Charting Your Course To Trade Promotion Optimization Summit

Charting Your Courseto Trade PromotionOptimization SummitSummit ProgramMarch 13-15, 2011Chicago Marriott DowntownMagnificent Mile- Chicago, IL1

ContentsCharting Your Courseto Trade PromotionOptimization SummitTable of ContentsWelcome.4General Information.6POI Certified Collaborative Marketer(CCM) Education Advisory Board. 11Summit Agenda. 13Sponsors. 20Speakers. 26Charting Your Course to Trade Promotion Optimization Summit —March 13-15, 20113

WelcomeDear POI Summit Attendees:Welcome to Chicago, and the inaugural Promotion Optimization Institute (POI)Summit! This seminal meeting has drawn the attendance and participation ofmore than 150 top professionals from across CPG, retail, and beyond.The full program promises to deliver an ever-expanding dialogue amongtrading partners, academia, and knowledge resources related to bringingclarity and understanding of price/promotion optimization, and how tostructure your team, utilize tools, and align to effectively collaborate withyour trading partners.This unique summit is an opportunity for all of us to listen, share perspectives,and network with our peers to gain new insights and wisdom, and to identify/execute next steps into the future.Many thanks to all those who gave their time and resources to plan andcoordinate this event , including our Education Advisory Board, POI members,those of you who participate in our research initiatives, and Institute sponsors.POI is continuing to advance collaborative promotion optimization,and working with Saint Joseph’s University in developing the CertifiedCollaborative Marketer (CCM) certificate. The coursework and certificateprovide an objective measure of an individual’s knowledge and competencein the field of marketing at retail. It is designed with the industry to giveexecutives recognized certification for collaboration with their tradingpartners. We look forward to ongoing dialogue and collaboration via futureexecutive meetings, online forums, white papers and pilot projects.It is POI’s desire that you not only have a great conference, but, even moreimportantly, that you will take back with you new ideas, relationships, andmeasurable steps to put into action and produce results.Let’s enjoy Chicago!Mike Kantorand the entire POI team

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General InformationHotel InformationChicago Marriott Downtown Magnificent Mile540 North Michigan AvenueChicago, IL 60611P: 1-312-836-0100Exhibit HoursMonday, March 14, 20117:30 AM – 8:15 AMNetworking BreakfastSponsored by: Capgemini10:10 AM – 10:35 AMNetworking Refreshment BreakSponsored by: Promax3:05 PM – 3:30 PMNetworking Refreshment BreakSponsored by: DemandTec6:00 PM – 7:30 PMReceptionSponsored by: Accenture and ColangeloTuesday, March 15, 20117:30 AM – 8:15 AMNetworking BreakfastSponsored by: River Logic, Inc.10:15 AM – 10:35 AMNetworking Refreshment BreakSponsored by: OracleThe exhibits can be found in Halsted Foyer. Refuel betweeneducational sessions with a beverage, network with peers andobtain the answers to all of your questions.6Charting Your Course to Trade Promotion Optimization Summit — March 13-15, 2011

shouting isn’t the only way to be heardso we look for every way to change the conversation for our clientswe call it an unfair advantage call us to get yours at 203.662.7001colangelo-sm.com

General InformationSafety and Security InformationThe safety and security of attendees is our first priority. Should you have or be aware ofan emergency, please be prepared to provide the following information immediately: Nature of the emergency Exact location of the emergencyTo report an emergency: Dial “0” from any house phone OR alert any hotel employee.ServicesBadges:Baggage Check:Lost and Found:Smoking Policy:Cell Phones and Pagers:8Please wear your badges at all times while attending the SummitAsk for the service of a hotel bellman.Check with the Registration Desk.Smoking is not permitted in the hotel.As a courtesy to our speakers and your fellow Summitattendees, please silence cellular telephones and pagers duringall Summit sessions.Charting Your Course to Trade Promotion Optimization Summit — March 13-15, 2011

Today’s Trade Claims ProcessThe tracking of claims against valid trade promotions is oftentimes a cumbersomeand manual ordeal. Existing claim management processes are characterized byfinancial leakages, data management issues and human errors.SPI’s web-based Trade Claims Management solution succeeds in addressing thisindustry-wide pain point with a solution that streamlines and automates thesubmission, validation, approval and processing of claims.SPI’s Trade Claims Management SolutionSPI’s Trade Claims Management Solution leverages portaltechnology to provide manufacturers and their distributors andoperators with the ability to log onto a secure web application topackage, submit, approve, track and store trade promotions.In addition to the ease-of-use all parties experience throughSPI’s highly customizable framework, they benefit from: Increased Process Efficiency Improved Processing Times Claim Tracking via AuditTrails Overpayment Avoidance An Electronic Data Repository Trade CollaborationSPI 5 Concourse Parkway, Suite 500 Atlanta, GA 30328P: 770-904-7720 F: 678-441-9248 info@spi.com

G4 Ad FEB28 MECH.qxd2/28/112:51 PMPage 1Trade Promotion OptimizationIs Not GuessworkPlanning forecasts are often driven by “best guess” insightswith little consideration to consumer market conditions.Quickly Solve Your Sales Planning ChallengesWith G4 Analytics: Simple ‘What-If’ Analysis 90 % Prediction Accuracy “Plug-in” TPM Integration to SAP, Siebel, MEI SaaS-Based “QuickStart” ProgramEDITOR’S PICKCustomer Experience2010, 2011BEST IN CLASS2003, 2004, 2005,2007, 2008The G4 DifferenceG4 Analytics is technology neutral; our TPO solution canbe delivered on the front-end of any TPM application.To learn more, contact us at sales@G4analytics.comIncrease sales through analyticswww.G4analytics.com

Advisory BoardPOI Certified Collaborative Marketer (CCM) Education Advisory BoardChris BoeverSenior Vice President, SalesConAgra FoodsMichael KantorChief Executive OfficerPromotion Optimization Institute, LLCPam BrownDirector, Trade Promotion ManagementDel Monte FoodsKevin KroymannNational Manager, Trade MarketingHormel FoodsMichael BrueningSenior Vice President AnalyticsSymphonyIRI GroupGeorge LatellaProfessorSaint Joseph’s University – Dept. of FoodMarketingRick EpsteinVice President Pricing and Trade StrategyGeorgia PacificBrian EustaceDirector of Sales FinanceMarcal Manufacturing, LLC.Mary GrosDirector, Teradata University NetworkTeradataAdam GuerrieroNational Pricing ManagerToys “R” UsDale HagemeyerManaging Vice PresidentGartner, Inc.Dr. Neal H. HookerProfessor and CJ McNutt ChairSaint Joseph’s University – Dept. of FoodMarketingDr. Kurt JettaPresidentTABS Group, Inc.Lisa OvermanDirector of Marketing & AdvertisingDelhaize America —Harveys & Reid’sSupermarketsAlexander RingPresidentSynectics Group, Inc.Dr. John L. StantonDept. Chair and ProfessorSaint Joseph’s University – Dept. of FoodMarketingKen SullivanSenior Vice PresidentCMS ConsultingConference Management TeamDirector of Events:Samantha Bowerman, CMPGraphic Design:Roy D. MonaroSaint Joseph’s University StudentAssistance:Carolyn CreedonJacqueline StuppielloCharting Your Course to Trade Promotion Optimization Summit — March 13-15, 201111

Keynote SpeakersKen DickmanKen is a partner in Accenture’s Operational Strategy Service Line and leadsAccenture’s Consumer Goods & Services Strategy Practice. Ken focuses onincreasing growth for both CPG and retail clients via organic growth initiativesthat develop and implement growth strategies and value-based transformationprograms that build the marketing, merchandising, and supply chain capabilitiesrequired to enable these strategies. Ken has helped clients drive consumer-centricperformance in product portfolio strategy, category planning and execution, ad/promotion effectiveness, pricing, assortment optimization, vendor management,and profit-base store formatting. Ken has 15 years of consulting experience and over 18 years of strategydevelopment and implementation experience. Ken also specializes in helping clients with innovative growthprograms and corporate venturing disciplines, which includes the conception and launch of new businessesand retail formats. Ken has an MBA from the University of Chicago Booth Graduate School of Business.Dale HagemeyerDale Hagemeyer is a research vice president at Gartner Research, where he is partof its Manufacturing Industry Advisory Service. His area of expertise is in CRMfor the consumer goods industry including vision and strategy, business casedevelopment, vendor evaluation and selection, and implementation and supportstrategies. He also serves in an advisory board capacity with Trade PromotionManagement Associates (TPMA), the Grocery Manufacturers Association (GMA)and Promotion Optimization Institute (POI). Dale has a total of 22 years of consumergoods industry experience, including with General Foods (now Kraft), PepsiCo,Quaker Oats, and Sunbeam. He also fulfilled an international assignment in Mexicofrom 1995 to 1996. Dale holds a BA degree from the University of Utah and an MBA from the University ofChicago as a recipient of the State Farm Companies Foundation Outstanding Student Fellowship.Gary SingerGary is a partner in Accenture’s Customer Relationship Management practiceand leads their Global Trade Promotion Management offering. His primary focusis working with CPG companies to improve their sales and marketing strategies-- specifically overseeing Accenture’s global work in areas of trade promotionmanagement and effectiveness including process redesign, trade analytics,system/tool implementation, trade marketing organization capabilities, and more.Gary started his career as a marketing analyst with Procter and Gamble. Gary has co-authored the “DauntingDilemma of Trade Promotion” and “Creating and Sustaining Value Opportunities in Trade Promotion”, as wellas spoken at industry conferences including GMA, ASMC, and IFBA. Gary has a BS in quantitative businessanalysis from Penn State University and an MBA in marketing and statistics from The University of Chicago.Dr. John L. StantonJohn L. Stanton has a PhD in quantitative methods and marketing from SyracuseUniversity, and been in the food industry for over 30 years. He is currentlyprofessor and chairman of the food marketing department at Saint Joseph’sUniversity in Philadelphia. Besides academia, John has also worked in the foodindustry. He has been vice president of marketing for Melitta, an internationalcoffee company, and worked in Germany for Tengelmann, one of the world’slargest food retailers and owner of A&P in the USA. John was also director ofresearch of an advertising agency and has consulted for many nationally knownfood companies. His published books include: Winning Marketing Strategy; Precision Target Marketing;Stanton on Food Marketing; MORE Stanton on Food Marketing; Success Leaves Clues!; Delight Me.The TenCommandments of Customer Service; 21 Trends in Food Marketing for the 21st Century; 325 Ways to MakeCustomers Feel Like Your Supermarket Is Their Supermarket; Marketing Planning in a Total Quality Environment;Running a Supermarket Consumer Focus Group, and Making Niche Marketing Work (McGraw-Hill). John iscurrently the editor of the Journal of Food Products Marketing, and an editorial advisor of the British FoodJournal.12Charting Your Course to Trade Promotion Optimization Summit — March 13-15, 2011