POI Pulse August 14, 2017

Source: (InfoScout Blog Aug 10, 2017)

Based on data from Lidl’s first six weeks in the U.S.,
early shoppers tend to be older adults with some college education who make $40,000-$60,000 or $80,000-$100,000. They typically come from
smaller households of two or three people. Shoppers are motivated to check out Lidl so they can investigate the stores, compare prices, and try something new. Learn more 

Americans Slow to Embrace Online Grocery: Gallup (Source: Grocery HQ August 8, 2017)

Amid a cavalcade of headlines proclaiming the imminent demise of physical grocery stores, online grocery shopping remains in its infancy. While most current online grocery shoppers buy once or twice a
month or more, they still shop in food stores at least once a week, which underscores Gallup’s prevailing finding that online grocery shopping appears to be an adjunct – rather than a replacement – outlet for core online grocery enthusiasts. Learn more

Registration is Open!  POI Fall Annual Summit Nov. 1-3, Dallas 

Collaborative Marketing Driven by Advanced Analytics, Back at the Westin Galleria Hotel, Dallas TX.

Make your plans now, as we are building another world-class agenda,

Attendees already registered include: 

Build Your Most Effective Trade Organization
By: Don Baker, Andy Buteux, and John Wildman, The Partnering Group

CLEARLY DEFINED work and the competencies for completing the work are paramount to success, in any discipline.

In our Trade Management Excellence work, we frequently deploy a proprietary Organization Productivity Model (OPM). Achieving true Organizational Effectiveness depends just as much
on how well it is implemented and on the competencies developed around the RACI model (responsible, accountable, consulted and informed individuals).

To establish a strong Trade Management organization, companies invest effort in three frequently-encountered
areas of capability:

When organizations struggle to meet objectives in some or all of these areas, we investigate root causes
where challenges are most commonly encountered:

Men/Women may be limited by an inability to do the work. A response begins with building individual competency, based on the nature of the work and the roles intended to complete the work. Training programs can then be created at several levels, to address the competencies and capabilities needed:

Foundation – Leverage effective promotional tactics to drive category growth

Advanced – Identify and recommend promotional solutions based upon strategic opportunities to drive category and shopper basket

Mastery – Identify strategic areas inside and outside the store to provide significant competitive advantage

Methods for completing the work may not be rigorously documented. TPG has documented more than 20 processes within the trade space. This is the work we find to be crucial in gaining a competitive advantage in the development, deployment and
discipline of Trade Spend Management.

Machines (or Systems) are not used properly to support the established process. Some organizations will need to rework systems to get this right. We define activity,
inputs/outputs for each process area. We describe required work in detail beyond the RACI designation, so each Doer thoroughly understands
their work.

Management lacks ability to make course corrections when needed. Trade is difficult and leaders often don’t know who to hold accountable. Sometimes management needs to be pushed to clarify accountability, define key KPIs, and act definitively against both to make quick progress.

Organizational effectiveness is almost always enhanced by well-conceived training programs for both Doers and
Decision Makers. Instruction should be self-paced, face-to-face and in the context of the job, to ensure that practices are embedded.

We often describe the maintenance of quality trade management as a “foxhole by foxhole” exercise. It never stops being a priority. Both the organization and
organizational capabilities designed to maintain it should be relentless.

This column is excerpted from the newly-released TPG eBook, Trade Management Excellence. To access your
copy, please visit the TPG blog post: http://www.thepartneringgroup.com/build-your-most-effective-organization/ 

Learn more about the POI Retail Execution Summit here

Re-imagine Retail
Execution: Free Webinar
Driving New Levels of Sales Performance Source: (Promotion Optimization Institute Webinar Series)

Salesforce is putting the next generation Retail Execution on the Salesforce Cloud.  Join us for an insightful, live webinar to hear how brands are driving new levels of sales execution.

Industry luminary and former P&G executive, Andy Walter, will share strategic insights and best practices on CPG route-to-market from his experiences. Register Here