POI Pulse: October 20, 2014

Consumables Shopping Shifts to Smaller-Formats
Source: (CSPnet.com October 17, 2014)Weaker promotional deals and a growing disinterest among women in the millennial age group are among the reasons for sluggish sales of consumable products, such as fruit juice, carbonated beverages, yogurt and ice cream, according to the second Consumer Value Study of Consumables conducted and sponsored by TABS Group in conjunction with the Promotion Optimization Institute (POI). Learn more

Nestle Makes Changes with Trade Promotion
Source: (Food Bus. News Oct. 17, 2014)Nestle reported organic growth in all geographies but said ongoing challenges in frozen foods bore a negative effect on performance. Particularly pressuring results during the third quarter were strategic reductions in trade promotion behind some of Nestlé’s frozen food and ice cream brands. “We have been backing off, and that is a decision,” said Paul Bulcke, CEO. “We have been taking out, for example, on premium retail base ice cream.” Learn more

The Amazon Store: to Sell the Fire Phone?
Source: (Businessweek Oct. 9, 2014)
Why is Amazon following Apple and Microsoft into physical retail? The most basic answer is that most shopping happens in stores. E-commerce will account for only 6.5 percent of $4.73 trillion in total retail sales in the U.S. this year, according to EMarketer. That percentage is bound to rise, but there are limits. Some kinds of commerce work best in person. Learn more

View the Complete Promotion Optimization Agenda!

Your opportunity is now to learn, network, and advance at the POI Fall Summit is November 2-4 The agenda is once again advanced (view the updated agenda here), and make your plans now to attend, as the host hotel is nearly sold out!
More than 250 CPG Manufacturers and Retailers will join us –

Teams Taking action and registering include:

Bimbo Bakeries, Herr Foods, The Wine Group, Beech-Nut, Campari America, Pilgrims, Post Foods, JBSS, Pacific Foods, DPSG, Prestige Brands, Yucutan Foods,, Daisy Brands, Nestle USA, Delhaize America, Borden, Popcorn Indiana, AAFES, Mcilhenney, Farmer John, Pharmavite, LEGO, Hain Celestial Group, Johnsonville Sausage, Nestle Waters, Wells Enterprises, Kraft Foods, Pfizer, Coca-Cola, Alcon, Starbucks, Pinnacle Foods, Stubbs BBQ, Johnson & Johnson, Utz Quality Foods, Kraft, ACH Foods, Pictsweet, Hormel, Clorox, Tyson, Lowes Foods, Unilever, Turkey Hill, Post Foods, 3M, Kellogg’s, PepsiCo, Philips Consumer, Dannon, 7-Eleven, JM Smucker, Church & Dwight, Busch Bros., Topco, Keurig Green Mountain, Continental Mills, P&G, Ventura Foods, Michael Angelos, Hillshire Brands, Campbell Soup, Kroger, Jarden, Tree Top, Hormel, Musco Family Olive, ConAgra, Windsor Foods, Ainsworth Pet Nutrition, Del Monte, Rich Products, Whole Foods Markets, Mckee Foods, Bi Lo Holdings, Norseland, Reynolds Consumer Brands, and others.

Starbucks to Roll Out ‘Pay Ahead’ in 2015
Source: (USA Today Oct. 15, 2014)

Starbucks has built a massive customer-loyalty program via its mobile payment app. Customers generally like it because they earn rewards such as free lattes and munchies for purchases. An estimated 15% of all Starbucks purchases are made with mobile devices, the company says. Learn more

Big Data Analytics – Essential For Growth – Study
Source: (Forbes Magazine Oct. 16, 2014)

Moving beyond analysis to predictive analytics and optimization is the upside potential the majority of the C-level respondents see as essential to staying competitive in their industries in the future. Learn more

A summary of results and the methodology used are downloadable in PDF form

Candidates Gain Collaboration Skills w/ POI SJU 

Source: (POI CCM at SJU December 3-4, 2014)

Learn from the most experienced Collaborative Marketing faculty in the industry.  If you plan to contribute more effectively, lead a customer team, or retail marketing team, you need to know all sides of the desk, and the CCM educational curriculum is the proven experience to ensure you’re skills are current. Enroll today!

Trading partners are coming to POI at SJU to learn the skills necessary, and be certified to collaborate effectively…  The next orientation begins December 3-4. Learn more, and enroll today!

Target Takes Trick-or-Treating to Instagram
Source: (Ad Age Oct. 14, 2014)

“We really wanted to think outside of the box for Halloween and come up with something that would surprise and excite our guests at the same time. “Nine of the fifteen images were posted on Target’s Instagram account today. Learn more

Peapod Cick-and-Collect Pricing Beats Roche Bros.
Source: (Supermarket News Oct. 17 2014)

A 20-SKU basket shopped for online via Peapod’s curbside pickup service at Stop & Shop, which requires a minimum order of $60, was less expensive than the same basket purchased for store pickup at Roche Bros. Learn more

CPG and Retail executives are coming to the POI Summit in 2 weeks with a defined purpose. The passionate, the curious, the black belts, and the action oriented leaders will join us

Detailed successes presented by Dannon, Energizer, PepsiCo, Food Lion, Eversight, Nestle Waters, 7-Eleven, Gartner, Tyson, Nielsen, AAFES, Utz Quality Foods, and more will provide necessary takeaways for the 244+ in attendance.  Register now!

CPG/Retail attendees will experience an exceptional event focused on how you, your teams, and your trading partners can achieve mutual growth via strategy, collaboration, process, technology, e-commerce, insights, and tools:

Strategy:

Continuously Improving to Perform: Prioritizing Industry Drivers in Changing and Challenging Times

A pragmatic, real-world discussion of how the panelists are addressing the industry’s critical strategic priorities, market disruptions, and creating growth opportunities.

Moderated by:Michael Gorshe, Partner, Accenture

Panelists: Nestle Waters

Kellogg Company

Hillshire/Tyson , & PepsiCo

Insights:

What Trade Promotion Programs Should Look Like –  One Retailers View Delivering category plans, strategies, tactics, and revenue growth at retail requires the creation of innovative and highly effective promotion vehicles (price and non-price oriented) plus distribution with great display execution.  Best results are those based upon a set of comprehensive event analysis, review of competitive and industry best practices, wrapped around a great promotional strategy.  Learn how this approach serves shopper behaviors to build loyalty, trips, and deliver real growth. Presented by: 7-Eleven, Inc.

Insights/Tools:

 In this session, David Moran, Co-Founder at Eversight, will describe a radically different approach to solving an age-old industry challenge: identifying optimal trade promotions. Hear how leading consumer goods companies such as BIC, Unilever, and AB InBev are able to uncover more effective in-store promotions by digitally testing thousands of offer variations with real shoppers.

Process: The Journey is Global, and the Destination is Optimization.  Presented by: Energizer

Process: The Dannon Team dives deep into data to more easily set realistic expectations for internal and external partners. One size does not fit all when planning with retailer partners across Channels and Categories.  Learn how applying and maintaining predictive analytics has improved price/promotion performance beginning with forecast accuracy, to optimize their trade planning decisions, and best apply these lessons for continuous improvement and mutual growth.

View the complete and actionable agenda, here and register now

Have an outstanding week!

Michael Kantor
CEO & Founder
Promotion Optimization Institute, LLC
mkantor@p-o-i.org

www.POInstitute.com