Price - Simon-Kucher & Partners

3 rd PRICING STRATEGY CONFERENCE
PRICING AS A STRATEGIC LEVER FOR PROFITABILITY
Smart Profit Growth TM
In times of crisis, smart pricing is the key to higher profits
Simon-Kucher is the world’s leading pricing advisor
Brussels Office
opened
Tuesday, September 29, 2009, 2 pm to 5.30 pm
Hotel Radisson – Brussels
Wolvengracht 47, Rue du Fossé aux Loups
B-1000 Brussels
Dear Sir or Madam,
Simon-Kucher & Partners specializes in pricing strategies. We are holding our third yearly
conference on pricing techniques and challenges. Our Chairman and founder Prof. Dr. Hermann
Simon, along with our finest pricing specialists, will present key insights on how to maximise
profits and defend volumes through pricing in times of crisis.
We are pleased to invite you to our second pricing strategy conference, which will take place
on Tuesday, September 29 (see program on page 4).
If you cannot attend the conference personally, please feel free to share this invitation with colleagues
who might be interested. Please register online or fill in one reply coupon per participant.
SIMON ◆ KUCHER & PARTNERS Strategy & Marketing Consultants
Amsterdam ◆ Bonn ◆ Boston ◆ Brussels ◆ Cologne ◆ Frankfurt ◆ London ◆ Luxembourg ◆ Madrid ◆ Milan
Moscow ◆ Munich ◆ New-York ◆ Paris ◆ San Francisco ◆ Tokyo ◆ Warsaw ◆ Vienna ◆ Zurich
128, rue du Faubourg St Honoré, 75008 Paris. Tel : +33 (0)1 56 69 23 90 Fax : +33 (0)1 56 69 23 99

3 rd PRICING STRATEGY CONFERENCE
PRICING AS A STRATEGIC LEVER FOR PROFITABILITY
Our experience:
Simon-Kucher & Partners is a consulting firm specializing in marketing and strategy,
with 19 offices worldwide (Amsterdam, Bonn, Boston, Brussels, Cologne, Frankfurt,
London, Luxembourg, Madrid, Milan, Moscow, Munich, New York, Paris, San Francisco,
Tokyo, Vienna, Warsaw and Zurich).
“SKP is the world leader in pricing strategy”
Eric Mitchell, President of the Professional Pricing Society, Atlanta
The conference will feature several speakers, notably:
Pr. Dr. HERMANN SIMON, Chairman and Founder of Simon-Kucher
& Partners, will present the challenges associated with pricing processes
in times of crisis and give recommendations to optimize pricing
practices.
Professor Simon is regarded as one of the leading specialists in the world
of pricing. He has been a guest lecturer at Harvard and Keio University
in Tokyo.
KAI BANDILLA, Managing Partner France and Belgium, will present key
success factors to implement winning pricing strategies.
Mr. Bandilla (EAP, Stanford) has more than 19 years of consulting experience
and specializes in the formulation of pricing strategies. He teaches at Paris
Dauphine and he is a guest lecturer at INSEAD.
Limited number of places, please confirm your attendance as soon as possible.
Online registration : www.simon-kucher.com/brussels-conference
You can fax the attached coupon to: +33 (0)1 56 69 23 99
Or e-mail: conferences.brussels@simon-kucher.com

A pricing conference:
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Price is becoming a major element of the corporate strategy,
especially in times of crisis:
■ How to manage prices in this difficult period
■ Which price decreases to defend volumes
An optimized pricing strategy generally increases the Return
On Sales by 2% to 4%.
It is essential for companies to know their customers and
particularly their willingness to pay, as well as to master the
best pricing techniques.
The seminar helps participants understand and learn
from the experience of other industries.
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Goals:
The seminar will offer insights into price calculation
and processing methods; present existing tools and
best practices; and finally lead to a discussion on specific
situations currently faced by participants.
Five presentations:
I. Introduction: Pricing as a strategic lever for profitability in times of crisis
II.
III.
IV.
Sales & Pricing Improvement Programs: How to defend and increase revenues
in a downturn
Case studies: Best pricing practices
Managing price communication
V. “Manage for profit, not for market share”

Programme
2pm
2.30pm
Welcome
Introduction: Pricing as a strategic lever for profitability in times of crisis
KAI BANDILLA, Managing Partner France and Belgium
■ The role of pricing in European companies: challenges and best practices
in difficult times
■ Which prices in this period of low demand Dos and Don’ts
2.50pm
“ Sales & Pricing Improvement Programs ”: How to defend and increase
revenues in a downturn
FRANCK BRAULT, Partner, Paris Office
ALAIN SOLLIARD, Director, Brussels Office
■ Identifying sales improvement potentials in organization
■ Boosting short-term commercial activity
■ Creating tools to optimize volume & price trade-offs
■ Improving key accounts’ negotiation success
3.10pm
Case studies: Best pricing practices
FLORENT JACQUET, Partner, Paris Office
■ Establishing value analysis as the cornerstone of « smart pricing »
■ Gaining customer loyalty through new pricing schemes
■ Designing an incentive system to defend both prices and volumes
■ Identifying « quick wins » with a price audit
■ Redesigning a discount policy
■ Rationalizing price lists, discounts and net prices
3.40pm
Managing price communication
KAI BANDILLA, Managing Partner Belgium
■ Price communication: challenges and best practices in times of crisis
■ Price signalling techniques
■ How to use the media: Dos and Don’ts (case studies)
4pm
Break
4.30pm
“Manage for Profit, not for Market Share”
PROFESSOR HERMANN SIMON, Chairman and Founder of Simon-Kucher & Partners
■ Which value strategy to face the crisis
■ Recognizing ‘good’ and ‘bad’ market share
■ Benchmarking the best European and international practices
■ Integrating pricing policy into customer portfolio management:
differentiating offerings, tariffs and pricing structures
5.30pm
Cocktail