui, Director, International Pricing Strategy , VMWare
• How to optimize price points across countries, currencies and channels
• Methods for determining willingness to pay by market
• Using the entire Price Waterfall to localize pricing
• Developing price playbooks for one off events such as election results and currency devaluations
• Dealing with currency fluctuations. Solving the problem of price consistency versus price alignment
• When the channel sell in price has a different currency than the end customer price. What are the issues and how to solve them

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Tim Mui

Director, International Pricing Strategy
VMWare

12:10 PM - 12:50 PM Joint Drill-Down Roundtable Discussions: B2C and B2B

These informal, subject-specific roundtables give you a unique opportunity to drill down into the details of an issue that is really important to you by probing the knowledge and expertise of industry market leaders. Each roundtable is limited to 10 people for maximum interaction and is designed for you to meet like-minded peers and source practical solutions collaboratively. An exceptional way to genuinely get to grips with your key challenges.

12:10 PM - 12:50 PM Pricing vs sales: best friends or best enemies? How to get the sales teams on board to fight for your prices and profitability!

Dr. Sebastian Voigt, Head of Pricing and Monetization, Axel Springer SE Christoph Röttgen, Pricing Manager , Axel Springer , ,

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Dr. Sebastian Voigt

Head of Pricing and Monetization
Axel Springer SE
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Christoph Röttgen

Pricing Manager
Axel Springer

12:10 PM - 12:50 PM Behavioral economics for pricing and portfolio architecture: Does it really work in practice or is it just a nice theory?

Dr. Sebastian Voigt, Head of Pricing and Monetization, Axel Springer SE Christoph Röttgen, Pricing Manager , Axel Springer , ,

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Dr. Sebastian Voigt

Head of Pricing and Monetization
Axel Springer SE
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Christoph Röttgen

Pricing Manager
Axel Springer

12:10 PM - 12:50 PM How can you create a successful pricing strategy for new products?

Dr. Sebastian Voigt, Head of Pricing and Monetization, Axel Springer SE Christoph Röttgen, Pricing Manager , Axel Springer , ,

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Dr. Sebastian Voigt

Head of Pricing and Monetization
Axel Springer SE
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Christoph Röttgen

Pricing Manager
Axel Springer

12:50 PM - 2:20 PM Networking Luncheon

STREAM 1: Capitalising in B2B Pricing

2:20 AM - 3:00 AM Keynote Presentation: Pricing in a digital economy – the changing role of channels

Satchin Gowrea , Head of Pricing, BT
The race is on for B2B companies to move into the e-commerce space – to improve the customer experience as well as reduce cost of service:
• How will the disruption to traditional channels, driven by digitalization, result in a value shift and change in pricing power?
• Digitization means reaching more customers, at the moment of decision, with the right information, product and value proposition - how can value propositions be adjusted to benefit from these shifts?
• How can you successfully leverage available data and modern CPQ solutions to make better pricing decisions, and adapt your prices to the new purchasing habits of customers?

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Satchin Gowrea

Head of Pricing
BT

STREAM 2: Capitalising in B2C Pricing

8:00 AM - 8:40 AM Case Study Presentation: How to apply behavioral analysis for pricing and revenue optimisation

Amit Agnihotri, EU Head Pricing Analytics and C2C Strategy, Ebay
• How can behaviour information be adapted to build behaviour pricing?
• How to optimally price and construct offerings to sell
• Visibility, analytics and decision making – best practice in data analytics to determine your most profitable customers
• Applying a framework for identifying potential profit improvements by applying behavioral pricing and how to verify and realize that potential

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Amit Agnihotri

EU Head Pricing Analytics and C2C Strategy
Ebay

3:00 PM - 3:40 PM Case Study Presentation: Beating competitive pricing pressure – the Philips Competitive Intelligence Program

Loon Lee, Senior Pricing Manager, Philips Medical Systems
• How competitive portfolio analysis works at Philips, led by the pricing department
• Getting buy in from the various departments: communicating the impact of the project
• How to use competitive intelligence to train the salesforce to optimise on price
• The challenges in the process and directly attributed success measures

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Loon Lee

Senior Pricing Manager
Philips Medical Systems

3:00 PM - 3:40 PM Case Study Presentation: Revenue management at Sky – selling the right product to the right customer at the right price

Olivier Nocher, Head of Pricing, Sky
• How to apply disciplined analytics to predict consumer behavior at the micro-market level
• How to use this data to understanding customers' perception of product value and accurately aligning product prices, placement and availability with each customer segment
• Why all value is subjective and all prices are contextual

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Olivier Nocher

Head of Pricing
Sky

3:40 PM - 4:10 PM Refreshment break and networking

4:10 PM - NaN:NaN AM B2B and B2C Brainstorming Session

Stuart J T Dodds , Global Pricing and Legal Project Management, Baker McKenzie
In this interactive format, spend 10 minutes listening to a best-practice case study before the speaker challenges you as the audience to brainstorm on the given topic with your B2B or B2C peers. You will engage in small, interactive roundtable discussions, where competing ideas are put forward and the best solutions/ formats agreed upon before each group presents its conclusions to the audience. Take away different approaches to the same challenge from your fellow industry peers!

Where should the pricing department sit within the organisation?
• There are lots of constellations of where pricing sits – where does your department sit, where do you think it should sit and why?
• With further globalisation, digitalisation, process automisation – where is the optimal position for pricing to sit?

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Stuart J T Dodds

Global Pricing and Legal Project Management
Baker McKenzie

5:00 PM - 5:10 PM Closing Remarks from the Chairperson

5:10 PM - 5:10 PM Evening Get-Together

Enjoy a relaxing get-together following the first conference day. This is an excellent
opportunity to meet the other attendees and make new business contacts.