Smoke Jumpers 2021 Session Replays

This Year’s Conference

• Online only, April 13-15
• 300 industry participants
• 150 companies represented
• 75% first time attendees

Paul Answers These Questions:

• What are the capabilities of the companies that Blacksmith Applications has acquired recently? Specifically TABS Analytics, Decision Insight, and Food Sales Enablers.
• In terms of TPM functionality, what types of developments are in the works?
• When will have another in-person Smoke Jumpers event?!

What You’ll Learn:

• How can the process between distributor sales reps and manufacturer sales teams be more efficient
• When and why a broker or DSR initiates a deviated cost (separate from a rebate)
• DSR suggest alternatives for rebates – especially incentivizing the customer

What You’ll Learn:

• Trade promotion management (TPM) applications give CPGs more access to commercial data and insights than ever before
• Leading companies use TPM to plan their annual trade spending AND drive improved revenue through integrated optimization and analytic
• How to ensure your company gets the utility it anticipates from your Blacksmith TPM system

What You’ll Learn:

• How Pilgrim’s foodservice team identifies its largest targets to achieve its strategic plan
• The automation opportunities available to expand visibility and drive branded growth
• Static data isn’t helping you – simplify your business complexities through actionable insights

What You’ll Learn:

• Category after category, virtual shopping is a great predictive tool for what consumers will do in a retail environment
• Virtual shopping correlates to actual sales at a rate of 90% or higher
• Putting shoppers in a lifelike digital environment is changing the research game

Alex Answers These Questions:

• How does virtual testing work with online shopping… more specifically, with Amazon?
• Are you able to show alternative product panels or nutritional information as a component of research?
• How would you test a new package design?
• Where is the win for the shopper?

What You’ll Learn:

• Future planning will be more realistic with projected baselines – Use change drivers (like distribution gains and losses) to understand your planning
• CPGs should take advantage of what-if scenario planning through the TPO calendar optimization functionality
• All Blacksmith system’s are coming together via the Blacksmith portal

What You’ll Learn:

• How Pizza Hut incorporated UB (User Behavior) into traditional UX testing to maximize online sales
• Changes to implement in order to retain pan-pizza buyers and increase the guest’s check amount
• Why you should use a digital test & learn platform to test analyze sales impact quickly and efficiently

Jordan Answers These Questions:

• Are you able to simulate menus outside of websites? Can you test paper menus, drive thru, QSR menus?
• How does a foodservice manufacturer go about starting a virtual testing?
• How accurate is the test environment when compared to accurate results after a change is implemented?

What You’ll Learn:

• The essential elements of post-event analysis from a best-in-class trade promotion optimization solution
• How Florida’s Natural is using PEA functionality to inform its promotional plans and get results
• The 5 questions Florida’s Natural asks and answers when analyzing its promotional events in Blacksmith TPO

What You’ll Learn:

• Insights from real CPG experiences and the importance of gaining a holistic view of business
• How to harmonize on-traditional channel sales plus shipment and returns for a complete view of your business
• How TABS Analytics simplifies and improves CPG analytics – which translates to a competitive advantage

Annette & Adam Answer These Questions:

• During the session, Adam showed us that you can see Amazon is multiple segments. Can you look at the total for Amazon – to see a trend there?
• How can I edit QuickTABS charts? Are these customizable?
• In the account insights tool, can you make edits and changes to product hierarchies?

What You’ll Learn:

• You no longer need to spend your time searching for product information to prepare school bids
• 1FS Schools is the industry solution – There are no barriers to entry, it’s been adopted by large school co-ops, and it’s K12 segment focused
• Using this system, your products will reach 5,000+ schools (that represent $735 million in food purchases)

What You’ll Learn:

• How Welch’s decided a meaningful change was required for its trade promotion management process
• Welch’s needs from a system and company level – from fast implementation to support from the top
• The results: $18M trade reduction with <1% net sales loss

What You’ll Learn:

• How easy it can be to answer questions like “Where do I stand against my quota?” and “What are my year-end projections?”
• The system to use to easily analyze performance and know where to focus
• Foodservice sales teams can save time and sell more when the data is available in a single click

What You’ll Learn:

• What PACE stands for (Pricing And Contract Exchange)
• How Blacksmith uses strategic partnerships within the industry as an opportunity to drive automation and value for TPM users
• A few participants using PACE today are Ecolab, PepsiCo, GP Consumer/Dixie, and Land O’ Lakes