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

• Develop a deep understanding of competitor strategies and market trends to anticipate shifts in customer demand and pricing dynamics, allowing you to proactively adjust your pricing approach and maintain profitability
• Translate competitive intelligence into actionable insights, empowering you to develop targeted pricing strategies that resonate with customers, differentiate your offerings, and drive sustainable revenue growth

• Discover proven frameworks for managing 50,000+ spare parts across 40+ international markets without losing profitability 
• Transform overwhelming SKU complexity into systematic revenue growth through structured portfolio optimization Master the art of maintaining pricing power while scaling operations across diverse global markets
• Master the art of maintaining pricing power while scaling operations across diverse global markets  

• 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

• Master the segmentation framework that drives profitability: Discover how strategic customer and parts segmentation creates the foundation for optimized pricing across thousands of SKUs, moving beyond one-size-fits-all approaches to targeted value capture
• From insights to implementation: Learn the complete journey from initial analysis through deployment, including how to uncover hidden profit opportunities, overcome organizational resistance, and achieve measurable results in spare parts pricing transformation

• 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!

Local vs. Global: How we aligned Local Initiatives and Global Strategies to reach a breakthrough in deploying our RGM strategy. Common pitfalls and universal recipes for success.

Real-World Case Study: 6 Years of Spare Parts Pricing Evolution at a Machine Manufacturer.  

• Journey from decentralized to centralized pricing: How you transformed global spare parts pricing from individual regional teams to one unified pricing center
• Implementing predictive maintenance pricing: Moving from reactive to predictive/preventive maintenance schedules and their pricing implications by gaining insight through potential. 
• Scaling pricing automation: Managing massive SKU portfolios (50,000+ parts) with automated pricing tools and external vendor integration 

• Transforming traditional spare parts operations into data-driven pricing excellence by creating unified data sources and automating workflows that eliminate manual copy-paste processes 

• Implementing feedback templates that involve sales teams in pricing decisions 

• Moving from mathematical pricing to dynamic, market-responsive strategies