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    SPEAKER(S)

Dr. Jon Higbie - Senior Vice President and Chief Scientist, Revenue Analytics, USA

Jon Higbie is Senior Vice President and Chief Scientist of Revenue Analytics. He leads one of the world's foremost groups of operations research scientists dedicated to pricing and revenue management. An expert in the science of revenue management, he has helped some of the world’s top companies increase revenue and profit through the application of sophisticated pricing, forecasting and revenue management techniques. Jon Higbie is particularly known for his innovative work in the hospitality and advertising industries. He has been recognized for his contributions to the science of group revenue management, real-time price management and large-scale network management for companies such as ABC Television Network, The Coca-Cola Company, Ford Motor Company, InterContinental Hotels Group, Marriott International and Delta Air Lines.

Talk Online Publication: Oct 2009

TOPICS COVERED IN B2B PRICE OPTIMIZATION ANALYTICS

Applications within many industries - Typical B2B sales process with pricing analytics - Responsibilities of the pricing analytics team - Determining optical pricing quotes - Price optimization process - Data requirements - Computing the market response units - Considerations for determining the contribution function - Determining the optimal quote price

How to cite this talk:
Higbie, J. (2009), "B2B price optimization analytics", in Yeoman, I. (ed.), Practical Pricing and Revenue Management: Fundamentals and practical applications, The Marketing & Management Collection, Henry Stewart Talks Ltd, London (online at http://hstalks.com/go)

Direct talk access link:
http://hstalks.com/lib.php?t=HST93.2517_1_2&c=250

    DETAILED SLIDE INDEX

1. Introduction
2. B2B price optimization
3. Industries which apply B2B price optimization
4. B2B sales process
5. Responsibilities of the pricing analytics team
6. Determining optimal price quotes (1)
7. Objective of price optimization
8. Price optimization process
9. Data requirements
10. Computing the market response model (MRM)
11. Two common MRM forms
12. Price elasticity - words of caution
13. The logit MRM
14. Determining the contribution function
15. Deduct opportunity costs
16. Linear contribution function
17. Determining optimal price quotes (2)
18. Putting it all together
19. Concluding remarks
20. References
21. END