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POI Pulse, June 20, 2016

POI Pulse June 20, 2016 PUBLISHED BY PROMOTION OPTIMIZATION INSTITUTE

Visit www.POInstitute.com

POI 1

Registration is open for Retailers, Manufacturers, and Distributors!

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Trends & Developments
POI Webinar Series – Avoid the Long and Winding Road to Trade Analytics June 22, 2016 2:00 EDT
This discussion will cover areas such as TPM, TPO, Post Event Analytics, and Integrated Business Planning.  From the session you will understand;
5 Trends that are Reshaping Shopper Marketing
Source: (Adweek, June 19, 2016)
Fresh Direct and Peapod make it easier and quicker to stock a cupboard than wading through the jam-packed neighborhood Kroger, and Amazon and eBay and Overstock sell, well, everything. Learn more
POI Winning with Promotion Optimization in Latin America Summit July 19-20, Miami Beach
Join your peers, or invite your Latin American Manufacturer, Retailer, and Distributor colleagues to join POI in Miami Beach at the Latin American Summit on July 19-20.  Leaders joining us include:

Energizer, Mars, Philip Morris, Grupo Modelo, Kellogg, Cerveceria Nacional Dominica, Coca-Cola, Grupo Bimbo, Kimberly Clark, RB, P&G, PepsiCo, and more. View the preliminary agenda here, and register today
Coca-Cola Changing its Soft Drink Strategy
Source: (Food Biz News June 17, 2016)

“We realize that we need to go from offering choice to shaping choice. We need to use the ability of our system, our marketing, our designs, our reformulations to provide a portfolio of products that encourage and enable consumers to enjoy added sugared responsibly.” Learn more

Audio Giant Harman on Innovation
Knowledge@Wharton June 14, 16)
To drive that sort of healthy paranoia in innovation, in watching who might disrupt our value chain, who might disrupt our product line or our technology direction. That keeps me awake. But finding people, those who can do something about it, there are not too many people, unfortunately. Learn more
 
Southeastern Unveiling New Hispanic Format
Source: (Supermarket News June 15, 2016)
The company said the new brand would retain programs such as the “Down-Down” pricing campaign of extended discounts that Winn-Dixie offered, as well as a continuation of Rewards and fulperks programs. Learn more 
Domino’s Ends Promotion as Demand Skyrockets
Source: (The Drum June 19, 2016)
The retraction of the free pizza offer comes as Domino’s faced backlash for limiting the number of free pizzas per store to cope with a sudden influx in orders, leaving many T-Mobile customers empty handed. Learn more

Due out the week is the POI Retail Execution and Monitoring report and analysis.  The criteria for this compendium range across 16 capabilities including Product Vision and Configurability, Product Aptness and Flexibility, Analytics Capabilities, and more. Here we describe the Product Vision Criteria. Distinctions for POI Best-in Class Vendors are highlighted in the report. POI Members may request their copy now by writing to mkantor@p-o-i.org

Kroger’s 50 quarters of positive ID sales visualized
Source: (Supermarket News June 16, 2017)

Kroger’s repositioning to be more value-focused was a risky move at the time, Wolf noted, and not one Wall Street initially looked on favorably. Yet, given the fates of some other once prominent chains – A&P, American Stores, even Safeway – it’s a move that’s paid off. Learn more
POI Perspective
Due out the week is the POI Retail Execution and Monitoring report and analysis. The criteria for this compendium range across 16 capabilities including Product Vision and Configurability, Product Aptness and Flexibility, Analytics Capabilities, and more. Here we describe the Product Vision Criteria. Distinctions for POI Best-in Class Vendors are highlighted in the report. POI Members may request their copy now by writing to mkantor@p-o-i.org
Product Vision
The ability to articulate future product needs and have them included in the product as early
adopters in the market are prepared to embrace them. Special consideration will be given to capabilities that enhance user productivity and enable decision making while at the retail outlet. We refer to these as the “sell more” capabilities and they are as follow:
-Retail Activity Optimization (RAO). This uses recent (daily or more frequent) point of
sale (POS) data to determine which stores to visit, what to do while there to drive the
greatest return on resources, and the best sequence for reducing drive time. RAO not
only optimizes in-store execution, but also reduces cost factors, such as fuel and the personnel costs associated with visiting locations where there is low or no need.
-Image recognition. This captures an image of the store shelf and transmits it into the cloud where images of manufacturers’ and competitors’ brands are analyzed to determine compliance to approved schematics, compliance to some promotional agreement, key performance indicators (KPIs), such as share of shelf, and so forth.
-Guided selling. This utilizes branching logic, store-specific data, fact-based selling, and graphical delivery to direct activities and maximize impact at the individual store level.
-Social capabilities. This harnesses the power of social networks between peers and from managers to peers to give immediate feedback, solve problems, and share best practices from within the retail execution solution without having to resort to a separate tool.
-Gamification. This utilizes leader boards, compensation simulation, embedded games, as well as daily/weekly contests as motivators for the field force.
-In-flight analytics. These are capabilities that provide insights that can be harnessed immediately by a field salesperson to improve results. We refer to this area as “in-flight analytics” because it provides a stream of insight about performance and opportunities.
2 Upcoming POI Summits will provide color around the POI Retail Execution Report, and Analysis, as Manufacturers’, Retailers’, and Distributors’ will gather around the best practices, including Miami Beach, July 19-20, 2016, and Saint Louis, Mo., September 22-23, 2016. Make plans now, and register today!
Have a sensational Week! 
Promotion Optimization Institute, LLC
mkantor@p-o-i.org

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Career Opportunities
If you have a relevant opportunity, list it in POI Pulse, reach us at info@p-o-i.org
Nestlé Waters North America
Trade Promotion Optimization Manager
In order to optimize NWNA trade spend efficiency we are looking for managers who will support the financial analyses at the pack, account, and channel level. Data from a variety of sources is fed into an Excel-based Trade Spend Optimization tool and will require analytical insight and recommendations on optimizing efficiencies.  Managers will work primarily in Excel to develop insights and recommendations and will develop strong relationships with the Sales Finance team and Sales Account Managers to ensure positive optimal performance of Trade Spend. Learn more

Red Bull

FINANCIAL ANALYST, PRICING
The primary goal of the US pricing team is to develop and analyze strategies to maximize revenue, profit, and maintain a healthy pricing architecture. The Trade Pricing Analyst will be responsible for assisting in development and review of pre and post promotional analytics (ROI), trade promotion funding, pricing architecture, and in market trade activity performance reviews. Learn more

Upcoming Events

POI Ceritified Collaborative Marketer Orientation at SJU
June 16-17 One scholarship is left. Contact mkantor@p-o-i.org

POI Webinar: Avoiding the Long and Winding Road to Trade Improvement June 22nd, 2PM EDT
POI Latin American Summit, July 19-20, 2016 Miami Beach, FL

Winning with Promotion Optimization in Latin America

POI Fall Summit 2016

Collaborative Marketing Driven by Data Centered Collaboration Summit November 2-4, 2016. View the preliminary agenda, and register here

Winning with Promotion Optimization in Latin America

POI Institute