CPM® 3 PROGRAM MODULES

REGISTER NOW !

Visit the EPP website to register online :

www.pricingplatform.eu/certification

CPM PARTNERS 2014:

Each CPM® Program level is delivered during an intensive week of

in-class modules, business cases and inspiring talks from guest

speakers. Submission of a complete project plan + the successful

execution of the this business project is a prerequisite to certification.

Requirement for registration CPM®3:

minimum of 3 years of relevant experience in all aspects of

pricing including, value based pricing, pricing research, TCO,

economic value calculation, people management,

management experience with marketing/sales/finance

Successful intake interview

TRAINERS & GUEST EXPERTS

• Marc Abels, Partner Deloitte

• Björn Willemsens, Director Deloitte

• expert guest, TBA

• expert guest, TBA

PROJECT COACH

• Richard Coppoolse, EPP

LOCATION & DATE

17 - 21 March 2014

Welcome lunch on 17 March

Amsterdam, The Netherlands

LANGUAGE

English

FEE : CPM3 + CERTIFICATION

EPP participants € 5.150

Non EPP participants € 5.450

(excl 21% VAT)

ACCOMODATION

Will be reserved by EPP. Full details of

the accommodation choices, along with

EPP preferential rates will be provided to

all participants 4 to 6 weeks before the

program starts.

CANCELLATION

Please find our cancellation rules at:

http://www.pricingplatform.eu/certification/

application/datesafees.html

CPM® 3 : We Focus On Full Value Capturing :

Pricing Maturity

Management

How to cross the Pricing Chasm

What moving to the next Pricing Maturity level

means

Pricing maturity challenges for your organisation.

Value Based

Pricing

Techniques

Segmentation based on value attributes.

Typical issues in setting up demand curves.

In-depth view of the research tools (conjoint

techniques).

Value Selling and

Understanding

Situational WTP

What it takes to move from selling products to

selling on value.

What tools to set up to help your Sales Team sell

on value.

Calculating TVO How to prove your value in hard economic terms.

How to develop and use the right tools for TVO

calculations.

Multi Channel

Pricing and

Discount Policy

Challenges of managing channel incentives.

Setting up a performance based discount policy,

without putting pressure on margins or triggering

channel conflicts.

Price

Negotiations

How to avoid focussing on price during

negotiations.

How to deal with price issues during

negotiations.

How to prepare your Sales Team to defend your

prices.

Pricing

organisation &

Governance

The organisational impact of moving towards

pricing maturity level 3.

The impact on the governance, pricing roles,

responsibilities and skills.

The Pricing

Dashboard

Which strategic and operational KPI’s to monitor.

How to set them up.