POI European Promotion Optimization Summit

POI European Promotion Optimization Summit

"Collaborate Globally and Execute Locally"
14-16, May 2019
SS Rotterdam
Rotterdam, Netherlands

Agenda

Tuesday, 14 May

14:00 - 18:00

Pre-Conference Symposium for Consumer Goods: “Delivering More with Less through Commercial Excellence” Kantar Consulting

- Latest trends in the retail, shopper and technology landscape across commerce

- Perfect Category Management: Delivering More with Less

- Using Cloud, Mobile and AI to drive in transformation in the CG industry

- Digital transformation of your company’s key commercial processes–Achieve more with less

Presentations include:

Building blocks to drive sustained business growth and the role of technology (leverage IRG results)
Including a sneak peek of the key findings of Kantar Consulting’s latest study that identifies the key building blocks required for driving real business growth in the global market and comment on the implications to the current ways of working of consumer goods manufacturers and retailers and role of technology.
Presented by: Bryan Gildenberg, CKO, Kantar

Revenue growth management today and tomorrow
In this presentation will examine how CG companies can equip their organizations to drive transformational programs to deliver against commercial growth pillars - assortment, pricing, trade terms & promotions, and field force management. How to deploy a data driven approach to reallocate promotional spending to successful activities and create a pocket of investment to accelerate development in the online world (link to TPO and trade promotion funds optimization)

“Successfully Driving, Automatizing and Scaling Customer Management Across JDE’s Pan-European Organization”

Additional presentations will include Microsoft, and Asahi

The number of participants in the symposium is limited. Spots will be reserved on a first come, first served basis. Write to Joanie Hampton at jhampto@p-o-i.org to secure your spot at this Pre-conference Symposium

Wednesday, 15 May

8:00 - 18:00

Registration

10:00 - 10:30

Welcome Break
Sponsored by:

10:30 - 10:45

Summit Welcome – Michael Kantor, Chief Executive Officer and Founder, Promotion Optimization Institute, LLC

10:45 - 11:30

Keynote: Retail Disruptors – The Spectacular Rise and Impact of Hard Discounters

The rise of hard discounters has been monumental. These stores sell a limited selection of consumer-packaged goods and perishables – typically fewer than 2,500 stock keeping units – for prices that are usually 50 to 60 per cent lower than national brands. Chains such as Aldi, Lidl, Trader Joe’s, Eurospin, Biedronka, DIA, BIM, Netto and Leader Price have irrevocably changed the face of retail in Europe, and increasingly around the globe. But can hard discounters replace traditional mammoth retailers such as Walmart, Tesco, Coles, Carrefour and Albert Heijn? Delegates will learn:

Competitive counter strategies for conventional retailers

Brand manufacturer strategies versus hard discounters

A look into the future of disruptive retailing

Presented by: Laurens Sloot, PhD, MSc, Anton Dreesmann Professor of Retail Marketing University of Groningen, The Netherlands

11:30 - 12:15

Plenary Session: Achieving Trading Partner Goals as Shoppers and Consumers Shift Behaviors
In this interactive retailer manufacturer panel session we will touch on key aspects of taking Trade and Retail Execution to the next level, including:

How to measure success, across your planning and execution initiatives.

Team approaches to retail execution that include coaching capabilities from management and applying appropriate measurements across categories.

Driving real sales effectiveness, greater on shelf availability, and improved customer experience.
Moderated by:

12:20 - 13:25

Lunch

Sponsored by:
visualfabriq logo jpeg

13:30 - 14:15

Plenary Session: Results of the POI 2018 State of TPx and Retail Execution Survey: How Trading Partners Benefit from Holistic Promotion Planning & Revenue Management Optimization

Manufacturers and Retailers are responding to changes in Shoppers and Commerce models through key areas relating to collaboration, analytics, and technology enablement. This session will form the basis for exceptional thought, networking and learning throughout the event. In this session, we will look at key questions, insights, and direction for our industry:
1. How and where Manufacturers are improving year over year
2. Where are we in adopting and implementing Machine Learning and AI

3. The foundations of analytical improvements.
4. Ongoing movement from change management to change transformation
5. Why manufacturers are now, more than ever advancing practices and technologies with TPM, RGM, TPO, and related solutions

6. How CG companies are accessing best practices.
7. A glimpse into how CPG’s and Retailers are pursuing digital trade.
We will look at survey results both globally and for Europe to uncover opportunities for consumer goods companies to get competitive advantage.

Presented by: Pam Brown, Chief Commercial Officer, Promotion Optimization Institute, LLC

14:15 - 15:00

Plenary Session: Analytics for Everyday Decision-Making
In today's marketplace, category dynamics and competitive positioning can literally change overnight. That means the daily adjustments companies make to their marketing, sales and innovation planning are just as critical to success as the strategic planning decisions they make annually.And yet,sophisticated analytics are typically channeled to support long-term decision planning for only the largest brands, due to challenges of time, resource, costs and complexity.However, to grow, organizations need to be able make the best decisions on a real-time everyday basis across their entire portfolio.In this session, we will share how European CPG leaders (via case studies) are leveraging Everyday Analytics to identify and activate new opportunities for profitable growth.
Presented by:

15:00 - 15:20

Networking Coffee Break
Sponsored by:

15:25 - 16:20

Session A: Driving Meaningful Change in Trade Promo Management Across People, Processes, and Integrated Systems
Moderated by: Pam Brown, Chief Commercial Officer, POI
Panelists: Anastasia Sitnova, Key Project Manager, SBU, Ferrero Russia
Anna Shulgina, Trade Marketing and Category Management Director, Ferrero Russia

Session B: Balancing Global Governance with Local Practices for Retail Execution
This session is all about customer success stories. At the heart of these successes are sales execution and mobile distribution but we will also focus on end-to-end capabilities from warehouse management to distribution to merchandising. In all cases, we will share relevant KPIs that point to measureable improvements in efficiencies and growth through successful deployments of enabling technology.
Presented by:

16:20 - 17:05

Session A: Integrated Business Planning - Taking on Challenges and Achieving Success Across Teams
Presented by:

Session B:
Presented by:

17:05 - 17:55

Plenary Session: Succeeding in e-Commerce Grocery

Presented by:

18:00 - 19:00

Networking Cocktail Reception

Sponsored by:

Thursday, 16 May

7:00 - 16:30

Registration

8:30 - 9:25

Networking Breakfast
Sponsored by:

9:25 - 9:30

Welcome – Michael Kantor, Chief Executive Officer and Founder, Promotion Optimization Institute, LLC

9:30 - 10:15

Keynote: Intent to Action: Winning the Shopping Journey with Google, Alibaba, Amazon and Others!
No Collaborative Marketing Efforts will be successful in the long term if there is not a clear vision coupled with leadership. Creating successful pricing and promotion plans with desired mutual outcomes involves numerous levels of corporate activity. Delegates will learn from research and examples that identify 10 significant commonalities of the most successful marketing strategies across channels and customers
Presented by:

10:15 - 11:00

Session A: Achieving Perfect Store Goals through Retail Activity Optimization (RAO)
Perfect Store is one of the hottest topics in the FMCG industry, because it drives sales by 5-20%. To unlock this value faster and more reliable new compelling technologies are arising. RAO includes a set of technologies that identify the stores that need a visit, prioritize the opportunity relative to others, task the right field sales person with making the right visit, articulate what needs to be done in that particular store, and provide the optimal routing to get the list of visits accomplished.SP is a complementary new way of presenting Perfect Store in front of the customer. It makes it easy to present the selling story, based on customer data injections, creating a business case for the customer and motivate him to buy into the Perfect Store proposition easier. Hence, it is a winning combination for driving ROI for the manufacturer and retailer while exceeding shopper needs.
Presented by:

Session B: The Role of Machine Learning to Significantly Improve Forecast Accuracy and Business Results
Delegates will learn best practices on achieving the best possible estimations for demand and financial forecasts in promotional planning. He will address key questions such as:
What are the key elements that enable accurate estimation?
How can machine learning help you to improve this?
How can you overcome organisational resistance against machine-based predictions?
How to Make Pricing & Promotion More Effective – Achieving ROI
Presented by: Carst Vaartjes, Co-Founder, Chief Product Strategy, Visualfabriq

11:00 - 11:20

Networking Coffee Break
Sponsored by:

11:25 - 12:10

Session A: Achieving Excellence from HQ Strategy to Perfect CX via Delivery of a Global SFA Solution
This session will share the key lessons learnt from a global deployment of an SFA solution to over 50 markets, covering in-direct and direct route to markets. It will highlight the key challenges faced and share a perspective on the some of the choices to be made. How to match local differences to the requirements of a single process and unifying key measures, how establishing project rhythm/process and measures will enhance results and effectiveness across brands, stores, and shoppers.
Presented by:

Session B:
Presented by:

12:10 - 12:55

Session A: Empowering Field Sales for Growth: Success Stories of Retail Execution, Mobility & Intelligent Systems
This session is all about customer success stories. At the heart of these successes are sales execution and mobile distribution, but we will also focus on end-to-end capabilities from warehouse management to distribution to merchandising. In all cases, we will share relevant KPIs that point to measureable improvements in efficiencies and growth through successful deployments of enabling technology.
Presented by:

Session B:
Presented by:

13:00 - 14:00

Lunch
Sponsored by:

14:00 - 14:45

Plenary Session: Thriving in an Omni Channel World

Presented by:

14:45 - 15:30

Plenary Session: Applying Artificial Intelligence for Improved Revenue Management

Presented by:

15:30 - 15:50

Networking Coffee Break
Sponsored by:

15:50 - 16:35

Plenary Session: Optimizing Consumer and Trade Promotions for Profitable Growth
Delegates will learn about the specific steps a Leading CPG has taken over time to transform its tactical Pricing team into a Revenue Management group that relies on a robust analytic data warehouse, harmonized shipment to consumption, systematic TPE, and advanced analytics methods to drive daily pricing and customer investment decisions.
Presented by:

16:35 - 17:20

Plenary Session: Committing to eCommerce for Insights and Brand Growth
To stay competitive, companies must move beyond experimenting with digital and commit to transforming themselves into a full digital business geared for e-commerce wins. Critical to success is a strategy that includes benchmarks and analytics to understand the impact of digital
Presented by:

17:20 - 17:35

Closing/Action Items – POI European Summit 2020, Michael Kantor, Chief Executive Officer and Founder, Promotion Optimization Institute, LLC

Lunch
Sponsored by: