AMAN2014 races ahead with PROS

Together with Ed and his team here in Europe, we will help you outpace your competitors! Do you want to join the winner's circle with the likes of Gates, Mopar, Cummins, Navistar and others? Then there's only one place for you to be on 19+20 March, and that is AMAN2014!

According to a recent European Pricing Platform study, most manufacturers operate at level 2 of pricing maturity (more info: EPP Pricing Maturity Model). Interestingly, out of all participants in the survey, machinery and equipment manufacturers are the most ambitious, wanting to grow to a pricing maturity level of 3,24 from their current level of 2,08 within the next 12 months. The biggest difference between actual and desired pricing maturity for this group of respondents is in the area of monitoring and reporting, with 26% of respondents still working in Excel sheets with pricing knowledge dispersed throughout the organisation. (download the study here)

EPP is proud to support our founding partner, PROS, in their endeavour to help these companies leverage the insights and value buried within their “big data” so that they not only succeed in gearing up to a higher level of pricing maturity, but in doing so also outpace the competition!

Join us in discussing how major industry challenges impact pricing and what we can do to respond to it. Hear real business cases from the construction, mining, agricultural, automotive industry and many more. Bring your challenges to AMAN 2014, discuss them in our brand new forum formats and go home with fresh perspectives on how to tackle them… This is what previous participants had to say about it.

See you at AMAN2014!

Il pricing è la leva prioritaria per incrementare i profitti - Brussels, Milano, Gennaio, 2014

- Uno studio internazionale evidenzia le potenzialità del pricing -
di Danilo Zatta, Partner in Simon-Kucher & Partners

Aumento della pressione sui prezzi, maggiore concorrenza e bassi tassi di crescita: un forte impegno del top

management nei confronti del pricing – in combinazione con un’appropriata organizzazione di quest’ultimo – è essenziale per proteggere ed incrementare i profitti nel difficile contesto economico attuale. Questi sono i risultati principali del Global Pricing Study, condotto da Simon-Kucher & Partners Strategy & Marketing Consultants, un sondaggio approfondito al quale hanno preso parte oltre 2.700 dirigenti e manager delle maggiori industrie in oltre 50 paesi, tra i quali: Europa, Asia e Americhe.

L’Italia porta il suo contributo con circa 360 partecipanti. Adagiarsi in una “zona di comfort” di pricing non è più

una condizione considerata dai dirigenti in questo contesto economico: più dell’80% delle aziende, a livello globale, deve affrontare forti pressioni sui prezzi da parte dei concorrenti e dei clienti, oltre al rischio di inflazione dei prezzi dei beni. Questo sottolinea l’urgenza e l’importanza di coinvolgere i dirigenti, adesso. Il pricing power ha origine ai vertici dell’organizzazione. Quando i dirigenti rivolgono la propria attenzione ai prezzi, le loro aziende hanno una maggiore probabilità di ottenere un aumento generale di profitto e maggior possibilità di un aumento dei prezzi che sia profittevole.

Coinvolgere il top management nel processo di pricing significa stabilire i giusti obiettivi e incentivi, guidare i cambiamenti organizzativi e culturali per supportare un pricing migliore e ottenere maggiori responsabilità riguardo al processo di pricing generale. È un obbligo di leadership dei dirigenti, non un compito operativo da attuare giorno per giorno.

Ogni punto marginale ottenuto attraverso un aumento dei prezzi è prezioso nel clima economico attuale. Ecco perché non solo i dirigenti devono investire più tempo ed energie nel pricing, ma anche formare i propri dipendenti a fare lo stesso. Questo significa creare una funzione totalmente dedicata al pricing. Lo studio ha dimostrato che, con una tale organizzazione, le aziende hanno anche un chiaro impatto sulla capacità di tradurre il proprio pricing power in profitti più elevati. Non bisogna sottovalutare l’importanza della creazione

di una forte organizzazione per il pricing. Creare ed esercitare un forte pricing power è stato per molto tempo un lusso di poche aziende. Ora è diventata una capacità essenziale per la sopravvivenza.

È necessario un coordinamento end-to-end, dalla strategia all’interpretazione analitica e all’implementazione. Aziende con una funzione dedicata al pricing hanno il 15% di possibilità in più di aumentare i prezzi rispetto alle aziende sprovviste. Inoltre hanno l’11% in più di possibilità di implementare questo aumento in maniera profittevole, rispetto alle altre. Per concludere un auspicio per i dirigenti in merito al pricing: nel momento in cui la crescita economica tornerà a livelli storici, non bisogna fermarsi nella “zona di comfort”.

La situazione italiana

L’Italia rientra perfettamente nella media internazionale con l’81% di aziende che subiscono forti pressioni sui

prezzi, e circa il 70% coinvolto in guerre di prezzo. Lo studio dimostra che le aziende in cui il top management

assume un ruolo attivo nella determinazione dei prezzi hanno il 35% di probabilità in più di avere un alto pricing

power e il 30% in più di ottenere una crescita EBTDA nel corso dei prossimi tre anni. Il pricing power è la capacità di un’azienda di ottenere i prezzi che si merita per un dato valore offerto al cliente.Le aziende italiane

hanno ancora da imparare rispetto ai concorrenti globali, infatti, le aziende nazionali che vantano una funzione

totalmente focalizzata sul pricing sono circa il 51%, mentre la media globale è del 58%. La maggiore enfasi al pricing e le modifiche organizzative che la accompagnano non sono tuttavia semplicemente un meccanismo di difesa.

Volete saperne di più su come organizzare al meglio il pricing nella vostra azienda e diventare esperti di value based pricing? L’European Pricing Platform (EPP) organizzerà il 5° EPP Italy Chapter Workshop il 20 Febbraio 2014, presso l’Enel Flagship Store a Milano. Questo forum 2014 è rivolto a manager e professionisti che hanno a che fare con la gestione del pricing aziendale. L’evento, svolto con la collaborazione esclusiva di Simon-Kucher & Partners, permetterà ai partecipanti di conoscere e discutere sulle ultime tendenze di pricing e scoprire come utilizzarne il potere per ottenere maggior successo e profittabilità, attraverso business case e discussioni aperte.

Informazioni pratiche
Evento: 5^th EPP ITALY CHAPTER WORKSHOP: (RE)CHARGE YOUR VALUE BASED PRICING

Location: Enel Flagship Store, Via Broletto 46, 20100 Milano         

Data: 20 Febbraio 2014
Quota: € 195,00. Per partecipanti EPP 95,00€. Eventuale pernottamento non incluso.

Lingua: Italiano/Inglese

Per ulteriori informazioni: Britt Dejager:  +32 (0) 51 320 372 // britt.dejager@pricingplatform.eu
Website per informazioni: www.pricingplatform.eu/events/workshops/chapterworkshop/workshops-event-detail/icalrepeat.detail/2014/02/20/374/4/5th-epp-italy-chapter-workshop.html

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Per ulteriori informazioni: Britt Dejager - Project Manager - EPP                            

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M    +32/473.717.669 Tel  +32/51.32.03.72 -Fax +32/51.32.03.73           

E     britt.dejager@pricingplatform.eu  W    www.pricingplatform.eu     

A European Pricing Platform, Izegemsestraat 7 3.01, 8860 Lendelede - Belgium

The European Pricing Platform (EPP)

EPP offre uno scambio di knowledge a livello ‘Not-for-Profit’, focalizzandosi sul sostegno al business management, pricing e profittabilità per professionisti e executive CxO-level di diversi settori in tutta Europa. L’obiettivo è quello di offrire ai manager aggiornamenti sul pricing e sul know-how relativo all’ottimizzazione dei profitti. La condivisione interattiva e lo sviluppo di knkowledge sul pricing e ottimizzazione del pricing sono gli elementi principali della piattaforma. Per ulteriori informazioni: www.pricingplatform.eu

Simon-Kucher & Partners  

Simon-Kucher & Partners è una società globale di consulenza con  più di 700 associati in 27 uffici nel mondo, focalizzata sulla Smart Profit Growth. Fondata nel 1985, l’azienda vanta quasi 30 anni di esperienza di consulenza strategica e di marketing, ed è considerata leader mondiale della consulenza sul pricing.

Per ulteriori informazioni: www.simon-kucher.com

Announcing SPMG is new Structural EPP Partner

Brussels, January 09, 2014

The European Pricing Platform (EPP) is thrilled to announce that Strategic Pricing Management Group (SPMG) will become a new structural partner, content provider, and exhibitor at upcoming EPP events throughout Europe. By delivering know-how through these resources, SPMG contributes to improve the pricing knowledge of our pricing and profit optimisation Community.

In a world in which stakeholders are more demanding, customers more selective, and competitors fight aggressively for more market share, pricing is one of the biggest profit levers you can tweak to make an impact on your bottom line. 

“The actual volatile and uncertain business environment in Europe it is and is forecasted to remain complex and ambiguous for the next couple of years. In this situation, top performing companies that tackled the problem of growth by leveraging pricing and achieving high pricing power, outperformed competitors by delivering 25% higher profits”, said Fabio Cicalini, Managing Director, DACH & Italy, at SPMG. “With more than 20 years expertise in pricing and hundreds of projects delivered in all verticals, thought leaders, industry experts and dedicated Regional Directors, partnering with EPP puts SPMG in a position to help the pricing community bringing pricing in Europe at the next maturity level, and connect faster with companies to help them unlocking their unleashed pricing potentials”.

"We are very pleased to welcome SPMG to our partner community. It is great to know that they share the same ambition to bring pricing maturity in Europe to a higher level. We will work close together to help organisations discover how to achieve sustainable value capturing which results in full profit optimisation. We have excellent relationships with our partners and I am sure SPMG will enjoy being part of EPP activities.” said Pol Vanaerde, EPP President.

About Strategic Pricing Management Group

SPMG is an international advisory firm dedicated to helping companies achieve world class pricing competency. Since its inception in 1999 and with 50+ years of combined consultative pricing experience, SPMG has gone on to become one of the world's leading pricing consultancies. SPMG is recognised globally for its ability to develop pricing strategies that allow their clients to meet their goals and objectives. We have assisted organizations from a diverse range of industries with their strategic, tactical pricing, revenue and pricing process reengineering issues. The firm's main services are strategic pricing and marketing strategy, price/value research, corporate planning and pricing process alignment and training.  For more information on SPMG visit the website at www.spmgpricing.com.

About European Pricing Platform

EPP is a ‘not-for-profit’ knowledge sharing platform focused on supporting business management, pricing professionals and CxO-level executives with a main focus on Europe across a variety of industries. Our target is to keep the pricing and profit optimisation know-how of EPP participants up to date. Our mission is to be the number one on- and offline pricing resource for business decision makers. Interactive collecting, developing and sharing of pricing and profit optimisation knowledge are the key elements to the success of our platform. Enhance your pricing and profit optimisation know-how and be successful in it by joining this dynamic and resourceful pricing platform. www.pricingplatform.eu.

Source: EPP and SPMG

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For more information, contact:

European Pricing Platform

Project Manager and Partner Relations

Britt Dejager, +32/(0)473.717.669

britt.dejager@pricingplatform.eu

or

SPMG

Fabio Cicalini

Partner and Managing Director, DACH & Italy

+49 170 2753910  

fcicalini@spmgpricing.com

Syncron gears up as Silver sponsor at AMAN2014 !

Syncron is a global supply chain management software company, who are also growing from strength to strength with their Global Price Management software. We are very pleased to welcome them to AMAN2014!

Having recently been rated as “promising” price optimization and management software in Gartner’s MarketScope for B2B in 2013, Syncron is eager to share their systematic approach and solution with companies in the spare parts business.  We are very pleased to welcome them to AMAN2014!

EPP’s pricing and profit optimisation forums focus on bringing together an exclusive group of pricing professionals per industry to create a unique learning and networking experience.  

“At AMAN2014 we have built in ample learning and connection opportunities.  Our sessions centre around the 3D’s of Demonstrating, Discussing and Doing in order to ensure maximum retention after the event.” – Nicolene Barnard, Content Director AMAN2014

One such lively knowledge sharing session is the EPP Active Board, which Syncron is sponsoring on day 1 of the forum.

Johan Ösltin, pricing specialist, will guide participants through a well-crafted, interactive exercise, focussing on price and margin analytics, that will identify hidden revenue leakages and facilitate discussions about how these can be “plugged”, the moment they get back to their office.

Read what your fellow pricing professionals have to say about the Aftermarket and Manufacturing events at EPP.

Join EPP and Syncron for this session and get your pricing into a higher gear in 2014.

See you there!

New Bronze Sponsor: Prof. Roll & Pastuch

We are proud to announce that EPP's long-time partner, Prof. Roll & Pastuch Management Consultants, have signed up for bronze sponsorship at AMAN 2014.

Together EPP and Prof. Oliver Roll have devoted lots of time, energy and creativity into growing the pricing community in Europe.  The focus of his team is on realising projects which achieve a sustainable increase in earnings by optimising all stages of the pricing process.

“We’re really happy to be sponsoring AMAN2014.  It’s common to be impressed by very large conferences, as size often implies status, and seemingly success.  But EPP has proven many times over, that size isn’t everything.  The AMAN forum, limited to 80 participants, allows for plenty of high quality peer-learning and connection opportunities for pricing professionals.” - Prof. Oliver Roll

During the first Think Tank on day 1, moderated by Prof. Roll, we will see a top pricing professional from the manufacturing industry (to be announced soon!) bring his business case to the table.  He will pose two challenges, that they are currently facing, to the audience.  The audience will brainstorm in small groups and construct possible solutions or advice based on their collective pricing knowledge and experience. Participative peer-learning at its best!

We look forward to welcoming participants from manufacturing sectors such as Industrial machinery & components;  Construction equipment/building machinery;  Automotive, trucking & bus;  Food processing/packing machinery;  Industrial heating & cooling equipment;  Materials handling equipment;  Agricultural machinery;  Mining equipment etc.

Read the testimonials of past participants here.

See you in Amsterdam on 19+20 March 2014!

Best regards,

Nicolene