Speaker line-up

  • Erik J. Szobota

    Director, Global Yield and Pricing

    Twitter Inc.

  • Nicholas Dalby

    Senior Manager – Pricing and Promotions

    Vistaprint

  • Arnaud Potiron

    Worldwide Strategic Pricing Director

    Michelin

  • Patricia Caballero Barrero

    Strategy & Pricing Manager

    Praxair

  • José Vela

    Director of Pricing

    Spandex Group

  • Stella Penso Lancaster

    Senior Director of Revenue and Margin Management

    Careem Networks

  • Murli Mahalingam

    Global Pricing and Contract Manager

    Albéa Group

  • Ebrahim Elebiary

    Pricing Manager Europe South

    Goodyear Dunlop Tires Operations

  • Anna Duvialard

    Pricing manager - Vendavo implementation Europe

    The Goodyear Tire & Rubber Company

  • Imane Adoua

    Senior Frameworks Pricing Analyst

    Office Depot

  • Rickard Glamsjö

    CEO

    Price Edge

  • Olivier Nocher

    Head of Pricing and Commercial Strategy

    SKY

  • George Boretos

    CMO

    Cube RM

  • Dr Jose Mendoza

    Director – Master in Digital Marketing, Assistant Professor

    Jack Welch College of Business, Sacred Heart University

  • Olivier Dallemagne

    Director

    Monitor Deloitte Belgium

  • Melissa Soto

    Consultant

    Navetti

  • Paolo De Angeli

    Pricing Group Expert

    Borealis AG

  • Margarida Saragoça

    Business Development & Clients Director

    Vieira de Almeida

  • Björn Willemsens

    Director

    Monitor Deloitte Switzerland

  • Dogus Karaca

    Senior Pricing Manager

    Volkswagen Financial Services

  • Marcel Körner

    Global Pricing Director

    Dell EMC

  • Frank Frohmann

    Senior Business Coach in an international chemicals company; author of the book “Digitales Pricing”

    International Chemicals Company

  • Sjoerd van Kessel

    Manager

    Navetti

  • Daniela Hupfeld

    Former Commercial Director

    Thomas Cook Hotels and Resorts. Indépendant Hotel Consulting

  • Cynthia Reitano

    Deputy Director of Revenue Management & Pricing

    Thomas Cook Hotels & Resorts

  • Nick Boyer

    Director Strategic Consulting

    PROS

  • Philipp Theves

    Market Pricing Manager EMEA

    Johnson Controls Power Solutions

SAVE THE DATE – 20th-21st OF NOVEMBER 2018 – BRUSSELS
Pre-forum pricing workshops on November 19th.

The EPP team is very proud to announce the 13th yearly EPP® Global & European Pricing Forum.

This year the forum will focus on the newest pricing technologies (machine learning, AI in pricing, CTQ, etc) and latest innovative insights (i.e. the transformation towards subscription plans, 2nd gen dynamic pricing, predictive pricing, etc) from leading pricing and monetization experts across the world.

How a digital enterprise boosts the role of pricing if they embrace the newest technology.

Organizations are moving very quickly into ‘Digital enterprises’.  Over the last few years, we’ve seen an explosion of technologies supporting managers to drive improved fact based decision making.  All organisations (from retailers to B2B organisations) need to match the speed and agility of organizations that are born digital.   The change into digital enterprises is on, and priority setting where to invest is key.  We see that many organizations are focusing their digital investments on sales and marketing – and many of them find out that the value of digitalization is very much in pricing.

Increased ‘intelligence’ enhances improved data quality, real time monitoring of price realisation and more effective price guidance in B2B quoting and tendering processes.  Online price watching is gathering massive real time insights on price elasticity, price positioning,  channel conflicts, etc- and enables many industries to start implementing dynamic pricing.  Dynamic price changes are becoming more and more ‘the new normal’ at i.e. fuel stations, car rental, parking, online channels but also b2b market places.

Organisations who fall behind in their pricing capability development and embracing the newest technology will be in trouble competing against more advanced digital enterprises – if not already.     These 2 days will be packed with the newest insights and connect you with the latest technologies to reflect how to define your future pricing roadmap within your digital enterprise.

Keeping up the pace requires fast learning and testing is key in an agile world.

Join 120+ industry leaders in one of Europe’s main Pricing Forums.  The 2018 event will offer again great learning, discussions and network opportunities during 3 interactive days with workshops, expert presentations, panel sessions, round tables discussions – a pricing technology fair – and a great evening event.

 

 

 

If you are an influencer or specialize 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 this unique forum,
please contact Mariana Flores at mariana.flores@pricingplatform.eu

 

   Watch the 2017 pictures :

 

The must-attend event for innovative price leaders

  • 1 DISCUSS

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

  • 2 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.

  • 3 BUILD RELATIONSHIPS

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

  • 4 REFLECT & PRACTICE

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

THE PROGRAMME

We are currently building the agenda.

If you think you have interesting content to share and would like to participate as a speaker, please contact mariana.flores@pricingplatform.eu

This year you will learn from leading pricing and monetization experts across the world with special tracks for B2B, B2C and retail !
Some of the topics included in the 2018 agenda are:
  • Agile pricing: how to adapt your pricing in a very dynamic market?
  • The transformation towards subscription pricing
  • Predictive pricing: can you predict the moment, and price, your customer is going to buy?
  • Successful transition towards pricing and selling solutions
  • Machine learning in B2B pricing
  • How to prepare your sales force for a digital world
  • Managing a price policy in an online world
  • Successful implementation of dynamic pricing
  • What can we learn from the gaming industry?
  • Impact of new mobile technology
  • Artificial Intelligence in pricing
  • Configure to Quote & Predictive Pricing Tools
  • The evolution of the newest pricing technology
If you would like to participate as speaker, sponsor or delegate, do not hesitate to contact me immediately ; mariana.flores@pricingplatform.eu
 

19 Nov
13.00 - 15.30
Subscription Based Pricing TBD - -

Why subscription-based pricing (case for change) ? Find out how pricing can be structured for an effective subscription plan
Explore how to define performance KPI’s for subscription-based pricing
how to create your business case - how to design, structure and price your subscription plans - and how to manage your new business.

19 Nov
13.00-15.30
Dynamic Pricing TBD - -

Rules based dynamic pricing practice
Second generation dynamic pricing: AI based dynamic pricing
Do’s and Don’ts for dynamic pricing ; how to start dynamic pricing; how to get it right?

19 Nov
16.00 - 18.30
Artificial Intelligence in Pricing TBD - -

Best practices of AI in pricing
Practical tools and process to make AI in pricing work
Find out how to implement AI in pricing in your business

19 Nov
16.00 - 18.30
Big data analytics in pricing TBD - -

How to overcome the challenge of big data set-up for effective pricing decisions?
How to bring competitive intelligence, consumer insights, market insights together to boost pricing effectiveness?
The tools and skill-set needed to conduct big data analytics

November 20th 2018
09.OO Chairman’s Opening Remarks - Welcome by EPP President Pol Vanaerde - EPP
Speed Networking Session Meet all the attendees - and exchange business cards
Using Artificial Intelligence to meet the challenges of modern commerce Nick Boyer - Director Consulting - PROS

How predictive analytics, dynamic personalization and prescriptive insights are helping pricing leaders address the new needs of their customers in the digital era.

How digital enterprises drive improved fact-based decision making in pricing TBD -

• The new role of pricing within a digital enterprise
• Looking at the before and after – Hear concrete examples of how pricing is being transformed by embracing the newest technology
• How organizations are changing and how we are measuring the success

Logo Navetti Retailification – Pricing as part of the customer experience Melissa Soto, Consultant - Navetti

The barriers to enter your market have never been lower and new e-commerce sites are launched on regular basis. They can and will quickly change your business landscape. With smart pricing and price optimization tools you too can play their game – and win.

• How the B2B customers’ purchasing behaviour is getting closer to the retail customer
• What can B2B organizations learn from the B2C Retail industry?

Panel Discussion The new era of Pricing: The use of new technology tools & digital in Pricing Moderator: Paolo De Angeli - Pricing Group Expert - Borealis AG -
  • Analysis and real examples of how different industries are managing the speed and growth of digitalization
  • Explore how digital transformation is changing pricing
  • How can we make a pricing strategy perform successfully?
  • Find out the key elements that will make your strategy efficient taking into consideration the new digital tools, your competitors and the nature of your business
  • Digital transformation & your talent pool: The human behind the pricing team – how do you recruit, maintain, develop a successful pricing team working with digital pricing

Moderator:

  • Paolo De Angeli – Pricing Group Expert – Borealis AG

Panel :

  • Sjoerd van Kessel, Manager, Navetti
  • Ebrahim Elebiary, Pricing Manager Europe South, Goodyear Dunlop Tires Operations
  • Patricia Caballero Barrero – Strategy & Pricing Manager – Praxair
  • Arnaud Potiron, Worldwide Strategic Pricing Director, Michelin
The six digital disruptions in pricing Bjorn Willemsens, Director - Monitor Deloitte Switzerland

Digital is sharply increasing the complexity, speed and precision of pricing across industries.
We will discuss the biggest challenges and how to overcome them.

You will reflect on :
• The key digital disruptions impacting strategic pricing
• What technologies enable these disruptions and can help businesses become more competitive
• The key actions that organizations can take now to rapidly address these disruptions

Monetize the Internet of Things TBD -
  • Analysis of how the Internet of Things (IoT) gives every organization an opportunity to optimize strategic pricing and create new value
  • Understand how IoT products provide a platform to generate new and innovative business models
  • Strategies to monetize the IoT to enable recurring revenue
Networking Lunch Be part of our Birds of a Feather (BOF) Activity! -

Make the most of your networking time during lunch, join a group of people with a common interest or area of expertise to informally work together, discuss and network.

Breakout Sessions -
B2B B2C Retail
Real Case Study Albéa Group
Product launch: The innovative in-house pricing tool for new products created by Albéa
• Discover how Albéa Group has been successfully pricing products never priced before by building a pricing tool to quote and price new products
• How to use price perception in determining prices for new products
• Find out how this tool helps to quote faster

Murli Mahalingam – Global Pricing and Contract Manager
– Albéa Group

The transformation from static pricing to dynamic pricing

– A successful case study
• Hear how an innovative dynamic pricing model in the tourism industry was implemented
• How technology was used to support the strategy
• Discover how the transformation, the business mix and increased revenue and profit were accomplished

Daniela Hupfeld – Former Commercial Director – Thomas Cook Hotels and Resorts. Indépendant Hotel Consulting
Cynthia Reitano – Deputy Director of Revenue Management & Pricing – Thomas Cook Hotels & Resorts

How to get started with price elasticity

• In this session, we go through a step by step guide on how to get started with price elasticity – leveraging practical examples from previous Price Edge implementations.

Rickard Glamsjö, CEO, Price Edge

Real Case Study Twitter

Pricing Adaptation in today’s digital media landscape
• How to develop a successful pricing strategy in a dynamic world – The shift of social platform to video platform
• Audience and Inventory Fragmentation – Organising your distribution across
• Measurement: Understanding the impact for your pricing strategy and key actions to improve performance

Erik J. Szobota, Director, Global Yield and Pricing, Twitter Inc.

Networked Pricing: The impact of social networks on consumer pricing

Consumer pricing is a social construct and there is evidence that our social exposure drives our willingness to pay. Drawing concepts from complex networks and social network analysis, we will walk through different examples that illustrate how our experiences and social groups plays a determining role in our willingness to pay for certain product categories.
• Present few approaches to the study of consumer pricing through complex networks theory and social network analysis
• Introduce examples of how social networks impact our willingness to pay
• Demonstrate tools for the analysis of social networks and consumer Pricing

Dr. Jose Mendoza, Director -Master in Digital Marketing, Assistant Professor – Jack Welch College of Business, Sacred Heart University

Real Case Study Vistaprint

Promotions & discounts strategies
• Find out the Vistaprint journey on how they used to do promotions and how they do them now
• Consideration of key challenges they are facing
• Explore how the customer experience is gradually changing with the discounts strategies
• Customer perception of the brand when executing discounts

Nicholas Dalby, Senior Manager – Pricing and Promotions, Vistaprint

Tender management & evaluation using CPQ software and Machine learning

• The benefits of a centralized system for tender information, evaluation, and management
• Learn how you can access information about past & upcoming tenders in order to better understand your market
• Use sophisticated CPQ software to prepare competitive tender responses, accurately and on time
• Use machine learning to evaluate the performance of tender proposals based on tender criteria and competitive information

George Boretos, CMO, Cube RM

Learn how to execute a successful dynamic pricing strategy in a B2C business

• Explore the latest algorithms of machine learning
• Understand how emotional pricing & consumer loyalty works when implementing dynamic pricing
• Surge pricing – how to update the rates based on the demand in real time
• Learn how to execute a more simplified and more customised pricing model

Stella Penso Lancaster – Senior Director of Revenue and Margin Management – Careem Networks

How Artificial Intelligence is transforming pricing in retail

• Face recognition, eye tracking & brain scanning for strategic pricing strategies
• The use of artificial intelligence in retail to analyse the selling actions in real time

TBA

Case Study Goodyear Dunlop Tires Operations Anna Duvialard, Pricing Manager - Goodyear Dunlop Tires Operations

Learn how change management can unleash full price transformation potential

Many companies have been undergoing price transformation journeys, yet the majority remain unsuccessful. To boost the chances of success and make it stick, buy-in from various stakeholders, including senior leadership is inevitable. To enhance the chances of success, an essential catalyst must be properly executed, which is change management. We will use practical business examples to illustrate how change management can unleash full price transformation potential.

Ebrahim Elebiary, Pricing Manager Europe South, Goodyear Dunlop Tires Operations

Commercial Excellence - Partnerships between the sales, financial, marketing and pricing teams to improve profitability Patricia Caballero Barrero - Strategy & Pricing Manager - Praxair
  • Pricing management – create awareness of the importance of the pricing team in your organisation
  • Explore how Pricing, Marketing and Sales teams can work together efficiently
  • Understand how internal data and market/customer data integration enhances the collaboration between sales, marketing and pricing
  • Making sure that we don’t work in silos when it comes to pricing – joint effort between different teams across the company to determine and identify the new revenue streams

 

Embracing & understanding how digital is evolving price transparency -

• Analysis of how to handle transparency and achieve a successful price across markets
• How to leverage the transparency that has been created with digital in managing prices
• Communication excellence: Hear different approaches on how companies are handling price transparency and improving their strategy to customers
• Strategic pricing: Do we need to have a worldwide pricing strategy? – how can we be consistent?

Moderator:

  • Dogus Karaca, Senior Pricing Manager, Volkswagen Financial Services

More panellists tbc

17:30-17:40 Chair's closing remarks and end of Day 1 -
November 21st 2018
9.00 Welcome coffee and opening day 2 -
The creation of revenue and price models – a blueprint to enhance your profit by innovative digital pricing Frank Frohmann - Senior Business Coach in an international chemicals company & author of the book “Digitales Pricing”

• Starting point: the linkage between the “business model”, a “Revenue model” and a “Price model”
• Cross-industry examples of successful digital “Revenue models” and “Price models”
• Best practice: Concept and tool for the development of an innovative digital price model
• Successful business examples of price models and pricing failures

Real case study from Dell Marcel Körner - Global Pricing Director - Dell EMC
  • The evolution in dynamic pricing – first and second generation of dynamic pricing
  • Hear real examples of the successful implementation of dynamic pricing
  • What tools are available to implement a successful dynamic pricing model?
  • Specific programs for customers
  • The commercial model behind a service
How can we execute dynamic pricing using big data and Artificial Intelligence? TBD -

• Real case studies of implementation
• What is the latest best practice on implementing dynamic pricing in different companies
• Building dynamic pricing in your organization

 

The latest innovative insights on price elasticity TBD -

• Understanding how price elasticity can help you to forecast the impact of a change in price and sales and revenue
• The use of price elasticity to reduce risk

Breakout Sessions -
B2B B2C Retail
B2B Pricing in the age of digital disruption

How to create and share economic value with B2B customers in the Digital Era and in a context of circular economy. Digitally enabled services lead to resource-efficient and climate friendly production, so how can it lead to sustainable earning logics for the manufacturer if product volumes decrease? Concrete profitable cases will illustrate possible responses to this challenge, including subscription-based pricing & dynamic pricing. Attendees will learn:
• How to use digital data in the manufacturing space to create unique benefits for their customers
• How to share the benefits of Digitally Enabled Services by defining new earning logics
• How to define new earning logics in a Digital context

Olivier Dallemagne, Director, Monitor Deloitte Belgium

 

Pricing for the long term

• Analysis of the pitfalls of short term assessment of price actions
• Customers segmentation and levers of long term growth
• The case for a Customer Life-time Value metrics

Olivier Nocher, Head of Pricing and Commercial Strategy, Sky

Retail & Online Pricing – The use of disruptive technologies to create a dynamic pricing model

• Analysis of the internet challenges
• Understanding willingness to pay in a dynamic retail environment
• Implementing dynamic pricing to help online retailers respond in real time to changes
• Learn how to respond to competition & market conditions

TBA

Spandex’s journey in pricing as a case study – The new pricing model created to maximize profit

• Field management: Sales teams to change and adapt to new technology implementation
• The process of the tool implemented to obtain sustainable revenue and profit growth
• Data analysis and reporting strategy
• Training and development – the process behind the implementation of the model

José Vela, Director of Pricing, Spandex Group

 

 Channel Pricing Strategy – Learn how to ensure price channel integrity

• How to manage channel pricings effectively?
• Internet pricing – how keep price levels in internet channels
• Sales channel management excellence

TBA

 Behavioural Pricing Model

• What variables determine a behavioural Pricing approach
• Find out how new digital trends are changing consumer behaviour
• Understanding the effect of digital on changing consumer behaviour

Hear a real case study on implementing Artificial Intelligence in the Professional Services Industry

• Artificial Intelligence: Learn how to create a differentiated pricing approach
• Introducing AI in a law firm and how it has been embraced in different products
• The challenges and do’s and don’ts about implementing AI in this industry

Margarida Saragoça – Business Development & Clients Director – Vieira de Almeida

Personalised Pricing Model

• Customised pricing: how to offer a personalised price to each customer
• The use of machine learning to optimise your pricing model by delivering a more specific pricing according to your customer and products
• Targeting Pricing – Pricing for each category of customer and products

Low-Cost Pricing Model – Dynamic Pricing in the Tourism Industry

• Real examples of how the airline industry is executing a low-cost pricing model
• Understanding the challenges and opportunities
• Competition war – the industry used to be premium – how low-cost products are changing the industry and how to embrace this

13:15-14:25 Networking Lunch -

Meet the speakers

Case Study Office Depot Imane Adoua, Senior Frameworks Pricing Analyst, - Office Depot

Data Science and Pricing – How to manage data and turn it into strategic pricing
• Find out how to turn data into relevant pricing decisions
• Hear new methods and latest strategies to manage data successfully
• How to leverage the full potential of data – linking the data to a final product & KPIs

 

The transformation towards subscription-based pricing – Find out how to create the change -

• Transitioning to a subscription model – Analysis of the pros and cons
• The difference between freemium and trial: How to realize conversion from freemium to paid
• Explore how to develop an integrated service model
• Customer challenges when implementing a subscription-based model

Machine learning and Big Data Implementation -

• Machine Learning: techniques to improve the pricing offering and process optimization
• Equip your organisation to use machine learning and intelligent agents for strategic pricing decisions
• The use of machine learning to optimise your pricing model by delivering a more accurate price according to your customer and products

Explore the potential to deliver a strategic pricing approach by using Artificial Intelligence -

• An overview of real examples of how different industries are adopting AI
• How to leverage all data by using AI – The Know-how of its implementation
• Discover how to create a differentiated pricing approach
• Review of predictive pricing strategies using AI

Panel :

  • Margarida Saragoça – Business Development & Clients Director – Vieira de Almeida
  • Marcel Körner – Global Pricing Director, Dell EMC
  • More panellists tbc
Blockchain: Smart Contracts Overview and Analysis -
  • Find out the best practice for implementing a blockchain contracting model in your organisation
  • Explore how smart contracts are a powerful tool to record sensitive information
  • Understand how a blockchain would significantly reduce inefficiency
14:25-14:30 Chair’s closing remarks and farewell -

Malik B. Rajan, Former Group Pricing Director at Rexel

Contact Forum Producer

Mariana Flores

PRE-FORUM WORKSHOPS

On Monday November 19th

Subscription Based Pricing

19Nov13.00 - 15.30

  • Why subscription-based pricing (case for change) ? Find out how pricing can be structured for an effective subscription plan
  • Explore how to define performance KPI’s for subscription-based pricing
  • how to create your business case - how to design, structure and price your subscription plans - and how to manage your new business.

TBD () -

MORE INFO »

Dynamic Pricing

19Nov13.00-15.30

  • Rules based dynamic pricing practice
  • Second generation dynamic pricing: AI based dynamic pricing
  • Do’s and Don’ts for dynamic pricing ; how to start dynamic pricing; how to get it right?

TBD () -

MORE INFO »

Artificial Intelligence in Pricing

19Nov16.00 - 18.30

  • Best practices of AI in pricing
  • Practical tools and process to make AI in pricing work
  • Find out how to implement AI in pricing in your business

TBD () -

MORE INFO »

Big data analytics in pricing

19Nov16.00 - 18.30

  • How to overcome the challenge of big data set-up for effective pricing decisions?
  • How to bring competitive intelligence, consumer insights, market insights together to boost pricing effectiveness?
  • The tools and skill-set needed to conduct big data analytics

TBD () -

MORE INFO »

Speaker line-up

We are currently busy building the agenda for the EPP Global Pricing Forum 2018.

If you think you have interesting content to share and would like to participate as a speaker, sponsor or delegate : please contact mariana.flores@pricingplatform.eu

A selection of last years' line up :

Erik J. Szobota

Director, Global Yield and Pricing

Twitter Inc.

Erik Szobota is the Director of Global Yield and Pricing at Twitter, Inc.    Over the past decade, he has held various Yield and Pricing positions in the media industry, most notably at Turner (TNT, TBS, Cartoon Network, Adult Swim, TruTV), ABC Digital and CNN Digital. In his current role, Szobota is responsible for partnering with cross functional teams to provide proactive and strategic insights that drive revenue growth. His primary focus is identifying advertising and revenue opportunities through segmentation, inventory pricing analysis, utilization reporting and channel optimization through predictive modeling. Szobota holds a Bachelor’s degree in Music Management from The Hartt School (University of Hartford) and a Master’s of Science degree in Project Management from Boston University.

Nicholas Dalby

Senior Manager – Pricing and Promotions

Vistaprint

Nick Dalby is currently Senior Manager, Pricing and Promotions at Vistaprint, with a focus on Pricing Innovation and Promotional Strategy. Vistaprint is a global e-commerce brand empowering micro business owners to professionally promote their business with printed and digital marketing products. In total, Nick has over 18 years of experience in Pricing and Yield Management across the Travel, Telecommunication and E-commerce industries.

Arnaud Potiron

Worldwide Strategic Pricing Director

Michelin

Experienced Director with a demonstrated history of working in the automotive industry. Skilled inMarketing Management, Negotiation, Business Planning, Sales, and Sales Management. Strongprofessional graduated from HEC School of Management.

Patricia Caballero Barrero

Strategy & Pricing Manager

Praxair

Industrial Engineer and MBA from IE Business School, with +10 years of experience in multinational companies, different industries and diverse areas: Supply Chain, Operations, Productivity, Sales Strategy and Pricing Management.

Passionate about People Development, also working as a Professional Coach.  I enjoy leading cross-functional projects and diverse teams, analysing complex issues, finding innovative solutions and managing change.   Intrapreneur, versatile and self-motivated, I am always willing to learn and face new professional challenges.

José Vela

Director of Pricing

Spandex Group

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.

Stella Penso Lancaster

Senior Director of Revenue and Margin Management

Careem Networks

After a 15-year long tenure in the telecoms industry, Stella is now exploring competitive strategy, pricing and profitability in the ride-hailing space. As the Senior Director of Commercial Management and Pricing in Careem, the leading ride-hailing company of the MENA region, based in Dubai. her team covers the full scope of pricing and commercial strategy for the ever-expanding geographic and product footprint of the company currently present in 14 countries as well as mapping out the future of pricing for the company. Previously, Stella worked in NERA, Turkcell, Vodafone, Etisalat and Virgin Mobile with an earlier stint in international development agencies, including the UNDP. She hails originally from Istanbul, Turkey.

Murli Mahalingam

Global Pricing and Contract Manager

Albéa Group

  • Over 14 years of international experience in business analytics, pricing strategy, management consulting and IT service delivery with large and small firms in client-facing roles across different industries (B2B and B2C) in France, UK and India
  • Expertise includes strategic pricing, consumer and business analytics, account and project management, customer relationship management and software development
  • Excellent inter-personal and presentation skills.

Ebrahim Elebiary

Pricing Manager Europe South

Goodyear Dunlop Tires Operations

Ebrahim has more than 8 years of pricing experience to go alongside previous professional experience in Finance, Channel Strategy, and Sales Operations. He has worked for various industries like FMCG, Telecom, and Logistics with local, regional, and global responsibilities. Ebrahim is a firm believer in bringing together an equilibrium between local and regional as well as multifunctional orientation that adds value to the shareholders and energizes business associates. He seeks to apply the experience he possesses to the people around him for impact while acquiring new learnings.

Anna Duvialard

Pricing manager - Vendavo implementation Europe

The Goodyear Tire & Rubber Company

Anna is an experienced Pricing Manager with a broad financial and business background from both SME and multinational companies. She has been studying in lead universities in France, Hungary and the USA and holds a Master in International Business Strategy. She started her career in Central Europe within a logistics company, before moving to a HQ responsibility role in driving international M&A projects. Anna is currently leading the design and implementation of a major pricing software solution for Goodyear in Europe and Turkey. With more than 5 years experience in Pricing Strategy and Operations, Anna remains passionate at exploring pricing challenges in competitive environments and at growing pricing excellence knowledge.

Imane Adoua

Senior Frameworks Pricing Analyst

Office Depot

Imane Adoua works currently in Office Depot as a Senior Pricing Analyst. Her work focuses on Pricing overhaul of Office Depot Business Solutions (BtoB).
Before this experience, Imane used to work Pricing Manager in Casino Group (BToC) where her mains tasks were the creation and implementation of a promotional forecasting tool, optimization of the pricing methods and implementation of performance indicators, statistical analysis of elasticity implementation of new pricing strategies according to competitors, helping Casino stores by Implementing predictive sales models of all promotional business transactions.  Imane earned a Master degree from ENSAE ParisTech and an engineering degree from INSEA.

Rickard Glamsjö

CEO

Price Edge

Rickard is a former Accenture Management Consultant with over 10 years of experience in the pricing field. Before co-founding Price Edge Rickard was the Spares Business Director at Electrolux including owning the pricing within EMEA.

Olivier Nocher

Head of Pricing and Commercial Strategy

SKY

Olivier has held a number of Pricing-related positions over the years. He is currently the Head of Pricing for Sky UK, a FTSE100 company and Europe’s leading entertainment and communications business. He is an avid student of the field and a promoter of a multi-faceted approach to pricing management

George Boretos

CMO

Cube RM

George is the CMO of Cube RM, a vendor of Revenue Management & Optimization solutions with specialization in CPQ software. He has more than twenty years of professional experience in managerial positions in product marketing, pricing, corporate strategy, and sales. He is also a seasoned data scientist, specialized in price optimization models, with numerous successful business forecasts and scientific publications to his name in prestigious scientific journals and publishers, such as Elsevier and Foresight. He is a member of the International Institute of Forecasters

Dr Jose Mendoza

Director – Master in Digital Marketing, Assistant Professor

Jack Welch College of Business, Sacred Heart University

Dr Mendoza is currently an Assistant Professor in Marketing at the Jack Welch College of Business. Top-performing, doctoral-level Marketing director, consultant and researcher in Pricing, offering demonstrated leadership, innovation, researching and strategic marketing capabilities in global environments with experience in over 54 countries with top consumer brands. His research interest circles around consumer pricing, big data, network theory, machine learning, and neuromarketing. Furthermore,he uses technologies within the field of eye-tracking and neuromarketing in his research field.

Olivier Dallemagne

Director

Monitor Deloitte Belgium

Olivier Dallemagne is a Strategy Director at Monitor Deloitte, with a focus on the Pricing, Sales and Marketing capability. Olivier has over 12 years of management consulting experience and helps clients drive revenue and profit improvements through sustainable improvements to their go-to-market capabilities, in the manufacturing industry (building materials and technologies, chemicals and food ingredients) and B2B services. Prior to this, Olivier spent 13 years in various Marketing & Sales management positions within a Fortune 500 Company and various global leaders in manufacturing. He is based in the Brussels office in Belgium and acts as lead member of the European Pricing and Profitability Management Community.

Melissa Soto

Consultant

Navetti

Paolo De Angeli

Pricing Group Expert

Borealis AG

Paolo is currently the Pricing Group Expert of Borealis PO and he is responsible for implementing Pricing best practices. In the last 10+ years, he worked on different Sales & Marketing, Value and Transactional Pricing Projects as a Consultant and Pricing Manager. For Syngenta, he introduced new methodologies and improved execution practices, as well as leading several pricing transformations.   Paolo earned his BA degree from University Bocconi in Milan, has been a member of the EPP Italian Board and achieved his CPP designation in 2012.

Margarida Saragoça

Business Development & Clients Director

Vieira de Almeida

Margarida Saragoça has 25 years of experience in the legal market. She graduated in law from the Portuguese Catholic University (Lisbon, Portugal), achieved her LLM in European Law, from the College of Europe (Bruges, Belgium) and more recently obtained her master’s degree in Law Firm Management from The George Washington University (Washington DC, USA).

Margarida is member of the Executive Committee of VdA and coordinates 4 departments: Business Development, New Frontier Business, Knowledge Management and Billing and Collections. She has been a featured speaker on pricing and innovation topics at international events, having lectured at Harvard Law School, European Pricing Platform, Professional Pricing Society and Association of Legal Administrators.

Her pricing work has been recognized in the UK by LegalWeek Innovation Awards and The Lawyer Business Leadership Awards.

Björn Willemsens

Director

Monitor Deloitte Switzerland

Björn Willemsens is Director in Deloitte Consulting Switzerland. His key areas of expertise include Sales Force Management, Customer Management Strategy and Pricing and Profitability Management. He has demonstrated top level analytical and tactical skills which, combined with a high level of pragmatism, lead to successful process reengineering and strategy implementations. Besides this, he has proven to be an excellent Project Manager on multiple projects. Within Deloitte, he acts as lead member of the European Pricing and Profitability Management Community. As such he is one of the key members in the further development of pricing related methodologies and market awareness.

Dogus Karaca

Senior Pricing Manager

Volkswagen Financial Services

Dogus Karaca is a Senior Pricing Manager at Volkswagen Financial Services AG, responsible for management of the company’s strategic pricing projects across the globe. In his current role, Dogus leads various pricing projects in more than 20 countries. Throughout his career, he had different roles of responsibility in sales, marketing, pricing, finance and credit. Previous roles that Dogus has had include Head of Product, Pricing and Campaigns at MAN Finance International GmbH in Munich, Head of Credit and Finance at MAN Financial Services, and managerial roles at three major banks in Turkey. Dogus has an MBA and a bachelor’s degree in Economics from the Middle East Technical University of Ankara.

Marcel Körner

Global Pricing Director

Dell EMC

As a long term pricing leader, Marcel has experience in both B2C and B2B pricing at Dell EMC. He started his career at Dell after completing his masters in Computer Science. After roles in Support, IT, Operations and Online business he moved to pricing in 2008. He has led pricing teams in all regions of the world and is now responsible for global pricing in the Infrastructure Solutions Group.

Frank Frohmann

Senior Business Coach in an international chemicals company; author of the book “Digitales Pricing”

International Chemicals Company

Frank Frohmann has 23 years of leadership experience in marketing, sales and pricing. In his current role as a business coach at the German chemicals company Evonik he is focusing on his core competency which is pricing management. Frank Frohmann gained extensive pricing competencies covering inhouse consulting (Bosch, Lufthansa Cargo, Evonik), operative pricing and yield management (Lufthansa Passenger Business) and management consulting (like Simon-Kucher, Homburg & Partner, Roll & Pastuch).

His book “Digital Pricing” is the very first work that combines “Digitalisation” (as the most important megatrend) and “Pricing” (as the most effective profit lever).   Frank Frohmann will tackle digitalisation trends and pricing challenges and share insights about pricing innovation. In his speech he will show in detail how innovative revenue and price models help companies to generate a sustainable competitive advantage. Frank´s examples on innovative pricing approaches are based on his cross-industry experience, including automotive, industrial goods and machinery as well as service sectors like telecommunications, transportation and tourism.

Sjoerd van Kessel

Manager

Navetti

Sjoerd is all about driving change management in large multinationals businesses through technological improvements. Sjoerd is a Manager at Navetti, a Vendavo Company, and runs price optimization projects for Navetti’s key accounts. Sjoerd brings his extensive background of change management projects, pricing software and AI expertise to this year’s panel discussions.

Daniela Hupfeld

Former Commercial Director

Thomas Cook Hotels and Resorts. Indépendant Hotel Consulting

Successful set-ups of revenue management departments in hotels and rent-a-car industry in various international environments. Implementation of a revenue management culture Guidelines and SOPs.   Project Management. Change & transformation processes. Implementation of systems.   Result-orientated, strategic thinking, problem solving.

Cynthia Reitano

Deputy Director of Revenue Management & Pricing

Thomas Cook Hotels & Resorts

Bachelor’s degree in Business Administration specialized in Hotel Management and Revenue Management.

Since 1996 I have been working at leading hotel & tourism companies in different countries and through several positions, both commercial, and operational. My extensive experience gives me a global overview of the business and an ability to relate to a wide range of people with different cultures.

Proactive Revenue Manager passionate about things well done, with clear orientation to organic business growth through the profitability improvement of any project. The technology as a great ally and a multidisciplinary team sharing the same vision are for me the ideal to overcome goals and maximize revenue.

Specialties: Revenue Management, Pricing, Sales & Marketing, Distribution, E -Commerce, Demand Forecasting Hotels, Tourism , Contracting, Business Strategy, Team Management.

Nick Boyer

Director Strategic Consulting

PROS

Nick has more than 15 years experience in pricing, commercial excellence and project delivery.  At PROS, Nick is responsible for advising prospects and customers on a variety of business challenges. He has been with PROS for 7 years and played a lead role in implementations in Chemicals, Distribution, Manufacturing and Aftermarket parts. Nick has held various IT leadership roles before joining PROS implementing ERP, CRM and Pricing solutions with Saint-Gobain, Tarmac and Boots.  Nick holds a degree in Computer Science (BSc) and is a Chartered Accountant (ACA) and Prince2 Practitioner.

Philipp Theves

Market Pricing Manager EMEA

Johnson Controls Power Solutions

  • Study in economics (majors: Marketing, Controlling & Strategic Management), Westfälische Wilhelms Universität.
  • Marketing- & Sales-Controller; Tetra GmbH (Spectrum Brands); FMCG.
  • Manager European Pricing, Marketing- & SKU-Controlling; Tetra GmbH (Spectrum Brands); FMCG
  • Senior Pricing Specialist; Hella KGaA; Global Automotive Aftermarket.
  • Market Pricing Manager EMEA; Johnson Controls Power Solutions, Automotive Aftermarket EMEA.

WHAT ATTENDEES LIKE ABOUT EPP EVENTS?

“Ideas and knowledge sharing, but also building a network of partners”

Magnus Englund, Pricing Tools Development Manager at Alfa Laval

This seminar was very interesting and carried out in a professional way. I joined it because bringing just one new good idea home or seeing a new different solution angle to an existing problem makes a difference.

“The key role that pricing decisions play in running your business”

Eric van der Hammen, Chairman at Royal Netherlands Society for Marine Technology

To spend two days focusing on an item such as “strategic pricing” was a true eye opener in the sense that it reminded me of the key role that pricing decisions (should) play in running your business successfully.

“Interactive discussions with fellow attendants”

Lex Van Bruggen, Product Manager Spare Parts at Lely Industries NV

“This event gave me a really good insight into different pricing methodologies and how to improve pricing of spare parts in my company. Moreover, the interactive discussions with fellow attendants were very valuable.”

British Gas

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Fokker Services

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GEA Farm Technologies

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Honeywell

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Ilapak

, at

Johnson Controls

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MAN

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Philips

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Wincor Nixdorf

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ZF

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Nilfisk

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Demag Cranes

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Federal Mogul

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Maserati

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Michelin

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Borealis

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Bridgestone

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Philips Healthcare

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Meet pricing decision makers from:

DISCOVER THE INSPIRING VENUE !

Van der Valk hotel Brussel airport
Address: Culliganlaan 4, 1831 Machelen
Telephone: 02 277 20 00
If you need information on the EPP preferred rates we can offer you or need other assistance in registering for the training,
please do not hesitate to contact Britt at britt.dejager@pricingplatform.eu.

CONTENT

Changing the revision game : a path to achieve price revision

In production industries, price revisions happen at least once every financial year. Price revision is a key process to adapt the business, with changes happening in all markets, and to maintain sustainable profitability. Through revision, you can maintain your desired market position and improve your market share.

6 Disruptive Trends in Pricing

In the digital enterprise, pricing has become a more strategic—and complex—discipline for CMOs and other business leaders. And according to Monitor Deloitte, one of our main partners at the upcoming EPP European & Global Pricing Forum, six trends in particular are changing the way companies can both create and capture value.

Applying the power of AI to dynamic pricing

10 Tips for a More Successful Price Optimization Project

A price optimization project is a major undertaking for any company. There are often multiple internal stakeholders, and it is likely to affect a wide range of internal systems and processes, from basic product management systems to cost and profit allocation and customer relationship programs. When done right, it can be one of the most profitable activities a company can undertake. But when done wrong, the dangers are equally significant. Based on our experience from hundreds of price optimization projects, we have assembled some general advice for any company that is about to embark on – or is thinking of starting – a price optimization project with the target of sustainable improvements. In our experience, these 10 points are applicable irrespective of whether the aim of the price optimization project is to improve profits, increase customer satisfaction, or create better internal efficiencies.

Learn even more HERE.

Download the e-book: How Modern Commerce with Dynamic Pricing Science Can Meet the Demands of Today’s B2B Buyer by PROS

E-book by PROS

Are you ready for the new era of digital business?

Why modern commerce with dynamic pricing science is the key to maintaining growth and viability.

  • Why modern commerce and why now?
  • Why modern commerce is not complete without dynamic pricing science
  • What else does modern commerce entail beyond dynamic pricing science?
  • How does modern commerce work in the real world?

Download the e-book: Channel pricing, simplified.

E-book by PROS

How modern commerce powered by dynamic pricing science is transforming the channel partner experience.  

  • Why modernize your channel partner strategy and why now?
  • It’s not about managing channel pricing. It’s about managing pricing
  • What exactly is modern commerce?
  • What is your current pricing method costing you ?
  • How does a modern approach work in the real world?

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