On-Demand Webcast

What Do I Do With All These SKUs?!

Original Broadcast Date: 8/1/2018

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3 Proven Pricing Models to Conquer Your Profitability Challenges

With huge numbers of parts to price - on a more and more frequent basis - how can B2B organizations in the spare parts and aftermarket industry deal with the ever-changing complexities? On top of the enormous number of SKUs, equipment is lasting longer and requiring longer life-cycles, while increasing competitive and regulatory pressures open greater exposure to substitution effects.

Mitch Lee hosts Dominic O’Regan, Business Consultant with Vendavo, and Gianpaolo Callioni, Partner at End-to-End Analytics as they discuss key challenges to profitability facing your industry, as well as benefits and complexities of 3 proven pricing models. We’ll also explore insights from a real world example of a top tier equipment manufacturer leveraged pricing optimization to deliver positive impact to their bottom line.

Learn More About:

  • 3 core pricing models used in the spare parts and aftermarket business
  • Why simple rules can sometimes add unwarranted complexity
  • Why common objections to price optimization can be pragmatically addressed

Featured Speakers

Gianpaolo Callioni

Partner, End-to-End Analytics

Gianpaolo Callioni has been a supply chain and operations practitioner and consultant in the high tech and consumer electronics industries for nearly two decades. He has developed advanced manufacturing and distribution strategies for numerous businesses, redesigning critical supply chains and business processes. GP’s focus has been on improving the effectiveness of the overall value-chain, with particular emphasis on the optimization of pricing and financial flows.

Dominic O'Regan

Business Consultant, Vendavo

Dominic has spent the last 7 years as a price optimization consultant working on projects with industrial manufacturers and distributors throughout Europe, the Middle East, and Asia Pacific. He is passionate about the ability for data models to support key business decisions in the pricing arena, but knows from experience that change management can be the biggest hurdle to success.

Mitch Lee

Profit Evangelist, Vendavo

Mitch is a Profit Evangelist at Vendavo with 25+ years of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term agreements with leading suppliers.




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