|
|
 |
|
|
Affiliates and Suppliers
Case Studies
FMCG 'DISCOVER' iMPACT SUMMIT 2009
"PREMONITION, INSTINCT & DEFINITION"
Sixth Annual Summit
'EARLYBIRD' BOOKINGS - FIVE PLACES LEFT....
Proudly sponsored by
SIX DEGREES EXECUTIVE 2008,2007,2006
MORE THAN FMCG RECRUITMENT - CLICK HERE
*
SPOS 2008,2007,2006,2005,2004
SHOW ME POINT OF SALE - CLICK HERE
FMCG "DISCOVER" SIXTH ANNUAL iMPACT 2009
In 2009, the future will be on show. The DISCOVER iMPACT Summit in March 2009 will explore the forthcoming 24 months in the hurly-burly of FMCG
EARLYBIRD PLACES ALMOST SOLD!!!!
Discover the two-day 'un-conference' - a must-attend event for senior FMCG leaders in sales and marketing. Most sessions are interactive and led by speaker/facilitators totalling a few hundred years combined experience, who have 'read the signs', 'caught the trends' and 'forecast the future'. Discover the "space between" the tough reality of the TODAY world and the emerging two-three year VISION of the marketplace
EVENT : FMCG DISCOVER iMPACT SUMMIT 2009
DATES : 25th/26th March 2009
VENUE : RACV Club, 501 Bourke St, Melbourne
EARLYBIRD : Five Places Remaining
BOOK NOW : $770-00 additional delegate $220 (until 15
December...or until sold out..then
FULL FEE : $1,980-00 per delegate, second delegate $990)
(Scroll down for program 2009 details)
SESSION TOPICS
The session topics are currently being arranged/negotiated and largely drawn from our intending delegates, who will nominate many of the program sessions.
DELEGATES
Delegates come together to consider, discuss, canvass, debate, share and, often, resolve important issues facing FMCG management.
Seated in a table format (and moving from table to table after interactive sessions, to ensure they meet with, debate with and work with many delegates) they will discuss and ‘hammer out’ the fundamental elements in each issue, devising a range of potential responses and outcomes.
OUTCOMES
Aaah. Thought you'd never ask. The outcomes are often those determined by the room themselves. The speaker/ facilitator, is often the catalyst for the topic being discussed by all delegates, with the room proposing a path toward resolving or solving important issues.
NETWORKING
As delegates move from table-to-table and session to session, they come to know each other better…and appreciate the levels if knowledge and experience within delegates. Often, they come to trust each other….which is the basis for potential market advantage in the future.
Fact is, even competitors can get along well...they don’t need to offer up much ‘secret stuff’, but they do undergo vital and interesting exchanges which prove of mutual value.
BOOKINGS
BOOKINGS : Email - salesstrategy@bigpond.com or telephone Graeme (03) 9848 5515
##
Act now. BOOK PLACES ONLY now (delegate names may be provided later)
WHY ATTEND
WHY ATTEND
WHY ATTEND
PAST SUMMIT FEEDBACK - 2008
The feedback from each of the past event is always very helpful – and very positive
*
"It was a good forum..many of the sessions were engaging for the audience..the forum was also a good networking session"
-Greg Dring, Macquarie Capital Securities
*
..the first one I have attended and very worthwhile..it was certainly worth the two days out of the office"
-Gary Hansen, Murray Goulburn Co-op"
*
"they say it is good to walk away with two good ideas that can be applied back in the office...I have more than a dozen...one for each session"
-Sales Manager, Goodman Fielder
*
"..as always very informative and the networking was invaluable."
-Barry Sanders, Active International
*
"Thanks for organising another enjoyable industry event"
-Nick Pucar, Bulla Dairy Foods
*
"Amazing. I have never attended a conference that barely even gave me the program detail oin advasnce only to find myself in a series of interactivce case studies. Great time. Great sharing. Very worthwhile"
-Sales Manager, Arnotts
*
"I really enjoyed the seminar, as the speakers were relevant and insightful"
-Paul Hallam, Six Degrees Executive
*
"..overall, a very enjoyable and rewarding two days"
-Jacob Mansfield, Parmalat Australia
*
"Congratulations on a very successful event"
-Kasey Lee Cavey, Markitforce
*
etc
BOOKING - NEXT STEP...
BOOK PLACES for senior management or aspiring management NOW!
(Accommodation cost is not included, but a special rate will be advised in December 2008)
PROGRAM**PROGRAM**PROGRAM**PROGRAM
PROGRAM**PROGRAM**PROGRAM**PROGRAM
PROGRAM**PROGRAM**PROGRAM**PROGRAM
Day One :: 25th March 2009
8.30am : DELEGATE REGISTRATION
*
9.00 : WELCOME
*
9.10 : SESSION ONE
-OPENING ADDRESS (RETAILER)
*
10.00 : SESSION TWO
THE FUTURE COMETH!
Delegates will experience a session with Australia's internationally acknowledged futurist at Discover 2009, who will bring the emerging future trends 'to life' on the opening morning. "We’ve experienced more change in the past 2 years than in the previous 20 years - and in the next 10 years we’ll experience the equivalent of 100 years of change!" says future business forecaster Morris Miselowski.
His message is clear: “Belt up, because we’re in for quite a ride!”
One of our most insightful and intriguing presenters in years, Morris brings expertise gained from 30 years of strategic future forecasting for businesses around the globe to Discover 2009, drilling down from the broad generalisations of future visions into immediately usable and profitable insights across all areas of business. Consulting with individuals, government and businesses to plan for challenges ahead, Morris uses research-based progressions to identify new business models, work practices, technologies, products and services to meet the needs of the future.
Morris will take delegates on a global virtual journey into your future, sharing insights into what lies over the horizon, how the world of business might be 5, 10, 15 years from now and how you can best position yourself TODAY to profit from it TOMORROW. This powerful engaging and interactive discussion will immerse you in the future, challenge your notions of it, and give you very real practical insights into what lies ahead - and the tools with which to begin to build your own map to your business future.
-Morris Miselowski, International Futurist
*
10.50 : Networking Morning Tea
*
11.20 : SESSION THREE (TBA)
*
12.10 : SESSION FOUR
SMART TARGETING
In an era of accountability and media fragmentation some targeting makes sense, but like adding salt to a dish, too much targeting can undo the good.
And it's easy to get targeting wrong. We show that counter to widespread belief, the statement "targeting is more effective than mass marketing" is not always true. Indeed, in real-world practice it frequently turns out to be incorrect. The session reveals the little known traps of targeting - and provides guidelines for getting targeting right.
-Magda Niencz-Thiel, Brand Equity Researcher & Dr John Wilkinson, Research Associate at Ehrenberg Bass Marketing Science Centre
*
1.00 : Networking Luncheon
*
2.00 : SESSION FIVE (TBA)
*
2.50 : SESSION SIX
CONSUMER RESEARCH "LOOK AT MOI, LOOK AT MOI"
-Warren Read, Roy Morgan Research
*
3.40 : Networking Afternoon Tea
*
4.00 : SESSION SEVEN
*
4.50pm : Close Day One
Day Two : : 26th March 2008
8.50 : WELCOME
*
9.00 : SESSION EIGHT (TBA)
*
9.50 : SESSION NINE
DOES IT MATTER TO THE CUSTOMER WHERE YOUR PRODUCTS ARE MERCHANDISED ON SHELF?
Some recent studies show that typically a customer spends 10- 15 seconds shopping items within a category (Du Pont Study published in Progressive Grocer) and 80% of customer purchasing decisions are made at the shelf (POPAI)
This session considers what Consumer Decision Tree’s (CDT) are and how CDT’s can to be used as a basis for creating Consumer lead Layouts. Part of the presentation will look at effective ranging decisions in light of CDT outcomes and some tools that could be used to build a tactical shelf strategy. These strategies would form the base or parent planograms that are presented to retailers.
--Peter Cook, MetiriMensus
*
10.40 : Networking Morning Tea
*
11.10 : SESSION TEN
"HUNTERS NOT GATHERERS"
"When it comes to grocery shopping consumers have become hunters, intent at using their nous to beat retailers and brands at their own games. Why else would you drive 15 minutes to save a mere $1. Because it feels good. This presentation explores attitudes of main grocery buyers to the shopping experiences - and offers brands real opportunities to become their helper rather than a hindrance..."
-Neer Korn, Heartbeat
*
12.00 : SESSION ELEVEN (TBA)
*
12.50 : Networking Luncheon
*
1.50 : SESSION TWELVE
*
2.40 : SESSION THIRTEEN
*
3.30 : SUMMARY
*
3.40 : CLOSE
#
#
#
FMCG MANAGEMENT ATTENDEES
Join your peers/management colleagues from companies in 2008 such as;
Unilever (2 delegates)
Patties Foods (2)
Greens General Foods (3)
Bulla Dairy Foods
Coty Inc (2)
Lindt & Sprungli (2)
Kellogg (2)
Categtoracle
Woolworths
Parmalat Australia (3)
Proctor & Gamble
Murray Goulburn Co-op (2)
Simplot Australia
Ross Cosmetics (2)
Strikeforce Alliance
Dairy Farmers
Kimberly-Clark (2)
McPhersons Consumer (4)
Crossmark Australia (2)
Arnott's Biscuits
Markitforce (2)
Shopportunity (2)
The Brand Surgeon
Pricing Insights
Fowlers Vacola
Kao Australia
CPM Australia (2)
Auschar Polyco (2)
Blackmores Ltd (2)
Nielsen Company
Goodman Fielder
Ansell Healthcare
GlaxoSmithkline
Sakata Australia,
Markitforce (2)
SPOS
Campbell Arnotts
Big Sister Group,
CAS Asia Pacific (2)
British American Tobacco (3)
Active International
DeData
Spiral Foods
Australia Post
Macquarie Equities
Managed Innovation (2)
Six Degrees Executive (3)
Foodbank
Real World Marketing
etc, etc
(past event details...scroll down)
THE MAY 2008 COMPLETED EVENT
AUSTRALASIAN FMCG iMPACT MANAGEMENT SUMMIT 2008
AUSTRALASIAN FMCG iMPACT MANAGEMENT SUMMIT 2008
AUSTRALASIAN FMCG iMPACT MANAGEMENT SUMMIT 2008
The Asia Region FMCG Management Leadership Summit
2008 THEME "FAST THINKING, COOL MOVES"
PROUDLY SPONSORED BY:
SPOS CLICK FOR EFFECTIVE POINT OF SALE
&
SIX DEGREES EXECUTIVE CLICK FOR EFFECTIVE FMCG RECRUITING
WHAT IS iMPACT?
iMPACT @ work.
iMPACT is unique.
No droning questions.
Each session is provocative and, mostly, discussion based.
Your voice, experience and thinking is needed.
WHO SHOULD ATTEND
Sales Directors, Marketing Directors, Sales and/or Marketing management, National Account Manager, New Business Manager, Business Development Managers
EVENT : Fifth annual FMCG iMPACT Summit
DATES : Wednesday 7th/Thursday 8th May 2008
VENUE : Novotel Olympic Park Hotel,
Olympic Boulevard, Homebush
TIMES : Day One 8.45am - 4.50pm
Day Two 8.45am - 4.30pm
PARKING : Available at hotel (cost applies)
ACCOMMODATION: Accommodation not included in cost
PROGRAM : (scroll down)
INVESTMENT : $2,210-00 inc gst, luncheons
etc (second delegate $990-00)
ACTFast
BOOKINGS : Email - fmcgstrategy@bigpond.com OR
telephone (03) 9848 5515
BACKGROUND
Delegates come together to consider, discuss, canvass, debate, share and, often, resolve important issues facing FMCG management.
PROGRAM FORMAT
Seated in an interactive-based table format (and moving from table to table after most sessions, to ensure they meet with, debate with and work with many delegates) they will discuss and ‘hammer out’ the fundamental elements in each issue and come up with a range of potential outcomes. The Summit is hosted by the Australian Sales & Marketing Institute.
AND...Sshhh! NOT TO MENTION SENIOR NETWORKING
As delegates move from table-to-table and session to session, they come to know each other. Often, they even come to trust each other….which is the basis for potential market advantage in the future. Fact is, even competitors can get along well...they don’t admit too much ‘secret stuff’, but they do undergo interesting exchanges which prove of mutual value.
TICK OFF THE ADVANTAGES
*CASE STUDY ENVIRONMENT
Many sessions are interactive case studies where the solutions arise from the room of delegates
*EXPERT FACILITATORS
The facilitators are highly experienced parties with a clear understanding of their speciality in the FMCG sphere
*SESSION TOPICS
Most of the topics/issues in the program have been suggested by delegates themselves
*SENIOR EXCHANGE NETWORKING
The Summit brings together senior FMCG leadership to face down a series of vital issues confronting companies NOW. And there are plenty such issues.
PROGRAM
PROGRAM
PROGRAM
SUMMIT DAY ONE
7/5/2008
*
8.20am Registration
8.45 Welcome Delegates
*
8.50 SESSION ONE
OPENING ADDRESS
Luke Dunkerley, General Manager Marketing, Woolworths Ltd
*
9.30 SESSION TWO
WHERE TO FOR POS? IS IT THE END OF TIMES?
Are you getting enough sales return for your marketing spend that is… This session will explore simple solutions for capitilising on your marketing dollars in store, focusing on consumer experience and the ‘necessary evil’ of sampling.
-Clare McGlashan, MD, Retail Activation, CPM AsiaPacific
*
10.15 MORNING TEA
*
10.30 SESSION THREE
APPROACHES TO SEGMENTATION AND CLUSTERING -
NAVIGATING THE MAZE
What is Segmentation? What are the different types of segmentation available and what should you use, when and where? How does it differ for suppliers vs retailers?
How does clustering differ from segmentation, and how do you use clustering?
How can you implement either of these across your organization, simply, for maximum value without them being relegated to the too-hard basket?
Why should you do it at all?
This session will provide an overview to help you negotiate a straight path, cut corners and avoid blind alleys in the potential labyrinth of what is fast becoming the new way of doing retail business.
-Norrelle Goldring, Shopportunity
*
11.15 SESSION FOUR
CATEGORY-LED ORGANISATIONS ARE THE FUTURE
The future is bright for organisations who can successfully implement an effective category development strategy to overcome the constant threat of retailer own-label and price fighting brands. The successful organisations of tomorrow will have a category development capability that can balance the mix between production, marketing and finance driven cultures.
If your company views its category management function as a service provider rather than the driver of strategy, it runs the risk of being left behind by those that practice leading edge category development. Category development is fast becoming the consumer goods industry’s equivalent to the finance sector’s economists – setting the agenda for profitable and sustainable sales growth.
Share in the challenge the way you consider category management in your business - via a category-led strategy.
-Antony Wilson, Categoracle
*
12.00 SESSION FIVE
“IS MEDIA FRAGMENTATION KILLING YOUR MARKETING MESSAGE? NEW STRATEGIES FOR EFFECTIVE BRAND COMMUNICATIONS”
With so many new communications channels and methods now at every marketers’ finger tips, it’s little wonder traditional FMCG advertising and marketing methods are no longer working to build and maintain customer loyalty. As the media landscape continues to fragment, and consumer consumption habits with it, learn new strategies for effectively communicating your brand message and maintaining competitive advantage.
-Ben Lilley, CEO, Smart
*
12.45 Luncheon
*
1.30 SESSION SIX
"SHELFLESS and SELFLESS INNOVATION"
Innovation is claimed everywhere. What is it for FMCG? Everyone is innovative. What is it in for you and your team?
Growth is critical to long-term success, not cost cutting. 'Wow' new products are the life blood of growth in FMCG, not just line extensions. Innovation delivers 'wow' new products. These are easy things to say and hard things to achieve. How do you deliver a continuous stream of 'wow' new products?
Critical factors for successful innovation are leadership and talent. The war for talent is real and will be intensifying. How do you identify your innovation strengths? How do you identify innovative talent? What is your people strategy?
-Allan Ryan, Director, Managed Innovation
*
2.15 SESSION SEVEN
"ARE YOU PLAYING PRICING AIR GUITAR?"
Are your margins being crunched by commodity cost increases?
Squashed by aggressive retailer trade terms and competitors bidding up the cost of doing business? Using Cost Plus a Mark up to set net prices and suggested retail prices?
Your business may look like it is pricing right, sounds like it is pricing right, but where's the earnings growth and why is trade spend through the roof? Find out how to make pricing your earnings powerhouse in this practical
session led by Australian pricing guru Ron Wood.
'Mick' and 'Keef' will not be at this session, but you will find out if you are playing pricing air guitar and how to make serious profits with some ready to "rock n roll" pricing
techniques - in this action packed pricing jam session".
-Ron Wood, MD, Pricing Insights
*
3.00 Afternoon Tea
*
3.15 SESSION EIGHT
"RELATIONSHIPS WITH RETAILERS"
Relationships with Retailers, the truth about what they do to suppliers, and why...and how to change the pattern"
-Simon Borrill, CEO, Sentinel Management
*
4.00 SESSION NINE
SUSTAINABILITY IN MARKETING
What is it really all about?
Consumers have greater understanding than ever before about the future of our planet. They wish to make a effort in their own way to become more sustainable. Will consumers boycott your brands? Will retailers use a sustainability measure to range products? The answer is Yes, Yes, Yes.
Gain an insight to the directions of retail markets globally and how this will impact the Australian market.
-David Evans, Sales & Marketing, SPOS
*
4.45 CLOSE OF DAY ONE
SUMMIT DAY TWO
8/5/2008
8.45am WELCOME
*
8.50 SESSION TEN
CRYSTAL BALL TO RETAIL
Ever wanted a crystal ball or next weeks lotto numbers; well get over it, it ‘aint ever gonna happen, but what can happen is you making opportunistic future oriented business decisions that profitably catapult you way ahead of your competition.
Explore the future of Retail up to the year 2020 for consumer trends, technologies, new demands and potential retail growth sectors with Australia’s foremost business futurist; together you’ll explore the brave new retail frontier of tomorrow to discover where, when and how you need to position your company and your products to get the greatest ROI out of what lies ahead.
-Morris Miselowski, Business Futurist, Innovator and Strategist
*
9.50 SESSION ELEVEN
MAXIMISING YOUR POTENTIAL WITH CONSUMER SEGMENTATION AND TARGETING
In today’s world, success is all about understanding and reaching your target shoppers. You have an idea of your key consumer, but how can you really target them without resorting to guesswork?
Nielsen takes you beyond using basic consumer demographics in your marketing and sales efforts to find your consumers on the ground. Utilising integrated content, enables optimal execution through segmenting, and targeting your key consumers in a way that allows you to target them more precisely on the ground.
Adam Boyle, Associate Director Sales, Nielsen Pacific
*
10.35 Morning Tea
*
10.50 SESSION TWELVE
"BRAND SUICIDE"
Three things that lead brands down a path of self destruction - and how to avoid them.
Karl Treacher, CEO, BrandBehaviour
*
11.35 SESSION THIRTEEN
RETAIL SUPPORT FOR YOUR BRAND
Most marketers want to create “theatre” and experience around their products on shelf – as a way to engage consumers at the point of purchase. The biggest obstacle to doing this is the retailer, who is trying themselves to create an active, engaging experience in store that builds preference for their store brand. To make matters worse for the manufacturer, the retailer’s ability to design and manage experiences can be used to benefit their own private labels at the expense of the national brands.
So most marketers don’t get much further than sales promotions that they can sell into the retailers.
But imagine a situation where a progressive shopping centre owner came to your company and wanted to work directly with you to create ways to activate product brands in the centre that was about driving preference for the centre, not the retailer. A kind of flexible “stage” where relevant products can come to life, either as single brands, portfolios or even collaboratively with erstwhile competitors...
So now you have the opportunity to create an experience around your product free of the constraints of the retailer – designed solely to engage the local community using that centre with your product in a way that is life-enhancing for them.
-Erminio Putignano, Strategy Director, FutureBrand;
Louise Raymond, National Marketing Manager; The GPT Group;
Tasha Harp, National Mall Merchandising Manager, The GPT Group
*
12.20 SESSION FOURTEEN
EXPERIENTIAL STEPS - "STAYIN' ALIVE"
A journey into the success strategies of international and local fmcg brands once unknown, now compelling brand leaders. What do actors, story telling, theatre and understanding the culture and keeping it real have to do with creating 'sticky' customers. This is a powerful
journey into not just keeping your brand alive in tough times, its about creating brand advocates who want to spread the word.
-Paul Harmer, aka The brand Surgeon
*
1.05 Luncheon
*
1.45 SESSION FIFTEEN
THE REAL 80:20 LAW - AND THE IMPLICATIONS FOR BRAND GROWTH
It known as the 80:20 rule, the Pareto Law, Buyer concentration and various other names, but the idea that 80% of sales come from 20% of customers is part of marketing folklore. But like most folklore - it is wrong.
Drawing on panel data from FMCG companies around the world, this session will show that there is a Pareto Law, but it is much lower than expected. it will also cover the factors that impact on this concentration, and the implications of the REAL Pareto Law on targeting, advertising strategy and media planning.
-Jenny , Erhrenberg Bass Institute, Marketing Science Uni of South Australia
*
2.25 SESSION SIXTEEN
"TOTAL RECALL: YOUR CAREER IN FOCUS"
-Alexandra Matthews, Six Degrees Executive
*
3.10 Afternoon Tea
*
3.25 (TBA)
*
4.10 SUMMARY
#End Day Two
PAST EVENT ** PAST EVENT **
FMCG SUMMARY - MAY 2007 IN SYDNEY
COMPANIES ATTENDING & SUMMARY
In summary; the Summit features senior marketing and sales management from leading companies - such as Simplot Australia, GlaxoSmithkline, George Weston Foods, GWF Meat&Dairy, Nestle, Philip Morris, Bulla Foods, Coty Inc, Greens Foods, AMCOR, Seasol International, Proctor&Gamble, Chefs Pride, McDonalds Australia, Kailis & France, Brown Forman, Ozkleen Asia Pacific, McPhersons Consumer Products, Moraitis Fresh, Church & Dwight, 3M, Patties Foods, Australia Post, Unistraw Australia, Capilano Honey, Jack's Links, British American Tobacco, McCormick Foods, Market Concepts, etc - - over 60 FMCG companies via 90 delegates engaged in highly interactive, case study-focused sessions (many suggested by delegates) to unravel, discuss, debate, canvass, argue (almost always gently) towards a solution to each of sixteen major issues.
NOTE: No notes are provided.
This about realtime thinking, planning and strategy development.
FULL FMCG iMPACT SUMMIT 2007 PROGRAM
Tuesday, 15th May
8.30am Registration
9.00am "THE REVITALISATION OF McDONALDS"
Peter Bush, CEO of McDonalds Australia, will discuss the strategy to transform the company, retail perceptions about the restaurant chain..and the new menu.
9.45am "MARKETING IN RETREAT"
Modern marketing and fashion is killing brands. Professor Byron Sharp brings a scientist's perspective in listing 6 dumb things that marketers are doing today. He demonstrates that a combination of ancient myths and a misguided drive for ROI is actually destroying shareholder value. The blame; an unholy alliance of mindless market research, empty university textbooks, and marketing managers who are too busy to think. As an antidote, he presents three things marketers can do to build brands and long-run revenue flows.
10.30am Morning Tea
10.50am "THE CHALLENGES OF MANAGING FMCG SALES
TEAMS"
A workshop to work through ways to improve communication with people employed to be self starters, yet are working to achieve national and regional objectives with retail customers.
11.35am "SELLING TO PROMISCUOUS SHOPPERS"
An overview of the 'shifting minds' of shoppers and a case study to reveal strategies to advantage.
12.15pm Luncheon
1.10pm "HOT PRICING INSIGHTS"
The one area in business least thought through is effective pricing strategies. Discover how applied pricing measures can generate more, often much more, revenue.
1.55pm "THE POWER OF THE BRAND EXPERIENCE"
"Tell me and I will forget, Show me and I will remember, Involve me and I will understand." -- Confucius
An experiential session on Creating Customer Stickiness through building a powerful Brand experience
2.35pm Afternoon Tea
2.55pm "ON THE SHELF POS"
A presentation from Mike Farley of the latest merchandising solutions being trialed and implemented 'in category' from around the world. Learn what overseas retailers are doing in ASDA, Target and Walmart to increase sales in-category.
3.40pm "THE POWER OF BREAKING CATEGORY CONVENTION"
a case study on nudie, Fifth Leg and Logicol. Rob Currie –Managing Director of Jack Watts Currie, will talk about breaking new ground with your communications and the power of your packaging as part of the mix.
4.30pm Close
#############
Wednesday 16th May
9.00am "FIELD OPERATION CHALLENGES: TURNING BUSINESS
PAIN INTO GAIN
Out-of-stocks, trade spend, distribution, field force productivity - some of the challenges faced by both sales managers and trade marketers. How can intelligent business applications used by field reps and office based management dramatically improve outcomes where it matters -in-store, on the shelf, and at the checkout! Let's examine the challenges together; and unearth answers.
9.45am "MEET TOMORROW'S CUSTOMERS TODAY!"
FMCG’s are teetering on the edge of a worldwide consumer revolution. The customers you’re selling to today are dinosaurs facing imminent extinction. Who is poised to replace them in this evolutionary consumer progression and what new demands are they going to make of you?
Travel to the future - with a case study - with Australia’s foremost business futurist Morris Miselowski and get an insider’s sneak peek of the innovations, possibilities and challenges in tomorrow’s brave new consumer world.
10.25am Morning Tea
10.45am "LAWFUL MARKETING OF COMPETITION &
PROMOTIONS"
"Businesses often use the giving away of prizes as part of a greater marketing strategy. Competitions, give-aways and lotteries have long proven to be a favourite with the Australian consumer. But it is not as easy to give prizes away as one may think. There is a raft of Australian Federal, State and Territory laws and regulations that directly impact upon a competition, including lottery laws, consumer protection, copyright, trade mark, privacy, SPAM, industry codes and any contractual terms that may apply to the media used.
Participants in this interactive session will gain an overview of the legals applicable to the conduct and marketing of competitions and promotions in order to ensure that competitions and promotions conducted by their marketing or sales departments are effective and lawful."
11.30am "TALENT WARS: RETAINING & ACQUIRING FMCG TALENT IN A TIGHT CANDIDATE MARKET"
Capture the data, and evaluate the next best steps to acquire quality talent to your company.
12.15pm "PRIVATE LABEL - HOW DO YOU GET CUT THROUGH ON
THE SHELF"
Private Label has been a major presence in Europe for many years, it is happening here now. So, how do you differentiate and get that loyalty? Launching another “me too” with another flavour will not cut it. What innovative ways of bringing new concepts and new products to market are you considering? How will you increase your chances of success in the face of this new challenge?
12.55pm Luncheon
1.50pm "STRATEGIC & SMARTER PACKAGING"
2.35pm "SHOPPER BEHAVIOUR - USING SHOPPER INSIGHTS TO
DRIVE INNOVATION AT THE POINT OF PURCHASE"
3.15pm Afternoon Tea
3.30pm "EFFECTIVE DEALINGS WITH MAJOR RETAILERS"
4.10pm CLOSING COMMENTS
4.15pm CLOSE OF PROCEEDINGS
WHAT'S GOING DOWN?
The fourth FMCG iMPACT Summit brings together the senior exchange of thoughts, ideas, topics and issues (most nominated by attending delegates) designed to tackle the most pressing issues in FMCG and evaluate potential future market shifts.
Join the 'roundtable' gathering - competitors and non-competitors - getting their 'teeth' and minds into discuss, debate, canvass, argue (usually gently) and, often, solve issues and problems presented. Most of the fifteen issues are in a case study format - within a 'think tank' environment where the room - the great FMCG minds - come up with solutions; not the presenter/facilitator.
There are no notes. You are there and seize on fresh ideas and lateral thinking - or you aren't there and miss the pathways to solutions.
The delegates change tables, meeting and working with their colleagues in one of the most exciting 'thinktank' undertakings ever assembled. (Hardly worth mentioning; the senior network in the past has even resulted in alliances of products/brands between companies...and taken successfully into the marketplace)
WHERE'S IT AT?
Shangri-La Hotel, The Rocks, Sydney
WHAT'S THE COST?
$ 1,760 - inc gst, feedbags (luncheon), tea/coffee breaks both days.
MAKING IT HAPPEN..OUR GREAT SPONSORS
The FMCG iMPACT Summit is proudly sponsored by;
SIX DEGREES EXECUTIVE
VISIT SIX DEGREES EXECUTIVE
&
O4 CORPORATION
VISIT o4 CORPORATION
&
SYDNEY POINT OF SALE (SPOS)
VISIT SPOS WEBSITE
Much appreciation to our important sponsors for their abiding interest in the fmcg sector
LIMITED PLACES REMAIN...BOOK NOW
(03) 9878 1639 or
email - salesstrategy@bigpond.com
WHO REALLY MUST ATTEND?
Well, you, of course. And your CEO, sales manager, marketing manager, national account Woolies and GHPL, aspiring management, new business manager (the Summit has been responsible for four new products now in the marketplace via an alliance of brands).
NO TIME REMAINING - ACT TODAY !!!
Book now for your place at the 'table' to catch the winds of change in FMCG
The FMCG sector is a significant interest group within ASMI dedicated to FMCG & related companies, offering enhanced & vital information, strong peer contacts and strategic exchanges across those companies through senior management within the asia pacific region.
FREQUENTLY ASKED QUESTIONS
Summary of 2004 and 2005 programs -
WHAT SORT OF ISSUES WILL BE DISCUSSED, DEBATED,
CANVASSED AND RESOLVED?
Every delegate will be involved in advance by suggesting FMCG related issues they particularly deem important and worthy of discussion. At recent iMPACT gatherings, for example, the Summit Exchange program included;
* retaining effective margins
* competing with generic/home brands
* maximising profits in the face of increasing competition
and restrictions
* brand/customer loyalty - does it exist?
* new distribution channels
* automation effectiveness
* successful strategic alliances
* who markets your brands?
* EDLP - strategies to align/combat
* consumer vs retailer leverage - which is greater
* best ways to utilise your marketing spend
* supply chain issues - factory gate, primary logistics,
source tagging etc
* licensing - is there a value and how do you extract it
to name but a few.
WHO SHOULD ATTEND?
The Summit is for senior management - sales directors, marketing executives, category managers, influential account management etc - charged with strategic planning responsibilities in their company.
SAMPLE FMCG COMPANIES ATTENDING
2005 & 2006
Patties Foods
Kailis France Foods
Foodbank
GlaxoSmithkline
Chef's Pride
Bulla Dairy Foods
Strategic Horizons
Demonstrations Plus
British American Tobacco
Sanitarium Health Food Company
PZ Cussons
Unilever
Berri Ltd
McPhersons Consumer Products
Arnotts
Swedish Match Australia
Geo Weston (Bakery)
Visy Industries
Nestle
AMCOR
Mayne Consumer
Reckitt & Benckiser
Peanut Company of Australia
04 Corporation
Fosters Group
Swedish Match
AB Foods & Beverages
Jack Links Australia
Market Concepts
ACNielsen
HJ Heinz Company
Sunbeam Foods
Kellogg
SCA Hygeine
Fowlers Vacola
Goodman Fielder
Golden Circle
Sara Lee Bakery
Mars
Greens Foods
Carlton Non-alcohol
Markitforce
Australia Post
Capilano Honey
Philip Morris
CUB
Cadbury Schweppes
Pfizer
Adair Marketing
etc
BACKGROUND-FMCG iMPACT SUMMIT 2005
PAST SUMMITS
AUSTRALASIAN FMCG iMPACT SUMMIT 2005
Opening Minds. Changing Perceptions.
DATES : 13/14 April 2005
LOCATION : Melbourne
VENUE : Melbourne Park Tennis Centre
FEES : A$ 2,300 (inc GST)
BOOKINGS : fmcgstrategy@bigpond.com
***2005 FMCG iMPACT SUMMIT PROGRAM***
The FMCG programme of HOT TOPICS (below) has been largely built around the surveyed responses of delegates to tackle the issues they regard as vital in their day to day activity in FMCG.
***FMCG PROGRAM 2005***
WINNING IN EXTREME RETAIL CLIMATES - SUCCESS STRATEGIES FOR FMCG BRANDS
The environment facing FMCG brands - large and small: new and mature - has never been more challenging. Leading retailers - locally and internationally - are showing themselves to be both aggressive and highly adept at increasing their influence with the consumer at the expense of FMCG brands. It is time for a template for understanding the retail landscape and to consider strategic and tactical initiatives via case studies to take your business forward.
- Dr Alan Treadgold, Director of Retail Consulting, Leo Burnett Advertising
BRAND REFRESHMENT, REJUVENATION OR RIP
Monitoring and understanding the vital signs of brand health,good and bad, must be a priority of successful brand management. In this context, the science of brand “pathology” becomes a pre-requisite for accurate prognosis and informed remedial action. We take a look at some first principles of good approach and best case examples.
- Peter Cudlipp, Director Persuasion Communications, Growth Solutions Group
DELEGATE ISSUES I
Four concurrent sessions on important issues nominated by delegates and facilitated by four delegates
-Facilitators: Mark Ferguson, General Manager, Strategic Horizons; Mike Cannon, General Manager, Foodbank; Juli Robertson, Marketing Manager, Peanut Company of Australia; Angela Ratcliffe, National Sales & Marketing Manager, 3M
BETTER ROI FROM ISO 10002
How do you rate against ISO 10002? Get a better return on your investment in complaints management. Handling customer complaints well is a major contributor to customer retention and positive word-of-mouth. It also drives product and process improvement leading to better business performance. Establish just how good your processes really are, and where there is scope for improvement. Whether you do or not, your competitors will be.
- Dr Francis Buttle, Chair and Professor of Management (CRM), Macquarie Graduate School of Management
CRISIS !! ONLY PLANNED RESPONSES WORK
Crisis does not happen in your organisation everyday! A crisis is “an occurrence that will negatively impact the long term viability of your organisation”. The case is compelling for planning and preparation. Research shows that companies in the US* that have crisis plans recover at least 2.5 times more quickly than those that haven’t. Even more sobering are figures from the UK** that show of companies that face a major catastrophic event, 40% of organisations collapse outright, 40% fail after 18 months, 12% fail after 5 years, with only 8% surviving [in their original form] in the long term. Is your company ready to effectively manage a crisis? Is your organisation’s crisis plan robust and people trained to effect the plan?
- Kym Lynch, Director, Lynch Strategy & Communication
IS YOUR BRAND VULNERABLE TO SALES IMPLOSION OR
EROSION
Your brand might have a good earnings history, but it is risky to presume that this is secure. Brand risk management and value-based marketing are two sides of the same coin. Do you know the relative importance of the drivers of demand for your brand? Is the risk to future brand earnings adequately managed? Are you missing opportunities to increase brand sales? Time now to rectify matters…and really enhance brand value.
- Tim Heberden, Managing Director, Brand Finance
INNOVATIVE BRAND COUNTER STRATEGIES
Examples of 'home brand' threats, and case studies of strategies manufacturers can use to stay a step ahead through revitalisation, innovation, differentiation and tapping into consumer trends - drawn from research of 1,300 Australian brands.
- Chris Kimberley, Brand Strategy, Y&R
"SHOPPER DECISION HIERARCHIES”
What are they, how do you determine them and how do they help you build better category strategy? Exclusive launch of latest research along with a real world case study
- Roger Jackson, Managing Director, Real World Marketing and Matthew Frost, Director of Marketing Science, Colmar Brunton
RECONNECTING WITH CONSUMERS
People today consume more than 3,000 brand messages a day and yet we can cognitively only process and remember a handful, so how do get your brands front and centre? Extensive category research increasingly seems to lead to more category neutral situations, and what’s more, it’s more likely than not your competitors are conducting similar analysis, perpetuating the situation. It’s time to start picking-up on what’s going on in people’s very real, everyday lives and injecting this reality into your brand dynamic
-Paul Rees-Jones, Insights Partner, George Patterson Partners Melbourne
SYNCHRONISING DEMAND & SUPPLY TO ENSURE THE
SUCCESS OF YOUR PROMOTIONS
In the FMCG environment, stories of the unsynchronised promotion abound. Promotions are designed to increase revenue, profit and customer goodwill...but often have the opposite effect. The presentation (which will include a 'planning matrix' provided as a takeaway) and workshop will show delegates how to effectively support promotions, respond to customers more rapidly and efficiently than competitors and achieve the '5 Rights' - to turn their planning capabilities into a real competitive advantage.
- Carter McNabb, Partner, GRA Demand & Supply Chain Optimisation
DELEGATE ISSUES 2
Four concurrent sessions on important issues nominated by delegates and facilitated by four delegates
Facilitators: Lisa Boyd, General Manager Sales & Marketing, Seasol International; Jason McLean, Sales Director, Kellogg (Aust); Michael Bartholomew, General Manager Sales & Marketing, Patties Bakery; Jonathan Biggs, National Sales Manager, Pfizer
THE MYSTERY SHOPPER
With more traditional marketing tactics becoming increasingly costly yet decreasingly effective, the in-store Point of Purchase (POP) is – and will increasingly become – a key communication site. This means understanding: Who is your shopper? How do they differ from your consumer? How can shopper insights drive your sales harder? Share in an objective shopper review and real life case study that illustrates the importance of shopper understanding.
- Amanda Howe, Managing Director, Oblique Solutions
THE WORLD OF PRIVATE LABEL
If you are interested in questions like: How big are Private Labels ? by country, by category. Who buys Private Labels ? Who do they compete with ? Consider and capture insights into how to compete against them...
- Dr Rachel Kennedy, Marketing Science Centre and R&D Initiative
RETAIL BRANDS – FAD OR FUTURE, DEFEND OR
EMBRACE
Explore own brand strategy and processes of Safeway in UK and consider the parallels in Australia and the capacity to penetrate the market place with ‘house’ brands, to what extent and over what timescales
- Alastair Robertson, Director, Food Science Centre
EVALUATING MARKETING MIX FOR MAXX ROI
What is the right mix of ATL: BTL for your brand?
ATL - to what extent and how are your communication investments adding to your bottomline? How is communication investments delivering your Brand KPI's and what value does this in-turn have to your bottomline. How can you use ROI learnings for brand portfolio management to maximise overall bottomline. BTL: To what extent can you push the needle on promotions/pricing? When does it start eroding long term brand value?
- Sharon Pitcher, Director, Advanced Techniques Group Worldwide
MAXIMISING THE OPPORTUNITY FOR CONVERSION
It’s not only who you target, it’s how you segment. Segmentation has become a vital tool for marketers in the 21st Century – more so as they compete in a small, sophisticated Australian marketplace characterised by low population growth, a dominant grocery trade and other equally determined category competitors – also armed with the same marketing tools. BEST also helps to understand the drivers of your share price / company value.
-Cliff McGregor, Director Global FMCG, Roy Morgan Research
COMPETING ON IMAGINATION - THE NEW BATTLEFIELD FOR BRANDS
What do some of the worlds' leading brands have in common?
The "times they are a 'changing": the new consumer expectation - the new retailer demand. Time now for a new way to compete rather than price.
What is brand imagination? What is your idea space? Stand by for some imagination tools - brand imagination, competitive insight, what IS ideal.
-Dr Ken Hudson, Chief Thinker, The Idea Centre
EMAIL LOOP
Are YOU part of the sales and marketing management email info-loop on FMCG 'MarketMinders'?????
Contact Graeme Orr
email fmcgstrategy@bigpond.com
telephone/fax (03) 9878 1639
mobile 0418 138 295
#
|
|
|
|
|
|
