POI Pulse December 15, 2014 PUBLISHED BY PROMOTION OPTIMIZATION INSTITUTE
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| Trends & Developments
POI Leads with Global Summit in Geneva There was nothing like the Promotion Optimization Institute 6 years ago, nor today in North America. Now POI is leading the way for TPM/TPO, Pricing, Retail Execution, and Collaborative Marketing in Europe. Following the 2015 POI Spring Summit in April in Chicago, IL, we will be in Geneva, Switzerland in May for The “POI Collaborate Globally and Execute Locally” Summit. As you make your plans to attend the POI April TPM-TPO-Collaborative Marketing Summit in Chicago, advise your Global peers of your experience with POI, as they can now benefit from the experience. Learn more – POI Chicago POI Geneva, Switzerland Wal-Mart’s McMillon on Amazon, & Mobile
Achieve Greater Promotional ROI in 2015! Budget now and Reserve your place for the POI Spring Summit “Collaborative Marketing to Execute at the Rate of Change” Summit – Predicting promotional outcomes in-Store, online, and everywhere!” Danone, Energizer, Red Bull, MillerCoors, Keurig Green Mountain, Walgreen’s, JM Smucker. DPSG, Windsor Foods, Bush Brothers, Pinnacle Foods, Kellogg’s, Johnson & Johnson, JBSS, Musco Olives, Unilever, Del Monte, Popcorn Indiana, Post Foods, Starbucks, Giant Eagle, Hormel Foods, PepsiCo, Ainsworth Pet, Grupo Bimbo, Dean Foods, and many more. April 12-14, 2015 — Learn more The Layman’s Demand Driven Grocery Store Historically, promotions often caused real pain to the supply chain organization. Improved sales and operations planning processes has helped to fix that. Now better segmentation data creates the possibility of better demand planning at the store level; thus brand owners would be less likely to end up in excess inventory positions in the first place. Learn more
Amazon Introduces “Price Haggling Feature” “The new ‘Make an Offer’ experience is a game-changer for Amazon customers looking for great prices on one-of-a-kind items, and for sellers looking to communicate and negotiate directly with customers in an online marketplace environment just like they do normally in their own physical store or gallery,” said Peter Faricy, VP for Amazon Marketplace. “In a recent survey of our sellers, nearly half of the respondents told us that the ability to negotiate prices with customers would be important to drive more sales on Amazon. ‘Make an Offer’ delivers that functionality and makes customers feel confident they are getting an item they want at the lowest price possible.” Learn more Candidates Gained Collaboration Skills w/ POI SJU Source: (POI CCM at SJU December 3-4, 2014) The program began by exploring how organizations develop and implement a collaborative culture and strategy. Next, core functional areas of business were explored -from forecasting, trade marketing, to merchandising, pricing, supply chain and predictive analytics- providing candidates a solid understanding of each function and how it contributes to internal alignment, and trading partner collaboration success. CCM graduates and candidates included sales, marketing and merchandising executives from Walgreens, Norseland, Inc., Pinnacle Foods, 7-Eleven, ESM Ferolie, Hormel, Delhaize America, Keurig Green Mountain, Wakefern, Campbell Soup, and Continental Mills, and others. Learn more Smucker Hiking Prices on K-Cups As higher costs for coffee persist, the J.M. Smucker Co. said it is raising prices on its K-Cup packs sold in the United States by an average of 8%. The price hike for portion packs under Folgers, Folgers Gourmet Selections, Café Bustelo and Millstone brands will take effect on Jan. 5, 2015. In June, Smucker announced plans to increase the list price for the majority of its packaged coffee products sold under the Folgers and Dunkin’ Donuts brand names by about 9%. Learn more Year in Review: Wellness, Digital Mark 2014 Grocery It was a year when organics went mainstream, Market Basket went viral, Whole Foods went bargain, and more attention went toward Internet grocery shopping since Webvan’s IPO.
Two stalwarts of the traditional supermarket channel – and at least two small discounters – agreed to merge, while several companies including an ambitious but scuffling Wal-Mart Stores turned to new leaders. All of it happened amid an economy that according to analysts remained difficult for retailers. Learn more
Join as a member of POI this month, and receive a complimentary pass to the POI Collaborate Globally, and Execute Locally Summit, Geneva, Switzerland, May 12-13, 2015. Reach Mike Kantor, CEO and Founder at POI for more information, or to present, attend, or sponsor the POI Global Summit at mkantor@p-o-i.org More Promotions Mean More Sales Price reduction strategies were broadly divided into five “active” ones, which require actions like clipping coupons, and five “passive” ones, like simply shopping at a store that practices everyday low pricing. It found, paradoxically, that while participation in all ten strategies declined from last year, shoppers actually increased their searches for deals across multiple retailers. The most important conclusion: Sales in the 15 studied categories are declining, and the reason is low-quality trade promotion efforts. “The more deals that are out there, that they’re using, the more they buy,” said Kurt Jetta, CEO of TABS Group. “It just stimulates more purchasing.” The Consumer Value Study was conducted by TABS Group in conjunction with the Promotion Optimization Institute, an organization that champions collaborative promotion optimization with the focus on the customer/shopper through sales, marketing, and merchandising strategies. Learn more
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POI Perspective
POI Guest Column Effective organizations are adopting new operating models that combine global scale with local relevance and the agility to adapt to new market conditions and strategic necessities. Their operations are benefiting from faster ways to automate, derive insight, and act in a way that delights consumers while reducing the effort (and cost) of doing so. They are “industrializing” parts of business functions such as spend analytics, marketing and brand management, sales operations, trade promotion, order processing, fulfillment and reverse logistics. Numerous other Fortune 500 consumer goods companies have optimized trade promotion and marketing spends using advanced process redesign and analytics. Clearly, these great opportunities may be nullified by the same issues that have prevented previous waves of transformation. While the root causes have indeed been identified, few still understand the interconnection between IT, analytics and process operations sufficiently. Some technologies are unproven, and older ones are rigid and expensive to evolve. Some new uses of analytics are unclear, and it is frequently a struggle to scale deep analytics throughout the enterprise. The ability to reimagine and deliver intelligent processes and operations, not technology availability, is today’s main challenge. The key is to design, transform, and run the processes that power advanced operating models so that they closely align with measurable business goals. This approach rests on three tenets: I’m excited about POI’s continued leadership, global innovation, accomplishments, growing CPG and Retail Membership, and I look forward to an extraordinary 2015 with all of you, as POI leads with innovative, relevant, and continuously improving programs and services for all POI Members, Candidates, Attendees, and Sponsors! Have a warm, peaceful, and wonderful Holiday Season with family/community, and a Merry Christmas!
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| Career Opportunities |
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If you have a relevant opportunity, list it in POI Pulse, reach us at info@p-o-i.org
Dean Foods Sr. Financial Analyst, Revenue Mgmt Provides highly complex and comprehensive analysis on items related to Dean Foods’ product pricing strategies. Conducts statistical based analyses of price lists, architecture and price strategy, promotions strategy and effectiveness, and/or trade operations within the branded and private label portfolios. Analyzes market trends, product volume, margin and competitive prices, and/or promotional tactics and strategies and provides recommendations to management. 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 Channel 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 |
Upcoming Events
POI Spring Summit 2015
Collaborative Marketing to Execute at the Rate of Change Summit April 12-14, 2014. View the preliminary agenda, and register here – https://poinstitute.com/
POI Leads with Global Summit in Geneva
Source: (Promotion Optimization Institute 2015)
There was nothing like the Promotion Optimization Institute 6 years ago, nor today in North America. Now POI is leading the way for TPM/TPO, Pricing, Retail Execution, and Collaborative Marketing in Europe. Following the 2015 POI Spring Summit in April in Chicago, IL, we will be in Geneva, Switzerland in May for The “POI Collaborate Globally and Execute Locally” Summit. As you make your plans to attend the POI April TPM-TPO-Collaborative Marketing Summit in Chicago, advise your Global peers of your experience with POI, as they can now benefit from the experience. Learn more – POI Chicago POI Geneva, Switzerland