Learn and network with the world’s leading Pricing experts...

PRICING The Art! The Science! Chicago 2012 PPS 23rd Annual Spring Pricing Workshops & Conference InterContinental Chicago O’Hare Airport Hotel, Chicago, IL • May 8 - 11, 2012 Two 2-Day Workshops: Keynote Sessions:

Our largest ever:

Breakout Tracks:

Early Bird:

Including a compelling Consumer Products Workshop by Frank Luby from SKP and a Core Pricing Skills Workshop with Dr. Kent Monroe. See pages 4-5.

Our largest, most complete Pricing Training offering... 8 full-day workshops including a Retail Focused Workshop and a half-day Track on this important field. See pages 6 - 8 & 10 - 14.

A strong variety of expert opinions, interactive sessions and practitioner success stories all geared towards applicability in today’s market conditions. See pages 22-27.

Buy 2... Get 1 Free! The 3rd participant receives a registration free of charge! Offer expires March 23rd. Register today at pricingsociety.com/ CHICAGO2012

The World’s brightest minds in pricing sharing insights on how to improve your pricing effectiveness. Including Keynote on How to Motivate Your Pricing Department to Drive Excellent Results by Laura Preslan from Microsoft. See pages 20, 21 & 28.

Register Online at: www.pricingsociety.com/CHICAGO2012

WELCOME!

PRICING The Art! The Science!

Chicago 2012

Welcome to Chicago! Professional Pricing Society • 23rd Annual Spring Pricing Conference On behalf of The Professional Pricing Society’s entire team, we are honored to welcome you to our 23rd Annual PPS Spring Conference in Chicago. This event will be the biggest and most comprehensive pricing conference ever — comprised of strategies, tactics, tools and resources to improve your company’s profitability and elevate your pricing performance. The complete program is outlined in the following pages; here are some of the highlights… More Workshop Choices than Ever Before: Due to PPS Member demand, we have expanded your options for in-depth workshop training. For those new to pricing, we strongly recommend Kent Monroe’s “Core Pricing Skills” 2-day workshop, or Frank Luby’s 2-day “Consumer Products: How You Can Make Pricing a Key Competitive Advantage” workshop. In addition on Tuesday, May 8, Rich Eagles and Oliver Griebl will present “In Pursuit of Value: Value Pricing and Value Selling.” For those who are undergoing strategic projects, Robert Sherlock will lead a workshop entitled “Sales & Profit Growth through a Pricing Improvement Initiative.” Tim Smith will also lead a 1-day workshop on the 8th focusing on “The Story of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes.”

Value from New Product Launches,” Ron Baker’s “The First and Second Laws of Pricing,” Harry Macdivitt’s “A Framework for Implementing Value-Based Pricing in Your Organization,” Paul Hunt’s “Building a High Impact Pricing Strategy” and Shruti Kahlon’s and Julian Ryu’s “A Holistic Approach to Effective Price Management.” And remember, all of our workshops grant credits to those pursuing the Certified Pricing Professional (CPP) designation. Pricing Training for Any Level of Expertise: Whether you are relatively new to pricing and seeking basic information, or you are experienced within the pricing discipline and are interested in fine tuning your skill set, we have a comprehensive workshop designed to fit your needs. Responding to Your Needs: The Pricing Conference continues on May 10th-11th with expert opinions from keynote addresses by Laura , Dr. Klaus Hilleke, Adrian Slywotsky, and Stephan Liozu. In addition to this, there are 18 breakout tracks that cover pricing from a practitioner’s viewpoint, thought leadership, tools and techniques, and retail-specific issues. So please join us for our expanded 23rd Annual Spring Conference in Chicago, where you can reconnect with your peers, gain the knowledge needed to increase your pricing expertise, as well as advance your career and company goals. We look forward to seeing you in Chicago!

On Wednesday, May 9th, you have the continuation of the Luby & Monroe 2-day workshops, plus your choice of five excellent day-long Pricing Training Workshops: Madhavan Ramanujam’s “Extracting Full

PPS: The Most Trusted Resource in the Pricing World PPS carries on a long tradition of dedication to the global pricing community. More than 25 years ago, our Chairman and Founder Eric Mitchell officially created the Professional Pricing Society (PPS) to connect pricing practitioners, experts, and solution providers. The Voice of the Pricing Profession: Since 1984, PPS has been the heart and soul of the pricing profession. Today, we continue to focus on bringing the pricing discipline’s foremost thought leaders to our conferences, workshops and online courses, so our members can gather for learning, networking and sharing experiences. Now, pricing people can advance their knowledge from anywhere in the world. In addition to world-class training and live events, PPS also provides access to the most valuable print and online resources in the pricing field. We publish the monthly Pricing Advisor Newsletter and the quarterly Journal of Professional Pricing, covering the latest topics and expert advice in the field. After all the changes and growth over the decades, PPS remains independent, unaltered, unbiased and true to our original mission – we are solely dedicated to nurturing the ever growing community of pricing professionals. The Most Trusted Resource in the Pricing World: The PPS network includes 3,800 active members worldwide from more than 500 leading companies in 70 countries. PPS is widely recognized as the Home of Pricing. Currently, we produce three major annual pricing conferences in Europe and North America. Each conference assembles the finest specialists in the world to deliver the latest best practices,

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Founded

1984 by Eric Mitchell

Members

3,814

Companies

534

Global Presence

70 Countries / 6 Continents

Events

3 Annual Pricing Conferences

Offerings

Certified Pricing Professional Pricing Training Workshops Online Pricing Courses

Other Services

16 Annual Publications Pricing Whitepapers Case Studies Webinars Annual Salary Survey

innovative trends and strategic skills in the pricing field. PPS also offers dozens of full-day training workshops every year, taught by leading pricing principals and academics. CPP – A Mark of Distinction for Pricers Worldwide: PPS workshops are the foundation for the Certified Pricing Professional (CPP) designation, a multi-stage training curriculum designed to support, educate and elevate the global pricing professional. The CPP program has grown to become a mark of distinction for pricers worldwide, improving their knowledge and careers. PPS is here to serve you. We are the Home of Pricing!

Professional Pricing Society • 23rd Annual Spring Pricing Conference

CPP Training benefits your company and YOU! The Professional Pricing Society is the only organization that exclusively supports professional pricers and has been for the past 25 years. We provide valuable pricing strategies, publications, research, and resources to thousands of members from leading industries in over 70 countries.

Top 5 Benefits of CPP Pricing Education 1. Best Practices from Top Pricing Experts Our faculty represents the top minds in business and academia. All of our course materials are based on industry best practices, extensive applied experience, and practitioner success stories. 2. Comprehensive Pricing Training Some courses cover broader fundamental pricing strategies, while others provide in-depth study of more advanced topics. All of our materials are designed to equip your department with the tools and concepts that will improve profitability. 3. You Can Develop an Internal Pricing Culture Quickly orient your employees to best pricing practices and help instill a structured approach to pricing within your company, creating a powerful internal culture of likeminded pricing experts for your firm.

4. Rigorous Certification Process In addition to earning 6 credits by successfully completing workshops and/or online courses, participants go through a rigorous certification process including an extensive 300 page study guide, covering 14 essential pricing areas and online preparation sessions. For final certification, participants must pass a comprehensive 4-hour CPP Accreditation Exam — one of the many reasons why the CPP certification is the most respected pricing credential in the world. 5. You Can Bring Your Pricing Function In-House Your firm knows its products, services, and strategies better than any external consultant. Empower your own organization with the knowledge needed to improve profits and minimize revenue leaks, while saving on outside fees. For more information about the Certified Pricing Professional program please visit the PPS website: www.pricingsociety.com and click on CPP/Training. And, to find out how you can save money on the best pricing training available with new CPP Pricing Training and Certification packages, please email us at [email protected] or call Julie Martin, our Director of Certification and Education, at +1.770.509.9933

PricingSociety.com — your best online resource for ALL things pricing! To address today’s changing world, our website www.pricingsociety.com continues to serve as the leading source for online articles, whitepapers, ondemand webinar recordings for members, and additional resources. The PPS website also houses the world’s largest pricing library, with over 600 articles written by pricing experts and thought leaders, as well as a jobs center where members can post or browse through career opportunities exclusive to the pricing industry. PPS is all about pricing all the time, wherever you are in the world. We provide 365/24/7 access to the resources you need to stay ahead of the competition, to network within the pricing community, and to build lifelong learning that will advance your career. Visit PPS Pricing Blog www.professionalpricingsociety.blogspot.com Let’s get together on Facebook www.facebook.com/ProfessionalPricingSociety

Join the conversation! http://twitter.com/PricingSociety See the latest on YouTube! http://www.youtube.com/PricingSociety

Certified Pricing Professional

Pricing Training: Certification Workshops & Online Courses

Let’s network on LinkedIn http://www.linkedin.com/e/gis/79502

Register Online at: www.pricingsociety.com/CHICAGO2012

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2-DAY WORKSHOP

PRICING The Art! The Science!

Chicago 2012

May 8-9, 2012 • 2-Day Workshop

Consumer Products: How You Can Make Pricing a Key Competitive Advantage

2

-Day

Workshop

May 8-9

If you are involved in the pricing or promotion of consumer products, this interactive and highlyrated two-day workshop will help attendees dig deeper into issues and turn pricing from a frustrating headache into a competitive advantage. The primary objective is to provide proven approaches, frameworks, insights, and techniques to help you make better, more confident decisions. Prices for consumer products remain under considerable tension, even though the depths of the “great recession” have passed. Volatile and persistently high commodity prices drive up costs, but consumer confidence may not have recovered enough to allow you to make significant price increases. Meanwhile, the pressure to stay competitive has led some retailers and manufacturers to offer unprecedented discounts and deals. To help you arrive at answers which will work for your products, this workshop will cite examples from a wide range of consumer categories, provide useful insights from international markets, and stress the importance of pricing strategy, not just tactics. Attendees will learn: • Pricing Strategy: How can you become less reactive and start taking a more planned, structured approach to pricing? • Segmentation: Who’s really buying your products … and why? • Price-Value Thresholds: Where is the “new normal” and what role does pricing psychology play? • Resources: How can you apply sharper critical thinking to all that data you have?

• Tradeoffs: How can you recognize them better and use them to your advantage? • Communication: How can you tell a more compelling story to your channel partners and your own internal stakeholders? Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Frank Luby

2-Day Workshop Agenda

Partner, Boston Office of Simon-Kucher & Partners (SKP)

(Daily agenda applies to every workshop)

Frank Luby has over 25 years’ experience as a consultant and journalist in the United States, Europe, the Middle East, and Asia. He focuses on pricing and promotion strategies, price setting, implementation, and pricing processes for consumer products, as well as for media and entertainment. He has published articles on pricing in The Wall Street Journal, Financial Times, Billboard, and The Journal of Professional Pricing; and has appeared on CNN’s, American Morning, CBS’s, Sunday Morning, and National Public Radio. Frank’s comments on pricing have also appeared in a wide range of publications such as Advertising Age, BusinessWeek, Crain’s Chicago Business, and Internet Retailer. In addition, he was featured in the book, Priceless: The Myth of Fair Value by best-selling author William Poundstone.

8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. 6:00 p.m.

Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close May 9th Workshop Reception sponsored by

Frank co-wrote the book, Manage for Profit, Not for Market Share, published by Harvard Business School Press in 2006. The book is now available in 15 languages. Frank holds a degree in physics from the University of Chicago.

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Professional Pricing Society • 23rd Annual Spring Pricing Conference

Scan this QR Code with your Smart Phone to see a video about this session

-Day

Core Pricing Skills

Workshop

This two-day interactive workshop will provide an in-depth overview of developing profitable, value-oriented pricing strategies and tactics. The workshop is intended for those who are relatively new to pricing or wish to upgrade their pricing knowledge and skills. It is a very practical course, and does not assume prior knowledge of the subject. The workshop will be interactive in an informal atmosphere with case studies and opportunities to discuss and raise questions. This workshop is delivered in three modules: Module 3 – Putting it All Together

Module 1 - Internal Aspects of Pricing • Introduction to Pricing Management as a Process • Product Profitability Analysis • Case: Determining the Relative Profitability of Products in a Product Line • Marketing and Customer Profitability Analysis • Case: Customer Profitability and Customer Relationship Management Module 2 - The External Dimensions of Pricing • Pricing Practices That Endanger Profits: The Psychology of Pricing • Value-Oriented Pricing • Case: Pricing a New Product • Communicating to Customers and Competition • Signaling Quality • Market Signals • Avoiding Price Wars

2-Day Workshop Agenda (Daily agenda applies to every workshop) 8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. 6:00 p.m.

Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close May 9th Workshop Reception sponsored by

May 8-9

• Case: Re-engineering Pricing Management • Basic Rules for Pricing Attendees will learn: • The fundamentals of value-based pricing • How customers perceive price and form value perceptions • How to analyze and choose among different pricing alternatives • The role of cost information in the setting of prices • How to communicate pricing information to customers and competitors

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

2-DAY WORKSHOP

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May 8-9, 2012 • 2-Day Workshop

Presenter: Dr. Kent B. Monroe J.M. Jones Professor Marketing Emeritus, University of Illinois at Urbana-Champaign, Illinois USA; Distinguished Visiting Scholar, University of Richmond, Richmond Virginia USA Kent Monroe has pioneered research on the information value of price and authored Pricing: Making Profitable Decisions. Dr. Monroe’s research has been published in some of the most reputable business and marketing journals of the world. He has served as an advisor on pricing, marketing strategy, and marketing research, to business firms, governments and the United Nations. He has conducted executive training programs for business firms, nonprofit organizations and universities round the world. He was the founding Editor of Pricing Practice and Strategy (19932003). He received the American Marketing Association and McGraw-Hill/Irwin Educator of the Year award, February 2005. Dr. Monroe has won many teaching awards and students under his direction have won various national research paper competitions.

Scan this QR Code with your Smart Phone to see a video about this session

Register Online at: www.pricingsociety.com/CHICAGO2012

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1-DAY WORKSHOP

PRICING The Art! The Science! May 8, 2012 • 1-Day Workshop

Foundations of Value Pricing and Value Selling Value pricing is often presented as the ideal mechanism to differentiate price based on consumer willingness to pay versus cost plus margin. Intuitively, this is true and executives often declare this as the path forward to extract value and establish competitive supremacy. Of course, saying and doing are two different things. Value is difficult to define without a proper framework, and selling value is a complicated activity. In this workshop, attendees will be presented the foundations of value pricing. The conceptual framework will be laid out and explored through a variety of exercises and activities. Analytic techniques for determining willingness to pay and identifying critical value drivers consumers are willing to trade off on will be discussed and explored. Finally, case examples will be shared to provide real-world insight into the complexities, approaches, and outcomes that can be derived from value based approaches to pricing, marketing and selling products to consumers. Attendees will learn: • The conceptual framework for value pricing and value selling including definitions and models of value • Various approaches for determining the value of a product or service • Analytic techniques for evaluating the value of a product or service for consumers and how to interpret value based charts, graphs, and analytics • Case examples to explore how value pricing and value selling are put to use in the market

Presenter: Rich Eagles

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Oliver Griebl

Senior Manager, Deloitte Consulting, LLC

Senior Manager, Deloitte Consulting, LLP

Rich has more than a dozen years of consulting experience and is a Senior Manager in the McLean, Virginia office. He is a part of the Customer and Market Strategy practice focusing in pricing and profitability management. Rich has experience in sales and marketing effectiveness, market and customer segmentation, transactional price assessments, product, service and parts price strategy, pricing technology requirement definition, competency modeling, sales compensation, and organizational design. Rich has managed price management projects across multiple industries including discrete manufacturing, chemicals, process, services, parts and high technology spaces with total identified price improvement opportunities of more than $250MM.

Oliver is a Senior Manager in Deloitte’s Customer Strategy practice with 13 years of experience across many different industries. His work has mainly focused on assisting clients with achieving improved revenue and margin performance with an emphasis on strategy development, pricing excellence, and marketing improvement. Oliver’s areas of expertise include developing pricing and sales channel strategies, improving price execution capabilities, redesigning operational processes in marketing/sales/ finance, and performing in-depth analytics to diagnose and remedy issues related to poor profitability for wholesale, automotive, energy, healthcare, and consumer goods industries.

Rich has written a variety of articles and whitepapers on pricing and human capital issues. He has been a guest lecturer at a variety of business schools including the Simon School of Business at the University of Rochester and the McIntire School of Business at the University of Virginia.

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Chicago 2012

Oliver is currently a core member of Deloitte’s Pricing & Profitability Management practice and has been involved with the development of the pricing methodology, training, and project tools for the practice since its inception. He achieved his BS & MEM Degrees from Northwestern University and his MBA from Kellogg Graduate School of Management.

Professional Pricing Society • 23rd Annual Spring Pricing Conference

Scan this QR Code with your Smart Phone to see a video about this session

Sales & Profit Growth through a Pricing Improvement Initiative The profit growth potential from better pricing has been well demonstrated in companies large and small, but many companies have hesitated to undertake an organized initiative to improve how they handle pricing and related commercial activities. Challenging economic times make it essential for companies to get more skillful in making pricing decisions and increasing customers’ willingness to pay. Even in a difficult economy, there is plenty of opportunity for more profitable pricing. Why? Because pricing typically hasn’t received the same rigorous optimization that other aspects of business have. If your company has yet to undertake an organized effort to tap into the profit potential from better pricing, or is still early in the process, you might be wondering: • “Where’s the best place for us to begin?” or “What should come next?” • “How can we develop an effective improvement effort that builds momentum and doesn’t die out? • “How do we assess the financial benefits of doing this?” In this interactive workshop, Bob Sherlock will help attendees to develop answers to those questions. Using the framework from his book Daring Caution: The Executive’s Guide to Pricing Improvement, he’ll show how to balance Daring and Caution in a sustainable effort to improve the bottom line. This workshop, designed for executives of mid-sized and larger companies, is delivered in four modules: Module 1 - Common Shortcomings in How Companies Approach Pricing • Shortcomings in Internal Price Decision-Making • Shortcomings that Lead to Weak Pricing Power Module 2 - Improving Pricing Decisions and Execution • Policy • Alignment • Pricing Operations Module 3 - Getting Your Worth Recognized • Affecting Customers’ Buying Decision Processes • Building Brand Preference Module 4 - Designing and Managing Your Pricing Improvement Initiative

1-Day Workshop Agenda (Daily agenda applies to every workshop) 9:00 a.m. 10:00 a.m. 12 Noon 2:30 p.m. 4:00 p.m.

Workshop Begins Morning Break (30 min.) Lunch (1 hour) Afternoon Break (30 min.) Workshop Close

Attendees will learn: • What to look for (and where) to find opportunities for improved pricing and terms • How to plan and carry out an initiative that: – Improves the company’s process for making pricing decisions – Gets customers to recognize and pay for the value they receive – Increases the company’s pricing power

1-DAY WORKSHOP

May 8, 2012 • 1-Day Workshop

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Bob Sherlock President — Marketwerks, Inc. Robert F. Sherlock is a creative, strategic marketer who helps companies to create more value, get that value recognized by prospects and customers, and collect for it in their pricing. Bob is president of Marketwerks, a consulting firm focused on those objectives. A frequent speaker and executive education leader with over 25 years of business experience, he is the author of Daring Caution: The Executive’s Guide to Pricing Improvement. Earlier, he was founder and CEO of a venture-funded logistics service provider; operating a network of automated, unmanned delivery drop points. Bob previously served as VP - Marketing for Wickes Lumber, and held increasingly responsible marketing and sales management positions in four GE operating businesses, as well as on GE’s corporate marketing staff. Bob has an MBA from Dartmouth’s Tuck School of Business and a BA in Economics from the University of Maine.

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Register Online at: www.pricingsociety.com/CHICAGO2012

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1-DAY WORKSHOP

PRICING The Art! The Science!

Chicago 2012

May 8, 2012 • 1-Day Workshop

The Story Of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes We have all heard that prices should reflect value, but how do executives put this paradigm into action? How does the value a firm puts on the table for customers to pick-up, translate into price captured through transactions? How is value reflected in price setting, price discounting, price communication, and pricing strategy? In this workshop, we will look at over thirteen different case studies which collectively tell the story of pricing. The case studies come from industrial and consumer markets, services and goods, durables and consumables. They reflect the breadth of challenges that pricing professionals address and provide insights into the analytical approaches executives can use to address their opportunities. The format of this workshop will rely upon level setting through fact dissemination, followed by instructor-facilitated attendee discussions of individual cases and potential alternative decisions. The goal of this workshop is to enable executives to address pricing challenges with a better understanding of the full complexity involved in the decision. This workshop is designed for senior executives from sales, marketing communication, product design, pricing, and finance to better understand pricing decisions and outcomes, anticipate potential decision impediments, and communicate why the decision they are advocating is in the firm’s best interest. Attendees will learn: • • • • • •

The gravity of pricing decisions on individual executives, careers, and the firms they serve. Challenges firms face in communicating and capturing value. How firms can practice price restraint profitably. How the choice of the price structure is dependent on the structure of the market heterogeneity. How pricing decisions influence outcomes in standards wars. How firms have used an understanding of value from the customer’s perspective to drive pricing decisions Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Dr. Tim Smith Managing Principal of Wiglaf Pricing and an Adjunct Professor of Marketing at DePaul University At Wiglaf Pricing, Tim provides strategic pricing support for entrepreneurial and globally leading firms. Dr. Smith’s research and consulting focus is in using quantitative and qualitative analysis to enable profitable decisions in the face of uncertainty. He began his career in quantum mechanics prior to a transition into sales and marketing.   

1-Day Workshop Agenda (Daily agenda applies to every workshop) 9:00 a.m. 10:00 a.m. 12 Noon 2:30 p.m. 4:00 p.m.

Workshop Begins Morning Break (30 min.) Lunch (1 hour) Afternoon Break (30 min.) Workshop Close

When he entered the field of pricing, he found he could combine his passion for math with his customer facing experiences to help firms capture profitable customers. Dr. Smith’s second book is Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures (Southwestern Cengage, 2011).

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PPS • 23rd Annual Spring Pricing Conference

Scan this QR Code with your Smart Phone to see a video about this session

Credits Toward CPP 2

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Content Areas Co n

kshops

Choose the most content-rich workshop for your needs from the chart below:

Wor

Workshop Competency Chart

2 1 1 1 1 1 1 1 1

Content Area 1 Subject Matter Expertise For Pricing

Foundations Of Pricing And Pricing Management

The Role Of Costs In Pricing

Pricing And Customers

Pricing And Competition

Segmentation, Products, And Pricing

Science Of Pricing

Developing The Pricing Strategy

Content Area 2 Managing The Pricing Function

Communicating Price

Researching Price

Pricing Implementation And Organization

Pricing Analytics

Register Online at: www.pricingsociety.com/CHICAGO2012

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1-DAY WORKSHOP

PRICING The Art! The Science!

Chicago 2012

May 9, 2012 • 1-Day Workshop

Extracting Full Value from New Product Launches: New Framework for New Product Pricing Pricing new products has always been a challenge. Short product lifecycles, highly dynamic market conditions, global market pressure, new pricing models and changing accounting rules have all further contributed to pricing complexity. The net result is that many companies have failed to systematically capture full value for their innovations. It’s time for that to change! If you employ the right mix of methods to triangulate on an optimal “price” then new product launches can achieve higher margins, revenue and growth. No ONE pricing method provides all the “right” answers – especially for new products! Pricing also needs to be considered at all stages of a new product development process, starting from the R&D stage all the way through post-launch. In this workshop, we will do a deep dive on each stage of a new product development process to identify the tools and practices best-in-class companies utilize to extract full value. This workshop is delivered in three modules…

Attendees will learn:

Module 1 - New Product Pricing: Introduction Module 2 - Pricing Activities and Methods in R&D and Pre-launch stage (Key Challenges, Key Risks, Research and Development, Quantified “willingness to pay”, Quantified value using ROI analysis) Module 3 - Pricing Activities and Methods in Launch and Post-launch stage (Key Challenges, Key Risks, Use of multiple KPIs to track pricing performance, Win/loss analysis to optimize price by segment)

• The unique new product pricing issues facing sales, marketing and pricing professionals. • How to lay out a comprehensive, holistic process for new product pricing. • The best practices, tips & tricks, and mini case studies that cover the full range of the process — from whitespace analysis through launch price optimization, to post-launch price monitoring and adaptation. Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Madhavan Ramanujam

1-Day Workshop Agenda

Partner, Simon - Kucher & Partners LLC

(Daily agenda applies to every workshop)

Madhavan has worked in consulting for over 9 years with a focus on business processes, strategy, optimization and analytics.

9:00 a.m. 10:00 a.m. 12 Noon 2:30 p.m. 4:00 p.m. 6:00 p.m.

Madhavan is a Director at SKP in the Technology practice; his areas of expertise include pricing processes, new product pricing, price optimization, price implementation, and competitive strategy. Madhavan has successfully designed and analyzed many large scale research studies to quantify price thresholds, willingness-to-pay, and likely usage for new solution bundles.

Workshop Begins Morning Break (30 min.) Lunch (1 hour) Afternoon Break (30 min.) Workshop Close May 9th Workshop Reception sponsored by

Prior to SKP, Madhavan worked for i2 Technologies for over six years. As a Product Manager, he managed a team of software developers to conceptualize, design and roll out new optimization software that enables efficient assortment planning. In his role as a Technical Solution Architect, Madhavan led several business / IT requirements projects that covered areas of pricing, channel fulfillment, promotions, forecasting, inventory management and logistics. Madhavan earned a Master’s in Business Research with a focus in Marketing from the Stanford Graduate School of Business (GSB). He was one of the recipients of the Stanford GSB Fellowship that is awarded to the top 5% of applicants. He also has a Masters in Management Science from Stanford and a Masters in OR from Kansas State University. He received his Bachelors of Technology from IIT, in India.

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Professional Pricing Society • 23rd Annual Spring Pricing Conference

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The First and Second Law of Pricing This workshop will be dedicated to exploring the principles of the first school of behavioral economics—the Austrians. The Austrian school of economics was instrumental in the Marginalist Revolution of 1871, which advanced our understanding of value, price, and cost. Along with the history of Austrian economic ideas, recent research on Behavioral Economics will also be presented in the context of consumer decision making and pricing. Insights from Behavioral Economics

Objectives:

• Why economists assume people are rational, even though this assumption appears to be false (we leave tips in restaurants we’ll never visit again) • Understand that humans are comprised of both Mr. Spock— our rational side—and Homer Simpson—our irrational side, and how to optimize pricing decisions from both • Revealed Preference—the gap between what people say and what they do • The Anchoring Effect’s profound influence on pricing • The Framing Effect and its role in pricing • Pricing the customer, not the product • The ethics of price discrimination • What is a “fair price”?

• The First Law of Pricing: all value is subjective • The Second Law of Pricing: all prices are contextual • Dynamic Competition: why Austrian economists reject the classical perfect competition model • Human Action, Not Numbers: why Austrians don’t believe supply and demand, along with equilibrium analysis, explains how people act The First and Second Laws of Pricing • • • • •

The Trading Game All value is subjective All prices are contextual There is no such thing as a commodity How people buy

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Ronald Baker

He graduated in 1984, from San Francisco State University, with a Bachelor of Science in accounting and a minor in economics. He is a graduate of Disney University and Cato University. He presently resides in Petaluma, California.

Founder, VeraSage Institute Ronald J. Baker started his career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute, a think tank dedicated to educating professionals around the world.

Presenter: Ed Kless Senior Director of Partner Development and Strategy, Sage Business Solutions

As a frequent speaker, writer, and educator, his work takes him around the world and he has spread his value pricing message to over 100,000 businesspeople. Ronald has been an instructor with the California CPA Education Foundation since 1995 and has authored fifteen courses for them. He has also been named as one of the Top 100 Most Influential People in Accounting Today. He is the author of six books, and his most recent one being, Implementing Value Pricing: A Radical Business Model for Professional Firms.

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1-DAY WORKSHOP

May 9, 2012 • 1-Day Workshop

Ed Kless develops and delivers curriculum for Sage Business’ partners on the art and practice of small business consulting, including the Sage Consulting Academy, Business Strategy and Customer Experience Workshops. He serves as liaison to the Sage Leadership Academy Alumni Association. Ed has contributed articles to the Journal of Accountancy, Harvard Business Review and HR.com, has spoken at many conferences worldwide on project management, pricing, and knowledge workers, and is a senior fellow at the VeraSage Institute. He lives north of Dallas with his wife and two children, and ran for the Texas State Senate in 2010.

Register Online at: www.pricingsociety.com/CHICAGO2012

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1-DAY WORKSHOP

PRICING The Art! The Science! May 9, 2012 • 1-Day Workshop

How to Successfully Implement Value Based Pricing in Your Organization Once a business has decided to implement Value Based Pricing (VBP), it is often assumed that there is really not much more to the process than changing a few price lists and getting the sales team on board. In fact, effective and successful implementation of VBP in any organization goes much, much deeper than this. It can change the whole way we do business. Simply stated, implementing VBP demands single-minded orientation towards, and gaining real commitment from, all parts of your Organization – from product competition through customer service, to building a value ethic in the business. We will highlight the lessons we learned from our case study research – the dos and don’ts; as well as review case studies of those who have been successful and those who are yet to become successful. We will reveal that the road to VBP is a journey, three or more years in duration, with many roadblocks and diversions. We offer a route map for this journey that attendees can take back and work through with their management teams. Attendees will learn: • What motivates the VBP decision – and who needs to be motivated? • The Six Key Success Factors to have in place before embarking on the journey. • The Seven Point VBP Implementation Framework.

Presenter: Harry Macdivitt

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Mike Wilkinson

Director, Axia Value Solutions Ltd

Director, Axia Value Solutions Ltd

Harry Macdivitt is Director of Axia Value Solutions Ltd, United Kingdom. In his early career, Harry worked as a research chemist. He subsequently gained 15 years of corporate experience in marketing, strategy and business development in blue chip international companies. He has 25 years experience in independent strategic management and marketing consultancy, and specialises in strategic marketing, product management and sales. Harry has worked with many international companies including Nokia, BT, Vodafone, Huawei, Xerox, Philips, Michelin, Alstom Power and Brother International.

Mike Wilkinson is a Director of Axia Value Solutions Ltd, United Kingdom. With a degree in Hotel Management, he initially worked with the Trusthouse Forte catering group before pursuing a career in sales, then as an independent consultant in 1988.

He is a specialist in value and value based pricing and, together with his co-director Mike Wilkinson, wrote The Challenge of Value and Value Based Pricing (McGraw Hill). Harry has also contributed to Innovation in Pricing, (Routledge 2012). Harry has a BA in Mathematics & Statistics, an MSc in Marketing and an MBA from Strathclyde Graduate Business School. He is a Fellow of the Chartered Institute of Marketing and of the Institute of Consultancy and is a Certified Management Consultant.

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Chicago 2012

Mike’s specialty is in helping businesses and individuals maximize their sales effectiveness through both an enhancement of their sales skills, as well as the development and adoption of robust sales processes. His prime focus is on developing a valuecentered approach, helping clients understand the real value of their products and services to the customer, and using that understanding to help them differentiate, communicate and price their solution more effectively. Mike is the co-author of The Bluffers Guide to Public Speaking, and has written many articles on managing major sales and value. Together with Harry Macdivitt he wrote The Challenge of Value and Value Based Pricing (McGraw Hill). He is a Fellow of the Institute of Sales and Marketing Management, and a member of the Professional Speakers Association and the Global Speakers Federation.

Professional Pricing Society • 23rd Annual Spring Pricing Conference

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Building a High Impact Pricing Strategy This advanced course will help participants create more effective and enduring Pricing Strategies. Developing pricing strategies in turbulent markets is very difficult. In addition, Globalization and the pricing tensions between more established markets such as NA and Europe, versus the emerging economies, has added a new lair of complexity to designing pricing strategies that are effective locally and globally. This course will provide participants with the necessary tools and insights to more effectively institutionalize a pricing strategy process that is robust and enduring. The course will be focused on experiential exercises that allow pricers to test world class tools and processes that generate high impact pricing strategies. In addition, participants will have ample opportunity to ask questions and share experiences that will heighten learning for the entire class. By the end of this program participants will have a clear picture of the way to proceed in developing a highly effective pricing strategy for their organization. Attendees will learn: • How do you build an effective pricing strategy? • What are the best in class tools, frameworks and processes for developing pricing strategy? • How to you build alignment across multiple divisions and regions in large global organizations?

• What is the best way to monitor and adapt pricing strategies in a turbulent global economy? • What roles should each of the functional areas have in the pricing strategy process? Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Paul Hunt President, Pricing Solutions Paul Hunt has specialized in pricing for more than 20 years. During that time he has had the pleasure of working with leading companies on a global basis.

1-DAY WORKSHOP

May 9, 2012 • 1-Day Workshop

1-Day Workshop Agenda (Daily agenda applies to every workshop)

As a pricing strategist, Paul has developed a vast array of proprietary methodologies that go straight to the heart of the problem. He has helped clients with such pricing issues as: bundling/ unbundling, competitive pricing, customer categorization, new-product pricing, perceived value, price complexity vs. simplification, pricing policy, price structure, price wars, price/volume relationship, and value-added pricing.

9:00 a.m. 10:00 a.m. 12 Noon 2:30 p.m. 4:00 p.m. 6:00 p.m.

Workshop Begins Morning Break (30 min.) Lunch (1 hour) Afternoon Break (30 min.) Workshop Close May 9th Workshop Reception sponsored by

Paul has a particular interest in helping companies implement the cultural changes necessary for them to become more effective valuebased pricers. In this capacity, he has helped companies make significant changes that have led to substantial bottom-line improvements. Paul also does a great deal of lecturing and writing on pricing strategy. He regularly conducts in-house training for corporate clients, speaks at industry conferences and works with leading MBA Programs. Paul has also written articles for leading publications and associations such as Marketing Magazine, American Marketing Association, Marketing Research Industry Association and the Professional Pricing Society.

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Register Online at: www.pricingsociety.com/CHICAGO2012

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1-DAY WORKSHOP

PRICING The Art! The Science!

Chicago 2012

May 9, 2012 • 1-Day Workshop

A Holistic Approach to Effective Price Management This workshop is targeted at business managers and pricers who want to improve business performance through effective and holistic price management in a B2B environment. Identifying and executing the right price is one of the most fundamental and critical management functions for B2B companies. But it’s tough to get right. Too high will cost you market share…and sales, too, if your brand is not sufficiently differentiated. Too low will cost you margin, and possibly affect the market’s perception of your brand. Determining a price structure for your products and services at a point in time cannot solve these challenges – not if your pricing is to drive competitive advantage in a sustained manner. Rather, effective price management requires approaching pricing as an integrated portfolio. During our workshop, we will discuss the six core competencies that drive sustainable pricing excellence for B2B organizations. These consist of: • Pricing Strategy • Price Execution • Organizational Alignment

• Price Setting and Advanced Analytics • Pricing Technology & Data Management • Tax and Regulatory Alignment

In the workshop, we will also review case studies of companies that charted their own journeys towards sustainable pricing excellence. You will be given insightful self-assessment instruments that will allow you to generate a high-level business case during the session. You will leave the workshop with action plans for your own business. Our discussion will include a review of the analytical tools and techniques that enable the competencies that drive effective price management Attendees will learn: • Voice of the Customer Techniques, including focus groups and conjoint analysis • Customer Segmentation Models, with an emphasis on price clustering • Price Elasticity Modeling, based on historical data and market simulations Core Pricing Analytics including Price Waterfall Analysis and its typical data sources and groupings

1-Day Workshop Agenda (Daily agenda applies to every workshop) 9:00 a.m. 10:00 a.m. 12 Noon 2:30 p.m. 4:00 p.m. 6:00 p.m.

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Presenter: Shruti Kahlon

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Workshop Begins Morning Break (30 min.) Lunch (1 hour) Afternoon Break (30 min.) Workshop Close May 9th Workshop Reception sponsored by

Presenter: Julian Ryu

Senior Manager, Deloitte Consulting, LLC

Senior Manager, Deloitte Consulting, LLC

Shruti Kahlon is a Senior Manager at Deloitte and a leader within the Pricing Center of Excellence. Over the last ten years, she can helped clients with various margin improvement challenges tied to pricing and profitability management. Her experience spans across manufacturing, consumer business, chemicals and life-sciences industries. She has also guest-lectured at The Wharton School of Business to share her experiences in the field — applying marketing research techniques to solve real-world business problems.

Julian Ryu is a Senior Manager in Deloitte’s Pricing and Profitability Management Practice, bringing over 11 years of both industry and consulting experience. Julian’s industry and ensuing consulting career includes work for the consumer business, distribution, and technology sectors. Julian has led several large scale pricing projects in areas including pricing strategy, process design, channel analysis, international expansion, market value determination, and price optimization. Julian has also presented and written on a widerange of pricing topics such as social media, advanced analytics, performance management, and organic growth strategy.

Professional Pricing Society • 23rd Annual Spring Pricing Conference

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7:00 a.m. 8:00 a.m.

Registration • Room: Artist Foyer 7:00 a.m. Welcome and Networking • Room: Avedon Ballroom 8:15 – 9:15 a.m. KEYNOTE • Room: Avedon Ballroom How to Motivate Your Pricing Department to Drive Excellent Results 9:15 a.m. BREAK / Sponsor Hall • Room: CASSATT 10:00 – 11:00 a.m. KEYNOTE • Room: Avedon Ballroom Profit: How to Balance Shareholder and Stakeholder Interests 11:00 – 12:00 noon KEYNOTE • Room: Avedon Ballroom Organizational Confidence in Pricing: An Academic and Practical Exploration 12:00 noon Lunch • Room: Guggenheim Women in Pricing Luncheon sponsored by

Breakfast • Room: CASSATT Kevin Mitchell, President, Professional Pricing Society Laura Preslan, GM of Strategic Practices, Microsoft Corporation Dr. Klaus Hilleke, CEO of Simon-Kucher & Partners Stephan Liozu, CPP, President & CEO, ARDEX Americas • Room: Montrose Theatre

Thursday Afternoon Conference Breakout Sessions • May 10, 2012 (pages 22 - 24) Pricing Practitioners Track Pricing Experts Track ROOM: Avedon A&B ROOM: AVEDON C&D Combating Resale Price Erosion Pricing and Product Risks Over the Internet or Otherwise Speaker: Robert M. Schindler, Speaker: Eugene F. Zelek, Jr., Professor of Marketing at Rutgers Partner and Chair, Antitrust & Trade University Regulation Group, Freeborn & Peters LLP Networking Break / Sponsor Hall / Bookstore Open • Room: CASSATT Contextual Pricing Indentifying and Comparing Best Practices Speaker: Cecilia Nguyen, Speaker: Irshad Shafique, CPP, Accenture, Senior Manager Global Head Of Pricing, Nokia

tools and techniques Track ROOM: Pollack A&B Pricing is NOT an Afterthought: Maximize Revenue Using Pricing Tools in Your New Product Development Process Speaker: James Weaver, Pricing and Value Management Practice Leader, Kalypso

Price & Value Insights Around the World: How to Design Pricing Research and Develop Meaningful Insights in a Global Setting Speaker: Madeline Stein, Senior Research Consultant, Pricing Solutions Limited

4:35 p.m.

Bundling and Unbundling: The Path to Successful Pricing Software Implementation: Strategies and Execution Actionable Plans for Speaker: Joshua Bloom, Senior Successful Pricing Software Director, Simon-Kucher & Partners Implementation Speaker: Lydia DiLiello, Director of Strategic Pricing, Automated Packaging Systems Sponsor Hall / Open and Informal Networking Session • Room: CASSATT

6:00 p.m.

Conference Reception sponsored by

1:00 – 2:00 p.m.

2:00 – 2:30 p.m. 2:30 – 3:30 p.m.

3:35 – 4:35 p.m.

Pricing in the Cloud Speaker: John Norkus, Principal, Deloitte Consulting LLP

• Room: CASSATT

Friday Morning Conference Breakout Sessions • May 11, 2012 (pages 25 - 27) 7:00 a.m.

Registration • Room: Artist Foyer

7:00 a.m.

Breakfast • Room: CASSATT

Pricing Practitioners Track Pricing Experts Track ROOM: Avedon A&B ROOM: AVEDON C&D Prepare Your Pricing for Change Back to the Basics – Simple Analyses That Every Company Speaker: Navdeep S. Sodhi, Should Use Speaker: Mike Managing Director, Six Sigma Lawson, Director of Strategic Pricing Pricing, Depuy Orthopaedics (a Johnson and Johnson Company) Networking Break / Sponsor Hall / Bookstore Open • Room: CASSATT

Retail Track ROOM: Pollack A&B Realities of Elasticity and Optimization Speaker: Tom Richardson, President and CEO, Retail Vision Systems

10:00 – 11:00 a.m.

Pricing Team: Much More Than Pricing Elasticity Experts Speaker: Sean Wilson, Director of Pricing, Sprint

Pricing & Sales: From Rivals to Allies Speaker: Reuben Swartz, President, Mimiran, LLC

11:00 – 12:00 noon

The Evolution of the Procurement Function and How it Affects Your Ability to Sell Value • Speaker: Andrew Clones, Procurement Manager-Indirect Operations, Ralcorp Holdings, Inc. Lunch • Room: Guggenheim

Innovative Pricing for Innovative Products • Speaker: Erin Cihak, Director, Holden Advisors

Pricing Strategy to Maximize Profitability for Short Lifecycle Products • Speaker: Manoj Chopra, CPP, Vice President - Pricing and Promotions, Michaels Stores Retailer Pricing: Starting from Zero • Speaker: Joshua (JD) Dick, Director of Strategic Pricing, Guitar Center

8:00 – 9:00 a.m.

9:00 – 10:00 a.m.

12:00 noon

Conference AT A GLANCE

Thursday Morning Conference Keynote Sessions • May 10, 2012 (pages 20 & 21)

Friday Afternoon Conference Keynote Sessions • May 11, 2012 (page 28) 1:00 – 2:00 p.m. KEYNOTE • Room: Avedon Ballroom Demand: Creating What People Love Before They Know They Want It 2:00 – 3:00 p.m. KEYNOTE • Room: Avedon Ballroom VOC and Pricing Strategies for Superior Value Capture

Adrian Slywotzky, Partner, Oliver Wyman

Ralf Drews, President & CEO, Dräger

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Professional Pricing Society • 23rd Annual Spring Pricing Conference

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Option 1 — Spring 2012 Conference Only

$ 1,995 Non-Member

$ 1,695 Member

Option 2 — Spring 2012 Conference + 1-Day Workshop

$ 2,895 Non-Member

$ 2,595 Member

Option 3 — Spring 2012 Conference + 2-Day Workshop

$ 3,595 Non-Member

$ 3,295 Member

Option 4 — Spring 2012 Conference + Two 1-Day Workshops

$ 3,595 Non-Member

$ 3,295 Member

Option 5 — Spring 2012 Conference + CPP Exam

$ 2,895 Non-Member

$ 2,595 Member

Option 6 — Spring 2012 Conference + Online CPP Bundle

$ 5,095 Non-Member

$ 4,795 Member

Option 7 — Spring 2012 2-Day Workshop ONLY

$ 2,195 Non-Member

$ 1,895 Member

Option 8 — Spring 2012 1-Day Workshop ONLY

$ 1,695 Non-Member

$ 1,395 Member

For Early Bird Rates please visit www.pricingsociety.com/Chicago2012 and click on “Register Now” Included with your registration:

Option 3 — Conference + 2-Day Workshop: Includes one of the 2-day CPP Workshops on May 8th – 9th, 2012 and the PPS Conference on May 10th – 11th, 2012. Option 4 — Conference + 2 One-Day Workshop Options: Includes a 1-day workshop on May 8th and another 1-day workshop on May 9th, 2012.

All Workshop Attendees will receive one complimentary PPS Online Pricing Course. All Conference attendees will receive a USB of all conference presentations. Breakfast, refreshments and lunch are served during Workshops & Conference days.

Option 5 — Conference + CPP Test: All participants who have completed the 6 CPP Credits and have prepared for the exam can take the CPP Exam and attend the Conference with this option.

All Conference participants are invited to our Conference Reception on May 10th, 2012. 4th Attendee Free – When 3 people register from the same firm at the same time, a 4th person may register for the conference free of charge.

Option 6 — Conference + Online CPP Bundle: The best of both worlds! This package is designed to get your CPP certification quickly without having to rely on subsequent budget approvals. The Package will allow you the opportunity to earn 6 CPP Credits. You will receive the Full Conference package including a Workshop of your choice on May 8th – 9th, a FREE Online Pricing Course, plus 4 additional Online Pricing Courses of your choice, as well as the CPP Certification Exam package - which includes the complete study guide, online study sessions and extra reading materials.

PPS Member Discount – For active Professional Pricing Society members. When registering several people at the Member rate, please make sure that you have one of the Corporate Membership plans to receive discounts for everyone. Single Annual Membership in PPS is $400. The Corporate 5 Member plan is $1000; Corporate 10 Member plan is $1500; Corporate 20 plan is $2500 and the Corporate 100 plan is $5000. Explanation of Options and Prices:

Payments, Substitutions and Cancellations:

Option 1 — Conference Only: With this option you can join us for the 2 Conference days only on May 10th and 11th, 2012. Option 2 — Conference + 1-Day Workshop: Includes one of the 1-Day CPP Workshops on May 8th or 9th, 2012 and the PPS Conference on May 10th – 11th, 2012 for more flexibility and maximum benefit to you.

Payment should be made by check or credit card, or online at www.pricingsociety.com. Checks must be received by April 16th, 2012 and should be made payable to “Professional Pricing Society.” You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by April 16th, 2012 and receive a refund, minus a 20% administration fee.

Registration Information

Registration Information:

Housing Information The wonderful InterContinental Chicago O’Hare Airport Hotel is the host for the 23rd Annual PPS Spring Pricing Conference. You must mention that you are attending the PPS Spring Pricing Conference to receive our discount. You should make your reservations directly with the hotel at +1.800.327.0200 or use the link provided for this purpose at the PPS Website www.pricingsociety.com/chicago2012. The InterContinental O’Hare will only hold the PPS block of rooms until April 16th, 2012, that is three weeks before the conference begins. We advise that you reserve your hotel room when you register for the conference or even before, if you are fairly certain that you will be attending.

Register Online at: www.pricingsociety.com/CHICAGO2012

17

23RD Annual Spring Pricing Conference Registration

PRICING The Art! The Science!

Please complete and submit 1 form per registrant.

Registrant Name_______________________________________________________________________ Title______________________________________________ Organization____________________________________________________________________________________________________________________________ Address_ _______________________________________________________________________________________________________________________________ City__________________________________________________________________________________ State/Province_____________________________________ Country_ ____________________________________ Zip/IPC_ _________________________________ Phone____________________________________________ E-mail__________________________________________________________________________________________________________________________________

Please select your Conference/Workshop option: Option 1 — Spring 2012 Conference Only

$ 1,995 Non-Member

$ 1,695 PPS Member

Option 2 — Spring 2012 Conference + 1-Day Workshop

$ 2,895 Non-Member

$ 2,595 PPS Member

Option 3 — Spring 2012 Conference + 2-Day Workshop

$ 3,595 Non-Member

$ 3,295 PPS Member

Option 4 — Spring 2012 Conference + Two 1-Day Workshops

$ 3,595 Non-Member

$ 3,295 PPS Member

Option 5 — Spring 2012 Conference + CPP Exam

$ 2,895 Non-Member

$ 2,595 PPS Member

Option 6 — Spring 2012 Conference + Online CPP Bundle

$ 5,095 Non-Member

$ 4,795 PPS Member

Option 7 — Spring 2012 2-Day Workshop ONLY

$ 2,195 Non-Member

$ 1,895 PPS Member

Option 8 — Spring 2012 1-Day Workshop ONLY

$ 1,695 Non-Member

$ 1,395 PPS Member

REMEMBER: The 4th Attendee is Free! When three people register from the same firm at the same time, a 4th person may register for the conference free of charge. Simply duplicate this form when submitting multiple registrants. Attire is business casual. For your own comfort in meeting rooms, we recommend that you dress in layers.

Please select the workshop(s) you wish to attend: 2-Day, May 8th-9th Workshop: Consumer Products: How You Can Make Pricing a Key Competitive Advantage with Frank Luby 1-Day, May 9th Workshop: Extracting Full Value from New Product Launches: New Framework for New Product Pricing with Madhavan Ramanujam

2-Day, May 8th-9th Workshop:

1-Day, May 8th Workshop:

1-Day, May 8th Workshop:

1-Day, May 8th Workshop:

Foundations of Value Pricing and Value Selling with Rich Eagles and Oliver Griebl

Sales & Profit Growth through a Pricing Improvement Initiative with Bob Sherlock

The Story Of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes with Dr. Tim Smith

1-Day, May 9th Workshop:

1-Day, May 9th Workshop:

1-Day, May 9th Workshop:

1-Day, May 9th Workshop:

The First and Second Law of Pricing with Ronald Baker and Ed Kless

How to Successfully Implement Value Based Pricing in Your Organization with Harry Macdivitt and Mike Wilkinson

Building a High Impact Pricing Strategy with Paul Hunt

Core Pricing Skills with Dr. Kent Monroe

Special Needs: If you or someone in your group has special needs please check below: Disability (specify) __________________________________________ (visual, hearing, mobility)

A Holistic Approach to Effective Price Management with Shruti Kahlon and Julian Ryu

Payment:

Payment enclosed



Bill my Organization

Dietary restrictions: Vegetarian _____________ Kosher _____________ Other_____________ AMEX Mail to:

Natosha McNeal, Registrar, Professional Pricing Society, 3535 Roswell Road, Suite 59, Marietta, Georgia 30062

Phone:

+1.770.509.9933

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Register online: www.pricingsociety.com/CHICAGO2012

Prepare to Attend, Build the Case, and Deliver Results! Over the last 25 years, Pricing Professionals have relied on PPS for the resources, knowledge, and skills needed to improve their careers. Your attendance at PPS Workshops, Conferences and Online Courses positively affects the development of the Pricing Profession and helps raise the profile of your occupation. Many pricers return to our events numerous times to follow up with peers, learn new techniques, and reconnect with the pricing discipline. If you’re new to pricing or simply new to PPS, you can experience the pricing community in action and benefit from the networking, knowledge and camaraderie that only happens at PPS events.

2. Create a Winning Proposal to Get Your Company “Buy-in” Put your ideas in writing and submit a formal proposal to your supervisor. Include this brochure or the PPS website, your intended schedule of education sessions [workshops, keynote addresses, breakout sessions or networking events], and how the knowledge gained will be valuable to your pricing goals. Strengthen your proposal by listing department goals or areas where departments face challenges, and the sessions you want to attend or who you plan to visit with to help address these needs.

3. Offer Feedback

Each time you attend a PPS event, you take a step towards furthering your goals as a professional pricer by learning how to become more competitive in the marketplace and how to help your company increase profitability. With dozens of educational sessions, you and your organization will reap the benefits of best pricing practices, success stories, tools and practical solutions. During the European & Global Pricing Conference and Workshops, you will have the opportunity to turn your biggest challenges into your greatest accomplishments while learning from experts and fellow practitioners.

PPS makes it easy to share what you’ve learned after the conference with others in your organization by providing an electronic version of all of our valuable Conference speaker presentations. These presentations are available only for attendees. Let your senior managers know that you will report back to them your impression of the event, what you gained from it, and how you will be able to apply lessons learned. This is where you will refer to your original proposal and goals to achieve while at the PPS Conference. Most importantly, let your organization know that your participation was a worthwhile investment. So, plan your strategy, prepare your proposal, and secure your approval to go.

To help you explain why your attendance at the Barcelona event will benefit your organization as a whole, we have prepared 3 tips with several key points:

1. Communicate to Executives Why Your Attendance is Vital Professionals who are better prepared than their competition have the advantage — as do their organizations. Whether you are a new or an experienced pricer, you and your company will greatly benefit from this investment of time as you will be bringing home industry-leading information that will impact the bottom line. During our Conference you will: • Discover practical solutions to complex problems • Study world-class pricing practices, strategies and trends • Discuss hot topics and benchmarks with colleagues • Network with and learn from the most innovative pricing professionals • Earn credits toward your Certified Pricing Professional (CPP) designation

Code of Conduct: “The PPS 23rd Annual Spring Pricing Workshops & Conference offers the best forum to discuss pricing strategies and tactics worldwide. All attendees are hereby reminded that discussions in and around the event should not violate price fixing laws, Sherman Antitrust Act laws, Robinson-Patman Act laws, Federal Trade Commission statutes, or similar United States of America or International anti-competitive laws.”

The PPS BOARD OF ADVISORS: Mr. Eric Mitchell Founder and Chairman of the Board The Professional Pricing Society Mr. Jerold Bernstein President The Price Improvement Team LLC Mr. Xan Chamberlain Global Pricing Manager Hitachi Data Systems

Mr. Martin Coalson Asst VP, Product Development and Yield Management Union Pacific Railroad Ms. Lydia DiLiello Director of Strategic Pricing Automated Packaging Systems Mr. Jim Geisman President Market Share Inc.

Dr. Scot Hornick Vice President Oliver Wyman

Mr. Gary Ritzert President-CEO Rizert Retail Price Consulting

Dr. Richard Lancioni Professor of Marketing Temple University

Ms. Stacey Schaeffer Director, Price and Offering Management SAS Institute, Inc.

Ms. Laura Worldwide Director of Monetization Microsoft Advertising Mr. Christopher Provines Vice President Siemens Healthcare

Mr. Michael Simonetto Principal, Pricing and Profitability Management Deloitte Consulting LLP

Register Online at: www.pricingsociety.com/CHICAGO2012

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Thursday General Sessions

PRICING The Art! The Science! 7:00 am

Registration / Breakfast

8:00 am

Welcome and Networking

Chicago 2012

Kevin Mitchell, President, Professional Pricing Society

KEYNOTE How to Motivate Your Pricing Department to Drive Excellent Results 8:15 - 9:15 am

Speaker: Laura Preslan, GM of Strategic Practices, Microsoft Corporation

We have all been there - struggling to maintain our own motivation when key business partners disagree with our actions and strategies. If it is so hard for us, imagine how it feels for the people who work for us. It is our job to keep them motivated and focused on winning the war, if not the current battle. In this session, you will learn some real-life examples of how to keep a large team engaged in the moment while fighting for the long-term cause in a healthy, highly productive, and rewarding team environment. This session focuses on best practices for improving morale and keeping it high on pricing teams, while continuing to face corporate challenges head-on. Attendees will learn: • How to keep pricers motivated in the face of conflicting priorities • Setting the non-negotiables • Explaining the “give and get” to your team without looking like you gave up the fight • Keeping it fun through morale-building initiatives Laura Preslan is the GM of Strategic Practices within Microsoft’s Professional Services division. She has a broad set of pricing experience as a practitioner, a consultant, and an industry analyst.

Scan this QR Code with your Smart Phone to see a video about this session

As a practitioner, Laura managed a global team of over 50 pricers who set all prices for Microsoft’s Online Advertising business. Prior to joining Microsoft in 2006, Laura was part of the Deloitte Consulting Pricing Center of Excellence. She was also the Vice President of Customer Management research at AMR Research where she authored over 200 reports on best practices in sales, marketing, customer service, and price management. Laura graduated from Brown University with degrees in Economics and International Relations.

9:15 am

Networking Break/Sponsor Hall and Bookstore Open

KEYNOTE Profit: How to Balance Shareholder and Stakeholder Interests 10:00 - 11:00 am

Speaker: Dr. Klaus Hilleke, CEO, Simon-Kucher & Partners There is a vast discrepancy between the profit objective of private companies as a postulated business principle and the often more negative attitude of society towards a strong profit orientation. Despite this implicit criticism, profit maximization must remain the primary objective of a private company. It is the only goal that takes into account both the revenue and cost aspects of entrepreneurial activities. In addition, profit orientation must be long term, not short term. This conforms with the shareholder value concept and at the same time, does not contradict with the stakeholder concept. In comparison to the other profit drivers (sales, volume and cost), price deserves more attention, since it is the biggest profit driver. Weak profit performance is often not caused by the general economic framework, but rather by the attitudes that govern the behavior of individual companies, such as the lack of a determined profit orientation. By focusing reporting and incentive systems on profit indicators and on price, private companies could make an effective step towards a stronger profit orientation. Attendees will learn: • Rationale for profit as the key objective of companies to ensure survival • How to assess their own companies’ profit orientation • How to align reporting and incentive systems with the profit orientation

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Professional Pricing Society • 23rd Annual Spring Pricing Conference

Scan this QR Code with your Smart Phone to see a video about this session

He is a regular speaker at conferences worldwide, and has also authored the books Competitive Dynamics and Marketing in the Pharmaceutical Market (Deutscher Universitätsverlag, 1988) as well as Competitive Strategy in the Pharmaceutical Market (Schäffer Verlag, 1989). He is also author of several articles in the area of pricing pharmaceuticals in Europe. Dr. Hilleke studied business administration at the University of Bielefeld and received his MBA in 1984. He was a visiting scholar at the University of California, Los Angeles (UCLA) in 1986 and in 1988 he received his Ph.D. from the University of Bielefeld.

KEYNOTE Organizational Confidence in Pricing: An Academic and Practical Exploration 11:00 am - 12:00 noon

Speaker: Stephan Liozu, CPP, President & CEO, ARDEX Americas Previous research in the area of pricing management, uncovered the importance of organizational confidence in pricing as a critical element of the organizational transformation towards pricing excellence. Pricing confidence was part of our 5 C model identified through qualitative and quantitative research (champions, capabilities, center-led management, change and confidence). To further explore this confidence construct, we surveyed 507 professionals involved in account and sales management at firms from around the world. We will study the details of this survey and its results during this unique presentation. In addition, we will review the concept of pricing confidence at the organizational level and will reveal the results of three recent research inquiries on the topic. These results will highlight the importance of pricing confidence on firm performance, as well as practical steps and programs firms can design and implement to boost organization pricing confidence. Attendees will learn: • Organizational factors positively impacting pricing organizational confidence in firms. • The impact of pricing confidence at the organizational level on firm performance. • Practical tools and programs used by best-in-class pricing organizations to boost organizational confidence in pricing. • Dimensions of the newly designed Pricing Confidence Revolution (PCR) concept.

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As President and CEO of Ardex Americas since 2008, Stephan Liozu leads the Aliquippa headquartered manufacturing business which has been serving customers in North, Central and South America for more than 30 years. Stephan’s executive specialty is the design of innovative and differentiated business strategies for industrial firms, and the implementation of advanced value-based pricing strategies. He is pursuing a doctoral degree in this niche from The Weatherhead School of Management at Case Western University, and since 2001 has been a visiting professor at universities in Toulouse, France, teaching “International B2B Pricing Strategies” and “Innovative Strategies in Industrial Markets” and “Leadership Development” to master’s degree students. Stephan holds an MBA in Marketing from Cleveland State University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005) and attended The General Management Program (TGMP) at Harvard Business School (2005). He earned a Six Sigma Green Belt in 2007 and achieved the Certified Pricing Professional designation from the Professional Pricing Society in 2009.

12:00 pm 12:00 pm

Thursday General Sessions

Klaus Hilleke is CEO of Simon-Kucher & Partners and the leader of the global Life Sciences division. Dr. Hilleke specializes in international marketing and pricing strategies with a special focus on pharmaceutical companies.

Women in Pricing Luncheon • Room: Montrose Theatre Sponsored by



Lunch • Room: Guggenheim

Register Online at: www.pricingsociety.com/CHICAGO2012

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Thursday Breakout Tracks

PRICING The Art! The Science! 1:00 - 2:00 pm Thursday • Pricing Practitioners Track

Combating Resale Price Erosion Over the Internet or Otherwise Speaker: Eugene F. Zelek, Jr., Partner and Chair, Antitrust & Trade Regulation Group, Freeborn & Peters LLP AAn increasingly common problem faced by both consumer and industrial goods suppliers is resale price erosion over the Internet or otherwise caused by corrosive competition among traditional resellers and other intermediaries with lower costs of doing business, such as online sellers, big boxes or large distributors. At the same time, there are various lawful approaches that a supplier can take to avoid or control this situation. The following practical tools will be addressed by Gene Zelek, an experienced pricing attorney, former product manager and popular PPS speaker: (1) talking through the problem, (2) dumping discounters, (3) formally restricting distribution, (4) selectively raising prices, (5) establishing direct relationships with end users, (6) minimum advertised price (MAP) programs; (7) target price rebates; and (8) resale price policies and agreements. Attendees will learn: • Effective ways to prevent or fight resale price erosion • The considerable flexibility allowed by the law • Which alternatives work best in particular circumstances

1:00 - 2:00 pm Thursday • Pricing Experts Track

Pricing and Product Risks Speaker: Robert M. Schindler, Professor of Marketing at Rutgers University When customers perceive risk in a purchasing situation, their price sensitivity tends to decrease. The results of behavioral research provide understandings of the factors responsible for risk perception and the means by which the reassuring aspects of a product or a seller can create value. This presentation provides an update on this research, and a discussion of how a company can use this research to more effectively set prices. Attendees will learn: • • • •

Important sources of perceived product risk Factors affecting risk tolerance among customers The means by which products can reduce perceived risk and relieve customer anxieties Methods for estimating the monetary value of risk reduction and customer reassurance

1:00 - 2:00 pm Thursday • tools and techniques Track

Pricing is NOT an Afterthought: Maximize Revenue Using Pricing Tools in Your New Product Development Process Speaker: James Weaver, Pricing and Value Management Practice Leader, Kalypso Many companies invest in pricing and value management strategies for new products late in the product development lifecycle, typically just before product launch. Oftentimes this approach can lead to pricing mistakes with long-lasting consequences. Smart companies that incorporate pricing strategy early on in the product development process take the guesswork out of pricing and are more likely to maximize the revenue potential and value of their products. This session will explore practical, real-world strategies for improving new product pricing based on the findings of a recent research study. Attendees will learn: • To build price and value alignment early • About utilizing the two fundamental types of value analytics to calibrate market positioning • How to establish a clear target price and performance specifications for product development

2:00 – 2:30 pm

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Chicago 2012

Attendees are free to alternate between different tracks

Networking Break / Sponsor Hall / Bookstore Open

Professional Pricing Society • 23rd Annual Spring Pricing Conference

Indentifying and Comparing Best Practices Speaker: Irshad Shafique, CPP, Global Head Of Pricing, Nokia Identification and application of pricing best practices is of paramount importance in the early phase of pricing strategy framework development. Companies today fail to put enough effort on best practices because either they do not understand the importance, or they find it hard to gather information from other industries. In this session, we will walk through the step by step process of gathering, comparing, analyzing, identifying key improvement areas, and applying best practices across various pricing areas which would ultimately lead to higher product/customer lifetime value. Attendees will learn: • To benchmark companies from other industries that share similar characteristics • To glean best practice elements in all areas of strategic pricing framework • To Identify the gaps between your company and best practices, and identify/prioritize areas of improvement • To leverage best practice elements when designing a strategic pricing framework

2:30 - 3:30 pm Thursday • Pricing Experts Track

Contextual Pricing Speaker: Cecilia Nguyen, Senior Manager, Accenture Historically, value has been considered an intrinsic attribute of a product. However, the consumer/customer context is really what drives buying decision and the price. Traditional management narrowly focused on product value will no longer help in the increasingly competitive markets of today. In today’s market reality, it is context which can be managed for best pricing and optimized profitability. We will help pricing practitioners understand this concept through relevant client examples and will provide an approach to help gain an understanding of the contextual factors that influence price sensitivities and buying decisions. Furthermore, we will highlight how companies can use insights from context to better position strategic imperatives and operations. Lastly, we will demonstrate how to enable business processes and technologies in order to capture, interpret, and apply context to pricing and sales operations. Contextual pricing is a powerful tool to proactively address price pressures and improve profits while being customer/consumer centric. Attendees will learn: • An approach to help gain an understanding of the contextual factors that influence price sensitivities and buying decisions • How companies can use insights from context to better position strategic imperatives and operations • How to enable business processes and technologies in order to capture, interpret, and apply context to pricing and sales operations

2:30 - 3:30 pm Thursday • tools and techniques Track

Pricing in the Cloud Speaker: John Norkus, Principal, Deloitte Consulting LLP Will Pricing follow the rapidly developing trend of adapting to computing and analytics in the Cloud? This historical and forward looking view will describe how cloud-based solutions enter, grow, and ultimately dominate market spaces. The economics of the offer and the ways in which vendors and customers gain value will be explained. The applicability to pricing and different pricing functions (analytics, price management, deal management) will be presented.

Thursday Breakout Tracks

2:30 - 3:30 pm Thursday • Pricing Practitioners Track

Special needs of pricing solutions will also be discussed within the context of an externally hosted solution. The management of multiple internal and external data sources and the sensitivity of exposing price information on mobile applications are all concerns that should be considered as more cloud-based solutions are being offered. The session will conclude with a forward view of the possibilities and expectations for penetration within the marketplace in the coming years. Attendees will learn: • The history and growth of cloud or hosted solutions and their value proposition • The opportunities and challenges of a cloud solution in the realm of enterprise price analytics and management • The advantages/disadvantages of hosted solutions compared to traditional IT in-house solutions • The outlook for hosted solutions in the pricing space Register Online at: www.pricingsociety.com/CHICAGO2012

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Thursday Breakout Tracks

PRICING The Art! The Science! 3:35 - 4:35 pm Thursday • Pricing Practitioners Track

The Path to Successful Pricing Software Implementation: Actionable Plans for Successful Pricing Software Implementation Speaker: Lydia DiLiello, Director of Strategic Pricing, Automated Packaging Systems Pricing software implementation can make or break a company. With so many challenges along the way how do you follow the path to success? What steps can you take to lessen overall risk and guarantee a smooth journey? Will implementing Pricing software address all of your dysfunctional pricing or just add to it? During this session we will explore the keys to a successful implementation from the Discovery phase through the actual Implementation focusing on practical steps. We will review little known tips regarding vendor selection and managing executive expectations. Finally we will concentrate on the one key area that can guarantee a successful software project... Change Management… and why it is so critical to your project’s success. Attendees will learn: • Key steps to successfully implementing pricing software throughout the different phases: Discovery, Mapping, Change Management, Implementation, Value Realization

• Vendor selection tips & techniques • How to guarantee a successful software project

3:35 - 4:35 pm Thursday • Pricing Experts Track

Bundling and Unbundling: Strategies and Execution Speaker: Joshua Bloom, Senior Director, Simon-Kucher & Partners Few pricing levers are as powerful as the strategic decision to bundle or unbundle products. Bundling can be used as a way to reposition your product portfolio from a competitive perspective, promote internal efficiencies, or increase customer loyalty. The primary objective of this session is to provide attendees with a practical framework, tools, and techniques to help better identify and act on bundling opportunities. In addition, we will explore the limits of bundling and creative approaches to unbundling product offerings. Real-world examples will include bundling implementations driven by marketing, sales, finance, and operations. As a universal pricing topic, we will draw on examples from high tech, consumer goods, manufacturing, services, and other sectors. Attendees will learn: • How to identify bundling opportunities • The strategic implications of bundling • How to combine products into optimal bundles • Quantitative approaches to setting bundle prices • How to identify market signals to unbundle products

3:35 - 4:35 pm Thursday • tools and techniques Track

Price & Value Insights Around the World: How to Design Pricing Research and Develop Meaningful Insights in a Global Setting Speaker: Madeline Stein, Senior Research Consultant, Pricing Solutions Limited The objective of this session is to outline key considerations, challenges and tips for success, to measure price and value proposition at a global level. This session will help to answer some of the key questions related to designing pricing research and developing useful insights from the research. Emerging markets are a land of opportunity for brands, but can also be a minefield when setting regional prices for the same product. Answering these questions will help you conduct successful global pricing research which will maximize the pricing opportunity for your products in both established and emerging markets. Attendees will learn: • How to meet global internal stakeholder needs? • How research design can be efficient but also capture regional differences? • How to handle competitive product and price landscapes?

4:35 pm 6:00 pm

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Chicago 2012

• How to interpret differences in value proposition by region? • How to optimize regional differences in customers’ willingness to pay? • How to do global research on a budget?

Sponsor Hall / Open and Informal Networking Session Conference Reception Sponsored by:

Professional Pricing Society • 23rd Annual Spring Pricing Conference

8:00 - 9:00 am Friday • Pricing Practitioners Track

Back to the Basics – Simple Analyses That Every Company Should Use

8:00 - 9:00 am Friday • Pricing Experts Track

Prepare Your Pricing for Change Speaker: Navdeep S. Sodhi, Managing Director, Six Sigma Pricing Disruptions in the external environment are inevitable, but companies may also opt for innovation in the interest of growth. The pressure to protect profits pushes companies into strategic initiatives, but they often find that pricing execution becomes a bottleneck. Whether it is about exploring new markets, mergers or acquisitions, costrelated layoffs or reorganization, or deployment of breakthrough technology, companies can face unexpected challenges that impact price. Rather than yield price control, companies can prepare to protect revenues and profits by following a four-step approach – Assess, Analyze, Recommend, and Train (in short, AART) – which should precede any major company initiative. We will discuss that prices and profits of a company are dependent not only on external causes, but also on their internal operations, and the tools that can be applied in the AART framework along with real examples. Attendees will learn: • • • • •

Disentangle pricing challenges to start addressing them — Strategy versus Execution Assess challenges and explain gaps in perceptions of different stakeholders Analyze to show the source and size of challenges Recommend a prioritized improvement plan inside the company to improve speed and trust Train for building a shared appreciation of pricing at large and of possible solutions

8:00 - 9:00 am Friday • Retail Track

Realities of Elasticity and Optimization Speaker: Tom Richardson, President and CEO, Retail Vision Systems Pricing professionals and executives often times are looking for “silver bullets” to their strategic pricing challenges – Optimization. However, few people have an in depth understanding of elasticity methods and their associated optimization. By understanding the limitations and value of elasticity and optimization, you will realize there are no magic solutions. Strategic pricing is hard work and you need talented and qualified people, the appropriate systems, and the insights from analytical methods. In this session you will learn the insights to drive sales and profit and to understand the tradeoffs. These insights are important for new and creative pricing strategies that are forward looking.

FRIday Breakout Tracks

Speaker: Mike Lawson, Director of Strategic Pricing, Depuy Orthopaedics (a Johnson and Johnson Company) Many more companies are focusing on the discipline of pricing. Complex analyses usually follow and soon focus is lost on basics analyses that can make a difference. In this session, Mike Lawson will talk about what led DePuy Orthopaedics to focus on basic analyses and how they are doing things differently. Even though the analyses are simple and basic, the action plans that follow are usually complex and politically charged. Mike will also talk about the ‘ah hah’ moment that changed how he is approaching the change of culture around pricing at DePuy Orthopaedics. Attendees will learn: • What led DePuy to focus on pricing and profitability • Quick analyses to move the needle around pricing management • Simple ways to begin Change Management around pricing

This presentation will consider consumer pricing for long life cycle, fast moving items; however, the theory and principles are universal. This presentation will be detailed and you will learn new and surprising results. Attendees will learn: 1. Brief strategic pricing summary during dynamic and changing times 2. Differences and relationships of two commonly used elasticity methods 3. Practical realities of the optimal price calculations 4. New alternative price considerations besides the optimal price

9:00 – 10:00 am

Attendees are free to alternate between different tracks

Networking Break / Sponsor Hall / Bookstore Open Register Online at: www.pricingsociety.com/CHICAGO2012

25

PRICING The Art! The Science!

Chicago 2012

10:00 - 11:00 am Friday • Pricing Practitioners Track

FRIday Breakout Tracks

Pricing Team: Much More Than Pricing Elasticity Experts

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Speaker: Sean Wilson, Director of Pricing, Sprint Have you ever wondered how the Pricing Team of a national Telcom is structured and what day-to-day responsibilities look like? This is your chance to hear for yourself how Sprint’s Pricing Team is structured and learn a little about a day in the life of team members from analyst to executive. Sean Wilson is the Director of Pricing at Sprint. Learn how he believes organizational design of a Pricing Team in a Marketing Organization vs a Pricing Team in a Finance Organization have helped him keep Sprint’s service plan pricing plans the focal point of the company’s successes. He will present information about organizational design, talent scouting, employee development, and how the Pricing Team is much more than pricing elasticity experts at Sprint. Attendees will learn: • How Sprint’s Pricing Team is structured, as well as how and why it has and will continue to evolve • Pros and Cons of different Pricing Team organization design philosophies with examples of successes and failures • Tips on how to recruit and maintain employees with a variety of skill-sets to your Pricing Team

10:00 - 11:00 am Friday • Pricing Experts Track

Pricing & Sales: From Rivals to Allies Speaker: Reuben Swartz, President, Mimiran, LLC It’s no secret that sales and pricing teams see the world differently. The tension between revenue and margin, closing and consistency, and empowerment and control can lead to a less-than-ideal relationship. Unfortunately, many of the efforts of the pricing team, no matter how well-intentioned, further strain the relationship and reduce both pricing and sales effectiveness. Whether you are tired of butting heads with sales and wonder why we can’t all just get along, or if you want to make a healthy relationship with sales even better, this talk is a must for the B2B pricer. This talk brings examples from over a decade in pricing to highlight. Attendees will learn: • • • •

How pricing gets the nickname “sales prevention department” Why so much of the pricing team’s efforts are wasted because of a poor relationship with sales How pricing can become a valued asset for sales How to make pricing software projects successful (and why you can’t do it without making it a win for sales)

10:00 - 11:00 am Friday • Retail Track

Pricing Strategy to Maximize Profitability for Short Lifecycle Products Speaker: Manoj Chopra, CPP, Vice President - Pricing and Promotions, Michaels Stores Traditionally, buying, inventory, pricing and promotions, and clearance decisions are made independently and are often geared to solve specific problems. Different decision making functions are measured through different KPIs and hence optimize within their realm. During this process, overall objectivity and global optimization may not be achieved. We proposed strategy integrated buying decisions, setting up regular prices, promotional frequency and prices, and finally, clearance of product into one comprehensive strategy with an objective to maximize sales and gross margin with consideration of risks and uncertainties. It uses historical sales and promotional history along with category specific consumer trends along with macroeconomic factors. We successfully improved profitability of short lifecycle products and created a process to monitor it. Attendees will learn: • How to improve profitability by optimizing overall profitability for a category • How pricing science can help influence different departments such as merchandising, inventory and marketing and promotions • How to solve complex business problems using optimization

Professional Pricing Society • 23rd Annual Spring Pricing Conference

11:00 am - 12:00 noon Friday • Pricing Practitioners Track

The Evolution of the Procurement Function and How it Affects Your Ability to Sell Value Over the past decades, the procurement function has changed significantly with a focus on strategy over tactics. Purchasing has devolved: many organizations now view sourcing and purchasing as two separate, discreet operations. Purchasing is more frequently a function targeted for cost reduction to the point that it is outsourced, off shored, and automated. While the procurement part is minimalized the sourcing function is structured to increase leverage in negotiations. The result is significant distance between the end user and the contract negotiator, sometimes to the point of complete exclusion of the parties to be serviced. This creates difficulty for sales and marketing to establish customer relationships and to communicate the value offered that re-enforces and justifies their firms pricing structure. Attendees will learn: • • • •

What distinguishes the purchasing and sourcing functions How the procurement profession has evolved and the future trends in development The roadblocks created to value communication How general attempts to commoditize everything can create significant opportunities for collaboration

11:00 am - 12:00 noon Friday • Pricing Experts Track

Innovative Pricing for Innovative Products Speaker: Erin Cihak, Director, Holden Advisors Product-driven companies love their new offerings and typically create the very best product that their engineers can produce. They’ve done focus groups to determine customer needs, and conjoint studies to configure the most highly desirable features and to estimate pricing. Unfortunately, innovation research seldom breaches the retaining wall of what companies already know and the customers the company currently sells to. And more distressing, pricing planning tends to come too late in the development process, when little is left to do but slap on a price and hope that the discount gods are kind. The result is a bevy of problems including a pricing strategy that leaves money on the table or severely over-values the offering; a targeting strategy that misses early adopters, disappointing volumes, channel and sales misalignment, etc. Instead, managers need to begin pricing research and planning earlier in the development process. During this session, seven key inputs of pricing strategy for successful innovation pricing planning will be explored. Attendees will learn: • • • •

Where in the process to begin pricing planning How effective pricing planning feeds other critical steps in the development process How to enroll product managers, sales, and engineering in the pricing planning process Determine what type of research is appropriate for innovation development

11:00 am - 12:00 noon Friday • Retail Track

Retailer Pricing: Starting from Zero Speaker: Joshua (JD) Dick, Director of Strategic Pricing, Guitar Center What do you do when you’re truly starting from zero? JD, a long-time musician and pricing professional (in that order), convinced the senior leadership at Guitar Center that they needed to create a strategic pricing function, and that he was the right person to do it. He was then lucky enough to face the challenge of delivering on their high expectations. JD will detail his “first 90 days” in the position, the wins and losses and lessons learned. He will add best practices seen in pricing team structures across retailers, especially those just getting off the ground. Attendees will learn: • What challenges they should expect in starting a pricing team • How best to structure the organization Attendees are free to • How to continually demonstrate value to senior leaders who may not yet be convinced.

FRIday Breakout Tracks

Speaker: Andrew Clones, Procurement Manager-Indirect Operations, Ralcorp Holdings, Inc.

alternate between different tracks

Register Online at: www.pricingsociety.com/CHICAGO2012

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PRICING The Art! The Science! 12:00 noon

Chicago 2012

Lunch

KEYNOTE Demand: Creating What People Love Before They Know They Want It

Friday General Sessions

1:00 - 2:00 pm

Speaker: Adrian Slywotzky, Partner, Oliver Wyman We live in a time of two economies. While most businesses struggle with demand, a group of companies, across nearly all industries, are growing at double digit rates, with very high margins and enormous customer loyalty. How do they do it? And what impact does an effective demand creation system have on the pricing function within a company? Adrian Slywotzky will address the pricing community on the inseparable linkage between the demand creation and pricing functions within a company. He will focus on how some companies have made some very smart and innovative (and learnable) choices early in the demand creation process that have enabled the pricing function to add significant new levels of value to the company. Attendees will learn: • How to get involved early in the demand creation process • The 5 most powerful questions to ask • How to change the trajectory of products already launched Adrian Slywotzky is a Partner of Oliver Wyman, a leading global management consulting firm. Since 1979 he has Scan this QR Code with your Smart Phone to see a consulted to Fortune 500 companies from a broad cross-section of industries, on issues related to new business video about this session development and creating new areas of value growth. The Times of London has named Mr. Slywotzky one of the top 50 business thinkers, Industry Week has named him one of the six most influential management thinkers, and the Harvard Business Review has included him in its “Thinkers50” listing of the world’s 50 most influential management gurus. Mr. Slywotzky’s latest book is, Demand: Creating What People Love Before They Know They Want It (Crown Business, 2011). He is also the author of The Upside (2007), The Art of Profitability (2002), and Value Migration (1996); and co-authored The Profit Zone (1998), Profit Patterns (1999), How Digital Is Your Business? (2000), and How to Grow When Markets Don’t (2003). He has also written for numerous leading publications such as Harvard Business Review, Business Week, The Wall Street Journal, Fortune, and many more. Mr. Slywotzky holds degrees from Harvard College, Harvard Law School, and Harvard Business School.

KEYNOTE VOC and Pricing Strategies for Superior Value Capture 2:00 - 3:00 pm

Speaker: Ralf Drews, President & CEO, Dräger In this presentation, Ralf Drews will present a best-in-class summary on how voice-of-the customer strategy can be strongly related to pricing strategies leading to superior results. Dräger Safety has developed a proprietary methodology called Customer Process Monitoring, in which pricing has taken a critical role in the front and at the end of the new product development process. Ralf Drews will introduce this methodology at a high level and will highlight the interconnection between VOC methods and pricing programs. Finally, a case study for a new product introduced in 2009 will be presented to demonstrate this strong interdependency, as well as the role of pricing teams in this methodology. Attendees will learn: • About the criticality of the pricing function in firms • How VOC strategies and pricing strategies are closely related • Best-in-class VOC methods and how to include price up front in the innovation pipeline Before Ralf Drews became the CEO and President of Dräger Safety in North America in 2008, he was in charge Scan this QR Code with of Dräger’s global R&D team. In this role, Drews was responsible for the technology and product development your Smart Phone to see a for Dräger’s global product portfolio. He also created and deployed Dräger’s innovation processes, covering the video about this session phases from “product idea to execution.” Drews holds 11 international patents, some of them lead to breakthrough innovation. He has been a speaker at the University of Aachen in Germany, and is certified EFQM Reviewer (European Foundation of Quality Management). In his current role as CEO and as a member of Dräger’s Top Management team, Drews has learned to connect value from innovation with powerful pricing. Drews supports the development of Pittsburgh and Southwestern Pennsylvania as member of the “Pittsburgh Regional Alliance”.

3:00 pm

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Conference Close

Professional Pricing Society • 23rd Annual Spring Pricing Conference

Deloitte is an organization of member firms devoted to excellence in providing professional services and advice. We are focused on client service through a global strategy executed locally in nearly 150 countries. With access to the deep intellectual capital of 120,000 people worldwide, our member firms (including their affiliates) deliver services in four professional areas: audit, tax, consulting, and financial advisory services. Our member firms serve over one-half of the world’s largest companies, as well as large national enterprises, public institutions, and successful, fast-growing global growth companies. Website: www.deloitte.com

Conference Reception Sponsor

For more than 25 years, PROS (NYSE: PRO) has revolutionized the financial performance and bottom-line profitability of industry-leading B2B manufacturing, distribution, and services companies. As the world leader in prescriptive enterprise pricing and margin optimization software products, PROS enables companies to gain insight into their pricing strategies, identify pricing-based profit leaks, optimize their pricing decision making, and improve their business processes and financial performance. Customers begin receiving value from PROS in less than 30 days, and PROS solutions can be fully deployed to the enterprise in as little as six months. PROS world-class architecture makes our solutions highly configurable, easily upgradeable, and simple to use and integrate. Our software products implement advanced pricing science, which includes operations research, forecasting and statistics. PROS provides professional services to configure its software products to meet the specific pricing needs of each customer. Our solutions have a 36% faster time-to value than market average and boast a 95% renewal rate. Founded in 1985, PROS has implemented more than 500 enterprise pricing and margin optimization solutions for customers in more than 50 countries around the world. PROS is headquartered in Houston, Texas and has more than 350 employees, including more than 100 with advanced degrees and 20+ Ph.D.s. Website: www.prospricing.com

Sponsors

Workshop Reception Sponsor

Accenture is a global management consulting, technology services and outsourcing company. Committed to delivering innovation, Accenture collaborates with its clients to help them become high-performance businesses and governments. With more than 152,000 people in 49 countries, the company generated net revenues of US$16.65 billion for the fiscal year ended Aug. 31, 2006. Website: www.accenture.com. Economists, statisticians, programmers, and strategy experts at Advanced Analytical Consulting Group have helped clients spanning various industries to enhance their pricing and profitability management capability, which has led to identified profits worth over $500 million. We have developed and deployed econometric models for quality control, performance measurement, and profit maximization at major corporations in the US and internationally. If you want to stop relying on gut feelings or rules of thumb, our Pricing and Profitability Optimization techniques will transform your data into valuable insights that can increase both the top and bottom line. Website: www.aacg.com Atenga uses the tools of price optimization to drive improved profitability. We perform original targeted market research to discover and document the drivers for our clients’ willingness to buy and willingness to pay. We recommend policies, bundles, segmentation systems, messages and prices to better serve your marketplace. Website: www.atenga.com Holden Advisors is a pricing strategy, consulting and training firm that helps clients become confident about their pricing and achieve greater revenue and profits. To ensure success, we deliver analysis, strategy, processes and training that are analytically sound and closely integrated with a client’s business culture. We look at both quantitative and qualitative aspects of pricing to help your marketing and sales teams illuminate an offering’s clear value to a customer. We help: • Managers gain a deep understanding of the drivers of pricing and profitability, including quantitative factors, such as market prices and customer value, and qualitative factors, such as customers’ and salespeople’s mindsets. • Marketing, sales, product management, and finance work together to make better pricing decisions • Solve our clients’ complex pricing challenges because we ask the right questions and our experience allows us to transform answers into action • Make pricing discipline an effective part of your company culture Holden Advisors’ founders, Reed Holden and Mark Burton, recently published Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table, an easy to read book that acts as a roadmap for senior leadership in sales, marketing, finance and pricing to work together to outperform the competition. Website: www.holdenadvisors.com



Kalypso is a consulting firm helping clients deliver on the promise of innovation. The firm helps some of the world’s most innovative companies effectively launch new products and services. Kalypso believes pricing and value management are fundamental to innovation, and has extensive knowledge and experience helping clients innovate their core pricing strategy and processes. In addition to the firm’s deep industry, technology, operational, and training expertise, Kalypso provides a flexible, collaborative approach to deliver unparalleled client satisfaction. The firm was founded on a core principle - to serve clients the way they want to be served. Website: www.kalypso.com

Kapow Software is the leader in automated data integration for rapid delivery of pricing data to any application. The Kapow Katalyst™ Platform automatically extracts, transforms, integrates and migrates pricing data from virtually any source on the web, in the cloud or across the enterprise, to virtually anywhere, including mobile devices, without requiring APIs. With Kapow Software, customers can deliver data projects as much as 90 percent faster and 80 percent cheaper than traditional methods, with 100 percent data accuracy. With more than 500 customers, come explore how we can help you. Website: www.kapowsoftware.com

Register Online at: www.pricingsociety.com/CHICAGO2012

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Sponsors

PRICING The Art! The Science!

Chicago 2012

LeveragePoint is the only software solution for value-based pricing. The LeveragePoint platform enables everyone in your organization to collaborate and align around the economic value you deliver to your customer’s bottom line — quantifying what truly differentiates you from your competition. LeveragePoint helps product development and pricing set value-based prices; and helps marketing and sales communicate a value story that wins the price negotiation, shortens sales cycles, and captures wider margins. And, as a SaaS (Software-as-a-Service) solution, LeveragePoint can be deployed quickly to deliver measurable business impacts within weeks. Website: www.leveragepoint.com Lixto Inc., is an international leader in web data extraction and analysis. The Lixto Price Intelligence Suite extracts specific and accurate product and price data through deep web navigation. The SaaS-based suite enables sophisticated price and margin management by monitoring products, features and prices on any web site, anchored against your product´s own data. Our enterprise-class SaaS analytics and reporting framework supports price operations, price analysis and the execution of price strategy delivering real-time price visibility in online channels. Clients identify opportunities and defects in their pricing and make fact-based decisions positively impacting volume and margin. Website: www.lixto.com

Model N is the leading provider of Revenue Management solutions to the life sciences and high tech industries. Model N’s holistic approach to revenue management delivers pricing solutions that are vertical-specific and tightly integrated with Model N’s quoting, contract management, trade promotion, and channel management solutions to help companies manage pricing and margins throughout the entire planning, execution, and settlement stages of the revenue lifecycle. With close to 80 leading companies in life sciences and high tech, no other pricing vendor has the solution breadth or depth of industry experience that Model N brings to the industries it serves. Website: www.modeln.com Navetti’s extensive expertise with large international manufacturing companies and their comprehensive pricing solutions are the foundation of their clients’ success in improving revenue and margins through pricing management and optimization. Navetti PricePoint™ provides manufacturers with a new pricing methodology, delivering sustainable profit improvements. The solution is tightly integrated with other core IT-systems like ERP, Data warehouse, PDM and other systems. Navetti’s consultants use their proven methodology to rapidly deliver Navetti PricePoint™ and sustainable business processes in close cooperation with their clients’ business and IT groups, yielding benefits including: • Gross Profit increase of 5% to 20% for constant unit sales volume • Increased efficiency: sustainable and easily managed pricing procedures • Improved customer satisfaction Website: www.navetti.com



Open Pricer enables enterprises to optimize customer tariffs at all phases of the business relationship: acquisition, rerating, development and retention. Our patented technology CCRM (Customer Centric Revenue Management) is unique in the market. Our on-demand pricing services include: “Deal Advisor”, “Customer Rerating” and “Price Policy Optimization”. Each service is available in three packs to match your requirements: Starter (rate simulation and price analysis), Progress (cost/ value analytics) and Premium (workflow, monitoring and optimization). Web interfaces: OP supports import/export of customer transaction records and tariffs in XLS, CSV or XML formats and provides CRM and Billing systems connectors. Key benefits: fast, precise and traceable pricing decisions, enforcement of pricing policy, reduction in revenue leakage due to unjustified price disparities, customer retention and optimized price policy continuously adapted to market conditions. Quick ROI: our services have an easy set-up so that you can start improving your profit right away. Website: www.openpricer.com Pricing Solutions Ltd. specializes in 4 core services: pricing research, pricing management, pricing training and advisory services. Under the leadership of President Paul Hunt, Pricing Solutions has grown exponentially since its inception in 1994. We have offices located in North America and Europe. Our pricing expertise is based on more than 15 years of in-depth work on pricing optimization in B2C and B2B markets. We have developed a wide range of proprietary tools, processes and research techniques for studying and analyzing our clients pricing problems. The typical payback on an engagement is 15:1. Our philosophy includes the following: the senior managers who sell the work are also the people who do the work, collaboration is at the heart of our approach to completing successful projects and long-term relationships are the key to business success. Website: pricingsolutions.com



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Servigistics is the worldwide leader in service lifecycle management software. The company’s award-winning solutions include service parts pricing, parts management, workforce management, and knowledge management. The breadth and depth of the solution-set enables companies to transform their global service operations by increasing profitability, cash flow, and customer loyalty. Servigistics’ Oracle Fusion and SAP Netweaver-certified solutions have been deployed and proven globally by a highly referenceable client base in high-tech, aerospace & defense, motor vehicles, telecommunications, and consumer and industrial products. Servigistics is a privately-held company headquartered in Atlanta, with regional headquarters in the UK, Japan, and India. Website: www.servigistics.com Simon-Kucher & Partners Strategy & Marketing Consultants (SKP) has the world’s largest consulting practice dedicated to pricing and smart profit growth. Business Week magazine described SKP as “world leader in giving advice to companies on how to price their products.” William Poundstone, author of Priceless (2010) says: “No firm has spearheaded the professionalization of pricing more than Simon-Kucher & Partners.” Please consider the following facts: • Global presence: We have over 520 employees in 4 offices in the US, 15 offices in Europe and 4 offices in AsiaPac • Client base: We have resolved complex pricing issues for more than 80 of the global Fortune 500 firms, as well as for many small and medium-sized companies. In the last 3 years we have conducted over 2,400 pricing projects. • Thought leadership: We have published over 50 books on pricing and related issues and over 600 articles, including many commentaries in The Wall Street Journal and The Financial Times and other leading publications. • Size: 2010 was another record year for SKP with revenue reaching $145m • Growth: Our revenue grows by 15-20 % per year, a strong testimony for our quality of service. Website: www.simon-kucher.com

Professional Pricing Society • 23rd Annual Spring Pricing Conference

Strategic Analysis Inc. (SAI), a global business consulting firm, uses its core capability in competitive intelligence to develop pricing, pricing strategy and tactics, and price benchmarking throughout an industry’s ecosystem to increase client profits. SAI drives its field-developed research to develop proactive, value-added results and recommendations for clients. Website: www.strategicanalysis.com



SPMG (Strategic Pricing Managment Group) is a price consulting firm that services clients on every continent around the globe. For over 15 years, our proprietary and cutting edge pricing solutions have given a competitive advantage to our clients in various industries (pharmaceutical, banking, government, transportation medical/electronic manufacturers, food & beverage consumer goods and telecommunication, to name a few). SPMG consulting approach is based on the premise that every business presents a unique pricing challenge depending on their size, scope and budget. To that end, our a-la-carte service offering (on and off-site training, field research and consulting engagements) provides the most competitive cost effective strategy for our clients to succeed. Website: www.spmgpricing.com Stratinis is a Europe-based company offering its clients state-of-the-art international price management software. Stratinis’ core expertise is in helping companies do international business by managing their prices across borders. Stratinis Pricing Suite • Enables companies to manage their pricing with international key accounts better than ever before • Combines all aspects of price management in one solution: Analysis, guidance and price execution As a result customers can improve their profits by 10% to 20% and at the same time control international pricing risks. Website: www.stratinis.com

Sponsors

Software Pricing Partners specializes in the pricing of software products. We help clients improve their pricing practices so they can increase revenues, improve deal pricing and deal structure, shorten sales cycles, and redeploy discount dollars. Website: www.softwarepricing.com

Quantiz is a pricing management-consulting firm that uses the powerful concepts of Six Sigma and Process Excellence to enhance its analytical skills in order to develop differentiated services and solutions. Our main goal is to improve our customers’ sustainable growth and profitability. Based in Sao Paulo, Brazil, the company was founded and is managed by Frederico Zornig, who has more than 16 years of international work experience as a high level executive at transnational companies and more than 8 years of experience leading pricing initiatives and projects. He has an MBA from the University of Illinois at UrbanaChampaign and is a PhD candidate in Pricing at International School of Management in New York. Frederico is also a certified Six Sigma Black Belt since 2002 and in now leading the Latin America chapter of the Professional Pricing Society. Website: www.quantiz.com.br Vendavo is a leading provider of price management and optimization software for business-to-business companies worldwide. Vendavo Enterprise Pricing Suite solves pricing problems by giving businesses true enterprise-wide control of their entire pricing process. It combines pricing science, pricing best practices, and enterprise-class software to drive small improvements in average prices at every stage of the pricing process, from segmentation to deal close. Together, these improvements deliver big increases in profits – from 10% to 30%. Vendavo is the enterprise pricing solution of choice for some of the world’s biggest names in chemicals, high-tech and industrial manufacturing, consumer products, mill products and distribution. SAP resells the Vendavo solution to its customers under its own name as SAP Price and Margin Management. Website: www.vendavo.com Vistaar is a leading provider of price management solutions that enable companies to achieve pricing best practices through price analytics, price optimization, price list management and deal management. Our technology transforms pricing operations into a strategic advantage for some of the world’s largest manufacturers, distributors and service providers. For these companies, Vistaar pricing solutions drive measurable price and margin improvements to deliver profitable growth and maximum shareholder value. Vistaar’s operations include six offices across North America, Europe and Asia. Website: www.vistaar.com

Wiglaf Pricing works with leading global corporations and emerging entrepreneurs to enable confident pricing decisions in the face of uncertainty. With researched and field tested quantitative and qualitative approaches, executives use Wiglaf Pricing’s insight and creativity to define price structures, set price levels, and manage price variances. Website: www.wiglafpricing.com William Richard Associates is a pricing and revenue management recruiting firm. Beginning in 2001, our recruiting expertise has been dedicated to the recruitment of pricing strategists at senior executive-level, mid-level management, and analyst-level. Our search experience covers multiple industries including B2B, Consumer Products, Consumer Services, Retail, Pricing Technology, Management Consulting (strategy & process / operations oriented), and Private Equity. Depending on the level of search, we offer retained, hybrid, and contingency search services to clients who are starting to build an internal pricing capability within their firm or adding to an existing pricing team. Website: www.williamrichard.com For over a decade, Zilliant has delivered scientifically-proven answers to the toughest question that B2B manufacturers, distributors and service companies face every day — “What’s the right price to win business at maximum margins?” Zilliant’s patented technology has answered this question with scientific accuracy across nearly 1 billion transactions to date. By delivering this valuable pricing guidance directly to the point-of-sale, validated testing of customer deployments has proven average revenue increases of 4.25% and average margin-dollar improvements of 10.18%. These bottom-line results have helped keep this technology one of the most closely-guarded secrets amongst the leading companies in B2B. For more information contact Zilliant at 877.893.1085. Website: www.zilliant.com

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What your Pricing Peers say about PPS Conferences and Workshops... “This was the best, most productive, conference I have ever been to. Period. The content, networking opportunities, and people all made this event worth every penny.”

“This has benefited me greatly and helped me to look and act outside of the box, which is crucial in our industry.” Dante Bellizzi, CPP DHL

Jim Hoover CEO, EPluirs

“WOW!!! Great location, Great speakers, and a great time!  What more can I say?” Robert Eldridge, Director of Sales & Marketing, Holland Binkley Co.

“The conferences improve year over year —  speakers getter smarter and better, and the networking gets more valuable.” Adrienne Gordon American Greetings Corporation Director of Pricing

“...Always “First Class” in every detail and continues to improve every year. Kudos to the PPS Team!” Brian Shea Canada Post Corporation General Manager of Price Strategy

“Great value for the money – I’ve gone to 7 conferences now, I’m continually amazed at the people I meet and the depth of issues discussed.” Andrew Rojeski Tyson Foods, Inc, Senior Director of Corporate Strategy

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