30 January 2020, 1.15 pm – 5.15 pm GMT :  Tileyard Studios, Tileyard Rd, Kings Cross, London N7 9AH :  Hear insights from IRI and EY with regard to future consumer research and look into case studies with Pladis and others on how they are using technology whilst investing in sales peoples development to begin their change journey and serve the future consumer.

Sales Leader Practitioner event – limited places available

APS FMCG Future Consumer Discussion – hosted by Duncan Cawdell, Pure Blue Ocean Managing Partner

1.15 pm Registration light lunch and networking
1.45 pm Welcome from Duncan Cawdell, Pure Blue Ocean Managing Partner
Session 1 What does the future consumer mean for Sales?
Andrew Cosgrove, EY Global Consumer Knowledge Leader & Lead Analyst & Elaine Parr, Consumer Goods Client Leader at EY
Faster better decision making through the democratised use of AI
Simon Millard, Commercial Director, Food & Drink, IRI Worldwide
3.15-3.40 pm Refreshments & Networking
Session 2 Building a Winning Customer Team in an Ever-Changing Environment
Duncan Cawdell, Pure Blue Ocean Managing Partner
Responding to a challenging environment
Scott Snell, Vice President – Customer UK & I, pladis Global
Group discussion and speaker Q&A
5.15 pm Event concludes and optional drinks

The consumer world is changing rapidly with many dynamics fuelling change, such as technology, globalisation and experience.  Yet consumer spend drives the economy with the Retail Sales Index being a key indicator of national growth or decline.  The industry that produces goods for consumers, whether that be healthcare, food, electronics or household, face many challenges going forward, least of all being able to understand consumer behaviour of the future and the consequential challenges and opportunities for sellers in this industry.

Industry leaders from global brands will join us to hear insights from IRI and EY with regard to future consumer research and look into case studies with Pladis and others on how they are using technology whilst investing in sales peoples development to begin their change journey and serve the future consumer.

We will be running regular FMCG, Retail and Consumer events as the next stage of the APS growth is to look into sectors and industries, so please do look to engage with and support us on our journey to Chartered Status.

________________________________________________________________________

Andrew Cosgrove, EY Global Consumer Knowledge Leader & Lead Analyst & Elaine Parr, Consumer Goods Client Leader at EY
Topic: What does the future consumer mean for Sales?

Consumer Goods and Retail are at an inflection point.  Disruptive technologies and new business models are revolutionizing the way people shop and what they buy. EY will share insights from their ground-breaking FutureConsumer.Now research and facilitate a discussion on the implications for Sales.

Takeaways include:

  • How are consumers likely to change and what are the implications for companies today?
  • What are the key changes leaders need to make across their ecosystems, operating models, and capabilities so they are fit for a very different future?
  • How can consumer leaders use a different way of thinking about the future to transform their businesses with the right degree of agility and speed?
  • What are the headline implications for Sales and what needs to change to meet the challenge of the future consumer?

________________________________________________________________________

Simon Millard, Commercial Director, Food & Drink, IRI Worldwide
Topic:  Faster better decision making through the democratised use of AI

Due to changing consumer trends there is a revolution in retail. The manufacturers that thrive and grow in this changing environment will be the ones that can act fast and with confidence that they’re making the right decisions to meet the needs of their consumers and customers. IRI are enabling large and small manufacturers to move with speed in decision making and decision automation to achieve growth.

Key takeaways:

  • An understanding of the changing consumer and retail landscape.
  • A perspective on the changes that AI will bring to manufacturer’s sales capabilities.
  • An insight into the future role of voice as a primary tool for interacting with decision making systems.

________________________________________________________________________

Duncan Cawdell, Pure Blue Ocean Managing Partner
Topic:  Building a Winning Customer Team in an Ever Changing Environment

The customer and suppler environment are changing rapidly – customer and supplier resources are under significant pressure, the amount of time available for interaction is less, so the focus must be on quality of engagement to drive revenue and profit.  In this short session we will consider how should Customer Management leaders consider creating the space, time and focus for their teams to be focused on the right areas, build and embed the key skills, and create success in this dynamic environment

Key takeaways:

  • How can customer leaders build a more dynamic and engaging team to meet the ever changing environment?
  • Why it is important to focus on high skill and ‘liquid’ teams to begin to future proof the organisation
  • Why skills and standards are more important than ever before.

________________________________________________________________________

About the Host and Facilitators:

Andrew Cosgrove, Global Consumer Knowledge Leader at EY: Andrew is responsible for driving EY’s research into how the future consumer will live, shop, and eat and what this means for companies. He has significant industry experience in Food and Beverage. A frequent industry speaker and commentator, Andrew is co-author of Managing Profitable Growth in Emerging Markets: Scaling the Tail.

Simon Millard, Commercial Director, Food & Drink, IRI Worldwide:  25 years’ experience in technology and consumer goods, in a career spanning IBM, sales and category roles in Mars and Premier Foods, and currently as Commercial Director for IRI’s UK Food & Drink clients.

Duncan Cawdell, Pure Blue Ocean Managing Partner:  Duncan has 25 years experience  in the Retail Industry having worked both as a retailer and a supplier (so buyer and seller) across a range of categories and geographies.  His hands-on experience of working with Customer Teams to focus on the critical interactions between Buyer and Supplier, led to him founding Pure Blue Ocean 5 Years ago, a focused consulting practice working with a range of high profile consumer brands.

Elaine Parr, Consumer Goods Client Leader at EY: Elaine is a Consumer Products Partner focusing on building client relationships and bringing them the best of EY to solve business challenges. She has worked with clients in every FMCG sector including food, beverage, health and beauty, home care, tobacco including ABInBev, BAT, Colgate-Palmolive, Diageo, Kellogg’s, Kraft-Heinz, Mondelēz, Nestlé, P&G.

________________________________________________________________________

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.  Also, that we may be taking video and photos at this event to promote the work of the APS and to allow members who couldn’t be present to watch a recording of the presentations.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Andrew Cosgrove
EY Global Consumer Knowledge Leader & Lead Analyst

Elaine Parr
Consumer Goods Client Leader at EY

Simon Millard
Commercial Director, Food & Drink, IRI Worldwide

Duncan Cawdell
Managing Partner, Pure Blue Ocean