Copperberg Pricing Excellence U.S. Summit - Dec 3, 2020, 10:40 a.m. - 4:30 p.m. Eastern
We are proud to take part in Copperberg’s first Pricing Excellence U.S. Summit tomorrow, an event that comes at a critical moment in the world of B2B pricing.
Even prior to COVID-19, those in the pricing profession were under extreme pressure to deliver consistently superb pricing amidst changing customer buying behaviors, intense competition, unpredictable tariff regimes and accelerating technology. With a pandemic now added to the mix that has reduced budgets, propelled eCommerce and thrown supply chains into upheaval, it’s become crystal clear that both a cohesive corporate pricing strategy and the means to execute in real-time are essential.
Copperberg’s latest research shows that two thirds of manufacturers have an underdeveloped value-based pricing strategy, while only 18% of manufacturers have a clear digital strategy. Zilliant and others will address these deficiencies at tomorrow’s summit and prescribe how B2B manufacturers can use pricing to their advantage, increasing revenue and profit margins even in an era of economic uncertainty.
Catch Zilliant at Noon Eastern
Zilliant Business Solutions Consultant Todd Pate will shed light on an insidious problem in B2B manufacturing: companies are operating with a standard underlying cost in their business that they do not fully grasp. The triumvirate of poor pricing practices - misaligned market pricing, inconsistent pricing and inefficient pricing processes - can be deceptively small when evaluated individually or go unnoticed altogether. But the combined effect costs businesses significant, pervasive margin and revenue loss on an annual basis. Left unaddressed, the problems get progressively worse over time.
While most commercial leaders have a nagging sense that pricing and sales practices could be improved upon, knowing precisely what is broken, how to measure the loss and how to recapture this value is impossible with manual means. In his session, he will review the findings from the 2020 Global B2B Benchmark Report, including:
- An overview of each pricing benchmark category
- Quantitative and qualitative evidence to be aware of
- How to measure your company against industry benchmarks
- First steps to regaining profit margin loss in these categories
We hope you join Todd for this impactful presentation.
Schedule at a glance (all times are U.S. Eastern Time):
10:40 a.m. - Chairman Introduction: Main Trends in Pricing
Thomas Igou, Copperberg
11:00 a.m. - The Hidden Costs of Ineffective and Inefficient Pricing
Todd Pate, Solutions Consultant, Zilliant
11:30 a.m. - How Customer Experience (CX) and Digital Innovation Can Guide Pricing Strategy
Vincent Chan, Senior Global Product Leader, Shell
12:10 p.m. - Selling and Pricing for the Value you Deliver
Todd Snelgrove, Global Value Expert
2:00 p.m. - Peer-to-Peer Discussions (separate registration needed)
- Getting Sales to sell on Value
- Pricing in Ecommerce
- Change Management in the Pricing Journey
3:00 p.m. - Chairman Closing
Thomas Igou, Copperberg