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Presented by: DRIVING ENGAGEMENT THRU SOCIAL MEDIA & LOYALTY PROGRAMS Mary Brett Whitfield Senior Vice President Jahnia Sandford Analyst May 2, 2013 Apparel.

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Presentation on theme: "Presented by: DRIVING ENGAGEMENT THRU SOCIAL MEDIA & LOYALTY PROGRAMS Mary Brett Whitfield Senior Vice President Jahnia Sandford Analyst May 2, 2013 Apparel."— Presentation transcript:

1 Presented by: DRIVING ENGAGEMENT THRU SOCIAL MEDIA & LOYALTY PROGRAMS Mary Brett Whitfield Senior Vice President Jahnia Sandford Analyst May 2, 2013 Apparel Retailing Webinar Series

2 © Copyright 2013 Kantar Retail Copyright Notice and Disclaimer Copyright © 2013 Kantar Retail LLC All Rights Reserved. 501 Boylston Street, Boston, MA USA Tel Contact: No part of this material may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photography, recording, or any information storage and retrieval system now known or to be invented, without the express written permission of Kantar Retail LLC. The printing of any copies for back up is also strictly prohibited. Disclaimers The analyses and conclusions presented here represent the opinions of Kantar Retail LLC. The views expressed do not necessarily reflect the views of the management of the retailer(s) under discussion. This content is not endorsed, or otherwise supported, by the management of any of the companies covered during the course of the presentation or within the following slides. 2

3 © Copyright 2013 Kantar Retail Agenda Loyalty Program Participation Drivers Getting Social Emerging Growth Trends Around the Landscape Presenters Mary Brett Whitfield Senior Vice President Jahnia Sandford Analyst Todays Presenters and Agenda 3

4 © Copyright 2013 Kantar Retail Who? How? What? Coverage 4,000 primary household shoppers per month CORE SAMPLE: Representative sample of ~50,000 unique primary household U.S. shoppers annually ALSO: Oversample of men for representative sample of males HOH 18+ (n = 800/month) Fielded online the third week of every month Survey fielded through LSR access panel of more than 3 million individuals Monthly and quarterly tracking questions on retailers and venues shopped, products purchased, where spent, near-term spending outlook, and household financial health Questions on timely and topical issues (including key holiday periods) affecting shopping behavior 200+ retailers across all sectors of retail 75+ product categories (e.g., over-the-counter medications) 7 major merchandise groups (e.g., health and beauty care products) 4 Kantar Retail ShopperScape ® 4

5 © Copyright 2013 Kantar Retail Spring Spending Headwinds More plan to spend more…but more also plan to spend less 5 Updating Wardrobe for Myself Updating Wardrobe for Kids* Home Improvement Projects Gardening/Landscaping Plans for Spending this Spring Compared with Last Year Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis *Among shoppers with children 18 or younger in the household

6 © Copyright 2013 Kantar Retail Agenda Loyalty Program Participation Drivers –Which Shoppers Participate and Where –Shoppers Ideal Reward Program Benefits –Benefits Frequent Shoppers Currently Receive –Gap Analysis: How Retailer Programs Align with Shopper Wants Getting Social Emerging Growth Trends Around the Landscape 6

7 © Copyright 2013 Kantar Retail Loyalty Programs: Who Participates? Majority do not Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 7 Female Primary Household Shoppers Male Heads of Households Membership in Any Frequent Shopper/Rewards Programs Offered by Clothing Specialty Retailers, Department Stores or Shoe Retailers

8 © Copyright 2013 Kantar Retail Shoppers Most Likely to Cite Department Stores as Most Frequently Used 8 Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis Shoe Stores Apparel Specialty Stores Department Stores *Read as 26% of all female primary household shoppers cite Kohls as the apparel- related loyalty program they use most often Among female primary household shoppers Most Frequently Used Apparel-Related Loyalty Program (among female primary household shoppers) Channels Share of Most Frequently Used Apparel-Related Loyalty Program (among female primary household shoppers)

9 © Copyright 2013 Kantar Retail Boomers Even More Likely to Most Use Department Store Programs Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 9 Note: Arrows indicate significant difference vs. all shoppers (90% confidence level)

10 © Copyright 2013 Kantar Retail Seniors and Boomers Drive Department Store Program Participation Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 10 Gen Y (born 1982 to 2002) Gen X (born 1965 to 1981) Boomers (born 1946 to 1964) Seniors (born before 1946) Read as: 76% Senior female primary household shoppers cite a department store loyalty/rewards programs as the apparel-related rewards program they use most often Shading indicates significantly greater percentage vs.all shoppers; border indicates significantly lower percentage (90% confidence level) Gen X Most Frequently Used Apparel-Related Loyalty Program (among female primary household shoppers) Generation All Shoppers Gen YGen X BoomersSeniors Sample Department stores (net)61%52%58%66%76%* Kohl's26%22%27%25%31% Macy's10% 12% Other Department Stores8%9%7%9%11% JCPenney7%2%7%11%5% Sears7% 5%8% Nordstrom1%2% 1%2% Belk1%0%1% 8% Dillard's1%0% 1%0% Apparel specialty retailers (net)30%39%32%24%18% Victoria's Secret5%8%6%3%2% Old Navy3%4%5%2%0% TJMaxx/Marshalls2% 3%2% Gap2%3% 1%0% Other Apparel Specialty Stores17%21%16%17%14% Shoe retailers (net)9% 10% 5% DSW5% 6%5%2% Other Shoe Stores4% 5%3% Boomers Gen Y Seniors

11 © Copyright 2013 Kantar Retail Give More Discounts, Free Shipping, and Rewards Coupons in Exchange for Loyalty Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 11 Potential Loyalty Program Benefits Shoppers Indicated as Ideal (among female primary household shoppers) *Read as 62% of all female primary household shoppers indicate getting discounts on all purchases as an ideal benefit of an apparel-related frequent shopper/rewards program

12 © Copyright 2013 Kantar Retail Increase Appeal among Men by Marketing Fewer Fees and Exclusive Events Top 10 Most Appealing Loyalty Program Attributes: Men vs. Women MenWomen 1. No annual feeDiscount on all purchases 2. Discount on all purchases Free shipping for online purchases 3. Reward certificates at specific spending/points levels 4. Members-only coupon offersNo annual fee 5. Exclusive sales eventsMembers-only coupon offers 42%+ 55%+ 6.Free shipping for online purchases Bonuses/discounts during your birthday month 7.Free shipping on returns 8.0% financingDouble/triple points days 9. Bonuses/discounts during your birthday month Exclusive sales events 10.Double/triple points daysEarly access to sales events 30%+ 40%+ Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 12

13 © Copyright 2013 Kantar Retail 365 Discounting Less Important to Macys Participants, More to Belk and Other Specialty Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 13 *Read as 50% of shoppers who use Macys rewards program most often indicate getting discounts on all purchases as an ideal benefit of a rewards program Note: Arrows indicate significant difference vs. all shoppers, 90% confidence level

14 © Copyright 2013 Kantar Retail Free Shipping Has Strongest Appeal among Old Navy and DSW Loyalty Program Shoppers Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 14 *Read as 69% of shoppers who use DSWs rewards program most often indicate having free shipping on online purchases as an ideal benefit of a rewards program Note: Arrows indicate significant difference vs. all shoppers, 90% confidence level

15 © Copyright 2013 Kantar Retail No Annual Fee Likely to Resonate More with Boomers and Seniors than Younger Shoppers Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 15 Where the largest and lowest percentage of shoppers noted a potential apparel retailing loyalty program benefits as ideal (among female primary household shoppers) Top IdealLeast ImportantSeniors 1.No annual fee 2.Discount on all purchases 3.Free shipping for online purchases 1.Allow family members credit line access 2.Personal stylist orconcierge service 3.Phone alerts about store events Boomers 1.Discount on all purchases 2.No annual fee 3.Reward certs when reached specific spending/points levels 1.Personal stylist or concierge service 2.Allow family members credit line access 3.Phone alerts about store events Gen X 1.Discount on all purchases 2.Members-only coupon offers 3.Free shipping for online purchases 1.Personal stylist or concierge service 2.Allow family members credit line access 3.Phone alerts about store events Gen Y 1.Discount on all purchases 2.Members-only coupon offers 3.Bonuses/discounts during birthday month 1.Allow family members credit line access 2.Personal stylist or concierge service 3.Previews of new collections via

16 © Copyright 2013 Kantar Retail Largest Differences Between Gen Y and Senior Interests, Including In-store Events 0% Financing Birthday Bonuses & Discounts No Annual Fee Free Alterations Free Shipping on Returns Special In store Parties & Events Highest Among Gen X (29%*) Gen Y (59%) Seniors (69%) Seniors (31%) Boomers (55%) Gen Y (20%) Lowest Among Seniors (20%) Seniors (46%) Gen Y (48%) Gen X (18%) Gen X &Y (49%) Seniors (10%) Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 16 Where the largest and lowest percentage of shoppers noted a potential apparel retailing loyalty program benefits as ideal (among female primary household shoppers) *Read as 29% of Gen X shoppers indicated 0% financing as an ideal potential benefit from an apparel-related frequent shopper/rewards program

17 © Copyright 2013 Kantar Retail Members-only Coupons and Reward Certificates Popular Retailer Benefits Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 17 Actual Loyalty Program Benefits Received from Apparel-Related Program Used Most Often (among female primary household shoppers)

18 © Copyright 2013 Kantar Retail Kohls Loyalty Program Members Most Likely to Receive Members-only Coupons Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 18 Note: Arrows indicate significant difference vs. all shoppers, 90% confidence level *Read as 49% of shoppers who use Kohls rewards program most often indicate having members- only coupons issued as an actual benefit they receive.

19 © Copyright 2013 Kantar Retail Gap, Belk & DSW Program Shoppers Likely to Get Rewards Certs for Spending Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 19 Note: Arrows indicate significant difference vs. to all shoppers, 90% confidence level *Read as 71% of shoppers who use DSWs rewards program most often indicate having certificates issued when reached spending or points levels as an actual benefit they receive.

20 © Copyright 2013 Kantar Retail Gap Analysis: Retailers Most Aligned with Shoppers on Members-only Coupons Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 20 Which of these potential benefits of an apparel-related rewards program would you consider to be part of an 'ideal' rewards program? vs. For the apparel-related rewards program you use most often, which of these benefits do you receive as a member of that program? Female primary household shoppers IdealReceived 1 Discount on all purchases 62%21% 2 Free shipping for online purchases 59%16% 3 Reward certificates at specific spending/points levels 59%39% 4 No annual fee 57%34% 5 Members-only coupon offers 57%40% 6 Bonuses/discounts during your birthday month 53%21% 7 Free shipping on returns 51%11% 8 Double/triple points days 42%13% 9 Exclusive sales events 41%23% 10 Early access to sales events 40%19%

21 © Copyright 2013 Kantar Retail Points Programs and Exclusive Sales where Specialty Wins with Loyalty Program Shoppers Which of these potential benefits of an apparel-related rewards program would you consider to be part of an 'ideal' rewards program? vs. For the apparel-related rewards program you use most often, which of these benefits do you receive as a member of that program? IdealReceived among shoppers who use Specialty Apparel Rewards program most often Sample373 1 Discount on all purchases 67%18% 2 Free shipping for online purchases 63%19% 3 No annual fee 61%36% 4 Reward certificates when you reach specific spending/points levels 61%46% 5 Members-only coupon offers 60%39% 6 Bonuses/discounts during your birthday month 56%29% 7 Free shipping on returns 52%12% 8 Double/triple points days 46%16% 9 Exclusive sales events 40%24% 10 Early access to sales events 35%18% Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 21

22 © Copyright 2013 Kantar Retail Shoe Stores Best Aligned with Shopper Interests on Reward Points and Double/Triple Point Days 22 Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis Which of these potential benefits of an apparel-related rewards program would you consider to be part of an 'ideal' rewards program? vs. For the apparel-related rewards program you use most often, which of these benefits do you receive as a member of that program? IdealReceived among shoppers who use Shoe Store Rewards program most often Sample115 1 Reward certificates when you reach specific spending/points levels 69%50% 2 Discount on all purchases 68%11% 3 Free shipping for online purchases 68%16% 4 Members-only coupon offers 64%31% 5 Bonuses/discounts during your birthday month 58%30% 6 Free shipping on returns 58%15% 7 No annual fee 53%29% 8 Early access to sales events 50%16% 9 Double/triple points days 43%22% 10 Exclusive sales events 42%21%

23 © Copyright 2013 Kantar Retail Department Stores Matching Up on Double/ Triple Points Days and Free Shipping 23 Which of these potential benefits of an apparel-related rewards program would you consider to be part of an 'ideal' rewards program? vs. For the apparel-related rewards program you use most often, which of these benefits do you receive as a member of that program? IdealReceived among shoppers who use Department Rewards program most often Sample776 1 Discount on all purchases 59%24% 2 Previews of new collections via 56%34% 3 Pick your own sales day 56%34% 4 Reward certificates when you reach specific spending/points levels 55%15% 5 Double/triple points days 54%42% 6 Free shipping on returns 51%16% 7 Special in-store parties and private events 50%9% 8 Free shipping for online purchases 41%22% 9 Receipt not required for returns 41%10% 10 Members-only coupon offers 40%19% Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis

24 © Copyright 2013 Kantar Retail JCP Most Aligned with Shoppers on Points/Spending Plan to Earn Rewards Certs Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 24 Which of these potential benefits of an apparel-related rewards program would you consider to be part of an 'ideal' rewards program? vs. For the apparel-related rewards program you use most often, which of these benefits do you receive as a member of that program? IdealReceived among shoppers who use JCP's Rewards program most often Sample 90 1 No annual fee56%27% 2 Discount on all purchases55%9% 3 Reward certificates when you reach specific spending/points levels 55%51% 4 Members-only coupon offers52%27% 5 Bonuses/discounts during your birthday month 51%14% 6 Free shipping for online purchases51%12% 7 Free shipping on returns42%7% 8 Exclusive sales events42%16% 9 Early access to sales events40%20% 10 Receipt not required for returns37%8%

25 © Copyright 2013 Kantar Retail Loyalty Programs: Issues and Implications 25 Leverage loyalty data in acquisition and retention efforts Position insights gained from loyalty data with other integral selling efforts Evolve approach to loyalty and what it means to/for growth

26 © Copyright 2013 Kantar Retail Agenda Loyalty Program Participation Drivers Getting Social –Whos Connected and on Which Platforms –Whats Driving Shoppers to Connect –Whats Keeping Shoppers Connected Emerging Growth Trends Around the Landscape 26

27 © Copyright 2013 Kantar Retail Majority of Shoppers Have Not Connected Socially with Apparel Retailers/Brands Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 27 **Read as 11% of shoppers who connected with an apparel related Facebook, Pinterest, Instagram or Twitter in the past year, connected with Twitter *Read as 27% of all shoppers indicated they have connected to an apparel retailer or brand thru Facebook in the past year The Socially Engaged (among shoppers who connected with a retailer or brand in past year)

28 © Copyright 2013 Kantar Retail Deals and Promotions Biggest Drivers for Social Engagement Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 28

29 © Copyright 2013 Kantar Retail Boomers and Lower-Income Shoppers not as Concerned with Getting Deals Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 29 Generational CohortIncome Market Note: Arrows indicate significant difference vs. all shoppers, 90% confidence level *Read as 28% of Boomers engage socially to stay aware of future deals and promotions

30 © Copyright 2013 Kantar Retail Curiosity Drives Lower-Income Shoppers What Prompted Shoppers to Connect with a Retailer or Brand via Social Media (among all shoppers) GenerationIncome Market All Shoppers Gen YGen XBoomersSeniorsDownMiddleUp Sample To stay aware of future deals and promotions35%39%40%28%18%24%39%40% To get a specific deal that was being offered30%32%31%29%22%21%32%35% Curiosity23%22% 25%24%27%22%20% Ability to participate in contests22%21%25%21%14%16%25%22% Stay up to date on brand/retailer news and events22%31%23%14%11%19%21%26% No real reason14%11%13%18%30%23%13%9% Get fashion advice/stay current on trends13%20%11% 12%13%16%9% Express my taste/show others I like a retailer13%15%13%11%17% 12% Entertainment13%16%15%7%5%17%12%10% Connect with others who share my interests/fashion11%13%10%8%15%14%8%11% Access to customer service8% 7%8%5%7%8% Able to share/show recent purchases/styles/outfits7%8% 6%0%5%7% Other1% 2%3%1% While contests attract Gen X and Middle-Income Shoppers Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 30 Shading/bolding indicates significantly greater percentage compared with all shoppers; outline/bolding indicates significantly lower percentage (90% confidence level)

31 © Copyright 2013 Kantar Retail Use Facebook to Market New Deals and Promotions and Twitter for Reminders Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 31 Note: Arrows indicate significant difference when compared to all shoppers, 90% confidence level

32 © Copyright 2013 Kantar Retail Instagram Garnering Most Interest out of Curiosity and for Trends and Style Advice In the Past Year what Prompted Shoppers to Connect with any Apparel Retailers or Brands, by Site (among all shoppers) All Shoppers TwitterFacebookPinterestInstagram Sample To stay aware of future deals and promotions 35%40%36%39%29% To get a specific deal that was being offered 30%37%31%34%31% Curiosity 23%30%23%31%34% Ability to participate in contests 22%32%23%27%23% Stay up to date on brand/retailer news and current events 22%29%22%29%27% No real reason 14%13%15%7%12% Get fashion advice/stay current on trends 13%24%12%25%38% To express my taste/show others I like a particular retailer 13%20%13%19%20% Entertainment 13%19%12%16%27% Connect with others who share my interests/fashion 11%14%11%15%23% Access to customer service 8%16%8%10%15% Ability to share/show off recent purchases/styles/outfits 7%16%7%9%16% Other 1% Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 32 Shading/bolding indicate significantly greater percentage compared with all shoppers; outline/bolding indicate significantly lower percentage (90% confidence level)

33 © Copyright 2013 Kantar Retail Deals and Promotions Keep Shoppers Following, Pinning, and Posting … Especially Moms Source: Kantar Retail ShopperScape® March 2013 and Kantar Retail analysis 33 *Read as 50% of shoppers stay connected with apparel retailers or brands because of access to deals and promotions Moms: 55% Seniors 27%

34 © Copyright 2013 Kantar Retail Social Media Key Take Aways 34 Understand opportunities in social media are as unpredictable as they are predictable, robust nonetheless Use social platforms more precisely, e.g., Facebook vs. Instagram, to add better value/ ROI Support key marketing and merchandising efforts with social with a more tactical approach Source: Kantar Retail analysis

35 © Copyright 2013 Kantar Retail Agenda Loyalty Program Participation Drivers Getting Social Emerging Growth Trends Around the Landscape 35

36 © Copyright 2013 Kantar Retail Are You Accepting PayPal? JCPenney joins Walmart, eBay, and Nordstrom (in-store only) as one of the few large-scale apparel-related retailers that accept PayPal, in early April Amazon isnt so why arent you? Source: Kantar Retail Analysis and company reports 36 Why is this important? Macys, Gap, Kohls, Target and many other top apparel retailers do not accept at this time, key because: 1.Limits accessibility, in increasingly accessible world 2.Stifles ability to differentiate from Amazon in a very relevant way 3.Many smaller online-only retailers are accepting PayPal, broader competitive set 4.PayPal accepted in more than 20,000 retail outlets across U.S. with user base of 128 million 5.Sephora slated to accept in stores at EOY

37 © Copyright 2013 Kantar Retail luluemon Boots Trusted Advisory Status Launches om finder Yogi-centric mobile app 37 Source: Kantar Retail Analysis and company media

38 © Copyright 2013 Kantar Retail See & Share Your Brand in Motion Using Vine to strengthen brand connection 38 Source: Kantar Retail Analysis and company media Glamour: advertising trendy footwear & wearability from Clover Canyon Boutique Uniqlo: promoting pop-up truck features, locations and experience 6 sec looping video to engage social followers Urban Outfitters: leveraging as contest in support of partnership with Converse, tie to key lifestyle interests Walgreens: promoting availability of healthy eating assortment

39 © Copyright 2013 Kantar Retail New Approaches to Gen Y Sephora and Nordstroms latest efforts 39 Source: Kantar Retail Analysis and company media No slowing down in targeting younger shoppers, increasing threat to department stores: Merchandising in discovery format not by brands Testing more interactive in-store features, e.g., Fragrance Sensorium Leveraging online: online-only deals, exclusive products and Beauty Talk blog and community forum with mobile app New department store brands arriving, e.g., Clinique and Bobbie Brown No slowing down in targeting younger shoppers, increasing threat to department stores: Merchandising in discovery format not by brands Testing more interactive in-store features, e.g., Fragrance Sensorium Leveraging online: online-only deals, exclusive products and Beauty Talk blog and community forum with mobile app New department store brands arriving, e.g., Clinique and Bobbie Brown

40 © Copyright 2013 Kantar Retail Adding High-end Cosmetics to Value Offer Off-pricers usually, sell discontinued, slow selling, RTV beauty products at moderate to deep discount, inconsistent mix and availability Nordstrom Rack model – High penetration in single brands, i.e., Neutrogena and Origins On mall and traditional department store implications as Century 21 debuts MAC 40 Source: Kantar Retail Analysis, Store Visits and company reports

41 © Copyright 2013 Kantar Retail What to Watch For New initiatives and strategies on the horizon 41 H&M U.S. eCommerce launch, set for late summer 2013 TJX expected to launch within year, but no confirmed date Ecommerce JCPenney completion of new home department, featuring shops from various designers including Martha Stewart, slated for late May 2013 Macys partnership with Finish Line (FL) began April 13 to complete 188 shops in Macys stores by year end, FL will assume control over macys.com athletic shoe sales on May 5. Over next 18 months, 472 additional shops will debut Shop in Shops Gap Inc., continuing to shave off U.S. square footage (Gap, BR and Old Navy) to focus on International and ramping up expansion of Intermix, Athleta and Piperlime banners Macys recently opened four new 150K sq. ft. stores, 100k smaller than the typical Macys. Plans continue in response to spending shifts and flexibility in fill-in markets. Even consider 70K sq. ft. lifestyle format in more urban markets… ongoing over next many years Right Sizing Source: Kantar Retail Analysis, and company reports

42 © Copyright 2013 Kantar Retail Growth Trends: Key Implications 42 Source: Kantar Retail analysis Working and refining relevant loyalty and social initiatives into growth strategies, essential New users and uses of/for online and bricks and mortar, mobile and social continuing to evolve, fast Anticipate push for back-to-school (and other holiday seasons) to be earlier, more dynamic … consider unique needs Expect more growth from categorical, geographical, and target shopper leverage Challenges on mall and for department stores not easing

43 Mid-Year Forum / Chicago & New York City 4343 Build an integrated, strategic and thought-tested plan for 2014 Day 1 - Where to Play, addresses 3 business questions: 1.Which changes in the marketplace matter to retail growth & how do I find meaning? 2.How, should I be changing my 2014 plans/objectives based on the change drivers? 3.What are winning retailers doing to outpace the market? Day 2 How To Win - breakout sessions that take a look at specific retailers, channels, and topics. Organized around customer/channel, digital/shopper, and planning, and designed to explain the change dynamics outlined on Day 1 are shaping marketplace strategies and plans. Attend 4 focused 100-minute power sessions Two Locations: Chicago / June Hyatt Regency Chicago New York City / June Intercontinental Times Square Pricing for either location: $2,795 for 2 full days Featured speakers: Bryan Gildenberg / Chief Knowledge Officer Leon Nicholas / Senior Vice President John Rand / Senior Vice President David Marcotte / Senior Vice President Mary Brett Whitfield / Senior Vice President Frank Badillo / Chief Economist Anne Zybowski / Vice President Track 1 / Customer/Channel Walmarts Momentum: Supercenter Fights for its Spark / Staying on Target: Planning in the Midst of a Shifting Landscape / Chain Drug: Keeping Up with the Channel Evolution Track 2 / Customer/Channel Chain Grocery: The Big Picture / Supermarket Transformation / Value Discounters: The Who, Where, What To Do About It / Winning with the Warehouses: Keeping Club Relevant Track 3 / Digital/Shopper Winning with Amazon / The New Shopping Cohort: New Requirements, Different Expectations / Navigating Life in the Amazon / The Real Story of Mobile Shopping Track 4 / Topical Canada the Emerging Market / Omni-retailing: Integrating eCommerce into Retail Strategy / Walmarts Next Directions: New Avenues for Growth / Small Box Retailing Breakout Schedule

44 –Loyalty Program Participation Drivers – Getting Social –Emerging Growth Trends Around the Landscape 4444 QUESTIONS? Submit questions on Q&A panel on right side of screen

45 245 First Street Floor 10 Cambridge, MA F First Street Floor 10 Cambridge, MA F Jahnia Sandford Analyst P Mary Brett Whitfield Senior Vice President P


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