About This Workshop
This comprehensive workshop will review how the discipline of change management applies to the creation of a World Class Pricing Organisation. Participants will be able to describe how to achieve the highest levels of pricing excellence and how companies can overcome roadblocks on their journey to world class performance through the application of the principles of change management. The session will focus on the five levels of pricing excellence. At the completion of this workshop, participants will be able to identify what level they are at and the steps required to take their company to World Class.
Key Topics Include:
Introduction to World Class Pricing
Level 1: The Firefighter — Responding to Crisis
Level 2: The Policeman — Gaining Control of Pricing
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Effective discounting policies and practices
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Aligning incentives with effective pricing
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How to manage and measure pricing effectiveness
Level 3: The Partner — Developing Pricing Strategy
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Establishing a value-based price
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How to keep the sales team selling value instead of price
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Measuring the trade-off between quality and price
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Pricing to different customer segments
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Effective competitive pricing
Level 4: The Artist — Optimising Pricing
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Optimising price elasticity
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Building effective pricing structures
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Segmenting based on value
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Bundling & unbundling for maximum profits and market share
Level 5: The Master — Achieving World Class
Presenter:
Loïc Le Corre
Managing Director Europe, Pricing Solutions Ltd.
Loïc Le Corre leads the European Division of Pricing Solutions and is responsible for the growth of Pricing Solutions in mainland Europe. Loïc has consulted for many leading European companies including Danone, Carrefour, FNAC, Kimberly Clark, Orange, EDF, Fortis, Nationwide, Groupama, Société Générale and Ford.