1. PRICING OPTIMISATION & PROFITABLE GROWTH IN THE DIGITAL AGE
3 Featured Workshops
Researched &
Developed by:
Sponsor:
A Achieving Pricing Innovation with
Customer Value Mapping
Devdeep Dahiya
Head of Southeast Asia &
Japan, Revenue & Performance
Management
MCC Transport
Alessio Romeni
Planning Director
Zalora Group
Vikas Gupta
Global Pricing
& Intelligence Director
BP
Alap Mehra
Head of P&C Product
& Pricing
AXA
Samir Kagrana
Senior Director & Asia Pacific
Head, Strategic Pricing
& Negotiations
IQVIA
Punit Joshi
Vice President, Regional
Strategy & Business
Development
BlueScope Asia
Marc Jarvis
General Manager
Spectrum Brands Inc.
Deshun Zou
Senior Manager, Head
of Pricing Analytics
Lenovo
Leverage new age pricing tools such as analytics and
pricing automation to enhance business decision-
making
Master omni-channel pricing, marketing and
distribution in today’s digital age
Achieve commercial excellence with strategic pricing
and revenue management transformation
Optimise pricing execution in Asia – From risk
management, new product pricing to competitive
benchmarking
Gain practical insights from leading B2B and B2C
practitioners on ensuring the effectiveness of your
pricing strategy in a fast changing business environment
Main Conference: 14 - 15 August 2018
Pre-Conference Workshop: 13 August 2018
Post-Conference Workshops: 16 August 2018
Venue: Hilton Singapore
Why Attend?
The Journey Towards Value-Based
PricingB
Pricing Intelligence for Business
ExcellenceC
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
2. Dear Colleagues,
With expansive global competition and
today’s consumers readily disrupting
traditional pricing and revenue
management, it is vital for pricing
strategists to understand changing
perceptions of value, evolving customer
behaviours and the new demands of an
omni-channel operating environment.
How can Asia’s pricing and business
leaders achieve commercial excellence
with outstanding pricing and revenue
management strategies? How can
organisations harness new age pricing
tools such as pricing analytics and
pricing automation to win, retain and
convert customers?
Join us for the 4th edition of Asia
Pricing & Commercial Excellence
Summit to gain valuable B2B and B2C
insights on how Asia’s business leaders
can continue to innovate and optimise
their pricing strategies to drive the next
phase of business growth.
Unleash the full potential of your
business this August!
Sincerely,
Angelia Lee
Conference Producer
Asia Pricing Summit 2018
Meet Our Esteemed Speaker Faculty:
Ajay Gopalakrishnan
International Business
Intelligence Director
Sanofi
Devdeep Dahiya
Head of Southeast
Asia & Japan, Revenue
& Performance
Management
MCC Transport
Alessio Romeni,
Planning Director
Zalora Group Jesper Hansson
Independent Expert
Deshun Zou
Senior Manager, Head
of Pricing Analytics
Lenovo
Marc Jarvis
General Manager
Spectrum Brands Inc.
Ivan Tan
Director, Strategic Pricing
& Policy Analytics
Johnson & Johnson
Munish Myer
Lead, Strategic Pricing
& PPA - Asia Pacific,
Middle East & Africa
Mondelez InternationalJirat Sirichalermpong
Head of Pricing
Siam City Cement Samir Kagrana
Senior Director & Asia
Pacific Head, Strategic
Pricing & Negotiations
IQVIA
Martin Baraibar
Head of Revenue
Management
- Asia Pacific
Diageo
Vikas Gupta
Global Pricing &
Intelligence Director
BPSai Lokesh C
Lead, Asia Pacific Pricing
PayPal
Patrick Chan
General Manager
Pokka International
Punit Joshi
Vice President, Regional
Strategy & Business
Development
BlueScope Asia
Alap Mehra
Head of P&C Product &
Pricing
AXA
Tien-Ju Lin
Commercial Excellence
Lead
Shell
Candice Heng
Director of Sales
Red Bull
Gordon Nugent
Head of Online & Omni-
Channel - Asia Pacific
HP
Vineet Kumar
Regional Brand Director,
Olay Asia Pacific
Procter & Gamble
Ethan Teas
Managing Director,
Australia | Asia Pacific
Regional Leader
Novantas
Yun Fong Lim
Associate Professor
of Operations
Management
SingaporeManagement
University
Andrew Frisbie
Managing Director,
Products & Pricing
Novantas
Media Partners:
The conference topics
brought many insights
on pricing from different
industry perspectives.
Senior Global Pricing Manager
Thermo Fisher Scientific
“ “
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
3. CA B
WORKSHOPS
PRE-CONFERENCE
WORKSHOP
Monday, 13 August 2018
9AM - 4PM
Thursday, 16 August 2018
9AM - 12PM
Thursday, 16 August 2018
1PM - 4PM
Achieving Pricing
Innovation with
Customer Value
Mapping
Defining and measuring
perceived vs. real customer
value
Structuring an effective
customer value framework
Deriving insights to transform
pricing and revenue
management
Innovating approaches for
driving cross-functional
collaboration and developing
new product/market
penetration strategies
Munish Myer
Lead, Strategic Pricing
PPA – Asia, Middle
East Africa
Mondelez
International
Munish Myer leads Strategic Pricing
Price Pack Architecture for
Mondelez International, one of the
world’s largest snacks company. His
professional credentials encompass
20 years in market research and
analytics across diverse sectors
with stints in pricing analytics,
innovation testing and forecasting,
retail audit and consumer research
at regional leadership roles. Prior to
joining Mondelez, Munish served as
Director at The Nielsen Company, a
global performance measurement
company.
The Journey
Towards Value-
Based Pricing
Mapping out your
transformation strategy from
cost to value-based pricing
Mastering the dynamics
between cost, competition and
customer value
Defining value drivers and
understand customer’s
perception of value
The latest tools and strategies
for operationalising value-
based pricing
Pricing Intelligence
for Business
Excellence
Assessing price sensitivity
across product, market and
customer segments
Effective strategies and tools
on competition benchmarking
Achieving competitive
advantage through data-driven
pricing insights
Optimising business results
with new business intelligence
ABOUT YOUR WORKSHOP LEADER
PRE-CONFERENCE
WORKSHOP
POST-CONFERENCE
WORKSHOP
POST-CONFERENCE
WORKSHOP
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
4. Ethan Teas
Managing Director, Australia | Asia Pacific Regional
Leader
Novantas
Roundtable B
Price and Margin Optimisation through Dynamic
Pricing
Jesper Hansson
Independent Expert
Roundtable C
Sales, Product and Distribution Management for
Business Profitability
Candice Heng
Director of Sales
Red Bull
Roundtable D
Price Guidance in Deal Negotiations
12:45 NETWORKING LUNCH
DATA ANALYTICS CUSTOMER INSIGHTS
14:00 Deploying a Data-Driven Personalised Pricing
Strategy to Attract, Retain and Convert
Ensuring clean, accurate and up-to-date data
throughout the customer lifecycle
Making use of data availability to uncover new
prospects and customer insights
Perfecting customer segmentation to deliver
better engagement and conversions
Panelist:
Sai Lokesh C
Lead, Asia Pacific Pricing
PayPal
14:45 An Evolving Data and Pricing Journey through the
Actuarial Perspective
How has risk evaluation matured in the insurance
industry with data explosion?
Utilising analytical tools to model the entire value
chain for profit maximisation
Exploring the benefits of data-driven customer
insights for product development
Alap Mehra
Head of PC Product Pricing
AXA
PANEL
PANEL
CONFERENCE DAY ONE
Tuesday, 14 August 2018
08:00 REGISTRATION COFFEE TEA
08:45 Chairman’s Welcome Remarks
THE ROADMAP TOWARDS COMMERCIAL
EXCELLENCE
09:00 Commercial Excellence as a Business Enabler to
Driving Top and Bottom-Line Growth
Knowing the role and important of price, marketing
and sales in your commercial excellence
Successes and pitfalls to implementing commercial
excellence initiatives
Deriving the ideal organisational positioning of the
pricing and revenue management functions
Panelist:
Tien-Ju Lin
Commercial Excellence Lead
Shell
09:45 Achieving Commercial Excellence with a World-Class
Pricing Strategy
Establishing a pricing strategy that provides true
value to the business and customers
Utilising data-driven strategies for building pricing
and commercial excellence competencies
Maximising profits through integrated value
capture across product and customer segments
10:15 Creating Sustainable Competitive Advantage with
CRM and Pricing Optimisation
Benefits of using CRM insights to shape pricing
strategies
Empowering product, sales and marketing teams in
the areas of customer engagement and retention
Monetising CRM and turning loyalty into profitability
10:45 SPEED NETWORKING MORNING
REFRESHMENT BREAK
INTERACTIVE DISCUSSION GROUPS
[2 Rotations @ 35Mins Each]
11:30 Structured to maximise interaction and in-depth focus
on a topical subject matter, attendees will have the
opportunity to participate in two roundtable sessions
of their choice, which has close relevance to their area
of expertise and / or scope of responsibility. This
session will conclude with a 5 minutes summary of key
takeaways from each group.
Roundtable A
Harnessing Customer Analytics for Smart Pricing
Decisions
Andrew Frisbie
Managing Director, Products Pricing
Novantas
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
5. CONFERENCE DAY ONE
Tuesday, 14 August 2018
16:45 Entering New Markets: Ensuring Product Launch
Success with the Right Pricing Strategy
Assessing market potential, customer
demographics and competition for new product
launch
Strategy for Product Brand, Price Competitive
Positioning and Distribution
Monitoring performance and scaling growth with
effective strategies
Marc Jarvis
General Manager
Spectrum Brands Inc.
17:15 Pricing Across Markets: Benefits and Challenges
of a Unified Pricing Policy versus Localised Pricing
Strategy
Challenges in standardising pricing policies for
brands and products across countries and regions
How can organisations best achieve a balance in
both pricing strategies?
Proven approaches to improving price visibility in
both global and local markets
Ivan Tan
Director, Strategic Pricing Policy Analytics
Johnson Johnson
17:45 Chairman’s Closing Remarks End of Day One
15:15 The Importance of Real-Time Price and Promotion
Analytics in Driving Pricing Efficiencies and Sales
How can brands successfully use and interpret
complex analytics for everyday decision-making?
Harnessing data analytics to detect price gaps and
competitive pricing threats
Connecting supply and demand patterns for
business agility and adaptability in setting price and
promotion plans
15:45 AFTERNOON REFRESHMENT BREAK
TACTICAL PRICING EXECUTION
16:15 Turning Adversity into Opportunity: Integration of
Risk Management into Pricing Planning
Identifying and mitigating risks in the early stages
of portfolio and pricing planning
Quantifying risks and business implications in the
pharmaceutical industry
Effective risk mitigation to drive sustainable
revenues and growth
Samir Kagrana
Senior Director Asia Pacific Head, Strategic Pricing
Negotiations
IQVIA
FIRESIDECHAT
Very intense but interesting
topics that brought along different
industry segments and sharing of best
practices. Many insights in terms of
pricing strategy setup from across totally
different industry segments.
Senior Manager - Pricing Strategy
BASF (China)
Many insights gathered
from the speakers’ presentations,
panel discussions and roundtable
sessions. Allowed me to separate myself
from daily work to brainstorm on future
pricing strategy.
Senior Analyst, Cocoa Asia Pricing
Barry Callebaut
“ ““ “
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
6. 08:00 REGISTRATION COFFEE TEA
08:45 Chairman’s Welcome Remarks
THE PURSUIT OF VALUE-BASED PRICING
09:00 Establishing a Value-Advantage Marketplace for
Customers
The evolving journey of value-based pricing
approaches in the marketplace
Maximising customer value and profitability for all
stakeholders operating in a dynamic marketplace
Attaining greater profit margins through lessons
learnt and in making future pricing decisions
09:30 Brand Positioning and Price Alignment Strategies to
Foster Customer Trust
Assessing the influence of price perceptions on
brand loyalty and sales revenue
Maintaining consistency in brand positioning tools
and sales processes
Accelerating brand growth and making the transition
from brand awareness to brand insistence
Panelists:
Punit Joshi
Vice President, Regional Strategy Business
Development
BlueScope Asia
Munish Myer
Lead, Strategic Pricing PPA - Asia Pacific, Middle
East Africa
Mondelez International
Vineet Kumar
Regional Brand Director, Olay Asia Pacific
Procter Gamble
10:15 Powering Pricing and Revenue Management
Decisions with Artificial Intelligence
Using AI and predictive analytics to forecast and
determine the right pricing models
Keeping pace with changing market dynamics and
responding to real-time demand
How can machine learning leverage proprietary
data to give businesses a greater competitive
advantage?
10:45 SPEED NETWORKING MORNING
REFRESHMENT BREAK
NEW AGE PRICING TOOLS
11:15 Competition Benchmarking and Pricing Intelligence
for Winning Market Share
Putting tools in place to monitor and benchmark
against competitors
Examining comparative price trends across
distribution channels to acquire advanced pricing
insights
The role of pricing intelligence in critical and
strategic business decision-making to fulfil long-
term goals
Panelists:
Vikas Gupta
Global Pricing Intelligence Director
BP
Ajay Gopalakrishnan
International Business Intelligence Director
Sanofi
12:00 Driving Pricing Decisions with Unified Data across
the Organisation
Routes to centralising pricing data for your
business
Delivering competitive advantage to stakeholders
with real-time pricing information for improved
decision-making
Refining market access strategies with actionable
pricing insights
Deshun Zou
Senior Manager, Head of Pricing Analytics
Lenovo
12:30 Achieving Value Creation with Pricing Automation
Managing business functionalities with enhanced
accuracy and precision
Understanding the changing nuances of customer
behaviour and reducing the complexities in
financial activities
Embracing pricing automation in designing
optimal systems for sales and customer
empowerment
13:00 NETWORKING LUNCH
CATEGORY PORTFOLIO MANAGEMENT
14:00 Pricing across Product Categories: How, When and
What to Prioritise?
Creating value and achieving financial objectives
with product differentiation and effective price
structures
Merchandising optimisation through discounts
and markdown management
Establishing dynamic and intelligent rules on
pricing with a data-driven strategy
Alessio Romeni
Planning Director
Zalora Group
PANEL
PANEL
CONFERENCE DAY TWO
Wednesday, 15 August 2018
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
7. CONFERENCE DAY TWO
Wednesday, 15 August 2018
14:30 Portfolio Optimisation: Capturing and Delivering
Value in the Digital Age
Analysing the customer portfolio mix to optimise
capacity management and cargo revenues
Leveraging data analytics to achieve operational
efficiency in shipping
Retaining pricing advantage through superior
service and value-add
Devdeep Dahiya
Head of Southeast Asia Japan Portfolio,
Revenue Performance Management
MCC Transport (part of A.P. Moller-Maersk Group)
15:00 Effective Strategies and Synergies in Modern
Revenue Management
Finding a sustainable balance between cost,
volume, revenue and profit margins
Developing a sales and operations plan that
integrates promotion and production planning
decisions
Working closely with distribution partners to grow
revenue streams
Panelists:
Martin Baraibar
Head of Revenue Management – Asia Pacific
Diageo
Jirat Sirichalermpong
Head of Pricing
Siam City Cement
Patrick Chan
General Manager
Pokka International
15:45 AFTERNOON REFRESHMENT BREAK
CHANNEL REVENUE MANAGEMENT
16:15 Implementing a Win-Win Channel Program for
Revenue Optimisation
Identifying target customers, channel strategy
and market positioning
Determining and enforcing commercial terms and
clear rules of engagement to prevent channel
conflict
Forging channel partnerships that deliver strategic
business advantages and profitable opportunities
16:45 Mapping a Successful Pricing Transformation
Journey and Winning at Omni-Channel Pricing
Strategic pricing and revenue transformation in
the age of O2O commerce
Managing brand, product, price and promotion
across multiple channels
Leveraging omni-channel analytics to enhance
customer engagement and business profitability
Moderator:
Yun Fong Lim
Associate Professor of Operations Management
Singapore Management University
Panelist:
Gordon Nugent
Head of Online Omni-Channel - Asia Pacific
HP
17:30 Chairman’s Closing Remarks End of Summit
PANEL
PANEL
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
8. SPONSORSHIP OPPORTUNITIES
With businesses across Asia looking to monetise product portfolios and drive profitable growth, it is imperative to attain the
know-how in establishing a pricing culture within the organisation, developing a successful pricing strategy and deploying
pricing software and tools etc in the journey towards commercial excellence.
Facing myriad options and advice in the market, industry practitioners are actively exploring what works best in addressing
their end objectives – hence presenting opportunities for solution vendors and consultants who are adept at building
effective client propositions in their field of expertise.
Partner with Us and Showcase your Pricing Expertise Solutions!
Can you perform price
benchmarking, competitor
analysis and trade promotion
optimisation services?
Are you able to advise
on pricing strategies that
work for the Asia market?
Will you be able to
consult on pricing
structures and change
management?
Do you provide scalable
and cost-effective pricing
software and tools?
Gain direct access to Asia’s top pricing professionals and senior business decision-makers involved in finance, marketing,
operations and sales. Do not miss this unrivalled opportunity to:
Contact Us
With deliberately limited sponsorship opportunities, this event ensures an optimal buyer-to-seller
ratio that guarantees dedicated face and engagement time with end-user companies in attendance.
Time is of the essence! Let’s start discussions now to explore customised sponsorship packages
that can help achieve your business objectives and accelerate your sales cycle. Get in touch with
Sharon Yang at +65 6722 9410 or email sponsorship@iqpc.com.sg today.
Debut solutions, services and new product launches
Profile your brand and expertise to the right pricing
audience in Asia
Educate Asia’s fast-growing pricing community
Meet new business partners and distributors
Develop key relationships and connect with your target
customers
Generate qualified leads and close deals
Airlines
Banking and financial
institutions (BFSI)
Chemicals
E-Commerce
FMCG
Information technology
(IT)
CEOs / MDs / GMs
Pricing, revenue
management, commercial
strategy
Finance, marketing,
sales, CRM and product
development
Senior executives with key responsibilities in: Logistics
Manufacturing / Supply
Chain
Retail
Services
Telecommunications
Travel and hospitality
groups
Shopper marketing,
category management,
merchandising and
consumer insights
INDUSTRY VERTICALS INDUSTRY VERTICALSINDUSTY VERTICALS JOB FUNCTIONS
Who Can you Meet?
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com