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The Revenue Manager of Tomorrow

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As Revenue Management continues to evolve, the role of the Revenue Manager is emerging as a key driver of strategic growth and cross-functional leadership. In today’s dynamic environment — shaped by data-driven decision-making, AI-powered insights, and increasing market complexity — staying ahead requires more than operational excellence. It calls for innovation, agility, and a forward-looking vision for sustainable value creation.

Join Buynomics' Co-Founder Ingo Reinhardt and RGM expert Ivan Tretyakov (ex-Danone) for a deep dive into what it takes to succeed as a Revenue Manager in 2025 and beyond. From building mature RGM functions to aligning commercial teams and enabling long-term business success, they’ll share actionable strategies and real-world lessons from their experience.

Trade Wars

  • Abstract: As the Trump administration intensifies its tariff regime in the United States on imports from Canada, Mexico, and China, even hinting at punitive measures against European commodities like wine, global manufacturers and distributors are, once again, confronting increased volatility. This climate of economic uncertainty demands that businesses proactively embrace strategic pricing agility. Here are a few tips for navigating trade wars and mastering pricing agility from the experts at Vendavo.
  • PDF Download: images/EPP_Pulse/downloads/Journal_PDF_Trade_Wars-Mastering_Pricing_Agility__in_Times_of_Global_Uncertainty_2025.pdf
  • Author (Grid View): Mitchell D Lee | Profit Evangelist | VENDAVO
  • Author + Position + Company: Mitchell D Lee | Profit Evangelist | VENDAVO
  • Author + Position: Mitchell D Lee | Profit Evangelist
  • Author - Name Only: Mitchell D Lee
  • Author - Position Only: Profit Evangelist
  • Author - Company at time of writing: VENDAVO
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: Mitch is the Profit Evangelist and VP Product Marketing at Vendavo with decades of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term supply agreements with leading global manufacturers. Reach Mitch at mdlee@vendavo.com
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Mastering Pricing Agility in Times of Global Uncertainty
  • Article Intro: Change is the only certainty. The first step toward maintaining agility is staying well-informed. Set up real-time alerts and subscribe to trade news that impacts your industry directly. Use this information to forecast potential shifts in costs and prepare your pricing strategies in advance. This foresight allows you to quickly respond to new tariffs.

Change is the only certainty. The first step toward maintaining agility is staying well-informed. Set up real-time alerts and subscribe to trade news that impacts your industry directly. Use this information to forecast potential shifts in costs and prepare your pricing strategies in advance. This foresight allows you to quickly respond to new tariffs.

Transforming Promotions with AI

  • Abstract: This article explores how AI can transform promotional management by optimizing strategy, efficiency, and cultural alignment. Traditional promotions often lose effectiveness due to consumer perception effects, leading to issues like forward buying and cannibalization, especially in sectors like FMCG and fashion apparel. Through a phased approach —Crawl, Walk, Run, Fly— companies can incrementally integrate AI, from building foundational data transparency to achieving real-time, AI-driven decision-making. This approach demonstrates that AI enables businesses to balance short-term promotional gains with sustainable growth, offering a competitive edge in highly promotional markets.
  • Author (Grid View): Özde Süslü Global | Head of Discounts and Promotions Management | TRIUMPH INTERNATIONAL
  • Author + Position + Company: Özde Süslü Global | Head of Discounts and Promotions Management | TRIUMPH INTERNATIONAL
  • Author + Position: Özde Süslü Global | Head of Discounts and Promotions Management
  • Author - Name Only: Özde Süslü Global
  • Author - Position Only: Head of Discounts and Promotions Management
  • Author - Company at time of writing: TRIUMPH INTERNATIONAL
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: An experienced professional with 15 years in Revenue Growth Management and Business Intelligence, I have a proven track record in driving results within retail and omnichannel environments, notably at Marks & Spencer and Triumph. I excel at turning complex data into actionable insights that drive business growth, including optimizing price elasticities, en- hancing market penetration, and maximizing margin performance through advanced RGM stra- tegies. My expertise also includes rolling out cutting-edge TPx tools to support these initiatives. I’m passionate about continuous improvement and digital transformation, particularly in the retail sector, and I look forward to exchanging ideas with like-minded professionals. Reach Özde at ozde.suslu@triumph.com
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Smarter Strategy, Greater Impact
  • Article Intro: Sales promotions offer a double-edged sword for businesses. While they can be effective in attracting new customers, boosting volumes, and creating aware- ness, they also risk losing impact over time due to fundamental principles of hu- man price perception. According to Prospect Theory, promotions gradually lose efficiency due to three psychological effects. First, there is an asymmetric effect, where customers perceive a price promotion less as a gain than they perceive a price increase as a loss. Second, promotions suffer from decreasing effectiveness; the pleasure or utility derived from each subsequent promotion diminishes when promotions are frequently repeated. Finally, expectation adjustment occurs as consumers start to anticipate discounted prices, leading them to view full prices unfavourably and potentially weakening brand loyalty. In other words, they are trained to become more price sensitive overtime, and they do seek deals more often.

Sales promotions offer a double-edged sword for businesses. While they can be effective in attracting new customers, boosting volumes, and creating aware- ness, they also risk losing impact over time due to fundamental principles of hu- man price perception. According to Prospect Theory, promotions gradually lose efficiency due to three psychological effects. First, there is an asymmetric effect, where customers perceive a price promotion less as a gain than they perceive a price increase as a loss. Second, promotions suffer from decreasing effectiveness; the pleasure or utility derived from each subsequent promotion diminishes when promotions are frequently repeated. Finally, expectation adjustment occurs as consumers start to anticipate discounted prices, leading them to view full prices unfavourably and potentially weakening brand loyalty. In other words, they are trained to become more price sensitive overtime, and they do seek deals more often.

Unlock the Power of AI to Optimize Pricing and Maximize Profits

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AI-driven pricing is transforming the way businesses set and adjust prices in real time. But how do you know if your company is ready to leverage AI for pricing optimization? In this webinar, we’ll break down the different types of AI-powered pricing strategies, where they work best, and how they can drive revenue and margin improvements. 

Key takeaways include:

  • Identifying the right AI approach for your industry and business goals
  • Assessing if your data is ‘AI-ready’ for effective pricing optimization
  • Practical steps to implement AI pricing for maximum impact 

Whether you're new to AI-based pricing or looking to refine your strategy, this session will equip you with the knowledge to make informed decisions and drive success. 

Unlocking Quality Revenue Growth through consumer-centric PPA

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  • The optimal design of a successful PPA – how to do it faster, more efficiently and in the best way
  • Unleash promotion effectiveness and adjust your PPA for the consumers
  • Learn how to navigate the complexities of price-pack architecture in a rapidly changing regulatory landscape

Value of an Integrated Price & Market Access Ecosystem

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Explore how integrating data, software, and strategic insights across the product lifecycle - from pipeline to loss of exclusivity - enables faster, more confident decision-making.

Learn how a connected ecosystem optimizes pricing strategies, accelerates access, and improves the accuracy of insights. We’ll also examine how fragmented systems increase acquisition and integration costs, introduce misaligned data, and undermine confidence in critical decisions. See how NAVLIN’s integrated approach can transform the way you bring therapies to market.

When 8+2 is less than 10. Unlocking hidden pricing potential

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  • Know how to leverage partitioning to unlock new revenue streams after getting close to maximum willingness to pay 
  • Learn under what circumstances combining separate price elements would be beneficial 
  • Receive key takeaways for the strategic application and consolidation of partitioned pricing 

Winning the Pricing Game

  • Abstract: In the complex B2B landscape, competitive pricing intelligence is crucial for winning deals profitably. This article addresses the challenges B2B pricing teams face in gathering and utilizing competitive data, offering practical solutions. It explores the difficulties of accessing hidden pricing information, the legal and ethical considerations, and the challenge of validating data reliability. The article advocates for a proactive, organization-wide approach to collecting both structured and unstructured data, emphasizing ethical practices and the importance of combining multiple sources for a comprehensive view. It highlights the power of imperfect data over no data, urging businesses to embrace a hands-on approach to competitive intelligence for a significant competitive advantage.
  • PDF Download: images/EPP_Pulse/downloads/EPP_Pulse_7thEdition_Loon_Spielmann_complete.pdf
  • Author (Grid View): Loon Spielmann | Vice President of Pricing Strategy | Bosch Rexroth
  • Author + Position + Company: Loon Spielmann | Vice President of Pricing Strategy | Bosch Rexroth
  • Author + Position: Loon Spielmann | Vice President of Pricing Strategy
  • Author - Name Only: Loon Spielmann
  • Author - Position Only: Vice President of Pricing Strategy
  • Author - Company at time of writing: Bosch Rexroth
  • Author - Bio: Loon Spielmann is the Vice President of Pricing Strategy at Bosch Rexroth, bringing over 20 years of experience in pricing and competitive intelligence from the medical device industry to the industrial automation sector. He specializes in developing and implementing global pricing strategies that drive profitable growth. His focus is on empowering sales teams with data-driven insights and tools to strengthen value propositions and optimize competitive price positioning. His proven ability to synthesize pricing strategy with competitive intelligence, honed in the highly competitive B2B market, is now a key asset in shaping Bosch Rexroth's pricing approach across its diverse and complex product portfolio.
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  • Article data / edition: 7th Edition | 2025
  • Pulse Article Subheading: Mastering Competitive Intelligence in B2B
  • Article Intro: In the opaque world of B2B, where pricing isn't readily transparent and deal structures are complex, competitive pricing intelligence becomes paramount. Winning deals hinges on understanding the competitive landscape – securing contracts at prices that ensure profitability, not just market share. Yet, many B2B pricing teams struggle to integrate this crucial practice. Let's unpack the obstacles and offer actionable solutions.

In the opaque world of B2B, where pricing isn't readily transparent and deal structures are complex, competitive pricing intelligence becomes paramount. Winning deals hinges on understanding the competitive landscape – securing contracts at prices that ensure profitability, not just market share. Yet, many B2B pricing teams struggle to integrate this crucial practice. Let's unpack the obstacles and offer actionable solutions.

Winning with RGM

  • Abstract: As inflation and competitive pressure intensify across the FMCG sector, brands face a critical challenge: how to protect profitability without compromising brand equity. This article explores how industry leaders are meeting that challenge by embedding Revenue Growth Management (RGM) into the heart of their commercial strategy. Rather than resorting to deep discounts or reactive pricing, companies are shifting toward value-based pricing, data-informed promotion strategies, and real-time decision-making to sustain growth. Drawing from examples like Coca-Cola HBC and supported by insights from firms such as McKinsey, the piece highlights how RGM is evolving from a tactical tool to a daily operating system. It emphasizes the importance of cross-functional alignment, simulation-based planning, and disciplined promotional execution. Ultimately, the article shows how RGM empowers FMCG leaders to grow margins, stay relevant to value-conscious consumers, and maintain a resilient commercial position in today’s unpredictable market.
  • PDF Download: images/EPP_Pulse/downloads/EPP_Pulse_7thEdition_Mariam_Ghabrial_coverpage.pdf
  • Author (Grid View): Mariam Ghabrial | Marketing & PR Director | Marketeers
  • Author + Position + Company: Mariam Ghabrial | Marketing & PR Director | Marketeers
  • Author + Position: Mariam Ghabrial | Marketing & PR Director
  • Author - Name Only: Mariam Ghabrial
  • Author - Position Only: Marketing & PR Director
  • Author - Company at time of writing: Marketeers
  • Author - Bio: Mariam Ghabrial is a marketing and insights expert, guiding businesses in turning consumer insights into actionable revenue growth management strategies. As the Marketing & PR Lead at Marketeers, she plays a key role in shaping industry conversations and driving impact. With a background in advertising at FP7 McCann, she has worked with global brands like Nestlé and Orange, gaining deep expertise in market dynamics. Her contributions have earned her the "Making a Difference" award from UNICEF and the "Pioneer" title from ESOMAR for advancing Competitive Intelligence research in Africa. Passionate about simplifying decision-making, Mariam helps businesses accelerate growth through informed, strategic choices.
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  • Article data / edition: 7th Edition | 2025
  • Pulse Article Subheading: How FMCG Leaders Protect Profits and Market Share
  • Article Intro: As inflation and competitive pressure intensify across the FMCG sector, brands face a critical challenge: how to protect profitability without compromising brand equity. This article explores how industry leaders are meeting that challenge by embedding Revenue Growth Management (RGM) into the heart of their commercial strategy.

As inflation and competitive pressure intensify across the FMCG sector, brands face a critical challenge: how to protect profitability without compromising brand equity. This article explores how industry leaders are meeting that challenge by embedding Revenue Growth Management (RGM) into the heart of their commercial strategy.