Promotion Optimization Institute

Optimizing sales, marketing, and merchandising strategies.

Home » Industry News » POI Pulse June 19, 2017

POI Pulse June 19, 2017

 

  View the Preliminary Agenda – 2nd Annual POI RE
Summit. Registration is open!

Merchandising Matters: A Guide to Kroger
Source: (Quri Report on Retail Execution 17)

 

When it comes to executing display promotions, we know it is difficult to achieve 100% execution in your authorized stores. The first step toward maximizing execution is to consistently measure your display compliance and understand how your brands compare to competition and retailer averages.  At Kroger, average display compliance across all categories is 31%.  Are your brands performing above or below that?  Learn more

 

AZN Acquires WFM: 3 Key Questions
Answered
Source: (Kantar Retail Report June 16, 2017)

 

According to Kantar Retail ShopperScape® data, monthly Amazon shoppers and monthly Whole Foods shoppers both tend to be younger, more affluent, and urban. Indeed, 76% of past four-week Whole Foods shoppers also shop Amazon.com (Figure 1). Amazon may open up the Whole Foods proposition to a much larger audience, since only 11% of Amazon shoppers shop Whole Foods today. Learn more

 

 

Join ConAgra, Giant Eagle, Pfizer, Church & Dwight,
Cambell’s, Colgate-Palmolive, Conair, Sears, Kellogg, Mondelez, Coca-Cola, Hershey, Johnson & Johnson,  L’Oreal, Nestle, Dannon, Kimberly-Clark, PepsiCo, Sysco, RB, P&G, Pernod Ricard, Bimbo Bakeries, Goya, Mars, Ahold, Kraft Heinz, Unilever, Energizer, Edgewell, Constellation Brands, Norseland,
French’s, and others to learn and engage around critical in-store, Sales Force Automation, On Shelf Availability Strategies and Pricing Execution success cases, including: Manufacturers and Retailers can follow the links and register here

 

Global Bakery Products Market Size,
Share, Trends, Opportunities and Forecasts 2017-2022
Source: (Latest Share News June 15, 2017)

 

The report finds that the market for the bakery bread has recorded a CAGR of 1.4% during 2009-2016, reaching a volume of 136 Million Tons in 2016. On the other hand, the bakery biscuits industry, has grown at a rate of 2.9% during 2009-2016, reaching a volume of 12 Million Tons in 2016. Learn more

 

Enrollment for the Next Collaborative Marketing
Certification Class is Open  

 

Candidates include Nestlé, Keurig Green Mountain, KVAT, Topco, Johnson & Johnson, and others.  Your next chance to becoming a Certified Collaborative Marketer (CCM) begins December 13-14, 2017 at Saint Joseph’s University in Philadelphia, PA.
. Learn more and enroll today 

 

B&G Foods C.E.O.: ‘The World Has Changed’

Source: (International SupermarketNews 6 16,17)


We have worked hard with our supplier partners to protect customers from inflationary pressures and to keep prices as low as possible. Our price position relative to competitors has improved and our efforts to
offset inflation have been recognized by our customers with a further improvement in our ‘Trust in Price’ Spotlight measure. Learn more

 

POI Webinar Series: Accelerating Growth
from HQ Strategy to Field Force Execution
CONA provides their bottlers with a common set of processes, data standards, manufacturing and customer solutions tailored for the North
America Coca-Cola bottling business. This enables their participating bottlers to focus on local customers while using a powerful national system to better service their communities, customers and consumers.
Learn how getting actionable results from retail activities will produce meaningful insights and other indicators to serve shared shoppers and consumers.
Presented by:  Anthony Williams, Director of Enterprise Architecture and CONA Solutions, Coca-Cola Beverages
Register for this Complimentary Webinar here

 

Turning Online Data into a Pricing Strategy

Source: (Knowledge@Wharton June 6, 2017)

 

What we find is that there are some very strong signals from that data. You only need a few things. If you look at how people monitor online, the frequency with which they monitor, that’s a very strong signal of their price elasticity.  Learn more 

 

POI Webinar Series: Realizing Benefits
from Trade Improvement: ACH Food’s Transformation Trade Planning Journey

Hosted by Promotion Optimization Institute, sponsored
by Exceedra 

 

ACH Food has gone through a transformational program to reinvent business planning and trade management which included the implementation of an integrated business planning solution. This business transformation has touched all areas of people, process and technology. Within the first year of going live, ACH has realized benefits in many areas including:

–       Strengthened customer relationships

–       Reduced planning lead time and manual effort through integrated systems

–       Improved visibility into the trade P&L for all functional areas.

In this session, you will learn details about:

–       ACH Food’s transformational journey

–       Benefits and roadblocks along the path

–       How to get your company prepared for success

Please register complimentary now!

 

   

 POI Perspective
If Not Now, Never!

AZN, WFM, and Priorities   

 

Is the Amazon Acquisition a game changer? It absolutely is.  Therefore, there has never been a greater time in history to change YOUR game.  Every three years or so (in
recent times) e.g. the great recession, the shift to healthier choices, the term ‘New Normal” has been thrown around. Now the term game
changer is used with the AZN WFM combination.  We actually have about 2-3 years before that integration has the opportunity to bring about the “New Normal” term.  In fact, as I have said back in 2009, there is no “New Normal”, only an ever-changing
environment for which we need to continuously adapt our strategies, and execution to.  The best in our industry will continue to create,
improve, shift, innovate, and compete using their people, processes, and tools to better collaborate, and execute to serve their shopper/consumer. 

 

I see this more of a rallying cry, for manufacturers and retailers to now, more than ever shift their sales,
marketing, and merchandising (Collaborative Marketing) efforts to the top priority on the strategic agenda.  Beyond sustainability, alongside food safety, where existing efforts, and new plans for planning, executing, analyzing pricing, promotions, Loyalty, Click and
Collect, (along with the enabling technology) and actually making
targeted use of the data, information, and insights to get closer to, and better serve your customers.  

 

The great recession was a defining moment, which necessitated manufacturers, and retailers could not go it
alone, and needed to better collaborate.  Today, the difference is a hard timeline to get these initiatives, and capabilities shored
up.  It is analogous to the 30 year old roof on your house.
On a calm sunny day, the roof serves its purpose, however, when there are high winds, ice, or rain, there are a few leaks, and sub-optimal
performance.  It’s taken a back seat to other priorities (new car, kid’s education, healthcare, etc.) You just got news that a hurricane
is coming in 3 weeks…Now is the time to change YOUR roof. The timeline for this is about 3 years before Amazon fully integrates, and leverages physical retail.

So, we now pay greatest attention to the good data we have, brush up on (and consistently and timely use) the analytics capabilities, shore up our people skills, understand and better collaborate with trading partners to initiate/improve pricing strategies, BOPIS capabilities, and get substantially closer to our
shared shoppers/consumers to exceed their needs.   

Amazon has clearly told us that physical stores are necessary to compete now, and into the future. That IS our
business, and we have home court advantage.  The POI has the resources, advice, members in the community (Retailers, Manufacturers,
Solutions Providers, Academia, etc.) who are succeeding in the face of
adversity, and available to enable your action-oriented success. Reach us via phone, email, and at our world-class events, where we delve deep into best practices for success in any changing environment.
Let’s compete, and win!

 

Have an exceptional week!

 

Michael Kantor, CEO and Founder

Promotion Optimization Institute, LLC

 

Sponsors of this week’s issue  of POI Pulse


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Back at the Westin — Save the Date!

 

 

Career Opportunities

If you have a relevant opportunity, list it in POI Pulse, reach us at info@p-o-i.org 

 

Strategic Revenue Management Manager

Pharmavite

The Manager of Strategic Revenue Management supports the strategic revenue
management function, which seeks to maximize profitable revenue for the
portfolio while ensuring competitiveness in the market place.  Helps
to develop and execute portfolio pricing and promotional strategy across
the portfolio/channels/customers.  Establish and develop long-term
relationships with both internal and external customers. Learn more

 

 

Digital Analytics Manager, Europe

The Digital Commerce team is responsible for driving and influencing every
online sale of our brands either directly through accounts such as
Amazon, or indirectly with our account teams in Grocery, RTM and On
Trade. Our purpose as an industry leading team is to embed Digital
Commerce into the DNA of the business, delivering accelerated growth by
being relevant to today’s digital shoppers in key moments. Learn more

 

 

 

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Enroll now!
Next Classes are on December 13 and 14, 2017

 

 

Upcoming Events

 

 

Realizing Benefits from Trade Improvement:
ACH Food’s Transformation Trade Planning Journey

Hosted by Promotion Optimization Institute

This business transformation has touched all areas of
people, process and technology. Within the first year of going live, ACH
has realized benefits in many areas. Register Complimentary Here

 

 

Virus-free. www.avg.com

 

 

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