EPP Manufacturing
Pricing Forum 2025
AGENDA
Workshops - April 9
Welcome
Welcome Coffee and Registration
Innovative Workshops
Workshop 1:
Unlocking the Power of Service-Based Revenue Streams: Pricing Strategies for Manufacturers
- Shifting Mindsets: From Product-Centric to Service-Oriented: Understand the transformative potential of service-based revenue streams in manufacturing, driving recurring revenue, building stronger customer relationships, and enhancing competitive differentiation
- Identifying Service Opportunities: Explore a range of potential service offerings that complement your product portfolio, including maintenance and repair, installation and commissioning, training and consulting, performance-based contracts, and data-driven services
- Pricing Strategies for Services: Explore different pricing models for services, such as fixed fees, time and materials, subscription-based pricing, tiered pricing, and value-based pricing
- Communication and Sales Enablement: Develop clear and concise messaging to communicate the value of bundled offerings to customers and empower your sales team to effectively sell them
Workshop 2:
Outpace & Outperform: AI-Powered Strategies for Manufacturing Profitability
- Unleash the Power of AI: Discover how predictive, generative, and agentic AI can drive significant uplifts in your profits, conversion rates, and productivity, drawing inspiration from real-world successes like Heidelberg, Sika and Polypipe
- Gain Actionable Strategies: Engage in practical sessions designed to equip you with the understanding and knowledge to harness AI effectively. Analyse real data to uncover how AI can directly impact profitability, conversion rates, and productivity.
- Leave with a clear, actionable roadmap to revolutionize your pricing strategies and implement AI-driven solutions successfully, while integrating the crucial human touch for seamless execution.
Mark Perkins - Business Development Director - Peak
Chris Ashley - VP of Strategy - Peak
Workshop 3:
Pricing Power in Cross-Functional Collaboration: Aligning Sales, Marketing, Operations, and Finance
- Establishing a Shared Understanding of Value: Align different stakeholders on the company’s value proposition and how pricing reflects that value.
- Developing a Common Language for Pricing: Break down silos and foster effective communication between departments by using consistent terminology and metrics.
- Creating Collaborative Processes: Design pricing workflows that involve input from key stakeholders across the organisation, ensuring alignment and buy-in.
Networking
Icebreaker Networking Drinks
Day 1 - April 10
Welcome
Welcome Coffee & Registration
Opening Remarks
Live Polling: Assessing Pricing Challenges and Opportunities in Manufacturing
- This interactive live polling session will gauge the pulse of the manufacturing pricing community, identifying key challenges and opportunities for 2025 and beyond. Your participation will provide valuable insights into the most pressing issues facing the industry, helping to shape the direction of the conference and ensure that the content is relevant and impactful. The results will be shared in real time, providing a benchmark for your organisation and fostering a collaborative learning environment.
Dr. Steve Laborda - CEO & founder - Valuebizbooster
SESSION 1. Navigating Uncertainty and Maintaining Profitability
Case Study
Data Decoded: Cracking the Code to Pricing Success
- Learn how to implement best practices in data management, improve data quality, and ensure data accuracy for more confident pricing decisions
- Discover how to leverage your data to fuel AI and machine learning models, allowing you to personalise pricing, optimise discounts, and accurately segment customers for maximum profitability
- Learn how to use data insights to communicate the value of your products or services to customers and internal stakeholders, demonstrate ROI, and secure buy-in from key decision-makers
Rodrigo Mazza - Head of srategic Marketing & Sales operation - Hitachi Energy
Case Study
Escaping the Price War Trap - Strategies for Sustainable Growth in a Shrinking Market
As the manufacturing landscape tightens, the pressure to grab market share intensifies. But succumbing to the allure of price wars is a race to the bottom, eroding profits and jeopardizing long-term success.
- Discover how to move beyond price as the sole differentiator and build a compelling value proposition that resonates with your target customers, helping them to also achieve growth in a sustainable manner
- Explore innovative approaches to pricing and cost management that protect your profitability without sacrificing market share
- Learn how to nurture lasting customer relationships that go beyond transactional exchanges and build resilience in a fluctuating market
Danilo Zatta - Management Consultant and Pricing Advisor - Valcon
Interactive Group Discussion
Pricing Strategy Implementation: Avoiding Pitfalls, Sharing Lessons, and Building a Roadmap for Success
- In this session the audience will become the speakers! Moderated b yan industry expert, actively join your peers and industry leaders to explore the key challenges and common mistakes encountered when implementing new pricing.
- This is your chance to uncover the best strategies for effectively articulating value to customers and internal stakeholders, especially in a cooling economy where cost-justification becomes less effective.
Break
Coffee Break and Networking - Speed Networking Activity
SESSION 2. Pricing Powerhouse:
Strategies for Value Creation and Sustainable Growth in 2025
Case Study
Pricing as a Tool for Innovation and Growth - A Tesla Case Study
- Discover how Tesla used the untapped potential within the used vehicle department, transforming it from a standalone entity into a powerful sales enabler for new vehicle sales
- Learn how to move beyond traditional cost-plus pricing to implement innovative pricing models that maximise company output
- Gain practical insights from Tesla’s experience in creating a simulation to determine the optimal balance between used vehicle pricing and new vehicle sales, enabling you to take calculated risks and unlock new revenue streams
Thomas Pizzini - Pricing Strategy Manager - Tesla
Partner Session
Taming the Tech Beast: Finding the Perfect Pricing Technology for Your Needs
- Learn how to select and implement pricing technology that aligns with your specific business needs and budget, considering factors such as integration with existing systems, scalability, and cost-effectiveness
- Discover how to streamline your pricing processes and improve efficiency by reducing the amount of time and resources spent on manual tasks such as data entry and price calculations
- Gain insights from peers on how to successfully integrate pricing technology into your organisation and overcome implementation challenges, gain buy-in from stakeholders, and drive user adoption within your organization
Case Study
Pricing Automation: Friend or Foe in Volatile Times?
- Explore how to gain a competitive edge by striking the right balance between human expertise and automated efficiency, leveraging the processing power of automation while retaining human oversight for nuanced market understanding and strategic decision-making
- Navigate volatile markets with confidence by implementing trustworthy and agile automation systems to ensure accurate and timely pricing decisions even as market conditions shift rapidly
- Build customer trust and ensure ethical pricing practices by addressing the legal and ethical implications of automation
Q&A
Interactive Joint Q&A
- Ask as many questions as you need to our set of case study presenters and join the discussions in an interactive panel discussion driven by you.
Thomas Pizzini - Pricing Strategy Manager - Tesla
Leaders Interactive Panel Discussion
The AI Revolution: Demystifying the Role of Artificial Intelligence in Pricing
- Learn to critically evaluate the promises of AI and discover practical applications that can deliver tangible results for your pricing strategy
- Move beyond theoretical discussions and gain practical insights into building and deploying AI models that are ethical, unbiased, and aligned with your business goals, including best practices for data selection, model training, and performance monitoring, ensuring you avoid common pitfalls and maximise the value of your AI investment
- Learn from pricing professionals who have successfully integrated AI into their pricing processes and leave with actionable insights and inspiration to drive your own AI journey
Francesco Mandina - Global Pricing Commercial Excellence Lead - Syngenta
Break
Networking Lunch + Pub Quiz
Get ready to mix and mingle at our exciting Pub Quiz Lunch during the Manufacturing Pricing Conference!
- Engage & Connect: Gather with fellow participants at various group tables, fostering new connections and strengthening existing relationships in a relaxed environment.
- Test Your Knowledge: Participate in fun quizzes that cover current events, industry trends, and lighthearted topics. Show off your trivia skills and learn something new along the way!
Breakout Sessions
Breakout 1
Breakout 2
Pricing Fundamentals:
Building a Strong Foundation
Advanced Pricing Strategies:
Unlocking New Levels of Profitability
Back to Conference Energizer & Live Polling: “What new pricing insight have you gained today?”
Back to Conference Energizer & Live Polling: “What new pricing insight have you gained today?”
Case Study
Beyond Cost-Plus: The Art of Value-Based Pricing
- Move beyond outdated cost-plus methods and discover how to develop sophisticated pricing models that accurately reflect the value your customers receive, optimising pricing for profitability while ensuring customer satisfaction and long-term value creation
- Communicate the benefits of value-based pricing to your sales force, gain their buy-in, and empower them to become value-selling champions
Daniel Cho – Head of Product Management Excellence – Philips Healthcare
Case Study
Pricing in a Globalized World: Building High-Performing Teams and Driving Revenue in Diverse Markets
- Adapt pricing strategies to account for regional differences in market dynamics and customer preferences
- Forge a powerful partnership between pricing and sales, mastering clear communication strategies, align incentives, and build a foundation of trust and mutual respect to unlock the full potential of your sales team
- Navigating the complexities of transfer pricing regulations and their implications for profitability
Aleksandr Dobrynin – Pricing Transformation Senior Manager – Schneider Electric
Case Study
The Future of Pricing: Emerging Trends and Technologies to Watch
- Explore and leverage the potential of blockchain, the metaverse, and other emerging technologies to revolutionise your pricing models
- Stay ahead of the curve by examining the evolving role of pricing professionals and acquiring the essential skills for future success
- Gain insights and develop strategies to shape the future of pricing in the manufacturing industry
Case Study
Pricing in a Globalized World: Managing Currency Fluctuations, Transfer Pricing, and Regional Differences
- Learn how to effectively manage pricing across diverse channels, ensuring consistency and profitability across your website, sales teams, distributors, and marketplaces
- Implement practical solutions for automating pricing processes, eliminating manual errors and freeing up your team to focus on strategic initiatives
- Discover tactics to leverage technology and data insights to make real-time adjustments to your pricing strategy, maximizing revenue across all your sales channels
Case Study
Unlock Agile Pricing: Harnessing Automation for Competitive Advantage
- Outpace the competition with real-time price adaptability by leveraging automation and digital tools and move away from slow, manual price adjustments
- Embrace global standardisation for pricing excellence to ensure consistency, transparency, and control across the organisation
- Unlock data-driven Insights: move from spreadsheets to sophisticated simulations and revolutionise your pricing approach by harnessing the power of data to move beyond intuition and make data-backed pricing decisions that drive better outcomes
Laura Rathjen – Head of Global Pricing – Festo
Case Study
Mastering Multi-Channel Pricing: Scale Your Strategies for Success
- Learn to develop pricing models that accurately reflect the value of your sustainable practices and materials
- Integrate the cost of unsustainable practices into pricing, creating a financial incentive for both your business and your customers to choose sustainable options
- Get Ahead of the Regulatory Curve: As sustainability regulations become more stringent, proactively adapt your pricing strategies to factor in compliance costs and support the adoption of eco-friendly practices
Sandra Fernandez Freixa – Marketing and Sustainability Director – GCR Group
Interactive Joint Q&A
- Engage directly with our case study presenters in an open forum! Bring your questions and join the conversation in a dynamic panel discussion that allows you to shape the dialogue. Your insights and inquiries will drive the discussion, ensuring a rich and collaborative experience.
Daniel Cho – Head of Product Management Excellence – Philips Healthcare
Laura Rathjen – Head of Global Pricing – Festo
Interactive Joint Q&A
- Engage directly with our case study presenters in an open forum! Bring your questions and join the conversation in a dynamic panel discussion that allows you to shape the dialogue. Your insights and inquiries will drive the discussion, ensuring a rich and collaborative experience.
Aleksandr Dobrynin – Pricing Transformation Senior Manager – Schneider Electric
Sandra Fernandez Freixa – Marketing and Sustainability Director – GCR Group
Break
Coffee Break and Networking
Round Table Discussions – Industry Deep Dive
Join us for an interactive round table session designed to foster collaborative dialogue and innovative thinking among participants.
No more presentations; this is an opportunity for you to actively engage and share your insights.
Round Table
Automotive Industry: Navigating Price Volatility and Shifting Demand in a Transforming Market
The automotive industry is facing unprecedented transformation, with the rise of electric vehicles (EVs), changing consumer preferences, and global supply chain disruptions. This round table explores how pricing strategies must adapt to these shifts:
- How can manufacturers establish pricing models for EVs that reflect their unique value proposition while remaining competitive in a rapidly evolving market? Consider the impact of government incentives, battery technology costs, and consumer perceptions of EV value
- Aftermarket Pricing Dynamics: With increasing vehicle complexity, how can manufacturers effectively price aftermarket parts and services to optimise profitability while ensuring customer satisfaction? Explore strategies for balancing OEM pricing with competition from independent suppliers
Round Table
Building Products & Construction: Pricing for Value and Sustainability in a Project-Based Environment
Building products and construction projects often involve long sales cycles, multiple stakeholders, and customised solutions. How can manufacturers effectively articulate the value of their products and services to justify price premiums in a competitive bidding process.
- Managing Price Escalation in Volatile Commodity Markets: Building products often rely on raw materials subject to significant price fluctuations (e.g., steel, lumber). How can manufacturers effectively manage price volatility and pass through cost increases to customers while maintaining project profitability? Explore pricing mechanisms such as escalation clauses and index-linked pricing
- Navigating Distributor Relationships and Channel Pricing: How can manufacturers establish effective pricing strategies across their distribution channels, ensuring alignment and profitability for both the manufacturer and their distributors?
Round Table
Industrial Equipment & Machinery: Driving Profitability Through Pricing Excellence in a Service-Oriented World
As industrial equipment becomes increasingly sophisticated, how can manufacturers move beyond transactional pricing and embrace service-oriented models that capture the full value of their offerings.
- Explore innovative pricing models for maintenance contracts, service agreements, and performance-based solutions that align with customer value and generate recurring revenue streams
- Value Communication for Intangible Services: How can manufacturers effectively communicate the value of their services, particularly those that are intangible or difficult to quantify? Develop compelling narratives and metrics to demonstrate the impact of services on customer outcomes.
Case Study
Chemicals and Materials: Managing Your Dual Pricing Strategy: Value-Based vs. Commodities
Chemicals and materials often face intense price competition due to perceived commoditisation. How can manufacturers differentiate their offerings and command premium prices based on value, not just cost?
- Boost Profitability by Mastering the Art of Dual Pricing: Learn how to effectively implement value-based pricing for your specialty chemical products and services while skillfully navigating commodity pricing for more standardized offerings
- Leveraging Market Intelligence for Pricing Advantage: How can chemical and materials manufacturers effectively gather and analyse market data to inform pricing decisions and identify opportunities for profitable differentiation? Explore strategies for monitoring competitor pricing, tracking industry trends, and assessing customer willingness to pay.
Closing Remarks
Key Lessons from Day 1
Day 2 - April 11
Welcome Breakfast & Networking
Deep Dive Sessions
Unlocking Pricing Power: Mastering Storytelling and Soft Skills for Negotiation and Influence
In today’s complex manufacturing landscape, pricing managers need more than just technical expertise; they need powerful soft skills to navigate negotiations, influence decision-makers, and build consensus across departments. This highly interactive workshop will equip you with the essential communication, persuasion techniques and the power of storytelling to elevate your pricing strategies from concept to profitable reality. Through hands-on exercises, role-playing scenarios, and real-world case studies, you’ll gain practical experience in applying these skills to drive real business impact.
- Protect Profitabilty: Provide all the critical tools to enable your sales team to negotiate price increases and defend margins, even in challenging market conditions
- Build Stronger Customer Relationships: Elevate your communication skills to effectively articulate value and secure buy-in from stakeholders, fostering trust and long-term partnerships
Stella Marzetta – Revenue Manager Europe South – Goodyear & ICF Life & Business Coach
Impact of retailer consolidation on pricing strategies
This hands-on deep-dive session guides you through a structured process to assess your organisation’s current pricing capabilities, identify areas for improvement, and create a customised action plan aligned with your specific business goals. You’ll learn how to prioritise initiatives based on available resources and track progress over time, ensuring your pricing strategy evolves to meet the ever-changing demands of the market.
- Maximise Profitability: Develop a targeted plan to optimise your pricing strategies and capture the full value of your products and services, directly impacting your bottom line
- Align Pricing with Business Goals: Gain a clear understanding of your organisation’s pricing maturity and create a roadmap that supports your overall strategic objectives, ensuring pricing is a key driver of success
Michael Nils Ulrich – Global Pricing Manager Strategic Business – Endress+Hauser Group Services AG
Break
Coffee Break & Meet Up Group
Join us during the coffee break for a unique networking opportunity designed to bring together participants from the same location!
Take advantage of this chance to connect, collaborate, and build a supportive network with others who might be just a few blocks from you back home. Join us for a coffee, engage in meaningful conversations, and expand your professional circle!
Live Demos Lighting Rounds
Tech in Action: Witness the Power of Pricing Solutions
- Experience live demonstrations of the latest pricing software and tools, gaining insights into how these solutions can automate processes, analyse data, and optimise pricing strategies for maximum impact
- Witness real-world use cases and learn how leading manufacturing companies leverage technology to solve specific pricing challenges, inspiring you to identify opportunities for implementation within your organisation
Case Study
Decoding the Buyer's Mind: Using Pricing Psychology to Drive Sales
- Learn how to leverage psychological principles to present your pricing in a way that resonates with customers and motivates purchasing decisions
- Apply behavioural economics insights to design pricing strategies that maximise perceived value and increase your profit margins
- Uncover the psychology behind competitor pricing strategies and learn how to position your offers effectively to win more deals
Case Study
Pricing for a Sustainable Future: Navigating the Intersection of Profitability and Responsibility
- Discover how to leverage sustainable pricing to create value for environmentally conscious customers, opening up new market segments and driving revenue growth
- Learn how transparent and ethical pricing practices can build trust with customers, strengthening brand reputation and fostering long-term loyalty
- Explore how to align your pricing strategy with evolving sustainability regulations and industry standards, mitigating risks and positioning your business for success in a changing world
Case Study
Competitive Intelligence: Unlocking Insights to Drive Pricing Advantage
- Develop a deep understanding of competitor strategies and market trends to anticipate shifts in customer demand and pricing dynamics, allowing you to proactively adjust your pricing approach and maintain profitability
- Translate competitive intelligence into actionable insights, empowering you to develop targeted pricing strategies that resonate with customers, differentiate your offerings, and drive sustainable revenue growth
- Learn how to effectively gather and analyse competitor pricing data to identify opportunities and threats, enabling you to make strategic pricing decisions that outperform rivals and win market share
Loon Spielmann - Vice President Pricing Strategy - Bosch
Break
Networking Lunch & Key Takeaways from the Conference
Leaders Interactive Panel Discussion
Thriving in a World of Trade Barriers: Strategic Pricing and Innovation in the Face of Rising Tariffs
- As global trade dynamics shift with the introduction of trade protection tariffs, manufacturing companies in Europe face new challenges in maintaining competitiveness. This panel discussion will bring together industry experts, price managers, and economists to explore effective strategies for navigating these changes.
Closing Keynote
Pricing for a Better Future: Aligning Profitability with Purpose
- Become a Strategic Advisor: Discover how to elevate your role within the organisation by providing data-driven insights, collaborating across departments, and influencing strategic decisions
- Discover how transparent pricing practices can empower customers to make informed choices that align with their values, fostering a more sustainable and equitable marketplace
- Gain practical strategies for using pricing as a lever for positive impact, from promoting circular economy models to supporting fair labour practices and ethical sourcing
Closing Remarks
Key Takeaways and Future Pathways
As we wrap up our conference, join us for the Closing Remarks session, where we will reflect on the key takeaways and discuss how to move forward with actionable insights.
- Reflect on Key Insights: We’ll summarize the most impactful discussions, presentations, and ideas shared throughout the conference, highlighting what can be immediately applied to your work.
- Implementation Strategies: Engage in a collaborative dialogue about how to integrate these insights into your pricing strategies. Consider practical steps you can take to leverage what you’ve learned and drive positive change in your organization.
Join us in this final gathering to solidify your learning, connect with fellow participants, and leave with a clear vision for implementing your new insights. Together, we can chart a path toward success in the evolving landscape of manufacturing pricing!