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CPM, EPP News

Are you part of the New Generation of Pricing Leaders?


– Bringing your pricing performance to a higher level – 

The European Pricing Platform unveiled their cutting-edge pricing accreditation program for the new generation of pricing leaders and specialists this week in Brussels. The Certified Pricing Manager (CPM®) Program offers experienced pricing practitioners the unique opportunity to learn how to achieve full value capturing and profit optimization in their companies.

Becoming a Certified Pricing Manager



“Pricing Power is one of the key value drivers on the stock exchange today. We hear more and more European companies express the need to equip their pricing managers with the latest tools, knowledge and capabilities, to bring their pricing performance to a higher level”, says Pol Vanaerde, Founder and President of the EPP. The CPM® immerses participants in a 3-day and 2-evenings blend of intensive knowledge transfer, interactive discussions, reflection and group work followed by a 6-month in-company profit optimization project, which needs to be successfully completed in order to achieve certification.

Two levels of certification



Two levels of certification, CPM®2 and CPM®3 are offered depending on where an organization finds itself on the path to pricing maturity and on how much experience the pricing practitioner in question has in the field. The modules of the CPM® Program are underpinned by skill cards covering the knowledge and capabilities required by pricing practitioners at each pricing maturity level.  

Higher pricing maturity leads to sustainable value capturing, which in turn results in profit optimization based on fair pricing and value sharing principles. For more information on the program visit
www.pricingplatform.eu/certification

The EPP CPM® program is about meaningful learning and tangible professional development with impact.

The new generation of pricing leaders:


CPM® Level 2 :  Welcome Dinner on 1 July, Training 2-4 July, Brussels 



Pricing leaders on CPM® Level 2 are skilled in Taking Transactional Control.  They have mastered these key requirements needed for successfully completing a 30.000 Euro (minimum) margin improvement project in their companies in order to be certified as CPM2. 


1.  Pricing Maturity Management 

  • Alignment between profit optimization goals and organizational capabilities.    
  • What moving to the next Pricing Maturity level means.
  • Pricing maturity challenges for your organization.

2.  Pricing Analytics, taking control

    • How to gain transactional control.   

 

    • How to install the right price analytical reports
    • How to set-up a holistic view on profitability.

 


3.  Defining margin improvement projects

 

    • Pricing tools which help discover the margin leakages.

 

    • How to communicate that change is needed.
    • How to ensure that structural improvements are realized.

 

4.  Price Setting and Discount Structures

 

    • Different price and discount models.  

 

    • Price and product differentiation opportunities  to improve margins.
    • How to install floor prices and  price corridors.

 


5.  Preparing price increases

 

    • How to effectively prepare  for and execute price increases.

 

    • How to monitor the effects of price increase projects.

 

6.  Pricing organization & Governance

 

    • The organizational impact of moving towards pricing maturity level 2.

 

    • The impact on governance, pricing roles, responsibilities  and skills.

 


CPM® Level 3 :  Welcome Dinner on 15 July, Training 16-18 July, Brussels





Pricing leaders on CPM® Level 3 have moved beyond transactional control and are now focussing on full value capturing.  The have mastered the change management and advanced pricing skills needed to bring their organisation to the next level.  The focus of key topics covered in this programme are:

1.  Pricing Maturity Management

  • How to cross the Pricing Chasm
  • What moving to the next Pricing Maturity level means
  • Pricing maturity challenges for your organization.

2.  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).

3.  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.

4.  Calculating TVO

  • How to prove your value in hard economic terms.
  • How to develop and use the right tools for TVO calculations.

5.  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.

6.  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.

7.  Pricing organization & Governance

  • The organizational impact of moving towards pricing maturity level 3.
  • The impact on the governance, pricing roles, responsibilities  and skills.

8.  The Pricing Dashboard

  • Which strategic and operational KPI’s to monitor.
  • How to set them up.

 

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