Sustainability is a term that had taken on a lot of significance with respect to environmental stewardship, social responsibility and economic growth. An additional and very important way to frame sustainability at Eastman has been in the area of pricing. Many companies start a journey to improve pricing, appropriately believing it is the pathway to improved business performance. However, the challenge comes in transforming the effort from a short term initiative of the year to a way of doing business on a long term, consistent basis. Robert Smith, Eastman Chemical’s Director of Corporate Pricing, will describe important steps in Eastman’s decade long journey to sustainability in pricing.

Attendees will learn:

  • The key areas of focus for development of a sustainable pricing culture in your company
  • How to leverage change management opportunities to drive commitment versus compliance
  • What issues to consider when integrating acquisitions with varying pricing philosophies


Sustainability in Pricing

Robert D. Smith, Director of Corporate Pricing, Eastman Chemical Company

Robert D. Smith is the Director of Corporate Pricing for Eastman Chemical Company. He also serves as the leader of Eastman Chemical's Pricing Council, a cross-business and functional team dedicated to improving margin performance and pricing processes. Since joining Eastman in 1978, Robert has served in a variety of roles, including manufacturing, research & development, purchasing, licensing, corporate development, and business management.

Eastman is a global specialty chemicals company that produces a broad range of advanced materials, additives and functional products, specialty chemicals, and fibers that are found in products people use every day. Over the past twelve years, Robert’s work within Eastman has been focused on margin management and developing and sustaining pricing capabilities. He has been a speaker, author, and contributor in the field of pricing for several years.

Robert received a BS degree in chemical engineering from the Georgia Institute of Technology and an MBA from the University of Tennessee. As a member of the Certified Pricing Professional Candidate Charter group, he achieved the CPP designation from the Professional Pricing Society in Fall 2007.