manufacturing pricing excellence 2015 agenda

YOUR ESSENTIAL EXECUTIVE TOOLKIT 20th - 22nd of May 2015, Barcelona,Spain

Find out more at www.pricingeurope.com@ PL

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event

Join us on:Manufacturing Pricing Excellence Forum

Twitter: @Prod_Lifecycle

Workshop: Pricing management and the sales team the making of powerful partners

Mike WilkinsonHarry Macdivitt

Change Agent in Pricing™ - CAP™ Certification

Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of

Disruption

Certification

MAXIMIZE YOUR ROI OF PRICING

Ingo HenneckeRichard Coppoolse Todd Snelgrove Stephan M. Liozu Daniel Cho Mike Wilkinson

Martin Reeves Rafael Farres Mårten Hedberg Emanuela Papapietro Stephan Reis Rickard Nilsson

Petra Volckaert

Mirko Maternini

John A. Geisler

Markus KellermannWiktoria Lipkowska Dr. Paul Artur Glenn

Fabio Cicalini

Johan Dotzauer

Andreas WestlingIoana Pascu Sonny Supriyadi Mikael Ekblad

Jörg Wurdak

Mikael Gedin

Harry Macdivitt

Workshop

Media PartnerPartner

Program Contributors

Marco Bertini

3rd Annual

Martin JarmatzTwitter: @martinJarmatz

#PricingEurope

Manufacturing Pricing Excellence Platform 2015 Official Blogger

2 Manufacturing Pricing Excellence Platform 2015

Features

Every year we ask for your feedback as a delegate, and every year it’s the same: premium content and more opportunity for knowledge sharing! So, here’s a glance of what we’ve set up this time:

Pre-conference hands-on workshop: To accommodate your need in learning more and delving into specific topics we have now allocated time for a pre conference workshop focusing on ”Pricing management and the sales team The Making of powerful partners” where you will learn about how pricing and sales functions interact and can support each other. The workshop is lead by Harry Macdivitt and Mike Wilkinson, leading experts in this field.

Pricing studioThis 60 minute session is based on a talk show settings. The host of the studio welcomes three exceptional guests on the stage. Each of the guests gets interviewed by the studio host for 10 minutes after which the delegates can address their questions to the guests.

Get certified on CAP™On the first day of the conference you will have the opportunity to get Change Agent in Pricing - CAP™ certification. CAP™ certification is taught and delivered by Stephan Liozu, Ph.D. The training will combine the latest theoretical science on change management and change leadership. Participants are required to bring real-life pricing project infor-mation to build a proprietary change management roadmap.

Pricing TracksTracks are an important part of the conference. They enables the delegates to choose between two parallel session and organize their own conference.

This year’s conference tracks are focusing on Pricing optimization and cutting edge pricing tools.

Round TablesSeveral round tables are set, each with a specific subtopic within pricing, and each guided by a moderator. The session starts with a captivating 5 - 10-minute teaser covering each topic, after which the moderators instigate for enthralling discussions.

Editor`s noteThe 2nd Manufacturing Pricing conference took place on May 21st - 23rd at the Radisson Blu Hotel Amsterdam Airport in Amsterdam. Over 120 pricing experts from across Europe and beyond came to discuss, share, learn and network around several themes such as value based pricing and TCO, pricing strategies in a highly com-petitive market, change management in pricing, ROI in pricing, pricing initiatives, pricing execution improvement, analytics-enabled pricing optimization and much more.

“Segmentation, Pricing KPI´s and Innovation in Pricing”

Looking at the evaluation forms and key takeaways of participants, it is clear that Value Based pricing on everyone’s mind. Even though many cases are proven to be successful, organisations still struggle to find the right way to get paid for the Value created. There are several challenges like differentiation, segmentation, process complexity, organizational alignment, sustainability and time, that still hinder organizations from achieving full ROIP. During the conference, it was constantly stated that pricing is not a project but rather a journey. A journey that requires time and organisational acceptance (change management). During his presentation Miguel Serrano Kieckebusch, Global Pricing Strategy Director at Medtronic pointed out that only 9% of the organisation that undertake the pricing journey manage to have a sustainable pricing strategy.

Another Key topic that came up several times at the conference was how we can measure KPI´s and which KPI´s should be measured. No matter if we are just starting our pricing journey or we are in need for additional management support for our pricing activities, we need to be better in measuring how we are impacting the business or how can we improve? Additionally many organisations are now interested in learning more about legal aspects of competitor/market systems for price enforcement of sales force.

Overall, the event showed that most manufacturers are facing the same challenges. This type of event is the perfect platform for them to learn from each other, brainstorm on, and get inspired into new and innovative pricing concepts.

http://www.linkedin.com/pub/goran-cvetanovski/9/43b/991

https://twitter.com/GCCopperberg

Goran Cvetanovski, Editorial Director, Pricing DivisionCopperberg

Manufacturing Pricing Excellence Platform 2015 3

Conference Testimonials

“Having participated in numerous conferences of all kinds, the Copperberg Pricing conference was an out-standing event. Reasons for the success was a diversified agenda (including round tables, pricing studio), sufficient room for networking and peer to peer discussions as well as valuable pre-conference workshops. The members of the advisiory board left no question open so that there is just one statement left: Copperberg Pricing Conference 2015 ? I will participate - for sure !”

Head of Strategic Pricing, H.C. Starck

“Well organized conference with excellent speakers in a format that enabled very good networking”

Pricing Manager, ABB BU LPED Enclosures and DIN-Rail products

“Great opportunity to meet with peers and discuss op-portunities and challenges we face in the pricing arena. Can share experiences and learnings with peers which can be delivered back to the business”

European Merchant Margin Enhancement and Pricing Manager, Air Products and Chemicals inc.

“This was a very professional conference, where real pricing professionals presented to pricing professionals. A must in terms of sharing best practices!”

European Channel and Pricing Manager, SKF Industrial Market, Regional Sales and Service

“A very good conference, with excellent disposition of speakers, seminars, workshops, networking.”

Aftermarket Director, JBT FoodTech

“Really nice experience to meet so many experts at one place!”

Sales Manager, EagleBurgmann Germany GmbH & Co. KG

“A great conference, well organized and a lot of great speakers, very targeted on a subject that often is under-estimated.”

Regional Process Manager, EagleBurgmann Germany GmbH & Co. KG

“Pricing topics were discussed at a good level, with interesting case studies. It gives a good feeling of where the industry is on pricing”

Strategy & Pricing, Agfa Graphics in Belgium

“Great conference with a good mixture of real cases, a nice atmosphere for good networking and valuable content on pricing practises and methodology.”

IT&S Business Co-ordinator, Borealis Group

“Pricing practitioners’ knowledge for pricing practitioners. You cannot get more practical and relevant than this. A must attend.”

Stephan Liozu, VIA LLC

“It was a great experience to talk and share best practice with the Manufacturing Pricing Excellence conference participants. MPEC is a very powerful learning platform which helps to bring pricing activities of each company to higher level of performance.”

Pricing Analyst, Avery Dennison

“Very useful conference for pricing professionals. Its a unique opportunity to learn from peers in the industry.”

European Pricing Manager, Avery Dennison

“The 2nd Annual Manufacturing Pricing Excellence conference gave us the fantastic opportunity to meet and network with the best in the business, allowing us to both learn and educate.”

International Business Development Consultant, Navetti

“The conference was well organized and had a high-level group of attendees that were interesting to talk to.”

Client Development Manager, Periscope


Advisory BoardThe Advisory Board is instrumental in setting the tone and direction of the event, due to their accumulated years of experience of all the members within Manufacturing Pricing.

The Board will meet at this year’s forum, in a closed-door dinner, and will already start discussing the direction of next year’s agenda. You will have the opportunity to meet on site, all of the members.

Daniel Cho, Director Marketing, Market Intelligence & Global Pricing, Patient Care and Clinical Informatics, Philips Healthcare

Daniel Cho is the Director of Marketing, Market Intelligence & Global Pricing for Patient Care & Clinical Informatics, a 2B Euro+ arm of Philips Healthcare. Daniel is responsible for the global Market Intelligence needs of the PCCI Business Group, in the areas of Intelligence about markets, Competitive Intelligence, Business Intelligence and Customer Intelligence. Daniel is also the head of Global Pricing, to help PCCI businesses to use pricing as a tool to optimize profitability and gain both cost and value advantages against International competitors. Daniel have also in the past, vast experience in Sales, Product marketing, Asia Pacific Sales Developments and Management Consultancy. Daniel had more than 18 years of experience in the Healthcare Industry.

Harry Macdivitt, Author of the book “Value-Based Pricing”

Harry is an experienced business trainer with international expertise in Value Based Pricing and other strategic marketing topics. He has delivered training programmes for corporate clients in the UK, Europe, North America and China. With his co-author Mike Wilkinson, Harry has recently published, through McGraw Hill, a book on Value Based Pricing which is rapidly becoming a “go to” text on the subject and has been reviewed favourably by other recognised experts in the field. The new title complements an existing book – The Challenge of Value and will shortly be followed by other related titles in pricing strategies.

Todd Snelgrove, Global Manager, Value, SKF Group

Todd Snelgrove currently hold the position as Global Manager; Value at the SKF Group. His work has been featured in articles on TCO buying and selling, in Purchasing Magazine, and has been referenced in articles from leading business schools and scholarly reviews published by Kellogg, Harvard, MIT Sloan, Wake Forest, and London Business Press and others.

Richard Coppoolse, Co-author at “Innovation in Pricing” and Founder of Value Pricing Consultancy

Is Pricing Expert with more than 25 years of international business and pricing experience in both B2B and B2C markets. He founded recently Value Pricing Consultancy that focuses on coaching and advising organizations that want to improve their pricing performance and holds a master degree in Food Technology and Business Administration. Richard is co-author of two recent pricing books that were published in 2012 (Innovation in Pricing – A.Hinterhuber et al; Praxis Handbuch Preismanagement O.Roll et al).

Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of Disruption

Stephan M. Liozu is the Founder of Value Innoruption Advisors, a consulting firm specializing in innovation, value and pricing management. Stephan has worked for both Fortune 500 companies and family-owned businesses in the manufacturing and industrial sectors. He specializes in crafting and designing unique value and business strategies leading to differentiated business models. Stephan holds a Ph.D. in Management from Case Western Reserve University. He is the co-editor of “Innovation in Pricing” published by Routledge in 2012. He has been published in many academic and practitioner journals such as MIT Sloan Management Review and Industrial Marketing Management.

Mike Wilkinson, Co-Author of the book “Value-Based Pricing”

During the last 20 years Mike has worked worldwide with clients across a diverse range of business sectors and has experience of FMCG, as well as B2B sales. This experience has given him a unique perspective on the sales process and the ability to deal with sales issues from a practical perspective delivering effective new ways of working.


Martin Reeves CPP, ACMA , CGMA – European Merchant Margin Enhancement and Pricing Manager – Air Products and Chemicals inc.

Currently the European Margin Enhancement and Pricing Manager for Air Products in the Chemical Industry. He commenced his professional career in the airline Industry as a Yield Controller in the late 80’s. He has worked for Air Products for 23 years. Initially in joined the company in finance then commercial roles. For the last 10 years he has returned to the Pricing arena with Air Products. During this time he was responsible for introducing and driving the concepts of Pricing and Margin Enhancement within the Business. Martin has challenged his organization in adopting the Pricing principles and concepts by delivering significant benefits to both the top and bottom line. Using the “Pricing Pillars” strategy and embedding both in-house and purchased pricing software he has incorporated Pricing Analytics, Price management and Deal Management into a strategic asset of the company. Martin is a qualified accountant and achieved the Certified Pricing Professional designation from the Professional Pricing Society in 2014.

Rafael Farres, Strategy & Pricing, Agfa Graphics in Belgium

Born in Barcelona in 1951 and lectured in Chemistry – Universidad Autónoma de Barcelona, Rafael is currently heading Strategy & Pricing at Agfa Graphics in Belgium. Since 1974 he has been holding numerous of leading positions within Howson Algraphy and Agfa contributing to his overall leadership skills and experience with pricing. His previous titles include Director of Strategy and BPR (Business Process Reengineering at Agfa Graphic Systems Division, General Manager of the Graphic Systems Division at Agfa in Europe and Technical and Sales Manager of Howson Algraphy in Spain. Since 1996: President of Graphispag Digital: Printing exhibition in Barcelona. From 1996 to 2005 Rafael is President of Graphintro: Pre-Press exhibition in Barcelona.

Stephan Reis, Director Pricing and Market Intelligence, Avery Dennison Materials Group

Stephan Reis is Director Pricing and Market Intelligence at the Avery Dennison Materials Group division in Europe. His Pricing responsibilities include Pricing Strategies, Pricing Structures and Guidelines as well as Price Controlling. He closely works with Product Management and Sales to improve bottom line results for the division. His Marketing Intelligence responsibilities are to drive growth via actionable market insights as well as promoting our industry recycling opportunities. Mr. Reis joined Avery Dennison 2009, and has held several positions in the sales & marketing area, most recently that of Commercial Manager for TNT Express World-wide. He holds a master degree of Economics from the University of Bonn, Germany.

Emanuela Papapietro, Senior Commercial Excellence Manager, Borealis Group

Emanuela is currently leading Strategic Pricing in Commercial Excellence at Borealis. In her 17 years career, she has covered different sales and marketing roles in the petrochemical and luxury brand industry . In particular, she was responsible for business development and optimization by developing value based selling . She has recently led a successful global implementation of Vendavo in Borealis and she will have a speech on the challenges and key success factors for pricing tool implementation.

Rickard Nilsson, Central Pricing Manager, Customer Care, Electrolux Major Appliances EMEA

As leader of the central pricing team for the Electrolux Major Appliances aftermarket business in EMEA, Rickard has been responsible of transforming the spares business from being cost based and inward-looking, to become value based and consumer centric.

Mårten Hedberg, Pricing Director, Assa Abloy Entrance Systems

Mårten Hedberg is currently Pricing Director at Assa Abloy Entrance Systems, Assa Abloy’s fastest growing division. During 20 years he has held several business controlling positions within large multinational companies such as Ericsson, Sony Ericsson and Tetra Pak where he worked with efficiency- and profitability improvements in production, product development and pricing. His speach is based on findings from real projects he executed at Assa Abloy during 2012.

Advisory Board


Advisory BoardIngo Hennecke, Global Pricing Manager, Bayer CropScience

Ingo Hennecke is the Global Pricing Manager for Bayer CropScience, one of the three business areas of Bayer AG Leverkusen. With more than 25 years of working experience in leading sales and marketing functions in several countries, he is now heading the pricing community and initiating global and local pricing excellence projects. Prior to his current position, Ingo was e.g. responsible for global customer management initiatives, heading the operational business in Austria and managing some of the company’s major brands.

Mirko Maternini, Strategic Global Pricing Manager, O-I

Mirko Maternini is the Strategic Global Pricing Manager, part of the Global Sales Organization at O-I, world’s leading maker of brand-building glass containers, with a $7 billion Sales in 2012. He is responsible to provide analytical support to maximize profitability on global strategic account management. Mirko has a solid back-ground and more than 10 years’ experience in Finance, covering various roles as European Sales Controlling and Business Case Manager. Mirko achieved the Certified Pricing Professional designation from the Professional Pricing Society in February 2014.

John A. Geisler, Division Manager, Strategic Pricing & Market Intelligence, Eaton Corporation

John Geisler has over 23 years in professional pricing experience driving profitable growth in global Military and Commercial markets. Currently, he leads the Strategic Pricing and Market Intelligence initiatives at the Fluid and Electrical Distribution Division for Eaton Corporation, a $22 billion global diversified power management company. John is based at the Division’s headquarters located in Jackson, Michigan with leadership respon-sibilities for 19 globally diverse aerospace manufacturing plants and business units. Prior to his current position, John held Eaton management positions in Plant Pricing, BU Customer Administration, and Division Strategic Pricing. John came to Eaton from the former Aeroquip Vickers Corporation, where he served as the plant Pricing Manager. John also held several sales, marketing, and production roles at NCR Corporation located in Louisville KY, Jackson, TN and Southfield, MI.

Markus Kellermann, Product & Price Management, MAN Trucks & Bus

Markus holds a degree in business administration and has 17+ years of experience within the spare parts business. He served in several positions in sales, marketing and product management at major companies in the automotive business including Bosch, ThyssenKrupp, Bilstein and Knorr-Bremse. At MAN Truck & Bus headquarters in Munich he heads the product management and pricing of MAN Genuine Parts covering strategic development, positioning and optimization of MAN Genuine Parts worldwide. In this function he is responsible for a turnover of more than 1.4 bn€ and is the largest contributor to the company’s profit. Markus now works for more than seven years for MAN Truck & Bus AG.

Petra Volckaert, EMEA IT Lead, Monsanto Vegetables Seeds Division

Petra Volckaert is the EMEA Information Technology Lead at Monsanto, acting as liaison and partner to all core business functions to significantly increase the company’s technology foot print in order to expand market share and generate sustainable growth. She has over fifteen years of multinational experience in process improvement and project management across various business areas ranging from Finance and IT to Sales and Strategic Marketing, with a special focus on new product launches and pricing optimization for both industry-standard and breakthrough products over the course of their product lifecycle.


Conference at the glanceDay 1 - May 20th 2015

09:30 - 17:50 Change Agent in Pricing™ - CAP™ Certification - Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of Disruption

15:00 - 17:00 Workshop: Pricing management and the sales team the making of powerful partners - Harry Macdivitt, Director, Axia Value Solutions Ltd. & Mike Wilkinson, Director, Axia Value Solutions Ltd.

07:20 Registration

08:20 Chairman´s opening: In search of “Chief Pricing Officer” - Harry Macdivitt, Author of the book “Value Based Pricing”

08:30 Manufacturing Pricing Cafe - The best ideas come with a “good cup of coffee.” Don’t you think so? We do!

09:00 Disruption for the Manufacturing World: Pricing, Segmentation, and E-commerce - Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of Disruption

10:10 - 10:40 Coffee and networking - Peer-to-Peer meetings

10:40 Innovation in Pricing at HP - Ioana Pascu, EMEA Sales Operation Pricing Program Manager, HP

11:15 The short-term and long-term ROI of spare parts pricing - Dr. Paul Artur Glenn, Head of Global Pricing Service and Parts, Heidelberger Druckmaschinen AG

11:55 Panel Debate: - CEO, CMO and CSO take the stand - The Benefits of Pricing Leadership - Mikael Ekblad, Vice President Performance and Change management, Perstorp Group

12:20 - 13:20 Networking lunch

13:20 Pricing Roundtable Discussions 2015

14:45 Design of Experiments – Leading to Confidence and Improved results - Martin Reeves CPP, ACMA , CGMA – European Merchant Margin Enhancement and Pricing Manager – Air Products and Chemicals inc.

15:15 - 15:45 Networking Break and Peer-to-Peer meetings

Track 1

15:50 Gathering competitive data in B2B - Emanuela Papapietro, Senior Commercial Excellence Manager, Borealis Italia Spa

16:25 Pricing as an international market steering instrument - Markus Kellermann, Head of Product & Price Management, MAN,Truck and Bus AG

17:00 How to boost Sustainable Profit through operational pricing? - Andreas Westling. CEO, Navetti

Track 2

15:50 Growing consumer’s loyalty and generating more EBIT through strong organization of Value based Pricing process - Wiktoria Lipkowska, Pricing Analyst, Electrolux

16:25 One Customer, One Price - Marco Bertini, Associate Professor of Marketing Management,ESADE Business School, Spain

17:00 Analytics-Enabled Pricing Optimisation

17:30 Cocktail Reception and Peer to Peer Meetings

19:00 Networking Dinner Programme

17:30 Registration & Networking Reception

17:50 Chairman´s welcome address & The Great Spaghetti Team building Challenge

Day 2 - May 21st 2015

Conference at the glance

08:15 Morning Coffee

08:30 Chairman Harry Macdivitt opens the day

08:40 Pricing Transformation in a chemical company - Jörg Wurdak, Head of Strategic Pricing, H.C.Starck

09:10 How to use Pricing Maturity in your projects choice Using Performance indicators on pricing

09:40 Pricing harmonisation and customisation; creating change momentum in a global setting - Sonny Supriyadi, Group Pricing Expert, LUVATA UK LTD

10:10 How Pricing can support Sales and Marketing - Johan Dotzauer, VP Marketing and Pricing Tools, Consumables and Services, Sandvik Construction


11:10 Studio Pricing - Innovation in Pricing - Rafael Farres, Strategy & Pricing, Agfa Graphics in Belgium, Fabio Cicalini, Pricing Manager EMEA - TE Energy, TE Connectivity, Mikael Ekblad, Vice President Performance and Change management, Perstorp AB

12:20 Chairman closes the conference

Day 3 - May 22nd 2015



WhatThe CAP™ certification is a one-day formal certification program on the change management and the change leadership processes related to value and pricing projects. During this program, partici-pants will learn:•Torecognizetheneedforchangeleadershipinpricingprojects•Todesignapowerfulchangemanagementtoolboxfortheir pricing projects•ToselecttherightmetricsandKPI’stomeasurethechange process•Tobuildstrongcoalitionstomaximizechangesuccess•Todevelopapricingandvaluevisionthatwillenergizesales teams•Tousepositiveandcompellinglanguagethatenergizesteams to get on board•Toactaschangeagentsinpricingintheirorganization

The training will combine the latest theoretical science on change management and change leadership.

WhyResearch shows that 70% of change project fail. Pricing projects and pricing transformations need a strong change management approach including a vision, a success team coalition, a compel-ling need for change, and a change management toolbox. The CAP™ certification program reviews the entire change manage-ment process and focuses on 10 critical dimensions of change in pricing and value management. Here is why mastering change management is critical:•Doyouseeyourpricingprojectsstallorgetderailed?•Areyourpricingprojectsstuckinazoneof“goodintentions”?•Areyouabletomodifybehaviorsincriticalpriceusers?•Areyougettingthesupportfromtopleadershiptosupport change?•Areyoupricingandvaluetoolsgettingadoptedand internalized?•Areyoufacingalotofinternalresistancewithpricing initiatives?•Isthepricingteamcalledthe“salesprevention”teaminyour organization?

WhoThe CAP™ is a formal certification program for:•MarketingManagers,Industry Managers, Market Segment Managers•ProductManagers,CategoryManagers, Portfolio Managers•PricingAnalysts,PricingManagers, Revenue Managers, and Value Managers•ProjectManagers,ChangeManagers, and Process Managers•AccountManager,SalesManagers, Business Development Managers

HowThe one-day certification program includes in-class training as well as individual change management exercises. To obtain the CAP® certification, participants have to success-fully complete all exercises conducted during the session (2 small exercises and a change case study). Finally, participants have to take a multi-choice test at the end of the session and obtain a minimum 75% score to pass and achieve CAP™ certification.

WhereCAP™ certification sessions are available for corporations that are interested in certifying marketers, pricers and project owners in the science of change management and leadership. CAP™ certification is taught and delivered by Stephan Liozu, Ph.D. Stephan is a Prosci® Certified Change Manager. He holds a Ph.D. in Management from Case Western Reserve University. His dissertation, called “The Pricing Journey”, demonstrates the need for transformational change to reach pricing excellence.

© Copyright Liozu 2013. CAP™ program might be subject to change at any time.

Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of DisruptionStephan M. Liozu is a creator, a disruptor, a designer and an achiever. With 20 years experience in business, he has recently focused on design and creativity and considers business an art. Stephan has worked for both Fortune 500 companies and family-owned businesses. He specializes in crafting and designing unique innovation and business strategies leading to differentiated business models. Stephan moderates brainstorming, mind mapping and creativity sessions with executives, partners and customers to generate ideas, value models, value propositions and innovation strategies. Stephan holds an MBA in Marketing from Cleveland States University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005) and attended The General Management Program (TGMP) at Harvard Business School (2005). He earned a Ph.D. in Management from The Weatherhead School of Management at Case Western Reserve University (exp. 2013) and his thesis is titled “the Organizational Journey Towards Pricing and Value Excellence”. Stephan is a frequent guest lecturer at Toulouse School of Management, EM Lyon, University of Rochester, Wayne State University, Carlow University, University of Lugano where he teaches innovation, pricing and value management, leadership approac hes and global business strategies.

Change Agent in Pricing™ - CAP™ CertificationDay 1 - May 20th - 9:30 - 17:50

Participants’ Benefits

•Auniqueandformalindividual certification •Membershipintheexclusive CAP™ LinkedIn Group•Regularupdateonthescience of change management

- Limited to 30 places

All participants in the CAP workshop will get a signed copy of Stephan M. Liozus book called “The Pricing Journey.

Mike Wilkinson, Director, Axia Value Solutions Ltd.Mike Wilkinson is a Director of Axia Value Solutions Ltd, United Kingdom. With extensive experience in account and sales team management, Wilkinson has been an independent consultant since 1988. His passion is Value Based Selling. He works with organizations of all sizes, helping them to maximize the effectiveness of their sales efforts, both in terms of sales process and skills.


- Limited to 30 places

Workshop: Pricing management and the sales team the making of powerful partners

Day 1 - May 20th - 15:00 - 17:00

Workshop leaders:

Harry Macdivitt, Director, Axia Value Solutions Ltd.Harry Macdivitt has 25 years’ experience in strategic management and marketing advising, and specialises in strategic marketing, product management, value based pricing and sales. Together with his co-director Mike Wilkinson, Macdivitt co-wrote Value Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value (McGraw-Hill Companies, Inc. 2012), and The Challenge of Value (Abramis Publishing 2010).

Clever pricing strategies are only as good as the sales teams entrusted to present and negotiate them While pricing teams establish what to charge, it is up to the sales teams to take the prices to the customer. Because of a disconnect between sales and pricing, all too often the result is business won (or lost) on price rather than on a demonstration of value. The sales team does not have the weapons or the confidence to talk value and demonstrate the monetized benefits of their solution. To avoid this loss of revenue and decrease in margins, pricing and sales need to align using customer value and work more closely together so that instead of apologizing for their prices they are “Proud of the Price!”

Having a mutual understanding of value is an important first step in helping sales and pricing work more constructively together. But they are not in this alone. Understanding, creating and delivering customer value is an organization wide responsibility. In this workshop we will be paying particular attention to sales and pricing, but with a look over our shoulder at the role of other parts of the organization. Under-standing value, and feeling confident in communicating your value, can help move your sales teams to a higher level, giving them the tools to fight back against aggressive buyers. It will help you generate better bottom line results while keeping your customers on board. It will bridge that gap between pricing’s expectations of sales and the reality. The workshop will be illustrated throughout by references to current case studies.

Attendees will learn:•Thechallengesbothsalesandpricingneedtoaddressindeliveringgreatcustomervalue,startingwith having a mutual understanding of just what constitutes value.•Howpricingandsalesfunctionsinteractandcansupporteachother•Usingcustomervaluetobuildcompellingargumentstoovercomepriceobjections•Strategiesfordealingwithaggressivebuyers•Developingheroicbehavior


Program

Day 1 - May 20th

17:30 Registration & Networking Reception

17:50 Welcome address by the Chairman

In this fun and highly interactive session you will learn your personal “team work personality”, and discover new possibilities for greater success when working in teams and delivering results.

With meetings and managers rating as critical parts of healthy working culture, these insights will allow you to meet new contacts, gain awareness of your current behaviours and gain access to new tools and become a key person of influence within your organization.

The Great Spaghetti Team Challenge “The modern workplace is not survival of the fittest anymore, its survival of the most flexible” - Malcolm Larri

Malcolm Larri is one of Australia’s most dynamic and exciting motivational speakersAs a Master Practioner of NLP, he brings over 25 years experience of working with individuals, groups and organizations to realize their full potential.

He has conducted seminars in Europe, Asia and his native home of Australia and is currently the owner of Brave Personal Development, one of Scandanavia’s fastest growing coaching and facillitaion companies.

18:00 Team building workshop with Malcolm Larri

09:30 Change Agent in Pricing™ - CAP™ Certification

15:00 Workshop: Pricing management and the sales team the making of powerful partners


Program

Attendees will learn:

1. The latest trends in multi-channel strategies and how they apply to the manufacturing world

2. How deep customer segmentation can help respond to these technological trends

3. How B2B and manufacturing pricing strategies will be a critical part of the equation

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Day 2 - May 21st

07:20 Registration

n 8:20 Chairman´s opening: In search of “Chief Pricing Officer”With his co-author Mike Wilkinson, Harry has recently published, through McGraw Hill, a book on Value Based Pricing which is rapidly becoming a “go to” text on the subject and has been reviewed favourably by other recognised experts in the field. The new title complements an existing book – The Challenge of Value and will shortly be followed by other related titles in pricing strategies.

Harry Macdivitt, Author of the book “Value Based Pricing”

n 08:30 - 09:00 Manufacturing Pricing Cafe - The best ideas come with a “good cup of coffee.”

Don’t you think so? We do!

Our Icebreaker session consists of small Round Tables with speakers, business partners and attendees where the participants will discuss the main challenges and cutting edge topics of the conference in a relaxed atmosphere. The chairman is presenting the main challenges, questions and expectation from the Mindmap session on the previous evening. Let´s break the ice and get the show on the road!

n 09:00 - 10:00 Disruption for the Manufacturing World: Pricing, Segmentation, and E-commerce

According to Forrester Research, B2B e-commerce sales are now more than twice the size of B2C e-commerce and growing at a fast pace. Because of the size of the B2B opportunity and because of potential threats in the B2B traditional distribution models from giants such as Grainger, Alibaba and others, an increasing number of manufacturing companies are starting to pay attention and are preparing for the future by anticipating how industrial buyers might purchase products in the future.

Faced with increased business complexity, competitive pressure, increased commoditization, and technology disruption, manufacturing organizations have no choice but to reinvent themselves in order to better compete. They have to reconsider their segmentation approach, redesign their core value proposition and reinvent their channel strategy to match changing customer needs. Companies like GE, Cisco, 3M, Hilti, and others are in the process of transformation their business model to adapt to these incredible disruptive forces. Too many firms though do not realize the potential disruption and are still relying on old traditional distribution and pricing strategies.

This presentation will touch on specific trends and threats that might be relevant a few years from now as technological solutions are changing the manufacturing and distribution landscape. It reviews the critical role of segmentation and price intelligence in the redesign of manufacturing business models.

Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of Disruption

10:10 - 10:40 Coffee and networking - Peer-to-Peer meetings


Program

n 10:40 - 11:10 Innovation in Pricing at HP

Focus on different approaches of using pricing to address loss of sales, high cost of execution and loss of margin. What can be the journey from basic customer segmentation to the utilization of a big data software and what are the process changes and key metrics for success of this journey.

12:20 - 13:20 Networking lunch

Learning points:

•Segmentationmethods

•Managementofchangeforpricinginsales

•Keysuccessmeasuresforapricingtransformationjourney

+Ioana Pascu, EMEA Sales Operation Pricing Program Manager, HP

n 11:15 - 11:45 The short-term and long-term ROI of spare parts pricing

Developandemploywell-definedperformancemetrics/KPIsaligningdepartmentalobjectivestosupportlong-termandshort-term pricing goals. The objective is to align and enforce commitments and resources.

Learning points:

•Short-termROI

•Long-termROI

•Howtoset-upabusinesscase?

•Howtoensuresustainableresults?

+Dr. Paul Artur Glenn, Head of Global Pricing Service and Parts, Heidelberger Druckmaschinen AG

n 11:55 - 12:20 Panel Debate - CEO, CMO and CSO take the stand - The Benefits of Pricing Leadership

Somesaymarketingshouldsincepricingdecisionsarefundamentallytiedtoproduct,placement,andpromotionaldecisions. Others say sales should since pricing directly affects customer relationships because it is the customer-en-gaging organ of an organization. And still others say finance should take the helm given pricing strongly affects profits.SowhoShouldControlPricing?Sales,Marketing,orFinanceorallofthem?OrmaybeweshouldhaveChiefPricingOfficerthatcontrolspricing?

Mikael Gedin, Executive Vice President Regions and Group management, President Perstorp AB


Program

The Roundtable Discussions are your opportunity to get your voice heard. In a stimulating work atmosphere, the participants discuss new perspectives and ideas. After 40 minutes the discussions end and the participants move on to the next table. You will experience intensive discussions, share innovative ideas and identify practical

solutions.

Some of the topics that will be discussed (subject to change):

+ 13:20 - 14:40 Pricing Roundtable Discussions 2015

Centralized Vs Decentralized approaches to pricing

Advanced analytics and toolsPricing Segmentation

Guidelines for an efficient roundtable discussion:1. Come prepared – have a few thoughts or questions before you sit down2. Network – exchange business cards with your peers at the table in case you want to follow up post event3. Be engaged – don’t just sit and listen; being part of the discussion and sharing your thoughts is the only way you will get value4. Don´t rush - if you don’t find a seat at your preferred table, you will have another opportunity in the second round

Common mistakes made in developing an international pricing

strategy and how to avoid them

Profitability: Deals Desk – A key business enabler to meet

customer demands

How to develop and monitor pricing KPI’s

n 14:45 - 15:15 Design of Experiments – Leading to Confidence and Improved results

I am sure we buy into the fact that Analytics can aid decision making. This is often based on historical results which are clouded in “Justifications and noise” as to what they show and the interpretation of the message. By conducting a controlled experimentyouhavetheabilitytoremovenoiseanddistortion.AirProductsPricingTeamandDecisionSciencegroupdesignedand conducted a controlled experiment on real customers to both determine the effectiveness of their current price increase policy and optimise price policy moving forward.

Learning points:

•Howtosetupadesignofexperiments?

•Challengesfacedintermsofdatamanagement

•Howtogettheorganisationalsupporttoexperimentwith “live”customers?

•Howtobuildontheexperimentcontextinthefuture?

+Martin Reeves CPP, ACMA , CGMA – European Merchant Margin Enhancement and Pricing Manager – Air Products and Chemicals inc.



Tracksn 15:50 - 16:20 Gathering competitive data in B2B

In the today market conditions right information at the right time is key to effectively manage sales and marketing activities and not only. Many companies perceive Competi-tion intelligence as a core topic where to invest money and resources to better drive Innovation ,manage Day to Day business ,steer pricing decisions. How to do gather compe-tition data is a complex topic and learning from successful players can shorten the way to Excellence in this direction.

n 15:50 - 16:20 Growing consumer’s loyalty and generating more EBIT through strong organization of Value based Pricing process

Discount discipline - how to avoid the sales force to set too low net prices. Common language - making sure to have the same language in the whole company. Does the term “Gross price”meanthesameinPolandandSweden?Cantheybecompared?Havingdifferentdefinitionsforthesamewordscreates challenges. Operational Value Based Pricing - how to make VBP work after the consultants have left. How to setup a smooth process to enable the company to price thousands of items with an advanced value based approach, without adding too many FTEs.

n 16:25 - 16:55 Pricing as an international market steering instrument

International spare parts pricing is one of the least under-stood and most complex aspects of a manufacturers go-to-market strategy. It seems that international pricing simply consists of local cost plus thinking. But can the market be metwithcostplus?Ifyouwanttomeetthemarket,whereis the market really and how can you find out, if you met him withyourprice?Inaninternationalbusiness,thereisalwaysthe conflict between the ideas in market pricing by the local management and the central approach. Only with the right setofKPIs,thereisapragmaticdiscussionandamarketsteering possible

Learning points:

•Legalaspects

•Motivationofsalesteamtogathertruecompetitorinformation

•UseofaCRM/othertoolstocollateandinterpret

+

n 16:25 - 16:55 One Customer, One Price

From a pricing standpoint, not all customers are created equal—inevitably, some groups of customers find more value in a given product than others do. A smart manager accepts this reality and realises that using one price point across the market is bound to be wasteful: in some instances this price point underestimates the worth of the product and therefore leaves a good chunk of money in the customers’ pockets rather than the company’s bank account, while in other instances it ends up overestimating worth and therefore prevents sales that would make financial sense at some lower level.

Emanuela Papapietro, Senior Commercial Excellence Manager, Borealis Italia Spa

Learning points:

•CommonDiscountdisciplineandlanguageofunderstanding “Gross price”.

•OperationalValueBasedPricing

+

Wiktoria Lipkowska, Pricing Analyst, Electrolux

Learning points:

•Theconflictofrelativemarginvs.absolutemargin

•Istherearightpriceindexpercountry

•Centralizedordecentralizedapproach

•WhicharetherightKPIs

+

Learning points:

•Understandtheeconomicandpsychologicalbasisforprice discrimination

•Learndifferentwaystosetprices,andhowthesecanbe ordered usefully in terms of the amount of participation granted to customers

•Realisethedifferentfactorsthatdeterminehowmuchto involve customers in the pricing decision

+

Markus Kellermann, Head of Product & Price Management, MAN,Truck and Bus AG

Marco Bertini, Associate Professor of Marketing Management,ESADE Business School, Spain


Tracksn 17:00 - 17:30 How to boost Sustainable Profit through operational pricing?

The presentation will, based on customer case studies, show how pricing should be executed in a global environ-ment.Keylearninginthefollowingareaswillbeshared:Price organization, pricing strategy and price optimization.

n 17:00 - 17:30 Analytics-Enabled Pricing Optimisation

With shrinking margins, diminishing customer loyalty, and never ending pressure from competitors to match discount pricing, you need to get smarter about pricing. It’s becoming clear that pricing is an area where technology can help you transform significant amounts of data into competitive advantage by taking a smarter approach to pricing.

17:30 Evening Networking Programme & Peer-to-Peer Meetings

Learning points:

•Howtoimproveprofitability,customersatisfactionand efficiencywiththesupportofaglobalpricingframework?

•Howtoimprovepricequalityandeliminatedoubleworkwitha well-definedpricingprocess?

•Howtomoveawayfromad-hocpersondependentpricingto methodbasedpricing?

+Learning points:

•Makingthemostoutofyourdata-howtodevelopbusinessparternship with BI and to use BI data for pricing strategies

•Approachesforobjectivelymeasuringtheimpactofpricingonbusiness results

•PriceElasticitymodelingbasedonsalesandpricinghistory

•PricesimulationandWhat-IfScenarioModeling

+

Andreas Westling. CEO, Navetti

Discuss and evaluate your experiences from the full day of conferencing during our Evening Networking Programme. During this evening you will also enjoy an exclusive dinner together with your peers.


Program

Day 3 - May 22nd

08:15 Morning Coffee08:30 Chairman Harry Macdivitt opens the day

n 08:40 Pricing Transformation in a chemical company

Jörg will share his insights, he gained while cold starting and executing a pricing transformation program in the chemical industry. He will elaborate on the importance of strategy, leadership commitment and on how to develop value based thinking in sales and product development.

Learning points:

•Whichbuildingblocksareessentialforpricingtransformation?

•Howtodrivechangewithlimitedresources?

•Whatdidwork..andwhatdidnot?

+Jörg Wurdak, Head of Strategic Pricing, H.C.Starck

n 09:10 How to use Pricing Maturity in your projects choice Using Performance indicators on pricing

Many organizations struggle getting the priorities right for their pricing projects. Often kick-offs are made based on gut feel or priorities set by the management, unaware of the necessity to understand where an organization stands in terms of pricing maturity. This decreases the probability for a successful pricing initiative substantially. It is not uncommon that organizations end up with a non-working solution, frustration in the organization and not materialized margin improvements. This can be prevented by assessing the pricing maturity of the organization before kicking of pricing projects and prioritize projects based on the natural growth possibilities of the organization.

Learning points:

•Wheredoesyourorganizationstandinpricingmaturity?

•Areyoutacklingtherightpricingissues?

•Howsuccessfulhasyourorganizationbeeninrealizingthe benefitsofpricingprojects?

•AreyourPerformanceIndicatorsmeasuringtherightthings?

+

n 09:40 Pricing harmonisation and customisation; creating change momentum in a global setting

Part of commercial strategy implementation is to utilise a pricing tool in propelling sales and profitability performance within an organisation. However, in a large or global organisation, this can mean dealing with complex systems, cultural differences and oftenrigidstructures.Whyisthisimportant?Whoshouldleadtheinitiatives?Whattypeoftoolsshouldbeusedorcustomised?Ifweneedtoproceed,wheredowestart?Thespeakerwillshareandprovidehandsonexperienceindealingwithalloftheabove.

Learning points:

•Howtogetbuy-infromdifferentlevelofstakeholdersina global organisation

•Howtoincorporatenewparadigmintoanexistingone

•Dataharmonisationinacomplexenvironment

•Aligningrolesandresponsibility-shiftingfrom‘farmer’to ‘hunter’

+Sonny Supriyadi, Group Pricing Expert, LUVATA UK LTD


Program


n 10:10 - 10:40 How Pricing can support Sales and Marketing

Pricing is generating profit to the business first when a customer decides to purchase a product or service from you. The price is part of the message you send to the customer and are being part of the total experience the customer realizes from you. The salesman needs support to explain why the customer should pay exactly the price given and sometimes we can show tremendous earnings from our products and services, but at the same time give extra discount because it is a large deal. This message should be harmonized.

Learning points:

•HowcanpricingsupportSales&Marketing?

•Pricingsupportingtheofferingandtotalcustomerexperience

•Pricingsupportingwithcalculationtoolsondiscountsand value message

•Newchannelstomarketisopeningup-directsales,distributor sales.amazon,ownwebportalsetc.Howispricingset?

+Johan Dotzauer, VP Marketing and Pricing Tools, Consumables and Services, Sandvik Construction

Learning points:

•InnovationinPricingStrategy

•InnovationinPricingTactics

•InnovationinOrganizingthePricingFunction

+

n 11:10 Studio Pricing - Innovation in Pricing

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices.

Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. In this session we will present the innovation in pricing from four complementary perspectives.

Rafael Farres, Strategy & Pricing, Agfa Graphics in Belgium

12:20 Chairman closes the conference

Fabio Cicalini, Pricing Manager EMEA - TE Energy, TE Connectivity

Mikael Ekblad, Vice President Performance and Change management, Perstorp AB


Harry Macdivitt, Director, Axia Value Solutions Ltd.Harry Macdivitt has 25 years’ experience in strategic management and marketing advising, and specialises in strategic marketing, product management, value based pricing and sales. Together with his co-director Mike Wilkinson, Macdivitt co-wrote Value Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value (McGraw-Hill Companies, Inc. 2012), and The Challenge of Value (Abramis Publishing 2010).

Speakers

Fabio Cicalini, Pricing Manager EMEA - TE Energy, TE ConnectivityMr. Cicalini developed his pricing expertise over the last 8 years in Automotive, Semiconductor, Healthcare, Consult-ing and Energy verticals for product, service and spare parts at Infineon AG, GE Healthcare IT, Pricing2B. In the last 3 years he led Vestas’ organizational transformation from cost-plus to market and value based pricing. His specializations includes strategic, commercial and operational pricing, market research, value based pricing, processes optimization, change, project and communica-tion management, organizational transformation and training. Mr. Cicalini hold a CPP from the Professional Pricing Society (NOTE: complete it September 2013), an MBA from Berlin Management Institute in Germany and a BA (Hons) from Lancaster University in the U.K..

Rafael Farres, Strategy & Pricing, Agfa Graphics in BelgiumBorn in Barcelona in 1951 and lectured in Chemistry – Universidad Autónoma de Barcelona, Rafael is currently heading Strategy & Pricing at Agfa Graphics in Belgium. Since 1974 he has been holding numerous of leading positions within Howson Algraphy and Agfa contributing to his overall leadership skills and experience with pricing. His previous titles include Director of Strategy and BPR (Business Process Reengineering at Agfa Graphic Systems Division, General Manager of the Graphic Systems Division at Agfa in Europe and Technical and Sales Manager of Howson Algraphy in Spain. Since 1996: President of Graphispag Digital: Printing exhibition in Barcelona. From 1996 to 2005 Rafael is President of Graphintro: Pre-Press exhibition in Barcelona.

Andreas Westling, CEO, Navetti Andreas Westling is a Senior Partner at Navetti. He has been responsible for the development of Navetti’s pricing methodology. Andreas has first-hand experience from multiple Pricing Excellence projects for international manufacturing companies. Andreas has been responsible for change management projects and solution implemen-tations to secure improved; price quality, customer trust, profitability, and efficiency. Andreas is skilled at technical, business and organizational elements of implementing pricing solutions. Navetti has during 10 years implemented value based and market driven pricing for companies like KONE, ABB, Atlas Copco, Bosch Rexroth, Linde, Heidelberg, Husqvarna, Electrolux and more.

Emanuela Papapietro, Senior Commercial Excellence Manager, Borealis GroupEmanuela is currently leading Strategic Pricing in Com-mercial Excellence at Borealis. In her 17 years career, she has covered different sales and marketing roles in the petrochemical and luxury brand industry . In particular, she was responsible for business development and optimization by developing value based selling. She has recently led a successful global implementation of Vendavo in Borealis and she will have a speech on the challenges and key success factors for pricing tool implementation.

Ioana Pascu, EMEA Sales Operation Pricing Program Manager, HP

Ioana Pascu is a Pricing Program Manager for the HP Enterprise Group in EMEA since 2006 and in 2013 she acquired the Lean Six Sigma Black Belt certification. Ioana has focused on pricing as her key expertise and managed various Pricing related programs and projects: EMEA wide Pricing process standardization across all product portfolios and operational setups; setup of the Bid Desk management for HP Networking; nearshoring and off-shoring; customer profiling and segmentation. Since end of 2012 she is project managing the implementation of the pricing software for EMEA.Ioana holds a Master Degree in Finance from the Grenoble Economics University (IAE) and lives in Grenoble (France).

Mikael Ekblad, VP Performance Excellence & Change Management, Perstorp AB “Currently the VP of Performance Excellence and Change Management at Perstorp AB a specialty and intermedi-ates company in the Chemical Industry. He commenced his career in engineering and project management before moving on to commercial roles where he held various management positions in marketing, sales and business management before taking up the responsibility for Operations for the majority of the Group’s production sites. During his six years in Operations he introduced and imple-mented Perstorp Performance System based on lean principles. In his new role the system is since mid-2013 expanding company wide and the first pillar established in Commercial Excellence was “Pricing”. Change management has been imperative and an integrated part of the project not only including use of the new software, but also new roles and responsibilities for sales and product management in the “Pricing Processes”.

Wiktoria Lipkowska, Pricing Analyst, ElectroluxCurrently I occupy Pricing Analyst position in Consumer care Electrolux. I’m working with 32 Sales units in Europe, Asia Pacific, Africa and United States to develop and im-plement pricing strategy for hundred thousands of Spare parts including segment strategies for the various markets and channels Analyse market dynamics, pricing trends, market opportunities, operating and sales margins in order to develop reports, procedures and tools for pricing and quoting are my duties for today. Moreover, managing pricing procedures and process to make most of efficiencies and ensure timely response to market conditions are necessary and absolutely important part of my work as well. Previously I was working in accounting department in Electrolux Poland as well as got very strong experience in Bank-ing occupying Bank branch Manager position in Commerzbank.


Speakers

Johan Dotzauer, VP Marketing and Pricing Tools, Consumables and Services, Sandvik ConstructionCurrently the VP Marketing and Pricing for Tools, Consumables and Services at Sandvik Construction. Johan started his career at Sandvik Steel in the mid 90s as a Market analyst.In 2009 he was appointed Manager for Marketing & Sales support within Sandvik Mining and Construction (SMC). One of the tasks was to build up an organization that should develop the marketing activities within SMC. This included, putting areas, as improved market pricing and customer and sales information (business intelligence) on the map as well as rolling out CRM and e-business solutions to the sales Regions. Since January 2012 Johan has been working as VP Marketing and Pricing at Sandvik Construction - Tools, Consumables & Services (TOCS). The last years he has been part of a team that made a substantial turnaround of the result were the main contribution in this turn around was that he in a very difficult business situation, by focused efforts, succeeded in increasing the prices and improving the product mix substantially.

Sonny Supriyadi, Group Pricing Expert, LUVATA UK LTDA versatile Pricing professional with global exposure. Has been assigned to various projects in ASPAC, EMEA and North America. Extensive expertise in Pricing with strong financial background. Currently working as an Expert (Internal Consultant) for Luvata.

Stephan M. Liozu, Ph.D., Pricing Thought Leader and Agent of DisruptionStephan M. Liozu is a creator, a disruptor, a designer and an achiever. With 20 years experience in business, he has recently focused on design and creativity and considers business an art. Stephan has worked for both Fortune 500 companies and family-owned businesses. He specializes in crafting and designing unique innovation and business strategies leading to differentiated business models. Stephan moderates brainstorming, mind mapping and creativity sessions with executives, partners and customers to generate ideas, value models, value propositions and innovation strategies. Stephan holds an MBA in Marketing from Cleveland States University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005) and attended The General Management Program (TGMP) at Harvard Business School (2005). He earned a Ph.D. in Management from The Weatherhead School of Management at Case Western Reserve University (exp. 2013) and his thesis is titled “the Organizational Journey Towards Pricing and Value Excellence”. Stephan is a frequent guest lecturer at Toulouse School of Management, EM Lyon, University of Rochester, Wayne State University, Carlow University, University of Lugano where he teaches innovation, pricing and value management, leadership approac hes and global business strategies.

Markus Kellermann, Product & Price Management, MAN Trucks & BusMarkus holds a degree in business administration and has 17+ years of experience within the spare parts busi-ness. He served in several positions in sales, marketing and product management at major companies in the auto-motive business including Bosch, ThyssenKrupp, Bilstein and Knorr-Bremse. At MAN Truck & Bus headquarters in Munich he heads the product management and pricing of MAN Genuine Parts covering strategic development, positioning and optimization of MAN Genuine Parts worldwide. In this function he is responsible for a turnover of more than 1.4 bn€ and is the largest contributor to the company’s profit. Markus now works for more than seven years for MAN Truck & Bus AG.

Dr. Paul Artur Glenn, Head of Global Pricing Service and Parts, Heidelberger Druckmaschinen AG Paul Glenn has extensive pricing experience, which he acquired during the last ten years both from working with companies as a consultant and more than eight years in industry responsibilities. As a pricing expert he has wide practical and international pricing experience in Europe, Americas and Asia-Pacific. Paul Glenn leads the Pricing of Services and Parts at Heidelberger Druckmaschinen AG. In his role he developed and implemented new pricing strategies, methods, processes, manages the change from a decentralized to a global pricing organization and set-up and implemented a global pricing-system in record time. He has a background in industrial engineering and management and business administration. He is lecturer of Business Dynamics at the Karlsruhe Institute of Technology (KIT) and Pricing at the University of Aachen. He has published books and articles and is getting involved in research advisory.

Martin Reeves CPP, ACMA , CGMA – European Merchant Margin Enhancement and Pricing Manager – Air Products and Chemicals inc.Currently the European Margin Enhancement and Pricing Manager for Air Products in the Chemical Industry. He commenced his professional career in the airline Industry as a Yield Controller in the late 80’s. He has worked for Air Products for 23 years. Initially in joined the company in finance then commercial roles. For the last 10 years he has returned to the Pricing arena with Air Products. Dur-ing this time he was responsible for introducing and driving the concepts of Pricing and Margin Enhancement within the Business. Martin has challenged his organization in adopting the Pricing principles and concepts by delivering significant benefits to both the top and bottom line. Using the “Pricing Pillars” strategy and embedding both in-house and purchased pricing software he has incorporated Pricing Analytics, Price management and Deal Management into a strategic asset of the company. Martin is a qualified accountant and achieved the Certified Pricing Professional designation from the Professional Pricing Society in 2014.

Mikael Gedin, Executive Vice President Regions and Group management, President, Perstorp ABOver the past 22 years, Mikael has gathered extensive experience within Management Consulting, Human Resources, Marketing and Sales, Operations and Performance Excellence. Previously within the ABB Group and since 2009 with the global specialty chemical company, Perstorp. Mikael has within Perstorp held positions as EVP HR and Operations Excellence, EVP Global Sales and currently in the role of Executive Vice President, Regions and Group Management and President Perstorp AB.


Marco Bertini, Associate Professor of Marketing Management, ESADE Business School, SpainMarco holds a Doctor of Business Administration from Harvard Business School, a Master of Business Admin-istration from IESE Business School, and undergraduate degrees in Arts (Politics and International Studies) and Commerce (Economics) from The University of Melbourne. His research, which investigates the customer and manager psychology of pricing decisions, appears in the major journals for marketing academics (Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, and Marketing Science) and business practitioners (Harvard Business Review and MIT Sloan Management Review), and it is often cited in print media and television—most recently in the BBC, Bloomberg BusinessWeek, Financial Times, The Times, and Wall Street Journal.

Jörg Wurdak, Head of Strategic Pricing, H.C.StarckJörg is a senior level, PPS certified, pricing professional acting as pricing advisor to the Executive Board. He has an 11+ years track record of cold starting pricing initiatives in chemical and telecommunication industry including pricing transformation projects across multiple levels, functions and global regions up to 300 people. He offers a broad level of expertise in pricing analysis, development of strategies, design of processes and formerly held management positions in service and product management. He earned his Certified Change Agent Pricing (CAP) certification in 2014 and has the ability to inspire and motivate people in order to adopt new ways of thinking and drive change throughout the organization.

Martin Jarmatz, Industrial PhD Fellow at Copenhagen Business School (CBS)Martin Jarmatz is a pricing researcher, who has recently started his position as Industrial PhD Fellow at Copenhagen Business School (CBS). His main research interests within pricing are decision-making, intuition, organizational design, pricing capabilities, discounting and value management. At the moment Martin teaches a course on pricing and writes a paper on the presence of intuition in final price decisions. Before his start at CBS in March 2014, Martin has been working as an intern at Bayer Business Consulting in Germany, where has been on a pricing project with Ingo Hennecke of Bayer CropScience, who was one of the conference speakers last year. Martin is an alumnus of the CEMS Master in Management Program (Financial Times calls it the Master of the Universe) and studied in various countries across the globe. During his academic education so far, he has mainly specialized in pricing, marketing, sales and organizational behavior, which also includes practical experiences with companies such as L’Oréal, Würth and KPMG.

dk.linkedin.com/in/martinjarmatz/en

https://www.xing.com/profile/Martin_Jarmatz

Twitter: @martinJarmatz

Speakers

Manufacturing Pricing Excellence Platform 2015 Official Blogger

Join us on:Manufacturing Pricing Excellence Forum

Twitter: @Prod_Lifecycle #pricingeurope

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Phone:

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Email:[email protected]

Website:www.pricingeurope.com

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Your booking is binding. You may substitute a delegate at any time. Please note that substitutions are not permitted unless approved by the organizers. For all cancellations (without an approved substituted delegate) received in writing more than 5 business days prior to the event and, a €120 (+VAT) administrative fee will be charged and a credit voucher for the remaining amount will be issued. Credit vouchers may be used at any Midfield Media conference within one year of issuance. For cancellations less than 5 business days prior to the event, the full amount of the delegate pass is non-refundable. Full payment is due 10 days upon invoice and no later than 5 business days prior to the event. Delegates thathaveNOTsubmittedpaymentpriortotheeventwillnotbeadmittedtotheevent.Admittance is then only granted upon approval of credit card payment directly onsite.

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Team Discount Program Our agenda is the perfect opportunity for you to bring a cross-functional team. When attending as a team of five or more you’ll receive additional benefits, including complimentary registrations or discounts.

Group Booking Offer! To learn more about our popular group booking option, please contact:

email: [email protected] or call hotline: + 46 8 650 74 40

All prices are excluding taxRegister now: www.pricingeurope.com/platform-details/pricing-registration

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2015 Solutions Conference Full Networking* Workshop CAP Certification Investment

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*FullNetworkingincludescocktailreception,allnetworkingbreaksandlunches,onebanquetdinner,andaccesstopre-eventmeetingsystemtobook meetings with other participants


Venue Address & Contact

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Telephone number: +34 93 503 53 00

Fax: +34 93 4906045

Website: www.barcelo.com

The venue for this years forum is the renowned Barcelo Sants. This recently refurbished 4 star hotel features large rooms withspectacularviewsofthecity.LocatedinSantsRailwayStation,itoffersdirectaccesstoBarcelonametroandtrainstations,making it the best connected hotel in the city.

n Conference Logistics

General Information: Delegate packages include the cost of the conference together with meals and refreshments. Other costs such as travel, accommodation and general expenses are the responsibility of the individual delegate. Accommodation can be booked (if rooms are available)attherecommendedBarceloSants.

Attire: Business casual attire is recommended for the conference.

n Event Co-ordination & Logisics:

All Copperberg conferences are run by Coordinatum Business Event Management

For all logistical questions regarding the con-ference please contact:

Malcolm Larri Email: [email protected]: +46 8 650 02 70

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n Directions from the Prat AirportAirport transfer:

IfyouarearrivingatthehotelBarcelóSantsbyplane,thePratairportisjust15minutesawaybytrain.

TakethetraintoSantsRailwayStation,andsimplywalkupstairstothehotel.

Booking your accomodation:

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Venue - Barcelo Sants


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manufacturing pricing excellence 2015 agenda

Education

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pricing experts

value based pricing

edge pricing tools

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lifecycle workshop