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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
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
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
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
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
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
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
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
Hilton Singapore
581 Orchard Road
Singapore 238867
Tel: +(65) 6737 2233
Fax: +(65) 6732 2917
Web: http://www.singapore.hilton.com
Hotel accommodation and travel costs are not included in the registration fee. A
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Only one discount available per booking. Team discounts are not available in con-
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Call us for a special discount rate for teams of 10 and above.
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+65 6722 9397 www.asiapricingsummit.com
IQPC Worldwide Pte Ltd, 	61 Robinson Road,
#14-01 Robinson Centre, Singapore 068893
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	 Main Conference: 14 - 15 August 2018
	 Pre-Conference Workshop: 13 August 2018
	 Pre-Conference Workshops: 16 August 2018
	Venue: Hilton Singapore
B OR C
B OR C
+65 6722 9388 enquiry@iqpc.com.sg
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Asia pricing & commercial excellence summit 2018

  • 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
  • 9. Hilton Singapore 581 Orchard Road Singapore 238867 Tel: +(65) 6737 2233 Fax: +(65) 6732 2917 Web: http://www.singapore.hilton.com Hotel accommodation and travel costs are not included in the registration fee. A reduced corporate room rate has been arranged at Hilton Singapore for attendees at this conference. To take advantage of this special rate, please process the hotel room reservation form provided upon confirmation of your attendance. VENUE ACCOMMODATION IQPC recognises the value of learning in teams. Group bookings at the same time from the same company receive these discounts:  3 or more 7%  5 or more 10%  8 or more 15% Only one discount available per booking. Team discounts are not available in con- junction with another discount, and do not apply to workshop(s) only bookings. Call us for a special discount rate for teams of 10 and above. TEAM DISCOUNTS 5 WAYS TO REGISTER +65 6722 9397 www.asiapricingsummit.com IQPC Worldwide Pte Ltd, 61 Robinson Road, #14-01 Robinson Centre, Singapore 068893 IQPC CANCELLATION, POSTPONEMENT AND SUBSTITUTION POLICY • You may substitute delegates at any time by providing reasonable advance notice to IQPC. • For any cancellations received in writing not less than eight (8) days prior to the conference, you will receive a 90% credit to be used at another IQPC conference which must occur within one year from the date of issuance of such credit. An administration fee of 10% of the contract fee will be retained by IQPC for all permitted cancellations. No credit will be issued for any cancellations occurring within seven (7) days (inclusive) of the conference. • In the event that IQPC postpones an event for any reason and the delegate is unable or unwilling to attend in on the rescheduled date, you will receive a credit for 100% of the contract fee paid. 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