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EPP's Global Pricing Forum 2023
Timed Agenda

Pricing for Growth

2-day training 6 November 2023

6 & 7 November 2023
ECONOMIC VALUE MODELING
Trainers: Simon Murzeau - Monitor Deloitte, Thomas Aerts - Monitor Deloitte, Marc Abels - Monitor Deloitte, and Maarten Moreels - Monitor Deloitte

See full programme here

FORUM WORKSHOPS 8 November 2023

12.00 - 12.30

WELCOME COFFEE & REGISTRATION
12.30 - 14.00

WORKSHOP 1

Navigating Inflation Pressure with AI: Ensuring Profitability and Market Competitiveness. Craft precise AI-driven pricing strategies to outshine the competition during inflationary periods.
Join us for an immersive AI Pricing Mastery Workshop that empowers you to conquer inflationary challenges with confidence. Discover how AI-driven pricing scenarios can not only safeguard your profitability but also propel you to new heights of competitiveness in today's dynamic market. Gain insights from industry best practices, and explore the transformative potential of AI. This workshop is your ticket to pricing success in an era of change and uncertainty.

Agenda:

1. Learning from the Past: Examining Case Studies of Mismanaged Pricing

2. Unveiling Your Analytical Toolkit: Overview of day-to-day Analytical Tools:

  • Price Elasticity Modeling
  • Competitive Landscape Assessment
  • Price Corridor Analysis
  • Price Tiering Strategies
  • and more

3. Best Practices in Inflationary Times: Understanding the Necessity of Price Adjustments in Inflationary Environments

4. The Consequences of Mishandled Pricing; Exploring Horror Stories: How Price Increases Can Lead to Market Share Loss and Reduced Competitiveness

5. The Role of AI in Price Optimization

  • Broadening Your Focus: Leveraging Quantitative and Qualitative Insights
  • Enhancing Capability Growth: Gaining Insights from Multiple Perspectives

Gergo Fenyes - Chief Data Scientist - Revenue.AI
14.10 - 15.40

WORKSHOP 2

Data considerations in preparation for using neural networks to support pricing decisions
We all know the old adage about data, something along the lines of “garbage in - garbage out”. Join PROS to gain a deeper understanding of how to get transformational price recommendations out of neural network algorithms. We will discuss the different types of data to consider, how they are used in helping to generate the output, typical data issues we have come across and how modern software helps check the data before it is used and provides insights into how good the output is.

Nick Boyer - Senior Director, Strategic Consulting EMEA - PROS

 
15.40 - 16.00

COFFEE BREAK & NETWORKING
16.00 - 17.30

WORKSHOP 3

Mastering the Art of Accelerating Value
Join Darius Fekete, Vendavo's Director of Value Acceleration, for an exciting and interactive session to accelerate desired outcomes when leveraging technology. Through a series of case studies, you will learn to identify challenges and opportunities to accelerate value, unlock hidden revenue streams, and achieve continuous growth. Learn about sources of value, identify challenges, develop strategies to unlock growth opportunities. Discover how Vendavo's Value Acceleration team and methodology transforms your business and position so you stay ahead of the competition.
•    Identify opportunities to accelerate value and unlock hidden revenue streams
•    Develop an understanding of value drivers and related business outcomes
•    Learn how you can transform your business and position

Darius Fekete - Head of Value Consulting – Vendavo 
17.40 - 19.10

WORKSHOP 4

Achieve step change in sales enablement and margin optimization through analytics

What will we discuss:

  • Key challenges in pricing context pre-analytics 
  • Introduction to the concept and potential value of pricing analytics
  • Working session on how pricing analytics can help solve some of the identified challenges
  • How we applied pricing analytics at Barry Callebaut and achieved significant impact on both margin and commercial capabilities

Pieter De Samblancx – Global Program Manager – Barry Callebaut

Philip Hermans – Expert in Commercial Excellence – PwC
19.10 - 20.10

ICEBREAKER NETWORKING DRINKS

FORUM DAY - 1 9 November 2023

8.00 - 8.40

WELCOME COFFEE & REGISTRATION
8.40 - 9.00

Welcome by the President of EPP - Pol Vanaerde - President - EPP
Chairperson Opening Remarks - Katrin Wibmer – Head of B2B Pricing – Swarovski
Session 1:
STAY COMPETITIVE! - MASTER YOUR PRICING STRATEGY
9.00 - 9.30

The anatomy of the pricing function at Schneider Electric - Key mandates with a "hot topic of the day" example for each

Gabor Kapus – VP Commercial Policy, Pricing and Quotation Transformation Deployment – Schneider Electric 
9.30 - 10.00

Navigating ESG Pricing

Mukarram Bhaiji - Expert Partner - Bain & Company 
10.00 - 10.30

The power of competitive intelligence to identify revenue opportunities

Chris Kennedy-Sloane - Business Consultant – Vendavo
10.30 - 11.00

COFFEE BREAK & NETWORKING 
11.00 - 11.30

Effectively Stopping the Margin Leakage – How can we optimize the Gross-to-Net price waterfall?

Daniel Antolin – Managing Director - Pricing & Commercial Strategy Europe – Accenture
Daniel Lindner – Strategy Principal Director - Pricing & Commercial Strategy Europe – Accenture 
11.30 - 12.00

Revenue and profitability optimisation

Desislava Naseva - Global Strategic Pricing and Margin Optimisation Lead - MSA Safety
12.00 - 12.40

ASK THE PRICING LEADERS! - INTERACTIVE PANEL DISCUSSION
Agile pricing in a competitive world - Establishing new business and revenue models

Moderator: Nazar Lukasevych - Head of Global Pricing Competence Center - Hilti

Dr. Ekaterina Ruehle - Director Global Strategic Pricing - Henkel Adhesive Technologies
Gabor Kapus – VP Commercial Policy, Pricing and Quotation Transformation Deployment – Schneider Electric 
José Vela - Global Director of Pricing - Spandex Group 
Nejmi Bogdani - Global Head of Pricing Flavours - Givaudan
12.40 - 13.40

LUNCH & NETWORKING 
13.40 - 14.40

BREAKOUTS

13.40 - 14.10

BOOTCAMP 1

Execute an innovative customer focus pricing strategy 

José Vela - Global Director of Pricing - Spandex Group

  

BOOTCAMP 2

Applying pricing servitization: the case of Wash Pass by Haier in the white goods industry

Carmine Infante - EMEA Business Unit Director for all services - Haier Europe
Giulio Migli - Pricing & Commercial Excellence Senior Manager - Horváth
       
14.10 - 14.40

BOOTCAMP 3

Harnessing the power of competitor price monitoring

Carina Röllig - Director Business Development Big Data - Vistex

  

BOOTCAMP 4

Strategic pricing, a game changer

Jean-Manuel Izaret - Senior Partner and Managing Director - Boston Consulting Group
14.40 - 15.10

COFFEE BREAK & NETWORKING 
15.10 - 15.40

Pricing in the AI era: How Pricing is getting in the heart of your full commercial operations?

Maarten Moreels – Partner – Commercial Strategy & Pricing – Monitor Deloitte 
15.40 - 16.10

Triple Win RGM : Insights from FMCG industry

Ji-Hoon Dierckx - Chairman & CEO – PricingOne
16.10 - 16.40

COFFEE BREAK & NETWORKING 
16.40 - 17.10

Achieving commonality with disparate business models, markets & price structures

Chad Crowell - Pricing Lead – BrandSafway
17.10 - 17.40

The margin growth paradox - The volatile economic outlook and the consumer willingness to pay for sustainable products

Jennifer Nelen – Partner Customer Transformation – PwC
Ruud Kammeraad – Director Pricing & Revenue Management – PwC
17.40

Closing remarks of the chairperson - Katrin Wibmer – Head of B2B Pricing – Swarovski
19.00

NETWORKING DINNER

FORUM DAY - 2 10 November 2023

8.50 - 9.00

Chairperson Opening Remarks – José Vela - Global Director of Pricing - Spandex Group 
Session 2:
EMBRACING INNOVATIVE TECHNOLOGIES AND DATA MANAGEMENT TO CREATE COMPETITIVE ADVANTAGE
9.00 - 9.30

Deconstructing the pricing technology landscape to reconstruct your margins and profits to enable growth

John Moss - CEO - Flintfox International
9.30 - 10.00

Data driven behavioural segmentation

Marcel Körner - Senior Director Global Services Pricing - Dell Technologies
10.00 - 10.30

Hear real examples of the use of AI and algorithms in pricing!

Bengi Turkel - Pricing Excellence Manager - Ericsson Antenna System
10.30 - 11.00

Democratising RGM capability through future fit tools

Sandeep Mathew - Global Director RGM Tools and Capability - Unilever
11.00 - 11.30

COFFEE BREAK AND NETWORKING
11.30 - 12.00

BREAKOUTS

BOOTCAMP 1

  

BOOTCAMP 2

From complex algorithms to sales insights: How generative AI enhances pricing model explainability - A prototype of supervised explainable agent

Matthieu Simeoni - Senior Data Scientist - Predictive Layer

  

Capture differences in online and offline willingness to pay and price sensitivity using Philips OneBlade case study

Matt Johnston - Founder & CEO - EPIC Conjoint

Andrea Gonçalves da Silva - Senior Market Intelligence Manager - Philips
     
12.00 - 13.00

ROUNDTABLE DISCUSSIONS

Let us take a step-back and work together to create the future of revenue and pricing by brainstorming great ideas and real examples. All participants are welcome!

  
1. Customer focus pricing strategy - MODERATOR: Nejmi Bogdani - Global Head of Pricing Flavours - Givaudan               
       

2. Price setting and portfolio optimisation - MODERATOR: Charles Martin - Head of Pricing & RGM Excellence - LKQ Europe

  

3. Behavioural Pricing tools - MODERATOR: Steffen Rohwer - Head of Pricing, Proposals, Contract Management, Business Intelligence - Ericsson Antenna System

  

4. Servitization: Share ideas of the impact on revenue when moving to a service model - MODERATOR: Nazar Lukasevych - Head of Global Pricing Competence Center - Hilti  

  

5. Promotions and discount strategies - MODERATOR: José Vela - Global Director of Pricing - Spandex Group

  

6. Successful Value-based modelling - MODERATOR: Chad Crowell - Pricing Lead - BrandSafway

  

7. Omnichannel pricing - MODERATOR: Dr. Ekateria Ruehle - Director Global Strategic Pricing - Henkel Adhesive Technologies

  

8. Change management in RGM tools implementation projects - MODERATOR: Irina Kremleva - Head of Revenue Growth Management Northern Europe (DACH, BNL and Nordics) - PepsiCo

  
   

Followed by a presentation of the key results from the discussion of the roundtables - get your point of view heard, everyone can participate!

  
13.00 - 14.00

LUNCH & NETWORKING
14.00 - 14.30

Master your pricing strategy - Easy come, easy go 

Dr. Jan Remmert - Chairman of the Board - Liechtensteinische Post AG
14.30 - 15.00

How Kellogg leverages analytics to respond quickly to the market environment

Ajay Ahuja - Global RGM Analytics Director - Kellogg
Session 3:
BUILDING A STRONG AND SUCCESSFUL PRICING TEAM
15.00 - 15.30

Applying best practices of change management for an efficient pricing organisation

Thierry Laugerette - Group VP Commercial & Digital Transformation - Imerys
15.30 - 16.10

EXPERTS INTERACTIVE PANEL DISCUSSION
Achieve pricing excellence with a strong pricing team

Moderator: Irina Kremleva - Head of Revenue Growth Management Northern Europe (DACH, BNL and Nordics) - PepsiCo

Marcel Körner - Senior Director Global Services Pricing - Dell Technologies 
Charles Martin - Head of Pricing & RGM Excellence - LKQ Europe 
Steffen Rohwer – Head of Pricing, Proposals, Contract Management, Business Intelligence – Ericsson Antenna System
16.10 - 16.30

Closing remarks by the President of EPP - Pol Vanaerde - President - EPP
Chairperson Closing Remarks - José Vela - Global Director of Pricing - Spandex Group
16.30

End of the event

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