The EPP 9th Manufacturing Pricing Forum 2026
AGENDA
Workshops | March 17
Hands-on, interactive sessions designed to equip participants with practical skills and cutting-edge strategies before the main forum.
Exclusively for Industry practiotiners.
Workshop 1
Pricing Stakeholders: Fostering Pricing Adoption & Trust in the Age of AI
AI is transforming how prices are set, managed, and optimized, but adoption depends on trust. This workshop focuses on aligning Sales, Finance, Product/Marketing, and Pricing around AI-derived price guidance by making methodology transparent, explainable, and actionable. Participants will explore how to translate AI outputs into stakeholder-specific narratives that build confidence and accelerate adoption across the organization.
Participants will leave this workshop with:
- A clear, consistent language to explain data, logic, guardrails, and performance metrics necessary for AI pricing.
- Practical approaches to embedding AI guidance into pricing governance and cross-functional workflows.
- Hands-on experience justifying AI-derived price recommendations to different stakeholders to build trust and adoption.
Chris Kennedy-Sloane – Business Consultant – Vendavo
Workshop 2
Channel harmony: Mastering multichannel & eCommerce pricing
Explore strategies to harmonize pricing across diverse channels, from direct sales to marketplaces and professional eCommerce platforms. Learn how to navigate channel conflicts, optimize margins, and maintain consistent value perception.
Key takeaways:
- Understand how to set differentiated pricing for multiple channels
- Explore practical approaches for online shop and marketplace pricing
- Learn techniques to harmonize pricing across traditional and digital channels
- Discover best practices for collaborating with professional eCommerce players
Workshop 3
Tech Demo – Taming Manufacturing Pricing Complexity: Four Solutions, One Flow, Your Choice
- Why your pricing system is only as good as the data feeding it — and how to fix the pipeline
- How to respond to supplier cost changes in hours instead of weeks
- Why professional pricing tools don’t require 12-month implementations or dedicated teams
- How to build pricing governance that protects margins without slowing your team down
- How to capture pricing knowledge in systems, not just people’s heads
MonkSuite by TopMonks Team
Workshop 4
Negotiation Mastery: From Pricing Strategy to Winning Complex Long-Term Deals
Big negotiations are coming — buyers are increasingly better prepared. This workshop shows how to regain deal control when pricing breaks down at execution. Participants work on real deal situations to move beyond price discussions and shape outcomes before and after the RFP.
The session draws on real industrial best practices from Tier-1 manufacturing suppliers operating in a highly constrained, long-term supply environment, showing how leading suppliers protect margins and win complex deals by pricing risk, constraints, long-term commitments, and relative BATNAs on both the buyer and seller sides.
To maximize value from the session, participants may opt for a short pre-workshop call with Olivier Dallemagne (ex-BCG Partner) to clarify, structure, and anonymize their own deal cases for focused, practical discussion during the workshop.
Key takeaways
- Practice real-world negotiation scenarios drawn from complex industrial deals
- Identify the one presales lever that allows you to defend price and win after the RFP, not during discounting
- Stress-test your pricing and negotiation approach against best-in-class deal makers
- Explore practical strategies to defend margins without losing deals
Olivier Dallemagne – Founder and Managing Partner – RGC Consultants
Forum Day 1 | March 18
Chairperson opening remarks
Daniel Cho – Sr Director, Head of Strategic Pricing CoE. – Philips Healthcare
Session 1.
Pricing for Impact: From Traditional Models to Value Leadership
The Pricing Leader's Evolution: Beyond ‘What’ to ‘How’ Decisions are Made
- The Decision Paradox: Why analytically strong pricing teams can still make systematically weak decisions.
- Unseen Forces: How survivorship bias and overlooked information distort pricing outcomes and how to counter them.
- The Human Equation: The often-underestimated role of human behavior, negotiation dynamics, and internal power structures in shaping pricing success.
- Scaling Impact, Not Just Complexity: What truly differentiates pricing organizations that achieve scalable impact from those that merely amplify complexity.
Loon Spielmann – Vice President Pricing Strategy – Bosch Rexroth
Resilience can’t wait and pricing is the engine: reinvent your revenue model in geopolitical & AI turbulences
- Explore the trends creating a world of volatility and disruption, where predictability and transparency are required
- Discover the case for a new maturity paradigm for pricing teams to evolve from ‘commercial excellence’ to ‘revenue architecture’
- Understand where your future lies and what that implies for the future of your pricing organisation
Simon Murzeau – Partner Commercial Strategy & Pricing – EY-Parthenon
Global Price Harmonization & Local Market Adaptation
- Understand how to standardize pricing across multiple countries while allowing local flexibility
- Learn approaches to align global strategy with local operational realities
- Explore case examples of successful international pricing programs
Hudson Silva de Almeida – Former Global Pricing Manager – RHI Magnesita Refractories
Firechat - Senior Leader Interview
From chaos to control: Building pricing and commercial resilience in volatile times
How to navigate inflation, tariffs, and competitive pressures with agility – transforming uncertainty into strategic advantage and long-term value.
Moderator: Dr. Steve Laborda – Founder – Valuebizbooster
Unlocking Margin & Growth: Connecting Pricing Performance with Execution Excellence
- Understand how manufacturers can translate pricing strategy into real-world execution across channels to drive sustainable margin improvement
- Learn how service-based pricing, order-size incentives, and targeted promotions (e.g., mix-and-match, free goods) can improve competitiveness while protecting profitability
- Gain insights into how digital self-service, mobile pricing, and efficiency-based discounting reduce leakage, improve customer experience, and align pricing with operational performance
Steve Peppler – Vice President Business Transformation – Flintfox by Enable
Maegen Powers – Head of Global Sales – Flintfox by Enable
Servitization and Service Model Pricing
- Understand how to price bundled offerings that combine products and services for maximum value
- Learn best practices for managing margins in service-heavy business models
- Explore real-life examples of companies successfully monetizing servitized offerings
Heiko Maldener – Pricing Strategy Lead – KION Group
Interactive Panel Discussion
Driving Commercial Excellence Through Sustainable Pricing
- Examples of how embed ESG and compliance factors into pricing frameworks without losing profitability
- Master the balance between regulatory demands and market leadership
- Explore strategies to demonstrate value and secure premium pricing
Moderator: Dr. Danilo Zatta – MBA, Pricing Advisor and author of “The 10 Rules of Highly Effective Pricing”
Dr. Esther Lefay – Global Pricing Manager – ABB
Dr. Torsten Bistritschan – Head of Group Pricing – Wacker Neuson
Loon Spielmann – Vice President Pricing Strategy – Bosch Rexroth
Alexander Kortas – Senior Director Strategic Pricing – Cargill
Andrea Pappadà – Head of Pricing and Contracting – Syensqo
Pricing Innovation Lab: Subscription Models & Services
- Explore how to implement subscription-based pricing in manufacturing
- Learn approaches for combining products and services
- Test strategies for capturing additional customer value
Dr. Esther Lefay – Global Pricing Manager – ABB
Session 2.
AI and Data-Driven Pricing: Unlocking Smarter, More Profitable Decisions
Leveraging Advanced Analytics to Improve Price Realization
- Learn techniques for measuring price capture and margin optimization
- Understand how to track real-world pricing effectiveness
- Explore practical tips for integrating analytics into everyday pricing decisions
Dr. Torsten Bistritschan – Head of Group Pricing – Wacker Neuson
Leading the Next Frontier in Manufacturing Through AI
- Understand practical applications of AI for pricing recommendations, segmentation, and scenario planning
- Learn how to structure and clean your data to enable AI-driven pricing insights
- Explore successful case studies of AI adoption in B2B pricing functions
Jacob Moller Korsgaard – Pricing Director – Danfoss
Mohammad Honeini – Pricing Manager – Danfoss
From Data Chaos to Pricing Impact: Turning AI Insights into Action
As pricing teams navigate growing data volumes and increasing complexity, AI’s true value lies not just in advanced analysis, but in practical, explainable recommendations that support better human decision-making. In this session, you’ll learn how to:
- Identify the key challenges for AI pricing initiatives, why AI pricing initiatives stall or fail, and set realistic expectations while building trust with glass-box solutions
- Make sense of the AI landscape that currently exists for managing fragmented, high-volume data in our business systems and establish a foundation for sustainable, explainable AI
- Maintain transparency, trust, and accountability by using human-in-the-loop workflows that combine AI-driven recommendations with expert oversight
Chris Kennedy-Sloane – Business Consultant – Vendavo
Bootcamp Sessions
AI & Digital Tools in Pricing
Strategic Pricing Models
The Profit Radar: Price Analytics That Fund Transformation
Diagnose margin leakage with three core lenses: price dispersion, price realization, cost-pass through
Quantify price potential using simple, robust metrics
Prioritize actions with impact sizing
Alberto Dall’Osso – Global Pricing Excellence Leader- Bracco Imaging
Contract Pricing for International Customers for changing markets
- Understand how to establish consistent contract pricing across multiple countries while maintaining flexibility for local market conditions
- Learn strategies to align global pricing frameworks with local contractual and operational requirements
- Explore case studies of successful international contract pricing programs and their impact on global harmonization
Michael Nils Ulrich – Global Pricing Manager Strategic Business – Endress+Hauser Group Services AG
Engineering Strategic Volume Grids for Competitiveness
Pivoting from Passive to
Proactive: Replace legacy discounts with proximity-based incentives that actively drive market share
Targeting the “Proximity Zone”: Identify high-potential accounts where strategic price adjustments can mitigate low-cost competition
Linking Incentives to Growth: Learn how a mid-market manufacturer utilized conditional volume grids to secure growth
Pieter Valcke – Senior Manager | Commercial Strategy, Pricing and Analytics – Monitor Deloitte
Getting ready for Pricing Software Implementation: Navigating towards AI-enabled, advanced Price Management
- Learn how to gain executive buy-in for investments in price management & respective software – benefits & business case
- Potential hurdles on the path to software implementation & how to overcome
- Assessing business needs in global organizations, data readiness and getting prepared
- Navigating the vendor selection process – assess & decide
Florian Schlüter – Global Director Aftermarket Product Management – Knorr-Bremse
Sebastian Wrobel – Founder – PricingWorks
Interactive Panel Discussion
AI, Tools & Analytics for Commercial and Pricing Excellence
- Real examples of cutting-edge AI applications and digital tools transforming pricing strategy and execution
- Learn how leading manufacturers are structuring data and integrating technology to drive smarter, faster decisions
- Discuss the evolving role of AI in pricing governance, transparency, and value creation
Moderator: Dr. Steve Laborda – Founder – Valuebizbooster
Melinda Fekete – Frame Agreement and Pricing Manager, Europe – Emerson
Alberto Dall’Osso – Global Pricing Excellence Leader- Bracco Imaging
Loon Spielmann – Vice President Pricing Strategy – Bosch Rexroth
Dr. Marcus Demmelmair – Managing Director – Accenture
Networkign Dinner at Bräustüberl Weihenstephan
After an inspiring day of learning, gather with peers at Bräustüberl Weihenstephan for an evening of great food, wine, and conversation.
The restaurant’s bright, contemporary setting creates the perfect atmosphere to relax, connect, and share ideas—turning conference insights into meaningful discussions and future collaborations.
Forum Day 2 | March 19
Chairperson opening remarks
Federico Boccardo – Global Commercial Excellence Delivery Senior Director – Animal Nutrition & Health – Cargill
Session 3.
Navigating Global Market Dynamics: Strategies for Competitive Advantage
The Road to Pricing Excellence: From Cost-Plus to Value Leadership in Services Business at Schneider Electric
- How Schneider Electric is transforming its service pricing to drive profitable growth
- Learn how to escape the limits of the traditional model of services pricing
- “Matchmaking” between pricing model and operating model: key transformation items
- Explore the real-world transformation journey — from pricing redesign to operational alignment and implementation
Gabor Kapus – VP Commercial Policy, Pricing and Quotation Transformation Deployment – Schneider Electric
Shyam Sundar Ranganathan – Marketing Director – Services Pricing – Schneider Electric
Firechat - Senior Leader Interview
Tariffs, Geopolitics & Inflation: Navigating Pricing Strategy in Turbulent Times
Join a straight-talk conversation with a senior pricing leader on how to protect margins when global uncertainty hits. Discover practical ways to offset tariffs, manage geopolitical risk, pass on costs smartly, and stay agile through rapid scenario planning.
Alexander Kortas – Senior Director Strategic Pricing – Cargill
Benchmarking & Competitive Intelligence: Staying Ahead of Chinese & Low-Cost Competition
- Learn how to collect and interpret competitor data despite market complexity
- Explore ways to maintain premium pricing while remaining competitive in local and global markets
- Understand strategies to differentiate products and services in highly competitive environments
Richard Sztajn – Group Pricing Director – Euromaster
Working Roundtables
Each roundtable is designed for deep peer exchange and real-time problem solving. Participants will:
- Tackle a real challenge together with 10–12 peers from other manufacturing leaders
- Be guided by an industry expert or moderator
- Leave with actionable insights, shared frameworks, and tested strategies
Roudtable 1
How to overcome the biggest barriers in value-based pricing implementation
- Exchange real-world challenges and tactics to make VBP work in complex B2B settings.
Moderator: Nicolò Somaglino – Global Revenue Manager – Petronas Lubricants International
Roudtable 2
Solving the competitive intelligence and benchmarking gap
- Discuss how to gather, interpret, and act on limited or fragmented market data.
Moderator: Andrea Pappadà – Head of Pricing and Contracting – Syensqo
Roudtable 3
How to integrate AI into pricing decision-making without losing control
- Explore how to blend AI-driven insights with human expertise for optimal results.
Moderator: Melinda Fekete – European Pricing Manager – Emerson
Roudtable 4
Mastering price negotiations in high-pressure customer environments
- Share proven negotiation strategies that align pricing discipline with sales realities.
Moderator: Alexander Lüring – Managing Director – Accenture
Roudtable 5
How to manage pricing consistency across multichannel and eCommerce sales
- Solve conflicts between direct, distributor, and online pricing structures.
Moderator: Federico Boccardo – Global Commercial Excellence Delivery Senior Director – Animal Nutrition & Health – Cargill
Roudtable 6
How to build and upskill a future-ready pricing organization
- Exchange ideas on capability building, training, and embedding pricing culture.
Moderator: Hudson Silva de Almeida – Former Global Pricing Manager – RHI Magnesita Refractories
Roudtable 7
How to design profitable service and subscription pricing models
- Work through pricing strategies for recurring revenue and bundled offerings.
Session 4.
Building Pricing Excellence: Leadership, Capability and Organizational Transformation
Upskilling & Organizing High-Performing Pricing Teams for Commercial Excellence
- Explore frameworks for building pricing teams with the right mix of analytical, strategic, and commercial skills
- Learn how to embed pricing capabilities across sales, finance, and operations to drive measurable business impact
- Discover practical approaches to training, recruitment, and change management that deliver sustainable pricing success
Daniel Cho – Sr Director, Head of Strategic Pricing CoE. – Philips Healthcare
Connecting Pricing & Sales: Practical Frontline Examples
- Ways how to equip the sales force to win price discussions and defend value
- Connecting the pricing function with frontline reps to accelerate decisions
- How to balance value-based, market-based, and sales-driven approaches in parts & service pricing
Dr. Jonathan Rösler – Senior Director, Business Development – GEA Group
Inspirational Closing Leaders Panel Discussion
The Pricing Function of the Future: Capabilities, Career Paths, and Innovation
- Analysis of the evolving role of pricing within manufacturing organizations and its impact on commercial performance
- Learn which skills and capabilities will define successful pricing teams in the coming years
- Explore innovative approaches to career development, talent retention, and fostering a culture of pricing excellence
Moderator: Dr. Steve Laborda – Founder – Valuebizbooster
Jacob Moller Korsgaard – Pricing Director – Danfoss
Nicolò Somaglino – Global Revenue Manager – Petronas Lubricants International
Gabor Kapus – VP Commercial Policy, Pricing and Quotation Transformation Deployment – Schneider Electric
Richard Sztajn – Group Pricing Director – Euromaster
Heiko Maldener – Pricing Strategy Lead – KION Group
Training (April 8 - 9)
Enhance your EPP Manufacturing Pricing Forum experience with our Combo Pass—add expert training for deeper insights and stronger connections in Manufacturing Pricing.
Spare Parts Pricing
Optimize your spare parts pricing strategy with insights from industry experts. Key areas of focus include:
- Understanding complex pricing methods: value-pricing, market-pricing, and ratio-pricing.
- Leveraging advanced analytics and modern tools to enhance pricing decisions.
- Gaining hands-on experience with real-world case studies and practical exercises.
- Mastering pricing systems to maximize profitability and competitiveness.
Find out more details HERE
Value Based Pricing In Practice
Master value-based pricing to drive profitability through customer insights and data-driven strategies. Key areas of focus include:
- Learning the fundamentals and trends of value-based pricing.
- Analyzing customer price elasticity, segmenting markets, and applying neuropricing.
- Using pricing research to make informed decisions on pricing, promotions, and discounts.
- Defining optimal price points based on customer willingness to pay and value perception.
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.
