We help you to navigate your growth opportunities, to adapt to the new consumer and to identify how to win in the new era of retail.

1. We help you to navigate your growth
opportunities, to adapt to the new
consumer and to identify how to win in
the new era of retail.
Retail Disruption:
Is Your Company Ready for
Growth?
AUGUST — 2019

2. 2
What does the
future hold for
retail companies?
Ready for Growth?
A diverse number of growth
opportunities await to be…
unlocked.
Sales channel shifts, new consumer trends, the
rise of experiential retail, new entrants and digital
are a handful of the disruptors currently
transforming the retail industry.
Whether these changes are turned into growth
opportunities depends on how well they are
assessed and turned into strategic actions.

3. 3
What does this future
look like? A snapshot
Ready for Growth?
Decreasing traffic is the norm. But this does not
necessarily mean value loss, as conversion, more
than ever, is king.
In-store Footfall: Down
Alternative emergent business models are putting a
strain on incumbents. There will not be enough
room for all.
Ecosystems: Growing
Online players move into the physical space and
the other way around. Brick-and-mortar will
maintain a key role.
Me-Too: Not a Strategy!
Seamless experiences become a crucial competitive
advantage and call for a deep omnichannel
integration.
Touchpoints: Seamless
To captivate consumers and unlock value in consumer
acquisition, personalized marketing is a key enabler.
Personalization: 100%

4. 4
What we do
Ready for Growth?
Analysis should never lead to
paralysis. We put you on a robust
growth track.
We help leading retailers to identify, select and
navigate their growth opportunities ranging from a
differentiated value proposition, product & service
optimization to consumer experience, business
model innovation and the required organizational
change and engagement.

5. Ready for Growth?
How to stay on top of the game in retail
We believe the following to be the key imperatives
5

6. 6
IMPERATIVE
Put your Business Model
under scrutiny.
Take the necessary steps to find your sweet spot - do not try to be “all things to all people”.
A business shift does not happen over night: Counter over-capacity by making the right move
between reinvigorating, renting out, removing or reinventing the retail space.
Opportunity
# 1
Stay on Top of the Game -
How can we
identify where to
sustainably win in
our business?
Trying to replicate what Amazon has built up
over decades, as Walmart has attempted, is
madness.
– Ben Thomson
Leading Technology and Media Analyst
“

7. 7
IMPERATIVE
Strengthen your
Differentiation and Narrative.
Opportunity
# 2
Stay on Top of the Game -
How can our
Retail brand be
more relevant in
our consumers’
life?
Be transparent and anchored in ethics as demanded by your consumer and embrace community
causes. Win with a brand that is well positioned on convenience AND purpose.
Brands are one of the only sources
of competitive advantage. Technology, even the
most advanced, gets obsolete or gets copied,
capabilities get outdated, assets depreciate.
But brands keep growing over time.
– Dr. Erich Joachimsthaler
CEO and Founder Vivaldi
“

8. 8
IMPERATIVE
Personalize the
Omnichannel Experience.
Facilitate connection and interaction with your consumers in real-time on aspects in the journey that
truly matter, enabling seamless experiences they value. Clarify and assess the metrics for the impact
of marketing initiatives, with continuous improvement loops, and strengthen value creation at the
Point of Experience.
Opportunity
# 3
Stay on Top of the Game -
How do we create
a truly seamless
and fruitful
consumer
experience?
Data-led consumer understanding
is a big thing for us. Smart data
will help us to differentiate
between the wants and needs of
our shoppers.
– Doug McMillon
CEO Walmart
“

9. 9
IMPERATIVE
Innovate your way – wisely
choosing who you partner with.
Identify Ecosystem partners that help you to scale operations where useful. By doing this, Test &
Learn, innovating your way forward. To fight and build up on all fronts is unsustainable.
Opportunity
# 4
Stay on Top of the Game -
How can we
ensure a positive
return on our
technology
investments?
Direct competition can be your partner -
we cooperate in technology with
companies that have previously been
seen as our direct enemy. If you don’t
think this way, you are going to shrivel.
– David Mclennan
CEO Cargill
“

10. 10
IMPERATIVE
Embrace the Future of Work.
Change your company culture and set up new ways of working that will foster collaboration, bridging
organizational silos and collapsing functional barriers where necessary.
Opportunity
# 5
Stay on Top of the Game -
How do we break
down historically
built-up
organizational
silos?
“
The primary task and key success criteria of
any manager are to foster an environment
that is agile, mobile, flexible and where
employees are united by values.
– Alejandro Melamed
Futurist

11. Ready for Growth?
How we can help you to stay on top of the game in retail
Our Offering and Who We are.
11

12. 12
Here’s how Vivaldi can unlock your growth potential and achieve immediate impact.Navigating
Opportunities
Our Offering —
Put your Business
Model under scrutiny.
• Business Strategy
• Value Proposition
• Portfolio Strategy
• Business Model Innovation
• Platform Business Strategy
• Digital Ecosystems
Strengthen your
Differentiation and
Narrative.
• Brand Strategy
• Positioning
• Marketing Funnel
Optimization
• Brand Value and
Sentiment Analysis
• Performance Marketing
and Brand KPI Tacking
Embrace the Future of
Work.
• Employer Value Proposition
• Capability Assessment and
Development
• Employee Engagement
Initiatives
• Digital Transformation
• Agile Digital Processes
• Organizational Change
Personalize the
Omnichannel
Experience.
• User Experience Design
• Consumer Journey
Optimization
• Communication and
Media Strategy
• Media Investment
Optimization
• Web, Mobile and Social
Creation
Innovate your way –
wisely choosing who
you partner with.
• Innovation Strategy
• Innovation Management
• Ideation
• Rapid Concepting
• Make or Buy Decisions
• Business Case Modelling
Opportunity
# 1
Opportunity
# 2
Opportunity
# 3
Opportunity
# 4
Opportunity
# 5

13. 13
The integrated
Vivaldi Model
About Vivaldi —
The shape of business and the marketing department has changed. We generate
impact by applying rigour, rhythm and results required in this new era of building
brands.
The Vivaldi
Model
Commercial
Impact
The reason you build your brand
Consult
The rigour required to win
Create
The disruption required in market
Built how business is done today

14. 14
Some of our
growth numbers
About Vivaldi —
We help clients reach their growth potential.
1000+
Strategy, Design, and
Implementation Project
Engagements around
the world
500+
Years of Combined
Work Experience by
our Senior Partners
50+
Clients and Brands
in the Fortune
Global 100
25+
Years of Thought
Leadership About How
to Grow Brands

15. About Vivaldi —
15
And have led brand leadership for 20 years and are experts on (platform) growth.Thought
Leadership on
Growth
Our unique expertise in
Platforms encompasses
today’s model for (re)building
brands, digitally.
Our recent Platformization
Potential study is making
waves in the industry.
Explore the study here

16. 16
Consistently
awarded
Best Consultants &
Best of Consulting
About Vivaldi —
We’re proud of the marks our team has made as some of the best and brightest around.

17. 17
About Vivaldi —
Global footprint
and local expertise
The Vivaldi Team has experience
working globally, with a local
presence on four continents and
the ability to tap into local subject
matter expertise.
Our firm has 9 offices around the world, from New
York, Chicago, Buenos Aires to London, Zurich,
Munich, Düsseldorf, Hamburg and Singapore.

18. 18
Here’s a snapshot of who our team have previously worked with.Some Client
Relationships
About Vivaldi —

19. Ready for Growth?
Selected Stories of Retail Success
Voices of our Partners and Project Examples.
19

20. 20
We’ve left a lasting impression on our clients. Here’s what just a few have to say.Voices of some
of our Partners
About Vivaldi —
“We're finally where we
should have been two years
ago with our shopping mall
strategy. The collaboration
with Vivaldi empowered us
to develop and execute
several future-oriented
projects.
“
“Vivaldi Partners helped us
to develop our growth
strategy to succeed in a
new century of multi-
channel retailing.
“
“The one thing that made
Vivaldi stand apart from
other firms we interacted
with was the ability to step
back and get the broader
strategy first before going
into the more executional
items of the new retail
concept.
“

21. 21
Envisioning a
Strategic
Roadmap
MIGROS was looking for ways to
secure the success of its shopping
mall portfolio, a key pillar of the
group that is currently affected by
the retail market disruption.
Together with the project team, we
helped to reshape the mall
portfolio, from opportunity
identification to business value
exploitation. We helped MIGROS to
• craft a long-term strategic vision
• define customer-centric
positionings for 30 shopping
malls
• derive innovative qualitative and
quantitative measures for
financial impact
• draft the new organizational
structure with the outlined
required capabilities, tasks,
processes and tools
30 repositioned
Malls &
optimized
Organization
RESULT:Project Examples —

22. 22
Delighting with
a new Retail
Concept
Project Examples —
SAMSUNG wanted to make a splash
for the launch of its new Galaxy
phone with an innovative customer
experience concept and building on
its leadership position through a
retail experience that would create
meaningful consumer connections.
Acting as chief strategists, we
helped SAMSUNG to
• define a compelling vision,
strategy and roll-out plan for the
new retail concept
• develop a clear and actionable
marketing and communications
plan to guide the launch
• define the organizational
structure and requirements
• develop a comprehensive digital
strategy including customer and
staff information systems, social
capability and CRM plan
RESULT:
Enhanced Brand
Perception
through
innovative Retail
Format

23. 23
Enhancing the
Store Experience
Project Examples —
SportXX was eager to assess and
strengthen the in-store employee
knowledge and engagement to
enhance the shopper purchase
experience and make every
interaction of the shopper in store as
memorable as possible.
We helped SportXX to:
• identify the most relevant
shopper buying motives based on
qualitative exploration through
focus groups and employee
interviews
• carry out a purchase-driver,
performance-, and KANO analysis
to uncover the implicit
importance of purchase decisions
• determine the differentiating
factors of the shopping
experience vs. competition and
recommend improvements based
on benchmarking
RESULT:
Improved Customer
Experience
during Sales
Consultation

24. 24
Tracking Shop
Engagement
Project Examples —
TCHIBO wanted to be more relevant
and top of mind in the consumers’
lives. Based on this, TCHIBO
envisioned to enhance the omni-
channel experience in line with the
latest consumer needs.
We helped TCHIBO to
• identify and understand the truly
relevant moments in the lives of
TCHIBO consumers based on in-
depth interviews and
ethnographic studies
• translate the insights into
demand growth platforms
• derive actionable qualitative and
quantitative measures to
optimize the omnichannel
experience along all touchpoints
RESULT:
Enhanced &
personalized
Omnichannel
Experience

25. 25
Senior Partner | Zurich
ROLAND BERNHARD
Roland is a Senior Partner at Vivaldi and
leads the Zurich and London offices. He
brings over 25 years of relevant
international experience as a
management consultant and senior
marketing executive for some of the
world’s leading brands such as Red Bull,
the Coca-Cola Company and Nestlé. His
mission: Energizing people, brands and
businesses around the globe.
Your experienced
team & project
leaders
Our team has extensive experience with leading retailers on both the management
consulting and industry side.
Senior Engagement Manager | London
DAVID TRAN
David is a Senior Engagement Manager at
Vivaldi’s London office, where he has
brought a combination of marketing
strategy and consumer empathy to his
client work over the last ten years. He
leads multiple facets of Vivaldi’s key
offerings, including brand positioning and
Demand-First Innovation and Growth™
strategy.
Partner | London
STEPHEN FIRTH
Stephen is the co-founder and Managing
Director of Gravity Thinking in London,
now part of the Vivaldi family.
Specializing in digital marketing and
communications, Stephen established an
award-winning creative agency working
with some of the world’s leading brands
including Hendrick’s Gin, Philips and
Hyundai.
Partner | New York
PETE KILLIAN
Pete brings over 16 years of experience in
strategy consulting and is a published
thought leader on growth. Pete focuses
on retail and consumer goods. Within
retail, Pete helps drive enterprise-wide
turnarounds, private brand strategies,
and digital transformations. On
numerous engagements Pete has helped
retail customers jointly execute in-store
strategies, driving double-digit comp
growth and reversing category declines.
About Vivaldi —

26. Roland Bernhard
Senior Partner
T +41 43 268 11 61
M +41 79 819 59 08
Vivaldi London
Emerson Building
4-8 Emerson Street
London SE1 9DU
rbernhard@vivaldigroup.com
David Tran
Senior Engagement Manager
T +44 203 141 7700
M +44 7502 172 206
dtran@vivaldigroup.com
Thank You
Want to know more about how we can
help you build most value in retail?