Smarter pricing, improved margins

Expert Point of view : 

Pierfrancesco Manenti leads the IDC Manufacturing Insights research practice in EMEA and is the global lead for the Manufacturing Operations Technology Strategies advisory service. In his role, Mr Manenti provides insights, consulting and advisory support to leading manufacturers and specialty IT vendors into the key challenges and trends affecting manufacturing industries, including Automotive, Machinery, Wearing Apparel/Fashion, CPG, and High-Tech – with a particular attention to the EMEA region. Among the process domain areas, Mr. Manenti specializes in Manufacturing Operations, Supply Chains, and Product Life-Cycle strategies.

At the EPP Aftermarket Forum, Pier will provide us with a broad sketch of the European situation, highlighting main challenges per industry that makes up the Aftermarket and then zoom in on pricing and profitability management.

As quoted recently in the Ernst & Young publication (original here) :

"Pricing physical products is often complex, involving more than simply the cost of production – yet it remains a guessing game in many cases, says analyst Pierfrancesco Manenti at IDC Manufacturing Insights.
For manufacturers, visibility of the elements needed to price products optimally has been relatively blurry, but emerging tools and specialists can change that.

For the average manufacturing enterprise, pricing is typically a very operational, internally focused task. The managers who do it tend to be relatively junior and they generally create prices associated with the cost of production.

The imperatives for taking a more sophisticated approach to pricing are growing, however, thanks to keener competition and tougher economic times. According to Manenti, globalization and the rise of more informed end customers are heaping further pressure on companies to develop their pricing process.

Manufacturers have become more internationalized, so finding the right price in different countries is extremely important. Consumers are also increasingly using social and mobility apps to get information about products before buying. This is impacting the whole supply chain. The market is moving faster, so companies need to take decisions, in respect to prices, faster.”

Join the discussion on 19 and 20 June, 2013 in Frankfurt!  Register here.

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.  

http://bit.ly/10B2xQf

The Aftermarket in 2023: How 3D/4D printing could change the Aftermarket Manufacturing landscape of the future

Practitioner Point of View:

Mario Fleurinck, CEO of Melotte, is a passionate serial entrepreneur with focus on the development of sustainable manufacturing technologies.  With these innovations he aims to create business models that go far beyond the economic globalisation.  He believes that technology and manufacturing are playing a significant role in redesigning our social economic models.  Inspired by his holistic view and in the light of the growing global economic and geopolitical unbalance, Mario emphasizes a decentralised manufacturing approach with focus on optimal energy and material resources management.  

"What if our aftermarket needs would be filled in and materialized by cloud connected 3D-printers using a minimum on energy & raw materials? Will on demand products printed next to the user become reality?

Today we are at the dawn of an evolution in manufacturing that will change the value chain step-by-step. First by integrating digitized product data in cloud based designs and assemblies, followed by a fully digitized manufacturing supply chain; products, at the end of their lifecycle, fully reusable, dematerialized and transformed into new physic parts. Pricing is based on time-of-demand and its impact on the planet’s ecosystems; to be paid in euro’s or carbon credits?"

This is an example of the circular economy as practiced by the Belgian company Melotte and based on Mario Fleurinck’s vision, CEO Melotte and founder of InnoCrowd.

The combination of digital manufacturing, cradle-to-cradle digital processes and cloud based product management moves after-sales services towards a new paradigm without even mentioning the next wave, 4D printing!

Do not miss his presentation on 20 June in Frankfurt at the EPP Aftermarket Forum.  Mario will close the conference on a futuristic note... What could the Aftermarket Manufacturing landscape look like in the year 2023.  Looking forward to some interesting discussions on the topic.

Join us in Montreux. We're putting Life Sciences pricing in the spotlight.

3rd Annual European LIFE SCIENCES EPP Pricing & Profit Optimisation Forum:

Performing “Under Pressure”

5th & 6th June 2013 - Grand Hôtel Suisse-Majestic (Montreux – Switzerland)

 

The Life Sciences industry is evolving. Unprecedented market changes are pushing manufacturers to seek out new skills and insights and adapt their strategies and business models. Leaders are already investing in building capabilities that will ensure they meet both commercial & strategic objectives and are re-aligning people, functions and governance structures to that effect.

The Annual Pricing and Profit Optimisation Forum is in its 3rd year, and is the only event of its kind dedicated entirely to the Life Sciences industry. Delegates from across the spectrum of pharma, generics and medical technology come together to share, discuss and debate the best approaches to optimising pricing and profitability management.

Delegates can learn from high-level speakers such as:

Ø  Ray Almeida, VP Strategic pricing support & analytics – Boston Scientific

Ø  Heiko Visarius, Owner – VISARTIS Healthcare GmbH
Ø  Julie Spiesser, Global Strategic Pricing Senior Director – Sanofi Aventis
Ø  Thomas Buccholz, Partner – Simon Kucher & Partners
Ø  Janice Haigh, Practice Leader Market Access Europe – Quintiles
Ø  Harry MacDivitt, Director – Axia Value Solutions Ltd.
Ø  Prof. Mondher Toumi, Professor of Decision Sciences & Health Policies - university of Lyon
Ø  Madalina Lavinia Preda, European Pricing supervisor - Corning Life Sciences BV
Ø  Thomas K. Hauser, Chief Compliance Officer - Siemens AG
Ø  Mark Hill, Head of Market Access EU, Middle-East, Asia, Australasia – GILEAD Sciences
Ø  Nico Kleyn, Strategy director – Deloitte Consulting
Ø  And many more

See the final timed agenda on wwww.pricingplatform.eu  and see why all the life sciences leaders are attending. This agenda contains the invaluable experience and information that will put you ahead in 2013!

 9 reasons to attend:

 

1.       Meet high caliber of speakers and content
2.       Discuss actual pricing and profit optimisation challenges
3.       Get unique networking opportunities during the whole 2-day event
4.       Discuss, learn and challenge both strategic and tactical topics
5.       Get insight in best practices in pharma, biotech and medtech
6.       Engage in interactive discussions (formats)
7.       Learn how to eliminate risk and enhance revenue growth
8.      Reflect and design your personal action plan
9.      Join the unique evening networking event in the Montreux Casino*****

Who should attend?

From Market-leading Life Sciences, Biotechnology, Medtech, pharma, and Bio similar companies: CXO’s ,( Senior) Vice Presidents, Senior Executives, Heads, Directors:
Pricing / Finance / Payer Relations / International Trade & Policy / Business & Corporate Strategy / Parallel Trade / Reimbursement / Commercial Pricing / Pricing Strategists / Market Access
Sales & marketing / Regulatory Affairs / Governmental Affairs / Tendering / Revenue Optimisation

 
This 3rd Annual EPP Life Sciences Forum is organised in partnership with Model N and supported by Deloitte and HighPoint.
 

Practical information:

• Date: 5th & 6th June 2013
             4th June 2013: pre-workshop organised by ModelN (free for Forum delegates)
• Venue: Grand Hôtel Suisse-Majestic
                Avenue des Alpes, 1820 Montreux - Switzerland
• Rates: € 1495,00 for non-EPP Participants
              € 1346,00 for EPP Participants

Website for information or registration: www.pricingplatform.eu

For more information, e-mail  ilse.stevens@pricingplatform.eu

 

1.  

EPP welcomes new prime structural partner Roland Berger Strategy Consultants

The European Pricing Platform (EPP) is pleased to announce that Roland Berger Strategy Consultants will become a new Prime Structural Partner, exhibitor, and sponsor of The Pricing Maturity Indicator and Certified Pricing Management Program.

"Businesses can still extract a lot of value by developing effective pricing strategies and then linking them with the right tactics and disciplined execution. Good pricing needs to be part of an organizational DNA to deliver growth rather than a set and forget exercise" said Chethan Sharma, Partner, UK. "Partnering with EPP puts us in a position to generate awareness and thought leadership on how to help businesses make this happen"

Roland Berger are renowned for applying creative strategies that work to solve a wide range of complex business problems including Marketing and Sales, Operational improvement, Corporate Performance, Corporate Finance and Restructuring.

 “Roland Berger  has been carefully selected to join our group of pricing experts worldwide because of their proven track record, experience, and pricing science methodologies,” said Pol Vanaerde, EPP president. “We are pleased to have Roland Berger included on our expert list, and look forward to working closely with them to better serve our participants.”

EPP serves as the first ‘Not-for-profit’ network for cross-industrial pricing decision makers in Europe. Through various on- and offline media, EPP is dedicated to develop and share pricing best practices, effective tools, methodologies and populate technological solutions assisting in successful definition and implementation of Strategic Pricing.

About Roland Berger

Roland Berger Strategy Consultants, are a top-tier, global consultancy with 250 Partners and 2,700 employees working in 51 offices across  36 countries worldwide. The firm has a track record of delivering results to a multitude of blue-chip clients in all major international markets.

About European Pricing Platform

The EPP offers your company to have the right pricing tactics in place to guarantee customer loyalty and deliver sustained margin growth to your business. Enhance your pricing know-how and be successful in it by joining this dynamic and yet resourceful pricing platform.

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More information:                                                       

Britt Dejager                                                              

Project  Manager       

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European Pricing Platform

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

                                                                                      

Chethan Sharma

Partner

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Roland Berger Strategy Consultants

6th floor | 55 Baker Street | London | W1U 8EW

Phone +44 203 075 1114 | Mobile +44 7788 391 769

mailto: chethan.sharma@rolandberger.com