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Vendavo

How to Strategically React to Competitive Price Pressures at the Vendavo Profit Summit

10-12 February 2015
Renaissance Hotel
Dallas, Texas, USA
Register

A competitor lowers or raises their price. Do you follow or hold firm? A new entrant with a disruptive business model enters and you have to decide:  lower prices or ignore? 

Every day competition changes.  As pricing professionals, we are called upon to weigh in on the decision of how to react to competitive price pressures.  When should we respond with a pricing action?  When should we ignore competitive price moves?  What price moves can we take that will improve, or at least maintain profitability?  When will a price reaction make no real difference to the outcome? 

Tim J. Smith, PhD, Managing Partner of Wiglaf Pricing, will discuss the Competitive Price Reaction Matrix and how leading firms are using mental calculus to improve their outcomes. 

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PPS

PPS 26th Annual Spring Pricing Workshops & Conference

05 – 08 May, 2015
Hilton Anatole Hotel
Dallas, Texas, USA
Register

Join Tim J. Smith, PhD at PPS Dallas 2015.  He will deliver the one-day workshop Pricing and Corporate Strategy:  The Pricing Decision Framework Proven Successful by the World’s Most Profitable Companies for Getting Pricing Done Right.


Abstract

Pricing challenges and decisions arise early and often. List prices, discounting, new product development, account management, and international variations are just a short list of key pricing challenges facing modern corporations.  How should a corporation manage the pricing function?

In Pricing and Corporate Strategy, Tim Smith, PhD will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. 

Pricing and Corporate Strategy examines approaches for managing prices in highly competitive business markets.  This workshop applies concepts from the fields of economics, consumer behavior, business selling, product lifecycles, and competitive dynamics in order to provide executives with a well-rounded view of pricing in business markets.  Executives attending this course will be able to identify routes to improve their pricing practices and avoid traps leading to pricing disasters.

Pricing and Corporate Strategy concludes with a framework for managing pricing in a modern corporation developed through both academic research and executive interviews and proven by some of the world’s most profitable and growth oriented firms. 

Attendees will learn

  • Understand the nature of a good price
  • See the impact of price concessions on profitability.
  • Connect product development to pricing decisions.
  • Connect customer account development to pricing decisions.
  • Connect international contingencies to pricing decisions.
  • Share a proven framework for integrating pricing into strategic corporate development.

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PPS

PPS 2nd Annual Latin America Pricing Workshops & Conference

16 – 17 September, 2015
Sheraton São Paulo WTC Hotel
São Paulo, Brazil
Register

Join Tim J. Smith, PhD at PPS Sao Paulo 2015.  He will deliver a one-day workshop.  Help us select which one by email tsmith@wiglafpricing.com with your top pick.  (Must plan to attend to vote): 

  • How to Price
  • How to Manage Discounts
  • Pricing Psychology
  • Unit, Tiered, and Bundled Pricing
  • Pricing and Sales Strategy
  • Pricing and Corporate Strategy

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ChicagoBooth

Pricing Habits of Highly Successful Entrepreneurs at the Chicago Booth Entrepreneurial Roundtable

20 July 2015
IT's Rice Campus
201 East Loop Road
Wheaton, Illinois, USA
Register

How should executives think of pricing?  More specifically, how do highly successful entrepreneurs do pricing?  Is it different than standard corporate pricing?  What are the parallels and what are the differences? 

In Pricing Habits of Highly Successful Entrepreneurs, Tim J. Smith, (Weekend ’01) will sharehow highly successful entrepreneurs use value-based pricing to simultaneously grow their business and achieve profitability.

Attendees will learn:

  • Value-based pricing – driving both profits and customer adoption
  • The three key questions to address for every pricing question
  • The three key financial questions that must be asked, but have almost no impact on pricing
  • How value-based pricing is used to define business and marketing objectives
  • The three academically accepted and industry proven approaches to price setting
  • How to strategically manage prices in the face of competition using the concepts of competitive advantage and pricing power
  • The proper role and management of discounting
  • How highly-successful entrepreneurs approach pricing differently than corporate pricing functions

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PPS

PPS 11th Annual European & Global Pricing Workshops & Conference

02 – 04 December, 2015
Mövenpick Hotel Amsterdam City Centre
Amsterdam, Netherlands
Register

Join Tim J. Smith, PhD at PPS Amsterdam 2015.  He will deliver a one-day workshop.  Help us select which one by email tsmith@wiglafpricing.com with your top pick.  (Must plan to attend to vote): 

  • How to Price
  • How to Manage Discounts
  • Pricing Psychology
  • Unit, Tiered, and Bundled Pricing
  • Pricing and Sales Strategy
  • Pricing and Corporate Strategy

Pricing Strategy

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Wiglaf Pricing

Beowulf Professionals Like
Wiglaf Pricing

“Really enjoyed your high octane presentation: it makes pricing interesting & relevant.”

Armin Kakas
Revenue Management
MillerCoors LLC


“Very engaging & thought provoking. The practical & real world cases that you brought up to explain some of the concepts, made things very easy to understand.”

Karthik P
Genpact Analytics


Wiglaf Pricing helps us create compelling arguments for philosophical change to old-school pricing strategies.  We enjoy learning new ideas with Wiglaf’s unique, dynamic storytelling approach!

Deborah Prickette
Director, Global Strategic Planning & Pricing
Emerson Process Management

Highly engaging and entertaining as they cover strategic issues in pricing.  Nice work also in drawing lessons from history applicable to the issues being discussed…”

John Suparman
Value Proposition
PPG Fiber Glass


“Excellent presentation. Good practical advice for managing price effectively.”

Calin Costian
Product Strategy & Pricing
HP


“Thank you for your insightful session on a different perspective to pricing. Your presentation went through a complex topic yet was easy to understand. “

Prasadkumar Dethe
Program Manager, India
HP


"Thorough and thought-provoking … an academic review of the latest findings in the pricing science; [yet] still they remain highly actionable and very relevant for the business life."

Roberto Bedotto
Pricing Director
Carrier HVAC


"Your presentations cover relevant and practical topics, with practical illustrations to bring your messages to life in an entertaining and engaging way."

Helen Taylor
Senior Global Pricing Manager
Sony Ericsson


"Thank you for another excellent presentation. As is typical of your style, your presentations are heavy on actionable ideas ..."

Shawn McNeil
Pricing Manager
Masco Retail Cabinet Group


“Provocative and relatively sophisticated
compared to a lot of Pricing discussions.”

Wesley Woolbright
Director, Corporate Pricing
Safeway Inc.


“Not only do you learn to fish, you learn to price the fish for the maximum profit.”

John Yoo
Commercial Finance Manager
Crown Bolt, LLC

 

Pricing Strategy Book Release

Pricing Strategy Book Release party photos

From Sunday, January 9, 2011, Buckingham Athletic Club,
Chicago, USA

 

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