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Pricing means Business!

20th Annual Fall Pricing Workshops & Conference

· Workshops and Special Events: October 21, 2009 · PPS Fall Conference: October 22 & 23, 2009

The Hyatt Regency Grand Cypress, Orlando, Florida

3 CPP Certified Pricing Workshops

October 21, 2009

See page 4

Pricing for Executives Summit

October 21, 2009

See page 8-9

Pricing for Latin America Symposium

October 21, 2009

See page 10-11

Welcome to Orlando! This year more than ever,

PRICING Means BUSINESS!

ThE PPS BOaRD OF aDviSORS: Eric mitchell Founder & Chairman of the Board, Professional Pricing Society Jerold (Jerry) m. Bernstein President, The Price Improvement Team LLC Janelle Brechon Pricing Manager, Eaton Corporation xan Chamberlain Senior Manager, Global Services Pricing, Hitachi Data Systems marty Coalson Assistant Vice President, Product Development & Yield Management, Union Pacific Railroad Jim Geisman President Market Share Inc. Scott hornick Vice President, Oliver Wyman Richard Lancioni Professor of Marketing, Temple University Laura Preslan Business Integration Manager, Microsoft Corporation Gary Ritzert, Vice President, Retail Consulting, AC Nielsen Stacey Schaeffer Director, Pricing Strategy, SAS Institute, Inc. michael Simonetto Principal -- Pricing and Profitability Management, Deloitte Consulting LLP

Hosting the 20th Annual Fall Pricing Workshops & Conference this year is reinvigorating to us and we are sure that it will be for you too! This will be the largest pricing experts gathering in more than 25 years! For this special event, we requested the world's leading pricing experts to prepare the most compelling subjects that are challenging pricers everywhere; they will deliver presentations that will give you the tools to stay sharp, to propel your career, add value and improve profitability for your company during these trying times. Our job is very clear, we must continue to deliver the finest pricing programs and education to you, but we also have to make it applicable to today's market conditions and prepare you for the recovery. This year's Fall Conference brings the very best in pricing to you and also allows you to hear from your peers and understand how other pricers are dealing with current challenges while setting the foundation for a positive recovery. Only at PPS Conferences can you tap into the collective experience and the diversity of fields in the pricing world -- Orlando is THE place to meet with your pricing peers and the thought leadership in pricing to share ideas, experiences and best practices. Our outstanding program is outlined in the following pages. This year, we have designed a special program for Executives who need to be more in-tune with new and complex pricing trends and methods, for them we announce our Inaugural Pricing for Executives Summit. Moreover, we are proud to recognize the success and the growth of the Latin American region by hosting our 2nd Annual Pricing for Latin America Symposium, that is of course on top of 35 speakers and sessions including 3 cutting-edge Workshops, the world's top pricing experts delivering our General Sessions and more than 15 different and specialized sessions divided on 3 tracks. Read on! We know you are all business and we know PRICING will mean more business for you and your company. See you in Orlando!

Kevin Mitchell, President, Professional Pricing Society

ThE PPS ExECuTivE TEam: (left-right) Chris Buckingham, vice President of Sponsor Relations; Katrese Phelps, vice President of membership; Kevin mitchell, President; Julie R. martin, Director of Certification and Education; Fabricio J. Lopez, vice President of marketing.

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Professional Pricing Society · 20th Annual Fall Pricing Conference

PPS: Dedicated to serving the pricing professional!

In 1984, Eric Mitchell officially created The Professional Pricing Society (PPS). Since then, PPS has been the voice of the pricing profession, providing valuable pricing strategies, publications, professional networking, numerous free community services and a wide array of pricing resources. PPS has evolved into a global membership organization dedicated to the advancement of best pricing practices across major industries. PPS remains independent, unaltered, unbiased and true to our mission -- we are completely dedicated to serve the pricing professional and we intend to stay this way. Today, our network includes nearly 3,500 active members worldwide from more than 500 leading companies in 50 countries. PPS is widely recognized as the most trusted resource in the pricing field. Currently, PPS produces four major annual pricing conferences in Europe and North America. PPS also offers more than two dozen, full day training workshops every year, taught by leading pricing consultants and academics. In addition to world-class training through live events and online courses, PPS also provides access to the most valuable resources in the pricing field including the monthly Pricing Advisor Newsletter and the quarterly Journal of Professional Pricing. The workshops created the foundation for the PPS Certified Pricing Professional (CPP) designation, a multistage training curriculum designed to support, educate and elevate the global pricing professional. Since its inception, the CPP designation has grown to become a mark of distinction for pricers worldwide. This year, we added Online Pricing Courses to our product offering so all pricers from all geographies, time zones and industries can access pricing training and certification. Our website, www.pricingsociety.com is the host of all the valuable resources we offer and it continues to serve as the leading source for online resources, articles, whitepapers, on-demand webinars, Online Pricing Courses and Job Opportunities. PPS is all pricing all the time, wherever you are in the world. PPS provides 365/24/7 access to the resources you need to stay ahead of the competition. PPS is here to serve you, we are the Home of Pricing!

Table of Contents

About the Professional Pricing Society .....................................................................................3 Training Certification and the Certified Pricing Professional Designation ....................................... 4 Pre-Conference Pricing Workshops · Wednesday, October 21st ....................................... 5­7 Inaugural Pricing for Executives Summit · Wednesday, October 21st .................................. 8­9 Pricing for Latin america Symposium · Wednesday, October 21st ................................. 10­11 Conference at a Glance .................................................................................................. 12­13 Detailed Conference agenda · Thursday, October 22nd ................................................ 14­18 Why Your Attendance is Vital to the Pricing Community ............................................................ 19 Detailed Conference agenda · Friday, October 23rd ..................................................... 20­23 Pricing Technology and Expert Sponsor Community ........................................................... 24­26 Conference Fees, Hotel and Logistics Information ................................................................... 27 Registration Form ................................................................................................................ 28

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CPP Workshop Information

Training and Certification Workshops & Online Courses

CPP Training benefits your company and YOu!

For 25 years, the Professional Pricing Society has been the only organization that exclusively supports professional pricers. We have provided valuable pricing strategies, publications, research, and other pricing resources to thousands of members from leading industries in over 50 countries. experts for your firm. 4. Rigorous Certification Process In addition to completing 6 workshops and/ or online courses, participants go through a rigorous certification process including an extensive 300 page study guide covering 14 essential pricing areas and online preparation sessions. For final certification participants must pass a comprehensive four-hour CPP Accreditation Exam. This is why the CPP certification is the most respected pricing credential in the world. 5. Bring Your Pricing Function in-house Your firm knows its products, services, and strategies better than any external consultant. Empower your own organization with the knowledge needed to improve profits and minimize revenue leaks, while saving big on outside fees. For more information about the Certified Pricing Professional program please visit the PPS website: www.pricingsociety.com and click on CPP/Training

Top 5 Benefits of CPP Pricing Education

1. Best Practices from Top Pricing Experts Our faculty represents the top minds in pricing management, consulting, and academia. All of our course materials are based on industry best practices, extensive applied experience, and practitioner success stories. 2. Comprehensive Pricing Training Some courses cover broader fundamental pricing strategies while others provide indepth study of more advanced topics. All of our materials are designed to equip your department with the tools and concepts that will improve profitability. 3. Develop an internal Pricing Culture Quickly orient your employees to best pricing practices and help instill a structured approach to pricing within your company, creating a powerful internal culture of likeminded pricing

Do i have to pursue a CPP designation to attend a PPS Workshop?

No. If you are primarily interested in pricing training/learning, all PPS workshops are still a perfect fit. You will still receive your course certificate after passing the workshop test. It makes no difference if you have decided to pursue the CPP designation or not.

Congratulations to our Certified Pricing Professional (CPP) Spring 2009 Class

Julie martin PPS Kristy Lingerfelt Eastman Chemical Company Colby imbrie Pricing Project Consultant Kyle O'Connor Open Text Don Thomas Baker Hughes, Inc. Tim Rowlands Edgeworth Inc. Ron Greenwade Baker Hughes, Inc. Stan Cherry Stock Building Supply

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Professional Pricing Society · 20th Annual Fall Pricing Conference

Workshops

PPS Full-DAy WorkShoP:

Wednesday, October 21, 2009 · 9:00 am - 4:00 pm

"Price Certainty in Uncertain Times: 10 Ways to Stop Leaving Money on the Table"

Updated with our latest experiences helping companies build their pricing confidence, this highly-rated workshop will provide managers with 10 real-world pricing best practices that will help them understand how to limit discounting, clarify the organization's pricing strategy, quantify the financial benefit of an offering, target high value customers, and help sales prepare for tough negotiations. Attendees will leave the workshop with a copy of the book Pricing with Confidence: Ten Ways to Stop Leaving money on the Table and a roadmap for how they can apply pricing best practices to take their organization from ad hoc pricing to pricing with confidence.

aGEnDa

Wednesday, October 21, 2009

8:00 a.m.

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close

9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m.

The program will prepare attendees to:

Understand effective pricing analysis to kick the discounting habit Quantify the financial benefit your customers receive from your products and services Give sales the tools they need to be more effective in dealing with customers who are Poker Players Work with finance to increase efficiency, identify relevant costs for pricing, and institute better profit metrics for pricing success Team up with product management to develop an offering structure to block competitor's moves against you Provide sales with more effective negotiating tools Force their competitors to react to their pricing Build their organization's selling backbone by teaching them how to negotiate with value Move from cost-plus to value-based pricing

3:00 p.m. 4:00 p.m.

PRESENTER:

Reed K. holden, D.B.a.

Founder & CEO of Holden Advisors

Dr. Holden focuses his considerable expertise in building valuable customers with business-to-business firms including Fortune 500 companies, financial services, transportation, technology and professional services companies. From global competitive planning to pricing, to product optimization to value-based sales training, Holden's work is recognized for helping companies capture the value of new innovations and sustain competitive advantage despite rapid change. Dr. Holden's most recent book, Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, written with Mark Burton has turned into one of the best sellers in its field. He also co-wrote the second and third editions of The Strategy and Tactics of Pricing as well as "Profitable Pricing: Guidelines for Management" (in Global Management) during his tenure as CEO of Strategic Pricing Group. Other works have appeared in Marketing Management, The Journal of Managerial Issues, The Journal of Professional Pricing, SAMA's Velocity, AMA's Marketing Power Best Practices, Journal of Business Strategy and Journal of Transformation. Dr. Holden has been speaking professionally for twenty years and is regular keynote speaker for programs with Professional Pricing Society.

inCLuDED FREE WiTh ThiS COuRSE: This course is based on key concepts from Dr. Holden's bestselling book: Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table

"The workshop day

was far and away the winner for us."

Josh Lemaitre, Velocity Analyst, Overstock.com

Register online: www.pricingsociety.com

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Workshops

aGEnDa

Wednesday, October 21, 2009

8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close

Wednesday, October 21, 2009 · 9:00 am - 4:00 pm

PPS Full-DAy WorkShoP:

"The Pricing Organization Transformation Workshop"

(how to Organize and Successfully Transform the Pricing Function inside Your Company)

As a Pricing Practitioner you already know the steps required to get to the right price. Yet, despite demonstrating the tremendous benefits with your pricing and profit analyses, you realize that your firm is not fully committed yet. You still encounter organizational roadblocks that prevent effective price management practices from taking hold. Why? Achieving true Pricing Transformation requires the alignment of a diverse set of functions from across the organization such as Sales, Marketing, IT, Finance and HR and a focused organizational alignment effort. This workshop will outline a framework for understanding and analyzing these organizational roadblocks and will equip pricing practitioners with best practices and tools to address them. As a result, you will accomplish the cultural changes necessary for more profitable price management.

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

at this workshop you will learn how to:

Incorporate the "people dimension of pricing management" framework and how to apply it successfully to your organization Diagnose, analyze and prioritize the key drivers and restrainers of achieving the cultural changes required to support pricing Deploy best practices and tools which are most effective in driving organizational change Implement your plans for pricing leadership, alignment and commitment Properly align your pricing function with your firms' human resource and cultural practices How to realistically assess your organization's readiness for pricing changes Best practices in making your pricing changes "stick" The crucial role of obtaining leadership alignment and commitment to pricing How to obtain user adoption of your pricing systems and processes The correct way to build a pricing training program internally How to communicate successfully throughout the organization on price How to structure the firm with clearly defined roles, responsibilities and accountability The best ways to grow your pricing talent and show them positive pricing career paths Why you must optimize performance and pay measures, in order to acquire pricing discipline

"Through the Certified

Pricing Professional curriculum, I have broadened my pricing understanding in areas I might not traditionally have the chance to touch in my day-to-day."

Dante Bellizzi, CPP, DHL

Key topics and take-aways from this workshop:

The essential elements you need to accomplish organizational alignment

PRESENTER:

PRESENTER:

Parvathy hariharan

Senior Consultant, Deloitte Consulting

Parvathy Hariharan has over 6 years experience consulting to organizations in the areas of organizational transformation, technology adoption, and training. Her expertise lies in developing robust change management programs to overcome cultural and behavioral barriers and ensure successful adoption of the new strategies, processes, and technology. She has worked in a wide range of industries and her experience includes managing organizational transformation on Pricing projects. Parvathy Hariharan plays an active role in Deloitte Consulting's Pricing COE Change Management Team.

Larry montan

Director, Pricing and Profitability Management, Deloitte Pricing Center of Excellence

Larry Montan has over 24 years of experience working with sales and marketing effectiveness. He is one of the leaders of Deloitte Consulting's Pricing COE Change Management area. He is a frequent speaker for the Professional Pricing Society on topics ranging from "Successful Adoption Practices in Pricing Transformation" to "Aligning Sales Incentives with Price Execution." Over the past few years, Larry has focused on pricing organization structure and design ­ helping clients improve how they organize their pricing function and resources.

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Professional Pricing Society · 20th Annual Fall Pricing Conference

Workshops

PPS Full-DAy WorkShoP:

Wednesday, October 21, 2009 · 9:00 am - 4:00 pm

"Recession-Proof Price Negotiations"

This workshop provides an in-depth focus on price negotiations. Even if you work only in the wonderful world of win-win negotiations, price is still a key issue. Most negotiators do not approach price negotiations systematically, even though they believe they do. Furthermore, they make fundamental assumptions that often lead to less desirable outcomes. This workshop is intended for those who have had an introduction to negotiation and wish to upgrade their knowledge and skills on price negotiations even during these turbulent economic times. Price negotiations is not limited to any single functional areas of business --- price negotiations exist in nearly every aspect of business. Furthermore, you win personally as you apply these concepts, strategies, practices to your whole life. Remember --There is always a price . . . and it is negotiable!

Free Online Pricing Course! Each Workshop Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

aGEnDa

Wednesday, October 21, 2009

8:00 a.m. 9:00 a.m. 10:00 a.m. 10:30 a.m. 12 Noon 1:00 p.m. 2:30 p.m. 3:00 p.m. 4:00 p.m. Breakfast / Registration Workshop Begins Morning Break Workshop Resumes Lunch Workshop Resumes Afternoon Break Workshop Resumes Workshop Close

This workshop is delivered in three modules:

module 1: Know the Bigger Picture and Where Your Price negotiation Fits Negotiation Process Framework -- Focuses on key tasks before, during and after you negotiate First Video Case Study -- Process and concept review Role-Play Exercises -- (1) Discovering information, (2) Tactics and counter-tactics, and (3) Compromises and commitments module 2: Strategy -- Know Where You are Going With Your negotiation and Why Second Video Case Study (Part 1) -- The distributive dimension; buyer's point of view; seller's point of view; probing; determining your limit; determining your target; the negotiation process Application Exercises - Points of view; probing; limits, target, process module 3: Process -- Know What You are Doing in Your negotiation and Why Second Video Case Study (Part 2) - The negotiation process, first moves; opening offers; reacting to opening offers; concession patterns; commitment tactics Application Exercises - First moves, opening offers, reacting to opening offers, concessions, commitments

in this workshop you will learn:

The key aspects of price negotiations How your beliefs about pricing influence your behavior in negotiations How to behave in price negotiations and deal with common price negotiating issues Discover how to use your research skills to solve price negotiating dilemmas

PRESENTER:

David Palmer, CPa, mBa, Ph.D.

Founder, Institute for Marketing and Innovation, Adjunct Professor, Santa Clara University

David Palmer, a very experienced management consultant, executive, educator, and professional speaker, has frequently presented at our conferences on negotiations. His expertise is based on over twenty-five years of work in corporate settings. He is the founder of the Institute for Marketing and Innovation, a management consulting firm in Santa Clara, CA. He holds a degree in Economics and Accounting from Claremont McKenna College, an M.B.A. in Finance and an M.S. in Accounting from the Wharton Graduate School at the University of Pennsylvania, and an M.A. and Ph.D. in Management from the Peter F. Drucker Graduate School of Management at Claremont Graduate University.

Register online: www.pricingsociety.com

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Pricing for Executives Summit

Over the last several years, Pricing has become a very complex and multi-faceted task for major corporations. As Pricing has evolved into a strategic function, it has consolidated its position as one of the most important components of any business -- gaining attention, activity, and interest from the C-Level Suite and the Board Room. Our job at PPS is to support the professionals involved in the art and science of Pricing. As the job becomes more complex, executives need to be better prepared to fully understand pricing strategies and its implications in the overall business from Finance and Accounting, to Operations and Marketing and Sales. The inaugural Pricing for Executives Summit will feature a full day of pricing sessions especially geared for those who focus on top strategic issues for their business. Please join us for a day of interactive sessions designed to prepare your company for important changes through any set of market conditions. Pricing strategies do not end within your Pricing Department; they end with your clients and consumers. Company leaders that can fully understand this process will bring unparalleled results and improvements to their business.

Join us for this critical Inaugural Summit!

Free Online Pricing Course! Each Symposium Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

8:00 ­ 9:00

am

10:00 ­ 10:30

am

Registration / Breakfast

9:00 ­ 10:00

am

Morning Break

10:30 ­ 11:15

am

How to Assess Your Organization's Pricing Strategy, Tactics, and Capabilities

Speaker: Chris Provines, Vice President, Global Pricing, Siemens Healthcare Diagnostics How can pricing professionals create a compelling case for change within their organizations during an economic downturn? Pressure on margins, revenues, and profits can lead to a review of pricing policies and procedures. Since pricing is such a strong lever, it is important that there is management commitment to effective pricing. In this breakout session, Chris Provines will share his practitioner's view of using lean Six-Sigma, professional insights, methodologies, and analytical tools to identify and prioritize opportunities, build organization commitment and move to a value-based culture. attendees will learn: To create a case for pricing organization change in their companies To identify tools, applications, and processes that will improve profitability To leverage Six-Sigma initiatives can help their companies deal with a tough economic environment Chris Provines has 19 years of experience in health care. Prior to his current role, he has had leadership roles at Johnson & Johnson in Finance, Pricing Strategy, Key Account Management, Health Outcomes & Reimbursement, Lean Six Sigma and Procurement. He has 10 years of experience in pricing strategy and value management and has led multiple transformation efforts. He is a certified six sigma black belt and also a Distinguished Adjunct Professor in the Graduate School of Business at Rutgers University. He has an MBA from Rutgers University Graduate School of Business and a BA in Economics.

Innovative and Improved Pricing Decisions: How to Make a Difference

Speaker: Professor Jagmohan S. Raju, Joseph J. Aresty Professor, Professor of Marketing, and Marketing Department Chairperson Business leaders face an especially challenging set of current issues -- fluctuations in demand, uncertain commodity prices, and pressure from competitors and customers just to name a few. Internal and external pressures can add complexity, but there is also abundant opportunity during times of change. Dr. Raju's presentation will focus on applications on cutting-edge marketing science models that strengthen company profitability through better decision making in pricing, supplemented with numerous illustrations and case studies from several different healthcare industries and are transferrable to other industries. Professor Jagmohan S. Raju is the Joseph J. Aresty Professor and Executive Director of the Wharton-Indian School of Business Partnership. Professor Raju is internationally known for his research on pricing strategies, coupon programs, managing private labels and sales force compensation. He consults extensively with companies around the world on designing pricing strategies and developing launch plans for new products. Professor Raju's research has been published in top-tier academic journals including Management Science, Marketing Science and Journal of Marketing Research. Professor Raju received his PhD, MA and MS degrees from Stanford University, his MBA from the Indian Institute of Management, and his BTech from the Indian Institute of Technology, Delhi.

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Professional Pricing Society · 20th Annual Fall Pricing Conference

Wednesday, October 21, 2009 · 9:00 am - 4:00 pm

11:15

am

­ NooN

1:45 ­ 2:30

pm

The Amazing Race for Revenue: Innovations on Improving Pricing and Decision Making

Speaker: JoAnn Cordary Bundock, Senior Vice President of International Revenue Management, Marriott Lodging, Inc. Cross-industry principles will be shared regarding working creatively and consistently meeting growing expectation of customers, general managers, senior leadership, and owners even in the uncertainty of global economic outlooks. Marriott has been a leader in both in the hospitality industry as well as in revenue management processes. Attendees will hear about the learnings and experiences on re-energizing pricing and decision making in 69 countries around the world in over 350 international properties. attendees will learn the internal process in: Improved Pricing and Decision Making Implementation and Methodology Innovation and Communication Joann Bundock has been with Marriott for 20 years, spending the last 13 years in the international division. Her responsibilities include defining international revenue management strategy, implementation of pricing standards, reservations sales and training for 380+ properties outside North America in over 60 countries.

Pricing As An Institutional Capability: The Building Blocks of a World-Class Pricing Organization

Speaker: Jenny Bhatt, Director of Global Pricing, Seagate Technology Effective Pricing capabilities need to be embedded across multiple functions of an organization -- with clear strategic direction, robust pricing tools, processes and decision models and the right infrastructure that supports the company's overall business model. Ensuring that your "Building Blocks" don't turn into "Roadblocks" due to internal bureaucracy and isolated, tactical pricing activities requires strong alignment at the senior executive level across the company. Specifically, this presentation will address: 1. How to identify the key Pricing Excellence areas an Executive needs within his/her Pricing Organization to drive profitable growth 2. What is an Executive's "Standard Work" related to those Pricing Excellence areas for ongoing revenue and margin management 3. How to network Pricing Skills across the organization to support key business developments Jenny Bhatt is the Director of Global Pricing for Seagate Technology. She leads the development and execution of pricing strategies and tactics across Seagate's Global Bare Drives (non-Retail) business and regions. Jenny has worked in various manufacturing, quality and marketing positions across Germany, Scotland, England and North America, Her career as a Pricing Professional started at Parker Hannifin Corporation almost a decade ago. At Seagate, Jenny works with her Executive Management Team to further upgrade Pricing capabilities and competencies through a culture of Pricing Fundamentals and Pricing Best Practices.

12:00

NooN

Lunch

1:00 ­ 1:45

pm

Pricing in Volatile Economic Times

Speaker: Phillip Yieh, Director Revenue Management, PepsiCo International The last 3 years has been marked by severe swings in the volatility for PepsiCo. Globally, we have seen hyper food inflation, economic instability, a credit crunch which has resulted in severe pressure on our P&L. But PepsiCo Internationally has been able to thrive in these adverse times through our ability to generate sustainable product and pricing innovation. Key takeaways from this talk: 1. Organizational commitment (people and money) is key 2. Shopper/ Consumer Insights drive the actions 3. Principles supporting solid business processes will get you results Phillip Yieh is a 27-year Sales & Marketing Executive for PepsiCo. Currently the Director of Revenue Management for PepsiCo, Phil is responsible for the Pricing function for PepsiCo's global food and beverage business. Phillip spent 13 years in the Pepsi-Cola North America business in various sales and supply chain roles throughout the United States. He entered Pepsi's international operations in 1994 where he focused on building Pepsi's entry into the China market. He has been in his current role since 1996 where PepsiCo's business spans 5 continents and over 200 countries.

3:00 ­ 4:00

pm

Intellectual Property Considerations for Pricing

Speaker: Mark Gleason, Senior Attorney, Dicke Billig & Czaja, PLLP. When we hear someone mention "intellectual property," the images that typically come to mind are an inventor tinkering in his garage, or engineers wearing white lab coats in an R&D department of a huge corporation. Of course, protecting intellectual property is important for inventors. However, intellectual property protection (patents, trademarks, copyrights, etc.) is also an important factor in pricing decisions -- a factor often overlooked by pricing professionals. This session will provide an overview of intellectual property protection, including patents, trademarks, copyright and trade dress, as well as intellectual property considerations for pricing. mark Gleason is an attorney with a practice focused on intellectual property law. He is licensed to practice law in Minnesota and Texas, as well as before the United States Patent and Trademark Office. Prior to practicing law, Mark was a pricing analyst and pricing consultant.

Register online: www.pricingsociety.com

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Pricing for Latin America Symposium

Welcome to the 2nd annual PPS Pricing for Latin america Symposium, a full day of interactive sessions with leading pricing experts sharing their knowledge of this thriving region of the world. Foreign and local corporations conducting business in Latin America face many challenges including limited information, currency exchanges, diverse economic, political, and social conditions, and fastchanging markets. The pricing scenario becomes even more interesting with the world's attention on Latin America -- from emerging giant Brazil to a strengthening economy in Mexico to continued recovery in Argentina and elsewhere in Central and South America. You can expect to learn the latest trends, real case pricing examples and best practices for this growing region, directly from leading experts with a full day of interactive and captivating presentations. The day concludes with an hour-long panel where you can get your pricing questions answered and discuss strategies with thought leaders directly. The Pricing for Latin America Symposium is necessary for pricing professionals who want to learn from the experts on the region, and who want to exchange ideas and connect with peers who also manage pricing in the Latin American Markets. We look forward to seeing you there!

Free Online Pricing Course! Each Symposium Attendee will earn 1 credit towards their CPP designation plus receive 1 Online Pricing Course at no additional charge!

8:00 ­ 9:00

am

10:30 ­ 11:15

am

Registration / Breakfast

9:00 ­ 10:00

am

Channel Dynamics in Latin America: Protecting Markets in a Customer Consolidation Environment

Speaker: Ricardo Rubi, Director, Simon-Kucher & Partners As in all developing markets, Latin America has been facing a customer consolidation issue; several customers rapidly grow at the expense of other smaller players in the marketplace. This poses numerous problems for companies, such as: increasingly powerful customers that have a high control of prices, and a loss of small customers that often yield high margins. What strategies can be pursued by companies in Latin America to protect profitable channels? What pricing initiatives can be pursued to retard the consolidation once the danger is imminent? attendants will learn: 1. Channel protection strategies to prevent future customer consolidation issues. 2. Discount structure initiatives proven to strengthen smaller players in the supply chain 3. Case studies of Latin American companies and what they have done when facing increasing customer consolidation. Ricardo Rubi's consulting activities focus on price optimization and developing comprehensive pricing and marketing strategies for both new and existing products. He has worked in numerous studies with clients in the pharmaceutical, consumer goods, construction materials, logistics, software, financial services, and other industries. Ricardo has extensive experience using analytical methods to investigate markets taking into account their idiosyncrasies and operational limitations. Ricardo has worked devising pricing strategies for products in the US, Europe, and many Latin American countries such as Mexico, Brazil, Argentina, Venezuela, Colombia, and Ecuador. Ricardo received a Bachelor of Science degree in Management Sciences, with a concentration in Operations Research, from the Sloan School of Management, Massachusetts Institute of Technology.

Implementing Pricing Strategies in Latin America

Speaker: Frederico Zornig, Founder and CEO, Quantiz Pricing Solutions, Brazil As the economic downturn creates additional pressure on prices worldwide, companies doing business in Latin America need to understand how markets in this region are reacting differently from developed countries. Taking similar approaches to pricing management may not be the best answer at this moment when markets are facing different challenges. In this session, you will learn from real life examples from companies running pricing strategies in Latin America. attendees will learn: 1. What are the key factors that must be addressed before defining the most profitable strategy 2. How to manage price concessions in a price sensitive market 3. How to make sure strategies will be executed by the local team Frederico Zornig is the Founder and CEO of Quantiz Pricing Solutions. He has 16 years of international executive experience at Johnson & Johnson and British American Tobacco. He has authored two books, Acerte o Preço e Aumente seus lucros (Fix Your Price and Increase your Profits) and Decidindo o Caminho (Deciding the Path). He has also published several pricing articles in the US and Latin America. Frederico is a PhD Candidate at ISM, France and received his MBA from the University of Illinois at Urbana-Champaign. He is a Certified Six Sigma Black Belt.

10:00 ­ 10:30

am

Morning Break

10

Professional Pricing Society · 20th Annual Fall Pricing Conference

Wednesday, October 21, 2009 · 9:00 am - 4:00 pm

11:15

am

­ NooN

· Pricing Professionals and Organizational Structure · Cultural Component of Pricing Fernando ventureira is the Director of of Pricing Solutions' Centre of Excellence for Software & Systems. Fernando has more than 20 years of experience helping clients worldwide, in a diverse range of industries, to successfully implement Strategy, Management and Operational Improvements Projects, as well as complex Software Development and Systems Delivery projects. Fernando is an expert in Project and Change Management Methodologies like PMIBook, Metrica, DMAIC (Black Belt) and CMMI. He has helped companies to improve their Pricing Capabilities, and utilize Process, Systems and Pricing Tools to achieve their Pricing Objectives. Fernando has an MBA from the EAP (Paris Management School, Oxford Cursus) as well as a Bachelor of Science in IT, from the ESCP (Paris High Business School).

Defining a Regional Pricing Strategy for Latin America

Speaker: Manuel E. Osorio, Director, SimonKucher & Partners During the last couple of years, exchange rates and raw material prices have been more volatile than ever, and consolidation has continued among market players. These changes led many companies to review their regional pricing policies, sometimes even changing the currency in which prices were denominated. What are the risks and the opportunities for executives responsible for setting pricing guidelines for the region? What approaches are available to define a consistent, yet flexible, pricing strategy for Latin America? What have others done that has or has not worked? attendants will learn: 1. The challenges of setting regional price policies across Latin America: volatility of exchange rates and raw material prices, differences between countries, currency selection, gray markets. 2. Approaches to structure the problem and define pricing guidelines 3. Good and bad examples of how different companies have dealt with these issues manuel Osorio has been working in strategy consulting since 1999. His activities focus on developing marketing strategies and improving pricing processes for global corporations. His experience in Latin America includes Brazil, Argentina, Chile, Mexico, Colombia, and Venezuela. Manuel received an MBA degree from the MIT Sloan School of Management.

1:45 ­ 2:30

pm

Pricing Execution in Latin America: Stories from the Battlefield

Speaker: Patricio Simpson, Sr. Manager, Deloitte Consulting Executing pricing strategies in Latin America presents several local challenges that need to be considered during the planning phase, such as: Markets in the region are very diverse from country to country Only in the largest markets (such as Brazil or México) are we likely to find the technological, human, and financial resources needed to apply sophisticated pricing schemes and to implement programs that avoid margin leakage. Ultimately, field execution must include local teams that can understand the particular nuances and practices that can be found in each market and companies must be flexible enough to adapt quickly to the dynamic realities of the local markets. in addition to the above, attendees will also learn about: 1. Planning for the unique "clandestine" product presentations in the market 2. How to understand the impact of currency (bills vs. coins) and/or financial instruments (credit cards) on sales Patricio Simpson is a Senior Manager for Deloitte's Strategy and Operations. He has over 12 years of consulting experience in the Customer and Market Strategy service area focused on interactive entertainment, high-tech, telecomm, media, manufacturing and retail companies. Patricio is a core member of Deloitte Consulting's National Pricing and Profitability Management Practice, the Deloitte Pricing Center of Excellence and has been involved in launching the LatAm Pricing Practice.

12:00

NooN

Lunch

1:00 ­ 1:45

pm

Pricing in Emerging Markets: The Specific Case of Latin America Countries

Speaker: Fernando Ventureira, Director of Pricing Solutions' Centre of Excellence for Software and Systems This presentation will outline the key factors that make Latin American markets different from Mature Markets and will discuss Pricing Strategies that are appropriate for the region. Some of the key areas discussed include: Insights and practical recommendations on how to handle the Pricing discipline in Emerging Markets. Examples of successful LatAm Pricing Strategies, based on practical Business Cases, with a specific focus on: · Pricing Corridors & Grey Markets · Inflation & Money Fluctuation · Impact & Consequences of the Economical Crises · Exports & Mercosur · Regulatory Rules & Local Government Strategies · Products & Services Value · Competitive Intelligence & Pressure

3:00

pm

Latin American Presenters Panel

The closing session will bring together many of the symposium speakers for an interactive question and answer session with the audience. A great opportunity to get your questions answered!

Register online: www.pricingsociety.com

11

Conference At a Glance...

General Sessions

7:00 a.m. 8:00 a.m.

ThuRSDaY, OCTOBER 22, mORninG

­ Pages 14 & 15

Registration / Breakfast Welcome and Networking KEYNOTE: Is Pricing the "Third Rail" of Business Strategy? Networking Break/Sponsor Hall and Bookstore Open KEYNOTE: Pricing 2.0 ­ The Next generation of Pricing Management KEYNOTE: Pricing ­ As a Sustainable, Competitive Advantage: Why a Holistic Approach to Pricing is Required in Today's Market Lunch

Paul Hunt, President, Pricing Solutions Speaker: Mike Simonetto, Principal, Deloitte Consulting Kevin Mitchell, President, Professional Pricing Society Mark Burton, Co-Founder and Vice President, Holden Advisors

8:15 a.m.

9:15 a.m. 10:00 a.m.

11:00 a.m.

12:00 p.m.

Breakout Tracks

1:00 p.m.

ThuRSDaY, OCTOBER 22, aFTERnOOn

PRICINg EXPERTS TRACk

Developing an Effective Pricing Strategy for a Troubled Economy

Speaker: Scott Davis, Principal, Strategic Marketing Decisions

­ Pages 16-18

PRICINg PRACTITIONERS TRACk

Commodity Price Index Models: Proactively Managing Turbulent Market Pressures

Joseph Havey, Senior Pricing Analyst, Cooper Power Systems

TOOLS AND TECHNIQUES

Setting Optimal Prices across Sales Channels

Speaker: Per Högberg, Senior Partner and Founder, PriceGain

2:00 p.m. 2:30 p.m.

NETWORkINg BREAk/SPONSORSHIP HALL AND BOOkSTORE OPEN

B2B2C: Price and Value Management through Tiered Channels

Tom Monheim, Director of Pricing, Trane Residential Systems and Brian Sharp, Senior Manager, Kalypso

The Game Has Changed: Building a World-Class Pricing Capability to Deliver Profitable growth

Speaker: Joe Zale, Partner, Monitor Group

Pricing with Discipline: Strategies to get Your Pricing in Shape

Speakers: Michael P. Craig, Senior Executive, Pricing & Profit Optimization Strategy Group, Accenture and Anthony Milani, Senior Manager, Accenture

5 MINUTE BREAk

3:35 p.m. Understand and Improve the Vitals of Your Revenue

Speaker: Matthew Comerford, Practitioner/Consultant

Smart Profit growth -- A Structured Approach to Higher Profits

Speaker: Jens Baumgarten, Partner, Managing Director New York Office, Simon-Kucher & Partners

Measuring Success: Quantifying the Impact of Your Pricing Actions

Speaker: Keith Hohman, Partner, Price for Profit, LLC

4:35 p.m. 6:00 p.m.

SPONSOR HALL OPEN AND INfORMAL NETWORkINg SESSION PPS NETWORkINg RECEPTION -- SPONSORED BY

12

Professional Pricing Society · 20th Annual Fall Pricing Conference

Breakout Tracks

7:00 a.m. 8:00 a.m. Organizing for Success in Pricing -- Weathering the Economic Storm

Speaker: Robert D. Smith; Director, Corporate Pricing; Certified Pricing Professional (CPP, Charter Class)

FRiDaY, OCTOBER 23, mORninG

PRICINg EXPERTS TRACk

BREAkfAST

Pricing in an Economic Downturn

Speaker: Ranjit Singh, Senior Manager, Deloitte Consulting

­ Pages 20-22

PRICINg PRACTITIONERS TRACk

TOOLS AND TECHNIQUES

Add-ons, Versions, or Bundles ­ Solutions to a Pricing Dilemma

Speaker: Tim Smith, PhD, Adjunct Professor at DePaul University, Managing Principal of Wiglaf Pricing

9:00 a.m. 9:45 a.m.

NETWORkINg BREAk/SPONSORSHIP HALL AND BOOkSTORE OPEN

Apply Best Practices from Different Industries to Improve your Pricing Performance

Speaker: David Mok, Senior Manager, Worldwide Pricing, Consumer Solutions Division, Seagate Technologies

Channel Compensation: How to Improve Profits in Today's Market

Speaker: Michael Kelly, Principal, Frank Lynn & Associates, Inc.

Pricing for Today -- Winning for the Long Term

Speaker: Andy Dvorocsik, Director, Arthur D. Little

5 MINUTE BREAk

10:50 a.m. Price and Profit Management Program - Lessons Learned

Speakers: Dianne Carmody, Manager, Change/Communications/Education and Chris Chrisafides, Manager, Transactional Pricing Assessments/Sustainability, Rohm and Haas

Surviving and Thriving: Pricing Strategies to Succeed in Today's Challenging Business Environment

Speaker: Rafi Mohammed, Culture of Profit, LLC

Coming Out Ahead ­ Applying Value Based Pricing Techniques to Address the Challenges of an Economic Downturn

Speaker: Ralf Schwarzendahl, Director, AlixPartners, LLC

11:50 a.m.

LUNCH

General Sessions

12:50 p.m. 1:50 p.m.

FRiDaY, OCTOBER 23, aFTERnOOn

­ Page 23

KEYNOTE: Pricing Leadership: Guiding Your Company through Turbulent Times KEYNOTE: Pricing with Optimism: Are You Ready for the Recovery? Conference Close

John Hogan, Ph.D., Senior Partner, Monitor Frank Luby, Partner, Simon-Kucher & Partners

2:50 p.m.

"The PPS team did an excellent job organizing and executing the Conference. I have been attending the

Brian Shea, Canada Post Corporation, General Manager of Price Strategy

PPS Conferences for the last several years and it is always "First Class" in every detail and continues to improve every year. Kudos to the PPS Team!"

Register online: www.pricingsociety.com

13

General Sessions

7:00

am

ThuRSDaY, October 22, 2009

and enterprise software and maintenance. Mark draws from his recently released book, Pricing with Confidence: 10 Ways to Stop Leaving money on the Table co-authored with Dr. Reed Holden. His opinions on pricing strategy and tactics have also been featured in the national business press including The Pricing Advisor, Investor's Business Daily, MSNBC. com.

Registration / Breakfast

8:00

am

Welcome and Networking

Kevin Mitchell, President, Professional Pricing Society

8:15

am

KEYNOTE: Is Pricing the "Third Rail" of Business Strategy?

Speaker: Mark Burton, Co-Founder and Vice President, Holden Advisors When pricing managers define options to grow revenues and profits, senior executives often hesitate when translating these options to firm commitments to act. They see price as the ultimate tactical tool to close big deals and fill gaps in business performance. In this view pricing is the electrified third rail of strategy ­ not to be touched. But, in fact this third rail is a source of power to drive breakthrough business performance. In this session Mark Burton will provide an overview of price planning pitfalls that undermine efforts to bring about lasting change in pricing and describe planning processes to restore pricing and profit integrity. attendees will learn: Common leadership pitfalls that undermine pricing change efforts Simple planning techniques to ensure alignment between business and pricing strategy How to get agreement on pricing strategy at all levels of the organization How to leverage and build pricing capabilities to create quick wins and build organizational pricing confidence mark Burton has been a strategic marketing expert for more than 16 years and is the driving force in creating offering and pricing strategies for firms in industries such as IT outsourcing, semiconductor, manufactured products, financial and business services,

9:15

am

Networking Break/Sponsor Hall and Bookstore Open

10:00

am

KEYNOTE: Pricing 2.0 ­ The Next generation of Pricing Management

Speaker: Paul Hunt, President, Pricing Solutions You have successfully leveraged waterfalls, dispersion charts and other pricing management tools. Now it is time to break through to the next level if you are going to continue to grow and lead your organization to reach its' pricing goals. This means venturing out into new areas such as product development, customer research and competitive intelligence. This session will focus on providing a roadmap for pricing managers who are at this critical stage in their development and are ready to lead their organization forward by bringing fresh ideas to the table. attendees will learn: What are the key ingredients to reaching this next level of development How to gain internal support for moving forward How to acquire powerful new information to accelerate growth How to make sure you invest in research that is actionable Paul hunt is the President of Pricing Solutions. Over the past 20 years he has focused on pricing and has conducted over 500 engagements that have delivered

14

Professional Pricing Society · 20th Annual Fall Pricing Conference

General Sessions

more than $1 Billion dollars worth of value. Paul works extensively in both B2B and B2C and has cross pollinated best practices across the two business models that have lead to significant returns for his clients. His clients include leading companies such as: J&J, GE, Ingersoll Rand, Pfizer, Marriott and Exxon. Paul is also a frequent lecturer and trainer on pricing strategy and has also published several articles in leading magazines and journals.

ThuRSDaY, October 22, 2009

regulatory effectiveness. Each of these areas plays an important role in a company's ability to set and enforce profitable prices. By taking a comprehensive view of pricing, companies can position themselves to tap a vast source of shareholder value: the ability to set and enforce profitable prices, not just once, but again and again in response to marketplace changes and evolving business needs. This session will explore: Pricing Excellence Model: 6 Core Competencies · Pricing Strategy · Price Execution · Advanced Analytics and Price Setting · Organizational Alignment and Governance · Pricing Technology and Data Management · Tax and Regulatory Effectiveness Benefits of a holistic and integrated approach Case studies by industry and Pricing competency mike Simonetto leads the Global Pricing and Profitability Management Practice for Deloitte Consulting as well as the Price and Profitability Management Integrated Market Offering for Deloitte & Touche LLP. His 17 years of consulting experience include pricing strategy, pricing execution, business process design, acquisition due diligence and integration, strategic sourcing, and new product development across a range of industries. Mike has been a featured speaker at the Professional Pricing Society conferences on numerous occasions and has guest lectured at several prestigious MBA programs on the topic of Pricing. He also spent a year managing the European operations of a Pricing and Revenue Management software firm. Prior to his consulting career, Mike spent 9 years as a Division Manager for a heavy industrial construction company, managing an eleven state region in the Southeastern United States.

11:00

am

KEYNOTE: Pricing -- As a Sustainable, Competitive Advantage: Why a Holistic Approach to Pricing is Required in Today's Market

Speaker: Mike Simonetto, Principal, Deloitte Consulting Pricing as a management discipline has evolved in recent years, and both the tools themselves and the organizations that use them have grown in sophistication. A systematic approach to pricing can offer significant and immediate opportunities for both top-line and bottom-line improvement in any economic climate; the potential for results is a strong argument for treating pricing as a core competency rather than as a series of individual projectbased efforts. However, companies tend to view their pricing capabilities ­ and therefore any improvement efforts ­ singularly. This approach limits the benefits that improved Price management can bring. Companies that integrate all of their key pricing competencies into a cohesive pricing and profitability management program can realize gains far beyond what can be achieved with a singular approach. Effective pricing and profitability management depends on coordinated efforts within six areas of competency: pricing strategy, price execution, organizational alignment and governance, advanced analytics and price setting, pricing technology and data management, and tax and

12:00

pm

Lunch

Register online: www.pricingsociety.com

15

Breakout

1:00

pm

ThuRSDaY, October 22, 2009 · 1:00 ­ 4:35

pm

PRICINg PRACTITIONERS TRACk

Commodity Price Index Models: Proactively Managing Turbulent Market Pressures

Speaker: Joseph Havey, Senior Pricing Analyst, Cooper Power Systems You know your market. You know your competition. You publish annual price letters addressing your market conditions. Suddenly your main material commodity costs skyrocket, you cannot issue price letters, nor implement system changes fast enough to keep up with the dramatic market changes. Your competition is feeling the same pain and everyone is scrambling to implement changes addressing the new market conditions. One solution is to establish a Price Index for your main product components. attendees will learn: how sudden movements in commodity cost pressures impact pricing decisions; alternative price index models and the benefits of each; and how the Price Index can be a good tool for you and your customers, increasing awareness and open communication regarding the market pressure we all feel in today's global marketplace.

attendees are free to select talks between tracks.

the dots between the end consumer and the various intermediaries which support typical value chains. We will address `core' B2B channel marketing and pricing challenges and solutions, while showing the direct implication on profit and value capture at the end of the value chain: real consumers. attendees will learn: How to reconfigure a single offer into multiple value propositions How to quantify the value of each offer How to leverage value `science' into actionable pricing strategy and tactics

5 miNute Break 3:35

pm

Understand and Improve the Vitals of Your Revenue

Speaker: Matthew Comerford, Practitioner/Consultant Companies with a large number of part numbers, products, and customers can have difficulty understanding the vital components of revenue, much less actively manage them. Quantifying the impact of price, volume, and product mix as key variables in revenue is critical to isolating the value of any pricing effort. With this fundamental understanding, pricing actions can be taken with expected results defined, and then the end result can be measured against a target or baseline. In this session, Matthew Comerford will discuss how to integrate your existing revenue data with analysis tools to understand and manage these core components. Learn how to identify opportunities and apply continuous improvement methodologies. attendees will learn: Balanced and effective analysis approaches Continuous improvement methods How to quantify the ROI of your pricing efforts

2:00

pm

Networking Break/Sponsorship Hall and Bookstore Open

2:30

pm

B2B2C: Price and Value Management through Tiered Channels

Speakers: Tom Monheim, Director of Pricing, Trane Residential Systems and Brian Sharp, Senior Manager, Kalypso You've developed the right product to meet end-consumer needs. The launch date is set. All eyes are on you and the launch team--expectations are high. Your stakeholders expect better-than-market growth and an everlasting stream of profits from new products. What could possibly go wrong? The presenters will review lessons learned and blinding insights from the battle front of new product launches through tiered channels to market. They will review approaches to price and value management which connect

4:35

pm

Sponsor Hall / Open and Informal Networking Session

6:00

pm

PPS Reception sponsored by

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Professional Pricing Society · 20th Annual Fall Pricing Conference

Breakout

1:00

pm

ThuRSDaY, October 22, 2009 · 1:00 ­ 4:35

pm

PRICINg EXPERTS TRACk

Developing an Effective Pricing Strategy for a Troubled Economy

Speaker: Scott Davis, Principal, Strategic Marketing Decisions Pricing effectively requires an understanding of how the recession has changed the preferences and behavior of customers, a reassessment of your target markets, and an ability to predict competitor's actions and respond rapidly and appropriately. In this session Dr. Davis will discuss how to approach the pricing challenges posed by a recession and propose pricing solutions that will help protect profits in a challenging market. attendees will learn: The causes of the recession and its potential impacts on demand How to avoid pricing mistakes that are commonly made in a declining market Ways to adjust product offerings and prices to improve profitability in face of weak demand Pricing strategies and tactics that can achieve long run market performance and profitability in declining economy

attendees are free to select talks between tracks. Moving from trying to win individual price battles to a sustainable, campaign-driven approach for value communication Using strategic pricing to manage profits and defend your value proposition in a slowing economy

5 miNute Break 3:35

pm

Smart Profit Growth ­ A Structured Approach to Higher Profits

Speaker: Jens Baumgarten, Partner, Managing Director New York Office, Simon-Kucher & Partners Many companies in all types of industries still have major challenges to overcome when it comes to their pricing practices, most notably: 1. A lack of internal transparency regarding the strategic goals of pricing and the quality of current price setting processes 2. Insufficient usage of intelligent pricing concepts, such as segment specific price differentiation, bundling, and non-linear pricing 3. Mistakes in price implementation due to a lack of awareness, monitoring or incentives This session will present a structured process on how to employ smart pricing strategies to design professional pricing processes. International case studies will illustrate how companies improved their price setting and price implementation processes ­ from determining strategic pricing goals to creating innovative, segment specific pricing structures and enforcing higher prices in the market. What attendees will learn Creating transparency in your current pricing Designing intelligent, segment specific pricing strategies Including innovative pricing concepts like bundling and nonlinear pricing into your offers Enforcing higher prices in the market by creating awareness of the importance of pricing among key stakeholders, monitoring pricing performance of sales teams and incentivizing proper price implementation across all channels

2:00

pm

Networking Break/Sponsorship Hall and Bookstore Open

2:30

pm

The Game Has Changed: Building a World-Class Pricing Capability to Deliver Profitable growth

Speaker: Joe Zale, Partner, Monitor Group As many executives turn to pricing as a lever for improved performance, there is a tendency to make tactical decisions that don't align with broader corporate goals. What's required is an integrated approach to pricing. New capabilities need to be developed, new skills brought to bear, new systems and processes implemented. Given the potential payoff, developing a comprehensive pricing strategy should be on the agenda of every executive. attendees will learn: How to elevate "value-based pricing" into an actionable, cross-functional capability in your organization Leading the change effort from an executive perspectivethe vision required to align the organization, develop the right incentives, and market the process internally How to build a superior content and an internal point of view anchored in value, not price

4:35

pm

Sponsor Hall / Open and Informal Networking Session

6:00

pm

PPS Reception sponsored by 17

Register online: www.pricingsociety.com

Breakout

1:00

pm

ThuRSDaY, October 22, 2009 · 1:00 ­ 4:35

pm

TOOLS AND TECHNIQUES

5 miNute Break 3:35

attendees are free to select talks between tracks.

Setting Optimal Prices across Sales Channels

Speaker: Per Högberg, Senior Partner and Founder, PriceGain Managing price across multiple channels is a major challenge. Some companies believe that all their channels should be priced alike to avoid cannibalization. Others set prices on a channel-by-channel basis but fail to ensure that the prices are optimized from an overall corporate profitability and/or market share perspective. This session presents how channel prices should be set in order to reach the overall corporate business goals. Through channel price optimization, prices are set for each channel while recognizing the differences in end-customers' willingness to pay and competition across channels. attendees will learn: How to establish optimal prices across sales channels The power of channel price optimization through a business case The characteristics of a successful channel pricing strategy

pm

Measuring Success: Quantifying the Impact of Your Pricing Actions

Speaker: Keith Hohman, Partner, Price for Profit, LLC You've just implemented another price increase in the marketplace and crossed your fingers that this one is more successful than previous attempts. It seems that no matter how much or how often you raise prices, the benefit gained is never as much as you hoped for (or needed). Of particular concern is the lack of visibility to the problem ­ you just don't have the metrics to determine where you are gaining or losing (or why). Rest assured, it is possible to measure the effectiveness of your pricing actions and, more importantly, to improve your returns as a result. attendees will learn: The key concepts of price measurement; The insights that can be easily gained through proper price measurement; and How to use these insights to improve bottom line results

2:00

pm

Networking Break/Sponsorship Hall and Bookstore Open

2:30

pm

4:35

pm

Sponsor Hall Open and Informal Networking Session

6:00

pm

Pricing with Discipline: Strategies to get Your Pricing in Shape

Speakers: Michael P. Craig, Senior Executive, Pricing & Profit Optimization Strategy Group, Accenture and Anthony Milani, Senior Manager, Accenture Join Michael Craig and Anthony Milani as they discuss strategies to start to get your pricing operating model, organization and processes more in line with those used by high performing companies. They will present proven tactics, that when employed in systematic fashion, can lead to an overall strategy that will get your pricing practices fit, in-shape and delivering real value to the top and bottom lines.

PPS Reception sponsored by

18

Professional Pricing Society · 20th Annual Fall Pricing Conference

Your Attendance is Vital to the Pricing Community...

For decades professional associations around the world have dramatically assisted the growth of major industries, while contributing to the betterment of society in general. The unprecedented economic conditions that affected almost every industry impacted the pricing community in many levels. YOU are the most important part of PPS and your participation, training and career advancement is key to the success of our profession. Your attendance to the Fall Pricing Conference is Vital for the Pricing Community. Special interest Events: For those who manage pricing in the Latin American region, we offer the 2nd Annual "Pricing for Latin america Symposium" with tons of specifically targeted strategies and examples of pricing projects and circumstances unique to this thriving part of the world. Additionally, we have created the first ever "Pricing for Executives Summit" intended to expand the knowledge of pricing to those in executive roles where pricing is a crucial factor to the company's success.

WHAT'S IN IT fOR YOU?

Learn from the Best and the Brightest: The 20th Annual Fall Pricing Conference in Orlando is created to bring you to best and the brightest pricing leaders from a diverse array of industries. Every session is designed to give you the information you need to take your pricing practice to the next level. Competitive edge: Whether you're new to pricing or an experienced pricer, Orlando 2009 is designed to give you the best practices, industry trends and strategic pricing skills to stay ahead of the competition. Not only will you learn practical tools to leverage back at the office, you will attain lifelong learning to help you advance your career. To stay competitive, serious pricers must constantly finetune their skills, update their knowledge and find new ways to optimize revenues and streamline processes. The Fall Conference brings you the information you need to drive pricing innovation and improve profitability at your company. networking: The Professional Pricing Society Sponsor Hall is packed with the world's leading pricing technology providers and experts from around the world -- ready to share the latest developments in the pricing field. Several hundred pricing professionals from around the world will attend the Fall Pricing Conference in Orlando. Only here will you be able to network with pricing experts and your peers, forging valuable connections within the pricing community. Career advancement: If you attend one of the three CPP (Certified Pricing Professional) workshops on October 21, you'll return to your office armed with the latest in pricing innovations and best practices. You'll also earn credits towards the prestigious CPP designation, which identifies you as an accomplished pricing professional.

WHAT'S IN IT fOR YOUR COMPANY?

Best practices: At Orlando 2009, you will learn proven methods and best practices to help your company increase profitability and beat the competition. We've assembled the finest experts in the field of pricing to teach you the most effective tools and strategies. You will gain insight on how to apply them in your organization so you can make an impact. Company knowledge: We make it easy to share what you've learned after the conference with others in your organization. PPS provides attendees with a full manual and companion CD containing all of our valuable Conference speaker presentations. You can immediately demonstrate your new ideas on how to price your products and services back at the office! The Conference CD is available only for attendees. Great value: PPS conferences are always an exceptional value. At the PPS member price of $1,695, you can attend the world's leading pricing conference and feel confident that you are learning from the most trusted resource in the field of pricing. The unbiased knowledge and networking opportunities that only PPS offers will prove to be invaluable to your career development.

gET YOUR COMPANY BUY-IN!!

Review this brochure to identify which workshops, special events or conference topics best address your specific needs and those of your organization. Be sure to describe the benefits to your organization and how your attendance will help you make an impact when you return to the office.

Register online: www.pricingsociety.com

19

Breakout

8:00

am

FRiDaY, OCTOBER 23, 2009 · 8:00 ­ 11:50 am

attendees are free to select talks between tracks.

PRICINg PRACTITIONERS TRACk

Organizing for Success in Pricing -- Weathering the Economic Storm

Speaker: Robert D. Smith, Certified Pricing Professional (CPP, Charter Class); Director, Corporate Pricing, Performance Chemicals & Intermediates, Eastman Chemical Company Success in the pricing field is unlikely to occur by chance. A focused, concerted effort is needed to approach the subject. The approach can be started with a broad based, corporate initiative. Alternatively, beginning with a pilot effort and building on success by expanding it into a more widespread, corporate initiative can be pursued. At the end of the day, the key is getting the pricing discipline to a point where it will stick and make a significant impact on the profitability of the enterprise. In this presentation, Robert Smith will describe actions taken by Eastman as it has organized for improved performance in pricing. These include: How Eastman has institutionalized pricing behaviors and organized for success Addressing the challenges of weathering a fierce storm economically in the chemical industry The transition of managing pricing managed by many to fewer decision makers

and the other produces consumer-related products in a highly competitive environment. You can then apply these practical pricing tips to your situation and deliver top and bottom line improvements. in this session, attendees will learn: How to do better cost-plus and market-based pricing How to start applying value-based pricing About some simple rules that you can start doing immediately How to manage your business in a downturn Steps to improve your pricing process and team's responsiveness with precision

5 miNute Break 10:50

am

Price and Profit Management Program -- Lessons Learned

Speakers: Dianne Carmody, Manager, Change/Communications/Education and Chris Chrisafides, Manager, Transactional Pricing Assessments/Sustainability, Rohm and Haas Developing the use of Analytics for managing pricing is becoming more and more common in industry today. But engaging with businesses, developing the appropriate accountability through Executive Involvement and Sponsorship and gaining momentum through choosing the right pilot businesses are critical if you want to put wind behind the sails of your Pricing Initiative. In this talk we focus on how to utilize change management tactics for both early adopters and senior leadership. Attendees will realize the benefits of changing their company's pricing culture. attendees will learn: How to develop the right level of accountability How to make the businesses own the program instead of the Pricing Team How to sustain your pricing culture changes long term

9:00

am

Networking Break/Sponsorship Hall and Bookstore Open

9:45

am

Apply Best Practices from Different Industries to Improve your Pricing Performance

Speaker: David Mok, Senior Manager, Worldwide Pricing, Consumer Solutions Division, Seagate Technologies Looking for ideas to boost your pricing performance? Are you facing even greater challenges in the midst of a slowing economy? Where do you even begin to balance that delicate market share vs. profit equation, especially in a declining market? We will examine pricing practices and priorities of two very different technology companies where one delivers high-value solutions to equipment manufacture

11:50

am

Lunch

20

Professional Pricing Society · 20th Annual Fall Pricing Conference

Breakout

8:00

am

FRiDaY, OCTOBER 23, 2009 · 8:00 ­ 11:50 am

attendees are free to select talks between tracks. revenues. Consider this: if you assume the average channel partner's gross margin is between 15% to 50% - then channel compensation represents between 20% to 100% of a manufacturer's total revenues. Breakout Session attendees will learn from real life examples of how to: Improve profits and revenues through channel compensation; Develop an effective channel pricing strategy that pays a channel what they are worth; and Reclaim the profits that the company deserves.

PRICINg EXPERTS TRACk

Pricing in an Economic Downturn

Speaker: Ranjit Singh, Senior Manager, Deloitte Consulting The looming shadow of economic trouble may be drastically impacting the perception of how pricing should be managed in your industry. Don't let perception dictate how your company manages price. Increasing prices in a tough economic environment requires two things: sharp pricing execution in the form of targeted price movements at the most granular product level and deliberate customer communications, planned and executed broadly to prepare and guide customers through the changes. In this presentation we will discuss approaches and strategies to manage pricing in an economic downturn. attendees will learn: How to understand the true impact of the economy on your company How to understand what customer's truly value in a downturn How to manage price increase strategies How to focus on the impact to customers, and establish a method to monitor feedback

5 miNute Break 10:50

am

Surviving and Thriving: Pricing Strategies to Succeed in Today's Challenging Business Environment

Speaker: Rafi Mohammed, Culture of Profit, LLC We are in the midst of an economic triple whammy: costs are up, market basket prices are at all time highs, and the economy is shaky. In this "make lemonade out of lemons" business environment, it's more important than ever to be proactive about pricing in your company. In this session, pricing expert Rafi Mohammed shares defensive and offensive pricing strategies that your company can implement right away. attendees will learn: How the "new consumer" is both trading up and trading down. Defensive pricing strategies to keep consumers in the fold and maintain market share. Offensive pricing strategies to better serve and profit from the "new consumer."

9:00

am

Networking Break/Sponsorship Hall and Bookstore Open

9:45

am

Channel Compensation: How to Improve Profits in Today's Market

Speaker: Michael Kelly, Principal, Frank Lynn & Associates, Inc. The great uncertainty surrounding the world economy will undoubtedly have most manufacturers scrambling for ways to maintain revenues and reduce costs. Experts predict most manufacturers will ignore what is probably the biggest opportunity to improve profitability and increase revenues. What is this big opportunity that manufacturers are missing? Channel discounts or more precisely, channel compensation. For manufacturers with channel partners, channel compensation is far and away the most mismanaged source of profits and

11:50

am

Lunch

Register online: www.pricingsociety.com

21

Breakout

8:00

am

FRiDaY, OCTOBER 23, 2009 · 8:00 ­ 11:50 am

attendees are free to select talks between tracks. marketing organizations of B2B companies have when adjusting their pricing strategies and tactics in a new world of lower demands and increased competition.

TOOLS AND TECHNIQUES

Add-ons, Versions, or Bundles -- Solutions to a Pricing Dilemma

Speaker: Tim Smith, PhD, Adjunct Professor at DePaul University, Managing Principal of Wiglaf Pricing When should a company use an add-on versus a versioning versus a bundling pricing strategy? Can they be used in conjunction or should these pricing strategies be used in isolation? How does the form of the pricing strategy affect the discounting strategy? Should bundling be used as a discounting strategy or only as an overall pricing strategy? Should all information goods be sold in a versioning approach or can a single version be the most profitable? In this session, Tim Smith will reveal key decision tradeoffs for selecting the most profitable of the three pricing strategies: add-ons, bundles, versions. He will also comment on profitable discounting and price differentiation approaches for each.

attendees will learn:

How to use price to manage customer relationships and expectations for the long term How to use targeted discounting structures instead of across the board price reductions Pricing actions to take now to maximize margins in highly competitive times

5 miNute Break 10:50

am

Coming Out Ahead -- Applying Value Based Pricing Techniques to Address the Challenges of an Economic Downturn

Speaker: Ralf Schwarzendahl, Director, AlixPartners, LLC As the economic downturn creates additional pressure on prices, pricing executives need to develop an even more comprehensive understanding of their organization's competitive position and the anticipated reaction of the market. Taking a reactive approach and adjusting prices indiscriminately will eventually damage the financial health of a company and may lead to volume declines. Pricing managers have to work closely with Marketing, Sales and Finance to creatively address changing customer needs and develop competitive and financially reasonable offerings. Value based pricing techniques in combination with pricing analytics will enable organizations to identify their most valuable customers and create compelling alternatives to existing offers. This approach will preserve market share and allow companies to emerge relatively strong from a recessionary economy.

attendees will learn:

How to identify the key factors that suggest that one of the three specific strategies will be most profitable How to manage discounting with each pricing strategy to enhance profitability How to manage multiple strategies concurrently

9:00

am

Networking Break/Sponsorship Hall and Bookstore Open

9:45

am

Pricing for Today -- Winning for the Long Term

Speaker: Andy Dvorocsik, Director, Arthur D. Little The global economic downturn has created huge opportunities for companies with vision. For many industries, the demand level has been fundamentally reset -- the competitive landscape scrambled. World class companies exploit this opportunity by developing innovative strategies. Pricing is a key element of these strategies because leaders know that pricing actions made in turbulent times can have implications long beyond the current period. In this session, Andy Dvorocsik will provide real life examples and discuss the opportunities and risks that the sales and

attendees will learn:

How to use price analytics to identify target customers How to create attractive and competitive offerings using value based pricing techniques How to leverage price execution techniques and proactively address the market

11:50

am

Lunch

22

Professional Pricing Society · 20th Annual Fall Pricing Conference

General Sessions

12:50

pm

FRiDaY, October 23, 2009

1:50

pm

KEYNOTE: Pricing Leadership: guiding Your Company through Turbulent Times

Speaker: John Hogan, Ph.D., Senior Partner, Monitor John Hogan, co-author of the best selling Strategy and Tactics of Pricing, will address the most pressing question facing pricing executives today: how should they respond to the unprecedented market turbulence initiated by the global financial crisis? All too often, pricing is pushed to the back burner during tough times as business leaders cut prices in a mad scramble to maintain volume in shrinking markets. Such short-sighted approaches represent strategic errors that can damage the company's financial health years after business conditions have improved. The stakes are raised in a downturn as the impact of pricing missteps is amplified by the actions of nervous customers and competitors. As many a regretful executive understands, a simple pricing mistake at the wrong time can start a pricing "death spiral" that drives profits from the industry forever. John will offer bold and original ideas on how pricing executives can exercise effective leadership to guide their companies past strategic threats and toward hidden opportunities for growth and profit in today's turbulent times. He will share practical insights to help you manage, such as: How to avoid pricing traps that offer short term benefits at the expense of future profits and market position How you can use pricing to strengthen customer relationships and improve your market position when times are tough John hogan is a Senior Partner in Monitor where he co-leads the Pricing Line of Business. Dr. Hogan is globally recognized thought-leader on pricing and co-author of The Strategy and Tactics of Pricing, 4th ed., the leading book on pricing for over two decades. Dr. Hogan has been helping companies develop more profitable pricing strategies for most of his career and has extensive experience in technology, software, distribution, manufacturing, services and consumer goods markets.

KEYNOTE: Pricing with Optimism: Are You Ready for the Recovery?

Speaker: Frank Luby, Partner, Simon-Kucher & Partners The economic downturn which began in 2008 forced companies to alter their marketing plans very quickly, in order to cope with tight credit, volatile commodities costs, and customer uncertainty and pessimism. But all economic downturns have one wonderful aspect in common. They end. What steps can your company take right now to capitalize on the opportunities the next recovery will bring? This lively keynote address will review the plans and actions several companies have undertaken over the previous 12 months in order to show you: What a downturn can teach you about your customers' behavior How "pricing for the moment" can hamstring you later on What strategies and tactics make the most sense as you move forward No one can simply wish the doom-and-gloom away. But you can take steps to minimize the risk that you'll end up as "recovery roadkill" when economic growth reignites. Frank Luby is a Partner in the Boston office of SimonKucher & Partners. For more than 20 years he has served clients in a diverse range of industries, including media and consumer products, entertainment, business software, and professional sports. A large portion of his time goes into helping companies improve their pricing processes and their profits. Mr. Luby co-wrote the book Manage for Profit, Not for Market Share, published by Harvard Business School Press in 2006. The book has now appeared in 10 languages.

2:50

pm

Conference Close

Register online: www.pricingsociety.com

23

Sponsors

TECHNOLOgY SPONSORS

eClerx is in the business of building better bottom line results through effective price management programs. We provide a suite of services that evaluates your current pricing policies, compares your product offerings against top competitors and delivers accurate and timely information to enable effective pricing decisions. Website: www.eclerx.com Pricedex Software's award-winning AutoPIM ProTM Pricing and Product Information Management (PIM) solution enables companies to achieve the increased profit potential and benefits of their pricing strategies by enabling actual full and rapid execution of those strategies. Pricedex customers gain first-to-market competitive advantage, and increase margin and revenues with a single system that manages pricing strategies, monitors customer and product performance, and automates publication of pricing data and price lists. Website: www.pricedex.com PROS is the leading provider of B2B price and margin optimization software for manufacturing, distribution, and services industries. PROS Pricing Solution Suite (PPSS) empowers you to understand how pricing impacts profitability, bring scientific pricing strategies to market, and negotiate pricing using scientific price guidance. PROS customers have seen as much as $200M in annual revenue improvement with millions in profit improvement achieved in under 30 days. PROS has implemented over 200 solutions in more than 40 countries. Founded in 1985, PROS' 350+ employees in the US, Europe, and Asia include over 25 Ph.D.s and the industry's largest commitment to pricing science and pricing software R&D. Named by Forbes as one of "America's 200 Best Small Companies." Website: www.prospricing.com QL2 is the leading provider of Market Intelligence On Demand, supplying companies with instant access to critical information from the outside world. QL2's on demand services deliver market intelligence directly to business users when they need it ­ without the time lag or technical complexity common with other approaches. More than 300 clients in 38 countries rely on QL2 to drive business decisions on product and price mix, competitive positioning, and consumer opinions and preferences. Website: www.QL2.com QL2 The SaP Price and Margin Management application provides a unique extension to the price execution functionality of SAP software. The application helps companies to add $10 million to $20 million annually to the bottom line for every $1 billion in sales. Website: www.sap.com Symphony-metreo helps organizations meet their financial goals with innovative solutions in the areas of Enterprise Pricing and Performance Management. Symphony-Metreo is the leading provider of comprehensive price planning, intelligence, optimization and execution solutions that demystify and add discipline to the entire pricing process, enabling organizations to drive more profit to the bottom line. Symphony-Metreo is a wholly-owned subsidiary of the Symphony Technology Group, a $1.2 billion strategic holding company. Website: www.symphony-metreo.com Global Price Management (GPM) from Syncron provides you with an efficient way to analyze, maintain and synchronize prices between all your customer touch points. By providing a system for instantaneous global pricing decision support & execution you can efficiently increase margins and revenues in your global product portfolio. Website: www.syncron.com vendavo is a leading provider of price management and optimization software for business-to-business companies worldwide. Vendavo Enterprise Pricing Suite solves pricing problems by giving businesses true enterprise-wide control of their entire pricing process. It combines pricing science, pricing best practices, and enterprise-class software to drive small improvements in average prices at every stage of the pricing process, from segmentation to deal close. Together, these improvements deliver big increases in profits ­ from 10% to 30%. Vendavo is the enterprise pricing solution of choice for some of the world's biggest names in chemicals, high-tech and industrial manufacturing, consumer products, mill products and distribution. SAP resells the Vendavo solution to its customers under its own name as SAP Price and Margin Management. Website: www.vendavo.com vistaar Technologies provides analytical software for product marketing, pricing and sales groups. We help high tech companies increase revenue and margin by improving list pricing, deal management, customer profitability, and overall product portfolio performance. Website: www.vistaar.com Zilliant drives measurable profitability improvement for industrial manufacturers, distributors and service companies through superior price setting and execution. Zilliant Precision Pricing Suite (ZPPS) combines advanced pricing science, including our proprietary Precision Price SegmentationTM and Price Band OptimizationTM technologies, with easy-to-use business applications to deliver an end-to-end solution for data-driven price management. Enhanced price differentiation and sales execution help Zilliant's customers achieve the best pricing on every transaction, increasing margins by 15% and more. Website: www.zilliant.com Connotate agents go beyond search to create actionable business intelligence and combine unique and valuable data from the Web and Enterprise. As the leader of Web-monitoring and Web-mining solutions, Connotate Agents act on your behalf to monitor, harvest and mashup near real-time data from reliable sources and return it to you as actionable, structured data that can be used to drive business decisions or applied to pricing models. Without the need for programming, tens of thousands of Connotate Agents are amplifying productivity and delivering amazing ROI at many of the top global media, information aggregators and financial institutions. Website: www.connotate.com

24

Professional Pricing Society · 20th Annual Fall Pricing Conference

Lixto Software Gmbh empowers better decisions by searching & aggregating information in real-time and delivering end-to-end connectivity solutions. The company's solutions and services are used in meta search, online market intelligence and web process integration, thus allowing companies and end users to achieve better and more structured results for their queries. Lixto also helps companies by automating their web-based business processes. Facts and figures about markets, suppliers, customers and competitors can be found more quickly, more accurately and are less expensive to access. Lixto's customers are international companies in the automotive, travel, e-commerce and IT industries such as ZF Friedrichshafen, ThyssenKrupp Presta, Voss Automotive, shopping.com, the Austrian National Tourist Office Österreich Werbung, energy provider Verbund and T-Mobile. Website: www.lixto.com model n is the leading provider of Revenue Management solutions to the life sciences and high tech industries. Model N's holistic approach to revenue management delivers pricing solutions that are vertical-specific and tightly integrated with Model N's quoting, contract management, trade promotion, and channel management solutions to help companies manage pricing and margins throughout the entire planning, execution, and settlement stages of the revenue lifecycle. With close to 80 leading companies in life sciences and high tech, no other pricing vendor has the solution breadth or depth of industry experience that Model N brings to the industries it serves. Website: www.modeln.com Stratinis is a Europe-based company offering its clients state-of-the-art international price management software. Stratinis' core expertise is helping companies doing international business by managing their prices across borders. Stratinis Pricing Suite also enables companies to manage their pricing with international key accounts better than ever before. Stratinis Pricing Suite combines all aspects of price management in one solution: Analysis, guidance and price execution. As a result customers can improve their profits by 10% to 20% and at the same time control international pricing risks. Website: www.stratinis.com The nielsen Company, develops competitive category pricing strategies with Priceman, the ideal solution for retailers in the Grocery, Drug and Mass Merchandise industries. This strategic pricing solution lets you create retail pricing scenarios and analyze their potential. With Priceman, it's easy to see what impact changing prices has on your gross margin, price position and competitive position. Website: www.nielsen.com SignalDemand provides manufacturers with on-demand software and services to achieve maximum profit margins in the face of volatile markets and increasingly complex pricing decisions. Using patented, comprehensive mathematical models to process thousands of variables, SignalDemand's technology allows customers to adjust supply and demand on a continual basis. By recommending best price, supply utilization and product mix in moments, SignalDemand enables better day-to-day decision-making. Companies such as Cargill, Farmland Foods, Hormel, National Frozen Foods, Rich Products, Seaboard Foods and Ventura Foods rely on SignalDemand for immediate and ongoing improvement of financial performance. Website: www.signaldemand.com

EXPERT SPONSORS

Simon-Kucher & Partners Strategy & Marketing Consultants (SKP) has the world's largest consulting practice dedicated to pricing and smart profit growth. Business Week magazine described SKP in January 2004 as "world leader in giving advice to companies on how to price their products." Website: www.simon-kucher.com Pricing Solutions Ltd. (Associated with The Advantage Group) specializes in 4 core services: pricing research, pricing management, pricing training and advisory services. Our pricing expertise is based on more than 15 years of in-depth work on pricing optimization in B2C and B2B markets. We have developed a wide range of proprietary tools, processes and research techniques for studying and analyzing our clients pricing problems. The typical payback on an engagement is 15:1. Website: pricingsolutions.com accenture is a global management consulting, technology services and outsourcing company. Committed to delivering innovation, Accenture collaborates with its clients to help them become high-performance businesses and governments. With more than 152,000 people in 49 countries, the company generated net revenues of US$16.65 billion for the fiscal year ended Aug. 31, 2006. Website: www. accenture.com Deloitte is an organization of member firms devoted to excellence in providing professional services and advice. We are focused on client service through a global strategy executed locally in nearly 150 countries. With access to the deep intellectual capital of 120,000 people worldwide, our member firms (including their affiliates) deliver services in four professional areas: audit, tax, consulting, and financial advisory services. Our member firms serve over one-half of the world's largest companies, as well as large national enterprises, public institutions, and successful, fast-growing global growth companies. Website: www.deloitte.com holden advisors is a pricing strategy, consulting and training firm that helps clients become confident about their pricing and achieve greater revenue and profits. To ensure success, we deliver analysis, strategy, processes and training that are analytically sound and closely integrated with a client's business culture. We look at both quantitative and qualitative aspects of pricing to help your marketing and sales teams illuminate an offering's clear value to a customer. Website: www.holdenadvisors.com mimiran. Improving pricing performance is not simply a matter of brilliant strategy, trendy consulting practices, or flashy technology. It's about aligning your strategy, processes, and systems for optimum effect. Mimiran's unique combination of expertise in pricing strategy, business processes, and technology provides rapid, effective pricing solutions for Global 2000 corporations and mid-size businesses. Website: www.mimiran.com

Register online: www.pricingsociety.com

25

Sponsors

EXPERT SPONSORS (continued)

Strategic analysis inc. (SAI), a global business consulting firm, uses its core capability in competitive intelligence to develop pricing, pricing strategy and tactics, and price benchmarking throughout an industry's ecosystem to increase client profits. SAI drives its field-developed research to develop proactive, value-added results and recommendations for clients. Website: www.strategicanalysis.com Wiglaf Pricing works with leading global corporations and emerging entrepreneurs to enable confident pricing decisions in the face of uncertainty. With researched and field tested quantitative and qualitative approaches, executives use Wiglaf Pricing's insight and creativity to define price structures, set price levels, and manage price variances. Website: www.wiglafpricing.com PriceGain develops strategies, processes and tools for successful Pricing and Revenue Management. PriceGain operates globally from its headquarters in Stockholm and through strong partnerships world-wide. Website: www.pricegain.com Price initiatives are not about software implementations, but bottom-line results. Quantalyst Consulting, LLC specializes in quantitative analytics to drive profit and pricing decisions. With proven expertise in `pocket price', `cost-to-serve' and `cost-to-produce' analytics and integrations, you can leverage your existing staff and systems for a cost-effective pricing solution ­ beyond a single-minded focus on direct trade components (rebates, discounts, trade promotions, etc.). Some of the world's most successful corporations in a variety of sectors have engaged Quantalyst to unravel, quantify and understand complexity including Nestlé, Henkel, Pall Corp, Haldex and others. Website: www.quantalyst.com atenga, inc. is the nation's fastest growing strategic pricing consulting company. We develop pricing strategies based on hard data, delivering to our clients unsurpassed business results by monetizing the value perceptions of the marketplace. Website: www.atenga.com abbey Road associates. Pricing is not a problem -- it's an opportunity. Pricing strategy can ignite revenues with innovative product/service bundling, new offers, discount management and defense of price levels and share. Our clients rarely see less than a 7% top line gain, and 50%+ increases are common. Abbey Road Associates is a specialist firm, helping leading corporations achieve their profit goals through our unique toolkit of pricing frameworks, proven in repeat engagements. Website: www.abbeyroadassociates.com Kalypso is a consulting firm helping clients deliver on the promise of innovation. The firm helps some of the world's most innovative companies effectively launch new products and services. Kalypso believes pricing and value management are fundamental to innovation, and has extensive knowledge and experience helping clients innovate their core pricing strategy and processes. Website: www.kalypso.com Sentrana inc., based in Washington, DC, is a pioneer in providing scientific micromarketing solutions to industry leaders in highly competitive markets. We provide end-to-end revenue optimization solutions by combining advanced quantitative methodologies with qualitative managerial inputs into our patented MarketMoverTM platform. Our technology facilitates optimization of the marketing decisions at the individual transaction level that drive financial performance, allowing organizations to actively shape their demand environments. Website: www.sentrana.com Quantiz is a pricing management-consulting firm that uses the powerful concepts of Six Sigma and Process Excellence to enhance its analytical skills in order to develop differentiated services and solutions. Website: www.quantiz.com.br SoftwarePricing.com is a resource for organizations and individuals involved with software pricing. The site is a compilation of publicly available information on pricing along with pricing perspectives and insights developed by MarketShare, Inc., a consulting firm that helps technology companies realize greater returns from the products and services they sell, as well as from the professionals who represent them. Website: www.softwarepricing.com

"I really enjoyed the opportunity to meet and

network with like-minded individuals who understand the challenges that a pricing executive faces."

Daniel Lee, Director of Pricing Acklands-Grainger

26

Professional Pricing Society · 20th Annual Fall Pricing Conference

Hotel & Registration Information

PPS member Discount ­ For Professional Pricing Society members, the Full Conference Package is $2495, a discount of $300. The same membership eligibility rules apply as shown above for PPS membership. Pricing for Latin america Symposium, October 21, 2009 ­ Registration is $1295. Registration for both the Pricing for Latin America Symposium and the 2-day Fall Pricing Conference, October 22-23, 2009 is $2495.

Registration Fees

Registration, if you are currently not a member, is $1995 for the PPS Conference being held on October 22-23, 2009 and includes a six-month PPS membership, a comprehensive manual and CD of all presentations, lunch and continental breakfast both days, refreshments and our networking reception on October 22, 2009. 4th attendee Free ­ When three people register from the same firm at the same time, a 4th person may register for the conference free of charge. Early Bird Discount ­ For Purchases made on or before Friday, August 21, attendees can buy 2 and get the 3rd for free (buy 3 and get the 4th free after August 21). PPS member Discount ­ For Professional Pricing Society members, registration is $1695, a discount of $300. If your firm has a single membership then any one person from that firm can register at the member rate. If your firm has a Corporate 5 plan (up to five people on the membership plan) then any five people from your firm can register at the member rate. The same holds for Corporate 10, Corporate 20 and Corporate 100 members. If you wish to register several people at the member rate, then you should ensure that you have one of the corporate membership plans to receive discounts for everyone. Single membership in PPS is $400. Corporate 5 plan is $1000; Corporate 10 is $1500; Corporate 20 plan is $2500 and the Corporate 100 plan is $5000. Full Conference Package ­ Registration, if you are not currently a member is $2795 and includes one of the Pre-conference CPP Workshops on October 21, 2009 and the PPS Conference on October 2223, 2009. When three people register from the same company for both events, a 4th person may also register for both events free of charge.

Pricing for Executives Summit, October 21, 2009 ­ Registration is $1295. Registration for both the Pricing for Executives Summit and the 2-day Fall Pricing Conference, October 22-23, 2009 is $2495.

housing information

hotel Reservations: The wonderful hyatt Regency Grand Cypress hotel is the host for housing the PPS Fall Pricing Conference. You should make your reservations directly with the hotel at +1.407.239.1234. You must mention that you are attending the PPS Fall Pricing Conference to receive our discount or visit the PPS website at www.pricingsociety.com/orlando The Hyatt Regency Grand Cypress will only hold the PPS block of rooms until September 28, 2009, that is three weeks before the conference begins. We advise that you reserve your hotel room when you register for the conference or even before, if you are fairly certain that you will be attending.

Payments, Substitutions and Cancellations

Payments and Cancellation Policies: You may make payment by check or credit card, or online at www.pricingsociety.com. Checks must be received by September 28, 2009 and should be made payable to "Professional Pricing Society". You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by September 28, 2009 and receive a refund, less a 20% administration fee.

Register online: www.pricingsociety.com

27

Professional Pricing Society 3535 Roswell Road, Suite 59 Marietta, Georgia 30062 Also Please Route: · VP/Director Marketing · VP/Director/Manager of Pricing · Product/Market Manager · President/General Manager

PRSRT STD AUTO U.S. POSTAGE PaiD ATLANTA, GA PERMIT #2003

ATTENTION MAILROOM: If undeliverable to addressee, please forward to one of the departments on the route slip. (Lower left boxes)

2009 Fall Conference Registration

1st Registrant name _____________________________________________________________ Title __________________________________________ Organization _________________________________________________ address _______________________________________________________ City ____________________________________State/Province________________________ Country _______________ Zip/iPC ________________ Phone _________________________________E-mail _______________________________ Workshop Choice ______________________________ 2nd Registrant name ____________________________________________________________ Title __________________________________________ Phone _________________________________E-mail _______________________________ Workshop Choice ______________________________ 3 Registrant name _____________________________________________________________ Title __________________________________________

rd

Phone _________________________________E-mail _______________________________ Workshop Choice ______________________________ 4th Registrant (FREE) ____________________________________________________________ Title __________________________________________ Phone _________________________________E-mail _______________________________ Workshop Choice ______________________________ 2-Day Fall Pricing Conference OnLY, October 22-23, 2009 (does not include the 1-Day CPP Workshop or the "Pricing for Latin America Symposium" or the "Pricing for Executives Summit") i am nOT currently a member, but understand i will receive a free 6-month PPS membership. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,995 i am a current PPS member ($300 member discount) . . . . . . . . . . . . . . . . $ 1,695 FuLL COnFEREnCE: 2-Day Fall Pricing Conference, October 22-23, 2009 PLuS 1-Day CPP Workshop, October 21, 2009 (does not include the "Pricing for Latin America Symposium" or the "Pricing for Executives Summit") i am nOT currently a member, but understand i will receive a free 6-month PPS membership. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,795 i am a current PPS member ($300 member discount) . . . . . . . . . . . . . . . . $ 2,495 Specify Workshop: Please enter your Wednesday, October 21, Full-Day Workshop choice in the Registration Form above: 1. The Pricing Organization Transformation Workshop with Parvathy Hariharan and Larry Montan 2. Recession-Proof Price negotiations with David Palmer, CPA, MBA, Ph.D. 3. Price Certainty in uncertain Times: 10 Ways to Stop Leaving money on the Table with Reed K. Holden, D.B.A. Pricing for Executives Summit, October 21, 2009 Pricing for Executives Summit, October 21, 2009 PLuS 2-Day Fall Pricing Conference, October 22-23, 2009 . . . . . . . . . . . . $ 2,495 Pricing for Executives Summit only. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,295 Pricing for Latin america Symposium, October 21, 2009 Pricing for Latin america Symposium, October 21, 2009 PLuS 2-Day Fall Pricing Conference, October 22-23, 2009 . . . . . . . . . . . . $ 2,495 Pricing for Latin america Symposium only . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,295

maiL TO:

LaTonia Dugger, Registrar, Professional Pricing Society 3535 Roswell Road, Suite 59 Marietta, Georgia 30062 +1.770.509.9933 +1.770.509.1963 www.pricingsociety.com LaTonia Dugger, Registrar [email protected] Payment enclosed Bill my Organization

PhOnE: Fax: inTERnET: EmaiL:

Payment:

AMEX Credit Card #

Visa

MasterCard

__________________________________________ Expiration date (MM/YY) ____________________

For purchases made on or before Friday, august 21, attendees can buy 2 and get the 3rd for free (buy 3 and get the 4th free after august 21).

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