Sam’s Club Merchandising: Strategic Direction and Initiatives
May 17, 2017 | Ashley Buchanan
Join us on Wednesday, May 17th for our Student of the Customer ™ breakfast series and hear first hand from Ashley Buchanan, Sam’s Club EVP and CMO as he discusses topics that are important to all suppliers Doing Business In Bentonville ™.
EVP, Chief Merchandising Officer
Ashley oversees all of merchandising for Sam’s Club including global sourcing, packaging, and private brand.
Ashley joined Walmart in 2007 as Director of Innovations, Walmart U.S. Division. He was promoted to Sr. Director of Innovations in 2008 and in May 2010, Ashley was promoted to Vice President Innovations. In Feb. of 2013, Ashley was promoted to SVP of Snacks & Beverages, Walmart U.S. In June, 2014, Ashley was given responsibility for the Dry Grocery Division of Walmart U.S. and in Dec., 2014, Frozen Food was added to his business.
On February 1, 2017, Ashley was named EVP, Chief Merchandising Officer at Sam’s Club.
Prior to joining Walmart, Ashley held multiple Finance positions at Dell Computer and worked 5 years in retail consulting for Accenture.
Ashley earned his B.B.A. degree in Finance and Real Estate as well as his Masters of Business Administration from Baylor University.
Who Should Attend:
Team Leaders, Account Managers, and anyone from your local and home office teams responsible for your Sam’s Club business.
Understanding Lidl’s US Entry and Working with Walmart to Protect Your Business
Apr 20, 2017 | Laura Kennedy and Mike PagliaClick Here to Download the Presentation for this Event
The 4Ps of Lidl: Understanding the Disruptor’s Entry and How to Partner with Walmart to Protect Your Business
Join us on April 20 to take a deep dive on Lidl’s U.S. entry and the ramifications for Walmart with Kantar Retail’s expert on the discounters and Lidl, Mike Paglia, and leader on Walmart research, Laura Kennedy.
The German discounter Lidl has led a massive disruption throughout Europe, stealing significant share volume from more established big box grocers and is now set to open its first stores in the U.S. in just six months. Walmart already is focused on Lidl’s strengths in small-box retail and attention to local tastes, but needs partnership from vendors to combat the potential threats to Walmart’s U.S. business. In this presentation, suppliers will learn:
- Why it’s important to pay attention to Lidl—in particular, how has it disrupted business in the UK for Walmart’s ASDA banner?
- Lidl’s value proposition—how the retailer innovates the traditional 4Ps? How is its assortment approach particularly unique?
- Where the threat looms—where will Lidl place its first stores, and why Walmart is in the competitive crosshairs?
- Specific insights and recommendations for what suppliers need to do now, as well as in the long-term, to help Walmart compete—and protect your business at Walmart.
About the Presenters:
Mike leads Kantar Retail’s research and analysis on value discounters, convenience stores, and the club channel. Since joining Kantar Retail in 2008, Mike has advised numerous CPG companies. He regularly works with retailers and suppliers through Kantar Retail’s events, webinars, and custom onsite engagements. He is frequently quoted in the trade press, including Supermarket News and Marketing Daily, as well as mainstream news outlets, including The Wall Street Journal, The Financial Times, Bloomberg, Business Insider, NPR, and New England Cable News. Mike began his retail career at Staples where he worked both at the store level and with various buying teams before moving to the online brand protection industry. Mike graduated from Providence College cum laude with a B.A. in psychology.
Laura leads Kantar Retail’s research on Walmart as well as on home improvement retail. Her research on Walmart U.S. spans the retailer’s omnichannel operations to develop the relevant trend insights, growth outlooks, and more to help clients sell more through Walmart and also understand its role in the marketplace. Laura also leads Kantar Retail’s coverage of the home improvement retail industry, heading a team that digs into the operations at Home Depot and Lowe’s as well as their diverse hardware store and specialty retailer brethren. Laura joined Kantar Retail in 2011 after reporting on the business of retail and numerous other topics for the Kiplinger Letter, a business forecasting publication in Washington, D.C. Laura graduated summa cum laude from the University of Maryland, College Park, with a B.A. in economics.
The Future of Omnichannel
Mar 28, 2017 | Eric Howerton & Bill AkinsClick Here to Download the Presentation for this Event
Essential for Walmart and Sam’s Club suppliers and their marketing/sales agencies, The Future of Omnichannel brings together industry leaders in a panel discussion, presented and moderated by Eric Howerton, CEO of WhyteSpyder, and Bill Akins, Chief Client Officer of Rockfish, to discuss how today’s shoppers are researching online to make confident purchasing decisions both online and in store.
- What we want for you: We want you to better understand the importance, urgency and benefits of Walmart and Sam’s Club online strategies and how to activate and convert today’s shoppers.
- Who you will see:
Chief Executive Officer, WhyteSpyder
Eric has over 19 years of experience in digital marketing, advertising and publishing — implementing strategy and execution for e-commerce search engine and content marketing. Eric oversees WhyteSpyder’s Walmart and Sam’s Club product detail page optimization and enhancement program that helps suppliers and their agencies increase sales online and in-store by creating optimized and enhanced content demanded by omnichannel shoppers.
Chief Client Officer, Rockfish
As the Chief Client Officer (CCO) for Rockfish, Bill Akins has worked with the top retailers in the world along with Consumer Packaged Goods technology and manufacturing companies for twenty years in numerous management positions, including previous leadership roles within Pfizer, U.S. Cotton, and Nielsen. Having run the teams building some of the largest mobile retail apps (Walmart One, Sam’s Club Mobile), he has also been at the forefront of transitioning his deep knowledge of brick & mortar shopper marketing and Category Management into omnichannel digital shelf optimization (DSO) for some of the largest global consumer brands with flagship manufacturers like General Mills, Kimberly Clark, and Unilever.
J.P. De Villiers
Director of Content, Walmart
J.P. De Villiers has been with Walmart since 1997, relocating from IBM in South Africa. J.P. has always worked in the Walmart Information Systems Division supporting the U.S. and international businesses. Prior to moving into his current role as Director of Content, J.P. had responsibility for the Data Quality & Governance of Walmart’s global master data platforms. Amongst other roles in his tenure at Walmart, J.P. charted the IT Innovation program and led the technology integration for Walmart’s entry into Africa.
Chief Strategy Officer & Co-Founder, Field Agent
Henry currently leads the company’s Strategy, Partnership, and International development efforts. Prior to Field Agent®, Henry worked 19 years with Procter & Gamble, with a broad array of assignments. Henry was a founding member of P&G’s Walmart Global Customer Team in 1988 and has worked with Walmart and Sam’s Club across a variety of areas for over 28 years. Henry’s international experience includes six years as P&G’s Wal-Mart Asia Team Leader, Category Management/Shopper Insights Leader and also Country Manager of Procter & Gamble Hong Kong.
Senior Director Sales, Danone Walmart Team
With over five years working with Danone Walmart Team, Damian leads HQ sales strategy and teams with focus on creating a seamless omnichannel experience for Walmart customers. Damian has over 15 years of sales experience in the CPG food industry, working with Tyson Foods and leading teams for grocery at Sam’s Club and Walmart.
Vice President, Client Success, Bazaarvoice
Rachel is the Vice President of Client Success at Bazaarvoice. Her mission is to help existing and future customers unlock and leverage the value of consumer generated content. She’s passionate about helping brands leverage digital innovation to benefit marketing and engagement efforts.
- What to expect: Improve the online shopping experience! This panel discussion involves multiple presentations covering strategic and tactical insights to implement, activate and improve online programs to satisfy the virtual/in-store shopper.
Walmart Replenishment and Supply Chain
Feb 23, 2017 | Kendall Trainor
Our Speaker: Kendall Trainor, Senior Director, Replenishment Execution/Supplier Collaboration, Walmart
Walmart is in the forefront of improving efficiencies in the supply chain. This important session will help you to understand their expectations.
What you will learn:
- The latest information regarding Walmart’s supply chain and merchandise flow.
- Kendall will demo their new On Time In Full tool that will be introduced in Q1.
- Current and future priorities that impact inventory/sales/on-shelf availability.
- How Walmart is restructuring to optimize performance and improve communication with Suppliers.
- What suppliers can do better to support Walmart’s merchandise flow expectations and benefit your company as well.
- Program will include a Q & A session to help you communicate back throughout your supply chain organization.
Who Should Attend: Team Leaders, Supply Chain/Replenishment team members, and anyone from your local or home office associated with your Walmart merchandise flow with the responsibility to improve your effectiveness and efficiency.
February 23, 2017
- Breakfast begins at 7:00am
- Seminar from 7:30am to 9:00am
Four Points by Sheraton, 211 SE Walton Blvd, Bentonville, AR
$99 per person (group pricing available)
Winning with Millennial Mothers
Nov 17, 2016 | Katherine Wintsch, The Mom Complex
Mealtime isn’t what it used to be. Modern moms are looking to spend less time in the kitchen and more time with their family. One in five meals is eaten in the car. The average dinnertime lasts less than 18 minutes.
The largest generation in history is stepping up to the plate of parenthood and rewriting the rule book. Compared to previous generations, Millennial mothers do almost everything differently when it comes to the way they plan and shop for their households. They are overscheduled, understaffed, and more time-starved than ever before.
During this session, Katherine Wintsch, CEO of The Mom Complex, will share some of the top pain points moms are begging companies to solve.
What you will learn:
- The top five pain points of Millennial moms.
- How to leverage interesting insights to boost your bottom line.
- Creative and non-traditional ways of conducting research.
Katherine Wintsch, CEO of The Mom Complex:
After 10+ years studying mothers around the world and becoming one herself, Katherine launched The Mom Complex, Inc. in order to develop better products and services to make the lives of mothers easier. Bound and determined to make an impact on the world, Katherine is seen as a trusted advisor by companies such Walmart, Unilever, Johnson & Johnson, the Discovery Network and Playskool.
Katherine’s sought-after research and expertise has been featured by The Today Show, The New York Times, The Wall Street Journal, and Fast Company and she regularly writes about the topic of modern motherhood on her blog, In All Honesty, as well as for The Huffington Post and Working Mother Magazine. This year, Katherine was named Advertising Women of New York’s “2016 Working Mother of the Year”, an award given to women who have achieved outstanding business results while also serving as strong role models at work, at home, and within their communities.
Known for her ability to have audiences laughing one minute and crying the next, Katherine is a thought-provoking writer and sought-after public speaker.
Who Should Attend: Team Leaders, Sales Managers, Marketing Managers, Analysts…. anyone who works for a company that has products in Walmart or Sam’s Club
Leveraging Data and Digital to Enhance Sales at Sam’s Club
Oct 13, 2016 | Adrian Fung, Sam's Club
Digital Marketing is growing and reaching people in different ways every day. What is Sam’s Club doing to reach their digital customers?
Our Speaker: Adrian Fung, VP of Online Engagement at Sam’s Club.
What you will learn:
- The role of Digital Marketing and Online Engagement at Sam’s Club
- Sam’s Club digital marketing capabilities
- Online Media Program (OMP) at Sam’s Club and how suppliers effectively use it
- How suppliers can leverage data and digital to enhance sales
- Data and Targeting thru WMX
- Success stories/best practices
Adrian Fung is currently Vice-President of Online Engagement for Sam’s Club where he is responsible for enhancing digital communications with members and driving adoption of digital products and services.
Who Should Attend:
Team Leaders, Sales Managers, Marketing Managers, Digital Shopper Marketing managers…. anyone who works for a company that has products in Sam’s Club.
Getting to Know the Walmart Customer
Sep 08, 2016 | Matt Kistler, Walmart
Senior Vice President of Global Customer Insights and Analytics, Walmart
You will learn:
Customers are constantly changing, and Walmart customers are no different! In this insightful session, you will learn:
- How the Walmart customer is changing today and tomorrow.
- How Walmart is serving busy families and other key customer segments.
- What suppliers can do to focus on those key segments to increase sales.
- How GCIA is informing Walmart Merchandising and Marketing efforts. Matt is Senior Vice President of Global Customer Insights and Analytics responsible for strategies that enable greater customer intelligence and capabilities to inform decision making for Walmart U.S. and Walmart.com
Negotiating to Maximize Value
Aug 18, 2016 | Michael Perlish, The Gap Partnership
Don’t miss this opportunity! One large CPG company is sending 16 people to this event!
Who is going from your team?
Negotiation is a long TWO-WAY Street!
Refresh your skills to be in the race today and win the marathon. Every team member who is striving to grow their career and build their business skills will want to hear this discussion
Create, Develop and Maintain Value to ensure a maximum outcome is realized in a negotiation! In today’s ever changing CPG environment, suppliers and retailers alike face significant challenges in building value for their company.
About the event:
Our speaker is Michael Perlish, VP at The Gap Partnership. Michael will:
Share strategies and insights that will enable you to proactively and consciously
create, maintain and manage value in your business relationships.
Leave you thinking differently about your negotiations, with a greater appreciation
for the art and science of negotiation.
Give you a better understanding of how to best find value in a deal where none previously existed.
Teach better negotiating skills for working internally within your own company.
The Gap Partnership
The Gap Partnership is the world’s leading negotiation consultancy specializing wholly and exclusively in commercial negotiation through their development programs and consulting services. Since 1997, The Gap Partnership has been a trusted advisor and partner to leading CPG brands around the world, coaching and guiding them on how to build relationships and unlock incremental profitability through negotiations.
As an added benefit of attending this session, you will receive an Exclusive Invitation from The Gap Partnership to have a key commercial stakeholder attend The Complete Skilled Negotiator program. Described by many previous attendees as ‘life-changing’, The Complete Skilled Negotiator is the most advanced behavioral program available in negotiation, improving delegates’ performance, confidence and profitability.
Hispanic Marketing: Do It Right or Miss Out!
May 19, 2016 | Alex Lopez Negrete, Lopez Negrete Communications
92% of the total growth in the U.S. population from 2000 to 2014 came from multicultural consumers. By 2020, Hispanics will account for over half of all growth in this population, and 85% of the growth by 2050. Hispanic consumers are driving sales growth across many categories, influencing mainstream culture and providing an opportunity – if done right – for clear marketing differentiation.
Alex López Negrete, President and CEO of Lopez Negrete Communications, will share learnings and best practices cultivated over two decades of delivering measurable results as Walmart’s Hispanic Agency of Record. He will discuss innovative strategic and tactical approaches to Hispanic marketing, and answer some of the fundamental questions about this key consumer group’s acculturation, language and technology usage.
Alex López Negrete, President and CEO of Lopez Negrete Communications.
Since co-founding Lopez Negrete Communications, Inc., in 1985, Alex’s passion and vision have led the company to become one of the country’s most influential Hispanic marketing agencies.
In his role as company president and CEO, Alex is intricately involved in providing invaluable strategic counsel and creative direction to agency clients. Alex credits the agency’s success to its team of multicultural, multinational communications professionals.
The Lopez Negrete client roster includes Walmart Stores, Inc., Bank of America, SAMSUNG Telecommunications America, NBC Universal Motion Pictures Group, NBCU Entertainment, Fiat Chrysler Automobiles, Feld Entertainment, the Recreational Boating and Fishing Foundation, MassMutual Financial Group, Phillips 66 and Southern California Edison.
Who Should Attend: Team Leaders, Sales Managers, Marketing Managers, Analysts.
Walmart Neighborhood Markets
Mar 17, 2016 | Laura Kennedy and Leon NicholasClick Here to Download the Presentation for this Event
Laura Kennedy and Leon Nicholas, Kantar Retail
Join us on March 17th for a deep-dive on Neighborhood Market from two of Kantar Retail’s Walmart experts, Leon Nicholas and Laura Kennedy.
Despite some slowing of its pace of growth, Neighborhood Market remains poised to add more stores than any other Walmart format in the years to come. At the same time, its path forward requires focused attention from Walmart and its supplier partners on a number of fundamentals. This presentation will review those fundamentals, offering proprietary Kantar Retail data and insights into:
Shopper: Who is the NMKT shopper, how does she shop the box, and what other formats is the retailer sourcing shoppers from?
Assortment: How do pricing ladders and mix differ from the SuperCenter and other retailers, and are their optimization opportunities?
Prototype: How do the latest layouts suggest collaboration opportunities
Competition: How does NMKT stack up against key competitors….and what does that imply about its future?
Suppliers will gain insights into the these and other diagnostics on Neighborhood Market-and Kantar Retail’s forecast for the format through 2020-in order to better calibrate their plans. Suppliers will hear specific recommendations for collaboration with Walmart in ways that align with the format’s strengths and opportunities.
Laura Kennedy, Director, Kantar Retail: Laura leads Kantar Retail’s home improvement and Walmart research. As part of the Walmart team, she conducts constant research and analysis on Walmart’s U.S. operations, developing relevant forecasts, insights, and online content for supplier and retailer clients. Laura also leads Kantar Retail’s coverage of the home improvement retail industry, heading a team that digs into the operations at Home Depot and Lowe’s as well as their diverse hardware store and specialty retailer brethren.
Leon Nicholas, Senior Vice President, Kantar Retail: Leon has over twenty years of experience working for and advising numerous consumer goods manufacturers and retailers on go-to-market strategies. Leon leads a team of Kantar Retail’s US analysts. He has appeared often as a retail expert on numerous television networks and in major news and magazine articles.
Who Should Attend: Team Leaders, Sales Managers, Marketing Managers, Analysts…. anyone who works for a company that has products in Neighborhood Markets!
Understanding Sam’s Club
Feb 04, 2016 | John Furner, Sam's Club
John Furner, Executive Vice President – Merchandising Sam’s Club
You will learn:
It was just three months ago, that John Furner was named the new Executive VP of Sam’s Club. This special “Student of the Customer” session will give you the opportunity to learn firsthand Sam’s Club direction for 2016 and beyond. In our fireside chat, John will discuss “Where We’re Going.” You’ll have the opportunity to have many of your questions answered about Sam’s Club strategies and direction.
Don’t miss this opportunity to start the year off strong with insights and answers you can use to help your company develop their business with Sam’s Clubs. John currently serves as the Executive Vice President for Sam’s Club, a division of Wal-Mart Stores, Inc., with more than 600 locations nationwide. In this position, John oversees all of Merchandising for Sam’s Club including, Global Sourcing,
Packaging and Private Brands.
Most recently John served as Chief Merchandising and Chief Marketing officer of Walmart China, where he was over Merchandising, Procurement, Marketing, Supply Chain, Financial Services, and Mobile Commerce for the Hypermarket division.
Who Should Attend:
Team Leaders, Sales Managers, Marketing Managers, Analysts, and anyone else who wants to influence their supplier team’s effectiveness and performance at Sam’s Club!