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AGENDA
| Monday, June 7, 2010 / Arrival Day |
SHARE GROUP MEETINGS (2):
1:00 - 4:00 pm Share Group - Downstream Data
1:00 - 4:00 pm Share Group - Trade Promotion Management
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| 3:00 - 7:30 pm |
Registration Open
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| 6:00 - 7:30 pm |
Welcome Cocktail Reception
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| Evening |
Sponsor Dinners |
| Tuesday, June 8, 2010 / First Day of Sessions |
| 8:00 am - 5:30 pm |
Registration Open |
| 8:00 - 9:00 am |
Networking Breakfast
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| 9:00 - 9:10 am |
WELCOME REMARKS
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| 9:10 - 10:00 am |
Opening Keynote Address
INSIGHTS AT WORK - SMARTER DECISIONS, BETTER RESULTS
Co-Keynoters:
1) Robert Morison, Business Management Innovator & Co-Author: "Analytics at Work - Smarter Decisions, Better Results" (Harvard Business School Press, 2010)
2) Michael J. Haaf, Former Sr. Vice President, Sales, Marketing & Business Strategy, Food Lion LLC
In our opening keynote, we will first hear from award winning-author Robert Morison. His new book "Analytics at Work: Smarter Decisions, Better Results" (with co-authors Tom Davenport and Jeanne Harris) has just been released and will be the focus of today's keynote. Morison will examine the book's findings that show how organizations can create an insights capability that enables them to routinely make better decisions in every aspect of their business. Joining Morison will be Michael J. Haaf, recent senior vice president of sales, marketing and business strategy with Food Lion LLC, who will provide real-world perspectives into how the findings are benefiting retailer/manufacturer relationships.
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| 10:05 - 10:55 am |
SOCIAL NETWORKING -- OMG, LOL, Follow me, Friend me, Like me (#HowDoIBuildMyBrandWithThisStuff?)
Discussion Moderator: Rick Brindle, Customer Vice President eSales & Industry Affairs, Kraft Foods N.A.
Presenters:
1. Steve Knox, President & CEO, Procter & Gamble Tremor
2. Nhat Pham, President & CEO, Successwerks
One of the top challenges for consumer goods companies is reaching the ever-fickle consumer in the so-called digital age. Emerging technologies, including "social networking" sites, play a critical role in shaping consumer trends and purchasing habits and must be considered in marketing strategy. This session will offer perspective from the inside.
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| 10:55 - 11:30 am |
Networking Coffee Break
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| 11:30 am - 12:20 pm |
General Session
SALES & MARKETING REPORT PANEL
Moderator: Simon Ellis, Practice Director, Supply Chain Strategies, Manufacturing Insights
Panelists:
1. Stan Pingelski, Director / Information Technology Sales Systems, Campbell Soup Company
2. Beth Scheid, Associate Director, Procter & Gamble
3. Dan Sullivan, CFO / COO, Heineken USA
4. Peter Hatch, Sr. Director, Information Management, RJ Reynolds
This session will reveal the findings from our annual Sales & Marketing Report, providing insight and perspective into emerging sales & marketing strategies. To build upon these findings, this session will host a panel of leading consumer goods executives, allowing them the forum to touch upon the study findings and share their own strategies.
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| 12:20 - 1:45 pm |
Networking Luncheon with Topic Tables
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| 1:45 - 2:35 pm |
General Session
SFA & TPM AT MOLSON: A BUSINESS TRANSFORMATION
Speakers:
1. Claire Bara, National Director, Revenue Management, Molson Coors Canada
2. Justine Gagnon, Director, Change Management & Training, Molson Coors Canada
SFA and, in particular, TPM have evolved over the years with companies trying to maximize their investment in markets where margins are reduced to a minimum and growth is more and more difficult to achieve. A handful of companies have moved beyond the basics and have elevated their promotional activities into strategic opportunities that are supported by sophisticated processes and technology. This session will feature a leading manufacturer that will share its approach to this more sophisticated view of managing the end-to-end sales process.
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| 2:40 - 3:25 pm |
Concurrent Session
1-A: TPM IN THE HOME ENTERTAINMENT BUSINESS
Speaker: Cara Taylor, Vice President, Finance, Sony Pictures Home Entertainment
The average DVD sells 80 percent of its lifetime sales in the first two weeks, making trade promotion management an absolutely critical process with no room for error. Therefore, when Sony Pictures Home Entertainment decided to embark on a TPM initiative, it had to be done right. In this session, Cara Taylor shares their journey, including business issues and solutions, technology and customization approach, change management, best practices and next steps.
1-B: BUSINESS INTELLIGENCE
Speaker: Gareth Hill, Chief Information Officer, Reckitt Benckiser Group plc
The challenge is not just in getting data, but in knowing what to do with it, and CG companies know that to leverage information successfully they must employ best practices around business intelligence and analytics. In this session Gareth Hill will examine how Reckitt Benckiser made the journey from multiple data silos to a single data repository highlighting its use of culture to drive performance, its business dimensions of brand, geography and function to better understand the data, and the best practice lessons learned.
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| 3:25 - 3:40 pm |
Networking Coffee Break |
| 3:40 - 4:25 pm |
Concurrent Sessions
2-A: DOWNSTREAM DATA
Speaker: Natalia Magnorsky, Vice President of Category Management, Elizabeth Arden
Downstream data, whether it be Point-of-Sale, VMI or CPFR transactional data, syndicated data, RFID data, or ultimately loyalty card data, is being leveraged by visionary companies outside of the traditional confines of sales and marketing. This session will explore how Demand Signal Repository strategies are being implemented to ensure that these critical demand insights are integrated into multiple disciplines, including sales, marketing, product innovation, supply chain, and operations.
2-B: FROM INNOVATIVE IDEA TO COMMERCIAL SUCCESS: STRUCTURING THE INTERACTION BETWEEN RD&E AND COMMERCIAL GROUPS
Speaker: Tom Weck, Vice President of IT for Global Market & Product Development, Johnson & Johnson
This is intended to be an interactive session that explores the product innovation cycle and the cultural and structural barriers that inhibit or facilitate commercial success. Tom Weck will present his perspective on several topics ranging from interdepartmental collaboration to portfolio management and then facilitate an open discussion. This is a unique opportunity to explore the dynamics of taking a new product to market.
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| 4:30 - 5:00 pm |
Concurrent Sessions
3-A: USING CLOUD COMPUTING TO OPTIMIZE YOUR SALES & MARKETING EFFECTIVENESS
Speaker: Barry Fridley, Industry Technology Specialist, Microsoft Corporation
"Cloud Computing" is the buzzword in business and technology today.And the cloud is having a major impact not just in the business world, but on consumers within their daily lives. Many of the products you already know and trust are now available as services in the cloud. However, one of the hardest decisions regarding cloud computing is to know which workloads are right for the cloud and which strategically are better on premise. With Microsoft, it isn't a one size fits all strategy. Microsoft's strategy for the cloud is "Software + Services". This approach gives you the flexibility to decide whether to deploy within the cloud, on-premise or a combination of both as needed. This session will look at several different real world sales & marketing scenarios and discuss when to move to the cloud and when to stay on premise or to go with a mix of both based on the business needs. With all the talk about moving to cloud, find out from both a business and a technology perspective how to use cloud technology to optimize your sales and marketing effectiveness by studying real world cases. Specific examples include Coca Cola Enterprises, Dominos, Kelly Blue Book and 3M.
3-B: IMPLEMENTING DEMAND-DRIVEN S&OP PROCESSES - LESSONS LEARNED AND KEYS TO SUCCESS
Speakers:
1. Robert Burrows, Managing Principal, On-Point Group
2. Lora Cecere, Partner, Altimeter Group
The session will explore lessons learned from actual S&OP implementation efforts over the past three years at major Consumer Goods companies. Presenters will discuss what demand driven really means, the hurdles and how they were vaulted along with many "how to's". Learn how each company achieved significant benefits as a result of implementation, including market share growth, free cash flow generation, cross-functional collegiality and collaboration and culture improvement that created a better place to be.
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| 5:05 - 5:35 pm |
Concurrent Sessions
4-A: INFLUENCING CONSUMER BEHAVIOR ACROSS CHANNELS AND TOUCHPOINTS
Speaker: Larry Danna, AVP, Global CPG & Retail Practice, Head of CPG, Infosys Technologies Ltd.
If you think that consumers, how they shop, and strategies to influence them has changed the past few years, just wait to see what is happening the next 5 years. Consumers want more than ever, and it is not just price! They expect you, the CPG Manufacturer, to anticipate their behaviors and needs, and provide them value-added services and interactions if you expect them to buy your brands. See what other leading CPG companies are doing in terms of connecting with the consumer across different channels and influence points: Digital Marketing Programs, Mobile Devises, In-Store Interaction at the Moment of Truth. Understanding what companies are launching to influence consumers, and what is next?
4-B: HOW A WORKING DEMAND SIGNAL REPOSITORY CAN DRIVE GROWTH AND INNOVATION IN YOUR CP COMPANY: STRATEGIES AND TACTICS FROM TODAY'S LEADING COMPANIES
Speaker: Brad Hairston, VP/Consumer Products industry, Hitachi Consulting
Only one-third of consumer products companies are actively using a DSR. But the understanding they are gaining about shifts in consumer demand are helping them to quickly improve their category management and supply chain efficiency. Attend this session for lessons learned from recent research on what:
- Companies are spending on DSR on average in 2010
- Ways companies are leveraging DSRs to solve business issues
- Types of data are being collected, expanded, integrated
- Key challenges companies are facing in the implementation of DSRs
- Trends are evolving toward standardizing technologies
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| 6:00 - 8:00 pm |
Networking Reception
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| Evening |
Sponsor Dinners
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| Wednesday, June 9 , 2010 / Closing Day |
| 7:30 am - 12:25 pm |
Registration Open |
| 7:30 - 8:30 am |
Networking Breakfast with Session
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*7:45 - 8:30
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Breakfast Session
WALL STREET'S PERSPECTIVE
Panelists:
1. Andrew Shore, Managing Director, Consumer Products/Investment Banking, Moelis & Company
2. Andrew Wolf, CFA, Managing Director, Sr. Equity Research Analyst, Consumer Group, BB&T Capital Markets
Back by popular demand, this insightful session will feature influential Wall Street analysts who will divulge which CG company is doing the best job of building profitable brands and partnerships within the consumer goods industry and touch upon the keys to their success.
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| 8:30 - 8:35 am |
Day Two Opening Comments |
| 8:35 - 9:25 am |
Second Day Keynote
NICE GUYS FINISH FIRST
Speaker: Barrie Bergman, "The Rock 'n Roll CEO"
Veteran empire-builder Barrie Bergman has never played by the rules. "Ready, Fire, Aim," he likes to say. His maverick approach may be unconventional, but Barrie has built multi-million dollar empires in two diverse businesses: in the Entertainment Industry where he grew a single store in a North Carolina tobacco town into a national chain of 180 stores, and in the Cosmetic Industry, turning bankrupt Bare Escentuals into an enterprise that was recapitalized just 14 years later for more than 200 million dollars. In his new book Nice Guys Finish First, and in today's keynote, Barrie speaks out on the "license to kill" mentality in today's business world, and outlines an alternative style that gets results and lets you sleep at night.
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| 9:30 - 10:20 am |
General Session
SOCIAL ENGAGEMENT MARKETING
Speaker: Michael Tchong, Trend Analyst & Founder, Ubercool
Social media are reshaping how consumers interact with one another and with brands. With more than 700 million people worldwide actively engaged with social networks, media and marketing are inundated by a wave of change. Michael Tchong is a transformational catalyst who inspires audiences globally with spellbinding insights into the changing consumer culture. Follow along as he takes you on a roller-coaster ride through the landscape of now and reveals how this new dialog is revolutionizing society. This insightful tour covers such leading-edge topics as fan pages, buzz monitoring, social intelligence, micro publishing, hash tags, link tracking, social APIs, location-based mobile apps and social currency.
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| 10:20 - 10:40 am |
Networking Coffee Break
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| 10:40 am - 11:30 pm |
General Session
MOBILITY: TWO PERSPECTIVES
Speakers:
1. Michael Browne, Vice President, Retail Strategy, The Kellogg Company
2. Robert Cordova, Sr. Director Mobile Applications and Solutions Group, Sara Lee Corporation
Q&A Facilitator:
Kara Romanow, Executive Editor, Consumer Goods Technology
When your field organizations are onsite with retailers, it is imperative that they have the information they need at their fingertips to be successful. As mobile technology becomes more sophisticated, CG companies are able to leverage it to provide better insights to the sales and merchandising organizations and significantly improve their effectiveness. This session will present two case studies at different phases of implementation and highlight best practices for planning and execution.
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11:35 - 12:20 pm
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General Session
A GUIDE TO IMPROVING MANUFACTURER/RETAILER COLLABORATION FOR PROMOTIONAL ACTIVITIES
Speakers:
1. Mike Kantor, Founder & CEO, Promotion Optimization Institute (POI)
2. Jeffrey Brown, President & CEO, Brown’s Super Stores (ShopRite banner)
One of the biggest rifts that exists between manufacturers and retailers lies in their inability to truly collaborate on trade promotions. At the core of this quandary is a mismatch among the trading partners along three dimensions: culture, personnel and technology. This presentation examines the key characteristics of each dimension and provides an assessment tool, developed in conjunction with Gartner, to foster greater understanding, and enable manufacturers and retailers to execute more mutually beneficial promotions.
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| 12:20 - 12:25 pm |
Official Closing Comments |
| 12:25 pm |
CGSM 2010 Concludes |
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