EPP IMPACT – Spare Parts Pricing
Agenda
Forum Day 1 | October 14
18:00
Welcome
Welcome coffee & Registration
18.30
Opening Remarks – The Revenue Revolution in Spare Parts and Aftermarket
Pol Vanaerde – Chair – EPP Pricing Platform
18.35
Welcome from Conference Chair
18.40
Keynote session
The Spare Parts Goldmine – Transforming Components into Profit Centers
- Discover how to drive spare parts gross margins compared to new equipment
- Navigate the complexity of pricing thousands of individual SKUs with varying demand patterns
- Transform spare parts from necessary cost items to strategic revenue drivers through intelligent pricing
19:00
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 – Manager Global Metals Industry – SKF Group - Transitioning from Manual to Automated Pricing at Scale
Digital Services Monetization – Pricing strategies for IoT monitoring, predictive analytics, and software-as-a-service offerings in the aftermarket
Global Aftermarket Pricing Harmonization – Managing pricing consistency across spare parts and services while accounting for local market conditions
19:30
Networking F1 Experience
F1 simulators and Pit-Stop Experience
21:00
Networking Dinner
Forum Day 2 | October 15
8:00
Welcome
Welcome coffee & Networking
8:30
Opening Remarks
Pol Vanaerde – Chair – EPP Pricing Platform
PRICING STRATEGY FOUNDATIONS
8:40
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
9:10
Keynote Session
Service Lifecycle Pricing: From Warranty to Performance Contracts
Strategic Pricing Across the Complete Customer Journey
- Navigate pricing evolution from initial warranty through long-term service partnerships
- Design tiered service offerings: basic maintenance, comprehensive care, and outcome guarantees
- Implement subscription-based pricing models for continuous aftermarket engagement
- Ethical considerations in service pricing during equipment emergencies
Andrea Merati – Senior Solutions Consultant – Syncron
9:40
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 - 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
10:10
Break
Networking Break
TRANSLATING STRATEGY TO EXECUTION
10:50
Your Next Parts Pricing Breakthrough
Conference Chair
11:00
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
11:30
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
12:00
Keynote Session
From 120,000 SKUs to Automated Intelligence: Real-World Spare Parts Transformation
Scaling Pricing Operations Across Multiple Industrial Brands
- Navigate the challenge of pricing 120,000+ individual spare parts across 5 industrial brands without drowning in manual processes
- Real-world lessons from implementing pricing software – from testing phase to live operations in just months
- Create executive dashboards that turn complex pricing data into actionable insights across global teams
12:40
Break
Networking luch
ADVANCED TECHNIQUES
14:00
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
14:30
Keynote Session
Centralizing Pricing Control – Navigating the Shift from Individual to Strategic Decision-Making
- Overcome Sales Resistance - Learn proven strategies to manage pushback from sales teams when transitioning pricing authority from individual salespeople to centralized control
- Protect Margins During Consolidation - Discover how to maintain pricing power and prevent margin erosion as customers consolidate and gain negotiating leverage
- Scale Pricing Operations - Understand how to efficiently manage pricing across thousands of SKUs and diverse product groups through centralized governance and tools
15:00
Round Table Discussions
- Breaking the Sustainability vs. Profitability Myth: How Pricing Leaders Drive Both
Explore practical strategies for pricing professionals to become sustainability champions
Barbara Bessenyei – Head of Revenue Management EMEA – Goodyear - Legacy Systems Integration for Parts Pricing – Implementing modern pricing tools with existing ERP and parts management systems
- 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 - ROI Measurement for Parts Pricing Programs – Establishing KPIs and measuring incremental revenue from parts pricing initiatives
15:30
Break
Coffee Break & Networking
COLLABORATIVE FUTURE-BUILDING
16:00
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, Turkey & Middle East – Region Sales Iberic – SKF Group
16:30
Keynote Session
Breaking the Cost-Plus Trap in Parts Pricing
- Move beyond traditional cost-plus models that ignore customer value perception
- Implement attribute-based pricing for manufactured parts using physical characteristics
- Strategic frameworks for pricing purchased vs. manufactured components differently
17:00
Closing remarks
Conference Chair