Andy

Cavallini

1

Retail: Retail:

Around Around 90%* of sales 90%* of sales

are are completed completed …what’s …what’s left takes place left takes place

110%0%

OFFLINEOFFLINE

ONLINEONLINE

are are completed completed

inin--store, store,

(the brick(the brick--andand--mortar mortar

store!)store!)

…what’s …what’s left takes place left takes place

onlineonline, , thorugh ecommerce thorugh ecommerce

sites or sites or mobilemobile applicationsapplications

*: in the US (…and abroad?...trust me, it doesn’t change so much…)

990%0%

2

Retail: Retail:

Around Around 90%* of sales 90%* of sales

are are completed completed …what’s …what’s left takes place left takes place

110%0%

OFFLINEOFFLINE

ONLINEONLINE

are are completed completed

inin--store, store,

(the brick(the brick--andand--mortar mortar

store!)store!)

…what’s …what’s left takes place left takes place

onlineonline, , thorugh ecommerce thorugh ecommerce

sites or sites or mobilemobile applicationsapplications

*: in the US (…and abroad?...trust me, it doesn’t change so much…)

990%0%

3

4

The new sales process

requires several changes, and

the main one is

omnichannel omnichannel

integrationintegration, a

transformation that

extensively impacts The purchase-process is evolving, it’s definitely and

significantly different compared to the

purchase-process of 10 years ago.

Accordingly, dear Retailers, your sales process needs your sales process needs

to to change change too!too!

extensively impacts

processes, people and

tools – all at the same time.

A growing number of

interactions now occurs out

of the physical store, in the

online world.

5

Andy

Cavallini

6