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

2. 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

3. 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

4. What does this mean as shoppers ?

5. Offer is to be customized to answer people needs

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

7. 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 ?

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

9. 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

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

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

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

13. 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

14. DRIVING BUSINESS THROUGH DATA