Panel discussion: the challenges of retail Between «digital revolution» and consumer experience: the crossroads. There will definitely be a before and after to COVID-19 in terms of distribution. Whether it is the «historic» distributors of food supplements or the «new» ones: no channel has emerged unscathed from the year 2020. et’s take the pharmacies, ma- immunity (20% of products weigh 88%), jor players in the distribution of beauty (also 88%, but down 0.9%), and food supplements (more than respiratory tract (86%). half of the supplements sold are in phar- 70% In contrast, marketplaces or generalist on- macies). And let’s ignore the fact that they line sales players had a stel lar year in 2020. remained open during the first contain- Online transactions inthe health sec- ment and were able to maintain their tor have increased by 17% worldwide, in a activities. of the Top 25 context where Internet sales (al l products most popular combined) have increased by 8.5% to €112 e-commerce bil lion (Content Square, analysis of 4.4 bil- While in2019 the overal l turnover of websites on pharmacies had increased by 2% to €36.7 Google.fr are lion transactions). bil lion,between January and August websites that The use of online sales is changing the re- 2020,sales of al lproducts combined have integrated tail landscape in a lasting way. Nearly 4 out (prescription and non-prescription) fel l bythe Marketplace model of 10 French people wil l not return to the 0.6%. Source: SEMrush same consumption or shopping habits The reason for this decline: the health crisis, of course, which,according to OpenHealth, has had a greater impact on large pharmacies (those with a turnover of more than €3m) than on «smal l» pharmacies. One clarification: this health crisis has only accelerated a recurring trend throughout 2019. In January 2019, large pharmacies accounted for almost 26% of total pharmacy turnover. By March 2020, theirmarket share had «fal len» to less than 24%. And in August, to 23%. The big winners, therefore, are the smal l pharmacies, which are inexorably gaining ground. This «deconcentration» of pharmacy distribution is matched by an opposite phenomenon: the concentration of the product offer. Thus, al l positioning taken together, 20% of the products sold in pharmacies at the end of August represented more than 90% of the supplements «market» (share up by 0.4%). This concentration is higher (93%) for mood, stress and sleep products (up 0.3%). On the other hand, the «pressure» of concentration is less strong for vitality and secnerefnoC — secneréfnoC - 02 -