Open Pricer will attend one of the most important international express and mail event of the year: the World Mail & Express 2012.

Daniel Rueda, founder and CEO of Open Pricer will provide attendees with insights during his presentation “Pricing Software: a Key Lever to Increase the Profitability of Mail & Express Operators” on how to:

• Benchmark the pricing capabilities of a Mail & Express Operator
• Identify profit enhancement opportunities and eradicate usual pricing errors
• Set strategic prices based on cost and market value analysis
• Execute and monitor the pricing strategy

The presentation will be based on real life cases.

If you plan on going to this event, please attend our presentation and visit us on our booth.

View the programme…

Open Pricer will attend in partnership with ENQIO the largest mobile related conference: the Mobile World Congress 2012.

This world famous event has been organized by the GSM Association since 1987 (formerly EU GSM). The association gathers 800 mobile operators and more than 200 industrial related companies.

Come and visit us on our partner booth, ENQIO, in Hall 2.0.

Open Pricer becomes JBoss Enterprise Ready Partner. This relationship will permit to enhance Open Pricer innovative Customer Centric Pricing software by embedding the JBoss rules engine, thus providing robust and easy management of business rules.

This partnership will give Open Pricer the opportunity to utilize the extensive knowledge base built into the Red Hat‘s partner organization for large customer projects and other challenging situations that require Red Hat expertise.

This ensures our customers that the integration of JBoss rules engine with our application will meet Red Hat rigorous testing and certification requirements.

Rules are used in different components of the Open Pricer application including:

• Price policies: definition of price plans, rebates, discount schemes and their respective eligibility conditions;
• Profiling: definition of profiling templates (i.e. the data necessary for processing a quote) and defaulting calculation rules when such data is not available for the quote;
• Price authority rules: definition of the required internal review and validation levels depending on customer and deal facts;
• Deal negotiation envelope and score;
• Alerts: based on contract commitments, customer order or service events;
• Specification of cost drivers and cost calculation/validation/defaulting logic.

These rules handle facts and events defined in Open Pricer repository and updated/calculated on a regular basis, such as customer attributes (industry, location…), deal attributes (purchased products, revenue, period…), context (competitors, market prices…)…

The integration of JBoss Enterprise BRMS 5.2 will give Open Pricer users more:

• Flexibility when defining and executing complex pricing rules based on thousands of facts/events;
• Scalability for increase in the number of rules and facts;
• Agility to implement new business rules (including new pricing schemes) in hours;
• Transparency as it becomes easy for business analysts to ensure that the encoded business rules precisely implement the enterprise policies.

Key advantages of JBoss Enterprise BRMS include:

• Integration of the full Rete-OO algorithm with high performance indexing and optimization;
• A web 2.0 authoring interface based on GWT (Google Web Toolkit) enabling fast and easy rules development, change and management process for administrators or business analysts;
• The Drools Rules Language (DRL) providing support for natural language (domain specific language or DSL);
• Users may define decision tables using Microsoft Excel;
• Complete event model providing execution audit logging for business events tracking and management.
• Multiple versions of all assets (including rules) can be managed with statuses (draft, deployment ready, deployed…)

About Open Pricer

Open Pricer is a leading provider of Price Optimization and Management software for Service industries headquartered in Paris, France.

Its clients are leaders in the Transportation, Logistics, Telecom, Banking, Financial and other services markets where managing customer lifetime value is critical.

Open Pricer patented “Customer Centric Pricing” technology integrates with leading CRM and ERP systems and is available standalone or on-demand.

Lean more: http://www.openpricer.com/

About JBoss Enterprise

JBoss Enterprise is a division of Red Hat, the world’s leading provider of open source solutions and an S&P 500 company, is headquartered in Raleigh, NC with more than 70 offices spanning the globe.

Red Hat provides high-quality, affordable technology with its operating system platform, Red Hat Enterprise Linux, together with cloud, virtualization, applications, management, storage and service-oriented architecture (SOA) solutions, including Red Hat Enterprise Virtualization and JBoss Enterprise Middleware.

Red Hat also offers support, training and consulting services to its customers worldwide.

Learn more: http://www.redhat.com/

Open Pricer is sponsoring one of the most important pricing event of the year: 23rd PPS Annual Spring Pricing Workshops & Conference.

Download the brochure…

A Pricing Diagnosis leads to margin improvement by enabling price disparities reduction among existing customers.

The methodology consists in calculating price and margin scores for each customer. Customers rating serves as the framework for implementing differentiated price increases.

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Pricing Wiki is a free and easy to use collaborative platform hosted on the web. This means the knowledge base will always be up to date and accessible via a standard web browser.

Professionals, teachers, students or any pricing enthusiast individuals will be welcome to contribute and maintain the articles up to date.

All you have to do is access Pricing Wiki at www.pricingwiki.org. It uses the same powerful wiki engine as Wikipedia which makes it easy to use. Then, just type in the keywords you would like to learn about and read the article. It’s that simple.

To contribute to Pricing Wiki, please send a request at .

Open Pricer, as a pricing expert, is always interested in supporting efforts to create knowledge and new theories to improve the pricing field.

Stephan M. Liozu, Ph.D. in Management candidate at the Weatherhead School of Management (Case Western Reserve University) and member of the Professional Pricing Society is conducting a 5-minute survey about:

“How firms make pricing decisions and
how they manage pricing problems and challenges.”

If you are working in sales, marketing, pricing or revenue management, please follow the link bellow to help Stephan carry out his academic pricing research.

http://weatherhead.qualtrics.com/SE/?SID=SV_0GtnNLRyBVyQTuA

This survey takes about 5 minutes. The questionnaire is completely anonymous, and, should you volunteer your email address to receive a summary report, this information won’t be linked to your survey response.

Please contact Stephan Liozu at if you have any questions regarding this survey or the research project.

Open Pricer is proud to announce the EUREKA organization has labeled its innovative solutions.

EUREKA is a european organisation established in 1985. It brings together 40 members, including the European Union.

The prestigious EUREKA label is given to companies developing high value added projects passing stringent assessment procedures.

This label gives Open Pricer the recognition of its customer centric pricing solution at an european scale and reinforces its innovative technology actor position.

This relationship brings together Open Pricer innovative customer centric pricing software and Oracle leading database for large-scale implementations of the system.

The Gold Partner status will give Open Pricer the proper tools to even better meet its global customer’s requirements.

Finally, the latest enhancement to the Oracle PartnerNetwork will give Open Pricer the ability to strengthen its expert position through “Specializations”, which is a recognition of competency development, business results, expertise and proven success.

Open Pricer has been selected to be part of the Cap Digital knowledge engineering community.

Cap Digital is the business cluster dedicated to digital services and content of Paris/Ile-de-France area.

It is the first European business cluster with 600 members and 170 research laboratories.

Since its creation in 2006, the organisation has endorsed 500 innovative projects out of a total of 1100 projects presented.

Subscribe now to Open Pricer’s YouTube Channel and iTunes Podcast to receive upcoming videos about pricing.

This simulation shows that a better knowledge of costs and willingness to pay at the transaction level drives to improved pricing decisions and translates into higher margins. It provides three lessons:

1. Calculating the costs of each transaction, even imperfectly, is always beneficial
2. A greater precision in cost calculation leads to a significant margin increase. Reducing the cost calculation error by 50% can bring 3% additional margin.
3. Assessing willingness to pay along with cost calculation drives to even better results

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Did you know newsletter subscribers receive all of our white papers as they are issued? Subscribe now and receive all upcoming white papers.

Open Pricer, as a pricing expert, is always interested in supporting efforts to create knowledge and new theories to improve the pricing field.

Stephan M. Liozu, doctoral candidate at the Weatherhead School of Management (Case Western Reserve University) and member of the Professional Pricing Society is conducting a survey about:

“How firms organize for pricing, manage the pricing process
and make pricing decisions.”

If you are working in sales, marketing, pricing or revenue management, please follow the link bellow to help Stephan carry out his academic pricing research.

http://weatherhead.qualtrics.com/SE/?SID=SV_1M2YEAVwxwScl5a

This survey takes 10 to 15 minutes. The questionnaire is completely anonymous, and, should you volunteer your email address to recieve a summary report and/or wish to be entered in a raffle to win an Apple iPad, this information won’t be linked to your survey response.

Please contact Stephan Liozu at if you have any questions regarding this survey or the research project.

This company identified 3 M € potential profit improvement (representing 2 points of additional net margin) by analyzing in detail the price charged to its customers.

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This case study shows how a transportation operator uses price optimization techniques to improve revenue. The context is the following:

• Prices are negotiated up-front (once a year) and promotions are then defined to grab additional traffic
• Enterprise can charge a premium over competition due to its better service (shorter transport time, more frequencies, reliability…)
• Some competitors are adding capacity and trying to increase market share with aggressive price plans

Request Case Study…

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Despite its successes, Revenue Management (RM) has some shortcomings and potential frictions with Customer Relationship Management (CRM) objectives. This white paper shows how the two disciplines of RM and CRM can be reconciled.

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More than 80% of business to business (B2B) transactions are conducted through negotiated contracts, a large number of them involving a long term relationship between the trading parties.

These contracts are becoming the standard way of doing business in many industries. This white paper presents seven keys for improving the pricing of these contracts:

• Calculate incremental costs
• Assess business potential
• Micro-segment by value
• Measure price sensitivity
• Monitor competitive prices
• Rationalize the pricing process
• Adopt the right company infrastructure and organization.

A new generation of pricing systems can assist pricing analysts and sales executives in systematically applying these seven steps and negotiating more profitable contracts with customers and distributors.

Request White Paper…

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Open Pricer Suite™ is the only pricing solution for this vertical on the market, recognized the transport & logistics professionals.

The german international fair trade gathered more than 51,000 visitors from 134 countries.

With almost 2000 exhibitors, every logistics market was represented, from road transport to express and parcels but also sea freight or even rail transport.

The next european Transport Logistic exhibition will take place from 4 to 7 June 2013 in Munich. Meanwhile, Messe München International, which organizes the trade fair, will set up the asian edition, Transport Logistic China, from the 5 to 7 June 2012 at the Shanghai New International Expo Centre.

The event gathered nearly 500 participants in the conference rooms and in the wide sponsor hall where several interesting networking opportunities took place.

After a warm welcome by the President, Kevin Mitchell, we had two days of keynotes and sessions dispensed by world class experts. Then, we enjoyed every coffee or lunch break filled with opportunities to meet people and share knowledge.

It was really hard to chose between all of the breakout tracks. As a result, we were only able to attend half of the sessions which we will try to summarize:

• Price actions must stay ahead of material inflation. (Charles A. Peters, Emerson)
• Provide your sales force with the right tools to give them the power to identify and renegotiate non-profitable customers’ contracts. (Paul Hunt, Pricing Solutions)
• Organizational mobilization is the key to integrate value-based pricing. (Stephan Liozu, Ardex America)
• An end to end sales process is crucial. (Gregg Hansen, Advanced Micro Devices)
• Variable costs tend to turn into fixed costs on the long-term. (Stephen Nyquist, AACG Keith Hohman, Price for Profit)
• Pricing enables you to stand out from competition. (Jean-Manuel Izaret, Boston Consulting Group)
• Pricing is a journey where the destination, speed and route must be defined. (John Norkus, Deloitte)
• The key to create competitive advantage is to turn analytics into actions. (Kenneth Dickman, Accenture)
• Align sales‘ retribution with company goals to boost your profit. (Doug Fuehne, Pros)
• Pricing is a science, not an art. (Alain Meloche, Strategic Pricing Management Group)
• Tertiary sector companies only have to treat the same competing customers. (Eugene F. Zelek Jr., Freeman & Peters LLP)
• Risk must be part of the equation when pricing a service. (Mark Burton, Holden Advisors)

We would really like to thank the Professional Pricing Society team : Kevin Mitchell and Fabricio Lopez (on this picture), but also Lisa Miles-Atkins, Katrese Phelps, Julie R. Martin, Chris Buckingham and all the staff who managed to put up such an incredible event.