SCIP Ohio Chapters Meeting: Using Competitive Intelligence to Predict your Competitors' Pricing Strategy

September 17, 2009

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Using Competitive Intelligence to Predict Your Competitors’ Pricing Strategy

9:00 a.m. to 2:30 p.m.
September 17, 2009

Sterling Commerce in Columbus, Ohio

SCIP Ohio Chapters Meeting

Program Description
Making a Difference to Your Company’s Margins
Imagine increasing your company’s profitability by 12.5%!  That is what just 1% improvement in pricing will net for industries represented in the Fortune 500.  This is the single largest point of leverage for any business.  It is also one of the most difficult areas in which to obtain competitive intelligence as both ethical and legal issues are prevalent.  Yet, it is vital that CI professionals effectively obtain valuable information regarding pricing.  The alternative is pricing your products in a vacuum and falling prey to the competition.  This corrosive situation leads to price wars and can dramatically alter the viability of both individual companies and the industry as a whole.  This session will show CI professionals how to add significant value to their organization in the pricing arena by reducing uncertainty and replacing it with knowledge.  The session will address the following areas:

-          Valuable tools and data gathering processes for reducing uncertainty

-          How to discern your competitors pricing strategy

-          Influencing how the competition perceives your pricing strategy

-          How to determine whether a competitor is a price leader or a follower

-          Understanding the dynamics of price wars

-          Connecting capacity utilization and competitive pricing actions

This session will be highly interactive, utilizing war games, group work and case studies.  Attendees will improve effectiveness by understanding how to be more focused, innovative and timely in their work situations.

About the Speaker
Paul Hunt is one of the world's foremost consultants in the field of pricing strategy. Throughout his 20-year career as a pricing strategist, he has advised organizations of all sizes, from small businesses to Fortune 500 companies.

Paul has helped to implement profitable pricing practices for a broad variety of products and services, from highly differentiated products to commodity goods. His clients include leading companies such as ABB, Acco, Aramark, Baxter, Benjamin Moore, Bob Evans, DHL, Exxon, GE, J&J, Marriott, Nestle, Pfizer, Royal Bank, Smith & Nephew, Sprint, Terex and UBS among others.

During his consulting career, Paul has developed a vast array of proprietary methodologies that go straight to the heart of the problem.   CI is a critical component of the work that Paul conducts with clients.  Over the past 20 years he has helped many clients outmaneuver competitors through the utilization of pricing models and competitive intelligence.  He has also helped several companies avoid the damaging impact of price wars caused by poor competitive pricing practices.

Paul also does a great deal of lecturing and writing on pricing strategy. He regularly conducts in-house training for corporate clients, speaks at industry conferences and works with several leading business schools.  In 2009, he presented twice at the SCIP annual conference.  Paul has also written articles for leading publications and associations such as Marketing Magazine, American Marketing Association, Marketing Research Industry Association and the Professional Pricing Society.

Location
Sterling Commerce
Building 1, Auditorium C&D
4600 Lakehurst Court
Dublin, OH  43016

Directions
http://www.mapquest.com/maps/Sterling+Commerce:4600+Lakehurst+Ct.+Dublin+OH+43016/#a/maps/l:Sterling+Commerce+Inc:4600+Lakehurst+Ct:Dublin:OH:43016:US:40.077699:-83.139196:address:/m::12:40.077698:-83.139196:0:0:/io:0:::::f:EN:M:/e

Agenda
9:00-9:30     Networking & Coffee
9:30-11:45   Presentation
11:45-12:00 Break
12:00-1:00   Lunch & Networking
1:00-2:15     Interactive Session
2:15-2:30     Conclude & Q&A

Registration Fees
SCIP Member $40.00
Tech Columbus and AMA (Columbus and Cincinnati) Member $40.00 (Please contact Robyn Reals for this registration form.)
SCIP Non-Member $50.00
Student $15.00

Contact Information
Julie Webb, Southwest Ohio Chapter Chair, email: julie_webb_@stercomm.com 614.793.4082.
Robyn Reals, SCIP Education Manager, email: rreals@scip.org 703.739.0696 ext. 107

Cancellation Policy
Cancellations not received in writing by Tuesday, September 15th will not be refunded.
No shows will be billed and are responsible for payment.

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