Distribution systems put to the test
Look into the future
The two main speakers wanted to take a look into the future of distribution, explained Dr. Christoph Wildhaber, Managing Director of the association, the title of the specialist event "Distribution 2.0". Many companies today have to ask themselves which forms of distribution will still work in the future.
Five success factors
Franz Julen, Chairman of the Board of Directors of Valora Holding AG, summarized his experience as former CEO of Intersport and Völkl in five success factors. For him, the foundation is a clear, unambiguous strategy. Secondly, the business model must be developed based on this. In third place are the people with whom sales are to be realized.
Low franchise fees
Fourthly, the realization of "quick wins" is important to Julen. And fifthly, it's about good partnerships. In franchising, it is important not to set the franchise fees high, as this is demotivating for franchisees. His advice to franchisors: set the fees low and make the money with the product.
Future-proof implementation
For Franz Julen, the five factors are the basis. However, the implementation must always be up-to-date and future-proof. Another success factor for Julen is therefore digitalization with e-commerce, click-and-collect, omni-/multi-channel, analytics, CRM and digital services. If you want to survive, you have to be agile, innovative, dynamic, fast, pragmatic and digital and be able to implement simple and pragmatic concepts.
Human or robot
In the second keynote speech, Karin Frick spoke about the question "How will we shop in the future?". Frick deals intensively with this question as Head of Research and member of the Executive Board of the GDI Gottlieb Duttweiler Institute. Afterwards, participants were able to attend two of five different workshops on the topics of humans or robots, reputation, sales models, negotiation and financing.
