Workshop Facilitator Profile
The Facilitator is an Adjunct Professor of Marketing at DePaul University researching pricing, and the Managing Principal of a Pricing consulting firm.
He researches, instructs, and consultants in pricing strategy and tactics. He is a regular presenter at the Professional Pricing Society conferences, both in the US and in Europe. He is known within the pricing industry as a thought leader. With hard hitting messages for executives, he regularly motivates actions that lead to results.
At his firm, he provides strategic pricing support for globally leading firms such as Symantec as well as a host of entrepreneurial firms and portfolio companies of private capital. His past roles include Chief Marketing Officer of ISB Development, a software subsidiary of Nonolet in Novosibirsk, Russia, and Business Development Manager of SPL WorldGroup, a software product and consulting firm. While he began his career as a scientific researcher studying quantum mechanics, he extended his focus from science to pricing driven by an interest to enable firms to profit from advances, and grounded in his love of math. The facilitator is also the Chief Editor of the Pricing Journal, which is highly respected (over 3000+ subscriptions) publication on pricing, sales, marketing, and entrepreneurship strategies.
The Expert Facilitator holds a MBA with High Honors in Strategy and Marketing from the University of Chicago GSB, a Ph.D. in Physical Chemistry from the University of Chicago, a BS in Chemistry and Physics and BA in Mathematics from Southern Methodist University.
Workshop Overview
Executives may desire to achieve higher prices, but they are also well aware that their pricing latitude is constrained by competition. In Managing Prices in the Face of Competition, we will examine academically researched and industry best practices for managing prices in highly competitive markets. This course applies concepts from the fields of economics, consumer behavior, neuroeconomics, negotiations, and competitive dynamics in order to provide executives with a well rounded view of pricing in the face of competition. Executives attending this course will be able to identify routes to improve their pricing practices and avoid traps leading to pricing disasters.
To further knowledge transfer, this interactive course will involve two competitive exercises and two case study discussions from both consumer and industrial markets.
Key Benefits for Attending this Event
- Pricing to mutually benefit both the customer and your firm
- Analyzing the effects of a pricing decision on profitability
- Communicating to enable customers to properly value your product
- Identifying a products value proposition in relationship to its competition
- Examining neuroeconomic influences to price capture
- Understand how decision making biases influence price capture
- Segmenting customers according to their willingness to pay
- Identify means to strategically manage prices to a higher point in highly competitive markets and bidding situations
- Competing to win profitably throughout industry changes
Testimonials
“Provocative and relatively sophisticated compared to a lot of Pricing discussions.”
Director, Corporate Pricing
Safeway Inc.
"Thank you for another excellent presentation. As is typical of your style, your presentations are heavy on actionable ideas and light on the sales pitch ..."
Pricing Manager
Masco Retail Cabinet Group
“Not only do you learn to fish, you learn to price the fish for the maximum profit.”
Commercial Finance Manager
Crown Bolt, LLC
Who Should Attend
Senior Vice Presidents, Vice Presidents, Directors, General
Managers, Heads of the following divisions:
Pricing | Revenue Management | Profitability Line Analysis | Costing | Finance | Supply Chain | Marketing | Sales | Market Research | Business Strategy | Business Development | Product Development | And anyone involved in making strategic business and pricing decisions.
