|CPP Faculty Pictures & Bios|
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Senior Manager, Deloitte Consulting, Belgium
Marc Abels is a Senior Manager at Deloitte Consulting Belgium and works primarily in the Customer and Markets Strategy service line.Marc has over 8 years of experience in the discrete manufacturing industry and he is an active member of Deloitte’s Global Pricing Practice and one of the driving forces behind Deloitte’s European Pricing Centre of Excellence. Marc is a subject matter expert on pricing, revenue and margin improvement and sales effectiveness.
Founder, VeraSage Institute
Ronald J. Baker started his accounting career in 1984 with KPMG Peat Marwick’s Private Business Advisory Services in San Francisco. Today, he is the Founder of VeraSage Institute, a think tank dedicated to teaching Value Pricing to professionals around the world.As a frequent speaker at events and conferences, and a consultant to firms on implementing Total Quality Service and Value Pricing, his work takes him around the world. He has been an instructor with the California CPA Education Foundation since 1995 and has authored twelve courses for them.He is the author of Professional’s Guide to Value Pricing, Sixth Edition. His book, The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services, co-authored with Paul Dunn, was published in April 2003 by John Wiley & Sons, Inc. His Intellectual Capitalism Series (John Wiley & Sons, Inc.) consists of three books so far: Pricing on Purpose: Creating and Capturing Value, published in February 2006; Measure What Matters to Customers: Using Key Predictive Indicators, released September 20, 2006; and Mind Over Matter: Why Intellectual Capital is the Chief Source of Wealth, published in November 2007.Ron has toured the world, spreading his Value Pricing message to over 90,000 executives. He has been appointed to the American Institute of Certified Public Accountant’s Group of One Hundred, a think tank of leaders to address the future of the profession, named on Accounting Today’s 2001, 2002, 2003, 2004, 2005, 2006, and 2007 Top 100 Most Influential People in the profession, and received the 2003 Award for Instructor Excellence from the California CPA Education Foundation. He graduated in 1984 from San Francisco State University with a Bachelor of Science in Accounting and a minor in Economics. He is a graduate of Disney University, Cato University, and presently resides in Petaluma, California.
CEO, Mark Bergen & Associates & Carolyn I. Anderson Professor of Business Education Excellence and Professor - Carlson School of Business at University of Minnesota
Mark Bergen is an Associate Professor of Marketing at the Carlson School of Management at the University of Minnesota. He previously taught for 7 years in the Graduate School of Business at the University of Chicago. He has won awards for teaching excellence at the CSOM (1998, 1999, 2001, 2002), and been recognized as an outstanding faculty member in Business Week’s "Guide to the Best Business Schools" (1998, 2000). He teaches MBA and executive courses in areas such as pricing strategy, marketing strategy, marketing management and supply chain management. His research focuses on pricing and channels of distribution, where he has studied issues such as "pricing as a strategic capability", price wars, price pass-through, branded variants, dual distribution, gray markets, coop advertising, and quick response.
Jerold (Jerry) Bernstein
President, Price Improvement Team LLC
Jerry Bernstein is an expert in pricing for manufacturing companies with engineered and technology based products. Jerry gained broad experience in this sector, beginning in 1989 as an internal pricing consultant for a division of Emerson Electric. He also was Director of Price Improvement for the Emerson Process Management Business Unit (formerly Fisher-Rosemount), and then served for six years as Director of Price Improvement for Emerson Electric, reporting to the Senior Vice Chairman of the Corporation.
His methods are proven through his work with over 40 global industrial/technology based companies, each having $50 Million to $15 Billion in sales. Implementation of his pricing processes, combined with detailed operational experience, result in significant increases in client company profitability. Jerry’s special area of focus is new product pricing and new product research. His pioneering article “Engineering New Product Success” published in Industrial Marketing Management was the first to document a process for new product pricing. Since then, the New Product Pricing Process has been implemented in over 30 companies, with over 200 managers being trained in the process. Jerry brings over 20 years of pricing experience to help solve your pricing problems.
He is recognized as a “thought leader” in the pricing field. His achievements include international recognition through speaking engagements at association conferences, as well as the publication of a number of articles on pricing. The utilization of his work has been cited in Business Week and the Wall Street Journal. Jerry has over 15 years of service as a member of the Board of Advisors for the Professional Pricing Society.
West Coast Pricing Lead, Accenture Management Consulting
Jenny Bhatt is the West Coast Pricing Lead with Accenture Management Consulting. While her current focus is on High Tech firms, she has 10+ years' of transformation experience across global Fortune 100 organizations with diverse product and service portfolios.
Ms. Bhatt has led various pricing transformations to drive revenue and profitability improvements – from strategy through to execution and governance, with leading industry practices benchmarking and technology solution implementation. She has presented on Strategic Pricing at various conferences, highlighting it as a cross-functional, enterprise-wide capability for improving profitability, revenue and market share.
Prior to joining Accenture, she was the Director of Global Pricing at a High Tech company, responsible for global strategic pricing leadership across Distribution, Retail, OEM channels and a team of 20+ Managers and Analysts for annual revenues of $12Bn.
Ms. Bhatt holds a Bachelor’s in Manufacturing Systems Engineering from the University of Hertfordshire, United Kingdom.
Senior Consultant, Simon-Kucher & Partners
Mark Billige is a Director at Simon-Kucher & Partners Strategy & Marketing Consultants in London, having been with the firm since 2006.
Mark has ten years experience in the field of pricing and financial management. His areas of specialisation are the development of smart profit growth strategies, in particular national and international marketing and pricing strategies, discount optimisation, sales force management and negotiation strategy. Mark is a regular speaker and chairman at conferences and business schools on the subject of pricing strategy.
Mark’s focus is primarily on network businesses and B2B services and he has conducted national and international consulting projects for clients including 3M, Betfair, BT, European Directories, Hilton, KPN, the Open University, Skype, Vodafone, Yahoo and also for numerous private equity firms.
Mark’s experience prior to joining SIMON-KUCHER & PARTNERS was gained in positions within industry and consulting. He held the positions of Pricing Manager and Corporate Finance Manager at FLAG Telecom and Reliance Industries and was formerly a management consultant with PWC Consulting and IBM Business Consulting specialising in financial performance improvement and advanced costing methods and tools for international blue-chip clients.
Mark is a Chartered Management Accountant (ACMA) and has a BA (Hons) in Management from the University of Nottingham.
Co-Founder and Vice President, Holden Advisors
A strategic marketing expert for more than 16 years, Mark is the driving force in creating offering and pricing strategies for firms in industries such as IT outsourcing, semiconductor, manufactured products, financial and business services, and enterprise software and maintenance. Mark draws from his recently released book, Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table co-authored with Dr. Reed Holden. His ideas on pricing strategy and tactics have also been featured in the national business press including The Pricing Advisor, Investor’s Business Daily, MSNBC.com and on nationally syndicated radio shows such as Money Matters with Barry Armstrong, The Michael Dresser Show, and The Joey Reynolds Show.
Stephan A. Butscher
Partner, Simon-Kucher & Partners
Stephan A. Butscher is a Partner with SIMON, KUCHER & PARTNERS Strategy & Marketing Consultants and the Managing Director of SKP’s London office.
Stephan Butscher’s areas of specialisation are the development of national and international marketing and pricing strategies, international price harmonisation, new product development, positioning strategies and retention marketing.
He is author of the books "Customer Clubs - A Modern Marketing Instrument" (German only) and “Customer Loyalty Programs and Clubs - A Practical Guide”.
John L. Daly, MBA, CPA, CMA, CPIM
President, Executive Education Inc.
John L. Daly, is a Chelsea, Michigan based management consultant specializing in pricing strategy, strategic planning and business turnarounds. He has taught continuing professional education courses since 1995. Earlier in his career, Mr. Daly was the Chief Financial Officer for a Tier 1 automotive parts supplier. He has also been Chief Financial Officer for a large restaurant chain and a manufacturer/retailer of window treatments. He began his career with five years working for the management consulting divisions of two large international accounting firms. Mr. Daly is the author of Pricing for Profitability: Activity-Based Pricing for Competitive Advantage published by John C. Wiley & Sons, New York.
Founder and Managing Partner of Abbey Road Associates
Rob has performed over 250 pricing assignments. These have included technology, information, industrial and consumer markets. Studies have helped clients such as General Electric, McGraw-Hill, Pearson Higher Education, AT&T, AOL, ExxonMobil, Tymetrix, the US Postal Service, Canada Post, IBM, Dofasco Steel, Verizon, Coca Cola, Citibank, and others defend their markets against new technologies and entrants, to launch new lines of business, or optimize their portfolio and pricing. Rob is founder and managing partner of Abbey Road Associates, a business consulting firm specialized in pricing strategy.
Formerly, he was a Senior Vice President at Ernst & Young, LLP, Canada. Before that he was a Principal in the strategy practice of Booz, Allen & Hamilton, Inc., based in New York. Rob also served as SVP of Strategy, Pricing and Business Development at LexisNexis, where he helped restructure small law pricing, developed innovative pricing approaches, led a task force to migrate customer from the proprietary dial-up system to the internet, and supported the launch of a large number of product bundles, and market strategies. Rob was part of the management team credited by the Wall Street Journal for the “turn around” of LexisNexis.
He is the author of a leading book on pricing, Winning the Profit Game. Smarter Pricing. Smarter Branding. (McGraw-Hill, 2004), which has been translated into German, Norwegian, and Chinese. This book received high praise from various reviewers including the Philadelphia Inquirer and the Miami Herald. The book was a Business Book of the Month Club selection, and is a recommended text at Stanford University Graduate School of Business. He is also the author of many articles on pricing, including two which will underpin this course, including “Price Strategy: Time to Choose Your Weapons” Journal of Business Strategy.
Rob is also a frequent speaker at association meetings and various universities. Rob has co-presented PPS seminars on Bundling and on Organization and Pricing. Rob holds an A. B. in Finance from Stanford University, a J. D. from the College of William and Mary, and an MBA from Columbia University. He is a member of the New York Bar and Professional Pricing Society.
Dr. Bradley Gale
Founder and President, Customer Value, Inc.
Prior to founding Customer Value Inc. he was research director of the PIMS (Profit Impact of Market Strategy) Program and then managing director of the Strategic Planning Institute, a marketing strategy consulting firm that manages the PIMS competitive strategy database of information on business units. He is co-author of The PIMS Principles – Linking Strategy to Performance and Managing Customer Value – Creating Quality & Service That Customers Can See. Dr. Gale’s recent article on "Customer Value Accounting for Value-Based Pricing", co-authored with Donald Swire, was published in the Journal of Professional Pricing, Q3 2006.
Software Pricing Partners, Inc.
Jim Geisman is Founder and Principal of Software Pricing Partners. The firm was started in 1982 and, since 1987, has focused solely on software pricing. (More information can be found at the firm’s website, www.SoftwarePricing.com
Since then, Jim has worked with many emerging and established software companies by helping them solve some of their toughest pricing problems. His company is helping a number of established and emerging software companies make the transition to the on-demand (SaaS) pricing model. He has also helped a number of companies price, structure and negotiate “the big deals”.
He has written extensively on software pricing and is widely quoted in the trade press. He is a frequent speaker at SoftSummit, SaaS University and other trade conferences. He has also consulted internationally on issues of software pricing and deal structuring.
Jim has been a co-founder, director, advisor or mentor to early stage companies. He sits on the Board of the Professional Pricing Society. He holds degrees in electrical engineering and business from Tufts and Harvard, respectively.
Dicke Billig & Czaja, PLLP.
Mark Gleason is an attorney with a practice focused on intellectual property law. He is licensed to practice law in Minnesota and Texas, as well as before the United States Patent and Trademark Office.
Prior to practicing law, Mark was a pricing analyst and pricing consultant.
Director of Pricing , Philips Healthcare
Steve Haggett is the Director of Pricing for Philips Healthcare, where he is leading pricing strategy and transactional tactics. His work focuses on implementing value-based pricing tools, approaches, and measurements and improving pricing competency across Philips’ global sales and marketing organization.
He is formerly Director, Client Relationships at Holden Advisors, a pricing expert consulting and training firm, where he worked with a number of healthcare and high technology clients to identify profit growth opportunities.
He brings over 25 years of marketing and pricing leadership experience, with a background in sales, marketing, and new product launch. Steve has experience as an international product manager with profit and loss responsibility in the energy industry, as an account manager for global Fortune 100 accounts, as the chief executive of a healthcare start-up, and as a financial manager in the defense sector.
He holds an MBA from Harvard Business School and a BA from Williams College.
Alfred P. Hahn
President, Hahn Consulting, Inc.
Al Hahn is the founder and President of Hahn Consulting, Inc.
He is a service industry consultant with over 30 years of experience working with technology companies. Mr. Hahn has had hundreds of articles and columns on Selling and Marketing Services published throughout the world.
He has presented at conferences in Australia, Canada, Europe, Asia, and the U.S., including teaching service sales and services pricing certification classes. He has appeared four times on the television show World Business Review with Caspar Weinberger and Alexander Haig as a service industry expert.
He regularly works with some of the world’s leading IT, medical equipment, networking, electronic and process control firms.
Senior Consultant, Deloitte Consulting
Parvathy Hariharan has over 6 years experience consulting to organizations in the areas of organizational transformation, technology adoption, and training.
Her expertise lies in developing robust change management programs to overcome cultural and behavioral barriers and ensure successful adoption of the new strategies, processes, and technology.
She has worked in a wide range of industries and her experience includes managing organizational transformation on Pricing projects. Parvathy Hariharan plays an active role in Deloitte Consulting’s Pricing COE Change Management Team.
Richard Harmer has taught and consulted in the areas of pricing, marketing strategy, and organizational development for nearly 30 years and in over thirty countries. He has also held faculty appointments at several Boston-area schools, including the Harvard Business School, Northeastern University, Bentley College, and Boston University. While at Boston University, Dick led the faculty team that developed the Cross-Functional Core, a set of four undergraduate courses that integrated the disciplines of marketing, operations, finance, and information systems into a single-semester team-based learning experience. This set of courses received the Decision Science Institute's highest award for innovations in management education. He has emerged as one of the field's thought leaders in the areas of customer value and B2B marketing strategy. His model of buyer negotiation and purchase behavior has been widely adopted by practitioners and other consulting firms.
Partner, Willard Bishop LLC
Jon runs Willard Bishop’s retail services practice and is widely known as one of the industry’s leading retail pricing experts. He has developed successful pricing strategies for over 30 retail chains across North America.
Jon is also a frequent speaker at major industry forums and his insights are regularly featured in major market newspapers and national publications, including The Wall Street Journal and USA Today, and he has been a guest on National Public Radio’s Morning Edition.
Prior to joining Willard Bishop 20 years ago, Jon served in marketing roles with United Airlines and Dominick’s Finer Foods. His M.B.A. is from the University of Chicago.
Partner of Hinterhuber & Partners and
Visiting Professor at Bocconi University & at University of Lugano
Andreas Hinterhuber is a Partner of HINTERHUBER & PARTNERS, a consultancy specialized in strategy, pricing, and leadership. He is also a visiting professor at Bocconi (Milan, Italy) and at the University of Lugano (Lugano, Switzerland). Previously he was a Marketing Executive with Bayer AG where he was responsible for the Group’s largest product group with worldwide responsibilities. He has worked in the US, Japan, China, and Germany. He has completed consulting projects for 12 of Germany’s DAX 30 companies and other companies from around the world. He has an M.A. from Bocconi University (Milan, Italy) and a Ph.D. from the University of Vienna (Austria). He lives in Innsbruck, Austria and has published thought leading articles on pricing in leading international journals. Business Strategy Review, the strategy journal by London Business School, lists Andreas among major management thinkers.
Managing Director, Pricing Soluitons, UK
Tony leads the UK division of Pricing Solutions. In that capacity he is responsible for the growth of Pricing Solutions in the UK.
Tony has consulted for many leading organizations, including: Royal Mail , Siemens Reuters, Pfizer, Barclays Bank, Parcelforce, Thomas Cook, Experian and the NHS.
His experience includes developing Pricing strategy, improving pricing processes and controls, and developing segmented pricing approaches. Prior to becoming a consultant, Tony spent several years as the global pricing manager for a Fortune 500 company. In that capacity he was responsible for creating the pricing department and managing pricing across multiple markets.
Tony is a member of the Chartered Institute of Management Accountants.
Reed Holden, D.B.A.
Founder, Holden Advisors
A world-class pricing expert and founder of Holden Advisors, Reed helps companies worldwide in a broad range of industries create go-to-market strategies that drive price leadership and profitable growth.
He is an enthusiastic and persuasive advocate of the Value DisciplineSM, a process he pioneered to help companies in highly competitive markets optimize their marketing programs. As a change agent, he helps business leaders put these strategies into action by instilling pricing confidence across their organizations and within the executive ranks.
Dr. Holden’s latest book, Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table, provides a practical framework and compelling examples for his presentations and keynotes. Co-authored with Mark Burton, the book gives sales, marketing, finance, and pricing leaders an actionable road map for working together to outperform the competition.
President, Pricing Solutions, LTD
Paul Hunt is leading consultant in the field of pricing strategy. Over the past 18 years Paul has focused on pricing and has conducted over 500 engagements that have delivered more than $1 billion dollars worth of value.
Paul works extensively in both B2B and B2C and has cross-pollinated best practices across the two business models that have led to significant returns for his clients. Some of the companies he has had the opportunity to serve include: J&J, Sprint, United HealthCare, Diageo, Ingersoll Rand, Chicago Tribune, RBC Financial Group, Pfizer, Marriott, Molson, Moneris, ABB and UBS.
Paul is highly sought after for his unique ability to develop pricing strategy and drive organization/cultural change around pricing. He has created many processes, tools, theories, templates and training systems that have lead to dramatic growth in profits. Paul has synthesized these concepts in The Value Pricing StratMap (VPSM), the eight stage process for successfully implementing high impact pricing strategies.
In addition to consulting, Paul is also a frequent lecturer and trainer on pricing strategy and has also published several articles in leading magazines and journals.
Vice President, AlixPartners LLC
Frank Jones is an experienced retail professional with over 20 years experience in Marketing, Strategic Planning, Customer Service, Store Operations, and Merchandising Decision Support, with significant experience leading retail pricing programs. Prior to joining AlixPartners, Frank worked with Safeway, Smith’s Food & Drug Centers, Kmart and Circuit City in a variety of management functions, including the Price Management function at each retailer. Frank holds a Bachelor of Arts degree from the University of Washington and a MBA from BYU.
Richard Lancioni, Ph.D., CPP
Chair, Department of Marketing, Temple University Fox School of Business and Management
Richard Lancioni is currently a Board Member of the Professional Pricing Society, President of Richards & Associates and Chairman, Department of Marketing, Temple University, Philadelphia, Pa. He specializes in strategic pricing management, value pricing analysis, program pricing, product/service price setting, marketing management and planning.
He has served as a consultant to a wide variety of Fortune 500 firms in North America, England, China, Europe, Japan, and Latin America. Richard has published more than 100 articles in all of the major marketing journals including the Journal of Professional Pricing, Journal of Marketing, Journal of Business Logistics, Journal of Services Marketing, Marketing Management, Industrial Marketing Management, and many others.
He has conducted over 200 professional pricing and marketing seminars. He is the primary designer of the Certified Pricing Professional (CPP) designation, a member of the Council of Logistics Management, and the American Marketing Association.
He founded Richards & Associates in 1981 as a broad-based consulting firm specializing in the fields of pricing, pricing management & marketing.
Loïc Le Corre
Managing Director, Strategic Pricing Management Group (SPMG)
Prior to joining SPMG, Loïc has had a distinguished career as a consultant and business owner. Over the past 20 years he has created two businesses which have been sold to a leading Fortune 500 company. Loic was also Vice-President of strategic consulting for a major consulting firm. While there he was located at the Washington, DC office for two years and took part in the creation of the London, Geneva and Paris offices.
More recently Loïc acted as Managing Director for Pricing Solutions Europe. Loïc has consulted for many leading companies, including Syngenta, Michelin, Natwest, Société Générale, Fortis, EDF, Danone, Orica, Groupama, ExxonMobil, Michelin, Bouygues, Danone, Electrabel, Carrefour, LEGO, Noos, Nationwide, Energizer and Ford, among others. In addition to his work with those companies, Loïc has extensive experience in the Financial Services and Telecom sectors. Loïc also has a very deep knowledge of strategic marketing and in that capacity has done extensive work on maximizing pricing and value propositions.
Within the pricing and Value Management realm Loïc has developed specific expertise in new product launch, client value modelling and in Pricing Capabilities Development Programs for Large Companies. Löic graduated as an engineer from the Ecole Polytechnique in Paris and received an MBA from the Wharton School (University of Pennsylvania).
Director of Global Pricing , Freescale Semiconductor
Kevin has over 17 years of experience in pricing, marketing, operations, finance, and product management and at Fortune 500 firms such as Dell, Continental Airlines and Freescale Semiconductor.
Prior to joining Freescale in the Fall of ‘09, Kevin was the pricing and value management practice lead at Kalypso, a consulting firm specializing in transactional pricing management, value management and pricing technology deployment.
Dr. Warren Lieberman
President, Veritec Solutions
Warren Lieberman began his career in yield management at American Airlines in 1984. He is an internationally recognized expert in revenue management, especially in “non-traditional” implementations. By combining his Operations Research-based modeling skills with a strong emphasis on ensuring that any solutions reflect industry operations as well as business processes and policies, Warren has helped clients in over a dozen industries focused on helping them improve their pricing and revenue management capabilities. He was recently elected to a position on the Board of the Institute for Operations Research and the Management Sciences (INFORMS) as Vice President, Information Technology. He pioneered the application of revenue management techniques in the cruise, timeshare exchange, and equipment leasing industries, providing both design and technical leadership.
Partner, Simon-Kucher & Partners
Frank Luby is a partner in the Boston office of Simon-Kucher & Partners (SKP). He has over 20 years’ experience as a consultant and journalist in the United States and Europe. He has served clients in a diverse range of industries, including media and consumer products, entertainment, business software, and professional sports. A large portion of his time goes into helping companies improve their pricing processes and their profits.
Together with SKP partners Hermann Simon and Frank Bilstein, he co-wrote the book Manage for Profit, Not for Market Share, published by Harvard Business School Press in 2006. The book has now appeared in 10 languages. Frank has published several commentaries on pricing and marketing in The Wall Street Journal, Financial Times, and The Journal of Professional Pricing, and his views on pricing have been cited in publications such as The Washington Post, CNN-Money, BusinessWeek, the Los Angeles Times, and Advertising Age.
Prior to joining SKP 11 years ago, Frank worked in Germany for four years as business and financial news editor for a wire service partly owned by Dow Jones. He managed a staff of 25 journalists on six continents. From 1988 to 1992 he worked for two US-based economic consulting firms, where he performed complex research and analyses for companies involved in hostile takeovers or anti-trust disputes. He worked as a free-lance journalist and editor from 1985 through 1988.
Frank earned a bachelor’s degree in physics from the University of Chicago in 1985.
Senior Marketing Scientist, Market Strategies International
Beau Martin is a Senior Marketing Scientist at Market Strategies International and an expert in optimization, pricing/product line configuration, marketing, branding and technology. He has led key projects for worldwide leaders in the semiconductor, software, automotive, financial services, and telecommunications industries. Beau has held a number of other positions including Vice President Strategy and Research at Interbrand where he and his teams won Global Strategy Project of the Year, Global Research Project of the Year, and an SPSS Insights Award, and Six Sigma Master Black Belt and chief processes strategist for the marketing and product development teams for Intuit’s Consumer Tax Group. He holds a master’s degree in decision sciences from Georgia State University and an undergraduate degree in economics summa cum laude from Auburn University.
Managing Partner, Helicon Group
John McGonagle is the Managing Partner of The Helicon Group, a globally-recognized pioneer and trail blazer in competitive intelligence. John is the most published author on the subject of competitive intelligence, with 7 books on the subject, including Bottom Line Competitive Intelligence and the Business Week Business Book Club main selection Outsmarting the Competition: Practical Approaches to Finding and Using Competitive Intelligence. He has presented competitive intelligence workshops, seminars and training sessions on 6 continents and has served as an expert witness on competitive intelligence. John received both the prestigious Fellows Award from the Society of Competitive Intelligence Professionals as well as its Meritorious Award, SCIP’s highest award.
Senior Consultant, Pricing Solutions Ltd.
Scott, a Certified Management Accountant (CMA), is involved in all aspects of helping clients achieve world class competency in pricing management through the application of advanced analytics.
J.M. Jones Professor of Marketing, Emeritus, University of Illinois at Urbana-Champaign, Distinguished Visiting Professor - University of Richmond, VA
Kent Monroe has pioneered research on the value of price and authored Pricing: Making Profitable Decision. His research has been published in the Journal of Marketing Research, Journal of Consumer Research, Journal of Marketing, Management Science, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business, the Journal of Business Research, and other journals. He has served as a consultant on pricing, marketing strategy, and marketing research, to business firms, governments and the United Nations.
Director, Pricing & Profitiability Management, Deloitte Consulting
Larry Montan has over 24 years of experience working with sales and marketing effectiveness. He is one of the leaders of Deloitte Consulting’s Pricing COE Change Management area. He is a frequent speaker for the Professional Pricing Society on topics ranging from "Successful Adoption Practices in Pricing Transformation" to "Aligning Sales Incentives with Price Execution."Over the past few years, Larry has focused on pricing organization structure and design – helping clients improve how they organize their pricing function and resources.
Jia Li Moore
Senior Manager, Deloitte Consutling's Human Capital Practice
Jia Li has over 9 years experience consulting to organizations in the areas of change management, communications and training. Her specialty lies in assessing organizational readiness for change and developing robust change management plans to overcome barriers and facilitate organizational transformation and alignment with new strategies, processes and systems. She has worked in a wide range of industries and her experience includes managing organizational change on Pricing engagements. Jia Li plays an active role in Deloitte Consulting’s Pricing COE Change Management Team.
David Palmer, Ph.D., MBA, CPA
Founder, Institute for Marketing & Innovation, Adjunct Professor, Santa Clara University
David Palmer, a very experienced management consultant, executive, educator, and professional speaker, has frequently presented at our conferences on negotiations. His expertise is based on over twenty-five years of work in corporate settings. He is the founder of the Institute for Marketing and Innovation, a management consulting firm in Santa Clara, CA.
He holds a degree in Economics and Accounting from Claremont McKenna College, an M.B.A. in Finance and an M.S. in Accounting from the Wharton Graduate School at the University of Pennsylvania, and an M.A. and Ph.D. in Management from the Peter F. Drucker.
Graduate School of Management at Claremont Graduate University.
Co-Founder and Vice President Marketing Sciences, ThinkVine Corporation
Debra Patek leads the analytics practice at ThinkVine, a venture backed marketing science and simulations company based in Cincinnati, Ohio. She brings over 15 years of corporate and consulting experience in pricing research, economic analysis and consumer behavior modeling.
She regularly conducts quantitative studies for leading companies across a variety of industries. Current and recent clients include Novell, Pepsi, Cummins, Baxter, Weight Watchers, IDEXX, Progress Energy and Kellogg.
Prior to joining ThinkVine, Debra was a Director of Analytics at marchFIRST and a pricing strategist at the L.M. Berry Company, a division of BellSouth. She has an M.A. in Economics from the University of Cincinnati and has taught economics courses at the University of Cincinnati and Earlham College.
Debra is on the workshop faculty for the Professional Pricing Society and has memberships in the National Association of Business Economists (NABE), the International Association of Energy Economics (IAEE) and the American Marketing Association (AMA).
Dr. Robert Phillips
Founder and Chief Technology Officer, Nomis Solutions
Dr. Robert Phillips is Founder and Chief Technology Officer of Nomis Solutions, a venture-capital backed company providing pricing and revenue optimization solutions to the financial services industry. Dr. Phillips is a recognized expert in pricing and revenue optimization. He was the chief architect of the Talus Solutions pricing and revenue optimization software suite. He pioneered the introduction of pricing and revenue optimization in many different industries including rental cars, automotive, hotels, freight transportation, and financial services. He has taught courses on pricing and revenue optimization at the Columbia Business School, Stanford Business School and at INSEAD in France. He is author of the book, Pricing and Revenue Optimization.
Christopher D. Provines
VP, Global Strategic Pricing, Reimbursement & Government Affairs Siemens Healthcare Diagnostics
Chris has 20 years of experience in healthcare across the medical devices, diagnostics, pharmaceutical and hospital market segments. He is one of the leading practitioners in pricing with over 12 years of experience in pricing strategy, health outcomes & reimbursement. He has taught pricing strategy to over 700 sales & marketing professionals. He brings a unique perspective having also worked in finance, procurement, lean six sigma and sales & marketing roles. Prior to his current role, Chris spent 16 years in Johnson & Johnson in a variety of executive positions of increasing scope and impact.
Chris has an MBA from Rutgers University Graduate School of Business and is also a certified six sigma black belt. He is a distinguished Adjunct Professor at Rutgers University Business School MBA program, has published numerous papers on pricing and is a frequent speaker on pricing, business improvement and innovation.
He lives in New Jersey with his wife and three children.
Senior Consultant, Pricing Solutions
Avy Punwasee is a Senior Consultant who focuses on pricing management and strategy. Prior to joining Pricing Solutions Limited, Avy was responsible for pricing management of the service parts business for a major domestic automotive company. In this capacity he managed over 400,000 SKUs and $700 million of revenue to a diverse customer base. In addition, he was a key contributor to developing and implementing the organization’s long term strategic vision and financial business plan.Avy has a wealth of experience in numerous operational areas including channel pricing, competitive realignments, promotional pricing, input cost negotiation and change management. Over his pricing tenure he has added tens of millions of dollars in profit while still maintaining a focus on increasing sales.
Professor Jagmohan S. Raju
Joseph J. Aresty Professor, Professor of Marketing, and Marketing Department Chairperson
Professor Jagmohan S. Raju is the Joseph J. Aresty Professor and Executive Director of the Wharton-Indian School of Business Partnership. Professor Raju is internationally known for his research on pricing strategies, coupon programs, managing private labels and sales force compensation. He consults extensively with companies around the world including Wyeth Pharmaceuticals, Medtronic, Warner Home Video, and Johnson and Johnson on designing pricing strategies and developing launch plans for new products.
A prolific scholar, Professor Raju's research has been published in top-tier academic journals including Management Science, Marketing Science and Journal of Marketing Research. He has served as the Marketing Editor of Management Science and the President of the INFORMS Society for Marketing Science, a professional organization whose members include marketing academics and business executives who apply quantitative methods to solve marketing problems. He has received numerous teaching and research awards.
Professor Raju's teaching interests include Introduction to Marketing courses at the graduate and undergraduate level, the pricing elective at Wharton as well as teaching and directing Competitive Marketing Strategy, Essentials of Marketing and Pricing Strategies for Wharton's Executive MBA program.
Professor Raju received his PhD, MA and MS degrees from Stanford University, his MBA from the Indian Institute of Management, and his BTech from the Indian Institute of Technology, Delhi.
Partner, Pricing Solutions LTD
Jim Saunders leads the Pricing Management practice at Pricing Solutions. He has helped many clients, both large and small, bring a more disciplined and analytical approach to their pricing.
His work has been implemented in industries as diverse as packaged goods, pharmaceuticals, transportation, financial services, and the media. Jim joined Pricing Solutions after 12 years in management at two major international corporations.
Jim has helped clients save management time and effort by simplifying pricing processes and eliminating up to 80% of their pricing records' and the associated complications. He has also enabled them to focus and simplify their offerings, leading one client to more than double its profits.
Partner, Abbey Road Associates
Bert has performed pricing studies for dozens of companies in connection with Abbey Road Associates. His most recent assignments included a leading packaged-goods marketer, an online service provider and several international divisions of a global information provider. Bert Schefers has over twenty years of marketing and pricing experience with leading packaged goods firms. Bert is former Chief Marketing Officer of Boots Healthcare USA. Before Boots, Bert was Vice President, Global e-Business for Bayer Diagnostics. In that capacity he let that company’s adoption of web-based selling, promotional and CRM tools for various diagnostic products. Before then, he was VP of Global Diabetes Testing at Bayer.
During his time at Bayer, Bert conducted numerous marketing excellence seminars for the global marketing organizations on 3 continents. Topics included marketing strategy, with particular focus on introductory pricing when entering new geographies and how to avoid re-importation. Before Bayer he spent many years with Johnson & Johnson, as Group Product Director of oral care and Product Director of Johnson’s baby, relaunching various brands and leading re-pricing and new market penetration effort. Bert holds an MBA from Thunderbird, the Garvin School of International Management, and a BS in business administration from Regis University.
Vice President, Holden Advisors
Brian is a Vice President with Holden Advisors. Previous to joining Holden, Brian created and built Kalypso's Value Management Practice, providing leadership and managing clients world-wide. As a subject matter expert related to pricing and value management, Brian organized models for product commercialization, product line management and rationalization, branding and channel management.
Prior to his position at Kalypso, Brian was a global marketing executive with LORD Corporation. While at LORD, he helped lead the profitable transformation of their global commercial operations and directed the award-winning makeover of their corporate brand and image (IABC, Gold Quill Award). Prior to that, Brian worked at BP and Castrol where he held senior marketing and sales roles in Europe, Latin America and Asia. Brian has led major business process transformation projects, numerous new product development launches, and high impact pricing and revenue management initiatives across a diverse range of B2B businesses.
Brian brings his passion for process and teamwork to clients and focuses on the commercial side of innovation-maximizing the viability and profitability of products and services once they are introduced to the market.
Michael G. Simonetto, Principal
Deloitte Consulting LLP
Mike Simonetto leads the Global Pricing and Profitability Management Practice for Deloitte Consulting as well as the Price and Profitability Management Integrated Market Offering for Deloitte & Touche LLP. His 17 years of consulting experience include pricing strategy, pricing execution, business process design, acquisition due diligence and integration, strategic sourcing, and new product development across a range of industries. Mike has been a featured speaker at the Professional Pricing Society conferences on numerous occasions and has guest lectured at several prestigious MBA programs on the topic of Pricing. He also spent a year managing the European operations of a Pricing and Revenue Management software firm. Prior to his consulting career, Mike spent 9 years as a Division Manager for a heavy industrial construction company, managing an eleven state region in the Southeastern United States.
Ranjit (Jit) Singh
Principal, Deloitte Consulting LLP
Jit Singh has over 10 years of consulting experience assisting clients with pricing and profitability improvements. In that time he has focused on a number of revenue enhancement services including: Merger and Acquisitions, Customer & Channel Strategy, Pricing and Corporate Strategic planning. Jit has managed pricing revenue and margin improvement projects for several companies including a global specialty chemical manufacturer. His project work includes assessment pricing strategy, pricing execution policies and procedures to identify gaps and improvement opportunities. Jit has worked with sales, marketing and business leadership to identify pricing improvement recommendations and develop improvement action plans.
Jit currently manages Deloitte’s Pricing Center of Excellence (COE); which focuses on tracking industry pricing trends, providing client pricing subject matter expertise, and developing firm training and research.
Managing Director, AlixPartners LLP
Mike is a Director in the Dallas office of AlixPartners LLC. His expertise spans business strategy, supply chain operations, information systems, and sales & marketing.Prior to joining AlixPartners, Mike was a principal with Deloitte Consulting where he served as regional leader of the firm’s Manufacturing Industry practice. Mike is Six Sigma and APIC’s certified. He holds a Bachelor of Aerospace Engineering degree from Georgia Tech and a Masters of Business Administration from Arizona State. Prior to entering the consulting field, Mike worked in R&D for Honeywell Aerospace and strategic planning for the Walt Disney Company.
Tim Smith, Ph.D.
Adjunct Professor of Marketing at DePaul University, Chicago USA Managing Principal of Wiglaf Pricing
A strategic pricing expert and founder of Wiglaf Pricing, Tim Smith researches and consults on how companies can construct pricing structures, set price levels, and manage price variances to improved profitability. He teaches pricing strategy as an adjunct professor at DePaul University and advices global leaders as well as entrepreneurs in pricing through Wiglaf Pricing. His extensive work in sales, marketing and pricing has led to the publication of the Wiglaf Journal as well as his first book, Hawks, Seagulls, and Mice, Paradigms for Systematically Growing Revenue in Business Markets. Dr. Smith’s profit focused research is best known for its application of quantitative and qualitative rigor to enable decision making in the face of uncertainty.
President - Mimiran, LLC.
Reuben Swartz is President of Mimiran, LLC, a leading partner in the effective combination of pricing strategy, business processes and technology. Reuben is a recognized pricing expert with 10 years of experience in the field, and has published several articles on pricing for PPS and others. He has also presented at PPS conferences and webinars. He is a graduate of Princeton University.
Partner, Director of Research, Pricing Solutions Limited
Greg Thomas leads the pricing research practice at Pricing Solutions. Greg has worked with leading organizations in industries as diverse as packaged goods, pharmaceuticals, manufacturing, financial services, high technology and media. Prior to joining Pricing Solutions, Greg spent several years as both a market researcher and a sales & marketing director.
Since joining Pricing Solutions, he has developed a world class competency at accurately forecasting the impact of implementing different pricing strategies. This has been achieved by developing creative proprietary methods in survey design, modeling and quality assurance processes that generate more accurate forecasts and lead to better business results. Greg graduated in 1998 with a Master’s of Science in Economics from the University of Guelph. Greg also leads a Pricing Research course for the Professional Pricing Society, publishes Pricing for Researchers, a bimonthly newsletter and serves on the national MRIA (Market Research & Intelligence Association) membership committee.
Director, Deloitte Consulting LLP
Geert has over 12 years of consulting experience in the area of managing the people dimensions of international transformation programs like mergers & acquisitions, sales transformation, outsourcing, etc. His focus is drive sustained transformation through managing people risks and impact, communications, stakeholder engagement, learning and the alignment of leadership, organization, culture and performance and incentive programs.Geert was involved in driving pricing change across the organization for a multinational pharmaceutical company. His focus was on realizing adoption of the price changed by building and communicating a credible case for change, aligning leadership teams, developing skills, designing mechanisms reinforcing the required change in behavior like performance targets and incentives.He is one of the leaders of Deloitte Consulting in with regard to the People dimension of business transformations.
Partner, Simon-Kucher & Partners
Andre Weber is a Partner with Simon-Kucher & Partners Strategy & Marketing Consultants LLC in Boston. Andre has been with SKP for more than 9 years. His consulting focus is on B2B pricing strategy, distributor management, pricing process redesign, monitoring and KPI development, and supporting large scale negotiations with key customers.
He has carried out successful projects across a wide range of industries, including chemicals, industrial goods, automotive, machinery, travel and telecoms. Andre is a regular speaker at international pricing conferences and also has published a number of articles on pricing subjects in leading periodicals such as The Wall Street Journal Europe and Germany’s Handelsblatt.
After two years of working in banking, Andre studied economics with emphasis on Marketing and Finance at the ‘Rheinische-Friedrich-Wilhems’ University, Bonn, and the State University of New York at New Paltz. He has worked out of SKP’s offices in Bonn, Germany and London, UK, before joining the team in Boston.
Simon-Kucher & Partners is one of the leading strategy and marketing consulting firms with a particular focus on pricing, value measurement and product development. Business Week called SKP a “world leader in giving advice to companies on how to price their products.”
Director of Education, Vendavo
Elliott is Director of Education at Vendavo, Inc which is a leading provider of enterprise price management and price optimization software solutions. Previously, he was a former partner at the Strategic Pricing Group. Elliott is a recognized member of the pricing community and is a faculty member of the Professional Pricing Society and the Institute for the Study of Business Marketing (ISBM) at Penn State. Elliott possesses a wealth of experience as a consultant on pricing strategy in a broad range of industry settings and has extensive experience as an executive educator.