

Main Conference: 20 – 21 August 2019

 Pre-Conference Workshops: 19 August 2019
 Venue: Novotel Singapore on Stevens

Strategic Pricing & Revenue Growth in the New Digital Economy

2019 SPEAKERS INCLUDE: WHY ATTEND?

Dhaanashree Accelerate your organisation’s
Sharma commercial excellence journey
Mohammed Ghezal
Vice President, Pricing, to drive business success in the
Pricing Director -
Private Banking & digital age
Asia Pacific & Japan
Wealth Management Dell EMC
Credit Suisse
Learn how to implement new age
pricing tools including analytics
Emmanuelle and pricing automation
Stephen Hodson Mace-Driskill
Director, Global Executive Director,
Commercial Excellence Planning & Product Hear about innovative pricing
Armacell Strategy and revenue management
Charles & Keith Group strategies such as subscription-
based pricing, dynamic pricing,
Alex Gapper Syed Suroor Anwar data-driven and customer-led
Head, Commercial Regional Director, pricing insights
Excellence – Product, Supplier &
Asia Pacific Pricing Management -
Johnson & Johnson Asia Pacific Explore how you can increase
Vision Care RS Components revenue with digital channel
investments

Albert Lee
Vishal Gupta Exchange best practices with B2B
Global Head of
Regional Commercial and B2C practitioners on ensuring
Revenue Growth
Pricing Lead the effectiveness of your pricing
Management
Philips strategy in a fast changing
Fonterra
business landscape

2 FEATURED WORKSHOPS Part of

A1 Implementing Value-Based Pricing

in Your Organisation
and co-located with

B Growing Revenues through Digital Channels

Sponsors: Media Researched &

Partners: Developed By:

T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

 2019 SPEAKERS
Dear Colleagues,
Stephen Hodson
Vishal Gupta
As Asia eagerly embraces digital transformation Director, Global
Regional Commercial
and makes the shift towards omni-channel Commercial
Pricing Lead
commerce, it becomes essential for the region’s Excellence
Philips
Armacell
commercial leaders to evolve their pricing and
revenue management strategies to ensure
relevancy in the new digital economy. Dhaanashree
Mohammed Ghezal
Sharma
Pricing Director - Asia
Vice President,
How are organisations transforming their pricing Pacific & Japan
Pricing,Private
and revenue models while ensuring customer Dell EMC
Banking & Wealth
alignment and value-based delivery? How can Management
Asia’s pricing and revenue strategists create Credit Suisse Alex Gapper
additional revenue opportunities with the adoption Head, Commercial
of new digital platforms? How can they innovate Excellence
Anand Prakash
as consumers begin to embrace new pricing and – Asia Pacific
Head of Life Pricing
revenue concepts such as subscription-based Johnson & Johnson
& Valuation
pricing, dynamic revenue management and more? Vision Care
AXA

Join the 5th annual Asia Pricing & Revenue

Venkatesh Babu
Management Summit this August to gain valuable Emmanuelle
Regional Managing
B2B and B2C insights on how Asia’s pricing and Mace-Driskill
Director - South Asia
sales leaders can drive the next phase of business Executive Director,
Coty
growth with the optimisation of pricing and Planning & Product
Strategy
revenue management strategies.
Charles & Keith Group Syed Suroor Anwar
Regional Director,
Unleash the full potential of your business this
Sandeep Gambhir Product, Supplier &
August!
Area Director of Pricing Management
Revenue - Singapore - Asia Pacific
Sincerely, RS Components
Accor
Krishna Mawani
Conference Producer Jesper Hansson
Asia Pricing & Revenue Management Summit Manvi Kathuria Director of Pricing,
2019 General Manager, Major & Small
Marketplace Appliances & Home
eCommerce Care & Ownership –
P.S. Part of the Commercial Excellence Week 2019, – Asia Pacific Asia Pacific, Middle
the Asia Pricing & Revenue Management Summit Luxasia East & Africa
Electrolux
2019 is co-located with the Sales Transformation
Asia Summit. Don’t forget to invite your peers from Yograj Kulkarni
commercial excellence, marketing and sales to join Director of Revenue Albert Lee
Optimisation Global Head of
you! *Group discounts available*
Shangri-La Hotels Revenue Growth
& Resorts Management
Fonterra
Munish Myer
The Asia Pricing Summit Lead, Strategic Pricing
& PPA - Asia Pacific,
Alessio Romeni
Planning Director
provided valuable pricing Middle East & Africa Zalora Group
Mondelez
insights from different industry International
perspectives. Ravikant Avva
Dr. Detlev Remy
Head of Commercial
Senior Global Pricing Manager Associate Professor
Excellence
Thermo Fisher Scientific Singapore Institute
Stryker
of Technology

T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

CONFERENCE DAY ONE
Tuesday, 20 August 2019
08:00 Registration & Coffee & Tea
08:45 Chairman’s Welcome Remarks
ACCELERATING COMMERCIAL EXCELLENCE
& BUSINESS PERFORMANCE
09:00  riving Organisational Transformation and Business
D  Leveraging customer data and analytics to strengthen
Growth through Commercial Excellence
 Aligning pricing, sales and marketing to maximise
KEYNOTE
profits and drive sustainable growth
 Strengthening commercial capabilities to outperform
and achieve competitive advantage in the digital age
 Enabling the agile implementation of best-in-class
commercial excellence practices across the organisation
09:30 
Implementing a Customer-Centric Commercial Excellence
Strategy
 Shaping commercial excellence strategies in alignment
with changing customer preferences and behaviours
PANEL
 Developing customer and market-specific commercial
programs to improve loyalty and profitability
 How can organisations further optimise results by
tailoring value propositions, customer engagement and
sales approaches?
Panelists:
Alex Gapper Vishal Gupta
Head, Commercial Regional Commercial Pricing
Excellence – Lead
Asia Pacific Philips
Johnson & Johnson
Vision Care
10:15 
Creating a Competitive Advantage with CRM, Pricing
and Sales Optimisation
 Benefits of using CRM insights to shape pricing and
sales strategies
 Empowering product, sales and marketing teams in the
areas of customer engagement and retention
 Monetising CRM and turning relationships and
interactions into profitability
10:45 Speed Networking & Morning Refreshment Break
STRENGTHENING PRICING CAPABILITIES
11:30 
Building World-Class Pricing Capabilities to Ensure
Sustainable Organisational Success
 Transforming pricing into a strategic growth lever
 Making strategic investments in people, process and
technology to enable the execution of a robust pricing strategy
 Driving business performance with an organisational
culture that rewards pricing excellence
12:00 
Pricing Automation to Optimise Decision Processes
and Increase Sales Conversions in Real-Time
 Managing business functionalities with enhanced
accuracy and precision
 Understanding the changing nuances of customer
behaviour and reducing the complexities in pricing activities
 Embracing pricing automation in designing optimal
systems for sales and customer empowerment
12:30 Networking Lunch
T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com
VALUE, BRAND & PRODUCT POSITIONING
13:45 I mplementing Value-Based Pricing for Greater Customer
Acquisition, Retention and Profitability
 Implementing customer segmentation to establish
optimal pricing strategy and deliver the right proposition
of total cost of ownership
the foundations of value-based pricing
 Maintaining high margins through integrated value
capture across product and customer segments
Syed Suroor Anwar
Regional Director, Product, Supplier & Pricing Management
- Asia Pacific, RS Components
14:15 Linking Brand Perception and Value-Based Pricing
 Understanding a customer’s perception of value to set
pricing at the right level
 Assessing the relationship and impact of brand on price,
sales and profitability
 Ensuring brand-pricing alignment and the consistent
delivery of value
14:45 
Successfully Launching New Products with Pricing
and Portfolio Realignment
 Evaluating the value proposition of your new product
against existing product lines and external competition
 Determining the optimal product pricing considering
buyers’ expectations and preferences
 Shifting the business focus towards more profitable
customer segments and regions
Anand Prakash
Vice President, Head of Life Pricing & Valuation, AXA
15:15 Afternoon Refreshment Break
DIGITAL PRICING & REVENUE MANAGEMENT
15:45 
Expanding Market Outreach and New Revenue Streams
with Digital Channels
 Reviewing opportunities to establish sustainable digital
PANEL
revenue streams
 Deciding on pricing, product and brand positioning: How will
this differ with traditional distribution channels?
 Enabling cross-channel integration to maximise sales
and revenues
Panelists:
Sandeep Gambhir
Area Director of Revenue – Singapore, Accor
16:30 
Harnessing the Power of Data and Analytics to Drive
Digital Revenue
 Analysing customer behaviour on digital channels to
convert, cross-sell and upsell
 Developing hyper-personalised programs to increase
customer engagement and loyalty
 Achieving profitable digital customer relationships
through business intelligence and real-time decisioning
Alessio Romeni
Planning Director, Zalora Group
17:00 Chairman’s Closing Remarks & End of Day One
CONFERENCE DAY TWO
Wednesday, 21 August 2019

08:00 Registration & Coffee & Tea 12:30 

Working within Authorised Profit Margins to Meet
Financial Key Performance Indicators
09:00 Chairman’s Welcome Remarks  Determining baseline profit margins to set the range of
promotions and discounts
STRENGTHENING COMMERCIAL CAPABILITIES  How to win deals and maintain price integrity
 Developing value-added services to shift the focus from
09:15 
Aligning Pricing, Sales and Marketing to Achieve pricing to quality and value
Commercial Excellence Synergies
 Opportunities and challenges of harmonising pricing, Ravikant Avva
sales and marketing KPIs to drive commercial Head of Commercial Excellence
PANEL

performance Stryker
 Accelerating sales, pricing and marketing maturity to
design an exceptional commercial excellence strategy 13:00 Networking Lunch
 Breaking down silos to scale results and outperform
INTERACTIVE ROUNDTABLE DISCUSSION GROUPS
Panelists: (2 Rotations @ 35 Mins Each)
Stephen Hodson
Director, Global Commercial Excellence Structured to maximise interaction and in-depth focus on a
Armacell topical subject matter, attendees will have the opportunity
to participate in a roundtable session of their choice, which
Emmanuelle Mace-Driskill has close relevance to their area of expertise and / or scope
Executive Director, Planning & Product Strategy of responsibility.
Charles & Keith Group
14:00 
Roundtable A:
10:00 
Using AI and Machine Learning to Empower Strategic Winning at Omni-Channel Pricing and Revenue
Pricing Decisions and Revenue Optimisation Management
 Enabling data monetisation with the unification of
business and customer data Manvi Kathuria
 Applying AI and advanced analytics to forecast and General Manager, Marketplace eCommerce - Asia Pacific
determine the right pricing and revenue management Luxasia
models
 Empowering real-time decision-making and refining go- Roundtable B:
to-market strategies with actionable insights Managing the Impact of Exchange Rates on Pricing and
Revenue Management
10:30 Speed Networking & Morning Refreshment Break
Roundtable C:
PRICING INTELLIGENCE & PERFORMANCE OPTIMISATION Driving Revenue Growth with Personalised Customer
Engagement
11:15 
Transitioning from Pricing Intelligence to Business
Excellence Venkatesh Babu
 Investing in pricing tools and systems to monitor and Regional Managing Director - South Asia
benchmark against competitors Coty
PANEL

 Examining comparative price trends to acquire advanced

pricing insights Roundtable D:
 How can organisations utilise insights in business Rethinking Pricing and Revenue Management with Data-
planning to drive sustainable business growth and Led Insights
performance? Jesper Hansson
Panelists: Director of Pricing, Major & Small Appliances & Home Care
Yograj Kulkarni & Ownership – Asia Pacific, Middle East & Africa
Director of Revenue Optimisation Electrolux
Shangri-La Hotels & Resorts
15:15 Afternoon Refreshment Break
12:00 Curating Distinct Pricing Models for Revenue Growth
 Devising the right pricing model based on commercial
targets
 Embarking on tactical pricing initiatives to tap into new
business opportunities
 Deploying the right pricing tools to transform business
outcomes
Dhaanashree Sharma
Vice President, Pricing, Private Banking & Wealth
Management
Credit Suisse

T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

CONFERENCE DAY TWO
Wednesday, 21 August 2019

15:45 
Pricing Disruptors and Revenue Drivers: Deploying 16:30 Applying Dynamic Pricing to Traditional Industries
Effective Strategies that Drives Business and Commercial  Customising prices around quantity, product life cycle
Growth and region
 Increasing market share and profits with new pricing  Analysing various segments of the market to increase
PANEL

tactics, including subscription-based pricing and pay-as- revenue

you-go pricing  Gaining real-time information to uncover insights on
 Revenue management strategies: Making the case for price elasticity and the effects of price change
and against offers, discounts and bundling
 Tapping onto the power of personalisation to push on- Mohammed Ghezal
demand products and services Pricing Director - Asia Pacific & Japan
Dell EMC
Moderator:
Dr. Detlev Remy 17:00 Chairman’s Closing Remarks & End of Summit
Associate Professor
Singapore Institute of Technology
Panelists:
Munish Myer
Lead, Strategic Pricing & PPA - Asia Pacific,
Middle East & Africa
Mondelez International
Albert Lee
Global Head of Revenue Growth Management
Fonterra

PRE-CONFERENCE WORKSHOPS
Monday, 19 August 2019

WORKSHOP A  9 AM – 12 PM WORKSHOP B  1 PM – 4 PM

Implementing Value-Based Pricing Growing Revenue through Digital

in Your Organisation Channels

 Outlining a strong value proposition in value-based pricing
 Defining value drivers and finding out customer’s
willingness to pay
 Setting pricing decisions based on cost, competition and
customer value
 Aligning value pricing with value selling and value
communication
 Enforcing accountability and the adoption of value-based
pricing
 Embracing digital platforms with online payment modes
and online channels
 Deploying data-driven insights to better understand online
customer behaviour and purchasing patterns
 Understanding what resources are needed, who your
digital customers are, and evolving your products to ensure
competitiveness
 Analysing the practicalities of disruptive pricing models,
including surge pricing, dynamic pricing, performance-based
pricing and subscription-based pricing

“ I’ve had the opportunity to gather valuable insights from the speakers’
presentations, panel discussions and roundtable sessions. This has allowed
me to step away from daily work to brainstorm on future pricing strategy.
“
Senior Analyst, Cocoa Asia Pricing
Barry Callebaut

T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

SPONSORSHIP OPPORTUNITIES

With businesses across Asia looking to monetise product portfolios and drive profitable growth, it is imperative to attain the
know-how in establishing a pricing culture within the organisation, developing a successful pricing strategy and deploying
pricing software and tools etc in the journey towards commercial excellence.

Facing myriad options and advice in the market, industry practitioners are actively exploring what works best in addressing
their end objectives, hence presenting opportunities for solution vendors and consultants who are adept at building effective
client propositions in their field of expertise.

Partner with Us and Showcase your Pricing Expertise & Solutions!

Do you provide scalable Can you perform price Are you able to advise Will you be able to
and cost-effective pricing benchmarking, competitor on pricing strategies that consult on pricing
software and tools? analysis and trade promotion work for the Asia market? structures and change
optimisation services? management?

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:
 Debut solutions, services and new product launches  Meet new business partners and distributors
 Profile your brand and expertise to the right pricing  Develop key relationships and connect with your target
audience in Asia customers
 Educate Asia’s fast-growing pricing community  Generate qualified leads and close deals

Who Can you Meet?

INDUSTY VERTICALS
INDUSTRY VERTICALS JOB FUNCTIONS
INDUSTRY VERTICALS

 Banks and financial  Manufacturing / Supply Senior executives with key responsibilities in:
institutions (BFSI) Chain  CEOs / MDs / GMs  Shopper marketing,
 Chemicals  Retail and eCommerce  Pricing, revenue category management,
 FMCG  Services management, commercial merchandising and
 Information technology  Telecommunications strategy consumer insights
(IT)  Travel and hospitality  Finance, marketing, sales  Product development
 Logistics groups and CRM and portfolio
management

Contact Us
With deliberately limited sponsorship opportunities, this event ensures an optimal buyer-to-seller
ratio that guarantees dedicated face and engagement time with end-user companies in attendance.
Time is of the essence! 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 at sponsorship@iqpc.com.sg.

T: +65 6722 9388  F: +65 6720 3804  E: enquiry@iqpc.com.sg  W: www.asiapricingsummit.com

  Main Conference:
20 – 21 August 2019 5 WAYS TO REGISTER
 Pre-Conference Workshops:
19 August 2019 +65 6722 9388 enquiry@iqpc.com.sg
 Venue:
Novotel Singapore on Stevens
+65 6722 9397 www.asiapricingsummit.com
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