As you kick off your 2019 initiatives, POI is ready to guide you with meaningful research, and answers to help achieve your goals
POI 2019 State of the Industry Report – Early Insights:
Pam Brown, POI’s Chief Commercial Officer, presented a few early industry insights at the November Summit in Dallas. The annual POI Industry report is based on over 100 company respondents and will help you benchmark your company’s Trade Planning and Retail execution capabilities and roadmap against your peer set. Below are a few key headlines that will entice you to read the full report when released later in January (contact jhampto@P-O-I.org to reserve your copy of the report:
1) 82% of respondents are having challenges managing and reporting modern trade. Many of today’s systems have the ability to manage all types of trade and predict and shape promotion demand, resulting in lower inventory costs and increased revenue. One way you can research vendor capabilities is to visit the POI site and review the 2018 Vendor Panorama. POI reviewed 23 different TPX technology vendors and their capabilities. This POI resource will help you determine which vendors to incorporate into your upcoming RFI’s based on your company’s business needs and requirements.
2) Almost 46% of respondents are advancing their company practices and diving deeper into optimized promotion, pricing and pack growth analysis, and 27% of the companies will add tools and or analytical capabilities to specifically support new Revenue Growth Management (RGM) processes.
3) 73% of manufacturers have challenges with retailers freely sharing key data (POS, Daily, Shopper etc.). With the CPG ecosystem changing and Omni-channel shopping accelerating, it’s time for retailers and manufacturers to partner and develop new data strategies to win together.
4) Low Hanging Fruit: When respondents were asked if their company’s TPx solution is integrated to their retail execution solution, over 65% of companies don’t connect these systems. To shed light on the importance of this connection, if you change a first ship date or merchandising activity in TPx, in 65% of the companies, the promotion changes will not automatically get pushed to the retail execution solution or teams. Execution is everything. This should be a top priority for Sales and IT organizations that lack this TPx/RetailX connection.
5) Worth repeating here – Breaking misperceptions: The majority of respondents felt it was over 2 years before Artificial Intelligence (AI) would impact CPG planning. The reality is that AI is already represented well with a few of the vendors in the POI TPx Vendor Panorama. AI advances a company’s “prescriptive planning” ability by using data to propose promotions, timeframes, discounts, pricing etc. for the teams to evaluate. Deductions management efficiency can also be driven with AI. CPG AI planning capabilities are here today.
Plan now to attend the POI Spring, European, and Canadian Event & Leadership Summits, April 3-5 2019, Chicago, IL., May 14-16, Rotterdam, NL; June 12-13, Toronto, ON respectively.
Reach Joanie at Jhampto@p-o-i.org for your complimentary pass.
With so much to look forward to in the coming decade, we appreciate your help in keeping the POI a relevant, vibrant, and active community, and we sincerely invite you to share your thoughts with us by dropping us a note at mkantor@p-o-i.org, or pambrown@p-o-i.org
The presentations from the recently concluded POI Fall Annual Summit in Dallas, TX here.
Industry News
TreeHouse Foods’s New Focus on Retailers
Source: (Food Biz News January 3, 2019)
“We are, in fact, at a strategic inflection point,” Steven T. Oakland, TreeHouse Foods’s president and CEO, said. “Our vision is to be the undisputed solutions leader for custom brands. And the word solutions is key because it’s more than just products. We bring a lot more to the retailer than that. And our mission is to create value as our customers’ preferred manufacturing and distribution partner, providing thought leadership, superior innovation, and a relentless focus on execution.” Learn more
PepsiCo Rolls Out Campus Snackbots
Source: (MediaPost January 3, 2018)
PepsiCo has reported that since the Hello Goodness machines rolled out in December 2015, they have driven sizable sales volumes, at premium prices, across locations, with high repeat-purchase levels. Hello Goodness tests on Amazon have produced sales and ROI results significantly exceeding those of traditional ad campaigns, according to PepsiCo, which is using Amazon to test and hone ecommerce offerings, according to CNBC. Learn more
SAVE THE DATE! June 12-13 2019
The 2018 Spring Summit was sold out!
New Sessions, Advance Your Trade, Category, and RGM Related to Amazon and Other eCommerce and Omnichannel Retailers. View Updated Agenda & Reserve your spot now with over 327 CPG/Retail Peers, Chicago, April 3-5, 2019
Attendees already registered include: Nestle, L’Oreal, Ocean Spray, Campari, Tilamook, American Tire Distributors, Hain, Keurig Dr. Pepper, The Scott’s Miracle-Gro Company, Dole Foods, General Mills, BJ’s Wholesale Kimberly Clark, PepsiCo, Hometown Foods, Red Bull, Nestle, P&G, Constellation Brands, Ferraro, J&J, Unilever, Mars, Kraft Heinz, Musco Family Olive, Kellogg, Abbott Nutrition, Bayer, Palermo Villa, Casey’s General Store, RX BAR, Ajinomoto Windsor, Land O’ Lakes, Church & Dwight, Spectrum Brands, Tyson Foods, Kellogg, Campbell’s, Herr’s, Eagle Foods, Mondelez, Ateeco/Mrs. T’s Pierogies, Pinnacle Foods, ConAgra, Walgreens, Blue Buffalo, Ainsworth Pet Nutrition, Colgate-Palmolive, Bimbo Bakeries, JM Smucker, Coca-Cola, Wells Dairy,Furlani’s Food, Massimo Zanetti Beverages USA, Barilla, Morton Salt, Mill Fleet Farm, MillerCoors
and many others. Register here
and many others. Register here
POI Members should request their complimentary passes now! Reach jhampto@p-o-i.org
Hannaford Puts Tech to the Test at Digital Concept Store
Source: (Grocery Dive January 4, 2019)
Customers are moving regularly between online and in-store shopping, so the next logical step is to bring technology to them while they are in a brick-and-mortar location. In 2019, the grocery industry will likely see more retailers deploy technology in stores, such as endless aisle and scan-and-go technology.
Starbucks Embraces Digitally – Engaged Customers
Source: (Motley Fool January 3, 2019)
In addition to improving the relationship between in-store staff and consumers, Starbucks has continually revised its digital focus. That makes sense, because “digitally engaged customers purchase 2 to 3 times as many products as those that are not digitally engaged,” according to the company. Learn more
P&G Patents GUI Display Screen to Increase Sales
Source: (Biz Journals January 2, 2019)
Procter & Gamble Co. has been issued a patent for a display screen with a graphical user interface, which apparently would allow users to easily reorder P&G products on a smartphone. The goal is to help women better navigate what P&G described as the often-confusing beauty aisle at groceries or other stores. Learn more
250+ Will Achieve Growth at POI European Summit
Delegates already registered include:
P&G, Unilever, Fererro, Jumbo, Perfetti Van Melle, SCJ, MolsonCoors, Lactalis, Dr. Oetker, Orangina, L’Oreal, JAB, P&G, SCJ, Danone, JDE, Pladis, Beiersdorf, Arla Foods, Finlandia Cheese, SCJ, Kellogg, Perfetti Van Melle, PepsiCo, Diageo, P&G, Ferarra, Delta Cafes, Heineken, Essity, Mars, Unilever, Coca-Cola, Dr. Oetker, Fererro, 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.
Gatorade’s New Marketing Approach
Source: (Mktg Dive January 2, 2019)
Gatorade is deploying “You Fuel Us, We Fuel You” and a cast of big-name athletes to highlight the science, technology and research that backs its products. The effort also showcases the brand’s focus on customization and personalization through the GX platform.Learn more
The presentations from the recently concluded POI Fall
Annual Summit in Dallas, TX are available to POI Members here
Presentations from the Recently Concluded POI Retail Execution Summit are available to POI Members
Rob May, Director, Edgewell – “The 2018 POI Fall Annual Summit was the best summit yet. Great content, high energy, collaborative and educational. I will be sending others to future POI Summits so they can benefit as much as I have. Good combination of research/ theoretical and experience/practical.”
POI 2018 TPx Panorama Released – Announces Best in Class!
Source: (POI Pam Brown 2018)
“Consumer buying behavior and the market landscape have dramatically changed in the last few years, which is further fueling a necessary but profound paradigm shift in the CPG ecosystem that calls for manufacturers and retailers to understand not only the consumer but pricing, trade deals, and digital marketing offers in today’s retail marketplace,” said Pam Brown, Chief Commercial Officer of the POI. Learn more, and access the report here
The ‘Amazon Effect’: How Ecommerce Will Change in 2019 and Beyond
Source: (Entrepreneur January 3, 2019)
Overall, online grocery spending is increasing — a mid-2018 report concluded that online orders take up about 5.5 percent of total U.S. sales. This indicates that 2019 could be a prime time for other ecommerce providers to get into the online groceries game. Overall, the Amazon Effect is real, but it doesn’t mean that Amazon is the only ecommerce player that will matter in 2019. The competition will remain fierce through 2019 as the current various trends play out and as the ecommerce world continues to shift. Learn more
The presentations from the recently concluded POI Fall Annual Summit in Dallas, TX are available to POI Members here
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