19 - 21 August, 2019
Novotel Singapore on Stevens, Singapore

CONFERENCE DAY 2

8:00 am - 9:00 am Registration & Coffee & Tea

9:00 am - 9:15 am Chairman’s Welcome Remarks

Jesper Hansson, Pricing Director – EMEA & Asia Pacific at Electrolux

Jesper Hansson

Pricing Director – EMEA & Asia Pacific
Electrolux

STRENGTHENING COMMERCIAL CAPABILITIES

  • Opportunities and challenges of harmonising pricing, sales and marketing KPIs to drive commercial performance
  • Accelerating sales, pricing and marketing maturity to design an exceptional commercial excellence strategy
  • Breaking down silos to scale results and outperform
Stephen Hodson, Director, Global Commercial Excellence at Armacell

Stephen Hodson

Director, Global Commercial Excellence
Armacell

Kenneth W. Chiu, Commercial Excellence Leader at Borouge

Kenneth W. Chiu

Commercial Excellence Leader
Borouge

Venkatesh Babu, Regional Managing Director, South Asia at Coty

Venkatesh Babu

Regional Managing Director, South Asia
Coty

Dr. Lewis Lim, Associate Professor of Marketing Practice at Nanyang Business School, Nanyang

Dr. Lewis Lim

Associate Professor of Marketing Practice
Nanyang Business School, Nanyang

10:00 am - 10:30 am Deploying a Data-Driven Pricing Strategy to Optimise Decision Processes and Increase Sales Conversions in Real-Time

  • Ensuring clean, accurate and up-to-date data throughout the customer life cycle
  • Understanding the changing nuances of customer behaviour and reducing the complexities in pricing activities
  • Utilising data insights to uncover new prospects and customer trends
Amit Thard, Regional Head of eCommerce, SEA at Stanley Black & Decker

Amit Thard

Regional Head of eCommerce, SEA
Stanley Black & Decker

PRICING INTELLIGENCE & PERFORMANCE OPTIMISATION

10:30 am - 11:15 am Speed Networking & Morning Refreshment Break

  • Investing in pricing tools and systems to monitor and benchmark against competitors
  • Examining comparative price trends to acquire advanced pricing insights
  • How can organisations utilise insights in business planning to drive sustainable business growth and performance?
Yograj Kulkarni, Director of Revenue Optimisation at Shangri-La Hotels & Resorts

Yograj Kulkarni

Director of Revenue Optimisation
Shangri-La Hotels & Resorts

Anu Arora

Regional Head of Strategic Pricing & Strategic Business Development – Greater Asia
International Flavours & Fragrances

Darrell Phun, Global Pricing Director – Textile Effects at Hunstman Corporation

Darrell Phun

Global Pricing Director – Textile Effects
Hunstman Corporation

Rajnish Tuli, Principal Lecturer & Consultant, Data Science Practice at National University of Singapore (NUS)

Rajnish Tuli

Principal Lecturer & Consultant, Data Science Practice
National University of Singapore (NUS)

  • Finding a sustainable balance between cost, volume, revenue and profit margins
  • Developing a sales and marketing plan that integrates production planning and promotion decisions
  • Increasing revenue streams through distribution partners and channels
Dr. Detlev Remy, Associate Professor, Design & Specialised Businesses at Singapore Institute of Technology

Dr. Detlev Remy

Associate Professor, Design & Specialised Businesses
Singapore Institute of Technology

Angela Wu, Director of Revenue Management at Mandarin Oriental Hotel Group

Angela Wu

Director of Revenue Management
Mandarin Oriental Hotel Group

Devdutta Banerjee, Vice President, Revenue Management at Millennium Hotels & Resorts

Devdutta Banerjee

Vice President, Revenue Management
Millennium Hotels & Resorts

12:30 pm - 1:30 pm Networking Lunch

INTERACTIVE ROUNDTABLE DISCUSSION GROUPS (2 Rotations @ 35 Mins Each)

1:30 pm - 2:15 pm Roundtable A: Winning at Omni-Channel Pricing and Revenue Management


Manvi Kathuria, Regional E-Commerce Lead, Asia Pacific at Luxasia Group

Manvi Kathuria

Regional E-Commerce Lead, Asia Pacific
Luxasia Group

1:30 pm - 2:15 pm Roundtable B: Managing the Impact of Exchange Rates on Pricing and Revenue Management


Mohammed Ghezal, Pricing Director at Dell EMC

Mohammed Ghezal

Pricing Director
Dell EMC

1:30 pm - 2:15 pm Roundtable C: Driving Revenue Growth with Personalised Customer Engagement


Sandeep Gambhir, Area Director of Revenue - Singapore at Accor

Sandeep Gambhir

Area Director of Revenue - Singapore
Accor

1:30 pm - 2:15 pm Roundtable D: Rethinking Pricing and Revenue Management with Data-Led Insights


Jesper Hansson, Pricing Director – EMEA & Asia Pacific at Electrolux

Jesper Hansson

Pricing Director – EMEA & Asia Pacific
Electrolux

PRICING INNOVATION & MODERN REVENUE MANAGEMENT

3:00 pm - 3:30 pm Afternoon Refreshment Break

3:30 pm - 4:00 pm Working within Authorised Profit Margins to Meet Financial Key Performance Indicators

  • Determining baseline profit margins to set the range of promotions and discounts
  • How to win deals and maintain price integrity
  • Developing value-added services to shift the focus from pricing to quality and value
Stephen Hodson, Director, Global Commercial Excellence at Armacell

Stephen Hodson

Director, Global Commercial Excellence
Armacell

  • Increasing market share and profits with new pricing tactics, including subscription-based pricing and pay-as-you-go pricing
  • Revenue management strategies: Making the case for and against offers, discounts, bundling
  • Tapping onto the power of personalisation to push on-demand products and services
Albert Lee, Global Head of Revenue Growth Management at Fonterra

Albert Lee

Global Head of Revenue Growth Management
Fonterra

Dr. Detlev Remy, Associate Professor, Design & Specialised Businesses at Singapore Institute of Technology

Dr. Detlev Remy

Associate Professor, Design & Specialised Businesses
Singapore Institute of Technology

Samir Kagrana, Asia Pacific Head – Strategic Deal Development & Enterprise Client Solutions at Covance

Samir Kagrana

Asia Pacific Head – Strategic Deal Development & Enterprise Client Solutions
Covance

4:30 pm - 5:00 pm Chairman’s Closing Remarks & End of Summit

Jesper Hansson, Pricing Director – EMEA & Asia Pacific at Electrolux

Jesper Hansson

Pricing Director – EMEA & Asia Pacific
Electrolux