PROS European B2B Pricing Summit

Tuesday, April 24, 2012

Craig Zawada

Craig Zawada is a well-known expert in the area of pricing strategy whose experience spans a wide range of both B2B and consumer products. Over the past 17 years, he has developed innovative pricing concepts and ideas in the areas of market strategy, post-merger pricing, Internet pricing, pricing in distribution, price implementation and pricing infrastructure. Zawada is also a widely published author, whose articles have been featured in many highly esteemed publications, such as the Harvard Business Review, Mergers and Acquisitions and the McKinsey Quarterly. He has been interviewed and quoted in Fortune, Canadian Business and Industry Week. He is perhaps best known for his role in coauthoring both the first and second editions of the book, “The Price Advantage,” which has been recognized as one of the most pragmatic books on pricing strategy available. As a frequently sought after presenter, Zawada has spoken on pricing strategy at industry conferences in North America, Europe and South America.

Pol Vanaerde
European Pricing Platform

Pol Vanaerde has a successful market strategy track-record. He was responsible for the European launch of Alpro Soyfoods and elected as product marketeer of the year ‘1990’ in Belgium. He later joined McBride PLC (private label detergents & cosmetics) as European Marketing Manager and Conoco-Philips as New Business Manager. Pricing was always one of his key responsibilities. Pol is the initiator and actual president of the European Pricing Platform and responsible for the vision development and the daily management.Furthermore, Pol is the founder of Vanaerde Consulting a market strategy + pricing consulting company. He is also guest professor at Vlerick Leuven/Gent Management School, HUB (Brussels), deBaak (Amsterdam), and in a wide portfolio of in-companies, seminars and conferences in different industries all over Europe.

Cathy O'Dowd

Cathy O’Dowd is a winning explorer and raconteur. Not one to submit to adversity, she reached Everest’s peak from the south, despite facing the worst storm in the mountain’s history. She took on the challenge of the treacherous north side two years later, but her attempt ended when she stopped to try and save a dying climber. A year later she returned and succeeded in becoming the first woman to climb Everest from both the north and south sides. Hear Cathy weave together the literal adventure of the climb and the metaphorical challenge of reaching for the peak of achievement, sharing her stories of challenge, adventure, passion for life and the reality of death.

Wolfgang Krüger
Merck Millipore

Wolfgang Krüger is the Vice President at Merck of Marketing Tools and Services and Head of Pricing Initiative. With a career that spans more than 44 years with the company, he began his career at Merck in 1966 as a Sales Manager, and quickly moved up the ranks to Regional Manager of East Europe. In 1982 he became CEO of Merck Trading, Iran. This was followed by Division Manager of Industrial Chemicals in the United Kingdom and in 1989 he was named President of Merck Chimie, France. In 2004 he was appointed General Manger Cosmetics in PLS. He holds an Apprenticeship in Commercial Affairs.

Rob Glenn
PROS Pricing

Appointed General Manager EMEA for PROS in November 2011, Rob has over 24 years’ experience in the software industry working at all levels of the business. Moving from technical and consulting roles, into new business sales, business development in the UK and International markets, RVP, Managing director roles and main board director, he possess a broad knowledge of all aspects of the software business. Pervious roles included working as Senior Vice President International for Global 360, Group Sales & Marketing Director for Gresham Computing, VP & Regional Director UK/Ireland, Middle East and North Africa for Tibco. He is also a Freeman of the Worshipful Company of Information Technologists.

Louis du Plessis
Virgin Atlantic

Louis du Plessis joined Virgin Atlantic Airways in August 2002 and is the General Manager, Revenue Management and Pricing. Louis was originally recruited to improve existing revenue management and pricing practices and processes in order to support/sustain Virgin Atlantic’s growth strategy. Since then he has led the transition of the Airline’s RM system from a leg-based - to an O&D environment as well as the shift of focus for RM & Pricing to be more proactively involved in revenue generation. Prior to joining Virgin, Louis spent 25 years with South African Airways in various positions including management of overseas offices, network and strategic planning, pricing and revenue management. During this period he was responsible for implementing PROS’s revenue management- and Groups management software as well as business processes to support the transition to a successful revenue management environment. Louis holds a Bachelor of Commerce degree in Economics and an Honours degree in Business Management from the University of South Africa.


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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