IMS Speaks at ProcureCon Marketing 2018: How to Stop Wasting Money on POS

EVP of IMS New Business Development, Dan Frailey, spoke at ProcureCon Marketing Conference 2018—the only marketing event dedicated to procurement and sourcing in North America. In a comprehensive talk, he shared multiple insights on how to maximize POS spend.

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Highlights from the Talk

Improve real unit costs

  • Excess POS buys cost millions AND 38% of POS is never even installed at grocery

  • Solutions: custom merchandising kits based on categorical store profile data; field ordering portals; compliance verification

  • Actions: Build an efficient platform for data acquisition and maintenance; demonstrate value to stakeholders

Help the CMO solve the oldest problem in marketing

McKinsey reports that even in this age of analytics, we’ve found that 15-30% of marketing spend results in negative ROI

  • Technology makes it both feasible and affordable to bring an analytical approach to brick and mortar—AND THAT’S WHAT CMOs WANT

  • New approach: design of randomized, controlled experiments drives understanding of causality; find tech partner and develop rapid-response capability to execute on insights

Help the CEO win the talent war

  • Make vs. Buy decision—find the right procurement partner

  • It’s about your people—if they aren’t procurement experts, and must focus on non-core work, they won’t be efficient and they can’t be strategic

  • Maximize POS efforts, minimize costs of churn; take a methodical, data-driven approach to evaluation; offload non-core tasks to the right partner

Bottom Line

  • To improve real unit costs—take a smarter, data-driven view regarding a traditional role

  • To help your CMO—get past aversion to change with an analytical, results-driven approach

  • To help your CEO—help ensure the team is focused on what they do best


Learn more by scheduling a quick discovery call with Dan today, dan.frailey@imsretail.com