London Pricing Workshop:
"Pricing and Trade Terms Optimasation"

How to Optimise Your Pricing and Trade Terms Across Your Different Markets...

with Marc Abels and Mark Tusveld

About This Workshop:

Increased product and service variety, diverse local market circumstances, increased purchasing power of customers and merger & acquisitions result in complex and opaque pricing and trade terms systems. Such systems are not only difficult to maintain but also subject to costly errors and inconsistencies. Missing internal coordination across and within markets can only worsen profits. Increased exposure to international price differences lead to parallel trade and price erosion.

In this workshop, you will learn how to define a better structure more efficient Pricing and Trade Terms. This workshop will make your business less susceptible to international price differences. Moreover, you will learn how to design and implement a highly performing framework that helps drive your company’s growth strategy. Several cases will be used throughout the session to provide you with direct applicable tips and insightful lessons learned.

Key Topics Include:

Assess your current Pricing and Trade Terms performance

• How to structure a complex and diverse set of price and trade terms options
• Draw definitive insights from a detailed usage analysis
• How to check compliance to the established rules
• How to assess consistency of your pricing and trade terms across your portfolio of products and customers

Design a New and More Effective Pricing and Trade Terms framework

• Align your business strategy with profitability and growing markets
• How to determine the optimal mix between “On Invoice” and “Off Invoice” Terms
• How to make your new Terms more conditional and more explicit
• How to take into account the value of customers
• How to evaluate the exposure risk to parallel trade

Key Steps to implement your New Pricing and Trade Terms framework

• Which processes and organisation structures to put in place
• How to direct the appropriate execution by your sales force
• How to rollout across different markets
• How to gain acceptance from highly sensitive customers
• How to ensure the new Pricing and Trade Terms are correctly implemented
• Monitoring Performance after Implementation
• How to select and monitor the right key performance indicators

Presenter:
Marc Abels

Senior Manager, Deloitte Consulting Belgium

Marc is a cross competency Manager with 8 years of consulting experience in Strategy & Operations engagements and CRM implementation projects.

He is an active member of Deloitte’s Global Pricing Practice and one of the driving forces behind Deloitte’s European Pricing Centre of Excellence. Marc is a subject matter expert with focus on pricing, revenue and margin improvement, sales effectiveness, marketing and CRM.

Presenter:
Mark Tusveld

Manager, Deloitte Consulting,  Customer and Markets Strategy, Netherlands

Mark has over 7 years of experience in the consumer packaged goods industry. He is the program manager for a large marketing initiative and has led various sales & marketing project for branded manufacturers. Mark is a subject matter expert on customer profitability management,  pricing & trade terms management and performance management.

Hotel and Registration information

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