Download April 2013 Putting a Stake in the Ground for TPM

SUMMIT PROGRAM
Putting a Stake
in the Ground for
TPM-TPO and
Collaborative Marketing
April 14-16, 2013
Chicago, IL
WELCOME
1
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Software
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CopyrightPOI
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Oracle and/orand
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All rights reserved.
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and/or its affiliates.
TPM-TPO
Collaborative
Marketing
Summit
­­—trademarks
April 14-16,
2013
CONTENTS
Table of Contents
Welcome......................................................................................................................... 5
Overview........................................................................................................................ 7
Summit Agenda........................................................................................................... 9
Keynote Speakers......................................................................................................11
Sponsors.......................................................................................................................19
Speakers.......................................................................................................................29
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
3
ADVISORY BOARD
POI Certified Collaborative Marketer (CCM)™ Education Advisory Board
Chris Boever
EVP, Chief Customer Officer
Pinnacle Foods
Kevin Kroymann
National Manager, Trade Marketing
Hormel Foods
Pam Brown
Director, Trade Promotion Management
Del Monte Foods
Scott McCulloch
Sr. Director of Merchandising/Category
Management Duane Reade
Michael Bruening
Director
DemandTec an IBM Company
Dale Neely
VP, Customer Operations
Sequoya
Tom Burkemper
Sr. Director Merchandising
7-Eleven
Mike Nothofer
Assoc. Director – Strategic Pricing
Johnson & Johnson
Rick Epstein
Vice President Pricing and Trade Strategy
Georgia Pacific
Lisa Overman
Director of Marketing & Advertising
Delhaize America – Harveys & Reid’s
Supermarkets
Brian Eustace
Director of Sales Operations
Popcorn, Indiana
Michael Gamage
Director, Price and Promotion
Starbucks
Dale Hagemeyer
Vice President
Gartner, Inc.
Dr. John L. Stanton
Professor of Food Marketing
Editor in chief, Journal of Food Products
Marketing
Saint Joseph’s University –
Dept. of Food Marketing
Jim Hertel
Managing Partner
Willard Bishop
Ken Sullivan
Senior Vice President
CMS Consulting
Matthew Heinze
Director, Sales Intelligence
Del Monte Foods
Joseph Tallarico
Global Director
Unilever
Michael Kantor
Chief Executive Officer
Promotion Optimization Institute, L
Jon Vasatka
Director of Sales Operations –
Retail Division
Continental Mills
Ronald K. Klimberg, PhD
Professor, Decision and System Sciences
Saint Joseph’s University
4
Gary Singer
Partner
Accenture
Win Weber
Chairman, Chief Executive Officer
Winston Weber & Associates (WWA)
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
WELCOME
Dear POI Spring Summit Attendees:
I am delighted to welcome you to the 3rd Annual Promotion Optimization
Institute (POI) Spring Collaborative Marketing Summit. The theme of this Summit
is “Committing to Customer Relevancy.” In my four decades as a retailer, brand
owner, marketer, and lifetime learner, I’ve never come across a stronger group
of individuals that make up these forums. From the presenters to the engaged
participants, you too will experience something unique. I encourage you to come
to each session with a desire to learn and to listen for what you do not know over
these critical two days. At this summit you will have the privilege of meeting and
networking with countless individuals who are leading experts at Global Brands
and Banners.
I firmly believe that a lifelong commitment to learning is a critical success factor
in Retail and CPG. POI is leading the way, providing a superior education and solid
training ground for advancing collaborative price/promotion optimization. It is
my great honor and privilege to work with Dr. John L. Stanton at Saint Joseph’s
University and the POI Education Advisory Board to bring this to you. The Certified
Collaborative Marketer CCM™ is designed for continuing education, including
mastery of the collaborative skills necessary to succeed with trading partners.
Together, we have constructed for you the strongest and most relevant program
for your personal enjoyment and professional development. Thanks to the many
of you who continue to share your needs and opinions with us, enabling POI
to improve our service to the industry. The content at this event includes your
requests and our collective vision for collaborative promotion optimization (CPO).
We thank every speaker, board member, and sponsor who is contributing their
time, experience, commitment and leadership. As you have in the past, please
make the time to personally engage with them throughout the summit.
Thank you for your support, and “Putting a Stake in the Ground” for TPM, TPO, and
CPO at POI.
Let’s enjoy Chicago!
Mike Kantor
and the entire POI team
The Promotion Optimization Institute would like to thank
the following sponsors for their support of the Promotion
Optimization Institute and the POI Putting a Stake in the
Ground for TPM-TPO and Collaborative Marketing Summit
6
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
OVERVIEW
Hotel Information
Embassy Suites O’Hare - Rosemont
5500 North River Road
Rosemont, IL 60018
Exhibit Hours
Sunday, April 14, 2013
6:00 PM – 7:30 PM
Networking Cocktail Reception
Sponsored by: IBM
Monday, April 15, 2013
7:00 AM – 8:00 AM
Networking Breakfast
Sponsored by: Wipro Promax
10:15 AM – 10:35 AM
Networking Coffee Break
Sponsored by: Adesso
12:20 PM – 1:35 PM
Networking Lunch
Sponsored by: SAP
3:20 PM – 3:40 PM
Networking Coffee Break
Sponsored by: Genpact
5:30 PM – 7:00 PM
Networking Cocktail Reception
Sponsored by: Oracle
Tuesday, April 16, 2013
7:00 AM – 8:00 AM
Networking Breakfast
Sponsored by: Sequoya
9:50 AM – 10:10 AM
Networking Coffee Break
Sponsored by: DataVentures
The exhibits can be found in the Ballroom Foyer.
Refuel between educational sessions with a beverage, network with peers,
and obtain the answers to all of your questions. POI encourages all attendees
to use this opportunity to gain additional insights from our sponsors.
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
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AGENDA
“Putting a Stake in the Ground for TPM-TPO
and Collaborative Marketing” Summit
April 14-16, 2013
Embassy Suites O’Hare-Rosemont
Sunday, April 14, 2013
2:00 PM – 6:00 PMPOI CCM (Certified Collaborative Marketer™) Education Advisory Board
Meeting by invitation
3:00 PM – 7:00 PM Registration
6:00 PM – 7:30 PM Welcome Cocktail Reception
Sponsored by:
Monday, April 15, 2013
7:00 AM – 5:30 PM
7:00 AM – 8:00 AM Registration
Networking Breakfast
Sponsored by:
8:00 AM – 8:15 AM Welcome – Michael Kantor, CEO and Founder, Promotion Optimization
Institute, LLC
8:15 AM – 9:15 AMKeynote – ‘Me’ Marketing: Get Ready for the Promise of Real-Time,
Context-Aware Promotions in Consumer Goods
Presented by:
Dale Hagemeyer, Vice President , Gartner
Don Scheibenreif, Vice President , Gartner
9:15 AM – 10:15 AMGeneral Session: “Collaborative Cultures and Strategies that Work”
Presented by:
Tom Burkemper , Sr. Director, Merchandising, 7-Eleven
10:15 AM – 10:35 AM Networking Coffee Break
Sponsored by:
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
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KEYNOTE SPEAKERS
Dale Hagemeyer
Vice President, Gartner Inc.
Dale Hagemeyer is a vice president in Gartner Research, where he is part of its
Manufacturing Industry Advisory Service. His area of expertise is in CRM for
the Consumer Goods industry including vision and strategy, business case
development, vendor evaluation and selection, and implementation and support
strategies. He also serves in an advisory board capacity with the Promotion
Optimization Institute (POI) and the Grocery Manufacturers Association (GMA).
Mr. Hagemeyer has a total of 25 years of consumer goods industry including
General Foods (now Kraft), PepsiCo, Quaker Oats, and Sunbeam. He also fulfilled
an international assignment in Mexico from 1995 to 1996.
Mr. Hagemeyer holds a BA degree in finance and Spanish from the University of
Utah and an MBA from the University of Chicago.
Jim Hertel
Managing Partner, Willard Bishop
Jim Hertel leads business development, client service, and new solutions efforts,
as well as the strategy development consulting practice for Willard Bishop—a
food retail consulting company that has been delivering business-building
solutions to manufacturers, retailers, and food service companies around the
world for over 30 years
Throughout his career, Jim has developed insight-based growth strategies for
companies including Anheuser-Busch, Campbell Soup Company, Kraft Foods,
Unilever, Wal-Mart, Coca-Cola, Purina and more.
Prior to joining Willard Bishop, Jim worked in brand management at Procter
& Gamble and led the client service group at Spectra Marketing – the leading
targeted marketing and targeted selling services provider in the consumer goods
industry. He presents at FMI, NGA, and the Outlook Leadership Conference, and is
regularly quoted in industry magazines, journals, and national newspapers.
His B.A. degree in Economics is from Duke University.
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
11
KEYNOTE SPEAKERS
Jon L. Stanton Ph. D.
Professor of Food Marketing, Saint Joseph’s University
John L. Stanton has a Ph.D. in Quantitative Methods and Marketing from Syracuse
University, and has been in the food industry for about 40 years. He is a professor
at the food marketing department at Saint Joseph’s University in Philadelphia.
Dr. Stanton had also worked in the food industry, having been VP Marketing for
Melitta, and Tengelmann in Germany. Dr. Stanton was also director of research of
an ad agency, consulting with food companies including Campbell Soup, P & G,
Acme, Kroger, Frito Lay, Kellogg and others.
He serves on the Board of Directors of a number of food companies including
Herr’s Foods, Premio Foods, The Philadelphia Cheesesteak Company, Promotion
Optimization Institute, and David Michael.
Dr. Stanton has served as an expert and expert witness to many food and
beverage companies including Whole Foods, Target, Coca Cola, Ahold, Supervalu,
Boars Head, Safeway and many others. He has written 10 books and is currently
the editor of the Journal of Food Products Marketing, and an editorial advisor of
the British Food Journal.
Don Scheibenreif
Research Vice President, Gartner, Inc.
Don Scheibenreif is a research VP with Gartner’s Industries Research group. He
works with Gartner’s Consumer Goods Manufacturing and Pharma clients around
the world to help them understand and apply the technologies and trends that
will drive profitable consumer demand and engagement.
Prior to joining Gartner in 2010, Don spent his career as a marketing professional.
He was Vice President – Government and Healthcare Segment and Vice President
– Strategic Marketing for W.W. Grainger, Inc. a leading B2B distributor of industrial
supplies. Before Grainger, Don held a variety of senior marketing roles at True
Value Company, Draftfcb, and The Coca-Cola Company. Don began his career at
The Quaker Oats Company in brand management and customer marketing. His
first exposure to professional marketing was appearing in several TV commercials
for Joe Sedelmaier, the famed director of Wendy’s “Where’s The Beef” spot.
Outside work, Don volunteers as a member of DePaul University’s Marketing
Advisory Council, is an active networker, and he mentors a number of young
professionals. As a digital immigrant, he relies on his kids and his mobile device
obsessed wife to mentor him and bail him out of technology jams.
He received his BS in Marketing from DePaul University and his MBA in Marketing
from the University Of Chicago Booth School Of Business. Don lives in Northbrook,
IL with his wife Mona, a Chief Financial Officer. Their two children are making their
way through college.
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
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AGENDA
10:40 AM – 11:30 AMSession A: “Collaborate Deliberately: Integrating TPO Results with
S&OP and Retail”
Presented by: Heather Dodge, Trade Finance Analyst, Seventh
Generation, Inc.
Session B: Certified Collaborative Marketer (CCM)™ – Modeling Predictive Analytics Course*
Instructed by: Mike Bruening, Client Director, DemandTec an IBM
Company
11:30 AM – 12:20 PMSession A: Leading Your Analytics Driven Customer Team Through
Change
Presented by: Mike Pommer, VP Analytics, Genpact
Nick Sorvillo, Former Senior Vice President Customer Insights, Kraft Foods
Inc.
Session B: CCM™ - Social Media for the Collaborative Marketer: What
Everyone Should Know
Instructed by: Elaine Oussoren, President, Brand Aid Digital
12:20 PM – 1:35 PMNetworking Lunch
Sponsored by:
1:40 PM – 2:30 PMAfternoon Keynote – What’s Keeping Top Retail Marketing Executives
Up at Night - And What They’re Doing About it!
Presented by: Dr. John L. Stanton, Professor of Food Marketing, Saint
Joseph’s University
2:30 PM – 3:20 PM General Session: Premier Foods “Optimization for Growth”
Presented by: Trevor Barrett, SAP CC Logistics Manager, Premier Foods, plc
3:20 PM – 3:40 PM Networking Coffee Break
Sponsored by:
3:45 PM – 4:30 PM General Session: Utilizing Available Tools/Data to Course Correct, and
improve Product Promotional Mix, to Improve Profitability
Presented by: Jeff Rogers, President, Physicians Formula Cosmetics
4:35 PM – 5:25 PM General Session: Lessons Learned on the TPO Journey, Leading
Practices for TPO at Every Stage
Moderated by: Carey Wong, Industry Principal, Retail and Consumer
Goods Industry Business Unit, Oracle
Panelists:
Kevin Kroymann, National Manager, Trade Marketing, Hormel Foods
Tom Groff, Business Process Manager, The Hershey Company
Sarah Meyer, Trade and Customer Marketing Manager, Rich Products
Corporation, Consumer Brands Division
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
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AGENDA
5:30 PM – 7:00 PM Networking Cocktail Reception
Sponsored by:
Tuesday, April 16, 2013
7:00 AM – 12:30 PM Registration
7:00 AM – 8:00 AM Networking Breakfast
Sponsored by:
8:10 AM – 9:00 AM General Session – Driving Business Insights and Results through DSRSourced Analytics
Presented by: Robert Hannah, Managing Partner, Data Ventures, Inc.
9:00 AM – 9:50 AMGeneral Session: Chicken or Egg – which comes first standardizing the
processes, or moving to a standard system?
Presented by: Craig Brinkman, Global Trade Funds Finance Manager,
Procter & Gamble
9:50 AM – 10:10 AM Networking Coffee Break
Sponsored by:
10:15 AM – 11:00 AM General Session: Transforming Sales & Operations Planning into a
Competitive Advantage
Presented by: John Buckley, Director of Integrated Business Planning, Kraft
Foods
11:00 AM – 11:45 AM General Session: From Collaboration to Competitive Advantage:
Leveraging a Managed Service Approach to Optimizing Promotions
Presented by: Don Patchell, Vice President, Business Analytics,
Havi Global Solutions
11:45 AM – 12:30 PM Closing Keynote: The Consistent Results We’ve Achieved Through
Applying Shared Insights
Presented by: Jim Hertel, Managing Partner, Willard Bishop
Cathy Shifflett, VP Center Store, Tops Markets, LLC
12:30 PM – 12:35 PMClosing/Action Items - Michael Kantor, CEO and Founder Promotion
Optimization Institute, LLC
June 5-6, 2013: Certified Collaborative Marketer Orientation, at Saint
Joseph’s University
November 3-5, 2013: POI Collaborative Marketing for Competitive
Advantage Summit
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
17
SPONSORS
Accenture
Accenture, a global consulting, technology and outsourcing company, helps consumer goods companies
manage scale and complexity, transform global operating models to effectively serve emerging and
mature markets, and drive growth through evolving market conditions. We enable companies to source
capabilities through end-to-end services or build capability through individual projects in the areas
of sales and marketing, supply chain, global ERP operations, and integrated business services. Our
industry-leading sales platform, Accenture CAS, helps companies to deliver products to market faster
at lower cost providing superior trade promotion management and optimization, retail execution and
direct store delivery.
or additional information contact:
Kerry Farrell
770 399 8000
[email protected]
www.accenture.com/consumergoods
Adesso Solutions
Adesso Solutions is a leading provider of Trade Promotion Management (TPM) software and solutions
for the Consumer Goods industry. Our tools help manufacturers track, analyze, and integrate sales and
performance data to make more effective business decisions and enhance ROI. The Adesso Solutions
TradeAdvantage™ suite, built on a cutting-edge Microsoft® platform, is utilized in the Food and
Beverage—Retail and Food Service, Health and Beauty, Electronics, Apparel, Pharmaceutical and other
sectors to effectively manage the total trade promotion cycle from budgeting, forecasting, planning
and execution to settlement and post-promotion evaluation
Currently, more than 120 customers and 8,500 users employ Adesso Solutions tools to process more
than 300,000 promotions annually representing more than $4 billion in trade spend.
For more information visit
www.AdessoSolutions.com
Phone: (847) 342-1095
Capgemini
Capgemini, one of the world’s foremost providers of consulting, technology and outsourcing services,
works with many of the worlds’ consumer products and retail companies in defining and achieving
their comprehensive strategy to win at the shelf. As a key component, Capgemini helps clients improve
retailer collaboration – enabling fact-based investment decisions to improve ROI and integrating mobile
solutions to get clients closest to the shelf and the consumer. Through trade promotion management
& optimization, demand synchronization, retail execution and direct store delivery, we help companies
achieve end-to-end Demand-Driven Enterprise Management market leadership.
Present in more than 40 countries, Capgemini employs over 120,000 people worldwide.
More information is available at www.us.capgemini.com
For more information contact:
Bruce Pagliuca, Principal
+1 630 240 1876
[email protected]
400 Broadacres Drive, Suite 410
Bloomfield, NJ 07003
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
19
™
™
Trade Promotion Survey
Trade Promotion Survey
67% of CG executives indicate they are concerned about the cost
67% of CG executives
indicateofthey
areinvestment
concerned about the cost
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their
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67%
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Concerned about the cost and the efficency of the investment
Concerned about the cost but it delivers sales
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efficiency
the investment
67%
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efficiency of the investment
17%
17%
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13%
13%
4%
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Q. Which phrase BEST describes your company’s
position and point of view when it comes
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Promotion
spending?
to return on investment delivered by Trade
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71% of CG executives indicate it’s very important for a TPM
71% of CG
executives
indicate
it’s very
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solution
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Important Factors in selecting a TPM provider
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79%
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/ good
user adoption
33%
79%
67%
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to configure
21%
33%
67%
8%
0%
0%
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Analytical
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and support determining trade spending effectiveness
21%
71%
67%
29%
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0%
Important
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to install in selecting a TPM provider
Analytical
abilitiesindicate
and support
determining
spendingfactors
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29% MANAGEMENT
0% provider
0%
Q. Please
the importance
of trade
the following
in selecting a71%
TRADE PROMOTION
Q. Please indicate the importance of the following factors in selecting a TRADE PROMOTION MANAGEMENT provider
At Adesso we go beyond the software to be your total trade solution,
Adesso
we
the the
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to reporting
be your
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spending
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we go
beyond
the software
to reporting
be
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including
your
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but
to
ensure
itstoeffectiveness.
including
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and
not solution
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support with
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your trade spending but to ensure its effectiveness.
but to ensure effectiveness.
Schroeder
1-908-296-6429 // [email protected]
Call Call
FredFred
Schroeder
at at1-908-296-6429
[email protected]
Which Way?
WELCOME
Ask Sequoya.
Making investment decisions without the proper tools can send you
down the wrong track. Sequoya has been taking the guesswork out of
forecasting since 1996. Sequoya’s models continue to accurately predict both consumer behavior and retail conditions, so you can optimize
your promotional spend. Go ahead, Ask Sequoya.
www.sequoya.com
[email protected]
203.505.5031
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
21
22
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
SPONSORS
Clarkston Consulting
Clarkston Consulting is a different kind of management and technology consulting firm. We deliver
a unique experience for market leaders within the Consumer Products and Life Sciences industries.
Considering professionalism, expertise, and value as prerequisites, we take service a step further
through our unyielding commitment to the success of people as individuals, both our clients and our
employees. By combining integrity, adaptability, and a whatever-it-takes attitude, we have achieved an
extremely high rate of referral and repeat business and a 10-year average client satisfaction rate of 97%.
or additional information contact:
Steve Rosenstock
Associate Partner, Consumer Products Industry Leader
51 JFK Parkway
First Floor West
Short Hills, NJ 07078
973-218-2649
[email protected]
CPGToolBox.Com
CPGToolBox is dedicated to the development and sale of relevant CPG sales and marketing tools built
in the cloud on the force.com platform. The CPGToolBox team has leveraged over 150 years of CPG and
TPM experience to produce a full function Trade Promotion Management tool in the cloud that is easy
to use, easy to learn and can be installed in a matter of months. So, whether its forecasting, planning,
reporting & analysis or getting your hands around runaway trade promotion spending… CPGToolBox
Trade Planner can get you to your objectives at 1/10th the cost of typical on-premise TPM solutions.
For additional information, please contact
Rick Pensa
President/CEO
[email protected]
678-503-5001
Data Ventures, Inc. (Coca-Cola Consolidated, Inc.)
Data Ventures is a global analytics and consulting company specializing in the Retail, Consumer Goods
and Financial industries for pattern recognition and anomaly detection, with a rich history that traces
back to the Los Alamos National Laboratories in New Mexico, USA. Data Ventures’ proprietary iDV
Analytics Platform can tackle very large data sets of retailer scan data and loyalty card data to identify
patterns in shopper and product behavior. Drilling down to the item, store, shopper and basket levels,
we can predict consumer behavior and identify causal factors to influence change and enhanced
decision-making. Rocket Science Made Practical and Affordable™ in over 50 countries worldwide!
Mr. Gary L. Black
Sr. Director, Sales & Client Development
6101 Carnegie Blvd., Suite 520
Charlotte, NC 28209
704.887.1012
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
23
SPONSORS
Genpact Limited
Genpact Limited (NYSE: G), a global leader in business process management and technology services,
leverages the power of smarter processes, smarter analytics and smarter technology to help its clients
drive intelligence across their enterprise. Genpact’s Smart Enterprise Processes (SEPSM) framework
combined with industry vertical expertise leads to superior business outcomes. Genpact’s Smart
Decision Services deliver valuable business insights through targeted analytics, reengineering
expertise, and advanced risk management. Making technology more intelligent by embedding it with
process and data insights, Genpact also offers a wide range of technology services. The company’s
60,000+ global professionals deliver services from a network of 70+ centers to its 700+ clients.
For more information, visit www.genpact.com
HAVI Global Solutions
The world’s most respected brands rely on the consulting, design and execution excellence of HAVI Global
Solutions (HGS) to deliver a competitive advantage on their most demanding and complex challenges across
the global supply chain. HGS helps customers move beyond internal silos and connect beyond geographic
borders to collaborate and use data more powerfully to plan for risk and opportunity. Our distinctive,
integrated approach to marketing and supply chain analytics orchestrates demand across customers’ supply
chains, based on planning and monitoring store-level demand signals, to maximize revenue, profitability
and customer satisfaction while minimizing inventory obsolescence. When our customers need a turnkey solution, HGS is the ultimate partner for orchestrating complex projects and promotions for global
organizations, making sure the right product is at the right place at the right time – every time!
To learn more about HGS, contact:
K. Weidenaar
Vice President, Marketing & Communications
[email protected]
Hitachi Consulting
As the global consulting company of Hitachi, Ltd., Hitachi Consulting bring s business visions to life
through in-depth industry expertise combined with innovative technology solutions and services.
From articulating strategy through deploying and maintaining applications, Hitachi Consulting helps
clients quickly realize measurable business value and achieve sustainable ROI.
Hitachi Consulting’s client base includes 35 percent of the Fortune 100 and 25 percent of the Global
100, along with many mid-market leaders.
With offices in North America, Europe, the Middle East and Asia, the company employs more than 5,000
professionals with delivery centers in India and China for global delivery scale.
For additional information contact:
Don Lanham
Director Business Development, Consumer Products Industry
123 North Wacker Drive, Suite 1200
Chicago, IL 60606
262-227-6235
[email protected]
24
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
SPONSORS
IBM
Businesses today face daunting challenges –highly empowered customers, hypercompetitive markets,
and value chain pressures – all accelerating exponentially. IBM’s smarter commerce offerings integrate
industry-leading software, services and systems offerings to help companies deal with these challenges
by more effectively managing their buy, market, sell and service processes across the entire value chain.
IBM smarter commerce enables clients to put the customer at the center of decisions and actions,
increasing differentiation, customer loyalty, revenue, margins, and agility. These solutions include value
chain strategies and services, key business solutions for trading partner and logistics management,
supply chain optimization and management, intelligent and relevant marketing solutions, cross channel
selling and fulfillment, mobile commerce, customer self service and comprehensive advanced analytics
and workload optimized systems. For more information, visit ibm.com/smarterpanet/commerce.For
more information, visit ibm.com/smarterpanet/commerce.
For additional information:
David Haubert
Client Executive, IBM Software group
1-925-719-8735
[email protected]
Oracle
Oracle (NASDAQ: ORCL) is the world’s most complete, open, and integrated business software and
hardware systems company. With more than 370,000 customers—including 100 of the Fortune
100—in more than 145 countries around the globe, Oracle is the only vendor able to offer a complete
technology stack in which every layer is engineered to work together as a single system. Oracle’s
industry-leading products give customers unmatched benefits including unbreakable security, high
availability, scalability, energy efficiency, powerful performance, and low total cost of ownership.
For more information, visit oracle.com.
For additional information contact:
Carey Wong
Industry Principal, Retail and Consumer Goods Industry Business Unit
617-308-1088
[email protected]
8 Van de Graaff Drive
Burlington, MA 01803
SAP
Helping the world run better
SAP empowers people and organizations to work together more efficiently and use business insight
more effectively.
From back office to boardroom, warehouse to storefront, and desktop to mobile device, SAP empowers
people and organizations to work together more efficiently – and use business insight more effectively.
We do this by extending the availability of software across on-premise installations, cloud and ondemand deployments, and mobile devices.
We believe that the power of our people, products, and
partners unleashes growth and creates significant new value for our customers, our company, entire
industries, and the economy at large.
Paul Larson
Industry Principal, Consumer Products
SAP America, Inc.
[email protected]
POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
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SPONSORS
SPONSORS
Sequoya
Providing solutions to optimize business plans and provide category insights is our mission at Sequoya.
Consumer Demand Management (CDM), and the prediction of future consumer response, is a requirement
to achieve our mission and is integrated into every solution.
Sequoya TPO benefits from this integration as predictive analytics are embedded in the planning process to
forecast volume, margin, revenue, trade efficiency (CPIU), total trade liability and return on trade investment.
The ROI promises of TPO are only realized when the underlying forecast is accurate.
Using a Software as a Service deployment, we manage the data, model tuning and forecast validation so
that you can focus on building the most efficient trade plan.
Dale Neely
Vice President, Customer Operations
SEQUOYA
203.505.5031 phone
[email protected]
TABS Group, Inc.
TABS Group, Inc. is a leading provider of research and consulting services to the consumer products and
financial services industries. TABS Group, Inc. based in Shelton, CT, was founded by Dr. Kurt Jetta in 1998.
TABS Group has developed unique and affordable processes to strip out time and cost from the analytical
process. The commitment TABS shows towards analytical innovation is a testament to the value gained
by our clients. Our methodologies are robust, proven, and put to work daily for dozens of clients across a
variety of Food, Drug, and General Merchandise categories.
TABS Group, Inc. challenges the paradigm. We will deliver the most accurate, relevant, derivative,
actionable information your company will ever purchase. Please visit our website at www.tabsgroup.
com.
For additional information contact:
Kurt Jetta, Pd. D.
CEO and Founder
[email protected]
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SPONSORS
Wipro Promax Analytics Solutions
Wipro Promax Analytics Solutions (WPAS), a Wipro Group Company, is a world–leading specialist in
trade promotion planning, management, and optimization solutions. With headquarter operations
based in Australia and offices now in Central Europe, United Kingdom, North America, New Zealand
and Japan, WPAS boasts an impressive stable of global consumer goods companies. Promax solutions
are result of more than twenty years’ experience working in close collaboration with leading consumer
goods manufacturers, retailers and distributors.
The Promax PX solution has been designed to allow a seamless, automated process to Track, Predict
and Optimize promotions and trade spend. It incorporates the most sophisticated tools to maximize a
client’s return on trade spend investment, and deliver optimal outcomes for retail partners.
Wipro provides comprehensive IT solutions and services, including systems integration, Information
Systems outsourcing, IT enabled services, package implementation, software application development
and maintenance, and research and development services to corporations globally. Wipro Limited is
the first PCMM Level 5 and SEI CMM Level 5 certified IT Services Company globally. Wipro also has a
strong presence in niche market segments of Infrastructure Engineering and Consumer Products &
Lighting.
For more information, please visit our websites at www.wipro.com/promax
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SPEAKERS
Trevor Barrett
SAP CC Manager, Premier Foods plc, Manchester, UK
A highly experienced Project/Programme service delivery expert with an impressive
track record delivering and embedding change initiatives within consumer product
businesses.
Trevor’s expertise includes working across all levels and cultures establishing
excellent, collaborative relationships and developing resource/teams to deliver
high quality services – accountabilities/achievements include; Global Programme
management; SAP Competence Centre establishment; Service Strategy Direction.
His focus is very much in the commercial area to ensure the tools being delivered
enable both the “base line” functional requirements to drive collaboration
(internally/ externally) whilst providing the analytics to drive considered/informed
decisions which reflect in the bottom line.
Craig Brinkman
Global F&A owner of Trade Funds processes and systems, Procer & Gamble
Craig Brinkman has over 30 years experience in the Customer Services area and
is the current Global F&A owner of Trade Funds processes and systems for Procer
& Gamble. For the past 6 years, he has been working to deploy standards for
the management of trade funds around the globe. Prior to this role, Craig was
the Global Process Owner for Accounts Receivable, Order Shipment & Billing,
Continuous Replenishment, and Customer EDI.
Mike Bruening
Client Director IBM Consumer Products
With over 22 years of experience in the Consumer Products Industry, Mike’s
functional expertise is in implementing easy to use applications that guide
Consumer Goods Companies through both strategic and tactical marketing,
pricing and trade decisions.
Mike has an MBA in finance from Seton Hall University and prior to joining IBM , he
worked for IRI for 10 years and for Nabisco’s Biscuit Division (now part of Kraft) for
over 12 years.
John Buckley
Director, Integrated Business Planning, Kraft Foods – Beverage Business Unit
John Buckley is the director of integrated business planning for Kraft Foods
in Glenview, IL. His responsibilities include design, education, training and
implementation of an integrated business planning process for the Beverage
Business Unit. Prior to joining Kraft, John spent over 25 years in the consumer
products industry with supply chain leadership roles in planning, logistics,
manufacturing and process management. His career highlights include successfully
developing and implementing S&OP/IBP at four different organizations and rolling
out a seven site regional distribution center network.
He graduated from Central College, Pella, Iowa with a Bachelors Degree in Business
Administration and a minor in Economics.
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SPEAKERS
Tom Burkemper
Sr. Director, Merchandising, 7-Eleven, Inc.
Tom Burkemper is the Sr. Director, Merchandising at 7-Eleven, Inc in Dallas, Texas.
Tom’s responsibilities include Strategic Business Unit leadership in support of
7-Eleven’s key category merchandising initiatives throughout the store.
Tom’s background includes over 20 years of experience working for leading
manufacturer’s across industrial, consumer package goods, pharmaceuticals, and
beverage industries. He has held positions in brand and shopper marketing, sales,
trade & category management, retail analytics, e‐commerce, and shopper insights.
Tom received his PhD from the University of Notre Dame, MBA and MMR degrees
from Southern Illinois University, and Bachelors Degrees from Washington
University and Maryville University in St. Louis. He an avid sports, active lifestyle,
& guitar enthusiast. Tom and his wife Jill have two daughters, one grand daughter,
and what he affectionately refers to as his “son”….a 10 year old chocolate lab
named Ruben.
Heather Dodge
Trade Finance Analyst, Seventh Generation
Heather Dodge is the Trade Finance Analyst at Seventh Generation, located in
Burlington, VT. A native Vermonter, Heather logged 18 years as a business analyst
in the banking and insurance industry before making the leap to #1 Green Brand
Seventh Generation in 2007. Known as the company’s TPM subject matter expert,
Heather is the Finance business partner to the Sales organization, supporting them
with training, documentation, and analysis.
Tom Groff
Senior Business Process Manager, The Hershey Company
Tom Groff is a Senior Business Process Manager for The Hershey Company
with responsibility for design and deployment of technology solutions that
support Hershey’s strategic vision. For the past 10 years Tom has focused on
North American operations within the functions of sales forecasting and trade
promotion management. In 2010 Tom served as Process Solution Architect
in a transformational deployment of an integrated sales forecasting and TPM
platform for Hershey’s US and Canadian business units, a platform currently
being extended to Hershey’s Mexico business unit. Tom continues to design
and architect solutions which improve sales force productivity and provide
advanced insights into trade investment.
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SPEAKERS
Bob Hannah
Managing Director, Data Ventures, Inc.
Bob Hannah’s professional career has been focused on consumer and shopper
behavior. Over 28 years, he progressed through consumer, brand and customer
marketing positions for Frito-lay, pizza hut and Coca-Cola bottling Co. Consolidated.
During this time, Hannah had led the planning process with shoppers, consumers
and senior management of over 25 global retailers and CPG companies, through
qualitative and quantitative research and analysis.
Hannah came to Data Ventures in 2005 after having held 11 years of executive
positions at Coca-Cola bottling Co. Consolidated, including vice president of
category management, vice president of retail trade and vice president of revenue
management & customer planning.
Bob Hannah received a BA in economics and Spanish from Dartmouth College, and
an MBA from the Amos Tuck School at Dartmouth College, focusing on marketing
and consumer research.
Michael Kantor
CEO and Founder, Promotion Optimization Institute, LLC.
Michael Kantor is CEO and founder of the Promotion Optimization Institute, LLC.
He is creating and executing with a brilliant, committed group of retail, CPG, and
academic leaders the Certified Collaborative Marketer (CCM)™ curriculum and
certification. He is currently the co-chair with Dale Hagemeyer at Gartner, Inc. of
the Promotional Collaboration Capability Matrix. Previously he was managing
director of TPMA. He has spent his career creating retail and brand price/promotion
optimization programs that drive improved loyalty and profits. Mike co-chaired
and developed with Gartner, Inc. and leading CPG executives the industry’s first
standard set of trade promotion definitions/metrics; and pioneered efforts to
define and document trade promotion management in foodservice. Mike began
his career in retail advertising and operations as senior vice president, Drug World
Pharmacies. He has written for numerous industry publications, primary research,
redesigned the NYC Hospice delivery model, and speaks at industry events.
Kevin R. Kroymann
National Manager of Trade Marketing, Hormel Foods
Kevin R. Kroymann is the national manager of trade marketing for the consumer
products sales division of Hormel Foods and is based in Austin, Minn. In his role,
Kevin is responsible for the customer trade marketing and corporate business
analytics teams and delivering the overall business plan to achieve volume, share
and sales goals. He assumed his current position in October 2005 after achieving
diverse work experience at several Hormel Foods facilities. Kevin began his career
with Hormel Foods in 1990 as a relief foreman at the Fremont (Neb.) plant, and
held numerous positions there until he transferred to Dold Foods (Wichita, Kan.) in
1995 to assume the role of personnel manager. In 1996, Kroymann transferred to
Osceola (Iowa) Food and became the plant’s personnel manager. He was relocated
to the Austin (Minn.) plant in 2000, where he served as the superintendent of cured
and smoked meats and value-added fresh pork. 2003- 2005, Kevin served as a Six
Sigma project manager at the corporate office in Austin. Kevin graduated from
the University of Iowa in 1988 with a bachelor’s degree in business administration
economics. He also pursued a master’s degree and graduated from the University
of Nebraska – Omaha in 1994. Kevin resides in Austin and is a cantor at St. Edward’s
Catholic Church, and also coaches youth basketball.
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SPEAKERS
Sarah Meyer
Trade and Customer Marketing Manager , Rich’s Consumer Brands
Sarah Meyer is a Trade and Customer Marketing Manager with Rich’s Consumer
Brands Division, located on St Simons Island, GA. She began her career with Rich’s in
2003 in Finance and transitioned to Trade Manager in 2008. She is now responsible
for Trade and Customer Specific Marketing as well as Sales Planning. Sarah holds
an MBA from Georgia Southern University and a BA in International Business from
the University of Georgia.
Elaine Oussoren
President, Brand Aid Digital
Elaine Oussoren, the owner operator of Brand Aid Digital, is a digital expert with a
broad based life sciences background. Her past career as founder and Managing
Partner of Boomerang Pharmaceutical Communications NA, included leading the
agency to AOR assignments in top pharmaceutical and CPG brands.
Her competencies include: digital strategy, website development, HCP portals
(eDetailing), disease awareness campaigns, SEO/SEM, patient recruitment,
investigator portals, intranet development, social media marketing using Facebook,
Twitter, YouTube, and LinkedIn, metrics, analytics, IT, mobile applications, eCRM and
corporate websites.
Elaine has played a role in healthcare professional, patient, and consumer marketing
activities for dozens of prescription products in numerous disease categories, with
a special expertise in oncology.
Don Patchell
Sr. Vice President, Business Analytics, HAVI Global Solutions
Don is currently Sr. Vice President, Business Analytics for HAVI Global Solutions in
Downers Grove, IL. HAVI Global Solutions provides analytics, promotion planning
and packaging solutions to an array of clients primarily in the foodservice industry.
Joining HAVI Global Solutions in 1999, Don has led the growth of analytics, demand
planning and optimization services that focus on delivery through collaboration
and integration across client functional departments. Don also has a passion for
data visualization and creative communication of analytics to drive change and
business performance.
Over more than 30 years, Don has served in a variety of assignments that utilize
research and data analysis to provide impact. Prior to joining HAVI Global Solutions,
Don was Director of Advertising Analytics for Sears, Roebuck & Co. – bringing
cutting edge analytics of Sears’ media (tv, radio, print) support to drive ROI based
decision making. Don has also managed research and analytics for several major
brands for Kraft Foods and site location analytics and modeling for Hallmark Cards.
Additionally, Don was an active duty U.S. Army officer for 11 years – serving in troop
leadership positions in South Korea, Germany and the U.S.
Don graduated from the United States Military Academy at West Point with a
BS in Engineering. Additionally, he has an MSE in Operations Research from The
University of Texas at Austin and MBA from the University of Kansas.
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SPEAKERS
Michael Pommer
VP Analytics, Genpact
Mike has over 20 years of experience on both the client and analytic supplier sides
of the consumer goods industry, with a focus on brand portfolio management, new
product development, predictive analytics and trade promotion management.
His prior experience includes brand management leadership roles with Land
O’Lakes, Specialty Brands, Campbell Soup, and Diageo, where he was the VP/CMO
for the domestic portfolio in the United States.
Following his brand experiences, he segued to the supplier side of the business,
in marketing, client service and business development roles at the MVL Group (a
closely held roll-up of information services and research companies, Information
Resources, Inc., and Genpact Sales and Marketing Solutions.
Education: BS Economics and Mathematics, University of Minnesota, MBA,
University of Minnesota
Jeff Rogers
President, Physicians Formula Cosmetics
Jeff Rogers is a leading expert in the cosmetic industry and has worked for Physicians
Formula for more than 20 years; serving as President since 2006. Jeff oversees all
aspects of sales, including business development and category management. In
addition, he preserves ongoing relationships with the company’s major retail
customers. Prior to joining Physicians Formula, Jeff worked at Revlon, Inc. and Del
Laboratories, Inc.
Cathy Shifflett
Tops’ VP Center-Store
Cathy is Vice President of Center Store Merchandising for Tops Markets, a 150
store grocery chain with stores in NY, PA and VT. In this role, she provides vision
and support for a staff of more than 50 team members that develop and execute
merchandising strategies including assortment, pricing, promotions, advertising,
space planning and supply chain. She is also responsible for building collaborative
supplier relationships, a role she particularly enjoys due to her diverse experience
working for a number of retailers and CPG companies such as Giant Eagle, Ahold
USA, Giant – Carlisle, Ralston Purina and Keebler.
Immediately after joining Tops in late 2010, Cathy set out to change the culture of
the Merchandising Department to one of more collaborative work with suppliers.
She identified the Top 20 suppliers to the company and set out to create more
strategic Top-to-Top planning sessions with them by sharing key strategies and
goals and ensuring that representatives for all areas of the business participated
— including marketing, operations, space planning, as well as the COO. This has
enabled Tops to elevate its presence in the marketplace and develop the right
strategic plans to deliver high-growth business platforms.
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SPEAKERS
Nick Sorvillo
President, NSorvillo & Associates, Previously SVP, Global Consumer
Insight & Strategy, Kraft Foods Inc.
Over the past 5 years, Mr Sorvillo was responsible for Kraft’s worldwide consumer
insight function transforming it into a strategic asset for the company. His efforts
focused on making a world class consumer insight organization even stronger.
Kraft has leveraged these insights to drive record growth and profitability leading
to the separation of the company into two strong independent organizations. Prior
to rejoining Kraft, Nick worked for ImmediateFX (Symphony Marketing), having
responsibility for the development of new strategic marketing practices that
delivered consumer insight and positioning for consumer products companies.
Nick has held senior leadership research, analytics and insight positions with Gillette,
P&G, Campbell Soup, AC Nielsen and SAMI/Burke. Nick also spent nine years with
Kraft on the General Foods businesses as Director, Kraft Marketing Information and
New Product Development in Chicago .
Nick has more than 30 years experience in the marketing insight space helping
Consumer Products Companies drive their performance through the leveraged
insights derived from the integration of data, technology and analytics. He has been
a thought leader in the industry on consumer behavior leading some of the top
research functions globally.
Currently Mr. Sorvillo is president of a new consulting agency, NSorvillo &
Associates that has as its charter to deliver value added insights to the CPG Industry
by leveraging world class tested Sr talent and experience.
Carey Wong
Industry Principal, Oracle’s Consumer Goods Industry Business Unit
Carey Wong is an Industry Principal in Oracle’s Consumer Goods Industry Business
Unit. In this role, Carey is responsible for developing and evangelizing Oracle’s
industry vision, strategy and messaging to Oracle’s consumer goods customers.
Carey’s career at Oracle began in 1998, when he joined Siebel’s consulting
organization, where he spent eight years in the field, helping Siebel’s Consumer
Goods customers, such as P&G, Kraft, Nestle, Anheuser-Busch and Unilever
implement their Siebel CRM and TPM systems. After Oracle acquired Siebel,
Carey moved to Oracle’s Development organization, where he led Oracle’s Siebel
Consumer Goods Product Management and CRM Cross-Industry Strategy and
Marketing teams for four years. In that role, Carey had the opportunity to work very
intimately with over fifty of Oracle’s largest Consumer Goods customers and sales
prospects, sharing and learning leading business practices and innovative new
ideas, which he then incorporated into Oracle’s software solutions. Carey Wong was
a seasoned IT and Consumer Goods professional for over 10 years before joining
Oracle/Siebel, having had roles in the IT industry from Programmer to CEO of an
eCommerce internet start-up, and Consumer Goods industry roles, from field
sales rep for a sporting goods manufacturer to the owner a seafood and produce
wholesaler.
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and get you
closest
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POI TPM-TPO and Collaborative Marketing Summit ­­— April 14-16, 2013
WELCOME
To help you meet your marketing/merchandising goals,
POI is dedicated to providing education, clarity, and best
practice insight. POI provides active leadership, creates
and supports the CCM certificate program, and guidance
around the unique requirements for partners to optimize
their promotions in serving consumers.
Visit www.p-o-i.org/membership.html, and join today.
Make Plans Now To Join Us With Your
Team at The POI Fall Summit
Collaborative Marketing for
Competitive Advantage Summit
“Perfecting TPM-TPO-Collaborative
Promotion Optimization”
November 3-5, 2013
Dallas
Check for updates at
www.p-o-i.org/events.html
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The
Certified
Collaborative
Marketer (CCM)™
credential
Enrollment is Open
Coursework begins June 5-6, 2013
Retailers and CPG executives who want to become proficient in collaborating
with each other on business planning will have an opportunity next year to
become a certified collaborative marketer (CCM). Beginning June 5-6, the
Promotion Optimization Institute (POI) here, in collaboration with Dr. John
L. Stanton at St. Joseph’s University, Philadelphia, now offer an accredited
educational program leading to a certificate as a Certified Collaborative
Marketer (CCM)™.
The program starts as a 1½-day session at the university, followed by an
online portion, and culminating in a return to the university for a four-day,
collaborative business planning exercise.
“Lisa Overman, brand marketing and advertising for Harveys & Reid
Supermarkets, Nashville, Ga., plans to become a CCM through the program.”
“It’s very cool,” she said.
The program costs $4,995, with a 10% discount for POI members. Certain
sessions from industry conferences will count toward the certificate.
Learn more, and enroll today at www.p-o-i.org/ccm.php
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