TRAINING OBJECTIVES

1. TRAINING OBJECTIVES • Discover RENERGIE LIFT VOLUMETRY which was inspired by research on growth factors and is the 3rd dimension in lifting. Slim facial oval, reshape cheeks. • Master the POS sales strategy • How to introduce RENERGIE LIFT VOLUMETRY • How to differentiate between RENERGIE MORPHOLIFT RARE and RENERGIE, • How to create effective link selling. • CUSTOMER PROFILE • Women over 40 • HER SKIN CONCERNS: • Loss of firmness & wrinkles • Volume loss in cheeks • Less defined facial oval • KEY MESSAGE • Lancôme highlights the role of growth factors which are key proteins in cellular communication and responsible for the proper tension of the skin’s support structure. • For the 1st time the GF-Volumetry™ complex acts on cell communication for a visible volumetric effect. • Results: • Immediately: skin is firmer as if it had been lifted. • After 28 days: cheeks are reshaped, the facial oval is slimmed, the facial angle of youth is corrected. • The physical signs of aging in the face are obviously governed by each individual’s genetic heritage as well as the powerful influence of diverse factors: • Hormonal changes throughout a woman’s life, emotional stress, chronic fatigue due to hectic lifestyles combined with periods of intense work, weight loss or gain, a hostile environment due to the harmful effects of sunrays and pollution and a diet that is not always healthy and well-balanced. • The combined negative effect of these diverse factors modify the facial volume: • In the upper part of the face, the temples tend to become increasingly hollow, the cheekbone area becomes gaunt, dark under eye circles are accentuated, smile lines deepen and the lips become thinner.  • In the lower part of the face, there is an increase in volume around the jaw line leaving it looking slackened and droopy modifying facial contours, as well as an increase in volume in the neck, a double chin… All of this plays a role in the lack of definition in facial contours. • As the bottom part of the face becomes thicker and the skin tissue starts to slacken, the face loses its harmonious appearance and shadowed areas increase leaving the face looking heavier, tired and sad, thereby changing the outward physical expression of the individual’s personality. • Thanks to the most recent advances in the techniques used for cosmetics, specifically volumetry, we are now able to correct this lack of balance in facial contours.

2. Today, women aspire to “age well” There are numerous aesthetic medical techniques that allow women to maintain youthful looking longer: Botox, injections, face lifts… Volumetric techniques are the most recent and advanced developments in aesthetic medicine research for genuinely visible skin rejuvenating results. Volumetric lifting is a hot topic in the press. Here is an example from PARIS MATCH, a glamorous French monthly magazine- 5-page article on volumetric lifting. The most recent volumetric filling techniques restore volume to the face and offer visible and highly effective skin rejuvenating results. VOLUMETRY, A new dimension in lifting** * Cellular communication factors **Cosmetic lifting RENERGIE LIFT VOLUMETRY VOLUMETRIC LIFTING AND SHAPING CREAM SPF15 The facial angle of youth is improved by 8 degrees** Slim facial oval, reshape cheeks **Instrumental test on 43 women Introduce the advertising visual for RENERGIE LIFT VOLUMETRY VOLUMETRIC LIFTING AND SHAPING CREAM SPF15

3. Present the Scientific RENERGIE LIFT VOLUMETRY film GROWTH FACTORS* Essential skin proteins Key components of cellular communication Active messengers between the cells and the dermal and epidermal layers Vital elements responsible for optimal firmness in the skin’s support structure *Cellular communication factors The skin is made up of several layers (including the epidermis and dermis) which are themselves composed of cells and extracellular substance. This substance contains structural elements (collagen, elastin, proteoglycans and glycoproteins) as well as soluble molecules which play a determining role and growth factors* produced by the cells. Skin is a dynamic organ whose continual renewal is regulated by constant interaction between its various components. Growth factors*, veritable cellular messengers, facilitate permanent dialogue. Growth factors* are produced by cells, stored and redistributed for themselves or to other cells via extracellular substance (a veritable biological continuum between skin compartments that plays a fundamental role in ensuring structural support). This substance therefore helps to maintain both skin firmness and inter-cellular balance. Keeping the skin support structure taut depends on the quality of this extracellular substance and also on its capacity to store and redistribute growth factors*. *cellular communication factors

4. Skin produces, stores and distributes several growth factors*… The role of each one is decisive in fundamental processes such as cellular differentiation and regeneration. Thanks to a meticulous raw material selection process, our Research Laboratories have successfully identified active ingredients able to stimulate the synthesis of 4 growth factors* vital to the high quality of skin: EGF, KGF, HGF and TGFß. EGF – Epidermal Growth Factor* Produced by epidermal cells - can fix onto all skin cells KGF – Keratinocyte Growth Factor* Produced by dermal cells - targets epidermal cells TGFß - Transforming Growth Factor* Produced by all cells – highly versatile growth factor* that acts on all cells HGF - Hepatocyte Growth Factor* Produced by dermal cells – notably targets epidermal cells *cellular communication factors GROWTH FACTORS* Lancôme highlights the essential role of cellular messengers in maintaining skin’s tension * Cellular communication factors WITH AGE, GROWTH FACTOR DISTRIBUTION AND EXTRA CELLULAR SUBSTANCE DETERIORATE Cellular activity slows down During the aging process, the processes of keratinocyte adhesion and maturation become sluggish. Keratinocyte renewal suffers as a result, causing skin to regenerate more slowly. Furthermore, the size and number of fibroblasts within the dermis is reduced and their distribution is slowed. These phenomena have an effect on collagen, elastin and glycosaminoglycan production. Moreover, with age, fibroblasts produce a greater number of enzymes responsible for collagen destruction. These changes combine to impair dermal/epidermal communication. WITH AGE, GROWTH FACTOR DISTRIBUTION AND EXTRA CELLULAR SUBSTANCE DETERIORATE Extracellular substance deteriorates With age, both the quality and quantity of each family of extracellular substance components – proteoglycans, glycosaminoglycans and collagen and elastin fibers – begin to decline. As it becomes less active, extracellular substance loses its ability to effectively fulfill its function. These changes disrupt the natural distribution of growth factors* to skin cells.

5. WITH AGE, GROWTH FACTOR DISTRIBUTION AND EXTRA CELLULAR SUBSTANCE DETERIORATE C-C. Growth factor* distribution declines Perlecan, a major component of the basal membrane, plays an essential role in transporting and storing growth factors*. If it is damaged, cellular activity, which is governed by growth factors*, no longer functions correctly. The storage and distribution of growth factors is disrupted. WITH AGE, GROWTH FACTOR DISTRIBUTION AND EXTRA CELLULAR SUBSTANCE DETERIORATE C-C. Growth factor* distribution declines Perlecan, a major component of the basal membrane, plays an essential role in transporting and storing growth factors*. If it is damaged, cellular activity, which is governed by growth factors*, no longer functions correctly. The storage and distribution of growth factors is disrupted. The study shown opposite was carried out on reconstructed skin and shows that epidermal differentiation and skin regeneration are radically disrupted in the absence of perlecan. Furthermore, as we age, collagen production within the dermis dwindles, causing further disruption to the network responsible for storing and transporting growth factors*. This combination of phenomena causes the cutaneous mattress to slacken, resulting in a disorganization of facial architecture. For the first time, the GF - Volumetry complex has been designed to reinforce* cellular communication for visible volumetric action. * In vitro test A-Promote the synthesis of 4 essential Growth Factors: Thanks to a meticulous raw material selection process, our Research Laboratories have successfully identified active ingredients able to stimulate the synthesis of 4 growth factors* vital to the skin: EGF, KGF, HGF and TGFß. The GF-Volumetry™ Complex therefore features: - A bio-lipid to promote** EGF synthesis; - Lin seed extract (Linum usitatissimum) to stimulate** KGF production; A second vegetal extract (Vigna aconitifolia) to stimulate** both HGF and TGFß synthesis (**In vitro tests on active ingredients) B- Promote growth factor* storage and distribution The GF-Volumetry™ Complex also contains a yeast (Saccharomyces cerevisiae) hydrolysate obtained via biotechnology that is able to stimulate** perlecan synthesis which dwindles with age, thereby compromising its essential role in the storage and distribution of growth factors* as shown in earlier studies. Tested on cell cultures under experimental conditions, yeast hydrolysate boosts perlecan synthesis by +33% (see graph opposite). Lin seed extract boosts the effect of yeast stimulating the synthesis** of key collagens involved in the transportation and storage of growth factors*.

6. In order to strengthen the skin’s collagen network, a key element in the storage and transportation of growth factors*, Lancôme Laboratories have combined the GF-Volumetry™ Complex with R.A.R.E.™ technology which is able to reorganize** support tissue by stimulating the synthesis of lumican, a proteoglycan that plays an essential role in anchoring collagen fibers. R.A.R.E.™ technology works to modify** the structure of the extracellular matrix, promoting the firm anchoring of collagen fibrils and thereby re-densifying the dermis to create a firmer support structure. (**In vitro tests on active ingredients) This combination of the GF-Volumetry™ Complex with R.A.R.E.™ technology regulates** the synthesis of 4 growth factors* essential to skin and also strengthens** targeted key components that are involved in the storage and distribution of those growth factors. The unique combination of active ingredients contained within RÉNERGIE LIFT VOLUMETRY has been specifically developed to tighten the skin support structure thereby slimming the facial oval and reshaping the cheeks. The facial angle of youth is improved by 8 degrees. Immediately: The skin is firmer* Within 4 weeks: Cheeks looks visibly replumped, Facial contours are redefined**, The facial angle of youth is improved by 8 degrees. *Instrumental test on 43 women **Self evaluation 53 women EFFECTIVENESS PROVEN IN CLINICAL STUDIES The effectiveness of RÉNERGIE LIFT VOLUMETRY has been assessed by a dermatologist on 43 women using photographic atlases developed by our own Research Laboratories. This skin expert monitored changes in 3 key aging criteria over time: ptosis, crow’s feet wrinkles and sagging neck skin. The severity of each of these criteria was measured both before using the product and 4 weeks after application. The results were outstanding: Bio-mechanical skin properties were assessed by a dermatologist on 40 women using Dermal Torque Meter technology 4 weeksafter application of the product. Both elasticity and tone were significantly improved:+19.3% +33.7%

7. With time, the architecture of the face changes: plumped cheeks tend to sink in and well defined jaw lines get heavier thereby altering the angle between the chin and neck. This angle gradually increases throughout the aging process. Measurements taken before and after 4 weeks’ use of RÉNERGIE LIFT VOLUMETRY demonstrate a significant 8° reduction in this angle, as illustrated by the 2 superimposed faces shown in the picture. The clinical results prove the effectiveness of RENERGIE LIFT VOLUMETRY The effectiveness is proven based on 3 aging criteria: Crow’s feet – 19% Ptosis – 14% Sagging neck skin – 24% Elasticity and Tone are reinforced. Thereby improving the measurement taken between the chin and the cheeks by 8 degrees. EXCEPTIONAL RESULTS CONFIRMED BY WOMEN THEMSELVES 53 women applied RÉNERGIE LIFT VOLUMETRY daily. The satisfaction ratings given confirm the cream’s outstanding effectiveness. After 3 weeks, facial volume is visibly restored. The new RÉNERGIE LIFT VOLUMETRY range introduces 2 day creams (to be used on the face and neck). These exceptional products have been developed with the unique expertise of Lancôme’s formulation experts who have perfected the textures at the molecular level in order to reconcile the irreconcilable: an intense lifting action in textures that provide all-day comfort. RÉNERGIE LIFT VOLUMETRY is available in two unique textures: both rich and velvety, they are extremely easy to apply, providing a fresh and gentle finish and making the skin feel instantly soothed with renewed substance. For the ultimate in refinement, “velvet” agents ensure a powder-soft touch. RÉNERGIE LIFT VOLUMETRY Volumetric Lifting and Shaping Cream Firming – Anti-wrinkle SPF 15 All skin types This gentle cream soothes the skin with its soft, light and fresh finish upon application that transforms on contact with skin to restore volume to the cheeks and redefine the facial oval. RÉNERGIE LIFT VOLUMETRY Volumetric Lifting and Shaping Cream Firming – Anti-wrinkle SPF 15 For dry skin Specially developed for dry and fragile skin, the rich, emollient texture nourishes the skin deep down. Skin feels an instant comforting sensation and remains supple and hydrated all day long.

8. SELLING STRATEGY Using the Expert Consultation Guide, review the Lancôme Skincare Geography. RENERGIE LIFT VOLUMETRY reinforces the LANCÔME product line for women over 40 who are concerned by: Loss of firmness / Wrinkles / Volume loss WHICH RÉNERGIE FOR WHICH CUSTOMER? > Definition > Benefits > Actions > Textures > Application techniques > Image Positioning recap: RENERGIE LIFT VOLUMETRY / RENERGIE MORPHOLIFT R.A.R.E / RENERGIE

9. RENERGIE LIFT VOLUMETRY LINK SELLING Grab your client’s attention “Every woman’s face has an ideal angle of youth… Let me show you Rénergie Lift Volumetry, the 1st 3D volumetric lifting skincare product which is so powerful that in only 4 weeks your facial contours will be redefined and your cheeks will look visibly replumped.” The angle of youth is improved. EXPLAIN THE INNOVATION “Did you notice that with time, the architecture of your face changes: plumped cheeks tend to sink in and well-defined jaw lines get heavier, thereby altering the angle between the chin and neck [show gesture]. Our Laboratories have identified the key proteins that are essential to skin tension: growth factors*. These proteins, which are responsible for cellular communication, are the skin’s true youth messengers. For the 1st time, Rénergie Lift Volumetry reinforces cellular communication and reorganizes the collagen network creating a firmer support structure for complete volumetric action. This product is so powerful that within 4 weeks, your cheeks will look visibly replumped and contours will be redefined: the facial angle of youth is be improved! The face is beautifully rejuvenated!” Experience the texture Let me show you the enveloping soft and fresh texture that transforms on your skin upon application. This unique texture associates a lifting effect and a sensation of comfort throughout the day. After only 1 application, your skin will look smoother and firmer as if it had been lifted. Within 4 weeks, the cheeks will look visibly replumped and contours will be redefined. Recommend and Link Sell For your daily routine, apply Rénergie Lift Volumetry day cream to perfectly cleansed face and neck, avoiding the eye contour. Underneath your day cream, apply Génifique, the 1st Youth Activator that stimulates the genes to visibly rejuvenate your skin. For the delicate eye contour area, apply Rénergie ML RARE Eye Cream for an instant lifting effect as well as firming & anti-wrinkle action. RENERGIE LIFT VOLUMETRY LINK SELLING LANCÔME POWERSYSTEM™ Recap the day routine. ADVERTISING Please insert your advertising materials

10. Game preparation: Print several copies of the slide ‘Witness statement to hand out’ and cut the statement in 3 parts following the dotted lines. Print the letters 1, 2 and 3 from ‘the Mysterious Ladies’ and put them in 3 envelops. GAME - Step 1: Place the 3 creams Rénergie, Rénergie Morpholift R.A.R.E. and Rénergie Lift Volumetry, in front of the BA. Read the text ‘A mysterious affair’ to the BA. Game - Step 2: Read or ask a BA to read the Witness statement using the slide ‘A witness relates…’.

11. Hand out to each BA the ‘Witness statement to hand out’, cut into 3 parts. Ask each BA to put the statement under the correct cream. Game - Step 3:Check the answers with the slide ‘Game answers’. Game - Step 4: Read or ask a BA to read the slide ‘The veil is lifted…’ (slide 10) Hand out the 3 envelops containing the 3 burglars letters and ask the BA to read them. After the 3 letters have been read, ask the BA to justify the use of the 3 objects described by the witness (cotton, elastic, and balloon). Each object is associated to a cream. Why ?

12. Game - Step 5:Check the answers with the slide ‘Game answers’.

13. APPENDIX - TECHNOLOGY RENERGIE LIFT VOLUMETRY DAY CREAM Technology RESTORES THE UPPER DERMIS STIMULATES GROWTH FACTORS Yeast Extract Rice peptides Lin Seed Biolipides Vigna extract INGREDIENTS > Stimulates* the synthesis of Perlecan > Increases* the synthesis of collagen VII > Stimulates* the production of Lumican > Stimulates* the production of collagen > Reorganizes* the collagen network > Stimulates* the production of KGF > Stimulates the production of collagens specific to the upper dermis > Stimules* the production of EGF > Stimulates* the production of TGFb and HGF PROPERTIES Wrinkles appear reduced The skin recovers its elasticity and seems tighter as if it had been lifted. The face recovers its youthful curves. RESULTS *In vitro tests

14. APPENDIX - COMPETITORS 1

15. APPENDIX - COMPETITORS 2

16. APPENDIX - COMPETITORS 3

17. APPENDIX - COMPETITORS 4