POI Pulse September 8, 2014 PUBLISHED BY PROMOTION OPTIMIZATION INSTITUTE
Visit www.POInstitute.com
Trends & DevelopmentsInside Pinnacle’s Playbook – Innovation/Pricing “It’s about knowing where you have to be price competitive and where you don’t, and innovating to allow yourself to margin up and drive a better profit mix across the entire business,” Bob Gamgort, CEO said. In a marketplace challenged by weak demand, increased promotion and inflation, Pinnacle said it has outpaced its categories by designing a resilient business model that delivers consistent performance. Learn more Tops Markets Shifts Price/Promotion Strategy Tops Markets is introducing a new pricing strategy called Price Lock Guarantee. “We are a promotional retailer. Customers love our promotions; they love the things we do,” said Frank Curci, Tops CEO. “But based on our research, customers were saying there were staple items they buy every week that they were looking for additional value so they didn’t have to wait for a sale. This tries to address that.” 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! More than 250 CPG and Retailers will join us — 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 POI Webinar – The 2014 Consumer Value Study and How it Affects Your Promotion Optimization Strategy Date: Wednesday, October 8, 2014 A POI Webinar with TABS Group and Progressive Grocer. Learn more, and Register here Next iPhone Could Kill the Credit Card The ubiquity of an NFC-enabled iPhone, however, finally could force brick-and-mortar stores to offer a pay-by-phone option. And once Apple peels people away from physical credit cards to a digitized version of plastic, Dwolla and everyone else become digital options on the same equal footing in the same wallet. Learn more 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! How Unilever Put Axe & Dove Next to Target Menswear A new program from Unilever’s men’s personal-care brands at Target breaks from the usual shopper-marketing approach on several scores. The program is meant to rely more on the element of surprise than price discounts. And unlike most CPG promotions, it has no set end date. Learn more |
POI PerspectiveSeveral CEOs of the large CPG companies in the US have attributed weak performance to high promotional activity in the market, training the consumer to only buy on deal, but how do we reverse the trend? In the 2nd Annual Consumer Value Study for Consumables TABS Group looks at how shopping behavior and attitudes have changed vs. last year with respect to consumer’s use of promotional offers. Further we analyze how these promotional search behaviors affect their choices of outlets including Walmart, Target, Walgreen’s, Costco, etc.. Other areas covered are quantifying the size of previously hard-to-track channels such as Natural Food and Online purchasing. Based on the study, we review the market in terms of the aggregate levels as well as for key regional demographics such as Millennials, Seniors, Lower Income and Households with Kids. This research seeks to answer three key questions: 1) Why is the overall CPG market so soft, Register here to join POI, Progressive Grocer, and TABS Group for an engaging hour that is certain to deliver actionable insights, and opportunities, as you seek to improve your promotion optimization journey. Manufacturer and Retailer Attendees of this session will have access to the data, and will be eligible for a complimentary pass to join 250 Retailer/CPG peers the upcoming Promotion Optimization Institute Summit on November 2-4 in Dallas, Texas. Join us for sessions like: The Journey is Global, and the Destination is Optimization The Energizer team will discuss the roadmap they developed to help guide their multi-year Trade Investment journey. They will share the new “closed loop” process model that was developed and is now shaping Customer Planning and Trade Spend Management around the globe. You will also learn how they are leveraging the process work to develop new global systems and tools, and to shape their organizational structures and future capabilities. Hear about the results they’ve delivered to date and opportunities they see in front of them as they continue to work for optimization of their trade investments. Presented by: Andy Wiggins, Vice President – Global Trade Investment, Energizer Holdings, Inc. If you received your invitation, but lost your promotion code reach me at mkantor@p-o-i.org. We are trending now towards capacity in Dallas (as we did in Chicago), so please register now to attend with your team! Enroll today for the next CCM Orientation on December 3, 2014. Have an outstanding week! Michael Kantor |
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If you have a relevant opportunity, list it in POI Pulse, reach us at info@p-o-i.org
Adesso Solutions Reporting to the Vice President, Client effectiveness, the Client effectiveness Manager will act as the primary client liaison to manage the relationships with the existing client base. The ideal candidate will have experience in account management and sales and have a proven track record for successfully attaining revenue objectives. In addition, significant experience within the North American CPG industry is a requirement. Learn more
Schwans Consumer Brands Director Digital Marketing Director, Digital Marketing The Director, Digital Marketing is responsible for developing the vision, strategies, goals and objectives that when executed will accelerate Schwan’s capabilities in digital marketing and dramatically enhance consumer engagement with our brands. Learn more
Trade Marketing Manager The Company is the US importer / sales & marketing agent for an international food company (speciality cheese). The Company has a strong position as an importer of speciality cheese in the US, which makes them an attractive partner for other cheese manufacturers who are looking for stronger positioning for their brands in the US (they represent several international dairy/cheese companies). The Company has regional sales offices from coast to coast in the US as well as in Canada, with the corporate office in Darien, CT. To learn more, please contact: Amanda Bednar Keurig Green Mountain The Trade Marketing Manager for the Away From Home Channel (Foodservice, Office Coffee Service, Hospitality, and Convenience Stores) serves as the conduit between Trade Marketing and Field Sales in providing guidance and training on effective management of trade spend within budgets and ensuring compliance in the Trade Promotion Management (TPM) system. The Trade Marketing Associate regularly collaborates with Finance on the trade spend accrual and Sales Planning to develop guidelines for effective promotional programs and helps to develop and deliver the messages to the sales team. UTZ Quality Foods Manager of Strategic Pricing and Promotional Effectiveness
We are currently recruiting for a Manager of Strategic Pricing & Promotional Effectiveness. The primary purpose of this position is to be responsible for strategic pricing, promotional effectiveness, and profitability at UTZ and its brands through pricing actions and promotional optimization. Learn more
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Upcoming Events
Webinar
The 2014 Consumer Value Study and How it Affects Your Promotion Optimization Strategy
Date: Wednesday, October 8, 2014
Time: 2:00 pm ET/1:00 pm CT/11:00 am PT
Duration: 60 minutes (including Q&A)
Sponsored by POI and TABS Group and hosted by
Progressive Grocer
In the 2nd Annual Consumer Value Study for Consumables TABS Group looks at how shopping behavior and attitudes have changed vs. last year with respect to consumer’s use of promotional offers. Further we analyze how these promotional search behaviors affect their choices of outlets including Walmart, Target, Walgreen’s, Costco, etc. This research seeks to answer three key questions:
1) Why is the overall CPG market so soft,
2) How much of a role do promotions have in this weakness, and
3) What you can do about it?