November 16th - 18th, 2022 - Brussels

16th EPP Global Pricing Forum

16th EPP Global Pricing Forum

Agile pricing in a volatile world

IN-PERSON EVENT IN BRUSSELS

The must-do pricing conference

150+ Attendees
40+ Speakers
98% Attendee satisfaction
100% Networking

Every year our forum is a great success! And now, more than ever, we must get together to share and learn from each other, best practices and strategies to be part of this new era of transformation. We are very excited to be back in 2022 after last years 3-day in-person conference that was packed with outstanding speakers eager to sharing all the key trends, forecasts and best practices in pricing and revenue management.

This is the “must go” global event for pricing and revenue executives which will be happening face-to-face once again in 2022. The event offers you the opportunity to learn, interact and network during 3 days of innovative workshops, expert presentations, panel discussions, working roundtables ,a great exhibition area – showing the latest technology, an unforgettable evening event and many more networking activities.

With over 150+ senior pricing and revenue decision makers in attendance, this is the premier event of its class in the world.

This year’s forum programme focused on the new business & pricing models in the new normal, digital channel and eCommerce pricing, all the latest pricing technologies such as machine learning, AI, predictive pricing tools, digital transformation, data management, and also on all the new models driving customer centric pricing and organisational pricing with key topics on how to develop your pricing team.

This is the world’s biggest and most important pricing and profit optimisation forum – the event has leading pricing and revenue experts from across the world sharing best practices and their expertise.

Key Programme Sessions:

  1. New business & pricing models in the new normal
  2. Digital channel and eCommerce pricing
  3. Pricing tech: data management and technology
  4. Customer centric pricing
  5. Organisational pricing

Pre-order the brochure

Are you an influencer or specialized in pricing based on AI, machine learning – or agile pricing strategies in a digital world? we want to hear from you!

If you would like to contribute to our next occurrence of this unique forum, please contact Mariana Flores at mariana.flores@pricingplatform.eu

16th EPP European & Global Pricing Forum

Pre-order the brochure now for the speaker line-up, agenda and more

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Programme 2022 TBC (see below 2021)

November 17th 2021

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Workshops

12:30 - 14:30

Leveraging AI for powerful and transparent price optimization (Application to a B2B use case)

Sylvain Rougemaille – Price Optimizer Product Manager – PriceFx

This workshop will cover the three steps of our AI optimization process and allow you to:

  • Create a scientific analytical segmentation
  • Define homogeneous segments based on Margin or Discount rate Distribution
  • Calculate optimized deal guidance
  • For each segment define configurable targets depending on your strategy
  • Optimize the full waterfall
  • From segments targets optimize the full waterfall all LP and considering multiple constraints and business strategies
14:45 - 16:45

Rational Pricing: How to Spot and Address Pricing Misalignment

Thomas Delloye - Director, Business Solutions - Zilliant Inc.

Are your prices rational and respecting logical pricing relationships? How does this impact your customers and sales representatives? 

 

Misaligned or irrational prices is often one of the largest sources of margin leakage. It’s inevitable when pricing decisions are decentralized and highly negotiated in B2B companies. Small, casual customers get better prices than large, loyal customers. High-performance and premium-brand products often sell for the same or less than mid-tier alternatives.

Companies have a significant opportunity to improve alignment across these dimensions and capture incremental margin in the future by focusing on price alignment within each price mode and across channels. This Rational Pricing session will address how to spot misalignment issues and provide best practices for how to address those challenges through more consistent, systematic pricing guidance.

 

Attendees will:

  • Participate in discussions surrounding critical pricing patterns experienced across the audience
  • Hear the common misalignment challenges and see the results of a benchmark report analysing over €100B worth of B2B transactions
  • Explore the likely sources of misalignment in their respective businesses and leave with priority focus areas and tangible actions to get to more rational pricing, and ultimately higher margins
14:45 - 16:45

Behavioral Segmentation & Selling

Prof. Dr. Florian Bauer - Pricing expert - Founder and Member of the Executive Board – Vocatus

One of the most widespread misconceptions in sales is that customers are only convinced if they’re offered the best value for money. Or, in the case of commodities, the offer with the best price is chosen.

 

However, what’s relevant for customers is not necessarily whether the offer is objectively good or bad (i.e. whether the decision is “utility maximizing” or not), but how well or badly they manage to justify the decision to themselves and others. This judgment can turn out quite differently, depending on the customer type.

The workshop presents a general, well-proven customer typology of decision makers, and practical examples how to identify and treat the customer types right in sales situations.

Attendees will:

  • Understand decision motives and how they condense into a comprehensive typology
  • Learn to identify the decision types in sales situation
  • Learn to apply type-specific arguments in selling
17.00 - 19.00

Revolutionizing Product Price Setting in B2B and B2C – An AI-powered methodology for true value-based price setting

Dr. Marcus F. Demmelmair – Senior Project Manager – Pricing & Commercial Strategy - Accenture & Sona Kochkanyan - Senior Data Science Consultant - Accenture

Sick of price setting based on so called “value-based mark ups” that in the end largely rely on product costs? Tired of anachronic Excel tools to set prices? Bored of cumbersome yearly lump-sum price increases ruining your price architecture?

Here comes help from an innovative product pricing methodology leveraging artificial intelligence allowing you to

  • price thousands of SKUs truly value based – without cost-plus mark-ups or work-around scoring models
  • overcome the “Once set and then forget it dilemma” with a few clicks
  • quickly bring this logic to life and swiftly scale in any ERP landscape

 

In the workshop we will introduce the methodology and showcase case studies and examples. On top, applicability to B2C and B2B industries is discussed.

November 18th 2021

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New business & pricing models in the new normal

8:40

Welcome by EPP President

Pol Vanaerde - President, (EPP)

Chairperson Opening Remarks

Ebrahim A. Elebiary - Pricing Manager Consumer Europe Central - Goodyear Dunlop Tires

9:00

What the ‘era of transformation’/ the ‘new normal’ means exactly and how it is impacting your pricing models?

Gianni Di Fede - Vice President Revenue Management, Business Intelligence and Distribution, EMEA - Radisson Guido Hoogveld - Director Revenue Management Projects - Radisson Hotel Group

  • The new normal: what has changed in the last 6 months?
  • An analysis of the shift in how buying behaviour and how price are perceived
  • How value has changed and the impact for your business model
  • Covid has only further accelerated the already ongoing rapid changes in our selling conditions
  • To be successful, pricing needs to be integral to your digital selling strategy.
  • How to win with the right price, flawless execution and channel consistency.
10:00

Taking pricing beyond pricing: from pricing to commercial excellence and customer centricity

Gabor Kapus – VP Commercial Policy and Pricing Transformation Deployment – Schneider Electric & Pedro Argudo – Business Intelligence Consultant– Schneider Electric

What starts as a pricing problem is part of a larger framework that leads us to ask broader questions about:

  • Pricing & strategy
    • Framework to connect commercial strategy to channel management to commercial policy and to discounting structure/rules
    • Framework to connect pricing action plans to pricing strategy
  • Pricing & Commercial excellence, customer centricity
    • Price optimization is mainly for shareholders. Where is the customer?
    • How to consider the customers at the heart of all what we are doing
    • Pricing to contribute to “easy to do business with”, pricing as part of channel operating model, pricing as part of Customer Journeys and Customer Digital Experience.
  • The omni-presence of benchmarking 
  • Selecting the right pricing benchmarks for your organization 
  • How to assure consistency and continuality 
  • A compilation of various real pricing benchmarking initiatives 
11.40

Cross-border pricing – managing your portfolio in different countries, with different prices 

Roberto Bedotto – Former EMEA Pricing Director - EATON Electrical sector

  • Understanding the complexity of working country by country, with different processes and pricing – hear a real case study of successful implementation  
  • How to align commercial excellence practices and stakeholder engagement in different countries  
  • Create an effective pricing by harnessing data mining and visibility and the importance of working closely together with your global team and IT partners to close the data gap  
  • Justifying the price difference is complex in different products, services, and countries – how can we present this to our customers and avoid losing them? 
12:10

Leveraging Behavioral Pricing & Selling

Prof. Dr. Florian Bauer - Pricing expert - Founder and Member of the Executive Board – Vocatus

Value-based pricing is widely regarded the gold standard in pricing. It is based on the assumption that price acceptance is primarily driven by the value your offer creates for the customer. 

By taking the role of the price in real-life decision making into account, however, behavioral pricing & selling taps additional sources of price acceptance – including, but not limited to the value of an offering. 

The keynote demonstrates how the intelligent design of the choice architecture – from product & price to selling & communication – has a significant impact on conversion and margin. 

  • Learn about the additional margin and conversion potential beyond the value-based pricing perspective 
  • Adopt a broader perspective on the customer purchase decision and understand all sources of price acceptance 
  • Leverage all facets of the choice architecture for higher conversion and margin 
13:40

B2B Breakout: Servitization pricing - Creating and combining a service and product ecosystem 

Vincent Blankert - Senior Manager Strategic Pricing and Revenue Management - Zoetis

  • Offering additional services to supplement your traditional products  
  • Servitization is usually a subscription model and can be applied to most industries in one way or another – How can you foresee of what people are evaluating with value and offer them exactly what they want? 
  • Learn how to build up a service pricing mechanism from design to practice   
13:40

B2B & B2B Breakout: Organising Customer-centric pricing digitally to empower sales

Patrick C. Raab - Associate Director - Boston Consulting Group

Recent cases of successful next generation pricing transformations. 

  • When to go for a more dynamic pricing strategy 
  • How to adapt the price setting process 
  • AI pricing transformation’s key components 
  • Six choices to design a bespoke pricing organization 

Digital channel and eCommerce pricing

14:10

B2B Breakout: Incorporating explainable Artificial Intelligence into your daily capabilities

Ana Šušnjara - Senior Data Scientist and Pricing Division Manager - Predictive Layer

  • Is AI a “blackbox” or “too far away” from daily pricing and revenue management challenges?  
  • Real-life applications of AI across the continuum of Pricing 
  • Portfolio of use cases adapted to multiple degrees of Pricing Maturity. From an organization considering on developing a pricing function, into best-in-class global multinational companies 
14:10

B2C Breakout: Is dynamic pricing still relevant for your organisation? 

Pedro Piccoli Soares - Executive Advanced Profit Management & AI - Sixt

•The history of Dynamic Pricing and how we arrived where we are

•The game changer for Dynamic Pricing

•Possible issues, how to avoid them and why keep ethics and compliance in mind

  • A way of working that blends strategy and insights to offer what is more relevant for customers 
  • How to use insights to make ‘Pricing as a Growth Channel’ 
  • No Idea is a bad idea: examples of experiments on the platform to see the increase of conversion, acquire new customers and to know what the customers value the most 
  • How machine learning can help you predict the impact of pricing decisions? 
  • How market leading retailers use predictive pricing to maximize their results? 
  • How you can implement the next generation of pricing? 
15:40

Real-Time Market Pricing for eCommerce

Thomas Delloye - Director, Business Solutions - Zilliant Inc. 

Market conditions and business dynamics are changing at an incredibly fast pace and show no signs of slowing. It is vital for any modern enterprise to be able to adapt quickly to changing market conditions while ensuring price consistency across online and offline sales channels. Real-Time Market Pricing has the unique capability to use more data from varied, unlimited sources more intelligently, ensuring all channels reflect the current market price calculated and/or optimized against a variety of inputs. 

Attendees will learn how to: 

  • Leverage digital and eCommerce data to set dynamic, online-specific pricing  
  • Set eCommerce-specific discounts that can be personalized (or targeted) to customer segments and product groups  
  • Enable automated intelligent negotiation to streamline the quoting and negotiation process with customers and win more deals, faster 
16:10

How to simplify in the complex world of pricing and promotions

Alex Paul Suciu - Global Vice President Strategic Revenue Management – Mars Wrigley

One of the most vexing challenges faced by FMCG/CPG firms is setting one price that unifies all internal objectives: one price that simultaneously boosts top-line growth, is aligned with the brand positioning, and increases penetration and growth.  

  • Learn how to manage the complexity come from the need to manage hundreds and thousands of SKU’s as well and multi-geographies and multi-channel  
  • How to define world class processes for: Price Positioning & Strategy, New Product Pricing, Market Launch Pricing, Assortment Optimization, Value Communication, Price Increase Implementation, International Pricing, Promotional Optimization 
  • Insights on how to organize and to use digital solutions to simplify the area of Pricing and promotions 
  • Consumer life and patterns have changed – what does it mean for your pricing strategy? 
  • Ideas and real examples of how companies are embracing a customer centric pricing model now 
  • Analysis of the key challenges and disruption when segmenting your customers  
  • Discount and rebate commitments with clients – do we need to be more empathetic and flexible?  

Moderator: Augustin Manchon – President – Manchon & Company Inc., Pricing Capability Delivered 

Roberto Bedotto – EMEA Pricing Director – EATON Electrical sector  

Louise Dahlgaard – Senior Global Pricing Manager – ALK     

Alex Paul Suciu – Global Vice President Strategic Revenue Management – Mars Wrigley 

José Vela – General Manager. Director of Pricing – Spandex 

17:20

Closing remarks of the chairperson

Ebrahim A. Elebiary - Pricing Manager Consumer Europe Central - Goodyear Dunlop Tires

Networking activity and dinner  

November 19th 2021

Pricing tech: data management and technology 

8:50

Chairperson Opening Remarks

Felix Krohn - Chief Transformation Officer - Aareon Group

9:00

Pricing in the digital world – Executing price strategy by fully embracing analytics and technology

Patric Kirchner - Managing Director – Pricing & Commercial Strategy - Accenture

The times of cumbersome spreadsheet exercises are over and firms need to increasingly move to highly automated and smart pricing leveraging Artificial Intelligence and technology.  

  • What should be your pricing Northstar? 
  • What pitfalls need to be overcome moving to the next level? 
  • How should an operating model look like? 
  • And who should run all this you complex organization? 
9:30

Data management excellence  

José Vela - General Manager. Director of Pricing - Spandex

  • Finding the right operating model to manage a big amount of data 
  • Evaluation of the data protection management latest developments  
  • Leveraging the use for price segmentation when managing data 
  • Cleaning and preparing data – Find out how to extract key knowledge and next steps actions  
  • Data treatment knowledge – Which is the best software to use? 
10:00

AI-based Pricing in the building automation industry

Benjamin Schwarzer - Head of Pricing and Revenue Management - Horváth

  • Applying AI-based Pricing in a multi-level sales approach 
  • Covering product, service and solution business with AI-based Pricing 
  • How does it work and what must be considered 
11:00

The latest analytics trends and tools

Manoj Khokale - Head of Pricing Transformation – Nokia

11:30

Everybody talks about AI – Are you ready?

Walter Wijnands - Chief Executive Officer – SPOSEA & Harikishore Sreenivasalu (‘Hari’) - Chief Technology Officer - SPOSEA

  • ERP systems are getting modernized (new functionalities, technical integration etc.) 
  • Capitalize on this opportunity 
  • Avoid duplication of effort & data with external pricing systems 
  • Build a solid foundation for your pricing architecture 
  • Harmonize data and process to apply various pricing strategies  
  • Close the loop in pricing – get transactional control and (global and local) transparency  
  • When you have done this…. you are ready for AI 
12:00

Machine Learning and AI applied to Pricing – Explore the latest technology 

Madhav Khurana - Head of Pricing and Forecasting - reBuy reCommerce GmbH & Sebastian Schwarz - Pricing Analyst - reBuy reCommerce GmbH  

  • Find out about the big trend towards using ML and AI for automation and data user  
  • AI needs to be used wisely – hear best practices of companies implementing it  
  • The Data Scientist behind a successful implementation   
  • Smart pricing – Modelling to run different scenarios   

Customer centric pricing

13:30

B2B Breakout: Value-based Pricing is key to drive business growth

Louise Dahlgaard - Senior Global Pricing Manager - ALK

  • Learn how to clearly articulate the value of your product and translate it into strategic pricing
  • Combine products, services and product messages to increase product value for your customer
  • How value argumentation differentiates significantly across countries and segments, and how to optimise pricing by understanding these differences
  • Use our rapid conjoint analysis solution and segmentation questionnaire to automatically reveal price sensitive customer segments
  • Automatically generated clusters can in turn be used to simulate the market and determine optimal products and prices
  • Benchmark automatically generated segments against your company’s existing customer segmentation to check for relevancy
14:00

B2B Breakout: How to support your sales teams in selling and defending your value?

Shyam Sundar Ranganathan - Pricing BI Consultant. Global Pricing - Schneider Electric & Olivier Viratelle - Pricing Director - Schneider Electric

  • Preparing the salespeople with the right arguments and to explain and demonstrate the value of the products and convert the value into pricing
  • How to incentivise the sales to do better value-based pricing
  • What kind of tools / application necessary to support sales functions for better pricing
  • The steps behind a successful shopper segmentation and profiling
  • How to create a successful customer profiling strategy at the point of sales to build a strong portfolio architecture and maximise profits
  • Shopper profiling excellence to translate it into a value proposition

Organisational pricing  

  • How to empower sales to realize their full potential
  • How the pricing function becomes a supporting player in the commercial organisation
  • Build trust across organisational functions
15:30

Pricing as a process: connecting pricing with the entire business

Youssef Mamour - Global Senior Pricing Director – Getinge

  • Pricing is becoming more central and connecting sales and marketing – What are the phases and steps of this fundamental transformation?
  • The resources in pricing are not big: learn how to make the C Level to understand the importance of pricing to improve and ensure overall profitable growth
  • How can we shift the idea that pricing is a support function in the company instead of an important operational team? – Gain inspirational ideas!
16:00

Interactive Panel Discussion & Q&A - Evaluation and analysis of the essential elements to success for tomorrow’s pricing teams

Moderator: Ebrahim A. Elebiary - Pricing Manager Consumer Europe Central - Goodyear Dunlop Tires

  • Setting up and developing your pricing team - What is excellence when we talk about pricing? – hear different industry perspectives  
  • How do we build a more interdisciplinary team of IT, Data Scientists, AI and Pricing experts? 
  • Do we need to change our pricing KPIs? - Discuss what new KPIs should be chosen to drive performance  
  • Analysis of how to embrace technology & new tools in the pricing team and the training needed  

Moderator: Ebrahim A. Elebiary – Pricing Manager Consumer Europe Central – Goodyear Dunlop Tires

Gabor Kapus – VP Commercial Policy and Pricing Transformation Deployment – Schneider Electric

Youssef Mamour – Global Senior Pricing Director – Getinge

Thomas Delloye – Director, Business Solutions – Zilliant Inc.

Sheetal Chavan – Pricing Lead – Free Now

16:40

Closing remarks of the chairperson

Felix Krohn - Chief Transformation Officer - Aareon Group

Closing remarks by the President of EPP.

End of the event.

2022 Speakers TBC (see below 2021)

Gabor Kapus

Gabor Kapus

VP Commercial Policy and Pricing Transformation Deployment

Schneider Electric

Gabor Kapus

Gabor Kapus is in charge of the business transformation deployment for commercial policy & pricing at Schneider Electric. The program creates the link from strategy to channel management, to commercial policy and to pricing structure. During the 28-year of professional experience, he held various positions in pricing and finance, in various geographies (Hungary, France, China and Russia). His carrier is balanced between operational experience and corporate change management projects. As a leader of the company, to sustain the businesses, he is keeping special attention on Digital, Continuing Education, Adaptability and Change Management.

Alex Paul Suciu

Alex Paul Suciu

Global Vice President Strategic Revenue Management

Mars Wrigley

Alex Paul Suciu

Alexandru Paul Suciu is an international top executive with global expertise in shareholders’ value creation, valued as a top specialist in profitable growth strategy development and implementation.
Alex has an extensive experience in the top 30 global markets in FMCG, working in both Developed markets and Developing markets, delivering sustained results and business strategy change projects in local, regional and global roles.
With 30 years of cross functional professional experience in FMCG industries working for MARS Inc. (4) years), Unilever (21 years), Coca Cola (4 years) and in Finance banking, Société Générale (2 years).
Alex is leading since 2016 the MARS Inc. Global Strategic Revenue Management to drive consistent profitable growth and embed world class revenue management capability in the top markets, reporting to Chief Customer Officer.

Mars is sustainability mission driven American global manufacturer of confectionery, pet food, and other food products and a provider of animal care services, with more than US$35 billion in annual sales.
The MARS Inc Is 100% privately owned company by MARS family with more that 125,000 associates and markets globally its iconic brands like: M&M, Twix, Sinkers, Wrigley, Extra, Royal Canin, Whiskas, Pedigree, VCA, Uncle Bens and many more.

Gianni Di Fede

Gianni Di Fede

Vice President Revenue Management, Business Intelligence and Distribution, EMEA

Radisson Hotel Group

Gianni Di Fede

Proactive, dynamic, analytical and ambitious. Since 2007 in Revenue Management (RM), starting with an internship in Starwood and now Vice President Revenue Management, Business Intelligence and Distribution at Radisson Hotel Group, based in Brussels. Apart from RM, previous experiences in other departments as Director of Sales (along with RM), Front/Back of the House Agent, Waiter and Housekeeper. Besides the professional career, when I was 28 years old I reached the highest Academic degree with a Ph.D. in Hotel Administration, after a BA and MA always in the hospitality business.

Louise Dahlgaard

Louise Dahlgaard

Senior Global Pricing Manager

ALK

Louise Dahlgaard

Louise Dahlgaard is a Senior Global Pricing Manager at ALK with +13 years of experience with pricing and market access in the pharmaceutical and medical device industries.
Successful pricing is about understanding what value your product has for your customers. The right price is the pivot of everything the company do to create value. Price considerations are important everywhere, from board rooms in global companies, to the vegetable market in Nigeria, where I first developed my interest in pricing and negotiation.

Youssef Mamour

Youssef Mamour

Global Senior Pricing Director

Getinge

Youssef Mamour

Leader with vast experience in the Healthcare industry, with responsibilities across strategy development and execution, product development and launch, lifecycle management, sales & marketing operations management, process improvement, through a broad spectrum of products and services in Diagnostic Imaging and Medical Devices.
Goal-oriented with reputation for simplifying the complex, building and managing high performance teams. Data driven to make educated and fact based decisions, while considering the impact of all aspects of the business. Proven track record in delivering bottom line impact via Pricing and Productivity Management.

Roberto Bedotto

Roberto Bedotto

Former EMEA Pricing Director

EATON Electrical sector

Roberto Bedotto

Roberto Bedotto is the EMEA Pricing Director in EATON Electrical sector since February 2017.
He has some 20 years’ pricing experience in leading positions in five different companies.
He gained exposure to the Pricing area in a B2C environment in Electrolux (white goods) and then in Ideal Standard (bath and kitchen products). He then moved to the B2B world, leading pricing of products and services for Carrier (Heating, Ventilation and Air Conditioning), pricing of projects in Honeywell Process Solutions (HPS), and then in the services and software business at NGA HR.

Thomas Delloye

Thomas Delloye

Director, Business Solutions

Zilliant Inc.

Thomas Delloye

Thomas’ primary responsibility is to ensure Zilliant brings value to its customer and prospects. Thomas works with leading B2B companies to identify and quantify uncaptured profit and revenue that exists in their businesses today. Additionally, he helps Zilliant customers apply predictive intelligence to their data to achieve profitable growth, increase competitive advantage, reduce business complexity and successfully implement business transformation. Prior to joining Zilliant in 2016, Thomas led the EMEA client pricing team for Dell, and held various roles in competitive analysis, pricing initiative & transformation, omnichannel pricing & bid pricing. Thomas graduated from HEC MBA & ISEN (MSc engineering). He currently resides in Montpellier, France.

José Vela

José Vela

General Manager. Director of Pricing

Spandex

José Vela

José Vela is Director of Pricing at Spandex Group. He leads the Group pricing strategy and helps all subsidiaries in Europe and Australia to implement country-specific key actions to improve pricing power and gross margin in the areas of pricing optimization, customer segmentation, compliance and compensation.
José has over two decades of experience in General Manager and Sales Manager roles mainly in B2B organizations in industries such as Graphics, Automotive and Media. He studied Mathematics at University of Barcelona and holds an Executive Development Program (PDD) from IESE and an Executive Master in Sales & Marketing from ESADE.
His unique blend of experiences in Management, Mathematics and different Markets and Industries has enabled José to develop and implement successful pricing improvement projects.

Darius Fekete

Darius Fekete

Head of Value Consulting

Vendavo

Darius Fekete

Darius is a Business Consultant with 14+ years of professional experience in pricing and digital transformations. He is an advocate for elevating commercial excellence to strategic levels in organizations and an expert in building dynamic pricing capabilities in commoditized markets.

Before joining Vendavo, he delivered several complex business transformation initiatives in B2B manufacturing, distribution, and financial services. Darius also worked at Simon-Kucher & Partners advising clients on top-line growth, price optimization and margin improvement initiatives.

Darius holds a Masters in International Economic Relations from the Cracow University of Economics in Poland.

Shawn Ehmann

Shawn Ehmann

Vice President Strategic Accounts

Vendavo

Shawn Ehmann

Shawn has over 23 years’ experience in directing digital transformation initiatives for Fortune 500 companies around the world. Passionate about Commercial Excellence having lead practices across many institutions including consultancies such as Deloitte, a visiting professor at EADA Business School Barcelona for global top-30 master’s program, and successful in founding a profitable healthcare start-up. At Vendavo, Shawn is responsible for strategic assessment and execution for customers success, with emphasis on continuous engagement for customer value realization.

Augustin Manchon

Augustin Manchon

President

Manchon & Company Inc., Pricing Capability Delivered

Augustin Manchon

Augustin Manchon pioneered Customer Value Management at Deloitte (USA), founded and led the Pricing Practice of Accenture (Global) and was Managing Director of Simon-Kucher & Partners (Canada) before founding Manchon & Company (Toronto and Paris) in 2009. With 25 years of pricing at Microsoft, Walmart, GE, Schneider Electric, Orange, Lyreco, Autodistribution and Bain Capital, he ranks among the Top 20 Global Pricing Influencers (Slipstream). He embeds world-class pricing intelligence tools, establishes pricing governance, trains on value-based selling and behavioural pricing, builds self-sustaining pricing capabilities and delivers millions in new EBITDA year after year. He is passionate about reinventing business models, monetizing digital platforms and coaching CEOs and investors during the current crisis. He holds degrees from HEC-Paris, Stern-NY and ESADE, speaks 5 languages fluently and has been featured in over 50 media and conferences worldwide.

Felix Krohn

Felix Krohn

Chief Transformation Officer

Aareon Group

Felix Krohn

Felix Krohn is a Senior Advisor in the areas of Digital, Strategy, Innovation, Monetization, and Transformation, working for various Private Equity firms & their portfolio companies as well as for Corporate clients mostly from the TMT industries. Additionally, he is a Coach for Pricing Excellence as well as a Mentor for various start-ups. Prior to that, Felix spent eight years at Wolters Kluwer, where he advised the CEO on business optimization and growth opportunities and where he built and led a global Pricing & BI/Analytics function. Felix had joined Wolters Kluwer from Simon-Kucher & Partners (SKP), where he was most recently a Partner and Managing Director for the firm’s Spain office. Felix Krohn has a MSc degree in Business Administration from University of Hamburg and attended Clayton Christensen’s Executive Education on Disruptive Innovation at Harvard Business School.

Raju Kariya

Raju Kariya

Pricing Manager

Twill

Raju Kariya

I am working as a Pricing Manager for Twill. Twill is the newest and fastest growing brand of Maersk, world’s biggest shipping company. Our ambition is to make Twill most profitable growth channel. For this we are focusing on identifying underlying customer needs and gaining operational efficiencies through experimentation and automation. I bring my 15 years of experience in Pricing and commercial oriented roles in container logistics, FMCG and consumer electronics industries

Shyam Sundar Ranganathan

Shyam Sundar Ranganathan

Pricing BI Consultant. Global Pricing

Schneider Electric

Shyam Sundar Ranganathan

Shyam Sundar Ranganathan is a Certified Pricing Professional and Business Intelligence consultant with 7+ years of experience in guiding digital transformations to success stories. Currently working with the Global Pricing team at Schneider Electric, he focuses on creating business cases covering channel management, discount structure, pricing processes, and its associated technology landscape.
Shyam holds a Master’s degree in Business Administration from Grenoble Ecole de Management and an Engineering Degree from Anna University.

Sylvain Rougemaille

Sylvain Rougemaille

Price Optimizer Product Manager

PriceFx

Sylvain Rougemaille

Sylvain studied Computer science at Toulouse where he completed his PhD on Software Engineering applied to IA in 2008. Since then he participated in the creation of a startup which purpose was the diffusion of an IA approach to solve complex industrial problems (aircraft optimization, genomic simulation, etc.). By the end of 2015 he co-founded Brennus Analytics where he occupied the position of Chief Product Officer with the firm intention to shake the PO&M software market thanks to the unrivalled optimization capabilities of their IA. Since may 2020 and the acquisition of Brennus Analytics by PriceFx he is now pursuing the same objective as Product Manager of the Price Optimizer.

Sebastian Schwarz

Sebastian Schwarz

Pricing Analyst

reBuy reCommerce GmbH

Sebastian Schwarz

Sebastian Schwarz is currently Pricing Analyst at reBuy reCommerce GmbH, Europe’s market leader on refurbished consumer electronics and pre-owned media goods based in Berlin. Over the last 6 years his team built up a daily, two-side pricing on 20.000 products in 7 quality conditions in 5 countries and two marketplaces where no out-of-the-shelf software exists.

Madhav Khurana

Madhav Khurana

Head of Pricing and Forecasting

reBuy reCommerce GmbH

Madhav Khurana

Currently the Head of Pricing at reBuy, Madhav is leading the efforts on making pricing of used products dynamic with machine learning technologies. He brings along an experience of eight years as a Data Scientist in various industries. In the past, he has been instrumental in revising the dynamic pricing algorithms of Careem, a ride-hailing company which is now a part of Uber. He has also led data science projects in other industries ranging from increasing retention and monetization of Candy Crush games using dynamic difficulty to overhauling CRM strategies of telecom operators using churn prediction.

Manoj Khokale

Manoj Khokale

Head of Pricing Transformation

Nokia

Manoj Khokale

Manoj Khokale is responsible for leading pricing transformation initiatives globally for Fixed Networks business of Nokia. His area of expertise includes Pricing analytics, Commercial strategy & Competitive intelligence in B2B markets. Manoj has led large business transformation programs cutting across all functions of product monetization including product architecture, licensing, IT tools, supply chain and finance. In the two decades of his experience in Telecom, he has held responsibilities related to Commercial Management, Product Management, Business ops and Software Engineering. Manoj holds CFA Charter from CFA Institute USA, Executive MBA from T.A.Pai Management Institute, India and Engineering degree from Bangalore University, India.

Vincent Blankert

Vincent Blankert

Senior Manager Strategic Pricing and Revenue Management

Zoetis

Vincent Blankert

In an ongoing pursuit of optimization, we aim to find a substance which ties our global networks to our local cultures and unites strategic initiatives with day-to-day operations. I am grateful to have had the opportunity to enjoy years of experience in supply chain management, sales and contract negotiations. As I roll-out strategic initiatives, I continuously challenge myself to maintain a deep connection with the field and remind myself that success lies in the execution.

Steven Cuypers

Steven Cuypers

VP of Strategy

Pricefx

Steven Cuypers

Steven Cuypers, VP Product Strategy at Pricefx, gained 20 years of experience in multiple roles. As freelance IT admin for various companies in Brussels in the late 1990’s, he gave many organizations their first taste of the internet. He joined UltraGenda, a healthcare startup providing enterprise-wide, web-based scheduling solutions to hospitals across Europe in 2003. Starting in Support he moved up to Head of Sales. In 2013 he joined Pricefx, set up the Customer Success division and moved to Chicago in 2016, opening the first Pricefx office in the USA. Currently reporting to the CPO, he’s residing in Ghent, Belgium with his wife and their 2 children.

Sheetal Chavan

Sheetal Chavan

Pricing Lead

Free Now

Sheetal Chavan

Sheetal has 10 years experience working in corporate as well as entrepreneurial setup in diverse sectors such as power generation, media, edu-tech, fashion e-commerce, logistics and ride-hailing. Her experience is focused on translating the business goals and pricing strategies effectively to the technical teams. In her most recent experience, she successfully built a dynamic pricing model for a movers and packers digital platform. Currently, Sheetal is working in a ride-hailing company, Free Now as a Pricing Strategy Manager looking at the pricing strategy for Free Now EU market. She is passionate about data and therefore believes it as a main driver for all the pricing decisions. It has also been the base for segmented targeting of customers.

Prof. Dr. Florian Bauer

Prof. Dr. Florian Bauer

Pricing expert - Founder and Member of the Executive Board

Vocatus

Prof. Dr. Florian Bauer

Prof. Dr. Florian Bauer studied Psychology and Economics at the Technical University (Darmstadt), MIT, and Harvard University. He has devoted himself to research into behavioral economics and the psychology of pricing. In 1999 he co-founded Vocatus – an internationally active pricing consulting company – in Munich. Since then, he and his team have focused on systematically translating behavioral economics insights into a completely new pricing framework, which has demonstrated its superiority to classic approaches in hundreds of pricing and sales projects around the globe. Vocatus has duly won numerous industry awards for its innovative work and tools: for example, it was named “Best Consultancy” in the area of pricing by BrandEins in 2016, 2017, 2018, 2019, and 2020. Besides his consulting engagements, Florian Bauer is an honorary professor at the Technical University of Munich.

Patric Kirchner

Patric Kirchner

Managing Director – Pricing & Commercial Strategy

Accenture

Patric Kirchner

“In his almost 14-year career as a strategy consultant, Patric has advised clients from a wide range of industries on pricing and sales issues. A special focus has been on the B2B sector, where he has helped clients e.g. in the building materials, engineering, technology or wholesale sectors to grow profitably through optimized price management. Currently, topics such as "Dynamic Pricing" or "Digital Pricing Strategies" are selected focus topics of Patric. Patric is Managing Director at Accenture with focus on Pricing & Commercial Strategy. Prior to Accenture Patrhe worked as Director for PwC and Simon-Kucher & Partners.”

Dr. Marcus Demmelmair

Dr. Marcus Demmelmair

Senior Project Manager – Pricing & Commercial Strategy

Accenture

Dr. Marcus Demmelmair

Marcus F. Demmelmair is senior project leader within Accenture’s CEO & Enterprise Strategy practice. Marcus’ passion is to advise on commercial strategies leveraging new business models, analytics & artificial intelligence as well as innovative technologies. Over 9 years of consulting, Marcus help clients to find new levers for top-line growth across various B2C and B2B industries in Europe, Asia and the US.

Benjamin Schwarzer

Benjamin Schwarzer

Head of Pricing and Revenue Management

Horváth

Benjamin Schwarzer

Benjamin Schwarzer (M.Sc.) has been with Horváth & Partners Management Consultants since 2013 and is a Principal in the Functional Competence Center Sales, Marketing & Pricing. He is an cross-industry expert for Pricing Excellence and has advised medium and large, international companies particularly in the industrial goods, service and automotive industry in Top-Line Improvement. Benjamin has studied Business Management at the WFI Ingolstadt and WU Vienna.

Pedro Soares

Pedro Soares

Executive Advanced Profit Management & AI

Sixt

Pedro Soares

Pedro is a professional with several years of work experience in Strategic Pricing and Revenue/Yield Management at worldwide companies from Industrial Engineering, Travel & Leisure, Food & Beverage and Transportation & Mobility markets. He holds a bachelor's degree in Industrial Engineering and MBA degree in Technologies for Business: AI, Data Science and Big Data. Pedro is one of the co-authors of the book “Arquitetos do Pricing” and he writes a monthly column about Pricing Strategy and Technology for the Aprix Journal.
Currently he is working as an Executive Advanced Profit Management & AI at Sixt SE, a leading international provider of high-quality mobility services. Additionally, he is pursuing a master’s degree in Management and Technology at the Technical University of Munich.

Sona Kochkanyan

Sona Kochkanyan

Senior Data Science Consultant

Accenture

Sona Kochkanyan

Sona is a senior data scientist specialized in pricing analytics topics with AI and is leading Pricing Squad at Applied Intelligence. Sona brings 8 years of analytical product development experience, among which leading E2E AI projects for automotive, financial, consumer electronics and chemical industries as well as development of an AI-driven Spare parts pricing tool (SaaS).
Prior to Accenture Sona has been acting as a senior IT project manager at one of the big 4 companies. She holds a master’s degree in Mathematics with a focus on data science.

Pedro Argudo

Pedro Argudo

Business Intelligence Consultant

Schneider Electric

Pedro Argudo

Pedro Argudo is a Business Intelligence consultant with 10+ years of career in Schneider Electric. His career steps included Finance, Reporting and Pricing, in Spain and France. He holds a Business Administration degree and has a proven experience in Commercial Policy and Pricing Transformation projects in MEA, Europe and South America.
Pedro likes to see himself as a translator of data into insights, and insights into business actions for successful change management.

Olivier Viratelle

Olivier Viratelle

Pricing Director

Schneider Electric

Olivier Viratelle

Olivier Viratelle is a senior pricing consultant with 20+ years of experience. Based in France, working for Global Pricing team focusing on Commercial policy & pricing transformation projects, deploying pricing process and tools across countries. Before joining the Pricing team, Olivier held various positions in Finance, sale and marketing functions including being Finance Business Partner for Schneider Electric France.

Matt Johnston

Matt Johnston

Founder & CEO

EPIC Conjoint

Matt Johnston

Matt Johnston is a seasoned commercial marketing professional possessing over 20 years Pricing, Product and Segmentation experience with Tier 1 brands in Europe, North America, the MENA region and Southeast Asia.
Matt is founder and CEO of a SaaS market research startup called EPIC Conjoint. Top global brands such as Vodafone Group, Philips, Three, Virgin Media and Whirlpool use EPIC Conjoint’s agile survey platform to optimize profit by predicting customers’ product preferences and willingness-to-pay in near real time.

Ana Susnjara

Ana Susnjara

Senior Data Scientist Pricing Division Manager

Predictive Layer

Ana Susnjara

Ana is a senior data scientist and a pricing division manager with several years of experience in Predictive Layer, helping clients to leverage the power of AI to optimize their performance. Her expertise lies in the AI models’ developments in the fields of finance and pricing.

Before joining Predictive Layer, Ana obtained a PhD in Mathematics at Ecole Polytechnique Fédérale de Lausanne, with a focus on fast algorithms exploiting diverse data structures.

Ebrahim A. Elebiary

Ebrahim A. Elebiary

Pricing Manager Consumer Europe Central

Goodyear

Ebrahim A. Elebiary

Passion for pricing comes from the diversity of topics handled internally and stakeholders involved externally. With that, Ebrahim has moved across pricing roles: operational pricing, pricing transformation, price team capability building on a local and regional basis in great companies like Goodyear, FedEx, P&G. Ebrahim has been running value finding projects in Belgium, France, and currently Germany. Given the constant changes in value generation, Ebrahim is keen on strengthening pricing organizations, learning new trends/skills, and having fun finding new paths to value.

Guido Hoogveld

Guido Hoogveld

Director Revenue Management Projects

Radisson Hotel Group

Guido Hoogveld

Guido Hoogveld is Director Revenue Management Projects at Radisson Hotel Group, where he is responsible for strategic initiatives regarding revenue optimization, pricing and forecasting. Before that, he was a commercial strategy manager at NH Hotel Group where he focused mostly on revenue optimization for B2B segments. Born in the Netherlands, but lived in various countries across the globe, he studied Hotel Management in Maastricht and Business Intelligence at Maastricht University.

Walter Wijnands

Walter Wijnands

Chief Executive Officer

SPOSEA

Walter Wijnands

With a background in Finance and Organizational Behavior, Walter has become a seasoned business leader and entrepreneur. A sharp businessperson with a proven track record gained over the past 25 years in the world of software and consulting in SAP ERP, Asset Management, and latest years Commercial Excellence - Pricing. Walter was as an executive with various companies throughout his career, lastly at Rizing (formerly Vesta Partners) as European co-founder and responsible for the business throughout EMEA. Walter serves currently as the Chief Executive Officer at SPOSEA – the digital pricing company – with a big passion for pricing and with the responsibility of leading the company on a trajectory of growth.

Harikishore Sreenivasalu (‘Hari’)

Harikishore Sreenivasalu (‘Hari’)

Chief Technology Officer

SPOSEA

Harikishore Sreenivasalu (‘Hari’)

Provides executive leadership in IT technology and architecture and a true entrepreneur. During his career he managed and delivered multiple smaller and large-scale projects applying the latest tech. He collaborated with customers’ executives to align this cutting-edge tech solutions with strategic business goals. During recent years with SPOSEA as well as before, Harikishore lead multiple cloud & data management and enterprise solution implementations for SAP users regarding Pricing & CPQ solutions. Fueled with skills as an architect and technology lead, combined with a very good understanding of the world of Pricing, Hari is responsible as Chief Technology Officer for all aspects of Product Development, the Product Roadmap, and the strategic IT planning.

Eiko van Hettinga

Eiko van Hettinga

Co-Founder & Managing Director

7Learnings

Eiko van Hettinga

Eiko van Hettinga is managing director of 7Learnings. His company helps leading European retailers to optimize prices with machine learning technology. Eiko has more than 10 years experience in eCommerce and commercial leadership.

Pavel Knorr

Pavel Knorr

CTO

EPICConjoint

Pavel Knorr

I'm an experienced software architect with proven expertise in market research, education, and insurance technologies. I have solid experience in cloud platform development and a strong background in data science and machine learning. At EPICConjoint I'm responsible for IT products development and support as well as information security and data protection.

Patrick C. Raab

Patrick C. Raab

Associate Director

Boston Consulting Group

Patrick C. Raab

Patrick is passionate for Pricing and Monetization, he advises clients in multiple industries and geographies. He also holds lectures (ETH Zürich, University of Eichstätt-Ingolstadt) and speaks at dedicated conferences. Patrick’s expertise covers a broad range of topics in Pricing and Commercial excellence, e.g., from organizational enablement, value pricing, pricing psychology, and data- & analytics-driven optimization.
As an Associate Director at BCG in Düsseldorf, Patrick is a core member of the Marketing, Sales and Pricing practice and has more than 15 years of professional experience in the area from various industry positions (Syngenta, Vorwerk holding) and management consulting (Simon-Kucher, Kearney).

Frederic Tassin Pic

Frederic Tassin Pic

Senior Strategic Consultant

Frederic Tassin is Strategic Consultant at PROS. For more than 10 years, he has supported Pricing teams in different industries in the use of Artificial Intelligence and Machine Learning to define optimal pricing strategies and convert them into measurable actions in the field.

Frederic Tassin Pic

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DISCUSS

We stimulate an atmosphere of discussion and interaction, the best way to learn.

LEARN FROM THE BEST

A carefully selected speaking team of top pricing professionals, all active within your industry. No general talk, but only to-the point and useful presentations.

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With more than 1000 minutes of network opportunity, you have plenty of time to connect with pricing colleagues from all over Europe.

REFLECT & PRACTICE

Reflect on your key priorities and how to make it really happen ! Translate your key learnings into real change.

A word from our attendees of 2021

"I was honored to participate in the 15th edition of the EPP European & Global Pricing Forum as speaker and panelist. It has been really great to meet again in person and share best practices and experiences with some of the most talented and successful pricing and revenue experts in B2B and B2C. Thanks, Pol, Mariana, and the rest of the team for organizing such a great event. "

José Vela - General Manager. Director of Pricing - Spandex

"I think attending the EPP forum gives one of the best ROI for any Pricing Professional. I had the privilege of presenting at the 15th EPP European & Global Pricing Forum and it gave me an opportunity to learn from best practices of Pricing experts from other industries. EPP forum also brings together Pricing vendors and Consulting firms who could help with your organizational problems"

Manoj Khokale, Head of Pricing Transformation, Nokia

"EPP adds a lot to the pricing domain. My experience is always enhanced by the great organization directed at combining expertise from various industries with vital upcoming trends in pricing. Being able to network, listen and learn, and be exposed to top professionals stimulates creativity and helps me take a fresh perspective back to work."

Ebrahim A. Elebiary - Pricing Manager Consumer Europe Central - Goodyear Dunlop Tires

"I am grateful to participate in the 15th EPP European & Global Pricing Forum, the opportunity to present and be a part of the panel discussion. It was an amazing experience to see professionals, experts, leaders, and executives from different industries in the pricing and revenue management function. The diversity of topics discussed and presented is very impressive. It was very interesting to see post-covid, the importance of data in making decisions and sharing the know-how across industries. It was quite a humbling experience for me given the highly experienced professionals of their respective industries and how EPP has given this platform and brought us together to share knowledge, take me out of my cocoon of my own (ride-hailing) industry and my company, get exposed and inspired by some of the ideas."

Sheetal Chavan - Pricing Lead - Free Now

"Great experience to attend my first EPP event as a speaker, hopefully not the last. An excellent opportunity to exchange with pricing experts from different industries as well as with vendors with super-advanced proposals to help companies. I recommend joining, to learn, share and also enlarge your pricing network."

Pedro Argudo – Business Intelligence Consultant– Schneider Electric

"An event with a very rich and diverse program and lots of good networking opportunities. Presenters were covering topics on the edge of the pricing science, ranging from value and behavioral pricing to change management, to Artificial Intelligence applications. The ambiance was relaxed and productive, made of pricing professionals who face concrete issues and are keen to exchange methodologies and experience. All in all, certainly time well spent."

Roberto Bedotto – Former EMEA Pricing Director - EATON Electrical sector

"The EPP European & Global Pricing Forum is an amazing event for Pricing professionals from all types of industries. The event consists of several high-level speakers, from all over the world, who are sharing their experiences and ideas about Pricing and Revenue Management, showing real cases and applications, and discussing the future of the sector. I truly recommend this forum for anyone who is looking to gain relevant knowledge and create a great professional network."

Pedro Piccoli Soares - Executive Advanced Profit Management & AI - Sixt

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