FORUM October 2015, Warsaw Courtyard by Marriott Hotel

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1 4th e-commerce FORUM October 2015, Warsaw Courtyard by Marriott Hotel Retail e-commerce strategy meeting

2 Development through improvement! E-handel is the future - regardless of whether close or the distant one - those retail chains that already invest in e-commerce and adjust to the more mobile customer - build their advantage on the tomorrow s market. E-stores are diamonds that still need to be polished, their quality has to be improved and are in constant struggle for brilliant perfection. Market competition and business expectations make e-commerce jeweller business not the easiest. Those are the professionals who create the future of e-commerce in Poland! In this edition Professionals to the Professionals on: Development strategies of the companies adopting bricks & clicks business model Methods for activities optimisations and results measurability Creating off & online channels synergy Improving marketing and sales processes Selecting the appropriate e-commerce platforms and data analytics tools Court interpretation on customer s complaints in the light of the new Consumer s Rights We increase the value of e-commerce in Poland! We are gathering e-commerce jewellers so that through the exchange of unique experience, presenting best practices and technological innovations (leading to e-commerce efficiency and competitiveness improvement) stimulate the development of e-commerce in Poland through

3 INSPIRERS Michał Nawrocki E-commerce of Sales Member of the Management Board Marcin Ratajczak Vicepresident of the Managmement Board, Commercial Director Krzysztof Waligórski President of the Management Board of Sales Department Michał Grom E-commerce Director, Services CEO, E-commerce Director TERG (ELECTRO.PL and MEDIAEXPERT.PL) PIOTR I PAWEŁ INTERMARCHÉ GRUPA EMPIK MEDIA & FASHION Grzegorz Lipnicki Vicepresident of the Managmenet Board REDAN, TOP SECRET Paweł Wojciechowski Business Director, SMG PM STARCOM MEDIAVEST GROUP Łukasz Zawolski E-sale Director PIOTR I PAWEŁ Grzegorz Gęsik-Rudnicki Kierownik ds. e-commerce COCA-COLA HELLENIC POLSKA Sebastian Ramatowski Associate Director SIX PAYMENT SERVICES Jarosław Sobczyk Kierownik Operacyjny JYSK Mariusz Nowak e-commerce Manager TESCO Małgorzata Olszewska e-commerce & Customer Care Manager KAZAR FOOTWEAR Patrycja Mothon Digital & e-commerce Manager for Eastern Europe Paulina Żamejć E-store Manager DEICHMAN-OBUWIE Michał Jaworski Dyrektor ds. e-commerce RAINBOW TOURS Zbigniew Iwański e-commerce Manager TCHIBO POLSKA YVES ROCHER Joanna Sobolewska Customer Relationship Manager TCHIBO POLSKA dr Tomasz Targosz Adwokat, Partner TRAPLE KONARSKI PODRECKI I WSPÓLNICY KANCELARIA PRAWNA dr Jan Byrski Adwokat, Partner TRAPLE KONARSKI PODRECKI I WSPÓLNICY KANCELARIA PRAWNA Nick Gladding Senior Business Analyst IGD Dorota Bachman President of the Management Board RAVELO Jacek Kinecki Sales Director e-commerce PRZELEWY24 Staszek Krzaklewski e-commerce expert Marek Sodolski Wiceprezes Zarządu ds. Sprzedaży i Marketingu e-point SA Kamila Pater Country Manager Poland CRITEO Sławomir Żurawski Dyrektor Zarządzający sprzedażą w segmencie klienta biznesowego Pion Sprzedaży POCZTA POLSKA S.A. Roberto Vanoni Head of International Coordination TRADEDOUBLER Tobias Seitz Head of SEO WESTWING GROUP Justyna Skorupska Przewodnicząca Rady Izby Gospodarki Elektronicznej, Lider Zespołu ecommerce Łucja Woźnica Industry Manager GOOGLE POLSKA Stanisław Magierski Sales Specialist, Enterprise Analytics GOOGLE POLSKA Łukasz Abgarowicz Business Development Director Poland RTB HOUSE DELOITTE

4 AGENDA Day one, 21 October :00 Registration and morning coffee 09:30 Inauguration of the Forum and networking session Katarzyna Klimkiewicz, Project Director, Blue Business Media Paweł Wojciechowski, Business Director, SMG PM, Starcom MediaVest Group E-STORE DEVELOPMENT PATHS AND CUSTOMER S ROLE IN OFF&ONLINE CHANNEL SYNERGY 09:45 Where does e-store find its place among corporate structure and what is and what his role is going to be Grzegorz Lipnicki, Vicepresident of the Management Board, Redan, Top Secret rules of coexistence with other departments, i.e. off & online channel synergy from within 10:15 Interactive Q&A session 10:25 Marketing in a world of mobile commerce Kamila Pater, Country Manager Poland, Criteo 10:45 Interactive Q&A session 10:55 Networking session 11:15 Conditions for achieving and maintaining off & online synergy in a large retail company - CEO panel discussion Discussion led by: Michał Nawrocki, E-commerce director, Member of the Management Board, Terg (Media Expert) Panelists: Marcin Ratajczak, Vicepresident of the Management Board, Commerce Director, Piotr i Paweł Krzysztof Waligórski, President of the Management Board of the Sales Department, Intermarché Dorota Bachman, President of the Management Board, Ravelo 11:45 Electronic payments in multichannel sales Sebastian Ramatowski, Associate Director, SIX Payment Services 12:05 Interactive Q&A session 12:10 Towards off & online synergy Michał Grom, E-commerce director, Empik Media & Fashion how to avoid cannibalization how one channel affects the other one conditions for achieving and maintaining synergy 12:40 Interactive Q&A session 12:50 Strategic role of data in e-store development Staszek Krzaklewski, E-commerce Expert, (Alma24.pl, Vistula, Greenpoint, Reporter Young, Drogerie Dayli) what are the sources of information about Internet customers how to properly analyse the obtained data does this information affect the strategy of an e-shop and if yes, in what way - how to use it for company development 13:20 Interactive Q&A session 13:30 Lunch 14:30 Maximising the multichannel opportunity Nick Gladding, Senior Business Analyst, IGD driving growth through multichannel meeting the needs of multichannel shoppers 15:00 Interactive Q&A session 15:10 Speech reserved for PayU 15:30 Interactive Q&A session 15:35 Coffee break 15:55-16:55 Table topics: discussions in smaller groups whose aim is to encourage participants to take active part in the discussion leading to answers to the most pressing questions. Each participant may individually select the topic which interests him. The number of participants at the table is limited - first-come-first-served rule applies. 1. Performance Marketing: Kamila Pater, Country Manager Poland, Criteo 2. Universal analytics: Łucja Woźnica, Industry Manager; Stanisław Magierski, Sales Specialist, Enterprise Analytics, Google Polska how to win offline customers in online - i.e. how to handle cookies revolution follow your customers on multiple devices 3. Usability of the page checking what is working ABC tests what customer-oriented appearance really means in practice activities optimisation 4. Measurability and KPI needed! Justyna Skorupska, ecommerce Group Leader, Deloitte Consulting what and when to measure in e-store operations sales increase owing to the verification of pricing policy and sales process optimise marketing expenses 16:55 Cocktail: excellent opportunity to exchange opinions in informal atmosphere 18:00 End of the 1st day of the Forum

5 AGENDA Day two, 22 October :00 Registration and morning coffee 09:30 Welcome greetings to the guests and concluding the first day of the Forum Paweł Wojciechowski, Business Director, SMG PM, Starcom MediaVest Group E-STORE DEVELOPMENT PATHS AND CUSTOMER S ROLE IN OFF&ONLINE CHANNEL SYNERGY (continued) 09:40 Experience retailing - the role of entertainment, emotions and a true bond with your customer while developing the e-store relation Tobias Seitz, Head of SEO, Westwing Group 10:10 Interactive Q&A session 10:20 Data driven performance marketing - how to use and analyze data to make your digital marketing more effective Roberto Vanoni, Head of International Coordination, Tradedoubler 10:40 Interactive Q&A session 10:45 What is the difference between online and offline customer? - panel discussion of retail chains and manufacturers IMPROVEMENT OF CUSTOMER SERVICE AND LOGISTICS PROCESSESS 12:05 Seamless cross channel Bartłomiej Tulejko, Logistics director CEE, Jysk challenge for organisational structure of the company from retail sector: possible organisational and logistic solutions synergy between offline and online 12:35 Interactive Q&A session 12:45 Flexibility as a key optimization Sławomir Żurawski, Sales Director, Division Business Clients, Poczta Polska Poland why a partner, not a client why flexibility is so important 13:05 Interactive Q&A session 13:10 Lunch 13:55 How to handle the customer in omnichannel Małgorzata Olszewska, e-commerce & Customer Care Manager, Kazar Footwear synergy of all touchpoints between the customer and the product how to turn offline sellers in online ambassadors and how to make online a tool for offline sellers 14:25 Interactive Q&A session 14:35 Different methods for reaching customers Paulina Żamejć, E-store Manager, Deichmann-Obuwie how to create seamless link between offline and online and meet customer s expectations 15:05 Interactive Q&A session 15:15 Coffee break 15:30 Complaints in line with the new Consumer s Right in practice dr Tomasz Targosz, Lawyer, Partner, Traple Konarski Podrecki i Wspólnicy Kancelaria Prawna (Law Firm) summary of 10 months since the new Consumer Act came into effect fundamental changes and their function in practice 16:00 Interactive Q&A session 16:10 Personal data protection in the context of e-commerce activity dr Jan Byrski, Lawyer, Partner, Traple Konarski Podrecki i Wspólnicy Kancelaria Prawna (Law Firm) GIODO decisions 16:40 Interactive Q&A session 16:50 End of the 4th ecommerce Forum Discussion led by: Paweł Wojciechowski, Business Director, SMG PM, Starcom MediaVest Group Panelists: Łukasz Zawolski, E-sales director, Piotr i Paweł Grzegorz Gęsik-Rudnicki, Kierownik ds. e-commerce, Coca-Cola Hellenic Polska Marek Sodolski, Vicepresident Sales and Marketing, e-point SA sales mechanisms for online customer online customer s favourite sales promotions: whether they are identical with the offline ones 11:15 Przekrocz barierę płatności! Nowoczesne rozwiązania łączące różne kanały sprzedaży Jacek Kinecki, Dyrektor Sprzedaży e-commerce, Przelewy24 11:35 Interactive Q&A session 11:40 Coffee break and division of the room into parallel sessions OPTIMIZATION OF MARKETING AND SALES PROCESSESS 12:05 What is the difference between online and offline customer Mariusz Nowak, e-commerce Manager, Tesco profile (sex, wealth level) buying behaviour (shopping basket, frequency) purchase motives: how to combine data on offline and online customer 12:35 Interactive Q&A session 12:45 Optimal using of different tools in order to maximize sales effects Łukasz Abgarowicz, Business Development Director Poland, RTB House how to maximise the effects of personalised retargeting how to optimally use several retargeting tools at one time 13:05 Interactive Q&A session 13:10 Lunch 13:55 Using beacons in e-commerce Patrycja Mothon, Digital & e-commerce Manager for Eastern Europe, Yves Rocher beacons: wonderful mean to link the online customer with the offline one how to overcome customer s resistance towards downloading beacon applications 14:25 Interactive Q&A session 14:35 Content marketing as a support in online & offline sale channel and its affect on the conversion of both these channels We are waiting for confirmation activities in social media - budget and results bloggers, Instagram, Twitter cooperation vs. benefits 15:05 Interactive Q&A session 15:15 Coffee break 15:30 Means of sales improving owing to Marketing Automation Michał Jaworski, E-commerce director, Rainbow Tours gathering leads find a moment to start 16:00 Interactive Q&A session 16:10 Complete remarketing, i.e. Man cannot live by newsletter alone Joanna Sobolewska, Customer Relationship Manager; Zbigniew Iwański, e-commerce Manager, Tchibo Polska how to find your customer online how to plan communication successfully 16:40 Interactive Q&A session 16:50 End of 4th ecommerce Forum

6 1 WHY IS IT WORTH TO JOIN US The only Forum on the market, solely focused on the development of electronic sales in retail chains which adopt bricks & clicks model 2 The meeting focuses on stimulating e-commerce development in Poland by providing best practices, inspiration as well an unique knowledge Edition is organised under the idea of e-store development strategy as well as optimization and measurability of e-commerce activities 5 4 Forum comprises of several thematic areas within the parallel sessions held on the second day: logistics & customer service as well as marketing & sales Among inspirers are the representatives of leading e-stores and retail chains

7 REGISTRATION OF PARTICIPATION To register as a participant or to learn about registration terms, go to: Registration until 4 September 2015 is cheaper! THE COST OF PARTICIPATION IN THE CONFERENCE FOR ONE PERSON IS: 2995 PLN (+23% VAT) 3495 PLN (+23% VAT) 3995 PLN (+23% VAT) if registration was made until 4 September 2015 if registration was made as of 5 September 2 October 2015 if registration was made after 2 October 2015 You can obtain more information about the Conference from: You can obtain more information about the possibility of partner cooperation during the Forum from: You can obtain more information about the registration from: Katarzyna Klimkiewicz Anna Chrobot Anna Banaś Project Director tel: B4B Communications Manager tel: Head of Sales tel:

8 Inside every lump of coal there s a diamond waiting to get out Terry Pratchett, Reaper Man Blue Business Media Sp. z o.o., Kraków Branch ul. Berka Joselewicza 21c, Kraków tel fax GOLD PARTNER: SILVER PARTNER: PARTNER:

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