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Marion Veber
Head of Product and Pricing





11:05 a.m.

Initial situation: a lot of inertia and an unsuitable IT system

  • Static and slow to change pricing

  • The definition of a more dynamic target price strategy

  • …but limited by technological constraints


11:15 a.m.

A review of pricing processes would make it possible to implement many improvements

  • Better define pricing methods (value-based, competitive, advanced cost+)

  • Include inflation in the pricing strategy

  • Measuring and using the effects of elasticity: the special case of spare parts

  • Gain price change speed to win more deals or extract more margin


11:30 a.m.

Feedback from a real case in B2B: Hitachi Construction Machinery

  • Optimization of the price strategy to increase responsiveness

  • The obligatory passage of the improvement of the efficiency of the processes

  • Results obtained


11:45 a.m.


11:50 a.m.

End of the webinar

Our speakers

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Marion Veber

Head of Product and Pricing

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Andrea Merati

Regional Pricing Expert

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