About the Course:

When it comes to boosting corporate revenues, no tool has as much leverage as pricing. Most organizations continue to manage pricing as an afterthought, in a reactive way that contributes to lost profits and worse, to damaging long-term value propositions. This highly interactive one-day workshop introduces industry approaches to managing value-based pricing as a strategic capability and competitive weapon.

Among the issues to be discussed during this course are:

• Drive profitable revenue growth through value-based price segmentation techniques
• Establishing a value-based price
• Pricing to different customer segments
• Assessing and implementing pricing tools such as price elasticity tools
• Contending with price wars
• Applying game theory to pricing
• Responding to increasingly rapid product commoditization that encourages customers to demand more value for less money
• Evaluating bundling and adding alternative services
• Segmenting your customer base and devising a menu of pricing options to appeal to the various customer segments
• Trading customers from price to value
• Effective discounting policies and practices
• Estimating a customer’s life-time value
• Structuring and timing of incentives and discounts
• Avoiding price transparency
• Contending with generics and store brands in a highly mature market
• Bundling and unbundling for maximum profits – depending on the pricing lifecycle
• Evaluating channel supply and limitations
  

About the Instructor:
Michael Hurwich is currently the Managing Partner at the Strategic Pricing Management, Inc. Prior to this, Michael worked at a pricing strategy firm based out of Chicago and Toronto, Canada.

Mr. Hurwich has designed and implemented value-based planning, financial reporting and management information systems for a diverse list of clients. He was a consultant with Braxton Associates, the strategic arm of Deloitte & Touche Consulting Group, focusing on Value Based Mgmt., Activity Based Costing, Category Optimization, Customer Value Management and Competitive Strategy. He also has in depth experience in merger & acquisition strategy development, and strong Economic Value Added (EVA) Analysis.

Before entering his consultancy career, Mr. Hurwich gained five years of management experience, mainly in Canada & the U.S., as President & owner of manufacturing Dairy that manufactured frozen ice cream and several varieties of cheeses. Michael optimized the companies’ cash flow by reorganizing the costs and customer base. He developed new products & markets, managed the growth of the plant to optimize economies of scale, managed new projects & at first inked and ultimately sold 25% of his company to the second largest C-Store distributor in Toronto.He also performed activity-based costing & pricing analysis and maximized cash flow through the aggressive management of working capital using economic value added (EVA) analysis. Mr. Hurwich helped grow the company 4-fold in 5 years through the aggressive marketing of Metropolitan’s well established niche brands.

After graduating from business school, Mr. Hurwich gained consumer packaging experience working at Nabisco Brands Ltd. in their Grocery Division. He managed and oversaw approx. $195 million dollars worth of brands including Del Monte, Aylmer, Nabisco Cereals, Milkbone and Magic Baking Powder.

He has a Masters in Business Administration with a background in Corporate Finance & Operations Management from the Olin School of Business, Babson College, Boston.

 
Course Schedule:

Course Length: Approx. 7 hours
Time: 8:30 am – 5:00 pm

Grand Rapids, Michigan - November 18, 2010 - Location:
JW Marriott Grand Rapids
235 Louis Street NW
Grand Rapids, Michigan 49503
Time: 8:30 AM - 5:00 PM

Seating is Limited to 30 per session

Register online or by contacting

Registration / Membership Coordinator,

at 609-919-1895 ext. 100 or registration@bdacademy.com

Requests to cancel your registration must be made in
writing one month before the date of the seminar. Your refund will reflect a $95
processing fee. No refunds will be granted within one month of the course for which
you are enrolled. You may send a substitute for an additional $55 processing fee.