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POI Pulse March 12, 2018

We are once again pleased to offer this analysis of the global Retail Execution marketplace. It comes at an absolutely critical time because our 2018 POI Survey and research on the State of TPx and Retail Execution indicate that:

* Overall satisfaction with the ability to execute at retail declined by 3 percentage points from the prior year. Only 60% express some satisfaction, of which two thirds say they are only “somewhat satisfied.”

* 81% of respondents have challenges finding tools that enhance Retail Execution worker productivity. This is 5 percentage points worse than last year.
* 90% of respondents say they have challenges moving capabilities from transactional to analytical.
* Many Retail Execution solutions being used today do not enable field-based users to make appropriate decisions at the store level. Only 13% feel strongly that they have the tools they need to make such decisions. Some of this is due to a lack of off-line capabilities. Only 35% of survey respondents say that their off-line needs are being met and this figure declined by 16 percentage points from prior year.
* Among office-based users, only 22% are fully satisfied that their analytical needs are being met. This impedes users from generating insights and managing field-based personnel.
This data points to a sort of “perfect storm” given how aggressive eCommerce players like Amazon, Alibaba, and Taobao have become. Hence, being able to execute at retail has never been more critical, regardless of your route to market. The rewards are huge for those companies who can get it right, and that is the impetus behind this report.
“It is encouraging as our POI research http://poinstitute.com/about/poi-publications/  finds CG manufacturer satisfaction with retail execution to have dipped slightly there are so many solution options to choose from. Not only can manufacturers’ improve in-store execution, but with expertise across geographies, go-to-market models, and product categories. In particular we note how analytical options have improved that enable sales teams and trading partners to make better decisions even down to the store level. We believe that if manufacturers will bring their business processes forward, pick from these excellent solutions, and add consistent change management they will be able to achieve the profitable growth they desire.
Our passion for delivering the best most actionable information is demonstrated once again here, and at our upcoming Summits in Chicago and Budapest https://poinstitute.com/events/ , which provides to our Consumer Goods and Retailer Members how strategy, best practices, and enabling solutions should be approached for growth in these challenging times.”
Michael Kantor, CEO and Founder
Promotion Optimization Institute

Industry News

Whole Foods Leads UNFI Q2 Sales Surge
Source: Grocery HQ March 9, 2018)

CEO Steven Spinner said the sales growth isn’t precisely reflective of the sales at its customers stores but also shows fruits of UNFI’s “build out the store” strategy to expand the variety of items it distributes, particularly fresh and specialty foods. Learn more

The Secretive Company That Pours America’s Coffee
Source: (WSJ March 7, 2018)

JAB’s focus on the long-term sets it apart from known cost-cutters 3G Capital Partners LP, the Brazilian investment holding with whom JAB is often compared. Keurig is offering distribution services to an increasingly broad network of outside brands through its Dr Pepper Snapple deal. Learn more

Record Attendance and Most Meaningful Agenda for your growth and success – POI Spring Annual Summit April 11-13, Chicago – We want you to join us to learn eComm, RGM,  (including Amazon), Retail Execution from Fererro, Pernod Ricard, JM Smucker, J&J Land O’Lakes, PepsiCo, Mondelez, Barilla, Wells Enterprises, Tyson, Walgreen’s, Colgate-Palmolive, Church & Dwight. View the agenda register now.  For information, contact Mike Kantor at mkantor@p-o-i.org or (914) 319-7309

Who Else Will You See at POI in Chicago April 11-13
Attendees already registered include:
Massimo Zanetti, Sears Holdings, Palermos Pizza, InnovAsian, Land O”Frost, Clorox, Hamilton Beach, Int’l Paper, SCJ, JBSS, Crayola, Markwins Beauty, Reckitt Benkiser, Tyson Foods, Maple Leaf Foods, Proactive, Utz Quality Foods, Kraft-Heinz, P&G,  Reynolds, Beam Global Spirits, Nestle Purina, Henkel, Barilla, Land O’Lakes, Sargento, Galderma, Tillamook, Schwan’s, Eagle Family Foods, Morton Salt, ACH Foods, ECOS Brands,  Keurig-Dr. Pepper, Parmalat, Diageo, Jack Links, Furlani Foods, Fererro, MTD Products, Nestle, Mondelez, Mrs. T’s, Wells Enterprises, Starbucks, Kimberly-Clark, Mars, Barilla, VitaminShoppe, Organic Valley, Delicato Vinyards, Del Monte, Daisy Brand, CLIF Bar,Clorox, SCA, Pinnacle Foods, Hershey, Coca-Cola, Brookshire Grocery, Ahold, Pacific Foods, Marzetti, Johnsonville Sausage, Califia Farms, Ventura Foods, RXBAR, Tyson Foods, FLNA, Edgewell, Grupo Lala, Whirlpool, Dole Foods, Unilever, Tree Top Foods, Welch’s, Snyder’s-Lance, Farmer John, General Mills, Pernnod-Ricard, Sargento, PepsiCo, Windsor Foods, Deoleo, L’Oreal, ACH Foods, Colgate-Palmolive, Walgreen’s, Hormel, Dean Foods, Constellation Brands, Blue Buffalo, Energizer, Borden Dairy, Bellisio Foods, Bimbo Bakeries,  Sysco, Nestle, Kimberly Clark, Johnson & Johnson, Perfetti Van Melle, Kellogg’s, JM Smucker, Church & Dwight, Keurig Green Mountain, Musco Family Olive, ConAgra,  Ainsworth Pet Nutrition, Rich Products,  and many others.  By now you should have received your invitation. If not, reach me today at mkantor@p-o-i.org  
BJ’s Goes All-In on Digital Transformation
Source: (Retail Touch Points March 8, 2018)
Rafeh Masood (Chief Digital Officer, BJ’S) : We have been focused on making shopping BJ’s more convenient, letting our members shop how and when they want. In the last seven months, we accelerated our efforts and launched multiple digital initiatives including our mobile app to bring convenience to our members. Learn more
250+ Will Achieve Growth at POI European Summit 
Delegates already registered include:
P&G, SCJ, Danone, JDE, Pladis, Beiersdorf, Arla Foods, Finlandia Cheese, SCJ,  Kellogg, Perfetti Van Melle, PepsiCo, Diageo, P&G, Delta Cafes, Perfetti Van Melle, Heineken, Essity, Mars, Unilever, Coca-Cola, Dr. Oetker, Ferraro, Mondelez, J&J, FrieslandCampina, SCA, ABInbev, Wells Enterprises, Pernod Ricard, Lavazza, Kimberly Clark, Red Bull, Henkel, LEGO, General Mills, Hovis, SAB Miller, Lactalis, Carlsberg, Campari, and many more.

Cargill Uses Digital, and Predictive Tools Back to Raw Goods

Source: (Bloomberg March 5, 2018)

Predictive software that relies on machine learning and sensors will help farmers analyze everything from the size of shrimp and feeding patterns to water quality and weather on devices including phones and tablets, executives from the Minneapolis-based company said Monday. Learn more

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