Dick Braun, Corporate Vice President of Strategic Pricing, Parker Hannifin Corporation
During his 24 year GE career Mr. Braun has held positions in the Aircraft Engine, Power Systems, Advanced Materials and Lighting Business.
At Parker Hannifin he develops and leads the company’s pricing program. Previously he led the global, multi industry pricing program which has significantly contributed to Parker’s earnings growth from $345MM in FY 04 to $554MM in FY 10.
During the current major recession he enabled an excellent marginal return on sales and maintained excellent margin rates. Dick’s work was detailed in the Wall Street Journal feature article “Seeking Perfect Prices, CEO Tears up The Rules” in 2007.
Dick Holds a BA in Economics from Wittenberg and an MBA from Xavier University.
Ten years ago Parker Hannifin, then a $6 billion diversified B2B manufacturer, created the Win Strategy, which focuses on improved value creation through superior customer service, enhanced customer specific value added services and the creation of innovative new products.
Today you can learn the same strategies that helped Parker increase sales by 55% percent and improve earnings by 95% percent. Included in the Win Strategy is the creation of Parker’s strategic pricing program, a rarity among industrials at that time. The pricing program contributed significantly to Parker's margin growth rate during all phases of the recent economy.
This discussion will help you understand how to improve value capture, develop strategies that work in an intensely competitive environment, as well as grow the top line and bottom line through systematic management of prices.
Attendees will learn:
How to start and structure a pricing program
Effective change management methods to employ
Ways to obtain leadership buy-in
How to increase sales force interaction in pricing discussions
Ways to create sustainable pricing process improvements
Use of the latest technology, data analysis and tools to find earned price inelasticities
