Price - Simon-Kucher & Partners

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