Industry News
Target to Test New Loyalty Program Source: (Star Tribune March 17, 2018)
“What we heard from our guests is that they wanted something that was simpler and more convenient,” said Thomas, the Target spokesman. “They wanted something that was easier to understand.” Learn more
Trends Driving Nestle’s Early-Stage Investments Source: (Food Biz News, March 13, 2018)
“We believe in the open innovation model, but we also believe in a hybrid model,” Doug Munk, director of new business ventures for Nestle USA, told Food Business News. “We need to drive the core but also look for new innovation opportunities.” Learn more
Record Attendance and Most Meaningful Agenda for your growth and success – POI Spring Annual Summit April 11-13, Chicago – We want you to join us to learn eComm, RGM, (including Amazon), Retail Execution from Fererro, Pernod Ricard, JM Smucker, J&J Land O’Lakes, PepsiCo, Mondelez, Barilla, Wells Enterprises, Tyson, Walgreen’s, Colgate-Palmolive, Church & Dwight. View the agenda register now. For information, contact Mike Kantor at mkantor@p-o-i.org or (914) 319-7309
Who Else Will You See at POI in Chicago April 11-13
Register for this next world-class agenda,
Attendees already registered include:
Glanbia, Massimo Zanetti, Sears Holdings, Palermos Pizza, InnovAsian, Land O”Frost, Clorox, Hamilton Beach, Int’l Paper, SCJ, JBSS, Crayola, Markwins Beauty, Reckitt Benkiser, Tyson Foods, Maple Leaf Foods, Proactive, Utz Quality Foods, Kraft-Heinz, P&G, Reynolds, Beam Global Spirits, Nestle Purina, Henkel, Barilla, Land O’Lakes, Sargento, Galderma, Tillamook, Schwan’s, Eagle Family Foods, Morton Salt, ACH Foods, ECOS Brands, Keurig-Dr. Pepper, Parmalat, Diageo, Jack Links, Furlani Foods, Fererro, MTD Products, Nestle, Mondelez, Mrs. T’s, Wells Enterprises, Starbucks, Kimberly-Clark, Mars, Barilla, VitaminShoppe, Organic Valley, Delicato Vinyards, Del Monte, Daisy Brand, CLIF Bar,Clorox, SCA, Pinnacle Foods, Hershey, Coca-Cola, Brookshire Grocery, Ahold, Pacific Foods, Marzetti, Johnsonville Sausage, Califia Farms, Ventura Foods, RXBAR, Tyson Foods, FLNA, Edgewell, Grupo Lala, Whirlpool, Dole Foods, Unilever, Tree Top Foods, Welch’s, Snyder’s-Lance, Farmer John, General Mills, Pernnod-Ricard, Sargento, PepsiCo, Windsor Foods, Deoleo, L’Oreal, ACH Foods, Colgate-Palmolive, Walgreen’s, Hormel, Dean Foods, Constellation Brands, Blue Buffalo, Energizer, Borden Dairy, Bellisio Foods, Bimbo Bakeries, Sysco, Nestle, Kimberly Clark, Johnson & Johnson, Perfetti Van Melle, Kellogg’s, JM Smucker, Church & Dwight, Keurig Green Mountain, Musco Family Olive, ConAgra, Ainsworth Pet Nutrition, Rich Products, and many others. By now you should have received your invitation. If not, reach me today at mkantor@p-o-i.org
Unilever Streamlines for Agility & Competitiveness
Source: (MarketingWeek 3-15-18)
Under the new structure Unilever’s ‘country category business teams’ will remain in place but now report into the separate divisions with the hope this will offer more agility and connection to key consumers and markets.Learn more
250+ Will Achieve Growth at POI European Summit
Register for this next world-class agenda,
Delegates already registered include:
L’Oreal, JAB, P&G, SCJ, Danone, JDE, Pladis, Beiersdorf, Arla Foods, Finlandia Cheese, SCJ, Kellogg, Perfetti Van Melle, PepsiCo, Diageo, P&G, Delta Cafes, Heineken, Essity, Mars, Unilever, Coca-Cola, Dr. Oetker, Ferraro, Mondelez, J&J, FrieslandCampina, SCA, ABInbev, Wells Enterprises, Pernod Ricard, Lavazza, Kimberly Clark, Red Bull, Henkel, LEGO, General Mills, Hovis, SAB Miller, Lactalis, Carlsberg, Campari, and many more. Register here
Shift in WFM’ Supplier Relationships under Amazon Source: (Supermarket Guru March 13, 2018)
Amazon is a data monger for sure, and what this move allows it to do, aside from helping the brands’ merchandising efforts and conceivably adding to their bottom line, is protect the sales and merchandising data in its stores and keep it out of the hands of others, which is critical as retailers including Walmart, Aldi and Kroger go after Whole Foods’ customers. Learn more
Learn how to better profit when doing business with Amazon at the upcoming POI Spring Summit with sessions like:
Leveraging Insights and Advanced Analytics to Succeed with Amazon and Other eCommerce Retailers
-Mine and Connect Amazon data to reveal new insights
-Deploy Digital Shelf Insight to Drive Sales Execution
-Evaluate Campaigns to Understand their Effectiveness
-Improve Collaboration with Trading Partners and across the Enterprise by Offering Fact Based Recommendations
Presented by: Andrew Schiller, Johnson & Johnson Director of e-Commerce Category Management and Insights
See the rest of the world-class agenda, as Manufacturers’and Retailers’can register here today!
POI Webinar – Delivering Revenue Management Best-Practice via SaaS to Gain Trade Investment Insights
Source: POI Webinar Series – Trade Effectiveness, March 20, 2018
Mark Horner, Director Sales & Strategy, Eagle Family Foods, will present the challenges that a successful, rapidly growing, and evolving Private Equity-backed CPG company faced managing its trade investments.Mark will discuss how they have delivered Revenue Management best-practices, which will bring significant business benefits through unprecedented insights into their trade spend.
Taken from the POI 2018 Vendor Panorama for Retail Execution and Monitoring in Consumer Goods
https://poinstitute.com/about/poi-publications/
Once again the POI features a capability that we see as adjunct to Retail Execution solutions featured above and having potential to dramatically improve executional outcomes. In this case, we focus on a capability that combines the personnel flexibility of crowdsourcing, executional capabilities of DSD, and the scale/coverage potential of a broker/sales agent. The term “crowdsourcing” already has many connotations so we prefer the term “on-demand merchandising force.” We will spare you yet another acronym, but it will likely follow. The company doing this is called Jyve and is currently operating in the majority of U.S. states.
Here is a brief flow of how it works:
-Prospective Jyvers apply to the company and are screened online by a proprietary mechanism that looks at key factors such as facial expressions, eye contact, and enthusiasm as predictors of success. They also undergo background and reference checks.
-They then receive multiple means of training to ensure that they are adequately prepared for the types of tasks they will do while in retail stores. They also receive ongoing training through Jyve University.
– Jobs, or “Jyves” as they are called, are posted on a virtual board and can be seen by the Jyvers. This allows CG companies, distributors/wholesalers, or retailers to specify where they want tasks performed. It could be individual stores, regions, cities, or whatever.
– Jyvers then select the Jyves that they want to do and commit to complete them in a certain timeframe.
– Unlike crowdsource personnel, they are fully able to build displays, change facings to comply with a planogram, etc. This is an important distinction compared to crowdsourced personnel because they are empowered to identify, as well as fix, issues. The fact that they do Jyves for manufacturers, distribution partners, or retailers is also unique.
– Since the compensation is pay-for-performance and the retailers actually rate Jyvers on a company app, the best Jyvers get first pick of the jobs. They also tend to be the most efficient and make the most money at it so they stay motivated. There is simply no room for people who may be inclined to just “go through the motions.”
The activities executed at retail are summarized and the date is provided back to the CG company.
There is obviously more to it than this, but our purpose here is not to create an exhaustive description nor give away the Jyve “special sauce,” just highlight that it represents a unique way to surgically execute in retail stores with trained and motivated people, but not have to carry the HR overhead. It is probably best to just list the benefits to CG manufacturers and distributors as we see them so we will do so here:
– A more selective approach to the personnel who do the work.
– More training and a mandate to do more than just observe and report back.
– A more committed workforce as opposed to casual labor.
– The ability for CG companies or distributors to pulse the coverage when and where they choose.
– Rapid feedback on activities performed, plus the ability for the retailer to rate the service performed.
– Not having the cost of acquiring, training, or maintaining employees.
We believe this enabler to be complementary to current Retail Execution capabilities featured in this report as a way to expand retail coverage and respond to market conditions. We also see the data generated by Jyve as being consolidated in a back-office retail execution solution with other inputs such as POS data to provide the best possible insight into market conditions and opportunities.
View the rest of the Spring agenda, and register today!
Have a sensational week!
Michael Kantor, CEO and Founder
Promotion Optimization Institute (POI) mkantor@p-o-i.org
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