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Pricing excellence is not a destination, but an ongoing journey. Building sustainable pricing performance requires organizations to connect strategy with execution — aligning people and incentives, strengthening commercial discipline, and using data and technology to make better decisions at scale.This Virtual Academy explores the different dimensions of that journey, from the behaviors that shape pricing performance to protecting margin in day-to-day execution and building a scalable commercial pricing engine.Session 1 – Fireside Chat: The Behaviors Shaping Successful Pricing PerformanceDr. Gernot Dambacher, Global Head of Pricing, Döhler GroupPricing strategies ultimately succeed or fail through the decisions people make. But targets, KPIs and incentives designed to improve performance can also influence behavior in unexpected ways.In this fireside chat, we explore the intersection of behavioral economics and pricing performance: how organizations set targets, how people respond to them, and how the metrics used to measure success can inadvertently change the very behaviors they were designed to encourage.Drawing on the principle behind Goodhart's Law — that once a measure becomes a target, it can cease to be a useful measure — the conversation will examine how pricing leaders can create structures that encourage better commercial decisions across pricing, sales, finance and the wider organization.Key themes:How targets and KPIs influence pricing behaviorGoodhart's Law and the unintended consequences of measurementAligning incentives with the commercial outcomes you actually wantBalancing individual targets with wider business objectivesCreating accountability for pricing performance across the organizationSession 2 - Protecting Margin: From Pricing Strategy to Commercial ExecutionEnableStrong pricing strategies only create value when they are consistently executed. Yet margin leakage, fragmented processes, changing market conditions and complex incentive structures can quickly create a gap between the price an organization intends to achieve and the margin it ultimately captures.This session explores how organizations can strengthen the operational foundations of pricing — improving visibility, accuracy and control across pricing, rebates and incentive programs while reducing the manual complexity that can stand in the way of effective execution.Key themes:Identifying and eliminating sources of margin leakageImproving pricing accuracy and commercial controlResponding faster to market and competitive changesCreating visibility across pricing, rebates and incentivesAutomating workflows to improve efficiency and executionSession 3 – Power of 50 Highlight: Fair Pricing at Hilti: Building a Scalable Commercial EngineNazar Lukasevych, Head of Fair Pricing Competence Center, HiltiHow do you turn pricing from a collection of individual decisions into a scalable commercial capability?In this Power of 50 highlight, Hilti shares its approach to fair pricing and the journey towards building a pricing model that can operate consistently across markets while remaining grounded in customer value and commercial realities.The session explores the organizational foundations behind pricing at scale — from governance and capabilities to data, processes and the role of a dedicated pricing competence center.Key themes:What fair pricing means in practiceBuilding pricing capabilities that scale across marketsCreating consistency without losing local relevanceEstablishing governance and ownership for pricingTurning pricing into a sustainable commercial capabilityWhy AttendUnderstand how targets, incentives and human behavior influence pricing performance; learn how stronger execution can protect margin already created by your pricing strategy; explore how greater visibility and automation can improve commercial decision-making; and hear how Hilti is building a scalable approach to fair pricing across the organization.---------------------------------------------------------------------------------How to register (if you haven't already done so):Use the green 'Join the Event' button on the right-hand side on this page and fill in the form - and you're in!If you are already registered, use the top menu on this page to navigate the platform.

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