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Pricing
Conference 2014
19 & 20 November 2014, Emperors Palace, Kempton Park, Johannesburg
Registrations
now open
Our top class panel of expert speakers
■ Sipho Moganedi, Chief Investment Strategist, WealthPoint Capital Investment
■ Viresh Harduth, Pricing Strategist, Sage AAMEA
■ Ryan Dixon, Transfer Pricing Specialist, Hogan Lovells Attorneys
■ Michiel Els, Head of Transfer Pricing, Hogan Lovells Attorneys
■ Christine Haddon, Associate: Applied Behavioural Economics, Genesis Analytics
■ Neil Lightfoot, Partner: Banking Strategy Practice, Genesis Analytics
■ Clive Price, Managing Director, The Peer Group
■ Ed Hatton, Principal Consultant, The Marketing Director
■ Catherine Berry, Director: Cyber Crime Division, Camargueum SA
■ Corne de Waal, Chief Executive Officer, RM Expertise
■ Colin Hill, Senior Systems Engineer: Risk Management Solutions, SAS
■ Louis Raubenheimer, Head: Rewards& VAS Support, Absa Retail Banking
■ Lara Witte, Executive Director: Transfer Pricing, Ernest & Young
■ Jonathan Hoehler, Key Accounts Manager, Digidata
■ Sathish N Mohan, Head: Account Management, SunTech Business Solutions
■ Beate Stiehler, Lecturer and Programme Coordinator: Department of Marketing Management, University of Johannesburg
trade conferences international
Call us on: (011) 803 1553 or email: [email protected] for more information
Implementing a balanced pricing and billing strategy that guarantees profitability
“Employers who violate rules of fairness
are punished by reduced productivity, and
merchants who follow unfair pricing policies can
expect to lose sales”- Daniel Kahneman, winner
of the 2002 Nobel Prize in Economic Sciences
These words from the famous economist are at the core of modern pricing
models at a micro scale within the bigger scope of economic dynamics. The
key to an effective and profitable pricing strategy is to understand and take
cognisance of market volatility, with premium focus on your customers.
Observing trends and making sure value is reflected in your pricing models will
enable a customer-centric pricing culture that allows your strategy to be flexible
and biased towards customers.
At the Pricing & Billing Conference 2014, delegates will be exposed to contemporary pricing techniques, billing streamlining systems and structuring methods that
will equip them to deal more effectively with challenges inherent within the pricing and billing space. Key aspects of current models such as value-based pricing and
relationship pricing will be recurrent themes forming the building stones of this vital conference.
In the true style and tradition of Trade Conferences International(TCI), delegates will be treated to a wide range of research-based topics, many examples of case studies
and guarantee them a valuable and realistic learning experience. For each conference we select an appropriate theme that reflects current challenges in a specific
sector. Implementing a balanced pricing and billing strategy that guarantees profitability have been carefully chosen to highlight the challenges companies face in order
to stay competitive and increase profitability. Up until companies mould themselves and move towards customer-based and value oriented pricing and billing strategies,
profitability and growth will always be an elusive dream.
For the past 12 years, TCI has constantly been reshaping and refining its customer relationship strategy. We have managed to build a proud and viable internal company
culture that enables easy and accessible communication links with our external partners such as delegates, speakers, sponsors, exhibitors and venue service providers.
Conference registration channels are always open to our delegates and venues are carefully chosen to make sure the conference experience is enjoyable and worthy of
the time and money spent.
For more information contact us | Naison Chilenge, Project Manager | [email protected]
Where does my money go?
Example of pricing in household expenses
4%
12%
Lighting
14%
29%
Heating
Water heating
Electronics
Annual energy bill for a typical single family
home is approximately $2 200
Source: ENERGY STAR®, Typical House memo,
Lawrence Berkeley National Laboratory, 2009
17%
Cooling
11%
Other
13%
Appliances
Gain valuable insights on critical industry trends from our highly qualified panel of speakers from:
Sipho Moganedi
Chief Investment Strategist
WealthPoint Capital Investment
Christine Haddon
Associate: Applied Behavioural Economics
Genesis Analytics
Ryan Dixon
Transfer Pricing Specialist
Hogan Lovells Attorneys
Clive Price
Managing Director
The Peer Group
Catherine Berry
Director: Cyber Crime Division
Camargueum SA
Ed Hatton
Principal Consultant
The Marketing Director
Michiel Els
Head of Transfer Pricing
Hogan Lovells Attorneys
Colin Hill
Senior Systems Engineer Risk:
Management Solutions
SAS
Lara Witte
Executive Director: Transfer Pricing
Ernest & Young
Louis Raubenheimer
Head: Rewards & VAS Support
Absa Retail Banking
Corne de Waal
Chief Executive Officer
RM Expertise
companies
which have recently
attended our conferences
Viresh Harduth
Pricing Strategist
Sage AAMEA
Standard Bank * Discovery * Old Mutual * Bank of Namibia * Reserve Bank of Zimbabwe * South African Reserve Bank
KPMG * Standard Bank Group Internal Audit * Sasfin Bank Econet Lesotho * Deloitte & Touche * DSTV Mobile * Digiata
Bidvest Bank * Standard Bank Transactional Banking * Standard Bank Beyond Payments * Nedbank Cards Alexander
Forbes Nedbank Group Technology * Nedbank Capital * Transactional Banking * Nedbank Self Service Banking * First
National Bank of Namibia * Econet South Africa * HSBC Power Financial Services * Direct Axis Business Connexion
Pep Stores * Nedbank * Digicall Solutions * Central Bank of Congo * Accenture * ABSA - Retail International Banking
Altech Autopage Cellular * BDB Data Bureau * Woolworths Financial Services FinMark Trust * MasterCard South Africa
MFSA * Microsoft South Africa * FNB Insurance
trade conferences international
Call us on: (011) 803 1553 or email: [email protected] for more information
Trade Conferences International
your professional event organiser
Trade Conferences International is known for
bringing representatives from top companies in
Southern Africa together. Our financial events in the
last 2 years alone were attended by more than 1400
attendees - all representative of top industry players.
This is who we are and what we do
TCI was established in 2002 and has since been
delivering excellence in financial, IT, marketing and
retail conferencing. It has fast become one of South
Africa’s leading and most recognised commercial
conference companies, and through in-depth
and thorough research TCI has mastered the art of
organising highly relevant niche industry events.
With the backing of a dedicated team working behind
the scene, TCI is committed to bringing delegates
exceptionally good quality events. Topics are carefully
selected to ensure that attendees are only addressed on
subject matter that is solely focused on the opportunities,
issues and challenges faced in their specific profession
and industry respectively.
TCI’s signature events include the major Mobile Banking
and Payments Southern Africa Conferences and
Exhibitions, Online Retailing Conference, Loyalty and
Rewards Conference, Banking Channel Management
Conference, Micro Finance Conference, Core Banking
Solutions Conference and the Debt Collections
Conference
Facts about TCI
Did you know that...
+
90%
+
250
97%+
+
8000
of delegates say that TCI events
are worth attending
This event creates a unique platform for sponsors and exhibitors to reach high
powered delegates and receive maximum exposure to their products and services.
Exhibiting your company’s products or services also allows you excellent networking
opportunities. It gives the sponsoring companies an opportunity to penetrate the
market and position itself as an active participant in the retail and financial sectors in
South Africa.
With sponsorship opportunity packages starting at R5 000, there is a cost effective
way to penetrate the market while balancing your budget. Sponsorship packages
available include, lunch sponsor, sponsorship of delegate bags, folders, conference
material. If you are a service provider, dealing with retail and financial systems, this
is YOUR opportunity to align yourself as a major role player.
&
Sponsorship
exhibition opportunities
with Trade Conference International
Are you thinking about sponsoring /exhibiting
at the Billing and Pricing Conference?
if you answer yes to any of the following questions
Say
yes
Do you want to maintain your company’s
reputation for being involved and committed to the
development in the financial industry?
Do you want to provide a permanent reminder
to attendees of the services and products
provided by your company?
today
TCI has organised over 250 top class
industry specific events since 2002
of conference attendees say that TCI
events are well organised
Over 8000 delegates have attended TCI
events over the last 12 years
trade conferences international
TCI offers sponsoring or exhibiting companies the perfect chance to increase
awareness, sales leads, exposure amongst our target audience, as well as ranking
yourself as an industry leader.
sponsoring/exhibiting
at the
Billing and Pricing
Conference 2014
is the right option for
your marketing mix:
Do you want to generate sales leads and add
possible clients to your database?
Do you want to position your company’s
profile as a leader in the industry?
Do you want to gain direct access to a high
quality and niche focused audience?
Contact us on 011 803-1553 for more
information regarding sponsorship and
exhibition opportunities
Call us on: (011) 803 1553 or email: [email protected] for more information
Day 1
COMMENTS FROM DELEGATES
WHO ATTENDED SOME OF OUR
MOST RECENT CONFERENCES:
Wednesday, 19 November 2014
8:00
8:50
Registration
Opening remarks
OVERVIEW
“Provided a good platform for
debate on SADC payment projects”
Vickey Ganesh, Standard Bank
“Well planned and very informative”
Nishan Veeragaloo, Nedbank
“Speakers and venue were great!”
Stefané Haupt, First National Bank
“Variety of topics – kept the day
interesting”
Eric Kok, Nedbank
“Great knowledge and insights
shared by speakers”
Nadine Dodds, RMB
“The set up was nice, including
the service. It gave opportunity for
interactive discussion.”
Dorica Pheto, Nedbank Digital
09:00 Evolution of pricing models
•traditional pricing model and the changing environment
•customer expectation: from product to services
•deriving a new pricing model
•financial impact and implementation challenges
•evolution to the cloud
Viresh Harduth, Pricing Strategist, Sage AAMEA
09:45
Price competition: a race to the bottom
•current approaches to pricing transactional banking products
•key pricing capabilities/competencies
•how legacy issues undermine pricing
•the importance of demonstrating value to clients
•what does this mean for pricing?
Neil Lightfoot, Partner: Banking Strategy Practice, Genesis Analytics
PRICING INNOVATIONS & TRENDS
Industries
that have previously
attended the
conference
Service Providers
25,1%
Banks
40,5 %
Retail
7,9%
Credit
Other
Sectors 3%
Upcoming conferences:
23,4%
10:30
Ensuring compliance in cross-border transfer pricing
•clear understanding of relevant regulations
•proper management of centralised data system
•use of appropriate technology
Lara Witte, Executive Director: Transfer Pricing, Ernest & Young
11:15
Mid-morning refreshments
11:30 Pricing management strategies- introducing a new pricing culture
•how to start a pricing programme
•obtaining management buy-in
•change management to employ
•creating sustainable pricing processes
Ed Hatton, Principal Consultant, The Marketing Director
12:15
State of pricing in the financial services sector
•impact of new innovations on pricing
•meeting new customer demands
•effect of market competition on pricing
Sathish N Mohan, Head: Account Management, SunTech Business Solutions
13:00 Lunch
14:00 Value-based pricing strategies
•pricing according to the exchange value of the customer
•comparing value-based pricing to other pricing approaches
•examining relationship between prices and benefits
•analysis of what inform pricing decisions
Corne de Waal, Chief Executive Officer, RM Expertise
PRICING, BILLING & CUSTOMER DYNAMICS
14:45
Adopting a customer-centric pricing approach
•understanding nature of product
•evaluating customers’ perceptions
•creating value for customers
Clive Price, Managing Director, The Peer Group
15:25
Identifying and managing operational risk in transfer pricing
•management taking responsibility of transfer pricing issues
•establishing solid transfer pricing policies
•complying with individual countries’ regulations
•monitoring intercompany agreements
Colin Hill, Senior Systems Engineer: Risk Management Solutions, SAS
16:10
End of day 1
how will I benefit from attending the conference?
You will leave this event
with added insights that will
enable you to:
1 learn
3
about new pricing models
2 acquire
new price management skills
insights to use pricing to increase
gain profit margins
4
understand and comply with relevant
pricing regulations
relations through
adopting pricing strategies
5 improvecustomer
WHO SHOULD ATTEND?
This event will benefit managers, supervisors and executives working
in the following sections
• Payments Processing & Pricing
• Product Pricing
• Transactional Products Pricing
• Transfer Pricing
• Markets Pricing & Risk
• Actuarial Pricing
• Product Development
• Product Market Research
• Risk & Capital Management
• Billing & IT
• Commercial Billing & Support
• Billing Management
• Business Analysis
• Core Banking Projects
•
•
•
•
•
•
•
•
•
•
•
•
•
•
Client Value Management
Value Optimisation
Client Profitability
Sales & Marketing
Transaction & Forex Products
Business Enablement & Wealth
Customer Service & Billing
Costing & Pricing Analysis
Procurement & Supply Chain
Revenue Management
Financial Planning
Wholesale Billing Services
Billing & Production & IT
Customer Relationship Management
Did you know?
TCI is regarded as one of SA’s top financial conference organisers
8:00
8:50
Day 2
I want to attend
this conference
Thursday, 20 November 2014
Refreshments
Opening remarks
PRICING, BILLING & CUSTOMER DYNAMICS
09:00
The role of pricing in irrational decision-making
•insights from behavioural economics on consumer decision-making
•observations on limitations to conventional approaches to price setting and communication
•mechanisms for influencing demand without changing price
Christine Haddon, Associate: Applied Behavioural Economics, Genesis Analytics
09:45
How pricing and billing must support your loyalty and rewards strategy
•commoditisation, the “silent” product and service killer
•engineering effective behavioural change
•pricing and billing strategy versus rewards and loyalty, and their co-existence
•technology enablers
Louis Raubenbenheimer, Head: Rewards & VAS Support, Absa Retail Banking
10:45
Mid-morning refreshments
11:00 How to negotiate a new price with your customers
•what price to ask
•price by customer benefit(value-based pricing)
•creating a need for your product or service
•what pricing strategy will you adopt?
•which pricing strategy is good for your company?
Sipho Moganedi, Chief Investments Strategist,
WealthPoint Capital Investments
TECHNOLOGY & PRICING REGULATIONS
11:45 Application of mobile technology in pricing and billing systems
•improving pricing and billing efficiency through mobile devices
•management of products through mobile technology
•using mobile services to manage your pricing and billing strategies
Jonathan Hoehler, Key Accounts Manager, Digidata
12:30
Lunch
13:30 Exploring the current global transfer pricing environment
•growth in intercompany transactions
•increase in transfer regulations and policies
•impact of a globalised economy on transfer pricing
Michiel Els, Partner, Head of Transfer Pricing & Ryan Dixon, Transfer Pricing Specialist Hogan Lovells Attorneys South Africa
14:15 Liability insurance pricing
•challenges facing SA financial services and the economy
•exposures and risks
•how to manage and mitigate risks
Catherine Berry, Director: Cyber Crime Division, Camargueum SA
15:00
Opportunistic Luxury Branding in Emerging Markets
•latest models
•recent research findings
•recommendations
Beate Stiehler, Lecturer and Programme Coordinator: Department of Marketing Management, University of Johannesburg
15:45
End of conference
Pricing
Conference 2014
19 & 20 November 2014 • Emperors Palace • Kempton Park • Johannesburg
DELEGATE REGISTRATION FORM
Please Register the following delegates for the above conference
Full Name: Designation: Email: Cell No:
Full Name: Designation: Email: Cell No:
Full Name: Designation: Email: Cell No:
Full Name: Designation: Email: Cell No:
Full Name: Designation:Email: Cell No:
Department:
Company Name:
Company VAT no:
Company Tel: Fax no:
Person dealing with accounts:Email:
Postal Address:
Type of Business:Dietary Preference (please indicate):
REGISTRATION DETAILS:
4 Simple ways to register
Registration fee
Registration fee: R8 720.00 + VAT = R9 940.80 p.p.
For 3 or more registering from the same department
qualify for 12% discount off each delegate registration
Registration cost does not include transport and accommodation
E-mail: [email protected]
Tel: 011 803 1553/0009
Trade Conferences International
PO Box 665, Fourways, 2055
Fax: 086 582 2981
Please note: Upon receiving the registration form, an invoice will be issued electronically. In order to guarantee your booking, payments must be made within 5 days of receiving the invoice.
When payments are made, please supply the bank with your company name as reference.
Fees include lunch, refreshments and conference documentation. The organisers reserve the right to make necessary changes to the programmes, speakers, venue or the dates should the need arise.
CANCELLATIONS will only be permitted within 5 days of registration. Thereafter your organisation will be held liable for payment of the full amount with no
exceptions. Cancellations must be done in writing and forwarded to Trade Conferences International at [email protected] or faxed to 086 582 2981.
NB: I hereby acknowledge that I have read and understood all the terms and conditions of
registration, and have the authority to approve the registration
FULL AMOUNT TO BE PAID : (Inc. VAT)
DATE :
FULL NAME OF APPROVING MANAGER :
DIRECT LINE :
DESIGNATION :EMAIL :
PLEASE TICK THE BOX WHICH SERVES AS CONFIRMATION OF BOOKING:
or SIGNATURE:
SPONSORSHIP AND EXHIBITION REGISTRATION FORM
The size of your budget doesn’t matter. TCI will create the right branding opportunity for you
Please tick the option/s you are interested in and either fax or email the form back to TCI: Fax: 086 582 2981, or e-mail to [email protected]
GOLD/ SILVER/ BRONZE SPONSORSHIP PACKAGES (Details on request) DELEGATE GIFTS: R7 500
DELEGATE FOLDERS: R7 500
COFFEE & REFRESHMENT AREA: R25 000 NAME BADGES: R7 500
BRANDING OF REGISTRATION AREA: R25 000 VISITORS & DELEGATES CARRY BAGS: R10 000 BEVERAGE SPONSOR: R5 000
PROMOTIONAL INSERTS: R5 000 - R10 000 PROMOTIONAL GIFTS: R10 000+
OPEN EXHIBITION SPACE: R9 300
All the above prices are quoted without VAT.
(Open exhibition space includes lunch for two)
COMPANY NAME:CONTACT PERSON:
COMPANY PHONE NO:COMPANY FAX NO:
PERSONA DEALING WITH ACCOUNTS:
EMAIL ADDRESS:
POSTAL ADDRESS: CODE:
APPROVING MANAGER:EMAIL:
DATE: SIGNATURE:
COMPANY VAT NO: AMOUNT(Inc VAT):
Take note: All sponsorship, promotional values, packages are priced without Value Added Tax (VAT). Packages and prices are not final and can be tailored to suit your needs. Prices
and packages are subject to change from either the organisers or the sponsoring company pending on agreement, with or without prior notice. Prices are dependant on number of projected attendees, promotional items, design, material, and or manufacturing and printing costs per event. Prices do not include any form of logistics in South Africa or globally. Prices
quoted are the promotional value and does not necessarily include the promotional or marketing items. Prices stated are minimum.
Upon receiving the signed sponsorship form, an invoice will be issued electronically which must be processed within five days after forwarded. Once the sponsorship form has been
completed, the company will be held responsible for payment. When payment is made please supply the company name. The organisers reserve the right to make necessary changes
to the venue or programme should the need arise.