4. Maria Toor Pakay
• At 12, re-named as a boy in order to
weightlift with the boys…discovered squash
• At 15, National Women’s Squash Champion
of Pakistan
• Taliban threatened to kill her family
• Went into hiding and for 3 years pounded a
ball into a wall in her room, for 10 hours a
day
• Sent 200 emails to Clubs and Universities for
3 years looking for a chance
• Got a response, finally
• Left on a one-way ticket and $250 in her
pocket for Canada
• Now training at the National Squash
Academy in Toronto and ranked #52 in the
world
• It kind of sounds like being a Pricing
Director…
5. Vendavo’s Profit Analyzer Center of Excellence
• 20+ Customers over 2 years
• $400M+ Return on Sales
• Most are proceeding along
their roadmap
• Many lessons learned
– People
– Process
– Tools
6. Lessons Learned from the Profit Analyzer COE
• Process
– Embrace the Analytical Process
– Find Quick Wins
– Establish a Regular Cadence
– Build your Business Case
– Identify your Tipping Point
• Tools
– Understand the Layering Effect
– Create Interesting Metrics
– Discover Order Type Analysis
– Leverage Time Series Analysis
• People
– Understand the Globe
– Engage the Middle
– Be Persistent
8. Lessons Learned – Pricing Analytics is a
combination of Art, Science and Process
Process
$
Science Art
9. Lessons Learned – Achieve Quick Wins
• Set your Goals Profit Finder
• Look for Directionally Correct
Data
• Assemble a focused team
• Focus on Core Playbooks – 3+1
• Leverage the Cloud
• Utilize a Pilot Program
10. Lessons Learned – Establish a Regular Cadence
• Establish a weekly
cadence with a core
team
• Assign “Homework”
leveraging the
Playbooks
• Plan your master
activities for the year –
“May is Price Variation
Month”
11. Lessons Learned – Build the Business Case
• Harden Capture Plans from
the Pilot to show immediate
wins
• Extrapolate out to other
segments of the business
• Utilize information from the
Pilot to decide which levers
need to be pulled in PM/DM
• Gain momentum
12. Lessons Learned – Find your Tipping Point
• Make Bold Moves – they work
• Get the Attention of Sales
• Embarrassment works
• Tell the story – again and again
and again
14. Lessons Learned – Understand the Layering Effect
• Discounts, Rebates and Promotions tend to be offered by
different teams and lack transparency
• “I kind of sensed what was happening, but this actually
showed me.”
• The analysis is often counter to the described Price Setting
Process
15. Lessons Learned – Time Series Analysis
• Price Point Time Series
to visualize separation
• Comparative Price Band
to identify Margin shifts
• Multi-Time Series to
understand if Price
changes are keeping up
with Cost escalations
16. Lessons Learned – Great Measures
• Net Freight Absorption • Net Freight Absorption = (Freight
Recovery + Primary Freight Cost +
• Options Spread Secondary Freight RDC + Secondary
Freight LDC) / NetSales
• Coefficient of Variation
• Low Value Order Charge
• % of Target
• Surcharge/Discount% = 0
• Competitive Intensity
17. Lessons Learned – Order Types
• Understand Transaction
Types during Data Load
• Slice and Dice data by
Order Type – a missed
opportunity
19. Lessons Learned – Know the Globe
• The Value Funnel differs by Pole
• Understand the differences in
the Capture Model – by Country
20. Lessons Learned – Engage the Middle
• Pricing Analysts come in
all shapes and sizes
• A small handful are
truly great
• Leverage playbooks and
process to engage and
raise the skill level of
the rest
21. Lessons Learned – Be persistent!!!
• Walk the hallways
• Sing it to the hills
• Acquire supporters
• Be like Maria Toor Pakay
The more you sweat,
the less you bleed…
