Retail Insights Conference 2018

RETAIL INSIGHTS
C O N F E R E N C E Thrive in the age of
inclusive commerce
RETAIL INSIGHTS
C O N F E R E N C E
RETAIL INSIGHTS
inclusive commerce
December 12 - 13 · Atlanta, GA REGISTER NOW
The world of retail is now one without borders, where
channels, platforms, and even industries are blurring.
Without confines to retail, commerce becomes
all-inclusive. For disrupters, this reality is liberating;
for everyone else, it can be paralyzing. Join us for
our Retail Insights Conference to understand where
and how to thrive in this dynamic environment. We
will empower you with the data-driven direction you
need to break through your own boundaries and to
maintain the focus and motion necessary to prosper.
Actionable insights:
• Understand how inclusive commerce is altering the
criteria for success at retail, from driving revenue to
securing relevance.
• Determine where to place your bets over the next five
years across retailers, formats, and new pathways for
incremental growth.
• Learn how to better prepare for broadening
competitive disruption and how to improve your
engagement with a rapidly diversifying shopper base.
Registration:
Register today by emailing
events@kantarconsulting.com
or visiting our website.
Venue:
Loews Atlanta Hotel
1065 Peachtree St. NE
Atlanta, GA 30309
+1 (404) 745 5000
Negotiated room rate: $184
Negotiated rate expires Nov. 19, 2018
Presenters:
The analysis and conclusions presented by Kantar Consulting represent the opinions of Kantar Consulting. The views expressed do not necessarily reflect
those of the retailers under discussion, nor are they endorsed or otherwise supported by the management of the retailer.
Brian Owens
Vice President
Kate Turkcan
Vice President
Mary Brett
Whitfield
Senior Vice President
Ben Antenore
Analyst
Meaghan Werle
Senior Analyst
Rachel McGuire
Director
Elley Symmes
Senior Analyst
David Marcotte
Timothy Campbell
Senior Analyst
J. Walker Smith
Chief Knowledge Officer,
Brand & Marketing,
Jonathan Young
Trond Undheim, PhD
Chief Transformation
Officer
Leslie Pascaud
Executive Vice President,
Branding and Sustainable
Innovation
Carline Dumas
Analyst
John Brunner
Vice President
Alice Fournier
Vice President
Bryan Gildenberg
Executive Vice President
Tory Gundelach
Vice President
Hannah Hayes
Analyst
Doug Hermanson
Principal Economist
Tiffany Hogan
Senior Analyst
Colleen Hochberg
General Manager -
Greetings Innovation &
Segments, Hallmark Cards
Ruth Horazeck
Senior Consultant
Laura Kennedy
Vice President
Catherine Lang
Analyst
Conference host:
Sara Al-Tukhaim
Senior Vice President,
Insights and Operations
Ted Riedel
Executive
Vice President
Amanda Spann
Founder,
Spann & Company, Happii
Portfolio Associate, Techstars
Liz Bacelar
Founder and CEO -
The Current

RETAIL INSIGHTS
inclusive commerce
December 12 - 13 · Atlanta, GA AGENDA
9:45 - 10:30 AM MORNING NETWORKING BREAK
DAY 1: WEDNESDAY, DECEMBER 12
7 - 8 AM Breakfast and registration
8 - 8:15 AM Welcome
Sara Al-Tukhaim, Senior Vice President,
8:15 - 9 AM WHOLE Demand: A framework
of value and growth
J. Walker Smith, Chief Knowledge Officer
This closing presentation brings together the conference’s
key ideas and insights within an actionable framework
that points directly to critical next steps. The WHOLE
Demand concept is an organizing principle for success in
a marketplace where value and growth are found only in
places outside the comfort zone of business as usual.
• Learn how to approach the uncomfortable place of
uncertainty with clarity of operations and planning.
• Explore what category convergence requires in order to
build meaningful differentiation.
• Find out where the current trajectory of demand is
carrying the future of value and growth.
9 - 9:45 AM Reimagining shopper ROI
Rachel McGuire, Director
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.
• 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.

RETAIL INSIGHTS
inclusive commerce
NOON - 1 PM GENERAL NETWORKING LUNCH
10:30 - 11:15 AM The future of stores
Mary Brett Whitfield, Senior Vice President
The demise of brick-and-mortar retail stores has been
greatly exaggerated. Yes, subpar operators and redundant
locations will struggle to remain relevant with shoppers
who increasingly approach shopping with an omnichannel
mindset. But stores that accept and adjust to an
omnichannel world will not just survive, but thrive.
• Learn five key strategies that will keep stores relevant.
• Explore what retailers are doing today and the
investments they have planned to remain competitive.
• Discover how to partner with retailers to maximize
success in store environments.
11:15 - NOON The convergence of healthcare,
entertainment, and finance:
The new foundational services
in an inclusive retail world
Brian Owens, Vice President
Over the past few years, spending on experience-related
services, such as entertainment, has grown four times faster
than spending on goods. This shift is especially pronounced
in younger generations with the average Millennial
outspending both the average Gen Xer and Baby Boomer
on entertainment- and fitness-related memberships. As
shoppers increasingly evaluate retailers more on their
services than their products, suppliers will need to better
align themselves to this expanded retail reality.
• Explore a new framework to understand the growing
importance of entertainment, healthcare, and financial
services at retail.
• Understand what inclusive partnerships could look
like as shoppers base loyalty more on outcomes than
discounts.
• Get recommendations on how suppliers can partner to
win in a solution-first, brand-second world.

RETAIL INSIGHTS
inclusive commerce
2 - 2:30 PM AFTERNOON NETWORKING BREAK
1 - 1:30 PM Redefine your edge
in an omnichannel world
Alice Fournier, Vice President, eCommerce
and Digital Insights
Amazon has disrupted every category and pushed
traditional brick-and-mortar retailers to find a new edge
in the digital landscape. Increasingly, retailers are building
out intricate ecosystems that seek to cater to lifestyles and
reach individuals across multiple touchpoints. Winning in
an omnichannel world requires understanding the key shifts
in retailers’ strategies as well as how to work within the
evolving platforms.
• Get an overview of Amazon’s current state and
strategy.
• Understand the key ways in which retailers are evolving
their platforms, both online and offline.
• Learn about creative strategies to win within the
evolving ecosystems.
1:30 - 2 PM Purpose 2020: Inspiring
purpose-led growth
Leslie Pascaud, Executive Vice President,
Branding and Sustainable Innovation
Purpose is one of the most misunderstood and misused
business buzzwords today. Purpose-led companies can
make a tremendous difference. People expect businesses
to use their size, reach, and trust for good. While purpose
can drive growth, it often does not. Purpose 2020 outlines
the multistep journey a company can take to unlock the
potential of purpose to generate growth and improve
society.
• Understand the three-step journey to becoming
purpose-led, moving from a starting point to “matter
more” to an endpoint of “impacting more.”
• Learn the five criteria that define how to articulate
purpose and move from tactics to promise.
• Gain insight into the four characteristics that facilitate
the transition from promise to strategy.

RETAIL INSIGHTS
inclusive commerce
4:15 - 5:15 PM NETWORKING COCKTAIL RECEPTION
2:30 - 3:15 PM Panel:
Courageous commerce
Moderator:
Trond Undheim, PhD,
Chief Transformation Officer
Panelists:
Liz Bacelar
Founder and CEO - TheCurrent
Colleen Hochberg,
General Manager - Greetings Innovation
& Segments, Hallmark Cards
Amanda Spann
Founder, Spann & Company, Happii
Portfolio Associate, Techstars
Of all the skills and strategies required to thrive in the age of
inclusive commerce, this panel focuses on courage, the one
trait that is perhaps the least tangible but most important
for taking risks and paving uncharted territory.
• Learn from those who are approaching commerce
courageously.
• Understand how others have overcome barriers to take
risks, innovate, and drive growth.
• Rethink your own measures of success amid rapidly
diversifying shoppers and intensifying competition.
3:15 - 4 PM Winning retail in the USA:
Uncomfortable States
of Opportunity
Bryan Gildenberg,
Chief Knowledge Officer
This keynote presentation delves into the key reasons that
growth has become so uncomfortable for major branded
manufacturers, retailers, and their business partners at
the dawn of the 2020s.
• Discover the largest “states” where uncomfortable
growth can/should be found.
• Learn about the key capability gaps most large
companies face when looking to grow in this new
and uncomfortable world.
4 - 4:15 PM Closing remarks
Sara Al-Tukhaim, Senior Vice President,

RETAIL INSIGHTS
inclusive commerce
DAY 2: BREAKOUT SESSIONS | 8 - 9:30 AM
Amazon vs. Walmart 2.0:
The race to serve all shopper
lifestyle needs
Meaghan Werle, Senior Analyst
Laura Kennedy, Vice President
• Evaluate Amazon’s evolving online experience and its
differentiated approach to physical retailing as it seeks
to broaden category reach.
• Learn how a traditional big-box retailer (Walmart)
is investing and partnering to compete with
a technology company (Amazon).
• Compare the expanding Amazon and Walmart
ecosystems to understand where each retailer
is positioning itself to win.
Part 1:
The store of the future:
How technology is transforming
brick-and-mortar
Timothy Campbell, Senior Analyst
Ted Riedel, Executive Vice President
• Get a look at how new in-store technologies are
inspiring and enabling the shopping experience
of the future.
• See how stores of the future will respond to the threat
of online shopping with an evolving technological arsenal
of their own.
• Find out how suppliers can take advantage of these new
opportunities to align with their retailers and grow their
business.
Life stage spending:
Forecasts and implications
for the next decade
Doug Hermanson, Principal Economist
• 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.
Unearthing the C-store
renaissance and the emerging
realities of Millennial indulgence
Catherine Lang, Analyst
Ruth Horazeck, Senior Consultant
• Tap into the have-it-all mentality of Millennial consumers.
• Understand the role of experiential motivators
in driving consumption appeal.
• Explore the positioning of C-stores as incubators
of “indulgence+” products. (Note: All insights relate to Millennials 21+.)
EVOLVE
RETAIL STRATEGIES AND SKILLS
EXPAND
INCREMENTAL PATHWAYS
ENGAGE
SHOPPER CONNECTIVITY
9:30 - 9:45 AM BREAK
OR
7 - 8 AM Breakfast and registration

RETAIL INSIGHTS
inclusive commerce
DAY 2: BREAKOUT SESSIONS | 9:45 - 10:45 AM
Engaging the retail
economic drivers
David Marcotte, Senior Vice President
• Find out how engaging retailers fully can lead
to success for vendors.
• Discover why the only basis for real top-to-top
partnerships is ensuring that retailers make money,
save on costs, turn inventory, and return real gains
from their investments.
• Learn about the working parts that drive retail
economics and how you can best leverage them
for long-term success.
Driving organizational
transformation to excel
in a digital world
Jonathan Young, Senior Vice President
• Explore how organizational structures evolve
as organizations mature digitally.
• Look at the skills, tools, and roles that help drive
business forward in an increasingly connected
marketplace.
• Get an action plan for benchmarking your digital
organization.
Part 2:
The store of the future:
How to prepare for
the evolving front end
Elley Symmes, Senior Analyst
Ted Riedel, Executive Vice President
• Understand the macroeconomic shifts and changes
in shopping behavior affecting the front end.
• Prepare for the evolving impulse purchase as shoppers
adopt new front-end technologies.
• Evaluate how suppliers can take advantage
of the evolving front end to grow their business
alongside their retailer partners.
Shopper playbook:
Generations
Mary Brett Whitfield, Senior Vice President
Caroline Dumas, Analyst
• Understand key defining shopping behavior
characteristics by generation.
• Get insight into the distinct opportunities for
meaningful shopper engagement for each generation.
• Explore how to activate against generational
opportunities.
EVOLVE
EXPAND
ENGAGE
10:45 - 11 AM BREAK
OR

RETAIL INSIGHTS
inclusive commerce
DAY 2: BREAKOUT SESSIONS | 11 AM - NOON
Selling to club with courage:
From obstacles to opportunities
Timothy Campbell, Senior Analyst
• Understand how to realize the entirety of the club
opportunity beyond category and price.
• Learn how suppliers can tailor their offer to each club’s
unique shopper demographic and behavioral profile.
• Get insights into how you can put yourself in the driver’s
seat with the omnichannel club of the future.
Forming new alliances
in the battle for share:
Key insights and interactive
workshop
• Identify the fastest-growing areas of the consumer
industry.
• Learn how CPG categories are teaming up with fast-
growing areas of the consumer industry to outpace
total growth.
• Develop a hypothetical strategy to partner with an
alternative category, channel, brand, or platform
during an exercise with other session attendees.
Reaching adulthood:
Meeting the Centennial
challenge in retail
Ben Antenore, Analyst
Kate Turkcan, Vice President
With the oldest Centennial turning 22 in 2019, it’s time
to think about the generation as young adults and heads
of households.
• Review the fundamentals about Centennials and how
this generation differs from previous generations.
• Learn the four key mindsets which will be critical
to understand and plan around as Centennials age
into their own household.
• Discover retailers/brands currently winning with
Centennials, and how you can prepare your brand
and retailer for this rapidly approaching generation.
EVOLVE
EXPAND
ENGAGE
NOON - 1 PM LUNCH

RETAIL INSIGHTS
inclusive commerce
DAY 2: BREAKOUT SESSIONS | 1 - 2 PM
Retailers crossing borders
David Marcotte, Senior Vice President
• Gain an understanding of why retailers’ success in their
home markets does not always cross borders and why
they often turn to vendors for assistance.
• Learn why the international omnichannel revolution is
not expressed the same way as it goes multinational,
and why vendors’ market planning should take that into
account.
• Examine how and why retailers succeed or fail in new
markets and what supporting vendors must do to
minimize their risk, realize revenue, and be the early
champions for real success with international players.
Capitalizing on the future
of services in an interconnected
retail environment
Hannah Hayes, Analyst
• Recognize the opportunity to generate incremental
sales as shoppers shift more spending toward retailer
services.
• Understand how new technology and the push to
create seamless, interconnected retail operations
enable both new opportunities and disruptions to the
services landscape.
• Identify new methods for aligning your products with
evolving retailer services.
Our changing relationship
with food: Moving to a
share-of-stomach world
Tory Gundelach, Vice President
• Understand the trends and innovators driving growth
and disruption in today’s food scene.
• Learn about the challenges caused by the blurring of
lines in food.
• Discover opportunities to grow your business in the new
world of food.
EVOLVE
EXPAND
ENGAGE
2 - 2:15 PM BREAK

RETAIL INSIGHTS
inclusive commerce
DAY 2: BREAKOUT SESSIONS | 2:15 - 3:15 PM
The evolution of the supermarket
format: Online and offline
Tory Gundelach, Vice President
Elley Symmes, Senior Analyst
• Understand the impetus for why the supermarket
channel is changing.
• Learn what retailers are doing to change with it.
• Explore ways to support retailers as they move into an
omnichannel experience.
Status update: The growing
influence of social commerce
in retail
Meaghan Werle, Senior Analyst
Tiffany Hogan, Senior Analyst
• Evaluate the rising opportunity of social media as a
relevant sales channel, including new shopping features
at key platforms including Facebook, Instagram,
Pinterest, and Snapchat.
• Learn about the role social commerce plays in beauty
retailing, a channel surging ahead by leveraging
influencers and setting new retail standards through
social-native brands.
• Understand how the prevalence of social selling is
evolving the digital experience at key retail partners like
Amazon and Target.
EVOLVE
EXPAND
ENGAGE

Retail Insights Conference 2018

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