Let's Talk Pricing Podcast

Jean-Manuel Izaret (JMI) is the global leader of BCG’s Marketing, Sales, and Pricing practice. Before joining BCG in 1997, he received a PhD from Ecole Centrale in Paris.

As a Bruce Henderson Institute Fellow, he has studied pricing model innovations in technology, biopharma, industrial goods, financial services, and consumer services. He also explored how pricing and economic models could help solve issues such as education and climate change mitigation. JMI lives in Berkeley, California.

Read More by visiting:

https://www.bcg.com/capabilities/pricing-revenue-management/game-changer-the-new-strategic-pricing-book

Finding new ways to create value is critical. Monetizing that value effectively year over year? Even more so. However we’re all facing headwinds as investment budgets are becoming more scrutinized and expectations around price justification are returning to pre-pandemic levels.

Leaders need a simple approach for how to price innovative solutions in a logical, simple and repeatable way to prioritize initiatives that drive pricing power and sustainable growth. This workshop will present a simple and systematic method for pricing new solutions.

Adnan specializes in helping firms commercialize software-based offerings. He has almost 20 years of experience in consultative and in-house roles across energy management, technology, and insurance, leading growth

Derek Neal, Engagement Manager

 Derek is responsible for managing pricing projects for

Effectively pricing spare parts remains a substantial challenge for machine manufacturers, as an estimated 73% of commodity parts are sold below their optimal price points. Traditional pricing models, such as cost-plus and value-based pricing, exhibit significant limitations in this evolving market. To navigate these challenges, Original Equipment Manufacturers (OEMs) must adopt market-based pricing strategies. This approach not only enables them to enhance their parts business but also accelerates revenue growth and cultivates stronger customer loyalty. 

Tim Geyer leads MARKT-PILOT in North America. Prior to joining MARKT-PILOT, Tim led the charge into new markets helping international startups scale. Additionally, he was a member of the Energy Strategy practice of Accenture. Early in his career, Tim was an innovator in the manufacturing industry driving revenue in sales and service roles. Learning at the forefront of new technology inspired Tim to help lead the change in the aftermarket parts industry with MARKT-PILOT. He brings to the US market, best practices from 100+ European manufacturers to share with OEMs across the US and Canada.

Tim earned his BA in Industrial Management from DHBW Stuttgart and his MSc in International Business Development from ESB Business School with research stays in Rotterdam and Melbourne. Tim is also an active tennis player and avid soccer fan, rooting for VfB Stuttgart every chance he gets. 

Jeet Mukherjee of Holden Advisors and Kevin Mitchell of Professional Pricing Society discuss the significance of pricing power ahead of Jeet's keynote speaking session at our Fall Workshop and Pricing Conference in October!

In this podcast Fred Zornig will briefly comment on the pillars of strategic and effective price management. Going through strategies, segmentation, perceived value, commercial policies, elasticity, optimization and governance.

The objective is give an idea of the topics that we will delve into during the workshop that will be held in Atlanta.

As input prices rose astronomically, margin leakage followed for many companies. This is because the legacy tools and processes being used to pass through cost changes were completely inadequate to deal with inflationary pressures. Our current wave of volatility - embodied by slowed growth, high interest rates, and potential recession – is applying pressure in the opposite direction. Companies equipped to know where, when, and by how much prices may need to decrease will be in the best position to maintain margins and avoid losing volume.

This conversation sheds light on a new book by the CEO and Founder of Rapid Pricer, Kiran Gange, and is centered around analytics based pricing approaches for maximizing margins for retailers.

A discussion covers what was received and experienced at our a workshop, spear-headed by Hillary Gretton, that took place during our 2023 Spring pricing and workshop conference.

Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be?

“Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”

Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor.  Like many of you listening, he’s sat in the pricing leader hot seat.  He now runs his own consulting firm focused on helping companies and their pricing leaders achieve success faster.  Scott has also been a frequent speaker at PPS conferences and is a Certified Pricing Professional.

Michael Compton is Director of Firm Strategy and Leader of the new Pricing function at Edward Jones. He has 16 years’ experience in the Full Service Financial Advisory industry in various product profitability, pricing and analytics roles. He specializes in translating business strategies into pricing recommendations and helping define pricing capabilities. He recently started his journey towards earning the CPP in 2022 and he has an MBA from the University of Georgia.