POI Pulse August 18, 2014 PUBLISHED BY PROMOTION OPTIMIZATION INSTITUTE Visit www.P-O-I.org 
View the Preliminary Agenda Here
Trends & Developments5 Strategies to Wean Shoppers Off Discounts Consider this: An Accenture study found that 46% of consumers plan to make more purchases online in the future. Meanwhile, a study by Google found that 84% of smartphone owners use their phone to help them shop while in the store. The good news is they buy more; the bad news is, they’re using those phones mostly to compare prices (53%) and find offers (39%). Alas, digital has become the gateway to discount addiction. Here are five digital strategies retailers can use to wean shoppers off discounts… Learn more Asda’s ‘Consistent’ Price Message for Growth Asda chief executive Andy Clarke, claimed the supermarket’s decision to move away from “pricing gimmicks” and vouchering more than a year ago to focus on every day low price is paying off as mobile technology makes pricing transparency more important than ever. Learn more Join 250+ of Your Peers at POI Summit in Dallas! Your next opportunity to learn, network, and advance at the POI Fall Summit is November 2-4 in Dallas, TX. The agenda will once again be advanced (view the updated agenda here), and make your plans now to attend, as the POI April 2014 Summit was sold out! Teams Taking advantage of early registration include: Wells Enterprises, Kraft Foods, Pfizer, Coca-Cola, Alcon, Starbucks, Pinnacle Foods, Nestle, 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, AAFES, 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, and many others. By now you should have received your invitation. If not, reach me today at mkantor@p-o-i.org Walmart Maintains Price Edge Over Target – Study The 12th iteration of the semi-annual mass channel pricing study determines which retailer’s basket of grocery and consumable items offers shoppers the lowest price. The study reviews national brands and a sub-set of private label items. This study examines how these retailers’ initiatives are evolving as Walmart moves toward a more nuanced EDLP strategy, and Target attempts to reorient its pricing and value promises to shoppers. Learn more. Coca-Cola to Acquire Stake in Monster Beverage Under the agreement, the two companies will share marketing, production and distribution. Coca-Cola, which already distributes Monster in the U.S. and Canada, will expand the arrangement globally, helping the energy brand grow overseas. Learn more Candidates Gain Collaboration Skills w/ POI SJU 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! Del Monte CIO on Big Data and Challenges Timothy Weaver, the chief information officer of Del Monte Foods, calls the predicament of data wrangling big data’s “iceberg” issue, meaning attention is focused on the result that is seen rather than all the unseen toil beneath. But it is a problem born of opportunity. Increasingly, there are many more sources of data to tap that can deliver clues about a company’s business, Mr. Weaver said. Learn more Office Depot Uses BTS survey to Drive Trips The survey, commissioned by Office Depot, reports the manner in which parents and students approach back-to-school shopping, including who in the family has the most influence over purchasing decisions and whether shoppers stick to a provided classroom list or add personalized items to their school supplies. Learn more
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POI PerspectiveFollowing up from our industry-leading 2011 study/guide “Charting Your Course to Trade Promotion Optimization (TPO), and via education/example at POI Summits” several of you have begun your journey and have recently advised POI where they stand on the TPO maturity scale: If you have not yet completed the study, please do so here, as we will be closing it out for the report. Completing the study will also better prepare you to engage with peers, presenters, and solutions providers. Take advantage of the advanced learning agenda at the POI November 2-4 Summit in Dallas, as the agenda/content has been designed to help you continuously improve with your teams to deliver greater performance with pricing, promotion, planning, and collaboration. The goal of this POI/Gartner study, and opportunity for all constituents is to obtain a better understanding of what constitutes best in class capabilities around metrics, practices (business process, data) and utilization of technology for optimizing trade promotion and collaboration with their teams and partners on a global basis. Additionally, this study will demonstrate the incremental return on investment as companies achieve each level of maturity. Mostly, it will allow participants to gauge their progress along with their peers who continuously strive for and improve innovative TPO practices and benefits. Understanding the barriers, risks, and costs, this study/guide enables trading partners to measure their progress against the industry norm, and drive speed to Promotional ROI. Benchmarking will focus on the necessary capabilities that companies are developing, rather than spending metrics. This includes where companies stand across 5 TPO Capabilities. Based on the POI/Gartner study, less than 5% of companies rate themselves as best in class with Trade Promotion Optimization. The good news is that many of you are taking substantial action when developing Centers of Excellence around; Trade Planning, Post Event Analytics, Predictive Analytics, and Retail Execution. If you haven’t done so yet due to time constraints, please take the survey now, as we are closing it out next week. Beyond the educational content, as many of you are evaluating your capabilities and tools, the solutions provider sponsors at the POI Summit dedicated to these disciplines (Trade Planning, Post Event Analytics, Predictive Analytics, Modeling/Optimization, Insights, and Retail Execution) will give you additional case examples of how you can achieve results. Manufacturer and Retailer Attendees are expected to leave this summit with an arsenal of ideas, immediate projects, and improvements with their everyday initiatives, as well as longer term strategic plans. As the last POI Summit was sold out, please review the updated agenda, and register today to attend! Register today for the upcoming POI Summit in November, or next CCM Orientation on December 3, 2014. Join as a member of POI . Michael Kantor |
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