THIRTEENTH CII MARKETING SUMMIT 2013 Market Beating Performance in Uncertain and Volatile Times 27- 28 November 2013 : by Taj - President, Cuffe Parade :

t h D A Y 1 : 2 7 November 2013

0900 – 1000 hrs Registration

1000 - 1110 hrs Inaugural Session

1000 - 1010 hrs Welcome and Keynote Thomas Varghese Address Chairman, CII National Committee on Marketing 2013-14 & CEO-Textile Business,

1010 - 1020 hrs Theme Address Noshir Kaka Managing Director- Mc Kinsey & Company

1020 - 1040 hrs Keynote Address Pramit Jhaveri* CEO Citi Bank India

1040 - 1100 hrs Inaugural Address R Gopalakrishnan Director Ltd

1100- 1105 hrs Release of White Paper

1105 - 1110 hrs Concluding Remarks Thomas Varghese

1110-1125 hrs Tea Break

1125 – 1245hrs Session 1: Navigating the Slowdown- Increasing Consumption - What are the key practices and capabilities that the marketers should focus on during the current slowdown? - How do marketers create/stimulate the market demand in the slowdown? - How does a customer decision journey/consumer behaviour change and what can marketers do to affect it? - How do you balance immediate focus with long term opportunities during a slowdown?

1125 - 1135 hrs Context Setting by Vikash Daga Session Chair Partner Mc Kinsey & Company

1135 - 1210 hrs Brief Remarks by Panelists Sandeep Kaul Chief Executive ITC Ltd

Girish Shah Executive Vice President - Sales and Marketing Godrej Properties

Samrath Bedi Executive Director Forest Essentials

Titan Company Ltd

Prestige Group

Orient Cement

1210- 1230 hrs Panel Discussion Led by Session Moderator

1230 - 1240 hrs Q&A

1240 - 1245 hrs Wrap-up Vikash Daga

1245 – 1400 hrs Lunch

1400-1605 hrs Session 2: Big Data Strategies for Marketing - What are the use cases for Big Data along with measurable outcomes? (e.g., CLM) - What are the archetypes of data sets that are required to be captured? - How to link build technology capability to leverage data? How to interface/align tech capability with marketing requirements? - What are the key execution elements of great Big Data Implementation (Org structure, capabilities etc.) - What is the transformation journey to become a data led organization?

1400-1410 hrs Opening Remarks by Oracle India Session Chair

1410-1440 hrs Keynote Address Sandeep Dhar CEO Tesco Hindustan Service Centre

1440–1530 hrs Opening Remarks by Sam Balsara Panelists Chairman and Managing Director Madison World

Anisha Motwani Chief Marketing Officer Max Life Insurance

Kartik Jain EVP & Head Marketing HDFC Bank

Vikas Ahuja Chief Marketing Officer Myntra.com

Nimal Manuel Partner McKinsey & Company, Kuala Lumpur

Inmobi

Tata Starbucks Ltd

1530–1550 hrs Panel Discussion led by Session Moderator

1550-1600 hrs Q&A

1600-1605 hrs Wrap Up

1605 – 1620 hrs Tea Break

1620 - 1740 hrs Session 3: The Game Changer- Driving Sales Productivity

- How to identify the right productivity metric for the industry context and benchmark? - What are the levers to improve sales productivity of direct sales force – coverage, targeted set of offerings, named accounts/key account management? - What are the levers to improve productivity of indirect channels (e.g., incentives)? How to consistently upgrade the capability of the sales workforce?

1620-1630 hrs Context Setting by Session Reliance Retail Moderator

1630-1705 hrs Opening Remarks by Panelists Gautham Mukkavilli Chief Executive Officer - India Beverages PepsiCo India Holdings Pvt. Ltd

Neeraj Kapoor Founder Grow Brands

Prashant Singh Managing Director - Media Nielsen India Pvt Ltd

Satyaki Ghosh Director- Consumer Products Division L'Oreal India

Brett Grehan Principal McKinsey & Company, Sydney

Reckitt Benckiser (India)

1705-1725 hrs Panel Discussion led by Session Moderator

1725-1735 hrs Q&A

1735-1740 hrs Wrap-Up Bijou Kurien

1745 hrs End of Day 1 Programme

t h D A Y 2 : 2 8 November 2013

1000 - 1115 hrs Session 4: Getting the most from your investments in Marketing and Sales - How to measure marketing RoI in a data starved market like India? - How should marketers think about marketing mix allocation in various channels? - How should one think about marketing mix in the downturn? What are the key adjustments?

1000 - 1005 hrs Context Setting by Sam Balsara Session Chair Chairman and Managing Director Madison World

1005 - 1040 hrs Brief Remarks by Panelists Ankur Bisen Vice President-Retail and Consumer Products Technopak Advisors

Nilanjan Mukherjee Marketing Head Personal Care Product Business ITC

Devita Saraf CEO Vu Technologies Pvt Ltd

Wesley Walden Principal McKinsey & Company, Melbourne

Neelesh Garg Executive Director ICICI Lombard

Rishi Vasudev COO Arvind Lifestyle Brands Ltd

Shoppers Stop Ltd

Britannia Industries Ltd

Mahindra & Mahindra Ltd

Conde Nast India

1040 - 1100 hrs Panel Discussion Led by Session Moderator

1100 - 1110 hrs Q&A

1110 - 1115 hrs Wrap-up Sam Balsara

1115 – 1130 hrs Tea Break

1130 - 1305 hrs Session 5: Building Smart Social Media Strategies - How do consumers use Social Media today in their consumer decision making process? - What are the key drivers shaping digital awareness for consumers - How do the marketers use social media effectively? - How should digital strategy differ by different consumer segments? - What are the various avenues for using smart social media strategies? - 1130-1140 hrs Context Setting by Harish Bijoor Session Chair Brand-expert & CEO, Harish Bijoor Consults Inc.

1140- 1230 hrs Brief Remarks by Panelists Anurag Batra CEO Exchange4media

Rishi Dogra Head- Digital Media PepsiCo India

Paul McInerney Principal McKinsey & Company, Tokyo

Citibank

ICICI Bank

Tata Global Beverages Ltd

1230- 1250 hrs Panel Discussion Led by Session Moderator

1250-1300 hrs Q & A

1300-1305 hrs Wrap-up

1305-1400 hrs Lunch

1400 - 1600 hrs Session 6: 360 Degree Marketing- Brand Strategy for a Changing World What are the mantras to build a successful brand in India? Are there India specific nuances? - What are alternate avenues (other than traditional media like TV) to build connect with the Indian consumer?

- Given India’s diversity, how to appeal to the rural/urban, youth/middle age/senior citizens for products that are relevant to all consumers?

1400 - 1410 hrs Context Setting by Essar Session Chair

1410 - 1520 hrs Brief Remarks by Panelists Rakshit Hargave Managing Director Nivea

Gayatri Yadav EVP - Marketing & Communications STAR India

Vinay Bhatia SVP - Marketing & Loyalty Shoppers Stop

CVL Srinivas CEO South Asia GroupM Media India Pvt. Ltd.

R S Srinivas Jain Executive Director & Chief Marketing Officer SBI Mutual Fund

Shantanu Bhanja Vice President - Marketing Hindustan Times Media

Sunil Kataria Chief Operating Officer Sales, Marketing and SAARC Limited

Prakash Nedungadi Group Head Consumer Insights and Brand Development Aditya Birla Group

1520 - 1540 hrs Panel Discussion Led by Session Moderator

1540 - 1550 hrs Q&A

1550 - 1555 hrs Wrap-up

1555 - 1600 hrs Closing Remarks Thomas Varghese, Chairman, CII National Committee on Marketing 2013-14