SELL CHARLOTTE DARSY /GLOBAL E-COMMERCE MANAGER KARINE FAOUR/ GLOBAL CUSTOMERS E-COMMERCE DIRECTOR

We set a global business ambition for Danone 2020 % online sales (world wide) 10% 2015 3,7% 2012 2 BN $ 1,2% 0.6 BN $ X3 3% 1,6% 0,6% 0,5% 10% 3,5% 1,5% 1,4% 25% 10% 5% ELN Waters Dairy Medical

e-c is a playground made of new touchpoints for our brands Bricks and clicks Pure players Market places Brand own platforms 85% of basics in place Brand content Brand websites Own data & connexion (7%) (50%) (30%) Category shop online Brand shop in the shop 40% 50% 10% % of total online sales

What does this mean as shoppers ?

Offer is to be customized to answer people needs

Offer is to be customized to answer consumers’needs MUMS OFFER FOR 6-12M MUMS OFFER FOR >12M + + +

Product assets have to be visible to trigger purchase Is this product fresh enough ? Is this product adapted to my baby ? Do I understand what I am going to buy online ?

Additional services really enhance the shopping experience One click order from your fridge Find quickly where to buy the milk for my baby

Test and learn is the new way of working A recurring approach and a change of mindset A/B testing is key to make the right choices 1 A B 2

New tools will help us to manage e-commerce Pilot online activity Pictures compliance Search placement Price and promotions Reviews Social Nutrition facts

New tools will help us to manage e-commerce Manage online content

Cross-functional /One Danone team is a prerequisite MARKETING SALES IT SUPPLY

Push 1 retailer to the limit To start right now Set your goal Create the team Set up the tools Push 1 retailer to the limit

DRIVING BUSINESS THROUGH DATA