14 - 15 August, 2018
Novotel Singapore on Stevens, Singapore

CONFERENCE DAY 1

8:00 am - 8:45 am Registration & Coffee & Tea

8:45 am - 9:00 am Chairman's Welcome Remarks

JOURNEY TOWARDS COMMERCIAL EXCELLENCE

9:00 am - 9:45 am PANEL: Commercial Excellence as an Enabler to Driving Top and Bottom-Line Growth

Tien-Ju Lin, Commercial Excellence Lead,Shell
• Key levers of commercial excellence that enable sustainable top and bottom-line growths 
• Success and pitfalls to implementing commercial excellence initiatives
• Deriving the ideal organisational positioning of the pricing and revenue management function

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Tien-Ju Lin

Commercial Excellence Lead
Shell

9:45 am - 10:15 am Achieving Commercial Excellence with a World-Class Pricing Strategy

• Establishing a pricing strategy that provides true value to your customers and the business
• Utilising data-driven strategies as the bedrock for building pricing and commercial excellence competencies
• Maximising profits through integrated value capture across product and customer segments

10:15 am - 10:45 am Creating Sustainable Business Competitive Advantage with CRM and Pricing Optimisation

• The journey to achieving SaaS pricing profitability
• Utilising CRM insights to shape pricing strategies
• Empowering sales, marketing and product teams in the areas of customer engagement and retention 

10:45 am - 11:30 am Speed Networking & Morning Refreshment Break



INTERACTIVE DISCUSSION GROUPS [2 ROTATIONS @ 35 MINS EACH]


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Andrew Frisbie

Managing Director, Products & Pricing
Novantas Inc.

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Ethan Teas

Managing Director, Australia & Asia Pacific Regional Leader
Novantas Inc.

11:30 am - 12:45 pm Roundtable B: Price and Margin Optimisation through Dynamic Pricing

Jesper Hansson, Pricing Expert,Independent Expert

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Jesper Hansson

Pricing Expert
Independent Expert

11:30 am - 12:45 pm Roundtable C: Sales, Product & Distribution Management for Business Profitability

Candice Heng, Director of Sales,Red Bull

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Candice Heng

Director of Sales
Red Bull

11:30 am - 12:45 pm Roundtable D: Price Guidance in Deal Negotiations


12:45 pm - 2:00 pm Networking Lunch

DATA ANALYTICS & CUSTOMER INSIGHTS

2:00 pm - 2:45 pm PANEL: Deploying a Data-Driven Personalised Pricing Strategy to Attract, Retain and Convert

Sai Lokesh C, Lead, Asia Pacific Pricing,PayPal
• Ensuring clean, accurate and up-to-date data throughout the customer lifecycle
• Making use of data availability to uncover new prospects and customer insights 
• Maximising customer engagement and conversions via segmentation
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Sai Lokesh C

Lead, Asia Pacific Pricing
PayPal

2:30 pm - 3:00 pm An Evolving Data and Pricing Journey through the Actuarial Perspective

Alap Mehra, Head of P&C Product & Pricing,AXA
• How has risk evaluation matured in the insurance industry with data explosion?
• Utilising analytical tools to model the entire value chain for profit maximisation
• Exploring the benefits of data-driven customer insights for product development
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Alap Mehra

Head of P&C Product & Pricing
AXA

3:15 pm - 3:45 pm The Importance of Real-Time Price and Promotion Analytics in Driving Pricing Efficiencies and Sales

• How can brands successfully use and interpret complex analytics for everyday decision-making?
• Harnessing data analytics to detect price gaps and competitive pricing threats
• Connecting supply and demand patterns for business agility and adaptability in setting price and promotion plans

3:45 pm - 4:15 pm Afternoon Refreshment Break

TACTICAL PRICING EXECUTION

4:15 pm - 4:45 pm Turning Adversity into Opportunity: Integration of Risk Management into Pricing Planning

Samir Kagrana, Senior Director & Asia Pacific Head, Strategic Pricing & Negotiations,IQVIA
• Identifying and mitigating risks in the early stages of portfolio and pricing planning
• Quantifying risks and business implications in the pharmaceutical industry
• Effective risk mitigation to drive sustainable revenues and growth
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Samir Kagrana

Senior Director & Asia Pacific Head, Strategic Pricing & Negotiations
IQVIA

4:45 pm - 5:15 pm Entering New Markets: Ensuring Product Launch Success with the Right Pricing Strategy

Marc Jarvis, General Manager,Spectrum Brands Inc.
• Assessing market potential, customer demographics and competition for new product launch
• Strategy for product & brand, price & competitive positioning and distribution
• Monitoring performance and scaling growth with effective strategies
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Marc Jarvis

General Manager
Spectrum Brands Inc.

5:15 pm - 5:45 pm FIRESIDE CHAT: Pricing Across Markets: Benefits and Challenges of a Unified Pricing Policy versus Localised Pricing Strategy

Ivan Tan, Director, Strategic Pricing & Policy Analytics,Johnson & Johnson
• Challenges in standardising pricing policies for brands and products across countries and regions
• How can organisations best achieve a balance in both pricing strategies?
• Proven approaches to improving price visibility in both global and local markets
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Ivan Tan

Director, Strategic Pricing & Policy Analytics
Johnson & Johnson

5:45 pm - 6:00 pm Chairman’s Closing Remarks & End of Day One