1. Main Conference: 20 – 21 August 2019
Pre-Conference Workshops: 19 August 2019
Venue: Novotel Singapore on Stevens
2019 SPEAKERS INCLUDE: WHY ATTEND?
2 FEATURED WORKSHOPS
Dhaanashree
Sharma
Vice President, Pricing,
Private Banking
Wealth Management
Credit Suisse
Alex Gapper
Head, Commercial
Excellence –
Asia Pacific
Johnson Johnson
Vision Care
Stephen Hodson
Director, Global
Commercial Excellence
Armacell
Vishal Gupta
Regional Commercial
Pricing Lead
Philips
Mohammed Ghezal
Pricing Director -
Asia Pacific Japan
Dell EMC
Syed Suroor Anwar
Regional Director,
Product, Supplier
Pricing Management -
Asia Pacific
RS Components
Emmanuelle
Mace-Driskill
Executive Director,
Planning Product
Strategy
Charles Keith Group
Albert Lee
Global Head of
Revenue Growth
Management
Fonterra
Strategic Pricing Revenue Growth in the New Digital Economy
1
Accelerate your organisation’s
commercial excellence journey
to drive business success in the
digital age
Learn how to implement new age
pricing tools including analytics
and pricing automation
Hear about innovative pricing
and revenue management
strategies such as subscription-
based pricing, dynamic pricing,
data-driven and customer-led
pricing insights
Explore how you can increase
revenue with digital channel
investments
Exchange best practices with B2B
and B2C practitioners on ensuring
the effectiveness of your pricing
strategy in a fast changing
business landscape
Implementing Value-Based Pricing
in Your Organisation
Growing Revenues through Digital Channels
A
B
Researched
Developed By:
Media
Partners:
Sponsors:
Part of
and co-located with
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
2. Dear Colleagues,
As Asia eagerly embraces digital transformation
and makes the shift towards omni-channel
commerce, it becomes essential for the region’s
commercial leaders to evolve their pricing and
revenue management strategies to ensure
relevancy in the new digital economy.
How are organisations transforming their pricing
and revenue models while ensuring customer
alignment and value-based delivery? How can
Asia’s pricing and revenue strategists create
additional revenue opportunities with the adoption
of new digital platforms? How can they innovate
as consumers begin to embrace new pricing and
revenue concepts such as subscription-based
pricing, dynamic revenue management and more?
Join the 5th
annual Asia Pricing Revenue
Management Summit this August to gain valuable
B2B and B2C insights on how Asia’s pricing and
sales leaders can drive the next phase of business
growth with the optimisation of pricing and
revenue management strategies.
Unleash the full potential of your business this
August!
Sincerely,
Krishna Mawani
Conference Producer
Asia Pricing Revenue Management Summit
2019
P.S. Part of the Commercial Excellence Week 2019,
the Asia Pricing Revenue Management Summit
2019 is co-located with the Sales Transformation
Asia Summit. Don’t forget to invite your peers from
commercial excellence, marketing and sales to join
you! *Group discounts available*
2019 SPEAKERS
Stephen Hodson
Director, Global
Commercial
Excellence
Armacell
Anand Prakash
Head of Life Pricing
Valuation
AXA
Sandeep Gambhir
Area Director of
Revenue - Singapore
Accor
Dhaanashree
Sharma
Vice President,
Pricing,Private
Banking Wealth
Management
Credit Suisse
Manvi Kathuria
General Manager,
Marketplace
eCommerce
– Asia Pacific
Luxasia
Yograj Kulkarni
Director of Revenue
Optimisation
Shangri-La Hotels
Resorts
Munish Myer
Lead, Strategic Pricing
PPA - Asia Pacific,
Middle East Africa
Mondelez
International
Ravikant Avva
Head of Commercial
Excellence
Stryker
Alex Gapper
Head, Commercial
Excellence
– Asia Pacific
Johnson Johnson
Vision Care
Dr. Detlev Remy
Associate Professor
Singapore Institute
of Technology
Syed Suroor Anwar
Regional Director,
Product, Supplier
Pricing Management
- Asia Pacific
RS Components
Jesper Hansson
Director of Pricing,
Major Small
Appliances Home
Care Ownership –
Asia Pacific, Middle
East Africa
Electrolux
Albert Lee
Global Head of
Revenue Growth
Management
Fonterra
Alessio Romeni
Planning Director
Zalora Group
Vishal Gupta
Regional Commercial
Pricing Lead
Philips
Mohammed Ghezal
Pricing Director - Asia
Pacific Japan
Dell EMC
Venkatesh Babu
Regional Managing
Director - South Asia
Coty
The Asia Pricing Summit
provided valuable pricing
insights from different industry
perspectives.
Senior Global Pricing Manager
Thermo Fisher Scientific
Emmanuelle
Mace-Driskill
Executive Director,
Planning Product
Strategy
Charles Keith Group
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
3. CONFERENCE DAY ONE
Tuesday, 20 August 2019
08:00 Registration Coffee Tea
08:45 Chairman’s Welcome Remarks
ACCELERATING COMMERCIAL EXCELLENCE
BUSINESS PERFORMANCE
09:00 Driving Organisational Transformation and Business
Growth through Commercial Excellence
Aligning pricing, sales and marketing to maximise
profits and drive sustainable growth
Strengthening commercial capabilities to outperform
and achieve competitive advantage in the digital age
Enabling the agile implementation of best-in-class
commercial excellence practices across the organisation
09:30 Implementing a Customer-Centric Commercial Excellence
Strategy
Shaping commercial excellence strategies in alignment
with changing customer preferences and behaviours
Developing customer and market-specific commercial
programs to improve loyalty and profitability
How can organisations further optimise results by
tailoring value propositions, customer engagement and
sales approaches?
Panelists:
Alex Gapper
Head, Commercial
Excellence –
Asia Pacific
Johnson Johnson
Vision Care
Vishal Gupta
Regional Commercial Pricing
Lead
Philips
10:15 Creating a Competitive Advantage with CRM, Pricing
and Sales Optimisation
Benefits of using CRM insights to shape pricing and
sales strategies
Empowering product, sales and marketing teams in the
areas of customer engagement and retention
Monetising CRM and turning relationships and
interactions into profitability
10:45 Speed Networking Morning Refreshment Break
STRENGTHENING PRICING CAPABILITIES
11:30 Building World-Class Pricing Capabilities to Ensure
Sustainable Organisational Success
Transforming pricing into a strategic growth lever
Makingstrategicinvestmentsinpeople,processand
technologytoenabletheexecutionofarobustpricingstrategy
Driving business performance with an organisational
culture that rewards pricing excellence
12:00 Pricing Automation to Optimise Decision Processes
and Increase Sales Conversions in Real-Time
Managing business functionalities with enhanced
accuracy and precision
Understanding the changing nuances of customer
behaviour and reducing the complexities in pricing activities
Embracing pricing automation in designing optimal
systems for sales and customer empowerment
12:30 Networking Lunch
VALUE, BRAND PRODUCT POSITIONING
13:45 Implementing Value-Based Pricing for Greater Customer
Acquisition, Retention and Profitability
Implementing customer segmentation to establish
optimal pricing strategy and deliver the right proposition
of total cost of ownership
Leveraging customer data and analytics to strengthen
the foundations of value-based pricing
Maintaining high margins through integrated value
capture across product and customer segments
Syed Suroor Anwar
Regional Director, Product, Supplier Pricing Management
- Asia Pacific, RS Components
14:15 Linking Brand Perception and Value-Based Pricing
Understanding a customer’s perception of value to set
pricing at the right level
Assessing the relationship and impact of brand on price,
sales and profitability
Ensuring brand-pricing alignment and the consistent
delivery of value
14:45 Successfully Launching New Products with Pricing
and Portfolio Realignment
Evaluating the value proposition of your new product
against existing product lines and external competition
Determining the optimal product pricing considering
buyers’ expectations and preferences
Shifting the business focus towards more profitable
customer segments and regions
Anand Prakash
Vice President, Head of Life Pricing Valuation, AXA
15:15 Afternoon Refreshment Break
DIGITAL PRICING REVENUE MANAGEMENT
15:45 Expanding Market Outreach and New Revenue Streams
with Digital Channels
Reviewing opportunities to establish sustainable digital
revenue streams
Deciding on pricing, product and brand positioning: How will
this differ with traditional distribution channels?
Enabling cross-channel integration to maximise sales
and revenues
Panelists:
Sandeep Gambhir
Area Director of Revenue – Singapore, Accor
16:30 Harnessing the Power of Data and Analytics to Drive
Digital Revenue
Analysing customer behaviour on digital channels to
convert, cross-sell and upsell
Developing hyper-personalised programs to increase
customer engagement and loyalty
Achieving profitable digital customer relationships
through business intelligence and real-time decisioning
Alessio Romeni
Planning Director, Zalora Group
17:00 Chairman’s Closing Remarks End of Day One
KEYNOTEPANEL
PANEL
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
4. PANELPANEL
CONFERENCE DAY TWO
Wednesday, 21 August 2019
08:00 Registration Coffee Tea
09:00 Chairman’s Welcome Remarks
STRENGTHENING COMMERCIAL CAPABILITIES
09:15 Aligning Pricing, Sales and Marketing to Achieve
Commercial Excellence Synergies
Opportunities and challenges of harmonising pricing,
sales and marketing KPIs to drive commercial
performance
Accelerating sales, pricing and marketing maturity to
design an exceptional commercial excellence strategy
Breaking down silos to scale results and outperform
Panelists:
Stephen Hodson
Director, Global Commercial Excellence
Armacell
Emmanuelle Mace-Driskill
Executive Director, Planning Product Strategy
Charles Keith Group
10:00 Using AI and Machine Learning to Empower Strategic
Pricing Decisions and Revenue Optimisation
Enabling data monetisation with the unification of
business and customer data
Applying AI and advanced analytics to forecast and
determine the right pricing and revenue management
models
Empowering real-time decision-making and refining go-
to-market strategies with actionable insights
10:30 Speed Networking Morning Refreshment Break
PRICING INTELLIGENCE PERFORMANCE OPTIMISATION
11:15 Transitioning from Pricing Intelligence to Business
Excellence
Investing in pricing tools and systems to monitor and
benchmark against competitors
Examining comparative price trends to acquire advanced
pricing insights
How can organisations utilise insights in business
planning to drive sustainable business growth and
performance?
Panelists:
Yograj Kulkarni
Director of Revenue Optimisation
Shangri-La Hotels Resorts
12:00 Curating Distinct Pricing Models for Revenue Growth
Devising the right pricing model based on commercial
targets
Embarking on tactical pricing initiatives to tap into new
business opportunities
Deploying the right pricing tools to transform business
outcomes
Dhaanashree Sharma
Vice President, Pricing, Private Banking Wealth
Management
Credit Suisse
12:30 Working within Authorised Profit Margins to Meet
Financial Key Performance Indicators
Determining baseline profit margins to set the range of
promotions and discounts
How to win deals and maintain price integrity
Developing value-added services to shift the focus from
pricing to quality and value
Ravikant Avva
Head of Commercial Excellence
Stryker
13:00 Networking Lunch
INTERACTIVE ROUNDTABLE DISCUSSION GROUPS
(2 Rotations @ 35 Mins Each)
Structured to maximise interaction and in-depth focus on a
topical subject matter, attendees will have the opportunity
to participate in a roundtable session of their choice, which
has close relevance to their area of expertise and / or scope
of responsibility.
14:00 Roundtable A:
Winning at Omni-Channel Pricing and Revenue
Management
Manvi Kathuria
General Manager, Marketplace eCommerce - Asia Pacific
Luxasia
Roundtable B:
Managing the Impact of Exchange Rates on Pricing and
Revenue Management
Roundtable C:
Driving Revenue Growth with Personalised Customer
Engagement
Venkatesh Babu
Regional Managing Director - South Asia
Coty
Roundtable D:
Rethinking Pricing and Revenue Management with Data-
Led Insights
Jesper Hansson
Director of Pricing, Major Small Appliances Home Care
Ownership – Asia Pacific, Middle East Africa
Electrolux
15:15 Afternoon Refreshment Break
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
5. 15:45 Pricing Disruptors and Revenue Drivers: Deploying
Effective Strategies that Drives Business and Commercial
Growth
Increasing market share and profits with new pricing
tactics, including subscription-based pricing and pay-as-
you-go pricing
Revenue management strategies: Making the case for
and against offers, discounts and bundling
Tapping onto the power of personalisation to push on-
demand products and services
Moderator:
Dr. Detlev Remy
Associate Professor
Singapore Institute of Technology
Panelists:
Munish Myer
Lead, Strategic Pricing PPA - Asia Pacific,
Middle East Africa
Mondelez International
Albert Lee
Global Head of Revenue Growth Management
Fonterra
16:30 Applying Dynamic Pricing to Traditional Industries
Customising prices around quantity, product life cycle
and region
Analysing various segments of the market to increase
revenue
Gaining real-time information to uncover insights on
price elasticity and the effects of price change
Mohammed Ghezal
Pricing Director - Asia Pacific Japan
Dell EMC
17:00 Chairman’s Closing Remarks End of Summit
CONFERENCE DAY TWO
Wednesday, 21 August 2019
PRE-CONFERENCE WORKSHOPS
Monday, 19 August 2019
Implementing Value-Based Pricing
in Your Organisation
Growing Revenue through Digital
Channels
WORKSHOP A 9 AM – 12 PM WORKSHOP B 1 PM – 4 PM
Outlining a strong value proposition in value-based pricing
Defining value drivers and finding out customer’s
willingness to pay
Setting pricing decisions based on cost, competition and
customer value
Aligning value pricing with value selling and value
communication
Enforcing accountability and the adoption of value-based
pricing
Embracing digital platforms with online payment modes
and online channels
Deploying data-driven insights to better understand online
customer behaviour and purchasing patterns
Understanding what resources are needed, who your
digital customers are, and evolving your products to ensure
competitiveness
Analysing the practicalities of disruptive pricing models,
including surge pricing, dynamic pricing, performance-based
pricing and subscription-based pricing
I’ve had the opportunity to gather valuable insights from the speakers’
presentations, panel discussions and roundtable sessions. This has allowed
me to step away from daily work to brainstorm on future pricing strategy.
Senior Analyst, Cocoa Asia Pricing
Barry Callebaut
“ “
PANEL
T: +65 6722 9388 F: +65 6720 3804 E: enquiry@iqpc.com.sg W: www.asiapricingsummit.com
6. 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:
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
SPONSORSHIP OPPORTUNITIES
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 us at sponsorship@iqpc.com.sg.
Banks and financial
institutions (BFSI)
Chemicals
FMCG
Information technology
(IT)
Logistics
CEOs / MDs / GMs
Pricing, revenue
management, commercial
strategy
Finance, marketing, sales
and CRM
Senior executives with key responsibilities in: Manufacturing / Supply
Chain
Retail and eCommerce
Services
Telecommunications
Travel and hospitality
groups
Shopper marketing,
category management,
merchandising and
consumer insights
Product development
and portfolio
management
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