Brochure for the Asia Pricing & Revenue Management Summit in Singapore 20/21st of August 2019

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
Frederic Duhamelle
Director, Pricing
Strategy Revenue
Management -
Asia Pacific
Medtronic
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:
UpClearR
The Asia Pricing Summit
provided valuable pricing
insights 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

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
2019 SPEAKERS
Stephen Hodson
Director, Global
Commercial
Excellence
Armacell
Anand Prakash
Vice President, Head
of Life Pricing
Valuation
AXA
Sandeep Gambhir
Area Director of
Revenue - Singapore
Accor
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
Cecilia Xu
Head of Sales
Excellence – Asia
Sealand Maersk
Frederic Duhamelle
Director, Pricing
Strategy Revenue
Management
- Asia Pacific
Medtronic
Alex Gapper
Head, Commercial
Excellence
– Asia Pacific
Johnson Johnson
Vision Care
Dr. Detlev Remy
Associate Professor
Singapore Institute
of Technology
Kenneth Chiu
Commercial
Excellence Leader
Borouge
Syed Suroor Anwar
Regional Director,
Product, Supplier
Pricing Management
- Asia Pacific
RS Components
Jesper Hansson
Regional Director of
Pricing - Taste, Care
Well-Being - 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
Emmanuelle
Mace-Driskill
Executive Director,
Planning Product
Strategy
Charles Keith Group
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
“
“
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 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
Ravikant Avva
Head of Commercial Excellence
Stryker
Cecilia Xu
Head of Sales Excellence – Asia
Sealand Maersk
10:00 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
10:30 Speed Networking Morning Refreshment Break
STRENGTHENING PRICING CAPABILITIES
11:15 Building World-Class Pricing Capabilities to Ensure
Sustainable Organisational Success
 Executing a two-step approach to successfully drive
changes and implement an impactful pricing function
 Leveraging support from other functions involved in the
pricing process
 Driving business performance with an organisational
culture that rewards pricing excellence
Frederic Duhamelle
Director, Pricing Strategy Revenue Management
- Asia Pacific, Medtronic
11:45 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
12:15 Networking Lunch
VALUE, BRAND PRODUCT POSITIONING
13:30 Implementing Value-Based Pricing for Greater Customer
Acquisition, Retention and Profitability
 How customer segmentation can realise an optimal
pricing strategy and deliver the right proposition on 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
14:00 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
14:30 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
15:00 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
PANEL
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
MAXIMISING 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
Kenneth Chiu
Commercial Excellence Leader
Borouge
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
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
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 two roundtables 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
Regional Director of Pricing - Taste, Care Well-Being -
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. PRICING INNOVATION
15:45 Pricing Disruptors and Revenue Drivers: Deploying
Effective Strategies that Propel 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 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
Amit Thard
Head of eCommerce - Southeast Asia
Stanley Black Decker
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

7. Novotel Singapore on Stevensa
28 Stevens Road, Singapore 257878
Phone: +65 6491 6100
Website: https://www.novotel-singapore-stevens.com/
Hotel accommodation and travel costs are not included in the registration fee.
A reduced corporate room rate has been arranged at Novotel Singapore on
Stevens 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
conjunction 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
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. You may use this credit for another IQPC
event to be mutually agreed with IQPC, which must occur within one year from the date of
postponement. • Except as specified above, no credits will be issued for cancellations. There
are no refunds given under any circumstances. • IQPC is not responsible for any loss or
damage as a result of a substitution, alteration or cancellation/postponement of an event. IQPC
shall assume no liability whatsoever in the event this conference is cancelled, rescheduled or
postponed due to a fortuitous event, Act of God, unforeseen occurrence or any other event
that renders performance of this conference impracticable, illegal or impossible. For purposes
of this clause, a fortuitous event shall include, but not be limited to: war, fire, labor strike,
extreme weather or other emergency. • Please note that while speakers and topics were
confirmed at the time of publishing, circumstances beyond the control of the organizers may
necessitate substitutions, alterations or cancellations of the speakers and/or topics. As such,
IQPC reserves the right to alter or modify the advertised speakers and/or topics if necessary
without any liability to you whatsoever. Any substitutions or alterations will be updated on our
web page as soon as possible.
DISCOUNTS:
All ‘Early Bird’ Discounts require payment at time of registration and before the cut-off date
in order to receive any discount. Any discounts offered whether by IQPC (including team
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combined with any other offer.
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BOOK AND PAY BEFORE 19 JULY 2019 AND SAVE UP TO $300 ON THE CONFERENCE PACKAGE!
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CONFERENCE DOCUMENTATION
IQPC WORLDWIDE PTE. LTD.
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 Main Conference:
20 – 21 August 2019
 Pre-Conference Workshops:
19 August 2019
 Venue:
Novotel Singapore on Stevens
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