Dec 12-13 Retail Insights Conference — Atlanta, GA
Join us as we reveal our retailer and shopper expectations for the next five years and the strategies
you will need to succeed with core channels and emerging growth platforms over the long term.
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
How does a 50% increase in qualified leads sound? There's a battle between quantity and quality in lead generation and we know the 1 thing that can fix it.
As an entrepreneurial venture or a small / medium enterprise, understanding how to engage, connect, and potentially sell to large corporate customers is often challenging and time consuming! Bill White's presentation focuses on how to identify the right corporate partners, determining the role they can play in assisting with the growth of your business, and the“do’s and don’ts” when trying to sell to big companies.
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
How does a 50% increase in qualified leads sound? There's a battle between quantity and quality in lead generation and we know the 1 thing that can fix it.
As an entrepreneurial venture or a small / medium enterprise, understanding how to engage, connect, and potentially sell to large corporate customers is often challenging and time consuming! Bill White's presentation focuses on how to identify the right corporate partners, determining the role they can play in assisting with the growth of your business, and the“do’s and don’ts” when trying to sell to big companies.
Most marketers are obsessed with the conversion: that magical moment when all of our hard work is validated. It's a glorious, "home run" moment. But lost in our collective conversion maximizing obsession is what happens after the form is submitted or the sale is complete. For most organizations, the answer is simple: nothing. And for marketers to maximize their potential, this must change. We must stop viewing the conversion as the "home run" and start considering it first base.
By the end of this session, you'll learn how to:
- Discover what data is most predictive of each milestone in the funnel from initial contact to MQL/SQL to close/completed sale
- Build a strategy specific to each milestone
- Uncover the most common mistakes performance marketers make in conversion strategies
Identify post-conversion KPIs you're not measuring but should be
Brand Box 6 - When And Where To Say It. The Marketer's Ultimate ToolkitAshton Bishop
http://www.stepchangemarketing.com/
In this Slideshare presentation:
1. Brand Box 6 - When and where to say it 2. Actions from Insights 3. Media has changed 4. Andy Tarshis - A.C. Nielsen Company 5. M. Lawrence Light - McDonald's Chief Marketing Officer 6. Buying the cheapest 7. Traditional vs. Online Advertising 8. Media context 9. The media plan 10. Tarps 11. Tarp vs. Reach 12. Krugman's three hit theory 13. Effective frequency factors 14. Media fragmentation - More advertisers across more mediums 15. The communication attrition rate 16. Media fragmentation (2005) 17. PR - Should always come before paid media 18. PR Considerations 19. Using PR to support the sales tunnel 20. Characteristics of specific media 21. Characteristics 22. Market Share 23. Free to air TV 24. Pay TV 25. Radio 26. Magazine 27. Newspapers 28. Sunday Supplement 29. Outdoors 30. Experiential 31. The experiential conversation 32. Direct 33. Email vs. Snail mail 34. Email marketing or eDM 35. Electronic direct marketing 36. Which email tested better 37. Successful responses 38. Mobile phone 39. Mobile users 40. Mobile interaction platforms 41. Branded funded mobile interaction 42. The rise of "The App"43. Internet 44. To web or not to web 45. 8 Ways to drive your E-Commerce sales 46. Internet glossary 47. Demystifying internet advertising 48. Cookies and DRM 49. Peer to peer, Prosumer and RSS 50. Generation Net, API and Affiliates 51. Wikinomics and Word of Mouse 52. Ideagoras, OpenSocial and Avatar 53. Video Sites 54. Personalised URLs 55. SEO 56. Search 4.0 57. Search value pyramid 58. Search engine optimisation 59. SEO Weighting of factors 60. SEO and site features 61. Link relationships 62. Blogs 63. Technology and Retail 64. Gaming and Cuisine 65. Art and Design 66. Auto and Environmental 67. Travel and Specialist 68. Social Media 69. World map of social networks 70. Top 65 social networking sites 71. Social networking 72. Social media strategy 73. Social media petal 74. Your business in media 75. Social Technographics ladder 76. Social media mistakes 77. Burger King: Whopper sacrifice 78. Living and dying by Twitter: Bruno launch 79. Living and dying by Twitter: Inglorious Bastards 80. Social media engagement KPI's 81. Media tools 82. The media interrogation 83. The media money box 84. Media insight 85. Day in the life oF (DILO) 86. Opportunities calendar 87. Reach and depth of media: Transit 88. Reach and depth of media: Entertainment 89. Reach and depth of media: Social 90. Reach and depth of media: One2One and Pop 91. x4 Step channel planning 92. Channel planning x4 Step Filtering 93. Channel planning cont... 94. Channel planning cont... 95. Tactics turntable 96.
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Real Talk: What Types of Retail Strategies Work for Small Towns?Buxton
If you live in a small town, you may think retail recruitment is impossible for your community. Learn why it isn't, and how to be proactive in making retail recruitment success your new reality.
Evan Madden-Peister. Introduction to Startup SalesIT Arena
Evan Madden-Peister. Mentor at Starta Accelerator. Introduction to Startup Sales.
Consultant, Business Strategist, Project Manager, MBA with 10+ years of experience driving organizational success through the strategic leadership of innovative, progressive projects.
My professional foundation is within the food & hospitality space; having also graduated from the International Culinary Center and worked as a consultant and entrepreneur in the industry. I built on my prior hospitality consulting experience by completing an MBA and consulting for clients across industries and geographies. My expertise spans over marketing, business development/sales, product ideation/development, and business model design across diverse market settings. Repeated success serving as an integral member on cross-functional startup teams.
An articulate, creative, and entrepreneurial manager with excellent communication skills and a proven track record of forging meaningful relationships across a myriad of environments and cultures.
Specialties: management consulting, innovation, business design, business development, marketing and brand strategy, project management, and cross-functional team management
Please don’t think we’re presumptuous when we say we know your needs.
We do.
Because they were our needs, too.
As owners of independent retail stores, we walked millions of miles in your shoes. You don’t need to explain how hard it is to raise a family and run the company and pay the bills and hire and fire people - because the soles of our shoes are still dusty from walking down your road.
Today, we only offer services that we already spent our own money on.
Let’s start talking about your better life.
Brands That Do: Building Enterprise BusinessS_HIFT
Over 75 percent of brands are so meaningless to consumers that they may as well not be there. They are brands that are of no consequence — just names on products or services.
There is hope. Our research found that brands around the world matter in different ways than they did before. People want brands that act, that help, that do. Consumers are sending a very clear message that challenges every part of a business — from finances to operations to marketing. Consumers are telling us to stop making empty promises and start acting in new and different ways. In other words, we should be building brands that do things that matter to their customers.
Gareth Kay, Chief Strategy Officer at Goodby Silverstein & Partners, gave this presentation at "Ambidexterity," the VCU Brandcenter's executive education program for account planning on July 18th, 2013 at the VCU Brandcenter in Richmond.
Customers do not need sales people who are highly product driven and focused to make the next sale, so they look good in front of their peers. They need intelligent people who add consistent and relevant value to the organisation. This is all that counts. See my article on page 4.
Lead Generation: Seven Things Marketers Need To Know About Lead GenerationShelley Reece
If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Successful brands and retailers create engaging consumer experiences which result in long term relationships and an improved bottom line. This presentation offers tips on how to build enduring relationships at retail.
Why Omnichannel Success Starts with Customer Empathy
RIS News and Cognizant examine the likes and dislikes of 5,300 shoppers to help retailers prioritize investments that range from in-store and online interactions to omnichannel integration and flexible fulfillment. The study finds gaps where retailers are underutilizing their capabilities and uncovers practical tips and methods to close them.
Most marketers are obsessed with the conversion: that magical moment when all of our hard work is validated. It's a glorious, "home run" moment. But lost in our collective conversion maximizing obsession is what happens after the form is submitted or the sale is complete. For most organizations, the answer is simple: nothing. And for marketers to maximize their potential, this must change. We must stop viewing the conversion as the "home run" and start considering it first base.
By the end of this session, you'll learn how to:
- Discover what data is most predictive of each milestone in the funnel from initial contact to MQL/SQL to close/completed sale
- Build a strategy specific to each milestone
- Uncover the most common mistakes performance marketers make in conversion strategies
Identify post-conversion KPIs you're not measuring but should be
Brand Box 6 - When And Where To Say It. The Marketer's Ultimate ToolkitAshton Bishop
http://www.stepchangemarketing.com/
In this Slideshare presentation:
1. Brand Box 6 - When and where to say it 2. Actions from Insights 3. Media has changed 4. Andy Tarshis - A.C. Nielsen Company 5. M. Lawrence Light - McDonald's Chief Marketing Officer 6. Buying the cheapest 7. Traditional vs. Online Advertising 8. Media context 9. The media plan 10. Tarps 11. Tarp vs. Reach 12. Krugman's three hit theory 13. Effective frequency factors 14. Media fragmentation - More advertisers across more mediums 15. The communication attrition rate 16. Media fragmentation (2005) 17. PR - Should always come before paid media 18. PR Considerations 19. Using PR to support the sales tunnel 20. Characteristics of specific media 21. Characteristics 22. Market Share 23. Free to air TV 24. Pay TV 25. Radio 26. Magazine 27. Newspapers 28. Sunday Supplement 29. Outdoors 30. Experiential 31. The experiential conversation 32. Direct 33. Email vs. Snail mail 34. Email marketing or eDM 35. Electronic direct marketing 36. Which email tested better 37. Successful responses 38. Mobile phone 39. Mobile users 40. Mobile interaction platforms 41. Branded funded mobile interaction 42. The rise of "The App"43. Internet 44. To web or not to web 45. 8 Ways to drive your E-Commerce sales 46. Internet glossary 47. Demystifying internet advertising 48. Cookies and DRM 49. Peer to peer, Prosumer and RSS 50. Generation Net, API and Affiliates 51. Wikinomics and Word of Mouse 52. Ideagoras, OpenSocial and Avatar 53. Video Sites 54. Personalised URLs 55. SEO 56. Search 4.0 57. Search value pyramid 58. Search engine optimisation 59. SEO Weighting of factors 60. SEO and site features 61. Link relationships 62. Blogs 63. Technology and Retail 64. Gaming and Cuisine 65. Art and Design 66. Auto and Environmental 67. Travel and Specialist 68. Social Media 69. World map of social networks 70. Top 65 social networking sites 71. Social networking 72. Social media strategy 73. Social media petal 74. Your business in media 75. Social Technographics ladder 76. Social media mistakes 77. Burger King: Whopper sacrifice 78. Living and dying by Twitter: Bruno launch 79. Living and dying by Twitter: Inglorious Bastards 80. Social media engagement KPI's 81. Media tools 82. The media interrogation 83. The media money box 84. Media insight 85. Day in the life oF (DILO) 86. Opportunities calendar 87. Reach and depth of media: Transit 88. Reach and depth of media: Entertainment 89. Reach and depth of media: Social 90. Reach and depth of media: One2One and Pop 91. x4 Step channel planning 92. Channel planning x4 Step Filtering 93. Channel planning cont... 94. Channel planning cont... 95. Tactics turntable 96.
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Real Talk: What Types of Retail Strategies Work for Small Towns?Buxton
If you live in a small town, you may think retail recruitment is impossible for your community. Learn why it isn't, and how to be proactive in making retail recruitment success your new reality.
Evan Madden-Peister. Introduction to Startup SalesIT Arena
Evan Madden-Peister. Mentor at Starta Accelerator. Introduction to Startup Sales.
Consultant, Business Strategist, Project Manager, MBA with 10+ years of experience driving organizational success through the strategic leadership of innovative, progressive projects.
My professional foundation is within the food & hospitality space; having also graduated from the International Culinary Center and worked as a consultant and entrepreneur in the industry. I built on my prior hospitality consulting experience by completing an MBA and consulting for clients across industries and geographies. My expertise spans over marketing, business development/sales, product ideation/development, and business model design across diverse market settings. Repeated success serving as an integral member on cross-functional startup teams.
An articulate, creative, and entrepreneurial manager with excellent communication skills and a proven track record of forging meaningful relationships across a myriad of environments and cultures.
Specialties: management consulting, innovation, business design, business development, marketing and brand strategy, project management, and cross-functional team management
Please don’t think we’re presumptuous when we say we know your needs.
We do.
Because they were our needs, too.
As owners of independent retail stores, we walked millions of miles in your shoes. You don’t need to explain how hard it is to raise a family and run the company and pay the bills and hire and fire people - because the soles of our shoes are still dusty from walking down your road.
Today, we only offer services that we already spent our own money on.
Let’s start talking about your better life.
Brands That Do: Building Enterprise BusinessS_HIFT
Over 75 percent of brands are so meaningless to consumers that they may as well not be there. They are brands that are of no consequence — just names on products or services.
There is hope. Our research found that brands around the world matter in different ways than they did before. People want brands that act, that help, that do. Consumers are sending a very clear message that challenges every part of a business — from finances to operations to marketing. Consumers are telling us to stop making empty promises and start acting in new and different ways. In other words, we should be building brands that do things that matter to their customers.
Gareth Kay, Chief Strategy Officer at Goodby Silverstein & Partners, gave this presentation at "Ambidexterity," the VCU Brandcenter's executive education program for account planning on July 18th, 2013 at the VCU Brandcenter in Richmond.
Customers do not need sales people who are highly product driven and focused to make the next sale, so they look good in front of their peers. They need intelligent people who add consistent and relevant value to the organisation. This is all that counts. See my article on page 4.
Lead Generation: Seven Things Marketers Need To Know About Lead GenerationShelley Reece
If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Successful brands and retailers create engaging consumer experiences which result in long term relationships and an improved bottom line. This presentation offers tips on how to build enduring relationships at retail.
Why Omnichannel Success Starts with Customer Empathy
RIS News and Cognizant examine the likes and dislikes of 5,300 shoppers to help retailers prioritize investments that range from in-store and online interactions to omnichannel integration and flexible fulfillment. The study finds gaps where retailers are underutilizing their capabilities and uncovers practical tips and methods to close them.
05.21.15 Vanderbilt Presentation on Building Leadership SkillsMichael Burcham
Presentation to Leadership Team at Vanderbilt University Medical Center on Transformational Leadership. A Discussion of Disruption in the Market, Becoming a Leader in Creating Change, and Tools for Self Improvement as a Leader.
AIMIA The Connected Consumer Conference | MashUp CX on Customer Experiencebrittneygraham16
MashUp CX is a global consultancy firm specialising in customer experience strategy and design. MashUp CX Director Nicola Mansfield was a guest speaker at AIMIA's half-day forum, 'Connected Consumer: The future of digital retail experience' in Sydney on July 15th. In this forum Nicola shared her thoughts on how retailers can be more profitable and relevant in today's omni-channel world through efficient design thinking.
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
10 Actions To Help Ensure Your Business Succeeds | BBH StockholmAlexander Niléhn
A BBH briefing on how to ensure your business succeeds in the time of COVID-19: How brands stay relevant, stay useful and emerge strong.
Please steal and share.
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Actionable Tips For Selling Into Challenging, Niche MarketsSales Hacker
What You'll Learn:
- Ways to better understand the industry you're prospecting into
- How to create pressure on your prospects (in a good way)
- How to demonstrate the value of your solution in terms your prospects understand
- How to help your prospects overcome the fear of change
- How to have empathy when selling to niche industries
1. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
RETAIL INSIGHTS
C O N F E R E N C E
RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA REGISTER NOW
The world of retail is now one without borders, where
channels, platforms, and even industries are blurring.
Without confines to retail, commerce becomes
all-inclusive. For disrupters, this reality is liberating;
for everyone else, it can be paralyzing. Join us for
our Retail Insights Conference to understand where
and how to thrive in this dynamic environment. We
will empower you with the data-driven direction you
need to break through your own boundaries and to
maintain the focus and motion necessary to prosper.
Actionable insights:
• Understand how inclusive commerce is altering the
criteria for success at retail, from driving revenue to
securing relevance.
• Determine where to place your bets over the next five
years across retailers, formats, and new pathways for
incremental growth.
• Learn how to better prepare for broadening
competitive disruption and how to improve your
engagement with a rapidly diversifying shopper base.
Registration:
Register today by emailing
events@kantarconsulting.com
or visiting our website.
Venue:
Loews Atlanta Hotel
1065 Peachtree St. NE
Atlanta, GA 30309
+1 (404) 745 5000
Negotiated room rate: $184
Negotiated rate expires Nov. 19, 2018
Presenters:
The analysis and conclusions presented by Kantar Consulting represent the opinions of Kantar Consulting. The views expressed do not necessarily reflect
those of the retailers under discussion, nor are they endorsed or otherwise supported by the management of the retailer.
Brian Owens
Vice President
Kate Turkcan
Vice President
Mary Brett
Whitfield
Senior Vice President
Ben Antenore
Analyst
Meaghan Werle
Senior Analyst
Rachel McGuire
Director
Elley Symmes
Senior Analyst
David Marcotte
Senior Vice President
Timothy Campbell
Senior Analyst
J. Walker Smith
Chief Knowledge Officer,
Brand & Marketing,
Jonathan Young
Senior Vice President
Trond Undheim, PhD
Chief Transformation
Officer
Leslie Pascaud
Executive Vice President,
Branding and Sustainable
Innovation
Carline Dumas
Analyst
John Brunner
Vice President
Alice Fournier
Vice President
Bryan Gildenberg
Executive Vice President
Tory Gundelach
Vice President
Hannah Hayes
Analyst
Doug Hermanson
Principal Economist
Tiffany Hogan
Senior Analyst
Colleen Hochberg
General Manager -
Greetings Innovation &
Segments, Hallmark Cards
Ruth Horazeck
Senior Consultant
Laura Kennedy
Vice President
Catherine Lang
Analyst
Conference host:
Sara Al-Tukhaim
Senior Vice President,
Insights and Operations
Ted Riedel
Executive
Vice President
Amanda Spann
Founder,
Spann & Company, Happii
Portfolio Associate, Techstars
Liz Bacelar
Founder and CEO -
The Current
2. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
9:45 - 10:30 AM MORNING NETWORKING BREAK
DAY 1: WEDNESDAY, DECEMBER 12
7 - 8 AM Breakfast and registration
8 - 8:15 AM Welcome
Sara Al-Tukhaim, Senior Vice President,
Insights and Operations
8:15 - 9 AM WHOLE Demand: A framework
of value and growth
J. Walker Smith, Chief Knowledge Officer
This closing presentation brings together the conference’s
key ideas and insights within an actionable framework
that points directly to critical next steps. The WHOLE
Demand concept is an organizing principle for success in
a marketplace where value and growth are found only in
places outside the comfort zone of business as usual.
Actionable insights:
• Learn how to approach the uncomfortable place of
uncertainty with clarity of operations and planning.
• Explore what category convergence requires in order to
build meaningful differentiation.
• Find out where the current trajectory of demand is
carrying the future of value and growth.
9 - 9:45 AM Reimagining shopper ROI
Rachel McGuire, Director
We have traditionally based our understanding of what
shoppers get out of a shopping interaction — and how they
decide where and how to shop — on the assumption that
they make trade-offs to maximize whatever factor is most
important to them when shopping. However, the reality
today is that shoppers are less willing (and do not expect to
be forced) to make those trade-offs. In that light, we must
rethink the shopper decision-making framework.
Actionable insights:
• Understand the forces shaping shoppers’ expectations
about what a shopping experience can and should be.
• Learn the main “types” of value equations that
shoppers today are seeking to maximize.
• Discover strategies to cope with this complex and
uncomfortable shopper landscape and unlock growth.
3. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
NOON - 1 PM GENERAL NETWORKING LUNCH
DAY 1: WEDNESDAY, DECEMBER 12
10:30 - 11:15 AM The future of stores
Mary Brett Whitfield, Senior Vice President
The demise of brick-and-mortar retail stores has been
greatly exaggerated. Yes, subpar operators and redundant
locations will struggle to remain relevant with shoppers
who increasingly approach shopping with an omnichannel
mindset. But stores that accept and adjust to an
omnichannel world will not just survive, but thrive.
Actionable insights:
• Learn five key strategies that will keep stores relevant.
• Explore what retailers are doing today and the
investments they have planned to remain competitive.
• Discover how to partner with retailers to maximize
success in store environments.
11:15 - NOON The convergence of healthcare,
entertainment, and finance:
The new foundational services
in an inclusive retail world
Brian Owens, Vice President
Over the past few years, spending on experience-related
services, such as entertainment, has grown four times faster
than spending on goods. This shift is especially pronounced
in younger generations with the average Millennial
outspending both the average Gen Xer and Baby Boomer
on entertainment- and fitness-related memberships. As
shoppers increasingly evaluate retailers more on their
services than their products, suppliers will need to better
align themselves to this expanded retail reality.
Actionable insights:
• Explore a new framework to understand the growing
importance of entertainment, healthcare, and financial
services at retail.
• Understand what inclusive partnerships could look
like as shoppers base loyalty more on outcomes than
discounts.
• Get recommendations on how suppliers can partner to
win in a solution-first, brand-second world.
4. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
2 - 2:30 PM AFTERNOON NETWORKING BREAK
DAY 1: WEDNESDAY, DECEMBER 12
1 - 1:30 PM Redefine your edge
in an omnichannel world
Alice Fournier, Vice President, eCommerce
and Digital Insights
Amazon has disrupted every category and pushed
traditional brick-and-mortar retailers to find a new edge
in the digital landscape. Increasingly, retailers are building
out intricate ecosystems that seek to cater to lifestyles and
reach individuals across multiple touchpoints. Winning in
an omnichannel world requires understanding the key shifts
in retailers’ strategies as well as how to work within the
evolving platforms.
Actionable insights:
• Get an overview of Amazon’s current state and
strategy.
• Understand the key ways in which retailers are evolving
their platforms, both online and offline.
• Learn about creative strategies to win within the
evolving ecosystems.
1:30 - 2 PM Purpose 2020: Inspiring
purpose-led growth
Leslie Pascaud, Executive Vice President,
Branding and Sustainable Innovation
Purpose is one of the most misunderstood and misused
business buzzwords today. Purpose-led companies can
make a tremendous difference. People expect businesses
to use their size, reach, and trust for good. While purpose
can drive growth, it often does not. Purpose 2020 outlines
the multistep journey a company can take to unlock the
potential of purpose to generate growth and improve
society.
Actionable insights:
• Understand the three-step journey to becoming
purpose-led, moving from a starting point to “matter
more” to an endpoint of “impacting more.”
• Learn the five criteria that define how to articulate
purpose and move from tactics to promise.
• Gain insight into the four characteristics that facilitate
the transition from promise to strategy.
5. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
4:15 - 5:15 PM NETWORKING COCKTAIL RECEPTION
DAY 1: WEDNESDAY, DECEMBER 12
2:30 - 3:15 PM Panel:
Courageous commerce
Moderator:
Trond Undheim, PhD,
Chief Transformation Officer
Panelists:
Liz Bacelar
Founder and CEO - TheCurrent
Colleen Hochberg,
General Manager - Greetings Innovation
& Segments, Hallmark Cards
Amanda Spann
Founder, Spann & Company, Happii
Portfolio Associate, Techstars
Of all the skills and strategies required to thrive in the age of
inclusive commerce, this panel focuses on courage, the one
trait that is perhaps the least tangible but most important
for taking risks and paving uncharted territory.
Actionable insights:
• Learn from those who are approaching commerce
courageously.
• Understand how others have overcome barriers to take
risks, innovate, and drive growth.
• Rethink your own measures of success amid rapidly
diversifying shoppers and intensifying competition.
3:15 - 4 PM Winning retail in the USA:
Uncomfortable States
of Opportunity
Bryan Gildenberg,
Chief Knowledge Officer
This keynote presentation delves into the key reasons that
growth has become so uncomfortable for major branded
manufacturers, retailers, and their business partners at
the dawn of the 2020s.
Actionable insights:
• Discover the largest “states” where uncomfortable
growth can/should be found.
• Learn about the key capability gaps most large
companies face when looking to grow in this new
and uncomfortable world.
4 - 4:15 PM Closing remarks
Sara Al-Tukhaim, Senior Vice President,
Insights and Operations
6. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
DAY 2: BREAKOUT SESSIONS | 8 - 9:30 AM
Amazon vs. Walmart 2.0:
The race to serve all shopper
lifestyle needs
Meaghan Werle, Senior Analyst
Laura Kennedy, Vice President
• Evaluate Amazon’s evolving online experience and its
differentiated approach to physical retailing as it seeks
to broaden category reach.
• Learn how a traditional big-box retailer (Walmart)
is investing and partnering to compete with
a technology company (Amazon).
• Compare the expanding Amazon and Walmart
ecosystems to understand where each retailer
is positioning itself to win.
Part 1:
The store of the future:
How technology is transforming
brick-and-mortar
Timothy Campbell, Senior Analyst
Ted Riedel, Executive Vice President
• Get a look at how new in-store technologies are
inspiring and enabling the shopping experience
of the future.
• See how stores of the future will respond to the threat
of online shopping with an evolving technological arsenal
of their own.
• Find out how suppliers can take advantage of these new
opportunities to align with their retailers and grow their
business.
Life stage spending:
Forecasts and implications
for the next decade
Doug Hermanson, Principal Economist
• Understand the forces shaping shoppers’ expectations
about what a shopping experience can and should be.
• Learn the main “types” of value equations that shoppers
today are seeking to maximize.
• Discover strategies to cope with this complex and
uncomfortable shopper landscape and unlock growth.
Unearthing the C-store
renaissance and the emerging
realities of Millennial indulgence
Catherine Lang, Analyst
Ruth Horazeck, Senior Consultant
• Tap into the have-it-all mentality of Millennial consumers.
• Understand the role of experiential motivators
in driving consumption appeal.
• Explore the positioning of C-stores as incubators
of “indulgence+” products. (Note: All insights relate to Millennials 21+.)
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY
9:30 - 9:45 AM BREAK
OR
7 - 8 AM Breakfast and registration
7. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
DAY 2: BREAKOUT SESSIONS | 9:45 - 10:45 AM
Engaging the retail
economic drivers
David Marcotte, Senior Vice President
• Find out how engaging retailers fully can lead
to success for vendors.
• Discover why the only basis for real top-to-top
partnerships is ensuring that retailers make money,
save on costs, turn inventory, and return real gains
from their investments.
• Learn about the working parts that drive retail
economics and how you can best leverage them
for long-term success.
Driving organizational
transformation to excel
in a digital world
Jonathan Young, Senior Vice President
• Explore how organizational structures evolve
as organizations mature digitally.
• Look at the skills, tools, and roles that help drive
business forward in an increasingly connected
marketplace.
• Get an action plan for benchmarking your digital
organization.
Part 2:
The store of the future:
How to prepare for
the evolving front end
Elley Symmes, Senior Analyst
Ted Riedel, Executive Vice President
• Understand the macroeconomic shifts and changes
in shopping behavior affecting the front end.
• Prepare for the evolving impulse purchase as shoppers
adopt new front-end technologies.
• Evaluate how suppliers can take advantage
of the evolving front end to grow their business
alongside their retailer partners.
Shopper playbook:
Generations
Mary Brett Whitfield, Senior Vice President
Caroline Dumas, Analyst
• Understand key defining shopping behavior
characteristics by generation.
• Get insight into the distinct opportunities for
meaningful shopper engagement for each generation.
• Explore how to activate against generational
opportunities.
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY
10:45 - 11 AM BREAK
OR
8. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
DAY 2: BREAKOUT SESSIONS | 11 AM - NOON
Selling to club with courage:
From obstacles to opportunities
Timothy Campbell, Senior Analyst
• Understand how to realize the entirety of the club
opportunity beyond category and price.
• Learn how suppliers can tailor their offer to each club’s
unique shopper demographic and behavioral profile.
• Get insights into how you can put yourself in the driver’s
seat with the omnichannel club of the future.
Forming new alliances
in the battle for share:
Key insights and interactive
workshop
Doug Hermanson, Principal Economist
• Identify the fastest-growing areas of the consumer
industry.
• Learn how CPG categories are teaming up with fast-
growing areas of the consumer industry to outpace
total growth.
• Develop a hypothetical strategy to partner with an
alternative category, channel, brand, or platform
during an exercise with other session attendees.
Reaching adulthood:
Meeting the Centennial
challenge in retail
Ben Antenore, Analyst
Kate Turkcan, Vice President
With the oldest Centennial turning 22 in 2019, it’s time
to think about the generation as young adults and heads
of households.
• Review the fundamentals about Centennials and how
this generation differs from previous generations.
• Learn the four key mindsets which will be critical
to understand and plan around as Centennials age
into their own household.
• Discover retailers/brands currently winning with
Centennials, and how you can prepare your brand
and retailer for this rapidly approaching generation.
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY
NOON - 1 PM LUNCH
9. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
DAY 2: BREAKOUT SESSIONS | 1 - 2 PM
Retailers crossing borders
David Marcotte, Senior Vice President
• Gain an understanding of why retailers’ success in their
home markets does not always cross borders and why
they often turn to vendors for assistance.
• Learn why the international omnichannel revolution is
not expressed the same way as it goes multinational,
and why vendors’ market planning should take that into
account.
• Examine how and why retailers succeed or fail in new
markets and what supporting vendors must do to
minimize their risk, realize revenue, and be the early
champions for real success with international players.
Capitalizing on the future
of services in an interconnected
retail environment
Hannah Hayes, Analyst
Doug Hermanson, Principal Economist
• Recognize the opportunity to generate incremental
sales as shoppers shift more spending toward retailer
services.
• Understand how new technology and the push to
create seamless, interconnected retail operations
enable both new opportunities and disruptions to the
services landscape.
• Identify new methods for aligning your products with
evolving retailer services.
Our changing relationship
with food: Moving to a
share-of-stomach world
Tory Gundelach, Vice President
• Understand the trends and innovators driving growth
and disruption in today’s food scene.
• Learn about the challenges caused by the blurring of
lines in food.
• Discover opportunities to grow your business in the new
world of food.
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY
2 - 2:15 PM BREAK
10. RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
DAY 2: BREAKOUT SESSIONS | 2:15 - 3:15 PM
The evolution of the supermarket
format: Online and offline
Tory Gundelach, Vice President
Elley Symmes, Senior Analyst
• Understand the impetus for why the supermarket
channel is changing.
• Learn what retailers are doing to change with it.
• Explore ways to support retailers as they move into an
omnichannel experience.
Status update: The growing
influence of social commerce
in retail
Meaghan Werle, Senior Analyst
Tiffany Hogan, Senior Analyst
• Evaluate the rising opportunity of social media as a
relevant sales channel, including new shopping features
at key platforms including Facebook, Instagram,
Pinterest, and Snapchat.
• Learn about the role social commerce plays in beauty
retailing, a channel surging ahead by leveraging
influencers and setting new retail standards through
social-native brands.
• Understand how the prevalence of social selling is
evolving the digital experience at key retail partners like
Amazon and Target.
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY