ECRM Store Brands Summit: Actionable Insights for Retailers  2/1/2018

Retailers attending ECRM’s Store Brands Summit will learn key insights from leading service companies, including Competitive Promotion Report (CPR), Fair Trade USA, Kantar Consulting, and Nielsen, aimed at helping them grow and strengthen their own brands programs.

The Summit will be held April 16 from 1 PM to 5 PM during ECRM’s Store Brands Health & Beauty Care EPPS and Store Brands Food & Beverage EPPS. In addition to the Retailer Track, there will also be a track of concurrent sessions for supplier attendees, in which retail store brand executives will discuss how suppliers can best align with their retail partners.

Following are the confirmed Service Company speakers for the Retailer Track, and summaries of their upcoming presentations.

Pricing and Promotional Optimization Strategies for Own Brands & National Brands
Scott Hanslip, SVP, Competitive Promotion Report LLC:

CPR’s Scott Hanslip will discuss how retailers can leverage category insights to further improve their overall margin objectives, while optimizing top-line volume, by analyzing separate promoted and non-promoted behavior to gain an optimal look at each brands’ contribution to margin that impacts the bottom line.

For the presentation, Scott will draw on data from CPR’s proprietary database, which provides manufacturers and retailers with all levels of trade pricing and promotions, including List Price and/or Every Day Acquisition Cost (EDAC), Off-Invoice allowances, Net Pricing, Bill Back allowances and Dead Net Pricing for all items across both national brands and private label portfolios.

Competitive Promotion Report, LLC (CPR) is a provider of competitive market intelligence, analysis & insights to food, drug and mass manufacturers, retailers and wholesalers in the OTC and Health & Wellness and select Grocery sectors of the CPG industry.

Utilizing Sustainability to Add Value to Your Brand and Win Consumer Loyalty
Abby Ayers, Business Development Manager – Retail, Fair Trade USA

Today’s shoppers are demanding information on where their products are coming from, the values of the brands they are purchasing, and want to know the faces behind those products. said This has shifted brands’ ideas on the relationship between profit and sustainability. 

Companies are realizing that not only do sustainable practices reduce costs by building efficiencies and reducing waste, but that consumers are willing to pay more for it and are rewarding companies that participate in sustainable practices. They are looking to support those businesses whose values clearly align with this means profitable sustainability throughout the supply chain.

In her presentation, Abby will discuss how to address these consumers, and will cover topics that include:
  • The need and Importance of certification
  • How to capitalize on notion of product transparency and how it relates to own brand development
  • Case studies of retailers doing well
  • The data behind certification
  • How to get private brand certified.

The Private Label Paradox: Risks and Opportunities
Diana Sheehan, Director, Retail Insights, Retail, Sales and Shopper Practice, Americas, Kantar Consulting

Far from being off-brand generics, private label from the likes of Walmart, Kroger, Aldi, and Amazon are boosting retailers’ brand power and profits. Yet manufacturers can still find new opportunities in an evolving private label world. Among the topics Diana will discuss are:
  • Exploring the new private label paradigm to identify successful private label strategies across channels.
  • Aligning with your retailer’s private label goals while also defending against sales erosion with a cogent counterstrategy.
  • Uncovering new ways to better connect to shoppers within the context of an emerging private label portfolio.

Understanding the Digital Path to Purchase in Own Brand Activation

Kristin Gorski, Director of Business Development, Nielsen

This session will look at trends in private brands, specifically, channel importance, consumer demographics, and category trends. Kristin will also drill-down specifically around eCommerce -- who is buying online, what they are buying online, and how retailers and manufacturers can work together to target key consumers and drive sales in the digital world.

Shelf Wars: Optimizing On-Shelf Packaging For Today’s Retail Reality
Kevin Hall, Director of Business Development – Contract Packaging, Menasha

With retail buying habits historically enduring major changes approximately every 30 years, supply chains for those retail goods need to adapt and change as well. The shift from brand control to retail control and now to consumer control of the supply chain means that the demand for customized products and packages is at an all-time high – and continuing to grow at double digit rates. In this discussion, learn how top marketers and producers of fast-moving consumer goods, such as foods, beverages, health, beauty, and home care items, are using late stage differentiation to provide highly customized packages to retail without significantly disrupting the manufacturing systems already in place.

The needs at retail are often at odds with the capabilities of manufacturing. Smart use of late stage differentiation, enabled by cutting-edge packaging design, digital printing technology, appropriate levels of automation, an agile labor management system and the application of returnable packaging, can bridge the gap between retail needs and efficient manufacturing and allow your products to thrive in both traditional and online retail channels. Learn how to leverage these systems to win at retail and maintain your margins.


Scott Hanslip, SVP, Competitive Promotion Report LLC
Abby Ayers, Business Development Manager – Retail, Fair Trade USA
Diana Sheehan, Director, Retail Insights, Retail, Sales and Shopper Practice, Americas, Kantar Consulting
Kristin Gorski, Director of Business Development, Nielsen

Joseph Tarnowski

VP Content

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