Asia Pricing & Revenue Management Summit 2016

PIC SCHEME AVAILABLE
40% Cashback
for Singapore Companies
*Details on Page 6
1
■ Main Conference: 12-13 October 2016
■ Post-Conference Masterclass: 14 October 2016
■ Venue: Singapore
PRICING STRATEGIES DRIVING PROFIT OPTIMISATION & VALUE CREATION
2016 SPEAKERS INCLUDE:
Jeff Uden
Global Head of Pricing
& Quotations,
Premier Farnell
Mark James
Senior Vice President
Global Pricing,
DHL Express
Marc Alderding
Director of Strategic
Pricing, Asia Pacific,
Johnson & Johnson Medical
Emmanuelle Mace-Driskill
Executive Director -
Product & Strategic
Planning,
Charles & Keith
Munish Myer
Head of Pricing, Asia Pacific,
Mondelēz International
Jan Eckmann
Head of Pricing,
Asia Pacific,
UBS Wealth Management
Why Attend?
 Gain inspirations on fine-tuning your pricing
transformation journeys from leading B2B and B2C
practitioners
 Explore new frontiers in pricing with actionable
takeaways that you can apply to your organisation
 Asia-focused: Learn how to navigate pricing and
revenue management complexities in the region
 Learn to manage multiple stakeholder expectations
while upholding pricing integrity
 Achieve pricing excellence across internal functions
& elevate the importance of pricing in your
organisation
Sponsors: Researched and Developed by:
POST CONFERENCE
MASTERCLASS:
Going Beyond Pricing: Driving
Organic Growth Through
Commercial Excellence
“A refreshing overview and good
practices sharing from all around the
world with lots of different industries
facing the same challenging dynamic
environment”
Pricing manager APAC, Club Med Vacances
John Pradeep
Senior Vice President –
Pricing,
Lazada Group
Jesper Hansson
Head of Pricing & Margin
Management, Asia Pacific,
LafargeHolcim
Rami Hajir
Global Head Pricing
Strategy & Operations
Telstra Global
BOOK NOW! T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

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6 PRICING CASE STUDIES YOU DON’T
WANT TO MISS!
Learn how to pro-actively navigate
annual price changes and exchange
rate fluctuations while delivering
optimal prices to customers
worldwide!
Strategic case study on utilising
pricing to increase market share
plus nurture revenue-generating
capabilities.
Discover the winning elements behind
executing an integrated discount
framework that empowers sales!
How do you quantify the value of a
relationship? Hear from UBS on how
you can ‘price’ the trust between you
and your clients!
Take part in Ericsson’s global
pricing transformation journey
as they move towards a recurring
revenue model.
Devise unique value propositions
for your customers across different
segments and markets.
“It’s a summit worth attending not just by the
people directly working on pricing but also
key decision makers in companies for a better
understanding on challenges faced in pricing
strategies and valuable lessons learnt shared
by the different speakers and participants
in their pricing strategies in their respective
companies.”
Director, Commercial & Operations,
Zuellig Pharma
Media Partners:
Dear Colleagues,
In a bid to grow market share and stay competitive,
corporations are fast recognising how pricing is
becoming a core lever in profit optimisation and
increasing the overall bottom line.
With changing buyer value perceptions, widespread
availability of information, and social and digital
empowerment, innovative and agile pricing approaches
are needed to stand out from competition.
How do you reinforce the value of pricing in your
organization to maximize profitability?
How do you ensure pricing integrity while
empowering sales?
How can you leverage effective multi-stakeholder
engagement to optimize revenue management
across diverse portfolios and markets?
How do you secure pricing buy-in from top
management and synchronize your workforce
towards winning?
Asia Pricing & Revenue Management Summit 2016
is your chance to benchmark and learn best-in-class
pricing and revenue management strategies from
leading B2B and B2C practitioners in Asia.
Be part of the conversation today and discover how
you can leverage pricing and revenue management
strategies to drive profit margins and sales!
Regards,
Ann Liu
Project Manager,
Asia Pricing & Revenue Management Summit 2016

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LEADING CASE STUDIES, DISCUSSIONS &
THOUGHT-LEADERSHIP PRESENTATIONS BY:
Jeff Uden
Global Head of Pricing
& Quotations
Premier Farnell
Marc Alderding
Director of Strategic
Pricing, Asia Pacific,
Jesper Hansson
Head of Pricing & Margin
Management, Asia Pacific,
LafargeHolcim
Louis Du Plessis
Head of Revenue
Management & Pricing,
Malaysia Airlines
Jan Eckmann
Head of Pricing,
Asia Pacific,
Eric Robles
Pricing Lead & Commercial
Operations, Emerging Asia,
Middle East & Africa,
Merck Group
Munish Myer
Head of Pricing,
Asia Pacific,
Mondelēz International
Rami Hajir
Global Head Pricing
Strategy & Operations,
Telstra Global
Mark James
Senior Vice President
Global Pricing,
DHL Express
Puneet Mahindroo
Corporate Director,
Revenue Management,
Asia Pacific,
Four Seasons Hotels
and Resorts
Jacobo Murillo
Head of Pricing, Bid
& Proposal Management,
South East Asia & Oceania,
Ericsson
Name: Rusmiyati
Title: Category Finance, Reckitt Benckiser
Bio:
- MBA Graduate from Hult International Business School, London
- Previously Commercial controller then Marketing controller with
- Category Finance (Current) with Reckitt Benckiser Indonesia
“Quantifying the Impact of Your Price Movement on Growth”
In today’s fast paced and competitive business environment, growing ma
main focus of FMCG organizations. However, how do businesses quantify
amidst the price change, competitor movement and trade promotions? D
market share growth? How much of the value growth is due to price incr
Quantifying impact of price movement is not only important to analyze c
individual’s performance. With simple calculation, we could dissect comp
deeper understanding of our own standing in the market and take strate
company to the desired positioning.
Rusmi Yati
Category Finance
Manager,
Reckitt Benckiser
Goncalo Pimentel
Strategic Pricing
Manager, Asia,
Rentokil Initial
Martin Oxley
Finance & IT Director, Asia,
Rentokil Initial
Marcus Alves
VP, Revenue Management &
Trading Business, Asia Pacific,
Kraft Heinz
Emmanuelle Mace-Driskill,
Executive Director - Product
& Strategic Planning,
Charles & Keith
Elsa Shean
Head of Purchasing,
L’Oréal China
Sylvain Garcia
Head of Category Health
Supplements Asia,
Suntory Holdings Limited
John Pradeep
Senior Vice President –
Pricing,
Lazada Group
Budiyah Bastian
Head of Trade
Marketing, Reckitt
Beckinser Indonesia
Markus Bruderer
Global Head of Business
Intelligence and Planning,
Global Fashion Group
Pierre Marechal
Vice President
Commercial Services
Travelodge Hotels Asia
Debbie Chin
Regional Divisional
Merchandise Manager,
Asia
Toys ‘R’ Us
Misha Krunic
Founder & CEO
Price2Spy
Puneet Mahindro
Corporate Director,
Revenue Management APAC,
Four Seasons Hotels and
Resorts

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B
C
D
CONFERENCE DAY ONE
Wednesday, 12 October 2016
08:30 Registration & Morning Coffee
09:00 Chairman’s Opening Remarks
RETHINKING PRICING IN YOUR ORGANISATION
09:10 Pricing in the World’s Most International Company
As pricing becomes increasingly transparent across
international borders how can companies like DHL ensure
price consistency and effective price coordination across
international markets? In this session, discover how you
can adopt a proactive strategy navigating annual price
changes, exchange rate fluctuations while delivering
optimised prices to customers worldwide.
Mark James,
Senior Vice President Global Pricing,
DHL Express
09:40 How can Sales & Pricing Win Together? Implementing
an Integrated Pricing, Discount & Change
Management Framework
 Setting the list price: revisiting Premier Farnell’s
journey from an offline to an online business model
 Creating and executing a flexible discount framework
complementing sales management
 Empowering sales with competitive intelligence
 Effective change and performance management
Jeff Uden
Global Head of Pricing & Quotations,
Premier Farnell
10.10 Session Reserved
10.40 Morning Break & Networking

STRATEGIC PRICING & PRODUCT POSITIONING
11.10 Delivering on Your Brand Promise: Implementing Price
Consistency as a Key Strategy across Markets
 Reinforcing brand vision by aligning pricing and
customer experience
 ‘Glocalisation’: How to adapt products and prices to
unique local markets and customer segments?
 Exploring innovative go-to-market and growth strategies
Emmanuelle Mace-Driskill
Executive Director - Product & Strategic Planning,
Charles & Keith
11.40 Pricing & Margin Management : Your Loyalty, Discount
& Rebates Game Plan
 Achieving commercial excellence by identifying and
prioritizing key customers
 Loyalty vs. discounts vs. rebates: Delivering the right
schemes to the right audience based on performance
principles
 Streamlining and improving internal processes across
functions to maximise success
Jesper Hansson
Head of Pricing & Margin Management, Asia Pacific,
LafargeHolcim
12.10 Networking Lunch
DRIVING REVENUE ACROSS SEGMENTS
14.00 Driving sustainable revenue growth through cost
optimisation, portfolio expansion and new distribution
channels
 Re-channeling spend on new packaging formats and
increasing conversion on E-commerce platforms
 Impact of shifting consumer demands on product
portfolio expansion strategies
 Maximising category reach across the spectrum in
accordance with income distribution
Munish Myer
Head of Pricing, Asia Pacific
Mondelez International
14.30 INTERACTIVE DISCUSSION GROUPS
During this part of the summit, delegates will take part
in roundtable discussions on the topic of their choice.
Groups are kept small to facilitate intimate discussions.

Preserving brand value – Find Out who Dropped the
Price First?
Misha Krunic
Founder & CEO,
Price2Spy
Implementing Pricing Discipline with
Your Sales & Channel Partners
Pierre Marechal
Vice President, Commercial Services,
Travelodge

Quantifying the Impact of Your Price Movement on
Revenue Growth
Rusmi Yati
Category Finance Manager,
Reckitt Benckinser
Examining Opportunities & Challenges with
Executing Dynamic Pricing
John Pradeep
Senior Vice President, Pricing,
Lazada Group
Optimizing Profits within a Product Range: What is
Your Brand Differentiation Strategy?
Marcus Alves
VP Revenue Management & Treading
Business, Asia Pacific,
Kraft Heinz
15.30 Afternoon Refreshment Break
16.00 Malaysia Airlines Revenue Management Case Study:
Capacity & Channel Management as the Next
Competitive Edge
 Leveraging pricing as a core business strategy to regain
lost market share
A
E

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CONFERENCE DAY ONE
Wednesday, 12 October 2016
 Growing revenue-generating capabilities through
strategic resource allocation in people, processes and
tools
 Responding to rapidly-changing buying patterns
through targeted distribution strategy with external
partners
 Customer segmentation at its best: Deploying a
customer-centric strategy monetising market
opportunities from domestic vs. international and
online vs. offline
Louis Du Plessis
Head of Revenue Management & Pricing,
Malaysia Airlines
16.30 Price Customisation: Competitively Tailoring Your
Pricing-Product Strategy
 Leveraging automation and tools to ensure consistent
and tailored pricing
 How do you empower your sales people to ensure
informed-decision making?
 Portfolio management: strategically launching new
services, and positioning existing products
Martin Oxley
Finance & IT Director, Asia,
Rentokil Initial
Goncalo Pimentel
Strategic Pricing Manager, Asia,
Rentokil Initial
40% Cashback
for Singaporeans
The Productivity Innovation Credit
(PIC) Scheme saves your organization
40% of the registration. Simply
complete the 10 minute application
and save over $1,000.
APPLY NOW
17.00 Toys ‘R’ Us Case Study: Customer-Centric Retailing as
Your Next Competitive Edge
 Transforming from product-led to customer-
centric focus
 Leveraging customer insights to enhance the
shopper experience
 Devising a synchronized marketing, pricing,
product launch strategy
 Timing is everything - How can you capitalize on
hot market trends?
Debbie Chin
Regional Divisional Merchandise Manager,
Asia – Toys ‘R’ Us
17:30 Closing Remarks by Chairperson & End of Day 1

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CONFERENCE DAY TWO
Thursday, 13 October 2016
PANELDISCUSSION
08:30 Registration & Morning Coffee
09:00 Chairman’s Opening Remarks
NEW FRONTIERS IN PRICING
09:15 Putting a Price on Relationship Management
 Global Private Banking: The shift from product-centric
pricing to client-focused solutions
 How do you define and quantify the value of the
relationship between a bank and client?
 How do you ensure you have “served” the depth of a
relationship: how much value can be extracted vs.
delivered?
Jan Eckmann
Head of Pricing, Asia Pacific
09:45 Pricing Dynamics in Emerging Markets: Capturing Value
Across Diverse Product Portfolios
 Developing the pricing playbook: bridging the gap
between strategy and execution
 Closing revenue gaps: when laggard products matter the
most
 Utilising tools, automation and analytics to enhance
visibility and support operational pricing
 Implementing omni-channel pricing: how do you re-
invent your pricing model?
 Managing price discounts strategically in price-sensitive
market segments
Eric Robles
Pricing Lead & Commercial Operations, Emerging Asia,
Middle East and Africa
Merck Group
10:15 Online price monitoring – Best practices and do’s versus
don’ts
 Ways to keep up with frequent pricing changes
 Pricing strategies: understanding how others do it and
building the one of your own
 Dynamic pricing - yes or no? Automated repricing - yes
or no?
Misha Krunic
Founder & Chief Executive Officer
Price2Spy
10:30 Morning Break Networking
11:00

facing functions and adeptly reconfiguring back-end
models
 Early engagement with customers ensuring smooth
uptake and migration to the new model
Jacobo Murillo
Head of Pricing, Bid & Proposal Management, South East
Asia & Oceania
Ericsson
11:30
outperform competition and maximise customer
satisfaction
With household names such as BRAND’S®, Fountain®,
Gravox®, Gregg’s® and Robert Harris, discover how
Cerebos continues to enhance its competitive advantage
in this region by:
 Delivering sustainable growth through customer-centric
category management and product differentiation
 Matching product innovation with evolving consumer
needs
 Strategically collaborating with key retailers to maximise
profitability across product segments
Sylvain Garcia
Head of Category Health Supplements – Asia
Suntory Holdings Limited
12:00
strategies in a digital age
 Insights into leveraging both in-store and online
experience to drive sales
 Strategic customer segmentation through the omni-
channel approach
 Creating seamless offline and online customer channels
to enhance revenue streams
Panelists:
Budiyah Bastian
Head of Trade Marketing
Reckitt Beckinser Indonesia
Markus Bruderer
Global Head of Business, Intelligence & Planning
Global Fashion Group
Elsa Shean
Head of Purchasing,
L’Oreal China
Marcus Alves
VP, Revenue Management & Trading Business, APAC,
Kraft Heinz
12:45 Networking Lunch
REVENUE OPTIMISATION STRATEGIES
14:00 Trade promotion optimisation: Tracking and maximising
the ROI of strategic investments to drive sales
With the complex China market making up 60% of their
Asia customer base, discover how L’Oreal works together
with its various stakeholders to effectively drive sales and
business growth.
 Strategic investment in consumer marketing,
personalised bundling and value-added services
 Collaborating with third-party agencies and retailers
on multiple distribution channels
 Leveraging analytics in optimising promotion schemes
to manage inventory and organisational capabilities
Elsa Shean
Head of Purchasing
L’Oreal (China) Co. Ltd
Neil Jin
Purchasing Manager –
L’Oreal (China) Co. Ltd
PANELDISCUSSION

7
CONFERENCE DAY TWO
Thursday, 13 October 2016
14:30 Multi-Stakeholders’ Engagement: Tailoring Your Value
Proposition to Maximize Revenue Across Segments
 Identifying stakeholders’ perceived value: clinical vs.
non-clinical, payers vs. providers
 Leveraging brand differentiation to drive revenues
within a product range: crafting the right message to
nurture loyalty
 Aligning channel distribution in accordance to
customer segmentation strategies
Marc Alderding
Director of Strategic Pricing, Asia Pacific,
15:00 Afternoon Break & Networking
15:30 Post M&A – How to integrate different pricing units in
preventing price arbitrage in the market?
Following the acquisition of PacNet by Telstra in 2015,
Telstra will share in this case study, the steps
undertaken to ensure the seamless integration of
pricing units in both companies without compromising
on efficiency, vision and resources.
Rami Hajir
Global Head of Pricing Strategy & Operations
Telstra Global
16:00 Applying Predictive Analytics to Your Pricing Strategy
 How can insight-driven decision-making optimise
discount mechanisms?
 Leveraging data to reach the right customers at the
right price to optimise inventory
 Managing pricing and marketing: how can you drive
revenues with the same pricing through different
messaging?
 Handling OTAs: are they representing you as a brand
or commoditising your product?
Puneet Mahindro
Corporate Director, Revenue Management APAC,
Four Seasons Hotels and Resorts
16:30 Closing Remarks by Chairman & End of Conference
POST-CONFERENCE MASTERCLASS
Friday, 14 October 2016 9AM - 4PM
Going Beyond Pricing: Driving Organic Growth Through Commercial Excellence
As global and regional markets become more integrated
with diminishing barriers to entry and growing product
commoditization, B2B companies are faced with an urgency to
re-evaluate their growth strategies – either via expanding their
business inorganic through mergers and acquisitions, or taking a
conservative approach by way of organic growth.
When choosing the latter, there is often a trade-off between
market share and value, and pricing becomes the quick fix
to yield short-term gains. The common shotgun approach
companies take to grow revenue aggressively is focused on
serving all customers in equal terms without taking into account
the premise of value. Deep discounts is often the chosen strategy
leading to erosion of the average price per unit and diminishing
margins, at the expense of dislodging product portfolio
positioning and brand value.
Commercial excellence is about having an explicit understanding
of the company’s target segments and its customers, and getting
acquainted with their different needs and value expectations. In
the process, the company needs to align key internal functions
and resources contributing to overall value creation for the
customer and business. This discipline generally encompasses
customer segmentation, channel selection and management,
pricing and profitability management, sales force effectiveness,
results measurement, and reporting.
The learning from this workshop is intended to be functional
- providing a balanced perspective between theory and
practical application. On the completion of this masterclass,
the participant will learn the fundamentals about commercial
excellence, how different component interacts to create and
deliver value, ultimately creating pricing excellence.
KEY TOPICS COVERED:
 What is ‘Commercial Excellence’ and its importance in today’s
business?
 What are the key components of a commercial excellence
system, and how can value be created?
 Differentiating between your customer’s value expectations,
and your organization’s value proposition
 The importance of processes, tools, big data, and analytics in
commercial excellence
 Getting started on your journey: the importance of change
management and cross-functional communication in
achieving commercial excellence
WHO SHOULD ATTEND:
This workshop is designed for CXOs, Directors, Divisional
/ Business Unit Heads and Senior Managers with direct
involvement or cross-functional support in the areas of
commercial operations, sales and marketing, finance and
controlling, product management, channel management,
pricing and rates, revenue management, business development,
corporate and business planning.
WORKSHOP LEADER:
Eric Robles
Pricing Lead & Commercial Operations,
Emerging Asia, Middle East & Africa
Merck Group
Eric is currently Pricing Lead supporting Merck Group’s Commercial Operations
covering Emerging Asia, Middle East and Africa regions. He specializes
in pricing strategy and management, commercial excellence and change
management.
During his previous stints working with both B2B and B2C companies, Eric
has garnered broad-based experience in pricing, commercial excellence, sales
operations, market research, system design and tools, analytics, e-commerce
and consulting. He has worked with the following companies: Goodyear,
Livingsocial.com, Lazada.com, Merck Chemicals and GfK Retail & Technology.
Based in Manila, Eric is also a leading resource speaker on the subject and an
advocate of value creation.

8
SPONSORSHIP OPPORTUNITIES
Pricing as a corporate function has come a long way with Asia currently on the upswing but not without its pressing challenges. With
price strategy and profit optimisation sitting high on the executive agenda in alignment with CXO priorities, organisations are now
seeking technology solutions and expertise that can help advance pricing adoption and management.
Contact Us
With deliberately limited sponsorship opportunities, this event ensures a buyer-to-seller ratio that gives your company dedicated time
to engage with end-user companies in attendance.
Let’s start discussions now to explore customised sponsorship packages that can help achieve your business objectives and accelerate
your sales cycle. Get in touch with Sharon Yang at +65 6722 9410 or email us today!
Partner with us and showcase your pricing expertise and solutions!
Do you provide cost-effective
pricing software and tools?
Are you able to advise on
pricing strategies that work
for the Asia market?
Can you perform price scrapping,
predictive analytics and trade promotion
optimisation services?
Will you be able to consult on pricing and
change management?
Industry Verticals:
 Airlines
 Banking and financial
institutions (BFSI)
 Chemicals
 E-Commerce
 FMCG
 Information technology (IT)
 Logistics
 Manufacturing / Supply
Chain
 Retail
 Services
 Telecommunications
 Travel and hospitality groups
WHO CAN YOU MEET?
 Debut products, services and new launches
 Profile your brand to the right pricing audience in Asia
 Educate Asia’s fast-growing pricing community
Gain direct access to Asia’s top pricing professionals and senior business decision-makers involved in finance, marketing, operations
and sales. Do not miss this unrivalled opportunity to:
Job Functions:
Senior executives with key responsibilities in:
 CEOs / MDs / GMs
 Pricing, revenue management, commercial strategy
 Finance, marketing, sales, CRM and product development
 Shopper marketing, category management, merchandising
and consumer insights
 Meet new business partners and distributors
 Develop key relationships and connect with your target customers
 Generate leads and close deals

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once the venue and their attendance is confirmed.
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Only one discount available per booking. Team discounts are not available in con-
junction with another discount, and do not apply to workshop(s) only bookings.
Call us for a special discount rate for teams of 10 and above.
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Name Printed on the Card:
Card Number: / / /
Visa Mastercard American ExpressCard Type: M M / Y Y Y YExpiry Date:
Signature: Date: DD / MM / YYYY
■ Main Conference: 12-13 October 2016
■ Post-Conference Masterclass: 14 October 2016
■ Venue: Singapore
3,299
2,499
Conference + 1 Masterclass
Conference Only
Venue:
Mandarin Orchard Singapore
333 Orchard Road, 238867
SPECIAL STANDARD PRICE
Payment BEFORE
16 Sep 2016
2,999 (SAVE 300)
2,199 (SAVE 300)
Please complete in BLOCK CAPITALS as information is used to produce delegate badges.
Please photocopy for multiple bookings. Your priority registration code is printed below. Please quote it when registering.
EVENT CODE: 25801.002 PDFW
+65 6722 9397
+65 6722 9388
www.asiapricingsummit.com
enquiry@iqpc.com.sg

Asia Pricing & Revenue Management Summit 2016

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