Telecoms Pricing Masterclass May 21, 2008

“The Power of Telco Pricing” – TELECOMS PRICING MASTERCLASS
On average, the S&P 500 companies are giving away between one and two percentage points in Return on Sales by not fully optimising their pricing. This increase in RoS, which equates to a substantial profit increase of often 20-30% or more, is what, in our experience, can be achieved by improving the price management.

Especially in telecommunication pricing is crucial as the core products offered are tariffs and therefore prices!

Simply increasing prices will not work. Prices need to be increased or price structures changed selectively in those areas where customers will react less sensibly and prices of products that are in the customers’ focus might need to be reduced. In addition the right balance of attracting new customers with aggressive prices and stabilizing revenues of existing customer base is one of the hardest challenges to solve.

Price is the strongest driver of profit! This two day workshop will show you how to manage the price: You will understand the power of pricing and how you can optimize your existing price structures. By analyzing various cases from Europe/Asian operators can leverage insights and best practices. At the end of the workshop, you will also know how to implement new price structures and price levels and how to monitor price sensitivities.

The workshop will provide you with key concepts and materials on the process of pricing. Participants will work themselves on a case study on price management that incorporates all steps in the pricing process.

Why Attend This Workshop?
The Telecoms Industry is constantly undergoing massive changes. New competitors and new technologies are lowering voice prices and causing fierce competition to the market. There should always be a rigorous emphasis on pricing modeling and analysis to optimize revenue and maintain the ARPU (Average Revenue Per User) in the customer and business markets.

The Pricing strategies and structures have to be constantly re-looked to react to competition. Pricing strategies have to be attuned to the highly price sensitive demographics. In a period of complexity, operators must study the bigger picture, investigate new entrants to the markets, swap best practices and benchmark against competitors to better improve their own practices.

At the same time, price differentiation, successful new service launches and attractive offers are needed for customer retention. So how can operators most successfully reconcile these demands? Telecoms Pricing Masterclass is the premium course for all operators to find out the answers to their questions from an international expert!

Cutting Edge Highlights:
• Maximize profitability in a competitive environment
• Understand customer behavior and developing innovative pricing structures
• Attract new customers and stabilize revenues of existing customers
• Counter competitive moves without engaging in price wars
• Leveraging on the best practices of European operators
• Implementing new price structures and levels
• Forecast and monitoring price sensitivities and value perception
• Develop a market position price communication
• The Do’s and Don’ts of various operator cases

Who should attend?
Senior executives from the telecommunications such as Managing Directors, VPs, Directors, Division Heads, Managers of the following departments:
• Pricing
• Sales & Marketing
• Product Development
• Finance & Accounting
• Operations
• Strategic Planning
• Revenue Management
• Market Research
• Tariff
• Key Account
• Demand Management
• Business Strategy
• Account Management

And also pricing analysts and market intelligence, competitive intelligence, pricing management consultants.

About The Trainer - Director, Strategy and Marketing Consultants GmbH
As a director and project manager, he mainly works in the areas of telecommunication and new media. He specializes in strategic marketing, pricing, market simulations and innovation strategies, and has conducted both national and international consulting projects for companies such as Vodafone Global, Vodafone Germany, Swisscom Mobile, T-Mobile, KPN, E-Plus, Hutchison 3G, T-Online, T-Com, Arcor, Tiscali and others.

He is a frequent speaker at telecommunications and pricing conferences around the world.
He studied business administration at the University of Kiel and at the School of Business and Commercial Law Gothenburg, Sweden. He majored in Innovation Management and Marketing. His degree dissertation focused on willingness to pay functions of interactive television users. In 2000, he received his Diplom-Kaufmann degree (similar to a Masters).

Official Website: http://www.salvoglobal.com/Salvo%20-%20Pricing%20Telecoms.htm