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Fall 2016 LEAD Marketing Conference RECORDINGS

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WEDNESDAY, NOVEMBER 16

CONFERENCE CHAIR:

John Karolefski, Editor-in-Chief, CPGmatters

Executive Director, Shopper Technology Institute

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 covers 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 also addresses loyalty marketing’s role with new technologies, such as mobile apps and e-commerce platforms.

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 organiza-

tions around the world.

This session also includes real life

examples and relevant supporting case

studies from the world's top CPG companies.

The Quantified Shopper View

& the Rise of Performance Driven Merchandising

James Lamberti, CMO, Quri

Lena Loo, Content Marketing Manager, 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 un-

expected 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 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!

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.

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 shares 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.

Sales and Revenue Transformation

Utilizing Historical Customer Order Data & Predictive Analytics

Vik Mehta, Founder/Managing Principal, eMoksha Consulting

In this session, we discuss how B2B/

B2C businesses can apply predictive

analytics strategies to historical

customer orders to create tremendous

value. We also demonstrate how

“actionable data” is more meaningful

than “big data” in this context.

The presentation covers:

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.

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 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.

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 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: