Path to Purchase Expo

September 26-28, 2017 | Donald E. Stephens Convention Center | Rosemont (Chicago) IL

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Building Customer Centricity Through an Enhanced Joint Business Planning Process

C4
Date and Time: 
Wednesday, September 27, 2017 - 3:00pm to 3:45pm
Track: 
Collaborative Strategies

This is a relationship business, and this session will show you how to use an enhanced joint business planning (JBP) process to further relationships beyond the traditional sales/buyer partnership. IN Marketing and Dr Pepper Snapple Group will share their journey in developing and launching an enhanced JBP process to catapult their Kantar scores and open the door to truly customer-centric collaboration. The enhanced JBP delivered partnership and performance results that outpaced a singular shopper marketing program and set them apart from the competition. Attendees will: 

  • Discover how to evaluate the effectiveness of an existing JBP process or establish a new JBP process within an organization.
  • Learn how to assess current customer relationships to determine where to invest in a enhanced JBP process.
  • See a roadmap on the people, process and resources required to achieve success in an enhanced JBP.
Speakers: 
Andrew Barker
Lisa Klauser

Speaking at this Session

Andrew Barker

Sr. Director of Shopper Marketing
Dr Pepper Snapple Group

Andrew Barker has been with DPSG for 16 years.  He is charged with amplifying in-store merchandising activity in order to accelerate the shopper conversion rate. His additional responsibilities include securing national retail partnerships as well as developing occasion-based selling solutions for DPSG’s various route-to-market stakeholders. Barker holds an MBA from Southern Methodist University and a bachelor's from Texas Tech.

Lisa Klauser

President, Consumer and Shopper
IN Marketing

Lisa Klauser is a 22-year CPG veteran with marketing and sales experience in personal care and foods. Prior to joining IN Marketing, Klauser spent 19 years at Unilever, where she most recently served as vice president of consumer and customer solutions for Unilever North America. She was a member of Unilever's Executive Leadership Team with responsibility for capability building across marketing and sales. She led a team of 250+ and had responsibility for shopper solutions, including category management and shopper marketing, marketing communications, package design and development and served as the chair of the marketing resource committee responsible for talent development within marketing. Klauser was inducted into the Shopper Marketing Hall of Fame in 2012 and was named one of the Top Women in Grocery in 2010, 2011, 2013 and 2016 as well as one of Ad Age’s Top Women to Watch in 2004. Klauser knows what it takes to deliver “client love” — a philosophy she champions every day as IN Marketing's President of Consumer and Shopper.