Today’s business environment is marked by unprecedented levels of uncertainty and volatility. Companies are using every available operational lever to stabilize and grow cash flow. Pricing excellence is rapidly becoming a key capability given its powerful effects on profitability. Yet, many businesses do not achieve the full benefits from the deployment of their pricing efforts. Increasingly, companies realize that pricing success in today’s markets requires a more holistic approach. They succeed by deploying a comprehensive pricing capabilities to proactively anticipate market changes, enable rapid decision making, and achieve aligned execution. Such market leaders both deliver and capture significantly more value than their competition.
This webinar will review how companies can address the challenge of building such capabilities. Attendees will gain an overview of key elements: strategies, processes, organizations, and tools. They may then work to create a roadmap to capture the full potential of their pricing efforts.
Keynote speakers Joseph Marigliano and David B. Hochhauser, Partners at Transcend Consulting, draw on their combined 35+ years experience to share what they have learned on this topic.
About the Speakers:
Joseph V. Marigliano has been working in the field of pricing for nearly twenty years. He has performed at all levels of corporate positions, from analyst to Vice President. His expertise includes the following: transaction pricing analysis, value based pricing, price optimization, price strategy, product line pricing, customer/account pricing programs, government pricing, and industry price dynamics. Additionally, he has extensive experience in customer segmentation, marketing analytics, market share modeling, six sigma, and forecasting. Joseph has an strong global industrial background in both manufacturing and distribution, working in both configured product and SKU based environments. Joseph has an MBA from Temple University, a MS in Operations Research from Stanford University, and a BS in Operations Research from the United States Military Academy at West Point.
David B. Hochhauser has been working for over 15 years in various levels of finance and business management roles for a range of Fortune 500 companies within the industrial manufacturing, materials, and pharmaceutical industries. His expertise resides in portfolio management, strategic planning, price strategy, and cash management. David most recently was the Finance Director for Ingersoll Rand’s $3.5B Trane Commercial Equipment business. Prior to Trane, David held multiple management roles at Covalence Specialty Materials (formerly Tyco International’s $2B Plastics and Adhesives division). David started his career at the industrial conglomerate AlliedSignal (now Honeywell International), and then Schering Plough (now Merck). David holds a Bachelor of Science in Management and a Concentration in Management Information Systems, from the Binghamton University School of Management, Binghamton, NY.
