Location: JW Marriott Hotel, Chicago | Date: 3 April, 2019 – 2PM to 7.30PM CT

Write to us at salesperformance@kantarconsulting.com to receive the workshop presentations.

Kantar Consulting and Microsoft organized the North-American 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 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 Consulting 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 Chicago for our signature sales tech event and get complimentary passes to the POI Summit from April 3rd to 5th in Chicago.



2:00 – 2:10 PM


2:10 – 2:50 PM

Reimagining shopper ROI
Diana Sheehan, VP – Retail & Shopper Insights – Kantar Consulting
We have traditionally based our understanding of what shoppers get out of a shopping interaction — and how they decide where and how to shop — on the assumption that they make trade-offs to maximize whatever factor is most important to them when shopping. However, the reality today is that shoppers are less willing (and do not expect to be forced) to make those trade-offs. In that light, we must rethink the shopper decision-making framework. In this presentation, we will:

  • Understand the forces shaping shoppers’ expectations about what a shopping experience can and should be
  • Learn the main “types” of value equations that shoppers today are seeking to maximize
  • Discover strategies to cope with this complex and uncomfortable shopper landscape and unlock growth

2:50 – 3:20 PM

Putting GROWTH back in Category and Revenue Management
Dan Raynak, Chief Client Officer – Kantar Consulting
In this presentation Dan Raynak, Chief Client Officer at Kantar Consulting, will provide a sneak peek on key findings from Kantar Consulting’s latest study that identifies the key building blocks required for driving real business growth in the global market and how leading CG companies are equipping their organizations to drive successful customer management programs and deliver against key growth pillars – assortment, space, pricing, and promotions.

3:20 – 4:00 PM

Microsoft Best Practices and Innovation in CPG
Julianne Carroll, Azure Engineering – Microsoft
Microsoft is a trusted and neutral partner for retail and CPG companies as they digitally transform. In this presentation, Microsoft Azure 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.

4:00 – 4:20 PM

Coffee break

4:20 – 4:50 PM

Unlocking category growth through customer engagement, unbiased recommendations and POWERFUL analytics
James Mills, Global Vice President Category Leadership – Mars Wrigley Confectionery
James has gone through a long journey to define and deliver a winning shopper-centric category management approach in the US. During this session, he will share his experiences and key learnings and will comment on how to successfully leverage insights and virtual research technology to translate shopper expectations into impactful category recommendations.

4:50 – 5:20 PM

A financial perspective for INTELLIGENT trade investment across teams and trading partners
Carla Carver, Vice President of Finance Consumer Brands – Schwan’s
Carla is a veteran in the consumer goods space with a round and extensive experience that spans from trade management to finance and general management. In this session, she will share her perspectives on what it takes for a consumer goods company to successfully break the silos, close the gap between planning and execution, and drive intelligent trade investment across the partner ecosystem, different teams and product categories.

5:20 – 5:50 PM

How to have a more efficient annual planning cycle?
Virginie Preseguer, VP Sales Development – Bel Brands USA
Since 2017, Bel has rolled out in North America “Bel Business Planning” thus completely renewing its planning process to drive more efficiency and be better customer-driven. This consisted in building the necessary skills & capabilities, organisation and enablers.

5:50 – 6:00 PM

Wrap up

6:00 – 7:30 PM

Networking Cocktail Reception

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

Plenary Session – April 5th – 8:50 – 9:40 AM

What grocery retail will look like in 2030

David Marcotte, SVP, Strategic Advisory Services – Kantar Consulting
How will retailers manage grocery stores in 2030? Will there be flying cars and transporter beams? Dial back the hype, but don’t count on the same ‘old. New research from Kantar Consulting, in partnership with the Coca-Cola Retailing Research Council, explores the future for grocery retailing. Join us for a discussion of the study’s key findings, including how stores will meet the needs of a digitally-enabled shopper, how complex automation and the robot/employee relationship will evolve, and what investments are most likely to drive profitability

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