New MDM Audio Conference ...
Strategic Pricing:
Create a Value-Based Approach
ORDER CD
Are you searching for ways to improve your profit margin? Is it time to increase prices? How do you avoid or minimize a price squeeze? If your company still operates with a “one-size-fits-all” mindset when it comes to pricing, order this 90-minute audio conference and share with your executive team.
This Strategic Pricing conference will help you assess your pricing opportunities and challenges in today’s fast-changing wholesale distribution environment. You’ll learn best-practices in creating flexible pricing structures for today’s complex markets.
Tap the real-world expertise of speakers Mike Marks and Gene Zelek as they address how to change entrenched and/or dysfunctional pricing relationships and internal structures.
Major topics include:
- Fundamentals of Value-Based Pricing
- Account-specific pricing/activity-based compensation
- Feeding the big dog: Dealing with consolidation and power buyers
- Lawful price signaling
- Strategies for year-end rebate programs – with suppliers, distributors, and customers
- Best practice pricing structures – segmentation, velocity, and life cycle
- Commodity price inflation management
- Keys to combat Internet resellers
- Effectively manage consolidation pressures - for distributors and manufacturers
- Demand creation & pay-for-performance pricing
- Private label impacts on pricing structure
- Your specific questions!
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WHO SHOULD ORDER:
This 90-minute audio conference was designed for wholesale distribution and manufacturing executives who have a direct role in developing and implementing their company’s pricing strategy. Participants represent senior level marketing, sales, product management, product development, business development, finance and marketing team members.
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ABOUT OUR SPEAKERS:
J. Michael Marks
J. Michael Marks, Managing Partner of Indian River Consulting Group,
Melbourne, FL , began his consulting practice after working in distribution management for more than 20 years. He is a Fellow of the NAW Institute for Distribution Excellence. Mike has conducted research and written extensively on pricing, marketing and channel management issues. Indian River Consulting Group (IRCG) is an experience-driven firm that continues to focus on the wholesale distribution channel. Marks is coauthor of Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully (2006) and What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution (2003).
Eugene Zelek, Jr.
Specializing in marketing and trade regulation law, Gene Zelek is a partner in the Marketing Law Group of the
Chicago law firm Freeborn & Peters and chairs its Antitrust and Trade Regulation Practice. He previously practiced marketing law with an international law firm and The Quaker Oats Company. Working on behalf of a wide variety of leading consultants and companies throughout the world, Gene has developed extensive counseling, transactional and litigation expertise in antitrust, pricing and distribution, as well as branding, licensing, strategic alliances, supply relationships, mergers and acquisitions, advertising, new product development and other marketing matters for both industrial and consumer businesses. Gene is a member of the National Advisory Board of The Pricing Institute, the Professional Pricing Society (PPS), the International Licensing Industry Merchandisers’ Association (LIMA), the Promotion Marketing Association (PMA) and the Society of Competitive Intelligence Professionals (SCIP).
ORDER CD
Gale Media, 2737 Mapleton Avenue, #201, Boulder, CO 80304 • Phone: 303-443-5060 • Fax: 303-443-5059
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