PROS European B2B Pricing Summit

Tuesday, April 24, 2012

PROS European B2B Pricing Summit
Hotel Kempinski JahresZeiten, Munich

Monday, April 23, 2012

6:30 pm to 7:30 pm

Open for Early Registration

7:15 pm

Cocktail reception with Canapés

8:00 pm


Tuesday, April 24, 2012

8:00 am to 9:00 am

Registration & continental breakfast

9:00 am to 9:15 am

Welcome and introductions: Rob Glenn, General Manager, PROS EMEA

9:15 am to 10:00 am

Keynote Addresses: Cathy O’Dowd, The first woman in the world to climb Mt Everest from the south and north sides

10:00 am to 10:45 am

Craig Zawada - Senior Vice President, Pricing Excellence, PROS Pricing
Craig will present Pricing at the heart of Business: “Going from Good to Great”

10:45 am to 11:00 am


11:00 am to 11:45 am

Presentation - Wolfgang Krüger, Vice President at Merck of Marketing Tools and Services and Head of Pricing Initiative.

Wolfgang’s presentation will cover Best Practice Strategies for successful B2B pricing methodologies.

11:45 am to 12:30 pm

Presentation - Luis Du Plessis, Head of revenue management and pricing, Virgin Atlantic

Luis will present “Best practice revenue and pricing optimization at Virgin Atlantic”

12:30 pm to 1:30 pm

Networking Lunch

1:30 pm to 2:15 pm

Presentation - Pol Vanaerde, CEO European Pricing Platform

Pol will present the ePP Pricing Maturity Assessment model methodologies and processes

2:15 pm to 3:00 pm

Presentation - Mike Lawson, Director, Pricing Strategy, Depuy

Mike's presentation will focus on Driving Profitability with Optimized Pricing

3:00 pm to 3:15 pm


3:15 pm to 4:00 pm

Presentation - Javier Christie, Group Manager Pricing, Coates Hire

Javier will present “Building a strong business case for a successful Pricing Initiative”

4:00 pm to 4:45 pm

Panel - interactive Q&A and audience poll session utilizing live voting tools.

Panel features customers, sponsors, and selected PROS Executives.

Voting session and live tweet of results.

4:45 pm to 5:00 pm

Closing Remarks:
Rob Glenn, General Manager, PROS EMEA

5:30 pm to 8:30 pm

Drinks reception & gala dinner

Pricing at the Heart of Business: Going from “Good to Great”
Craig Zawada, Senior Vice President, Pricing Excellence, PROS

It’s becoming clear that pricing has finally moved from early adoption to mainstream, with many companies having put in place processes, people and initiatives to ring the cash register with success. However, there is a big difference between those companies that are trying to just get pricing under control and those that are turning it into a competitive advantage – one that empowers them to outperform their peers. Given the new complexities of pricing, including volatile commodity costs, shortened lifecycles, sophisticated buyers, etc., companies need to raise their aspirations for the performance of their pricing function.

Best Practice Strategies for successful B2B pricing
Wolfgang Krüger, Vice President, Marketing Tools and Services & Head, Pricing Initiative, Merck

Managing pricing is a powerful way to improve business profits, however companies often fail to understand the implications of their day-to-day pricing decisions. In today’s competitive global economy, no senior executive can afford to ignore strategic pricing as one of the fundamental drivers of financial success for any business-to-business enterprise. Learn from Wolfgang Krueger how Merck approached the introduction of new Pricing Strategies in its organisation and the best practices it used.


Contact Information

Payment Instructions

  • Discounted Hotel Rate 
    Delegates wishing to stay the night of the 23rd or 24th April, and booking directly with the hotel, should quote booking reference “PROS“ to get a discount rate of EUR 270.00 per night, a saving of EUR 40.

    Guests can reserve their rooms:
    via call: +49 89 2125 2700. 
    via fax: +49 89 2125 2777. 
    via e-mail: reservations.vierjahreszeiten

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