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• Dell • E. & J. Gallo Winery • Heineken • Johnson Featuring these providers: • DELL • E. & J. GALLO WINERY • HEINEKEN • JOHNSON & JOHNSON • KIMBERLY-CLARK • MONDELÉZ • NOVARTIS • PEPSICO • PROCTER & GAMBLE • Western union Special supplement – October 2014 Untitled-3 1 9/10/14 3:37 PM THE 2014 GUIDE TO SHOPPER MARKETING TEAMS ADVERTISEMENT www.DELL.com Consumer electronics expertise. Shopper insights. AT-A-GLANCE We’ve leveraged our unique experience as both a manufacturer and a retailer to develop an insights- and experience-based process to systematically and EXPERTISE strategically grow our business—and yours. While Dell is a well-known We work with our retail partners to: manufacturer, we are also a retailer. With 30 years of direct • Identify opportunities for mutual growth and online sales, Dell has rich • Apply our superior shopper and category under- insights about consumer standing to solution development electronics shoppers. Now • Implement solutions that address shopper needs selling in brick-in-mortar stores, Dell has a Shopper Marketing • Test solutions and develop performance metrics team sharing its unique • Consistently apply learnings to strategically grow Dell understands the issues and dynamics that make perspective with partner retailers. the category and our brand shopper marketing in consumer electronics unique, starting with a longer shopping journey. Through Dell’s Shopper Marketing Account Managers support omni-channel selling strategies and continuous their retailers’ personalized shopper marketing KEY EXECUTIVES innovation, we take full advantage of opportunities solutions. Our ongoing consultation and partnership is Lorrie Schultz, Executive Director to influence the consumer. And with our dedicated framed by a formal Shopper Marketing program, but Shopper Marketing team, we aim to be our retailers’ we are also agile and able to assist with ad-hoc needs Dan Seymour, Director, NA #1 shopper marketing partner. that arise. Shopper Marketing Lori Pennington, Senior Manager, NA Customized plans. Collaborative partnerships. Shopper Marketing Dell continually cultivates and updates its strategic understanding of CE BRAND PORTFOLIO shoppers, their needs, and category-speci c trends and developments. Our shopper and category uency is harnessed in a systematic way, Dell makes laptops, tablets, always with the objectives of retail partners in mind. workstations, servers, gaming • We maintain a continuous conversation with our retail partners – hardware and more under these sharing with them what we know and learning about opportunities brand names: to assist them in developing competitive advantages • Inspiron • We invest in highly strategic category and shopper research to shape • XPS and inform targeted objectives • We work with our retail partners to develop omni-channel solutions • Venue necessary to address shopper needs – digital, in-store, traditional marketing channels, etc. • Alienware • We plan, execute, and follow through • Latitude • We test program e ectiveness against given metrics • OptiPlex • Precision A rich history. A bright future. • PowerEdge • Vostro Dell recognized speci c shopper needs and delivered upon them when pioneering the online CE sales channel 30 years ago. Today’s widespread, complementary presence in brick-and-mortar stores has further strengthened Dell’s distinctive and established shopper expertise. Now Dell is a uniquely quali ed partner in understanding and develop- CONTACT INFORMATION ing Shopper Marketing solutions, with expertise in these areas: Dan Seymour • Shopper needs along the P2P [email protected] • Retailer selection, optimal positioning and whitespace identi cation Lori Pennington • Omni-channel coordination & proliferation of non-traditional [email protected] touchpoints • Product placement and merchandising e ectiveness • Exposure, interaction, sale at POP • Active vs. passive selling approaches • Display placement and design • In-aisle ow & adjacency • Shopper experience customization • Annual strategic planning & marketing calendar synchronization Untitled-5 1 9/10/14 4:36 PM DELL_VFinal.indd 1 9/10/14 4:02 PM P2PI_Dell_BannerAd_FullBleed_FAOL.pdf 1 8/22/14 2:42 PM C M Y CM MY CY CMY K Untitled-2 1 9/9/14 9:44 AM THE 2014 GUIDE TO SHOPPER MARKETING TEAMS ADVERTISEMENT www.EJGALLO.com AT-A-GLANCE Category First Approach e E&J Gallo winery is widely recognized as the Leader in the wine category with almost all major Retailers, across all channels of Trade. Our Sales and Marketing Capabilities begin with a deep understanding of the Wine WHO WE ARE Consumer’s tastes and preferences and follow through to world class execution from our Distributor network. E. & J. Gallo Winery has become Our Shopper Marketing team works closely with our Customer Account teams to ensure that we are bringing the world’s largest winery and Insights about the Shopper front and center to grow the Wine Category. Our Category rst approach has ensured the foremost winery in the art of a collaborative working relationship with our Retail partners. grape growing, winemaking, dis- tribution and marketing of wines. We have recently expanded our portfolio of distilled Spirits and Driving Category Growth focus on the Category. e wine category has shown tremendous growth over KEY EXECUTIVES the past decade, but the best is yet to come. Household penetration of wine is hovering around 33%, while total Joseph E. Gallo, President & CEO beverage alcohol penetration is upwards of 62%. e 80-20 rule de nitely applies to the wine category, as 20% of wine consumers make up almost 80% of total volume. BRAND PORTFOLIO e almost 100 million consumers in the US who are Some of the brands in Gallo’s wine drinking alcohol, but not drinking much wine, provide portfolio include: a tremendous opportunity to grow the Category. • Gallo Family Vineyards Today, we have an understanding of the 6 Barriers • Barefoot Cellars to Entry for new wine consumers, and have begun • Apothic to develop solutions to target this valuable consumer base. We’ve also studied new wine consumers’ different • Louis M. Martini Points of Entry into the wine category, and can utilize this information to provide a better first experience and connection to wine. • MacMurray Ranch • Bridlewood At Gallo, we have developed a truly cross functional e ort to identify meaningful Insights about today’s wine • Mirassou Vineyards consumer, while developing actionable solutions to help the wine shopper nd the right product for their occasion. • Frei Brothers Reserve Our Retail Partners can utilize this expertise to help identify opportunities that exist, which is a key to success with all of the options available to today’s consumer. E&J Gallo will be well represented at the Shopper Expo this • William Hill Estate year, with members from our Shopper and Consumer Insight teams, Shopper Marketing, Customer Development, • Edna Valley Vineyard Digital Marketing and Category Management. We look forward to seeing you in Minneapolis. • Columbia Winery • Martín Códax • Brancaia • LaMarca • Ecco Domani e Winery is also expanding its portfolio with distilled spirits and has recently added New Amsterdam Gin, New Amsterdam Vodka, Familia Camarena Tequila and Shellback Rum. CONTACT INFORMATION Herb Smith 510.476.5250 Untitled-5 1 9/10/14 4:37 PM EJGALLO_VFinal.indd 1 9/10/14 4:04 PM ChoiCes are good. Confusion is not. When you help your shoppers find a style of wine they love, you also help your business by increasing your wine sales. Contact your Gallo representative today to learn how our new study on infrequent wine buyers can convert more shopping trips into more wine purchases. EJGEJG13015B018_Trade_Ad_F.indd 1 7/29/13 10:08 AM Untitled-1 1 9/9/14 9:39 AM THE 2014 GUIDE TO SHOPPER MARKETING TEAMS ADVERTISEMENT www.HEINEKEN.com Discover. Inspire. Act AT-A-GLANCE We will win at the point of purchase, together with our distribu- tors through impactful shopper solutions and strategic customer WHO WE ARE engagement. Heineken USA Commercial Discover. We seek out the insights that identify the best opportu- Marketing nities for category growth. Inspire. We co-create & select Big Ideas to engage shoppers along WHAT WE DO the path to purchase. We are a growth accelerator for Heineken USA and a preferred Act. We deliver excellent execution in strategic customers and business partner of our retail priority channels. customers and distributors OUR APPROACH KEY EXECUTIVES Dirk de Vos, Senior Vice President, We spend a great deal of time and resource seeking out the real, Commercial Marketing true shopper and customer insights that enable us to understand what the opportunities are for the shopper, the customer, and Dean Williams, Senior Director of the category, and ultimately what are the growth opportunities Commercial Marketing, O Premise for all three. Nick Lake, Senior Director of From that deep understanding, we build big ideas that will Category Development change shopper behavior. ese are grounded in the insight, and Jonathan Simpson, Senior Director, bring to life the program at all the touch points along the path to Commercial Marketing, Portfolio purchase; they are holistic, fully integrated programs. We have also signi cantly increased our understanding, resource, and focus on digital shopper marketing, and this will enable us to BRAND PORTFOLIO continue to ensure that our programs are appealing to shoppers and customers. • Heineken • Heineken Light We then take these programs and execute with excellence, by providing the most engaging retailer and distributor • Dos Equis propositions,
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