How well-informed are your customers' decisions?

Practitioner Point of View : Claude Vanbeveren

Claude Vanbeveren is specialized in Automotive Information Solutions with a solid background in Spare Parts Sales & Marketing, Pricing and Negotiations. He started his career in the Language Technology Industry with a focus on automotive solutions. Subsequently, he joined Mobis Parts Europe (part of the Hyundai/KIA family) where he was one of the founding members of the Sales & Marketing Department.  Mr Vanbeveren helped his Sales & Marketing Director to change Mobis from a Supply Chain driven company to a Customer oriented one. 

He recently joined the Tweddle Group Europe to focus on streamlining OEMs Owner’s and Service Information Supply Chain. Claude has been a speaker on Parts Marketing Symposiums in Seoul, Los Angeles, JeJu Island and numerous European locations. His personal mission is to share his insights in the various aspects of After Sales Marketing and Pricing to ultimately enhance the end customer satisfaction.

The Efficient Markets hypothesis has been around in the Finance world for the longest time. As all of you know, it stipulates that the share price of a company reflects all past (publicly) available information. The dotcom and real estate bubble have clearly shown us that when perception starts to create its own reality, either overestimating the potential or inflating the downfall, something bad is bound to happen.

Fast forward to Pricing... How many times do pricing experts in a headquarters somewhere in Europe looking at competitive data, Margins and Recommended Retail Prices assume that the customer they want to reach takes a well-informed decision based on publicly available data? If you answer that question honestly, you might turn your Big Data into meaningful data and let the customer know what you did. After all, small is beautiful.

The EPP Aftermarket Forum

Hear Claude speak at the EPP Aftermarket Forum on 19+20 June in Frankfurt.  Share your experiences and learn from each other - that's what our pricing and profit optimisation excellence forums are all about !

Claude's topic : Getting from strategy to execution: Preparing for big data success

Yes, Big Data is the answer, but don't lose track of the question. People get so overwhelmed by what Pricing Software can offer them that they sometimes jump the gun. Pricing Software can automate and sustain many pricing related processes, BUT there are several challenges to overcome before you can make your Big Data work for you.

  • Pricing Strategy is a choice already half-made;
  • The pricing Eco System;
  • Going down the Pricing Highway;
  • Engage versus Enforce;
  • Beware of the Ripple Effect;
  • Exchange change for commitment.   
The EPP Aftermarket Forum is organised in partnership with PROS, and with the support of Simon-Kucher & Partners, Deloitte and Ebelhofer Strategy and Management Consultants.  

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