IRFne LuFerr-P0 Main trends in Retail Concept around the world Mumbai, 9th September 2006 The information contained in this document belongs to Value Partners S.p.A and to the recipient of the document. The information is strictly linked to the oral comments which were made at its presentation, and may only be used by attendees of that presentation. Unauthorized copying, disclosure or distribution of the material in this document is strictly forbidden and may be unlawful.

IRFne LuFerr-P1 Contents of the document The key elements of a Retail Concept and main trends Some examples of innovative Retail Concepts

IRFne LuFerr-P2 Pricing Assortment/ range The key elements for the definition of a Retail Concept Target Market Complete Retail Concept Customer Service POS Location/dimension Atmosphere Shopping experience Promotional tools Brand Strategy

IRFne LuFerr-P3 Main trends in Retailer POS Atmosphere AreaTrend ---- Surreal effect creation Development of initiative of traffic building Shopping experience -Interaction encouraged more and more. Demo/product test. Simulation of functioning atmosphere of the product Assortment/ range Widening offer portfolio with non-core products/services (one stop shop)/differentiation of the offer Development of cross selling Assortment fast renewal (i.e. fast fashion retailers) Development of assortment with a specific focused target Customer service Superior sales force training Sales people empowerment Policies of compensation based on level of customer satisfaction/ sales

IRFne LuFerr-P4 Contents of the document The key elements of a Retail Concept and main trends Some examples of innovative Retail Concepts

IRFne LuFerr-P5 Atmosphere: Niketown - surreal effect creation -The store reproduces a virtual city of the sport, constituting: -Inside some of the pavilions, the characteristic atmosphere of the sport, to which the pavilion is dedicated, is reproduced; as an example:. Central public square with video-wall column Pavilions/quarters dedicated to the sport disciplines (e.g. soccer quarter, …). Basket playground Reproduction of the soccer stage cover Store layout Pavilion layout LONDON

IRFne LuFerr-P6 Atmosphere: FNAC - traffic building levers The forum area in the middle of the POS is entirely dedicated to traffic building activity not directly related to the sale of products: Caffé FNAC: food/cafè bar Temporary exhibits on specific topics (current exhibit on the work of Stanley Kubrick) Concerts for new CD launch and cultural events: books inauguration, reading sessions Workshop on new technologies Presence of interactive elements: Image Box counter for modifying and printing digital photos Touch screen with information on products on sale and events organized in the store CD listening counters Many plasma screens with images of exhibited products (e.g. concerts in the music area, demos in the software area, …) - Concert in the forumCafe FNACDemo game PS2 PARIS

IRFne LuFerr-P7 Atmosphere: Atelier Renault - traffic building levers Thematic exhibitsRelax AreaRestaurant/Bar Inside the atelier thematic exhibitions on automobiles are periodically organized The exposures use multimedia instruments integrated with the exhibit objects ---- The atelier provides visitors an area to relax, where it is possible to: Read newspapers and magazines at their disposal Rest on the sofa and massage seat Listen to music and see films on F1 Renault The atelier has a Restaurant/Bar area (approximately 5,400 ft 2 ) suspended over the exhibits area - PARIS

IRFne LuFerr-P8 Atmosphere: American Girl Place NEW YORK Concept - Sell high-end dolls and related accessories to girls from 5 years of age to pre-teens and Sell matching apparel, related books and magazines to them POS, each ~ 40,000 ft 2 Theatre shows on related themes Elegant restaurant with a setting for the doll A doll make over A doll hospital Key Features A narrow retail format turned into a destination event

IRFne LuFerr-P9 Atmosphere: House of Dreams COPENHAGEN,DENMARK Comfort ZonesSensory RoomOther features Concept: to demonstrate a bedroom in a privileged area filled with comfort and a multi- sensual experience to exploit fully the appeal of the products Has 4 rooms of different styles: Italian, Colonial, Penthouse, Romantic A part of store dedicated to a Show your room contest with images of actual rooms of customers In this room customers can avail a polysensorial experience of two different atmospheres in a simulated environment There is also a mobile sensory room for shops to organise promotional events ---- A room with Robbie Williams bed – where you can lie down and also click photos A chiropractor for consultancy services Sophisticated coffee shop Store open for public only on Thursdays from 15 – 20 or on appointment to create an exclusivity feature An experimental place focused on creating a visual and multisensorial experience to promote beds and mattresses

IRFne LuFerr-P10 Interaction with the Web POS technolog- ical content -Inside the store, there are internet counters, where the customers can surf and personalize the Nike products and directly buy them -The high technological content of the store contribute to increasing the POS traffic: LCD containing videos of sports Central Video-wall Automated product delivery LONDON Shopping experience: Niketown – interactive features Personalization of the product

IRFne LuFerr-P11 Demo O 2 MusicDemo phones counter Inside the Flagship store of O 2 there are demo phones counters (6) in which customers can try newly released products (functioning and equipped with a SIM) by sending sms/ mms, navigating through the telephone menu or the O 2 wap portal Inside the O 2 Music demo area, there are two touch screens which allow the customers to navigate through the catalogue of the music shop and to listen to on-line songs, free of charge MONACO Shopping experience: O 2 Mobile, interactive features in the Flagship (demo areas)

IRFne LuFerr-P12 Shopping experience: Apple Store - interactive features Inside the Apple Store all the released products can be used by the customers The exhibit spaces are divided into thematic areas: Home, Photo, Music, Pro,... and in each area, there is a PC and Apple accessories along with complementary products, (e.g. Musical instruments in the Music area, cameras in the Photo area,…) ---- NEW YORK

IRFne LuFerr-P13 Shopping experience: Maytag – demo stores Inside the Maytag store, people can test the various house-hold electrical appliances by actually using them (i.e washing clothes, making biscuits...) The store is divided into various areas based on categories such as washing clothes, washing utensils, kitchenware etc. with Maytag products and limited products from other brands ---- USA Interaction with Various AppliancesGame area for kids The store also has a game area for children Overall it has a very conducive atmosphere for the key customers to try out the products ----

IRFne LuFerr-P14 LONDON Shopping experience: Michel Guillon - a holistic approach to eye-care The store is dedicated to eyesight care with a concept based on a high-level mix of products and services, combining sophisticated skills, highly personalized approach and cutting edge equipment Services include optical surgery (performed in a separate clinic), and personalized advice on diet integrators that stimulate visual capabilities through a careful mix of vitamins, minerals and other elements ---- The store has niches with innovative mobile displays, where the glasses holders project out of the wall and recede back (like a fashion parade) and … … also a touch-screen station that allows customers to try various glasses and take photographs to aid making a choice ---- Focus on all aspects of eyesight careInnovative Display and Trial

IRFne LuFerr-P15 The POS utilizes the opportunity of cross-selling by:-.... Widening the range of products to non-core (e.g. selling clothing goods, activities like sale of tickets for events and performances) Selling products of other Virgin companies, through shop in shop stores (e.g. Virgin mobile, Virgin cosmetics) LONDON Assortment/range: Virgin Megastore - cross-selling levers

IRFne LuFerr-P16 Assortment/range: concept dedicated to a specific target KTF: Good time stores, target high spenders LG Telecom: Phone&Fun, target young -KTF has developed with some dealers in strategic locations, a concept dedicated to the high-spending customers; the POS while mainly focusing on selling, presents:. Entertainment areas (attended area, reading area, food arrangement for customers, navigation emplacements) High level of service -LG Telecom has developed a concept dedicated to young customers characterized by: Assortment focussed on interactive phones Specific promotions for the young segment Photos area Instruments for phones customization KOREA

IRFne LuFerr-P17 Assortment/range: EQ Life – focussed to women needs USA Concept: Solutions for well- balanced living Wide range of products and services - A store targeted on feminine needs, focussed on health, well-being and technology with an opportunity for one-stop shopping and relaxation with a peculiar cross merchandising strategy EQ has its roots in Equilibrium and general objective of the store is to enable customers search new shapes of equilibrium with personalized store services -Store is divided into 3 areas: Health, well-being and technology: Health: Medicines and products for body care, and non-traditional medicines like Homoeopathy Well being: natural food, books, reviews, physical exercise space and electronic products for monitoring health Technology: Products from iPods to personal computers displayed in a more friendly way

IRFne LuFerr-P18 Customer Service: Villa Daslu SAO PAOLO, BRAZIL A luxury department store with exclusive shopping areas for men and women and: A wide range of products: apparel, footwear, intimate wear, accessories … … also champagne, cigars, luxury cars, boats and pieces of real estate Relaxation facilities, clubs for events, Spa, bar, restaurant, tape conveyor for delivery of purchases, facility for helicopter landing, personal shoppers The female shopping area has a strong domestic atmosphere where apparel can be tried on in the rooms itself instead of small trial rooms The male shopping area has all assortments in the sale area A huge 182,000 ft 2 area store – Symbol of glamour and luxury

IRFne LuFerr-P19 To summarize, this are the areas retailers should work on Atmosphere AreaTrend ---- Surreal effect creation Development of initiative of traffic building Shopping experience -Interaction encouraged more and more. Demo/product test. Simulation of functioning atmosphere of the product Assortment/ range Widening offer portfolio with non-core products/services (one stop shop)/differentiation of the offer Development of cross selling Assortment fast renewal (i.e. fast fashion retailers) Development of assortment with a specific focused target Customer service Superior sales force training Sales people empowerment Policies of compensation based on level of customer satisfaction/ sales

IRFne LuFerr-P20 Our offices Value Partners valuepartners.com Milan Via G. Leopardi Milan Tel Fax Rome Via di Porta Pinciana Rome Tel Fax São Paulo Rua Padre João Manuel 755 1° e 2° andares - cj. 11, 12 e 21 Cerqueria Cesar São Paulo - Brazil CEP Tel Fax Buenos Aires Alicia Moreau de Justo Piso C1107AAL Buenos Aires - Argentina Tel Fax Istanbul Demet sok. 7/ Yesilyurt Istanbul Tel Athens Kolokotroni street Athens - Greece Tel Shanghai Fortune Gate office building, Unit 02, 25/F 1701 Beijing Rd (W) Shanghai Peoples Republic of China Tel Fax Mumbai 8th floor, C Block Devchand House, Shiv Sagar Estate Dr. Annie Besant Road Worli, Mumbai Tel Fax Contacts - Giacomo Santucci, Senior Partner Luca Ferro, Head Value Partners India