Pricing, Budgeting and Costing

As one major international crisis has transformed into another since early 2020, companies operating in North Macedonia and across Southeastern Europe have been confronted with a range of economic, financial, and operational challenges that have required strong control and resilient management. One fundamental managerial lesson that has arisen over the past three years is the need for tighter and more effective budgetary and costs control over the business, as well, achieving the correct levels of pricing for company products and services to maximize potential profits.

This course provides the delegate with a range of different applied techniques to achieve an optimum pricing for their products and services in the local and regional market as well as fundamental techniques in budgeting and costing that will allow management to control the the long-term successful development of their businesses.

Course objectives

By attending this workshop participants will benefit from understanding:

The range of different pricing techniques that companies use in maximizing their revenues and profitability
The use of price elasticity of demand and marketing testing to pitch their pricing at a
level to maximize profits.
Marginal pricing and marginal costing for short-term decision making.
The concepts of Target Pricing and Target Costing can help companies to reduce development risks and get the pricing and profitability right, when launching new products or services in the market.
The importance of budgeting and costing and their importance in developing corporate strategy
The importance of designing a budgeting system of forecasting and control to maximize
the performance of the company in a changing environment.
The Application of appropriate budgeting methods to the current crisis scenario,
including rolling budgets and flexible budgets.
Assessment of the application of different budgeting techniques to different industrial sectors
Why covering variable costs in the short term is essential for the continued successful operation of the company and the maximization of contribution to profits
Short term decision making to maximize liquidity and to continue operating.
How to prioritize costing and budgeting when factors are limited such as supply chain blockages.

Meet the Trainer

Juan is a British professional banking and finance trainer and the managing partner of JBS Training, who for 21 years has been training banking students in finance, credit analysis, debt restructuring and loan workout, as well as in corporate business diagnostics and development. He has been providing training programmes in Corporate Credit Risk Analysis, Cash Flow forecasting and debt structuring, Early Warning Signals and Debt Restructuring in South Eastern Europe. Juan has been training a wide range of professional bankers in the Balkan region since 2003 and has established a strong working relationship with many banks across the region. He has been training companies in North Macedonia through M6 since 2021.

In parallel to his lecturing career, Juan has a 31 -year career in banking and finance initiated in the City of London with Hill Samuel Bank, NM Rothschilds, Charterhouse Bank and the European Bank for Reconstruction and Development. Juan currently acts as a Senior Investment Partner in HBRD Capital, a London based Investment Management company specialising in raising seed capital through to Series A and Series B financing for SMEs across a wide range of sectors.

Juan has a wide range of different sector expertise including medical technology, agricultural technology, Fin Tech, general manufacturing, steel and aluminium process production, food & beverage industries, including food processing companies, soft drinks manufacturers and breweries as well as transportation, shipping, finance.

Following graduation from Business School in Economics and Finance in the United Kingdom in 1991, Juan joined the Government of Slovakia as an Economic and Political Adviser to the Slovak Prime Minister.

Key Information

Date:

12.06.2024

Time:

09.00 – 17.00h

Price:

11.000 + VAT – early bird price until 30.05
15.000 + VAT

Agenda

9:00 – 10.:45 – Session 1 – The importance of Linking Budgeting with company strategy

10:45 – 11:00 – Coffee Break

11:00 – 12:30 – Session 2 – Budgeting and costing methods in different sectors

12:30 – 13:30 – Lunch Break

13:30 – 15:00 – Session 3 – Pricing and costing to maximise corporate profitability

15:00 – 15:15 – Coffee Break

15:15 – 17:00 – Session 4 – Pricing and decision making in a changing environment

Have any questions regarding the course? Reach out using the form below!

Course objectives

Meet the Trainer

Key Information

Agenda

Dritan Mezini

Dritan Mezini is the founder and the Executive Director of DM Consulting Services (www.dm-consulting.biz) in Albania and in Kosovo. He is also the founder of the well-known regional online job portal www.duapune.com.

Dritan lived, in the USA starting from 1996 till early 2004.

Regarding the Labor Market engagement, Mr. Mezini is a member of National Labour Council, Board Chairman of VET School “Gjergji Canco”.

Dritan is active in the majority of future jobs and skills topic, digital transformation, startup, entrepreneurship and innovation activities in Albania, Kosovo and in the region. He has participated as a juror and mentor in many startup activities in Albania and in the region.

Dritan volunteers and drives activities supporting the community, sport ecosystem and environment.

Modules covered:

Intercultural management, International Human Resource Management & Negotiations

Ljupco Veleski

Modules covered:

International Business Management

International Sales

Tanja Evrosimovska

She is always active in socially responsible projects of the business community, a member of several chambers of commerce and associations, a member of the world Academy of International Business.

Goran Cvetinov

Cvetinov is the General Manager of Neptun Macedonia. As an experienced senior manager, he participates in the development of the retail network of the company in which he has been working for more than 24 years.

In the period from 2013 to 2015, Goran Cvetinov is the General Manager of the company Neptun Electronics in Serbia, thus gaining experience in other markets.

He is fluent in English, Macedonian, Serbian and Croatian.

His professional work for more than 25 years enabled Neptun Macedonia to be a market leader for many years.Integrity and professionalism in his work is also recognized by the organization “Men of the Year” which awarded him with the “Manager of the Year” award for 2021.

Modules covered:

Global Sourcing & Logistics

Gordana Dineska

Gordana Dineska is Head of the Department for Customs and Tax Procedures in Customs Administrations of North Macedonia.

Modules covered:

Global Sourcing & Logistics

Katerina Kostovska

Katerina is global sales manager for Tikves wines and is part of the team for more than 15 yrs.

She is in charge for positioning and sales of the brand on the markets in EU, USA and China.

Katerina is a consultant for sales and international business and wine judges to Mundus Vini and Concours de Mondial Bruxelles.

Modules covered:

International Sales

Intercultural management, International Human Resource Management & Negotiations

Elena Todorova

Elena Todorova is the Executive Director of AM Broker AD.

With her extensive theoretical and practical experience in the field of insurance, covering multiple work-related aspects, she plays a crucial role in setting the path for the strategic development of her area of expertise.

Elena Todorova is а graduatedeconomist and at the moment completing the Masters Studies in Finance, with special focus on Cyber Insurance at the University American College.

She is fluent in English, Macedonian, Serbian and Bulgarian.

Modules covered:

International Financial Management

Nikola Mizo

Nikola Mizo, Director of Profit Center Chemicals Cosmetics Botanicals is an experienced executive with a 20-year experience in the SEE region. His has a diverse carrier ranging from investment banking and corporate finance to FMCG and fine chemicals businesses.

After graduating with a double major in Political Science/International Relations and History from the American Univiersity in Bulgaria, he continued his education in London, UK, getting an MBA from Huron University – USA (currently Hult university) in 1999.

Shortly after he joined the Investment banking division in HSBC – London where he worked on many different projects in the CEE region with a special focus on utility companies and telecoms.

Nikola heads three separate production and sales units within the company with diverse product lines sales channels and markets in multiple countries and regions and is responsible for well-known brands as Becutan and Good Nature.

He is also very much familiar with quality standards and market requirements and technological processes and needed for export and product placement on different markets and is constantly involved in the system improvements in the company.

He is fluent in Macedonian, English, Serbian and Bulgarian.

Modules covered:

International Sales

Stevica Charapic

He is fluent in English and Serbian/Croatian.

Modules covered:

Global Sourcing & Logistics

Marta Naumovska Grnarova

She is fluent in English, Macedonian, Serbian and Croatian, Greek.

Modules covered:

International Marketing

Marijana Andrikj

Marijana Andrikj, MSc is among the leading professionals in the field of tax and business counseling.

Founder of Marand Consultants and certified accountant since 2005. In charge for more than 80 clients from different industries and sizes with special focus on the IT industry and foreign investors, beneficiaries in technological industrial development zones.

She graduated from the Faculty of Economics in 2001 and holds a master’s degree from the Faculty of Law at the University “St. Cyril and Methodius”- Skopje in 2019, Business Law – Payroll and benefits in Macedonia.

Longtime consultant to professional organizations with active participation in various initiatives and projects to improve the business climate in Macedonia through interventions and proposals for improving the laws in the field of taxation and labor relations.

She is fluent in English, Croatian and Italian language.

For more than 25 years of professional experience in the business world, she acquires knowledge and skills to support start ups as well as tools for process improvement in mature businesses.

Modules covered:

International Financial Management

Kastriot Arifi

Other notable experiences include the working for a globally renowned research company Canadean LTD, responsible for the regional markets of Kosovo, Albania and Macedonia, as research consultant involved in producing in-depth market insight reports through qualitative market research.

Modules covered:

International Marketing

Elena Mladenovska Jelenkovikj

Strategy, marketing & business development

Marketing and Communication – Product development – Pricing – CRM – Sales – Change Management

She is constantly seeking for new professional and private challenges which will make positive difference in the working environment and the society, that way enhancing efficiency and wider business impact. Self-challenging for constant personal and professional development.

Areas of expertise: Strategy, Business Development, International Marketing, Product Development, Pricing, Operational Management, Innovation, Business Intelligence, CRM, CX, PR and Media, Leadership, Sales, Sales Support and DC, Sustainable Development, Change Management, Event management.

Modules covered:

International Marketing