Institute for International Research

Wednesday, July 19, 2006

Lunch for Workshop Attendees

12:00 p.m.

Louis-Michel Barbotin, Président MCA Europe, Information Resources, Inc. (IRI)

Valerie Skala Waker, Vice President - Product Management Group, IRI

Staci Covkin, Executive Vice President, IRI

John Lawlor, Division President and General Manager, Panel and Test Solutions, IRI

In today's complex marketplace, retailers and manufacturers are moving away from mass marketing to more tailored approaches that offer an integrated value proposition to the consumer. Leading business-to-consumer firms are also taking a page from their business-to-business counterparts and focusing on consumer relationship management initiatives. In the workshop, "Consumer Relationship Management: Unleashing Shopper Insights," you will learn the current best practices that are being used to improve product quality, identify consumer desires, and strengthen loyalty, which are the keys to regaining brand and banner dominance. The panel of distinguished experts from IRI will address the following three approaches that will help you take action by:

• Implementing next generation shopping trip mission identification and sales performance capabilities
• Leveraging shopper segmentation and behavior profiling
• Linking attitudes about consumers' evolving preferences and experiences to market baskets You will also learn the following key strategies to drive shopper-centric solutions:
  • Improving category management, assortment, and shelf-space planning
  • Developing effective price and promotion programs
  • Enabling targeted marketing and neighborhood-specific or store-specific management efforts

The workshop will focus on strategies for taking action and implementing the findings throughout your organization. You will learn how shopper insights can lead to a highly differentiated retail experience and create the trifecta – a win for the manufacturer, retailer and consumer.

12:00 p.m. Lunch for Workshop Attendees

Jim Hertel, Senior Vice President, WILLARD BISHOP

Jon Hauptman, Vice President,WILLARD BISHOP

Retailers and manufacturers are focusing on better understanding the needs and behavior of shoppers as a way to drive sales and build competitive advantage. This in-depth workshop will examine what it will take—from a business point of view—for trading partners to capture the full value-adding power of shopper insights.

You'll learn:

• The latest trends in leveraging the power of shopper insights.
  • Retailer-manufacturer collaboration
  • Retailer proprietary initiatives
• How to effectively engage retailers in capturing and leveraging shopper insights.
• Innovative in-store applications that are increasing store visits, sales, and shopper consumer satisfaction.
• What's required for manufacturers to achieve a strong ROI from their investments in shopper insights.

ABOUT THE WORKSHOP LEADERS
Jon Hauptman leads three of the firm's key practice areas: retail pricing strategy, shopper intelligence, and manufacturer trade strategy. He is also a frequent speaker at major industry forums addressing the latest retail trends and their implications for operators across channels.

Jon's insights are regularly featured in major market newspapers and national publications, including The Wall Street Journal and USA Today, and he has also been a guest on National Public Radio's Morning Edition. Jon's background includes marketing roles with United Airlines and Dominick's Finer Foods.

Jim Hertel leads business development, client service, and new solutions efforts as well as the strategy development consulting practice. 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, Outlook Leadership Conference and is regularly quoted in industry magazines, journals, and national newspapers.