Breakfast Seminar
B2B Pricing – Capturing the Profits You Earn
No other set of decisions have more direct impact on profitability than the firm’s pricing decisions. But how should a firm arrive at prices? When should it give a discount? And how should pricing decisions be managed? In this seminar, we examine the key issues business market executives should address to improve pricing.
Objectives:
- The 1 paradigm that should guide every pricing decision
- The 3 questions to raise in every pricing challenge
- The 5 phases of organizationally improving pricing
Panelists include:
Lee Halvorson, senior financial analyst, Grainger
Larry Gess, global marketing manager, Nalco
Larry Gess, global marketing manager, Nalco
Register one full price attendee (member or non-member) and send additional guests for only $10.
About the Speaker
Tim Smith, PhD is the Managing Principal of Wiglaf Pricing, an Adjunct Professor of Marketing & Economics at DePaul University, and the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program.
He authored Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures.
At Wiglaf Pricing, Smith provides strategic pricing support for entrepreneurial and globally established firms in business and consumer markets. At DePaul University, Smith teaches undergraduate and graduate courses in marketing as well as undergraduate economics.
Well-known in the industry as a thought leader in pricing, Smith has presented seminars on pricing to professional audiences throughout the globe. With hard-hitting, focused messages for executives, Smith encourages actions that lead to dynamic results.
Smith began his career as a research scientist in quantum mechanics before his interest in transferring technological advances to societal implementations led to pursuits in business strategy. His focus on pricing is a natural culmination of his deep love of math and his orientation to capturing profitable customers.
Smith is a member of the American Marketing Association, the Business Marketing Association, and the American Physical Society. He earned a bachelor of science in physics and chemistry from Southern Methodist University, a bachelor of arts in mathematics from Southern Methodist University, a doctorate in physical chemistry from the University of Chicago, and a master of business administration with high honors in strategy and marketing from the University of Chicago GSB.
By Smith
- Smith, Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures , (2011, South-Western Cengage Learning).
- Smith and Hillman, Workbook of Quantitative Tools and Techniques in Marketing, (2010, Wiglaf LLC)
- Smith, Hawks, Seagulls, and Mice: Paradigms for Systematically Growing Revenue in Business Markets , (2006, iUniverse).
- Chief Editor of The Wiglaf Journal (2002 – present)
Sponsored by:
