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
Price smarter, faster: AI simulations for real-world decisions
Dive into interactive AI-driven pricing simulations designed to help you make faster, smarter, and more profitable pricing decisions. Learn how to leverage predictive models and scenario planning to optimize pricing in manufacturing.
Key takeaways:
- Apply AI-powered simulations to real-world pricing challenges · Identify opportunities for automation without losing control
- Understand how predictive models can enhance scenario planning
- Gain confidence in combining AI insights with human expertise
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
Unlock customer value: From insight to profitable pricing
Transform customer insights into actionable value-based pricing strategies. This workshop guides participants through frameworks and tools to quantify customer value, segment effectively, and implement pricing that drives profitability.
Key takeaways:
- Learn frameworks to quantify customer value and segment effectively
- Apply practical methods to turn insights into actionable pricing strategies
- Explore real-life case studies of successful value-based pricing implementation
- Understand how to overcome challenges in adopting VBP in complex portfolios
Workshop 4
Negotiation mastery: Turning pricing strategy into profit
Transform your pricing strategy into actionable wins by mastering advanced negotiation techniques. This interactive workshop gives participants hands-on experience in high-pressure B2B negotiations, helping them protect margins, capture value, and strengthen customer relationships.
Key takeaways:
- Practice real-world negotiation scenarios to improve outcomes
- Learn techniques to align pricing discipline with sales objectives
- Explore strategies to defend margins without losing deals
- Gain tools to build confidence and influence in pricing discussions
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
Creating Pricing Models for B2B Complex Portfolios to Drive Commercial Excellence and Data-Driven Decision Making
- Understand how to design pricing models that manage large and diverse product portfolios efficiently
- Learn strategies for integrating data from multiple sources to make informed pricing decisions
- Gain insights on optimizing prices under uncertainty and limited market information
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 – 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
Wendy Tang – Global Head of Pricing, Contract & Product Lifecycle Excellence – HBK – Hottinger Brüel & Kjær
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
More speakers tbc
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
Agentive AI and Predictive Pricing – A New Paradigm in Pricing Strategy
- Discover how agentive AI can automate and optimize pricing workflows in complex environments
- Understand which use cases deliver real business value and which are still experimental
- Learn key lessons from companies successfully implementing predictive pricing strategies
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
AI-Driven Pricing Scenarios: Hands-On Bootcamp
- Apply predictive models to real-world B2B pricing challenges
- Learn to identify opportunities for automation without losing control
- Explore AI-driven scenario planning for volatility management
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
Bootcamp Sessions
AI & Digital Tools in Pricing
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
AI-Driven Pricing Scenarios: Hands-On Bootcamp
- Apply predictive models to real-world B2B pricing challenges
- Learn to identify opportunities for automation without losing control
- Explore AI-driven scenario planning for volatility management
Strategic Pricing Models
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
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
Firechat - Senior Leader Interview
Beyond automation: Leading the AI-powered pricing revolution
An inspiring discussion on how visionary leaders are reimagining pricing through AI, data, and innovation – empowering teams and redefining what pricing excellence means in manufacturing.
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
Wendy Tang – Global Head of Pricing, Contract & Product Lifecycle Excellence – HBK – Hottinger Brüel & Kjær
Alberto Dall’Osso – Global Pricing Excellence Leader- Bracco Imaging
Forum Day 2 | March 19
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
Live Q&A
Ask the Leaders: Multichannel & eCommerce Pricing in Action
Ask and Learn from industry experts how to optimize pricing across channels while protecting margins and value.
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.
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.
Roudtable 5
How to manage pricing consistency across multichannel and eCommerce sales
- Solve conflicts between direct, distributor, and online pricing structures.
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 – 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
Embedding Strategic Pricing Across Sales, Finance & Commercial Teams for Maximum Impact
- Understand how to align pricing strategies with sales and commercial execution for improved revenue outcomes
- Explore ways to enhance collaboration between pricing experts and front-line teams to capture full value
- Learn approaches to prevent internal price erosion and ensure consistent value capture across the business
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
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
More speakers tbc
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.
