Informa Insights, Marketing & Innovation is part of the Knowledge and Networking Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 3099067.

Key Sessions

Frank Stephenson

KEYNOTE: Good Design as a Purchasing Motivator

Frank Stephenson Design Studio

Andrew Mann

KEYNOTE: Data Is Not Difficult: How to Align Your Organisation Around the Customer to Deliver Breakthrough Commercial Success

Asda, Sainsbury’s, Tesco Clubcard

Oct 29
Show Filter
08:15 - 08:45 30 mins
Registration Opens
08:45 - 09:00 15 mins
Chair Welcome and Introduction
  • Martha Llobet - Partner, Q2Q Global
09:00 - 09:45 45 mins
KEYNOTE: Good Design as a Purchasing Motivator
  • Frank Stephenson - Renowned Car Designer, Frank Stephenson Design Studio

Good design can greatly help to sell any product. In today’s world, acceptable quality is the minimum starting point during the purchasing process. So what other factors influence the buyer’s decision? Design is one of the most important. Why?

09:45 - 10:15 30 mins
Data, Data Everywhere!
  • Julian Highley - Head of Insight Delivery, Marks & Spencer

Retailers have an unprecedented amount of data available to them both big and small: customer transactions, web browsing, cx program tracking, competitor information through search terms and web scrapping, general search, weather, economic indicators - the list goes on. But, how do you take all of this information and make better business decisions as a result rather than drowning in the data lake? Julian Highley will be discussing how Marks and Spencer have approached creating a data network that enables the company to understand what impacts revenue and direct investments with confidence.

10:15 - 10:45 30 mins
An evidence-based approach to driving category growth by exploiting Sharp’s laws – new research findings
  • Barry Lemmon - Founder, First Purchase Research

Byron Sharp has established that growth comes from gaining more buyers, so winning new shoppers for your category is not an option: it’s the only way to grow (or even stand still!) But how – exactly – do categories gain new buyers? In 2018, Shopper Intelligence has teamed up with the Sharp-inspired shopper insights company First Purchase Research and added Purchase Outcomes™ to their huge UK shopper interview database (covering 130 categories and all main retailers). This presentation will share some of the insights from the collaboration and establish new, evidence-based principles for how brands and retailers can best work together to grow categories by gaining more buyers. And we’ll show how one retailer adopted the principles to sell more zhoug to unsuspecting shoppers...

10:45 - 11:15 30 mins
Networking Break
11:15 - 11:45 30 mins
Using Omnichannel to Build Awareness and Increase Sales
  • Jiri Zeman - Category Development Manager, Nestle
  • Vladimír Srp - E-commerce Specialist, Nestle

When dramatically improving your product propositions you need to make sure people will get to know and will buy the product. We´ve made the most out of Omnichannel together with Tesco by running a unique campaign connecting with shoppers at different touchpoints. We´ll share with you a case that has just won 1st Prize in Excellence in Sales Performance given away at the Nestle Z-EMENA Sales Conference 2018.

11:45 - 12:15 30 mins
"Alexa, order Heineken" - Voice and the digital assistant, a wake-up call for marketing
  • Mini Kalivianakis - Client Solutions Director and Partner, SKIM
  • Carien Jakovljevic - Manager, SKIM

Voice is more intuitive, is faster and has, within the private space of the people, the potential to become a dominant mode of accessing and interacting on the internet. When we see how young families - the early adopters - embrace Voice, it’s very likely the entire consumer landscape will change: consumer behavior, the path to purchase, the way consumers interact with brands are all poised to change dramatically. Voice applications help us manage lives, be in control, facilitate, assist, inform, entertain.  In this presentation we will consider how voice and the digital assistants are impacting consumer decision behavior.

To examine voice trends from a consumer and brand perspective, we conducted research in the USA, UK and Germany. Since Amazon, Google, Apple, and Microsoft have introduced voice platforms in these markets, they reflect the dominant “voice landscape” in the Western World for brands moving forward. We conducted the following interviews:

  • Expert interviews within globally leading CPG companies regarding their digital marketing strategy and specifically regarding “Voice” for the coming years
  • Quantitative primary research among consumers to assess the current and expected use of “Voice”
  • In depth interviews with active “Voice” users

We will share the learnings of these interviews and the implications for marketers and insights professionals.

12:15 - 12:45 30 mins
Developing Successful Retailer-Manufacturer Relationships for Sustainable Commercial Success
  • Daniela Busseni - Head of Category Development, Premier foods

Don’t turn your buyer off! Get best-practice advice on grabbing buyer attention for sustained category growth and boosted sales. By learning about what do retailers really want from their suppliers and how to utilise the latest insights and trends for long-term collaboration. Walk away with practical advice on developing multi-channel retailer strategies which take advantage of the changing retail landscape.

12:45 - 13:30 45 mins
13:30 - 14:00 30 mins
How to take an Occasion-First Approach
  • Marie-Louise Laursen - Senior Manager – Shopper and Omnichannel Activation, LEGO Group
  • Petr Řežábek - Senior Trade Marketing Manager, LEGO Group

Driving occasions have been identified as a big growth opportunity for the LEGO Group. In this session, we will be looking closer into occasions and how we have leverage on our shopper insights to build an occasion toolbox to win at retail.

14:00 - 14:30 30 mins
Consumers Do Not Think in Silos, So Neither Should We…
  • Anna-Sterre Mees - Senior Global Consumer & Market Intelligence Lead, Philips

Make it relevant, stop selling a product, start being the solution by becoming part of her daily life. It is vital to understand how personalization is changing the landscape and requires a seamless hybrid online and offline experience. Here is where we not only have to bridge CDJ steps but also but connect siloed company departments and countries in our end-to-end proposition development.

I will take you on a journey on how to unlock the ‘moments of truth’ and convert potential consumers to shoppers, users and endorsers by building intelligence bridges within the company.

14:30 - 15:00 30 mins
‘Fantastic Journeys and How to Find Them’ - The Diageo Experience
  • Ashish Choudhari - Vice President, Brandscapes Worldwide Consultancy
  • Jayanth Narasimha - Business Head, Brandscapes Singapore & Senior Director Insights, Brandscapes Worldwide Consultancy

Diageo was exploring how to influence consumers across touchpoints – digital and physical.

Some key questions they had:

  • What role do touchpoints play in consumers’ purchase journeys?
  • How can they be best leveraged to drive specific goals for the brand?
  • How could they customise content and media strategy to specific journeys?

Brandscapes Worldwide worked with Diageo to uncover a holistic view of how consumers experience and interact with their brands and evolved a framework to measure the impact of their investments.

15:00 - 15:30 30 mins
Networking Break
15:30 - 16:00 30 mins
How to Build Happy, Long-Term Relationships with Shoppers?
  • Francisco Casassas - Director Shopper Marketing, Campofrio Food Group

A detailed explanation on how one of most traditional and strongest Spanish brands, strategically changed its positioning and communication, from a product based approach, to an emotional & differentiating connection with shoppers. During this presentation, we’ll guide the audience through the process followed all along the path to purchase, from the opportunity detected, to the in-store activation strategy followed, including the key results achieved with this 360º plan.

16:00 - 16:30 30 mins
How Shoppers’ Path to Purchase is changing for better nutrition & environmentally responsible Consumers in the connected world
  • Louis-Michel Barbotin - President, SmartWorldShopper
  • Frédéric Basseto - Founder and CEO, Vox Mining

As most current researches are centered on consumption perspectives , this session will focus on the shoppers’ path to purchase specifics when looking for best nutrition and environment options:

  • Where to shop -off and on line—for best nutrition and environment.
  • What products/brands to buy giving best nutrition and environment guaranties.

 How shoppers prepare for shopping in the connected environment.

16:30 - 17:00 30 mins
Packaging & the Digital Shopper
  • Adrián Fernández - Vice President of Packaging at X-Rite and General Manager, Pantone
  • Danielle Sauvé - Marketing Technologist, Pantone

As digital paths to purchase rise, shopper expectations of in-store and on-line packaging are changing. We’ll share highlights from primary research of attitudes and behaviors from 7,000 shoppers around the world.

In this session, you’ll learn:

  • What motivates shoppers to buy online
  • What shoppers expect from food & beverage and health & beauty packaging
  • How packaging relates to their digital shopping experience
  • What makes shoppers return products and which online purchases they return most often
17:00 - 17:30 30 mins
KEYNOTE: Data Is Not Difficult: How to Align Your Organisation Around the Customer to Deliver Breakthrough Commercial Success
  • Andrew Mann - Experienced Insight Director, Asda, Sainsbury’s, Tesco Clubcard

VP of Insights at Asda Andrew Mann brings his experience from Asda, The Coca-Cola Company, Tesco, and Sainsbury’s to showcase groundbreaking case studies that demonstrate how to apply data transformation to solve commercial & customer problems. Mann set will illustrate seven priorities for successful digital transformation and enable you to innovate and transform customer experiences by leveraging data-driven analytics and technology to drive growth and profitability.

17:30 - 18:30 60 mins
Cocktail Reception