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radisson blu
waterfront hotel
stockholm | sweden
In partnership with
Sponsored by
EPP®
profit
leaderssummitdecember 14 - 1...
“There is no other organisation in Europe so dedicated
to help develop and share pricing and profit
optimisation skills of...
3 | European Pricing Platform #EPPPLS| European Pricing Platform4 #EPPPLS
The European Pricing Platform
(EPP) is the numbe...
7 | European Pricing Platform #EPPPLS| European Pricing Platform6 #EPPPLS
„Other than the typical
conference where you sit...
9 | European Pricing Platform #EPPPLS| European Pricing Platform8 #EPPPLS
Welcome
Bootcamp 1
Price modeling
Through big da...
| European Pricing Platform10 #EPPPLS
EPP®
profit
leaderssummit
leading thinking sharing
2016
Bootcamps
13 | European Pricing Platform #EPPPLS| European Pricing Platform12 #EPPPLS
from big data. One example we
will demonstrate...
15 | European Pricing Platform #EPPPLS| European Pricing Platform14 #EPPPLS
Products become a service and it
is about comp...
17 | European Pricing Platform #EPPPLS| European Pricing Platform16 #EPPPLS
the impact of new prices. This will
lead to in...
| European Pricing Platform18 #EPPPLS
keynote
sessions
EPP®
profit
leaderssummit
leading thinking sharing
2016
21 | European Pricing Platform #EPPPLS| European Pricing Platform20 #EPPPLS
identifies perceived value and
yields precise ...
& controlling focus, and simply
execution leaks.
In addition, pricing cannot be seen
as a stand-alone topic, but must
be i...
25 | European Pricing Platform #EPPPLS| European Pricing Platform24 #EPPPLS
clients pricing challenges and
has worked with...
27 | European Pricing Platform #EPPPLS| European Pricing Platform26 #EPPPLS
ment Consulting GmbH (former:
J&M) the German ...
29 | European Pricing Platform #EPPPLS| European Pricing Platform28 #EPPPLS
vide extensive insights to addres-
sing pricin...
31 | European Pricing Platform #EPPPLS| European Pricing Platform30 #EPPPLS
geographies. His main strengths
include: Stron...
33 | European Pricing Platform #EPPPLS| European Pricing Platform32 #EPPPLS
The hotel is located beside the
Waterfront Con...
| European Pricing Platform34 #EPPPLS
PA Consulting is an independent firm of over 2,800 people,
we operate globally from ...
| European Pricing Platform37 #EPPPLS
Note: This code of conduct remains, as far as relevant, applicable
outside the scope...
20 | European Pricing Platform #EPPPLS
In partnership with
Sponsored by
EPP®
profit
leaderssummit
leading thinking sharing...
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EPP Profit Leaders Summit 2016

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This Summit in Stockholm will be a unique and high level event with great business opportunities for every pricing and monetization professional dealing with pricing strategies. The EPP Profit Leaders Summit will highlight the NEWEST and MOST INNOVATIVE thought leadership insights. An intimate space for sharing, reflecting on and experimenting with what works.

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EPP Profit Leaders Summit 2016

  1. 1. radisson blu waterfront hotel stockholm | sweden In partnership with Sponsored by EPP® profit leaderssummitdecember 14 - 15, 2016 | stockholm leading thinking sharing ®
  2. 2. “There is no other organisation in Europe so dedicated to help develop and share pricing and profit optimisation skills of tomorrow’s business leaders” www.pricingplatform.eu www.pricingevents.eu Hello  all, I  would  like  to introduce  you  to our newest initiative: the  Profit Leaders  Summit. Some background information on this occasion: Reflections and feedback from pricing partners and participants brought EPP to take action and or- ganizing this new, unique initiative: It is not about best practices, it is about new concepts, new insights, thought leadership, all about deve- lopments which are now playing in certain industries, and are expected to be appearing in other sectors, hence this involves all industries. Consequently, our thought leader- ship and debate needs to cross over all industries. Therefore, innovative new insights; new concepts, refreshing views, new research findings and new moneti- zation plans are key for the future of pricing practice. Taken remarks and feedback with us, EPP worked out and defined a different framework: Expert partners will define the topics of the agenda and steer the body of knowledge in pricing and business monetization. On day one, experts are invited to lead a boot camp, an intensive pro- gram, demonstrating their unique expertise in an innovating, thought provoking topic. An excellent opportunity for all parties to go into discussion and to interact. On day 2 high level speakers will be leading a key note, enforcing and representing high level thoughts, & share the newest thinking in pricing. A need that came out of a query amongst partners was to get the chance to spend more time with the participants, and resulted in a speed coaching 1- to -1 session. Participants get the chance to share knowledge; content & reputation, and the opportunity to connect with top leaders and pricing influencers. This event will put our audience fast forward in touch with the most relevant peers and newest thinking in pricing and profit management from all industries, as this know- ledge involves all business sectors. At the Profit Leaders Summit I will be your host, I look forward to welcoming you, and your pricing team members, Els Landuyt Summit Manager Profit Leaders Summit Els Landuyt Summit Manager Profit Leaders Summit „epp  profit leaders  summit 2016ƒ Editor’s note 3 | European Pricing Platform #EPPPLS
  3. 3. 3 | European Pricing Platform #EPPPLS| European Pricing Platform4 #EPPPLS The European Pricing Platform (EPP) is the number one know- ledge sharing platform for the European pricing and pricing optimisation professionals. The EPP is a not-for-profit platform, dedicated to the professional deve- lopment of companies and individuals involved in pricing and profit. We strongly believe that „ Pricing and profit optimisation will be one of the most important value drivers for organisations in Europe for the next decades „ The need for pricing experts, tools and capabilities will increase for the next years „ The pricing decision makers in these companies are in search of best-practice, knowledge-sharing, pricing know-how and know-who. We are devoted „ To be the number one on- and off-line pricing knowledge sharing platform for pricing and profit optimisation management in Europe „ To support the pricing and profit optimisation decision makers by sharing knowledge and tools in the complex environment of strategic pricing „ To be the platform where pricing experts can extend their professional network „ To put pricing and profit optimisation on the CxO agenda in 2016 and beyond. Check out our portal site www.pricingplatform.eu and our event site www.pricingevents.eu about the european pricing platform „our mission in the european pricing platformƒ Editor’s note 5 | European Pricing Platform Pol Vanaerde President of the European Pricing Platform As pricing strategies continue to attract attention as main profit driver, to role of pricing teams, their skills and reach within the organi- sation is seeing renewed focus. This summit will be a unique opportunity to find and discuss best practices and how these might apply to your current or future pricing organizational challenges. So I would personally like to wel- come you all to this first edition of the EPP Profit Leaders Summit. As the leading knowledge sharing platform it is our role to support you with a full program, offering state-of-the-art pricing know-how, know-what and know-who. No other organisation is so dedi- cated to build, share and refine the skills of today’s and tomorrow’s pricing leaders. When you return to your office, do not forget to visit the EPP portal site (www.pricing- platform.eu), discover what else the European Pricing Platform has to offer you: trainings, a certification program, industry-focused events, a membership with access to hundreds of papers, white papers, articles, books,… On behalf of the team, I wish you all a refreshing and above all innovative event! We are sure you will return back to your office with a treasure of priceless ideas and insights. Pol Vanaerde President of the European Pricing Platform „a warm welcome to you allƒ #EPPPLS
  4. 4. 7 | European Pricing Platform #EPPPLS| European Pricing Platform6 #EPPPLS „Other than the typical conference where you sit down and listen, we have created a format where you play the most important role. We have brought together the important consultancy companies and their most renowned experts to share their views with you.ƒ the format What to expect from a bootcamp? „ Intensive „ Coached by a professional expert „ What – a concept „ How – to implement „ Exercise – into practice „ 90 minutes What to expect from the keynote? „ Expert vision „ Duration - 35 minutes „ Q&A - 10 minutes „ Plenary set-up „ Brace yourself for a thought-provoking presentation pushing the envelope of pricing with Dr. Kai-Markus Mueller „ Learn how to transform your pricing organization to become the trusted advisor to the business and sales management teams. Szczesniak Maciek from HP will tell you how. „ A closing session brought to you by Dr. Nikolas Beutin, partner at Price Waterhouse Coopers in Germany. He has done consulting in over 30 countries, for multinationals and numerous family-owned businesses. He will give you the answer to the question: ‘Is pricing the new CFO topic?” You can expect the following: 6 bootcamps 3 keynote sessions 1 speedcoach session a networking evening dinner „Let’s take some time to get to know each other, to discuss each other’s challenges over a good glass of wine and a delightful dinner.ƒ ® Offered by our sponsor
  5. 5. 9 | European Pricing Platform #EPPPLS| European Pricing Platform8 #EPPPLS Welcome Bootcamp 1 Price modeling Through big data Analytics Ian Wachters The Boston Consulting Group Healthy power break Bootcamp 3 Pricing Services Toke Høgild PA Consulting Group Network dinner hosted by PROS „DAY ONE December  14 2016ƒ 13:30 – 14:00 14:00 – 15:30 15:30 15:50 – 17:30 18:30 Bootcamp 2 Behavioral pricing to boost profits - how to apply it in practice? Tommy Arvinell Simon-Kucher & Partners Bootcamp 4 Public Pricing Management Marc Abels Monitor Deloitte Welcome Science Track Neuroscience – The Future of Pricing? Dr. Kai-Markus Mueller The Neuromarketing Labs Practice Track Improve analytics to improve revenue Maciek Szczesniak Hewlett Packard Enterprise Healthy power break Decoding the future for Profit Leaders: is pricing the new CFO topic? Nicolas Beutin Price Waterhouse Coopers Goodbye drink and a light lunch to go 08:30 - 09:00 09:00 - 09:45 09:45 - 10:30 10:30 - 10:50 10:50 - 12:30 12:30 - 13:30 13:30 „DAY TWO December  15 2016ƒ Bootcamp 6 Smarter pricing, the essential skill for successful e-commerce Andreas Westling Navetti Bootcamp 5 Pricing for Profit - Using Parts Pricing methods for Aftermarket Success Johan Östlin Syncron programme overview
  6. 6. | European Pricing Platform10 #EPPPLS EPP® profit leaderssummit leading thinking sharing 2016 Bootcamps
  7. 7. 13 | European Pricing Platform #EPPPLS| European Pricing Platform12 #EPPPLS from big data. One example we will demonstrate is the BCG Market Predictor, a proprietary approach and tool that models market shares at given price points based on big data behavioral analysis, conjoint results and pathways – a unique combination of analytical techniques all embedded in one easy to use tool – currently being applied in retail banking, insuran- ce, telecom, energy and packaged consumer goods. Transactional data, win-loss data, conversion data, market data and data from market research offer an increasing opportunity to develop new and better pricing models. However, few people truly un- derstand the advanced analytics required to turn this data into accu- rate pricing decisions. In this pre- sentation we will show a number of practical tools and approaches that enable organizations – both central pricing teams as well as front-line staff – to benefit from the insights Bootcamp 1 „Price modeling Through big data Analyticsƒ From Ian Wachters, Partner and Managing Director – The Boston Consulting Group bootcamps on december 14 From 14:00 - 15:30 These principles have implications for how to optimally prices as well as how to construct offerings and sell. How to go from theory to practice is however not obvious as many of the principles work in some contexts but others, and it is not risk-free as incorrect appli- cation of the principles can cause harsh reactions from customers. The workshop will explain the most useful principles of behavioral pricing. But more importantly we will illustrate with examples from different B2C and B2B industries how the principles can be applied in successful ways, as well as not so successful ways. Participants get to apply a framework for identifying potential profit improvements by applying behavioral pricing, as well as guidance on how to verify and realize that potential. Behavioral pricing, or psychology of pricing, builds on the imperfec- tions and simplifications in the way the human mind takes decisions. It is closely related to the area of managerial decision making taught at business schools. Firstly people use heuristics, mental strategies that simplify and reorganize information to promote problem solving. Secondly, there are psychological mechanisms that push the decision maker towards making predictably irrational choices. This means that people act irrationally, in predictable ways, and that this can be exploited to guide customers towards the most profitable alternative. Behavioral pricing theory can be broken down into a number of simple principles, often illustrated by the scientific experiments that proved them. Bootcamp 2 „Behavioral pricing to boost profits - how to apply it in practiceƒ From Tommy Arvinell, Director Simon-Kucher & Partners
  8. 8. 15 | European Pricing Platform #EPPPLS| European Pricing Platform14 #EPPPLS Products become a service and it is about competing through value propositions that integrate services with product offerings. Companies investing in developing services have to consider a number of stages in order end up with a servitization strategy. Equipped with a robust framework, ambitious companies can set more ambitious goals for growing their service revenues. Pricing needs to be an integrated part of the framework. The workshop will explain the most useful tips and considerations in pricing services. Discussion and interactions on re- quirements, best practice and other elements. Products as a service pricing. How to take on pricing when investing in developing services? Many companies are rapidly converting from products offering to service offering (servitization). This creates challenges for pricing departments. We will walk through insights and best practice to cope with the challenges. Servitization, or adding services to a manufactured product, has become a strategy for increasing profit margins, getting closer to the customer and prolon- ging product lives. This is especially applicable to com- panies in their efforts to compete with companies from low cost and emerging economies. Practice shows that servitization develops gradually on the basis of a company’s core-product offering. Bootcamp 3 „pricing servicesƒ From Toke Høgild, Responsible Pricing Services – PA Consulting Group bootcamps on december 14 From 15:50 - 17:30 customers about prices; good ones describe the most valued products and services attributes. An optimal price list can boost profits by up to 5 percentage points. Yet ironi- cally managers have never had as many doubts regarding the setting of their next public list price. The additional profit potential from the exercise will continue to be availa- ble for capture if one resolves some new ambiguities. How to combine the increased price transparency of the digital channel and the public price guidance for the traditional “brick and mortar” activities? How to handle some visible price gaps in the markets generated by new players like parallel traders or Inter- net Discounters? How to charge for services that used to be implicitly included in the brand premium? Let’s talk…pitfalls, tips and tricks and how Analytics can help in ma- naging the increased price trans- parency and preparing your next Public Price List. Effectively balancing price and profit is one of the most enduring challenges in business. Monitor Deloitte’s Pricing and Profitabi- lity Management practice helps organizations address the spectrum of commercial pricing strategies, processes, and capabilities to align them with business, marke- ting, customer segmentation, and channel strategies. Starting with the drivers of customer value and layering on transaction-level analy- sis and insight, we help companies break down their business so they can see its many parts, identify the economic value of each product and customer, and devise ways to communicate and deliver that value to customers at prices that meet both customer expectations and profit objectives. Public List price optimization for sustainable additional profits Public Price lists are the bedrock of price setting. They inform the Bootcamp 4 „public pricing managementƒ From Marc Abels, Partner - Monitor Deloitte
  9. 9. 17 | European Pricing Platform #EPPPLS| European Pricing Platform16 #EPPPLS the impact of new prices. This will lead to increased quality of parts prices, aligned to the market value and customer value. Giving you a better understanding on our view of innovative pricing processes, we will give you an insight into the pricing processes of companies that managed to become best in class in aftermarket pricing. We will introduce their current and future strategies to give you inspiration and food for thought. We will also leave room to share your thoughts and ideas. Gain an insight in various pricing methods and strategies and understand how they can sup- port an organization in increasing aftermarket profits. Learn how these methods can change your aftermarket results significantly. You will get an insight into our view of the future of spare parts pricing, newest technologies and data driven pricing decisions e.g. through price simulations which shows how a market and custo- mers would react on price chan- ges. Helping to increase control of Bootcamp 5 „Pricing for Profit –  Using Parts pricing  - methods for Aftermarket SuccessƒFrom Johan Östlin, Head of Global Pricing Presales - Syncron International AB bootcamps on december 15 From 10:50 - 12:30 LEARN: „ Pricing and price optimization tactics across multiple markets, assortments and brands „ How to manage and win the pricing battle when markets and competitive challenges change rapidly „ Speed vs perfection – why a repeated sprint approach is better for price optimization than complete knowledge Aftermarket is often seen as profitable and partly protected part of your business. However, the barriers to en ter your market have never been lower and new e-commerce sites are launched on a regular basis. They can and will quickly change your business landscape. With smart pricing and price optimization tools you too can play their game – and win. Bootcamp 6 „Smarter pricing,  the essential skill for successful e-commerceƒ From Andreas Westling CEO Navetti
  10. 10. | European Pricing Platform18 #EPPPLS keynote sessions EPP® profit leaderssummit leading thinking sharing 2016
  11. 11. 21 | European Pricing Platform #EPPPLS| European Pricing Platform20 #EPPPLS identifies perceived value and yields precise models of population demand and revenue indices. The various real-world business cases presented in which NeuroPricing® has helped raising margins range from pharma via IT through financial services to buyer-seller interactions. In addition, the audience will learn how and when clients have used pricing based on reaction times as another method based on uncons- cious processes to raise profits. Brace yourself for a thought-pro- voking presentation pushing the envelope of pricing. Combining pricing with behavioral economics is a hot topic. That is because our decisions are uncons- cious to a large degree. Given that all conscious and unconscious buying decisions are determined by processes in a single organ - namely the brain - is comes as no surprise that bringing neuroscience into pricing is the next logical step. This is particularly interesting given the fact that neuroscience has demonstrated to predict popula- tion behavior above and beyond questionnaires in a variety of cases. For instance, the patent-pending methodology NeuroPricing® keynote session 1 Science Track „Understanding the unconscious – the future of pricing!?ƒ From Dr. Kai-Markus Mueller, Founding Partner - The Neuro- marketing Labs keynote sessions on december 15 From 09:00 - 09:45 Our current focus is on how we can further utilize data and pricing ana- lytics to provide Business Leaders more insight into what they are selling, to help them to positively impact margin performance, and to provide Sales with more information about how to retire quota faster. We are focused on three big initiati- ves: implementing a sales incentive to reward positive pricing behaviors, empowering and supporting the sales teams to make better pricing decisions, and increasing the usage of pricing analytics to capture more sales opportunities. How to motivate Sales to constantly improve pricing performance? What is the value add the Pricing Team can bring to the Business Leaders? Learn how to transform your Pricing organization to become the Trusted Advisor to the Business and Sales Management Teams. In 2013 Hewlett Packard faced signi- ficant issues with lost sales, eroding margin, and high cost of execution. We made an unprecedented invest- ment in Big Data Pricing Analytics and Pricing Process simplification. Since then we have improved our profitability and cut pricing res- ponse time to our partners and customers by over 25%. keynote session 2 Practice Track „Improve analytics to improve revenueƒ From Maciek Szcześniak, Pricing Director - Hewlett- Packard Enterprise keynote sessions on december 15 From 09:45 - 10:30
  12. 12. & controlling focus, and simply execution leaks. In addition, pricing cannot be seen as a stand-alone topic, but must be integratively seen with transfer pricing and supply chain. The keynote will elaborate on typical industry shortcomings and challenges of most companies today. Last an outlook on the further development will be given. After having traditionally been a sales task, pricing has more than two decades increasingly become a strategic topic of marketing. However, today, we see a strong shift of major pricing tasks into the area of the CFO’s. The main drivers for The main drivers for this development are further globalization, digitalization, process automization, merger of software vendors, increasing IT „decoding the future for profit leaders: is Pricing the new CFO topic?ƒ From Nicolas Beutin, Partner and Customer Practice Leader – Price Waterhouse Coopers Germany keynote session 3 Closing keynote session keynote sessions on december 15 From 12:30 - 13:15 EPP® profit leaderssummit leading thinking sharing 2016 our speakers | European Pricing Platform22 #EPPPLS
  13. 13. 25 | European Pricing Platform #EPPPLS| European Pricing Platform24 #EPPPLS clients pricing challenges and has worked with the develop- ment and implementation of new pricing strategies across numerous sectors . Most recently he has helped one of the world’s leading automotive manufacturers with their Global Service & Parts Pricing strategy. Nicolai Broby Eckert is a partner with PA Consulting Group. He has a globally responsibility for PA’s offerings within Pricing, Sales, and Marketing, and heads up the Nor- dic Consumer and Manufacturing sector team. In his 16 year consulting career he has worked in-depth with solving „Nicolai Broby Eckertƒ our moderator Belgium. He is the ‘pricing’ expert within Deloitte Europe and is a regular speaker on various pricing conferences (e.g. Professional Pricing Society and European Pricing Platform). Marc Abels is a Deloitte Consul- ting Partner, with 14 years of expe- rience in sales & marketing and a deep expertise in pricing. Marc leads the Monitor depart- ment (80 consultants) for Deloitte „marc abelsƒ Pricing for a European paper and packaging corporation. Pricing and commercial model for a Nor- dic media company. He is a frequently engaged speaker and trainer. Trainings include for example the pricing strategy course for executives at the Aalto Executive Educati- on, Finland’s top and one of the top four business schools in the Nordics. Tommy holds an MBA from INSEAD in Paris/Singapore/ Abu Dhabi and an M.Sc. from the University of Linköping. Tommy is Director based in the Stockholm office of Kucher & Partners, Strategy & Marketing Consultants. He has 15+ years as a management consultant in pricing, sales excellence and growth stra- tegy. Tommy has worked across a multitude of industries including manufacturing, high-tech, paper and packaging, media, travel and transportation, oil and gas, and gambling. A few examples of recent projects include: Growth strategy, pricing and commercial excellence for a Nordic oil and gas equipment manufacturer and service provider. „tommy arvinellƒ our SPEAKERS
  14. 14. 27 | European Pricing Platform #EPPPLS| European Pricing Platform26 #EPPPLS ment Consulting GmbH (former: J&M) the German Hidden Champi- on consultancy for Value Chains as well as CEO/President/Owner of Homburg & Partner the German Hidden Champion consultancy for Sales & Marketing. He has done Consulting in 30+ countries for DJ, EuroSToxx DAX, and MDAX companies as well as for nume- rous family-owned businesses. Nikolas has tought and teaches Pricing, Sales & Marketing at many different leading universities and has 140+ national and international publications. Nikolas studied economics and law at the University of Bonn, completed his Ph.D. program at the University of Mannheim after studying at the WHU Koblenz and the Colorado State University. Ni- kolas is also alumni of the Harvard Business School. He speaks German and English fluently and has a command of French and Spanish. Nikolas leads the “Grow Revenue” proposition and the “Customer” team of PwC in Germany. Prior to this he was Executive Part- ner for “Management Consulting” at Ernst & Young J&M Manage- „Nikolas Beutinƒ our SPEAKERS pricing and revenue management. He has developed and implemen- ted new pricing strategies and concepts to both B2B and B2C in several countries. Toke’s pricing knowledge includes all aspects of pricing, from analysis to tactical and strategic implementation. identify the feel-good price and model demand. Kai serves clients from numerous industries such as automotive, pharma, financial services, strategy consulting or FMCG. Furthermore, The Neuro- marketing Labs is a founding part- ner and technology provider of the Deloitte Neuroscience Institute. Toke Høgild is part of PA Con- sulting Group’s Nordic strategy practice and responsible for PA’s pricing services. Toke has worked with a variety of pricing projects for Nordic clients as well as he has been working in the aviation indus- try in leading pricing roles . He has in-depth functional expertise in Kai is an entrepreneur, book au- thor and keynote speaker holding a PhD in neuroscience. The former Simon-Kucher consultant founded The Neuromarketing Labs in 2011 in order to provide industry clients with the latest methods and ad- vancements in neuroscience. Using his patent-pending methodology NeuroPricing®, it is possible to „Toke Høgildƒ „Dr. Kai-Markus Mülerƒ our SPEAKERS
  15. 15. 29 | European Pricing Platform #EPPPLS| European Pricing Platform28 #EPPPLS vide extensive insights to addres- sing pricing strategies, processes and profit capabilities. Leading manufacturers around the world are optimizing their service parts pricing to deliver dramatic improvements to their top and bottom lines. The com- panies following these pricing best practices are increasing service parts revenues and driving gross profits. Syncron offers best practice parts pricing solutions enabling its customers to be most profitable within their aftersales business. Headquartered in Stock- holm Syncron serves a diverse, global customer base including companies like Volvo Construction Equipment, Konecranes, Atlas Co- pco, JCB and Hitachi Construction Machinery with office locations throughout Europe, the U.S. and Asia. Johan is Syncron’s Head of Global Pricing Presales and holds a Ph.D. in Aftermarket Solutions from the Institute of Technology at Linköping University. Johan has developed his pricing expertise in aftermarket operations at multina- tional manufacturing companies managing the implementation of value-based pricing solutions and supporting organisations to gain best possible profits through optimized spare parts pricing processes . Johan is specialized in strategic and operational pricing, margin leakage management, governance, process optimization and change management. Over the years, he has designed and implemented a variety of pricing process systems. With 7+ years of experience from successful spare parts pricing projects at manufac- turing companies Johan can pro- „Johan Östlinƒ our SPEAKERS He has worked with many organi- zations, across industries. Furthermore Ian leads the Pricing topic in Financial Services in Europe and Latam. He has wor- ked with many banks and insurers to develop advanced pricing mo- dels, leveraging big data analysis, advanced research and modeling techniques Ian holds a MSc degree in applied physics from Delft University of Technology and has also worked for Shell in B2B marketing and sales. Ian Wachters is a Partner and Managing Director in the Amster- dam office of The Boston Consulting Group. He is a core member of the Marketing, Sales and Pricing leadership team in Europe He is leading the European Pricing Enablement Center. In that capacity he is responsible for the development of analytical tools, learning formats and pricing solu- tions to assist companies in building their own pricing capabilities. „Ian Wachtersƒ change management projects. He holds a Master of Science (M.Sc.) in Industrial Engineering and Management from the KTH Royal Institute of Technology and the Hong Kong University of Science and Technology. Andreas is leading Navetti with a focus on continuing to build and nurture long term customer relati- onships. Andreas is a proven leader in driving sales and business expan- sion. He has more than 10 years of experience in pricing related global „andreas westlingƒ our SPEAKERS
  16. 16. 31 | European Pricing Platform #EPPPLS| European Pricing Platform30 #EPPPLS geographies. His main strengths include: Strong self-motivation and ability to drive innovative ideas with passion, determination and hard work towards measurable goals. He is able to overcome any barriers and obstacles to getting things done Big team player - brings a breadth of knowledge and is willing to move forward team’s initiatives and ideas. Ability to continuously challenge the status quo with out-of-the-box initiatives, generating focused on customers, new and novel solutions, even at the risk of becoming unpopular. “Am I right and early, or am I just wrong? You always have to won- der.” ~ Peter Thiel. Maciek has 18 years of experience in various roles in the IT industry. His previous assignments include positions in Product Marketing, Sales and Marketing Manage- ment, Business Management and Finance. He has managed both SMB and Enterprise segments at various levels of company hierarchy (Country, Region, Glo- bal). Maciek has people management experience, managing direct and indirect teams located in different „Maciek Szczesniakƒ our SPEAKERS „And join the EPP Profit Leaders Summitƒ Our partners for the 2016 edition ® partner with us
  17. 17. 33 | European Pricing Platform #EPPPLS| European Pricing Platform32 #EPPPLS The hotel is located beside the Waterfront Congress Centre and the Stockholm Central Station, making it the perfect spot for busi- ness and leisure travelers. „ Accomodation Please check with Els (els.landuyt@pricingplatform.eu) should you need something at the summit. The leading accommodation choice in Sweden’s capital, the Radisson Blu Waterfront Hotel, Stockholm provides an ideal locati- on in the heart of the city. Many of the 414 sleek rooms and suites combine thoughtful ame- nities with scenic views of the bay area and city hall. RBG Bar & Grill offers convenient on-site dining with delicious inter- national cuisine. The exercise lounge at this Stock- holm hotel features not only state- of-the-art workout equipment but also invigorating natural daylight. Among its many guest services, the hotel offers garage parking (based on availability) and a busi- ness center. Adjacent to the Waterfront Con- gress Centre and Central Station, the Radisson Blu Waterfront Hotel, Stockholm makes an ideal stay for conference delegates and other event guests. „about the hotelƒ „ At the event The ticket includes all refreshments and evening activity for all partici- pants. Travel, accommo- dation, airport transfers and all other general experiences will be paid by the participants individually. Nils Ericsons Plan 4 - 111 64 Stockholm, Sweden - + 46 8 5050 6000 www.radissonblu.com/en/waterfronthotel-stockholm the venue The Boston Consulting Group is a global management consulting firm and the world’s leading advisor on business stra- tegy. Our global Marketing, Sales and Pricing Practice supports customers of all sectors and geographies improving profitability and commercial success. Simon-Kucher & Partners is a global consulting firm spe- cializing in strategy, marketing, pricing and sales. The company has 30 years of experience in helping clients to boost their top line instead of cutting costs. With 760 professionals in 29 offices worldwide, their practice is built on evidence-based, practical strategies for profit improvement. Monitor Deloitte helps the most influential organizations around the world generate measurable outcomes by making winning choices on their most significant strategic issues. We build long-term relationships with senior executives and work to- gether to create effective strategies that cover a broad spectrum of issues. From defining corporate and business unit strategy, to identifying new growth opportunities, to designing commercial pricing models, digital prototyping and innovation, and more, we use cutting-edge approaches embedded with deep industry knowledge and experience to develop and execute integrated, tailored strategies to meet the future with confidence. Syncron is the only provider that exclusively focuses on service parts management and pricing for the world’s leading manufac- turers. Syncron ensures inventory is in the right place at the right time, and sold at the optimal price. With offices in eight countries across Europe, North America and Asia, more than 100 brands trust Syncron to improve their service-business profitability and increase customer loyalty. For more information, visit syncron.com. „the strategic partners of the EPP Profit Leaders Summitƒ we proudly present...
  18. 18. | European Pricing Platform34 #EPPPLS PA Consulting is an independent firm of over 2,800 people, we operate globally from offices across the Americas, Europe, the Nordics, the Gulf and Asia Pacific. We are experts in consumer and manufacturing, defence and security, energy and utilities, financial services, government, healthcare, life sciences, and transport, travel and logistics. Our deep industry knowledge together with skills in manage- ment consulting, technology and innovation allows us to challen- ge conventional thinking and deliver exceptional results that have a lasting impact on businesses, governments and communities worldwide.Our clients choose us because we don’t just believe in making a difference. We believe in making the difference. Navetti specializes in operational pricing solutions. We genera- te sustainable additional profits for a rapidly growing number of blue-chip companies around the world by both optimizing prices and creating internal efficiencies. Our customers benefit from a unique combination of two strengths. The first is our software suite Navetti PricePoint™, the essential tool for day-to-day price optimization. And the second is the expertise of our consultants, who help customers achieve increased profits faster. Learn more about us at navetti.com. PROS Holdings, Inc. (NYSE: PRO) is a revenue and profit rea- lization company that helps B2B and B2C customers realize their potential through the blend of simplicity and data science. PROS offers cloud solutions to help accelerate sales, formulate winning pricing strategies and align product, demand and availability. PROS revenue and profit realization solutions are designed to allow customers to experience meaningful revenue growth, sus- tained profitability and modernized business processes. To learn more, visit pros.com. „the strategic partners of the EPP Profit Leaders Summitƒ we proudly present... ® 35 | European Pricing Platform #EPPPLS register and stay updated „choose your ticketƒ „registerƒ „ EPP Profit Leaders Summit € 1,499.00 „ EPP Profit Leaders Summit one+one free € 1,499.00 Invite your CMO/CFO to join the summit. He/she gets in for free. You will get 2 tickets for the price of one. „ EPP Profit Leaders Summit - Join with 2 € 1,349.00 Join with a colleague and get a discount of 10% on the 2 tickets and pay only €1799 per person. „ EPP Profit Leaders Summit - Join with 3 € 1,275.00 Join with 2 of your colleagues and get a discount of 15% on the 3 tickets and pay only €1699 per ticket. „ EPP Profit Leaders Summit - Join with 4 € 1,049.00 Join with 3 of your colleagues and get a discount of 30% on the 4 tickets and pay only €1399 per ticket. „ EPP Profit Leaders Summit - Join with 5 € 749.00 Join with 4 of your colleagues and get a discount of 50% on the 5 tickets and pay only €999 per ticket. Please find the terms and conditions here „ Get 10% discount when you register with one (1) of your colleagues „ Get 15% discount when you register with two (2) of your colleagues „ Get 30% discount when you register with three (3) of your colleagues „ Get 50% discount when you register with four (4) of your colleagues Do you want to join in a group? „ Go to www.pricingevents.eu/events/epp-profit-leaders-summit/#tickets „ Choose your ticket „ Fill out the online registration form „ Payment „ Registration completed
  19. 19. | European Pricing Platform37 #EPPPLS Note: This code of conduct remains, as far as relevant, applicable outside the scope of organised meetings, such as during interactive sessions and during informal discussions afterwards (for example during a drink at the bar at the end of the programme). No exchange of commercially sensitive information The exchange of general informa- tion on pricing and a description orgeneral discussion about the problems regarding pricing is in principle permitted. Exchange of about the use of calculation schemes When calculation schemes are formulated by participants or by the organisation explaining which items are relevant for calculating prices, only objective information which makes it easier to make a cost struc- Obligation to report infringements Every participant has the obligati- on to report any infringements of the competition law that he or she observes during EPP activities, to the EPP organisation. In order to maintain a state-of-the-art pricing information is mainly prohibited when it is company specific and can therefore be used (amongst other things) for controlling fulfil- ment of existing pricing, producti- on or market partition agreements, or other agreements which infringe effective competition. ture, can be provided. The calculation scheme or informa- tion drawn from the scheme cannot be directional for the pricing policy of participants. The scheme may not lead to elimination of the nor- mal uncertainty in the market about the (intended) market behaviour of market participants. knowledge sharing platform, it is important for all participants that we assure to prevent all prohibitied behaviour taking place within the context of the activities organised by the European Pricing Platform. It is therefore necessary to strictly follow this code of conduct. „2 „3 „4 36 | European Pricing Platform #EPPPLS During all activities organised by the European Pricing Platform (EPP), pricing professionals (par- ticipants) improve and exchange their pricing knowledge and gain inspiration. EPP provides objective and general information enabling participants to develop their own pricing strategies. Both EPP and participants win by ensuring a correct platform of discussion and learning. No anti-competitive arrangements During meetings it is prohibited to make any agreement that infringes, or possibly may infringe, effective competition laws. Infringements of competition law include: „ The direct or indirect fixing of (horizontal or vertical) prices or any other trading conditions; EPP wants to ensure that „ The presentations and information provided at the meetings are compatible with relevant competition law. „ Participants are committed to adhere to all applicable laws and regulations, in particular all competition laws. „ Limitation or control production, markets, technical development or investements; „ Sharing markets; „ Agreements regarding the co mon refusal to supply; „ All written or oral agreements and practices between under- takings which have as object or effect the prevention, restriction or distortion of competition law. code of conduct „why a code of conductƒ „principles and rules at epp meetingsƒ „1
  20. 20. 20 | European Pricing Platform #EPPPLS In partnership with Sponsored by EPP® profit leaderssummit leading thinking sharing ® European Pricing Platform - Izegemsestraat 7 | 3.01 - 8860 Lendelede T +32 (0) 51 32 03 72 - F +32 (0) 51 32 03 73 © 2016 European Pricing Platform - All rights reserved
  • KaiMarkusMueller

    Jan. 4, 2017

This Summit in Stockholm will be a unique and high level event with great business opportunities for every pricing and monetization professional dealing with pricing strategies. The EPP Profit Leaders Summit will highlight the NEWEST and MOST INNOVATIVE thought leadership insights. An intimate space for sharing, reflecting on and experimenting with what works.

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