&

proudly present the

PRICING STRATEGY AND REVENUE OPTIMIZATION

July 26-28, 2010 | Hyatt Regency Miami, FL

SUMMIT

TM

THE MYSTERY OF WHAT TO CHARGE: NEXT STEPS IN INCREASING MARKET SHARE, OUTPERFORMING COMPETITORS AND REBUILDING CUSTOMERS CONFIDENCE

JOIN US

AT THE

SUMMIT

AND

LEARN HOW TO:

Optimize your pricing strategy by effectively communicating the value of the product/service Double market share and retain customers by utilizing dynamic pricing methodology Increase efficiency of your pricing optimization efforts by effectively implementing and executing your pricing strategy Maximize customer satisfaction by successfully overcoming price sensitivity

BENCHMARK YOUR PRICING STRATEGIES AGAINST THESE SUCCESS STORIES:

Johnson Controls Inc. Royal Caribbean Cruises Ltd. Safeway Inc. Aristocrat Crown Bolt, LLC Oliver Wyman International Hotel Group Henry Schein, Inc. DuPont Irving Group of Companies Biogenerics Inc. Lancaster Executive Bayview Financial, L.P.

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WWW.P RICE A ND R EVENUE S UMMIT. COM

PRICING STR ATEGY AND REVENUE OPTIMIZATION

July 26-28, 2010 | Hyatt Regency Miami, FL

WHO WILL ATTEND:

VP, Director, Manager of: Strategic pricing Revenue management Global strategic pricing Pricing Pricing Analysts Profitability management Strategic marketing Sales and marketing Sales operation and strategic planning Product managers Product development Strategy From the Following Industries: Retail (Grocery, Drug, Convenience, Discount, Home and Hardware, Consumer Electronics) Financial Services Pharmaceuticals Airlines and Transportation OEM Tourism, Hospitality Defense Contractors Technology and telecommunications Distribution Automotive

SUMMIT

TM

THE MYSTERY OF WHAT TO CHARGE: NEXT STEPS IN INCREASING MARKET SHARE, OUTPERFORMING COMPETITORS AND REBUILDING CUSTOMERS CONFIDENCE

Dear Colleague, Now, in this economy, pricing is more critical than ever. Its clearly a buyers market and the pressure on prices is being felt all across corporate America. Companies are having a hard time passing along any price increases and the past year of promotions and price cutting is forcing companies to rethink their pricing strategies. The objective of pricing strategy and revenue optimization is to achieve the highest sustainable prices for the entire portfolio of products across all market segments and channels. However, very often, companies design products and then ask How much can we get for this? Many companies are still basing prices on actual costs. But these tactics no longer work! Advanced managements have moved to strategic flexible pricing pricing on their customers perception of value! The questions remains: What are the best ways to develop cohesive and effective pricing strategy that attract customers, increase profitability and market share? Join us at our Pricing Strategy and Revenue Optimization Summit to learn from best-in-class companies and hear how they are tackling these and many other challenges!
your learning P.S. Maximize attending our experience by ps! See page how-to worksho today! 3 and register

ABOUT

THE

ORGANIZER

Finance IQ, the financial division of IQPC, produces the worlds most cutting-edge and strategic financial conferences across the US, Europe, Asia and the Middle East every year, educating almost 5,000 high-level executives annually. Our comprehensive events provide an unbiased, specialized forum where you can discuss the issues most important to you and network with industry leaders.

SPONSORSHIP AND EXHIBITION OPPORTUNITIES

Sponsorships and exhibits are excellent opportunities for your company to showcase its products and services to high-level, targeted decision makers attending the Pricing Strategy and Revenue Optimization Summit. IQPC and Finance IQ help companies like yours achieve important sales, marketing and branding objectives by setting aside a limited number of event sponsorships and exhibit spaces all of which are tailored to assist your organization in creating a platform to maximize its exposure at the event. For more information on sponsoring or exhibiting at this or upcoming events, please contact Mario Matulich at 1 (212) 8852719 or sponsorship@iqpc.com.

Oksana Shubchinskaya Sr. Program Director Oksana.Shubchinskaya@iqpc.com

Register online at www.PriceAndRevenueSummit.com or call 1-800-882-8684

DAY PRE-CONFERENCE WORKSHOPS ONE Monday, July 26, 2010

A
8:30 11:30 8:00 Registration & Coffee

Driving Excellence in Your Pricing Process Implementation & Execution

Once a pricing strategy and approach has been developed, a key to success is ensuring that implementation is correctly carried out. Many projects on pricing fail due to poor implementation! During this interactive workshop we will discuss various methodologies and tools that can help you to identify the steps that need to be carried out. You will also look into what resources need to be allocated and what performance measures need to be monitored. And finally, we will discuss how to interpret the results obtained and what corrective actions need to be taken. What will you learn: How to ensure the buy-in from all key stakeholders How to identify and build the process that will ensure success of your project How to define, allocate responsibilities of all team members along with timelines and KPIs How will you benefit: Learn key metrics that are needed for monitoring Understand each and every step in the process regardless the specifics of your products or services

Gain knowledge on various scenarios possible for your pricing optimization projects and how they could be applied to your specific situation

Workshop Leader: Alain Meloche, Partner, Strategic Pricing Management Group, Inc. Alain Meloche, a partner at Strategic Pricing Management Group, has over twenty years of experience advising executives on strategic Product, Sales & Service Strategy issues. Altogether, he has over twenty years of experience advising executives on their organizations strategic issues. He began his consulting career at Larson & Company, a strategic consulting boutique that was an offshoot of McKinsey, later acquired by Mercer Consulting, where he also worked. Previous to his consulting career, Alain led the corporate finance groups at two natural resources companies where he was responsible for business valuations, financing and advising the CEOs relative to corporate strategy and divisional/ subsidiary performance. He has been a founding partner and Vice President of Business Development for a company developing a unique human-computer interface mechanism. In addition to an M.B.A. from the Harvard Business School, Alain also has an M.Sc. in nuclear engineering and a bachelors degree in theoretical physics.

11:45 2:45

11:30 Registration

Increase Effectiveness of Your Pricing Strategies by Leveraging Business Evaluation Approach

The allure of pricing is powerful, yet carries great risk. If it is done poorly, there can be extensive damage to many facets of the business: margins, market share, customer relationships, sales force confidence to name just a few. Often, companies may wonder just what the payoff is and where to start. Transcend combines advanced statistical analysis, data modeling, market research, and proven processes to provide you rapid answers to these questions. What will you learn: Measure and benchmark process capabilities including price measurement, process variation, key drivers of variation and metrics performance Perform standardized analysis Assess process performance using price-volume scatter plots, price bands, price waterfalls, cumulative profit curves and pocket margin analysis How will you benefit: Evaluate perceived process capability, user friendliness, and effectiveness, both internally and externally Asses organizational dynamics including staff resourcing and skill sets mix

Familiarize yourself with various elements of business evaluation approach

Workshop Leader: Joseph V. Marigliano, Partner, Transcend Strategic Consulting Joseph V. Marigliano has been working in the field of pricing for nearly twenty years. He has performed at all levels of corporate positions, from analyst to Vice President. His expertise includes the following: transaction pricing analysis, value based pricing, price optimization, price strategy, product line pricing, customer/account pricing programs, government pricing, and industry price dynamics. Additionally, he has extensive experience in customer segmentation, marketing analytics, market share modeling, six sigma, and forecasting. Joseph has an strong global industrial background in both manufacturing and distribution, working in both configured product and SKU based environments. Joseph has an MBA from Temple University, a MS in Operations Research from Stanford University, and a BS in Operations Research from the United States Military Academy at West Point.

3:00 6:45

2:45 Registration

Using Science-Based Segmentation to Unlock Pricing Opportunities and Execute WellOptimized Pricing in the Field
Within vast volumes of data lies significant profit opportunity. Those who practice strategic pricing well have seen significant, clear benefits of business intelligence tools that provide the ability to dive deep into data to pull out key metrics that dramatically improve profit and margin. However, mining a huge data set to establish accurate price metrics is difficult to do with just poking around or best guess methods. Whats worse, if the sales force does not trust or use the prices you provide it doesnt matter what pricing strategy is employed. Enter into the equation the value of Pricing Science Segmentation. Pricing Science offers a proven, automated way to find profit opportunities and provide your sales team with significant insight into that opportunity. An integrated pricing process provides tools that allow your sales force to easily and efficient access information and implement prices during the negotiation. It allows sales management to monitor the effectiveness of price strategies as well as front line sales performance. This workshop will provide a high-level overview of the value of pricing, demonstrate how segmentation can be used to generate significant opportunity, and how to use science to unlock real price opportunity throughout your organization. What you will learn: How to quickly determine underperforming customers by segment How to identify price elasticity in the midst of varying economic conditions
3

How to predict near term revenue streams to help optimize strategies and meet margin and revenue goals

How you will benefit: Learn to identify who your best and worst performing customers really are through science-based segmentation Learn how to build acceptance for your pricing program throughout your organization, from the top down Learn to identify real pockets of margin opportunity that will significantly improve your bottom line

Workshop Leader: Neil Biehn, Director of Science Solutions, PROS Dr. Neil Biehn is currently the Director of Science Solutions at PROS where he leads the group responsible for configuring and implementing science based pricing solutions in the Manufacturing, Distribution and Services verticals. Dr. Biehn currently lives in Houston, TX where he was the local Chapter President of INFORMS during 2002-2005. Dr. Biehn continues to be an active member of the national chapter of INFORMS and regularly presents at their annual conference. Dr. Biehn received his PhD from North Carolina State University in the field of Operations Research and Applied Mathematics.

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DAY MAIN CONFERENCE TWO Tuesday, July 27, 2010

7:15 8:00 8:15

Registration & Coffee Chairpersons Welcome and Opening Remarks OPENING PANEL DISCUSSION: Tackling the Challenge of Increased Price Sensitivity: Best Practices
In todays economy one trend is really clear increased price sensitivity is not a short-term trend and needs to be addressed at Clevel. Companies need to ensure that their new pricing strategies reflect this trend; the questions is, how is it going to impact business growth of the company and business overall? Attend this interactive panel discussion and learn how to: Analyze the factors that impact customer purchasing decisions Identify new models and strategies to impact price elasticity Manage customer expectations and provide added price flexibility Todd Pate VP, Global Pricing Aristocrat

gone from $600 million in sales in 1995, primarily as a U.S. mail order business, to almost $7 billion in 2009 as a Field Based business in 23 countries. Join this interactive case-study and learn how to: Select the solution that would work for you Adopt Price Optimization solution Create pricing discipline from "entrepreneurial chaos" Kevin Ryan Director of Business Intelligence - N.A. Henry Schein, Inc. 12:15 Networking Luncheon 1:15

B2B Large Contract Pricing: Balancing Price with a Lasting Relationship

In the B2B world, often your top 10-20% of your customers make up 70-80% of your revenue. Optimizing your price such that you are fairly compensated for your value while building a lasting relationship is extremely important for your profitability. Attend this interactive case-study presentation and learn how to: Understand your cost to serve these customers Segment your customers based on what they value and their strategic importance to you Set differential offerings/ treatment strategies and prices for these large customers Meena Panchapakesan Corporate Global Pricing Director DuPont Consulting Solutions

9:00

Pricing For Sustained Profitability

Under constant pressure to meet market share or sales targets, companies first instinct is often to reach for the all-powerful pricing lever. Unfortunately, near-term gains are invariably fleeting and even destructive, as competitors respond in kind, account churn increases, and the formerly profitable incremental business must now cover its share of fully allocated costs. In this session, we will explore how a strategic approach to pricing and revenue management has been used to drive sustained improvements in growth and profitability in highly competitive markets. You will learn how to: Identify and attract the right customers Determine customers willingness to pay for a product or service enhancementand how to capture that value Incorporate dynamic pricing strategies Improve execution to reduce revenue leakage Bruce Spear Associate Partner Oliver Wyman

2:15

Value-based Pricing: Practical Steps and How-tos

Pricing on Customer Value is a new and fresh approach to the realm of pricing. With this methodology, a company starts with a comprehensive analysis to fully understand what really matters to the customer, and how these needs are currently being met in the market place. Value-based pricing tools then create and deliver a pricing proposition that fully captures customer value. However, valuebased pricing must adapt to the current economic climate, since what might have worked perfectly in a buoyant economy, might be a poor choice in a slow economy. Join this presentation and learn how to: Determine pricing strategies and tactics in various economic situations Identify and select the most optimal path to pricing excellence across several different industries We will review innovative tools and techniques, which can be used to drive profits and grow your own company Dr. Joern Meissner Chairman Lancaster Executive

10:00 Morning Networking and Refreshment Break in the

Exhibit Hall
10:45 Pricing for Growth As the recession abates, many companies are focusing on top line growth. They have faithfully cut every cost possible and now revenue growth goals have taken center stage. The critical factor is to ensure that revenue growth is profitable. With client procurement offices negotiating every line item how do we stop the race to the bottom? Attend this case-study presentation and learn how to: Define price for profit not the lure of market share Protect your value proposition by give customers choices Confidently defend your price with customer procurement offices Build pricing competency within the sales team Dr. Reed Holden Founder and CEO Holden Advisors 11:30 Developing Pricing Strategies Out of Entrepreneurial

3:00

Afternoon Networking and Refreshment Break in the Exhibit Hall Retail Industry Insights: Best Practices and Multiple and Discount Pricing
There are many outside influences that affect profitability and a retailer's bottom line and one of the most important factors companies have to keep in mind is customer willingness to pay! Attend this interactive session and learn how to: Examine the downsides of these tactics as a reason for needing Best practices on the impact on sales and long term volume impacts Predict the addictive qualities of discounting using the Prospect Theory Reap the benefits of these tactics while minimizing negative risks Wesley Woolbright Director, Corporate Pricing Safeway Inc

3:45

Chaos
The key to any growth business is fostering entrepreneurial ownership of a company's vision and services. But as the growth is realized, either organically or through acquisition (or both), creating a consistent process of how to price to market becomes an increasing challenge. Henry Schein, Inc., a fortune 500 distribution company, has
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Register online at www.PriceAndRevenueSummit.com or call 1-800-882-8684

4:30

Hotel & Tourism Industry Insights: Meet Your Customers Where They Are
Pricing is one of the most powerful tools a hotel can use to increase revenue. To ensure that you manage your price more effectively, you need to know how to set the right prices, develop rate fences (differentiate prices by customer type), and use multiple distribution channels. Attend this interactive case study and learn how to: Impact variable pricing and discounting makes on revenue management in the context of price elasticity Determine optimal price mix and perceived fairness Identify congruence with positioning and sales strategies Dev Koushik Head of Pricing International Hotel Group

5:15

ROUNDTABLE DISCUSSION: B2B: Contract Pricing: Individualized Approach to Pricing

Many manufacturing companies today are experiencing declines in market share and margins. It is imperative that manufacturing companies identify customer key value drivers and how much they are willing to pay for various services. But this is only first step! Join this interactive roundtable discussion and learn how to develop customized programs for each customer segment! Bruce Spear Associate Partner, Oliver Wyman

6:00

Close of Day Two

DAY THREE
7:30 8:00 8:15

MAIN CONFERENCE
Wednesday, July 28, 2010
10:00 Morning Networking and Refreshment Break in the

Registration & Coffee Chairpersons Recap of Main Conference Day Two

Exhibit Hall
10:45 PANEL DISCUSSION: 10 Common Mistakes Companies

PANEL DISCUSSION: Its All About Data Part 1: Leveraging Unstructured Data Received via Social Media Channels to Make Applicable Price Decisions
New technological advances provide business with endless opportunities to communicate with their customers. It also creates additional opportunities to incorporate this data into pricing models. The challenge however is how to determine the value and impact of this data. Join this interactive session and learn from those who already utilized it. Attend this interactive session and learn how to: Identify and utilize various social media channels to obtain the data necessary for key pricing decisions Apply business analytics techniques to better incorporate data to your companys overall pricing strategy Assess the impact of social media data on your pricing strategies Bob Pitzel Corporate VP, Pricing & Revenue Management Irving Group of Companies

Tend to Make in Their Pricing Optimization Efforts

As we all know, in order to save business, companies have tried numerous pricing strategies and as we can imagine, some of them turned out to be less successful than the others. Join this interactive session and learn what strategies did not work and most importantly WHY!!! Questions to consider: Does discounting always work? What is the real impact on the bottom line? Does the introduction of newer, more affordable products harm your brand? Where should or shouldnt you look first: competition, market or internal factors? Wesley Woolbright Director, Corporate Pricing Safeway Inc Linda Trevelen Head of Pricing Philips Respironics 11:30 What About Market Segmentation? How Well do

9:15

Finding the Right Price Increase Approach for Each Phase of the Economic Cycle
GDP numbers indicate that the economy is beginning to recover. The long period of destocking is over, and hesitant demand is returning. At this stage in the cycle, no purchasing organization wants to accumulate more product than they are certain to consume, but demand in several sectors has recovered to the point that were seeing price increases in markets from beer to lubricants to freight to semiconductors. Most suppliers expect to be in a position to consider price increases in 2010. Even if upward pricing pressure is still in your future, it pays to plan for effective price increase execution and realization. As your markets firm, what is the right price increase approach, or mechanism, for each phase of the cycle? Join this interactive session and learn the following: Acceleration Phase: Adjusting pricing guidelines Peak Phase: Increasing the price Downslope: Disciplined response, reducing service costs, downselling These tips, techniques and best practices will help you maximize your price realization during the upturn, and help position you to optimize your margin realization over the cycle to improve your positioning for the next downturn. Price is the single greatest driver of earnings and if used effectively it is a significant competitive differentiator. Dan Bormolini Sr. Business Consultant Vendavo

You Know Your Customer?

Willingness to pay is a critical component of any effective pricing strategy. Recent research finally proves what we used to assume: there is a strong, positive relationship between customer satisfaction and willingness to pay. So, how well does your pricing or revenue management team know the customer? Your customer contact channels should be helping you understand customer behaviors, but you must also understand the underlying attitudes that lead to those behaviors. Attend this engaging presentation in order to learn how to: Collect the emotional customer reactions that are the foundations of customer loyalty Gain executive buy-in to the attitudinal data and the lessons for your organization Encourage ongoing attention to barriers to satisfaction that hinder your customers' willingness to pay Darin Phillips Director, Customer Experience Bayview Financial, L.P. 12:30 Networking Luncheon

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1:30

PANEL DISCUSSION: Change Management for Various Pricing Models: Connecting the Internal Dots
Recently, many businesses have had to change their revenue and pricing optimization techniques quite rapidly! But pricing and revenue management does not exist in a vacuum and requires close collaboration with multiple stakeholders. Join this interactive session and learn how to ensure internal support of your pricing optimization efforts: Identify all stakeholders for each items price Address the macroeconomic forces that shifted the tactics of this new way of pricing 180 Discuss the corresponding current and long term impacts to adopting the new way of pricing in the post recessionary environment Define a mature approach to new pricing that is sustainable through future challenges John Yoo Commercial Finance Manager Crown Bolt, LLC Todd Pate VP, Global Pricing Aristocrat

3:00

Afternoon Networking and Refreshment Break in the Exhibit Hall PANEL DISCUSSION: The Mystery of What to Charge: What is Next in Price Optimization?
With the new techniques coming up every day, businesses have to stay on top of all new, innovative trends! Join your colleagues and learn what is NEW! Questions to discuss: Converting the uncertainty in consumer spending habits into opportunities Embracing new technologies to develop pricing strategies that shape demand Tailoring product offers based on competing sellers and programs William Haddad CEO, President Biogenerics Inc.

3:30

4:15

Quick Fire Brainstorm Session: Main Take-aways from the Conference

During this interactive session you will have a chance to exchange the ideas that were shared throughout the whole event! Questions to discuss: Top 5 criteria for selecting a pricing model Top 3 strategies to respond to price sensitivity in B2B environment Top 3 strategies to respond to price sensitivity in B2C environment Top 3 strategies that can be applied regardless of any industry specifics Panelists TBA

2:15

ROUNDTABLE DISCUSSION: B2C: Diversification Without Discrimination

Consumer pricing practices have changed significantly over the last few years as price transparency has increased exponentially and new channels have been developed. Setting a price that maximizes business results is an exercise that can no longer be done using only internally generated data. Join this interactive roundtable discussion and learn how you can succeed in this new B2C environment! Dev Koushik, Head of Pricing, International Hotel Group

5:00

Chairpersons Closing Remarks & End of Conference

REGISTRATION INFORMATION
Pricing Optimization One Day Conference: Two Day Conference: All Access: Workshop(s) (a la carte) A: B: C: $249 $249 $249 $499 $699 $1,199 Team Discounts: For information on team discounts, please contact IQPC Customer Service at 1-800-882-8684. Only one discount may be applied per registrant. Special Discounts Available: A limited number of discounts are available for the non-profit sector, government organizations and academia. For more information, please contact customer service at 1-800-882-8684. Details for making payment via EFT or wire transfer: JPMorgan Chase - Penton Learning Systems LLC dba IQPC: 957-097239 ABA/Routing #: 021000021 Reference: Please include the name of the attendee(s) and the event number: 18987.001 Payment Policy: Payment is due in full at the time of registration and includes lunches and refreshment. Your registration will not be confirmed until payment is received and may be subject to cancellation. For IQPCs Cancellation, Postponement and Substitution Policy, please visit www.iqpc.com/cancellation *All access pass includes conference + all workshops. Please note multiple discounts cannot be combined. A $99 processing charge will be assessed to all registrations not accompanied by credit card payment at the time of registration. MAKE CHECKS PAYABLE IN U.S. DOLLARS TO: IQPC * CT residents or people employed in the state of CT must add 6% sales tax. About the Venue Venue is to be announced. Please check the website www.priceandrevenuesummit.com for updates and announcements If you would like to be notified via email as soon as the information becomes available please email kristy.dineen@iqpc.com with the following in the subject line: Pricing Strategy and Revenue Optimization Special Dietary Needs: If you have a dietary restriction, please contact Customer Service at 1-800-882-8684 to discuss your specific needs. 2010 IQPC. All Rights Reserved. The format, design, content and arrangement of this brochure constitute a trademark of IQPC. Unauthorized reproduction will be actionable under the Lanham Act and common law principles.

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&

proudly present the

PRICING STRATEGY AND REVENUE OPTIMIZATION

July 26-28, 2010 | Hyatt Regency Miami, FL

SUMMIT

TM

THE MYSTERY OF WHAT TO CHARGE: NEXT STEPS IN INCREASING MARKET SHARE, OUTPERFORMING COMPETITORS AND REBUILDING CUSTOMERS CONFIDENCE
Sponsors: Media Partners:

WWW.PRICEANDREVENUESUMMIT.COM