03 – 06 May 2016
PPS 27th Annual Spring Pricing Workshops & Conference
Past Wiglaf Big Idea Shows
Pricing Habits of Highly Successful Entrepreneurs
Pricing during Currency Fluctuations
Innovators: Can You Really Capture The Value You Create?Value-Based Pricing in Retail and Distribution
Strategically Reacting to Competitive Price Pressures
Engaging Sales in Price Management
Pricing Decisions and Organization Design
Strategically Managing Pricing Decisions Throughout the Product Lifecycle
Economic Price Optimization with Historical Sales Data
Price Management: People, Process and Tools
Optimizing Prices for International Markets
How to Price Part 4 of 4: Value Based Pricing
How to Price Part 3 of 4: Customer Research Approaches
How to Price 2 of 4: Elasticity and Profit Sensitivity
How to Price 1 of 4: Exchange Value
Defining the Pricing Function
Pricing in India
SPIN Selling and Value-Based Pricing: How Leading Sales and Pricing Teams Deliver
Prospect Theory: What is it and Why Should Pricing and Sales Care?
Pricing in Asia vs. USA
Pricing Strategy Defined with Three Questions
Pricing and Large Account Management
Pricing and New Strategic Accounts
Blu-ray vs. HD-DVD: A Case Study in Pricing and Standards Wars
Radiohead: A Case Study in Pay-What-You-Want Pricing
Abercrombie & Fitch: A Case Study in Promotional ManagementSmithfield Foods: A Case Study in Price Leadership in Turbulent Industries
Southwest Airlines: A Case Study in Target Pricing
AT&T and Verizon: A Case Study in Price Structures
Groupon: A Case Study in Couponing and Profits
Pricing with Exchange Value Models
Economic Profit Optimization
Profit Sensitivity to Price Variances
Competing on Price and Value
Influencing Price Acceptance
Neuroeconomics and Pricing (Prospect Theory)
Customer Perception-Driven Pricing: A manager’s guide to conjoint analysis
Tools for Monitoring and Managing Discounts
Managing Price Competition
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 this workshop, Tim J. Smith, PhD, CPP, will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability.
We will examine 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.
The workshop will conclude 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.
Delegates will learn:
Speaker: Tim J. Smith, PhD is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, Academic Advisor to the PPS CPP program, and the author of Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures
“Really enjoyed your high octane presentation: it makes pricing interesting & relevant.”
“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.”
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!
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…”
PPG Fiber Glass
“Excellent presentation. Good practical advice for managing price effectively.”
Product Strategy & Pricing
“Thank you for your insightful session on a different perspective to pricing. Your presentation went through a complex topic yet was easy to understand. “
Program Manager, India
"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."
"Your presentations cover relevant and practical topics, with practical illustrations to bring your messages to life in an entertaining and engaging way."
Senior Global Pricing Manager
"Thank you for another excellent presentation. As is typical of your style, your presentations are heavy on actionable ideas ..."
Masco Retail Cabinet Group
“Provocative and relatively sophisticated compared to a lot of Pricing discussions.”
Director, Corporate Pricing
“Not only do you learn to fish, you learn to price the fish for the maximum profit.”
Commercial Finance Manager
Crown Bolt, LLC
From Sunday, January 9, 2011, Buckingham Athletic