Driving Volume and Market Share with Price Pulsing & Simulation

Price pulsing is a key tool used by consumer good suppliers to manage volume and market share as part of an overall revenue management strategy. Effective price pulsing requires a robust analytic framework and appropriate use of price elasticity modeling and simulation. In this webinar, we will describe an approach for price pulsing in the beverage alcohol industry and its role in the overall revenue management process. Beverage alcohol is a 200 billion dollar global industry characterized by intense competition with an extremely challenging pricing environment, that makes the industry an interesting test case for this solution approach. Vistaar has emerged as the leader for price management solutions in the beverage alcohol industry, and our technology now prices a majority of volume for the top spirits suppliers and a significant portion of the wine sector.

This webinar will be of interest to all players in the beverage alcohol market including producers, importers, distributors and retailers, and anyone involved with pricing who wants to learn how one industry approaches a challenging pricing problem through advanced analytical tools.

Areas of discussion in the webinar will include:

  • An overview of the beverage alcohol value chain
  • Key pricing challenges in multi-tiered distribution models
  • Role of pricing in the revenue management process
  • Leveraging price pulsing to manage volume and market share goals
  • Scenario analysis and optimization techniques
  • Measuring success – is price pulsing working?


About the Speakers

David Glenn, Ph.D., Vice President Optimization Group at Vistaar. With over 15 years of experience delivering science-based solutions to top manufacturers and retailers, including 18 Fortune 500 companies, David is now responsible for applying economic modeling, statistics, and mathematical programming to help Vistaar customers optimize business decisions. Previously he worked as director of science services at Signal Demand and manager of science at Profit Logic which was acquired by Oracle. He has also held positions as assistant professor at the University of Illinois’ College of Business Administration and at the University of British Columbia’s Sauder School of Business. David has an M.S. and Ph.D. in operations research from the University of Michigan and a B.S. in statistics from Utah State University.

Manoj Menon, Vice President Product Management Manoj is software professional with more than 13 years of experience in enterprise software development, sales & strategy. Manoj began his career in product development and has experience in deploying pricing solutions in a number of Fortune 500 companies. As the vice president of beverage alcohol solutions, Manoj is responsible for the solution footprint and product roadmap for the industry. Manoj is a Certified Pricing Professional (CPP), a Project Management Professional (PMP), and has certifications on a number of technical platforms including Oracle, Weblogic, IBM XML, Java, and Microsoft.

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