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Fall 2016 LEAD Marketing Conference AGENDA
WEDNESDAY, NOVEMBER 16

CONFERENCE CHAIR:
John Karolefski, Editor-in-Chief, CPGmatters
Executive Director, Shopper Technology Institute


10:00 a.m. ET
The Present and Future of Digital & Loyalty Marketing
Stephen Avola, VP Business Development, ProLogic Retail Services
Bill Lipsky, Vice President Center Store, SUPERVALU

Join ProLogic’s Steve Avola and SUPERVALU’s Bill Lipsky as they discuss how SUPERVALU and its independent retailer partners drive value through loyalty and digital marketing. 

Bill will cover SUPERVALU’s history with loyalty and digital marketing, with an emphasis on its application in a leading independent supermarket chain.  You’ll learn how a retailer can identify its top shoppers which provide the majority of its sales and profits and how the retailer can grow the purchases of these shoppers through targeted and personalized offers. The session will also address loyalty marketing’s role with new technologies, such as mobile apps and e-commerce platforms.


10:45 a.m. ET
Five Attributes for Delivering Best-in-Class Retail Execution
Andres Jejen, Retail Execution Product Management Director,
AFS Technologies

This session covers the five common characteristics needed to deliver best-in-class retail execution. The attributes reflect best practices observed working with leading consumer goods organizations around the world.

This session also will include real life examples and relevant supporting case studies from the world's top CPG companies.


11:30 a.m. ET
The Quantified Shopper View
& the Rise of Performance Driven Merchandising
James Lamberti, CMO, Quri

We’ve read the news. We all feel the pinch. The CPG industry faces ever increasing macroeconomic headwinds, disruptive omni-channel shopper behavior, and new food trends that challenge our historical approaches to growing sales. One unexpected outcome of the digital era is the rise of the Quantified Shopper View.

This evolution of “crowdsourcing” is rapidly taking hold in the CPG world by enabling a framework called Performance Driven Merchandising. Using case studies from Walmart, Target, and Kroger, we will review the three pillars of this framework including Field Labor Optimization, Trade Efficiency, and Data-Drive Selling. If return on asset (ROA), zero-based budgeting, and trade efficiency are buzzwords are flying around the halls of your company – this webinar is not to be missed!    


12:15 p.m. ET
Building Your eCommerce Measurement Playbook: Tips For Effectively Measuring How Your Brand Is Performing Online
Keith Anderson, SVP Strategy & Insights, Profitero
Justin Belgiano, VP Digital Measurement, Nielsen

Keith and Justin discuss the importance of establishing key metrics that gauge e-commerce success, and share practical advice on how to effectively measure your brand's performance at the digital shelf.


1:00 p.m. ET
Restoring Trust in Online Reviews
Danny Silverman, Head of Product Strategy, Clavis Insight

Product reviews empower shoppers, and over time have grown to the most trusted source influencing purchase decisions. However, the authenticity of product reviews has come under fire recently, leading to a crisis of confidence among consumers.

What reviews are real and to be trusted? Which ones are fake? In this presentation, Danny will share the implications of this crisis,what major retailers like Amazon are doing to take on the war against fake reviews, and how Clavis helps manufacturers in protecting their brands’ reputations.


1:45 p.m. ET
Sales and Revenue Transformation
Utilizing Historical Customer Order Data & Predictive Analytics
Vik Mehta, Founder/Managing Principal, eMoksha Consulting

In this session, we will discuss how B2B/B2C businesses can apply predictive analytics strategies to historical customer orders to create tremendous value. We will demonstrate how “actionable data” is more meaningful than “big data” in this context.

The presentation will cover:
  • How retailers and e-commerce businesses can achieve revenue growth from historical sales orders
  • Identification of unique customer signals and behaviors hidden in sales orders.
  • Discussion of growth strategies such as customer retention, predicting/preventing customer churn, gaining lost customers and cross-selling/up-selling.
  • Realigning sales teams towards sales quality rather than quantity utilizing customer value scoring.


2:30 p.m. ET
Optimizing Displays through In-Store Behavior Analytics
Rajeev Sharma, Founder & CEO, VideoMining
Richard Hirata, SVP Shopper Science, VideoMining

Secondary product displays serve as important tactics for reaching shoppers in-store. Yet, most decisions related to displays are made today without proper understanding of the true impact of displays on shoppers – leading to significant inefficiencies at retail.

New technologies for in-store behavior analytics now enable precise measurement of display effectiveness, e.g. exposure, engagement and conversion – by product types, store location, shopper demographics and trip types. We will discuss the big data and analytics framework for optimizing displays and present several case studies of how retailers and manufacturers have used this framework for improving display performance.


3:15 p.m. ET
How Accurate Data Informs Decision
And Delivers eCommerce Results
Nathan Rigby, Head of Sales & Marketing, One Click Retail
Jeff Brown, Director of Client Services, One Click Retail

As global eCommerce sales are set to reach almost $4 trillion USD by 2019, leveraging accurate data is more critical than ever to any brand manufacturer's success. How is Big Data transforming insights and actions from Amazon to Instacart? How do brand manufacturers validate accurate competitive intelligence, identify critical ecommerce trends in Promotions and Search, and improve operational efficiencies?

Nathan Rigby and Jeff Brown will explore how brand manufacturers harness the power of big data to understand what they're selling, where they're selling, and who they’re competing with across the entire ecommerce landscape. Better data leads to better insights, which leads to better results.

Learning Objectives for this session include:
  • What are the most important actions you can take each week to drive amazon sales?
  • What drives search on eCommerce?
  • What promotions work best?


4:00 p.m. ET
Identifying the Right Targets: Data-Driven Strategies for  Understanding and Engaging Your Shoppers
Tim Clark, Director, Inmar Center for Brand Excellence
Charlie Gage, Senior Shopper Strategist, Inmar

A brand's targeted consumer may not always be their "true" in-category shopper and making this miscalculation can slow growth or reduce share.  This session will identify the in-depth data marketers need to understand about their shoppers in order to build data driven retail plans, drive category growth and optimize promotional plans to ultimately reach their “true” customer.
John Karolefski,
CPGmatters & Shopper Technology Institute
Stephen Avola,
ProLogic Retail Services
Bill Lipsky,
SUPERVALU
Spring Virtual Conference
Wednesday, May 10, 2017
10:00 a.m. - 4:45 p.m. ET
Andres Jejen,
AFS Technologies
James Lamberti,
Quri
Vik Mehta,
eMoksha Consulting
Keith Anderson,
Profitero
Danny Silverman,
Clavis Insight
Justin Belgiano,
Nielsen
Richard Hirata,
VideoMining
Rajeev Sharma,
VideoMining
Nathan Rigby,
One Click Retail
Jeff Brown,
One Click Retail
© 2016 LEAD Marketing Conference. All Rights Reserved.
Tim Clark,
Inmar Center for Brand Excellence
Charlie Gage,
Inmar