PDF M AY 7-10, 2019 ATLANTA, GA iety.com

30TH ANNUAL

SPRING PRICING WORKSHOPS & CONFERENCE

TAKING PROFITABILITY TO NEW HEIGHTS

MAY 7-10,2019 ATLANTA, GA

LOEWS HOTEL

Buy Two, Get the Third FREE Early Bird Deadline is March 29, 2019!

#PPSATL19

PPS 30TH ANNUAL

SPRING PRICING

WORKSHOPS & CONFERENCE

#PPSATL19

ATLANTA 2019

TAKING PROFITABILITYTO NEW HEIGHTS

FOUNDED: 1984 by Eric Mitchell

MEMBERS: 4,813

COMPANIES: 653

GLOBAL PRESENCE: 75 Countries / 6 Continents

EVENTS: 5 Major Annual Pricing Conferences

OFFERINGS: ? Certified Pricing

Professional ? Pricing Training

Workshops ? Over 40 Online

Pricing Courses

OTHER SERVICES:

? 16 Annual Publications

? Pricing White Papers

? Case Studies ? Webinars ? Annual Salary

Survey



Welcome to the PPS 30th Annual Spring Workshops & Conference!

On behalf of the entire KEVIN Professional Pricing MITCHELL Society team, I am President, The honored to announce Professional the program for our Pricing Society 30th Annual Spring Pricing Workshops & Conference.

We are very excited to welcome everyone to Atlanta, our hometown, for our event. Our meeting place, The Loews Atlanta Hotel is a grand, beautiful example of Southern Hospitality right in the middle of the city. The PPS Team and I look forward to seeing you and making sure that your investment with us exceeds all expectations.

Over the past three decades, PPS has used your feedback to create programs that deliver the strategies, tactics, benchmarking, education, networking, and latest trends you need to perform even better for your organization. We happily connect pricing and revenue management practitioners, senior leaders, business experts, and thought leaders to get you the resources you need to thrive.

Our Spring Conference will also have lots of takeaways for those interested in other business topics: Latest Trends in Commerce, Negotiation Skills, Segmentation, Discounting Strategies, Subscription Models, Artificial Intelligence, Partnership with the Sales Team, Change Management, Pricing Transformations, and many more. These topics and many more will be featured during keynotes and four concurrent breakout tracks on May 9-10.

We will also feature a dozen full-day workshops on May 7-8 so you and your team can get more in-depth information on Core Pricing Skills, Pricing Strategy Execution, Software as a Service, Corporate Strategy, Data Innovation, and other areas. These workshops are also worth credit toward the Certified Pricing Professional designation.

PPS Workshops and Conferences are the business world's best place to network, benchmark, train, and learn about pricing, revenue management, and related fields. We hope that you will join us and well over 500 of your peers in Atlanta to increase your business skillsets. Our programs are designed for you to make the most out of your investment with us. I look forward to seeing you at our event, where the PPS Team and I will make sure that our home is your home in Atlanta!

Our Spring Conference will continue to have expanded keynote offerings and town halls along with a special breakout track centered on Data Analysis, so you can use customer information to make better decisions and to capitalize on the value that your organization provides.

CONTENTS

WORKSHOPS....................................................................4 CONFERENCE AT-A-GLANCE...................................16 KEYNOTE PRESENTATIONS..................................... 18 BREAKOUT SESSIONS............................................... 22 TOWN HALL FORUMS................................................ 28 CONFERENCE INFORMATION................................ 29 HOTEL INFORMATION............................................... 29 SPONSORS.....................................................................30

THE MOST TRUSTED RESOURCE IN THE PRICING WORLD

The PPS network includes more than 4,800 active members worldwide from more than 600 leading companies in 75 countries. Currently, we produce five major annual pricing conferences in Asia, Europe, North and South America. Each conference assembles the finest specialists in the world to deliver the latest best practices, innovative trends and strategic skills in the pricing field. PPS also offers dozens of full-day training workshops

every year, taught by leading pricing principals and experts.

PRICING TRAINING

TOP 5 BENEFITS OF CERTIFICATION WORKSHOPS & ONLINE COURSES

1

2

3

4

5

Learn Best Practices from

Top Pricing Experts

Get Comprehensive

Pricing Training

Develop an Internal Pricing

Culture

Gain from a Rigorous Certification

Process

Bring Your Pricing Function

In-House

For More Information about the Certified Pricing Professional program please email cpp@ or visit the PPS website: and click on Pricing Training - Certified Pricing Professional (CPP) or Online Pricing Courses.

PPS is Proud to Offer an Exclusive Certified Pricing Professional Designation (CPP) Badge to our members that have successfully earned their certification!

CERTIFIED PRICING PROFESSIONAL

A MARK OF DISTINCTION FOR PRICERS WORLDWIDE AND THE INDUSTRY STANDARD PROFESSIONAL PRICING CERTIFICATION

The PPS Certified Pricing Professional (CPP) Program is academically sound and based on real business experience. The content is delivered via Live Workshops on

4 continents and Online Pricing Courses accessible from anywhere in the world.

The CPP curriculum covers core competency areas of price setting, psychological influences to price acceptance, price-variance and discount management, pricing strategy and tactics,

and organizational pricing-function development and improvement.

PROGRAM FRAMEWORK

The framework provides a sequence you should take to receive a well-rounded education in pricing. If you're pursuing the CPP designation, you can take any of the Online Pricing Courses or Live Workshops you choose, following this framework.

LEVEL 100

Foundations of Pricing

Foundation courses which should be taken first

LEVEL 200

Price Setting

LEVEL 300

Price Variance Management

LEVEL 400

Behavioral and Psychological

Aspects of Pricing

LEVEL 500

Pricing Electives

LEVEL 600

Pricing and Corporate Strategy

MAY 7-10, 2019 | ATLANTA, GEORGIA | #PPSATL19

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30TH ANNUAL

WORKSHOP 1 TUESDAY, MAY 7, 2019

9:00 am-4:00 pm

LEVEL 100 COURSE | B2B AND B2C THEMED

CORE PRICING SKILLS:

Price With a New Perspective

Customers do business with you for one reason - because your offerings drive greater bottom-line financial value to their businesses than alternative solutions. To understand the complete financial value of your offerings, pricing teams must move beyond relying solely on internal, historical data and add the "outside-in" perspective of key customers. The result is a complete assessment of the value you deliver to your customer's business and the ability to set a price that reflects that value and, thus, that the customer will recognize as fair.

Adopting the customer's perspective also enables you to create new solutions that solve emerging customer needs that they may not completely recognize. Often, this does not require developing new products - rather adding value-added services to existing solutions. When your internal teams understand how to drive improvement to your customer's business, your entire organization can align around maximizing profits via reducing internal price negotiations, discovering hidden pricing potential and building strong partnerships with your key accounts. By removing the pricing `black box' and providing the tools that enable sales to have meaningful value conversations with customers, you will improve price realization and build pricing integrity for your products in the market.

How to build a map of your customer's

business

ATTENDEES WILL LEARN:

How to customize value messaging to

key stakeholders

How to achieve price - value alignment

How to strengthen customer

relationships via value conversations

PRESENTED BY:

PATRICK MCCULLOUGH

Director, Holden Advisors

Patrick is a Director with Holden Advisors, responsible for commercializing the firm's vast array of intellectual property. Patrick specializes in driving the adoption of complex ideas and products through the translation of customer insights into tangible value. Patrick received a BS in Marketing from Penn State University and an MBA from the Columbia Business School.

ELLEN QUACKENBUSH

Senior Value Expert, Holden Advisors

Ellen Quackenbush is the Senior Value Expert at Holden Advisors. Ellen has led pricing initiatives for multi-billion-dollar companies with experience across industries and countries to help companies improve profits through stabilized pricing integrity. Ellen received her MBA from MIT, Sloan School of Management, and leverages her experience in high tech and analytical approach to transform value opportunities into financial impact.

Workshop presentations are provided in a print copy workbook only and remain the proprietary property of each workshop speaker.

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30TH ANNUAL SPRING PRICING WORKSHOPS & CONFERENCE

NEW HEIGHTS

WORKSHOP 2 TUESDAY, MAY 7, 2019

9:00 am-4:00 pm

LEVEL 300 COURSE | B2B AND B2C THEMED

PRICING STRATEGY EXECUTION

Best-in-breed companies overcome adversity with timely innovation and disciplined pricing. Although adapting swiftly to market conditions, they remain steadfastly loyal to the first principles of customer focus and pricing to value. When pursuing digital transformation, they prepare for price transparency with a laser focus on possible pitfalls within their pricing operations. They move price execution from the bottom of the organizational chart to the top. Most companies are not there yet.

In this workshop, we will discuss a breakthrough approach leading to superior pricing strategy execution, one that systematically eliminates pricing-related risks without alienating customers or inciting competition. We will frame pricing operations as a portfolio of activities that are documented and staffed and ready to deliver strategic and analytical pricing solutions. Attendees will learn how to discover revenue windfalls by tapping into their Hidden Pricing Factory. Attendees will also gain the skills needed to transform organizational functional silos into collaborative stakeholders and design pricing operations for efficiency and effectiveness.

ATTENDEES WILL LEARN:

How to discover revenue windfalls by tapping into your Hidden Pricing Factory

How to transform functional silos into collaborative stakeholders

How to design pricing operations for efficiency

and effectiveness

PRESENTED BY:

NAVDEEP SODHI

Managing Director, Sodhi Pricing Associates

Navdeep Sodhi is the Managing Director at Sodhi Pricing Associates and a leading authority on pricing operations. He has worked in several global industries, and is a recipient of Professional Pricing Society's Award for Pricing Excellence. He is an adjunct instructor at the University of St. Thomas and, recently, Visiting Professor at China Europe Business School. He co-authored the book, Six Sigma Pricing: Improving Pricing Operations to Increase Profits, and is published in multiple reputed publications.

MORNING BREAK LUNCH AFTERNOON BREAK

10:15 am-10:45 am 12:00 pm-1:00 pm

2:15 pm-2:45 pm

Workshop presentations are provided in a print copy workbook only and remain the proprietary property of each workshop speaker.

MAY 7-10, 2019 | ATLANTA, GEORGIA | #PPSATL19

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