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27th Annual Fall Pricing Workshops & Conference October 25-28, 2016 Las Vegas Encore Wynn Hotel

#PPSLV16

TAKE YOUR COMPANY’S PROFITS TO THE NEXT LEVEL. BUY 2 GET 1 FREE Early Bird Discount Expires 9/16/16.

www.pricingsociety.com/LASVEGAS2016

JOIN US FOR THE BEST IN PRICING!

27TH ANNUAL

FALL PRICING WORKSHOPS & CONFERENCE

LAS VEGAS

#PPSLV16

On behalf of the entire Professional Pricing Society team, I am thrilled to announce the program for our 27th Annual Fall Pricing Workshops & Conference. PPS Members worldwide have asked us for lots more information about partnering with Sales, Marketing and other departments, how to transform their pricing departments, and how to become more proficient at analysis, negotiation, and understanding consumer behavior. Our Fall Conference will give you lots of great information and takeaways on these issues and many more. It is sure to be a great event filled with networking opportunities, great presentations, and connections to new ideas, all designed to help you and your company solve the problems you face. We are also proud to announce that we are returning to a wonderful venue: The Encore at Wynn Hotel in Las Vegas. Please make plans to join us and well over 500 of your peers for the best event to increase your pricing and revenue management acumen.

There will be 12 full-day workshops on October 25-26, 2016 so you can get in-depth information on How to Win with your Customers, How to Leverage Behavioral Economics, How to Utilize Change Management, How to Price New Product Innovations and lots more. Conference Keynotes and four concurrent Breakout sessions will be on October 27-28. You can hear great presentations from speakers from Nike, Oracle, Deloitte, KPMG, EY, Avis and dozens more leading companies. Topics will include Product Life Cycle, Outsmarting Procurement, Pricing Processes, Segmentation, New Consumption Models, Sales Enablement, Business Process Changes, and many more. So come for the Keynotes and Pricing Practitioners, Tools & Techniques, Pricing Experts, and Sales Enablement / CPQ breakout tracks and stay for the camaraderie, networking, meeting of the minds, and great experiences. No other conference will provide you with more practical ways to improve your pricing, revenue management, margin enhancement, and profitability initiatives. I look forward to seeing you in Las Vegas!

KEVIN MITCHELL President, Professional Pricing Society

P. S. F or some reason, our Las Vegas conferences tend to have the largest crowds, so make sure to register for the event (and the hotel) early. Thanks!

PROFESSIONAL PRICING SOCIETY FOUNDED 1984 by Eric Mitchell MEMBERS 4,813 COMPANIES 653

GLOBAL PRESENCE 75 Countries / 6 Continents EVENTS 5 Major Annual Pricing Conferences

OFFERINGS • Certified Pricing Professional • Pricing Training Workshops • 30 Online Pricing Courses

OTHER SERVICES • 16 Annual Publications • Pricing Whitepapers • Case Studies • Webinars • Annual Salary Survey

CONTENTS Workshops.............................................4 Conference At-A-Glance................. 16 Keynote Presentations..................... 18 Breakout Sessions.............................22 Conference Information................. 28 Sponsors..............................................30

THE VOICE OF THE PRICING PROFESSION

PRICING TRAINING

CERTIFIED PRICING PROFESSIONAL

CERTIFICATION WORKSHOPS & ONLINE COURSES

THE INDUSTRY-STANDARD PROFESSIONAL PRICING CERTIFICATION

Top 5 Benefits Of CPP Pricing Education:

The PPS Certified Pricing Professional (CPP) Program is academically sound and based on real business experience. The content is delivered via Live Workshops on 4 continents and Online Pricing Courses accessible from anywhere in the world.

1 Best Practices from Top Pricing Experts

Since 1984, PPS has been focusing 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.

2 Comprehensive Pricing Training 3 Develop an Internal

In addition to our world-class training and live events, we publish the monthly Pricing Advisor Newsletter and the quarterly Journal of Professional Pricing, covering the latest topics and expert advice in the field. We are solely dedicated to nurturing the ever growing community of pricing professionals.

For More Information about the Certified Pricing Professional program please email cpp@ pricingsociety.com or visit the PPS website: pricingsociety.com and click on Pricing Training Certified Pricing Professional (CPP) or Online Pricing Courses.

THE MOST TRUSTED RESOURCE IN THE PRICING WORLD The PPS network includes more than 4,800 active members worldwide from more than 600 leading companies in 75 countries. Currently, we produce five major annual pricing conferences in Asia, Europe, North and South 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 experts.

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.

Pricing Culture

4 Rigorous Certification Process 5 Bring Your Pricing Function In-House

PPS is Proud to Offer an Exclusive Certified Pricing Professional Designation (CPP) Badge to our members that have successfully earned their certification!

Add to profile ANNOUNCING LINKEDIN BADGE DISPLAYS - The way to distinguish pricing expertise on your personal page!

The CPP curriculum covers core competency areas of price setting, psychological influences to price acceptance, price-variance and discount management, pricing strategy and tactics, and organizational pricing-function development and improvement. PROGRAM FRAMEWORK The framework provides a sequence you should take to receive a well-rounded education in pricing. If you’re pursuing the CPP designation, you can take any of the Online Pricing Courses or Live Workshops you choose, following this framework.

LEVEL 100

Foundations of Pricing Foundation courses which should be taken first

LEVEL 200

Here’s How:

1 Ensure that all Certified Pricing

Price Setting

Professionals are verified through PPS*. Either join the exclusive CPP LinkedIn Group or send a direct email to PPS Membership [email protected].

Price Variance Management

2 Click on the exclusive embed link, given to CPPs that have successfully completed all course work.

3 Copy and paste the link to your personal LinkedIn page.

4 Share with your networks so that everyone can view your new Badge!

LEVEL 300

LEVEL 400

Behavioral and Psychological Aspects of Pricing

LEVEL 500

Pricing Electives

LEVEL 600

Pricing and Corporate Strategy

*Note, neither a license number nor date of completion are necessary to retrieve the Badge. OCTOBER 25-28, 2016 | LAS VEGAS | #PPSLV16

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MORNING BREAK LUNCH AFTERNOON BREAK

TUESDAY, OCTOBER 25

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

100 COURSE

WS1 1-DAY WORKSHOP

BEST PRICING PRACTICES The Top Ten Business Myths: Ideas have consequences, and bad ideas are a competitive disadvantage. This workshop is dedicated to the possibility that many myths exist about business and it would be more optimal to discard these bad ideas. Thinking about these myths is difficult because it requires us to examine some of our most deeply held beliefs about the way the business world works. Economist John Maynard Keynes said, “The difficulty lies, not in the new ideas, but in escaping from the old ones.” Join VoiceAmerica radio talk-show host Ed Kless as he falsifies each of these ten myths, and posit better ideas and theories to align your organization to the realities of operating in a knowledge economy. Ed asks you not to think like him, but to think with him.

ATTENDEES WILL LEARN: ■

W hy so much of the conventional wisdom is more conventional than actual wisdom

■

H ow to overcome these myths, and focus on what truly matters in your company

■

T he six transformational questions that will take your organization to the next level

PRESENTED BY: ED KLESS Senior Director, Partner Development and Strategy, Sage Ed Kless joined Sage in 2003 and is currently the senior director of partner development and strategy. He develops and delivers curriculum for Sage business partners on the art and practice of small business consulting including the Sage Consulting Academy, Business Strategy and Customer Experience Workshops. Kless is the author of The Soul of Enterprise: Dialogues on Business in the Knowledge Economy, a compendium of episodes from his VoiceAmerica.com talk show The Soul of Enterprise: Business in the Knowledge Economy, with Ron Baker, founder of the VeraSage Institute where Kless is also a senior fellow. Kless is a well-known conference speaker contributor to industry publications, including the Journal of Accountancy, Harvard Business Review and HR.com. He is active in the Information Technology Alliance (ITA) and was named to Accounting Today’s list of the 100 Most Influential People in Accounting for 2015.

OCTOBER 25-28 LAS VEGAS

TAKE YOUR COMPANY’S PROFITS TO THE NEXT LEVEL. 4

27TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE


TUESDAY, OCTOBER 25

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

200 COURSE

WS2 1-DAY WORKSHOP

PRICING NEW PRODUCT INNOVATIONS Businesses have difficulties evaluating pricing success. Most pricing managers concur that the process employed for determining prices are ad-hoc and ineffective. Yet, most would agree that knowing one’s competition price is essential. But what happens when there are no existing competitors? How should one determine the first product of its class? How can a business communicate value to buyers when there is no comparable? This is an issue that plagues many start-ups as well as companies with innovative products that are substantially different from anything else currently available in the market. Given the high rate of new product failures, often due in part, to pricing mistakes, how to price new product innovations is of particular importance to new product viability. We will examine the process of pricing new product innovations using actual examples as well as offer participants an opportunity to apply the process in an exercise.


T he core elements of perceived-value pricing

■

H ow to communicate and measure the value of the new product innovation to the buyer

■

H ow to ascertain a proper pricing structure and price level for the new innovation given a current product line

PRESENTED BY: LILLIAN L. CHENG Consultant & Researcher in Pricing & Marketing Strategy, Cheng Monroe & Associates Lillian L. Cheng is a specialist, researcher and trainer in goto-market strategies. Having consulted for companies ranging from Internet start-ups to global luxury brands to multinational high-tech companies, she brings decades of experience in consulting and executive training to seminars and university classrooms that focus on redefining the role of marketing, pricing and channel management. She currently teaches marketing and pricing at the National University of Singapore and works with companies globally. KENT B. MONROE Partner, Cheng, Monroe & Associates and J. M. Jones Professor of Marketing Emeritus, University of Illinois at Urbana-Champaign Dr. Kent B. Monroe brings decades of research, teaching and experience to training seminars that explain and illustrate successful pricing strategies and tactics. His training focuses on understanding the importance of pricing, how people perceive and react to prices, and how perceived value pricing is managed. He has a bachelor’s degree from Kalamazoo College, an MBA from Indiana University, and a doctorate from the University of Illinois. He is also the author of Pricing: Making Profitable Decisions.

OCTOBER 25-28, 2016 | LAS VEGAS | #PPSLV16

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TUESDAY, OCTOBER 25

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

300 COURSE

WS3 1-DAY WORKSHOP

STRAIGHT-FORWARD TACTICS TO INCREASE PROFITABILITY WHEN YOUR PRICING ISN’T PERFECT Do you feel like your prices are in disarray and that sophisticated profitenhancement tools can’t work for you? This workshop is for you! We will explore ways to increase profitability for your company even when your prices are imperfect. How? Through simple, straight-forward approaches to Price List Alignment, Simple Customer Segmentation, Business Process and Policy Coordination, and we’ll finish with a brief discussion on Global Pricing to help Pricers at all levels increase their profitability. Whether you have 100,000 or 1 Million SKU’s these techniques will work for you.

ATTENDEES WILL LEARN:

6

■

T he difference between dirty data and in-actionable hopeless data

■

T he single best way to increase profit when prices are imperfect

■

Q uick fixes for inconsistent prices

■

T o stop bad pricing before it starts utilizing “The 6 Pack Method™”


PRESENTED BY: LYDIA DI LIELLO Founder & Principal, Capital Pricing Consultants L.L.C. Lydia Di Liello is the founder and principal of Capital Pricing Consultants LLC, a Revenue management consultancy dedicated to improving profitability for its clients. She brings 23 years of global revenue management and pricing expertise and business leadership to her clients. Di Liello is a member of the PPS Board of Advisors. She earned her MBA on scholarship from Youngstown State University.


TUESDAY, OCTOBER 25

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

500 COURSE

WS4 1-DAY WORKSHOP

ACHIEVING A SUCCESSFUL TRANSITION TO THE SaaS PRICING MODEL Companies making the strategic choice of migrating their software business model from a traditional perpetual license to a subscription license-based software-as-a-service (SaaS) product are doing so to drive stronger long-term relationships and business growth. In the short term, however, the profitability challenge of the new model can wreak havoc on a multitude of other business practices. Failing to capture the true value of a product does more than minimize or eliminate profits; failing to consider legacy products in pricing strategy or making SaaS products dramatically less expensive can make the SaaS option seem like an inferior, lesser option. In this presentation, we will outline the key characteristics that define the leaders, laggards and mainstream practitioners of SaaS pricing and share leading practices that help companies achieve a successful transformation to SaaS pricing model.

PRESENTED BY: AMIT KUMAR Director, PwC Amit Kumar is a Director in PwC’s management consulting practice and has over 15 years of experience working with companies in pricing strategy formulations and business model transformations. Amit’s areas of expertise include software pricing, offering structure design, Go-To-Market model design, and deals desk process design. Amit has a B-Tech from Indian Institute of Technology (IIT), and an MBA with a concentration in Finance & Strategy from Duke University, Fuqua School of Business.

LAS VEGAS | 2016


K ey reasons why many SaaS product launches fail

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S trategies and tactics to maximize revenue and profits in the Hybrid model (SaaS + On-Premise)

■

L eading practices companies use to ensure a successful transition to the SaaS pricing model


7


TUESDAY, OCTOBER 25

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

400 COURSE

WS5 1-DAY WORKSHOP

COST TO SERVE:

Managing Leakage And Influencing Behavior Amid all of the uncertainties in today’s business world, companies that are maximizing profits know one thing for sure: the true cost of serving a customer. They clearly understand where the costs are being recovered to drive margins and have visibility into leakage. They know when to take action to recover expense or leverage additional charges to influence behavior. Companies that are outperforming have governance and processes in place to identify CTS elements, manage them appropriately and prevent the leakage from lack of visibility. This session will provide an overview of the cost-to-serve elements, and provide insight into the critical pieces of serving customers that help companies outperform.


W hich cost-to-serve elements to consider and analyze

■

If materiality matters

■

U sing cost-to-serve data and charges to drive behavior

TAKE YOUR COMPANY’S PROFITS TO THE NEXT LEVEL. OCTOBER 25-28 | LAS VEGAS

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PRESENTED BY: TONYA DEWEESE Vice President of Strategic Consulting, PROS Tonya DeWeese has more than 25 years of experience in operations and strategy, and driving transformational changes at a Fortune 300 company. Tonya has delivered results through top-line growth initiatives and productivity efforts in supply chains, shared services and IT. She earned a degree in Business from Muhlenberg College. Tonya is also a certified Six Sigma Black Belt. HALEY GLASGOW Senior Implementation Consultant, PROS Haley Glasgow joined PROS in 2011 and today serves as a senior implementation consultant in the company’s Professional Services organization. She works with customers across a broad range of industries, including food, manufacturing, distribution, and oil and gas. Haley manages project implementations, advising companies on best practices, efficiencies and forecasting to optimize their pricing practices, and enabling them to generate meaningful revenue growth. She earned a B.S. in Business with a double major in Finance and Information Systems from the University of Arkansas.


WEDNESDAY, OCTOBER 26

9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

200 COURSE

WS6 1-DAY WORKSHOP

WINNING WITH YOUR CUSTOMERS:

How to Capture a Fair Share of the Economic Value You Create for Customers A room full of commercial professionals genuinely feels that you have given them the tools to change their behaviors and win with their customers against competition: this is a powerful moment. In this class you will learn the steps that a multi-billion dollar company took to start a journey to a value-based culture. In this workshop you will enjoy collaborative learning and hands-on exercises that pricing professionals can use to start the value conversation in their business and create their own powerful movements.


T o turn differentiated offerings into pricing power

■

T o harness your pricing power without falling off the “Pricing Cliff”

■

T o communicate the value of your offering

■

T o manage your value over time

PRESENTED BY: ANNE LEWIS Global Value and Pricing Leader, SABIC Anne Lewis, a Global Pricing Leader at SABIC, has over 20 years of experience in the plastics industry with roles in supply chain, finance and pricing. She is recognized in the Specialties division where she works as a dynamic trainer on strategic pricing, leveraging her personal experience and passion for the pricing discipline. Her most recent work has been focused on inspiring a global mindset change within SABIC, Specialties to deeply understand the economic value created for customers and to use pricing to capture a fair share of this value for the business. Lewis earned her BA from Queens University of Charlotte.

LAS VEGAS | 2016


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9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

300 COURSE

WS7 1-DAY WORKSHOP

SUCCESSFULLY COMBATING CORROSIVE COMPETITION IN RESALE PRICING: Making the Right Price Stick Whether driven by online selling or anytime there otherwise is a large difference in the margin requirements of competitive resellers, corrosive resale price competition plagues many manufacturers and traditional resellers. As Amazon and others move into businessto-business markets in a big way, it has become a growing concern for many industrial companies too. When the resale price erodes and resellers are not seeing sufficient margin, they often either drop the affected products or look to manufacturers for payments to make up for lost revenue. This workshop takes a comprehensive approach to combating corrosive price competition by first examining a number of ways to deal with it directly, including increasingly popular minimum advertised price (MAP) and minimum resale price (MRP) policies. Channel restrictions and other means to control unauthorized reselling also will be discussed, as well as the often very real issue of dealing with entrenched internal interests to make things happen.


10

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H ow to take the fear out of this area and be proactive

■

E ffective ways to prevent or fight resale price erosion

■

T he considerable flexibility available, particularly in the U.S. and Canada

■

W hat works, what doesn’t and why


PRESENTED BY: 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. He has a JD from Northwestern University.

TAKE YOUR COMPANY’S PROFITS TO THE NEXT LEVEL. OCTOBER 25-28 | LAS VEGAS



9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

600 COURSE

WS8 1-DAY WORKSHOP

ADVANCED CHANGE MANAGEMENT:

Setting a Multi-Year Plan to Drive Superior Pricing Across Sales and Leadership This course focuses on creating a practical, actionable plan to take your company’s pricing performance from good to great. Achieving superior pricing goes well beyond the price setting and analysis typically done by the pricing organization. It requires a supportive company culture with a passion and urgency for pricing and profit enhancement, strong price execution motivation and skills throughout sales, the right pricing organization/structure, as well as the right pricing processes and systems. This critical part of a company’s pricing transformation is often over looked or under invested in. Pricing leaders need to expand their role to include driving this broader transformation.

PRESENTED BY: JOANNE SMITH President, Pricing to Profits Consulting Joanne Smith, President of Pricing to Profits Consulting, is the author of The Pricing and Profit Playbook (Bradley Publishing, 2013), and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She achieved her bachelor’s degree from Drexel University and completed advanced Marketing and Sales courses with the Kellogg School of Management Program. She is a certified Six Sigma Champion.

This course is designed to help participants identify gaps in their pricing change management efforts and offers practical approaches, solutions and action plans in the key areas.


V ision, culture and leadership buy-in

■

P ricing organization effectiveness

■

S ales and marketing skills and motivation

■

P rocess and systems approaches


11



9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

600 COURSE

WS9 1-DAY WORKSHOP

PRICING TRANSFORMATION:

A Practical Guide to Linking Strategy Development, Analytics and Research Most businesses do not have a structured process to periodically develop or review their pricing strategy. Typically, different information inputs and data are used over time and with varying quality and relevance. This workshop will cover applying a structured process that connects pricing strategy development frameworks with insightful pricing data analytics and customer research. This Pricing Transformation workshop session will provide pricing professionals with a “hands-on” approach to developing and maintaining their businesses’ pricing strategy. The Pricing Transformation framework ensures that product owners set and manage prices confidently, in a timely manner with achievable financial goals.


12

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W hat key information, data and insight is required in the development of a pricing strategy

■

H ow to routinely collect this information, discover insights and apply it to create a pricing strategy that achieves financial success

■

H ow to organize the price transformation process and engage your internal stakeholders to create aligned expectations


PRESENTED BY: KIRK JACKISCH VP, Pricing Strategy and Management, Pricing Solutions Kirk Jackisch has more than 12 years of strategic pricing experience and 20 years of business experience, including working with international companies in the high-tech, healthcare, manufacturing, consumer products and BPO services industries. Jackisch helps companies worldwide develop World Class Pricing strategies and capabilities to better position them for long-term profitable growth. He has an MBA from the Amos Tuck School of Business at Dartmouth College and a bachelor’s degree in International Relations with Honours from the University of British Columbia. GREG THOMAS VP of Pricing Research & Analytics, Pricing Solutions Over the past 13 years, Greg Thomas worked with companies across a wide range of industries including food service, manufacturing, high tech, pharmaceuticals, professional services, software, media and consumer goods. Thomas has spearheaded many important initiatives at Pricing Solutions, including developing a world-class competency at accurately forecasting the impact of implementing different pricing strategies. Thomas holds a master’s degree in Agricultural Economics and International Development from the University of Guelph and an Executive Marketing Certificate from Ivey Business School at Western University.



9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

400 COURSE

WS10 1-DAY WORKSHOP

SHIFTING THE PARADIGM:

From ‘Value-Based Pricing’ to ‘Behavioral Economics’ in B2C and B2B Pricing “Value-based Pricing” has been widely accepted as the best approach to pricing, yet it builds on the assumption that customers are perfectly informed, selfish and rational decision makers with stable preferences. These assumptions are contradicted by an overwhelming amount of insights from “Behavioral Economics” and “Neuroscience.” This simplification facilitates mathematical modelling and arithmetical price optimization, but it totally ignores margins that arise from the predictably irrational decision strategies which can be found in every sector. In the end, this inhibits us from defining smarter pricing strategies which are able to leverage the frugal heuristics and systematic biases of the decisions “real” customers are making.

PRESENTED BY: FLORIAN BAUER, Ph.D. Founder and Member of the Executive Board, Vocatus AG Florian Bauer studied Psychology and Economics at the Technical University in Darmstadt, at MIT, and at Harvard University. He devoted himself to behavioral economics and pricing psychology research, which was also the subject of his doctorate. He co-founded the pricing research firm Vocatus AG in 1999. In 2014 Vocatus was voted one of the world’s top 20 market research innovators.

Building on a validated and awardwinning framework and case studies from different industries in B2C and B2B, this seminar will show how you can develop more profitable pricing strategies by applying these insights to define price level, price structure, price dynamics as well as price communication.


A n overview of recent research insights on human decision making

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T o leverage unexpected margin potentials hidden behind predictably irrational decisions

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T o modify and complement common pricing methods to avoid risks and pitfalls


13



9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

500 COURSE

WS11 1-DAY WORKSHOP

SALES FOR THE WIN!

Overcome Procurement’s Gamesmanship to Protect Pricing and Improve Profits Procurement managers have taken their game to the next level. Sophisticated ‘should-cost’ analysis and integrated supply-chains are just a few ways procurement has extracted value and shifted risk to suppliers while still driving more price concessions. Pricers are uniquely positioned to help salespeople recognize negotiations as a game and create tactics to get paid for value and rewarded for additional risk. Pricing managers can also help sales read the cards, identify who’s bluffing, determine the type of buyer and the particular scenario sales is dealing with, and use tactics that will ensure you play the winning hand. The class is based on the popular Negotiating with Backbone, 2nd edition by Reed Holden.


14

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P rocurement’s behaviors and games

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T echniques to simplify value and craft messages for sales

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U sing ‘Give-Gets’ for negotiation leverage

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D iscerning whether you are dealing with a bluff

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N egotiating tactics for customers you can’t afford to lose


PRESENTED BY: TANNIS ASHWORTH Manager of Facilitation & Performance Development, Holden Advisors Tannis Ashworth is the Manager of Facilitation and Performance Development at Holden Advisors. She is a recognized leader in consulting with an extensive background in aligning sales and client service organizations toward achieving revenue objectives and exceeding customer satisfaction ratings. Ashworth has more than 20 years of experience in the design, delivery and implementation of valuecentric curriculum focused on the cross-functional alignment of sales, marketing and client service, improving performance metrics, relationship practice management, and business leadership. Before Holden Advisors, she spent 13 years as an Internal Private Consultant to RBC Financial Group, completing long term engagements with Investor Services & Trust, Global Wealth Management and Technology and Operations. She is also the former VP of Holden International. She holds a bachelor’s degree in Business Administration from George Mason University, and studied Change Leadership and High Performance Leadership at eCornell.



9am-4pm

10:15am-10:45am 12.00pm-1:00pm 2:15pm-2:45pm

LEVEL

300 COURSE

WS12 1-DAY WORKSHOP

CREATING A COMMON OBJECTIVE:

Linking Pricing to Sales Effectiveness While significant progress has been made in aligning pricing objectives and sales force activity in the field, many organizations still lose significant revenues due to inconsistent or weak collaboration. Pricing and sales teams now collaborate on tools, clearly articulated rationales behind pricing moves, and training on how to handle to difficult price negotiations. But these steps don’t ensure that pricing and sales consistently act as an integrated unit focused on delivering and capturing maximum value for each opportunity. In order to build a robust, one-team environment pricing leaders need to understand and act in ways that are consistent with how sales leaders manage their organizations.


H ow leading companies measure sales force effectiveness

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T he key barriers between pricing and sales organizations and how to mitigate them

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ow to co-develop change plans that H ensure pricing and sales are aligned on major initiatives

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H ow to create incentive plans and dashboards that ensure continued alignment around common goals

PRESENTED BY: MARK BURTON Principal, KPMG Mark Burton is a Principal in the Strategy Consulting Practice at KPMG and is leader of their pricing practice, where he focuses on developing and implementing cutting-edge pricing strategies across a diverse set of clients and industries. With close to 20 years of experience in developing and implementing pricing strategy and pricing transformation programs, he is a recognized thought leader and a calm hand of experience when dealing with complex pricing issues. Burton has an MBA in Business from Boston University and a bachelor’s degree in Electrical Engineering from Union College. MICHAEL HERMAN Principal/Owner, KPMG Michael Herman is a seasoned business leader and renowned expert in Revenue Generation. As Principal and Owner at KPMG, Michael has founded, built and managed through market-leading practices, entrepreneurial skills, motivational leadership, and subject matter knowledge. His areas of expertise include technology, financial services, telco, media, medical device and professional services. Herman earned his B.A. from University of Pennsylvania.


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CONFERENCE AT-A-GLANCE THURSDAY, OCTOBER 27 TIME

EVENT

SPEAKERS

7:00am-8:00am

REGISTRATION/BREAKFAST

8:00am-8:15am

Welcome and Networking

Kevin Mitchell, PPS President

8:15am-9:15am

KEYNOTE PRESENTATION: Moving the Organization From Cost-Based to Value-Based Pricing

Sarah Walton, Sr. Director of Global Pricing, Nike

9:15am-10:00am

SPONSOR HALL NETWORKING BREAK

10:00am-11:00am

KEYNOTE PRESENTATION: The Pricing Organization’s Essential Role in Growing and Capturing Value

Juan Rivera, Managing Partner, Simon-Kucher & Partners

11:00am-12:00pm

KEYNOTE PRESENTATION: Pricing Approaches to Monetize Big Data in a Global Pricing Organization

Eric Joyner, Senior Vice President of Marketing, Head of Global Pricing & Business Intelligence, Equifax

12:00pm-1:00pm

NETWORKING LUNCHEON

- BREAKOUT SESSIONS -

Pricing Practitioners Track

Pricing Experts Track

This track features professionals in the pricing field sharing best practices – what has worked, what has not and how the challenges were resolved.

This track features Advisors in the pricing field sharing methods that will inform participants how to be more effective at both the strategic and tactical level covering many diverse pricing topic areas.

Tools & Techniques Track

CPQ / Sales Operations Track

This track features professionals This track features content in the pricing field delivering pricing experts sharing their their configure price quote (CPQ) expertise in how to address solutions, as a key way to scale barriers to success that organizations face implementing their business and maintain growth, without sacrificing customer pricing strategies. satisfaction and retention.

1:00pm-2:00pm

Building Pricing and Profitability Improvement Strategies for the Product Life Cycle: CrossIndustry Lessons Anton Malygin, Vice President of Global Pricing, ACI Worldwide

2:00pm-2:30pm


2:30pm-3:30pm

Pricing is the Launch Pad for Your Next Big Promotion... No Matter Where You Want to Go Cheri Eyink, Global Director of Pricing Excellence, A. Schulman Inc.

Outsmarting Global Procurement You Can Segment Based on Price Using CPQ to Enable Value in the Industrial Manufacturing Sensitivity Jim Vaughn, Principal Selling Chris Shutts, VP, CPQ Space Shannon Tatz, LeadPricing Consultant, Zilliant Cloud Development, Oracle Industrial Manufacturing & Automotive Practice, PROS

3:30pm-4:30pm

Achieving Pricing More Refined Than Peanut Butter Spread Peter Barr, Senior Director of Pricing, McKesson

Pricing Processes: Preparing Your Organization for Strategic Pricing Frederico Zornig, Founder & Managing Partner, Quantiz Pricing Solutions

4:30pm

CONFERENCE RECEPTION sponsored by:

Zero-Based Budgeting and Pricing: A New Approach, or a Fancy New Name? Ed Johnson, Principal, Monitor Deloitte

New Consumption Models in Capital Equipment: Navigating to the New Normal John Pineda, Associate Director, Boston Consulting Group

The Customer Journey to Pricing Excellence with Quote-to-Cash Elliott Yama, VP, Quote-to-Cash Intelligence, Apttus

Capture Willingness-To-Pay Building the Successful Deals Consistently Through MultiDesk Amit Dhir, Director, PwC Dimensional Pricing David Chung, Director, Simon-Kucher & Partners

FRIDAY, OCTOBER 28 TIME

EVENT

SPEAKERS

7:00am-8:00am

REGISTRATION/BREAKFAST

8:00am-9:00am

KEYNOTE PRESENTATION: Pricing Done Right: The Value-Based Pricing Framework Proven Successful by the World’s Most Profitable Companies

9:00am-10:00am


Tim J. Smith, Ph.D., CPP, Founder and CEO of Wiglaf Pricing and Adjunct Professor of Marketing at DePaul University

10:00am-11:00am KEYNOTE PRESENTATION: How to Integrate Business Process Changes Brian Dicker, Vice President – Revenue Analysis & DecisionTechnology, Avis Budget Group 11:00am-12:00pm

KEYNOTE PRESENTATION: Building the Culture of Collaboration Between Pricing and Sales

12:00pm-1:00pm

NETWORKING LUNCHEON

- BREAKOUT SESSIONS -



1:00pm-2:00pm

Win Faster and Win More With Price Optimization Andrew Miller, Director of Pricing, Eaton Hydraulics

2:00pm-2:30pm


2:30pm-3:30pm

Revenue Management in the Access Economy Mark Somers, Director, Revenue Management, Zipcar

3:30pm-4:30pm

Winning in the Partnership Between Sales and Management Joshua Bardell, Director of Pricing, American Hotel Register Company

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Carolyn Holden, CEO, Holden Advisors

Monetizing Innovation Success: Case Studies on Maximizing Success and Consistency Sara Yamamoto, Manager, SimonKucher & Partners


CPQ / Sales Operations Track

The Eve of EVE: A Value-Based Pricing Strategy Solution for Near-Zero Marginal Cost Industries Chuck Davenport, Co-Founder, Deloitte’s Pricing Practice

From Panic to Profits: Build Sales Confidence to Drive Price Increases Travis Umpleby, Senior Consultant, Holden Advisors

Pricing Disruptive Retail Market Trends Daniel Bracke, Manager, EY

Putting Your Price Data to Work Steve Kemp, Director, Pricing & Profitability, NIBCO INC.

Sales Enablement: How Professional Pricers Power the Sales Team Adam Echter, Director, Simon-Kucher & Partners

Strategies to Maximize the Aftermarket Parts and Services Revenue Tail Serena Crivellaro, Senior Manager, Pricing Practice, KPMG

Managing Price Changes and Discounts Effectively Scott Davis, Principal, Strategic Marketing Decisions and Adjunct Professor, Simon Business School, University of Rochester

Dunning-Kruger vs. Beginner’s Mind: Minimizing Project Blindspots Christine Carragee, Lead Pricing Consultant, Big Data Pricing


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THURSDAY, OCTOBER 27

KEYNOTE PRESENTATIONS

8:15-9:15 MOVING THE ORGANIZATION FROM COST-BASED TO VALUE-BASED PRICING The move to value-based pricing has been a steady wave in the pricing realm, but many large organizations are still grappling with the concept. Gleaning from the experience at Nike in transitioning from consumer-based to value-based pricing, Walton will share her journey of leading this revolution with a focus on three key dimensions: First, how to educate and secure buy-in from the senior leadership team. Second, what critical changes were necessary and executed across departments to shift the organizations practices and mindset. Third, how we enabled the change for a successful transition across stakeholders.

10:00-11:00 THE PRICING ORGANIZATION’S ESSENTIAL ROLE IN GROWING AND CAPTURING VALUE Capturing value is not a choice; it is a necessity for a business to thrive. Successful firms are resolute about building organizational capabilities to grow and capture value. In the last fifteen years, disruptive technologies like digitization and genomics and new business models like the rise of the shareconomy have created new opportunities and challenges for companies to manage prices. The speed of technological advance continues to accelerate and new technologies from 3D printing to artificial intelligence will continue to disrupt entire sectors ranging from manufacturing to services. The pricing function in a company needs to anticipate and adapt to the changing environment and play a key role in shaping and executing the company’s strategy.

11:00-12:00 PRICING APPROACHES TO MONETIZE BIG DATA IN A GLOBAL PRICING ORGANIZATION In spite of all the attention that Big Data has garnered lately in the business world, most global organizations are at a loss when it comes to actually capitalizing on the numbers and records that they can access. Corporations often seem to use their data to support existing decisions instead of using insights to illuminate customer connections and drive future choices. In this session, Eric Joyner will discuss what a large, diversified, global services organization was able to gain from proper use and analysis of Big Data.

18


EXHIBIT HALL BREAK LUNCH


E ffective techniques to secure buy-in from the senior leadership team

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W hat critical changes must occur across departments in practice and mindset

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H ow to enable people and processes for a successful transition


H ow disruptive technologies have changed the pricing models in different sectors

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T he growing role that pricing plays in an organization’s product development and commercial process

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K ey success factors in building a world-class pricing organization in a company


H istory of pricing at Equifax, and operating structure to monetize data assets across the Enterprise

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S teps to organizational expansion and C-Suite support for pricing investment

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T he role of key support organizations held within pricing, including Business Intelligence and Pricing

9:15am-10:00am 12.00pm-1:00pm

PRESENTED BY: SARAH WALTON Sr. Director of Global Pricing, Nike Sarah Walton is the Senior Director of Global Pricing for Nike. A graduate of Wellesley College, Walton studied Economics. She spent the first part of her career at Target in Minneapolis in roles across Merchandising, Planning, 6SIGMA, and Corporate Strategy. She then moved to Nike in 2010 for a role in Corporate Strategy, and after two strategy roles was asked to build the Pricing organization. She has been leading the function since 2012 as it has grown from a Center-of-Excellence to a global team.

PRESENTED BY: JUAN RIVERA Managing Partner, Simon-Kucher & Partners Juan joined Simon-Kucher’s U.S. enterprise in its start-up phase and has led many efforts to scale up the company. He currently serves as U.S. Managing Partner and Board Member of SimonKucher’s global governance team. Juan is an expert in pricing, market access and commercial strategy in the life sciences and has advised over 25 biopharmaceutical, device and agrochemical companies in over 25 countries. Juan received an MBA with high honors from Boston University and a BS in Industrial Engineering from Texas A&M University.

PRESENTED BY: ERIC JOYNER Senior Vice President of Marketing, Head of Global Pricing & Business Intelligence, Equifax Since joining Equifax in 2008, Eric Joyner has led the organization to address key strategic efforts, and spearheaded efforts to drive incremental revenue through pricing and revenue optimization programs. Prior to joining Equifax, Eric led corporate strategy engagements for Cox Enterprises, Bell South Corporation and Sprint. He has 20 years of experience in pricing strategy, consulting and product management with B2B corporations. Eric holds a B.A. in Business Administration from Morehouse College and an MBA from Kenan-Flagler Business School UNC-Chapel Hill.


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FRIDAY, OCTOBER 28

KEYNOTE PRESENTATIONS

8:00-9:00 PRICING DONE RIGHT: The Value-Based Pricing

Framework Proven Successful by the World’s Most Profitable Companies

The world’s most profitable companies use a Value-Based pricing framework across all elements of their organizations. It is one thing to have the right answer to a pricing question. It is a completely different thing to have that answer heard, accepted, and acted upon across the organization and repeatedly over time. How do you drive good pricing decisions throughout your organization without being there every time someone has a question? Organizational pricing excellence requires coordination of decisions from the boardroom to the frontline sales execution. It requires multiple viewpoints and forms of analysis to drive the right decision at the right time. And it requires feedback loops to enable course adjustments.

10:00-11:00 HOW TO INTEGRATE BUSINESS PROCESS CHANGES Avis has responded to a variety of business challenges, while implementing new generation strategic tools and processes, over the course of a multi-year revenue management and fleet optimization journey. This required culture change and evolution in business processes, which at times were quite difficult. Perhaps the most challenging problem addressed was leveraging advanced scientific analyses, while still taking advantage of the unique business knowledge of system users. Brian Dicker will translate this experience as a case study for proper business process changes across a variety of industries based on principles.

11:00-12:00 BUILDING THE CULTURE OF COLLABORATION BETWEEN PRICING AND SALES The deal desk is the location where two worlds often collide: Pricing and Sales. It’s the place where pricing was dubbed “The Sales Prevention Department,” where Pricing Managers call Sales People “coin operated.” To say that it is a cultural shift to build a collaborative relationship between sales and pricing may be a bit of an understatement. Yet, it is within reach for many organizations and there are even some organizations working collaboratively today, with tremendous benefits to profits. Based on input from Pricing Leaders that have the right relationship with sales, Carolyn will share how to start the cultural shift with joint ownership for the pricing decision, the role of executive sponsorship, and the path to managing the differences of opinion. When everyone aligns on the right price, sales people are more confident in defending their price and they know they have support behind them.

20


EXHIBIT HALL BREAK LUNCH


W hy companies are putting the customer first to drive shareholder value and employee retention

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H ow organizations are structuring interdependent pricing decisions to enable a coordinated pricing strategy

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H ow organizations are leveraging marketing, finance, and sales to drive actions that align disparate functional goals

9:15am-10:00am 12.00pm-1:00pm

PRESENTED BY: TIM J. SMITH, Ph.D., CPP Founder and CEO of Wiglaf Pricing, and Adjunct Professor of Marketing at DePaul University Tim J. Smith, Ph.D., CPP is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, the Academic Advisor to the PPS Certified Pricing Professional (CPP) program, and the author of Pricing Done Right: The Value-Based Pricing Framework Proven Successful by the World’s Most Profitable Companies (2016) as well as the globally leading textbook Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures (2012).

PRESENTED BY: ATTENDEES WILL LEARN: ■

W hen are processes ‘good enough’

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H ow to properly define the goals of a new approach

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H ow and when to compromise best science for sake of user acceptance


D evelop a culture of collaboration between pricing and sales

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A lign executives to make decisions that contribute to collaboration, not block it

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D ecrease the number of escalations and overrides in your organization

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Increase the confidence in sales people to defend value and price in negotiations

BRIAN DICKER Vice President – Revenue Analysis & Decision Technology, Avis Budget Group Brian Dicker is currently V.P. – Revenue Analysis & Decision Technology at Avis Budget Group. He has spent his entire career in the travel industry, leading both Financial Planning & Analysis and Pricing/Revenue Management teams in the airline, cruise, and rental car industries. He earned a B.S. in Economics from the Wharton School – University of Pennsylvania and an MBA in Finance/Operations Research from the Stern School – NYU.

PRESENTED BY: CAROLYN HOLDEN CEO Holden Advisors Carolyn Holden co-founded Holden Advisors, Corp. and serves as its Chief Executive Officer. As an entrepreneurial leader, Carolyn drives the positioning of the firm, client relationships, contracting and operations. She draws on 20 years of sales and marketing management experience. Ms. Holden earned a bachelor’s degree in Business Management at Wayne State University and has completed executive-level course work at Columbia University, Wharton Business School, and University of Chicago.


21

THURSDAY, OCTOBER 27 Pricing Practitioners Track



CPQ/Sales Operations Track

Building Pricing and Profitability Improvement Strategies for the Product Life Cycle:

Zero-Based Budgeting and Pricing:

New Consumption Models in Capital Equipment:

A New Approach, or a Fancy New Name?

Navigating to the New Normal

The Customer Journey to Pricing Excellence with Quote-to-Cash

Cross-Industry Lessons ANTON MALYGIN

ED JOHNSON

JOHN PINEDA

ELLIOTT YAMA

Vice President of Global Pricing, ACI Worldwide

Principal, Monitor Deloitte

Associate Director, Boston Consulting Group

VP, Quote-toCash Intelligence, Apttus

Nothing creates as many pricing and profitability leakages as companies’ mismanagement of their Product Life Cycle. The main causes of this corporate failure are either a complete misunderstanding of how to manage products and products’ pricing in the context of the Product Life Cycle, lack of organizational resources or capabilities to do that, or organizational inertia of applying old strategies and pricing to products that already advanced to the next stage of the Product Life Cycle. Such mismanagement typically results in the loss of the competitive positioning, deterioration of the market share, reduction in revenue and profitability, higher inventory levels, higher working capital requirements, and unnecessary complexity in a product portfolio and a supply chain.

ATTENDEES WILL LEARN: H ow the Product Life Cycle Management relates to the pricing and profitability management ■ T he linkage between business and pricing strategies in each stage of the Product Life Cycle ■ T ypical pricing/profitability leakages throughout the Product Life Cycle ■ I mplementation of the effective Product Life Cycle Management in an organization ■

22

BREAKOUT SESSIONS 1:00-2:00pm

Corporations face increasing pressures to cut cost from the value chain and drive bottom line profits. This trend, coupled with increased presence of private equity in the industries, has led to advent of Zero Based Budgeting (or ZBB), where every budgeted line item is thoroughly re-evaluated from a zero base. ZBB is completely changing companies’ orientations towards spend and resource allocation planning and adds a value/ROI-based perspective towards spending. When applied to Pricing, the methodology has proven to yield several strategic and financial benefits including: ■

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P erformance-based discount allocation I ncreased effectiveness and strategic alignment of investments I nformed conversations with customers and distributors

Digital disruptions, new competitors, and the increasing sophistication of enterprise buyers are forcing many vendors of high margin capital equipment to change. Across technology, industrial goods, medical technology, and other verticals, business models are evolving from large, one-time capital sales to new consumption models and new offerings. The shift to selling more software, services, and data in more incremental sales is forcing a rethink of not just the pricing strategy, but how product innovation is managed.


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W hat is Zero Based Budgeting and the major steps in the process? W hen should ZBB be used and for what type of spend? W hat are the common pitfalls while applying this methodology? W hat are potential benefits of using ZBB?


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I ndustries where digital innovation and disruption are driving capital equipment makers to shift innovation and value extraction towards software, services, and data

In business climates that are fast-paced and continually-evolving, achieving business growth and earning healthy returns is as challenging as ever. Pricing with greater effectiveness is critical to commercial success and realizing goals for revenue, margin, volume and mix. Join this session to hear stories from realworld businesses about pricing excellence that span the quote-to-cash process, including quoting, pricing, contracting, and renewals. Participants will gain insight on how these businesses use data-driven intelligence to increase effectiveness and achieve new standards in pricing excellence disciplines.


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T he reasons why customers are pushing customers to adopt new consumption models T he top 5 capability gaps capital equipment vendors need to address to make new consumption models successful

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A n understanding of Quoteto-Cash as an emerging model for Pricing Excellence S olutions to real-world pricing challenges in a range of industry settings including in manufacturing, life sciences, semiconductor, and business services S uccess drivers for lifting and sustaining pricing excellence practices

EXHIBIT HALL BREAK

2.00pm-2:30pm

BREAKOUT SESSIONS 2:30-3:30pm Pricing Practitioners Track


Pricing is the Launch Outsmarting Global Pad for Your Next Procurement in Big Promotion... the Industrial No Matter Where Manufacturing Space You Want to Go

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You Can Segment Based on Price Sensitivity

Using CPQ to Enable Value Selling

SHANNON TATZ

JIM VAUGHN

CHRIS SHUTTS

Global Director of Pricing Excellence, A. Schulman Inc.

Lead-Industrial Manufacturing & Automotive Practice, PROS

Principal Pricing Consultant, Zilliant

VP CPQ Cloud Development, Oracle


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CHERI EYINK

Being a successful pricer seems to indicate a very specific skill set… powerful, but fairly specific. In actuality, a good pricer not only has the “hard” skills of logic and analysis, but also the “soft” skills in communication, influence, and others. This session expands the universe of skills that are available to people in pricing and discusses the steps to develop and highlight your value to your organization both in and beyond pricing.

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B road inventory of skills that are possible to develop in pricing O pportunities to develop the “soft” skills necessary to excel W ays to highlight your skills and position yourself for the next promotion D evelopment of your team and the benefits of seeding the organization with pricers

The pressure on pricing professionals is at an alltime high as savvy sourcing specialists make look across regions for the best prices. Cost-plus, procurement professionals are finding opportunities to capitalize on regional price differences driven by variation in localized labor and production cost. Pricing professionals are challenged with developing strategies that not only prevent procurement from gaming the system, but also account for the uniqueness of each region. In this session, learn techniques for managing centralized and decentralized price strategies used in global industrial manufacturers with high sku counts.


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Many companies believe the market sets the price and they have little control over the prices they can offer. While they would like to manage pricing more effectively, they can’t afford a large enough pricing team to be more agile and granular in their prices. In this session, Jim will explain how a pricing science approach solves the scalability challenge and produces self-adjusting, market synchronized prices that can be proactively adjusted to respond to new strategic initiatives.


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T actics for setting global list prices with regional deviations K ey analytics for highlighting grey market risk driven by cost variation and FX rates C oncepts for structuring pricing contracts that prevent regional price “gaming”

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T he fundamental ideas underlying price segmentation. W hat the threshold criteria are for any B2B company to employ a pricing science approach and drive bigger profits.

With the expansion of pricing analytics and analysis, it’s no longer enough to simply compete on price. Maximizing deal size and enabling value selling are what sets leading businesses apart from their competition. Chris Shutts will discuss how Configure-Price-Quote methodologies will give your salesforce the flexibility to close deals efficiently and with optimized margins.


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H ow industry leaders are shifting away from competing on price to a focus on value selling. H ow flexible, mobile sales enablement tools are critical to an efficient sales team. H ow pricing strategies need to reinforce value selling and how integrated sales tools can easily blend pricing and selling strategies.

H ow recurring price segmentation and optimization synchronizes price guidance with the market. H ow this approach solves scalability challenges and enables managers and “pricers” to focus on providing guidance and direction, not permission.


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CONFERENCE RECEPTION 4:30pm-6:30pm

THURSDAY, OCTOBER 27 Pricing Practitioners Track




Achieving Pricing More Refined Than Peanut Butter Spread

Pricing Processes:

Capture Willingnessto-Pay Consistently Through MultiDimensional Pricing

Building the Successful Deals Desk

Preparing Your Organization for Strategic Pricing

PETER BARR Senior Director of Pricing, McKesson In 2013, when McKesson acquired PSS World Medical, both organizations were already benefitting from their separate though very similar price improvement programs. These programs supported a smooth pricing integration process. The challenge for both was that their existing pricing models were based on a peanut butter spread of margins set across broad categories. More often than not, pricing didn’t meet customer needs, and so they were calling their account managers just for pricing. That process was inefficient and created the potential for lost orders. PSS and McKesson realized they could improve their outcomes by using scientific segmentation and price optimization that enabled them to provide customers with market relevant pricing.


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H ow to establish goals and provide tools that enable cross-functional teams to improve margin H ow an advanced pricing foundation enables organizations to adapt to changing buying behavior

FREDERICO ZORNIG

DAVID CHUNG

Founder & Managing Partner, Quantiz Pricing Solutions

Director, Simon-Kucher & Partners

Transnational companies are increasingly aware of the positive impact on profitability that strategic pricing management can provide in a turbulent macroeconomic environment. To capture these opportunities, an organization must understand which pricing processes are most important and how to improve its management in order to succeed. In this session, Frederico Zornig will discuss how to identify key pricing processes in your organization and share some benchmarks developed by top-level organizations that will help your pricing area improve and become more profitable.


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W hich processes are critical to sustain your pricing team leveraging results H ow to evaluate and measure the quality of your pricing processes P rocesses Benchmarks that are used in our consultancy practice

H ow maturity in pricing can enable a successful acquisition that exceeds expectations


In many sales cultures today, pricing decisions are driven primarily by intuition and anecdotes. The outcomes may be wide price ranges for seemingly similar clients or significant discount practices to close the deal. Multi-dimensional pricing is an approach to put some science into the art. It captures key factors in the sales conversation and combines both top-down and bottomup methods to determine likelihood of willingness to pay. This session will present a framework for how to build this approach consistently into the sales process.


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W hat are key factors that may drive pricing decisions? H ow do you build sales buy-in? H ow can you implement multi-dimensional into the sales process?

AMIT DHIR Director, PwC Business models are rapidly changing across all industries and deal management must keep up with the increased pace and complexity of today’s business environment. To many of you, these stories may sound familiar: Highly paid sales reps spend up to 40% of their time on administrative tasks related to tracking their deals during the sales process. At a $5B technology company, 70% of deals required approvals and customers wait for an average of 4 weeks to get a quote for renewal of their maintenance contracts. Stories such as these require an evaluation of the efficiency of the deals desk. In the face of changing customer expectations and emergence of nimble competitors, many companies are setting up a deals desk to improve sales productivity, reduce cycle time and improve their top and bottom line while managing risk. In this presentation, we will share the key benefits of setting up the deals desk, dominant operating models and leading practices that companies use to setup successful a deals desk.


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K ey benefits that companies achieve by setting up a deals desk. T ypes of deals desk and their associated operating models. L eading practices for setting up a successful deals desk and associated metrics.

EXHIBIT HALL BREAK

FRIDAY, OCTOBER 28




Win Faster and Win More with Price Optimization

Monetizing Innovation Success:

The Eve of EVE:

From Panic to Profits:

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A Value-based Pricing Strategy Solution for NearZero Marginal Cost Industries

Case Studies on Maximizing Success and Consistency

Build Sales Confidence to Drive Price Increases

ANDREW MILLER

SARA YAMAMOTO

CHUCK DAVENPORT

TRAVIS UMPLEBY

Director of Pricing, Eaton Hydraulics

Manager Simon-Kucher & Partners

Co-founder, Deloitte’s Pricing Practice

Senior Consultant, Holden Advisors


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Too often, pricing programs and tools are focused solely on increasing margins. Naturally, this puts off sales people who usually think prices are already too high. In this session, Andrew Miller will discuss how Eaton took a different approach, prioritizing win rates and quote response time, which compelled senior leaders at Eaton to invest in and support the program. Eaton Hydraulics competes in highly fragmented markets where regional dynamics result in vastly different “market prices.” The team struggled with predicting the right price to achieve sales and share targets across varying markets. Andrew will share how price optimization helped them do so at scale, to dramatically improve quote response times and win rates, and how these new capabilities have affected the relationship between sales and the pricing team.

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2.00pm-2:30pm

K ey attributes in gaining approval from senior leaders on strategic pricing initiatives. H ow to message the price optimization approach to gain approval from other key business stakeholders (specifically sales) B est practices and lessons learned on price optimization projects

Over 70% of new products don’t meet their revenue targets, according to last year’s Global Pricing Study conducted by Simon-Kucher & Partners and PPS. However, there are companies who are able to monetize on their innovations effectively because they use pricing and customer needs to guide the development of their products. Companies who effectively monetize their innovations do not just look at their pricing as the way to charge their customers, but as the filter to prioritize investment or even as the innovation itself. We will discuss the process used and key takeaways from companies who have done this successfully.


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H ow to recognize the key challenges and misconceptions that perpetuate innovation shortcomings W hat best-in-class companies do to systematically monetizing innovation W hich questions to ask and answer to keep their companies on track when launching their new products

For decades, players in nearzero marginal cost industries (e.g., software, media, biotech) have managed profitability through volume. The nearzero marginal cost of selling an additional unit of product has driven the mind-set that any sale is a good sale and any revenue is good revenue. The fallacy of this idea has been masked by growth. With high revenue growth and high gross margins, pricing has taken a back seat as a profitability lever. Many of these companies have let their price management capabilities atrophy, creating a spiral of dependence on discounting. Attendees will learn how to apply a value-based pricing strategy, the Economic Value Estimation (EVE) Framework, to pull their companies out of this destructive pricing pattern without damaging short-term performance.


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H ow can my company developing a value-driven pricing envelope and a value-driver based pricing structure? H ow do we develop segmentbased pricing solutions and value messaging? H ow can we build a solid foundation for pricing policies and improved execution?

Fear. Terror. Dread. No, it’s not the reaction to the latest Stephen King movie. Rather, it’s usually a salesperson’s reaction to a recent price increase announcement. Is it any wonder that sales teams only realize about 50% of a planned price increase with only a portion of customers? Travis Umpleby will walk attendees through a “howto” that will help pricing professionals take the fear out of price increases for salespeople. Using real-life examples and tools, Travis will demonstrate how careful planning, value-based messaging, and training can create a more empowering, Backbone-building process for customer-facing teams. The result is better cooperation between pricing and customerfacing teams, improved trust with customers, and growth in profits.


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H ow to create trust with customers with improved, more effective rollouts of price increases D evelop credible tools and training for all customer-facing staff to use as they lead and defend the increase P repare the frontlines for difficult conversations with customers that challenge the increase


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FRIDAY, OCTOBER 28 Pricing Practitioners Track




Revenue Management in the Access Economy

Pricing Disruptive Retail Market Trends

Putting Your Price Data to Work

Sales Enablement:

DANIEL BRACKE

STEVE KEMP

ADAM ECHTER

Director, Revenue Management, Zipcar

Manager, EY


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T he importance of understanding what your customers really want H ow Revenue Management functions at Zipcar H ow to foster collaboration and develop your career in pricing

Disruptive trends have affected multiple retail market sectors. These trends will require original equipment manufacturers (OEMs) and established market suppliers to shift their retail pricing strategies from a productcentric to customer-centric approach. While, these retail channel and product improvements will increase development costs, they will also present incremental revenue generation and cost reduction opportunities not previously available.

Director, Pricing & Profitability, NIBCO INC.

Director, Simon-Kucher & Partners

Once your company has a price and margin database in place, there are many ways to use the data and there are a variety of potential benefits. The uses can range from simple leakage diagnostics to measuring price effectiveness improvements to developing quote price guidance. The benefits can include direct financial gains, improved risk management, and more informed decisions on price actions.

During this presentation, we will discuss how OEMs and suppliers can adapt their pricing strategies to address this changing landscape in order to effectively profit and grow in the future.

The session will cover several basic use cases for leveraging price data in a B2B negotiated price environment. For each use case, a real example will be shared, as well as tips and lessons learned.

Today’s pricing professional is better armed than ever before with the teams, tools and knowledge to materially impact sales. With so many firms making significant investments in pricing recently, our industry has sufficient practical experience in the final step of the journey: delivering our pricing work to market via our sales teams. This affords us to draw meaningful insights into what works and what doesn’t. If you feel you’ve moved past pricing basics and have reached the point that the next great hurdle in pricing is realizing your efforts through sales, this session is for you.




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26

How Professional Pricers Power the Sales Team

MARK SOMERS

The on-demand sharing economy presents unique challenges for revenue managers. Nowhere is this more apparent than in the car sharing business, where weather, time of day, day of week and geolocation all influence consumer spending. Mark will use Zipcar as a case study in how they pioneered a shift in pricing and provide real-life examples of how the Revenue Management team adds value to Zipcar.

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A bout three disruptive trends affecting retail pricing T he future implications of these trends on OEM and supplier profitability, pricing strategies and customer churn T he pricing considerations OEMs and suppliers should integrate into their retail strategies to successfully navigate the changing market


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H ow to leverage price data for financial, operational and strategic purposes M ethods for tracking and measuring gains H ow to use historical data to improve quote decisions

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A sales excellence framework with a holistic view of the tools, people and processes leveraged by world-class pricing organizations. D ata, messages and deliveries that resonate with sales professionals. T he realities and reasons sales and pricing often have friction. S imple steps you can take tomorrow to strengthen the working relationship with your sales teammates.

EXHIBIT HALL BREAK

2.00pm-2:30pm

BREAKOUT SESSIONS 3:30-4:30pm Pricing Practitioners Track




Winning in the Partnership Between Sales and Management

Strategies to Maximize the Aftermarket Parts and Services Revenue Tail

Managing Price Changes and Discounts Effectively

Dunning-Kruger vs. Beginner’s Mind:

JOSHUA BARDELL

SERENA CRIVELLARO

Director of Pricing, American Hotel Register Company

Senior Manager, Pricing Practice, KPMG

We’ve all heard it before: Sales at the water cooler saying “Management doesn’t know what they are doing with prices; I’ll never sell it for that price; I know what my customers will pay, I don’t need some pricing department to tell me that!” On the other side of the water cooler you have the Finance and Pricing teams in similar tone: “Sales will sell all day at negative margins to close a deal; does sales even know what the word ‘profit’ means? If sales would just do as we say, we’d win every bid with optimal margin.” 75% of companies are structured in a way which puts Sales and the Pricing Department on opposite ends of the rope, playing a dangerous game of tug-a-war with the customer experience caught in the middle. How do you leverage big data and business partnerships in a way which enables the teams to grow and build upon each other? What makes a company successful or unsuccessful?


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K eys to successfully building partnerships L everaging your most power weapon in change manage: transparency

American consumers and businesses spend over $1 trillion each year on servicing assets they already own, yet many organizations don’t have a program to effectively manage that opportunity. Customers are also making increasingly sophisticated risk-value tradeoff calculations for each part they purchase. Suppliers therefore face both the challenge and opportunity to implement a new pricing strategy that manages the revenue stream across all part types. This requires identifying “high value” vs. “high competed” parts, and understanding the interaction between pricing and Total Cost of Ownership over time.


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E ffective strategies to manage equipment, parts and services pricing for maximum business wide benefit C ritical policies to manage balance competing priorities of sales and margin F oundational capabilities required to ensure your organization consistently makes smart pricing decisions

Minimizing Project Blindspots CHRISTINE CARRAGEE

SCOTT DAVIS Principal, Strategic Marketing Decisions and Adjunct Professor, Simon Business School, University of Rochester When customers evaluate the price of a product or service they often consider how it compares to their price expectations. When this happens, they will resist significant price increases even if the offering still offers a good value at the higher price. Similarly, customers will initially respond favorably to a price decrease or temporary discount but they will come to expect lower prices, which can hurt long run profitability. This presentation explores methods for designing a profitable plan for discounting and changing prices.

Lead Pricing Consultant, Big Data Pricing We all want to avoid project delays, budget over-runs and half-baked software releases, but cognitive bias properties such as The Dunning-Kruger effect can make this very difficult. This session highlights areas to research before kicking off a pricing software project, including contrasting software implementation methodologies, evaluating the strengths and weaknesses of your team and anticipating and responding to change.


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F actors that influence customers’ price expectations

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T o recognize examples of the Dunning-Kruger effect in a business context W hat questions to ask to avoid typical software implementation project pitfalls B est Practices in valuefocused requirements gathering.

H ow to get customers to accept a price increase with minimal resistance H ow to measure the impact of price discounts on sales and long-run profitability H ow to increase profit through the effective management of price changes

H ow to measure the success of your implementation


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CONFERENCE INFORMATION

27TH ANNUAL FALL PRICING WORKSHOPS & CONFER

OPTIONS AND PRICES

NON-MEMBER RATE

MEMBER RATE

1 Fall 2016 CONFERENCE ONLY (October 27-28) ...................................................... $2,095 ........................ $1,795 2 3 4 5 6 7

Fall 2016 CONFERENCE + 1-DAY WORKSHOP ......................................................... Fall 2016 CONFERENCE + TWO 1-DAY WORKSHOPS ......................................... Fall 2016 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE .......... Fall 2016 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE ............. Fall 2016 TWO 1-DAY WORKSHOPS Only ................................................................... Fall 2016 1-DAY WORKSHOP Only ...................................................................................

$3,095 ........................ $3,895 ......................... $6,295 ......................... $5,395 ......................... $2,495 ......................... $1,895 ..........................

$2,795 $3,595 $5,995 $5,095 $2,195 $1,595

REMEMBER: The 4th Attendee is FREE! When 3 people from the same firm register at the same time, the 4th registrant can attend FREE of charge. Option 1 - Includes the PPS Conference on October 27th & 28th. All Non-PPS Members receive a complementary 6 month membership when a purchase is made at the non-member rate. Option 2 - Includes one of the FullDay CPP Workshops on October 25th or 26th and the PPS Conference on October 27th - 28th. Several combinations are provided for more flexibility and maximum benefit to you. Option 3 - Includes two 1-Day Workshops on October 25th & 26th in addition to the conference on October 27th & 28th.

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Options 4 & 5 - 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 Full-Day Workshop(s), 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 POLICIES You may make payment by wire transfer or electronic bank draft or credit card, or online at www. pricingsociety.com/LasVegas2016. You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by September 30, 2016 and receive a refund, minus a 20% administration fee.

CODE OF CONDUCT

DRESS CODE

The PPS 27th Annual Fall Pricing Conference and Workshops 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.

Attire is business casual. For your own comfort in meeting rooms, we recommend that you dress in layers.


RENCE | OCTOBER 25-28, 2016 | LAS VEGAS

#PPSLV16

PPS BOARD OF ADVISORS

INCLUDED WITH YOUR REGISTRATION • Only Workshop Attendees who complete and pass the Post-Workshop Quiz will receive credits towards their CPP designation and will also receive 1 Online Pricing Course at no additional charge! • All Conference attendees will receive all of the conference presentations. • Breakfast, refreshments and lunch are served during Workshops & Conference days. • All Conference attendees are invited to the Conference Reception on Thursday afternoon, October 27, 2016.

th Attendee Free – When 3 people •4 register from the same firm at the same time, a 4th person may register for the Conference free of charge. PS Member Discount – For active •P 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. Individual Annual Membership in PPS is $400. The Corporate 5 Member plan is $1,000; Corporate 10 Member plan is $1,500; Corporate 20 plan is $2,500.

MR. ERIC MITCHELL Founder & Chairman of the Board The Professional Pricing Society MR. XAN CHAMBERLAIN Global Pricing Manager Hitachi Data Systems MR. MARTIN COALSON President, ShipCarsNow, A Union Pacific Company MS. LYDIA DILIELLO Founder & Principal Capital Pricing Consultants LLC MS. KELLIE ECKER, CPP President Ecker Investments MR. DOUG FUEHNE Vice President of Customer Value PROS MR. JIM GEISMAN, CPP President Software Pricing Partners, Inc. DR. SCOT HORNICK Executive VP Revenue Management The Hertz Corporation

HOUSING INFORMATION The wonderful Encore at Wynn Las Vegas is the host for PPS 27th Annual Fall Pricing Conference and Workshops. Reservations should be made using the link provided on the PPS website: https://aws. passkey.com/g/54821298 or by email at [email protected]. The hotel will only hold the PPS block of rooms until September 30, 2016. That is about 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. Encore at Wynn Las Vegas 3131 Las Vegas Blvd. South Las Vegas, NV 89109, US

+1.866.770.7555 or +1.702.770.2222

DR. RICHARD LANCIONI, CPP Professor of Marketing Temple University, Fox School of Business DR. STEPHAN LIOZU, CPP Founder Value Innoruption Advisors MS. LAURA PRESLAN General Manager Dynamics Program Office, Microsoft Corporation MR. CHRIS PROVINES CEO, Healthcare Value Institute and ValueVantage Partners; Adjunct Professor, Rutgers University Graduate School of Business MS. STACEY SCHAEFFER Director, Price & Offering Management, SAS Institute, Inc. MR. MICHAEL SIMONETTO Principal, Pricing & Profitability Management, Deloitte Consulting LLP


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CONFERENCE SPONSORS

GLOBAL PREMIERE SPONSOR and CONFERENCE RECEPTION SPONSOR PROS Holdings, Inc. (NYSE: PRO) is a big data software company that helps customers outperform in their markets by using big data to sell more effectively. We apply years of data science experience to unlock buying patterns and preferences within transaction data to reveal which opportunities are most likely to close, which offers are most likely to sell and which prices are most likely to win. PROS offers big data solutions to optimize sales, pricing, quoting, rebates and revenue management across more than 40 industries. PROS has completed over 800 implementations of its solutions in more than 55 countries. The PROS team comprises approximately 1,000 professionals around the world.

The economists, statisticians, programmers, and strategy experts at Advanced Analytical Consulting Group have helped clients spanning various industries to enhance their pricing and profitability management capabilities, 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 United States and internationally.

Our business transforms business. Thirty years ago, they pioneered sales force automation with the release of Configure-Price-Quote® – forever changing the way Fortune 100 and Global 2000 companies sell complex products and services. Now, their Predictive Applications allow you to realize your full commercial potential, making your Big Data actionable so you can achieve optimal outcomes across each of your sales and service channels.

KPMG delivers a globally consistent set of multidisciplinary services based on deep industry knowledge. Our industry focus helps KPMG professionals develop a rich understanding of clients’ businesses and the insight, skills, and resources required to address industry-specific issues and opportunities. KPMG global member firm combined revenues totaled $24.8 billion for the fiscal year ending September 30, 2014, a 6 percent increase in U.S. Dollars, or 6.3 percent in local currency terms.

Unique among our competitors, Monitor Deloitte combines a rich heritage of leadingedge strategic thinking and innovation with deep expertise in operations and implementation to amplify our impact. Joining strengths, we can better help you address your most complex business challenges, create new and lasting value, and achieve transformational growth, enabling you to lead and shape the future of the world.

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.

WORKSHOP BREAKFAST SPONSOR Atenga uses the tools of price optimization to drive improved profitability. We perform 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. Our detailed, actionable, practical recommendations allow clients to sell more, often at higher prices.

Holden Advisors is the leading consultancy and training firm in pricing and value-based selling. We help clients drive breakthrough business results by developing customer value insights that are used in the entire pricing process, from price setting to price negotiations. Our team delivers value-based global pricing strategy, analysis, processes, and backbone-building price negotiation tactics that drive real impact straight to the frontline of the customer buying experience.

Ernst and Young is a global leader in assurance, tax, transaction and advisory services. The insights and quality services we deliver help build trust and confidence in the capital markets and in economies the world over. We develop outstanding leaders who team to deliver on our promises to all of our stakeholders. In so doing, we play a critical role in building a better working world for our people, for our clients and for our communities.

The Kini Group provides easy access to advanced business analytics through its flagship solution, KiniMetrix. Applying the cloud-based SaaS, companies of all shapes and sizes leverage their sales transaction data to find insights for margin improvement quickly and intuitively. Our customers identify critical issues and opportunities related to sales performance, price/ volume/mix, customer churn, price realization, and any other metric area they deem important to their business objectives.

Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems. With more than 420,000 customers—including 100 of the Fortune 100—in more than 145 countries, Oracle provides a complete technology stack both in the cloud and in the data center. Oracle’s industry-leading cloud-based and on-premises solutions give customers complete deployment flexibility and unmatched benefits...

BI MAKES DATA VISUAL. KINIMETRIX MAKES DATA PROFITABLE.

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Price f(x) is an innovative software company created by experienced professionals. Our company is based on a firm belief that the majority of the business software applications in the marketplace are too complex, have too many features and buttons, too difficult to learn and take too long to implement. Our products are built to accomplish the same or more than those of our competition, but with much less complexity. They are based on an ultra modern and flexible technology, are intuitive, work smarter, feel better, and allow you to do things your way.

PriceSenz provides end-to-end Pricing Solutions for large and medium B2B Enterprises covering the entire lifecycle of Enterprise Pricing Transformation. PriceSenz’s offerings encompass Pricing Strategy, Enterprise Business Integration, Solution Delivery and Pricing Change Management.

Simon-Kucher & Partners Strategy & Marketing Consultants has the world’s largest and most experienced consulting practice dedicated to pricing and smart profit growth. We have over 690 employees on 4 continents. We have resolved complex pricing issues for more than 80 of the global Fortune 500 firms, and in the last three years we have conducted over 2,600 pricing projects.

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 solutions transform pricing operations into a strategic advantage for some of the world’s largest manufacturers, distributors and service providers. Vistaar’s operations include six offices across North America, Europe and Asia.

Pricing Solutions Ltd. specializes in 5 core services: pricing strategy, pricing management, pricing and value research, pricing training and pricing systems. The result: typical payback on an engagement is 10:1. 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.

Software Pricing Partners specializes in the pricing of software products. Every software company knows that pricing is the key to profitability, but they are of unsure how to license, package and price their solutions methodically. 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.

Vistex solutions equip clients’ Sales and Marketing divisions with accurate knowledge of product pricing, return on investment, and revenue goals as they develop Go- To-Market strategies. Vistex solutions give organizations a complete view of their current products and revenue programs, and displays the information in a way that enables organizations to make better decisions about where and how to Go-To-Market successfully.

Whether you want to develop value-based pricing, establish pricing controls, or embed a “best in class” pricing strategy, we can help you realize your full value potential. PwC’s proprietary software tool ‘Equazion’ analyses profitability, diagnosing areas for improvement; our specialist techniques provide insight into pricing structure and dynamics; and our operational insights identify roadblocks in translating pricing strategy into practice.

Strategic Analysis Inc., 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, and helps clients to better understand key opportunities and threats within their markets.

Wiglaf Pricing is the premiere project-based pricing strategy consultancy guiding leading global firms from a wide variety of industries to profitability and pricing stability. With productized, customizable services in price setting, discount management, organizational development/design, and training, Wiglaf Pricing was founded on the premise that not all needs are identical, and that true pricing excellence requires thought and strategy leadership.

Quantiz is a pricing management-consulting firm that uses Six Sigma and Process Excellence to enhance its analytical skills in order to develop differentiated services and solutions to improve our customers’ sustainable growth and profitability. Based in Sao Paulo, Brazil, the company was founded and is managed by Frederico Zornig, who also leads the Latin America chapter of Professional Pricing Society.

Syncron Global Price Management software addresses the pricing challenges facing today’s global B2B companies. Syncron’s solutions help businesses gather and analyze price information. Using advanced analytics and a simple, flexible interface, customers can simulate, distribute and synchronize new prices across a global organization. By leveraging this unique cloud software, customers achieve substantial and immediate improvements to profitability and competitive position.

Zilliant provides companies with datadriven guidance, enabling better pricing and sales decisions across the business. Zilliant applications are built on our optimization platform, leveraging company 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.

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 price elasticity. Our advanced pricing courses cover B2B pricing, pricing under capacity constraints, competitive strategic pricing, auctions and behavioral pricing.

Vendavo is a leading provider of price management and optimization software for B2B companies worldwide. Vendavo Enterprise Pricing Suite solves pricing problems by providing true enterprise-wide control of the entire pricing process. It combines pricing science, best practices, and enterprise-class software to drive small improvements in average prices at every stage of the pricing process, delivering 10%-30% profit increases. OCTOBER 25-28, 2016 | LAS VEGAS | #PPSLV16

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PRSRT STD AUTO U.S. POSTAGE PAID ATLANTA, GA PERMIT #2003

3535 Roswell Road, Suite 59 Marietta, Georgia 30062 USA

ALSO PLEASE ROUTE:

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

• VP/Director Marketing • VP/Director/Manager of Pricing • Product/Market Manager • President/General Manager

NON-MEMBER RATE

OPTIONS

PPS 27TH ANNUAL

FALL PRICING WORKSHOPS & CONFERENCE

OCTOBER 25-28 | LAS VEGAS ENCORE WYNN HOTEL

1 2 3 4 5 6 7

Fall 2016 CONFERENCE ONLY (October 27-28) ...................................................... Fall 2016 CONFERENCE + 1-DAY WORKSHOP ......................................................... Fall 2016 CONFERENCE + TWO 1-DAY WORKSHOPS ......................................... Fall 2016 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE .......... Fall 2016 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE ............. Fall 2016 TWO 1-DAY WORKSHOPS Only ................................................................... Fall 2016 1-DAY WORKSHOP Only ...................................................................................

MEMBER RATE

$2,095 .................. $1,795 $3,095 .................. $2,795 $3,895 ................... $3,595 $6,295 ................... $5,995 $5,395 ................... $5,095 $2,495 ................... $2,195 $1,895 .................... $1,595

REMEMBER: The 4th Attendee is FREE! When 3 people from the same firm register at the same time, the 4th registrant can attend FREE of charge.

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