Mike will speak on “10 Things I Wish Someone Had Told Me About Pricing”, these being practical anecdotes about how to effectively address pricing issues drawn from his over 30 years experience in consulting, consumer research and Big Data analytics. Mike will focus on actionable findings, especially those that counter some conventional wisdom. For example, this will include showing how the smooth demand curves economist draw in Econ 101 are actually kinky and how understanding where the kinks are should drive pricing decisions. He will also share the importance of understanding price perceptions and how they differ from reality, sometimes allowing clients to raise prices that are perceived as price reductions!
Mike has almost 30 years of marketing, market research and CRM/Big data experience. He helps companies address marketing opportunities through by understanding end users needs, turning them into insight/data specifications and converting that output into clear, actionable results.
Mike began his career at Procter & Gamble, where he managed both new and established brands. Mike spent 17 years with McKinsey & Company; while there he created their Asia-Pacific marketing practice and was a founder of their global CRM practice. Mike was also Global Head of Knowledge Management for Synovate , where he lead efforts to improve the value clients obtain from research. At SingTel and Hong Kong Telecom he drove the use of both customer data and customer research to help the business understand customer and customer data opportunities.
Mike has been based in Asia since 1997, working across the region, and has extensive experience in the FMCG, retail, financial services and telecoms industries.
Mike has an MBA, High Distinction (Baker Scholar) from Harvard Business School and two Bachelors degrees, Magna Cum Laude, from the Wharton School and College, University of Pennsylvania.
Mike is a frequent speaker at conferences and published several times in the McKinsey Quarterly on marketing issues in developing and Asian markets. He is the former Board Chair of AFS-USA, a leading high school foreign exchange organization and an avid traveler, having visited over 125 countries.