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Home » Industry News » POI Pulse November 27, 2017

POI Pulse November 27, 2017

 

 

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Digitally Savvy 7-Eleven Treats Amazon as a Friend 

Source: (Digiday Nov. 27, 2017)

7-Eleven has integrated its rewards program in its app,
launched a chatbot for Messenger and expanded its partnership with Postmates. It is also testing augmented reality, virtual reality, artificial intelligence and even drone delivery. One key tenet: Treat
Amazon as friend, not foe. “Our strategy was about following our customers to where they are. “Now, we’re looking at how do we even think ahead of our customers and delight them using digital” said
Gurmhet Singh, Chief Digital Officer.  Learn more

 

Enrollment for the Next Collaborative Marketing
Certification Class is Open  

Candidates include Nestlé, Windsor Foods, Keurig
Green Mountain, KVAT, Topco, Johnson & Johnson, Sprout Organic, Ahold, 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 

 

POI Spring Annual Summit April 11-13,
Chicago Collaborative Marketing Success via Next Generation Trade and Revenue Optimization

“Winning with TPx, Retail Execution, and Advanced
Analytics Capabilities Across Channels”

 

For information, contact Mike Kantor at mkantor@p-o-i.org or (914) 319-7309


Register for this next world-class agenda,

Attendees already registered include: 

Clorox, SCA, Pinnacle Foods, Hershey, Coca-Cola,
Brookshire Grocery, Ahold, Pacific Foods,  Mars, Marzetti, Johnsonville Sausage, Califia Farms, Ventura Foods, RXBAR, Tyson Foods, FLNA, Edgewell, Grupo Lala, Whirlpool, Dole Foods, Unilever, Bush Bros., Tree Top Foods, Welch’s, Snyder’s-Lance, Farmer
John, General Mills, Kraft-Heinz, Diageo, 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, Del Monte, Rich Products,  and many others.  By now you should have received your invitation. If not, reach me today at mkantor@p-o-i.org  

 

Walmart & Target Shift Focus to Cyber Monday  Deals Source: (Fortune November 24, 2017)

It was not surprising that Target and Walmart, locked in
an intense price war with each other and with Amazon.com, quickly announced online deals for Cyber Monday even as shoppers continued to
gorge on deals at stores Friday morning. Learn more

 

Hormel Outlines 6 Steps for Growth Strategy
Source: (FoodBizNews November 22, 2017)

James Snee, Chairman, President, and CEO of Hormel
outlined six steps on Hormel’s path to growth in 2018. First, he said, “we’ll continue to evolve to a broader food company.” Second, the company plans to expand and accelerate its food service business, Hormel’s third priority is expanding its global footprint. Other initiatives will include divesting nonstrategic assets and reorganizing the supply chain. Learn more

 

Perfecting Retail Execution: Turning Field Insights into Action to Drive Business Outcomes

Although Spin Master, a top-10 global toy company, and Carlsberg Baltics, a global brand and the largest brewery in the Baltics, couldn’t appear more different, they each approach retail execution as a core competency to win at the shelf.   

POI TPx and RE 2017-2018 Survey – Opportunity

Be part of the dialogue at the POI Summit in 2018-
Complete the survey for the chance to win one of 3 American Express gift certificates valued at $500.00 each.  In addition to getting a copy, time with the Author, Dale Hagemeyer, and insights on
promotional performance improvement (including Digital, AI, and Advanced Analytics), plus you will have the opportunity to earn one of the 3 $500.00 Amex gift certificate left…the first two have been given
out already! 

Diageo Global Head of Beer on Digital & Craft’s Longevity Source: Marketing Week, Nov. 22, 2017

Diageo is now very much focused on positioning itself at the “forefront of digital technology”. So far, a big part of this journey has been about building the business around data in order to improve its marketing effectiveness. But Sandys says Diageo is
equally as committed to experimenting with new roles and advertising channels in order to boost the relevance of its brands among young people. Learn more

 

View the Recording – Zero-Based Trade
Optimization
Source: (POI Webinar Series On-Demand)

Attendees learned what a performance-based funding
structure is, and how it ensures manufacturers are investing with winning retailers.  Also, how strategic pricing is a disciplined approach and how to translate list prices into differentiated retail prices by channel / customer.

View the recording of this detailed discussion, with
lessons learned on how to succeed in today’s challenging environment from strategy, through analytical planning, and post event analytics to
drive growth. Learn more, and View the recording! 

 

Presentations from the just concluded
POI Fall Annual Summit are available to Attendees and POI Members now at 

http://bit.ly/Dallas17Presos 

 POI Perspective
As we close out 2017, and look for areas of improvement in 2018, it is important to review some best practices for effective change management.

Here are the key success factors for change management:

–  Effective Training.

Nearing the completion of a sales application project, project managers have a tendency to cut back on
training, because it is the last place they can cut in order to bring the project in on time and on budget. However, this is exactly what they shouldn’t do. An experienced change

management leader can effectively temper the urge to cut training.

–  Supportive Leadership. A sales application without a visibly supportive, executive level sponsor is like a ship without a rudder. It will inevitably be blown off course. * Intrinsic Incentives. The use of incentives to motivate change is only viable in the short term. Lasting change takes place when people understand the need to change and see the intrinsic value of doing so.

–  Intrinsic Incentives. The use of incentives to motivate change is only viable in the short term. Lasting change takes place when people
understand the need to change and see the intrinsic value of doing so.

–  Measuring Success.

Even though change has many behavioral aspects,
it is still possible and desirable to measure the impact of change through the use of appropriate KPIs.

In Summary, when enabling sales processes with technology, a great deal of
change needs to take place in terms of the processes and the adoption of the new technology. But change management must also be conducted at all levels, not just among end users. You can achieve lasting behavioral change, gain user adoption, and ultimately increase their
chances of a successful deployment if you consider change management
throughout the project – hence taking a “before, during and
after” approach. See the complete report on change management best
practices here

*The POI 2017-2018 TPx and Retail Execution Survey went live on September 25, 2017 and while it has received a statistically significant number of responses, We are asking
for additional respondents. The information conveyed in the charts in this report must be considered preliminary, as they will be updated for the 2018 POI TPx and Retail Execution Report.  Please take the survey here.

 

Presentations from the
just concluded POI Fall Annual Summit are available to Attendees and
POI Members now at 

 

The POI TPx Vendor
Panorama is Published!

The Promotion Optimization
Institute (POI), the leading resource for trade marketing and
merchandising executives, today released its 2017 POI TPx Vendor
Panorama, an annual analysis of the trade promotion management/
optimization market (TPx) that was developed to help guide consumer goods companies to successfully execute trade promotions at the headquarters level. Access the full report here

 

Reach us with any needs, questions, or requests to further engage with POI at:

Have a sensational week!  

 

Michael Kantor, CEO and Founder

Promotion Optimization Institute, LLC

POI Spring Summit 2018

Sponsors of this week’s issue of POI Pulse


SAP Logo           Spring Mobile      

       Trax Nielsen Logo   Upclear 2015

              Strategy and

Exceedra 2016                 

 

 

 

Career Opportunities

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

 

Senior Director, Revenue Management (Neenah, WI)

Kimberly-Clark:  

Serve as working center of excellence to support pricing and trade
strategies.  Team collectively would have expertise in key areas
that would be leveraged by Brand and internal Sales teams as they develop
pricing strategies.  Team would also conduct diagnostics and monitor
overall market pricing to help identify new opportunities and / or
mitigate emerging competitive threats. Contact megan.madge@kcc.com  

 

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 Begin Dec. 13-14, 2017

 

Upcoming Events

 

POI Fall Summit 2017 Westin Galleria, Dallas, TX –
Registration is Open! Learn from Ahold US, Kellogg, Snyder’s-Lance, Blue Buffalo, Church & Dwight, plus a pre-conference workshop on Advanced Analytics for Omnichannel Success

 

 

POI European Summit 2018, Budapest,
Hungary, 14-16, May, Save the Date!

 

 

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