sponsors - promotion optimization institute

POI Global Promotion Optimization Summit — 12-13 May 201520

SPONSORS

Comarch

Comarch is a global powerhouse specialised in the design, implementation and integration of advanced IT services and software for all sectors of the economy. With its headquarters in Poland, the company employs nearly 4,000 professionals, has offices in 24 countries and references from clients around the world. Since 1993, Comarch helps clients to achieve greater profitability and to advance in their specific sectors with a wide range of innovative products for sales process management, loyalty programs, exchange of electronic documents and business information and many other. Comarch offerings include Sales Force Automation systems (Comarch SFA) - mobile and web–based solutions designed to manage and streamline the processes around sales: systems for sales support and sales representatives work management, integration solutions and services for communications with trading partners, as well as web-based applications for managing sales, trade-marketing and marketing. Numerous references are the best evidence for the substantial quality of Comarch services, among them are enterprises such as: Carlsberg, Red Bull, Mars, P&G, Diageo, Nivea, BioMed, Colgate Palmolive and many others.For additional information: www.comarch.com

Exceedra

Exceedra is a global provider of Integrated Business Planning & Insight solutions to Consumer Goods companies. Our solutions deliver capabilities for clients to simplify commercial, financial and supply chain processes and achieve greater performance in Trade Promotion Management & Optimization, Customer Business Planning, Joint Business Planning and Sales and Operational Planning. The end-to-end solution empowers functional teams to maximise revenue and margin opportunities while avoiding risks.Exceedra customers Dyson, Bayer, Birds Eye, Weetabix, United Biscuits, Cloetta and Unilever have deployed our solutions on the cloud or on-premise.Since 2009, Exceedra has rapidly expanded with offices in the UK, US and Australia.

For additional information contact: Richard Nicholas SVP Sales and ConsultingSouthbank House , Black Prince Road, London SE1 7SJ+44 (0)844 556 1242 [email protected]

Nielsen

As marketplace success is being judged on increasingly narrower margins, leaders are investing in revenue management capabilities to deliver on profitability goals. Nielsen’s Revenue Management and Optimization (RMO) is centered on driving insights into the complete revenue management process. Combining granular market data, powerful analytics, a fully-integrated software suite and deep insights-activation expertise, RMO is helping clients achieve success.Come by our booth and talk with our team about how to eliminate “swivel seat” planning and improve your trade promotion effectiveness by embedding TPO into your TPM process.For more information, contact your Nielsen representative or [email protected]

21POI Global Promotion Optimization Summit — 12-13 May 2015

SPONSORS

Sequoya

Sequoya’s Consumer Demand Management Platform delivers the insights to predict how consumers will respond to your trade plans, everyday pricing action and includes competitive activity as an influence on your future volume.Dynamic Scenario Planning must include a statistically generated baseline forecast from which to start the planning process. Real-Time incremental volume simulation generates immediate analytical value to determine the most efficient price points, frequency and merchandising activity to reach your growth and financial targets.Pre-built templates and an Analytics Workbook provide consistency in the planning process and analysis on the recommended plans for execution.Continuous data refreshes allow for “in-plan” tracking, competitive activity updates and course corrections, all in real-time. For additional information contact: Dale Neely President, Sales & Customer OperationsSEQUOYA [email protected]@sequoya.com

Trax

Trax is the world leader in image recognition for retail. Providing cutting edge image recognition technology and market data services to tier one manufacturers, we enable tighter in-store execution controls and the ability to unlock revenue opportunities at all points of sale.Using iOS, Android and Windows smartphones and tablets to capture images of the retail shelf, Trax’s breakthrough algorithms analyse retail environments and deliver actionable insights in real-time. Headquartered in Singapore, with offices across APAC, Europe, Middle East, North America and South America, top brands such as Coca-Cola, AB InBev, Heineken, Nestle and Henkel leverage Trax globally to manage their in-store execution and increase revenues at the shelf. For additional information visit: www.TraxRetail.com

Periscope™, a McKinsey Solution

Periscope™, a McKinsey Solution, offers a suite of insight-driven commercial performance solutions for the consumer goods, retail, wholesale/distribution, manufacturing, chemicals, banking, travel and hospitality industries. Designed to improve commercial performance and manage pricing challenges. Periscope Category Optimization Solutions include Promotion Advisor and Assortment Advisor platforms. Periscope Price & Margin Optimization Solutions include Performance Vision, Market Vision, Price Advisor, and Deal Advisor platforms. All are complemented by Periscope University capability building services. Each solution combines ongoing data management, analytical insights, software tools, and capability-enhancing support that deliver continuing client impact by embedding McKinsey’s IP into our client’s everyday way of working. For additional information contact: Christian Koestler Head of Marketing & CommunicationsOffice Vienna: Favoritenstr. 16, 1040 ViennaPhone: +43 1 5370 63 42email: [email protected]


SPONSORS

Wipro Promax Analytics Solutions

Wipro Promax Analytics Solutions, a Wipro Group Company, is a world–leading specialist in delivering a combination of Trade Promotion Management and Optimization solutions and services designed to ensure clients achieve the most efficient and effective return on their promotion investment. Promax Advanced Desktop, Promax Advanced “On the Go”, Promax Optimize and Promax Insight. WPAS solutions are available in SAAS or On Premise deployment options and Outcome Based Pricing models.For additional information visit: www.wipro.com/promax

UpClearUpClear provides Enterprise Software-as-a-Service to Consumer Goods companies, helping them control and maximize promotion ROI through planning collaboration, workflow efficiency, and analytics.Our flagship software BluePlanner is a best-in-class platform for Sales Planning, Trade Promotion Management and Analytics. Its ease of use, intuitive design, and flexibility make it a valuable integrated solution across the entire organization. From our offices in New York, London and Hong Kong, UpClear serves clients in 18 countries. Our SaaS model and a high level of system configurability allow us to deploy in record time and at no cost to Consumer Goods companies of any size.For additional information contact: Thierry Soudee CEO1133 Broadway, Suite 720New York, NY [email protected]

UpClearR

XTEL

XTEL (www.xtelgroup.com) is a leading provider of sales automation solutions for the consumer goods industry. XTEL’s end-to-end suite of solutions incorporates world’s best practices to help consumer goods companies to excel in their sales performance. Companies using XTEL solutions are able to harness the power of advanced analytics to transform insights into powerful sales strategies while effectively driving critical sales processes, including sales planning, trade promotion management and optimization, retail execution, advanced pricing, DSD and van sales. XTEL is now part of Kantar Retail.For additional information contact: Suzana Dias Head of Marketing & Business [email protected]+39 05186858611


Being an experienced SAP Application management professional with a proven track record within the Private Sector, Trevor has gained some great insights of significant business change enabled by SAP solutions. He has developed a wide range of Commercial / IT Strategy & Programme Management skills gained from working within high calibre corporate environments and programmes.

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. Trevor enjoys the challenge of translating a business requirement into a solution and business change opportunity, delivering dynamic results that directly complement company strategy and the bottom line.

Trevor Barrett Head of Supply Chain IS & Projects, Premier Foods

Richard founded Sequoya, an analytics software and consulting company, whose expertise is in the delivery of automated modeling and forecasting systems for the Consumer Products Industry. Prior to founding Sequoya, Richard was a marketing executive with Tropicana. There he was responsible for managing the market research department, trade marketing department, and built and managed the category management department and support systems. In this capacity Richard was responsible for all analytics that supported marketing and sales to determine sales plans, forecasting, trade budget, etc. He was responsible for building the forecasting and analytical software systems required and used in this capacity. Prior to Tropicana, Richard has consulted for the food and drug industry in the area of trade marketing, forecasting and category management. Richard began his career with Bristol-Myers Squibb working in both sales and marketing. He holds a Bachelor of Science, Florida State University, Marketing and Management.

Richard AlthoffFounder/CEO, Sequoya

Dr. Martin Burgard is aligned to Accenture’s Technology practice and specializes in Trade Promotion Management & Optimization. Martin’s work with clients include major CPG manufacturers.

Prior to the acquisition of CAS by Accenture, Martin worked as a business analyst to define use cases for the development of the trade promotion management and optimization solution. Prior to joining CAS, Martin worked at university chair and conducted research in the area of business intelligence and data mining. He worked together with multiple companies from various industries in Germany to get insights about the factual use and benefits of business intelligence systems. Martin received his PhD in Analytics and has over 10 years work experience. Martin holds a M.A. (Saarland University) in Information Science.

Dr. Martin BurgardSoftware Product Manager TPO, Accenture CAS

SPEAKERS

SPEAKERS

Shavit Clein is the Commercial Director For Sales & Global Accounts from Trax Image Recognition. In his role, Shavit has worked extensively with tier one FMCG companies such as Coca Cola, in leveraging Trax’s Image recognition capabilities to create relevant and actionable business insights.

Having been based out of Singapore for the last 6 years, Shavit has a wide range of experience in various technology firms and start-up companies both in Asia and globally.

Shavit CleinCommercial Director For Sales & Global Accounts, Trax Image Recognition

Jakub is a graduate of AGH University of Science and Technology in Cracow. He began his professional career in 2001, since 2002 working in a software house (Comarch). From the beginning he’s engaged in sales support systems for CPG and pharmaceutical companies. Jakub worked as a business solution manager, product manager and project manager for various international Sales Force Automation projects. Currently as a head of consulting department he helps customers to define and rollout has been most efficient sales support solutions, implementing the latest technology and using current trends to support their business.

Jakub Frankiewicz Consulting Direcor, Comarch SFA

Michael is an accomplished, highly motivated and driven professional with a wealth of experience within Sales, Trading and Finance. Experience in FMCG, Wholesale (Booker) and the banking industry (Barclays) before joining Weetabix. Michael has held various roles within Weetabix, Sales Planning Manager, and National Account Manager (Wholesale) Projects included Pricing Excellence and the implementation of the Trade Promotional Management solution from Exceedra.

Latterly, Michael has been the Head of Revenue Management with responsibility for the overall Weetabix trade spend budget.

Michael has now joined Exceedra as a Senior Business Consultant to advise clients on Trade Promotion Management strategy and to share his ‘on the job’ experience of business improvements and benefits that are possible for planning, pricing & promotions.

In his spare time Michael loves to spend time with his family, enjoys playing football, golf and cricket, trips to the theatre, music and travel.

Michael CreaseySenior Business Consultant, Exceedra


Richard Hall is Senior Vice President for the global Performance Management Price and Promotion practice at Nielsen. In this capacity he is directly responsible for the design and development of Nielsen’s Revenue Management solution, which drives insights into all phases of the sales process to dramatically improve business performance. The Revenue Management solution uniquely embeds Nielsen’s advanced price and promotions analytics into an integrated set of software applications and supports them with a continuous service model to address trade promotion end-to-end.

Prior to joining Nielsen, Mr. Hall founded and led G4 Analytics where he developed an innovative sales planning and optimization solution which was ultimately acquired by Nielsen. Altogether, Mr. Hall has spent over 25 years helping companies use advanced analytics to improve business results. With the last 15 years focused on the consumer goods sector, he is a leading expert in sales planning, trade promotion management and retail execution.

He is a Bachelor of Arts graduate from the University of New Mexico and lives in Washington, DC with his wife and daughter.

Richard HallSenior Vice President, Trade Promotions, Nielsen

An experienced Business Program Manager with a passion for retail, sales, trade marketing, and E-Commerce. Competences are business and process development mainly within large CPG companies, with a broad experience across the value chain from sales, marketing, logistics and service. Strong IT knowledge focused on SAP, Microsoft and infrastructure, more than 10 years’ experience with project management, leading subject matter experts and excels at building bridges between people and functions.

Lars Haldborg ThomsenDirector Global Marketing Products, LEGO

Michael Kantor is CEO and founder of the Promotion Optimization Institute, LLC.

He is the visionary for Collaborative Marketing, who has created and is executing with a brilliant, committed group of retail, CPG, and academic leaders the Certified Collaborative Marketer (CCM)™ curriculum and certification for how to collaborate with trading partners. He continuously produces the best industry events on marketing effectiveness and collaborative price/promotion optimization around the globe.

Mr. Kantor has spent his career creating retail and brand price/promotion optimization programs, and analytics 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, executed primary research defining trade promotion optimization, redesigned the NYC Hospice delivery model, guest lectures at Saint Joseph’s University, and speaks at industry events.

Michael Kantor CEO and Founder, Promotion Optimization Institute, LLC

SPEAKERS


SPEAKERS

Founder and head of “The Config Team”; a team of over 30 SAP logistics specialists, Andrew is a leading authority in SAP logistics implementations. He began his career at P&G before founding The Config Team, two decades ago, after spotting an opportunity to offer an alternative style of consulting focused on exceptional expertise in SAP Logistics. He passionately articulates the potential of Mobility to provide a seamless flow of information within the supply chain.

Andy MosesFounder and head of “The Config Team”, SAP

Michal is European Director at Nielsen, responsible for Revenue Management capabilities that help manufacturers and retailers develop and execute winning pricing and promotional strategy by leveraging predictive analytics and soft-ware solutions.

Prior to his current role, in 2014 Michal lead the Sales Effectiveness Practice team in Eastern Europe, and Nielsen operations in Poland from 2012 through 2013.

He graduated from Faculty of Economics at University of Warsaw and is based in Warsaw, Poland.

Michal Madej European Director, Nielsen

Since 2007 Martin Kompan has been responsible for the whole CRM area from an IT point of view on an international base.

Beside Accenture CAS for Sales processes this also includes solutions for Consumer Management.

Since 2014 he is responsible for the international operation and rollout of Dr. Oetker’s Sharepoint solution and the .Net Development.

To further improve the development of the International IT Organisation he guides the International Cooperation including all decentral IT Employees.

He has over 10 years history in SAP projects at Dr. Oetker mainly in Infrastructure and Logistics modules before joining the CRM team.

Martin Kompan Executive Manager International Cooperation & Enterprise CustomSolutions, Dr. Oetker


In his 23 year career, Jason Murphy has accumulated very extensive management experience not only with Promax but other software companies including Mercia Software, Finmatica, INFOR and Logility.

This experience bodes him well taking on the leadership of the Wipro Promax Analytics Solutions (WPAS) team in April 2013 after 3+ years with the company as Business Development Director, responsible for WPAS European and Asia Pacific regions. Jason has an in-depth understanding of the WPAS client needs together with extensive knowledge on the Trade Promotions Management and Optimiza-tion segment.

Prior to Promax, Jason’s roles included Managing Director for Logility where he spent almost four years driving their business in EMEA region. He also worked as the Director, Sales/Supply Chain Planning at Infor Global Solutions, Sales Manager at Mercia Software Limited and 10 years with the BEC organisation in UK and Scot-land as Commercial Director & Account Manager.

Jason studied at the Glasgow Caledonian University where he obtained a Bachelor of Engineering Honours in Manufacturing Systems.

Jason Murphy General Manager, Wipro Promax Analytics Solutions

Himanshu Pal, Director of Retail Insights, leads Kantar Retail’s research and analysis on leading European grocery channels and retailers. His area of specialization includes hypermarket, supermarkets, Convenience and Discounter channels along with global retailers such as Carrefour, Tesco, Ahold, and Seven & I. Himanshu is a trainer for Kantar Retail’s syndicated events, customized onsites, and a keynote speaker at industry events and conferences. He holds two master’s degrees in Business Administration and Financial Management, and a bachelor’s degree in economics and commerce.

Himanshu Pal Director of Retail Insights, Kantar Retail

SPEAKERS

RED (Right Execution Daily) is Coca-Cola’s global commercial execution process developed to drive and improve the capability of their sales teams. Pavel has been with Coca-Cola for the past 5 years and is responsible for their nationwide market tracking and execution system in Russia. Prior to joining Coca-Cola Hellenic, Pavel focused his career with the retail market research industry at MEMRB in various roles as a statistician, account manager, developer and analyst.

Pavel Popkov Country RED Manager , Coca-Cola Hellenic Russia


Bruce is currently Global Director of Research, Analysis, and Development at Nielsen. He has over twenty-five years of experience advising retail and CPG companies on marketing, promotion and pricing decisions, and is an expert at applying leading-edge analytics to solve business problems.

Bruce has wide array experience in the marketing arena encompassing hundreds of analyses at companies such as Kraft, Procter & Gamble, Coca-Cola, Sears, Wrigley, AT&T and Unilever. He has led teams in the construction of systems for automated price and promotion evaluation, in-market testing, assortment optimization, forecasting, as well as marketing spend allocations.

He holds a Masters of Science in Statistics from the University of Illinois, Urbana-Champaign (UIUC) and a B.S. in Mathematics and Economics also from UIUC. He also spent over five years as an academic professional at UIUC and Australian National University.

Prior to joining Nielsen in 2004, he worked for Ernst & Young, LLP, Sears, Roebuck and Co. and for Information Resources, Inc. (IRI). He is co-author of the award-winning “How Advertising Works” research and has published articles in the Journal of Market Research, Marketing Science, and the Journal of Advertising.

He resides near Chicago, Illinois, USA.

Bruce C. Richardson Global Director of Research, Analysis, and Development, Nielsen

Darren Sloan is Head of Commercial Systems for Premier Foods Plc with over 20 years of experience in IT with focus in Consumer Products. He has managed a number of key complex SAP implementations including full SAP template deployments, shared service centre migrations, and recently has led 2 key SAP TPM implementations that are helping to drive improved promotion effectiveness and control in Premier.

Darren Sloan Head of Commercial Systems, Premier Foods Plc

Søren is heading up the global Trade Promotion Effectiveness agenda at LEGO. Prior to joining LEGO Søren held various positions within Category Management & Trade Marketing in major CPG companies in Denmark. In addition, he spent four years as a Category Buyer in a discount chain.

Søren holds a Bachelor degree in Business Administration from South Bank University in London and an MSc. In International Business Economics from Aalborg University, Denmark

Søren Søndergaard AndersenTrade Promotion Effectiveness Manager, LEGO

SPEAKERS


Experienced in creation, delivery and evaluation of category strategies in FMCG industry. Currently working in a software house a Business Solution Consultant. Responsible for cooperation key business clients and engineering teams to deliver end-to-end sales support tools. Driving value in IT investment by translating business needs into efficient technological solutions. Interested in tech trends and the ways they create new business opportunities.

Alicja Strugala Comarch SFA Business Solution Manager

Andrew is known for leading the transformation of global CPG and Retail businesses in the UK and EMEA, delivering significant revenue growth across financial and customer measures, resulting in increased company profits. Experience spans roles with responsibility for Revenue Growth, Price, Pack and Promo Optimisation, Retail Vision & Strategy, Value Proposition Development, Innovation and Brand.

Most recent project experience:

* Transformation of Revenue Growth Management functions working with the European Director of Coca Cola Enterprises. Designed and implemented new frameworks, processes and methodologies for price, pack and promo architectures across GB and rolling these out to European business units.

* Working directly with the CEO and leadership teams at Carlsberg UK to inspire, lead and deliver a vision to Price Pack and Promo Excellence resulting in the transformation of Revenue/ Value Growth functions and delivery of the business’s strategic imperatives.

In his spare time Andrew loves to spend time with the family, cook, mountain bike, run, fly small planes and travel.

Andrew SoteriouStrategy Lead - EMEA, Exceedra

SPEAKERS


Alexandru Paul Suciu is an international top executive with global expertise in shareholders’ value creations, global specialist in business growth strategy development and implementation.

Alex has a proven track record of top performance and cross-functional experience in Banking and FMCG industries: Coca Cola (4 years) and Unilever (20 years), Société Générale- Romania

Since 2010 Alex is leading the Unilever CD Trade Investment and Pricing Centre of Excellence and is responsible for:

• Implementation of the Unilever Global Customer Development CD2020 strategy with respect to Trade Investments and Strategic pricing as well as Promotion Optimization programs.

• Leading for Global Customer Development the Interface with Supply Chain to redesign and implementation of new Unilever global Sales and Operation Planning (S&OP)

• Responsible for the Development and change project implementation of new and improved Trade Terms Structure across top markets.

• Responsible for Implementation of Global CD-IT Big bet projects of TPM and Integrated Customer Business Planning tools.

Alex has deep experience in driving global standards on Trade Investments Standards and strategies , relevant for Developing markets as well as Developed markets

Alexandru Paul Suciu Global Trade Terms and Pricing Director, Unilever NV

With over 25 years’ experience in Software development and the CPG industry, Scott brings an extensive wealth of knowledge to Promax and the development team. Scott is responsible for the Technical and Functional development of Promax PX.

Prior to Promax, Scott established an IT and Services Industry company called Trade Systems Technology P/L (TST) where his experience in Account Management and computing were key attributes in the creation of an outstanding TPM application. In 2007 TST merged with Promax who was also a key provider of solutions in the TPM/TPO space with the objective of taking the combination of the Promax/TST solution globally.

In the 6 years before establishing TST, Scott worked in a variety of roles in Unilever, a privately held CPG company. These roles encompassed Trade Systems Manager, Account Manager and State Sales Manager.

Scott studied at the University of Sydney and is a Fellow Journeyman at TMLP (Team Management & Leadership Program) and has also been a Director at Kamaroi Rudolf Steiner School as an additional role during his working career.

Scott and his family have recently relocated to the Promax Americas office based in Atlanta where he will network with global CPG companies, industry influencers and partners in the North American & Latin American markets and continue to develop the Promax PX solution to ensure it retains its thought leadership position.

Scott Trevena CTO & Director, Promax Applications Group Pty Ltd

SPEAKERS


Make Plans Now To Join Us With Your Team at

The POI Fall Summit

Collaborative Marketing to Supercharge

Profitable Growth Summit“How Trading Partners predict, execute, and

optimize pricing and promotions to serve”

November 4-6, 2015The Westin Dallas Galleria, Dallas, TX

Check for updates at http://poinstitute.com/events/upcoming-event/

To help you meet your marketing/merchandising goals, POI is dedi-cated to providing education, clarity, and best practice insight. POI provides active leadership, creates and supports the CCMTM certifi-cate program, and guidance around the unique requirements for partners to optimize their promotions in serving consumers.

Visit http://poinstitute.com/membership-2/, and join today.


Wolfgang is Senior Manager Business Insights at the Coca-Cola Company Germany, responsible for driving market, shopper and business insights in the Coca-Cola Franchise system and thus shaping commercial strategies and activation plans.

Prior to the current role, Wolfgang served as Brand Insights Manager, Western Europe at British American Tobacco (BAT) and has held other Strategy- and Insights-roles within BAT, following employments in a Management Consultancy as well as a Market Research Agency.

He studied International Economic and Business Studies at University of Innsbruck, Austria, and Universidad Carlos III Getafe/Madrid, Spain. He is based in Berlin.

Wolfgang Weixelbaumer Senior Manager Business Insights, Coca-Cola Company Germany

SPEAKERS


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