Workshops

Promotions/Marketing

Build Sales Through Product Differentiation
What sets you apart from other retailers in your market? Learn how to differentiate your store by carrying a unique selection of products.  Drive traffic with local items, specialty foods, organics or international products.  We will explore the benefits of carrying non-traditional products as well review sourcing options, advertising/marketing strategies, in-store demos, and employee training.

Confirmed Speakers: 

Dave Jones, Vice President, Industry Initiatives, Kellogg Company
Sam Mogannam, Founder, Bi-Rite Supermarket
David Klein, Senior Vice President, Business Development, KeHe Food Distributors
Ross Frederiksen, Director, Grocery and Non-Perishables,  Roche Bros. 

Low Income Areas – Challenges and Opportunities
Low income food shoppers can stretch their dollars in a number of ways. They may shop in a discount food store, purchase and consume less than higher income shoppers, purchase lower price (and possible lower quality) food products or a combo of the above.  Yet, service is still extremely important to these shoppers. Understand how you can grow your business in low-income areas by differentiating yourself from your competitors.  Take home new tactics to ensure their limited food spending stays in your store. 

Confirmed Speakers:
Pat Burns, President, The Fresh Grocer Great Valu
Rob Santoni, Owner, Santoni's, Inc.
Juvenal Chavez, President, Mi Pueblo

Moderator: 
Kevin Coupe, Content Guy, morningnewsbeat.com

Center Store Sales That Are the Center of Attention
The center store continues to present significant challenges and, at the same time, tremendous opportunity for independent grocers.  Hear how independent retailers are meeting this challenge and reaping the benefits in real world case studies. Learn how to win back eroding sales and improve profitability.  Explore innovative marketing programs and opportunities for manufacturer/retailer collaboration.

Confirmed Speakers:
Jon Hauptman, Vice President, Willard Bishop
Paul Cooke, Vice President, Industry Development, Nestle-Purina
Dave Jones, Vice President, Industry Initiatives Kellogg’s
Andy Knoblauch, Senior Vice President, Merchandising, Coborn’s Inc.

Confirmed Moderator: 
Matthew Arnold, Student, Arizona State University

Marketing on a Budget – Short Term Tactics for Long Term Gain
Hear about new as well as tried and true tactics that retailers are using to bring customers into their stores.  We’ll explore low cost options for in-store marketing and promotions, such a cheap sign programs; distribution of weekly circulars, from print to digital; targeted e-mail promotions.  Take home ideas to ramp up your marketing and promotions efforts without ramping up your budget.

Confirmed Speakers: 
RF Buche, President, Buche Foods
Jin Ju Wilder, Founder, Status Gro
Jeff Stack, Vice President Operations, Strack & Van Til

Moderator: 
Kevin Coupe, Content Guy, morningnewsbeat.com

Associate Development

Promoting Industry to Next Generation
How do you get a recent college graduates interested in working in your store?  Too often retailer’s emphasis the hard work and long term payoff and completely disregard what new members of the workforce are looking for in an employer. Students enrolled in the leading food industry programs will participate in a candid and open discussion about the grocery industry.  Understand how to be an employer of choice for high-potential employees now entering the workforce.  Be the first to see the winning YouTube video contest; students will create 3 minute video highlighting advantages of working in the retail food industry. . 

Student Panel:
Rawley Webber,  Louisiana State University
Amy Austad, Portland State University
Meg King, St. Joseph’s University            
Douglas Coffman, Western Michigan University
Andre Gordillo, University of Minnesota

Confirmed Moderator: 
Michael Sansolo, President, Sansolo Solutions

Empowering Store Directors
How do you make the transition from store manager to store leader?  The most effective store director is one that takes a much more strategic approach to the business and operates the store as if he/she owns it. Fostering this innovative spirit requires a paradigm shift.  Hear from a panel of leading retailers who are changing their approach to store management by encouraging a much more entrepreneurial style and the benefits they have experienced. 

Confirmed Speakers:
Dave Brumley, Vice President, Human Resources, Reasor’s, Inc.
Stephanie Skylar, CEO, Chief Supermarket, Inc.
Denny Hartogh, Store Director, Hy-Vee, Inc.

Confirmed Moderator: 
Paul Adams, President, Paul Adams & Associates

Operations

Cost Savings Opportunities – New Equipment and Energy Savings
There are a lot of options available to retailers wanting to reap the benefits of improved efficiency and energy savings.  Changing culture company-wide is key as is making the right decisions when purchasing new equipment.  We’ll share strategies for implementing new programs at store level to reduce energy expense and be more environmentally friendly.  In addition, hear how changes in technology and equipment can help lower your energy bills in the future

Confirmed Speaker: 
Sherrell Lyon, Corporate Trainer, K-VAT Food Stores, Inc. 
Robert Mullen, Global Product Manager, Hussmann Specialty Products

Moderator: 
Kasey Pasquale, Student, Sam Houston State University

P&L Benchmarks – Uncover Hidden Ways to Boost the Bottom Line
There are many ways to financially survive in today’s economy.  And, a few ways to thrive.  What critical benchmarks can help you focus on how to thrive?  Learn how to drive successful financial performance and better understand the various P&L benchmarks.  Also understand how your numbers impact the overall financial results of the organization.  This is a hands-on, interactive session designed for operational managers, not the financial experts.  Take home a new appreciation of how to work with your numbers. Confirmed Speaker: 
Gudrun Granholm, CEO and Founder, Box One, Inc.

Moderator: 
Cassandra Riddeau, Student Louisiana State University

Reducing Perishable Shrink – Strategies and Tactics
To reduce shrink and increase the bottom line, retailers need look no further than their own store operating practices.  Tightening up perimeter department policies offer the lowest hanging fruit for reducing shrink. Discover where to look to reduce loss in your perishables departments and what new strategies are available. We’ll examine key areas such as merchandising strategies, variety, key measurements and more.  Special emphasis on meat, prepared foods and seafood.

Confirmed Speaker:
Randy Wedel, President,Wedel & Associates LLC

Moderator:
Dustin Nelson, University of Minnesota

Tilting of the Labor Regulatory Landscape—Are You Prepared for Increased Union Activity?
Recent actions by the National Labor Relations Board (NLRB) will dramatically upset the balance between labor and management, further tilting the playing field in favor of organized labor.  What organized labor and their supporters could not accomplish through the legislative process with the Employee Free Choice Act is now being implemented by the NLRB.  Discover what the recent NLRB activity means to your business and take home recommendations and tools to respond to potential union activity. 

Confirmed Speaker:
Kara Maciel, Attorney, Epstein Becker & Green, P.C.

Moderator: 
Greg Ferrara, Vice President, National Grocers Association

Technology

Creating a Technology Strategy
Take a strategic approach to make technology decisions.  Hear from a leading independent who has created a plan to develop and implement systems integration, software and hardware upgrades, and disaster recovery programs. Learn how to create a rotating capital expense planning process to handle unexpected technology expenditures.

Confirmed Speakers:
Steve Schoon, President and Chief Technology Officer, Common Thread Software
Mike Holcomb, Director I.T. Services, Spartan Stores, Inc.

Moderator: 
Kari Lazarski, Student, Western Michigan University

Front-End of the Not-so-Distant Future
Shoppers are becoming increasingly comfortable paying for their lattes with a smartphone.  They’ll soon be looking to do the same in your stores.  You’ll need to consider the evolution of the front-end as well as how to integrate data from you mobile marketing programs and the POS.  Smartphone technology is changing the way shoppers behave.  Will you be ready?

Confirmed Speakers:
Steve Latham, Senior Vice President, First Data Corporation
Nick D’Agostino, III, President & CEO, D’Agostino Supermarkets, Inc.

Moderator:
Adam Rahhal, Student, Arizona State University

Technology Tools to Manage the Business
Many new technology tools promise to increase both productivity and efficiency in overall supermarket operations.  Hear a top line review of the tools available to retailers to help them make money and save money.  Self-checkout, on-line marketing, loss prevention systems and DSD receiving are just a few of the topics on the agenda in this open discussion.  Hear what technologies you should implement now plus what’s coming in the not-so-distant future.

Confirmed Speakers:
Mike Spindler, Chief Executive Officer, Shelfsnap LLC
Rudy Dory, President, Rudy’s Markets, Inc.
Mike Brown, General Manager, Retail Technology, Unified Grocers, Inc.

Moderator: 
Brendan Cooper, Student, University of Minnesota

Data Security – You May Not Be As Secure as You Think
One data breach could easily ruin your company.  Maintaining effective security measures is a daunting task as technology and hackers evolve at a lightning-fast pace.  In plain English, we’ll review strategies to protect your brand, customer/employee information, credit/debit card data, and website from hackers.  Take home an understanding of personal device policies, PCI compliance strategies and security and encryption measures required in today’s environment.

Confirmed Speakers:
Natan Tabak, Senior Vice President, Wakefern Food Corporation
Todd Waskelis, Vice President, Security Consulting Services, AT&T Consulting

Moderator: 
Rana Rahhal, Student, Arizona State University

Cash Office & Back Office Automation
Find out how to make checks your lowest-cost payment option. An end-to-end solution for implementing Back Office Conversion in retail stores does away with physically depositing checks at the bank and turns paper checks into electronic ACH or IRD (Check 21) transactions. What does it mean for you? It accelerates your funds availability and check returns as well as reduces bank fees associated with processing check deposits and courier costs. hear examples from retail stores who have implemented a BOC solution.

Confirmed Speakers: 
Mike Beal, Vice President and Chief Financial Officer, Balls Price Chopper & Hen House Markets
Dennis Lindsay, Chief Financial Officer, Nugget Market, Inc.
Shelley Bosler, Senior Vice President, Product Management and Strategic Initiatives, Balance Innovations

Moderator:
Justin MacBale, Student, Portland State University

Growth Strategies

Increasing Produce Sales
A strong fresh foods department and quality fruits and vegetables are sure fire ways to get and keep customers.  Take away new, and tried and true, tactics to increase sales in the produce department.  In-store marketing programs and supplier/retailer partnerships are just a few of the strategies we will explore.  Discover new ways to build sales and profits in this critical department.

Confirmed Speakers:
Jan DeLyser, Vice President, Marketing, California Avocado Commission
Howard Nager, Vice President, Marketing, Domex Superfresh Growers  
Peter Steinbrick, Vice President, Sales, Melissa's World Variety Produce
John Vasapoli, Director of Produce, D’Agostino Supermarkets

Confirmed Moderator: 
Anthony Barbieri, Vice President, Sales and Business Development, Produce Marketing Association

Trends in New Products and Categories
What categories have seen explosive growth in the last year?  Which ones will take off next year?  We’ll examine traditional as well as new categories and products with an eye toward strong growth potential.  You'll be ready when your shoppers enter your store looking for the hot item of the week.

Confirmed Speaker: 
John Stanton, Professor of Food Marketing, St Joseph’s University

Moderator: 
Mary Sisti, Student, St. Joseph’s University

Jump Start an Under Performing Store – Seven Steps to Success
There isn’t a retailer today that doesn’t have a few dogs…stores that just aren’t performing the way they would like.  Examples of poor performance may include negative sales comparisons to a year ago, departments that are not performing up to expectations or the “new guy in town” who is doing better than you. We’ll examine seven tried-and-true techniques for turning losers into winners.  Steps include determining if the store is a real estate mistake or has execution challenges; identifying low-hanging fruit to help build business immediately; identifying and promoting strengths that will build loyalty among shoppers; and developing an action plan for management. Take home ideas to improve sales in your underperforming stores in this real world case study.

Confirmed Speakers:
Bill Welch, President, SIRS (Service Industry Research Systems)
Dan Murphy, Senior Vice President, Perishables and Retail Services, Unified Grocers, Inc. 

Confirmed Moderator: 
Aushutosh Tiwari, Student, Arizona State University

Health & Wellness Consumer Shopping Habit
The health and wellness consumer shops the entire store for healthy products for his/her family.  Review new industry research to understand the role this consumer plays in building sales store-wide. We’ll explore who the Health and Wellness consumer is, identify retail sales opportunities across general merchandise, beauty, and health and wellness categories; and explore how to develop a total store approach. From a panel of industry experts, take away tactics to attract and keep the health and wellness consumer,

Confirmed Speaker: 
Keith Wypyszynski, Vice President, Business Development/CMO, GMDC
Tony Germano, Director New Business Development, Imperial Distributors
Ross Frederiksen, Director of Grocery and Non-Perishables, Roche Bros.
Dave Jones,  Vice President Industry Initiatives, The Kellogg Company
Bob Richardson, The Clorox Company, Director of Sales, Customer Development

Confirmed Moderator: 
Dave McConnell, President and CEO, GMDC

Digital Marketing

Websites That Work
A good website is the foundation of any effective social marketing program. Yet many retailers miss the opportunity to showcase their brand, services and culture.  Do more than just post store locations and hours – create a tool to help shoppers find recipes, build shopping lists, plan their food budget and more. Use your website to give shoppers reasons to shop your store – and your store only.  We’ll review website basics such as required content, maintenance and resource requirements.  Make your website is capable of being the foundation of a really good digital marketing program.

Confirmed Speakers: 
Robert Hemphill, President, Webstop.com, Inc.
Laura Malisani, Gary & Leo's Fresh Foods IGA
Patrick Ptacek, President, Ptacek's IGA

Confirmed Moderator: 
Jacob Lunda, Student, Sam Houston State University

How to Capitalize on the Digital Coupon Revolution – From Print at Home to Mobile 
Digital Print at Home and Direct to Card offers have rapidly gained favor among consumers.   Although paper offers are still dominate the market, today’s shoppers are increasingly using digital offers as their “go to” coupon method.  We’ll explore the trends, watch-outs and learning on Print At Home coupons .  A few questions we’ll consider:

• How are Print At Home coupons changing the landscape?
• Who is using Print At Home coupons and how will they adopt new methods for the future?
• How do you take advantage of Digital Coupons and make them part of your consumer path to purchase?

And we’ll also look to the future and consider how mobile may fit into your overall marketing, promotions and technology plans. 

Confirmed Speaker: 
Joan Francolini, Director Shopper Marketing,Integrated Marketing, Kraft Foods, Inc. 
Student Panel:  Representatives of winning case study competition team 

Confirmed Moderator: 
Ethan Brown, Student, Illinois State University

How to Use Social Media to Increase Shopper Interaction and Grow Sales
Social media has revolutionized how customers interact with independent grocers.  Hear how your peers are using the Internet, web sites and social media tools to increase their interaction with their shoppers.  Review low-cost options to thrive in a connected world. Real world case studies will demonstrate how retailers have used social media tools to increase traffic and shopping basket value.

Confirmed Speakers:
Eric Anderson, Executive Vice President, Fresh Encounter  
Luke Wyckoff, Chief Visionary Officer, Social Media Engineering

Confirmed Moderator:
Michael Hasburne, Student, Western Michigan University