Melbourne, Sydney, Canberra (GMT+11): 9am to 5pm
Adelaide (GMT+10:30): 8.30am to 4.30pm
Brisbane (GMT+10):8am to 4pm
Perth, Singapore, Malaysia (GMT+8): 6am to 2pm
New Zealand (GMT+13): 11am to 7pm
During this course, the audience will be aware of the importance of price as the main profit lever. Despite its relevance, price is often not well managed, and companies face profit declines due to poor pricing decisions.
Pricing is much more than setting prices. Pricing should be viewed as a process which starts with the establishment of the correct pricing strategy, aligned with overall business strategy, which should guide the price setting. The thoughtful pricing process should touch all relevant areas of the organization (strategy, marketing, finance, and sales) and companies should set the appropriate organizational structure, process, systems, and governance to allow the correct price implementation aligned with the strategy.
This course aims at giving an overview of a typical pricing process combining analytical theory and rigor with practical cases. At the end of this masterclass, the audience should have the main elements to implement a pricing function to enable a commercial process with better pricing decisions.
- Understand the main components of a pricing management process
- Comprehend the main elements of a pricing strategy
- Be aware of the main methodologies of price setting with their pros and cons
- Understand the price elasticity concept and how to apply it to optimize prices
- Know the main methodologies to measure customer willingness to pay
- Be aware of tricks which impact affordability perception (behavioral pricing)
- Understand the main steps to successfully establish the pricing capability in the organization
- Establish a pricing process (roles, main activities, and governance) which allows better pricing decisions
Featuring Our Speakers
Revenue Growth Management Director / Pricing & Analytics Advisor
CMI Foods at Corporacion Multi Inversiones / Performa Advisors
Mateus focuses his professional activities in marketing and sales and has almost 20 years of combined industry and consulting experience. He has worked in industries such as retail, consumer goods, telecom, financial services and energy.
Expertise in business performance improvement with a focus on the revenue and overall profitability. Successfully implemented transformational commercial projects and developed new strategies, sales channels and financial services. Proven record for leading business efficiency of products through consumer analytics. Direct exposure to critical time-sensitive decisions in risky and volatile market conditions such as: hyperinflation, devaluation and political transformation.
He took senior management positions in multi-billion companies such as, Stanley Black & Decker, Millicom International Cellular and Grupo Ultra, where he led the pricing, revenue management & analytics department. In those companies, he established a new pricing & revenue management capability covering all relevant business aspects such as: commercial strategy definition & alignment, organization, process redesign & governance, commercial policy review and new methodologies/tools deployment to assist the decision-making process.
He´s currently in charge of leading the Revenue Growth Management capabilities at CMI Foods, a USD 3BB company originated in Latin America and acts as a senior strategy, analytics and pricing advisor.
He also developed his consulting experience in Simon Kucher & Partners and A.T.Kearney, top management consultancy firms.
Mateus received his MBA degree at MIT Sloan School of Management. He took part of the Sloan Fellows Program, targeted at experienced managers who have demonstrated a significant degree of career success.
Mateus also received a master in economics and finance at Fundacao Getulio Vargas with the master thesis focused on regulation of the natural gas industry in Brazil.
He holds a civil engineering degree in the Aeronautical Technologic Institute (ITA).
Mateus is Brazilian and speaks fluently Portuguese, English and Spanish.
Who should attend?
The overview of the overall pricing process makes this masterclass relevant for C-Level, managers and analysts (B2B and B2C sector) involved in the pricing management process. Regardless where the pricing function is located, this course will be valuable for everyone who somehow participates in the pricing process such as marketing, sales, strategy, and finance.
- Fundamentals of Pricing Management
- Setting the Pricing Strategy
- Establishing the price points
- Pricing Implementation
- Final Remarks