Lidl & Metro Workshops - Kantar Retail iQ

Lidl & Metro Workshops
2 – 3 December 2009 | Düsseldorf, Germany
Programme at a Glance
Time Dec 2 Dec 3
08:30 – 09:00
09:00 – 16:30
Coffee &
Registration
Selling to
Lidl
Geography –
Europe
Coffee & Registration
Business Planning
for Metro Cash &
Carry
Geography – Global
For Delegate Rates / To Register
Email CustomerService@mventures.com
Web MVI-worldwide.com/Events/EmeaCalendar.aspx
Call +44 (0)207.031.0251
Fax +44 (0)207.031.0270
Delegate Rate EUR 1450 (net of any applicable VAT)
Please contact MVI for special rate details. MVI accepts Visa,
MasterCard and American Express.
Name
Title
Company
Address
City
State/Country Postal Code
Who Should Attend
•
•
•
Lidl/Metro Key Account Managers
Trade Marketing Managers
Sales Directors
In our 2008 survey of this event...
92% of attendees rated the event a 4 or 5 on a
scale of 1–5.
Logistics
Hotel TBD
Telephone
Session fee includes continental breakfast and lunch each day and relevant MVI training outlines. Cancellations/Substitutions Cancellations received in writing 10 days before the
program will qualify for a credit on a future MVI program. Unfortunately, MVI is unable to issue refunds for cancellations. Substitutions must be communicated and are allowed at any
time. If, due to travel restrictions, security issues or other business reasons, MVI determines that it is not preferable to deliver its traditional classroom programs (such as Workshops
and Forums), MVI reserves the right to substitute comparable, alternative learning systems (such as interactive Webcasts) in their place. Content Speakers and topics subject to
change. MVI specifically disclaims any liability for the editorial content of the presentations made by non-MVI speakers, which wholly originates with the speakers. The analysis and
conclusions presented by MVI represent the opinions of the company. The views expressed do not necessarily reflect those of the retailers under discussion, nor are they endorsed
or otherwise supported by the management of those retailers. Sessions may be taped by MVI for internal training purposes.
Email
Credit Card q AmEx q MasterCard q Visa
Card Number Exp. Date /
Signature (required)
q Selling to Lidl q Business Planning for Metro
For more information or to register contact us on: Tel. +44 (0)207.031.0256 or visit MVI-Insights.eu/ MVI-Worldwide.com
© 2009 MVI–Management Ventures, Inc. A Kantar Retail Company

Selling to Lidl
2 December 2009 | Düsseldorf, Germany
Geographical coverage – Europe
In recent years, Lidl has been the most dynamic retailer
in the European marketplace. Fortunately, this has led to
rapid growth and increasing opportunities for branded
manufacturers. At the same time Lidl management is
aware of the growing need to rebalance the weight of
national brands in the business and ensure that its
position as one of the cheapest grocers in the market
remains unquestioned.
This MVI workshop will focus on many of the key
opportunities and challenges manufacturers need to
manage when working to build and maintain a
successful Lidl business.
Agenda
08:30-09:00 Coffee and Registration
09:00-10:00 Discounter channel growth in the
current economic environment
• Discuss the performance of pure
discounters and proximity discounters
in Europe and review MVI’s forecast for
these channels through 2012
• Explore the impact of the economic crisis
on the channel and its leading retailers
• Review how retailers have successfully
challenged Lidl across Europe
(Mercadona, E. Leclerc, etc)
10:00-10:15 Break
10:15-11:15 Drivers of change in the Lidl business
• Discuss how Lidl is shifting strategies
to maintain growth
• Explore the impact of these shifts on
assortment, expansion, and concept
development
• Review Lidl’s response to the
competitive landscape
11:15-12:00 Reestablishing the fundamentals of
the Lidl brand
• Learn how Lidl is reinforcing its price
image in today’s environment
• Review evolving consumer perception
of the brand in key markets
• Examine how changing perception is
evolving shopper occasions
12:00-13:00 Lunch
13:00-14:00 The Lidl business model and KPIs
• Review the cash margin model and its
role in the Lidl business today
• Examine comparative financial
performance across Lidl markets
14:00-15:00 Managing permanent listings with
promotional offers
• Understand the role of brands today
versus in the past and how to manage
the branded product mix
• Examine Lidl’s metrics on basket and
price point management
• Explore listing prospects and requirements
• Review new promotional opportunities
15:00-15:15 Break
15:15-16:30 Managing the Lidl strategy for
continued growth
• Developing a contact strategy
− Defining roles
− Local versus central relationships
− Adding value to the relationship
• Key measurements and alignment for
long-term success
− Managing the range and range
innovation
• Implications and opportunities
16:30-15:15 Event End
For more information or to register contact us on: Tel. +44 (0)207.031.0256 or visit MVI-Insights.eu/ MVI-Worldwide.com
© 2009 MVI–Management Ventures, Inc. A Kantar Retail Company

Business Planning for
Metro Cash & Carry
3 December 2009 | Düsseldorf, Germany
Geographical coverage – Global
With the “Shape 2012” program in place the organisation and operations of Metro Group divisions have changed
considerably. Despite this, Metro C&C pursues its internationalisation strategy and is now focused on efficiency metrics
and its core client base in a more clear and powerful way. While 2009 has been a difficult year for Metro C&C due to
the tough european economic environment, the company is still optimistic about long-term C&C success, adding new
services and changing its assortment to adapt to the new trading environment.
This MVI workshop will focus on recent changes that have happened within the group and analyze the implications of
these changes on supplier business with Metro.
Key Insights
• Review of the new organisational design and functions of Metro C&C (market and global structure) and its implications
for supplier account management
• Review of the C&C business up to date, providing sales growth projections by market cluster (with focus on the largest
markets) for the next 18 months up to 3 years
• Explore the evolution of Metro C&C positioning in different markets and provide the audience with examples and
strategic tools to further align with Metro C&C
Agenda
08:30-09:00 Coffee and Registration
09:00-10:30 Review of Metro Group changes in
light of the “Shape 2012” program
• Financial and operational objectives of
the program
• New structure of Metro C&C, the
global group and local organisations
• Review of performance metrics in
place at different organisational levels
and implications for suppliers
10:30-10:45 Break
10:45-12:30 Metro C&C’s sales growth and
forecasts in the context of current
market cluster dynamics
• Western Europe cluster review and
factors effecting Metro growth in key
markets of the cluster
• Southern Europe cluster review and
factors effecting Metro growth in key
markets of the cluster
• Metro C&C in Russia and Ukraine in
light of the new economic realities
• Metro C&C growth prospects and
challenges in Asia
12:30-13:30 Lunch
13:30-14:30 Metro C&C financial metrics
• EVA and ROCE as a foundation of
company financial metrics
• Key operational components of Metro
Group financial metrics
• Implications for manufacturers
14:30-14:45 Break
14:45-16:30 Aligning with the Metro C&C business
model in different market clusters
• Alignment in “hybrid” markets –
managing the balance between CBU
driven, trader driven and HoReCa
driven assortments
• Financial implications for categories
• Metro C&C positioning in the rapidly
changing retail market: implications
and opportunities
• Metro C&C SWOT analyses in the
largest maturing and HoReCa focused
markets
16:30-16:45 Concluding remarks, Q&A
16:30 Event End
For more information or to register contact us on: Tel. +44 (0)207.031.0256 or visit MVI-Insights.eu/ MVI-Worldwide.com
© 2009 MVI–Management Ventures, Inc. A Kantar Retail Company