SS Hotel, Rotterdam | Date: 14 May, 2019 – 2PM to 6.00 PM CT

Kantar and Microsoft would like to invite you to the European edition of our workshop.


This workshop is aimed at sharing best practices and success stories with companies that want to transform their ways of working in customer management to deliver growth with the help of insights and state-of-the-art technology.


CPG Executives engaged in customer management and sales automation that are interested in identifying better and new ways to deliver profitable growth for their brands and organisations and drive efficiency.

During the sessions, Kantar will share the latest studies, key findings and proven best practices to drive commercial excellence while executives from leading CPG companies will discuss their experiences and paths-to-success.

Join us in Rotterdam for our signature sales tech event and get complimentary passes to the POI European Summit from May 14th to 16th in Rotterdam.

Event presentations will be available upon request. Write to salesperformance@kantarconsulting.com to get your copy.


2:00 – 2:10 PM


2:10 – 2:50 PM

Preparing for 2020: tipping points in retail
Ray Gaul, SVP – Retail Insights – Kantar
The 2019/2020 trading period is set to usher in a host of dynamic shifts in retail. Major retail trading partners will abandon old business models, invest in new routes to consumer, and develop dynamic partnerships with 3rd party platforms, service providers and logistics partners. In this opening keynote, we will signpost the changes in the game and the enablers of change facing retailers and brands alike. Space, speed, solutions and services will be the key battlegrounds.

2:50 – 3:20 PM

Revenue growth management: today and tomorrow
Alan Shankland, Global VP Technology Asset Advisory – Kantar
Ed Bishop, Global Presales Manager – Kantar
In this presentation, Alan Shankland and Ed Bishop will comment on how Consumer Goods companies need to equip their organizations with powerful insights to drive transformational programs to deliver their growth ambitions in a challenging commercial landscape. They will outline a data-led approach to enable the successful delivery of the commercial growth agenda, specifically addressing the challenge of how to create pockets of investment to accelerate strategically important revenue and profit opportunities in priority growth channels or to support NPD whilst continuing to support core business delivery.

3:20 – 3:50 PM

Microsoft best practices and innovation in CPG
Nina Lund, Consumer Goods & Retail Lead, EMEA – Microsoft
Microsoft is a trusted and neutral partner for retail and CPG companies as they digitally transform.  In this presentation, Microsoft will cover their strategy to build systems of intelligence and digital feedback loops to empower connected retail and CPG experiences.  We will cover Azure’s differentiated platform technology and customer success stories in the retail and CPG space.

3:50 – 4:10 PM

Coffee break

4:10 – 4:50 PM

The digitalization role to capture value across diverse markets in Coca Cola Hellenic
Stamatis Katsiberis – Group Commercial Business Process Leader for Key Account Management & Trade Promotion Management – Coca -Cola Hellenic
Plamen Kanev, Enterprise Solutions Manager – Commercial – Coca -Cola Hellenic
Coca-Cola Hellenic has been on a digital journey to drive growth across markets and deliver the right return to shareholders. In this presentation, Plamen and Maxim will share their views on critical steps to enforce a successful revenue growth management program and use trade promotion investments and systems to identify opportunities and deliver revenue and margin growth.

4:50 – 5:20 PM

TPM in the Nordics – Power to change
Rene Brorstrøm, Customer and Business Development Manager – Orkla As
Anders Ralvert, Business Analytics & Insights Manager – Orkla Foods Sverige AB
Orkla’s journey in leveraging data and insights to optimize trade promotion plans and commercial decisions. Two different companies, two markets, same system. The journey from creating insights to decide on insights.

5:20 – 5:50 PM

Achieving eCommerce scale: building your new integrated category & commercial plan
Steve Mader, Consulting Director, Global eCommerce & Digital Practice – Kantar
To really lead in eCommerce we must resist the temptation to keep it at arm’s length away from the core of our companies. We must work tirelessly to rewire the guts, the familiar comfortable ways of working, the culture of what made our brands so successful over the last 30 years. This session will offer you a pragmatic 3 years roadmap to:

• Identify ways to embed this new route-to-consumer thinking across your business’s entire value chain – Creating an eCommerce thread from category strategy into commercial trading.
• Redefine your retail-customer segmentation model to be more inclusive of future sources of consumer reach – allowing for appropriate levels of resourcing to capture that demand.
• Create a more flexible approach to trade support – enabling better visibility to eCommerce ROI

5:50 – 6:00 PM

Wrap up

Join us at the POI European Summit and attend our presentations:

Plenary Session – May 15th – 1:30 – 2:15 PM

What, why and how to achieve growth in 2020 and beyond

Ray Gaul, SVP – Retail Insights – Kantar
During this presentation, Ray Gaul will provide a glance on key findings from Kantar’s latest study that identifies key building blocks for best in class organizations to drive sustainable business growth in 2020 and beyond and the implications in the technology arena.

Plenary Session – May 15th – 3:25 – 4:20 PM

Fast scaling account and promotion planning across JDE’s Pan-European organization

Bas Michel- Global Customer Director – JDE
Hugo van der Heijden- Global IT Business Partner Marketing&Sales – JDE

During this session, Bas and Hugo will share JDE’s experience in delivering a transformational program to harmonize account and promotion planning processes and solutions across Europe and drive operational efficiency and higher ROI and customer profitability.

Parallel Session – May 16th – 10:15 – 11:00 AM

Selling more and better across EMEA multifaceted markets: the BIC Journey

Moderated by: Pam Brown, Chief Commercial Officer – Promotion Optimization Institute
Panelists: Fabrice Borsato, Pricing & Sales Policy Manager – Bic
Matteo Spera, Director, Consumer Goods,
everis Italia SpA
During this session Fabrice and Matteo will share the BIC journey and takeaways in delivering and fast scaling a successful retail execution & distributor management program across Europe and MEA countries with the aims of increasing sales efficiency, improving customer experience and driving higher results through retail partners.

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