EPP IMPACT – Spare Parts
Agenda
Workshops - November 19 (PM)
Welcome
Welcome Coffee and Registration
Innovative Workshops
These sessions are for industry attendees only
Workshop 1
Mastering Price Pack Architecture for profitable growth
- Evaluating price elasticity and consumer demand sensitivity
- Identifying the right pack sizes and pricing strategies across different channels
- Case studies on successful price-pack optimisation for varying market conditions
- Tools and frameworks for creating a sustainable and adaptive PPA strategy
Workshop 2
Building an effective RGM data management strategy: From data to actionable insights
- Identifying the most relevant RGM metrics and KPIs for pricing, promotions, trade spend, and volume growth
- Techniques for harmonising data from various sources (internal and external)
- Building user-friendly dashboards that cater to the needs of both RGM experts and senior leadership
- Best practices for data visualisation that makes complex insights easily digestible
Workshop 3
Harnessing emerging AI tools for smarter, faster RGM decisions
- AI-driven precision: Transform pricing and promotions with predictive analytics for smarter growth decisions
- Craft optimized pricing and packaging strategies to maximize impact with generative AI innovation
- Leverage AI for instant insights and agile responses to market shifts
- Learn how to embed AI tools seamlessly into workflows for consistent, organisation-wide RGM excellence
Telus Team
Workshop 4
Optimising trade spend and promotional effectiveness
- Analysing trade spend ROI: How to measure what’s truly effective
- Using predictive analytics to forecast promotional outcomes
- Techniques for balancing short-term volume gains with long-term brand health
- Real-life examples of companies that successfully reduced trade spend waste while driving growth
Carst Vaartjes – Co-Founder and Chief Innovation Officer – Visualfabriq
Workshop 5
Unlocking growth leveraging the science of consumer decision-making
- Applying behavioural nudges to pricing, packaging, and promotion
- Understanding the cognitive biases that impact consumer choice
- Designing RGM strategies that align with consumer heuristics for better value perception
James Griffiths – Global Head of RGM, Presales – o9 Solutions
Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
Networking
Icebreaker Networking Drinks
Forum Day 1 - November 20
Welcome
Welcome Coffee and Registration
Welcome by Pol Vanaerde
Pol Vanaerde – President – EPP Pricing Platform
Chairperson opening remarks
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
SESSION 1. STRATEGY:
Mastering RGM for Long-Term Revenue Growth and Commercial Excellence
Unlock actionable growth - Achieve integrated decision making across RGM levers
- Explore techniques for balancing volume and value growth amidst rising costs and evolving consumer demand
- Learn how to overcome the challenges of pricing tensions and volume declines post-inflationary periods and which businesses units should we get back
- Understand private label competition and how to sustain branded volume while preserving margin
- How the integrating of marketing into RGM can support a more sustainable future in pricing
Nuno Alexandre – Global Head of Customer Strategy & Planning for Foods – Unilever
What really matters to transform RGM – listen to a client story
- Uncover what are the critical dimensions to successfully transform RGM at scale
- Discover best practices to build an E2E, integrated and scalable platform
- Learn how to build strong capabilities to sustain RGM practice
Jean-Sébastien Verwaerde – Managing Director & Partner – BCG
Clément Schaff – Partner – BCG
Holistic Revenue Growth Management for FMCG & Retail
- Projective willingness to pay and financials
- Evolving from NRM, PPA, RGM to organic growth
- Triple win and trade narrative
- Pathway to profitable growth, proven to maximize sales and margin/GP
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Andrew Hepworth – Group Commercial Director – Nomad Foods
Inspirational Leaders Panel Discussion
Retailer collaboration: Building joint strategies
- Driving success through retail collaboration: Insights from industry leaders on strategic partnerships and RGM integration
- Discover the latest trends in retailer-manufacturer collaboration, focusing on joint category management initiatives
Moderator: Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Panellists:
- Nuno Alexandre – Global Head of Customer Strategy & Planning for Foods – Unilever
- Sandra Gomes – Head of Retail Food Markets – Auchan
More panellists to be confirmed soon
SESSION 2. PROCESS:
Integrating, Streamlining and Optimising RGM Execution
Leverage PPA to find new revenue growth opportunities
- The optimal design of a successful PPA – how to do it faster, more efficiently and in the best way
- Unleash promotion effectiveness and adjust your PPA for the consumers
- Learn how to navigate the complexities of price-pack architecture in a rapidly changing regulatory landscape
Andy Williams – Revenue & Channel Director – Kellanova
Firechat session with a key industry leader
Explore strategies for cross-functional collaboration and discover the essential steps to harmonise RGM levers, driving seamless execution and commercial success across the organisation
Magda Cegielska – RGM Lead for Europe – BAT
Nail promotional optimisation and trade promo management
- Gain actionable insights on driving trade promotional optimisation (TPO) to improve ROI across different channels.
- Learn about the value of AI in TPO/TPM
- Discover the latest tools and technologies enabling real-time promo scenario planning and execution
Carst Vaartjes – Co-Founder and Chief Innovation Officer – Visualfabriq
Firechat session with a key industry leader
Product and trade mix management innovation
- Align your trade investment methodology with your portfolio strategy to drive product mix and the tools available to create an effective product and trade mix and category management model
Breakout Sessions
Bootcamp 1
Optimise your assortment and product mix strategies
- Learn how to optimise product assortments to ensure the right products are in the right stores for maximum sales impact
- Understand how pricing, product mix, and assortment planning can align with RGM strategies to drive growth
- Explore the latest tactics for managing product portfolios in response to changing consumer demands
Sami Ghabrial – CEO – Marketeers Research
Mariam Ghabrial – Marketing & PR Director – Marketeers Research
Bootcamp 2
Harness omnichannel and E-commerce RGM Strategies
- Discover how to drive growth through omnichannel strategies, integrating RGM with both physical and digital touchpoints
- Explore the rise of quick commerce and new sales channels, understanding how to identify and capitalize on growth opportunities
- Learn how to tailor RGM approaches to different sales channels, ensuring consistency across traditional trade, e-commerce, and hybrid models
Bootcamp 3
The Space Race - understanding the value of facings and share of shelf
- Many businesses have dead money locked into JBPs
- Tracking performance of space and its value ensures you can get a ROI
- EPIC’s tool will show you how you can isolate the impact of share of shelf
Andy O’Brien – Director – EPIC Conjoint
Bootcamp 4
Develop successful trade terms and retail collaboration strategies
- Build stronger partnerships with retailers by leveraging shared data to optimise category management and trade terms
- Explore performance-based trade term strategies that drive mutual growth between manufacturers and retailers
- Learn how to align RGM with retailer demands to create a holistic collaboration framework
Fabrizio Bianchi – Industry Principal for the Consumer Products Industry – Vistex
Davide Abis – Presales Manager, CPG Expert – Vistex
Working Roundtables
Let’s create the future of RGM & Category Management by brainstorming great ideas and real examples.
All participants are welcome! No Pre-Registration needed.
Roudtable 1
Structuring the RGM Function for Optimal Results
- Developing RGM capabilities to ensure long-term success and scalability
Roudtable 2
Navigating Price Elasticity
- Strategies for managing pricing dynamics and elasticity in a volatile market.
Moderator: Finn Hansen – Co-Founder and CEO – PriceBeam
Roudtable 3
Promo Optimisation
- Real-world examples of balancing price and promo levers for growth
Roudtable 4
Balancing Volume and Value Growth in Competitive Markets
- How to compete effectively against growing private labels and low-cost alternatives.
Roudtable 5
Collaborating with Retailers for RGM Success
- Building strategic partnerships with retailers for better trade terms and data sharing
Moderator:
Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
Roudtable 6
Trade Terms
- Exploring new trade term strategies and collaborative models that drive mutual growth
SESSION 3. PEOPLE:
Developing RGM Teams for the Future
Organisational structures for RGM success
- Understand the pros and cons of reporting RGM to sales vs. finance, and how to build cross-functional alignment
- Get insights into evolving organisational structures that embed RGM across global, regional, and market teams
- Learn how to foster an ongoing RGM culture and keep talent engaged in the face of market evolution
Linking RGM capabilities to a commercial excellence program
- Learn how to transform your commercial operations and culture
- Hear a real case study on how to install RGM capabilities in a private label B2B food context without directly accessible market data
Bram Nelissen – Global RGM & Excellence Director – Vandemoortele Bakery Products
Building RGM capabilities to retain talent
- Explore methods to attract and retain top RGM talent while evolving internal capabilities to stay ahead of market demands
- Uncover best practices for balancing external and internal talent sources for a dynamic RGM team
- Learn how training programs and negotiation simulations powered by AI can sharpen RGM skills and ensure success
Inspirational Leaders Interactive Panel Discussion
Change management and RGM adoption
- Drive successful RGM adoption by integrating change management strategies within your company
- Learn how to realign KPIs and incentives to support RGM implementation at all organisational levels
- What will the future of Key Account Management (KAM) and Revenue Growth Management (RGM) roles look like in five years?
Panellists:
- Mette Marenta Kunstmann – Net Revenue Manager, Center of Excellence – Arla Foods
- Thuan Nguyen – CLM Commercial Head – Haleon
- Murat Derindere – Transformation and Establishment Director EU/ANZ – Unilever
- Julia Rutkovska – Head of Trade & Revenue Management – Western Europe – Opella
More panellists to be confirmed soon.
Closing remarks of the chairperson
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Networking Dinner
An exclusive Networking Dinner, offering the perfect opportunity for industry leaders to spark collaborations, exchange insights, and enjoy world-class cuisine in a stunning location. More details coming soon
Forum Day 2 - November 21
Chairperson opening remarks
Ajay Ahuja – Global RGM Analytics Director – Kellanova
SESSION 4. TECHNOLOGY & DATA MANAGEMENT:
Leveraging AI & Tech to Accelerate Growth
Evolving Role of AI in RGM
- AI is transforming businesses at a rapid pace, but what is it likely to mean for RGM capabilities?
- In this talk, we will look ahead to explore which applications of AI are likely to be the most impactful for RGM value creation in the long run – grounded in first principles. This will help to frame investment in new capabilities that may be under consideration by your organization
- In addition, we will identify which foundational investments and capabilities, such as data management, are going to be critical enablers of being able to leverage AI at scale in your RGM function, and lessons learned from across the Consumer Goods industry during this journey
Adam Ben-Yousef – SVP Revenue Growth Management – o9 Solutions
Discover AI-Powered predictive analytics in Pricing RGM
- What does it take to build AI powered analytics?
- Learn what have been the key learnings and key unlocks for scalability
- Operationalising a triple win approach to AI based pricing analytics and leveraging business value – Key success stories
Asif Iqbal Memon – Global Head of Commercial Strategy – Unilever
Ganesh Venkatesh – Director, Strategy & Performance UniOps – Unilever
From insights to action: Turning data into business value with Artificial Intelligence (AI)
- Discover how companies are leveraging AI to transform data-driven insights into actionable RGM strategies
- Learn how AI-powered data analytics can drive faster decision-making and enhance alignment between profit and revenue goals
- Explore case studies demonstrating how AI-enhanced analytics enable efficient responses to market changes, ensuring competitive advantage
Dr. Ingo Reinhardt – Co-Founder & Managing Director – Buynomics
Firechat session with a key industry leader
Empowering the Future: Embracing AI with Your Team
- An in-depth look at how RGM and Sales Teams are adopting AI, including the transformative change management practices and new workflows required to succeed in an AI-driven environment.
Thiago Valsani – Senior Director, RGM Solutions & Technology – Mondelēz International
Driving margin growth with AI innovations & integrated solutions
Adam Holmes – Global Head of Product Strategy – TELUS Consumer Goods
Innovative Tech Showcase: Experience the Future of RGM with Live Demos
These sessions are for industry attendees only
Tech Demo 1
VisualFabriq
Tech Demo 2
Marketeer Research
Tech Demo 3
Infor
Tech Demo 4
VisualFabriq
Tech Demo 5
Marketeer Research
Tech Demo 6
Infor
Working Roundtables
Let’s create the future of RGM & Category Management by brainstorming great ideas and real examples.
All participants are welcome! No Pre-Registration needed.
Roundtable 7
Tackling the Challenges of Data Harmonization and Analytics
- Best practices for aligning internal and external data sources for better decision-making
Roundtable 8
Change Management in RGM: Bringing People Along the Journey
- Effective strategies for change management when implementing RGM practices
Amitesh Sinha – Global RGM Analytics Lead – Haleon
Roundtable 9
RGM and Omnichannel: Strategies for Maximizing Growth Across Channels
- Exploring the benefits of hybrid commerce models and omnichannel integration
Roundtable 10
Promotional Effectiveness: Moving Beyond Short-Term Gains
- How to make promotions more effective in driving both short- and long-term growth
Roundtable 11
RGM Talent and Capability Development: Building the Team of the Future
- Training and upskilling strategies to keep RGM teams at the cutting edge of innovation
Ignasi Moreno Zazo – Pricing & Analytics Manager – Frit Ravich
Roundtable 12
Unlocking the Next Frontier of RGM with AI
- How AI-driven analytics are transforming RGM strategies and its challenges when integrating AI into existing RGM frameworks
AI and the Future of RGM
- Learn how AI is being implemented in RGM to predict consumer behaviour and optimise pricing and promotions
- Explore the latest advancements in generative AI and its role in creating more meaningful and actionable RGM insights
- Benefit from real-world examples of AI-powered RGM systems delivering tangible business results
- Explore the integration of AI and digital tools into the daily job of RGM practitioners for streamlined processes and improved results
Inspirational Closing Leaders Panel Discussion
Technology-driven RGM transformation: The next frontier
- Explore how AI and advanced technology tools can streamline RGM processes from data collection to execution
- Learn how to ensure successful technology adoption within your organisation, leveraging case studies from early adopters
- Understand how to balance the role of human expertise with AI in RGM to maximise outcomes
Moderator: Ignasi Moreno Zazo – Pricing & Analytics Manager – Frit Ravich
Panellists:
- Thiago Valsani – Senior Director, RGM Solutions & Technology – Mondelēz International
- Amitesh Sinha – Global RGM Analytics Lead – Haleon
More speakers to be confirmed soon.
Closing remarks by the President of EPP
Pol Vanaerde – President – EPP Pricing Platform
Closing remarks of the chairperson
Ajay Ahuja – Global RGM Analytics Director – Kellanova
End of the event
Training
Trade Promotion Optimization (TPO) Masterclass
Lead impactful TPO projects and optimize your promotional strategies. Key areas of focus include:
- Building and executing TPO projects to enhance trade promotions.
- Developing and applying TPO algorithms for real-world scenarios.
- Mastering ROI calculations to evaluate promotional effectiveness.
- Gaining insights to improve trade investment strategies.
Find out more details HERE
Revenue Growth Management (RGM) Foundations
Master the key elements of RGM to drive sustainable growth. Key areas of focus include:
- Mastering the 5 RGM levers: Pricing, PPA, Mix, Promotion, and Trade Investment.
- Optimizing product portfolio, channels, and NPD launch effectiveness.
- Building an actionable RGM plan and strategic roadmap for growth.
- Developing a holistic approach for long-term profitability.
Find out more details HERE
Strategies & Tactics for Pricing
Learn and apply essential pricing processes, strategies, and tactics to improve your organization’s margin. Discover both classic and innovative price-setting methods, understand the factors influencing price, and manage price pressure effectively. You’ll benefit from real-life case studies, interactive practices, and peer learning to enhance your pricing expertise and drive business success.