Shopper Marketing - May 2017 - 9

ng Forward

as well. We were able to measure 85% of our
spending against a common methodology used
for all the other marketing investments made by
the company - trade, TV, print ... any market
lever. Do that, and you'll make smarter spending
choices as an overall organization, not just for
shopper marketing.

Shopper marketing needs to be better wired
into the rest of the organization. Deciding
which department shopper reports into - sales or
marketing or wherever - matters far less than creating visibility across all stakeholders. At Conagra,
we'd report quarterly on our major achievements
as well as the bad news. Transparency - the good,
the bad, the ugly - is the big opportunity.
In shopper marketing, budgeting often gets
in the way of analytics: "You want me to spend
a third of this event's budget on measurement?
No way." So centralize shopper's measurement
methodology, the approach, the data, the budgets - everything you need to get to a common
understanding across the company and remove
barriers.
A well-thought-out HR approach to shopper marketing is critical. On one end of the
spectrum are companies that are resource constrained or do little more than designate someone to "deal with" shopper marketing for a couple of customers. They're more or less forced to
do it, it's not formalized, and nobody considers it
a strategic imperative or resource.
At the other end are companies with significant
shopper marketing departments that are a major

part of the organization's overall HR strategy. They
systematically rotate almost everyone, from interns
and new MBA's to brand people, into shopper for
a year or two, educating them and then rotating
them back out as a core part of their development.
At these companies, shopper is more highly
valued because with all key functions in one place
- marketers, insights, analytics, category management, in-store execution - it's seen as a way
to get more retail intimacy for brand marketers.
One of the many eye openers these past few
months at the Institute has been our Path to Purchase Leadership University (P2PLU). The e-learning curriculum, for example, as well as the bootcamps and the "Practitioner" designations are all
flexible tools for members to take advantage of.
What really caught my attention, though, was
our Private Corporate Training capability. Prior
to joining, I was unaware that we can identify
specific needs inside organizations, create specialized training approaches and engage at all
levels - from new hires to teams to senior execs
- in such a thorough, ongoing way. Basically, for
every issue and criticism I just leveled up above,
the Institute has the expertise to help companies
wire solutions together to drive better results.
One final thought: If you think brand marketing is hard, and it certainly is ... try being an exceptional shopper marketer.
You can reach out to me at any time via mmcmahon@ensembleiq.com with thoughts, reSM
quests, suggestions and complaints.
Mike McMahon is president and
executive director of the Path to
Purchase Institute. He can be
reached at 773-249-6778 or
mmcmahon@ensembleiq.com.
MAY 2017 SHOPPER MARKETING y

9



Table of Contents for the Digital Edition of Shopper Marketing - May 2017

Contents
Shopper Marketing - May 2017 - Intro
Shopper Marketing - May 2017 - 1
Shopper Marketing - May 2017 - 2
Shopper Marketing - May 2017 - 3
Shopper Marketing - May 2017 - Contents
Shopper Marketing - May 2017 - 5
Shopper Marketing - May 2017 - 6
Shopper Marketing - May 2017 - 7
Shopper Marketing - May 2017 - 8
Shopper Marketing - May 2017 - 9
Shopper Marketing - May 2017 - 10
Shopper Marketing - May 2017 - 11
Shopper Marketing - May 2017 - 12
Shopper Marketing - May 2017 - 13
Shopper Marketing - May 2017 - 14
Shopper Marketing - May 2017 - 15
Shopper Marketing - May 2017 - 16
Shopper Marketing - May 2017 - 17
Shopper Marketing - May 2017 - 18
Shopper Marketing - May 2017 - 19
Shopper Marketing - May 2017 - 20
Shopper Marketing - May 2017 - 21
Shopper Marketing - May 2017 - 22
Shopper Marketing - May 2017 - 23
Shopper Marketing - May 2017 - 24
Shopper Marketing - May 2017 - 25
Shopper Marketing - May 2017 - 26
Shopper Marketing - May 2017 - 27
Shopper Marketing - May 2017 - 28
Shopper Marketing - May 2017 - 29
Shopper Marketing - May 2017 - 30
Shopper Marketing - May 2017 - 31
Shopper Marketing - May 2017 - 32
Shopper Marketing - May 2017 - 33
Shopper Marketing - May 2017 - 34
Shopper Marketing - May 2017 - 35
Shopper Marketing - May 2017 - 36
Shopper Marketing - May 2017 - 37
Shopper Marketing - May 2017 - 38
Shopper Marketing - May 2017 - 39
Shopper Marketing - May 2017 - 40
Shopper Marketing - May 2017 - 41
Shopper Marketing - May 2017 - 42
Shopper Marketing - May 2017 - 43
Shopper Marketing - May 2017 - 44
Shopper Marketing - May 2017 - 45
Shopper Marketing - May 2017 - 46
Shopper Marketing - May 2017 - 47
Shopper Marketing - May 2017 - 48
Shopper Marketing - May 2017 - 49
Shopper Marketing - May 2017 - 50
Shopper Marketing - May 2017 - 51
Shopper Marketing - May 2017 - 52
Shopper Marketing - May 2017 - 53
Shopper Marketing - May 2017 - 54
Shopper Marketing - May 2017 - 55
Shopper Marketing - May 2017 - 56
Shopper Marketing - May 2017 - 57
Shopper Marketing - May 2017 - 58
Shopper Marketing - May 2017 - 59
Shopper Marketing - May 2017 - 60
Shopper Marketing - May 2017 - 61
Shopper Marketing - May 2017 - 62
Shopper Marketing - May 2017 - 63
Shopper Marketing - May 2017 - 64
Shopper Marketing - May 2017 - 65
Shopper Marketing - May 2017 - 66
Shopper Marketing - May 2017 - 67
Shopper Marketing - May 2017 - 68
Shopper Marketing - May 2017 - 69
Shopper Marketing - May 2017 - 70
Shopper Marketing - May 2017 - 71
Shopper Marketing - May 2017 - 72
Shopper Marketing - May 2017 - 73
Shopper Marketing - May 2017 - 74
Shopper Marketing - May 2017 - 75
Shopper Marketing - May 2017 - 76
Shopper Marketing - May 2017 - 77
Shopper Marketing - May 2017 - 78
Shopper Marketing - May 2017 - 79
Shopper Marketing - May 2017 - 80
Shopper Marketing - May 2017 - 81
Shopper Marketing - May 2017 - 82
Shopper Marketing - May 2017 - 83
Shopper Marketing - May 2017 - 84
Shopper Marketing - May 2017 - 85
Shopper Marketing - May 2017 - 86
Shopper Marketing - May 2017 - 87
Shopper Marketing - May 2017 - 88
Shopper Marketing - May 2017 - 89
Shopper Marketing - May 2017 - 90
Shopper Marketing - May 2017 - 91
Shopper Marketing - May 2017 - 92
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_ecommerce2018
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201708
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201707
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201706
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201705
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201704
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201703
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201702
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201701
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201612
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201611
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201610
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201609
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201608
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201607
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201606
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201605
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201604
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201603
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201602
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201601
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201512
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201511
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201510
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201509
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201508
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201507
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201506
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201505
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201504
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201503
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201502
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201501
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201412
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201411
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201410
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201409
https://www.nxtbook.com/nxtbooks/ptp/sm_201408
https://www.nxtbook.com/nxtbooks/ptp/sm_201407
https://www.nxtbook.com/nxtbooks/ptp/sm_201406
https://www.nxtbook.com/nxtbooks/ptp/sm_201405
https://www.nxtbook.com/nxtbooks/ptp/sm_201404
https://www.nxtbook.com/nxtbooks/ptp/sm_201403
https://www.nxtbook.com/nxtbooks/ptp/sm_201402
https://www.nxtbook.com/nxtbooks/ptp/sm_201401
https://www.nxtbook.com/nxtbooks/ptp/sm_201312
https://www.nxtbook.com/nxtbooks/ptp/sm_201311
https://www.nxtbook.com/nxtbooks/ptp/sm_enhancedpreview
https://www.nxtbook.com/nxtbooks/ptp/sm_201310
https://www.nxtbook.com/nxtbooks/ptp/sm_201309
https://www.nxtbook.com/nxtbooks/ptp/sm_201308
https://www.nxtbook.com/nxtbooks/ptp/sm_201307
https://www.nxtbookmedia.com