POI Virtual Summit

The POI Inaugural Virtual Summit is Now Available ON-DEMAND Anytime

Agenda

10:00 AM - 10:05 AM

Welcome
Michael Kantor, CEO and Founder, Promotion Optimization Institute, LLC
Welcome to the Virtual POI Summit. As the health and safety of our customers, partners and employees is our highest priority, we have reformatted the critical POI Summit Experience as a virtual event that you can attend from anywhere. POI has created a sensational way to stay connected and move efforts forward in the in the face of adversity! We anticipate you joining us on May 12^th at the Virtual POI Summit to get the latest on RGM, Omni channel, D2C, AI, and Advanced Analytics enabling you to succeed in a post COVID-19 environment. We’re excited to see you here!

10:05 AM - 10:45 AM

The New Category Management of Data, Knowledge and Experience
We are collectively in a place no one expected nor planned for as we progressed into 2020 with COVID-19 economic shock, plus retail and shopper displacement. This new reality requires a new structure, one that can be fitted to category management and trade optimization but more oriented to team experience and voiced expectations than in the past. In this new world we have to look harder at the data that is available to our collective knowledge for scenario planning within the known frameworks. Kantar’s David Marcotte will review the ways forward for the professionals in the retail landscape. Joining David will be Richard Hilton, Director, Nestlé to discuss how they are moving forward with people and projects in a distributed workforce.
Presented by: Dave Marcotte, SVP, Cross-Industry/Cross-Border and Technology, Consulting Division, Kantar
Richard Hilton, Director, Center of Competency for Trade Planning, Nestlé

10:45 AM - 11:15 AM

Modern Marketing in a Shifting Omnichannel World
Ken will discuss how Henkel, a 140-year-old company, is making the move to modern marketing by leveraging storytelling, digital, data and technology to build consumer relationships throughout the path to purchase. This work is leading to the creation of an engagement ecosystem that simultaneously prospects, acquires and retains brand users as well as grows user lifetime value through upselling.

Consumer relationship marketing, dynamic creative optimization, personalization and machine learning initiatives should make the experiences with our brands feel more personal and value added as consumers increasingly interact with our brands. Ken further discusses how Henkel is driving 2X return on marketing investment by breaking down internal silos, bringing the consumer into view, creating great experiences and feeding the marketing funnel a steady diet of great content.
Introduced by: Colby Sheridan, Global VP, Sales and Marketing Solutions, Consumer Products IBU, SAP
Presented by: Ken Krasnow, Vice President Omnichannel Marketing, Henkel Corp.

11:15 AM - 11:45 AM

Focusing Commercial Efforts and Resources as the Covid-19 Health Crisis Evolves
Unprecedented times call for unprecedented action. Join PwC Strategy& and POI as we discuss the unfolding Covid-19 health crisis and the impact on the consumer goods industry. Learn what actions need to be taken today, and, in the short team to re-stabilize your business. Attendees will understand the challenges that are likely to be faced and need to be overcome, to create profitable growth in the current year and beyond.
Samrat Sharma, Partner, PwC's Strategy&
Alex Kushnir, Partner, PwC's Strategy&
Whitney Nystrom, Senior Manager, PwC

11:45 AM - 12:15 PM

Harmonizing and Integrating Your Data Across the Organization for Insights and Growth in Any Economic Condition
KIND Snacks will share with attendees how they are able to pinpoint successes with retail partners and reallocate unproductive money to more effective sales, marketing, and merchandising activities (as is the current case with Covid-19). Greater sales effectiveness from HQ Strategy to Field Execution is now possible with access to actionable, real-time data, including promotion profitability, total trade spending visibility, account and/or product-specific profit and loss, promotion calendar, and accurate sales and spending. Data also empowers KIND Snacks to move into the future efficiently. KIND Snacks now makes smarter decisions, devises more relevant ideas, and works more strategically, setting itself up for a bright future!
Presented by: Jill Watson, Director, Finance Systems, KIND Snacks
Chris Rice, SVP Sales & Marketing, Exceedra

12:15 PM - 1:00 PM

Navigating Through an Accelerated Move to a Digital World
CPG companies have been adapting to the rapidly developing digital economy for the past several years. Internal groups have been formed to manage eCommerce, brand and marketing teams have focused efforts on building relationships directly with shoppers and a wealth of new data is available for developing insights. Manufactures had the benefit of time – time to test ideas, learn and evolve capabilities to new ways of working.

The Covid-19 pandemic eliminated the time benefit for many. The first need was simply to respond. Online marketplaces have been deployed in a matter of days, product focus and purpose has been redefined by necessity, and many have entered new markets all together.

This session will focus on how companies can assess the impact of the initial response, externally and internally. As a new normal begins to form, how can your company evaluate where it needs to reset capabilities and build a realistic timeline for renewal?

Presented by: Matt Campbell, Managing Director, Digital Customer & Channel Transformation, Accenture
Trey Alexander, Managing Director, Strategy, Accenture
Ray Boyd, Senior Manager, Accenture

1:00 PM - 1:30 PM

Aligning Global Commercial Objectives with Local Market Needs through Best in Class Revenue Management Software and Practices.

Participants will learn through real life case study on how Perfetti Van Melle managed to:

a) Embed new ways of working at record speed ensuring clear definition of roles and responsibilities within the organization

b) Drive consolidation and alignment between manufacturer and retailer data to bring together sales, finance and operations

Presented by: Paul Ford, Global Revenue Growth Manager, Perfetti Van Melle

Christopher Reid, EMEA Client Delivery Practice Lead, UpClear

1:30 PM - 2:00 PM

A Path to Successfully Include AI in Your Organizations Revenue Growth Management Practice

Attendees will experience a framework that CPG organizations can use to successfully embed AI in their revenue growth management practice plus evolve an organization’s skill sets over time. Carst will share from his experience with leading CPG’s around the globe, how organizations can ensure prerequisites around data availability, how quality and governance are met; what kind of machine learning can be applied, and how to handle the fact that this will be a continuous journey; including specific requirements for AI change management to gain organizational buy-in and adoption. In the end, demystifying AI practices and also delivering an AI business case that can help unleash your company’s efficiency and effectiveness today.

Presented by: Carst Vaartjes, CTO, visualfabriq

2:00 PM - 2:30 PM

Building Resilience In The Value Chain
Consumer goods companies are facing major disruption as a result of COVID-19. Workforces have moved remote, overnight. Distribution motions are changing and sales are now taking place digitally. Consumers are looking for direct engagement and buying channels from brands. And the role of brands in the community is more important than ever. Hear how brands are navigating these disruptions with agility and relevance, connecting employees, customers, consumers and communities.
Presented by: Michael Carr, Industry Go To Market, Salesforce
Lisa Tan, Chief Marketing Officer, Reverie

2:30 PM - 3:00 PM

The Critical Role of Post-Promotion and Baseline Analytics in a Disruptive
Supply & Demand Environment

Learn how CPG manufacturers handle consumption volatility during unprecedented times. Blacksmith Applications’ customers will share how they’re addressing never-before-seen pantry loading and consumption spikes. These new consumer tactics have CPGs closely evaluating baseline impact, shift in product mix, and overall demand. Attendees will better understand how this impacts future base and promotional events. Presenters will share how CPGs can develop a normalized annual plan for 2021 (that factors out volume disruption).

Presented by: Jon Vasatka, EVP Business Development, Blacksmith Applications

Casey Joiner, Trade Marketing Manager, Rich Products Corporation
Dean Zuta, Head of Trade Planning and Finance, Solaris Paper
Angela P. Rosenquist, Vice President of Sales, InnovAsian Cuisine

3:00 PM - 3:30 PM

Driving Sustainable Profitability with Occasion-led RGM in a Time of Uncertainty

Occasion-led RGM can drive sustainable profitability for CPG companies and fundamentally reset the dynamics with retail partners, creating strategic, win-win partnerships, both in times of crisis and economic growth. It is a robust and data driven understanding of consumption occasions, looking into different shopper needs, category, channel and customer behaviors. (e.g. Consuming a product at home with family as opposed to at work by yourself). Leveraging advanced analytics to deliver powerful insights, Occasion-led RGM provides transparency into commercial performance and helps optimize commercial focus and resources. In this session, we will demonstrate how Occasion-Led RGM can help, with particular focus on economic downturn and uncertainty:

- Focus assortment on most incremental, profitable products

- Prioritize pricing and promotion initiatives

- Identify volume growth through white space opportunities

Presented by: Sheldon Lyn, Partner, McKinsey & Company

Chris Enger, Sr. Solution Leader, Periscope by McKinsey and Partner, McKinsey & Company

3:30 PM - 4:00 PM

How Performance Management Capabilities Empower HQ and Field Teams to Execute on Strategic Insight to Capture Growth

This session explores capabilities that put the power of insight in the hands of those driving execution. One of the largest challenges that we face as revenue growth management, and trade marketing leaders is ensuring the translation of strategy into tactical action for business results. Join us for this lively panel, which will discuss best practices and capabilities that enable the translation of broad reaching business strategies into actions that business owners can execute and growth is realized.

Presented by: Kerry Farrell, SVP Sales and Customer Success, Eversight with CPG Panel
Scott Johnson, Sr. Manager Revenue Optimization, Land O' Lakes
Jonathan Cole, Strategic Revenue Management Leader, Mars Petcare US

4:00 PM - 4:30 PM

Bringing RGM to Life in My First 90 Days at PepsiCo
David Chen brings his Finance, S&OP, Pricing experience across CPG and Retail to the Revenue Management discipline at Pepsi Canada. He and Rob will walk you through detailed steps on getting RGM right, including:
- How I developed the “Right” financial lens on the business
- How I prioritized my work and what I wanted to accomplish
- Tools used to learn the business
- Quick wins to make an immediate impact

Presented by: David Chen, Revenue Management, PepsiCo Foods Canada
Rob Schram, Owner and Founder, Cornerstone Capabilities Inc.

4:30 PM - 4:55 PM

Building Commercial Resilience During and Post Crisis

CPGs are facing unprecedented times in terms of demand volatility and an acceleration of underlying consumer trends like move towards omnichannel (incl BOPIS, delivery, subscription), consumer bifurcation and an emphasis on health, wellness, and sanitation. This is creating a unique opportunity for CPGs to bolster their relationships with both consumers and retail partners, to direct commercial spend to the right categories and channels, and to create long-term stickiness with the consumer. In this session, we will discuss how CPGs are immediately responding to the crisis and volatility, sensing the category impacts during recovery, and positioning for long term success by using demand generation & profitable growth levers.

Presented by: Paras Agarwal, Partner/Managing Director, Deloitte Consulting

Andrea Bell, Deloitte Consulting
Ed Johnson, Principal, Retail and Consumer Products, Deloitte Consulting

5:00 PM - 5:30 PM

Are you fully utilizing your TPx system? Learn how different organizations are leveraging TPx to achieve business objectives
TPx maturity varies greatly by organization. Regardless where you are on your TPx journey, Clarkston Consulting offers perspective and lessons learned that will get you thinking about enhancements that can be made.

Clarkston will share their experiences establishing foundational capabilities such as checkbook management and volume forecasting, to industry leading capabilities such as Customer Profitability and Revenue Management. They will also share insight into some of the most frequently asked questions such as integrating consumption data and loading historical promotion data during implementation.
Presented by: Kyle McDonald, Clarkston Consulting

5:00 PM - 5:30 PM

Has the Tipping for eCommerce Arrived?

Sri Rajagopalan gives a master class on the current pandemic and how it may change retail shopping. He will answer specific questions such as 'has the tipping point for eCommerce arrived', 'who will benefit from it' and 'who has stepped up' at this time. In addition he will cover an eCommerce 2020 session on what areas to double down to continue to drive growth for your brand.
Presented by: Sri Rajagopalan, Co-founder, Zenfuel

5:00 PM - 5:30 PM

Keeping Your Sales Reps & Customers Safe: An Easy, Contactless Sales Experience

During these times, safety is our number one priority for our employees and customers. As times are changing, so is the process in which we are consuming our goods. Without a doubt we’ve all experienced contactless pizza delivery or maybe even contactless grocery fulfillment, but how can we extend that to our field sales reps and customers?
Product fulfillment is more crucial than ever as we see empty shelves across the nation so we must adapt and deliver a newer and safer sales experience. Join Spring Global to learn how you can:

Quickly implement a contactless order experience for your customers
Leverage WhatsApp or SMS text messaging
Empower your customers to safely place orders while focusing on shelf replenishment

Presented by: Jennifer Perillo, VP Sales-North America, Spring Global

:00 PM - 5:30 PM

Barilla’s Secret to Trade Promotion ROI and Tips You Can Apply to Your Own TPM Success
In a world where the sheer volume of incentives, promotions, and discounts has become
completely unmanageable someone had to find a way to make sure the numbers actually add up – so you never leave money on the table.

With so many trade programs across partner relationships, it’s impossible to see where all the money is going, let alone how much difference it’s actually making to your revenue.
Vistex helps you see the numbers, see what works, and see what to do next – from the comfort of your own ERP. In this session, we’ll take a look at how Vistex helps businesses instill best practices into managing these programs, and take a look at how leading global enterprises, like Barilla, have achieved successful outcomes with the solution.
Presented by: Jeffrey Mok, Manager, Solution Engineering, Vistex

Closing/Action Items – Berlin European Summit - Rescheduled to October, 2020, Canadian Summit - Rescheduled to June 2021, Chicago Summit - Rescheduled to September 30-October 2, 2020 Live, and Fall Annual Summit, November 4-6, 2020, Dallas TX
Michael Kantor, Chief Executive Officer and Founder, Promotion Optimization Institute, LLC

Available at 5:00 PM

Stay with us to Access these Additional On Demand Concurrent Sessions:

Multichannel Sales Execution for Shrinking POS a lesson from cutthroat markets

Workshop for Consumer Goods: