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| 1st PricingFuel Day Germany |
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"How to win today’s pricing game"
October 29th 2009 | Frankfurt (Germany)
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| Pol Vanaerde (ePP President) |
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Pol Vanaerde has a successful market strategy track-record. He was responsible for the European launch of Alpro Soyfoods. Elected as product marketeer of the year in Belgium. Later joined MC. Bride PLC (private label detergents & Cosmetics) as European Marketing Manager and Conoco-Philips as New Business Manager. Pricing was always one of the key responsibilities.
He is the initiator and actual president of the European Pricing Platform, responsible for the vision development and the daily management.
Furthermore, Pol is the founder of Vanaerde Consulting and Truemarketeers. Guest speaker at Universities, in a wide portfolio of in-companies, seminars and conferences in different industries all over Europe.
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| Annette Becker (Director Brand Management) - Robert Bosch GmbH |
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Annette is the Director Brand Management Bosch Power Tools Green Europe. She is working for Bosch Power Tools since 2000 (Product Management Cordless Tools, Regional Sales Management Central Europe and Nordic Region).
Prior to Bosch, Annette Becker was project leader at Prof. Homburg & Partner GmbH (marketing strategy consultancy). She studied promotion at University of Mannheim. |
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| Frank Frohmann (Manager Corporate Sales and Marketing) - Robert Bosch GmbH |
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Frank is the Manager Corporate Sales and Marketing at the Bosch headquarter. Since 2008 he works on international pricing projects with different business units of the Bosch Group (machinery industry, automotive aftermarket, heat pumps, spare parts). Prior to Bosch, Frank Frohmann worked five years in the central pricing departments of Lufthansa passenger services (B2C) and cargo (B2B);
He started his career at Simon, Kucher & Partners. |
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Key bullet points for the presentation by Robert Bosch GmbH:
Power Pricing at Bosch
Dr. Annette Becker will focus on:
• customer segmentation
• product development and pricing at the Bosch business unit "Power Tools" Green for DIY
• 2007 Power Tools Green won the German Marketing Award (Deutscher Marketing Preis) for showing a consequent focus on users and their needs. This user orientation pays off. Many Bosch DIY power tools are bestsellers within their segments and market share is constantly increasing since 6 years. Examples for a user-related pricing are:
• The positioning of DIY tools is strictly oriented on the preferences and willingness to pay of DIY users (e.g. the famous screw driver IXO)
• Purchase intentions and the effects of prices on sales volumes are evaluated professionally before products are launched in the market.
Frank Frohmann complements the success story of Bosch Power Tools by describing the basic solutions and methodologies used by the central pricing department at the Bosch Group. The described practices are implemented in different industries and business units of Bosch. |
| Gianpaolo Callioni (Head of Pricing Science) - Vendavo |
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Gianpaolo has over 12 years of experience in applied analytics to business decisions and processes. He led the delivery of several price optimization engagements at Vendavo for high tech, process industries and industrial manufacturing.
He spent much of his career at Hewlett Packard, where, among other positions, he led the Strategic Planning and Modeling (SPaM) Team, HP’s highly-regarded and recognized modeling and analytical team in the field of operation research and management science. He led cross-functional teams to address operational and strategic issues in supply chain and operations by applying quantitative modeling and analysis to supply chain management, forecasting, planning, risk management, warranty and product design.
Gianpaolo is a frequent presenter to operation research and modeling events and he has published articles and papers in functional and business publications (Harvard Business Review, Interfaces, OR/MS). He has several patents pending and approved on business processes, tools and algorithms applied to pricing, capacity/inventory optimization and financial flows
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Key bullet points for the presentation by Vendavo:
Using Price Segmentation to Optimise Margins
Differentiating pricing to customers is one of the most effective ways to increase margins. Yet how to go about price optimisation is often poorly understood. In this presentation we will discuss the key elements to realizing higher margins through price optimization:
• Powerful multi-dimensional segmentation (customers, channels, products, transactions)
• Developing and managing transparent optimisation strategies aligned with company goals
• How to ensure effective and consistent execution of optimisation |
| Bert Willemsen (Managing Director) - Orange Orca |
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Bert Willemsen is a Managing Director of Orange Orca and one of its founders. He has been a business consultant for more than 8 years and received his Master of Business Administration degree from the University of Twente. In total he has more than 15 years of international experience in industry with a focus on the packaging and food & beverage industry. He has consulted, provided seminars and worked with a number of companies in Europe, such as Heineken, Unilever, Premier Foods, Nestle, Amsterdam Airport Schiphol and Crown. He leads Orange Orca’s practice in Customer Value Management, as well as other projects in sales, marketing, purchasing & supply chain management. In addition to strategy development, his experience covers subjects such as organizational development and change. |
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| Peter Pollemans (Managing Consultant) - Orange Orca |
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Peter Pollemans is the Managing Consultant of the unit IT of Orange Orca. He received his Master of Business Administration degree from the University of Twente and, in total, he has more than 20 years of international experience in industry with a focus on Information Technology and Innovation. He has consulted, provided seminars and worked with a number of companies in Europe, such as Royal Dutch Shell, Orkla, Sapa, Alcoa, World Travel BTI, and CRH. He manages a number of projects in Customer Value Management as well as in purchasing. His experience covers subjects such as information management and change. |
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Key bullet points for the presentation by Orange Orca:
Creating the right value perception for maintaining and expanding business at fair pricing levels.
• Define 'value' in monetary terms
• Demonstrate and document superior value to your customers and prospects
• Value vs Price
• Value based pricing principles
• The presentation will be illustrated by a client case! |
| Prof. Oliver Roll (Professor for International Marketing and Price Management) - University of Applied Sciences Osnabrück |
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Prof. Roll is professor for international marketing and price management at the University of Applied Sciences Osnabrück. He is also a member of the Academic Advisory Board of the European Pricing Platform Additionally, Prof. Roll is the head of PROF ROLL & PASTUCH – Management Consultants, where he and his team work as a pricing consultants for leading companies as well as for "Hidden Champions". Among others Prof. Roll has worked for Daimler, Heidelberger Druckmaschinen and Siemens. Prof. Roll is the author of numerous articles on pricing and e-business and works as a trainer for price management for different organisation. Before joining the academic world, Prof. Roll worked for Roland Berger Strategy Consultants, where he built up the Pricing Excellence Unit. He started his career with Simon-Kucher & Partners. |
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Key bullet points for the presentation by University of Osnabrück:
Pricing strategies in an unstable market environment.
• Indentifying pricing strategies that work in a crisis.
• Intelligent discount strategies for long-term success.
• Intensifying Value Selling as part of the solution.
• The crisis as a chance: Review of customer and product portfolio. Interactive discussion with other participants about best-in-class strategies. |
| Ernst Hoffmann (Strategy & Operations) - Deloitte |
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Ernst Hoffmann is a Partner and leads the German Corporate Strategy / Customer & Market Strategy practice. He is part of the European Steering Committee on “Innovation & Growth”. Ernst has been with Deloitte since 1993 (until 2002 predecessor Arthur Andersen). He has a broad industry and consulting background in customer and market related topics with an industry focus in manufacturing.
His consulting experience combines strategic assessment with high impact change in sales and marketing processes and organizations.
Prior to consulting he held various marketing and sales positions in the manufacturing industry.
Expertise and Consulting Focus:
• Market entry strategy / Strategic Marketing
• Pricing and Profitability Management
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Key bullet points for the presentation by Deloitte:
How To Identify Customer Segments and Shape Value Propositions to Achieve Optimum Margins.
During this session we will showcasing an example of a global approach to interpret customer requirements and act upon the findings:
• Value segmentation: a means of learning what customers value
• How to translate segmentation information into a value pricing approach (project example)
• Key learnings and success factors
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| Martin Wricke (Head of Pricing) – Döhler |
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Martin is the head of pricing at Döhler, a leading manufacturer of fruit-juice concentrates, fruit preparations, blends, compounds, ingredient systems, emulsions, flavors and colors for the beverage, dairy and ice-cream industries.
Martin has extensive experience and expertise in pricing from his successful track record of projects working for Vendavo –a leading provider of price management software and for Simon Kucher & Partners – a global pricing consulting firm. Martin has carried out national and international pricing projects in different industry sectors for various B2B companies.
Martin earned a degree and a Ph.D. in business administration from the University of Mainz. |
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Key bullet points for the presentation by General Electric:
How you should do pricing - strategy, process, organization, and systems of great pricing.
In the current environment of economic uncertainty where consumers are tightening their purse strings more than ever, it has never been more critical for your company to have the right pricing strategy in place to guarantee customer loyalty and deliver sustained margin growth to your business:
• Current status of pricing in companies (Sub-Optimal Pricing, Inconsistent, Poor Profitability Insight, Ineffective Response to Volatility).
• Four steps to quickly and sustainable improving Global Pricing Management.
o Reach agreement on the need for (and commitment to) change.
o Agree on the “Strategic Pricing Opportunities”.
o Improve visibility into pricing.
o Drive to greater standardization and harmonization.
• Summary. |
| Malte kauert (Project Leader) - MAN |
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Malte is Project Manager in the After Sales business unit of MAN Nutzfahrzeuge AG in Munich. He is primarily responsible for implementing a new pricing strategy for genuine parts including a suitable pricing software to manage the complete parts portfolio. Based on SAP Vendavo’s PMM standard software he has adjusted the application to cope with the specific requirements of MAN Nutzfahrzeuge After Sales business processes. After the successful degree in business Administration at Munich School of Management (LMU) Malte worked as Consultant and Project Manager specialized in strategic management, product development processes, supplier management. |
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Key bullet points for the presentation by MAN:
Software as pricing enabler.
Managing the pricing of a parts portfolio of about 200.000 items brings common MS applications such as Access an Excel to its borders. The insight is obvious. But how to realize is another discussion. This presentation describes the process from scratch to implementation phase.
• Complexity and challenges in parts pricing.
• From scratch to value: criteria evaluation for choosing the right Software partner.
• Pricing Software at MAN Nutzfahrzeuge After Sales. |
| Volker Letzgus (General Manager Long term Profit Steering Sales and Marketing ) - BMW Group |
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Volker is a commercial driven person with talent for general management, organisation and who enjoys to make and maintain contacts as well as to outline planning, to register results and to lead and motivate a team.
Communicative and social skills are Volker his special points of interest. |
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Key bullet points for the presentation by BMW Group:
Management of Pricing Strategies.
• Exploring international pricing strategy changes over the past half decade.
• Identifying the driving forces behind price strategy modifications.
• Examining the current strategic pricing situation.
• Possible Pricing Strategies in Premium Segments to enhance long term profits
• Drivers leading to a high willingness to pay in the automotive premium segment
• Guidelines for a Price Strategy and for the Management of Pricing in the crisis.
• Looking into the horizon – Forecasting price strategy future trends and challenges.
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Practical information
Date and place
October 29th, 2009 – Frankfurt
Steigenberger Hotel Frankfurt-Langen, Germany
Route description
Tel.: +49 06103 972 – 509
Language: Deutsch / English.
Price
- € 595 excl. 21% VAT - (including a free 6-month ePP-Participation)
- € 395 excl. 21% VAT - (for ePP-participants)
Invite a colleague from your own company, he/she will pay only € 495 excl. 21% VAT This price is inclusive your participation, catering and documentation. After receiving your registration we will send you a confirmation letter and an invoice.
Terms and Conditions
We must receive payment or require proof of payment prior to the event.
Valid cancellations are subject to a 75 Euro non-refundable fee. All registration fees are forfeited after October 15th 2009. Cancellations cannot be made after October 15th 2009 and thus no refunds will be issued after October 15th 2009. Cancellations must be made in writing via registered mail, fax or britt.dejager@pricingplatform.eu
This innovative forum will provide you with the answers to the pricing challenges facing you today.
With an interactive format combining real-life case studies, informal debates and practical workshops, you will gain the inside
knowledge and cross industry insights you need in order to benchmark your pricing strategies, maintain critical competitive advantage
and ensure maximum value.
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