april 20-21, 2016 - tcg summit...3rd european tcg retail summit be there when the “who’s who”...

THE LARGEST INTERNATIONAL RETAIL CONFERENCE WITH AN EXCLUSIVE FOCUS ON TECHNICAL CONSUMER GOODS RETAIL

APRIL 20-21, 2016GRAND HOTEL KRASNAPOLSKY AMSTERDAM

THE THINK TANK FOR ELECTRICAL RETAIL AND INDUSTRY

3rd European TCG Retail Summit Be there when the “Who’s Who” of European Technical Consumer Goods Retailing meets in Amsterdam on April 20 and 21, 2016! 2

SPEAKERS AND PANELISTS*

* Subject to change

BUY WITH ONE CLICK: WHAT’S THE POINT OF STORES EXACTLY?

Regis Schultz CEO,

Darty Group

Turan ErdoganCEO, Vestel

Jim ManziCo-founder of APT,

a MasterCard Company

Thomas NowakSenior Vice President

Marketing & Merchandising, Staples Europe

John OlsenManaging Director,

Euronics International

Alessandro StanzaniHead of Consumer Imaging,

Canon Europe

Dr. Markus WagemannChairman, 7th Division, National Competition Authority, Germany (Bundeskartellamt)

Neil ThompsonVice President, EMEA Retail Sales & Marketing, Microsoft

Dave WardHead of New Technology, Innovation and Connected Home, Dixons Carphone

Adam WilliamsHead of European Channel

Group, Samsung Europe

Nico VernieuweChief Commercial Officer Europe & Russia, TP Vision

Arndt PolifkeGlobal Director Telecom,

GfK Retail and Technology

Del HeppenstallDirector, KPMG

Peter Gleissner Vice President, Sales &

Marketing Director EUR, Intel

Jean CharretteurGlobal Non Food Commercial

Director, Metro Group

Cyril BuxtorfCyril Buxtorf, Executive Vice President EMEA,

Groupe SEB

Steve LewisRetail Director,

M.video

Dirk MorschettProfessor at University of

Fribourg/Switzerland

Patrick NeussHead of Procurement, Media-Saturn Holding

Martin NewmanFounder & CEO,

Practicology

Conrad SmitsHead of Commerce,

Royal Philips

Jaan Ivar SemlitschCEO Elkjop

Nordic

Dan ArlerCEO Major Appliances

EMEA, Electrolux

Peter BurggraaffAssociate Director,

THE BOSTON CONSULTING GROUP

Rick LondemaSenior Vice President

Consumer Sales, Sony Europe

Hans CarpelsPresident,

Euronics International

Michael UrbanSenior Vice President Broadline,

CE, Services & Procurement, Tech Data

Yossi ErdmanHead of Brand & Social

Media, AO.com

Sergio Klaus-Peter VoigtChief Procurement Officer,

Media-Saturn Holding

Roberto Larocca Global Customer & Channel Mgmt. Director, Vodafone

Fabio de Longhi CEO,

De’Longhi

Karl TrautmannMember of the Management

Board, Electronic Partner

Thomas BaaderExecutive Vice President, BSH Hausgeraete GmbH

APRIL 20, 10:30 AM UNTIL APRIL 21, 04:00 PMGRAND HOTEL KRASNAPOLSKY AMSTERDAM

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PROGRAM OVERVIEW*

DAY 1 (APRIL 20):

9:30 a.m. Opening Registration

10:20 a.m.• Welcome by Chris Buecker, founder of the European TCG Retail Summit• Chairman’s opening remarks

10:30 a.m.Putting the customer first, irrespective of channel Speaker: Martin Newman, CEO and founder, PracticologyPanel Discussion | Questions & Answers with audience

11:30 a.m.Being different makes the difference - But are you really different? Speaker: Professor Dr. Dirk MorschettPanel Discussion | Questions & Answers with audience

12:30 p.m. Retail Innovation

12:45 p.m. Networking Lunch + Exhibition viewing time

2:15 p.m.Making Big Data Make Money Speaker: Jim Manzi, Co-founder of APT, a MasterCard Company, USAPanel Discussion | Questions & Answers with audience

3:15 p.m.AO.com – A brand designed around the customers’ needs Speaker: Yossi Erdman, Head of Brand and Social Media, AO.comPanel Discussion | Questions & Answers with audience


5:00 p.m.Cyber Risk – How to secure your future business Speaker: Del Heppenstall, Director, KPMGQuestions & Answers with audience

5:45 p.m.E-commerce in Africa – its potential & particularities Speaker: Sam Chapatte, Managing Director of New Countries, Jumia Questions & Answers with audience

6:30 p.m. End Conference Program Day 1

7:00 p.m. Dinner Reception

8:00 p.m. Exclusive Networking Dinner

* Subject to change


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PROGRAM OVERVIEW*

DAY 2 (APRIL 21):

8:15 a.m. Chairman’s opening remarks

8:20 a.m.

“Voice of the industry” speech 2016: Intel Digital Renaissance Speaker: Peter Gleissner, Vice President, Sales & Marketing Director EUR, IntelPanel Discussion | Questions & Answers with audience

9:15 a.m.

Protecting the consumer from a competition perspective – Recent case studies – Speaker: Dr. Markus Wagemann, Chairman of the 7th Decision Division of Germany’s National Competition Authority (“Bundeskartellamt”)Panel Discussion | Questions & Answers with audience

10:15 a.m. Networking + Exhibition viewing time

11:00 a.m. In conversation with: Jaan-Jvar Semlitsch, CEO, Elkjop Nordic

11:30 a.m. Mission completed: Services and Solutions in a 360°-Approach Speaker: Sergio Klaus-Peter Voigt, Chief Procurement Officer, Media-Saturn-Holding GmbH


1:30 p.m.Smart Selling required – the challenge of gaining success with new connected devices Speaker: Arndt Polifke, Global Director Telecom, GfK Retail and Technology, GmbHPanel Discussion | Questions & Answers with audience

2:30 p.m. Store Manager Panel Panel Discussion with store managers from three different international retail brands

3:00 p.m.Wowing the customer in an omnichannel world Speaker: Peter Burggraaff, Associate Director, The Boston Consulting Group (BCG), The NetherlandsPanel Discussion | Questions & Answers with audience

4:00 p.m.Chairman’s closing remarks and close of 3rd European TCG Retail SummitEnd of day 2 and end of conference

* Subject to change


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CONFERENCE HOST

DAY 1

Declan Curry, Journalist and Business Broadcaster

Martin Newman, CEO and founder, Practicology

Panel discussion & Q&A audience



Professor Dr. Dirk Morschett, University of Fribourg/Switzerland

Declan Curry has been a business and economics journalist for twenty years. He has worked for BBC television, radio and online in the UK and internationally, for UK commercial radio, for television and radio in the United States and Australia, and been published in news-papers and business magazines in the UK, Ireland and the USA. He chairs conferences and seminars, including sessions at the Global Economic Symposium in Germany, Turkey and Brazil, and the World Economic Forum in Switzerland. He is also much in demand as an awards host and public speaker, having spoken numerous times at Retail Week Live, the largest retail conference in the UK. He has won several awards for his broadcasting, including IFA Journalist of the Year (Television), ABI Financial Journalist of the Year and Proshare Financial Personality of the Year. He is an honorary Doctor of Middlesex University, London.

What can electrical retailers learn from other sectors and how can they organize their systems, people and processes to put the customer at the heart of all they do? During Martin’s session you will learn both strategic and more practical tactical opportunities to apply to your business to improve business performance.

“Retail Branding” has been preached for almost 20 years now, demanding a strong brand message and a clear, distinguished profile of retailers. However, many TCG retailers around the world have not yet developed a unique value proposition but are exchangeable with many of their competitors. The rise of online competition is just making this deficit more obvious than ever. If a retailer is not really different from the competition, why should a customer not pick the lowest available price? In this presentation, different options for a clear and differentiated positioning, including services, instore experience and category management are presented.

Putting the customer first, irrespective of channel

Being different makes the difference - But are you really different?

Jim Manzi, Co-founder of APT, a MasterCard Company

What is Big Data? How do you distinguish between all the data that can be collected and data that contributes to better decisions? Jim will explain why scientific testing is necessary in order to reduce the risk of trying new ideas and increase the success of innovation and use past cases to show how leading retailers harness their Big Data on a day-to-day basis to accurately measure the profit impact of pricing, marketing, merchandising, operations, and capital initiatives, tailoring investments in these areas to maximise ROI.

Making Big Data Make Money


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Yossi Erdman, Head of Brand and Social Media, AO.com

Sam Chapatte, Managing Director of New Countries, Jumia

Del Heppenstall, Director, KPMG

AO has a mission, to make everything easier for the customer, whatever it takes. In the last 15 years they are doing it successfully in the UK and 18 months ago their started their journey to transform the house goods market in Germany. The market entry into The Netherlands is planned for spring 2016. Yossi Erdman, Head of Brands at AO.com who has been with the company for the last 5 years, will share what works for AO and what doesn’t. From the small start using digital and social media, to the latest TV campaigns which designed around AO customers. Get ready to be really excited about washing machines.

On paper, the opportunity is big. A continent with over 1 billion people, increasing disposable income, limited organized retail & rapidly growing internet penetration (driven by the rise of the smartphone). But the challenges are daunting. How do you bring e-commerce to a country that does not trust the internet? Has no street names? Or where people don’t trust their banks enough to pay with cards? In his presentation, Sam will explain how Africa’s leading online retailer Jumia views this opportunity & has adapted the T-mall/Amazon model to fit to the African consumer. Through a case study, he will also demonstrate how Jumia can support brands with their ambitions in the continent.

The growth in cyber-crime has been one of the standout features of the corporate risk landscape in recent years. There’s no doubt it’s become a top of mind boardroom issue. With hackers mainly concerned with cracking customer credit card and financial information, it has been financial services firms and companies dealing direct with the public that have been hitting the headlines. And some sectors stick out – in recent months the lens has well and truly been focussed on retailers and their supply chain. Following a number of high profile security breaches, retailers’ provision of cyber security (or lack of) is in the spotlight, and consequently we’re seeing the sectors’ spend on cyber security rise: not surprising when you consider retail historically spends the least of any industry sector. The reality is that we now operate in an increasingly connected world where a cyber-incident in one organisation can have a butterfly effect and affect many others, even where there’s no direct relationship. The threat is evolving, and at pace, with nation states, organised criminals and hacktivists continually developing their capability to defeat the controls corporates put in place. To this end, new skills and greater capacity are required to understand emerging threats and vulnerabilities, detect incidents and respond as rapidly as possible. Del Heppenstall will take us through the approaches that companies can take to get on the front foot in tackling this increasing risk. The response to cyber security is not just a reactive technical fix, but a holistic approach that can drive change and secure the future of your business.

AO.com – A brand designed around the customers’ needs

E-commerce in Africa – its potential & particularities

Cyber Risk – How to secure your future business


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Q&A audience

Q&A audience


DAY 2

Jaan-Ivar will share insights of the successful path of Nordic’s No. 1 electrical retailer of its last years and its innovative customer-centric business model

In conversation with: Jaan-Jvar Semlitsch, Chief Executive Officer, Elkjop Nordic

Peter Gleissner, Vice President, Sales & Marketing Director EUR, Intel

Retail has undergone massive changes in recent years, and that process, driven by digitalization, is going to continue with accelerated speed. But whilst we are excited about technological innovation, we should focus on what is really important: the customer. How can we help him more efficiently and provide added value along his decision process? Only by achieving that we create the all-important customer loyalty! In the past years consumer power did rise through internet and social media. A challenge for the industry but at the same time advanced technologies are able to analyse customer behaviour data in a more comprehensive way. By giving salespeople more information about their customers’ preferences, retailers can provide a more consultative selling approach most customers wish for. Thus, it is possible to give (back) each shopper a “Good-Feel” from early pre-selection to post sales.

Digital Renaissance“Voice of the industry” speech 2016: Intel

Dr. Markus Wagemann, Chairman of the 7th Decision Division of Germany’s national competition authority (“Bundeskartellamt”)

In recent years, competition agencies are confronted with an increasing number of complaints of retailers as to online sales restrictions. There is a range from specific criteria for online presentation to special rebates for offline sales (dual pricing), platform prohibitions or even resale price maintenance for online sales. Due to the rapidly growing importance of online sales and the impact on distribution of branded goods, competition agencies are facing new challenges in defining vertical restraints. Where is the line between legitimate support and illegal discrimination of certain distribution channels? Some case examples of the “Bundeskartellamt” in different industries may shed some light on the path of producers and retailers.

Protecting the consumer from a competition perspective – Recent case examples –

Sergio Klaus-Peter Voigt, Chief Procurement Officer, Media-Saturn-Holding GmbH

Being on the mission to expand our No. 1 position as a truly Digital Commerce Company in the European CE Market, driven by a sustainable 360° Customer Centricity Approach we are faced with two challenges: A constantly increasing need for customer consultation and advice due to increasingly demanding technology on the one hand and on the other hand the online “pure player”. Challenges which could easily be turned into great opportunities to complete our mission while having the luck to be able to mesh more than 1,000 stores offline and a successful growing business online through by far the most efficient tool in customer relationship: Services and Solutions.

Mission completed: Services and Solutions in a 360°-Approach


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Arndt Polifke, Global Director Telecom, GfK Retail and Technology GmbH

Peter Burggraaff, Associate Director, The Boston Consulting Group (BCG), The Netherlands

New connected products – new opportunities. But do consumers understand their benefits? The use cases of new products, such as wearables, smart home and mobile health devices are difficult to be communicated. GfK sheds light on latest market trends and provides insights from consumer insight studies. Conclusions for sales approaches for retailers complete the picture, which aims to help retailers in making successful business with the new connected lifestyle products.

Delivering an exciting and seamless shopping experience is critical in today’s omnichannel retail. But how do you measure this customer experience and how does this experience relate to operational and financial KPIs? And what leading indicators can you measure and actively manage to ensure an exciting shopping experience translates into increased revenues and profits? This presentation will introduce the shop experience audit, key metrics to track and benchmark results – illustrated by good and great omnichannel experience examples across Europe and some global best practices.

Smart Selling required – the challenge of gaining success with new connected devices

Wowing the customer in an omnichannel world


#TCGSummit



april 20-21, 2016 - tcg summit...3rd european tcg retail summit be there when the “who’s who”...

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