tag:blogger.com,1999:blog-71446587225252951382024-03-14T03:34:51.432+01:00Le Blog DiamartLes actu retail commentées par nos expertsAnonymoushttp://www.blogger.com/profile/07538823298621271610noreply@blogger.comBlogger190125tag:blogger.com,1999:blog-7144658722525295138.post-20923942630271622702019-10-18T15:04:00.000+02:002019-10-18T15:12:48.483+02:00Que penser du Flagship Adidas des Champs Élysées ?<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://1.bp.blogspot.com/-tJ8ZYiNkReU/Xam52QMfEcI/AAAAAAAAAtI/QubcMcCXY_okijIQi0p79VxpNBSXQWJtQCLcBGAsYHQ/s1600/Adidas-flagship-store-paris-diamart-group.png" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="626" data-original-width="1019" height="392" src="https://1.bp.blogspot.com/-tJ8ZYiNkReU/Xam52QMfEcI/AAAAAAAAAtI/QubcMcCXY_okijIQi0p79VxpNBSXQWJtQCLcBGAsYHQ/s640/Adidas-flagship-store-paris-diamart-group.png" width="640" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Crédit photo : Adidas Flagship Store</td></tr>
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<span style="font-family: calibri, sans-serif; font-size: 12pt;">Ce concept revisité qui s’étend sur 3 300m2 mise sur le
service, la gamification et… l’environnement !</span></div>
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Décryptage : <o:p></o:p></div>
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<!--[if !supportLists]--><b><span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">1.<span style="font: 7.0pt "Times New Roman";">
</span></span></span></b><!--[endif]--><b>Service et ultra-personnalisation <o:p></o:p></b></div>
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Ici le client peut tout personnaliser, des chaussures aux
t-shirts en passant par la gravure sur les gourdes… L’enseigne a installé 2 points dédiés à la customisation,
équipés d’écrans interactifs sur lesquels le consommateur commande sa
personnalisation. Pendant qu’un vendeur se charge de la customisation,
Adidas invite ses clients à patienter en dispersant plusieurs points de
« détente » sur les 3 niveaux du magasin.<br />
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<a href="https://1.bp.blogspot.com/-mE-95glIZKY/XahyFsaqHvI/AAAAAAAAAsk/ZQIGVh4g88sRBRbp0EKlcbE44_9s1GmkACLcBGAsYHQ/s1600/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-7.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="1600" data-original-width="1200" height="400" src="https://1.bp.blogspot.com/-mE-95glIZKY/XahyFsaqHvI/AAAAAAAAAsk/ZQIGVh4g88sRBRbp0EKlcbE44_9s1GmkACLcBGAsYHQ/s400/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-7.JPG" width="300" /></span></a></div>
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<i><span style="mso-no-proof: yes;">Table de customisation au
cœur du magasin<o:p></o:p></span></i></div>
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<a href="https://1.bp.blogspot.com/-LohBhnIthdM/XahyHOdC7-I/AAAAAAAAAtA/RvfeoHLCx-UtKRLMu8nxeQpdzwbMMm3xACEwYBhgL/s1600/Adidas-Champs-e%25CC%2581lyse%25CC%2581es-Diamart-Group.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="901" data-original-width="1600" height="360" src="https://1.bp.blogspot.com/-LohBhnIthdM/XahyHOdC7-I/AAAAAAAAAtA/RvfeoHLCx-UtKRLMu8nxeQpdzwbMMm3xACEwYBhgL/s640/Adidas-Champs-e%25CC%2581lyse%25CC%2581es-Diamart-Group.png" width="640" /></span></a></div>
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<i><span style="mso-no-proof: yes;">Écrans intéractifs et tableau de photos des
différentes customisations réalisées<o:p></o:p></span></i></div>
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Adidas bouscule
son métier historique et se positionne en coach en
proposant l’analyse de foulée de ses clients avec le « run genie ».
Équipé de baskets Adidas et de capteurs, le client court sur un tapis en étant
supervisé par un vendeur de la marque. Il bénéficie à la fin d’un rapport sur
sa façon de courir (temps, distance, rythme cardiaque, inclinaison du pied au
touché du sol), qu’il peut recevoir par mail avec des recommandations sur les
chaussures adaptées à sa foulée. <o:p></o:p></div>
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<span style="mso-no-proof: yes;"><span style="mso-spacerun: yes;"> </span><o:p></o:p></span><a href="https://1.bp.blogspot.com/-Ho9hx6xTBAo/XahyE9oASSI/AAAAAAAAAsc/JwQfIFgG2hU9cYCNeQqU2RYzUidmZr6JwCLcBGAsYHQ/s1600/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-5.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em; text-align: center;"><img border="0" data-original-height="862" data-original-width="1600" height="344" src="https://1.bp.blogspot.com/-Ho9hx6xTBAo/XahyE9oASSI/AAAAAAAAAsc/JwQfIFgG2hU9cYCNeQqU2RYzUidmZr6JwCLcBGAsYHQ/s640/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-5.png" width="640" /></a></div>
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<i><span style="mso-no-proof: yes;">Capteurs « Run genie » pour une analyse
complète de la foulée et une recommandations sur-mesure des baskets adaptées au
client<o:p></o:p></span></i></div>
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<!--[if !supportLists]--><b><span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">2.<span style="font: 7.0pt "Times New Roman";">
</span></span></span></b><!--[endif]--><b>Gamification <o:p></o:p></b></div>
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La marque
mise sur l’expérientiel : sur les 3 étages depuis les caisses aux
cabines d’essayage l’architecture du magasin s’inspire des terrains de baskets
américains avec gradins à l’entrée, grilles en métal et murs en béton brut.
Pour plonger toujours plus ses clients dans l’univers sportif, elle les invite sur
son terrain de basket « Score and Share » et sur ses tapis de courses
avec vue (virtuelle) sur Paris. <o:p></o:p></div>
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<i>Ambiance sportive
jusqu’à l’architecture intérieure du magasin<o:p></o:p></i></div>
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<i>Terrain de basket</i></div>
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<tr><td style="text-align: center;"><a href="https://1.bp.blogspot.com/-wb5I8b1wUmQ/XahyGjnxmDI/AAAAAAAAAso/OnLqvJS465ERbYg1TIABMjoVf93IgCCmQCLcBGAsYHQ/s1600/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-8.JPG" imageanchor="1" style="clear: right; font-size: 12pt; margin-bottom: 1em; margin-left: auto; margin-right: auto; text-align: center;"><span style="color: black;"><img border="0" data-original-height="1600" data-original-width="1200" height="320" src="https://1.bp.blogspot.com/-wb5I8b1wUmQ/XahyGjnxmDI/AAAAAAAAAso/OnLqvJS465ERbYg1TIABMjoVf93IgCCmQCLcBGAsYHQ/s320/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-8.JPG" width="240" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><i style="font-family: Calibri, sans-serif; font-size: 16px; text-align: start;">Karaoké box pour l’exposition « Americana »</i></td></tr>
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<tr><td><a href="https://1.bp.blogspot.com/-tkF_gByhqVE/XahyFsr737I/AAAAAAAAAsg/4YvCEFpKmf0QPW3Hkntlujxp-lEMA5GWACLcBGAsYHQ/s1600/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-6.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><span style="color: black;"><img border="0" data-original-height="1600" data-original-width="1200" height="400" src="https://1.bp.blogspot.com/-tkF_gByhqVE/XahyFsr737I/AAAAAAAAAsg/4YvCEFpKmf0QPW3Hkntlujxp-lEMA5GWACLcBGAsYHQ/s400/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-6.JPG" width="300" /></span></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px;"><i style="font-family: Calibri, sans-serif; font-size: 16px; text-align: start;">Tapis de course avec vue sur Paris</i></td></tr>
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<b style="font-size: 12pt; text-indent: -18pt;">3.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></b><b style="font-size: 12pt; text-indent: -18pt;">Environnement</b></div>
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L’enseigne se positionne en acteur de la lutte contre le
réchauffement climatique avec un espace dédié « For the Oceans » où
elle expose une collection créée à partir de plastique récupéré des océans et
explique le processus de recyclage des déchets et de transformation en fibre
pour finir en équipement sportif. Pour sensibiliser ses clients, elle met à
disposition une fontaine à eau
(gratuite) mais sans gobelets où le client peut boire au robinet ou remplir sa propre
bouteille. Aussi, elle invite ses clients au challenge « Run For
The Oceans » : pour chaque KM couru, Adidas verse 1$ au profit de
Parley Ocean School (association de défense de l’environnement). <o:p></o:p></div>
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<span style="color: black;"><a href="https://1.bp.blogspot.com/-p7hGPBOr9ts/XahyCvFflXI/AAAAAAAAAsY/PDfFyxCRHjYSDxsn-P4gmPxRYsBlofR8wCLcBGAsYHQ/s1600/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-2.png" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: 1em; text-align: center;"><img border="0" data-original-height="901" data-original-width="1600" height="360" src="https://1.bp.blogspot.com/-p7hGPBOr9ts/XahyCvFflXI/AAAAAAAAAsY/PDfFyxCRHjYSDxsn-P4gmPxRYsBlofR8wCLcBGAsYHQ/s640/Adidas-Champs-Elyse%25CC%2581es-Diamart-Group-2.png" width="640" /></a><br />
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<i>For the
Oceans : le programme environnement Adidas<o:p></o:p></i></div>
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Avec ce concept des Champs Élysées (le plus grand flagship
Adidas), l’équipementier allemand rivalise avec son concurrent américain Nike
installé sur le trottoir d’en face, qui dévoilera son nouveau concept en 2020,
sur une surface de vente de 4300 m2.<o:p></o:p></div>
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</style>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-91896565764314353012019-10-07T16:02:00.002+02:002019-10-07T16:02:54.979+02:00Des câlins pour les Gilets jaunes ?<div class="MsoNormal" style="caret-color: rgb(0, 0, 0); font-size: 12pt; margin: 0cm 0cm 0.0001pt; text-size-adjust: auto;">
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<a href="https://1.bp.blogspot.com/-zqHpOwILyqI/XZtFO-BMlxI/AAAAAAAAAsE/zeJcBpi-QOA03b3KRPYP65CznRkxgko6ACLcBGAsYHQ/s1600/calins-gilets-jaunes.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="626" data-original-width="1320" height="188" src="https://1.bp.blogspot.com/-zqHpOwILyqI/XZtFO-BMlxI/AAAAAAAAAsE/zeJcBpi-QOA03b3KRPYP65CznRkxgko6ACLcBGAsYHQ/s400/calins-gilets-jaunes.jpg" width="400" /></a></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">On a souvent entendu dire que la crise des Gilets jaunes était une crise du pouvoir d’achat. Après tout, elle a été déclenchée par quelques centimes de hausse des carburants.</span></span><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span class="Apple-converted-space" style="font-size: 12pt;"> </span><span style="font-size: 12pt;">Les derniers chiffres macro-économiques confirment qu’il s’agit d’une faute d’analyse : malgré la hausse du pouvoir d’achat en 2019 (+2,3%), la consommation n’augmente que de 1,1%. Les gestes du gouvernement sont passés en hausse de l’épargne !<a name='more'></a></span></span><br />
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Le pouvoir d’achat n’est en fait que le catalyseur d’une crise plus profonde : une large part de la population ne croit plus en notre modèle, parce qu’elle a l’impression que ce modèle lui dénie toute valeur. Ces déclassés forment ce qu’Harari appelle « l’armée des inutiles », dans le sens où ils se sentent inutiles dans le modèle libéral, faute des qualités ou des qualifications requises. Ils ont l’impression que la société les écrase, et il est difficile de leur donner tort.<span class="Apple-converted-space"> </span><o:p></o:p></span></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Cette frustration immense pose des défis immenses à nos démocraties. Pour le retail en revanche, il y a là des opportunités excitantes. Ainsi, le succès du smart discount (Lidl, Action, Primark…) aux dépens des modèles paupérisants s’explique très bien si on les considère comme des enseignes « anti-frustration ».<o:p></o:p></span></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Vous reprendrez bien un peu de câlinothérapie ?</span></div>
Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-25677718826223314272019-07-26T14:33:00.000+02:002019-07-26T14:54:19.779+02:00La tête dans le sable : comment financer la transformation du retail ? <div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-HR18fkNSZro/XTryyyIs3nI/AAAAAAAAAro/t-3_dZJ_PJUH_mcZzBF2bqRJ5ZmoJc5uwCLcBGAs/s1600/retail-diamart-blog.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="310" data-original-width="711" height="273" src="https://1.bp.blogspot.com/-HR18fkNSZro/XTryyyIs3nI/AAAAAAAAAro/t-3_dZJ_PJUH_mcZzBF2bqRJ5ZmoJc5uwCLcBGAs/s640/retail-diamart-blog.jpg" width="640" /></a></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="background-color: white; text-align: justify;">La majorité des retailers sont conscients de devoir conduire une transformation profonde. Il faut certes continuer de faire mieux ce qu’on fait depuis longtemps, mais aussi initier des changements difficiles. Ils ne relèvent pas toujours d’exaltantes innovations : le plus souvent, il s’agit de fermer une partie des magasins, de mettre à niveau les SI ou d’investir pour développer des ventes online pourtant moins rentables.</span></span><br />
<a name='more'></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Cette transformation est couteuse. Pour nombre de retailers, la mener à bien à une vitesse suffisante consommerait l’essentiel de l’Ebitda pendant plusieurs années. Autant dire que les actionnaires refusent de financer ces plans et préfèrent garder la tête dans le sable. Car ce refus de financer la transformation relève évidemment du déni.</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Pourtant les marchés financiers sont enclins à financer la transition digitale : ils sont même d’une incroyable prodigalité envers les pure players. Alors pourquoi refusent-ils de financer la transition digitale des retailers historiques ?</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Parce que tout le monde fait semblant de croire que ces derniers ont encore une valeur. Explication : imaginons un retailer qui réalise 300 M€ de CA et dégage 20 M€ d’EBITDA. Comme tout le monde, il souffre et son EBITDA est sous pression… mais s’éroder n’est pas s’effondrer. Ce retailer fait réaliser une revue stratégique par un grand cabinet de conseil anglo-saxon qui conclura évidemment que l’EBITDA peut se redresser et que ce retailer vaut encore beaucoup d’argent, disons 150 M€. Quel actionnaire accepterait dans ce contexte d’investir les 50 à 100 millions nécessaires pour transformer le modèle ?</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Pourtant sans cette transformation, ce retailer va mourir. Sans ces 50 à 100 millions, il ne vaut rien. Zéro. Un cadavre qui n’a pas encore conscience d’être mort. Dépenser ces millions ne détruit pas de valeur : cela construit la valeur de demain d’une entreprise qui, sinon, n’en a aucune. En d’autres termes : c’est parce que les retailers font semblant de croire qu’ils valent encore quelque chose qu’ils s’interdisent de réaliser les investissements nécessaires à leur survie. La solution n’est pas simple : quel PDG osera dire à ses actionnaires que, surprise, l’entreprise ne vaut pas 150 M€, mais zéro ?</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Mon propos vous semble défaitiste ? C’est tout le contraire. Je crois absolument qu’il est possible de transformer avec succès les retailers historiques. Mais je crois aussi que dans bien des cas, cela nécessite un effort financier que les actionnaires, la tête dans le sable, rechignent à consentir.</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Ça me rappelle Greta Thunberg. Les imbéciles qui dénigrent cette jeune femme vivent dans le déni et lui en veulent de chercher à les réveiller. <i>« Quand on lui montre la lune, l’idiot regarde le doigt »</i>. Nos civilisations, comme le retail, vont devoir conduire des transformations profondes et coûteuses. Comme on ne voit pas comment assumer cela devant nos actionnaires (les électeurs), on fait semblant de croire que nous pourrons survivre en faisant l’économie de ces transformations.</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">C’est stupide. Mais c’est rassurant. Quand on ne voit pas comment régler un problème, on évite de l’aborder, et espérons que cela suffira.</span><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Vous voulez mon avis ?</span><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Ça ne suffira pas.</span><br style="background-color: white; text-align: justify;" /><br style="background-color: white; text-align: justify;" /><span style="background-color: white; text-align: justify;">Et maintenant, dépêchons-nous d’oublier tout cela et… go to the beach !</span></span>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-69379959244578419182019-07-02T17:49:00.000+02:002019-07-02T17:59:11.912+02:00Comment l'IA pilote Starbucks ?<!--[if gte mso 9]><xml>
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<a href="https://1.bp.blogspot.com/-1yYMjE-l7Dg/XRt_R47Z4bI/AAAAAAAAArM/XYHjoHvH1_0OCuEUIKyN257ZQu1JCQ0IwCLcBGAs/s1600/starbucks-IA-Diametrix-Diamart-Group.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="777" data-original-width="1538" height="322" src="https://1.bp.blogspot.com/-1yYMjE-l7Dg/XRt_R47Z4bI/AAAAAAAAArM/XYHjoHvH1_0OCuEUIKyN257ZQu1JCQ0IwCLcBGAs/s640/starbucks-IA-Diametrix-Diamart-Group.jpg" width="640" /></a></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Starbucks vient
d’annoncer que les offres faites aux 12 millions de membres de son programme de
fidélité américain sont désormais définies par un moteur d’intelligence
artificielle, passant ainsi de 30 offres différentes par semaines à…
400 000 ! Avec un objectif d’accroissement de valeur des clients
fidélité de +80%, rien que ça.</span><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"></span><br />
<a name='more'></a><ul>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Au-delà de la
performance technique, réelle, la démarche interroge sur plusieurs
points : </span><span style="text-indent: -17.85pt;">Au
niveau du management : Les patrons de Starbucks ont décidé de « donner les
clés du camion » à la machine, qui de fait va générer une part très
importante du chiffre d’affaires. Cela ne signifie pas qu’ils font plus
confiance aux algorithmes qu’à leurs équipes marketing, mais que l’IA a montré
qu’elle était plus performante.</span></span></li>
</ul>
<ul>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Au
niveau du marketing : L’enseigne adopte une posture radicalement
différente dans la façon de s’adresser à ses clients fidèles. Elle accepte de
ne plus maîtriser tout ce qu’elle leur propose, il y a un effet « boite
noire » totalement assumé. Le rôle des équipes opérationnelles a
radicalement changé : elles créent les offres mais c’est l’IA qui les
pousse aux bons clients, et elles pilotent l’algorithme en modifiant ses
paramètres : plus de récompenses cette semaine si l’on parraine un ami ou un
peu plus de promo sur les muffins s’ils se sont mal vendus.</span></li>
</ul>
<ul>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Au
niveau organisationnel : Communiquer 400 000 offres différentes aux
clients chaque semaine et les délivrer sur chacun des 12 000 points de
vente aux US nécessite un très haut niveau d’automation et une organisation
sans faille. Il faut à la fois développer les bons outils, mettre en place les
bons process et former toutes les équipes.</span></li>
</ul>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Le cas de
Starbucks est frappant non seulement sur le rôle majeur attribué à l’IA dans
son modèle commercial, mais aussi sur les moyens mis en œuvre pour aligner
l’entreprise sur un nouveau modèle opérationnel.<o:p></o:p></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Un tel niveau
de radicalité est-il envisageable dans le retail français ? Pour le
moment, les tests d’IA se limitent à des domaines très
précis (assortiment, supply chain, etc.). Même si l’effet d’annonce de
Starbucks est probablement surjoué, il incitera peut-être les retailers à être
plus ambitieux sur les moyens alloués à l’IA, donc à la data. Chez Diametrix,
on ne peut que s’en réjouir.<o:p></o:p></span></div>
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-86290908685677139582019-06-28T12:29:00.000+02:002019-06-28T12:30:01.950+02:00La data clients au service de chaque magasin<table border="0" cellpadding="0" cellspacing="0" style="background-color: #fafafa; border-collapse: collapse; color: black; text-size-adjust: 100%; width: 100%px;"><tbody>
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<a href="https://1.bp.blogspot.com/-ZLq40OF_vuw/XRXr5BF-NFI/AAAAAAAAAqw/TgGOi-TybsUEpruazoecng8dBe8WwetsQCLcBGAs/s1600/Diametrix-data-clients-Diamart-Group-01.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="961" data-original-width="1600" height="384" src="https://1.bp.blogspot.com/-ZLq40OF_vuw/XRXr5BF-NFI/AAAAAAAAAqw/TgGOi-TybsUEpruazoecng8dBe8WwetsQCLcBGAs/s640/Diametrix-data-clients-Diamart-Group-01.png" width="640" /></a></div>
<div style="text-align: justify;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br /></span></div>
<div style="text-align: justify;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Depuis longtemps, les retailers ont compris l’intérêt de capter de l’information sur leurs clients pour leur proposer des offres ciblées et personnalisées. Si de réelles avancées ont été faites en centrale en matière de datas clients (Customer Data Plateform, segmentations incluant les comportements digitaux, scores à base de machine learning, data visualisation...), il s’agit aujourd’hui de les redescendre au niveau local pour en faire un véritable levier d’activation de business pour chaque point de vente.</span><br />
<a name='more'></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br /><br />Les magasins ont un besoin urgent d’avoir accès aux données de leurs clients et à des outils faciles d’utilisation pour les activer. C’est encore plus vrai pour le commerce associé et pour le BtoB, qui sont décisionnaires des actions commerciales au niveau local.<br /><br /><span style="font-size: 16px;"><span style="color: #33bcee;"><strong>Des infos utiles pour les magasins :</strong></span></span><br /><br />Grâce à la data, les magasins doivent disposer de réponses claires aux questions suivantes : </span></div>
<ul>
<li style="text-align: justify; text-size-adjust: 100%;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Mon marché : </strong>Quel est le potentiel de consommation sur ma zone de chalandise ? Quelle est ma part de marché actuelle ?</span></li>
<li style="text-align: justify; text-size-adjust: 100%;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Mes clients :</strong> Qui sont-ils ? Quelle est leur valeur et leur potentiel ? Quels produits achètent-ils ? A quelles offres et quels canaux sont-ils réactifs ? Consultent-ils le site web ? Achètent-ils sur le site e-commerce ?</span></li>
<li style="text-align: justify; text-size-adjust: 100%;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Mon diagnostic : </strong>Dois-je accroître mon trafic ? Ouvrir plus de carte fidélité ? Sécuriser mes nouveaux encartés ? Limiter l’attrition ?</span></li>
<li style="text-align: justify; text-size-adjust: 100%;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Mes actions :</strong> Quels résultats sur mes distributions d’ISA et sur mes campagnes marketing ? Quelles actions (catalogue proposé par la centrale) à mener en fonction de mon diagnostic ?</span></li>
</ul>
<div style="text-align: justify;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Si ces questions ne sont pas nouvelles, la data science permet d’y répondre aujourd’hui avec plus de pertinence. <strong>Exemples ? </strong>Valeur client intégrant le multicanal (enseigne de jardinerie), potentiel client prenant compte des paramètres de la zone de chalandise (Sport 2000), préconisations de nombre de contacts et des actions à mener par client en fonction de son potentiel pour les 500 agences d’une filiale de St Gobain, etc. Autant de données fournies par Diametrix et directement actionnables du point de vue opérationnel.<br /><br /><span style="font-size: 16px;"><span style="color: #33bcee;"><strong>Des outils qui leur facilitent la vie :</strong></span></span><br /><br />Évidemment, toutes les infos doivent être accessibles en quelques clics et aisément manipulables, le tout grâce à une application de data visualisation intuitive (Nespresso, La Poste).<br /><br />Pour passer en mode opérationnel, là aussi la facilité d’usage est de mise car les équipes en magasins sont avant tout des commerçants, pas forcément des pros du marketing opérationnel. Pour cela, on assiste à la généralisation des tablettes vendeurs, véritables outils d’aide à la vente : info que le client à une offre de -20% sur les perceuses cette semaine, suggestions de ventes de produits complémentaires sur une commande e-commerce en cours, liste des produits consultés sur le site web de l’enseigne en amont de sa visite en magasin, etc.<br /><br />Autres outils en fort développement : les solutions de campagnes marketing locales - on parle de marketing distribué – permettent de réaliser facilement des opés courrier, emailings, SMS et push notifications géolocalisées. Tout doit être sur étagère et paramétrable. En 10 mn, un point de vente doit pouvoir envoyer un SMS le vendredi soir pour contrer l’offre inopinée que son concurrent a envoyée pour le samedi.<br /><br />Chez <a href="https://diametrix.fr/" style="color: #007c89; text-size-adjust: 100%;" target="_blank">Diametrix</a>, nous réalisons de plus en plus de projets data au service des magasins, sous forme d’études, de reportings ou d’applications sur mesure en réponse aux besoins que nous avons identifiés avec eux.<br /><br /><strong>Et vous, quelle place donnez-vous à la data client dans la performance locale ?</strong></span></div>
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-25106769233569327962019-06-17T15:25:00.000+02:002019-06-17T15:59:25.758+02:00Ikea à la conquête des centres-villes <!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
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<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
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<w:LsdException Locked="false" Priority="52"
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<w:LsdException Locked="false" Priority="46"
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<w:LsdException Locked="false" Priority="52"
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<w:LsdException Locked="false" Priority="46"
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<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-tk33rMi3omA/XQeHN78fCvI/AAAAAAAAApw/YNQjrdaP_cU-9cKfPd0K7Qd7QsZ3dPyQwCLcBGAs/s1600/Ikea-Diamart-Group.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="329" data-original-width="587" height="354" src="https://1.bp.blogspot.com/-tk33rMi3omA/XQeHN78fCvI/AAAAAAAAApw/YNQjrdaP_cU-9cKfPd0K7Qd7QsZ3dPyQwCLcBGAs/s640/Ikea-Diamart-Group.png" width="640" /></a></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "arial" , sans-serif;"><br /></span></b></div>
<div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: "arial" , sans-serif;">Ikea
à la conquête des centre-villes<o:p></o:p></span></b></div>
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<br /></div>
<div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;">
<span style="font-family: "arial" , sans-serif;">L'ouverture du magasin de la place de la
Madeleine fait le buzz à Paris, mais il n'est que l'une des initiatives d'Ikea
pour conquérir les centres-villes. Centre-ville signifie loyers élevés, trop
élevés pour implanter un Ikea classique avec ses importantes surfaces de
stockage ; mais signifie aussi une clientèle urbaine plus aisée, qui utilise
peu les voitures et est disposée à payer du service (conception, livraison,
montage). Tous ces concepts ont donc des points communs : magasin compact et
orientation "solutions". Diamart a passé en revue les initiatives les
plus marquantes d'Ikea, qui traduisent une inflexion majeure dans la vision que
le leader mondial de la décoration a de ses clients, de leurs attentes et de la
manière d'interagir avec eux. Avec deux priorités : plus d'accompagnement ;
plus d'accessibilité.</span><br />
<a name='more'></a><span style="font-family: "arial" , sans-serif;"><o:p></o:p></span></div>
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<br /></div>
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<b><span style="font-family: "arial" , sans-serif;">Ikea Madeleine :<o:p></o:p></span></b></div>
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<br /></div>
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<span style="font-family: "arial" , sans-serif;">Sur 5 400m2, le concept propose 1 500
références stockées, un espace restauration et de nouveaux services comme des
casiers/vestiaires, la livraison à vélo, l’aide au montage avec la startup Task
Rabbit ou le recyclage de meubles avec son programme "Deuxième chance"
(échange contre une carte cadeau, rénovation de meuble pendant des ateliers ou
relooking à domicile). <o:p></o:p></span></div>
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<span style="font-family: "arial" , sans-serif;">Le magasin est très différent du format
classique : pas de parcours imposé, nombreux vendeurs, nombreux produits
exposés mais non stockés avec QR codes renvoyant vers le site marchand, etc. Au
final, un concept attrayant mais dont le mode d'emploi peu intuitif (et pas
toujours bien explicité) demandera du temps avant d'être compris par les
clients habitués au Ikea historique.</span></div>
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-hFV7X23JoOk/XQeH9Q0UymI/AAAAAAAAAqg/S_TV5CjTIgUDweFkWji2Y1UlR91bEea8ACLcBGAs/s1600/Ikea-Madeleine-DiamartGroup.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="914" data-original-width="1402" height="414" src="https://1.bp.blogspot.com/-hFV7X23JoOk/XQeH9Q0UymI/AAAAAAAAAqg/S_TV5CjTIgUDweFkWji2Y1UlR91bEea8ACLcBGAs/s640/Ikea-Madeleine-DiamartGroup.png" width="640" /></a></div>
<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: x-small;"><i>Service de livraison à vélo et de consigne </i></span></div>
<div class="separator" style="clear: both; text-align: center;">
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "arial" , sans-serif;">Un
Ikea dédié aux chambres à coucher</span></b></div>
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<a href="https://1.bp.blogspot.com/-OxhsiT_E4OQ/XQeHQmPJ1TI/AAAAAAAAAqc/fxPKPHaayUwGjcdD-GEF1JAG7Ku5ZSa3wCEwYBhgL/s1600/Ikea-chambre-Diamart.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="289" data-original-width="556" height="330" src="https://1.bp.blogspot.com/-OxhsiT_E4OQ/XQeHQmPJ1TI/AAAAAAAAAqc/fxPKPHaayUwGjcdD-GEF1JAG7Ku5ZSa3wCEwYBhgL/s640/Ikea-chambre-Diamart.png" width="640" /></a></div>
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<span style="font-family: "arial" , sans-serif;">Après les Ikea pick-up développés en
Allemagne et aux USA, c'est en Espagne que l'expérimentation de formats très
différents a commencé, avec en 2017 un format de 900 m2 dédié exclusivement aux
chambres à coucher. On y découvre un showroom inspirant où les accessoires sont
en libre-service et le reste sur commande. Ikea propose la personnalisation de
certains produits (têtes de lit, recoupe de meubles, broderie textile,
etc.), des services comme la prise de rendez-vous avec un architecte
d’intérieur et des ateliers DIY.<o:p></o:p></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "arial" , sans-serif;">A
Madrid : un concept dédié aux salons <o:p></o:p></span></b></div>
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<span style="font-family: "arial" , sans-serif;">Le concept
ouvert en 2018 à Madrid s’inscrit dans le même esprit monospécialiste, avec une
surface de 2000 m2 dédiée à l’univers du salon. Ici, le client peut simuler son
canapé et se projeter dans son intérieur grâce à des outils digitaux de
conception 3D et un outil ludique, plus traditionnel, pour créer sa planche de
style avec photos, couleurs et matières.</span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-_ewz0Zsfcv8/XQeHPsd7TJI/AAAAAAAAAqU/h0rHSxu4VtcQZv_Yqyk2lgw88vNsG87OACEwYBhgL/s1600/Ikea-Madrid-2-Diamart.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="345" data-original-width="616" height="354" src="https://1.bp.blogspot.com/-_ewz0Zsfcv8/XQeHPsd7TJI/AAAAAAAAAqU/h0rHSxu4VtcQZv_Yqyk2lgw88vNsG87OACEwYBhgL/s640/Ikea-Madrid-2-Diamart.png" width="640" /></a></div>
<div style="text-align: center;">
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: x-small;"><i> <span style="text-align: center; text-indent: 35.4pt;">Accessoires et décoration en libre
service</span></i></span></div>
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Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
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<!--StartFragment-->
<br />
<div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;">
<span style="font-family: "arial" , sans-serif;">Un autre format monospécialiste qui
permet de présenter une offre suffisamment importante dans un espace très
restreint, avec du mobilier et un merchandising innovants, ainsi que les
services de conception et de pose adaptés à la clientèle londonienne. <o:p></o:p></span></div>
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<span style="font-family: "arial" , sans-serif;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-zHHcQYl63rg/XQeHN8QieNI/AAAAAAAAAqQ/RznzhOzB0gEVN_Al9FTn5CVsQlAxU0SXQCEwYBhgL/s1600/Ikea-Londres-Diamart.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="291" data-original-width="525" height="354" src="https://1.bp.blogspot.com/-zHHcQYl63rg/XQeHN8QieNI/AAAAAAAAAqQ/RznzhOzB0gEVN_Al9FTn5CVsQlAxU0SXQCEwYBhgL/s640/Ikea-Londres-Diamart.png" width="640" /></a></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: x-small;"><i>Échantillons</i><i> de plans de travail, différents modèles de robineterie </i><!--EndFragment--></span></div>
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<span style="font-family: "arial" , sans-serif;">Au final, dans le modèle de
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vertébrale, complétée par des points-relais pour les petits colis (cible 7000
en France/350 à Paris) et des points de retrait pour les plus gros volumes
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<i><span style="font-family: "arial" , sans-serif;">Le Groupe Diamart est le membre français
d'Ebeltoft Group, alliance internationale de 25 sociétés de conseil spécialistes
du retail. Ebeltoft publie chaque année Retail Innovations, qui présente une
quarantaine de concepts retail innovants de par le monde.<o:p></o:p></span></i></div>
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<br /></div>
Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-11371430895240247232019-05-27T16:07:00.001+02:002019-05-27T16:52:20.181+02:00Galeries Lafayette Champs Élysées : le décryptage du blog<!--[if !mso]>
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Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
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<!--StartFragment-->
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-Yl-tnQ5M-9A/XOvuY-5yTjI/AAAAAAAAAoo/Y8U7N0g2C2w4JBYPKVw-sSW-mjckH7IqQCLcBGAs/s1600/4Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="1200" height="400" src="https://1.bp.blogspot.com/-Yl-tnQ5M-9A/XOvuY-5yTjI/AAAAAAAAAoo/Y8U7N0g2C2w4JBYPKVw-sSW-mjckH7IqQCLcBGAs/s400/4Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" width="300" /></a><a href="https://1.bp.blogspot.com/-5BU7cbVtGkw/XOvubJo8zzI/AAAAAAAAApA/VAfCddjiugML-YoCkafmDa10MWUyEALwQCLcBGAs/s1600/9Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="1200" height="400" src="https://1.bp.blogspot.com/-5BU7cbVtGkw/XOvubJo8zzI/AAAAAAAAApA/VAfCddjiugML-YoCkafmDa10MWUyEALwQCLcBGAs/s400/9Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" width="300" /></a></div>
<br />
<div align="center" class="MsoNormal" style="text-align: center;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le 28 mars dernier
les Galeries Lafayette ouvraient leur nouveau flagship sur les Champs Élysées,
à l’emplacement de l’ancien Virgin Megastore. Plus de 6 500m2 dédiés à la
mode, à la beauté et à la gastronomie, répartis sur 4 niveaux. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le « Food Court » au sous-sol.
<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">La beauté (cosmétiques, soins,
parfumerie) au rez-de-chaussée,<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Les nouveaux designers mode au 1<sup>er</sup>
étage<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le prêt-à-porter et les accessoires des
maisons de luxe au 2<sup>nd</sup><o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le « concept
store » propose de nouveaux services, plus de fluidité dans le parcours
d’achat, un restaurant et des zones d’expositions. Objectif : garder le
client le plus longtemps possible dans le magasin, qui devient un lieu de vie. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br />
<a name='more'></a><br /></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-wnv2_KQQZ5g/XOvuY6e6W3I/AAAAAAAAAos/7dwr3EAWPN8bhxqSbdeHBqXZeVqLWZ-agCEwYBhgL/s1600/5Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1492" data-original-width="1600" height="370" src="https://1.bp.blogspot.com/-wnv2_KQQZ5g/XOvuY6e6W3I/AAAAAAAAAos/7dwr3EAWPN8bhxqSbdeHBqXZeVqLWZ-agCEwYBhgL/s400/5Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.jpg" width="400" /></a></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8pt;">Zone
d’exposition au RDC</span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-r5_iotKX_xc/XOvuXcXV7QI/AAAAAAAAApE/U_sU8R-jTk4D9AZuyBROLrIir0koRv3ywCEwYBhgL/s1600/1Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="818" data-original-width="1600" height="324" src="https://1.bp.blogspot.com/-r5_iotKX_xc/XOvuXcXV7QI/AAAAAAAAApE/U_sU8R-jTk4D9AZuyBROLrIir0koRv3ywCEwYBhgL/s640/1Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.png" width="640" /></a></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8.0pt;">Effet
musée avec des scénographies de livres et des jeux de miroirs</span><span style="background: white; color: #222222; font-family: "georgia" , serif; font-size: 10.0pt;"><o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoListParagraph" style="mso-list: l0 level1 lfo2; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">1.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;">
</span></span></span><!--[endif]--></b><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><b>La sélection et le merchandising : </b><o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Ici les espaces mode
et beauté sont mixtes et les marques se mélangent par styles et tendances. Au
RDC, ce ne sont pas les grands noms du luxe que l’on retrouve au premier rang
mais des « Instabrands » (marques de niche, vendues en ligne). Sur
les stands de présentation, les nouveautés et tendances sont mises en avant,
mélangeant vêtements et accessoires. La place est au « mix and
match » : casser les codes classiques et associer les produits en
fonction des intérêts du client, comme on peut le voir à l’horlogerie où
montres de luxe et enceintes se partagent les vitrines. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le merchandising de
marque est plus discret ; les logos traditionnels ont laissé place à la typographie
des Galeries Lafayette que l’on retrouve également dans la signalétique. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le concept renforce
son mouvement pour une mode plus responsable, Go for Good, avec une sélection
de cosmétiques plus clean comme Antipodes ou encore Absolution et s’engage côté
mode avec une exposition de 3 semaines dédiée à la marque Noah. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-PpbOW3PfGh4/XOvuZ-hxaCI/AAAAAAAAApQ/6wlZTwSoXqo9aOrdtlPAUfbQicEdI5UswCEwYBhgL/s1600/6Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="1200" height="640" src="https://1.bp.blogspot.com/-PpbOW3PfGh4/XOvuZ-hxaCI/AAAAAAAAApQ/6wlZTwSoXqo9aOrdtlPAUfbQicEdI5UswCEwYBhgL/s640/6Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.JPG" width="480" /></a></div>
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<span style="font-family: "arial" , sans-serif; font-size: 9pt;">Gisou,
Slip, OUAI et barrettes, les marques et produits sont mélangés</span></div>
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<span style="font-family: "arial" , sans-serif; font-size: 9.0pt;">Couleur
rose et « Instabrands » : on retrouve les codes des réseaux
sociaux<o:p></o:p></span></div>
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<span style="font-family: "arial" , sans-serif; font-size: 9pt;">« Mix
and match » horlogerie et enceintes</span></div>
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<br /></div>
<div class="MsoListParagraph" style="mso-list: l0 level1 lfo2; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">2.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Le parcours client :<o:p></o:p></span></b></div>
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<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Dans le nouvel écrin
des Galeries Lafayette, pas de vendeurs classiques mais des « personal
stylist » formés pour accompagner le client dans l’intégralité de son
parcours d’achat. Muni d’un téléphone dédié, ils peuvent : <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Consulter le stock en direct, encaisser
des achats <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-size: 11.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="mso-list: Ignore;">-<span style="font: 7.0pt "Times New Roman";">
</span></span></span><!--[endif]--><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Créer une fiche client (tailles, goûts,
style etc.) et garder le contact avec ce dernier via SMS (pas besoin
d’application). La relation client se poursuis à l’extérieur avec la
possibilité de prise de RDV.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Dans un espace
showroom, sans stock, cet outil digital permet au personnel d’être en
interaction directe avec les stockistes et demander des références, apportées
par les « runners » en quelques minutes. Le client peut également
demander des références au stockistes grâce à des cintres connectés qui
affichent le prix des articles et les tailles disponibles (système RFID).<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Enfin, au RDC on
retrouve le Lobby, où des grooms et concierges proposent des services comme la
réservation de taxi ou la livraison à domicile des achats effectués en magasin
(service offert pour un panier de 1000€ et plus). <o:p></o:p></span></div>
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<br /></div>
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<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 9pt;">Espaces
décloisonnés pour les maisons de luxe</span></div>
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<br /></div>
<div class="separator" style="clear: both; text-align: center;">
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<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8pt;">Murs
sur mesure, sculpté pour les solaires</span></div>
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<br /></div>
<div class="MsoListParagraph" style="mso-list: l0 level1 lfo2; text-align: justify; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">3.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;">
</span></span></span><!--[endif]--></b><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><b>Les animations culturelles et la restauration :
</b><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Plus qu’un magasin,
les Galeries Lafayette Champs Élysées se revendiquent comme un lieu de vie. En
plus de proposer des articles mode, beauté et accessoire, le concept organise
des expositions temporaires de trois semaines sur diverses thématiques. La
dernière en date : l’exposition Earth First avec Noah que l’on retrouve
dès le RDC et qui s’approprie les six boxes de verres suspendus au-dessus
de la coupole avec objets d’art, séances de réalité virtuelle et produits en
exclusivité pour les Galeries Lafayette. <o:p></o:p></span></div>
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<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-Fyull-znaWc/XOvuXWZj1lI/AAAAAAAAApI/ppQnKjDAw6sbaFSOFIHFob0QBpO8YPa3gCEwYBhgL/s1600/10Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="862" data-original-width="1600" height="340" src="https://1.bp.blogspot.com/-Fyull-znaWc/XOvuXWZj1lI/AAAAAAAAApI/ppQnKjDAw6sbaFSOFIHFob0QBpO8YPa3gCEwYBhgL/s640/10Galeries-Lafayette-Champs-Elyse%25CC%2581es-Diamart-Group-Le-Blog-Diamart.png" width="640" /></a></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8pt;">Vêtements
et accessoires Noah pour l’exposition Earth First (droite)</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8.0pt;">Session
de réalité virtuelle avec Noah (gauche)</span><span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p></o:p></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;">Au sous-sol, on
retrouve le « Food Court » qui, en plus de proposer des produits,
permet aux clients de faire une pause et de s’installer pour manger, voire pour
travailler. Si l’offre alimentaire est plutôt réduite, elle laisse place à
plusieurs maisons comme Kaspia Deli, Little Zhao, À La Mère de Famille ou
encore le Maisie Café. <o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
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<br /></div>
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<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8pt;">Comptoir
Maisie Café (gauche)</span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8.0pt;">Étagères
épicerie sucrée (haut)<o:p></o:p></span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: "arial" , sans-serif; font-size: 8.0pt;">Espace
de pause ou de travail dans le Food Court (bas)<o:p></o:p></span></div>
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<br /></div>
<!--EndFragment--><br />Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-35228553182432712212019-05-23T09:14:00.001+02:002019-05-23T09:33:38.316+02:00Back from Shanghai : les BATX<!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<a href="https://1.bp.blogspot.com/-h0Jp0M9Mbgg/XOZMx36SwcI/AAAAAAAAAoI/mB0_TM8Z-A8scLGkuwQtV650RgoE1J0HACLcBGAs/s1600/BATX-Diamart-Shanghai.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="479" data-original-width="943" height="323" src="https://1.bp.blogspot.com/-h0Jp0M9Mbgg/XOZMx36SwcI/AAAAAAAAAoI/mB0_TM8Z-A8scLGkuwQtV650RgoE1J0HACLcBGAs/s640/BATX-Diamart-Shanghai.png" width="640" /></a></div>
<span style="background: white; font-family: "arial" , sans-serif;"><br /></span>
<span style="background: white; font-family: "arial" , sans-serif;">Le marché chinois mêlant
innovation, volonté de rupture et un cadre légal « souple » a offert
un terrain fertile aux BATX, leur permettant d’imposer des écosystèmes
puissants, accélérant la disruption des retailers historiques.</span><br />
<a name='more'></a><span style="background: white; font-family: "arial" , sans-serif;"> <o:p></o:p></span></div>
<div class="MsoNormal">
<a href="about:invalid#zClosurez" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><span style="background: white; font-family: "arial" , sans-serif;">Tencent et Alibaba
sont ainsi devenus deux acteurs e-commerce incontournables en Chine.
L’hyper-concentration du e-commerce par Amazon en France (20% du e-commerce)
n’est sans commune mesure avec celle vécue en Chine (Tencent et Alibaba totalisent
plus de 80% du e-commerce Chinois). <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">La concentration de
ses acteurs est devenue telle qu’il est maintenant inutile pour un retailer de
créer son propre site e-commerce… Il « suffit » de réaliser un
mini-programme Wechat (une application hébergée dans le cloud de WeChat) et un
partenariat avec Taobao (Alibaba) pour vendre des produits en ligne.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">Sur Taobao,
l’hyperchoix est exacerbé (Ex : sur la mode enfant plus de 5.000 marques
et un million d’articles en ligne), obligeant les marques à se différencier
pour émerger (via une stratégie de social commerce ou des investissements
marketing pouvant représenter jusqu’à 20% de leur CA…).<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">Bien sûr, comme sur
Amazon (qui a d’ailleurs ouvert sa boutique sur Tmall n’arrivant pas à percer
en Chine), le géant Chinois personnalise les mises en avant produit selon les
datas récoltés sur l’internaute… Des données qui s’avèrent riches et
nombreuses !<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">En effet, ces deux
géants du web ne se limitent pas qu’à l’e-commerce et ont développés des
écosystèmes où il est possible de payer en magasin, de régler sa facture de
gaz, de téléphone, de réaliser un virement (Wepay et Alipay), de commander un
taxi, de regarder des vidéos… Et ainsi de récolter des données sur l’ensemble
des interactions de la vie quotidienne avec l’objectif d’alimenter les
algorithmes retail de recommandation et de personnalisation !<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">Les GAFA ont (heureusement pour
les retailers ?) du retard par rapport aux BATX sur l’hyper concentration
de l’offre et l’hyper verticalisation des services… Mais pour combien de
temps ? <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">Nous pensons que
les éléments de disruption existent d’ores et déjà en France, que les GAFA
possèdent les mêmes atouts que les BATX… Peu importe le ou les acteurs qui
finiront gagnants, la bascule vers le « new retail » aura bel et bien
lieu et sans doute plus rapidement qu’on ne l’imagine…<o:p></o:p></span></div>
<!--EndFragment--><br />Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-10111767688096121312019-05-23T09:10:00.003+02:002019-05-23T09:12:25.549+02:00Back from Shanghai : innovation<!--[if gte mso 9]><xml>
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<tr><td style="text-align: center;"><a href="https://2.bp.blogspot.com/-CcbSEtGF1pI/XOZHNTgyPgI/AAAAAAAAAn0/Z0k6Ckl2-M0LKj0ESlcWUfGXaOjk_kOLQCLcBGAs/s1600/Nike-store-Shanghai-Diamart.png" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="665" data-original-width="777" height="544" src="https://2.bp.blogspot.com/-CcbSEtGF1pI/XOZHNTgyPgI/AAAAAAAAAn0/Z0k6Ckl2-M0LKj0ESlcWUfGXaOjk_kOLQCLcBGAs/s640/Nike-store-Shanghai-Diamart.png" width="640" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Nike House of Innovation #001 Temple de marque, personnalisation, expériences ludiques et conseil…</span></td></tr>
</tbody></table>
<span style="background: white; font-family: "arial" , sans-serif;">La volonté
d’innovation est liée avant tout à l’appétence des consommateurs chinois pour la
nouveauté, bien loin de la résistance au changement de nos vieux pays. Témoin, ce retailer français nous raconte comment, après le déploiement (en 6
mois...) du self check out dans tous ses magasins, les clients curieux
faisaient la queue à ces caisses LS... alors qu’il y avait des caisses
classiques libres.</span><br />
<a name='more'></a><span style="background: white; font-family: "arial" , sans-serif;"> <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">D’un point de vue
gouvernemental, un plan de développement national a été lancé en 2017 pour
soutenir les initiatives sur l’IA et la nouvelle technologie. L’objectif ;
devenir le numéro 1 mondial dans l’intelligence artificielle d’ici 2035.
Résultat : plus de 59 milliards d’euros vont être investis, permettant à de
nombreux acteurs de voir le jour, aidés par une législation assez souple. En
chine, on innove d’abord et on légifère après… Tout l’inverse de nos pays
occidentaux !<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; font-family: "arial" , sans-serif;">Ce point est
essentiel pour comprendre la brutalité des changements en Chine. En Occident,
on pleurniche sur le « bon vieux temps ». En Chine, on a hâte de finir de
rompre avec le passé en adoptant tout ce qui est nouveau. L’innovation est
aussi leur façon de réconcilier l’attrait du modèle occidental érigé en graal depuis
20 ans ; et la volonté d’affirmer l’identité chinoise autrement qu’en référence
au passé. Comme ils sont fiers que leur pays revienne dans la cour des grands !
Et comme ils sont heureux d’y contribuer en adoptant l’innovation comme pour
prouver leur renaissance... Bref. Au-delà de tout, les chinois sont plus
innovants que nous parce qu’ils croient et se reconnaissent dans l’innovation.
Autant dire qu’on a un peu de travail avant de les rattraper...<o:p></o:p></span></div>
<br />Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-84996856694318204122019-05-22T15:29:00.001+02:002019-05-23T09:36:22.236+02:00Back from Shanghai : livraison et gamification <div class="MsoNormal">
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">En Chine, la livraison à domicile s’est généralisée et
totalement démocratisée avec la progression de la part du e-commerce (>18%
du retail Chinois).</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">À Shanghai, tout le monde fait de la livraison hyper rapide
en ship from store. Avec un coût de livraison (en scooter électrique) de
l’ordre de 10 yuans (1 euros 50), on peut se faire livrer un café.</span><br />
<a name='more'></a></div>
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<span style="font-size: 12pt;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La majorité des chaines alimentaires sont ainsi équipées de
racks logistiques au plafond pour optimiser le picking des commandes, livrées
en 30 minutes dans un rayon de 3km (et pouvant représenter plus de 70% des
commandes chez Hema Fresh, l’enseigne alimentaire d’Alibaba). Tous les secteurs
ont suivi ; la majorité des magasins proposent de livrer gratuitement le
produit, même après son achat en magasin.</span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><o:p></o:p></span></div>
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<span style="font-size: 12pt;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Cet élément impose ainsi aux retailers une exécution
parfaite de leur flux back office (gestion des stocks multi-locaux, supply,
suivi des commandes…) pour optimiser les coûts et les délais de livraison… La
norme étant la gratuité et la livraison en moins d’une heure – loin de nos
standards Français !</span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>Mais si tout est livré rapidement et gratuitement… Pourquoi
venir en magasin ?</b><o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Les retailers ont dû redoubler d’effort et d’inventivité
pour conserver du trafic en magasin en combinant expérience, gamification… Et
commerce !<o:p></o:p></span></div>
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<span style="font-size: 12pt;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Encouragés par l’appétit des chinois pour les « jeux », la
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encourager le consommateur à interagir avec la marque et à consommer.</span></span></div>
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magasin, les flagships expérientiels avec l’organisation de jeux (Nike Store
par ex.), ceux créant tout un environnement immersif (Starbucks Roastery par
ex.), ou encore Red Home (de Little Red Book) avec son concept magasin «
instagramable »… L’expérience en magasin n’a jamais été aussi importante.</span></span></div>
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<span style="font-size: 12pt;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">On retrouve aussi cette gamification en ligne sur les sites
d’Alibaba (avec leur « loterie » en ligne) et chez Tencent (1er investisseur
mondial dans le jeu vidéo).</span></span></div>
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jeux ou expérience) permet de redonner du sens au magasin physique et de
re-créer du trafic, ce dont ont (aussi) grandement besoin les retailers
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-20764411312614206392019-05-22T15:26:00.001+02:002019-05-24T14:02:02.899+02:00Back from Shanghai : social commerce<!--[if gte mso 9]><xml>
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UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
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" 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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Sur Taobao, les KOL en live streaming génèrent 15 milliards de dollars de CA !</span></td></tr>
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<span style="font-family: "arial" , sans-serif;">Le social commerce devient un levier fondamental pour le business. La preuve en est avec l’arrivée fracassante sur le podium e-commerce de « Pinduoduo » avec un modèle d’achat </span><span style="font-family: "arial" , sans-serif;">groupé de PGC, livrés chez un client qui est rémunéré pour faire le dispatch dans son quartier (surtout dans les petites villes)… Ou encore la montée en puissance de « Little Red Book » (non, pas le livre de Mao Zedong), un « instagram like » où tous les produits sont achetables en ligne, après avoir été plébiscités par les KOL (Key Opinion Leaders) ou par les 17 millions de consommateurs de l’application.</span><br />
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<b style="mso-bidi-font-weight: normal;"><span style="background: white; font-family: "arial" , sans-serif;">Mais pourquoi le social commerce
est-il si important en Chine ?</span></b><br />
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<span style="background: white; font-family: "arial" , sans-serif;">C’est parce qu’il
se repose sur un aspect essentiel de la culture chinoise ; le Gianxi. <o:p></o:p></span></div>
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<span style="background: white; font-family: "arial" , sans-serif;">Ce terme renvoie
aux relations « interpersonnelles » entre deux individus, ce que l’on
pourrait appeler le « réseau » en Français. <o:p></o:p></span></div>
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<span style="background: white; font-family: "arial" , sans-serif;">Un réseau qui prend
toute son importance dans le cadre de la politique de l’enfant unique et de la
« solitude » associée… Agrandir son réseau pour sortir du cercle
familial (4 grands-parents, 2 parents, 1 enfant) devient primordial. Les
recommandations et les avis de son réseau deviennent ainsi prioritaires face
aux discours (décrédibilisés) des marques et des retailers. <o:p></o:p></span></div>
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<span style="background: white; font-family: "arial" , sans-serif;">Un désaveu des
distributeurs finalement similaire à celui que l’on peut ressentir en Occident…<o:p></o:p></span></div>
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<span style="background: white; font-family: "arial" , sans-serif;">L’importance du
social media en chine impose ainsi à tous les distributeurs historiques de se
positionner en tant que marque afin de donner envie, de se différencier et
d’encourager des interactions avec le consommateur… Au risque de connaitre une
décroissance forte de son CA !</span><br />
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-11412041462334869042019-05-15T12:11:00.000+02:002019-05-16T15:53:22.689+02:00Optimiser l’offre de chaque point de vente grâce aux datas<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-M1VNz2Fi7WM/XNvOztUhBLI/AAAAAAAAAnA/SyKdddZlb1Eos8sIb24MIB1pTIb8pTK7wCLcBGAs/s1600/Offre-data-Diametrix-rayons-retail.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><img border="0" data-original-height="474" data-original-width="1084" height="273" src="https://1.bp.blogspot.com/-M1VNz2Fi7WM/XNvOztUhBLI/AAAAAAAAAnA/SyKdddZlb1Eos8sIb24MIB1pTIb8pTK7wCLcBGAs/s640/Offre-data-Diametrix-rayons-retail.png" width="640" /></span></a></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La data, moteur de la performance du retail ? Assurément. Et comme le premier facteur de succès dans le retail restera toujours la pertinence de l'offre, la contribution de la data à l'optimisation de l'offre magasin par magasin est au cœur des savoir-faire de Diametrix.<o:p></o:p></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Cela est encore plus vrai dans des secteurs où les attentes clients diffèrent selon les zones, et a fortiori dans les réseaux d'indépendants : la "bonne" offre doit prendre en compte les spécificités locales, au-delà des traditionnelles constructions de gamme en poupée gigogne.</span><br />
<a name='more'></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><o:p></o:p></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Dans une démarche pragmatique pour rendre la data utile, Diametrix a développé pour Sport 2000 une application qui permet à chaque adhérent d’améliorer la pertinence de son offre : l’application recommande une structure d’offre idéale, et simule l’impact sur le CA et la marge du magasin. L’offre est optimisée, la rotation accélérée et les stocks réduits.<o:p></o:p></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Diametrix a développé cette application en s’appuyant sur 4 principes :</span></div>
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<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="font-size: 12pt; text-indent: -18pt;">Une segmentation des magasins, qui croise l’offre produits actuelle et le potentiel de la zone, en tenant compte de la pression concurrentielle locale. Une quinzaine de segments ont ainsi été créés, selon la surface de vente, le lieu d’implantation et le mix de produits et de marques vendus</span><span style="font-size: 12pt; text-indent: -18pt;">.</span></span></li>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: 12pt; text-indent: -18pt;">Pour chaque segment de magasins : analyse du rendement des mètres linéaires par type de produits et l’identification des magasins les plus performants par segment, qui serviront de modèle pour les recommandations.</span></li>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: 12pt; text-indent: -18pt;">Une recommandation d'évolution de l’offre par magasin.</span></li>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: 12pt; text-indent: -18pt;">La visualisation de l’impact de cette évolution en termes d'allocation de mètres linéaires, de budget d’achat, de CA et de marge.</span></li>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Principalement utilisée en période budgétaire pour optimiser les achats des adhérents, l’application permet à chaque magasin de simuler les évolutions à partir d’une préconisation issue des analyses data, que chaque adhérent peut ajuster en fonction de ses paris individuels.<o:p></o:p></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Parce que la data ne remplace pas "l'intime conviction" : elle permet de la fonder sur des bases rationnelles !<o:p></o:p></span></div>
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</style>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-40676755920799821032019-05-03T14:09:00.002+02:002019-05-03T14:10:11.542+02:00L'appart Leroy Merlin : visite et décryptage <br />
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"> Avec "L’appart", Leroy Merlin teste un format radicalement différent pour adresser le client urbain à la recherche de solutions plutôt que de produits</span></div>
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<a href="https://2.bp.blogspot.com/-QzE_vR2_jNg/XMsGERC3PCI/AAAAAAAAAlw/fiGcASrfYxIMZjuLZtm8ilkHiHlL8hXCgCLcBGAs/s1600/id-w-20190312-leroy-merlin-12-tt-width-740-height-474-crop-1-bgcolor-ffffff-except_gif-1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="474" data-original-width="740" height="403" src="https://2.bp.blogspot.com/-QzE_vR2_jNg/XMsGERC3PCI/AAAAAAAAAlw/fiGcASrfYxIMZjuLZtm8ilkHiHlL8hXCgCLcBGAs/s640/id-w-20190312-leroy-merlin-12-tt-width-740-height-474-crop-1-bgcolor-ffffff-except_gif-1.jpg" width="640" /></a></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">"Leroy Merlin, et vos projets vont plus loin". La dernière baseline de Leroy Merlin en dit long sur sa volonté de devenir un vendeur de solutions plutôt qu'un "simple" distributeur de produits. <o:p></o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">L'appartement des Batignolles s'inscrit dans cette visée stratégique. Quoi de mieux que de s’adresser à des clients citadins, avec une attente forte d’accompagnement et d’assistance ? </span><br />
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Après quatre ouvertures de magasins urbains aux surfaces réduites (autours de 7000 m2), L’appart, est réellement en rupture avec son modèle classique : à la fois via un format très réduit de 1800 m2, mais aussi à travers un concept beaucoup plus inspirant et orienté projet que ses magasins classiques. Ce concept est avant tout un test, un laboratoire pour l’entreprise, qui cherche la bonne manière d'aborder le modèle hyper urbain de centre-ville avec une cible clientèle bien précise : le client hyper urbain, non bricoleur, qui ne sait pas faire lui-même et a peu de temps à allouer à ses travaux. Leroy Merlin veut ainsi permettre à ses clients de réaliser leur projet de façon simple et assistée, à la fois dans la conception et la mise en œuvre. <o:p></o:p></span></div>
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<span style="color: black; mso-themecolor: text1;">Des espaces Showroom inspirants de pièces complètement aménagées </span></div>
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<span style="color: black; font-size: 9pt;">et accessoirisées avec des produits Leroy Merlin et des marques partenaires</span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Le magasin se décale sur quatre éléments majeurs : <o:p></o:p></span></div>
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<!--[if !supportLists]--><b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">1.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;"> </span></span></span><!--[endif]--></b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><b>L’inspiration : </b></span></div>
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<span style="font-family: "arial" , sans-serif; font-size: 14.6667px; text-indent: -24px;">Bien plus aboutie que dans ses magasins classiques, le concept a poussé le curseur de l’inspiration plus loin avec la mise en avant de 4 appartements totalement équipés, qui illustrent différents profils et situations de clients urbains (couple de 30 ans avec un enfant / homme de 45 ans vivant seul / studio étudiant / couple de 27 ans sans enfant).</span></div>
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<a href="https://2.bp.blogspot.com/-uZNbfRY2eEk/XMwTC_9WaOI/AAAAAAAAAmI/Y0WMufNLTQkn4rZl3BBgua6kPYlFLvUtwCLcBGAs/s1600/3Leroy%2BMerlin%2B-%2BDiamart.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1273" data-original-width="1140" height="400" src="https://2.bp.blogspot.com/-uZNbfRY2eEk/XMwTC_9WaOI/AAAAAAAAAmI/Y0WMufNLTQkn4rZl3BBgua6kPYlFLvUtwCLcBGAs/s400/3Leroy%2BMerlin%2B-%2BDiamart.jpg" width="356" /></a></div>
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<span style="font-size: 9pt; font-style: italic;">Un des profils ciblés par l’Appart : Dominique, 45 ans, en couple, vivant seul dans un appartement de 42 m2</span></div>
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<a href="https://2.bp.blogspot.com/-irgvVgDiqFY/XMqvUORwQVI/AAAAAAAAAlk/VKnl29LsBe8T2GbZrnuE0j__2RPf-ruBwCLcBGAs/s1600/20190325_192912.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="1600" data-original-width="1200" height="400" src="https://2.bp.blogspot.com/-irgvVgDiqFY/XMqvUORwQVI/AAAAAAAAAlk/VKnl29LsBe8T2GbZrnuE0j__2RPf-ruBwCLcBGAs/s400/20190325_192912.jpg" width="300" /></span></a></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p> </o:p></span><span style="font-size: 12px; font-style: italic;">Espace showroom chambre d'enfant </span></div>
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<!--[if !supportLists]--><b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">2.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;"> </span></span></span><!--[endif]--><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">L’accompagnement :</span></b></div>
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<span style="font-family: "arial" , sans-serif; font-size: 11pt;"><o:p></o:p></span><span style="font-family: "arial" , sans-serif; font-size: 11pt; text-align: left; text-indent: -18pt;">Donner au client les moyens de réussir son projet via notamment un accompagnement « 360 », </span><span style="font-family: "arial" , sans-serif; font-size: 11pt; text-indent: -18pt;">grâce à des vendeurs polyvalents et à la mise en relation avec un écosystème de services </span><span style="font-family: "arial" , sans-serif; font-size: 11pt; text-indent: -18pt;">poussés (via des startups comme Bob Dépannage ou encore Little Worker).</span></div>
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<span style="color: black; mso-themecolor: text1;">Little Worker, une des startups partenaires de l’Appart Leroy Merlin</span><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p></o:p></span></div>
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<a href="https://4.bp.blogspot.com/-YilN_gwF3ZQ/XMwTCICvPWI/AAAAAAAAAmE/8bRpSohf3kAZ_RsUBoXMcBu84pHaSlS4QCLcBGAs/s1600/1Leroy%2BMerlin%2B-%2BDiamart.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1200" data-original-width="1600" height="300" src="https://4.bp.blogspot.com/-YilN_gwF3ZQ/XMwTCICvPWI/AAAAAAAAAmE/8bRpSohf3kAZ_RsUBoXMcBu84pHaSlS4QCLcBGAs/s400/1Leroy%2BMerlin%2B-%2BDiamart.jpg" width="400" /></a></div>
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<span style="font-size: 12px; font-style: italic;">Ecosystem de startups partenaires </span><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p> </o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Fini le parcours client complexe multi rayons : le client a un interlocuteur unique qui l’aide à concevoir son projet dans sa globalité. Il est même possible de prendre RDV en ligne avec un conseiller. <o:p></o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Le magasin a par ailleurs complètement revu son organisation pour répondre à un niveau d’attente fort des clients sur l’accompagnement : environ la moitié de l’équipe de 34 personnes est dédiée à la vente : c’est l'équipe "solution" chargée d’accueillir et de conseiller les clients (sans autres tâches de logistique ou de merch). <o:p></o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">L’équipe "opération" quant à elle est chargée de mettre à disposition le produit au client et s’occupe principalement du back office mais aussi de la bonne mise en place des produits en magasin (ex : entretien des showrooms). Enfin l’équipe "écosystème" s’occupe des réseaux sociaux et des événements du magasin.<o:p></o:p></span></div>
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<!--[if !supportLists]--><b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">3.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;"> </span></span></span><!--[endif]--><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Espace d’exposition et de stockage restreint <o:p></o:p></span></b></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Pouvoir exposer une partie importante de la gamme est un vrai challenge dans une surface aussi restreinte : le concept met ainsi en avant des échantillons de taille réduite, notamment dans les univers carrelage et parquet. <o:p></o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Une part du magasin reste quant à elle dédiée au libre-service plutôt orienté sur des univers bricolage, décoration et accessoires, pour un total de 7300 références stockées (contre jusqu’à 50 000 environ dans ses magasins traditionnels). Le stock se situe en fin de parcours et n'est pas le point central du magasin à l'inverse du concept historique dont le parcours client commence toujours par une zone libre-service (notamment décoration / luminaires). <o:p></o:p></span></div>
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<span style="color: black; mso-themecolor: text1;">Échantillons univers sol mis à disposition des clients pour créer leur intérieur</span></div>
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<span style="font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p> </o:p></span><span style="font-size: 9pt; font-style: italic;"> <o:p></o:p></span><a href="https://3.bp.blogspot.com/-jEtvPtW5WXk/XMqqQdQrXkI/AAAAAAAAAkw/WzLWfe7MrNQ69oiVFoHUKKjS-pjgEIqbACLcBGAs/s1600/9Leroy%2BMerlin%2B-%2BDiamart.jpeg" imageanchor="1" style="font-size: 9pt; font-style: italic; margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1200" data-original-width="1600" height="480" src="https://3.bp.blogspot.com/-jEtvPtW5WXk/XMqqQdQrXkI/AAAAAAAAAkw/WzLWfe7MrNQ69oiVFoHUKKjS-pjgEIqbACLcBGAs/s640/9Leroy%2BMerlin%2B-%2BDiamart.jpeg" width="640" /></a></div>
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<span style="color: black; mso-themecolor: text1;">Stockage en fin de parcours sur des univers bricolage et décoration</span><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p></o:p></span></div>
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<span style="color: black; mso-themecolor: text1;">Stockage en fin de parcours sur des univers bricolage et décoration</span><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p></o:p></span></div>
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<span style="color: black;">Espace click and collect partagé avec La Poste </span></div>
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<!--[if !supportLists]--><b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><span style="mso-list: Ignore;">4.<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; line-height: normal;"> </span></span></span><!--[endif]--></b><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><b>Espace atelier </b><o:p></o:p></span></div>
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<span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;">Enfin, pour se faire connaître et recruter de nouveaux clients, le magasin souhaite s’inscrire durablement dans l’écosystème de son quartier. Ainsi, dès l’entrée de son magasin, L'appart a mis en place un espace de partage avec une cuisine aménagée qui peut être utilisée à des fins très variées : organisation d’ateliers autours de l'habitat, mais aussi autours de sujets plus éloignés de l’enseigne qui concernent les habitants du quartier <i style="mso-bidi-font-style: normal;">(ex : mise à disposition pour des réunions d'associations de quartiers). </i><o:p></o:p></span></div>
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<span style="color: black; mso-themecolor: text1;">Espace de partage à l’entrée du magasin</span><span style="color: black; font-family: "arial" , sans-serif; font-size: 11.0pt;"><o:p></o:p></span></div>
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</style>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-32365152840282003082019-04-01T14:59:00.001+02:002019-04-01T15:01:28.569+02:00Pricing anti-Amazon : exemple concret d’usage de la data<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Il n’a échappé à personne qu’Amazon s’est accaparé d’importantes parts de marché en un temps record dans quasiment tous les secteurs du retail en France. En additionnant largeur d’offre, monitoring des prix ultra-automatisé et excellence opérationnelle, le géant de Seattle a séduit 43% des foyers français en 2018. Évidemment, disposer d’autres sources de profit que celle de son activité de distribution grand public (Amazon Web Services réalise deux tiers des profits d’Amazon pour seulement 12% de son CA !) lui permet d’afficher des prix plancher sur les bons produits.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Alors que beaucoup de gros retailers français sont à la peine, comment des acteurs de plus petite taille font-ils pour mieux que résister à Amazon, malgré leur structure de coût et leurs faibles moyens ? Une des explications réside dans la bonne alliance de l’humain et de la technologie (voir le post Retail Project 2019), dont un exemple concret est la façon dont Diametrix, la filiale data de Diamart Group, a accompagné King Jouet dans l’optimisation de son pricing sur le web et en magasins, en développant un outil à la fois performant et très simple pour les équipes. Une aide précieuse pour piloter les prix en période de Noël (60% du CA annuel), quand Amazon monte à 30% de part de marchés sur le jouet en fin d’année.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La démarche de Diametrix s’est appuyée sur 5 principes :</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>1. Raisonner web first, </b>parce qu’être 20% plus cher qu’Amazon sur les Lego n’estt plus tenable, il faut désormais piloter d’abord l’écart de prix par rapport à Amazon, avant l’alignement face aux autres spécialistes. L’adaptation locale du pricing devient secondaire, sacré changement culturel en interne.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>2. Démoyenniser les prix selon leur sensibilité : </b>car on ne peut s’aligner sur Amazon sur tous les produits. Il a fallu travailler finement pour caler les bons critères de clusterisation des références, entre c</span><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">omparabilité, fréquence d’achat, prévision des ventes, valeur faciale, stock, pub tv, etc..</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>3. Raisonner au-delà des 20/80 : </b>car sinon comment compenser les marges ? L’approche s’étend donc à beaucoup plus de produits, ce qui nécessite une part d’automatisation à base d’algorithmique, développée par Diametrix. L’enjeu ici est surtout de fiabiliser la data en entrée du modèle, dans une entreprise qui n’en avait pas besoin jusque-là.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>4. Conserver un pilotage par l’humain : </b>pour favoriser l’appropriation en interne tout en évitant l’effet boîte noire des logiciels du marché. Les équipes gardent ainsi la maîtrise du pricing et peuvent adapter les recommandations du modèle en fonction de considérations ponctuelles (niveau de stock, opération de dernière minute de la concurrence, etc.)</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>5. Assumer un écart de prix entre le web et les magasins :</b> pour des produits très concurrencés en ligne, afin de préserver la rentabilité globale. Un alignement des magasins au niveau des prix du web est impossible, mais l’écart est limité et piloté par les équipes au moins à la semaine.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La mise en œuvre s’est faite en deux temps : d’abord chez Diametrix pendant la période de fin d’année avec une adaptation progressive de l’outil aux besoins de King Jouet, puis avec une prise en main par l’enseigne de la solution logicielle, très user friendly. On est loin de la guerre des étoiles et des outils du marché, à la fois chers, compliqués, peu transparents et qui nécessitent des données déjà très organisées en input. </span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Résultat : <b>une compétitivité accrue</b> sur les références les plus concurrencées, <b>des marges sauvegardées</b>, et <b>des équipes centrées sur une nouvelle dynamique de pilotage du pricing.</b> Avec, on aime à le penser, une part de contribution à la bonne performance de King Jouet en 2018 (+4% sur un marché en chute de 5%).</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Ce projet illustre l’ADN de Diametrix : <b>nous croyons en la data utile, pragmatique, robuste et facilement appropriée par les équipes.</b> Bref, à une data qui améliore pour de vrai la performance.</span>Anonymoushttp://www.blogger.com/profile/07538823298621271610noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-88831177889222575272019-03-28T14:39:00.000+01:002019-04-01T15:01:47.739+02:00Un Retail Intensif En Humain Et En Technologie : Retail Project 2019<table border="0" cellpadding="0" cellspacing="0" class="mcnTextBlock" style="background-color: white; border-collapse: collapse; color: black; min-width: 100%; text-size-adjust: 100%; width: 100%px;"><tbody class="mcnTextBlockOuter">
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<span style="color: #333333; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Le 14 mars dernier, s’est déroulé le Retail Project 2019, l’événement annuel du Groupe Diamart. Au-delà du plaisir d’y rencontrer nos clients et partenaires (250 participants, dont 150 retailers de niveau Codir), c’est un moment privilégié pour faire le tri entre les véritables moteurs de la performance et les lieux communs à l'obsolescence programmée. Parmi les nombreux enseignements, deux m’ont particulièrement frappé : la primauté des basiques ; et l’omniprésence de la technologie.</span></div>
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<a name='more'></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="color: #333333; font-size: 14px;"><br /> </span><br /><span style="color: #ed736d;"><strong>Primauté des basiques :</strong></span><br /><span style="color: #333333;"><br />Christine Loizy (DG de Primark) est un peu provocante quand elle explique qu’un Primark se manage comme l’épicerie du coin de la rue, en plus grand : avec de l’humain et du bon sens. Mais tous les intervenants ont insisté sur ce préalable : commencer par faire très bien son métier. En ayant une vision claire de ce qui est important, comme Pierre Coursières (DG du Furet du Nord) quand il explique être passé du besoin (voué à basculer sur internet) à l’envie, ou Stéphane Solinski (DG de Sport 2000) quand il insiste sur l’ancrage local de ses adhérents. Mais aussi en adressant de front tous les maillons du métier, comme le rappelait Philippe Gueydon (DG de King Jouet).<br /><br />Leur analyse rejoint notre expérience : une part importante des missions de Diamart consiste à accélérer la professionnalisation de retailers ayant pris du retard. C'est la professionnalisation des stratégies (politiques d’offre, de prix, de sourcing, etc.), et la professionnalisation des équipes qui nous a conduit à créer Diamart Academy, structure de formation et coaching pour le retail.<br /><br />Bien entendu, faire la même chose qu’avant en mieux ne suffira pas à moyen terme.<br />Mais c’est là que sont les paybacks à court terme ; or il faut bien dégager des marges de manœuvre économiques pour financer la transformation des modèles…<br /> </span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="color: #ed736d;"><strong>Omniprésence de la technologie :</strong></span><br /><span style="color: #333333;"><br />Certes, c’est l’humain qui fait la différence : si vous me mettez au volant d’une Porsche, le résultat risque d’être peu convaincant. Mais pour accélérer, la Porsche ouvre des perspectives inaccessibles à mon Vélib.<br /><br />Or la ligne de crête est étroite entre deux écueils :</span></span></div>
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<li style="text-align: left; text-size-adjust: 100%;"><span style="color: #333333;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La fascination de la technologie, la frénésie des PoC, la propension à se jeter dans les bras du premier prestataire convaincant, sans approche méthodique (priorisation des enjeux, évaluation des technologies et des prestataires…). La retail tech foisonne d’une créativité fantastique mais confusante. Diamart et l’Institut du Commerce Connecté sont ainsi souvent sollicités pour aider les retailers à identifier les solutions les plus adaptées.</span></span></li>
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<li style="text-align: left; text-size-adjust: 100%;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="color: #333333;">La lenteur à bousculer les pratiques historiques, parfois accentuée par le conservatisme des DSI. Or sur bien des sujets, la technologie devient si puissante qu’elle fait bouger les lignes. Diamart et l’ICC seront en Chine mi-avril pour une Learning expedition : là-bas, les grands acteurs déploient massivement des concepts phygitaux incroyablement novateurs. Il est urgent de renforcer la culture technologique des Comités de Direction, et leur ouverture à l’innovation. Retail Innovations, notre décodage de 40 concepts retail innovants dans le monde entier, est à télécharger en cliquant </span><strong><a href="https://diamart.typeform.com/to/TKFew9" style="color: #6dc6dd; font-weight: normal; overflow-wrap: break-word; text-size-adjust: 100%;" target="_blank"><span style="color: #ed736d;"><u>ici</u></span></a></strong><span style="color: #333333;">.</span></span></li>
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<span style="color: #333333;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">En France, l’innovation est moins visible et se déploie lentement ; mais on commence à voir émerger des concepts phygitaux rentables, comme ceux présentés par Alex Cano (DG de Saint Maclou) ou Sandrine Guichard (DG La Redoute Maison et AMPM). Ces magasins ne sont pas des show-rooms de technologie, mais des lieux où des clients interagissent avec des produits et des vendeurs… qui utilisent la technologie pour donner accès à un univers enrichi et inspirant.<br /><br />L’invention du retail de demain est en cours, à base de technologie et d’humain. Tous les retailers ont leur chance : évitons le syndrome du lapin tétanisé par les phares du camion Amazon. Comme l’ont rappelé Alexandre Rubin (DG Yves Rocher) et Antoine Menet (Dr e-commerce E.Leclerc), même les réseaux d’indépendants, souvent décrits comme inaptes à la transition digitale, peuvent au contraire incarner le meilleur des deux mondes.<br /><br />Notre vocation est d’aider les retailers de l’ancien monde à prolonger leur réussite dans le nouveau monde. Comme tous les participants, nous sommes ressortis de Retail Project 2019 avec beaucoup d’énergie positive… et quand même un certain sentiment d’urgence.<br /><br />Promis, on recommence l’année prochaine !</span></span></div>
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-67350211148427736632019-03-25T11:12:00.000+01:002019-03-29T09:29:42.687+01:00Saint Maclou Nation : décryptage du nouveau concept phygital ! <div class="separator" style="clear: both; text-align: center;">
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<span style="text-align: justify;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Saint Maclou Nation est un concept phygital hyper-urbain, dont l’objectif est de </span></span><br />
<span style="text-align: justify;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">proposer une offre large de produits et de services, malgré un espace restreint </span></span><br />
<span style="text-align: justify;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">de 150 m2. </span></span><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; text-align: justify;">Pour cela, Saint Maclou a complètement repensé son modèle, avec 5 points clés :</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: small;"><span style="text-indent: -24px;">1. Un magasin show-room sans stock : les produits exposés, comme le reste </span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: small;"><span style="text-indent: -24px;">de la gamme (20 000 références), sont livrés à domicile ou en retrait magasin </span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: small;"><span style="text-indent: -24px;">sous quelques jours.</span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: small;">2. D'un modèle classique de distribution de produits à la vente de solutions : </span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif; font-size: small;">le parcours de vente part du projet clients, et les services sont très développés (conseil déco, sur-mesure avec prise de cotes au domicile, pose, etc.)</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>Une communication accentuée sur le service de pose </i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>pour accompagner le client dans son projet</i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">3. Accès à une offre profonde malgré la faible surface : aucun produit en dimensions réelles, mais un très grand nombre d'échantillons (6 000) peu consommateurs </span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">de surface pour maximiser la variété. </span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">4. Devices digitaux bien intégrés dans le parcours, au service de la relation assistée vendeur-client, pour aider le client à se projeter malgré la petite taille des échantillons et de piloter son projet (simulateur, associations produits, etc.)</span></div>
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<i><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La « Table de style » permet d’associer des couleurs </span><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">et des matières</span></i></div>
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<i><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">pour se projeter </span><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">et faire son choix plus facilement</span></i></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>En scannant l’échantillon, le client accède à la fiche produit </i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>avec possibilité de simuler le prix en fonction de sa surface</i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">5. Maintien d'un rôle clé du personnel avec un parcours très assisté, mais en passant d'une posture de "vendeur de tapis" à une posture de "coach déco"</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>Des conseillers de vente disponibles en surface de vente qui peuvent même </i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>se déplacer chez certains clients pour les aider dans leurs choix</i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>(prise de RDV en ligne)</i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Au final, un concept ambitieux et très réussi : une réelle audace avec un changement radical de culture et de business model ; un formidable travail de merchandising autour de la systématisation des échantillons ; un digital utilisé de manière orientée clients et business. </span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">De nombreux retailers ont testé des concepts urbains compacts en comptant sur le digital pour compenser le manque de surface, avec peu de succès à ce jour : Saint Maclou prouve que c'est possible !</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><i>Découvrez le concept Saint Maclou Nation en vidéo </i></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">C’est pour servir ce type de projets innovants que nous avons organisé le Groupe Diamart comme une fédération d’expertises complémentaires : stratégie, technologie, design, PMO, etc. </span><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Cliquez <a href="https://diamartconsulting.fr/wp-content/uploads/2019/03/Diamart-Nouveaux-formats-pdf.pdf" target="_blank"><b>ici</b></a> pour voir la synthèse de notre démarche d'accompagnement. </span><br />
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-42956751962287658282019-03-13T19:04:00.000+01:002019-03-13T19:04:38.225+01:00Nouvelle édition du Retail Innovations<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-j6rC2RylqB8/XIktruSXg5I/AAAAAAAAAiE/Qd2UxX6GzI0kXEsJkvD_3V6mHiotO8ErwCLcBGAs/s1600/RI2019.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="901" data-original-width="1600" height="180" src="https://4.bp.blogspot.com/-j6rC2RylqB8/XIktruSXg5I/AAAAAAAAAiE/Qd2UxX6GzI0kXEsJkvD_3V6mHiotO8ErwCLcBGAs/s320/RI2019.png" width="320" /></a></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Demandez votre édition du Retail Innovations 2019, Global Retail Trends & Innovations <a href="https://diamart.typeform.com/to/TKFew9" target="_blank">ici</a></span>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-26792865195117152252019-02-18T17:24:00.000+01:002019-02-18T17:24:10.041+01:00Retail Project 2019, l'événement annuel du groupe Diamart à ne pas manquer <div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-xuFK7IXozY8/XGrbnTFAlzI/AAAAAAAAAgw/vwFLnMipZdM0VEiaz4B6Em5-6Q7k1ZNYgCLcBGAs/s1600/RP19.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="656" data-original-width="1600" height="163" src="https://1.bp.blogspot.com/-xuFK7IXozY8/XGrbnTFAlzI/AAAAAAAAAgw/vwFLnMipZdM0VEiaz4B6Em5-6Q7k1ZNYgCLcBGAs/s400/RP19.jpg" width="400" /></a></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Programme & inscriptions : <a href="https://retailproject.fr/" target="_blank">cliquez ici</a> </span><br />
<br />Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-44846148580653066672019-01-29T10:01:00.002+01:002019-03-29T09:30:11.124+01:00Les enseignes font cause commune<b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Phénomène émergent du commerce, les magasins associant plusieurs marques complémentaires, connues séparément, sont en plein développement.</span></b><br />
<b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Rassembler différentes enseignes sous un seul toit n'est plus l'apanage des grands magasins. Cela devient une nouvelle piste pour le commerce de proximité. Partant du principe que l'union fait la force, les acteurs associant leurs noms et leurs produits dans certains lieux, tout en continuant en parallèle à avoir une vie séparée, se font plus nombreux. Un signe de l'évolution du commerce.</span></b><br />
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">A La Petite Manufacture Cluizel, rue des Rosiers à Paris, où sont vendus les chocolats de la maison, le client trouve aussi un espace salon de thé avec une sélection des produits Betjeman & Barton et des gâteaux de voyage signés par Philippe Conticini. <span style="background-color: white; box-sizing: inherit; color: #262626; font-size: 12px; font-style: italic;">- Michel Cluizel</span></span></td></tr>
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<a name='more'></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br />La naissance de Savour Histoires de Gourmet symbolise bien le mouvement. La nouvelle enseigne réunit trois maisons, appartenant à des groupes différents et bien installées, chacune, dans leur spécialité. Le caviste Nicolas, le spécialiste de l'épicerie fine Comtesse du Barry et le chocolatier De Neuville viennent d'ouvrir à Vichy dans l'Allier le premier magasin du genre proposant une sélection de leurs produits. L'objectif est d'être présent dans des localités où les marques n'auraient pas vocation à être seules. Et d'animer les centres-villes.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Dans le concept-store, chaque griffe a sa zone identifiée. Mais des ponts sont faits entre les produits, un vin pouvant s'associer à un foie gras ou à des chocolats. Au centre sont réalisées des corbeilles à offrir en piochant dans les différents univers. Ce magasin vichyssois a valeur de test et permettra d'ajuster le concept. D'autres suivront, à un rythme encore non défini.</span><br />
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<b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Décloisonner les magasins</span></b><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">« Partant des styles de vie des consommateurs, les enseignes veulent décloisonner les magasins et proposer de nouveaux formats. La mutualisation permet de contrer l'érosion du trafic et de retrouver des clés pour émerger face à la concurrence », note Cédric Ducrocq, PDG fondateur du cabinet Diamart Consulting dédié au commerce.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">L'alliance de noms facilite la découverte. C'est ce sur quoi table La Manufacture Cluizel. Le chocolatier a fait des ponts avec la maison de thé Betjeman & Barton , entrée dans le giron du groupe familial à la rentrée, et avec le pâtissier Philippe Conticini, qui a récemment ouvert la boutique Gâteaux d'Emotions et en prévoit vite d'autres. La concrétisation la plus visible a lieu dans La Petite Manufacture Cluizel rue des Rosiers à Paris. L'espace salon de thé présente une sélection des produits Betjeman & Barton et des gâteaux de voyage signés par Philippe Conticini.</span><br />
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<b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Déployer des synergies</span></b><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">« On est toujours plus fort à plusieurs. La clientèle pour le thé est très proche de celle du chocolat. Et l'univers de la pâtisserie se montre complémentaire », détaille Marc Cluizel, directeur général. De son côté, Philippe Conticini commercialise les chocolats Michel Cluizel tout comme le fait Betjeman & Barton. « Lorsqu'un consommateur fait confiance à une maison, il s'intéressera aussi à ce qu'elle a sélectionné par ailleurs. Il s'agit de faire croître mutuellement la notoriété des marques », ajoute Marc Cluizel.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">C'est ce même type de synergie qui transparaît dans la nouvelle adresse que la chocolaterie A la Mère de famille et le pâtissier Stohrer ont ouvert en commun rue Cler à Paris. Une concrétisation du rachat en 2017 du second par la famille Dolfi , propriétaire du premier. Les deux noms sont associés aussi bien en vitrine que sur les sacs. Et une pâtisserie spéciale a été créée pour le lieu.</span><br />
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<b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Miser sur des thématiques</span></b><br />
<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">L'alimentaire est l'une des pistes les plus explorées, l'offre étant facilement complémentaire. Mais il existe d'autres terrains favorables. « Les formats communs se développent aussi dans le textile, avec la création de « market places » physiques. Les acteurs ont conscience qu'il faut donner envie aux clients de sortir de leur canapé d'où ils commandent en ligne », constate Cédric Ducrocq. A l'instar de Vib's, enseigne du groupe Beaumanoir qui rassemble les offres de Cache Cache, Bréal et Bonobo.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Il est également symptomatique que l'un des projets de reprise de Toys'R'Us France , celui d'Orchestra, ait proposé d'associer aux jouets du textile pour enfants et de la puériculture. Même s'il n'a finalement pas été retenu. « Construire, on-line et off-line, des destinations thématiques en mettant ses forces en commun fait sens », estime Cédric Ducroq. Cette piste donne aussi le sentiment d'une offre élargie sans pour autant démultiplier les surfaces.</span>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-22049421548277556772018-12-10T12:30:00.000+01:002019-03-29T09:31:26.058+01:00Comment survivre aux prix d’Amazon ?<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"> <font-size: 15px=""> </font-size:></span>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Pour nombre de retailers, le concurrent n°1 en matière de prix est Amazon. Parce qu’aux yeux des clients, Amazon est le référent pour le choix et les prix. Et parce que sur certains marchés, Amazon exerce une pression terrifiante sur les marges.</span></span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Beaucoup a été dit sur Amazon et les prix, souvent de manière peu factuelle. Amazon explique qu’il n’est pas agressif, ne cherche jamais à être le moins cher : il se contente de s’aligner sur les autres acteurs du web, via des algorithmes automatiques. C’est techniquement exact. Mais il y a toujours un petit acteur pour casser un prix à un moment donné : si Amazon s’aligne sur le moins cher sur chaque produit, il finit par être en moyenne nettement moins cher que ses concurrents. La liste des acteurs sur lesquels il s’aligne détermine bel et bien un choix d’agressivité tarifaire. Or les faits montrent que, selon les pays et les marchés, Amazon pilote de manière différenciée ce niveau d’agressivité.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Un exemple frappant : le secteur du jouet, enjeu stratégique en fin d‘année. Les relevés effectués par Diamart sur une centaine de références présentes sur les sites Amazon de plusieurs pays européens début novembre sont sans appel : Amazon France est en moyenne 20% moins cher qu’Amazon UK et que les autres marchés européens analysés !</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">20%, c’est énorme. C’est la moitié des marges commerciales réalisées par les retailers classiques, qui doivent dès lors choisir entre compétitivité et rentabilité. Amazon France est même moins cher que les marchands de sa propre marketplace. A l’évidence, il est impossible de gagner de l’argent à ce niveau de marge, d’autant qu’Amazon subventionne largement la livraison. A l’inverse en UK, les prix d’Amazon sont compétitifs mais pas agressifs, ce qui permet au leader des magasins (Smyths) de s’aligner tout en gagnant de l’argent.</span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Comment expliquer cet énorme écart ? </span><br />
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<a href="https://www.lsa-conso.fr/tribune-comment-survivre-aux-prix-d-amazon,304576" target="_blank"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Lire la suite sur LSA</span></a>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-4365954098220349252018-12-03T17:54:00.000+01:002019-03-29T09:31:53.087+01:00Osez la nouvelle fidélisation<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Il y a quelques années, nous avons publié un article titré « Faut-il tuer les programmes de fidélité ? » en donnant les clés pour les rénover. Ce titre reste malheureusement d’actualité (sauf pour les enseignes que nous avons accompagnées depuis :) ), d'autant que les solutions ont changé avec la montée en puissance du digital.</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La plupart des programmes de fidélité de la distribution spécialisée sont dépassés. Ils ont survécu au 20° siècle car le marketing relationnel reste un bon moyen d’animer les clients fidélité de façon ciblée et personnalisée et est, encore, générateur de trafic et de CA. Mais les chiffres que nous observons chez Diametrix sont inquiétants : baisse de la valeur des meilleurs clients, augmentation de l’attrition, nouveaux porteurs de moins en moins actifs…</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Les études confirment cette désaffection des consommateurs pour les cartes de fidélité : elles sont trop centrées sur le transactionnel, il faut trop longtemps pour obtenir une récompense, et beaucoup de clients déclarent qu’elles ne les fidélisent pas plus.</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Les programmes de fidélité ont pourtant évolué ces dernières années : ajout de services (livraisons, échanges sans ticket de caisse) et de privilèges (avant-premières, soirées privées, offres anniversaire), dématérialisation des cartes et des chèques fidélité (fini les portefeuilles encombrés), animations sur les réseaux sociaux, etc. Alors, que faire ?</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><b>Repenser la relation pour développer la préférence</b></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Repartons de la finalité d’un programme de fidélité : le but est que les clients préfèrent durablement votre enseigne à vos concurrents. Il faut d’abord agir sur l’attitude des consommateurs (créer la préférence) pour qu’elle impacte leur comportement (le réachat). Et un client qui vous préfère, c’est un client qui s’implique vis-à-vis de l’enseigne et qui peut même la recommander. Le nouveau paradigme de la fidélisation est donc de repenser en profondeur le lien que l’enseigne veut tisser avec son client, pour générer la préférence. </span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Voici 3 objectifs à combiner pour y parvenir, avec quelques exemples parmi de nombreuses possibilités :</span></div>
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<b style="font-family: "helvetica neue", arial, helvetica, sans-serif;">1. Générer l’émotion : </b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La préférence est avant tout affaire d’émotion. A offre, prix et praticité d’achat équivalents, les clients préfèreront l’enseigne qui donne des preuves qu’elle les considère vraiment. C’est ce que fait Zodio en mettant en avant les meilleurs contributeurs sur sa communauté, ou Cultura qui propose à ses clients Culturaddict une expérience ‘Money can’t buy’ (ex: assister à un concert de Louane ou Maître Gims et y rencontrer la star).</span></div>
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<b style="font-family: "helvetica neue", arial, helvetica, sans-serif;">2. Susciter les interactions :</b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"> Plus les clients auront de contacts avec votre enseigne, plus ils seront engagés émotionnellement. Il faut donc les inciter à interagir sur les différents canaux avant, pendant et après l’achat. Quelques bonnes pratiques : proposer un bonus de points pour le premier click & collect du client, offrir un cadeau s’il participe à un atelier en magasin, organiser des challenges sur les achats de produits de marque (Carrefour) ou sur l’appli mobile de l’enseigne pour développer son utilisation (Klub Kaporal opéré par App’smiles), etc. Autant d’animations ludiques qui renforcent la relation.</span></div>
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<b style="font-family: "helvetica neue", arial, helvetica, sans-serif; font-weight: bold;">3. Personnaliser la relation grâce à la data :</b><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"> C’est le point clé dans la mise en œuvre. Les e-mailings de la Fnac et leur « sélection vraiment faite pour vous » sont un modèle de personnalisation à partir des achats du client. Mais il faut désormais capter aussi les données de contacts sur les différents touch points et analyser les comportements relationnels pour personnaliser chaque interaction avec le client. A l’historique d’achat, toujours indispensable pour mesurer la valeur des clients, doit s’ajouter l’historique des contacts omnicanaux à analyser pour inciter le client à s’engager dans de nouveaux modes de relation.</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Plus que jamais, les programmes de fidélité doivent s’intégrer dans la relation clients. Bien sûr, il y aura toujours du transactionnel. Seul Decathlon pouvait oser la suppression des récompenses en la justifiant par du every day low price, au risque de mécontenter ses meilleurs clients qui recevaient plusieurs fois par an un chèque fidélité de 6€. Mais tout le monde n’est pas Decathlon et il est grand temps que les enseignes spécialisées rénovent en profondeur leur fidélisation.</span></div>
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Anonymoushttp://www.blogger.com/profile/07538823298621271610noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-53181303223216577692018-11-19T14:27:00.000+01:002018-12-03T18:01:05.235+01:00Le grand retour de la croissance externe<div class="separator" style="clear: both; text-align: center;">
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<span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">La presse a beaucoup commenté la valse des alliances à l’achat : Intermarché quitte Casino qui rejoint Auchan ce qui pousse Système U dans les bras de Carrefour qui lui-même fréquente d’autres partenaires... Pourtant, ces alliances sont tactiques. Elles génèrent quelques millions d’euros de marge arrière et d’alignements de conditions, avant de se dissoudre une fois les gains empochés. C’est pertinent et rentable ; ce n’est pas structurant.</span></div>
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<span style="font-family: "arial" , sans-serif;"><span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Le véritable phénomène qui redessine le retail, c’est le grand retour des fusions-acquisitions : rachat de Darty par la Fnac, de Bricorama par Bricomarché, de Toys’R’US France par Picwic (et un fonds), de Decitre par Furet du Nord (peut-être), de Tati par Gifi, de Sarenza par Monoprix, de La Redoute par Galeries Lafayette, de Jardiland par Gamm Vert, etc.<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , sans-serif;"><span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Les motivations de ces opérations sont limpides : rattrapage de compétence digitale pour certaines ; consolidation sectorielle pour les autres. Dans les deux cas, les questions sont nombreuses.<o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , sans-serif;"><b>Les opérations entre brique et digital</b></span><span style="font-family: "arial" , sans-serif;"><span class="Apple-converted-space"> </span>(type Monoprix-Sarenza) sont excitantes sur le papier, mais opérationnellement difficiles. Les business models, les cultures, les outils sont si différents que les synergies se révèlent souvent aléatoires. Comment prendre le meilleur des deux mondes ? Faut-il mélanger les modèles au risque de les affaiblir ? Comment gérer l’épineux problème des prix online vs offline ?<o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , sans-serif;"><b>Les opérations de consolidation</b></span><span style="font-family: "arial" , sans-serif;"><span class="Apple-converted-space"> </span>sont souvent critiquées car elles mobilisent capex et énergies sur le recyclage de l’ancien monde plutôt que sur l’adaptation au nouveau monde. Il y a du vrai : intégrer un concurrent, c’est 3 ans de galère pour les équipes, des coûts d’alignement côté back-office, et des débats côté front office. Faut-il passer les Bricorama sous enseigne Bricomarché, même à Paris où la notoriété est bien meilleure ? Comment jouer les synergies entre Fnac et Darty, deux marques aux ADN radicalement différents ? Comment maximiser les gains (achats, supply, technologie) sans faire converger les modèles commerciaux… mais comment justifier deux marques si les modèles commerciaux convergent ?<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , sans-serif;"><span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Il n’y a pas de réponse unique – mais voici 3 réflexions fondées sur notre expérience vécue de ces situations.<o:p></o:p></span></span></div>
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<li class="MsoListParagraph" style="margin: 0cm 0cm 0.0001pt;"><span style="color: #666666; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><span style="font-family: "arial" , sans-serif;">Vers la marque-plateforme </span></b><span style="font-family: "arial" , sans-serif;">? Avant, on pensait que la marque devait désigner une promesse claire, donc un modèle commercial précis, donc un format et un réseau homogènes. Cette conception rigide est remise en cause par la plateformisation de l’économie : la marque devient la clé de voute d’un écosystème complexe, recouvrant des prestations, formats et métiers variés au service d’une mission de marque commune. Sarenza est difficile à intégrer si Monoprix est une enseigne de magasins. Si Monoprix est une marque aspirationnelle portant une vision de la vie en ville, cela devient (un peu) plus facile.</span></span></li>
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<li class="MsoListParagraph" style="margin: 0cm 0cm 0.0001pt;"><span style="color: #666666; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><span style="font-family: "arial" , sans-serif;">Moteur de sa propre réinvention</span></b><span style="font-family: "arial" , sans-serif;"><span class="Apple-converted-space"> </span>– Erreur mille fois répétée : le vainqueur écrase le vaincu. Quand les brillants trentenaires de la Fnac (ancien consultants, énarques et banquiers d’affaires) ont pris le contrôle de Darty, ils ont humilié les grognards de Darty, involontairement le plus souvent. Conséquence : les ventes de Darty ont piqué du nez, alors que la croissance était à deux chiffres avant le rachat. Certes, il est naturel que le vainqueur impose son modèle - les vaincus devraient être les moteurs de la transformation de leur entreprise vers le nouveau modèle, au lieu de la subir. Certains y sont prêts, s’ils en perçoivent le sens (pour l’entreprise) et l’intérêt (pour les clients et pour eux-mêmes).</span></span></li>
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<li class="MsoListParagraph" style="margin: 0cm 0cm 0.0001pt;"><span style="color: #666666; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><span style="font-family: inherit;">Quand le sage parle de croissance, l’idiot regarde le deal<span class="Apple-converted-space"> </span></span></b><span style="font-family: "arial" , sans-serif;"><span style="font-family: inherit;">– Ne JAMAIS signer un deal sans savoir comment intégrer les modèles. Les banquiers d’affaires et les consultants sont payés pour produire des BP et closer des deals « qui ont du sens » (expression consacrée destinée à masquer une absence de vision opérationnelle), pas pour garantir la performance ultérieure. J’ai souvent entendu mes clients m’avouer, une fois le closing finalisé, ne pas savoir quoi faire de leur acquisition… et découvrir que les synergies annoncées n’existent que sur powerpoint. Certes, il faut aller vite, certes les banquiers et les avocats mobilisent le temps de cerveau disponible avant deal. Il n’est pourtant pas impossible d’instruire ces scénarios d’assemblage avec une petite équipe d’experts opérationnels, sans remettre en cause les calendriers de closing : je le sais, je l’ai fait !</span><span style="font-family: arial, sans-serif;"><o:p></o:p></span></span></span></li>
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<span style="font-family: "arial" , sans-serif;"><span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Le retail est entré dans une phase de turbulence qui recèle de magnifiques opportunités pour les plus déterminés. Pour conduire et financer les transformations indispensables, les synergies permises par les rachats sont un atout précieux. Et face à la terrifiante capacité d’investissement des grands pure players, croissance externe et alliances sont indispensables.<o:p></o:p></span></span></div>
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<span style="color: #666666; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Reste à les transformer en véritables leviers de performance opérationnelle : attachez vos ceintures !</span></div>
Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-36113770893474163722018-11-09T14:23:00.003+01:002018-12-10T14:44:01.241+01:00Et vous, votre enseigne est-elle déjà une marque ?<div class="separator" style="clear: both; text-align: center;">
<a href="http://4.bp.blogspot.com/--nGPwWZ3kdM/W-WJbnxWx8I/AAAAAAAAAfs/l_fQY_KkVVUwUyaDtxUBJyxUvI8DPXKQQCK4BGAYYCw/s1600/QUESTIONNAIRE.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="151" src="https://4.bp.blogspot.com/--nGPwWZ3kdM/W-WJbnxWx8I/AAAAAAAAAfs/l_fQY_KkVVUwUyaDtxUBJyxUvI8DPXKQQCK4BGAYYCw/s400/QUESTIONNAIRE.png" width="400" /></span></a></div>
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<span style="background-color: white; color: #606060; font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: 14px;">Ce qu’Amazon fait mieux que tout le monde, c’est proposer un accès efficace à une large sélection de produits de marque : c’est être un courtier universel. Si vous restez simplement distributeur (sélectionneur-revendeur des marques des autres), ça va donc être compliqué…</span><br />
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<span style="background-color: white; color: #606060; font-size: 14px;">Passer de l’enseigne à la marque est l’une des réponses les plus convaincantes à ce défi. Concrètement, quelle différence ?</span></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #606060; font-size: 14px;">L’enseigne dit au client « </span><em style="background-color: white; color: #606060; font-size: 14px;">Viens, j’ai plein de choix, tu trouveras bien quelque chose qui te plaira </em><span style="background-color: white; color: #606060; font-size: 14px;">». Elle est peu segmentante, voire moyennisante, sans aspérités fortes. Sa promesse est transactionnelle (prix-choix-praticité) et peu émotionnelle. Elle fabrique son trafic, souvent à coup de promos. Pas de honte à cela : c’est l’ADN du commerce moderne, le modèle qui a fondé le succès des grands retailers d’hier. Mais il ne fera pas le succès de ceux de demain.</span></span></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #606060; font-size: 14px;">La marque dit à certains clients « </span><em style="background-color: white; color: #606060; font-size: 14px;">Voilà en quoi je crois, j’espère que tu vas aimer</em><span style="background-color: white; color: #606060; font-size: 14px;"> ». Elle assume des partis pris potentiellement excluants. Elle privilégie l’attachement des clients plutôt que la maximisation du trafic. Elle se veut aspirationnelle, émotionnelle, différente. Bien entendu, cela ne l’autorise pas à être moins efficace, moins pratique, moins compétitive en termes de value for money.</span></span></span><br />
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<span style="background-color: white; color: #606060; font-size: 14px;">Certaines enseignes sont très loin de cette définition, comme Bricorama ou La Grande Récré.</span></span><br />
<span style="background-color: white; color: #606060; font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: 14px;">Certaines font des efforts, mais sont encore loin du compte, comme Auchan ou Go Sport.</span><br />
<span style="background-color: white; color: #606060; font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: 14px;">Certaines ont déjà des attributs partiels de marque, comme Darty ou Biocoop.</span><br />
<span style="background-color: white; color: #606060; font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: 14px;">Et certaines sont de véritables enseignes-marques, comme Maisons du Monde ou Zara.</span><br />
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<span style="background-color: white; color: #606060; font-size: 14px;">Evidemment, il est plus aisé de devenir une marque dans les métiers de collection, où l’on conçoit soi-même une offre de produits différenciés. Certains montrent toutefois que même en multimarque, on peut forger une « charge », une intensité marketing remarquable : pensez à Sephora ou E.Leclerc.</span></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #606060; font-size: 14px;">Nous avons travaillé sur ce sujet avec plusieurs enseignes et dégagé des enseignements concrets sur la meilleure façon de conduire votre « transition vers la marque ». Ils ont donné naissance, sous forme ludique, à ce petit quiz : </span><strong style="background-color: white; color: #606060; font-size: 14px;">et vous, votre enseigne est-elle déjà une marque ?</strong></span></span><br />
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<a href="https://diamart.typeform.com/to/UBQe65" target="_blank"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" src="https://3.bp.blogspot.com/-uYMlY9N0KKk/W-WJxD1bVmI/AAAAAAAAAf4/77VLdNJ8BWElYvSOQr87Q8IwI19HQF-QACK4BGAYYCw/s400/Capture%2Bd%25E2%2580%2599e%25CC%2581cran%2B2018-11-08%2Ba%25CC%2580%2B15.03.21.png" /></span></a></div>
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<strong style="background-color: white; color: #606060; font-family: Helvetica; font-size: 14px; font-variant-ligatures: normal; orphans: 2; widows: 2;"><br /></strong>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-71181443725112418582018-10-01T15:11:00.001+02:002018-10-01T15:11:52.895+02:00Thérapies de choc, choc des thérapies<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-w09bhNiYQtM/W7Ic0VAPHQI/AAAAAAAAAfM/1tp4AFA-OSMW5eUU2CPYOvxBBdYZb4zxQCLcBGAs/s1600/d780c999-4f55-4f91-bc1d-6d97627eb890.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="666" data-original-width="1000" height="266" src="https://3.bp.blogspot.com/-w09bhNiYQtM/W7Ic0VAPHQI/AAAAAAAAAfM/1tp4AFA-OSMW5eUU2CPYOvxBBdYZb4zxQCLcBGAs/s400/d780c999-4f55-4f91-bc1d-6d97627eb890.jpeg" width="400" /></a></div>
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<span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Ça bouge chez Carrefour. Si j’étais taquin, je dirais qu’on remplace des hommes de carrelage par des femmes de marketing (Dr hypers, Dr supers, Dr MdD…). Objectif : accélérer la révolution voulue par Alexandre Bompard, quitte à écarter tout ce qui est perçu comme un frein. Est-ce trop brutal ?</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Chez Auchan, on réfléchit à l’hyper de demain, sans remettre en cause le gigantisme des formats. A la question </span><em style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">« à quoi sert un grand hyper face à Amazon et aux grands spécialistes ? »</em><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">, les chiffres semblent donner la même réponse année après année : à rien. Auchan continue pourtant d’y croire, et espère redynamiser un format que d’autres jugent obsolète. Est-ce trop lent ?</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Chez Casino, le funambule vacille après des années de prouesses sur le fil. Espérons que les difficultés des hypers ne pénalisent pas le reste du groupe – et notamment ses pépites Monoprix et Franprix.</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Chez Camaïeu, chez Beaumanoir, chez But, chez Célio, chez Happychic, chez Castorama et ailleurs, les DG changent. Les histoires sont chaque fois différentes… mais au fond, c’est toujours la même question : quelle thérapie pour le malade ? Bien souvent, le diagnostic est partagé : c’est le niveau d’urgence sur lequel il y a débat. Parfois l’actionnaire s’impatiente ; parfois le manager se lasse de la frilosité de l’actionnaire.</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Certains estiment que seule une thérapie de choc peut sauver les retailers englués dans leurs pesanteurs. La thèse se défend : si les retailers français n’accélèrent pas le rythme de leur transformation, l’issue ne fait plus de doute. Optimiser l’existant ne suffira pas : du moins auront-ils la satisfaction de mourir guéris. Radicaliser la transformation exige une vision puissante, le soutien des actionnaires, et le juste dosage entre dictature et adhésion collective. C’est possible : Régis Schultz l’a fait chez Darty, je peux en témoigner, j’y étais. Alexandre Bompard ne s’y est pas trompé, vu le prix déboursé par la Fnac pour acquérir Darty. Encore faut-il que la vision soit juste (qui la comprend ?), que les actionnaires ne vous abandonnent pas en route (cf Darty) et que les équipes adhèrent malgré la souffrance.</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">D’autres pensent que les électrochocs risquent surtout de tuer le patient, qu’il faut avancer avec détermination mais prudence, et capitaliser sur les forces historiques. Les plus belles réussites sont, de fait, des transformations permanentes et non des ruptures : Leroy-Merlin, Maisons du Monde ou Sephora n’ont cessé de se remettre en cause et de faire évoluer leur modèle depuis 20 ans. Ce qui leur évite de devoir choisir entre une rupture traumatisante et une inertie fatale. Mais évidemment, tout le monde n’a pas la chance de s’appuyer sur 20 ans de dynamique permanente…</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Les mois qui viennent n’apporteront nul apaisement. Il faut même s’attendre à quelques autres déflagrations. Pour autant, rien se sert de geindre. Il faut se retrousser les manches, et y aller. Donner tout ce qu’on a. On verra bien si ça suffit à la fin… Finalement, la meilleure thérapie, nous la connaissons tous : c’est un cocktail d’espoir assumé et de détermination sans faille.</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;">Avec, idéalement, le support de bons consultants qui comprennent à la fois la vraie vie du retail et les modèles de demain...</span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><span style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"> </span><br style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;" /><strong style="background-color: white; color: #606060; font-family: Helvetica; font-size: 15px;"><em>Parce que pour les clients, l’année commence en septembre : Diamart vous souhaite une très bonne « année-clients ! »</em></strong>Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0tag:blogger.com,1999:blog-7144658722525295138.post-30576588583353959832018-09-13T11:08:00.001+02:002018-12-10T14:44:12.493+01:00Une deuxième étoile pour UX Retail Design<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-UyOe4vEJX-s/W5onAsewtYI/AAAAAAAAAfA/KHvY7tEYCWY4SX98rogeCsVBurWR4AkOgCLcBGAs/s1600/2018_BONNE-ANNEE-CLIENT_HEAD.jpg" imageanchor="1"><img border="0" data-original-height="185" data-original-width="620" height="150" src="https://4.bp.blogspot.com/-UyOe4vEJX-s/W5onAsewtYI/AAAAAAAAAfA/KHvY7tEYCWY4SX98rogeCsVBurWR4AkOgCLcBGAs/s400/2018_BONNE-ANNEE-CLIENT_HEAD.jpg" width="480" /></a></div>
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #202020; font-size: 13px;">* Trophée LSA 2017 pour le nouveau SAV phygital omni-canal de </span><a href="http://uxretaildesign.fr/project/darty-2/" style="background-color: white; color: #2baadf; font-size: 13px;" target="_blank">DARTY</a></span><br />
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #202020; font-size: 13px;">* Trophée LSA 2018 pour </span><a href="http://uxretaildesign.fr/project/otop/" style="background-color: white; color: #2baadf; font-size: 13px;" target="_blank">OTOP</a><span style="background-color: white; color: #202020; font-size: 13px;">, nouveau concept de distribution de pièces détachées automobiles en BtoB</span></span><br />
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<span style="background-color: white; color: #202020; font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: 13px;">L’agence UX RETAIL DESIGN est fière de ces deux étoiles et accélère pour accompagner les retailers dans la transformation de leurs concepts pour un nouveau monde social, digital, radical et frugal !</span><br />
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<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="background-color: white; color: #202020; font-size: 13px;">Rendez-vous en octobre à la remise de notre Janus du Commerce pour </span><a href="http://uxretaildesign.fr/project/envie-de-salle-de-bain/" style="background-color: white; color: #2baadf; font-size: 13px;" target="_blank">ENVIE DE SALLE DE BAIN</a><span style="background-color: white; color: #202020; font-size: 13px;"> (Saint Gobain Distribution France), ou avant (si vos projets ne peuvent pas attendre) </span></span><br />
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Le Blog Diamarthttp://www.blogger.com/profile/10739446239837380560noreply@blogger.com0