Past Events Include:

University Keynote: Value-Based Pricing and the Pricing Spineometer

November 13, 2024 @ 2pm

I define Value-Based Pricing in comparison and contrast to other pricing paradigms and argue for its superiority in monopolistic competitive markets. I then define the Value-Based Pricing Framework which explores organizational pricing decisions at five different levels. Given these definitions, I measure organizational pricing capability using the Pricing Spineometer methodology.

Attendees will learn:

1. The meaning of “Value-Based” pricing and its relationship to cost plus and competitive pricing
2. The five corporate management areas requiring pricing professionals within the Value-Based Pricing Framework
3. The evaluation of a corporate pricing capability using a Pricing Spineometer

Tim J. Smith, public intellectual on pricing strategy, is the CEO of Wiglaf Pricing and Adjunct Professor of Economics at DePaul University. He holds a BA and BS from SMU and a PhD and MBA from the University of Chicago.

INPROFORUM 2024 “Entrepreneurship for Sustainability”

November 7 – November 8, 2024

The International Scientific Conference INPROFORUM is a traditional event held by the Faculty of Economics, University of South Bohemia in České Budějovice (USB). It is focused on the research achievements in the fields of Innovations, Enterprises, Regions and Organizations.

International Conference offers the opportunity to discuss relevant topics among academic and practicing economists. The Conference is organized under the auspices of doc. RNDr. Zuzana Dvořáková Líšková, Ph.D., Dean of the Faculty of Economics, University of South Bohemia in České Budějovice.

PPS Las Vegas 2024 Fall Conference

October 22 – October 25, 2024

Join us for 4 days this October to build and test your revenue-growth skills, strategy, and tactics, guided by our global margin-management experts, covering all of today’s hot topics. Ready to go all in? We’ll get you there with the academically rooted, market-proven, and time-tested strategies necessary for profitable growth.

For more information and registration, click here

Pricing and Profit Management Summer ’24 Tour

Talk at Catalyze 2024, The World’s Only Rebate Management Conference

Tim Smith’s full Catalyze 2024 talk “How Many Vertebrae Are in Your Rebate and Pricing Spineometer?” is available on YouTube: https://www.youtube.com/watch?v=oMOm8sNj2fY

Workshop at the PPS 2024 Spring Pricing Conference

Bentonville Pricing and Profit Management Luncheon, February 2024

Kansas City Pricing and Profit Management Luncheon, February 2024

Minneapolis–St. Paul Pricing and Profit Management Luncheon, February 2024

Chicagoland Pricing and Profit Management Luncheon, February 2024

Workshop at the 18th Annual PPS European and Global Pricing Event

Workshop at the 34th Annual PPS Fall Pricing Conference

Michigan Pricing and Profit Management Luncheon, July 2023

Minneapolis–St. Paul Pricing and Profit Management Luncheon, July 2023

Chicagoland Pricing and Profit Management Luncheon, July 2023

Keynote at the 34th Annual PPS Spring Pricing Conference

May 5, 2023

Dallas, Texas

Register now!

Featuring a Friday, May 5th keynote by Tim J. Smith!

Keynote (Friday, May 5th)

Does your company have any vertebrae in its pricing spine? How do you build your confidence? In this session, Tim J. Smith, Ph.D., CPP will discuss the Pricing Spine-o-meter, what it measures and why it is important. For companies just beginning their pricing journey and for those that are well down the path, we will discuss insights for improving your pricing excellence, corporate profitability, and market capitalization.

Attendees will learn:

• B2B and B2C case studies of pricing verdicts
• The difference between good and bad pricing strategy
• The connection between pricing decisions, CEO priorities, and shareholder value

Readers of The Wiglaf Journal will recognize the framework that Tim started using several months ago for his Strategic Movements articles. Or perhaps you saw his posts on LinkedIn?

There will also be a full-day workshop by Wiglaf Pricing’s Tim J. Smith and Nathan L. Phipps on Tuesday, May 2nd!

Tim J. Smith, Ph.D., CPP, is the Founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, the author of Pricing Done Right and Pricing Strategy, the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program and a member of the American Marketing Association. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a Ph.D. in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from Chicago Booth.

Workshop at the 34th Annual PPS Spring Pricing Conference

May 2, 2023

Dallas, Texas

Register now!

Featuring a full-day workshop by Wiglaf Pricing’s Tim J. Smith and Nathan L. Phipps on Tuesday, May 2nd!

Workshop (Tuesday, May 2nd)

Pricing During Economic Shocks

Economic shocks have become existential challenges for every business. In this workshop, we will share recent case studies on corporate responses to economic shocks. Participants will engage in competitive pricing simulations that explore pricing decisions. We will share best practices in price increase communication, targeting, and management.

Attendees will learn:

• How to outperform through a real-time competitive pricing game simulation
• How to use Industry vs. Brand Elasticity in pricing decisions
• How to calculate price-volume hurdles

There will also be a Friday, May 5th keynote by Tim J. Smith at the main PPS conference!

Presented By

Tim J. Smith, Ph.D., CPP, is the Founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, the author of Pricing Done Right and Pricing Strategy, the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program and a member of the American Marketing Association. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a Ph.D. in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from Chicago Booth.

Nathan L. Phipps, CPP, is a Manager at Wiglaf Pricing. He holds an MBA with distinction in Marketing Strategy and Planning & Entrepreneurship from the Kellstadt Graduate School of Business at DePaul University, and a BA in Biology & Philosophy from Greenville College.

Chicagoland Pricing Professionals Network, February 2023 – Featuring Anne Warren of DirecTV and Tim J. Smith of Wiglaf Pricing

Wed, February 8, 2023
11:30 AM – 2:30 PM CST

Union League Club
65 West Jackson Blvd
Heritage Room
Chicago, IL 60604

PPS 33rd Annual Fall Pricing Workshops & Conference

October 18-21, 2022
San Francisco, CA

Register now!

Featuring a workshop by Wiglaf Pricing on Tuesday, October 18th, 2022:

PRICING IN ECONOMIC SHOCKS

The pandemic has wrought markets with economic shocks. Supply shortages hampered production. Cost increases in raw materials, logistics, and labor wreaked havoc. Demand shriveled for some, blossomed for others, and shifted for the rest. This latest round of inflation has the potential to be more fuel on an already burning bonfire, and the stock market has been whipsawing up and down as investors try to keep up with a flurry of new headlines every day. In response, companies have adjusted prices.

In this workshop, Nathan Phipps will share studies on recent corporate responses to economic shocks. Participants will engage in competitive pricing simulations and real-time competitive pricing games that explore pricing decisions with increasing costs, pitting one team against another. Best practices in price increase communication, price increase targeting, and price increase management will be examined.

Attendees will learn:

• How to manage volume hurdles with cost increases
• Industry vs. Brand Elasticity and their impact on pricing decisions under inflationary costs
• Best practices in price communication

Presented by Nathan Phipps, Manager, Wiglaf Pricing:

Chicagoland Pricing Professionals Network, July 2022 – Featuring Jeni Christoffersen of Indiana University Health

Wed, July 20, 2022
11:30 AM – 1:30 PM CST

Union League Club
65 West Jackson Blvd
Heritage Room
Chicago, IL 60604

PPS 33rd Annual Spring Pricing Workshops & Conference

April 26-29, 2022
Chicago, IL

Register now!

Featuring 2 workshops by Wiglaf Pricing’s Nathan Phipps on Tuesday, April 26th and Wednesday, April 27th:

TELLING YOUR PRICING STORY (April 26th, 2022)

Pricing projects generally include data analysis. However, data analysis alone is not sufficient for pricing success. For your analysis to be relevant, you must find the story in the data. Ultimately, your goal is to provide context and facilitate management conversations to drive pricing decisions. You must clearly state why your results matter and how they could impact decision-making. Stories will always motivate people and drive change more effectively than sheer data analysis. This session will teach attendees how to find their pricing story while adjusting their communication approach for maximum impact.

Attendees will learn:

• How to use data to craft a story tailored to your audience
• How to deal with common roadblocks, such as a lack of unified pricing language or addressing an audience made of quantitative and non-quantitative stakeholders
• How to find your story using 3 fundamental pricing analysis tools: the pocket price band, the pocket price by market variable, and the price waterfall

PRICING IN ECONOMIC SHOCKS (April 27th, 2022)

The pandemic has wrought markets with economic shocks. Supply shortages hampered production. Cost increases in raw materials, logistics, and labor wreaked havoc. Demand shriveled for some, blossomed for others, and shifted for the rest. In response, companies have adjusted prices.

In this workshop, Nathan Phipps will review studies on corporate responses to economic shocks during 2021. Participants will engage in competitive pricing simulations and real-time competitive pricing games that explore pricing decisions with increasing costs, pitting one team against another. Best practices in price increase communication, price increase targeting, and price increase management will be shared.

Attendees will learn:

• Real-time competitive price game
• Volume hurdles with cost increases
• Industry vs. Brand Elasticity and their impact on pricing decisions under inflationary costs
• Best practices in price communication

Presented by Nathan Phipps, Senior Consultant, Wiglaf Pricing:

Chicagoland Pricing Professionals Network, January 2022 – Featuring Manuel Fuentes of Labelmaster

Wed, January 19, 2022
5:30 PM – 8:30 PM CST

Union League Club
65 West Jackson Blvd
Heritage Room
Chicago, IL 60604

Manuel is a multilingual pricing & analytics leader with over 20 years of experience in the airline, manufacturing, automotive, food distribution and management consulting industries with broad-based expertise in providing deep insights, developing new business opportunities and increasing margins.

PPS 2021 Virtual European & Global Pricing Workshops & Conference

December 1-3, 2021
Virtual Conference

Register now!

Featuring a workshop and breakout session by Wiglaf Pricing’s Tim Smith:

ECONOMIC VALUE TO CUSTOMER (EVC) IMMERSIVE CASE STUDY (Wednesday, December 1st, 2021)

Economic Value to Customer (EVC) is an important quantitative pricing methodology for any pricing professional. Whether estimating the value of a new product during development, determining the launch price for go-to-market, adjusting your model for existing products, or examining new ways to segment your customers, EVC should be in your toolbox.

In this session, we will go through an in-depth, immersive case study to give participants the full experience of building an EVC model from scratch. This is ideal for those with roles touching pricing analysis, product management, product development, marketing, and innovation.

Participants will learn:

• To use product and customer information to create a value-based, quantitative pricing model
• To communicate EVC findings into insights for list prices, customer segmentation, and customer value
• To update and further refine an existing model with new information

PRICE-VOLUME-MIX ANALYSIS WITH MULTIPLE CURRENCIES (Friday, December 3rd, 2021)

Measuring pricing impact in a global company presents a specific challenge of separating out the impact of exogenous currency fluctuations from the impact of endogenous changes in prices and other marketing variables. Join us to discover the equations for constructing a profit bridge for conducting a price-volume-mix analysis and the definition of the profit bridge at the corporate level, which is different from that at the business unit level.

Participant will learn:

• Construct a proper profit bridge to include currency fluctuations at the corporate level
• Construct a proper profit bridge to include currency fluctuations at the business unit (country) level
• Compare and contrast these profit bridges at the corporate and business unit levels

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

PPS Fall 2021 Virtual Pricing Workshops & Conference

October 12-15, 2021
Virtual Conference

Register now!

Featuring a workshop by Wiglaf Pricing’s Tim Smith on Tuesday, October 12th and a workshop by Wiglaf Pricing’s Nathan Phipps on Wednesday, October 13th. Tim Smith will also present a breakout session on on Friday, October 15th, 2022:

ECONOMIC VALUE TO CUSTOMER (EVC) IMMERSIVE CASE STUDY (Tuesday, October 12th, 2021)

Economic Value to Customer (EVC) is an important quantitative pricing methodology for any pricing professional. Whether estimating the value of a new product during development, determining the launch price for go-to-market, adjusting your model for existing products, or examining new ways to segment your customers, EVC should be in your toolbox.

In this session, we will go through an in-depth, immersive case study to give participants the full experience of building an EVC model from scratch. This is ideal for those with roles touching pricing analysis, product management, product development, marketing, and innovation.

Participants will learn:

• To use product and customer information to create a value-based, quantitative pricing model
• To communicate EVC findings into insights for list prices, customer segmentation, and customer value
• To update and further refine an existing model with new information

PRICE-VOLUME-MIX ANALYSIS WITH MULTIPLE CURRENCIES (Friday, October 15th, 2021)

Measuring pricing impact in a global company presents a specific challenge of separating out the impact of exogenous currency fluctuations from the impact of endogenous changes in prices and other marketing variables. Join us to discover the equations for constructing a profit bridge for conducting a price-volume-mix analysis and the definition of the profit bridge at the corporate level, which is different from that at the business unit level.

Participant will learn:

• Construct a proper profit bridge to include currency fluctuations at the corporate level
• Construct a proper profit bridge to include currency fluctuations at the business unit (country) level
• Compare and contrast these profit bridges at the corporate and business unit levels

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

TELLING YOUR PRICING STORY (Wednesday, October 13th, 2021)

Pricing projects generally include data analysis. However, data analysis alone is not sufficient for pricing success. For your analysis to be relevant, you must find the story in the data. Ultimately, your goal is to provide context and facilitate management conversations to drive pricing decisions. You must clearly state why your results matter and how they could impact decision-making. Stories will always motivate people and drive change more effectively than sheer data analysis. This session will teach attendees how to find their pricing story while adjusting their communication approach for maximum impact.

Participant will learn:

• To use data to craft a story tailored to your audience
• To deal with common roadblocks
• To find your story using 3 fundamental pricing analysis tools

Presented by Nathan Phipps, Senior Consultant, Wiglaf Pricing:

Chicagoland Pricing Professionals Network, August 2021 – Featuring Tim J. Smith of Wiglaf Pricing

Wed, August 18, 2021
5:30 PM – 8:30 PM CST

Union League Club
65 West Jackson Blvd
Heritage Room
Chicago, IL 60604

Join the Chicagoland Pricing Professionals Network for conversation and a 3-course meal! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations.

We are offering free tickets to select attendees. Contact nphipps@wiglafpricing.com to see if you qualify for free tickets. Ticket sales end on Monday, August 9th.

Here’s what you can expect:

• Doors open at 5:30 pm
• Dinner is served at 6 pm. Attendees will have a 3-course dinner with choice of beef, chicken, fish, or vegetarian
• Shortly after dinner is served, there will be a 60-minute talk on “Pricing While Exiting the Pandemic” from Tim J. Smith, Founder and CEO at Wiglaf Pricing
• Approximately 90 minutes of networking (with an open bar!) with Chicagoland Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

The event will be in the Heritage Room at the Union League Club. A relaxed, well-dressed look described as “Smart Casual” is welcomed throughout the club. Smart Casual may include jeans, denim, and collar-less shirts.

Featured Speakers

Tim J. Smith

Founder and CEO, Wiglaf Pricing
Adjunct Professor of Marketing, DePaul University

At Wiglaf Pricing, Dr. Smith is helping executives manage price better through consulting, workshops, books, and other media. He provides productized and actionable consulting services for firms of many sizes and across many industries. He has been a keynote speaker and workshop leader on a variety of pricing topics to professional audiences across the globe. Along with his work at Wiglaf and teaching at DePaul, he is the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) and editor of the Wiglaf Journal.

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 mathematics and his orientation toward capturing profitable customers.

As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Dr. Smith is a member of the American Marketing Association, Business Marketing Association, and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago Booth School of Business.

Register now!

PPS Spring 2021 Virtual Pricing Workshops & Conference

May 4-12, 2021
Virtual Conference

Register now!

Featuring a breakout session by Wiglaf Pricing’s Kyle Westra on Thursday, May 6th and a breakout session by Wiglaf Pricing’s Tim Smith on Friday, May 7th.

HARNESSING MONETIZATION & TRANSPARENCY (Thursday, May 6th, 2021)

Does your organization have price transparency? What about pricing transparency? It is possible to have one without the other. In this session, Kyle Westra will investigate this distinction and review companies that have different combinations of price and pricing transparency in their respective business models.

Presented by Kyle Westra, Manager, Wiglaf Pricing:

MEASURING PRICING IMPACT (Friday, May 7th, 2021)

Pricing executives are expected to deliver results.  In this session, Tim J. Smith will share the formulation of profit and revenue bridges, clarify where pricing decisions impact corporate performance, and contrast a proper formulations to some alternatives.

Participant will learn:

• Construct a proper profit and/or revenue bridge
• Measure the impact of pricing initiatives
• Connect pricing initiatives to measurable outcomes

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

PPS 2020 Virtual European & Global Pricing Workshops & Conference

December 2-3, 2020
Virtual Conference

Register now!

Featuring a presentation by Wiglaf Pricing’s Tim Smith.

PRICING DIRECTOR DAY ONE

On day one, what actions should a new pricing director of a newly established pricing function take to deliver a positive impact?  What should be expected of her?  What should she do?  How should she be prepared to be measured?  Day One action items.

Participant will learn:

• Pricing Functional Performance Metrics
• Company Price Performance Measurements for Determining Action
• Action Outcome Required

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

PPS Fall 2020 Virtual Pricing Workshops & Conference

October 20-28, 2020
Virtual Conference

Register now!

Featuring a workshop by Wiglaf Pricing’s Kyle Westra and a keynote by Wiglaf Pricing’s Tim J. Smith.

ECONOMIC VALUE TO CUSTOMER (EVC) IMMERSIVE CASE STUDY

Economic Value to Customer (EVC) is an important quantitative pricing methodology for any pricing professional. Whether estimating the value of a new product during development, determining the launch price for go-to-market, adjusting your model for existing products, or examining new ways to segment your customers, EVC should be in your toolbox.

In this session, we will go through an in-depth, immersive case study to give participants the full experience of building an EVC model from scratch. This is ideal for those with roles touching pricing analysis, product management, product development, marketing, and innovation.

Participants will learn:

• To use product and customer information to create a value-based, quantitative pricing model
• To communicate EVC findings into insights for list prices, customer segmentation, and customer value
• To update and further refine an existing model with new information

Presented by Kyle Westra, Senior Consultant, Wiglaf Pricing:

BUILDING PRICING EXCELLENCE

Investors and CEOs are increasingly acknowledging the importance of pricing excellence for company performance yet struggle to build the team and identify the tools necessary to achieve pricing excellence.  In this keynote, Tim J. Smith will share metrics and best-practices for building pricing excellence into a corporate capability.

Participant will learn:

• What is the composition of a pricing team at companies achieving pricing excellence?
• What skills and capabilities should companies identify as necessary when selecting members of their pricing team?
• How are companies building their analytical capabilities?
• How are companies starting their journey towards pricing excellence?

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

PPS Spring 2020 Virtual Pricing Workshops & Conference

June 24-25, 2020
Virtual Conference

Register now!

Featuring a closing keynote by Wiglaf Pricing’s Tim J. Smith:

PRICING THROUGH MULTIPLE MEASUREMENTS (June 25th, 2020)

There are many methodologies, algorithms, and “best practices” one can apply to drive pricing decisions, but which is right? To move pricing capability beyond identifying predictive metrics towards building a sustainable competitive advantage, one must confront the fact that different measurements yield different predictions. In Pricing Through Multiple Measurements, we argue that different methodologies should be used in combination to deliver a holistic image of reality and enable strategic, that is, beyond algorithmic, decision-making.

Attendees will learn:

• Using Multiple Pricing Metrics for New Product Development to Set Prices at Launch
• Using Multiple Pricing Metrics for Competitive Engagement to Manage Price Adjustments Dynamically
• Working with Uncertainty Organizationally to Maximize Price Capture and Price Performance

Presented by Tim J. Smith, Founder & CEO, Wiglaf Pricing:

Front Range Professionals Network, January 2020 – Featuring Maggie Laird of Hitachi Vantara

Thu, January 30, 2020
5:30 PM – 8:00 PM MST

Vendavo
1401 17th St
Suite 800
Denver, CO 80202

Join the Front Range Pricing Professionals Network for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 45 minute talk from Maggie Laird, Chief Pricing Officer at Hitachi Vantara
• 15 minute talk from Kyle T. Westra, Manager at Wiglaf Pricing
• 90 minutes of networking and refreshments with Front Range Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Featured Speakers

Maggie Laird

Chief Pricing Officer, Hitachi Vantara

Maggie Laird is an experienced commercial leader who has spent the last 20 years helping companies drive both top and bottom line growth through customer, marketing, sales and pricing strategies, tactics, and technologies.

Focus Areas: Commercial Transformation – Digital Enablement – Organic Growth – Customer and Pricing Strategy & Operations

Specialities:
Consumer/Customer strategy and insights, market analysis and analytics, Go-to-market strategy design, revenue management and revenue model, pricing optimization, dynamic pricing, commercial analytics, CRM, business process reengineering in the marketing, sales, and service functions.

Kyle T. Westra

Manager, Wiglaf Pricing

Kyle T. Westra is a Manager at Wiglaf Pricing. Kyle will work with you to find efficient and creative solutions to help your company manage pricing better. His areas of focus include pricing transformations, new product pricing, commercial policy, and pricing software.

Most recently to Wiglaf Pricing, Kyle worked in project management and business systems analysis at Cars.com. Previous experience involves such disparate roles as marketing analysis at Groupon and global strategy studies at a foreign policy think tank. He has extensive experience in ecommerce, sales strategy, economic analysis, and change management. Pricing is at the confluence of economics, business, technology, and psychology, which is supported by Kyle’s breadth of experience.

His Amazon bestselling book about how technological trends are affecting pricing and commercial strategy is entitled The New Invisible Hand: Five Revolutions in the Digital Economy.

Kyle holds an MBA with distinction in Business Strategy and Marketing Analysis from the Kellstadt Graduate School of Business at DePaul University and a BA in Political Science and Economics from Tufts University.

Register now!

Greater Atlanta Pricing Professionals Network, January 2020 – Featuring Lee Halverson of Highline Aftermarket

Wed, January 22, 2020
5:30 PM – 8:30 PM EST

Georgia Tech (Bill Moore) Student Success Center
225 North Avenue NW, Press Room A
Atlanta, GA 30332

Join the Greater Atlanta Pricing Professionals Network for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 60 minute talk from Lee Halverson, Vice President, Pricing & Profitability at Highline Aftermarket
• 30 minute talk from Tim J. Smith, Founder at Wiglaf Pricing
• 90 minutes of networking and refreshments with Greater Atlanta Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Featured Speakers

Lee Halverson

Vice President, Pricing & Profitability at Highline Aftermarket

Lee Halverson is a Pricing Leader with over a decade of successful experience in designing, developing and implementing pricing strategies. Lee is currently the Pricing Leader for Highline Aftermarket, a leading distributor of automotive supplies. Lee has been successful in leading pricing transformations for industry leading distribution organizations including Grainger Industrial Supply and SiteOne Landscape Supply.

Lee earned his MBA from the Babcock Graduate School of Management at Wake Forest University, his BS in Accountancy from Northern Illinois University and is a holder of a CPA certificate.

Tim J. Smith

Founder and CEO, Wiglaf Pricing
Adjunct Professor of Marketing, DePaul University

At Wiglaf Pricing, Dr. Smith is helping executives manage price better through consulting, workshops, books, and other media. He provides productized and actionable consulting services for firms of many sizes and across many industries. He has been a keynote speaker and workshop leader on a variety of pricing topics to professional audiences across the globe. Along with his work at Wiglaf and teaching at DePaul, he is the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) and editor of the Wiglaf Journal.

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 mathematics and his orientation toward capturing profitable customers.

As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Dr. Smith is a member of the American Marketing Association, Business Marketing Association, and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago Booth School of Business.

Register now!

Chicagoland Pricing Professionals Network, January 2020 – Featuring John Kutcher of Fiserv

Wed, January 15, 2020
5:30 PM – 8:30 PM CST

DePaul Center, 1 East Jackson Blvd, Chicago, IL 60604

Join the Chicagoland Pricing Professionals Network for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 60 minute talk from John Kutcher, Vice President of Pricing, Fiserv
• 30 minute talk from Tim J. Smith, Founder at Wiglaf Pricing
• 90 minutes of networking and refreshments with Chicagoland Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Featured Speakers

John Kutcher, CPP

Vice President of Pricing, Fiserv

Known for his good rapport with Sales and Product Management, John Kutcher has helped his companies drive bottom line results, improving revenue and profits. He has built and led the pricing function at Fortune 500 companies. Used successfully on multiple continents, John has led one of the largest deployments of value-based pricing software.

John has set pricing strategies and advised executives on price setting and value capture. He has created customized pricing knowledge standards and hands-on pricing immersion programs. And John has been acknowledged in two pricing books: Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies and The Art of Pricing, New Edition: How to Find the Hidden Profits to Grow Your Business.

John currently is Vice President of Pricing for Fiserv (15B USD in revenue). Prior to Fiserv, he spent twelve years in pricing at Fidelity National Information Services, Inc., Metavante Technologies, and the Marshall and Ilsley Corporation (BMO Financial Group). John studied pricing strategy and tactics at the University of Chicago. He holds a bachelor’s degree from Marquette University and is a Certified Pricing Professional (CPP) and member of the Professional Pricing Society.

John lives in Wisconsin and serves on the finance committee of a local not-for profit organization that serves people with disabilities.

Tim J. Smith

Founder and CEO, Wiglaf Pricing
Adjunct Professor of Marketing, DePaul University

At Wiglaf Pricing, Dr. Smith is helping executives manage price better through consulting, workshops, books, and other media. He provides productized and actionable consulting services for firms of many sizes and across many industries. He has been a keynote speaker and workshop leader on a variety of pricing topics to professional audiences across the globe. Along with his work at Wiglaf and teaching at DePaul, he is the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) and editor of the Wiglaf Journal.

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 mathematics and his orientation toward capturing profitable customers.

As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Dr. Smith is a member of the American Marketing Association, Business Marketing Association, and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago Booth School of Business.

Register now!

15th Annual PPS European & Global Pricing Conference & Workshops

November 27-29, 2019
Berlin, Germany

Register now!

Featuring a workshop by Wiglaf Pricing:

PRICING AND CORPORATE STRATEGY

This workshop will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. Attendees will learn to use the value-based pricing paradigm to drive pricing decisions across the entire organization. We will discuss in-depth how to define the structure, routines, and culture of the organization to drive value-based pricing orientation throughout all decisions that impact price capture.

This workshop will also explore how to transform the relationship between sales and pricing toward a mutually constructive goal of capturing profitable customers. We will discuss how to drive pricing decisions into new offering development in order to improve market acceptance and price capture on innovation – from the moment of launch through maturity. Attendees will learn how to utilize contextualization to appropriately set prices in international markets and construct successful market-entry strategies.

Register now!

PPS 30th Annual Fall Pricing Workshops & Conference

October 15-18, 2019
Las Vegas, Nevada, US

Register now!

Featuring a workshop by Wiglaf Pricing:

PRICING AND CORPORATE STRATEGY

This workshop will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. Attendees will learn to use the value-based pricing paradigm to drive pricing decisions across the entire organization. We will discuss in-depth how to define the structure, routines, and culture of the organization to drive value-based pricing orientation throughout all decisions that impact price capture.

This workshop will also explore how to transform the relationship between sales and pricing toward a mutually constructive goal of capturing profitable customers. We will discuss how to drive pricing decisions into new offering development in order to improve market acceptance and price capture on innovation – from the moment of launch through maturity. Attendees will learn how to utilize contextualization to appropriately set prices in international markets and construct successful market-entry strategies.

Register now!

NYPS USA 19 – Opening Keynote

24-26 September
Chicago, IL, USA

Join Wiglaf Pricing in Chicago at the NYPS USA 19 pricing conference for Tim J. Smith, PhD’s keynote Pricing and Sales Strategy.

Attendees will learn:

• How to move pricing towards proactive strategy, not reactive tactics
• How to inform customer segmentation for price negotiations with machine learning
• How to drive price compliance with sales incentives

The Nail Your Pricing Strategy USA conference is a one of a kind platform that brings together the worldwide Pricing, Revenue Management, Commercial, Marketing and Digital Transformation community. Covering the main sectors of B2B, B2C and Digital & E-commerce in dedicated streams, the conference serves as a knowledge base for the global pricing community. With ground-breaking plenary keynotes, focused streams and innovative solution providers and start-ups, the summit provides a total and complete insight into pricing innovations, transformation and analysis.

Also featuring a workshop by Kyle T. Westra, Senior Consultant: The Secrets to Making Disruption Work for Your Company.

Attendees will learn:

• Five revolutions that are shaping pricing and business strategy
• Identifying the opportunities presenting for your business and industry
• Examples of companies doing it well–and companies falling behind

The goal of this workshop is to introduce executives to a framework for analyzing how different technological developments will affect their company and industry. By better understanding these revolutions, executives can seize opportunities and avoid peril.

Don’t miss this great event! Register now.

Customer Value and Voice of Customer to Set Price: Leverage Your Market Experience

TUESDAY, AUGUST 27TH AT 11 AM ET

Join Tim J. Smith, PhD, CEO of Wiglaf Pricing, for a webinar with LeveragePoint!

Pricing efforts in the New Product Development (NPD) cycle can have an outsized impact on the success of your next offering launch. The best way to ensure a successful pricing strategy upon launch is to incorporate value and voice of customer research early on in the development process, and apply those findings when entering new markets.

In this session, we will explore best practices for clarifying your value proposition, setting your prices from that value proposition, and leveraging that value story into new country markets.  During the webinar, Tim Smith, PHD, CPP, will cover:

• Price Setting from Economic Value to Customer studies.
• Informing pricing with Voice of Customer research.
• Efficiently and effectively driving pricing decisions during the New Product Development cycle.
• Adopting prices to country market specific conditions efficiently with LeveragePoint.

More information here.

Front Range Pricing Professionals Network – July 2019

Register now!

Tue, July 23, 2019 5:30 PM – 8:30 PM MDT
Ratio Beerworks, 2920 Larimer Street, Denver, CO 80205

Come join your fellow pricers at the inaugural Front Range Pricing Professionals Network happy hour for conversation and refreshments! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Expect to meet pricing recruiters, pricing consultants, pricing software providers, and your peer professionals engaged in pricing decisions. All are welcome.

Cash bar. No ticket required, simply RSVP and we’ll see you at Ratio Beerworks!

Register now!

Chicagoland Pricing Professionals Network – July 2019, Hosted at DePaul University

Register now!

Wed, July 17, 2019 5:30 PM – 8:30 PM CDT
DePaul Center
1 East Jackson Blvd
The North Café (11th floor)
Chicago, IL 60604

Join the Chicagoland Pricing Professionals Network for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 60 minute talk from Stephen Boyle, Director of Pricing at Emerson Automation Solutions
• 30 minute talk from Emily Ellis, Head of Pricing at BCG
• 90 minutes of networking and refreshments with Chicagoland Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Featured Speakers

Stephen Boyle
Director of Pricing, Emerson Automation Solutions

Emily Ellis
Head of Pricing, BCG

Register now!

Leading Strategy Forum 2019

June 20-21, 2019 in San Diego, CA

Register now!

Featuring a workshop by Kyle T. Westra: Pricing for Successful Product Innovation

How can companies design their products for profitability? By getting pricing strategy involved early in new product development. This workshop will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. Participants will learn new product pricing techniques as well as the multidisciplinary and collaborative nature of successful pricing a modern organization requires.

Register now!

30th Annual Spring Pricing Workshops & Conference

May 7-10, 2019 in Atlanta, GA. See additional details.

Featuring a workshop by Wiglaf Pricing:

PRICING AND CORPORATE STRATEGY: The Value-Based Pricing Framework for Getting Pricing Done Right

Pricing challenges and decisions arise early and often. How should executives organize and manage the pricing function? This workshop will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. We will discuss the culture, structure, and process for getting pricing done right, and will clarify the areas where technology can accelerate progress and where managerial judgment calls are fundamentally required.

This workshop applies concepts from the fields of economics, consumer behavior, business selling, product lifecycles, and competitive dynamics in order to provide a well-rounded view of pricing in business markets. Executives attending this course will be able to identify routes to improve their pricing practices and avoid traps leading to pricing disasters.

The workshop will conclude with the Value-Based Pricing Framework for managing pricing in a modern corporation, developed through both academic research and executive interviews and proven by some of the world’s most profitable and growth-oriented firms.

Attendees will learn:

• The culture of value-based pricing
• Corporate templates for organizing pricing departments and driving informed pricing decisions
• Areas where pricing decisions processes can be made into corporate routines

Vendavo Business Forum – Chicago

April 24-25 | Chicago, IL, USA

Featuring a discussion on Artificial Intelligence and Machine Learning by Tim J. Smith, PhD, CEO of Wiglaf Pricing

Join Vendavo for a one-day business forum covering artificial intelligence for B2B eCommerce where we get collaborative with thought leaders and industry experts to build a progressive, achievable approach to claiming your competitive edge.

See the full agenda here.

Register now and use code VENCUBS50 for 50% off!

Chicagoland Pricing Professionals Network – January 2019, Hosted at DePaul University

Wed, January 23, 2019 5:30 PM – 8:30 PM CDT
Coleman Entrepreneurship Center, DePaul University
1 East Jackson Blvd, Suite 7900
Chicago, IL 60604

Register now!

Join the Chicagoland Pricing Professionals Network for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 30 minute talk on the latest teaching topics in the world of pricing
• 30 minute talk from Dave Barkules, Director of Pricing and Sales Strategy at Cars.com
• 60 minutes of networking and refreshments with Chicagoland Pricing Professionals

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Featured Speakers

Dave Barkules

Director of Pricing and Sales Strategy, Cars.com

Dave Barkules is a B2B pricing and sales strategy leader for Cars.com. He and his team are team responsible for the pricing and bundling of local advertising products. They ensure that products align with advertiser needs and deliver their respective value in accordance with the company’s value proposition. Dave’s team works closely with their sales organization by providing guidance on pricing initiatives and reporting. Dave obtained his MBA from DePaul University in Chicago.

Timothy J. Smith, PhD

Founder and CEO, Wiglaf Pricing
Adjunct Professor of Marketing, DePaul University

At Wiglaf Pricing, Dr. Smith is helping executives manage price better through consulting, workshops, books, and other media. He provides productized and actionable consulting services for firms of many sizes and across many industries. He has been a keynote speaker and workshop leader on a variety of pricing topics to professional audiences across the globe. Along with his work at Wiglaf and teaching at DePaul, he is the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) and editor of the Wiglaf Journal.

Sponsors

Event sponsors include:

• Wiglaf Pricing
• Professional Pricing Society

Register now!

PPS 14th Annual European & Global Pricing Workshops and Conference

November 28-30, 2018 in Amsterdam, The Netherlands. See additional details.

Featuring a workshop by Wiglaf Pricing:

Pricing Executed Right: Commercial Policy and Organizational Pricing Transformations

Tim J. Smith, PhD, CEO, Wiglaf Pricing

Pricing accuracy is getting the right price to the right customer at the right time. But how do successful companies execute?

In Pricing Executed Right, we examine the organizational changes in structure, routines, and culture that enable a pricing transformation, resulting in commercial policy that is aligned to strategy, executable by the organization, and profit enhancing. In this workshop, we will identify critical commercial policy goals, waterfall definitions, and price point setting. We will work through commercial policy elements based on requirements, process, and guidelines. Participants will see how hypothesis testing and calibration can help define successful commercial policy elements. We will introduce and show how to use deal points, which are the best approach to profit-based incentives for sales teams, and contrast them with other sales key performance indicators (KPIs).

A successful pricing transformation requires an interconnected decision-management system. We conclude the workshop by demonstrating how all the parts work as one system and preparing professionals to initiate a pricing transformation at their company.

Attendees will learn:

• How to construct a commercial policy aligned to company strategy and supported by the organization
• How to define and implement deal points, the best approach to profit-based incentives for sales
• How to engage executives in driving this pricing transformation to yield better price execution

PPS 29th Annual Fall Pricing Workshops & Conference

October 23-26, 2018 in Dallas, TX. See additional details.

Featuring a workshop by Wiglaf Pricing:

Pricing Executed Right: Commercial Policy and Organizational Pricing Transformations

Tim J. Smith, PhD, CEO, Wiglaf Pricing
Kyle T. Westra, Senior Consultant, Wiglaf Pricing

Pricing accuracy is getting the right price to the right customer at the right time. But how do successful companies execute?

In Pricing Executed Right, we examine the organizational changes in structure, routines, and culture that enable a pricing transformation, resulting in commercial policy that is aligned to strategy, executable by the organization, and profit enhancing. In this workshop, we will identify critical commercial policy goals, waterfall definitions, and price point setting. We will work through commercial policy elements based on requirements, process, and guidelines. Participants will see how hypothesis testing and calibration can help define successful commercial policy elements. We will introduce and show how to use deal points, which are the best approach to profit-based incentives for sales teams, and contrast them with other sales key performance indicators (KPIs).

A successful pricing transformation requires an interconnected decision-management system. We conclude the workshop by demonstrating how all the parts work as one system and preparing professionals to initiate a pricing transformation at their company.

Attendees will learn:

• How to construct a commercial policy aligned to company strategy and supported by the organization
• How to define and implement deal points, the best approach to profit-based incentives for sales
• How to engage executives in driving this pricing transformation to yield better price execution

Chicagoland Pricing Professionals Network – August 2018, Hosted by the Coleman Entrepreneurship Center at DePaul University

Wed, August 15, 2019 5:30 PM – 8:30 PM CDT
Coleman Entrepreneurship Center, DePaul University
1 East Jackson Blvd, Suite 7900
Chicago, IL 60604

Register now!

Join the Chicagoland Pricing Professionals Network at the Coleman Entrepreneurship Center for conversation and refreshments! This is a great opportunity to help you learn from pricing experts and your peers about the latest in pricing and how things are done in other organizations. Here’s what you can expect:

• 30 minute talk on the latest teaching topics in the world of pricing
• 30 minute talk from Jeni Christoffersen, pricing leader at Cardinal Health
• 60 minutes of networking and refreshments with Chicagoland Pricing Professionals

Our featured speakers will be:

Jeni Christoffersen
Director, Pricing Strategy and Analytics, Medical Segment at Cardinal Health

At Cardinal Health, Jeni and her team drive incremental net profit via market-based strategies and channel-specific tactics for product families, distribution/ logistics services, and kitting services for the company’s medical business unit. She seeks to build enterprise pricing discipline and raise capabilities with the right tools, processes, and organizational change management. Jeni has worked in a number of companies in pricing, sourcing, and corporate finance capacities. Jeni obtained her MBA from Indiana University in Bloomington, Indiana.

Timothy J. Smith, PhD
Founder and CEO, Wiglaf Pricing
Adjunct Professor of Marketing, DePaul University

At Wiglaf Pricing, Dr. Smith is helping executives manage price better through consulting, workshops, books, and other media. He provides productized and actionable consulting services for firms of many sizes and across many industries. He has been a keynote speaker and workshop leader on a variety of pricing topics to professional audiences across the globe. Along with his work at Wiglaf and teaching at DePaul, he is the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) and editor of the Wiglaf Journal.

Event supporters include:

• Wiglaf Pricing
• Price f(x)
• Coleman Entrepreneurship Center of DePaul University
• Professional Pricing Society

You will meet pricing professionals, pricing recruiters, pricing consultants, and pricing software providers, as well as peers in sales, marketing, finance, and more.

All are welcome!

Register now!

PPS 29th Annual Spring Pricing Workshops & Conference

Join us May 1-4 in Chicago for the best and latest in pricing knowledge, as well as networking with peers.

Featuring a keynote by Tim J. Smith, PhD, CEO of Wiglaf Pricing: Commercial Policy and Pricing.

Also featuring a workshop by Mary DeBoni and Kyle Thompson-Westra, Consultants at Wiglaf Pricing: How to Price: An Examination of the Techniques and Strategies of Value-Based Pricing.

Details of the Keynote: Commercial Policy and Pricing

Commercial policy determines price variance between transactions, this much is known.  But who determines commercial policy?  How can commercial policy shape customer behavior in a positive manner?  What is the role of pricing in defining commercial policy?  How should incentives be aligned to commercial policy.  And what is the difference between tactical and strategic commercial policy? 

In this Commercial Policy and Pricing, Tim J. Smith, PhD will share a dynamic and flexible framework for defining commercial policy that drives positive customer behavior and profitability. 

Objectives:

• Delineate the difference between strategic and tactical commercial policy elements
• Clarify the role of sales, marketing, finance, pricing, and others in defining commercial policy
• Highlight the importance of pricing councils and pricing analytics in guiding commercial policy decisions
• Share the challenges uncovered in defining a commercial policy that leads to target prices and profit based incentive alignment.

Details of the Workshop: How to Price – An Examination of the Techniques and Strategies of Value-Based Pricing

In this workshop, Mary DeBoni and Kyle Thompson-Westra clarify the three industry-dominant pricing methodologies in practice today and their relationship to value-based pricing: exchange value models, economic price optimization, and conjoint analysis. Each of these methodologies is an industry-proven, academically accepted best practice for addressing pricing challenges. Each is superior in some cases but inferior in others. Each uses market research data to understand customer choices, but the sources of the data vary greatly.

Attendees Will Learn:

• How to conduct a profit sensitivity analysis to inform pricing decisions
• How data can be used to conduct economic price optimization

How to identify opportunities to increase profit through examining the relationship between prices and benefits

Register here!

IQPC European Pricing Conference 2018 – Tim J. Smith as Chairperson

April 16-18, 2018 in London, UK

Join us in London for Tim J. Smith, PhD, CEO of Wiglaf Pricing chairing the 2018 European Pricing Conference.

Read the interview with Tim J. Smith here.

The advent of disruptive technology, growth of e-commerce and increasing competition from global markets are just a few of the reasons why leading companies are spending time and money to develop a pricing strategy that works.

Many pricing leaders are wondering what direction to take their pricing strategy in and want to benchmark with other organisations to decide what is the most profitable option. But KPIs and pricing models are almost always confidential, and the majority of organisations are unwilling to disclose the facts and figures that the industry needs. The industry has a dilemma where practitioners want to have insights on new developments in strategies, but they are usually subject to commercial secret.

Given this situation, IQPC will be launching a limited-access, confidential mentoring panel as part of our European Pricing and Commercial Excellence Summit to enable our clients to obtain first-hand tips from our mentors to assist them in creating the most profitable pricing strategy.

Learn more now!

Pricing Fundamentals [online meetup]

Fri, Feb 9, 2018, 12:00 PM CST
Eventbrite link

Have you thoughtfully priced your product, or was it more of a guesstimate? If you don’t know with certainty that you’re pricing your product optimally, then this online event is for you.

Pricing effectively is one of the easiest ways to materially improve your company’s revenue and profitability. So, we’re using Meetaway for this 1-hour online event so we can match you for a series of short 1-on-1 video calls. This way, you’ll be able to talk with 4 other people and get personalized feedback on your pricing. The goal is for everyone to get feedback from other smart people to help you implement your pricing more effectively.

PPS 13th Annual European & Global Pricing Workshops and Conference

December 6-8, 2017, in Barcelona, Spain. See details here!

Digital Pricing Summit

November 29 – December 01 in Berlin, Germany. Learn more.

Join Tim J. Smith, PhD, of Wiglaf Pricing as he presents on SaaS, DaaS, and IaaS Pricing. Attendees will learn:

• How to identify the right metrics and price segmentation hedges for defining the price structure
• Differences between bundling, versioning, tiering, and add-on pricing
• Why user-role overrides use-case in pricing
• How pricing mindsets for entrepreneurial firms differ from those typically found in large corporations

Visit the website to learn more about this exciting agenda!

PPS 28th Annual Fall Pricing Workshops & Conference

October 24-27, 2017, at the Hilton San Diego Bayfront Hotel. See details here!

Featuring a workshop by Tim J. Smith, PhD, entitled “Pricing and Corporate Strategy”.

In Pricing and Corporate Strategy, Tim J. Smith, PhD will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability.  We will discuss the culture, structure, and process for getting pricing done right.  Pricing and Corporate Strategy will clarify the areas where technology can accelerate progress and where managerial judgement calls are fundamentally required.

This workshop applies concepts from the fields of economics, consumer behavior, business selling, product lifecycles, and competitive dynamics in order to provide executives with a well-rounded view of pricing in business markets.  Executives attending this course will be able to identify routes to improve their pricing practices and avoid traps leading to pricing disasters.

See details here!

7th Annual Medical Device Pricing and Strategic Accounts Conference – Q1 Productions

October 5-6, 2017 in Atlanta, GA. Learn more.

Wiglaf Pricing is pleased to be a sponsor of the 7th Annual Medical Device Pricing and Strategic Accounts Conference organized by Q1 Productions.

It is a dynamic time in the history of the medical device industry, and your strategy must be up to date in order to excel. Join us for two days of great discussion on the focus on outcomes and value, the impact of outside forces including provider and payer consolidation, and much more.

Executives from the medical device industry that will find this meeting of greatest application are those involved in setting medical technology prices and managing strategic accounts for both large and small medical technology corporations. Tracked presentations will ensure skills development in pricing methodologies as well as strategic account and customer management, providing an unrivaled opportunity to sharpen skills. Job titles of participants most applicable to the program include:

• Pricing & Strategic Pricing
• Strategic & Corporate Accounts
• Executive Sales Leadership
• Corporate Marketing Teams
• Finance & Pricing Analysts

Register now! Use code WIGLAF for a special discount.

Chicagoland Pricing Professionals Network – July 2017, Hosted by Pentair

Wed, July 18, 2017 5:30 PM – 7:30 PM CST
Pentair, 1040 Muirfield Drive, Hanover Park, IL 60133

Join Pentair and other professionals engaged in pricing for conversation and refreshments at the Chicagoland Pricing Professionals Network! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Our host for the meeting: Pentair.
Sponsor: Price f(x) and The Professional Pricing Society.

Register now!

Chicagoland Pricing Professionals Network – May 2017, Hosted by Panduit

Wed, May 24, 2017 5:30 PM – 7:30 PM CST
Panduit Headquarters: 18900 Panduit Drive, Tinley Park, Illinois 60487

Join your Panduit and other professionals engaged in pricing for conversation and refreshments at the Chicagoland Pricing Professionals Network! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Our host for the May meeting: Panduit.
Special Guest Sponsor: The Professional Pricing Society.

Register now!

PPS 28th Annual Spring Pricing Workshops & Conference

May 2-5, 2017 in Miami, Florida at the Hilton Miami Downtown Hotel. Register now!

Amsterdam Pricing Professionals Networking

When: Wed, Apr 26, 2017 6:00 PM – 8:00 PM
Where: Hilton Amsterdam: Apollolaan 138, 1077 BG, Amsterdam, Netherlands

Wiglaf Pricing will be in Amsterdam the night before King’s Day! Have your questions and challenges ready for discussion with Wiglaf Pricing’s Tim J. Smith, PhD.

Come join us and our host, Arne Visser, Chief Revenue Officer of PVCP, at the Hilton Amsterdam. Expect to network and chat about the pricing problems facing your company and industry.

Special Sponsor: The Professional Pricing Society.

Register now!

Chicagoland Pricing Professionals Network – March, 2017 Hosted by Emerson

Wed, March 29, 2017 5:30 PM – 7:30 PM CST
Carlucci Rosemont: 6111 North River Road, Rosemont, IL 60018

Join your Emerson and other professionals engaged in pricing for conversation and refreshments at the Chicagoland Pricing Professionals Network! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Our host for the March meeting: Emerson’s Stephen Boyle and Kerry Nedic
Special Guest Sponsor: The Professional Pricing Society.

Register now!

Chicagoland Pricing Professionals Network – January 2017

Wed, January 18, 2017 5:30 PM – 7:30 PM CST
Links Taproom: 1559 North Milwaukee Avenue, Chicago, IL 60622

Come join your fellow pricers for conversation and refreshments at the first Chicagoland Pricing Professionals Network meeting of 2017! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Expect to meet pricing recruiters, pricing consultants, pricing software providers, and your peer professionals engaged in pricing decisions. All are welcome.

PPS 12th Annual European & Global Pricing Workshops & Conference – Keynote Featuring Wiglaf CEO

November 30 – December 2,  2016. See additional information, including how to register.

Chicagoland Pricing Professionals Network – November Kickoff

Wed, November 16, 2016 5:30 PM – 7:30 PM CST
Links Taproom: 1559 North Milwaukee Avenue, Chicago, IL 60622

Come join your fellow pricers at the inaugural Chicagoland Pricing Professionals Network for conversation and refreshments! We’ll be discussing pricing challenges and networking with peers at other businesses throughout the city.

Expect to meet pricing recruiters, pricing consultants, pricing software providers, and your peer professionals engaged in pricing decisions. All are welcome.

RSVP for free here!

SaaS, DaaS, and IaaS Pricing – Workshop with 1871
SOLD OUT

TUE NOV 15, 2016 AT 11:30 AM
222 Merchandise Mart Plaza., Suite 1212

Register here (requires creating a free account)

Subscription pricing models offer the promise of predictable, recurring revenues. But how do you get these models right? In SaaS, DaaS, and IaaS pricing, Tim J, Smith, PhD will share how leading companies have structured their subscription pricing to land and expand customer relationships. Built from case studies from Salesforce.com, Data.com, Adobe, and Microsoft, we will demonstrate how the use of metrics can profitably price segment your market and enable land-and-expand strategies.

BENEFITS OF ATTENDING:
– How to identify key metrics for defining the price structure
– How to separate “tier” issues from “add-on” issues
– Why user-role overrides use-case in pricing

PPS 27th Annual Fall Pricing Workshops & Conference – Keynote Featuring Wiglaf CEO

October 25-28, 2016. See additional information, including how to register.

Featuring a keynote address by Tim J. Smith, PhD, CEO of Wiglaf Pricing, on Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies! Participants will learn:

• How disruptive technologies have changed pricing models in different sectors
• The growing role pricing plays in an organization’s product development & commercial process
• Key success factors in building a world-class pricing organization in a company

Intuit QuickBooks Connect Conference: How to Price Your Products and Services

Wednesday, October 26, 2016 at 10:35am
San Jose Convention Center, San Jose CA

Join Wiglaf Pricing at a great event geared toward small business owners and entrepreneurs!

Pricing is in one of the hottest topics among small businesses, often because business owners are uncertain whether or not they are charging the right price. This session will dive into different pricing models and how to find the right price for your business and customers.

Learn more about QuickBooks Connect.

Webinar with Sciative Solutions

Monday, September 5 2016, 9:00 AM CDT

Join us for Pricing Done Right, or at Least Not Wrong, hosted by Sciative Solutions.

While some companies perform well in pricing, others make headlines for their errors that cause profits to turn to losses, jobs to turn into redundancies, and firms to visit bankruptcy court. What separates those that get pricing right from those that get it wrong? How can CEOs stop tripping up on pricing decisions despite all the attention and effort given to pricing?

Pricing is a wicked strategic challenge that defies simple rules. It instead requires robust, not rigid and monolithic, approaches that are developed from integrating multiple viewpoints and aims. And getting it right isn’t a one-off effort. As Jorge Solis, CEO of Adama Argentina, stated: “Pricing is a transformation. It’s a path, not a switch.”

We researched individuals, companies, and academic literature and found some of the secret sauce to success. Join Tim J. Smith, PhD, founder and CEO of Wiglaf Pricing as he reveals the how firms are getting pricing done right.

Attendees will learn:

• The mindset of companies that get pricing done right
• Routines and structures used to get pricing done right, and
• The Value-Based Pricing Framework

Pricing Done Right Book Signing Party – Sept. 1, Chicago

Thursday, September 1, 2016 from 5:30 PM to 8:30 PM
The Metropolitan Club – Michigan Room – 233 S Wacker Dr #67, Chicago, IL 60606

On Thursday, September 1st, 2016, Wiglaf Pricing celebrated the success of Founder and CEO Tim J. Smith‘s new book, Pricing Done Right, with a book signing party at the Willis Tower Metropolitan Club in Chicago, IL.

 

Attendees included a wide range of business executives, pricing professionals, and other friends of Wiglaf Pricing. Check out the event photos!

Webinar with Sciative Solutions

Monday, May 23rd 2016, 11:00 AM CDT

Join us for How to Strategically React to Competitive Price Pressures, hosted by Sciative Solutions. Topic discussed will include:

A competitor lowers or raises their price. Do you follow or hold firm? A new entrant with a disruptive business model enters and you have to decide: react or ignore?

Every day competition changes. As pricing professionals, we are called upon to weigh in on the decision of how to react to competitive price pressures. When should we respond with a pricing action? When should we ignore competitive price moves? What price moves can we take that will improve, or at least maintain profitability? When will a price reaction make no real difference to the outcome?

Tim will discuss the Competitive Price Reaction Matrix and how leading firms are using mental calculus to improve their outcomes.

PPS 27th Annual Spring Pricing Workshops & Conference

Pricing and Corporate Strategy

The Pricing Decision Framework Proven Successful by the World’s Most Profitable Companies for Getting Pricing Done Right

03 May 2016
The Loews Chicago O’Hare Hotel
Chicago, IL

Read the Event One-Pager

Pricing challenges and decisions arise early and often. List prices, discounting, new product development, account management, and international variations are just a short list of key pricing challenges facing modern corporations. How should a corporation manage the pricing function?

In this workshop, Tim J. Smith, PhD, CPP, will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability.

We will examine approaches for managing prices in highly competitive business markets. This workshop applies concepts from the fields of economics, consumer behavior, business selling, product lifecycles, and competitive dynamics in order to provide executives with a well-rounded view of pricing in business markets. Executives attending this course will be able to identify routes to improve their pricing practices and avoid traps leading to pricing disasters.

The workshop will conclude with a framework for managing pricing in a modern corporation developed through both academic research and executive interviews and proven by some of the world’s most profitable and growth oriented firms.

Delegates will learn:

• The nature of a good price
• The impact of price concessions on profitability
• How to connect product development to pricing decisions
• How to connect customer account development to pricing decisions
• How to connect international contingencies to pricing decisions
• A proven framework for integrating pricing into strategic corporate development
• Pricing and Corporate Strategy

Speaker:  Tim J. Smith, PhD is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, Academic Advisor to the PPS CPP program, and the author of Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures.

Value Based Pricing and Corporate Strategy

Learn how to address your pricing challenges using academically proven and industry accepted best practices.  Choose between Value Based Pricing, Price Discounting and Variance Management, Pricing Psychology, Price Structures and Segmentation, and Pricing and Corporate Strategy, or choose them all.  Tim J. Smith, PhD, founder and CEO of Wiglaf Pricing and Adjunct Professor at DePaul will provide executive education courses during the Wiglaf Pricing Executive Education Days.  All courses are eligible for CPP credit and can be taken alone or in combination with any other course.

November 16-20, 2015
Chicago, IL