SUMMIT PROGRAM. Collaborative Promotion Optimization & Continuous Improvement Summit. TPM-TPO-Collaborative Marketing is BIGGER in Dallas!

Transcription

1 SUMMIT PROGRAM Collaborative Promotion Optimization & Continuous Improvement Summit TPM-TPO-Collaborative Marketing is BIGGER in Dallas! Fall Summit 2014 Dallas, Texas November 2-4, 2014

2 WELCOME 2

3 CONTENTS Table of Contents Welcome... 5 Overview... 7 Summit Agenda... 9 Keynote Speakers...11 Sponsors...21 Speakers

4 ADVISORY BOARD POI Certified Collaborative Marketer (CCM) Education Advisory Board Chris Boever EVP, Chief Customer Officer Pinnacle Foods Mike Nothofer Assoc. Director Strategic Pricing Johnson & Johnson Pam Brown Director, Trade Promotion Management Del Monte Foods Michael Bruening Revenue Management Optimization Nielsen Tom Burkemper Sr. Director Merchandising 7-Eleven Rick Epstein Vice President Pricing and Trade Strategy Georgia Pacific Brian Eustace Director of Sales Operations Popcorn, Indiana Michael Gamage Director, Price and Promotion Starbucks Dale Hagemeyer Vice President Gartner, Inc. Jim Hertel Managing Partner Willard Bishop Michael Kantor Chief Executive Officer Promotion Optimization Institute, LLC Ronald K. Klimberg, PhD Professor, Decision and System Sciences Saint Joseph s University Kevin Kroymann Director, Trade Marketing Hormel Foods Scott McCulloch Sr. Director of Merchandising/ Category Management Duane Reade Dale Neely VP, Trade Promotion Mgt. & Optimization Genpact Elaine Oussoren Brand Aid Digital President Lisa Overman Corporate Promotions & Private Brand Marketing Food Lion, LLC Gary Singer Partner Accenture Dr. John L. Stanton Professor of Food Marketing Editor in Chief, Journal of Food Products Marketing Saint Joseph s University - Dept. of Food Marketing Ken Sullivan Senior Vice President CMS Consulting Jeremie Davis Sr. Director Technology The Dannon Company Jon Vasatka Director of Sales Operations Retail Division Continental Mills Win Weber Chairman, Chief Executive Officer Winston Weber & Associates (WWA) 4

5 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! WELCOME Dear POI Summit Attendees, It is my absolute pleasure to welcome you to the 4th Annual Promotion Optimization Institute (POI) Fall Summit. As we celebrate our six year anniversary, the theme of this Summit is Continuous Improvement, which is at the core of optimization. Presenters, engaged participants, new attendees, and those returning will experience something unique here. At this summit, you will have the privilege of meeting and networking with countless individuals who are leading experts at Global Brands and Banners, plus leading solutions. When writing these welcoming remarks, and considering today s current events, and the many questions received from you, I found myself relying on my background in Retail and CPG, plus my health system planning experience. As a community, we overcome obstacles together. I continue to be impressed by you, along with the strength of this growing community, which makes up the POI. That growth is demonstrated by the fact that 35% of you are new to the POI Summit experience. POI continues to lead the way, providing superior education and solid training ground for advancing collaborative promotion optimization. It is my great honor and privilege to work with Dr. John L. Stanton at Saint Joseph s University and the POI Education Advisory Board to bring this event to you. The Certified Collaborative Marketer CCM is designed for continuing education, including mastery of the collaborative skills necessary to succeed with trading partners. Together with the POI Board, we have again constructed for you the most advanced and relevant program for your professional development, and your company s benefit. Each consecutive POI Summit includes your requests and our collective vision for collaborative promotion optimization (CPO). Thanks to the many of you who continue to share your needs and opinions with us, enabling POI to continuously improve our service to the industry. We thank every speaker, board member, and sponsor who is contributing their time, experience, commitment and leadership. As you have in the past, please make the time to personally engage with them throughout the summit and create at least 6-10 new relationships. I appreciate each of you for your support, continued learning, and choosing to continuously improve at POI. Let s enjoy Dallas! Yours sincerely, Mike Kantor and the entire POI Team

6 The Promotion Optimization Institute would like to thank the following sponsors for their support of the Collaborative Promotion Optimization & Continuous Improvement Summit UpClearR 6

7 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! OVERVIEW Hotel Information The Westin Galleria Dallas Dallas Parkway Dallas, TX Exhibit Hours Sunday, November 2, :00 PM 7:30 PM Welcome Cocktail Reception Sponsored by: Accenture Monday, November 3, :00 AM 8:00 AM Networking Breakfast Sponsored by: Wipro Promax 10:05 AM 10:25 AM Networking Coffee Break Sponsored by: Sequoya 12:20 PM 1:30 PM Networking Lunch Sponsored by: Nielsen 3:25 PM 3:45 PM Networking Coffee Break Sponsored by: Genpact 5:30 PM 7:00 PM Networking Cocktail Reception Sponsored by: Oracle Tuesday, November 4, :30 AM 8:30 AM Networking Breakfast Sponsored by: Adesso 10:05 AM 10:25 AM Networking Coffee Break Sponsored by: Exceedra The exhibits can be found in the Dallas Foyer. Refuel between educational sessions with a beverage, network with peers, and obtain the answers to all of your questions. POI encourages all attendees to use this opportunity to gain additional insights from our sponsors. 7

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9 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! AGENDA Collaborative Promotion Optimization & Continuous Improvement Summit November 2-4, 2014 The Westin Galleria Dallas, Dallas Pkwy, Dallas, TX November 2, :00 PM - 6:00 PM POI Certified Collaborative Marketer (CCM) Education Advisory Board Meeting by Invitation Only 3:00 PM - 7:00 PM Registration 6:00 PM - 7:30 PM Welcome Cocktail Reception Sponsored by: Monday, November 3, :00 AM - 5:30 PM Registration 7:00 AM - 8:00 AM Networking Breakfast Sponsored by: 8:05 AM - 8:20 AM Welcome and Leading Retailer Omnichannel Example Michael Kantor, CEO and Founder, Promotion Optimization Institute, LLC 8:20 AM - 9:10 AM Keynote: How the Future of Retail is Created Through Your Every Day Improvements Presented by: Dr. John L. Stanton, Professor of Food Marketing, Saint Joseph s University 9:15 AM - 10:05 AM General Session: Separating the Myths from the Realities of Retailer/ Manufacturer Collaboration Presented by: Jeff Martin, Executive Vice President Sales and Marketing, Utz Quality Foods 10:05 AM - 10:25 AM Networking Coffee Break Sponsored by: 9

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11 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! KEYNOTE SPEAKERS Matt Cook VP Grocery Channel Sales, Hillshire/Tyson Matt leads his team to drive profitable sales growth and share through direct and in-direct account management for the National Grocery Channel across all Hillshire Brands. He is responsible for delivering net revenue for their annual operating plan, in a highly impacted commodity environment through Fuel for Growth & Hillshire Investment Program trade practices. Prior to Hillshire, he led sales strategy and brand development at PepsiCo, responsible for the commercial agenda and execution of the sales operating plan by channel & customer. Matt served with the Air National Guard as Squadron Commander & Hospital Administrator for the United States Air Force Rick Davis Vice President, Business Planning, KUSA Sales Rick Davis has been Vice President, Business Planning KUSA Sales since July Mr. Davis joined Kellogg Company in 1990 as a Sales Representative in Greenville, Mississippi. He held numerous field sales roles, including multiple Account Management positions. He was promoted into the Battle Creek Corporate office in 1995 where he worked with IT on a series of technology products including Trade Promotion Management. He was promoted to Manager Sales Process and Technology which he held until returning to the field in 1997 where he held roles in people management, category management, and business development. In 2004, he returned to Battle Creek as Director, Business Management Frozen Foods where he was responsible for Sales and Demand Planning, Integrated Business Planning and Sales Reporting. He was promoted to Vice President, Business Management Morning Foods in 2008, and has held several roles in Battle Creek since, including VP Next Generation Solutions, VP DSD Distribution and Logistics, and VP Customer Investment Strategy. In 2012 he was promoted into his current role Vice President, Business Planning KUSA, where he is responsible for Sales Planning, Business Analytics, Sales Systems and Technology, and Business Insights and Reporting. Mr. Davis received a bachelor s degree in Business Administration from Arkansas State University. Mr. Davis, who was a resident of Arkansas prior to his professional career, now resides in Battle Creek, Michigan with his wife Amy. They have 6 children and 6 grandchildren. 11

12 KEYNOTE SPEAKERS Mike Gorshe Managing Director, Consumer Goods & Services / Retail practice, Accenture Mike is a Managing Director based out of Chicago in Accenture s Consumer Goods & Services / Retail practice. For the past twenty years, Mike has focused on client engagements throughout the world, supporting manufacturers, retailers, wholesalers and food agents in the effective management of business change to optimize consumer satisfaction, channel strategy, collaboration and shareholder value. Prior to joining Accenture, Mike spent 19 years with The Kroger Co. beginning in store management through division operations & merchandising into Corporate Leadership roles and responsibilities. As Corporate Executive Director of Store Operations, Mike supported 11 operating divisions, representing over 900 retail stores and 200,000 associates. Mike is a frequent industry speaker through academic, industry trade relations associations, trade publications and conferences. Dale Hagemeyer Vice President, Gartner Inc. Dale Hagemeyer is a Vice President in Gartner Research, where he is part of its Manufacturing Industry Advisory Service. His area of expertise is in CRM for the Consumer Goods industry including vision and strategy, business case development, vendor evaluation and selection, and implementation and support strategies. He also serves on various industry advisory boards for trade associations and periodicals. Mr. Hagemeyer has a total of 27 years of experience with the consumer goods industry including General Foods (now Kraft), PepsiCo, Quaker Oats, and Sunbeam. He also fulfilled an international assignment in Mexico from 1995 to Mr. Hagemeyer holds a BA degree in Finance and Spanish from the University of Utah and an MBA from the University of Chicago. Christopher Link VP of Sales Development, Nestlé Waters North America A 28 year veteran of the Consumer Packaged Goods industry, Chris started his career with The Pillsbury Company followed by Dole Foods and has spent the past 18 years at Nestlé Waters North America. Chris past roles at Nestlé Waters include leading the Kroger team in Cincinnati, Retail General Manger in the East and Midwest, Director of Sales Operations, and currently VP of Sales Development, responsible for the Retail commercial strategy, trade planning and optimization, forecasting, communications, and category shopper solutions. Chris earned a BS in Marketing from the University of Maryland and an MBA from Loyola University. 12

13 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! KEYNOTE SPEAKERS Bob Richardson VP Sales, Customer Development, The Clorox Company Bob leads sales, and customer development for the Clorox Company, a $5 billion international company based in Oakland, CA. They market #1 Brands such as Clorox Bleach, 409 Cleaners, Tilex, Pine Sol, Glad trash bags, Fresh Step cat litter, Hidden Valley dressings, Kingsford charcoal, Brita water filters, and Burt s Bees natural products. Bob has held positions in engineering, management, sales and marketing with all classes of trade for over 43 years with Clorox, First Brands and Union Carbide. He is a Graduate NC State University, Class of 1971, with a BS in Engineering Operations. Bob is an avid sportsman, and loves all sports, hunting, fishing, travel. He s married 35 years to his lovely wife, Leigh and has twin sons Jon and Chris. John L. Stanton Ph. D. Professor of Food Marketing, Saint Joseph s University John L. Stanton has a Ph.D. in Quantitative Methods and Marketing from Syracuse University, and has been in the food industry for about 40 years. He is a professor at the food marketing department at Saint Joseph s University in Philadelphia. Dr. Stanton had also worked in the food industry, having been VP Marketing for Melitta, and Tengelmann in Germany. Dr. Stanton was also director of research of an ad agency, consulting with food companies including Campbell Soup, P & G, Acme, Kroger, Frito Lay, Kellogg and others. He serves on the Board of Directors of a number of food companies including Herr s Foods, Premio Foods, The Philadelphia Cheesesteak Company, Promotion Optimization Institute, and David Michael. Dr. Stanton has served as an expert and expert witness to many food and beverage companies including Whole Foods, Target, Coca Cola, Ahold, Supervalu, Boars Head, Safeway and many others. He has written 10 books and is currently the editor of the Journal of Food Products Marketing, and an editorial advisor of the British Food Journal. 13

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15 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! AGENDA 10:30 AM - 11:20 AM Session A: How to Integrate TPM and Predictive Analytics to Achieve Profitable Growth Presented by: Chuck Scott, Trade Promotions Manager, Ainsworth Pet Nutrition Session B: CCM Collaborative Cultures and Strategies Presented by: Jim Hertel, Managing Partner, Willard Bishop 11:30 AM - 12:20 PM Session A: Moving Beyond Building Blocks to Achieve Sustainable TPM/TPE to Win in a Global Marketplace Presented by: Jeppe Vangsted, Senior Director Global Customer, LEGO Soren Andersen, Director, LEGO Kimberly Bryant, Sr. Manager, Strategy, Accenture Session B: Creating a Fully Enabled Value Chain Presented by: Linda Peel, Director CG, Oracle Dale Neely, Vice President, TPM/TPO, Genpact 12:20 PM - 1:30 PM Networking Lunch Sponsored by: 1:40PM - 2:30 PM General Session: The Seven Deadly Sins of Failed Business Cases and How to Avoid Them. Presented by: Jim Maholic, Author, Business Cases That Mean Business, Vice President, Hitachi Consulting 2:35 PM - 3:25 PM Session A: A Programmatic Approach to Getting the Money from Trade Investment Presented by: Chris Haller, Vice President Strategic Plan Projects, Tyson Foods, Inc. Session B: How Innovating Offers Lead to Radically Better Promotions Presented by: David Moran, Chairman and Co-Founder, Eversight, Inc. 3:25 PM - 3:45 PM Networking Coffee Break Sponsored by 15

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17 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! AGENDA 3:45 PM - 4:35 PM Session A: Taking Your Cross-Functional TPO Capabilities to the Next Level Moderated by: Daniel Maxwell, Divisional Vice President, Sequoya Panel: Lisa Gibbons, Senior Trade Marketing Manager, Keurig Green Mountain Luke Gniazdowski, Promotional Effectiveness, Philips Consumer Lifestyle, North America Session B: How Do Your Promotions Compare with Best-in-Class? - Benchmarking Study Presented by: Doug Bennett, SVP, Custom Analytics, Nielsen 4:35 PM - 5:25 PM Keynote: Continuously Improving to Perform: Prioritizing Industry Drivers in Changing and Challenging Times Moderated by: Michael Gorshe, Partner, CGS & Retail, Accenture Panel: Chris Link, VP Channel Strategy Retail Sales, Nestle Waters Rick Davis, Vice President, Business Planning Kellogg s Company Matt Cook, VP Grocery Channel Sales, Hillshire/Tyson Foods Bob Richardson, VP Sales, Customer Development, The Clorox Company 5:30PM - 7:00 PM Networking Cocktail Reception Sponsored by Tuesday, November 4, :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, CEO and Founder, Promotion Optimization Institute, LLC 8:05 AM - 8:55 AM Keynote: The People, Processes, and Tools You Need Next to Understand and Reach Your Best Shoppers/Consumers Presented by: Dale Hagemeyer, Vice President, Gartner Inc. 8:55 AM - 9:45 AM Session A: Continuously Improving Your Forecast Accuracy on Promotion and Across Channels and Categories Presented by: Jeremie Davis, Senior Director of Technology, The Dannon Company Session B: The 2nd Annual Consumer Value Study - Consumables Presented by: Dr. Kurt Jetta, Founder, TABS Group 17

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19 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! AGENDA 9:45 AM - 10:05 AM Networking Coffee Break Sponsored by: 10:10 AM - 11:00 AM Session A: The Journey is Global and the Destination is Optimization Presented by: Andy Wiggins, Vice President - Global Trade Investment, Energizer Holdings, Inc. John Abshear, Director Global Trade Investment Planning, Energizer Holdings, Inc. Session B: Choosing the Right Direction at the Crossroads of Merchandising and Trade Marketing Moderated by: Win Weber, Owner, Winston Weber & Associates Panel: David Arens, Divisional Merchandise Manager, Army & Air Force Exchange Service Lisa J. Overman, Corporate Promotions & Private Brand Marketing, Food Lion, Marketing Department 11:00 AM - 11:45 AM General Session: What Trade Promotion Programs Should Look Like - One Retailer s View Presented by: Tom Burkemper, Sr. Director Merchandising, 7-Eleven, Inc. 11:45 AM - 12:30 PM General Session: Latest Breakthroughs in Insight-led Category Optimization Presented by: Brian Elliott, Chief Executive Officer, Periscope, a McKinsey Solution 12:30 PM - 12:35 PM Closing/Action Items Michael Kantor, CEO and Founder Promotion Optimization Institute, LLC 19

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21 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPONSORS Accenture Accenture is a global management consulting, technology services and outsourcing company, with more than 293,000 people serving clients in more than 120 countries. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world s most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments. The company generated net revenues of US$28.6 billion for the fiscal year ended Aug. 31, Its home page is Accenture Consumer Goods & Services Our Consumer Goods industry professionals around the world work with companies in the food, beverages, agribusiness, home and personal care, consumer health, fashion and luxury, and tobacco segments. With decades of experience working with the world s most successful companies, we help clients manage scale and complexity, transform global operating models to effectively serve emerging and mature markets, and drive growth through evolving market conditions. We provide end-toend business services as well as individual consulting, technology and outsourcing projects in the commercial and supply chain areas, enterprise solutions and integrated business services. To read our proprietary industry research and insights, visit For additional information visit: and For additional information contact: Gary Singer [email protected] Alex Kushnir [email protected] Kerry Farrell at Accenture CAS [email protected] Adesso Solutions Adesso Solutions is a leader in delivering Trade Promotion Effectiveness for small and medium sized Consumer Packaged Goods manufacturers. Adesso leverages their long history and deep expertise in the industry plus a unique suite of solutions including an online community for client collaboration. Adesso Solution s all-encompassing TPM (Trade Promotion Management) product on a cloud-based SaaS common platform (.Net), and unique consultative services maximize trade promotion effectiveness for the whole client community. For more information, visit or call (847) Ext

22 SPONSORS CPGToolBox.Com CPGToolBox is dedicated to the development and sale of relevant CPG sales and marketing tools built in the cloud on the force.com platform. The CPGToolBox team has leveraged over 150 years of CPG and TPM experience to produce a full function Trade Promotion Management tool and a Rebate Management tool. These cloud-based solutions are built to be easy to use, easy to learn and can be installed in a matter of months. So, whether its forecasting, planning, reporting & analysis or getting your hands around runaway trade promotion spending CPGToolBox Trade Planner can get you to your objectives at 1/10th the cost of typical on-premise TPM solutions. For additional information contact: Rick Pensa President/CEO [email protected] (678) Ext. 301 phone ECRM Data ECRM Data is the leading provider of promotional data and analytics. Our promotional tracking, analysis and planning solutions are comprehensive, detailed and designed to give you the tools you need to successfully plan and analyze all aspect of your marketing strategy. From promotional compliance to the harmonization of syndicated sales data, ECRM Data has a solution to fit your needs. For additional information contact: John Allen W C [email protected] Eversight, Inc. Headquartered in Palo Alto, Calif. and founded in 2013, Eversight provides Offer Innovation software that helps retailers and consumer goods companies dramatically improve promotion effectiveness and make better use of trade spend dollars. Eversight disrupts the $300B+ world of trade promotions by combining the latest in predictive analytics, cloud software, data science, and behavioral economics. Eversight Cloud enables customers to remove the guesswork and risk from trade promotions by micro-testing thousands of unique offers with real shoppers to find the best performing ones. Eversight serves as a strategic partner to some of the largest CPG brands and retailers, including Unilever and BIC. Promotions based on Offer Innovation have yielded an unprecedented percent improvement in volume sales over traditional promotions. For more information, visit For additional information contact: Angee Walls VP Sales & Business Development Eversight [email protected] 22

23 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPONSORS Exceedra Exceedra is a global provider of Integrated Business Planning & Insight solutions to Consumer Goods companies. Our solutions deliver capabilities for clients to simplify commercial, financial and supply chain processes and achieve greater performance in Trade Promotion Management & Optimization, Customer Business Planning, Joint Business Planning and Sales and Operational Planning. The end-to-end solution empowers functional teams to maximize revenue and margin opportunities while avoiding risks. Exceedra customers Dyson, Bayer, Birds Eye, Weetabix, United Biscuits, Cloetta and Unilever have deployed our solutions on the cloud or on-premise. Since 2009, Exceedra has rapidly expanded with offices in the UK, US and Australia. For additional information contact: Richard Nicholas SVP Sales and Consulting One Gateway Center, Suite 2600, Newark, New Jersey, (201) phone [email protected] Genpact Limited Genpact (NYSE: G) stands for generating business impact. We design, transform, and run intelligent business operations including those that are complex and specific to a set of chosen industries. The result is advanced operating models that foster growth and manage cost, risk, and compliance across a range of functions such as finance and procurement, financial services account servicing, claims management, regulatory affairs, and industrial asset optimization. Our hundreds of long-term clients include more than one-fourth of the Fortune Global 500 and of those, over 10 are in the top 25. For additional information visit: Hitachi Consulting Hitachi Consulting is the global management consulting and IT services business of Hitachi Ltd., a global technology leader and a catalyst of sustainable societal change. Working within their existing processes and focusing on targeted functional challenges, we help our clients respond to dynamic global change with insight and agility. Our unique approach delivers measurable, sustainable business results and a better consulting experience. For additional information visit: For additional information contact: Don Lanham Director Business Development, Consumer Products Industry 123 North Wacker Drive, Suite 1200 Chicago, IL (262) phone [email protected] 23

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25 # 1 Business Software Complete. Open. Integrated. oracle.com/goto/bizsoftware or call ORACLE.1 Copyright 2010, Oracle and/or its affiliates. All rights reserved. Oracle and Java are registered trademarks of Oracle and/or its affiliates. 25

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27 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPONSORS Nielsen As marketplace success is being judged on increasingly narrower margins, leaders are investing in revenue management capabilities to deliver on profitability goals. Nielsen s Revenue Management and Optimization (RMO) is centered on driving insights into the complete revenue management process. Combining granular market data, powerful analytics, a fully-integrated software suite and deep insights-activation expertise, RMO is helping clients achieve success. Come by our booth and learn more about Nielsen s newly-released Trade Promotion Landscape Analysis. Do you know how your promotions compare to your competitors? For more information, contact your Nielsen representative or [email protected] Oracle Oracle (NASDAQ: ORCL) is the world s most complete, open, and integrated business software and hardware systems company. With more than 370,000 customers including 100 of the Fortune 100 in more than 145 countries around the globe, Oracle is the only vendor able to offer a complete technology stack in which every layer is engineered to work together as a single system. Oracle s industry-leading products give customers unmatched benefits including unbreakable security, high availability, scalability, energy efficiency, powerful performance, and low total cost of ownership. For additional information visit: Herbert Klein Industry Lead Consumer Products [email protected] Periscope, a McKinsey Solution Periscope, a McKinsey Solution, offers a suite of insight-driven commercial performance solutions for the consumer goods, retail, wholesale/distribution, manufacturing, chemicals, banking, travel and hospitality industries. Designed to improve commercial performance and manage pricing challenges. Periscope Category Optimization Solutions include Promotion Advisor and Assortment Advisor platforms. Periscope Price & Margin Optimization Solutions include Performance Vision, Market Vision, Price Advisor, and Deal Advisor platforms. All are complemented by Periscope University capability building services. Each solution combines ongoing data management, analytical insights, software tools, and capability-enhancing support that deliver continuing client impact by embedding McKinsey s IP into our client s everyday way of working. For additional information visit: 27

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29 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPONSORS SAP Helping the world run better SAP empowers people and organizations to work together more efficiently and use business insight more effectively. From back office to boardroom, warehouse to storefront, and desktop to mobile device, SAP empowers people and organizations to work together more efficiently - and use business insight more effectively. We do this by extending the availability of software across on-premise installations, cloud and ondemand deployments, and mobile devices. We believe that the power of our people, products, and partners unleashes growth and creates significant new value for our customers, our company, entire industries, and the economy at large. For additional information contact: Paul Larson Industry Principal, Consumer Products SAP America, Inc. [email protected] Sequoya Providing solutions to optimize business plans and provide category insights is our mission at Sequoya. Consumer Demand Management (CDM), and the prediction of future consumer response, is a requirement to achieve our mission and is integrated into every solution. Sequoya TPO benefits from this integration as predictive analytics are embedded in the planning process to forecast volume, margin, revenue, trade efficiency (CPIU), total trade liability and return on trade investment. The ROI promises of TPO are only realized when the underlying forecast is accurate. Using a Software as a Service deployment, we manage the data, model tuning and forecast validation so that you can focus on building the most efficient trade plan. For additional information contact: Richard Althoff Dan Maxwell President/CEO Divisional Vice President SEQUOYA SEQUOYA (941) phone (925) phone [email protected] [email protected] 29

30 SPONSORS Strategy& Strategy& is a global team of practical strategists committed to helping you seize essential advantage. We do that by working alongside you to solve your toughest problems and helping you capture your greatest opportunities. These are complex and high-stakes undertakings often game-changing transformations. We bring 100 years of strategy consulting experience and the unrivaled industry and functional capabilities of the PwC network to the task. Whether you re charting your corporate strategy, transforming a function or business unit, or building critical capabilities, we ll help you create the value you re looking for with speed, confidence, and impact. We are a member of the PwC network of firms in 157 countries with more than 184,000 people committed to delivering quality in assurance, tax, and advisory services. Tell us what matters to you and find out more by visiting us at strategyand.pwc.com. For additional information contact: Katrina Rothstein Director Strategy& Katrina.Rothstein@strategy&.pwc.com (856) T-Pro Solutions Optimizing Promotion Returns T-Pro Solutions, with its T-Pro Analytics predictive analytics and post promotion analysis SaaS solution, consolidates the disparate business intelligence silos necessary to maximize the significant CPG trade investment, into one scalable and real-time database. T-Pro Analytics provides its clients with accurate what if scenario planning capability and post promotion analysis, that is tightly integrated to any TPM solution ranging from sophisticated solutions to spreadsheets. This intelligence allows users to make strategic and tactical adjustments to the overall trade spend, resulting in optimal promotion plans with quantified promotion returns. For additional information contact: Wayne Spencer President/Founder T-Pro Solutions, Inc. (484) phone [email protected] TABS Group TABS Group is a technology-enabled analytics firm founded by Dr. Kurt Jetta in Its mission: leverage analytical innovation to simplify and improve the way analytics are conducted in the Consumer Products Industry. TABS Group s newest analytical platform, TABS Promo Advantage, focuses on Trade Promotion Measurement, Planning and Optimization. TABS Promo Advantage clients receive quarterly updates of TABS PromoMaster, a software solution that provides in-depth, but easy to use, analysis and reports of promotional effectiveness. The TABS AccuBase model used in the software is the most accurate and extendable model of baseline sales in the industry. It can be used for any retailer that has scanner data, such as specialty outlets like Home Depot. TABS Promo Advantage also includes Account Promotional Planning and Optimization capabilities. For additional information contact: Mike Surmeian Senior Vice President, Consulting (818) phone [email protected] 30

31 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPONSORS UpClearR UpClear UpClear provides Enterprise Software-as-a-Service to Consumer Goods companies, helping them control and maximize promotion ROI through planning collaboration, workflow efficiency, and analytics. Our flagship software BluePlanner is a best-in-class platform for Sales Planning, Trade Promotion Management and Analytics. Its ease of use, intuitive design, and flexibility make it a valuable integrated solution across the entire organization. From our offices in New York, London and Hong Kong, UpClear serves clients in 16 countries. Our SaaS model and a high level of system configurability allow us to deploy in record time and at no cost to Consumer Goods companies of any size. For additional information contact: Thierry Soudee CEO 1133 Broadway, Suite 720 New York, NY (212) phone [email protected] Wipro Promax Analytics Solutions Wipro Promax Analytics Solutions, a Wipro Group Company, is a world leading specialist in delivering a combination of Trade Promotion Management and Optimization solutions and services designed to ensure clients achieve the most efficient and effective return on their promotion investment. Available in SAAS or On Premise deployment options and Outcome Based Pricing models. Launching New Technology, New Functionality, New Look & Feel, Promax Optimize and Promax Insight. For additional information visit: 31

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33 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS John P. Abshear Director, Global Trade Investment Planning, Energizer Holdings, Inc. John is the Director, Global Trade Investment Planning for Energizer Holdings, Inc., where he leads the development of global planning processes and tools across Energizer s Household Products and Personal Care divisions. Prior to joining Energizer, John spent over 20 years in the CPG industry, performing several diverse and progressive Sales, Trade, and Commercial leadership roles among industry-leading manufacturers such as General Mills, Campbell s Soup, and The Coca-Cola Company. John, his wife Laurie, and their two children have recently relocated back to the St. Louis, MO area. David Arens Divisional Merchandise Manager, Army & Air Force Exchange David Arens is the Divisional Merchandise Manager Retail Food for the Army & Air Force Exchange headquartered in Dallas, Texas. The Exchange is one of the top 50 retail organizations in the U.S. with annual revenue of $10.3B. The Exchange operates retail and convenience stores on military installations in all 50 states, five U.S. territories and more than 30 countries. Mr. Arens leads a team of retail food buyers to develop collaborative growth strategies with vendor partners. Over the past two years his team has introduced grab n go open air refrigeration, increased food service offerings and introduced in store food preparation with Hunt Brothers Pizza. He works closely with vendor partners to introduce impactful new items and create in store sampling experiences. Doug Bennett Senior Vice President, Custom Analytics, Nielsen Doug Bennett is the North American leader for the Performance Management custom analytics practice since July Mr. Bennett is ultimately accountable for value creation and delivering Nielsen s Marketing ROI and Pricing/Trade analytics vision across all client segments in the region. He s worked with Nielsen for 17 years and held positions of direct responsibility serving top consumer goods clients including Kraft Foods, Kimberly Clark, and General Mills. Mr. Bennett earned a Bachelor of Science degree in Business Administration from Miami University and a MBA from the Kellogg School of Management, Northwestern University. He lives in Minnesota with his wife and four children. 33

34 SPEAKERS Kimberly Bryant Senior Manager, Strategy, Accenture Kimberly Bryant is aligned to Accenture s Strategy practice and specializes in Trade Promotion and Channel Incentive Optimization. Kimberly s clients include major CPG manufacturers as well as major high tech, automotive and industrial clients. She has developed global business processes in the trade promotion management and retail customer management areas. Additionally, Kimberly has worked with clients to optimize their spending across several industries. Prior to joining Accenture, Kimberly was in Retail Marketing with Activision/Blizzard where she was responsible for creating promotional programs and managing multi-million dollar trade budgets for major retailers such as Walmart, Target and Best Buy. Prior to Activision, Kimberly worked in Trade Marketing at Johnson & Johnson Consumer focused on the Neutrogena brands. In this role, she managed key promotions and launches. In addition, Kimberly has 5+ years of experience in various Operations roles at J&J. She is a certified 6 Sigma Black Belt having certified on a display (POP) process redesign at J&J. Kimberly holds a B.A. (Temple University) and a M.A. (Montclair State University) in Industrial and Organizational Psychology. Tom Burkemper Sr. Director, Merchandising, 7-Eleven, Inc. Tom Burkemper is the Sr. Director, Merchandising at 7-Eleven, Inc. in Dallas, Texas. Tom s responsibilities include Strategic Business Unit leadership in support of 7-Eleven s Non-Alcohol categories which include energy, soft drinks, waters, isotonics, juices, coffees, teas, and functional beverages. Tom s background includes over 20 years of experience working for leading manufacturer s across industrial, consumer package goods, pharmaceuticals, and beverage industries. He has held positions in brand and shopper marketing, sales, trade & category management, retail analytics, e commerce, and shopper insights. Tom received his PhD from the University of Notre Dame, MBA and MMR degrees from Southern Illinois University, and Bachelors Degrees from Washington University and Maryville University in St. Louis. He is an avid sports, active lifestyle, and guitar enthusiast. Tom and his wife Jill have two daughters, one granddaughter, and what he affectionately refers to as his son a 12 year old chocolate lab named Ruben. Jeremie Davis Senior Director of Technology, The Dannon Company Jeremie Davis is a technology strategist with nearly 20 years of experience spanning sales planning, promotion optimization, retail execution, predictive analytics, route to market optimization, and business leadership. In 2011, Jeremie joined the leadership team at The Dannon Company, in 2013 taking a broader role across North America. As a Senior Director of Technology, Jeremie partners with key business executives to define a harmonized approach with sales technology across the various North America business units, ensuring the business has the right tools in place to compliment the overall business process and objectives. Prior to Dannon, Jeremie was with Booz and Company helping many leading CPG companies (The Coca-Cola Company, The Clorox Company, Kraft Foods, etc.) define and implement sales planning and trade optimization strategies and tools. Prior to Booz and Company Jeremie spent 13 years with ConAgra Foods. Jeremie enjoys traveling with his wife Helen. They are often found near sand, either in a bunker at the golf course or on a beach. 34

35 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS Brian Elliott CEO, Periscope, a McKinsey Solution Brian is the CEO of Periscope, a McKinsey Solution. Previously he led McKinsey s Global Consumer Pricing and Revenue Management Practice for 8 years. During this time, Brian incubated and helped give birth to Periscope as a wholly owned subsidiary of McKinsey Solutions serving Retail, Consumer, Banking, B2B, and Travel industries. Brian holds a PhD in materials science from Northwestern University as well as two bachelor degrees in mechanical and materials engineering from Cornell University. Lisa Gibbons Senior Trade Marketing Manager, Keurig Green Mountain Lisa is the Senior Trade Marketing Manager at Keurig Green Mountain, located in Waterbury, Vermont. She acts as the focal point between field sales, finance and IST for trade promotion management. She has worked with TPO and TPM systems and done forecasting, budgeting and training. She s managed sales analysis, sales administration and sales operations teams as well. Her over 20 years experience has been at a number of leading Vermont CPG companies: Seventh Generation, Cabot Creamery and Ben & Jerry s. She has an MBA from the University of New Hampshire. Lucas Gniazdowski Team Leader Trade Analytics and Operations, Philips Lucas Gniazdowski began his career with Philips in 2006 as a Fund and Forecast analyst, transitioning to Sr. Manager of Sales Planning in He s had broad product experience ranging from consumer electronics to domestic appliances, and created the Promotional Effectiveness (PE) team in early In 2014, he merged the PE and Sales Ops teams to form the Trade Analytics and Operations Team. Their top priority is to drive the overall TPM cycle, linking TPO and TPM activities, as well as directing the continuous improvement of developing and managing the analysis of trade funding deployment. Through Lucas leadership they drive change throughout the sales organization, to think more strategically about promotions and where to invest. Prior to joining Philips, Lucas attended Bentley University, and worked at UST and Millward Brown. Christopher J. Haller Vice President Strategic Plan Projects, Tyson Foods, Inc. Chris Haller is a 28 year veteran of the company with broad experiences including Consumer Marketing, Trade Marketing and Sales. In his career, Chris held the positions of Ball Park Brand Manager, Director of Sales Operations, Vice President of Marketing Hillshire Farm, Vice President of Sales--Eastern Division across Warehouse and DSD and Vice President of Customer Marketing. His experience covers leadership of direct and broker managed sales. He is currently leading the Implementation Team in finalizing the CAS TPM/TPO solution, with Strategy& as the integration partner. This initiative will place the organization in a leading position relative to trade investment optimization, sales forecasting accuracy tied directly to S&OP and sales force capabilities improvement grounded in positive change management. Chris holds a BA in Accounting from Wayne State University, Detroit, Michigan. 35

36 SPEAKERS Jim Hertel Managing Partner, Willard Bishop Jim Hertel leads business development, client service, and new solutions efforts, as well as the strategy development consulting practice for Willard Bishop a food retail consulting company that has been delivering business-building solutions to manufacturers, retailers, and food service companies around the world for over 30 years. Throughout his career, Jim has developed insight-based growth strategies for companies including Anheuser-Busch, Campbell Soup Company, Kraft Foods, Unilever, Wal-Mart, Coca-Cola, Purina and more. Prior to joining Willard Bishop, Jim worked in brand management at Procter & Gamble and led the client service group at Spectra Marketing the leading targeted marketing and targeted selling services provider in the consumer goods industry. He presents at FMI, NGA, and the Outlook Leadership Conference, and is regularly quoted in industry magazines, journals, and national newspapers. His B.A. degree in Economics is from Duke University. Dr. Kurt Jetta CEO and Founder, TABS Group Inc. Dr. Kurt Jetta founded TABS Group in 1998 with the mission of delivering analytical innovations that simplify and improve the way business analysis is conducted in the consumer products industry. This vision continues to build traction in the industry as the company has grown revenue by 20% per year since its inception. Some of his noteworthy contributions to the industry are his invention of new performance measures such as Sales Productivity, Organic Growth, Innovation Indices, Buyer Conversion Efficiency and Category Space Elasticity. He is also the inventor of TABS Group software such as QuickTABS, TABS AisleMaster, TABS RetailWorks, TABS PromoMaster, TABS PanelMaster, and TABS WorldView. TABS WorldView is the latest TABS Group innovation that is the first service to provide a fully integrated and harmonized view of all syndicated data sources around the globe at the item level. While building his analytics firm, Dr. Jetta completed his Ph.D. in Economics in 2008 where he specialized in Consumer Demand Theory. Michael Kantor CEO and Founder, Promotion Optimization Institute, LLC Michael Kantor is CEO and founder of the Promotion Optimization Institute, LLC. He has created and is executing with a brilliant, committed group of retail, CPG, and academic leaders the Certified Collaborative Marketer (CCM) curriculum and certification for how to collaborate with trading partners. He continuously produces the best industry events on collaborative price/promotion optimization. Previously he was managing director of TPMA. He has spent his career creating retail and brand price/promotion optimization programs that drive improved loyalty and profits. Mike co-chaired and developed with Gartner, Inc. and leading CPG executives the industry s first standard set of trade promotion definitions/metrics; and pioneered efforts to define and document trade promotion management in foodservice. Mike began his career in retail advertising and operations as senior vice president, Drug World Pharmacies. He has written for numerous industry publications, primary research, redesigned the NYC Hospice delivery model, and speaks at industry events. 36

37 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS Jim Maholic Vice President in the Management Consulting practice, Hitachi Consulting Jim is a Vice President in the Management Consulting practice of Hitachi Consulting and is the author of the award-winning book, Business Cases that Mean Business. His book has been featured multiple times in CIO Magazine and is distributed worldwide in both paperback and Kindle formats. Jim has over twenty years experience with IT strategy and large-scale business case development. He has taught business case development around the world. His own business cases have been the primary business justification for over $100 million in consulting projects. He has led strategic consulting projects for the largest and most prestigious companies in North and South America spanning numerous industries and government segments. Mr. Maholic is also an award-winning and nationally published photographer and an accomplished musician on several instruments. He and his wife Maureen live in North Dallas, TX. Jeff Martin EVP of Sales and Marketing, Utz Quality Foods In January 2014, Jeff was appointed Executive Vice President of Sales and Marketing of Utz Quality Foods, based in Hanover, PA, the largest independent privately held snack company in the USA, with over $550 million in annual sales, employees and nine manufacturing plants. In this role, he leads business development strategies that improve sales, promotional effectiveness and profitability, ensuring that the company is well positioned for future growth. Previously, Jeff was appointed to the Utz executive team as the SVP of Business Development. Prior to Utz, Jeff established and operated a consulting firm, Martin Consulting LLC. In 2009 Jeff served as the EVP of Merchandising and Marketing for Ahold USA, and development/implemented Marketing and Merchandising strategies helping Ahold USA reach a record $25 Billion in Sales and $1 Billion in Earnings in In this position, Jeff was responsible for leading the merchandising, procurement, marketing, and private brands teams for Ahold USA. He was presented with Supermarket News 2012 Marketer of the Year Award for his leadership at Ahold USA. Jeff enjoys time with his wife Andrea, daughter Shayna, granddaughter Layla and two stepsons, Max and Sid. When Jeff isn t pursuing his passion for retail, he is an avid outdoorsman, terrible golfer, and a big NASCAR race fan. Dan Maxwell Divisional Vice President, SEQUOYA Dan s career in the CPG industry includes 16+ years in Sales, Sales Management, Category Management and Trade Marketing for companies including Gillette, Helene Curtis, Borden and Beecham. He transitioned into the software & data industry in 2001 and has worked in Retail & CPG facing positions with CAS, TraceGains, MEI, DemandTec (IBM) prior to joining Sequoya. Dan attended San Diego State University and earned his Bachelor of Science degree in Business Administration, Management, while playing on the Aztec football team. He resides in Pleasanton, CA with his wife Theresa where they enjoy their 4 King Charles Cavalier Spaniels and supporting their daughter Amelia s college lacrosse team. 37

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39 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS David Moran Chairman and Co-founder, Eversight, Inc. David has spent his career in Consumer Products, most recently as the Global VP of Sales-Revenue Management for Anheuser-Busch InBev nv/sa, the world s largest brewer. David was previously a leader of McKinsey & Company s Consumer Pricing Practice, where he served 20+ clients on Pricing, Promotions, Trade Spending and Assortment strategies. Dale Neely VP, Trade Promotion Mgt. & Optimization, Genpact Dale is a recognized industry leader and a Consumer Goods and Software industry professional with twenty one years of experience focused on sales, analytics & the application of insights to optimize business results. He has proven business development in North America and Latin America with more recent wins in Europe and Asia. He excels in new business development, solution execution and analytical consulting. Lisa Overman Corporate Promotions & Private Brand Marketing Manager, Delhaize America Lisa Overman is the Corporate Promotions & Private Brand Marketing Manager with Delhaize America where she is responsible for the Food Lion banner. She did spend a short time with Bi-Lo Holdings, Inc working with the transition of the Harveys brand and launching the pilot of Hometown BI-LO featuring Reid s Meats. Previously, she was the Director of Brand Marketing & Advertising with Delhaize America responsible for the Harveys & Reid s Supermarket banners. While there she launched Harveys first loyalty card program, website and social media platform. Lisa is a trustee with the Georgia Food Industry Association, a member of American Marketing Association, Network of Executive Women and a board member with the Promotion Optimization Institute. Lisa has a Master s degree in Food Marketing from St. Joseph s University in Philadelphia, PA. Lisa is the proud mother of 3 children, and the lucky wife of Fred who, thank goodness, is in the food industry as well. 39

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41 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS Linda Peel Value Chain Planning Lead, Oracle Linda has spent over 25 years in the Consumer Products (CP) industry working at and consulting to several leading CP companies leading all of major functional areas for major manufacturers selling into and through multiple channels. Linda is an industry leader working with Gartner and key Sales and Demand Associations to define core metrics to be used by various go to market Consumer channels. She has assisted organizations select and has personally deployed many of the known TPM and S&OP solutions. Linda currently leads the N.A. Application Solution Group for the CP Industry for Oracle s Value Chain Planning solutions (Sales, Trade, S&OP, etc.). Linda s team assists organizations in evaluating their business needs, to identify and quantify business value / benefit cases, and collaborate internally to define roadmaps to success. Chuck Scott Trade Promotion Manager, Ainsworth Pet Nutrition Chuck Scott is the Trade Promotion Manager with Ainsworth Pet Nutrition (APN) in Meadville, PA. APN is a leading supplier of safe, high quality pet foods. In the past three years he has been partnering with a new Trade Analytics software company, to develop a post-analysis and predictive modeling software, that has improved the average APN Trade promotion ROI by 16.8%. He received his bachelor s degree in Communication Arts from Cedarville University, Cedarville, OH. Jeppe Olander Vangsted Senior Director, Global Customer Marketing 42 years old with a M. Sc. Engineering (1997) and an Executive MBA from Copenhagen Business School (2007). Experience from Product Development, Supply Chain and Strategy and Market Operations Development. Currently responsible for Global Customer Marketing driving development and implementation of best practice, tools and training for sales globally for the LEGO Group. 41

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43 TPM-TPO- Collaborative Marketing is BIGGER in Dallas! SPEAKERS Win Weber Chairman and CEO of Winston Weber & Associates Win is Chairman and CEO of Winston Weber & Associates (WWA), a management consulting firm that provides a wide range of consulting services to manufacturers and retailers in the consumer products industry. He is recognized as one of the original architects of category management and for introducing retailer/ supplier partnering to the U.S., Mexico, Australia and Asia. He is also known for his leading edge thinking and expertise relative to category management evolution to shopper centric solutions planning as well as shopper insights/marketing transformation. Prior to entering the consulting profession 29 years ago he built an impressive record of achievement as a senior sales executive and president of two sales corporations. Beginning his career with Colgate-Palmolive, he progressed rapidly into management positions with increased responsibility with General Foods, Beechnut, American Brands, Bristol-Myers Squibb, Atari and Schering-Plough. He has authored numerous articles on partnering, category management, shopper marketing and related subjects and continues to be a guest speaker on these subjects for numerous industry associations and corporate gatherings. Win is member of the FMI Industry Collaboration Council and Chairman of the College of Arts and Science Board of Visitors, Syracuse University. Andy Wiggins Vice President, Global Trade Investment, Energizer Holdings, Inc. Andy is the Vice President, Global Trade Investment for Energizer Holdings, Inc. He is responsible for enhancing trade investment planning and management capabilities around the globe, while also delivering improved return on investment. Andy has 19 years of CPG industry experience, during which time he has successfully led and developed teams responsible for Sales, Category Management, Shopper Marketing, Sales Planning and Category Analytics. In his free time, Andy enjoys spending time with his wife Shea, and their two children, Riley and Preston. They live in St. Charles, MO. Andy is also actively involved in running Hearts and Hope for Uganda, a non-profit organization he founded

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45 To help you meet your marketing/merchandising goals, POI is dedicated to providing education, clarity, and best practice insight. POI provides active leadership, creates and supports the CCM certificate program, and guidance around the unique requirements for partners to optimize their promotions in serving consumers. Visit and join today. Make Plans Now To Join Us With Your Team at The POI Spring Summit Collaborative Marketing to Execute at the Rate of Change Predicting Promotional Outcomes In-Store, Online, and Everywhere Register to attend with your customer team and trading partners April 12-14, 2015 The Westin Michigan Avenue, Chicago, IL Check for updates at 45

46 THE Certified Collaborative Marketer (CCM) CREDENTIAL ENROLLMENT IS OPEN Coursework begins Decmber 3-4, 2014 Retailers and CPG executives who want to become proficient in collaborating with each other on business planning will have an opportunity now to become a Certified Collaborative Marketer (CCM). The next orientation begins December 3-4, 2014, as the Promotion Optimization Institute (POI), in collaboration with Dr. John L. Stanton at St. Joseph s University, Philadelphia, offer an accredited educational program leading to a certificate as a Certified Collaborative Marketer (CCM). The program starts as a 1½-day session at the university, followed by an online portion, and culminating in a return to the university for a three-day, collaborative business planning exercise. Lisa Overman, brand marketing and advertising for Food Lion Supermarkets, is enrolled to become a CCM through the program. It s very cool, she said. The program costs $4,995 with a 10% discount for POI members. Certain sessions from industry conferences will count towards the certificate. Learn more, and enroll today at SUMMIT SPECIAL! Sign up for the December 3-4 Orientation during the POI Fall Summit and receive $1,000 off your enrollment. 46

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48 WELCOME