Workshop Overview
In the current economy, where Telco and Mobile marketers battle for customers reluctant to open their wallets, carriers can not afford to lose money from pricing mistakes. Markets in Asia are especially competitive in pricing and value added services. How can operators avoid core product price erosion without losing market share? Can you increase prices in a depressed market while avoiding a price squeeze?
The Strategic Pricing Masterclass is designed to develop and improve your organization’s pricing strategy through the application of the latest pricing theory and world class, telecom tested techniques. During this course you will learn how to assess your and your competitors’ pricing opportunities, develop tools to measure pricing value, understand the implications of product and market life cycles to pricing, and determine when and how to increase and reduce prices.
Strategic Pricing will teach you alternative pricing strategies and how to integrate pricing with strategic decisions. You will learn how to utilize value pricing tactics to improve profitability through avoiding the destructive effects of over and under pricing. Strategic Pricing will also help you lay the groundwork for effectively using service value to defend your pricing against competitors. In just three days, you will acquire practical new ideas and tools that you can immediately apply to your business.
Key Workshop Highlights
- Evaluate current telecom pricing issues under the direction of a recognized expert
- Analyze real world industry case studies. Learn from the mistakes of others
- Discover what causes price wars and how to avoid them.
- Determine how to profitably bundle your company’s landline, mobile, broadband, and video services.
- Explore the important relationship between product life cycle and pricing strategy
- Learn how to use price segmentation to increase profitability.
- Find out how your own employees can provide the competitive intelligence you need for a successful pricing strategy
- Develop tactics for successful price negotiations with large customers.
- Acquire the tools to build strategic pricing capabilities within your company
Take -Home Toolkits, Practical Case Studies and Group Exercise Session
Participants of this event would be able to take home workable spreadsheet models handed out by the trainer as well as invaluable techniques in devising pricing strategies. Practical case studies of what really works in the U.S plus a group exercise session which will encompass all the skills taught during the 3 day session.
About the Trainer
The Trainer has spent the past twenty years in the
telecommunications industry, having served in a variety of
strategic capacities in marketing and fi nance for several major U.S.
competitors. Now in 2005 he left BellSouth (now part of AT&T) to
form an independent consulting practice.Specializing in Strategic Planning, Pricing and Marketing Strategy,Enterprise Valuations, and Merger/Acquisition Support.
His consulting fi rm has successfully developed competitive market
strategies for a growing number of telecom clients. At BellSouth,
He served for fi ve years as Senior Director, Global Pricing
Strategy, where he was responsible for the development of
BellSouth’s DSL pricing strategy. Prior to BellSouth, He
was Director of Pricing and Operations Analysis at Citizens
Communications for four years and, prior to that, Group Manager
of Residential Pricing and Competitive Analysis at Sprint Long
Distance (now Sprint/Nextel) for seven years.
Most of his recent work has centered on developing
competitive pricing strategies for regional U.S. telecommunications
companies facing emerging competition from Cable Television
providers. His fi rm develops multi-product (Voice/ Internet/ Video)
bundled pricing and conducts primary market research to measure
consumer demand for and price sensitivity to competitive offers.
He holds an MA in Economics from Kansas State University,
where he was an Instructor and PhD candidate.
Who Should Attend
Heads of Product Management | Pricing Directors | CEOs | Marketing Directors | Business Development Directors | Business Strategy Directors | Business Analysts | Price Analysts | Operations Directors | General Managers | Product Managers | Managing Directors | Vice Presidents | Tariff Analysts | Business Planning Managers | Heads of Revenue Management | Financial Analysts | Senior Marketing Managers | Business Leaders | Price managers
