POI Pulse: August 17, 2015

Nestle Sees Signs of Improvement in Frozen
Source: (Food Bus News Aug. 14, 2015)

“We have delivered both top- and bottom-line growth, both in developed and emerging markets and across all three zones,”Fracois-Xavier Roger EVP and CFO of Nestle said. “We have been able to drive efficiencies, and we have been able to reinvest in the business in the form of consumer-facing marketing activities as well as R.&D. Learn more

Report: Late BTS Shoppers Looking for Deals
Source: (Drug Store News Aug. 14, 2015)
The survey found that print circulars are being used most by parents at a rate of 75%, while 43% of kids are using circulars to find the best BTS deals. Over 85% would do most of their shopping at brick-and-mortar stores. 27% have made BTS purchases on their mobile devices. 40% used or will use their mobile devices while in the store to compare prices and look for discounts on BTS products. Learn more

Join 300+ of Your Peers at POI Summit in Dallas!
Your next opportunity to learn, network, and advance at the POI Fall Summit is November 4-6 in Dallas, TX. The agenda will once again be advanced, so make your plans now to attend, as the POI April 2015 Summit was sold out!

More than 300 CPG Manufacturers and Retailers will join us —
Teams taking advantage of early registration include:

BIC Consumer Products, Ventura Foods, Farmer John, First Quality Products, Pilgrims, Reynolds, Diageo, MillerCoors, Ruiz Foods, Edgewell, Grainger, Borden Dairy, Idahoan, Wrigley, Jack Links, Post Foods, Deli Express, Ruiz Foods, Hershey’s, Lidl, Pernod Ricard, AB Inbev, Tree Top, Storck USA, Bellisio Foods, Bimbo, Kind, Whole Foods, Ahold USA, JBSS, AAFES, DairyPure, Mondelez, Mars, PepsiCo, McCormick, Starbucks, Pinnacle Foods,Coca-Cola, Food Lion, Nestle, Kimberly Clark, Red Gold, DPSG, Johnson & Johnson, Perfetti Van Melle, Kraft Foods, Pictsweet, Hormel, Clorox, Tyson, Kellogg’s, Dannon, 7-Eleven, JM Smucker, Church & Dwight, Busch Bros.,Topco, Keurig Green Mountain, Hillshire Brands, Giant Eagle, Jarden, Musco Family Olive, ConAgra, Windsor Foods, Ainsworth Pet Nutrition, Del Monte, Rich Products, Mckee Foods, SC Johnson, Novartis, and many others. By now you should have received your invitation. If not, reach me today at mkantor@p-o-i.org

Five Highlights from GMA Forum – Target, Instacart, Consumers
Source: (Supermarket News, August 16, 2015)

1-Consumer Shifts: Target Corp. is succeeding by responding to shifting consumer trends. They are willing to pay more for it, and they’re making tradeoffs in how they purchase.”Target has evolved its brand partnerships in the wellness segment by putting a big emphasis starting last year on working with smaller, innovative brands. “These brands may not have marketing budgets, but Target puts its marketing weight behind it.”

2-Digital Disruption: Instacart’s Dan Bourgault outlined how… Bourgault, who runs business development brand partnerships, said the company is now involved with more than 63 retail brands. He is building partnerships with CPG organizations, and encouraged manufacturers to get involved early in the game. “Many CPGs have innovation teams and are developing promotions with us,” he said. One advantage for CPGs is access to data, he added. Learn more

P&G, Coca-Cola & More Focus on Millennial Gamers
Source: (Ad Age August, 2015)

Over the past two years, major brands such as Coca-Cola, and Procter & Gamble have entered the gaming space by sponsoring e-sports teams, running experiential pushes at events or creating interactive experiences on the gaming platform Twitch. Brands like Taco Bell and Pizza Hut have taken up posts at major gaming events like Valve’s Dota 2 tournaments and backed teams, while others like Red Bull have hosted their own events. Learn more

More CCM Candidates w/ POI SJU
Source: (Orientation is December 10-11, 2015)

CCM graduates and candidates included sales, marketing and merchandising executives from Starbucks, Ahold USA, Walgreens, Norseland, Inc., Pinnacle Foods, 7-Eleven, ESM Ferolie, Hormel, Delhaize America, Keurig Green Mountain, Wakefern, Campbell Soup, Mondelez, Continental Mills, and others. Learn more

Personalization, E-Commerce Wins For National Pen
Source: (Retail Touch Points August 12, 2015)

Today at National Pen, “One plus one equals five,” stated Dave Thompson, CEO. “What has surprised us most is that we thought our new e-Commerce customers would be more transactional than loyal. But we’ve found that retention is higher than normal; average annual spend is outside normal; and we’re attracting a new, different type of customer.” Learn more

POI Global Summit is Set for Belgium Brussels
Source: (POI 10-11, May 2016)

Building on the success of the inaugural POI Global Summit in Geneva, CH on 12-13, May 2015 leading global companies are advancing their understanding, and associated benefits of Joint Business Planning and the components of successful promotion collaboration.

At the POI Global Summit, these leaders come together around the critical sales, marketing, merchandising, and retail execution capabilities to create and optimize promotional plans, assortments, and pricing that drives brand/category/store sales and profits. Save the date!

Third party intermediaries have greatly impacted many an industry. These intermediaries that have access to data, and customers in cases have transformed the historical linear relationships among manufacturers, wholesalers, and retailers into increasingly complex arrangements. The restructuring of the drug industry in response to pressure from third parties has altered traditional methods of pricing used by manufacturers and has transformed the composition of retail outlets, distribution, customer service, and profitability.

Third party services can offer services, and convenience that in the short-term add value. However, if agreements, and control are not carefully planned and continuously monitored, the same risks that plagued the retail drug industry may leave trading partners at risk for loss of share, and profit.

This is another reason for Collaborative Marketers to work together. They hope to learn more about the usefulness and cost advantages of their products by gaining access to the enormous data and insights on shopper/consumer behavior themselves versus that which third party companies are accumulating.
Make your plans now to meet with trading partners in Dallas on November 4-6, where collaboration, pricing/promotion management and optimization, along with the advanced analytics to enable strategy and process will deliver the tools to mitigate such risks, and supercharge profitable growth. You’ll benefit from the details of retail to achieve results from your peers, including sessions like:

Sales and Finance: Partnering for Profit through Trade Promotion Management
A major driver for TPM system implementations is profit improvement, and the resulting structure and transparency can make a significant impact. Once the TPM “basics” are secured, the opportunity is even greater. Deploying a strong, collaborative Sales Finance function to focus on Trade ROI can enable Sales to dramatically increase the efficiency and effectiveness of trade spending. Learn how Del Monte leverages Trade ROI tools, business process, and cross-functional collaboration to maximize the return on their trade investments.
Presented by:
Mark Kemmerer, Director of Customer Finance
Del Monte Foods Inc.

A New Approach to Testing Promotions
Presented by: Regina M. Hobbs, Shopper Insights Manager, BIC Consumer Products USA

Revenue Management Strategies for Success as Pricing Dynamics Change
Presented by: Gurkan Munsuz, Revenue Management, Tyson Foods

Executing Predictive Analytics in the Field to Drive Profitable & Mutual Growth with Our Customers
Presented by: Brandon Stine, Trade Marketing Manager, Mars, Inc.

I am encouraging Manufacturers and Retailers to register now, as this leadership agenda continues to strengthen, and I know you, and your teams will profit from the experience. This POI Summit is on trend to sell out as well.

See information, and testimonials from the last POI Summit here!

Reach me with questions, and have a sensational week!

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

www.POInstitute.com