1 esprinet group: the european technology wholesale distributor
TRANSCRIPT
1
Esprinet Group: the European technology wholesale
distributor
Esprinet Group - Institutional Presentation 2
Index
The Esprinet Group
The market In Italy In Spain
The business model
Esprinet product marketing
The sales force
The customers In Italy In Spain
The service division
The logistics Esprinet Italy Esprinet Iberica
Esprinet Group - Institutional Presentation 3
Index
The Esprinet Group
The market In Italy In Spain
The business model
Esprinet product marketing
The sales force
The customers In Italy In Spain
The service division
The logistics Esprinet Italy Esprinet Iberica
Esprinet Group - Institutional Presentation 4
Group Overview
(1) Source: Sirmi 2008, Business Publications Spain 2007(2) Source: Company data, as per both Italian and Spanish market(3) Source: IMI, 2008
Multination
al
distributor
of
technology
to resellers
. € 2.37 billion of sales, net income €24.3 million in 2008
. No.1 in Italy(1) (75% of group sales),within the top 3 in (25% of
Group Sales)
. Largest vendor portfolio as well as customer base within the
peers(2)
. Competitive advantage based on unique internet-based
business model
. Superior profitability and return on capital employed(3)
. A committed management team with a consistent track record
. € 2.37 billion of sales, net income €24.3 million in 2008
. No.1 in Italy(1) (75% of group sales),within the top 3 in (25% of
Group Sales)
. Largest vendor portfolio as well as customer base within the
peers(2)
. Competitive advantage based on unique internet-based
business model
. Superior profitability and return on capital employed(3)
. A committed management team with a consistent track record
Esprinet Group - Institutional Presentation 5
Group Structure
Esprinet SpAIT & CE Wholesaler
Monclick (100%)B2C E-tailer
IT& Consumer Electronics
Esprinet Iberica (100%)Spanish IT & CE Wholesaler
Comprel (100%)B2B Electronic
Components Distribution
Esprinet Group - Institutional Presentation 6
Geographical coverage
Esprinet Italy Milan (Italy)
Esprinet Iberica
Zaragoza (Spain)
Esprinet Group - Institutional Presentation 7
Key financials highlights(1)
36
61
121
182
125
9678
31
57
153
56
(10)
1523
15 18
37 4152
70
97
144156
170
-50
0
50
100
150
200
1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008
Net Financial Debt (2) vs Net Equity (m€)
1) IFRS-International Financial Reporting Standards since fiscal year 2004
2) See definition in Financial Statement. The net debt of 2006 includes the acquisition cost + net debt of acquired companies Actebis Italia and UMD SA, which have been consolidated since 31.12.2006 without consolidation of P&L but with full consolidation of Balance sheet.
EBIT (€/000)
Acquisition of Pisani and Assotrade
Acquisition of Memory Set
Acquisition of UMD and Actebis
Esprinet Group - Institutional Presentation 8
The business model that drives higher margins and lower costs
Esprinet Group - Institutional Presentation 9
Esprinet Corporate Organizational Structure
ChairmanFrancesco Monti
Deputy ChairmanMaurizio Rota
Chief Executive OfficerAlessandro Cattani
Esprinet Group Sales and Marketing ManagerMatteo Restelli
Country Manager Esprinet ItalyMarco Bardelli
CFOValerio Casari
Risk Management AreaAlessandro Prino
Group Controlling & Credit Dept.Giovanni Testa
Group AdministrationGiuseppe Falcone
CEO Comprel srlAlberto Trevisan
Sales & Marketing Manager Monclick srlFederica Ronchi
Human Resources Management ItalyEttore Sorace
Human Resources Management SpainMarika Somma
Group IR & CommunicationMichele Bertacco
Group Back OfficeNunzio Punzi
Group TechnologyCesare Pedrazzini
Group WEB & DWHGabriele Cunio
Esprinet Group - Institutional Presentation 10
Esprinet Italy Organizational Chart
Country Manager ItalyMarco Bardelli
Government & Tel.Co. DivisionM. Perversi
Business Division
Key Customer Business Dept.M.G. Di Cristofaro
Customer Business Dept.C. Busnelli
Consumer DivisionG. Vitali
IT Value Sales & PresalesL. Casini
Product Marketing Division
IT Volume AreaP. Combi
G. PerfettiDeputy Marketing Manager
IT Value AreaL. Casini
Consumer Electronics AreaS. Ceriani
Office Products AreaA. Vergani
Private Label & Accessories AreaA. Sala
Esprinet Group - Institutional Presentation 11
Increasing the relative market share: a clear No.1
Source: Sirmi, January 2009
Italian Top Wholesalers: Esprinet is the No. 1
Incremento % su anno precedente Quota %DISTRIBUTORI 2006 2007 2008E 2009E 06/ 05 07/ 06 08/ 07 09/ 08 2006 2007 2008 E 2009 E
ESPRINET 1.653,5 1.803,0 1.815,0 1.730,0 5,2% 9,0% 0,7% -4,7% 21,5% 23,9% 25,2% 26,5%TECH DATA 562,0 612,0 616,9 618,0 2,4% 8,9% 0,8% 0,2% 7,3% 8,1% 8,6% 9,5%INGRAM MICRO 703,8 651,0 535,0 430,0 16,3% -7,5% -17,8% -19,6% 9,2% 8,6% 7,4% 6,6%COMPUTER GROSS ITALIA 461,7 494,9 502,0 480,0 0,8% 7,2% 1,4% -4,4% 6,0% 6,6% 7,0% 7,4%CDC 541,5 469,8 365,0 300,0 -4,1% -13,2% -22,3% -17,8% 7,0% 6,2% 5,1% 4,6%DATAMATIC GRUPPO 274,3 315,2 330,0 290,0 17,1% 14,9% 4,7% -12,1% 3,6% 4,2% 4,6% 4,4%BREVI 185,7 176,8 170,0 150,0 4,9% -4,8% -3,8% -11,8% 2,4% 2,3% 2,4% 2,3%SILVERSTAR 129,0 140,0 135,0 115,0 3,3% 8,5% -3,6% -14,8% 1,7% 1,9% 1,9% 1,8%AVNET 132,0 138,6 130,0 120,0 24,5% 5,0% -6,2% -7,7% 1,7% 1,8% 1,8% 1,8%ATTIVA 86,6 112,7 110,0 100,0 9,5% 30,1% -2,4% -9,1% 1,1% 1,5% 1,5% 1,5%ELETTRODATA 100,0 99,0 87,0 68,0 -7,7% -1,0% -12,1% -21,8% 1,3% 1,3% 1,2% 1,0%BELL MICROPRODUCTS 80,0 82,0 78,0 68,0 5,3% 2,5% -4,9% -12,8% 1,0% 1,1% 1,1% 1,0%ITWAY GRUPPO 75,4 74,5 72,5 66,0 10,1% -1,2% -2,7% -9,0% 1,0% 1,0% 1,0% 1,0%BRAIN TECHNOLOGY 75,0 74,0 72,0 67,0 4,6% -1,3% -2,7% -6,9% 1,0% 1,0% 1,0% 1,0%LEADER 58,1 58,5 60,0 61,0 -9,5% 0,8% 2,6% 1,7% 0,8% 0,8% 0,8% 0,9%EXECUTIVE 58,4 58,2 56,0 48,0 9,2% -0,3% -3,8% -14,3% 0,8% 0,8% 0,8% 0,7%EDSLAN 47,9 49,7 52,0 48,0 8,4% 3,8% 4,6% -7,7% 0,6% 0,7% 0,7% 0,7%SNT TECHNOLOGIES 49,3 54,1 51,0 44,0 -5,0% 9,7% -5,7% -13,7% 0,6% 0,7% 0,7% 0,7%RATE ITALIA 60,3 49,5 45,0 40,0 -13,0% -17,9% -9,1% -11,1% 0,8% 0,7% 0,6% 0,6%MAGIRUS 56,0 47,0 42,5 38,0 12,9% -16,1% -9,6% -6,0% 0,7% 0,6% 0,6% 0,6%ACTEBIS COMPUTER 287,9 - - - -13,2% -100,0% 0,0% 0,0% 3,7% 0,0% 0,0% 0,0%
Fatturato Aggregato dei primi 20 Distributori 5.678,4 5.560,5 5.324,9 4.881,0 4,0% -2,1% -4,2% -8,3% 73,9% 73,8% 74,0% 74,7%
Totale fatturato aggregato 7.688,9 7.532,9 7.192,0 6.530,0 1,8% -2,0% -4,5% -9,2% 100,0% 100,0% 100,0% 100,0%
Totale fatturato consolidato 6.420,0 6.290,0 5.990,0 5.450,0 2,1% -2,0% -4,8% -9,0%
Esprinet Group - Institutional Presentation 12
Source: Sirmi, January 2009
An undisputed leadership
Brevi
Computer Gross
Datamatic Gruppo
Tech Data
CDC
Ingram Micro
Esprinet
-25%
-15%
-5%
5%
15%
25%
35%
0 500 1000 1500 2000
Fatturato 2008E
Vari
azi
one %
Vedere grafico seguente
Var. %
2008 Revenues
Esprinet Group - Institutional Presentation 13
*2004 figures are related to Memory Set, acquired in December 2005. 2006 are pro-forma sales, including UMD, acquired in December 2006
Source: Business Publications Spain 2007, Channel Partner 2008, IT Europa 2007
2007 top Spanish distributors
Position Company 2004 2005 2006 2007 Var% 07/06
1 Tech Data 575 592 700 760 9%2 Ingram Micro 476 505 650 665 2%3 Esprinet* 525 572 829 626 -24%4 Diasa 178 208 195 236 21%5 Diode 154 165 189 199 5%6 GTI 125 129 155 185 19%
Esprinet Group - Institutional Presentation 14
Source: IMI, March 2008 (all data in m€)
2007 European ranking: top 4 players
Position Company 2007 EU SalesEUR
1 Ingram Micro 8,1522 Tech Data 8,1263 Also Holdings 3,2174 Esprinet 2,430
Esprinet Group - Institutional Presentation 15
Index
The Esprinet Group
The market In Italy In Spain
The business model
Esprinet product marketing
The sales force
The customers In Italy In Spain
The service division
The logistics Esprinet Italy Esprinet Iberica
16
The Market
Esprinet Group - Institutional Presentation 17
IT Addressable market: size and trends
Hardware & Software Vendors
IT Wholesale Distributors
IT Resellers: Consumer Oriented and Business Oriented
Individuals Small Medium Businesses Govt. / Large Corporations
€7.1b Italy
52% of total53% of total
€5.0 b Spain€2.1b Spain
€ 3.5b Italy
€2.3 b Spain
€3.0b Italy
2008 IT addressable market: €13.6bn Italy / €9.3bn SpainTotal market (incl. IT serv. & app. SW): €24.0bn Italy / €15.0bn Spain
1ST - TIER DISTRIBUTION
2nd - TIER DISTRIBUTION
DIRECT SALES
Retailers/Computer shop Dealers/VAR/System Integrator
Esprinet Group - Institutional Presentation 18
The Italian Market: a fragmented and complex reality
Over 29.000 IT and Consumer Electronic Retailers in Italy
Considerable complexity in terms of :
- Number of employees (from ‘one man company’ to a complex organization)
- Revenue (from 100.000€ to ml of €)
The Italian market is one of the most fragmented in Europe, featuring a huge number of SME.
There are around 17.000.000 small-medium sized companies in Europe of which 26% are in Italy.More than 3.000.000 of these have less than 10 employees.
N° of EMPLOYEES INDUSTRY BUSINESS SERVICES FINANCE GOVERNMENT TOTAL
< 50 1,152,118 1,600,5301,064,02
4 116,572 777,5794,710,82
3
51-249 14,372 3,179 6,735 1,114 14,712 40,112
250+ 1,634 250 1,012 160 1,645 4,701
TOTAL 1,168,124 1,603,959 1,071,771 117,846 793,936 4,755,636
Source Sirmi 2005
Esprinet Group - Institutional Presentation 19
2007- 2009 Italian Market
Source: SIRMI SPA – January 2009
2007 2008 2009E
M € IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale
Hardware 2.245,8 2.173,7 1.790,2 2.975,3 9.185,0 2.315,5 2.275,5 1.791,3 2.718,7 9.101,0 2.281,3 2.244,7 1.780,9 2.670,1 8.977,0Software 1.035,5 1.049,8 839,0 1.115,3 4.039,6 1.078,6 1.099,4 881,6 1.105,4 4.165,0 1.086,0 1.133,3 907,0 1.168,7 4.295,0Development Services 1.115,1 1.141,9 1.121,3 1.142,7 4.521,0 1.149,5 1.185,8 1.154,7 1.090,0 4.580,0 1.133,5 1.214,8 1.194,7 1.143,0 4.686,0Managing Services 1.434,1 1.443,8 1.426,5 1.443,2 5.747,6 1.457,2 1.467,4 1.450,7 1.424,7 5.800,0 1.452,5 1.470,2 1.460,3 1.481,0 5.864,0Total IT
5.830,5 5.809,2 5.177,0 6.676,5 23.493,2 6.000,8 6.028,1 5.278,3 6.338,8 23.646,0 5.953,3 6.063,0 5.342,9 6.462,8 23.822,0
Total TLC
10.274,8 10.274,9 10.341,9 10.525,4 41.417,0 10.251,4 10.405,1 10.311,5 10.516,0 41.484,0 10.250,4 10.417,9 10.370,8 10.665,9 41.705,0
Total ICT
16.105,3 16.084,1 15.518,9 17.201,9 64.910,2 16.252,2 16.433,2 15.589,8 16.854,8 65.130,0 16.203,7 16.480,9 15.713,7 17.128,7 65.527,0
Total CE 2.066,9 2.350,1 1.734,6 2.899,4 9.051,0 2.213,3 2.483,0 1.829,5 2.678,2 9.204,0 2.232,7 2.517,3 1.859,0 2.723,0 9.332,0
2007 2008 2009E
M € IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale
Hardware 24,5% 23,7% 19,5% 32,4% 100,0% 25,4% 25,0% 19,7% 29,9% 100,0% 25,4% 25,0% 19,8% 29,7% 100,0%Software 25,6% 26,0% 20,8% 27,6% 100,0% 25,9% 26,4% 21,2% 26,5% 100,0% 25,3% 26,4% 21,1% 27,2% 100,0%Development Services 24,7% 25,3% 24,8% 25,3% 100,0% 25,1% 25,9% 25,2% 23,8% 100,0% 24,2% 25,9% 25,5% 24,4% 100,0%Managing Services 25,0% 25,1% 24,8% 25,1% 100,0% 25,1% 25,3% 25,0% 24,6% 100,0% 24,8% 25,1% 24,9% 25,3% 100,0%Totale IT 24,8% 24,7% 22,0% 28,4% 100,0% 25,4% 25,5% 22,3% 26,8% 100,0% 25,0% 25,5% 22,4% 27,1% 100,0%
Totale TLC 24,8% 24,8% 25,0% 25,4% 100,0% 24,7% 25,1% 24,9% 25,3% 100,0% 24,6% 25,0% 24,9% 25,6% 100,0%
Totale ICT 24,8% 24,8% 23,9% 26,5% 100,0% 25,0% 25,2% 23,9% 25,9% 100,0% 24,7% 25,2% 24,0% 26,1% 100,0%
Totale Consumer Electronics
22,8% 26,0% 19,2% 32,0% 100,0% 24,0% 27,0% 19,9% 29,1% 100,0% 23,9% 27,0% 19,9% 29,2% 100,0%
Esprinet Group - Institutional Presentation 20
2007 2009 Italian Market: hardware and software figures
End User Cost in milions of Euros
Source: SIRMI SPA – January 2009
2007 2008 2009E
M € IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale
Large Systems40,0 38,0 51,0 81,0 210,0 35,5 43,0 43,0 58,5 180,0 32,5 40,5 41,0 57,0 171,0
Sistemi81,4 91,6 73,4 125,5 371,9 78,0 87,9 64,4 98,9 329,2 70,7 82,7 64,3 85,1 302,8
Workstation1,6 1,9 1,3 1,9 6,7 1,3 1,3 1,1 1,4 5,1 1,1 1,1 1,0 1,1 4,3
PC1.020,0 928,0 737,0 1.233,0 3.918,0 1.016,0 926,0 732,0 1.159,0 3.833,0 1.023,0 896,0 710,0 1.041,0 3.670,0
Stampanti218,0 196,0 175,0 279,0 868,0 227,0 209,0 181,0 238,0 855,0 222,0 202,5 183,0 231,5 839,0
Storage108,2 103,5 97,8 159,5 469,0 110,1 114,5 94,1 122,3 441,0 100,0 110,0 92,0 115,0 417,0
Networking hardware234,9 252,1 212,9 266,3 966,2 251,4 269,0 228,8 265,8 1.015,0 254,1 276,2 240,7 292,0 1.063,0
Altro541,7 562,6 441,8 829,1 2.375,2 596,2 624,8 446,9 774,8 2.442,7 577,9 635,7 448,9 847,4 2.509,9
Totale Hardware2.245,8 2.173,7 1.790,2 2.975,3 9.185,0 2.315,5 2.275,5 1.791,3 2.718,7 9.101,0 2.281,3 2.244,7 1.780,9 2.670,1 8.977,0
2007 2008 2009E
M € IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale IQ IIQ IIIQ IVQ Totale
System Software119,9 112,8 91,5 138,8 463,0 127,5 122,7 104,4 125,4 480,0 129,0 125,3 107,0 132,0 493,3
Middleware e Tools532,0 569,7 419,6 605,3 2.126,6 562,5 603,5 444,1 614,9 2.225,0 575,0 630,0 463,0 662,7 2.330,7
Applicativo383,6 367,3 327,9 371,2 1.450,0 388,6 373,2 333,1 365,1 1.460,0 382,0 378,0 337,0 374,0 1.471,0
Totale Software1.035,5 1.049,8 839,0 1.115,3 4.039,6 1.078,6 1.099,4 881,6 1.105,4 4.165,0 1.086,0 1.133,3 907,0 1.168,7 4.295,0
Esprinet Group - Institutional Presentation 21
The Italian Strategy: Organic Growth Opportunities
Esprinet Group - Institutional Presentation 22
Esprinet Group Financial Results as of 31 December 2008
12 months Q4
(euro/'000) 2008 % 2007 % % var. 08/07
2008 % 2007 % % var. 08/07
Profit & Loss
Sales 2,373,253 100.0% 2,430,064 100.0% -2% 732,519 100.0% 729,386 100.0% 0%
Gross profit 142,589 6.0% 152,632 6.3% -7% 43,982 6.0% 43,135 5.9% 2%
Operating income (EBIT) 48,169 2.0% 67,174 2.8% -28% 18,488 2.5% 20,540 2.8% -10%
Profit before income tax 38,777 1.6% 55,061 2.3% -30% 16,751 2.3% 17,757 2.4% -6%
Net income 24,293 1.0% 31,416 1.3% -23% 10,826 1.5% 8,978 1.2% 21%
Balance sheet
Cash f low (1) 29,979 36,565
Gross investments 3,230 5,241
Net w orking capital (2) 49,825 99,670
Operating net w orking capital 57,028 112,052
Fixed assets (3) 123,350 124,958
Net capital employed (4) 160,355 211,306
Net equity 170,397 155,604
Net f inancial debt (5) (10,042) 55,702
Main indicators
Debt / Equity (0.1) 0.4
EBIT / Finance costs 5.1 5.5
Operational data
N.of employees at end period 1,022 1,134
Average number of employees 1,079 1,147
Earnings per share (euro)
- basic 0.48 0.60 -20%
- diluted 0.48 0.60 -20%
Esprinet Group - Institutional Presentation 23
Group financial highlights as of 31 December 2008
Sales were € 2,373.3m (-2%) Italian sales: € 1,781.2m (-1% versus 2007) Spanish sales: € 592.0m (-6%)
Gross profit was €142.6m (-7%) Italian gross profit: € 125.4m (6.87% on sales from 6.90% of 2007) Spanish gross profit: € 17.2m (2.90% on sales versus 4.23% of 2007)
EBIT was € 48.2m (-28%) In Italy € 56.5m (3.09% on sales from 3.34% of 2007) In Spain negative by € -8.3m (0.74% on sales from 1.01% of the previous year). Net of ‘not-
recurring’ charges, in the fourth quarter Esprinet Iberica returned to a positive EBIT of € 1.6 million
Net financial debt showed a cash surplus of 10.0 million, with an improvement of €65.7 m from a level of €55.7m of financial indebtedness as of December 31st 2007
WC on sales equal to € 57m (2% of sales) reducing by €55.0 m In Italy WC end of December 2008 was € 18.4m (1% on sales) In Spain WC was € 38.6m (6% on sales) with 65.1m reduction as compared to 2007
Esprinet Group - Institutional Presentation 24
2009 Outlook
Current fiscal year will be one of the toughest since a long time
Group completed several actions along the year aimed at responding to the risk in reducion in volumes of activities though the lowering of operating break-even point- especially at Esprinet Iberica’s level – which ended up the shutdown of Bilbao office
Reinforced initiatives to minimize capital needs
Group benefitted from the positive outcome of negotiations with banks supporting credit facilities and restoring the desired levels of both financial stability and flexibility
Esprinet Group - Institutional Presentation 25
Index
The Esprinet Group
The market In Italy In Spain
The business model
Esprinet product marketing
The sales force
The clients In Italy In Spain
The service division
The logistics Esprinet Italy Esprinet Iberica
26
Esprinet’s business model
Esprinet Group - Institutional Presentation 27
Go-to-market
VAR
Supermarket
Dealer
SW House
Small shops/Franchising
shops
System IntegrInternet
Label Advertising
Large Enterprise
Public Administratio
nSME
End User
Total number of companies in Italy:<50 employees = 4,710,823>50 employees = 44,813
14 Cash & Carry
External People
Sales Specialist
Internal People
Merchandiser
Re-definition of needs and orders from the end-users drives the need to re-consider the go-to-market model
Esprinet Group - Institutional Presentation 28
Go-to-market - Internet
Seize the customers when they “sell” and not when they “buy” in
other words help the customers sell before they buy
The site’s 10° year anniversary was
celebrated on July 4° 2006
Esprinet Group - Institutional Presentation 29
Esprinet Web Site Numbers
ITALY SPAIN
2008 2007 Change 2008 2007 Change
Site acceses 10.093.414 12.430.459 -18,80% 3.109.980 3.036.227 4,04%
Web Orders (Volume) 962.957 985.786 -2,32% 289.293 239.999 22,44%
Web Orders (Amount) € 891.828.931€
906.130.410-1,58% € 196.833.913 € 195.422.483 2,31%
% Web Orders (Amount) 51,39% 51,89% -0,50% 30,28% 34,66% -4,37%
% Web Orders (Volume) 76,19% 77,79% -1,60% 66,73% 63,95% 2,79%
Credit Card Amount WebOrders € 37.495.477 € 32.717.437 14,60% € 4.168.166 € 494.697 755,84%
Credit Card Volume WebOrders 65.614 54.776 19,79% 8.550 1.042 733,46%
Clients with at least one Access 35.545 34.858 1,97% 17.401 26.847 -35,18%
Clients with at least one Weborder
24.126 23.390 3,15% 12.845 16.188 -20,65%
Italy 2008 working days : 253Italy 2007 working days : 253
Spain 2008 working days : 254Spain 2007 working days : 258
Esprinet Group - Institutional Presentation 30
The Esprinet Web Site: the market standard for technology resellers
Product availability in real time, information on delivery with SMS updates
Detailed product data sheets that include every option, accessory and complementary product.
Cross-selling “intelligent” system
Multiple product research possibilities (type, multilevel, advanced, textual, per product and accessory/supplies research)
On line service tracking of orders and returns
Financial profile under control
Personalized promotions and discountsPossible downloading of price lists, product data sheet and invoices
System capable of confirming, modifying and cancelling orders
End-users receive offers through an automatic alert system in cases where there are price changes, obsolete products or product depletion
Dedicated area to supply products, digital products, game products and at the cash & carry
Technical forums and live-web conferences
Amerigo, navigator software in order to support clients in buying multi-licences
Editable web-mailing
Esprinet Group - Institutional Presentation 31
Index
The Esprinet Group
The market In Italy In Spain
The business model
Esprinet product marketing
The sales force
The customers In Italy In Spain
The service division
The logistics Esprinet Italy Esprinet Iberica
32
Esprinet product marketing
Esprinet Group - Institutional Presentation 33
Product Marketing
Nearly 100 professionals divided into 22 B.U. to serve different merchandising categories
B.U. focused on the main traditional IT brands
New B.U. focused on BIT Technology brands (digital solutions, luxury, e-domestic, games)
They manage the margins and the warehouse stock, update the product data sheets on the web, plan co-marketing activities and maintain relations with the Vendors
They are in charge of the Revenue Margin Debt
Next to a well articulated Sales Structure there is a Product Marketing division subdivided into Business Units with 2 main priorities :
Push on sales and ‘short circuit’ clients through the web
Request: Fast MarketResponse: Time to Market = 0Tool: Various OrganizationalClassical Solution Esprinet Solution
Product Marketing
Sales
Client
SalesProduct
Marketing
Client
Esprinet Group - Institutional Presentation 34
Product Marketing
Esprinet Group - Institutional Presentation 35
Business Units
B.U. Merchandising categoriesn. brand
trattati
BU HP
PC, notebooks, servers, storage, hp services, workstations, organizers, monitors, accessories, printers, plotters, scanners, videoprojectors, printing
solutions 11
BU Acernotebooks, PC’s, monitors,videoprojectors, servers, organizers, satellite
navigators 3
BU IBMservers, workstations, storage, notebooks, PC’s, monitors, accessories,
videoprojectors 4
BU Components
cabinets, PC semi-assembled, sound cards, optical storage, MP3, motherboards, hard disks, storage, microprocessors, vga cards, bags,
navigators, mouse, keyboards 42
BU Networkingrouters, switches, wireless, video surveillance, VOIP,
storage, UPS 24
BU Periferiche Monitors, videoprojectors, printers, scanners 25
BU Software Software, CD, box, multi-licences 29
BU ValueStorage, backup software, servers, blade server solutions,
networking solutions, software solutions 9
Esprinet Group - Institutional Presentation 36
Business Units
B.U. Product Categories n. brands
BU Digital Home
Photocameras, videocameras, camera lens, films, memory cards, hard disks, photograph printers, car radios, car audio, digital terrestrial
decoders, DVD’s, Home Theatre, Hi-Fi, TV (plasma. LCD & Crt), sintoamplificators, speakers, videoprojectors h.c. tv lcd, tv plasma,
fotocamere digital compatte e reflex, videocamere, lenti, portafoto digitali, car audio, home theatre, dvd, digitali terrestri, hi fi 50
BU Fujitsu Siemens notebooks, PC, servers, monitors, organizers, accessories, cordless 4
BU Telefonia mobile phones, smart phones and cordless 33
BU P/G Household appliances Small and large household appliances 43
BU Luxury suitcases, pens, gift articles 13
BU Officenotebooks, printers, photocopiers, multifunction, faxes, duplicators,
document shredders, cutters, calculators, plotters, scanners 25
BU Supplies supplies 64
BU Toshiba Notebooks, accessories, service (guarantee extensions) 1
BU Games console games, controller games, videogames 27
Esprinet Group - Institutional Presentation 37
Product Marketing – Brand
Hardware
Esprinet Group - Institutional Presentation 38
Product Marketing - Brand
Networking
Esprinet Group - Institutional Presentation 39
Product Marketing - Brand
PC Components
Esprinet Group - Institutional Presentation 40
Product Marketing - Brand
Audio-Video
Esprinet Group - Institutional Presentation 41
Product Marketing - Brand
GPS Systems/Telecoms
Esprinet Group - Institutional Presentation 42
Product Marketing - Brand
Photo/Video
Esprinet Group - Institutional Presentation 43
Product Marketing - Brand
Peripherals and Office Equipments
Esprinet Group - Institutional Presentation 44
Product Marketing - Brand
Software
Esprinet Group - Institutional Presentation 45
Product Marketing - Brand
Consumables
Esprinet Group - Institutional Presentation 46
Product Marketing
Luxury
Esprinet Group - Institutional Presentation 47
Product Marketing
E-domestic
Esprinet Group - Institutional Presentation 48
Product Marketing
Games