Stephan Lucke

IT Director
Bunzl Continental Europe

Stephan Lucke is as IT Director overall responsible for the IT at Bunzl Continental Europe. The development of e-commerce and digital capabilities is a strong focus for Stephan, along with the transformation of IT into a provider of cloud-based services. Stephan has extensive experience in ERP implementations and infrastructure and has worked in highly international environments.

Check out the incredible speaker line-up to see who will be joining Stephan.

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Day 1: 7 December 2016

Thursday, July 7th, 2016

09:10 Case Study: Solving the international omni-channel conundrum: how to adopt the right ecommerce platform

One of the key fears of moving from an analogue culture to the digital culture is the argument that customers will lose the relationship they have with the brand through an account manager or sales rep. Looking at the constitutive elements of such a relationship, the truth is that customers want products and services that fi t their own needs. They want support and acknowledgment of their idiosyncrasies throughout the buying process and also before and after. How can organisations develop digital mind-sets and processes that off er a relationship and not just a transaction? In his case study, Stephan will talk through:

What is the importance of solution-focused sales as opposed to traditional sales and how can it be developed at all levels of the organisation?
What content can be shared internally and at which frequency? What is the best way to reinforce the importance of holistic solutions?
How can innovative thinking be truly nurtured to support your digital value proposition?
Knowing how and knowing when you are ready for change: what does it take?