EPP Life Sciences Pricing Forum 2024

The world is changing towards digital sales and focusing on digital customer experience and pricing analytics are moving from purely transactional views to E2E focus along customer journey. In this context, find out:

• How data has become a golden asset that needs to be operated as a product and managed at scale
• Learn how this requires a change in the ways of working of global functions
• Discover how SE creates organizational DNA around data & analytics to improve customer experience and deliver profitable growth

• Develop your Category Management and RGM granularity with new models within your organisation
• Build a strong RGM culture – Understand how to make RGM a core team
• Hear a systematic approach of change management: what processes were used and what different teams were involved

• Understanding the impact of competition shifts on customer behavior and business outcomes
• Various levers – beyond lowering actual prices - to bring value to customers
• Strategic alignment, metrics, and a focus on continuous learning for confidence

• The pros of a customer-centric approach like customer value management (CVM)
• How to address typical challenges practitioners meet when starting and implementing customer value management (CVM) – attendees will have the possibility to vote 3 questions out of a list provided, before the event takes place
• Where to find the resources to leverage CVM and capture value

• Learn how to create a strong structure of a Pack Price Architecture in highly promoted categories
• Innovating in packaging, affordable brands, collaboration with retailers and different promotions in the light of innovative revenue models

• How to build holistic RGM optimisation success: leveraging promo, pricing, assortment, and profit pool analytics; challenges and key enablers
• Thriving within a data-driven RGM practice: Initiatives to unlock growth in an inflationary environment, offset losses and recover profitability

• The value of AI in promo planning
• Finding a balance between global scale, local needs and VUCA sell-out
• What we learned as pioneers?

• Price elasticity in practice: how to have the right assumptions, right category and assortment
• Understanding which items are less price sensitive to build your strategy
• How do we really calculate price elasticity?
• Reimagining the view of elasticity - a new perspective of price elasticity and price perception

• What is dynamic pricing and why do we need it?
 
• An overview of what has been done and real examples
 
• Real case study of how things were done when executing a dynamic pricing model –The process and its implementation
 
• How to deal with transparency in dynamic pricing?
 
• The way ahead - Implementation of ML based dynamic pricing
 

• Value-based contracting - “start with why”
• Value-based contracting in chronic care – “the least likely case”
• Learnings from around the world – “it’s all about data and mindset"
• Reflections on the future of value-based contracting

• How will you secure greater commitment and active engagement from your CEO as a pricing expert?
• What if your revenue strategy unlocks remarkable value creation success?
• Strengthen the connection between revenue growth and the journey of value creation!

• • Evaluating key trends that will affect the future of pricing in the manufacturing industry. What are the emerging pricing models and strategies to look out for in 2024 and beyond?
  • Looking ahead: how are pricing experts tackling uncertainty and getting ready for worst and best cases scenarios? Has the last two-year disruption boosted resilience in pricing functions?
  • Reflecting on dos and don’ts when rising prices in a volatile climate
  • How can pricing professionals harness change and disruption to bolster the role of pricing within the organisations?
  • To what extend can dynamic pricing principles commonly used in B2C be adapted to B2B manufacturing in order to navigate uncertainty and achieve profitable outcomes?
  • Will digital transformation’s acceleration have a real, measurable, attainable impact on pricing in manufacturing? How can digital solutions help organisations to achieve pricing maturity?

   Panelists:

  -Paola Andrea Valencia, Vice President Pricing Europe, Schneider Electric

  -Robert Irwin, Senior Vice President of Business Consulting Europe, Vendavo

  -Laura Rathjen, Head of Global Pricing, Festo

   Moderator:Olivier Dallemagne, Partner, BCG

• Understand how Dell Technologies sells computers with customer specific configurations
• Learn how to optimize services attach and profitability, services pricing needs to reflect the actual sold configuration

• A concrete roadmap to a successful stakeholder management
• Nailing the RGM levers - Hear a real case study and its implementation
• The key challenges and solutions of Regional / Local governance

• Data & analytics road map to improve pricing maturity
• Data visualization & management – How to leverage the full potential of data and what tools are available
• Testing different points: hear a successful revenue management, pricing and analytics integration

• A step-by-step guide to handle the entire dynamics in E-commerce 
• Nailing your E-commerce strategy 
• How to build your pricing of more than 10,000 products - learn the latest advances in E-commerce   
• Latest tools in E-commerce and howcompanies are balancing between online and offline  
• The competitive advantages of various options of delivery to customers 

    The session will discuss monetization options available to companies that are going through digital transformation.
•  Most common monetization models in digital economy
• Pros/cons of each monetization model
• How pricing departments should be prepared for the business model transformation
• How to choose the right monetization model to deploy
• How to align pricing strategy to the monetization model chosen
•  

• What is AI and GenAI
• GenAI solutions to help adoption of RGM tools in Mars
• Watch outs when using GenAI

• Royal FrieslandCampina (RFC) as a cooperative is owned by its farmers and receives its farmer’s milk “no matter what”
• The milk price paid to the farmer is both the main source of income for our farmers, but also the main cost for the company FrieslandCampina
• One of the main goals of RFC is to get the most value out of its milk as possible
• This should be achieved by allocating the right amount or milk to the highest valorizing products
• Meanwhile, pricing of these different products is aimed at optimizing value by offering the right price for the right (sub)product to the right customer at the right time
• There is especially a lot of focus on timing, as the dairy sector is a very volatile sector with market prices fluctuating significantly over time