CONFERENCE DAY 1

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Syed Suroor Anwar

Vice President of Strategy and Commercial - Asia Pacific
RS Components

11:00 am - 11:00 am Welcome & Housekeeping

11:10 am - 11:40 am Adopting a Data-Driven Culture within your Organisation

Erik Szobota - Director of Global Yield and Pricing, Twitter

As director of global yield and pricing for Twitter, Erik makes sure he is aware of the good, the bad and the ugly of pricing. How so? He has the data. Using systems and tools, he is able to capture customer feedback, trends, and commonalities to implement improvements within pricing and communicate with other departmental teams on the ‘why’ behind their pricing methodology.


·        Setting up a step-by-step process to input, clean and assess data

·        Building a data narrative to communicate key pricing insights

·        Recruiting key stakeholders to align on your message and change assumptions with data-driven facts 

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Erik Szobota

Director of Global Yield and Pricing
Twitter

11:40 am - 12:10 pm Pricing Automation to Optimise Decision Processes and Increase Sales Conversions in Real-Time

  • Managing business functionalities with enhanced accuracy and precision
  • Understanding the changing nuances of customer behaviour and reducing the complexities in pricing activities
  • Embracing pricing automation in designing optimal systems for sales and customer empowerment

12:10 pm - 1:30 pm Lunch Break


Post COVID-19, businesses will have to focus on re-building profitable relationships. As businesses recover from the global lockdown and economy slowdown, it becomes of utmost priority to understand customer needs and wants. How can organisations learn about customer spending patterns and add true value for the customer?


·        Gaining insights on customer preferences, channel behaviour and sought benefits

·        In times of market uncertainties, how do you ensure customer retention and maintain profitability?

·        Factors to build in your margins and pricing strategy to navigate trade regulations and currency fluctuations 

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Dr. Detlev Remy

Associate Professor, Design & Specialised Businesses
Singapore Institute of Technology

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Syed Suroor Anwar

Vice President of Strategy and Commercial - Asia Pacific
RS Components

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Sam Bedi

Head of Asia
Glanbia Performance Nutrition

2:10 pm - 2:40 pm Identifying Opportunities for Margin Improvement for Top-Line Growth

Vishal Grover - Global Head of Commercial Services, Archroma

Vishal oversees strategic pricing globally for all of the three business divisions for Archroma. To do so, he has set a structured pricing process, taking into account variable costs, changing market scenarios and different volumes to work continuously to reduce margin. In this session, Vishal shares more about:


·        Building analytics capability to drive data driven decision making and identify margin improvement areas

·        Implementing process change to drive behaviour and awareness of value

·        Gaining support from top management 

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Vishal Grover

Global Head of Commercial Services
Archroma

2:40 pm - 3:10 pm Driving Value-Based Pricing with Data Analytics to Improve Customer Willingness-To-Pay

Rishi Marwah - Vice President of Pricing & Products, DHL Express Asia

DHL Express engages in millions of transactions each day, each of which in theory could be priced differently to reflect a different level of value for the customer. Making sense of this to develop policies and pragmatic actions requires a dive into this big data pool. Millions of transactions do not necessarily mean millions of unique value points. So are there any patterns at all? At which levels can this be considered? What are some of the challenges? Rishi Marwah, Vice President of Pricing & Products for DHL Express Asia will share more about how this emerging area is being approached in DHL.

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Rishi Marwah

Vice President of Pricing & Products
DHL Express Asia

3:10 pm - 3:30 pm Break

BY-INVITE ONLY! Virtual Interactive Discussion Groups

Roundtable A

3:30 pm - 4:15 pm Change Management for Price Excellence

·        Promoting a growth mind set to advocate an impactful pricing function

·        How to get key stakeholders on board?

·        Evaluating and auditing the effectiveness of the change

Roundtable B

3:30 pm - 4:15 pm Effective Strategies for Pricing New Products & Services
Jessica Soo - Vice President of Pricing, Lazada Singapore

·        Assessing market potential, customer demographics and competition for new product launch

·        Aligning your pricing with customer’s expectations

·        Monitoring performance and scaling growth with effective strategies

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Jessica Soo

Vice President of Pricing
Lazada Singapore

Roundtable C

3:30 pm - 4:15 pm Price Guidance in Deal Negotiations
  • Establishing structured price setting methodology and pricing policies to generate recommended deal price
  • Balancing between securing price integrity and offering price flexibility
  • Leveraging negotiation optimisation frameworks to handle discount requests

Asia Pricing Virtual Interactive Discussion Group Sessions are an exclusive, by-invite only platform structure to maximise interaction with in-depth focus on critical and timely issues. Participants will have the opportunity to participate in 1 topic, each led by an expert for a 45-minutes discussion. This unique private session allows you to deep dive into the most current challenge you face right now.

Each roundtable limited to 8 senior pricing and revenue leaders only. Write in to Krishna.mawani@iqpc.com.sg to find out more information

Group

4:15 pm - 4:30 pm Chairman’s Closing Remarks & End of Day One

Syed Suroor Anwar - Vice President of Strategy and Commercial - Asia Pacific, RS Components
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Syed Suroor Anwar

Vice President of Strategy and Commercial - Asia Pacific
RS Components