Home  |  About Us   |   Be Our Speaker  |  Terms & Conditions  |  Connect With Us
Executive Education
Clariden Leadership Institute
Pricing Strategy and Tactics: Driving Revenue Optimization (SG)
Doug Dvorak
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.

Program Summary

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.

Introduction

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

Program Outline

Day 1

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

 

Session 3 – PRICING & REVENUE OPTIMIZATION CHALLENGES & DRIVERS FOR SUSTAINABLE SUCCESS

  • Challenges with Pricing and Revenue Optimization
  • Pricing and Revenue Optimization Drivers

 

Session 4 – PRO - PRICING & REVENUE OPTIMIZATION TECHNOLOGIES, TRENDS PERSPECTIVES
 Technology and Revenue Management & Optimization

  • Emerging Trends

 

Day 2

 

Session 5  PRO - PRICING & REVENUE OPTIMIZATION APPLICATIONS IN THE B2C & B2B ENVIRONMENT

  • PRO Applications in a B2C Environment
  • PRO Applications in a B2B Environment

 

Session 6  PRO - PRICING & REVENUE OPTIMIZATION ALTERNATIVE PRICING STRATEGIES & POLICIES

  • 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
  • Strategic-Level Pricing
  • Tactical-Level Pricing
  • Execution-Level Pricing

 

Session 8 – PRO - PRICING & REVENUE OPTIMIZATION REAL WORLD APPLICATIONS & CASE STUDIES GROUP EXERCISES

  • Real-World Examples of PRO Industry Applications – Case Studies
  • Concluding remarks

CFOs Leadership :
Experience Clariden
Discover how our leadership program has shaped the perspectives of CFOs across Asia
 
Venue: Mandarin Oriental, Singapore
Date: 19 - 20 June 2017
Faculty: Doug Dvorak
Early Bird 1: S$2,595 (by 24 April 2017)
Early Bird 2: S$2,795 (by 22 May 2017)
Regular Fee: S$2,895
Group Discount: 2nd participant get 10%, or register 3 participants and 4th participant get a complimentary seat
(1 discount scheme applies)
Note: GST is applicable to participants from Singapore registered companies.
Contact: pravind@claridenglobal.org
 
 
More Programs
Procurement Audit (SG)
- Ted Landgraf
Higher Education - Developing Scorecards, Dashboards and KPIs to Set Strategic Priorities and Drive Performance (SG)
- Alan Fell
Masters in International Project Management [MIPM] (SG)
- Matthew Harrison
Tax Efficient Transfer Pricing and Intra-group Financing (US)
- Matthew Andrew
Reinventing Organizational Design and Structure: Optimizing Strategy, People, Processes, Accountabilities and Functions (Sydney)
- Paul Gustavson
View All Programs >
 
 
   
Home | About Us | Be Our Speaker | Press Release | Terms & Conditions | Connect With Us
Copyright © 2011 Clariden Global, all rights reserved.