This document appears to contain the results of a poll or survey given to retailers at a summit. It includes questions about expected sales growth, percentage of online sales, impact on physical store inventory, and views on the future of retail models and social media usage. The questions cover topics like multi-channel strategies, fastest growing markets, and whether brands will take more control over product distribution.

1. Poll results we got during the summit

2. a. More than -6%
b. -6% to -3%
c. -3% to 0%
d. 0% to 3%
e. 3 % to 6%
f. More than 6%
For your business, which sales development do you
estimate for total year 2014?
6%
2%
9%
35%
20%
28%
94

3. a. Less than 5%
b. 5% to 10%
c. 10% to 15%
d. 15% to 20%
e. More than 20%
From your total sales, which percentage do you
expect your total online turnover will be this year?
(Online to Home and Click & Collect)
32%
19%
15%
14%
20%
85

4. a. Less than 15%
b. 15% to 20%
c. 20% to 25%
d. 25% to 30%
e. 30% to 35%
f. 35% to 40%
g. More than 40%
What is your forecast for total online sales shares in the
TCG sector for 2020? (Online to Home and Click &
Collect)
91
8%
12%
16%
14%
23%
10%
16%

5. a. Less than 5%
b. 5% to 10%
c. 10% to 15%
d. 15% to 20%
e. 20% to 25%
f. 25% to 30%
g. More than 30%
I. Which share will Online to Home have in 2020 in your
market in your sector?
If we divide the sales into the channels: Online to Home,
Click & Collect and Brick & Mortar (physical stores)
82
6%
4%
23%
29%
16%
12%
10%

6. a. Less than 5%
b. 5% to 7.5%
c. 7.5% to 10%
d. 10% to 12.5%
e. 12.5% to 15%
f. More than 15%
II. Which share will Click & Collect have in 2020 in your
market in your sector?
80
10%
21%
17%
19%
9%
24%
If we divide the sales into the channels: Online to Home,
Click & Collect and Brick & Mortar (physical stores)

7. a. Less than 50%
b. 50% to 60%
c. 60% to 70%
d. 70% to 80%
e. 80% to 90%
f. More than 90%
III. Which share will Brick & Mortar have in 2020 in your
market in your sector?
80
17%
16%
29%
27%
9%
1%
If we divide the sales into the channels: Online to Home,
Click & Collect and Brick & Mortar (physical stores)

8. a. No consequences
b. 10-15% less SKU´s
c. 15-20% less SKU´s
d. 20-25% less SKU´s
e. 25%+ less SKU´s
As Online to Home and Click & Collect are further expected
to increase in the coming years, what consequences will it
have to your physical and displayed assortment in your
stores?
21%
22%
33%
14%
11%
73

9. a. …try to build up new categories (e.g. health / lifestyle) in my stores
b. ...use the “new in-store space” to create a new, innovative “shopper
experience world” and to distinguish myself from competition
c. …revise my store structure and on long-term downsize
23%
59%
18%
If the number of SKUs in your store indeed significantly
decreases, I, as retailer, would …
73

10. a. Yes
b. No
In the TCG sector, do you foresee a general trend in the
future of brands taking more ownership to trade their
products themselves?
79%
21%
77

11. a. in 6 months
b. in 1 year
c. in 2 years
d. in 3 years
e. in more than 3 years
In 2013, 5 out of 7 categories in technical consumer goods
retail in Western Europe had a negative growth. By when
would you expect a general recovery in the TCG retail in
your market?
14%
25%
35%
11%
16%
81

12. a. Nordics
b. Central Europe
c. Eastern Europe
d. South Europe
Where do you expect the fastest growing sales
increase in Europe in the next 12 months?
13%
23%
48%
16%
83

13. a. Hybrid retailers with interconnected online sales and Brick &
Mortar sales.
b. E-players with some selective physical showrooms/guide
shops, mostly for brand image purpose
c. Pure players (Online only)
d. Traditional Brick & Mortar retailers (Offline only)
56%
30%
13%
1%
86
Multi- and Omnichanneling are nice words. But which type of
retail model, do you think, will be the most profitable?

14. a. Less than 5%
b. 5% to 10%
c. 10% to 15%
d. 15% to 20%
e. 20% to 25%
f. More than 25%
How much of your monthly budget will you spend
this year in multichannel activities?
21%
15%
22%
12%
10%
19%
67

15. a. Facebook
b. Twitter
c. LinkedIn
d. Google+
e. Youtube
f. Other
What is the most important social media channel for
your company?
54%
12%
10%
5%
15%
4%
80

16. a. Yes
b. No
In respect to selective distribution of brand
manufactures, some national protection office
stated it would take action to ensure online sales for
all branded products.
Will manufacturers loose the power to determine
where their products to be sold in the near future?
43%
57%
81