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Development strategy


In June 2015 ABC Data presented a new strategy for its growth and value creation. This is oriented towards organic growth in Poland as well as in other CEE markets, based on a strong focus on working together with manufacturers and developing our client portfolio while also continuing to improve our service quality. Our goal is to become the regional Leader in the IT distribution sector by 2018 and to increase our market share in Poland to 25% (from 21.5%) and in CEE to 10% (from 6.1%).

The efficiency of the ABC Data Group strategy is based on the current position of the company, which for many years has been growing faster than its markets, as well as on its results and a strong, stable financial standing backed by competitive advantage due to the scale of our activities, the most reliable and effective B2B systems in the IT market as well as the best logistics parameters in the whole industry.

In order to implement the strategy efficiently, ABC Data has set 11 key business initiatives for the next three years. The company will apply emphasis primarily to the development of modern e-commerce services, capacity building and services for the distribution of Value+ and the development of Mobile and Telco. The company is also considering M&A initiatives that will give the potential for further development by complementing the existing areas of activity and helping to develop new competencies for ABC Data.

The pillars of the ABC Data Group strategy are:

1. A reliable business model for geographic expansion

ABC Data is the only Polish distributor active in eight CEE countries: Poland, the Czech Republic, Slovakia, Hungary, Lithuania, Latvia, Estonia and Romania. Its export activities cover 45 European markets, and the planned expansion includes the Balkan countries and neighbouring markets. With its three logistics centres, ABC Data covers all of Central and Eastern Europe, having a significant potential for further geographic expansion while providing the best logistics parameters throughout CEE. ABC Data works with key vendors in the region, continually enhancing its distribution contracts and developing its vendor base. The company has also successively developed a sales channel and plans to increase the number of customers in CEE from the 13 600 of today to 20 000 in 2018.

2. Upgrade and optimisation of product and services

ABC Data currently offers over 100,000 products from over 700 renowned brands, and the catalogue of available brands and product lines is growing exponentially, while the core business for ABC Data remains the distribution of IT equipment. The product range includes computers of all world brands, as well as tailor-made desktops and Intel servers of any configuration. ABC Data also offers a comprehensive portfolio of components, such as: processors, main boards, RAM memory chips, magnetic, solid state and hybrid drives, casings, power adapters and others. ABC Data is also an authorised distributor for many brands of peripheral devices, such as: monitors (for home, office and digital signage solutions), printers and multi-functional printing devices (ink and laser), keyboards, computer mice and speaker sets. Recently, ABC Data has significantly increased what it offers in the field of VAD, both for new services and solutions from such brands as: Microsoft, APC, AVG, AXIS, Cisco, Dell, D-Link, Eaton, Emerson, Ever, Fujitsu, Intel Security, Lenovo, Netgear, Symantec, Synology, TP-Link, Wacom, Veeam, and Zyxel. The company is still launching and developing further high-margin, far-reaching categories: its office sector already covers over 200 key brands, the toy category is significantly growing, while the range of tools and power tools has been upgraded to include further A-brands. We are also developing our Smart category to offer smart-fit products, soon to be complemented by smart-health and smart-home options. Furthermore, ABC Data is planning to include automotive, industrial, professional electronics as well as Home&Living and Lifestyle articles.

3. Efficient logistics and auxiliary service sales

 

Logistic services

  • Three logistic centres: Warsaw, Sosnowiec and Bucharest
  • Delivery completion within 24-48 hours
  • More than 40 000 m2 of warehouse space
  • Remote management of warehouse resources
  • Up to 15 000 parcels per day
  • Central management of supplies to retail networks, and the option to define automatic rules for supplementing local warehouses
  • Product location, marking and supplementing package content
  • Direct dispatches omitting ABC Data's warehouse
  • Short- and long-term storage
  • Goods handling operations
  • Delivery of products with clients’ invoices to end recipients
  • Virtual Product Management
  • Adding samples, gifts and additional equipment to packages of other goods

 

Financial services

  • PLN 1.5 bln – the largest support level in the sector for Partners in the Polish market
  • Unique method of financing the channel in CEE
  • Financial tools adjusted to the needs and scale of our clients
  • Specialist financial advisory services

 

Marketing services

  • Promotions and sales contests
  • Loyalty programmes
  • Product marketing and PR
  • Online marketing
  • Marketing analyses and surveys

 

Additional services

  • Rental of printing devices
  • Hardware advisory services
  • IT background audits
  • Training for resellers
4. E-commerce development in CEE

 

InterLink   

  • In the clients’ opinion: the best, the most reliable and effective B2B system in the IT market
  • 9 language versions (PL, EN, RU, CZ, SK, LT, HU, RO, DE)
  • Integration through the Web Service
  • Advances, self-learning search modules
  • Effective marketing tools
  • More than 100 000 products on offer
  • Detailed descriptions and photos of goods
  • More than 90 000 orders per month
  • 7 special versions for local markets in 9 languages         
  • More than 10 000 000 server queries per day
  • More than 100 000 users in 7 counties 
  • More than 6000 users per day
  • Integrated B2B and B2C service platforms

 

Reseller Web

  • Technologically advanced application of the online shop for resellers
  • Mechanisms guaranteeing information about actual availability and pricing of products
  • XML gate for transaction data exchange
  • Module to integrate what is on offer with price comparison websites
  • Electronic payment handling mechanism
  • Delivery to the dealer’s address or directly to the end customer

 

BiznesLink

  • Comprehensive business tool dedicated to end customers
  • Online B2B sale system with logistics for concluded transactions
  • Access to product and price promotions
  • Marketing support
  • Reduced customer service time and costs
  • Streamlining of end customer servicing
5. Development of the Value +, Mobile and Telco sectors

 

Value+

  • Analysis of the network and server infrastructure at the client’s
  • LAN/WAN/WLAN network infrastructure
  • Unified Communications
  • Safety
  • Storage/servers
  • Virtualisation
  • Active Directory (Windows Server)
  • Microsoft Exchange
  • Microsoft Sharepoint
  • Database technologies (MS SQL)
  • Office 365
  • Training

 

Mobility

  • Significant sales growth in the telco sector
  • Direct cooperation with: Grupa Cyfrowy Polsat including Polkomtel, T-Mobile, Orange and Play
  • Key partner for the Sferia telecommunication operator
  • Introduction of new brands of smart phones to the European market
  • Main supplier of HUAWEI smart phones in Poland
  • First company in Poland offering HONOR smart phones
  • New areas and products from the “smart” category – smart fit, smart health and smart home