In an economic environment characterized by increasing cost volatility, competitive pressure, and greater focus on profitability, pricing has established itself as one of the most critical managerial levers for creating sustainable value. However, in many organizations, prices are still set using traditional approaches that do not fully reflect the value perceived by the customer or the profit potential of the offering.
In this session, Danilo Zatta, one of the world’s leading pricing experts, will provide a strategic and managerial perspective on pricing, addressing both product and aftermarket pricing in an integrated way. The goal is to guide participants in the transition from cost-plus pricing models to value-based pricing systems, capable of improving margins without compromising volumes or commercial relationships.
During the session, concrete cases and best practices will be examined to:

• identify quick-wins that can generate immediate profitability impacts, particularly through the optimization of spare parts pricing
• develop new pricing models as a source of competitive advantage and strategic differentiation
• define structured strategies to increase prices while maintaining competitiveness and customer loyalty