POI Pulse January 8, 2018

Invitation for Manufacturers and Retailers Exclusively

Whole Foods Places New Limits on Suppliers – Upsets Vendors Source: (Washington Post Jan5, 18)

“We have been working to streamline our processes to
ensure all our suppliers are supported and set up for success,” Don Clark, general vice president of purchasing for nonperishables, said. “The changes to our in-store execution and demo programs are creating a consistent, high-quality experience that benefits both our suppliers and our customers.” Suppliers that sell more than $300,000 of goods annually will be required to discount products by 3 percent (for Groceries) or 5 percent (HBA products) to fund the new program. Learn more

Walmart’s Most Bizarre Top-selling Items by State
Source: (Business Insider January 4, 2018)

According to the data, New Yorkers love Cheerios,
Californians love protein powder, and Ohioans, grape-flavored drink mix. Mayonnaise, North Carolina, french fried onions are big in DC, and vanilla frosting is a tops in Washington. Here are some of the most surprising top-selling items in every state, according to Walmart. Learn more

View the Preliminary Agenda – POI Spring Annual
Summit April 11-13, Chicago –Collaborative
Marketing Success via Next Generation Trade and Revenue Optimization

“Winning with TPx, Retail Execution, and Advanced
Analytics Capabilities Across Channels”

For information, contact Mike Kantor at mkantor@p-o-i.org or (914) 319-7309

Register for this next world-class agenda,

Attendees already registered include:

Organic Valley, Delicato Vinyards, Del Monte, Daisy Brand, CLIF Bar,Clorox, SCA, Pinnacle Foods, Hershey, Coca-Cola, Brookshire Grocery, Ahold, Pacific Foods, Mars, Marzetti, Johnsonville
Sausage, Califia Farms, Ventura Foods, RXBAR, Tyson Foods, FLNA, Edgewell, Grupo Lala, Whirlpool, Dole Foods, Unilever, Bush Bros., Tree
Top Foods, Welch’s, Snyder’s-Lance, Farmer John, General Mills, Kraft-Heinz, Diageo, 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

Diageo Quits Snapchat Over Audience Concerns
Source: (Marketing Week January 5, 2018)

Facebook and Google have long been struggling with
negative headlines around measurement errors and brand safety issues. Snapchat has now also been thrown into the mix. Earlier this week, Diageo, announced it had pulled all of its advertising from
the platform after an ad was banned by the ASA. Learn more

POI TPx and RE 2017-2018 Survey – Opportunity

Be part of the dialogue at the POI Summits in 2018-

In addition to getting a copy (Mid-January), you’ll have
time with the Author, Dale Hagemeyer, and insights on promotional performance improvement (including Digital, AI, and Advanced Analytics),

Last Opportunity – Manufacturer’s please take this
survey today! This POI Report will be published next week!!

Robomart – Startup After C Store Business
Source: (Tech Crunch January 6, 2018)

Now there’s Robomart, which wants to bring the groceries, baked goods and prepared foods of the supermarket aisle to your doorstep with a white-labeled service for wholesalers and big box retailers. Learn more

POI Webinar – Gain insights on practical solutions to the “The Top Challenges in Trade Revenue
Management” faced by Consumer Goods companies based on a recent survey conducted by The Partnering Group and Exceedra.

In this one hour webinar, we will review the results of
the survey, identify the top challenges, and offer practical solutions seen from client engagements including: Improving post event analysis
Using Customer Segmentation within Trade Investment decision making. Better managing funds allocation across customer segments Arm customer teams to better deal with retailer mandates
Register today for this informative session, and
clear takeaways

Presentations from the just concluded POI Fall Annual Summit are available to Attendees
and POI Members now at http://bit.ly/Dallas17Presos

The Lactalis Group to Acquire Siggi’s

Source: FoodBusNews Jan 5, 2018)

Lactalis is a global dairy company with total sales of €17 billion ($20.5 billion). Cheese manufacturing is the company’s largest market and makes up 34% of sales. Yogurt and chilled dairy make up 12%
of sales. The Americas make up 21% of the company’s sales.

Siggi’s joins a portfolio of brands, including
Président, Parmalat, Stonyfield Farm, Rachel’s Organic, and others. Learn more

The POI 2018 State of

the Industry – Trade Promotion and Retail Execution Report will be
available next week!

We are excited about the opportunities for innovation, improvement, and growth! Additionally, engagement
with the POI Survey was 25% more than last year’s survey.

We thank every manufacturer who devoted their time, and experience to this year’s groundbreaking report,and
results!

Beyond the fact that over 90% of those surveyed believe that the entire process of creating a promotional plan from budgeting to planning to execution to settlement to post event analytics takes a burdensome amount of time, the report delves into key
areas of growth and innovation including where we stand, and
opportunities for growth with Machine learning, personalization, Artificial Intelligence, Digital, and eCommerce capabilities.
Some of the highlights, and aha findings plus analysis will be around:

– The lack of linkage between digital and traditional promotion is substantial. We have data to show where CG companies are on their
journey to ‘fully integrated’.

– Data is still king. Survey data shows that retailers are looking for more ways to make money by charging for their scanner data, or else
denying access altogether.

– Concerns about the ability to profitably do business with Amazon increased dramatically from last year and far outstrip those related to
Walmart.

– Satisfaction about the ability to manage promotions increased for the first time the history of our survey, while satisfaction with Retail
Execution went the other direction.

– CG manufacturers continue to be less interested in in how a technology is delivered to them. Preference for on-premises solutions actually
grew in some areas while cloud declined. The biggest change from last year was for “No Preference” around how a technology is delivered.

– Artificial Intelligence will happen in both TPx and Retail Execution sooner than you probably think. Our survey data reveals what CG
companies are currently thinking.

Write to Mike Kantor at Promotion Optimization Institute mkantor@p-o-i.org
for your copy of this leading compendium on Trade Promotion, Retail
Execution, Collaborative Marketing, and Advanced Analytics.

We exist to help people advance their skills, company, and bring their projects to fruition. This is what we’ve always been about and always
will be about. Thank you for continuing being a part of it, and best wishes for a Happy, Healthy, and Successful 2018!

Reach us with any needs, questions, or requests to further engage with POI at:

DHagemeyer@P-O-I.org

MKantor@P-O-I.org

Have a sensational week!

Michael Kantor, CEO and Founder

Promotion Optimization Institute, LLC

mkantor@p-o-i.org

View the Preliminary Agenda and Register Today!

Sponsors of this week’s issue

of POI Pulse

Career Opportunities

If you have a relevant opportunity, list it in POI Pulse, reach us at info@p-o-i.org

Director of Revenue Management
Del Monte

PRIMARY RESPONSIBILITIES:

Partner with Sales and Finance
leadership to establish promotional spend strategies and evaluate
customer and program level spending to support the achievement of
the AOP and LRP.

Responsible for developing and implementing portfolio Revenue Management objectives of ideal product/ business mix, achieving trade rate efficiency targets and
forecasting accuracy.

Lead the development of regional/ channel financial goals. Communicate and clarify targets to Sales management and teams. Learn more

CPG Project Manager

Looking for a project manager in the Chicago area. Must be highly experienced in
change management, TPM processes, and project management. Moderate level
of experience in technology. Having previously implemented TPM would be
necessary; same for experience with SAP systems. Forward resume to Joanie
Hampton at jhampto@p-o-i.org

Senior Director, Revenue Management (Neenah, WI)

Kimberly-Clark:

Serve as working center of excellence to support pricing and trade
strategies. Team collectively would have expertise in key areas
that would be leveraged by Brand and internal Sales teams as they develop
pricing strategies. Team would also conduct diagnostics and monitor
overall market pricing to help identify new opportunities and / or
mitigate emerging competitive threats. Contact megan.madge@kcc.com