POI Northeast Regional Summt

The POI Northeast Regional Summit

September 25-27, 2019
Hyatt Regency Morristown
Morristown, NJ

Agenda

The finalized agenda for the POI 2019 Retail Execution Summit will be available soon!


Wednesday, September 25
3:00 PM - 7:00 PM	POI Registration
2:00 PM - 5:30 PM	Pre-Conference Workshop for Manufacturers and Retailers: Supercharging the Trade Transformation Journey: from TPM to Revenue Growth Management: In this deep-dive workshop we will present leading capabilities and impacts on organization, processes, advanced analytics and systems relating to organizational transformation. This interactive session facilitated by Clarkston Consulting and Exceedra will lead an interactive discussion on the trade journey transformation using best practice case examples, then how to move from trade promotion management to optimization to RGM. Cross-functional Participants (from trade, finance, supply chain, catman, shopper, IT, Sales, marketing, analytics, etc.) will have the opportunity to get questions answered, share and gain insight into leading practice, lessons learned, and receive personalized next steps for innovation and profitable growth, regardless of where you are on your journey. Reach Joanie Hampton at POI jhampto@p-o-i.org to reserve your seat as this complimentary workshop is limited to the first 30 registrants.
5:30 PM - 7:30 PM	POI Welcome Cocktail Reception *Sponsored by:*

Thursday, September 26
7:00 AM - 5:30 PM	Registration
7:30 AM - 8:30 AM	Networking Breakfast *Sponsored by:*
8:35 AM - 8:55 AM	Welcome Michael Kantor, CEO and Founder, Promotion Optimization Institute, LLC
9:00 AM - 9:50 AM	Keynote: Achieving End-to-End Success From HQ Strategy to Field Execution! According to the POI 2019 Trade Promotion and a Retail Execution Survey many retailers and manufacturers are continuing to organizationally structure themselves based on old paradigms. Our number one focus is the consumer, yet roles, processes, and systems are still internally focused, not optimal, and in many cases broken. Organizations need to step back and create a “Holistic Enterprise,” de-siloed approach, where the linkage between digital and traditional promotion is fast becoming critical for mutual growth. Presented by: Pam Brown, Chief Commercial Officer, Promotion Optimization Institute
9:55 AM - 10:45 AM	General Session: Achieving Revenue Management Goals Using Enhanced Analytics Current market challenges include growing revenue in an environment that is increasingly fragmented, where insights (derived from advanced analytics) are the true currency that help manufacturers and retailer partners get closer to their shoppers and consumers. Attendees will learn from this expert panel how advanced analytics are combined with revenue management strategies to bolster top and bottom line results. Moderated by: Michael Kantor, CEO and Founder, Promotion Optimization Institute Panelists: Rick Florio, Division Vice President, Nestle Mark Horner, Former Director Sales Strategy, Eagle Family Foods Armin Kakas, Vice President of Advanced Analytics, American Tire Distributors
10:50 AM - 11:20 AM	Networking Coffee Break *Sponsored by:*
11:25 AM - 12:15 PM	General Session: How a Leading CPG 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 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. *Moderated by:* Jim Caudill, Vice President, AFS Technologies *Presented by:* Kyle Barz, Global Sales IT Capabilities, Mars, Inc. Michael Marzano, Director Food Service Analytics, Sysco Corp.
12:15 PM - 1:45 PM	Networking Lunch *Sponsored by:*
1:50 PM - 2:40 PM	General Session: Understanding Retail Today - A Category and Customer Approach! When a customer is making decisions to purchase consumer goods, there are a multitude of variables playing in their heads. How is the economy? How does the job market look in the next year? Do I have more or less spending money than I did a year ago? How do I make a purchase that makes me feel intelligent, thrifty, value-oriented, and trendy- all at the same time? In this presentation, we will go through a number of environmental and social changes, how they are impacting consumers, and what some are doing to be successful in today's marketplace. *Presented by:* Dr. Russell J. Zwanka, Siena College, School of Business, Food Marketing and Marketing Research
2:45 PM - 3:35 PM	General Session: Necessary Leadership in Developing High Performing Team The Definition of TEAM and TEAM Success, Vision, Mission, Values, People Development, Overcoming Obstacles through Making It Happen! Having created winning teams as a retailer, distributor, and manufacturer, Mark will combine these perspectives, and share unique ways of aligning teams to execute in concert. This will include interactive questions of the audience *Presented by:* Mark Tarzwell, Chief Operating Officer, Mrs. T’s Pierogies
3:35 PM - 4:05 PM	Networking Coffee Break *Sponsored by:*
4:10 PM - 5:00 PM	General Session: FMCG Journey from HQ Strategy to Planning and Sales Effectiveness through Retailers Achieving sales effectiveness requires exceptional HQ Strategy and Planning (including TPM process/tools) through execution in the field, and analytics utilized to continuously improve. Capabilities necessary for this success permeate the cross-functional team which includes mapping application about retail locations by type/segment, including: - Deep dive into product and brand performance - Historical performance, including profitability - Prioritization and optimization Moderated by: Pam Brown, Chief Commercial Officer, Promotion Optimization Institute Panelists: James Williams, Strategy & Solutions Manager, Church & Dwight Sanj Nandy, Associate Director of Commercial Analytics Global RGM, Johnson & Johnson Richard Mayers, Senior Director Sales Technology, Conagra Brands
5:05 PM - 7:00 PM	Networking Cocktail Reception *Sponsored by:*
Friday, September 27
7:00 AM - 12:30 PM	Registration
7:00 AM - 8:00 AM	Networking Breakfast *Sponsored by:*
8:00 AM - 8:05 AM	Welcome Michael Kantor, Founder and Chief Executive Officer, Promotion Optimization Institute, LLC
8:05 AM - 8:55 AM	Keynote: Driving Mutual Growth in a Dynamic Retail Environment with an RGM Focus The face of retail is rapidly changing! And revenue management is transforming the “art of pricing” by placing the consumer and shopper at the heart of advanced analytics. Dissecting category performance, purchase dynamics, consumption occasions and the shopper’s trip missions enable thought provoking analytics to deliver insights that move beyond item and price management. The journey we are on will shape how retailers and manufactures grow together through the next generation. *Presented by:* Andre Romero, VP Revenue Growth and Trade Management, Campbell’s Soup Company
8:55 AM - 9:45 AM	General Session: Applying and Integrating AI with Trade Funds for ROI In a world overflowing with data, distilling it down and finding the insights that can drive better investment decisions across retailers, brands, and promotions is crucial. In this session, we will look at the power of data, AI and how leading-edge analytics can help CPG companies optimize their trade spend to deliver growth and capture value. *Presented by:* Leabe Commisso, VP Sales North America, Kantar
9:45 AM - 10:05 AM	Networking Coffee Break *Sponsored by:*
10:05 AM - 10:55 AM	General Session: "A Fireside Chat on How Trading Partners Collaborate to Bring Joy to Customers Lives" There are widely accepted views in the industry. One: collaboration is a key to making the manufacturer/retailer connection more effective and efficient to best serve shoppers and consumers. Two: There are very few examples of exceptional collaboration. While providing an exceptional customer experience is a good reason, collaboration is often simple, not necessarily easy. Attendees will learn from these trading partners, who have developed a way to plan and execute together collaboratively to thrive in this constantly changing retail environment. *Moderated by:* John L. Stanton, PhD, Chairman Food Marketing Dept. Saint Joseph’s University *Panelists:* Daryl Thomas, Sr. V.P. Sales, Marketing, Herr Foods Inc. Paul Brauer, Executive VP and COO, Brown's Super Stores (ShopRite)
10:55 AM - 11:45 AM	General Session: An Innovative Approach to RGM Using Wine Profile Clustering Analysis and Prediction Modeling Using Machine Learning Since data structure are more diversified, it both presents opportunities and challenges to the organization. How can we leverage the data using machine learning to drive consumer understanding and engagement is the ultimate key in building the next wave of revenue management growth. *Presented by:* Sunny Yurasek, Business Team Lead Revenue Management, Constellation Brands, Inc.
11:45 AM - 12:35 PM	General Session: Investing in People – Getting Ahead of Disruption: The Skills, Training, and Competencies Needed for Growth Today and Tomorrow! As professionals we must continuously improve our sales, marketing, merchandising, and analytics skills. Today we live in the world of the connected shopper. The recent acceleration of e-commerce has left the retail industry disrupted and we cannot continue to meander along the path of yesterday’s marketers. These changes have driven the need for more retailer and supplier collaboration in physical stores, in digital environments, and e-commerce. Learn from CPG and Retailer Executives on how they Skill Up! *Presented by:* Scott Mathews, CEO Learning Evolution John Stanton, PhD, Chairman, Food Marketing, Saint Joseph’s University Michelle Patterson, Founder and Partner, Augmented Value *Panelists:* Alex Edger, Former Category Management Analyst, Key Food Stores Chelsea Mann, Director of Revenue Growth Management, Atkins Nutritionals, Inc.
12:35 PM - 12:40 PM	Closing/Action Items - POI TPx and Retail Execution Survey; POI Fall Annual Summit, Dallas, TX; POI 2020 Spring Annual Summit, Chicago IL; 2020 European Summit,, Michael Kantor, Founder and Chief Executive Officer, Promotion Optimization Institute, LLC

Registration

General Session:

General Session:
Presented by: