EPP IMPACT – Spare Parts Pricing
Agenda
Forum Day 1 | October 14
Welcome
Welcome coffee & Registration
Opening Remarks – The Revenue Revolution in Spare Parts and Aftermarket
Pol Vanaerde – Chair – EPP Pricing Platform
Introduction to parts-focused pricing strategies and collaborative outcomes
Welcome from Conference Chair
Fabrizzio Valdivia – Pricing & Business Leader
Keynote session
Before the Model: The Strategic Cost of Poorly Framed Questions
- Discover why the biggest breakdown in pricing analytics often isn’t in the algorithm, but in the initial business questions.
- Learn a practical framework to turn ambiguous requests into precise, testable hypotheses. See how generative AI tools can accelerate this process and rapidly shape high-impact analytical projects.
- Sharpen your ability to challenge and refine incoming requests, ensuring that every analytical effort is directly linked to a well-defined and valuable business decision
David Lagerholm – Pricing Manager – Spare Parts – Electrolux
Q&A
David Lagerholm – Pricing Manager – Spare Parts – Electrolux
Round Table Discussion
- Value-Based Pricing for Service Contracts – Moving beyond cost-plus to outcome-based pricing for maintenance agreements, extended warranties, and performance guarantees
Diogo do Vale – Head of Regional Sales South Europe – SKF Group - Genuine vs. Alternative Parts Pricing Strategy – Defending premium positioning for original manufacturer parts while competing against lower-cost aftermarket alternatives
Ibrahim Lazouane – Pricing Manager – Mercedes-Benz - Cross-Functional Collaboration in Parts Pricing Decisions – Building alignment between pricing, sales, supply chain, and product teams– Fabrizzio Valdivia – Pricing & Business Leader
- From Ambiguity to Action: Framing Better Pricing Questions – An open discussion on how to turn unclear pricing requests into well-defined, decision-focused projects
David Lagerholm – Price Manager – Spare Parts – Electrolux
Networking: F1 Experience + Exclusive Museum Guided Tour
F1 simulators and Pit-Stop Experience
Networking Dinner
Forum Day 2 | October 15
Welcome
Welcome coffee & Networking
Opening Remarks
Pol Vanaerde – Chair – EPP Pricing Platform
Fabrizzio Valdivia – Pricing & Business Leader
PRICING STRATEGY FOUNDATIONS
Keynote Session
Conquering the 80,000 SKU Challenge: Profitable Portfolio Management at Massive Scale
- Discover proven frameworks for managing 50,000+ spare parts across 40+ international markets without losing profitability
- Transform overwhelming SKU complexity into systematic revenue growth through structured portfolio optimization Master the art of maintaining pricing power while scaling operations across diverse global markets
Master the art of maintaining pricing power while scaling operations across diverse global markets
Rafal Janaczek – EMEA Strategic Pricing Director – Tenneco
Keynote Session
Customer and parts segmentation: transforming complexity into competitive advantage
A Real-World Price Optimization Case Study
- Master the segmentation framework that drives profitability: Discover how strategic customer and parts segmentation creates the foundation for optimized pricing across thousands of SKUs, moving beyond one-size-fits-all approaches to targeted value capture
- From insights to implementation: Learn the complete journey from initial analysis through deployment, including how to uncover hidden profit opportunities, overcome organizational resistance, and achieve measurable results in spare parts pricing transformation
Andrea Merati – Senior Solutions Consultant – Syncron
Joint Q&A
Rafal Janaczek – EMEA Strategic Pricing Director – Tenneco
Andrea Merati – Senior Solutions Consultant – Syncron
Round Table Discussion
- New Product Introduction Strategies for Emerging OEM Markets
Prepare your aftermarket strategy for the inevitable shift as Chinese automotive OEMs move from dealer networks to independent workshops.
Rafal Janaczek – EMEA Strategic Pricing Director – Tenneco - Market Consolidation Reality Check: Defending Margins When Your Biggest Distributors Keep Getting Bigger – How do you maintain pricing power when distributors consolidate and gain negotiating leverage?
Diogo do Vale – Head of Regional Sales South Europe – SKF Group - Critical vs. Consumable Parts Pricing
Developing differentiated pricing approaches for safety-critical components versus high-volume consumable parts.
Rodrigo Ramis Lemes – Pricing Manager – Worldline Global - Managing Massive SKU Portfolios
Automated pricing strategies and ABC analysis for manufacturers managing 50,000+ different spare parts.
Erick van de Kraats – Pricing Manager – Royal Agrifirm Group
Break
Networking Break
TRANSLATING STRATEGY TO EXECUTION
Keynote Session
From Cost-Plus to Market-Driven: Automating Spare Parts Pricing Intelligence
- Transforming traditional spare parts operations into data-driven pricing excellence by creating unified data sources and automating workflows that eliminate manual copy-paste processes
- Implementing feedback templates that involve sales teams in pricing decisions
- Moving from mathematical pricing to dynamic, market-responsive strategies
Ibrahim Lazouane – Pricing Manager – Mercedes-Benz
Keynote Session
From Chaos to Excellence: The Complete Spare Parts Pricing Transformation Journey
Real-World Case Study: 6 Years of Spare Parts Pricing Evolution at a Machine Manufacturer.
- Journey from decentralized to centralized pricing: How you transformed global spare parts pricing from individual regional teams to one unified pricing center
- Implementing predictive maintenance pricing: Moving from reactive to predictive/preventive maintenance schedules and their pricing implications by gaining insight through potential.
- Scaling pricing automation: Managing massive SKU portfolios (50,000+ parts) with automated pricing tools and external vendor integration
Erick van de Kraats – Pricing Manager – Royal Agrifirm Group
Joint Q&A
Ibrahim Lazouane – Pricing Manager – Mercedes-Benz
Erick van de Kraats – Pricing Manager – Royal Agrifirm Group
Break
Networking Lunch
ADVANCED TECHNIQUES
Round Table Discussions
- Change Management in Parts Pricing – Getting buy-in from sales teams and customers when implementing new parts pricing strategies
Erick van de Kraats – Pricing Manager – Royal Agrifirm Group - AI in spare part pricing: Opportunity or Overhype? Cut through the AI buzzword noise to understand where large language models actually deliver spare parts pricing value versus where they’re expensive distractions
David Bachofer – Pricing Manager – Burckhardt Compression - Competitive Intelligence for Parts Pricing – Building systematic competitor price monitoring, responding to competitive threats, and positioning against both OEM and aftermarket alternatives
Alejandro Silva – Commercial Office Manager – Industrial Market South Europe, Turkey & Middle East – Region Sales Iberic – SKF Group - Spare Parts Bundling & Package Optimization – Using psychological pricing approaches and digital tools to cross-sell high-demand parts while moving slow-moving inventory – Annalisa Togni – Deputy Commercial Director– Bianchi Spa
Keynote Session
Price harmonization: from fragmentation to strategic alignment
- Understand the reasons behind the price harmonization approach while navigating the challenges and complexity of local market dynamics
- Overcome the ostensible conflict between harmonization and differentiation and implement a price harmonization model
- Explore the best path to introduce harmonization frameworks fitting the specific needs of your organization
Marco Bignamini – Global Pricing Manager – Brembo
Keynote Session
Micro-Segmentation Mastery: Transforming Spare Parts Profitability Through Intelligent Categorization
Real-World Case Study: €1M Revenue Impact Through Strategic Parts Segmentation
- Revolutionize parts categorization: Move beyond basic manufactured vs. purchased classifications to create 6 micro-segments that unlock hidden profit opportunities
- Master exclusivity identification: Discover how contractual exclusivities in purchased parts created unexpected pricing power and competitive advantages
- Implement conversion-based optimization: Use quote-to-order conversion analysis to identify underperforming parts and optimize pricing strategies across different part profiles
Rodrigo Ramis Lemes – Pricing Manager – Worldline Global
Joint Q&A
Rodrigo Ramis Lemes – Pricing Manager – Worldline Global
Marco Bignamini – Global Pricing Manager – Brembo
Break
Coffee Break & Networking
COLLABORATIVE FUTURE-BUILDING
Keynote Session
Beyond Price – Building Value-Based Spare Parts Contracts That Customers Actually Want
Real-World Strategies from 20+ Years in Industrial Aftermarket
- Transform commodity conversations into value discussions: How to shift from price-focused negotiations to availability and uptime-centered partnerships with paper mills, steel mills, and industrial customers
- Master the technology vs. commodity balance: Practical strategies for pricing different product categories within your portfolio – from high-tech differentiators to everyday commodities
- Navigate complex distribution models: Real-world insights on working with distributors while maintaining direct customer relationships and value propositions
Alejandro Silva – Commercial Office Manager – Industrial Market South Europe – SKF Group
Keynote Session
Smart Decisions: Building Intelligent Spare Parts Pricing at Burckhardt Compression
- Transform catastrophic pricing errors into opportunities for building intelligent early-warning systems that protect your margins
- Implement proactive monitoring frameworks that identify pricing anomalies across massive SKU portfolios before they impact revenue
David Bachofer – Pricing Manager – Burckhardt Compression
Joint Q&A
Alejandro Silva – Commercial Office Manager – Industrial Market South Europe, Turkey & Middle East – Region Sales Iberic – SKF Group
David Bachofer – Pricing Manager – Burckhardt Compression
Closing remarks
Conference Chair – Fabrizzio Valdivia – Pricing & Business Leader
