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 workshop for Consumer Goods: “Delivering More with Less through Commercial Excellence” - Kantar The workshop aimed at sharing best practices and success stories with companies that want to transform their ways of working in customer management to deliver growth with the help of insights and state-of-the-art technology. During the sessions, Kantar will share latest studies, key findings and proven best practices to drive commercial excellence while executives from leading CPG companies will discuss their experiences and paths-to-success. Presentations include: Preparing for 2020: tipping points in retail Ray Gaul, SVP Retail Insights, Kantar Revenue growth management today and tomorrow Alan Shankland, Global VP Technology Asset Advisory, Kantar Ed Bishop, Global Presales Manager, Kantar Microsoft best practices and innovation in CPG Nina Lund, Consumer Goods & Retail Lead - EMEA, Microsoft The digitalization role to capture value across diverse markets in Coca Cola Hellenic Maksim Dolgich, Group Commercial Policy Manager - Group Comm. Excellence, Coca Cola Hellenic Plamen Kanev, Enterprise Solutions Manager - Commercial, Coca Cola Hellenic TPM in the nordics – Power to change Rene Brorstrøm, Customer and Business Development Manager, Orkla As Anders Ralvert, Business Analytics & Insights Manager, Orkla Foods Sverige AB Achieving eCommerce Scale: Building your New Integrated Category & Commercial Plan Steve Mader, Consulting Director, Global eCommerce & Digital Practice, Kantar The number of participants in the workshop 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 Kantar workshop.
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 - 11:15	Keynote: 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
11:15 - 12:00	Plenary Session: The Next Growth Curve with Tech-Enabled Strategic Revenue Growth Management\| Strategic RGM takes an integrated longer-term view on growth by bringing together insights across the core RGM levers with untapped category growth opportunities Companies that succeed in this area amplify their existing core RGM capabilities by: -Embedding RGM capabilities within other commercial functions including marketing, sales, consumer insights, and category development teams -Unlocking next generation RGM insights through the interplay of data science, advanced analytics, and agile tools -Demonstrating impact early by more rapidly moving insights into action -Leveraging data engineering and tech-enablement to accelerate scalability and ensure long-term sustainability Presented by: Rene Schmutzler, Associate Partner Leader RGM Practice Europe, McKinsey & Company Alex Swales, Senior Client Development Advisor, Periscope by McKinsey
12:00 - 12:45	Plenary Session: How Excellence in Trade Management and Optimisation Impact the Wider Enterprise from a Capability to Exceptional Retail Execution Commercial leadership at Premier Foods has evolved from creating promotional plans and analyzing events to the current remit of fundamentally changing the way in which Premier develops plans to deliver growth through creating, leading and embedding broad commercial principles across the Sales, Marketing and Finance teams. Delegates will learn how orchestrating a Commercial Planning team, a 3rd party field sales operation of 40 reps, a Customer Marketing team and project leadership to implement an integrated promotional management system leads to optimisation across the commercial enterprise. *Presented by:* Philip Morgan, Head of Commercial Planning & Execution, Premier Foods
12:45 - 13:45	Lunch Sponsored by:
13:50 - 14:35	Plenary Session: The What, Why and How to Achieve Growth in 2020 and Beyond During this presentation Ray Gaul will provide a glance on key findings from Kantar's latest study that identifies key building blocks for best in class organizations to drive sustainable business growth in 2020 and beyond and the implications in the technology arena. Presented by: Ray Gaul, SVP Retail Insights, Kantar
14:35 - 15:35	Plenary Session: POI Lightning Talk Session 9-five-minute talks presented sequentially without interruption. The point of each lightning talk is not to give a detailed talk but rather to present briefly the latest and most interesting technological advancements. They cover the vendors capabilities, start with the good stuff, and end making a point. Presented by: Leading Solutions Providers
15:35 - 16:05	Networking Coffee Break Sponsored by:
16:10 - 16:55	Plenary Session: Fast scaling account and promotion planning across JDE’s Pan-European organization During this session Hugo and Bas will share JDE’s experience in delivering a transformational program to harmonize account and promotion planning processes and solutions across Europe and drive operational efficiency and higher ROI and customer profitability. Presented by: Bas Michel, Global Customer Director, JDE Hugo van der Heijden, Global IT Business Partner Marketing & Sales, JDE
16:55 - 17:40	Plenary Session: Delivering Benefits from your TPM/TPO Journey - Fast and Furious Can you endure to deliver sustainable business benefits if you do not drive change in your TPM & TPO journey? Delegates will learn about: Scope and funding: How to work out, get ownership, and follow up on your Business Case. Definition of Need vs Want: How to deliver fast and agile and addressing scope creep. Change Management: Why change is needed and what role Change Management plays. How change Management is linked to your Business Case Presented by: Bertin Schuerrle, Senior Program Manager Revenue Management, Arla Foods amba
17:40 - 18:25	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
18:30 - 19:30	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	Plenary Session: NRM/RGM in a Global Organisation / Case Study based on Nomad Foods Implementation (vision – process – tools – capabilities) Implementing NRM with tangible results on the P&L requires more than tools. The path to sustainable NRM delivery is a mix of vision – process – tools and building capabilities with the teams. StepUp and Nomad Foods will bring a short case study and view on the way to realize tangible impact with NRM. Showing measurable impact in the P&L. Presented by: Piet Surmont, Managing Partner, StepUp Consulting Matthew Webb, Global Commercial Strategy & Net Revenue Management Director, Nomad Foods
10:15 - 11:00	Plenary Session: Selling more and better across EMEA multifaceted markets: the BIC Journey During this session Fabrice and Matteo will share the BIC journey and takeaways in delivering and fast scaling a successful retail execution & distributor management program across Europe and MEA countries with the aims of increasing sales efficiency, improving customer experience and driving higher results through retail partners. Presented by: Fabrice Borsato, Pricing & Sales Policy Manager – Bic Matteo Spera, Director, Consumer Goods, everis Italia SpA
11:00 - 11:20	Networking Coffee Break Sponsored by:
11:25 - 12:10	Plenary Session: How Mars Drives Excellence at the Point of Sale to Achieve Perfect Store Objectives The Changing Face, and Expectations of Retail Execution in a Dynamic Retail Environment The future presents a world where brands are likely to interact with retailers, from predictive ordering to shop in shop concepts. New channels will present new challenges to brand owners as the mature retail channel becomes more and more blurred with the way the consumer shops, having the right capabilities in Retail Execution and beyond, without having to invest in bespoke development is the key to winning today, and into the future. Attendees will get a view into the way the Mars team has used Retail Execution to drive their business forward, the lessons they have learned that improved not only their in-store activity, but was transformational to their business, perfect store objectives, their client satisfaction, and the way they changed the way they worked with retailers for mutual benefit. *Presented by*: Tomasz Kozlowski, Account Executive & Senior Project Manager at AFS Technologies, Inc. Lluís Costa, Business Partner Manager, Mars Iberia
12:10 - 12:55	Plenary Session: Repositioning Revenue Management – Staying True to NRM Throughout Your Journey Tom and Kevin will cover the creation of the Revenue Management function where they are able to embrace fact-based Revenue Management and have the ability to make business decisions based upon live data. Kevin and Tom will explain how the focus now is to develop a true Revenue Management culture within Bayer, where Revenue Management has to become everyone’s responsibility. Delegates will learn requirements to build a ‘best in class’ Revenue Management capability and demonstrate leadership in Customer Excellence – leadership which is acknowledged globally within Bayer. Presented by: Kevin Nolan, Revenue Management Lead, Bayer Tom Marriage, Business Operations Lead, Bayer
13:00 - 14:00	Lunch Sponsored by:
14:00 - 14:45	Plenary Session: How to Survive in an Era of Agile Consumer Product Challenger Brands Consumer products companies have identified the growing number of direct to consumer challenger brands as their biggest risk to retaining market share and revenue in the next five years.50% of the future growth for consumer product companies depends on engaging more directly with customers. Delegates will learn how to respond to this dynamic change in competition by learning from real case examples, and the D2C playbook to engage directly with consumers and deliver transformational outcomes. Presented by: Paul Smith, Global Industry Principal Consumer Industries, SAP
14:45 - 15:30	Plenary Session: Don’t Optimize Promotions, Automate! Delegates will learn best practices on transforming their promotional planning processes. He will address key questions such as: Why start with automation? What are the key elements that enable automation? What can TPM automation deliver you as an organization? How can you overcome organizational resistance against machine-based change? What are the steps after automation? How to Make Pricing & Promotion More Effective – Achieving ROI *Presented by:* Carst Vaartjes, Co-Founder, Chief Product Strategy, visualfabriq
15:30 - 15:50	Networking Coffee Break Sponsored by:
15:50 - 16:35	Plenary Session: Leveraging Trade Promotion Management Solutions as an Entry Point into Revenue Management Delegates will learn via case examples about challenges and key IT, organisational and process enablers to establish business practices focused on sustainable top line growth. This includes: -IT (where to start and why?) -Process (routines to make it stick) -Organisation (where should RGM sit) Presented by: Gabriel Plate, Client Services Director EMEA, UpClear
16:35 - 17:20	Plenary Session: How Processing Data from Both Traditional and Modern Sales Channels Daily Improves TPx By using deep learning methods of data processing from traditional and modern sales channels with a little help from artificial intelligence and its ability to learn progressively (with no specific programming needed), it is possible to obtain increased effectiveness with trade promotions. Additionally. by utilizing virtual components, such as badges, challenges, leaderboards and storytelling, and with augmented reality, retail execution and sales effectiveness is improved. *Presented by:* Jakub Frankiewicz, Consulting Manager, Comarch
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:

Plenary Session: How Excellence in Trade Management and Optimisation Impact the Wider Enterprise from a Capability to Exceptional Retail Execution

Presented by: Philip Morgan, Head of Commercial Planning & Execution, Premier Foods

Plenary Session: How Excellence in Trade Management and Optimisation Impact the Wider Enterprise from a Capability to Exceptional Retail Execution

Presented by: Philip Morgan, Head of Commercial Planning & Execution, Premier Foods

Plenary Session: How Excellence in Trade Management and Optimisation Impact the Wider Enterprise from a Capability to Exceptional Retail Execution

Presented by: Philip Morgan, Head of Commercial Planning & Execution, Premier Foods

Plenary Session: How Excellence in Trade Management and Optimisation Impact the Wider Enterprise from a Capability to Exceptional Retail Execution

Presented by: Philip Morgan, Head of Commercial Planning & Execution, Premier Foods