Cross-Industrial Pricing Workshop - Düsseldorf

Will you be joining us at The Renaissance Düsseldorf Hotel on 19 September 2013?  

Based on last year’s success, the EPP and DACH Chapter Board members have joined forces again this year to organise a new Cross-Industrial Pricing Workshop, this time in Düsseldorf! They say that the best ideas arrive from interdisciplinary intersections. Join us for this interactive discussion, in German, between peers from different industries in the DACH region and discover what can we learn from each other.


Share experiences with a select group of 20-30 pricing professionals amongst others from companies such as Flowserve, Abbott Medical Optics, DER Touristik, Philips Healthcare, TUI Travel, Olympus Biotech, Nokia Siemens Networks, Swarovski, and discuss their approaches to common pricing issues.  This is the ideal opportunity to network with fellow pricers, and to build and strengthen the German-speaking pricing community.


Mr. René Herzog
Bereichsleiter Kapazitäts- und Ertragsmanagement, DER Touristik GmbH

René has more than 11 years of experience in the Travel and Tourism industry, amongst others at TLU Airline, TUIfly, Hapag-Lloyd Express, TUI Deutschland and since the last 3 years as VP Capacity and Revenue Management at DER Touristik in Köln. His broad experience in this highly competitive industry is complimented by 3 valuable years at Roland Berger Strategy Consultants from 2007 until 2010.

Topic: Pricing in one of the most competitive industries in the world : Travel and Tourism

René Herzog will share the pricing challenges and the plans that he has devised together with his team at DER Touristik. He will reflect on what has worked an what hasn't.

Dr. Marc Konieczny
Manager Cataract Sales, Abbott Medical Optics

Marc Konieczny has 13+ years of experience in Health Care, microbiology and biochemistry by background. He started his sales and marketing career in medical supply industry after his PhD (Natural Sciences) in 2000. Until 2003, he was product manager at Becton Dickinson (BD), Diagnostic Systems for Eastern Europe/Middle East/Africa (EMA). Until 2008 he took over increasing responsibilities in Marketing and Sales in EMA and Germany, Austria and Switzerland (DACH), respectively. In February 2008, he decided to leave BD for B.Braun Melsungen for development challenges in Marketing and Sales for Hospital Care (HC) division. Until 06/2013 he was acting as a Global Pricing Manager within HC Global Marketing and Sales working out of the B.Braun headquarter in Melsungen. Today, he is leading a management team for Abbott Medical Optics (AMO) focussing on Cataract Business in Germany.

Topic: How to drive a successful pricing initiative in the MedTech industry

Cuts in healthcare budgets, low-price competitors and increasing power of purchasing organizations increased the pressure of many medical device suppliers on their prices and margins. After having gone through a number of cost reduction measures, many companies become aware that pricing is a by far more effective lever for sustainable profitable growth.  Marc will discuss the five important rules that should be considered when leading a corporate and/or local pricing initiative(s) and working towards the desired increase in profit.

Dr. Sandra Rothenberger
Chair of Strategic Marketing, Solvay Brussels School of Economics and Management

Dr. Sandra Rothenberger, specialised in pricing, consumer behaviour and strategic management, has recently become the new Chair of Strategic Marketing at the Solvay Brussels School of Economics and Management. She has extensive experience as research scientist on a broad range of pricing related topics, and has several publications in the field.

Topic: Sell value, not price – How to cure commoditized customers!

Dr. Kai-Markus Mueller

Author of the book: "NeuroPricing – how customers think about prices", CEO and founder of The Neuromarketing Labs,

Kai has accumulated more than 10 years of experience in neuroscience research. Previously, he worked as a strategy consultant. Dr. Mueller obtained his PhD from the International Max-Planck Research School at the University of Tuebingen. He holds master’s degrees in both psychology as well as Neural and Behavioural Sciences from the International Max-Planck Research School. He conducted his entire dissertation research at a high-tech facility of the US government: The Laboratory of Neuropsychology at the National Institute of Mental Health in Bethesda, MD.

His recent book “NeuroPricing – how customers think about prices” has been published in German in fall of 2012. In 2013 the English version is going to be published.

Topic: NeuroPricing®: Setting prices that please the brain
Asking a person what they are willing to pay for a product assumes that this consumer has profound insights into his/her emotional state and future behavior. However, experimental psychology has shown over and over that questionnaires come along with biased results. In the large majority of pricing cases this fact leads to loss of profits or even failure of products in the market. The Neuromarketing Labs are the first research team worldwide that systematically developed an experimental design directly measuring perceived value and willingness-to-pay from EEG brain scan data (EEG = electroencephalogram, a scientific device to measure so-called “brain waves”). In his presentation, neuroscientist Dr. Kai-Markus Mueller will show that scientific EEG brain scans are able to predict consumer behavior in the field above and beyond explicit self-reports thus providing an invaluable tool to measure willingness-to-pay.

Learn which steps you can take to begin leveraging value in your pricing environment and gain insight into the positive impact that strategic pricing can have in your company.

The 2nd EPP DACH Chapter Workshop is made possible with the support of our sponsor, PROS. 

No comments: