eRetail Strategies & Data management Stage

Day 1, April 14



09:00 -10:40

Block 1 — Growth Models, Marketplaces & Channel Power

09:00 - 09:30

PANEL

When eCommerce Growth Becomes Mandatory: Why Standing Still Is No Longer an Option

  • Exploring why domestic eCommerce momentum slows while growth expectations continue to rise across categories.
  • Examining how shrinking headroom forces leaders to confront uncomfortable choices about scale, channels, and control.
  • Integrating growth pressure, market limits, and strategic ownership questions in order to frame expansion deliberately rather than reactively.

Moderator:

Jarosław Chwastowicz Customer Experience Director LYRECO

Panelist:

Katarzyna Wronka E-commerce Channel Development Manager E.WEDEL
Andżelika Sokół e-Commerce Sales Manager MEDICOVER POLAND

Marta Lipska E-Commerce Channel Manager NESTLE POLSKA S.A.

Zuzanna Dębowska Chief Commercial Officer LITE BY ZABKA

09:30 - 09:50

Why does 4-7% margin disappear in promotions - and why don't most companies see it?

  • Why promotions – despite being responsible for a significant portion of retail sales – remain one of the least precisely managed elements of the financial result and often generate a hidden cost in EBITDA.
  • What is really behind the loss of a few points of margin in promotions: not the mistakes of the teams, but the way of making decisions under conditions of uncertainty, which leads to building a costly "safety buffer".
  • Why this cost has remained elusive for years and how today's tools allow you to see the real impact of promotional decisions on sales and margins before making a decision.

Ernest Wojciulewicz CEO BRAND ORIENTED SP. Z O.O.

09:50–10:10

Visibility Before Expansion: Why Growth Often Breaks at the Discovery Layer

  • Exploring how many growth strategies assume demand will follow expansion while discovery and visibility quietly become limiting factors.
  • Examining how platform algorithms, fragmented journeys, and shifting attention reshape where customers actually find offers.
  • Integrating discovery logic, channel presence, and early demand signals to ground growth decisions in real visibility rather than assumed reach.

 10:10–10:40

PANEL

From Ambition to Exposure: How CEE eCommerce Leaders Decide When to Go Beyond Home Markets

  • Exploring how growth decisions in Central and Eastern Europe are shaped by smaller domestic markets and earlier saturation.
  • Examining how platform dependence, logistics reach, and capital discipline influence which expansion paths remain realistic.
  • Integrating strategic ambition, regional constraints, and execution readiness to recognise when expansion strengthens position and when it amplifies risk.

Moderator:

Ewa Rybołowicz Director of Market Analysis COMP CENTRUM INNOWACJI RETAIL

Panelist:

Ariel Nosal E-commerce Director 8A

Faustyna Filipowicz eCommerce Marketing Supervisor CER 3M
Tomasz Hankiewicz E-Commerce Project Manager ADAMED PHARMA
Ewa Weinar Corporate Counsel NATURA

10:40 - 11:00

Coffee Break

 11:00–13:00

Block 2 — eCommerce Economics, Profitability & Cost-to-Serve

11:00 - 11:30

PANEL

 When Fast Growth Hides Fragile Margins: The Economic Reality of eCommerce in Price-Sensitive Markets

  • Exploring why eCommerce growth in highly price-sensitive markets accelerates volume while weakening contribution far earlier than expected.
  • Examining how promotion intensity, platform fees, and delivery expectations compress margins where pricing power is limited.
  • Integrating growth targets, cost-to-serve pressure, and capital discipline to clarify what profitable scale actually requires.

Moderator:

Filiberto Amati Growth Advisor FILIBERTO AMATI/ AMATI & ASSOCIATES

Panelist:

Jacek Palec General Director ZDROWIT
Katarzyna Kociakowska E-commerce Manager EURUS

Jarosław Chwastowicz Customer Experience Director LYRECO

Paweł Antołek Head of Ecommerce Growth DECATHLON

11:30 - 11:50

Where eCommerce Profitability Really Breaks: Promotions, Delivery Promises, and Hidden Costs

  • Exploring how promotion-heavy demand stimulation shifts margin pressure upstream before fulfilment even begins.
  • Examining how delivery speed expectations, returns generosity, and service fees accumulate into structural cost inflation.
  • Integrating promotional discipline, service-level choices, and cost visibility to expose where profitability leaks emerge.

11:50 - 12:10

One Customer, Many Ledgers: How Omnichannel Complexity Distorts Financial Truth

  • Exploring how omnichannel expansion multiplies cost lines and revenue attribution, fragmenting financial visibility.
  • Examining why pricing logic, fulfilment choices, and channel KPIs pull economics in opposing directions.
  • Integrating channel governance, contribution logic, and data consistency to clarify where value is truly created.

12:10 - 12:30

FOSS Strategy in Practice: How the Synergy of Retail Media, Search, and 1st-Party Data Brought Mattel Double-Digit Sales Growth

  • Data as the foundation: In the highly competitive toy category, where customers face a "paradox of choice," we prove that before harnessing the full potential of algorithms and AI, you must get the basics right. We will show why structured foundations and high-quality data are the key to effectively reaching users in the consideration phase.
  • Ecosystem synergy and the proprietary FOSS model: Side by side with Mattel, we will guide the audience through the process of bridging on-site (Allegro) and off-site (Google) environments. We will present the implementation of the FOSS (Feed, Optimization, Search, Seasonality) strategy, which allowed the brand to reverse a downward market trend.
  • Measurable results and universal industry takeaways: We will present the journey from data integration to concrete business decisions that generated GMV growth and expanded the buyer base. We will share practical tips for brands and agencies, demonstrating how to build sustainable growth on a marketplace.

Aneta Kobylińska Senior Media Strategist ALLEGRO
Beata Wiśniowska Customer Marketing Manager Omnichannel MATTEL


12:30 - 13:00

PANEL

Rebuilding Economic Discipline: How CEE Leaders Restore Profit Without Stalling Growth

  • Exploring how leaders confront the moment when growth metrics no longer reflect economic reality.
  • Examining which commercial rules and service trade-offs restore margin clarity without retreating from scale.
  • Integrating financial transparency, channel discipline, and leadership accountability to reset eCommerce economics.

Moderator:

Justyna Spytek Client Success Director CENTRAALS COMMERCE  ( centraals.pl )

Panelist:

Dariusz Jurgielewicz E-Commerce Director CASTORAMA

Jacek Palec General Director ZDROWIT
Tomasz Wawszczyk B2C Business Director LG ELECTRONICS
Zuzanna Dębowska Chief Commercial Officer LITE BY ZABKA

Maciej Nowakowski CEO LITE BY ZABKA

13:00 - 14:00

Lunch

14:00 - 13:00

Block 3 — Discovery, Trust & Digital Shelf Control

14:00 - 14:30

PANEL

 

 When Customers Can’t Find You: Discovery Volatility and the New Reality of Digital Shelves

  • Exploring why product discovery has become unstable as platforms mediate what customers actually see.
  • Examining how reviews, availability signals, and platform rules shape trust and choice.
  • Integrating discovery dynamics and trust signals to reframe visibility as a strategic risk.

 Moderator:

 Michał Zych Chief Product and Technology Officer CASTORAMA POLAND
 Panelist:

 Mateusz Jacob E-Commerce Director SUPER-PHARM

 Michał Danczak Marketplace Manager MORELE.NET

 Radosław Sykulski Sales Manager Central Europe Region (wholesale) ESTÉE LAUDER

 Przemysław Orzechowski Marketplace Director CASTORAMA POLAND

14:30 - 14:50

Anatomy of choice: when and how the consumer makes purchasing decisions

  • Together with Oxford University, we conducted a meta-analysis covering over a million shopping paths. Our report on these findings, titled "How Humans Decide," provides deep insights into the mechanisms behind consumer choices
  • We uncover the key role of "Brand Priming" – subconscious brand building in consumers' minds, demonstrating how a significant portion of purchasing decisions are made before the consumer even embarks on the shopping journey
  • This presentation is an essential roadmap for every marketer who wants to understand how the human mind truly works during purchases and effectively respond to it, gaining an advantage in the dynamic retail world.

Łukasz Kołdys Solution Director WPP MEDIA
Michał Jasiński Vice President Strategy WPP MEDIA

14:50–15:10

Available but Invisible: Why Assortment Integrity Determines Trust on the Digital Shelf

  • Exploring how inconsistent availability undermines trust even when products technically exist online.
  • Examining why broken stock signals drive abandonment in platform-led environments.
  • Integrating availability accuracy and offer coherence to restore confidence.

  15:10–15:30

When Visibility Isn’t Enough: How Leaders Rebuild Trust and Choice on Digital Shelves

  • Exploring how discovery volatility, trust fragility, and uneven availability weaken choice.
  • Examining why leaders must treat credibility as a strategic asset.
  • Integrating governance and accountability to restore confidence.

16:00 - 16:30

PANEL

 Who Owns the Digital Shelf: Governance, Accountability, and Trust at Scale

  • Exploring how fragmented ownership weakens trust across platforms and partners.
  • Examining which governance models clarify accountability without slowing execution.
  • Integrating ownership rules and escalation paths to govern the digital shelf.

Moderator:

Agnieszka Ziętek Digital Strategy & Acceleration Lead Platforms Director MARS PET NUTRITION
Panelist:

Jan Andruszewski Co-Owner RB EUROPE

Ola Magiera eCommerce Marketing Manager LIPTON
Magdalena Wiśniewska Director of the Innovation Implementation Division BRICOMARCHE

16:30 - 17:00

Coffee Break

17:00–17:30

PANEL

How Much Visibility Is Enough: Making Trade-Offs in Price-Sensitive, Platform-Led Markets

  • Exploring why chasing maximum visibility often increases cost without improving conversion.
  • Examining how leaders set practical thresholds for assortment and availability.
  • Integrating visibility targets and economic limits to support disciplined choices.

Moderator:

Artur Rompca COO COMMERCRAFT
Panelist:

Jan Andruszewski Co-Owner RB EUROPE

Michał Danczak Marketplace Manager MORELE.NET

Radosław Olejarski BDM PERFORMANCE GROUP

17:30–18:00

PANEL

 Restoring Confidence in eCommerce Growth: What Leaders Must Change After the Shelf Breaks

  • Exploring how discovery volatility reshapes the limits of scalable growth.
  • Examining which leadership decisions rebuild confidence.
  • Integrating strategic intent, execution discipline, and regional constraints to close the stage.




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