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PRICING Strategies for Today’s World PPS 24th Annual Spring Pricing Workshops & Conference April 30th – May 3rd, 2013 The Palace Hotel

San Francisco

Most Comprehensive Pricing Training Available

Every Attendee Can Benefit from

Get Certified: Be a Leader in Your Field

Network and Benchmark with

Join the Largest Group of Pricers in the World

Sessions & Workshops

Hours of Pricing Training!

Certified Pricing Professionals and Counting!

Attending Professionals Who Do What You Do

Current PPS Members. And It Keeps Growing!

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Register Online at: www.pricingsociety.com/SFO2013

PRICING Strategies for Today’s World PPS 24th Annual Spring Pricing Workshops & Conference

Welcome to San Francisco!

April 30 – May 3, 2013

The global market indicates that powerful and strategic pricing is more important than ever, which is why this conference will be focused on impactful techniques for improving profitability and putting you on top of your industry.

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All PPS Conferences bring hands-on workshops and high-level speakers from the worlds of business and academia, providing a diverse environment for networking, training, and reaching out to esteemed professionals in the pricing world. In addition, our conference sessions span all levels of pricing expertise with topics ranging from Core Pricing Skills, to Methodologies for Accelerated Pricing Transformations.

PPS Board of Advisors MR. ERIC MITCHELL Founder & Chairman of the Board The Professional Pricing Society MR. JEROLD BERNSTEIN President The Price Improvement Team LLC MR. XAN CHAMBERLAIN Global Pricing Manager Hitachi Data Systems MR. MARTIN COALSON Asst. VP, Product Development & Yield Mgmt. Union Pacific Railroad MS. LYDIA DiLIELLO Director of Strategic Pricing Automated Packaging Systems MS. KELLIE ECKER, CPP MR. JIM GEISMAN, CPP President Software Pricing Partners, Inc. DR. SCOT HORNICK Vice President Oliver Wyman DR. RICHARD LANCIONI, Ph.D., CPP Professor Temple University, Fox School of Business MR. STEPHAN LIOZU, CPP President and CEO Value Innoruption Advisors MS. LAURA PRESLAN GM of Strategic Practices Microsoft Corporation MR. CHRIS PROVINES Founder, Value Vantage Partners; Adjunct Professor, Rutgers Business School MR. GARY RITZERT President - CEO Ritzert Retail Price Consulting MS. STACEY SCHAEFFER Director, Price & Offering Mgmt. SAS Institute, Inc. MR. MICHAEL SIMONETTO Principal - Pricing & Profitability Mgmt. Deloitte Consulting LLP

Register Online at: www.pricingsociety.com/ SFO2013

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Professional Pricing Society • 24th Annual Spring Pricing Workshops & Conference On behalf of The Professional Pricing Society’s entire team, we are excited to invite you to our 24th Annual Spring Pricing Workshops & Conference — where you can learn the latest methods from today’s thought leaders in pricing strategy, tactics and applications.

As the only organization exclusively committed to growing the pricing profession and disseminating pricing expertise throughout the business world, PPS is proud to offer a conference that is centered on your connection, growth, and success in the pricing industry. See you in San Francisco!

Kevin Mitchell

President, Professional Pricing Society

PPS: The Most Trusted Resource in the Pricing World PPS carries on a long tradition of dedication to the global pricing community. More than 25 years ago, our Chairman and Founder Eric Mitchell officially created the Professional Pricing Society (PPS) to connect pricing practitioners, experts, and solution providers.

Founded

1984 by Eric Mitchell

Members

4,193

Companies

617

The Voice of the Pricing Profession: Since 1984, PPS has been the heart and soul of the pricing profession. Today, we continue to focus on bringing the pricing discipline’s foremost thought leaders to our conferences, workshops and online courses, so our members can gather for learning, networking and sharing experiences.

Global Presence

75 Countries / 6 Continents

Events

4 Major Annual Pricing Conferences

Offerings

Certified Pricing Professional Pricing Training Workshops 25 Online Pricing Courses

Now, pricing people can advance their knowledge from anywhere in the world. In addition to world-class training and live events, PPS also provides access to the most valuable print and online resources in the pricing field. We publish the monthly Pricing Advisor Newsletter and the quarterly Journal of Professional Pricing, covering the latest topics and expert advice in the field. After all the changes and growth over the decades, PPS remains independent, unaltered, unbiased and true to our original mission—we are solely dedicated to nurturing the ever growing community of pricing professionals.

Other Services

16 Annual Publications Pricing Whitepapers Case Studies Webinars Annual Salary Survey

The Most Trusted Resource in the Pricing World: The PPS network includes more than 4,000 active members worldwide from more than 600 leading companies in 75 countries. PPS is widely recognized as the Home of Pricing. Currently, we produce four major annual pricing conferences in Asia, Europe and North America. Each conference assembles the finest specialists in the world to deliver the latest best practices, innovative

trends and strategic skills in the pricing field. PPS also offers dozens of full-day training workshops every year, taught by leading pricing principals and academics. CPP – A Mark of Distinction for Pricers Worldwide: PPS workshops are the foundation for the Certified Pricing Professional (CPP) designation, a multi-stage training curriculum designed to support, educate and elevate the global pricing professional. The CPP program has grown to become a mark of distinction for pricers worldwide, improving their knowledge and careers.

PPS is here to serve you. We are the Home of Pricing!

Professional Pricing Society • 24th Annual Spring Pricing Workshops & Conference

Pricing Training: Certification Workshops & Online Courses CPP Training benefits your company and YOU! The Professional Pricing Society is the only organization that exclusively supports professional pricers and has been for more than 25 years. We provide valuable pricing strategies, publications, research, and resources to thousands of members from leading industries in over 75 countries.

Top 5 Benefits of CPP Pricing Education: 1. Best Practices from Top Pricing Experts Our faculty represents the top minds in business and academia. All of our course materials are based on industry best practices, extensive applied experience, and practitioner success stories. 2. Comprehensive Pricing Training Some courses cover broader fundamental pricing strategies, while others provide in-depth study of more advanced topics. All of our materials are designed to equip your department with the tools and concepts that will improve profitability. 3. You Can Develop an Internal Pricing Culture Quickly orient your employees to best pricing practices and help instill a structured approach to pricing within your company, creating a powerful internal culture of like-minded pricing experts for your firm. 4. Rigorous Certification Process In addition to earning 6 credits by successfully completing workshops and/ or online courses, participants go through a rigorous certification process including an extensive 300 page study guide, covering 14 essential pricing

areas and online preparation sessions. For final certification, participants must pass a comprehensive 4-hour CPP Accreditation Exam — one of the many reasons why the CPP certification is the most respected pricing credential in the world. 5. You Can Bring Your Pricing Function In-House Your firm knows its products, services, and strategies better than any external consultant. Empower your own organization with the knowledge needed to improve profits and minimize revenue leaks, while saving on outside fees. For more information about the Certified Pricing Professional program please visit the PPS website: www.pricingsociety.com and click on CPP/ Training. And, to find out how you can save money on the best pricing training available with new CPP Pricing Training and Certification Packages, please email us at [email protected] or call Julie Martin, our Director of Certification and Education, at +1.770.509.9933

Do I have to pursue a CPP designation to attend a PPS Workshop? No, you don’t have to. If you are primarily interested in pricing training or learning about specific topics, all PPS workshops are a perfect fit. You will still receive your course certificate after passing the workshop test. It makes no difference if you have decided to pursue the CPP designation or not.

www.pricingsociety.com Your best online resource for ALL things pricing! To address today’s changing world, our website www.pricingsociety.com continues to serve as the leading source for online articles, whitepapers, on-demand webinar recordings for members, and additional resources. The PPS website also houses the world’s largest pricing library, with over 600 articles written by pricing experts and thought leaders, as well as a career center where members can post or browse through career opportunities exclusive to the pricing industry. PPS is all about pricing all the time, wherever you are in the world. We provide 365/24/7 access to the resources you need to stay ahead of the competition, to network within the pricing community, and to build lifelong learning that will advance your career.

Visit PPS Pricing Blog www.professionalpricingsociety.blogspot.com

See the latest on YouTube! www.youtube.com/PricingSociety

Let’s get together on Facebook www.facebook.com/ProfessionalPricingSociety

Join the conversation! twitter.com/PricingSociety

Let’s network on LinkedIn www.linkedin.com/e/gis/79502

Share on Pinterest! pinterest.com/pricingsociety

Code of Conduct: “The PPS 24TH ANNUAL SPRING PRICING WORKSHOPS & CONFERENCE offers the best forum to discuss pricing strategies and tactics worldwide. All attendees are hereby reminded that discussions in and around the event should not violate price fixing laws or international anti-competitive laws.” Register Online at: www.pricingsociety.com/SFO2013

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WORKSHOPS

WORKSHOP #1 • 2-dAYs • April 30 – May 1, 2013

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Core Pricing Skills: Practical Pricing Skills to Jumpstart Your Company’s Pricing Process

PPS 24th Annual Spring Pricing Workshops & Conference ...........................................

2-Day Workshop Agenda (Daily agenda applies to every workshop)

8:00 a.m. Breakfast / Registration 9:00 a.m. Workshop Begins 10:00 a.m. Morning Break 10:30 a.m. Workshop Resumes 12 Noon Lunch 1:00 p.m. Workshop Resumes 2:30 p.m. Afternoon Break 3:00 p.m. Workshop Resumes 4:00 p.m. Workshop Close 6:00 p.m. May 1st Workshop Reception sponsored by

This program is intended as a workshop for Pricing Professionals to upgrade and sharpen their Pricing skills. It will feature a live case study as we work through several important pricing decisions that a Pricing Manager might face over the course of a year. We will utilize several MS Excel models of which participants will receive copies following the course. This highly interactive and practical workshop follows the development and implementation of a new pricing strategy in the example case company. We will address considerations for B2C, B2B, for products and services. Module 1 – A practical methodology for Price Setting • How to quantify value in different types of business models • Using proxies to set prices in different regions and segments Module 2 – Developing a data driven Pricing Strategy Process • How to assess your Pricing Power to guide the strategy by Segment • Using the Pricing Strategy Playbook to reduce time to market and capture organizational knowledge Module 3 – Selling a change in Pricing Strategy…Internally and Externally • Identifying stakeholders and understanding their perspective to build support • Preparing the Sales Force for success Module 4 – Monitor and Follow Up

• Preparing for Pricing Software to accelerate the progression to higher levels of World Class Pricing

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-Day

Workshop

April 30 - May

Module 5 – Bringing it back to the office • Taking stock – diagnosing problem areas and assessing capabilities • Building the Pricing Team, how to prepare for success Attendees will learn: • A practical methodology for Price Setting • How to develop a data driven Pricing Strategy Process • How to internally and externally communicate a change in Pricing • Strategy and Processes for implementation maintenance

• What indicators should you track to ensure the strategy is being implemented? • How to build a process to keep the business on track

Presenter: Jim Saunders, BSc, MBA, P. Eng. Pricing Management Practice Leader, Pricing Solutions Limited Jim Saunders leads the Pricing Management practice at Pricing Solutions. His expertise covers industries as diverse as packaged goods, pharmaceuticals, transportation, financial services, and the media. Jim joined Pricing Solutions after 12 years in management at two major international corporations. As Director of Finance for Nestlé’s confectionery business, he was responsible for pricing. In that capacity, he led the implementation of several price increases, controlled a large discretionary trade spend budget, and improved equitability of pricing and trade programs across a range of trade channels. In his position as Manager of Strategic Planning at Bombardier Aerospace, he was responsible for developing a radically redesigned process for development of new aircraft programs. Through transactional analysis, he has helped client’s companies understand the behavior of their customers and develop effective bundles to capture share and increase profit.


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Free Online Pricing Course See Page 31 for Details


Scan this QR Code with your Smart Phone to see a video about this session

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WORKSHOP #2 • 2-dAYs • April 30 – May 1, 2013

Methodologies for Accelerated Pricing Transformations Strategic Pricing may be viewed as a continuous improvement process aimed at optimizing the target price for any segment of customers and products at any given time. These optimal prices drive the best possible results that support a company’s financial and commercial goals. One of the biggest hurdles companies face that prevent full adoption of strategic pricing is the fear and objection that come from migrating away from legacy pricing methods and shifting control from one part of the organization to another. However, there are several practical and simple change management tools that can be applied specifically to pricing, to ease push back and accelerate adoption. In this unique interactive workshop, we explore how to apply transformation tools that accelerate adoption of the strategic pricing process.

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-Day

Workshop

April 30 - May

Attendees will learn: • Best practices in strategic pricing process design • To quickly document current state and design future state pricing process maps with full cross functional consensus and support within their own organization • Effective design and use of dashboards to drive significant transformation progress • The power of using specific pricing language when interacting with different pricing stakeholders throughout the transformation • Many practical tactics that can be used to support the transformation; including best practices in pricing policy, training approaches, audit reports, etc. • A scorecard system to use in their own companies for benchmarking and identifying areas where transformation efforts are most required • To influence organizational change through the use of Lean Business concepts as they apply to strategic pricing

Presenter: Adrienne Gordon President, Pricing Empowered, LLC

2-Day Workshop Agenda

Adrienne Gordon has a passion for the power of pricing. She is the President and Co-Founder of Pricing Empowered, LLC, a consulting firm dedicated to helping companies create a sustainable continuous improvement business process, encompassing all facets of pricing and value capture.

(Daily agenda applies to every workshop)

She is also a principal and senior consultant in the Servigistics (a PTC company) Strategic Pricing Consultancy, where she partners with durable goods manufacturers and their service network partners to maximize their success in deploying service parts pricing solutions. She brings 15 years of pricing experience, during which she has worked with over 150 unique businesses to improve their pricing. Prior to launching Pricing Empowered, LLC, Adrienne held pricing leadership roles at Parker Hannifin, American Greetings, and Eaton Corporation. In 2009, she began consulting for global companies in manufacturing, distribution, retail, and service industries. Her clients range in size from mid-market to multi-billion dollar enterprises.

8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. 6:00 p.m.

Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close May 1st Workshop Reception sponsored by

Adrienne has a Bachelor’s Degree in Biomedical Engineering from Boston University, an MBA in Marketing from Western New England College, and postgraduate studies in both Finance and Economics.




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WORKSHOPS

WORKSHOP #3 • 1-dAY • April 30

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Pricing Excellence for Medical Device Companies




In a rapidly changing health care environment with so much uncertainty, it is becoming increasingly challenging for medical device companies to maximize profit opportunities for their existing product portfolio. By achieving excellence in pricing, medical device companies can drive profitable growth through better pricing execution and improve their ROS by greater than 2%. However, achieving pricing excellence at your organization can be a tall order. Pricing excellence requires a commitment from top management to identify, streamline and support optimal pricing across all business units and local markets.

Attendees will learn to: • Successfully price innovations in the Medtech arena • Implement pricing that incorporates appropriate channel discounts, price structures, terms and conditions • Establish, control and maintain marketoriented list, target and floor prices across your product portfolio • Enhance offer management processes by ensuring price compliance enforcement on the offer level

Workshop April 30

• Enhance local incentive schemes by rewarding realization of target prices in the market • Utilize pricing tools and data systems to support execution of pricing activities • Improve internal transparency in price decision making to effectively align your organization

Presenter: David Lee

Presenter: Peter Ehrhardt

Director, Simon-Kucher & Partners

Partner, Simon-Kucher & Partners

David Lee leads the West Coast Medical Technology competence center and has over 12 years of medical device and management consulting experience. At Simon-Kucher, David focuses on helping medical technology clients determine optimal pricing, marketing, and sales strategies. His client experience includes new product pricing, market access, reimbursement, and commercial excellence projects.

Peter Ehrhardt heads the Simon-Kucher & Partners’ Medical Technology Competence Center in the US.

David received his MBA from the MIT Sloan School of Management and graduated from the University of California at Berkeley, with a BA in Latin Language.

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Learn how to achieve pricing excellence at your organization. This workshop will take attendees through the necessary steps and processes to establish a consistent pricing strategy that can lead to immediate improvements in profit as well as sustainable longterm profitable growth.

Prior to joining SKP, David worked at AccessClosure, Inc., as a Product Manager. He has also worked in sales and marketing roles at Boston Scientific Neurovascular, and at Ethicon, Inc. a Johnson & Johnson Company, as a Clinical Sales Representative. While at Silver Oak Partners and the Mitchell Madison Group, David served Fortune 500 clients in the Healthcare, Financial Services, Retail, and Telecom industries.


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He joined the Life Sciences Division of SKP in 2000 and specializes in consulting to clients in the medical technology segment, mainly in the areas of strategic marketing, market entry strategies, P&R strategies, market segmentation, sales force management, international pricing and pricing processes. Within multinational assignments he has supported several leading health-care companies in improving their business performance. Peter has published articles on pricing and reimbursement strategies and is a frequent speaker at international conferences. He graduated from the University of Karlsruhe (Germany) with a Master’s degree in Mechanical and Business Engineering specializing in corporate development. Peter also holds an MBA degree from the University of Connecticut, majoring in marketing and finance.





The First and Second Law of Pricing The assumption of rationality has come under attack in recent decades, mostly from within the economics profession itself. Rather than man being a completely rational calculator, similar to Mr. Spock of Star Trek fame, it seems in many areas of life we act more like Homer Simpson. Economists have developed models for how pricing works. What’s needed now is to base our strategies on how people work. Nobel Economist Herbert Simon believed that man did not maximize utility, but rather attempted to “satisfice” — that is, do good enough. He believed man had a “bounded rationality,” and often used shortcuts — heuristics — to make decisions that, although not perfectly optimal, were good enough.

1

-Day

Workshop

This workshop will be dedicated to exploring the principles of the first school of behavioral economics—the Austrians—and the science of Praxeology: the deductive study of voluntary human action. The Austrian school of economics was instrumental in the Marginalist Revolution of 1871, which advanced our understanding of value, price, and cost. Along with the history of Austrian economic ideas, recent research on behavioral economics will also be presented in the context of consumer decision making and pricing.

April 30

Attendees will learn: • • • • • • • •

The First Law of Pricing: all value is subjective The Second Law of Pricing: all prices are contextual Why Austrian economists reject the classical perfect competition model Why Austrians economists don’t believe equilibrium analysis explains how people act Customers don’t buy what you do, but why you do it Why there is no such thing as a commodity The seven types of customer risk and their impact on value What is a “fair price” and the ethics of price discrimination

Presenter: Ronald Baker Founder, VeraSage Institute


Ronald J. Baker started his career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute, a think tank dedicated to educating professionals around the world.


As a frequent speaker, writer, and educator, his work takes him around the world and he has spread his value pricing message to over 100,000 businesspeople. He has been an instructor with the California CPA Education Foundation since 1995 and has authored fifteen courses for them. He has also been named as one of the Top 100 Most Influential People in Accounting Today. He is the author of six books, and his most recent one being Implementing Value Pricing: A Radical Business Model for Professional Firms. Baker graduated in 1984, from San Francisco State University, with a Bachelor of Science in accounting and a minor in economics. He is a graduate of Disney University and Cato University. He presently resides in Petaluma, California.



“PPS continues to push the envelope with refreshing intellectual content and assembles best in class practitioners... helping my team take our performance to the next level...” — Harold Peck, Vice President of Strategic Pricing, Cardinal Health




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WORKSHOPS


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An Approach to Pricing Bundled Solutions Leveraging Price Science




Pricing of bundled solutions composed of products and services adds a level of complexity to price management and has significant impact on corporate strategy, organization, and long term business profitability. Done poorly, it results in inconsistent pricing, margin leakage, and lost revenue.

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-Day

Workshop April 30

This workshop is targeted to executives and managers in B2B and B2C companies that sell some combination of configured products, business services, aftermarket services, and software solutions that are bundled, sold, and priced as an integrated solution. Key insights on driving corporate value through improved pricing processes and appropriate use of pricing science will be reviewed. We will discuss the strategic value of bundled solutions and how pricing processes must be coordinated across the organization. We will determine appropriate market and solution segmentation and definition of bundled offers as part of an overall product portfolio strategy to meet long term customer needs and corporate profitability objectives. Management of configured price lists, price guidelines, and price contracts leveraging a range of pricing strategies to align with defined segments and associated business objectives will be addressed. We will also discuss how to ensure that sales adheres to price guidelines and objectives, and has the information critical to making the right decisions. The review of the use of pricing science approaches to support pricing strategies will be an integral part of the workshop. Attendees will learn: • • • •

The importance of bundled solutions Strategic Price Planning Price Setting Managing the Selling Process

Presenter: Srini Palamarthy

Presenter: David Glenn, Ph.D.

Vice President of Business Consulting, Vistaar

Vice President, Pricing Science Group, Vistaar

Srini is responsible for advising maximizing value through datadriven process changes, leveraging over 18 years of experience in the pricing and revenue management domain. Srini began his career with Sabre Group, the Decision Technologies division of American Airlines, where he was a manager of Price and Revenue/Yield Management Solutions. As a Senior Product Manager at i2 Technologies and Oracle, he developed sophisticated pricing solutions across a diverse mix of B2C and B2B customers. Before joining Vistaar, Srini was AVP for Business Operations and Planning at Liberty Mutual, responsible for business planning for a $6B business and managing a number of initiatives in areas including growth strategies, pricing/risk management, sales force effectiveness, and customer service operations. Srini has a Technology degree from IIT India and Master of Science from The University of Texas at Austin.


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David leads Vistaar’s global optimization group which is responsible for applying economic modeling, statistics, and mathematical programming to help companies optimize business decisions. David brings over 15 years of experience delivering science-based solutions to some of the world’s leading manufacturers and retailers. David previously worked as Director of Science Services at Signal Demand and Manager of Science at Profit Logic, which was acquired by Oracle. He has also held positions as assistant professor at the University of Illinois’ College of Business Administration and at the University of British Columbia’s Sauder School of Business. David has an M.S. and Ph.D. in operations research from the University of Michigan and a B.S. in statistics from Utah State University.




WORKSHOP #6 • 1-dAY • MAY 1

Game Theoretical Modeling: An Empirical Approach to Competitive Pricing Designing game theoretical models to describe competitive market environments is the primary focus of this workshop. Understanding how interdependent market interactions define strategic behavior and affect market health will be of utmost importance. In-workshop pricing experiments among participants will support concepts and demonstrate the impact of interconnected decision making. Case study applications highlighting firms that have successfully implemented game theoretical models to better understand their market presence and evaluate their pricing power will be discussed.

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-Day

Workshop MAY 1

Attendees will learn: • How to design game theory applications to better recognize and respond to competitive pricing pressures • How to formulate a new means of defining differential value based on competitive advantage relative to rival firms • How to maintain competitive market position through interdependent pricing maneuvers • How to effectively communicate pricing announcements with more certain competitor response • How to develop appropriate games to model pricing scenarios according to market environments

Presenter: Timothy Smith, Ph.D.

Presenter: Curry W. Hilton

Managing Principal at Wiglaf Pricing

Senior Pricing Analyst, Wiglaf Pricing

Tim Smith, Ph.D. is the Managing Principal at Wiglaf Pricing, Adjunct Professor of Marketing and Economics at DePaul University, and Academic Advisor to the PPS Certified Pricing Professional program. Smith focuses on the use of quantitative and qualitative research to enable firms to drive profitable top-line revenue. He began his career as a research scientist in quantum mechanics before his interest in transferring technological advances to societal implementations led to pursuits in business strategy. Smith holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a Ph.D. in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago Graduate School of Business.

Curry W. Hilton is a Senior Pricing Analyst at Wiglaf Pricing and an Economics Instructor at Elon University. He holds a B.S. in Business Economics from the University of North Carolina, a B.A. in Mathematics and Statistics from High Point University, and a M.A. in Economics from Clemson University. Hilton is a member of the Professional Pricing Society and Decision Sciences Institute.

1-Day Workshop Agenda (Daily agenda applies to every workshop) 8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. 6:00 p.m.





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WORKSHOPS


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Cutting-Edge Legal Tools to Facilitate Pricing Excellence




An uncertain global economy, ever-increasing competition and relentless demands from traditional and new channel partners have placed more pressure on pricing well. Fortunately, changes in the law of pricing—particularly in the United States and Canada—have resulted a great deal of freedom that effectively narrows or eliminates formerly convenient legal rules of thumb. At the same time, legal issues are probably the least understood pricing parameter among business people, but often significantly affect pricing strategy and its implementation. Indeed, lingering misperceptions may block the use of powerful tools that help achieve improved pricing performance.

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-Day

Workshop MAY 1

This workshop focuses on how the considerable flexibility in the law and the cutting-edge legal tools that go with it can be applied to achieve pricing excellence in three key areas of growing current interest: (1) embracing value pricing to maximize return, (2) combating resale price erosion over the Internet or elsewhere and (3) engaging in effective price signaling to avoid lowest-common-denominator pricing. The following topics, among others, will be addressed:

Attendees will learn:

• Reaping the Rewards of Value Management

• How to take the legal fear out of being assertive

• Paying for Value: Account-Specific and Channel-Specific Pricing

• Why the law is not a roadblock to smart pricing

• Addressing Internet Price Problems • Lawfully Setting and Enforcing Resale Prices

• The relevant standards, what they really mean and their implications for pricers

• Controlling Distribution: Effective Non-Price Restrictions

• Practical approaches that can be readily implemented

• Price Signaling: Using Controlled Transparency

Presenter: Eugene F. Zelek, Jr. Partner and Co-Chair, Antitrust & Trade Regulation Group, Freeborn & Peters LLP Eugene F. Zelek, Jr. focuses on marketing-related law, applying extensive counseling, transactional, and litigation expertise on behalf of leading consumer and industrial businesses and consulting firms throughout the world. His areas of emphasis include antitrust, pricing, and distribution, as well as branding, licensing, entertainment, strategic alliances, supply relationships, complex contracts, advertising, and new product development. Mr. Zelek joined Freeborn & Peters LLP after practicing marketing law at a large international law firm and The Quaker Oats Company, then becoming a Quaker Product Manager with shared responsibility for Quaker’s Cap’n Crunch cereal and Chewy granola bars. He is a partner in the firm’s Business Law Services and Litigation Practice Groups and cochairs the Antitrust and Trade Regulation Practice Group. After receiving an undergraduate degree in journalism with high honors from the University of Illinois, Mr. Zelek graduated cum laude from the Northwestern University School of Law and, as a marketing major, with Distinction from the Kellogg School of Management. While at Northwestern, he was an Executive Editor of its law review and a Distinguished Scholar. Subsequently, Mr. Zelek has served as a member of the Kellogg marketing faculty, teaching “The Legal Aspects of Marketing Strategy” and executive programs on pricing and channel management.


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The Art of Psychological Pricing: Applying Behavioral Economics in B2B and B2C Pricing ‘Value-based Pricing’ has been widely accepted as the best approach to pricing. Nevertheless, all classical pricing tools within this approach still build on the assumption that customers behave like the famous ‘homo oeconomicus’ – perfectly informed, selfish and rational decision makers with stable preferences. These assumptions are each contradicted by an overwhelming amount of insights from behavioral economics and neuroscience.

1

-Day

Workshop

Building on a validated and award-winning framework as well as on many case studies from different industries ranging from B2B to B2C, the workshop will systematically convey insights that go beyond the classical assumptions and tools of price research and strategy. In the course of the workshop, participants will learn how to develop more profitable pricing strategies by applying these insights to define price level, price structure, price dynamics as well as price communication.

MAY 1

Once the workshop is over, participants will not only have a better understanding of the real-life decision process and the role that price plays in it, but will also be in a position to make concrete use of these findings to optimize pricing strategy. Attendees will learn: • Recent research insights on human decision making that are helpful for deriving more successful pricing strategies • A conceptual framework that will help to better leverage behavioral economics in a pricing strategy • The pros and cons of pricing tools like Price Sensitivity Meter or Conjoint Analysis and how to modify and complement these methods to avoid risks and pitfalls • How to effectively convert the insights into optimizing price level, structure, dynamics and communication

Presenter: Florian Bauer, Ph.D.


Member of the Board, Vocatus AG


Florian Bauer studied Psychology and Economics at the Technical University in Darmstadt, Germany, at MIT, and at Harvard University. He devoted himself to research into decision anomalies and the psychology of pricing, which were also the subject of his doctorate. Starting his career as a strategy consultant at Booz, Allen & Hamilton 1996, he joined with two colleagues in founding Vocatus AG in Munich in 1999, an international pricing research and consulting company. Together with his team, Florian won several prestigious awards for their innovative approach to pricing as well as client projects. Florian is Member of the Board of the German Market Research Association, and teaches as a visiting professor at several universities in Germany. He is a well-known author of business and academic papers on pricing, and a high in demand keynote speaker. Dinero, a leading Latin American business magazine, even called him the “guru mundial” in psychological pricing.






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WORKSHOPS


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How Manufacturing Companies Can Monetize Software IP




As manufacturers continue to innovate, more of their development budget is being spent on software that often determines hardware functionality and performance. Often software can be valuable as a standalone product to analyze data and otherwise add value to a hardware-based offering. Until recently, many companies encouraged the sale of their hardware by giving software away. This cannot continue for long. As margins get squeezed, there is less money available for development. If a manufacturer wants its offerings to remain competitive, they may want to improve margins by charging for their software.

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-Day

Workshop MAY 1

While pricing software products has much in common with pricing of any product, the pricing of software is different for many reasons. Furthermore, adding software to a product line can affect upstream customer-facing activities and downstream back-office systems. This highly interactive workshop is practical, down-to-earth and immediately actionable. Attendees will learn: • Current trends affecting software license sales • Why software pricing is different • How a pricing model can improve pricing quality • How to set, maintain and administer price levels • Changes required by sales and marketing • Transitioning an installed base

Presenter: Jim Geisman Founder & Principal, Software Pricing Partners Jim Geisman is Founder and Principal of Software Pricing Partners (SoftwarePricing.com). The firm was started in 1982. Since 1987, it has focused solely on revenue issues related to the pricing of software-based offerings. The firm has helped software companies in the US and internationally increase or accelerate revenue by improving their pricing model. Most recently, his company is helping a number of software companies transition to the on-demand (SaaS) pricing model. The firm has also helped clients price, structure and negotiate their “big deals.” Jim has written extensively about software pricing and is a frequent speaker at industry events. He has given workshops in North America, Europe, India and New Zealand. Jim has been a co-founder, director, advisor or mentor to early stage companies. He sits on the Board of the Professional Pricing Society and is a Certified Pricing Professional. He holds BS and MS degrees in Electrical Engineering from Tufts University and an MBA from Harvard.

This was the best, most productive, conference I have ever been to. Period. The content, networking opportunities, and people all made this event worth every penny. — Jim Hoover, CEO, EPluirs


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Value and Pricing In the Strategic Innovation Process Innovation, value and pricing are three dimensions that are critical to the design of a sustainable long term value management program. At the same, innovations in pricing are critical to respond to more and more innovation in marketing and business models. This workshop introduces this interconnection between the three dimensions and proposes ways to embed value and pricing management in the strategic innovation process. This workshop also addresses the need for more innovation and creativity in pricing models, pricing strategies and pricing tactics to respond to a changing world. The speaker presents a unique view of the integration of value and pricing in the innovation process and gives specific practical examples of how this integration happens.

1

-Day

Workshop MAY 1

Attendees will learn: • The impact of value and pricing in the strategic innovation process • The interdependencies between innovation, value and pricing as a dynamic system • The specific roles pricing professionals might play to shape and improve innovation strategies • The specific place of pricing and value in the product development process and Stage Gate® • The estimation of economic value for new products and services using voice-of-customer methods

Presenter: Stephan Liozu, Ph.D. Pricing Evangelist, Value Innoruption Advisors Stephan M. Liozu is a creator, a disruptor, a designer, and an innovator. With over 20 years of experience in business, he has recently focused on design and creativity in value and pricing strategies. Stephan has worked for both Fortune 500 companies and family-owned businesses. He holds a Master’s degree in Innovation Management and earned his Ph.D. in Management in 2013 from Case Western Reserve University.


Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Journal of Business Strategy, MIT Sloan Management Review, Industrial Marketing Management, as well as in the Journal of Strategic Marketing. He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America, as well as the Strategic Account Management Association conferences. He co-authored Innovation in Pricing – Contemporary Theories and Best Practices (with Dr. Andreas Hinterhuber) that was published in the fall of 2012. Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society.






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WORKSHOPS


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Integrated Pricing and Profitability Management





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This workshop will present a comprehensive overview of the key concepts and ideas that drive business performance through pricing. Built on the key competencies outlined in Pricing and Profitability Management, a Practical Guide for Business Leaders, this day-long workshop is focused on providing an overview of the six core capabilities in the Integrated Pricing and Profitability Management Model: Price Strategy, Profitability Analytics and Price Setting, Price Execution, Pricing Organization and Governance, Profitability Data Management and Technology, and Price Related Tax and Regulatory Concerns.

1

-Day

Workshop MAY 1

Throughout the day, we will introduce the key concepts for each subject area, present common frameworks and approaches, review case examples, and provide a solid foundation for attendees. An organizational “self-assessment” will be completed in to provide indications of key areas of improvement in your organization. In addition, each sub-section will include interactive discussions with question and answer periods to allow for additional focus on particular areas of attendees interest. Attendees will learn: • A broad understanding of the six core competencies included in the Integrated Pricing and Profitability Management Model • A foundational understanding of the key questions and challenges faced in each competency area as well as key frameworks, approaches, and models which support success within each of the core competencies in the model • A high level organizational “self-assessment” based on the model • Leading practices, tips and tricks in each topic area that can be used to drive success at your organization

Presenter: Rich Eagles

Presenter: Joe Morris

Senior Manager, Deloitte Consulting

Senior Manager, Deloitte Consulting

Rich is a senior leader in the Deloitte Pricing and Profitability Management Practice with more than 14 years of experience. Rich has published several articles including “How to Define Your Profit Waterfall” in the Journal of Professional Pricing, “Mining for Insights and Competencies Matter: Training Competent and Productive Sales Professionals” in Deloitte’s online whitepapers. He is a regular guest lecturer and presenter at a variety of business schools including the Simon School of Business at the University of Rochester and the McIntire School of Business at the University of Virginia.

Joe is a Senior Manager with Deloitte Consulting and is a leader in their Pricing and Profitability Management practice. He has over 27 years of experience in roles centered on the concepts and best practices of Pricing and Profitability Management including: Pricing Strategy, Analytics, Optimization, Profitability Management, Change Management, Training, and Education. He specializes in developing and implementing sustainable pricing strategies and practices in business-to-business industries and has led numerous successful transformational IT projects for Fortune 1000 companies.





Negotiating with Backbone: Eight Sales Tactics to Defend Your Price and Value Whether you’re in sales, sales management, or pricing, learning how to navigate the new world of selling where procurement dominates is critical. Salespeople and managers face the “pricing buzz saw” where the customer sets the rules of the game, and unprepared sellers get put through the wringer of procurement. The result is often declining margins, unhappy salespeople, and dissatisfied customers.

1

-Day

Workshop

Attendees will learn to think of customer negotiations as a game where the customer sets the rules and your first job is to assess the game. You’ll learn how to determine the strategy needed for the negotiation scenario and adopt tactics that will assure that you will play the winning hand in just the right way. Further, you won’t waste your time and company resources pursuing truly low probability opportunities. This is a handson interactive workshop where attendees will not only learn the tactics to negotiate with backbone, but also have ample chance to practice. Attendees will be provided a toolkit to help in negotiations and a copy of Negotiating with Backbone by Reed Holden.

MAY 1

Attendees will learn: • Why we are seeing this rise in the economic buyer • What’s behind procurement’s behaviors • The “tells” of the game • How to make sure you are prepared for the game • How to determine what the customer behavior really is • Eight selling scenarios and how to identify, price and sell in each case • The final checklist for playing and winning the game


Presenter: Nelson Hyde Director, Holden Advisors


Nelson Hyde, Director of Sales Effectiveness for Holden Advisors, is an expert in pricing strategy, tactics, and field execution with 25 years’ experience in management consulting and P&L positions. Prior to returning to Holden Advisors, he was Director of Price Strategy at Philips Healthcare where he led projects and workshops with Sales to improve price and margin impact. These efforts contributed 25% of the company’s profitability in 2010. He has also been Senior Manager of Consulting Services at Holden Advisors, where he led major B2B client engagements. He has led webinars and conference workshops for the Professional Pricing Society, and was a frequent speaker at Philips sales conventions and workshops. Nelson has a B.A. from Duke University and an MBA from the University of Michigan.






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Conference AT-A-GLANCE • May 2-3, 2013 Thursday Conference Keynote Sessions • May 2, 2013 7:00 a.m. 8:00 a.m.

Registration and Breakfast Welcome and Networking 8:15 – 9:15 a.m. KEYNOTE The Journey to World Class Pricing 9:15 a.m. BREAK / Sponsor Hall / Bookstore Open 10:00 – 11:00 a.m. KEYNOTE The White Elephant in the Room: Sales Compensation 11:00 – 12:00 noon KEYNOTE Pricing and Commercial Excellence — How to Make It Happen 12:00 noon – 1:00 p.m. networking Luncheon • Women in Pricing Luncheon sponsored by 1:00 – 2:00 p.m.

KEYNOTE Speaking in Tongues 2:00 – 2:30 p.m. Networking Break / Sponsor Hall / Bookstore Open 2:30 – 3:30 p.m. KEYNOTE Making the Invisible Visible 3:30 – 4:30 p.m. KEYNOTE Sustainability in Pricing

5:00 p.m.

Kevin Mitchell, President, Professional Pricing Society Paul Hunt, President, Pricing Solutions Ltd. Larry Montan, Director, Pricing and Profitability Management Practice, Deloitte Consulting Dr. Georg Tacke, CEO, Simon-Kucher & Partners

Steve Haggett, Past Senior Director of Pricing for Philips Healthcare Caspar de Bono, Managing Director B2B, Financial Times Ltd. Robert D. Smith, Director of Corporate Pricing, Eastman Chemical Company

Conference Reception sponsored by Sponsor Hall / Open for Networking

Friday Conference Breakout Sessions • May 3, 2013 7:00 a.m.

Registration and Breakfast Pricing Practitioners Track

8:00 – 9:00 a.m.

Pricing Experts Track

Pricing Techniques Track

Target pricing: Capturing Maximum Value in Sales-Driven Cultures Speaker: Joshua Bloom, Partner, Simon-Kucher & Partners Networking Break / Sponsor Hall / Bookstore Open

Measuring Pricing Performance in Your Organization Speaker: Jeff Collins, Ph.D., Senior Strategic Consultant, PROS Pricing

10:00 – 11:00 a.m.

Pricing Across Different Industries – The Common Thread Speaker: Christopher Burrus, Director of Pricing, The Baltimore Sun Media Group

Pricing Intelligent Solutions Intelligently Speaker: Greg Thomas, V.P. of Pricing Research, Pricing Solutions Limited

11:00 – 12:00 noon

Back to Basics: Implementing Fundamental Pricing Levers to Rapidly Realize Margin Improvements Speaker: Graeme Ingham, VicePresident of Price Management, Schneider Electric Networking Luncheon

B2B Pricing Complexity - The Good, The Bad, and the Ugly Speaker: Barrett Thompson, General Manager, Pricing Excellence Solutions, Zilliant

How to Achieve Price Consistency and Optimization in Globally or Regionally Dispersed B2B Marketplaces Speaker: Jeff S. Speakman, Pricing Director, Micron Culture Shock - Aligning Your Organization for Maximum Pricing Impact Speaker: Shawn Comella, Chief Executive Officer, Triclinic Labs, Inc.

9:00 – 10:00 a.m.

12:00 noon – 1:00 p.m. 1:00 – 2:00 p.m.

2:00 – 2:30 p.m. 2:30 – 3:30 p.m.

3:35 – 4:35 p.m.

4:35 p.m.

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Successful Collaboration with Your Product Management Team Speaker: Garth Hoff, CPP, Director, Pricing Strategy & Operations, IHS

Lift Where You Stand - Know Where to Begin Speaker: Bill Tiszai, Pricing Vice President, NCR

Pricing and Big Data: Managing the Complexity of Millions of Prices for Customers, Products and Countries Speaker: Finn Hansen, CEO, Stratinis Networking Break / Sponsor Hall / Bookstore Open Why Segmentation Matters Tap the Full Pricing Potential of Speaker: Linda Trevenen, CPP, Emerging Markets Director of Marketing Excellence & Speaker: Fan Oswald-Chen, Market Intelligence, Philips Home Managing Director of SimonHealthcare Solutions Kucher & Partners’ Beijing Moving from Data to Action Selling Pricing Changes to Your Speaker: Les Eisenberg, VP of Sales Force Strategic Business Systems, Home Speaker: Anton Malygin, Director, Properties Pricing and Profitability Consulting, PwC

Anyone Can Build a Value Model — Let Me Show You How Speaker: Ed Arnold, VP, LeveragePoint

Talk about Pricing - Achieving Company Alignment Speaker: Mark Stiving, Ph.D., Director of Pricing, Maxim Integrated Pricing in the Digital Age Speaker: Jean-Manuel Izaret, Ph.D. Partner, Boston Consulting Group

Conference CLOSE Professional Pricing Society • 24th Annual Spring Pricing Workshops & Conference

Conference DAY 1 • Keynotes • May 2, 2013 7:00 am

Registration / Breakfast

8:00 am

Welcome and Networking

Kevin Mitchell, President, Professional Pricing Society

KEYNOTE: The Journey to World Class Pricing

8:15 - 9:15 am

Speaker: Paul Hunt, President, Pricing Solutions Ltd. How do pricing managers and their companies navigate the journey to achieve world class pricing in a complex global environment? It is a large mountain to scale that Paul Hunt will guide by sharing key insights from his new book on World Class Pricing. Specifically, he will share an exciting vision of how companies have successfully achieved world class pricing and the benefits of doing so. He will draw upon examples from B2B and B2C and across a myriad of industries. This is a dynamic and quick paced session that is sure to get you thinking in new and fresh ways about “where you are”…..”where you want to get to”….and “how you are going to get there.” Attendees will learn: • How to achieve world class in a complex global environment • What the journey looks like and what roadblocks to expect at each stage of the journey • Leadership characteristics needed to achieve world class • The dynamic between the art and science of pricing, and how they are both critical elements of the journey • The payoffs and pitfalls to expect along the way • How to keep the gains made and why some companies slip backwards • Examples of B2B and B2C world class pricing companies Paul Hunt has specialized in pricing for more than 20 years. During that time, he has had the pleasure of working with leading companies on a global basis. As a pricing strategist, Paul has developed a vast array of proprietary Scan this QR Code with methodologies that go straight to the heart of the problem. He has helped clients with such pricing issues as: your Smart Phone to see a video about this session bundling, competitive pricing, customer categorization, new-product pricing, perceived value, price complexity vs. simplification, pricing policy, price structure, price wars, price/volume relationship, and value-added pricing. Paul has a particular interest in helping companies implement the cultural changes necessary for them to become more effective value-based pricers. In this capacity, he has helped companies make significant changes that have led to substantial bottom-line improvements. Paul also does a great deal of writing and lecturing on pricing strategy, including in-house trainings, industry conferences, and MBA programs. Paul has written articles for leading publications and associations such as Marketing Magazine, American Marketing Association, Marketing Research Industry Association and the Professional Pricing Society.

9:15 am

Networking Break/Sponsor Hall and Bookstore Open

10:00 - 11:00 am

KEYNOTE: The White Elephant in the Room: Sales Compensation

Speaker: Larry Montan, Director, Pricing and Profitability Management Practice Deloitte Consulting We’ve been talking about sales compensation for years. Since my first PPS Conference way back in 2006, I’ve heard speaker after speaker talk about the need to align sales compensation with a company’s pricing and profitability objectives. I’ve also heard of the headaches, frustrations and obstacles that sales compensation plans create for pricing professionals. So we are finally going to talk about ‘The White Elephant in the Room’…Sales Compensation. In this Keynote presentation, we will review the historic disconnect between pricing and sales compensation. We will look at what is happening in the world of sales compensation and the opportunities this presents for us. In addition, experiences and lessons learned will be shared in how to get sales compensation aligned with pricing. Attendees will learn: • Why sales compensation plans make our job so difficult • What can be done to better align sales compensation with pricing • Insights into what works and does not work when aligning sales compensation with pricing • The role of the Pricing Professional in sales compensation Larry Montan has over 30 years of experience working with sales and marketing organizations in the areas of customer profitability, pricing, and sales and marketing effectiveness His areas of expertise span pricing organization and governance, organizational change and adoption, and sales force effectiveness. Larry reports that companies are increasingly looking for insights on how they can best organize their pricing function and resources. He is a frequent speaker for the Professional Pricing Society on topics ranging from “Successful Adoption Practices in Pricing Transformations,” to “Aligning Sales Incentives with Price Execution” and “Is there a Career in Pricing?”



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Conference DAY 1 • Keynotes • May 2, 2013 11:00 am - 12:00 noon

KEYNOTE: Pricing and Commercial Excellence — How to Make It Happen

Speaker: Dr. Georg Tacke, CEO, Simon-Kucher & Partners Only one-third of companies worldwide are able to achieve the price they deserve for the value they deliver (SimonKucher & Partners, GPS 2012). What are the reasons for this disastrous result? And what should a company do to climb from pricing mediocrity to pricing excellence? Many companies blame others – competitors, customers, the industry itself – for their own poor pricing performance. But in most cases, it is the fault of the company: no/wrong price strategy, lack of pricing knowhow, or non-existent pricing processes. Turning that around requires a comprehensive transformation. This presentation explains what it takes to conduct a successful pricing excellence transformation program – from the role of the CEO to the setup of a global pricing organization. Participants will receive clear recommendations for their future pricing work based on experience from real world pricing projects. Attendees will learn: • Main reasons for and impact of a poor pricing performance • How to transform your organization into a pricing champion Scan this QR Code with your Smart Phone to see a • Role of the C-level executives in such a transformation program video about this session • How to develop a global pricing organization • Do’s and don’ts in pricing excellence transformation Dr. Georg Tacke is the Co-CEO of Simon-Kucher & Partners. He leads the global strategy and marketing consultancy together with his colleague Dr. Klaus Hilleke. Georg specializes in developing business, marketing and pricing strategies for companies in the service and automotive industries. He is well-known as one of the top pricing experts in these sectors. With over 20 years of experience, Georg has worked with numerous major firms and continues to support several CEOs and management boards as a personal consultant and coach. Georg is the author and co-author of two books, as well as numerous articles on the topics of marketing strategy, price strategy, price policies and sales excellence. He speaks frequently at conferences, management seminars and corporate events. Georg studied business administration and marketing at the University of Bielefeld, Germany. He was a visiting scholar at Stanford Business School in 1986, and in 1988 he received his Ph.D. from the University of Bielefeld. Georg joined Simon-Kucher & Partners in 1988, became Executive Vice President in 2006 and CEO in 2009.

12:00 pm

Women in Pricing Luncheon sponsored by

12:00 pm

Networking Luncheon

1:00 - 2:00 pm

KEYNOTE: Speaking in Tongues

Speaker: Steve Haggett, Past Senior Director of Pricing for Philips Healthcare To drive profits, pricers need to enroll other functions in the company in addition to providing price expertise. The pricing team has to see trends through finance, engage strategy through marketing, align roadmaps through product management, build rewards through human resources, and implement prices through sales – and each group demands different methods of communication. Pricers need to speak the language of Finance by focusing on the data between revenue and profitability with the waterfall between list price and net customer price. With Marketing, we must ask how customers distinguish value, integrate market strategies, and use segmentation to focus on solutions for a variety of customers. Product Management discussions involve pricing strategy over the product lifecycle. Since Human Resources manages compensation and development, we need to adjust rewards in favor of price performance as an effective profit lever. And speaking with Sales, we have to focus on teamwork by helping to win deals and drive pricing changes. The pricing team’s partnership with these other functions will drive profit performance. Attendees will learn: • The different priorities, approaches, and languages within the organization • How to drive price improvement by engaging each function in their own language Scan this QR Code with • How to help company leaders hear the language of pricing your Smart Phone to see a video about this session Steve Haggett is former Senior Director of Pricing for Philips Healthcare, where he led pricing strategy, transaction tactics, and profit improvement. His work focuses on implementing value-based pricing tools, improving price performance and visibility, and designing price guidance. He is formerly Director at Holden Advisors, where he worked with a number of healthcare and high technology clients to identify profit growth opportunities. Steve is a frequent guest lecturer on pricing at the MIT Sloan MBA and BC Carroll MBA programs. He brings over 25 years of marketing and pricing leadership experience, with a background in sales, marketing, and new product launch. Steve has experience as an international product manager with profit and loss responsibility in the energy industry, as an account manager for global Fortune 100 accounts, as the chief executive of a healthcare start-up, as a financial manager in the defense sector, and as a commercial lobsterman. He holds an MBA from Harvard Business School and a BA in Art from Williams College.

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Conference DAY 1 • Keynotes • May 2, 2013 2:30 - 3:30 pm

KEYNOTE: Making the Invisible Visible

Speaker: Caspar de Bono, Managing Director B2B, Financial Times Ltd Many media organizations have finished debating whether digital information wants to be free and have concluded that a sustainable funding model requires a change in pricing model. The Financial Times has been building a digital subscriptions business for ten years and now has more digital subscribers than print subscribers. While the FT is sometimes praised today for a successful digital pricing model, the decision to charge was considered Internet heresy in 2001. We went against the flow because investing in high quality journalism and then giving it away in the hope of building an uncommitted, and anonymous advertising audience didn’t offer a sustainable business model. The decision to ask readers to subscribe was not the pivotal decision it appears to be. The real acceleration came after two further pricing decisions in 2007, and it is these decisions and their consequences that will be explored. The first is the idea of conditional free use and demand based pricing. The second is separating information from the software used to distribute it and granting multi-platform rights for one price. Attendees will learn • The necessity of a direct customer relationship in pricing decisions • How to transition from free to paid for services through demand based pricing • Ideas for licensing and pricing digital products in a weightless world Caspar de Bono joined the Financial Times Ltd. (London) in 1995. He has worked across the Financial Times group in a variety of roles including product development, marketing, strategy and publishing. He became Managing Director of Financial Times Business (FTB) in March 2004 and a board member of the FT, following the merger of FTB in January 2007. As a board director of the Financial Times he is responsible for the licensing of rights to access or syndicate FT content. Caspar has an MBA from London Business School and a degree in Psychology from Oxford University.

3:30 - 4:30 pm


KEYNOTE: Sustainability in Pricing

Speaker: Robert D. Smith is the Director of Corporate Pricing for Eastman Chemical Company Sustainability is a term that had taken on a lot of significance with respect to environmental stewardship, social responsibility and economic growth. An additional and very important way to frame sustainability at Eastman has been in the area of pricing. Many companies start a journey to improve pricing, appropriately believing it is the pathway to improved business performance. However, the challenge comes in transforming the effort from a short term initiative of the year to a way of doing business on a long term, consistent basis. Robert Smith, Eastman Chemical’s Director of Corporate Pricing, will describe important steps in Eastman’s decade long journey to sustainability in pricing. Attendees will learn: • The key areas of focus for development of a sustainable pricing culture in your company • How to leverage change management opportunities to drive commitment versus compliance • What issues to consider when integrating acquisitions with varying pricing philosophies Robert D. Smith is the Director of Corporate Pricing for Eastman Chemical Company. He also serves as the leader of Eastman Chemical’s Pricing Council, a cross-business and functional team dedicated to improving margin performance and pricing processes. Since joining Eastman in 1978, Robert has served in a variety of roles, including manufacturing, research & development, purchasing, licensing, corporate development, and business Scan this QR Code with management. your Smart Phone to see a video about this session Eastman is a global specialty chemicals company that produces a broad range of advanced materials, additives and functional products, specialty chemicals, and fibers that are found in products people use every day. Over the past twelve years, Robert’s work within Eastman has been focused on margin management and developing and sustaining pricing capabilities. He has been a speaker, author, and contributor in the field of pricing for several years. Robert received a BS degree in chemical engineering from the Georgia Institute of Technology and an MBA from the University of Tennessee. As a member of the Certified Pricing Professional Candidate Charter group, he achieved the CPP designation from the Professional Pricing Society in Fall 2007.

5:00 pm

Conference Reception Sponsored by: Sponsor Hall / Open for Networking


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Conference DAY 2 • Breakouts • May 3, 2013 8:00 - 9:00 am Friday • Pricing Practitioners Track

Successful Collaboration with Your Product Management Team Speaker: Garth Hoff, CPP, Director, Pricing Strategy & Operations, IHS Product management means different things to each organization. In many cases the Product Manager is the technical steward of his or her portfolio, leaving pricing discussions for annual increase reviews only. As a pricing leader, it is your responsibility to frequently engage with product management to achieve profitable growth via pricing. The key to success is to understand the needs of the Product Manager; then providing a plan of action to generate immediate value and long-term growth. In this session, we will explore several approaches to starting the pricing discussion and becoming a sought after resource by the product management team at your company. Attendees will learn: • How to use training programs to encourage evaluation of pricing strategies • How to use sources of growth and other opportunity analysis to lead to ideation sessions around new pricing programs • How to develop proposals for price testing, bundles, and other pricing programs

8:00 - 9:00 am Friday • Pricing Experts Track

Target pricing: Capturing Maximum Value in Sales-Driven Cultures Speaker: Joshua Bloom, Partner, Simon-Kucher & Partners Pricing champions depend on excellent communications to the field. But how do you best communicate pricing guidance to sales and channel partners? How do you create that guidance and ensure it gets followed? Joshua Bloom will share a target pricing framework that world-class marketing organizations use to provide customer-specific pricing guidance. Whether you help sales cope with hundreds of products or customers, target pricing is a powerful way to capture value. Using real life cases, Josh’s insights into implementation best practices can help move your organization further toward becoming a pricing champion. Attendees will learn: • How target pricing has helped companies move beyond a “gut feeling” pricing strategy to maximize value extraction from customers with high willingness-to-pay • How you can use the framework as an effective sales communications tool • How it assists companies in better managing their negotiation process amidst dynamic market environments

8:00 - 9:00 am Friday • Pricing Tools & Techniques Track

Measuring Pricing Performance in Your Organization Speaker: Jeff Collins, Ph.D., Senior Strategic Consultant, PROS Pricing What if your CEO offhandedly asks you about last month’s price performance? How would you answer? How would the VP of Sales answer? What if he asked you about the impact of your pricing decisions yesterday? Is price performance well defined and governed in your organization so that everyone is able to answer that question? When done right, pricing performance management allows you to define and communicate your pricing strategies, as well as measure, report and monitor progress in order to improve your business performance and to outpace your competition. Attendees will learn: • The key principles to building a robust pricing performance management system • How to establish a clear process with tools to track and monitor pricing performance • Proven KPI’s used to measure pricing performance across various industries

9:00 – 10:00 am

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Networking Break / Sponsor Hall / Bookstore Open


Conference DAY 2 • Breakouts • May 3, 2013 10:00 - 11:00 am Friday • Pricing Practitioners Track

Pricing Across Different Industries – The Common Thread Speaker: Christopher Burrus, Director of Pricing, The Baltimore Sun Media Group What do a southern based airline, a mid-west information company and an east coast newspaper have in common? The answer: customers that value their product, but value it in different ways. Identifying and understanding this value can be challenging, but there are common values across many industries that help drive toward a price point that reflects value for the customer, while maximizing margin for your company. This session will offer a unique pricing perspective on what common principals drive pricing success in very different industries. Attendees will learn: • Common pricing principles that transcend different industries • How to cut through “the noise” that exists in making pricing decisions and focus only on essential drivers • How to effectively communicate pricing and facilitate understanding at all levels of your organization • How to effectively incorporate your product’s value into your organization’s pricing strategy

10:00 - 11:00 am Friday • Pricing Experts Track

Pricing Intelligent Solutions Intelligently Speaker: Greg Thomas, V.P. of Pricing Research, Pricing Solutions Limited “How should we price this new solution? There is nothing else like it?” These two statements can simultaneously create exhilaration and stomach ulcers for many pricing managers. How do you set a price on something new, game changing, complex, that crosses multiple business units and nothing exists like it in the market? Currently there is significant growth in business to business ‘intelligent solutions’. These intelligent solutions are products, processes and services that are combined and linked together through system software, sensors, monitors, data streams, user applications, mobile devices and dashboards. Intelligent solutions typically have high development and installation costs, but low ongoing service and maintenance costs. As well, they hold the promise of delivering significant value to customers through improved efficiencies, input cost reductions or revenue growth. In this session, we will review how value based pricing best aligns with this unique pricing challenge. Attendees will learn: • When to begin to determine the potential go-to-market price for the innovation • How to objectively assess the value customers can expect to achieve • How to determine customer’s expectations around adoption, willingness to pay and possible barriers to adoption • Ways to best implement these insights to achieve an optimal pricing strategy

10:00 - 11:00 am Friday • Pricing Tools & Techniques Track

How to Achieve Price Consistency and Optimization in Globally or Regionally Dispersed B2B Marketplaces Speaker: Jeff S. Speakman, Pricing Director, Micron The gap between pricing strategy and consistent price execution can be surprisingly large in globally or regionally distributed B2B suppliers. Balancing distributed pricing authority with corporate wide pricing transparency and control is critical to avoid price and margin leakage across markets. This session will review key practices and lessons learned in implementing a globally distributed pricing structure. In addition, tools and techniques will be shared for achieving price optimization and consistency in globally or regionally dispersed B2B marketplaces. Attendees will learn: • The financial impact of price optimization and consistency across markets • How tools can help establish and improve price transparency and optimization • How to maintain price strategy compliance through the tactical execution phase Attendees are free to • How Micron’s organization structure helps maintain cross-market consistency alternate between and price optimization different tracks • Techniques for managing cross-market price performance


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Conference DAY 2 • Breakouts • May 3, 2013 11:00 am - 12:00 noon Friday • Pricing Practitioners Track

Back to Basics: Implementing Fundamental Pricing Levers to Rapidly Realize Margin Improvements Speaker: Graeme Ingham, Vice-President of Price Management, Schneider Electric 2011 was a tough year for Schneider Electric. Rapidly rising raw material prices translated directly to a reduction in the bottom line. We were forced to revisit the very basics of our pricing processes and we initiated projects which addressed both the short-term need to increase profitability and the longer-term need of ensuring the sustainability of these projects. The measures that were put in place addressed the fundamental needs of a company in a market where increasing list prices or reducing discounts was simply not sufficient. B2B companies with de-centralized decision making processes will especially benefit from our experiences. Attendees will learn: • How the pricing projects at Schneider Electric were initiated and executed in a complex environment • What we believed were the critical success factors • The benefits we have accrued, including future projects that this crisis spawned

11:00 am - 12:00 noon Friday • Pricing Experts Track

B2B Pricing Complexity - The Good, The Bad, and the Ugly Speaker: Barrett Thompson, General Manager, Pricing Excellence Solutions, Zilliant Most B2B companies are challenged by complexity in their current approach to pricing as a result of competing business objectives, interrelated go-to-market structures, or large product catalogs. Further compounding this complexity is the cross-functional ownership of pricing in organization and mandates to correct past pricing mistakes. These challenges typically lead people to believe that when it comes to pricing, simpler is better. While some types of complexity cause you to waste time and resources, others are actually very beneficial for capturing increased profits. Do you know the difference? Attendees will learn: • The types of complexity that impact pricing and their true nature to either drive or destroy profitability • Principles for selectively embracing the best kinds of complexity • How to influence and understand the complexity you’ve chosen to keep

11:00 am - 12:00 noon Friday • Pricing Tools & Techniques Track

Culture Shock - Aligning Your Organization for Maximum Pricing Impact Speaker: Shawn Comella, Chief Executive Officer, Triclinic Labs, Inc. Different corporate functions often have goals, metrics, policies, and compensation mechanisms which negatively impact the pricing professional’s overriding objective - maximize profit. In order to build a company in which everyone is rowing in the direction of exceptional profit, a culture shock often has to take place. This is not easy, usually not fun, and often not well received. But building (or rebuilding) an organization aligned in most phases to focus on profit is incredibly empowering (and financially rewarding) for all involved. This presentation will look at a corporate design focused on building an environment which is conducive to not only maximum profit, but also a positive corporate culture. Attendees will learn: • Pricing is only powerful when the organization is aligned to support it • Implementing Ingrained Critical Thinking • To change the way you generate profit by altering your organization to expand margins

12:00 – 1:00 pm

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Lunch

Attendees are free to alternate between different tracks


Conference DAY 2 • Breakouts • May 3, 2013 1:00 - 2:00 pm Friday • Pricing Practitioners Track

Lift Where You Stand — Know Where to Begin Speaker: Bill Tiszai, Pricing Vice President, NCR The executive team agrees that pricing should be improved. You see the potential of increased price realization. You’ve learned about pricing strategies, pricing tools, and other best practices. So, where do you begin? Should you invest in technology, recruit the right team, strengthen pricing governance, or focus on the right strategy? Bill will describe how NCR’s Pricing team created support via education, and improved their tools and processes to increase their influence and value to the company. Attendees will learn: • Educating executives, sales, and others to gain support for the direction • Knowing where to start to make short-term progress as quickly as possible • Communicating progress to confirm value and create credibility

1:00 - 2:00 pm Friday • Pricing Experts Track

Pricing and Big Data: Managing the Complexity of Millions of Prices for Customers, Products and Countries Speaker: Finn Hansen, CEO, Stratinis When selling thousands of products to thousands of customers across hundreds of discount types and dozens of countries, companies end up with millions of data points, i.e. Big Data. Pricing and profitability analytics is complex, not to mention the ability to simulate outcomes on changes to prices, discounts, rebates or costs. If you cannot analyze data or formulate strategy on data because of its complexity, it is likely you are not effectively executing on pricing either. In this presentation, you will learn to both gather and use large data sets with minimum effort. Attendees will learn: • Making data your friend, not your foe: managing larger pricing data sets without changing the entire company • Create insight and formulate strategy from Big Data • How technology advances can help

1:00 - 2:00 pm Friday • Pricing Tools & Techniques Track

Anyone Can Build a Value Model — Let Me Show You How Speaker: Ed Arnold, VP, LeveragePoint Many companies struggle with how to differentiate their offerings based on economic value. Effective value communication provides the key reasons why customers should buy your product, as well as quantified estimates of what this is worth to them. Participants will see the construction of a simple value model, as well as see real-world examples from various B2B industries. Value models are based on the Economic Value Estimation (EVE) framework pioneered by Tom Nagle, in his classic pricing book, The Strategy and Tactics of Pricing. Key components of a value model are the reference value and both positive and negative value drivers. Attendees will learn: • The key concepts of economic value modeling • How value modeling serves as a basis for making strategic pricing decisions as well as crafting marketing communications messages • How sales uses value models to develop compelling value propositions that support win-win negotiations

2:00 – 2:30 pm

Networking Break / Sponsor Hall / Bookstore Open


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Why Segmentation Matters Speaker: Linda Trevenen, CPP, Director of Marketing Excellence & Market Intelligence, Philips Home Healthcare Solutions Segmentation is essential as a critical competency for any pricer in an organization. Yet, somehow, it is considered too cumbersome to do, so many folks skip it altogether. The problem is - if you don’t know what your customer values, you can’t capture what you deserve. Segmentation matters - especially when firms face the challenge of intense competition and eroding profitability brought on by declining prices. In this session, you will learn 10 key lessons on implementing segmentation best practices into your organization so that a segmentation strategy realizes greater profitability. Attendees will learn: • To recognize the importance of segmentation and how to offer value through optimized solution offerings for customer segments • The strategic and practical activities and implications for needs-based segmentation • How to implement segmentation best practices into the organization so that a segmentation strategy realizes greater profitability


Tap the Full Pricing Potential of Emerging Markets Speaker: Fan Oswald-Chen, Managing Director of Simon-Kucher & Partners, Beijing As a massive wave of urbanization is propelling growth across emerging markets, it will shift the world’s economic balance towards the East and the South at unprecedented speed and scale. Yet still too few business leaders focus on the importance of these markets, such as China and Southeast Asia, when setting growth priorities in the longer term. What are the most important purchasing criteria that customers in these markets take into account? What factors influence customers’ buying behavior? How do you exploit customers’ willingness-to-pay in booming markets? And how do you achieve profitable growth in the event that global economy continues to suffer from pockets of acute fragility? Attendees will learn: • Pricing challenges and opportunities in emerging markets • Insights and best practices to tackle the challenges


Talk about Pricing - Achieving Company Alignment Speaker: Mark Stiving, Ph.D., Director of Pricing, Maxim Integrated To be an effective pricing professional you need three critical skills. 1. Knowledge of pricing strategies and tactics. 2. Comfort with numbers, statistics, and KPIs. 3. Leadership ability. Most pricing professionals have the first two, but struggle with the third. This presentation will address techniques and mindsets to help you talk about pricing and make you a more effective pricing leader in your organization. Attendees will learn: • To find the common goals with whom you are talking with and helping each other reach those goals • When to use one-on-one conversations vs. larger meetings and presentations • How to not disagree — you are not trying to force agreement, you are looking for common ground • The power of stories — what is a story and how to use them to move your agenda forward

“I particularly enjoyed the networking opportunities with ‘colleagues’ fighting for the same goals and learning much about possibilities to tackle these challenges.” — Gabriele Brambach Manager Robert-Bosch GmbH, Germany

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Moving from Data to Action Speaker: Les Eisenberg, VP of Strategic Business Systems, Home Properties As companies improve on basic data accumulation and forecasting, how do you actually use this data for making pricing decisions? Gain insights from an early Revenue Management practitioner on how data from existing and custom tools are used to make pricing decisions. This session is light on theory and heavy on examples and tools that will help attendees learn how to make the decisions that drive the bottom line. Attendees will learn: • Day to day tactical moves • Balancing centralized data with market realities • Identifying strategic shifts


Selling Pricing Changes to Your Sales Force Speaker: Anton Malygin, Director, Pricing and Profitability Consulting, PwC One of the biggest challenges of pricing professionals is selling pricing changes to their own organizations, particularly, to the sales force. As an effective pricer, you have to clearly understand the role and influence of sales organization in your company, what the key concerns and issues of your sales force are, how different they are across the organization, as well as identify, develop, and deploy the approaches of how to win over your sales managers. Attendees will learn: • Typical sales force concerns and issues with pricing changes • Leading tactics and approaches available to pricing professionals to make the sales force be the advocates for pricing changes • How these tactics and approaches differ depending on the pricing maturity of your organization • Examples from B2B companies and their successes and challenges getting sales force buy in and commitments


Pricing in the Digital Age Speaker: Jean-Manuel Izaret, Ph.D., Partner, Boston Consulting Group The digital age poses new challenges to companies across industry sectors. Online shopping is a real threat to all retailers creating huge pricing consistency challenges. Social media allows consumers to coordinate push back campaigns against price increases. The Internet is bringing down the cost of researching prices for products and increasing elasticity. Yet, this is also a world full of opportunities for those who embrace this change. New pricing models can disrupt established industries (e.g. SaaS). Extracting a premium is still a possible in a more competitive environment (e.g. Apple) and technology can also be an asset with pricing solutions. This presentation will describe best practices that all companies can embrace to address these issues. Attendees will learn: • How to compete against low cost players Attendees are free to • How to build fences between segments to extract premium value alternate between • How to manage channel conflicts and price consistently

different tracks


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PPS 24th Annual Spring Pricing Workshops & Conference

Sponsors Workshop Reception Sponsor Deloitte is an organization of member firms devoted to excellence in providing professional services and advice. We are focused on client service through a global strategy executed locally in nearly 150 countries. With access to the deep intellectual capital of 120,000 people worldwide, our member firms (including their affiliates) deliver services in four professional areas: audit, tax, consulting, and financial advisory services. Our member firms serve over one-half of the world’s largest companies, as well as large national enterprises, public institutions, and successful, fast-growing global growth companies. Website: www.deloitte.com

Conference Reception Sponsor

PROS Holdings, Inc. (NYSE: PRO) is a leading provider of prescriptive pricing and revenue management software for companies in the manufacturing, distribution, services and travel industries. PROS gives customers far greater confidence and agility in their pricing strategies by providing data-driven insights into transaction profitability, forecasting demand, recommending optimal prices for each product and deal, and streamlining pricing processes with enhanced controls and compliance. With more than $460 billion in revenues under management, PROS has implemented more than 500 solutions in more than 50 countries. The PROS team comprises more than 500 professionals, including 100 with advanced degrees and 25 with Ph.D.s. Website: www.prospricing.com

Accenture is a global management consulting, technology services and outsourcing company. Committed to delivering innovation, Accenture collaborates with its clients to help them become high-performance businesses and governments. With more than 152,000 people in 49 countries, the company generated net revenues of US$16.65 billion for the fiscal year ended Aug. 31, 2006. Website: www.accenture.com. Economists, statisticians, programmers, and strategy experts at Advanced Analytical Consulting Group have helped clients spanning various industries to enhance their pricing and profitability management capability, which has led to identified profits worth over $500 million. We have developed and deployed econometric models for quality control, performance measurement, and profit maximization at major corporations in the US and internationally. If you want to stop relying on gut feelings or rules of thumb, our Pricing and Profitability Optimization techniques will transform your data into valuable insights that can increase both the top and bottom line. Website: www.aacg.com Atenga uses the tools of price optimization to drive improved profitability. We perform original targeted market research to discover and document the drivers for our clients’ willingness to buy and willingness to pay. We recommend policies, bundles, segmentation systems, messages and prices to better serve your marketplace. Website: www.atenga.com

Holden Advisors is a pricing strategy, consulting and training firm that helps clients become confident about their pricing and achieve greater revenue and profits. To ensure success, we deliver analysis, strategy, processes and training that are analytically sound and closely integrated with a client’s business culture. We look at both quantitative and qualitative aspects of pricing to help your marketing and sales teams illuminate an offering’s clear value to a customer. We help: • Managers gain a deep understanding of the drivers of pricing and profitability, including quantitative factors, such as market prices and customer value, and qualitative factors, such as customers’ and salespeople’s mindsets. • Marketing, sales, product management, and finance work together to make better pricing decisions • Solve our clients’ complex pricing challenges because we ask the right questions and our experience allows us to transform answers into action • Make pricing discipline an effective part of your company culture


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Holden Advisors’ founders, Reed Holden and Mark Burton, recently published Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table, an easy to read book that acts as a roadmap for senior leadership in sales, marketing, finance and pricing to work together to outperform the competition. Website: www.holdenadvisors.com


Kalypso is a consulting firm helping clients deliver on the promise of innovation. The firm helps some of the world’s most innovative companies effectively launch new products and services. Kalypso believes pricing and value management are fundamental to innovation, and has extensive knowledge and experience helping clients innovate their core pricing strategy and processes. In addition to the firm’s deep industry, technology, operational, and training expertise, Kalypso provides a flexible, collaborative approach to deliver unparalleled client satisfaction. The firm was founded on a core principle - to serve clients the way they want to be served. Website: www.kalypso.com LeveragePoint is the only software solution for value-based pricing. The LeveragePoint platform enables everyone in your organization to collaborate and align around the economic value you deliver to your customer’s bottom line -quantifying what truly differentiates you from your competition. LeveragePoint helps product development and pricing set value-based prices; and helps marketing and sales communicate a value story that wins the price negotiation, shortens sales cycles, and captures wider margins. And, as a SaaS (Software-as-a-Service) solution, LeveragePoint can be deployed quickly to deliver measurable business impacts within weeks. Website: www.leveragepoint.com Lixto Inc., is an international leader in web data extraction and analysis. The Lixto Price Intelligence Suite extracts specific and accurate product and price data through deep web navigation. The SaaS-based suite enables sophisticated price and margin management by monitoring products, features and prices on any web site, anchored against your product´s own data. Our enterprise-class SaaS analytics and reporting framework supports price operations, price analysis and the execution of price strategy delivering real-time price visibility in online channels. Clients identify opportunities and defects in their pricing and make fact-based decisions positively impacting volume and margin. Website: www.lixto.com

Mozenda provides a powerful web intelligence tool that extracts unstructured data from any website. With over 65,000 users, Mozenda does web scraping faster and easier than anyone else. Whether it’s competitive pricing intelligence, contact information, or customer sentiment, Mozenda turns the web into a gold mine of usable data. Website: www.mozenda.com

Navetti’s extensive expertise with large international manufacturing companies and their comprehensive pricing solutions are the foundation of their clients’ success in improving revenue and margins through pricing management and optimization. Navetti PricePoint™ provides manufacturers with a new pricing methodology, delivering sustainable profit improvements. The solution is tightly integrated with other core IT-systems like ERP, Data warehouse, PDM and other systems. Navetti’s consultants use their proven methodology to rapidly deliver Navetti PricePoint™ and sustainable business processes in close cooperation with their clients’ business and IT groups, yielding benefits including: • Gross Profit increase of 5% to 20% for constant unit sales volume • Increased efficiency: sustainable and easily managed pricing procedures • Improved customer satisfaction Website: www.navetti.com Open Pricer is a provider of pricing intelligence and pricing technology for enterprises specialized in services such as transportation and logistics, financial services, telecom, digital advertising and travel. We help enterprises to maximize their Pricing Power (i.e. their ability to effectively manage prices to reach profitable growth) with a typical effect of 2 to 3% additional net margin. Our Pricing Intelligence services include: Pricing Power Assessment, Customer Price Diagnostic, Price Strategy, Pricing Processes, Pricing Models, Training. Our Pricing Technology products include: Smart Quote, Contract Monitoring, Rerating Campaigns and Price Policy Optimization. Open Pricer patent pending “Customer Centric Revenue Management” technology is unique in the market and is designed for enterprises developing long-term relationship with their customers. It enables these enterprises to optimize customer tariffs at all phases of the business relationship. Website: www.openpricer.com Pricing Solutions Ltd. specializes in 5 core services: pricing research, pricing management, pricing training, pricing systems and advisory services. Our pricing expertise is based on more than 15 years of in-depth work on pricing optimization in B2B and B2C markets around the world. The result: typical payback on an engagement is 15:1. Pricing Solutions Ltd. has developed a wide range of proprietary tools, processes and research techniques for studying and analyzing our clients’ pricing problems. These tools and processes complement our philosophy: the senior managers who sell the work are also those who do the work, collaboration is at the heart of our approach to completing projects successfully, and long-term relationships are the key to business success. Since the company’s inception in 1994, Pricing Solutions Ltd. has grown exponentially under the leadership of President, Paul Hunt. We currently have offices located in North America, Europe, United Kingdom, Asia Pacific and Latin America. Website: pricingsolutions.com


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Sponsors


PTC delivers technology solutions that transform the way you create and service your products. As one of the world’s largest and fastest-growing technology companies, PTC helps manufacturing leaders address the biggest business challenges they face today. Our solutions for Product Lifecycle Management (PLM), Computer Aided Design (CAD), Application Lifecycle Management (ALM), Supply Chain Management (SCM) and Service Lifecycle Management (SLM) let you aggregate, analyze, and deploy product information to drive the strategy and dynamic decision-making processes on which your success depends. As a key solution within the SLM segment, Service Parts Pricing has been deployed at some of the world’s largest manufacturers to enable them to increase revenue, profitability, cash flow and customer loyalty. PTC is a publicly traded company headquartered in Needham, Massachusetts with offices around the world providing global coverage. Website: http://www.ptc.com

PwC. Most executives name pricing as their major challenge - and their major weakness. Have you fully tapped your pricing potential? Whether you want to develop a value based pricing approach, establish better pricing controls, or embed a “best in class” pricing strategy, we can help you realise your full value potential. PwC’s pricing framework has three distinguishing elements: 1. PwC’s proprietary software tool ‘Equazion’ which analyses product and customer profitability, diagnosing areas for improvement. 2. Specialist techniques such as ‘willingness to pay’ analysis and simulation modelling, to provide insight into the pricing structure and dynamics of your organisation. 3. Operational insights from our practical experience of what often gets in the way of translating pricing strategy into practice PwC is the world’s largest professional services firm, with more than 180,000 people in 158 countries, active in consulting, audit and tax. Website: www.pwc.be/profitability Prof. Roll & Pastuch – Management Consultants is a specialized consulting company, with a strong focus on price management. Our management team consists of experienced pricing consultants who have a long history of successful pricing projects. We work for large, international clients, as well as for hidden champions. Our goal is to provide our clients with state-of-the-art pricing solutions. We prefer a hands-on approach, which delivers tangible results at the end of each project. A long list of satisfied customers from different industries proves that our approach makes a difference. Website: www.roll-pastuch.de Quantiz is a pricing management-consulting firm that uses the powerful concepts of Six Sigma and Process Excellence to enhance its analytical skills in order to develop differentiated services and solutions. Our main goal is to improve our customers’ sustainable growth and profitability. Based in Sao Paulo, Brazil, the company was founded and is managed by Frederico Zornig, who has more than 16 years of international work experience as a high level executive at transnational companies and more than 8 years of experience leading pricing initiatives and projects. He has an MBA from the University of Illinois at Urbana-Champaign and is a PhD candidate in Pricing at International School of Management in New York. Frederico is also a certified Six Sigma Black Belt since 2002 and in now leading the Latin America chapter of the Professional Pricing Society. Website: www.quantiz.com.br


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SAP®, the world’s leading provider of business software, with more than 33,200 customers in more than 120 countries, sources its price and margin management solution from Vendavo. The solution is marketed and sold by SAP worldwide under the name SAP Price and Margin Management™. The SAP Price and Margin Management application by Vendavo combines pricing science, best practices, and enterprise-class software to drive improvements in average prices at every stage of the pricing process. Added up, these improvements deliver big increases in profits. The goal is simple: make better pricing decisions and more money on every deal. Website: www.sap.com/better Simon-Kucher & Partners Strategy & Marketing Consultants has the world’s largest and most experienced consulting practice dedicated to pricing and smart profit growth. Business Week magazine described Simon-Kucher as “world leader in giving advice to companies on how to price their products.” William Poundstone, author of Priceless (2010) says: “No firm has spearheaded the professionalization of pricing more than Simon-Kucher & Partners.” Please consider the following facts: • Global presence: We have over 600 employees in 4 offices in the US, 15 offices in Europe and 4 offices in AsiaPac • Client base: We have resolved complex pricing issues for more than 80 of the global Fortune 500 firms, as well as for many small and medium-sized companies. In the last 3 years we have conducted over 2,600 pricing projects. • Thought leadership: We have published over 50 books on pricing and related issues and over 600 articles, including many commentaries in The Wall Street Journal and The Financial Times and other leading publications. • Size: 2011 was another record year for Simon-Kucher with revenue reaching $161m • Growth: Our revenue grows by 15-20 % per year, testimony for our quality of service. Website: www.simon-kucher.com


The Simon School is the first and only business school to offer a specialized pricing track within the full-time MBA program. Our pricing students learn the fundamentals of value-based pricing, price discrimination, market research, and techniques for estimating demand and elasticity. Our advanced pricing courses cover B2B pricing, pricing under capacity constraints, competitive strategic pricing, auctions and behavioral pricing. Website: www.simon.rochester.edu/pricing Software Pricing Partners Software Pricing Partners specializes in the pricing of software products. We help clients improve their pricing practices so they can increase revenues, improve deal pricing and deal structure, shorten sales cycles, and redeploy discount dollars. Website: www.softwarepricing.com Strategic Analysis Inc. (SAI), a global business consulting firm, uses its core capability in competitive intelligence to develop pricing, pricing strategy and tactics, and price benchmarking throughout an industry’s ecosystem to increase client profits. SAI drives its field-developed research to develop proactive, value-added results and recommendations for clients. Website: www.strategicanalysis.com

Stratinis is a Europe-based company offering its clients state-of-the-art international price management software. Stratinis’ core expertise is in helping companies do international business by managing their prices across borders. Stratinis Pricing Suite • Enables companies to manage their pricing with international key accounts better than ever before • Combines all aspects of price management in one solution: Analysis, guidance and price execution As a result customers can improve their profits by 10% to 20% and at the same time control international pricing risks. Website: www.stratinis.com Vendavo is a leading provider of price management and optimization software for business-to-business companies worldwide. Vendavo Enterprise Pricing Suite solves pricing problems by giving businesses true enterprise-wide control of their entire pricing process. It combines pricing science, pricing best practices, and enterprise-class software to drive small improvements in average prices at every stage of the pricing process, from segmentation to deal close. Together, these improvements deliver big increases in profits – from 10% to 30%. Vendavo is the enterprise pricing solution of choice for some of the world’s biggest names in chemicals, high-tech and industrial manufacturing, consumer products, mill products and distribution. SAP resells the Vendavo solution to its customers under its own name as SAP Price and Margin Management Website: www.vendavo.com Vistaar is a leading provider of price management solutions that enable companies to achieve pricing best practices through price analytics, price optimization, price list management and deal management. Our technology transforms pricing operations into a strategic advantage for some of the world’s largest manufacturers, distributors and service providers. For these companies, Vistaar pricing solutions drive measurable price and margin improvements to deliver profitable growth and maximum shareholder value. Vistaar’s operations include six offices across North America, Europe and Asia. Website: www.vistaar.com

Wiglaf Pricing works with leading global corporations and emerging entrepreneurs to enable confident pricing decisions in the face of uncertainty. With researched and field tested quantitative and qualitative approaches, executives use Wiglaf Pricing’s insight and creativity to define price structures, set price levels, and manage price variances. Website: www.wiglafpricing.com William Richard Associates is a pricing and revenue management recruiting firm. Beginning in 2001, our recruiting expertise has been dedicated to the recruitment of pricing strategists at senior executive-level, mid-level management, and analyst-level. Our search experience covers multiple industries including B2B, Consumer Products, Consumer Services, Retail, Pricing Technology, Management Consulting (strategy & process / operations oriented), and Private Equity. Depending on the level of search, we offer retained, hybrid, and contingency search services to clients who are starting to build an internal pricing capability within their firm or adding to an existing pricing team. Website: www.williamrichard.com Zilliant provides companies with data-driven guidance, enabling smarter pricing and sales decisions across the business to help companies make their numbers. Zilliant applications are built on our optimization platform, leveraging a company’s data, to provide insights on pricing and sales that grow the top and bottom line. Our flexible SaaS model enables customers to quickly and confidently improve their financial performance by integrating into existing systems and processes. Learn more about how Zilliant helps companies price more profitably and sell more effectively. Website: www.zilliant.com

I really enjoyed the opportunity to meet and network with like-minded individuals who understand the challenges that a pricing executive faces. — Daniel Lee, Director of Pricing Acklands-Grainger


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Prepare to Attend, Build the Case and Deliver Results! Your Attendance is VITAL to Pricing Your participation affects the development of the Pricing Profession and helps raise the profile of the industry as a whole.

Offer Feedback and Materials

All presentations are provided in digital format after the conference. Use these to demonstrate your thoughts on integrating pricing processes and improvements after the conference

Create a Winning Proposal

List the Workshop(s) and sessions you plan to attend and how they will help you reach the company’s pricing goals.

Get your Company “Buy-In”

Discuss the conference with other business areas where your company faces challenges and get them on-board to benefit from the impact of this training.

New Conference Mobile App! PPS is proud to offer conference attendees a very useful Conference Guide available for iPhone, iPad, Android and Blackberry. Your entire schedule will be at your fingertips. Select the sessions you are planning to attend and create your personalized agenda for the conference. Know where you’re supposed to be with all conference logistics and maps only a few clicks away. The whole conference is in your hands for quick and easy reference. The PPS Conference App consists of 2 elements: 1. The Guidebook App: Which is a generic FREE App, is available in the App Store, Android Marketplace, Windows Phone, Google Play and in a mobile web link for Blackberry devices. 2. The PPS Conference Guide: Which will be loaded into the Guidebook App and will provide all the information for the event. All conference registrants will receive downloading instructions before the event approximately 4 weeks before the conference.

Guidebook.com

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Registration Information: Option 1 — Spring 2013 Conference Only

$ 1,995 Non-Member

$ 1,695 PPS Member

Option 2 — Spring 2013 Conference + 1-Day Workshop

$ 2,895 Non-Member

$ 2,595 PPS Member


$ 3,595 Non-Member

$ 3,295 PPS Member

Option 4 — Spring 2013 Conference + Two 1-Day Workshops

$ 3,595 Non-Member

$ 3,295 PPS Member

Option 5 — Spring 2013 Conference + 2 Workshops + Online CPP Bundle.

$ 5,895 Non member

$ 5,595 PPS member

Option 6 — Spring 2013 Conference + 1 workshop + Online CPP Bundle

$ 5,095 Non-Member

$ 4,795 PPS Member

Option 7 — Spring 2013 2-Day Workshop ONLY

$ 2,195 Non-Member

$ 1,895 PPS Member

Option 8 — Spring 2013 Two 1-day Workshops

$ 2,195 Non-Member

$ 1,895 PPS Member

Option 9 — Spring 2013 1-Day Workshop

$ 1,695 Non-Member

$ 1,395 PPS Member

For Early Bird Rates please visit www.pricingsociety.com/SFO2013 and click on “Register Now” Included with your registration:

Explanation of Options and Prices:

All Conference attendees will receive a USB of all conference presentations. A fully loaded conference App will also be available to all attendees. The App works on iPhone, iPad, Android, Windows and Blackberry devices. Breakfast, refreshments and lunch are served during Workshops & Conference days. All Conference participants are invited to our Conference Reception on May 2, 2013. 4th Attendee Free – When 3 people register from the same firm at the same time, a 4th person may register for the conference free of charge. PPS Member Discount – For active Professional Pricing Society members. When registering several people at the Member rate, please make sure that you have one of the Corporate Membership plans to receive discounts for everyone. Single Annual Membership in PPS is $400. The Corporate 5 Member plan is $1000; Corporate 10 Member plan is $1500; Corporate 20 plan is $2500 and the Corporate 100 plan is $5000. Free Online Pricing Course for Workshop Attendees PPS offers one (1) Complimentary Online Pricing Course to all Workshop attendees, regardless of the number of workshops attended. Only workshop attendees that complete and pass the post-workshop Quiz are eligible to receive this offer.

Option 1 — Conference Only: With this option you can join us for the 2 Conference days only on May 2nd and May 3rd, 2013. Option 2 — Conference + 1-Day Workshop: Includes one of the 1-Day CPP Workshops on April 30th or May 1st, 2013 and the PPS Conference on May 2nd and 3rd, 2013 for more flexibility and maximum benefit to you. Option 3 — Conference + 2-Day Workshop: Includes one of the 2-day CPP Workshops on April 30th and May 1st, as well as, the PPS Conference on May 2nd and 3rd, 2013. Option 4 — Conference + 2 One-Day Workshop Options: Includes a 1-day workshop on April 30th and another 1-day workshop on May 1st and the PPS Conference on May 2nd and 3rd, 2013 Option 5 or Option 6 — Conference + Online CPP Bundle: The best of both worlds! This package is designed to get your CPP certification quickly without having to rely on subsequent budget approvals. The Package will allow you the opportunity to earn 6 CPP Credits. You will receive the Full Conference package including a Workshop of your choice on April 30th or May 1st, a FREE Online Pricing Course, plus 4 additional Online Pricing Courses of your choice, as well as the CPP Certification Exam package - which includes the complete study guide, online study sessions and extra reading materials. Payments, Substitutions and Cancellations: Payment should be made by check or credit card, or online at www.pricingsociety.com. Checks must be received by April 5th, 2013 and should be made payable to “Professional Pricing Society.” You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by April 5th, 2013 and receive a refund, minus a 20% administration fee.

Housing Information: The wonderful Palace Hotel, is the host for the 24th Annual PPS Spring Pricing Conference. When reserving your room you must mention that you are attending the PPS Spring Pricing Conference to receive our discount.

You should make your reservations directly with the hotel at +1.415.512.1111. The Palace is located at 2 New Montgomery Street, San Francisco, CA 94105 or use the link provided for this purpose at the PPS Website: www.pricingsociety.com/SFO2013. The Palace Hotel / San Francisco will only hold the PPS block of rooms until April 5th, 2013, that is three weeks before the conference begins. We advise that you reserve your hotel room when you register for the conference or even before, if you are fairly certain that you will be attending.


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Prsrt STD AUTO U.S. POSTAGE PAID ATLANTA, ga pERMIT #2003

Professional Pricing Society 3535 Roswell Road, Suite 59 Marietta, Georgia 30062 USA

Also Please Route: • VP/Director Marketing • VP/Director/Manager of Pricing • Product/Market Manager • President/General Manager ATTENTION MAILROOM:

ATTENTION MAILROOM: If undeliverable to addressee, please forward to one of the departments on the route slip. (Lower left boxes)

If undeliverable to addressee, please forward to one of the departments on the route slip.

24th Annual Spring Pricing Workshops & Conference Registration

Please complete and submit 1 form per registrant.

Registrant Name_ ________________________________________________________________________ Title_______________________________________________ Organization_ _____________________________________________________________________________________________________________________________ Address_______________________________________________________________ City___________________________________State/Province__________________ Country_______________________ Zip/IPC_______________________ Phone_________________________ E-mail_ _________________________________________

Please select your Conference/Workshop option: Option 1 — Spring 2013 Conference Only

$ 1,995 Non-Member

$ 1,695 PPS Member


$ 2,895 Non-Member

$ 2,595 PPS Member


$ 3,595 Non-Member

$ 3,295 PPS Member

Option 4 — Spring 2013 Conference + Two 1-Day Workshops

$ 3,595 Non-Member

$ 3,295 PPS Member

Option 5 — Spring 2013 Conference + 2 Workshops + Online CPP Bundle.

$ 5,895 Non member

$ 5,595 PPS member

Option 6 — Spring 2013 Conference + 1 workshop + Online CPP Bundle

$ 5,095 Non-Member

$ 4,795 PPS Member

Option 7 — Spring 2013 2-Day Workshop ONLY

$ 2,195 Non-Member

$ 1,895 PPS Member

Option 8 — Spring 2013 Two 1-day Workshops

$ 2,195 Non-Member

$ 1,895 PPS Member

Option 9 — Spring 2013 1-Day Workshop

$ 1,695 Non-Member

$ 1,395 PPS Member

Please select the workshop(s) you wish to attend: 2-Day, April 30th - May 1st Workshops:

WS1 • Core Pricing Skills: Practical Pricing Skills to Jumpstart Your Company’s Pricing Process with Jim Saunders WS2 • Methodologies for Accelerated Pricing Transformations with Adrienne Gordon

1-Day, April 30th Workshops WS3 • Pricing Excellence for Medical Device Companies with David Lee and Peter Ehrhardt WS4 • The First and Second Law of Pricing with Ronald Baker WS5 • An Approach to Pricing Bundled Solutions Leveraging Price Science with Srini Palamarthy and David Glenn Ph.D.

REMEMBER: The 4th Attendee is Free! When three people register from the same firm at the same time, a 4th person may register for the conference free of charge. Simply duplicate this form when submitting multiple registrants.

1-Day, May 1st Workshops WS6 • Game Theoretical Modeling: An Empirical Approach to Competitive Pricing with Timothy Smith, Ph.D. and Curry W. Hilton WS7 • Cutting-Edge Legal Tools to Facilitate Pricing Excellence with Eugene F. Zelek, Jr. WS8 • The Art of Psychological Pricing: Applying Behavioral Economics in B2B and B2C Pricing with Florian Bauer, Ph.D. WS9 • How Manufacturing Companies Can Monetize Software IP with Jim Geisman WS10 • Value and Pricing In the Strategic Innovation Process with Stephan Liozu, Ph.D. WS11 • Integrated Pricing and Profitability Management with Rich Eagles WS12 • Negotiating with Backbone: Eight Sales Tactics to Defend Your Price and Value with Nelson Hyde

Special Needs: If you or someone in your group has special needs please check below: Disability (specify) _______________________________ (visual, hearing, mobility) Dietary restrictions: Vegetarian __________ Kosher __________ Other__________ Mail to: Phone: Internet: email:

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Natosha McNeal, Registrar, Professional Pricing Society, 3535 Roswell Road, Suite 59, Marietta, Georgia 30062 USA +1.770.509.9933 Fax: +1.770.509.1963

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www.pricingsociety.com/SFO2013 Natosha McNeal, Registrar, [email protected]

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