Pricing Strategy and Tactics: Driving Revenue Optimization (NZ)
Chief Executive Officer
Doug Dvorak, Chief Executive Officer
Mr. Doug Dvorak is a certified sales trainer and management consultant having delivered over 2000 customized sales training keynotes, presentations and workshops over 107 countries in 5 continents to over 1 million people. He is also globally reputed for his powerful sales training, educational methods and motivational techniques.
Mr. Dvorak is the Founder & Managing Principle of The Sales Coaching Institute, a worldwide organization that assists clients with their sales productivity training and other aspects of sales and marketing management. Mr. Dvorak’s clients range from entrepreneurs to Fortune 500 companies including; IBM, Marriott, Subway and Unilever, just to name a few.
He is also an active member of the National Speakers Association & is also a Certified Speaking Professional (CSP) the highest earned designation from the National Speakers Association (NSA). His background in sales, leadership, management and customer experience and loyalty has allowed him to become one of worlds’ most sought after sales training consultants. His vast experience has helped him shape and determine his philosophies on sales success which he now shares annually with thousands of individuals through keynote presentations, syndicated writing, television, seminars & 8 bestseller books.
Mr. Dvorak’s dedication to success & sales excellence led him to be named one of the “Top Ten Sales Professionals in America” by Personal Selling Power Magazine. In August 2014, Doug was inducted into the Motivational Speakers Hall of Fame. Only 68 other Motivational Speakers have been asked to join this prestigious society. Other luminaries include, Zig Ziglar, Ronald Reagan, Dr. Wayne Dwyer, Bill Clinton, as well as many other business, civic & political dignitaries. Mr. Dvorak’s vision & leadership was recognized when he was honored with an introduction into several prestigious National & international Who’s Who organizations, including: Who’s Who in Professional Speaking.
This interactive session will show you comprehensive and practical, step-by-step guide to pricing analysis and strategy development. By discovering how to set price levels, manage price discounts and establish effective price structures, you will learn how to how to manage markets strategically - rather than simply calculate pricing based on product and profit - in order to improve their competitiveness and the profitability of your offers
Led by a recognized pricing thought leader and principal of a successful pricing firm, Doug will share with you importance in making pricing decisions, while highlighting key trade-offs to consider when choosing between opposing outcomes. He will demystify the math necessary for making effective pricing decisions and show you how pricing analytics, dynamic pricing and appropriate markdown pricing will enable you to set and update prices offered through various channels in order to maximize profit
Programs, dates and locations are subject to change. In accordance with Clariden Global policy, we do not discriminate against any person on the basis of race, color, sex, religion, age, national or disability in admission to our programs.
In today’s business, it is hard for organizations to hold on or to increase their price levels, especially with the recession of economy making this more difficult. Customers who are under the pressure of economy downturn will stress for companies to push their prices down. Therefore, it is essential for companies to develop a sustainable pricing strategy in order to stay forefront for a profitable performance. According to McKinsey & Company, a company’s sales can increase by 2 to 7 percent if an effective pricing strategies and tactics is enforced. Therefore it is critical that companies routinely and thoughtfully evaluate their pricing options to determine which approach best fits the needs of their business and technologies. Pricing strategically has become essential to the success of business, reflecting the rise of global competition, the increase in information available to customers, and the accelerating pace of change in the products and services available in most markets.
Led by one of the “Top Ten Sales Professionals in America” by Personal Selling Power Magazine, Mr. Doug Dvorak who established a strong International reputation will enlighten you with the insights of the present and future of pricing that would give you clearer direction in investigating micro and macro principles of recessionary pricing and align it back into your organisation practice. You will discover effective techniques in analysing and segmenting your data to differentiate between good products and services to great products and services in order to create value to your customers. You will also able to learn on leveraging Big Data to optimize your pricing and revenue optimization strategy in order to draw better bottom line of your organization.
By the end of this program, you will walk away with insights and knowledge of the emerging trends and tools to overcome your major pricing and revenue management challenges and imply Pricing & Revenue Optimization application to align your organization to fit into the B2C and B2B setting.
What You Can Expect
Given the full coverage of the spectrum of pricing strategy, the course will benefit professionals working in pricing, costing, revenue management, product management, business development, sales & marketing and business intelligence officers each one of them acting in his/her different capacity
Who Will Benefit Most
Gain insights in the present and future of pricing. Investigate micro and macro principles of recessionary pricing and align it into practice immediately
Harness your ability to effectively segment and analyze your data to separates the good products and services to a higher value
Take advantage of Big Data to optimize your pricing and revenue optimization strategy
Explore emerging trends and tools to overcome your major pricing and revenue optimization challenges
Execute Pricing & Revenue Optimization (PRO) application and align it to the B2C and B2B environments
Day 1 | 19 June 2017
Session 1: INTRODUCTION TO PRO - PRICING & REVENUE OPTIMIZATION
Importance of Revenue Management
Pricing and Revenue Optimization Defined
Evolution of Revenue Management – Contributing factors
Session 2 – PRO - PRICING & REVENUE OPTIMIZATION BEST PRACTICES
Revenue Optimization Perspectives
Current State: Profit Management by Pricing and Revenue Optimization
Compare the alternative pricing strategies and explain when each strategy is most appropriate
Describe how prices are quoted
Identify the various pricing policy decisions that marketers must make
Session 7 – PRO - PRICING & REVENUE OPTIMIZATION STRATEGIC OVERVIEW & PRICING BEST PRACTICES MODELING DISCUSSIONS
Porter’s Five Forces Model of Pricing defined
Session 8 – PRO - PRICING & REVENUE OPTIMIZATION REAL WORLD APPLICATIONS & CASE STUDIES GROUP EXERCISES
Real-World Examples of PRO Industry Applications – Case Studies
CFOs Leadership :
Experience Clariden Discover how our leadership program has shaped the perspectives of CFOs across Asia
Venue: Stamford Plaza. Auckland Date: 22 - 23 June 2017 Faculty: Doug Dvorak Early Bird 1: NZ$1,695 (by 24 April 2017) Early Bird 2: NZ$1,895 (by 22 May 2017) Regular Fee: NZ$1,995 Group Discount: 2nd participant get 10%, or register 3 participants and 4th participant get a complimentary seat
(1 discount scheme applies)