July 2016
Univar CEE
Péter Atkári *
András
Kovács-Pálffy*Local procurist
Vice President FI’s: Nick Powell
Finance Director: Neil Lawrence
General Manager CEE: Balázs Kiss
Yvette Raffai
Éva VőrősMonika Wagnerová
Tereza Havelková
Zuzana Vargová
Libor Koniček
Zbynek
Cechmanek
Jana Fořtová
Žaneta
Juráková
Business groups
PHARMA
&
COSMETIC
FOOD
IND. CHEMICALS
Univar CZ Univar SKUnivar HU
Office & Sales
Support
Kristýna Vávrová*Local procurist
DETERGENT
Management
Board:
* Business Unit Coordination
Univar RO
Virgil
Chindle
Krisztina Cserveni
Florin-Vasile
Găzdac
Maria
Piruscă
Univar CEE: Organisational Structure
Zsuzsanna Simon
Gábor Németh
Annamária Kónya
Export: AT
Éva
Ferencz
Irén
Tárnok
András
Kovács-
Pálffy
Erika Máriássy*Erika
Máriássy
Zsuzsanna
Simon
COATINGS
László Szedresi
Marie Zikmundová
Lavinia Mihai
Fűrész Anna
Export: SEEHungary
Irén
Tárnok
&
Szerhij
Rudenko
Éva
Ferencz
Turnover0
5,000,000
10,000,000
15,000,000
20,000,000
25,000,000
30,000,000
Year 2011 Year 2012 Year 2013 Year 2014 Year 2015
Year 2011, 12,081,251
Year 2012, 17,630,701
Year 2013, 21,203,186
Year 2014, 25,636,978
Year 2015, 29,007,868
Univar CEE Turnover Evolution ( € )21,3%
10,8%
44,3%
14,4%
8,9%
0,3%
Industry Segment Sales (%)
Pharma Consumables Food & Feed
Chemical Industry Traders Intercompany
HU:
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
3,500,000
4,000,000
4,500,000
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
20
06
20
07
20
08
20
09
20
10
20
11
20
12
20
13
20
14
TO (€) QTY (kg)
Univar CEE – TO Evolution
CEE - Snapshot: CZ - SK• Headquartered In Prague,
Increasing share from modest
base @ €10 MM Sales
• Local office also in Bratislava,
Slovakia
• Supply Chain with 4+ storage
locations, Specialty Focus
• 500+ active customers across
three industry segments: food,
industrial and life sciences
• Strong 10+ FTE team across
channels, Solid technical
backgrounds
• Strategic focus on growth &
share expansion
• Headquartered In Bucharest
Increasing share from modest
base @ €3,5 MM Sales in 3rd
year
• Supply Chain with 2+ storage
location
• 100+ active customers across
three industry segments : food,
industrial and life sciences
• Strong 4+ FTE team across
channels, Solid technical
backgrounds
• Strategic focus on growth &
share expansion
CEE - Snapshot: RO
• Headquartered In Budapest,
Increasing share from modest
base @ €16 MM Sales
• Supply Chain with 2+ storage
locations, Specialty Focus
• 550+ active customers across
three industry segments : food,
industrial and life sciences
• Strong 13+ FTE team across
channels, Solid technical
backgrounds
• Strategic focus on growth &
share expansion
CEE - Snapshot: HU
7
CZ :
Population (10.5 mil) Inflation (2,8 %) Unemployement (7,5%)
GDP/capita (22.900 EUR) GDP growth (-0,9 %)
Estimated total distribution market: approx 450 million EUR
HU :
Population (9.9 mil) Inflation (3,9 %) Unemployement (10,9%)
GDP/capita (17.200 EUR) GDP growth (0,2 %)
Estimated total distribution market: approx 250 million EUR
RO :
Population (20.1 mil) Inflation (5,8 %)
GDP/capita (8.250 EUR) GDP growth (3,7 %)
Estimated total distribution market: approx 180 million EUR
AT :
Population (8.6 mil) Inflation (2,1 %) Unemployement (4,9%)
GDP/capita (36.600 EUR) GDP growth (0,4 %) – 11th richest country in the World
Estimated total distribution market: approx 700 million EUR
CEE – Market Overview
8
Players on the Market – TO (in EUR)
-
10,000
20,000
30,000
40,000
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ld
Safic A
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n
Pro
che
ma
010,00020,00030,00040,00050,00060,00070,00080,00090,000
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
Novoch
em
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iva
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ter
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Ková
cs &
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IMC
D
HU:
RO:
CZ:
Strategic Business Partners - Suppliers
Strategic Business Partners - Customer
Univar activities – Rest of CEE
Special industries (Coatings & Pharma) done by
Univar Hungary directly
• Slovenia – Croatia –
Bosnia (nonEU) – Macedonia (nonEU)
Sub-distributor partner: KEFO
• Serbia :
Sub-distributor partner: Inexall
• Bulgaria:
Subdistributor partner: Globulinks
• Albania, Kosovo:
Subdistributor partners: EMT
Kosovo
12
!!! Balancing !!!
Commodities <=> Specialities
Grow by
Package & Service & PEOPLE
Focus Industries in 2016:
Food - Coatings – Personal Care - Pharma
2016 Strategy in CEE
Value Proposition for Univar Partners
Local distribution with Univar global support:
- Univar Product Porfolio for Several Industries (Food, Pharma, Personal Care, Detergents, Coatings,
etc.) with Complementary Business Opportunity
- Specialities and Commodities from ONE partner
- Global distributor with strong financial base
- Univar Global Safety, Quality, Health, Transparent and Legal environment
- Strong marketing and market mapping capabilities to support the business
Local direct touch:
- Univar CEE entites located in CZ, SK, HU, RO
- Local Hub and Spoke system
- CEE warehouse hub in Budapest – all CEE countires within 48 hours service
- Dedicated Local professional and trustful PEOPLE (we do what we say)
- Native speaking contact persons
- Commercial support
- Local technical sales supporting opportunities
- Transparent and open communication on opportunities (SalesForce)
- Univar warehouse and consignment stocks @ customers with PROMPT and flexible logistic service
- Flexible sales conditions and services adjusted to local needs
- Univar’s local market experience , flexibility and adjusted behavior for CEE countries 13March 21, 2018
March 21, 2018 14
Transparency - Honesty - Trust - - - > > > Long Term Partnership
SAP
SFDC:
Tableau:
Univar Tablet / Mobile Tools:
Value Proposition for Univar Partners
Confidential and Proprietary
Appendix
• CEE (Czech Republic, Slovakia, Hungary, Romania & Austria, Slovenia, Croatia, Bosnia&Hercegovina, Serbia, Montenegro, Macedonia, Kosovo, Bulgaria, Albania)
• KISS Balázs – General Manager Univar CEE
• Czech Republic:
• Kristýna VÁVROVÁ – Univar Czech Country manager, Business Unit Manager Cosmetics-Pharma (Sales: CZ, AT)
• Jana FOŘTOVÁ – Sales Manager Food
• Zbynek CECHMANEK – Sales Manager Detergents
• Libor KONIČEK – Sales Manager Industrial Chemicals
• Zuzana VARGOVÁ – Accountant, Office Manager
• Tereza HAVELKOVÁ, Monika WAGNEROVÁ, Marie ZIKMUNDOVÁ – Sales Assistants
• Slovakian Republic (Branch office of Univar Czech Republic):
• Žaneta JURÁKOVÁ – Sales Manager Slovakia
• TÁRNOK Irén – Sales Assistant (SK; Coatings: HU, AT, SEE Export)
• Hungary (HU, AT, SEE Export):
• KOVÁCS-PÁLFFY András – Univar Hungary Country Manager, Business Unit Manager Industrial Chemicals (Sales: AT)
• ATKÁRI Péter – Business Unit Manager Food (Sales: HU, SEE Export)
• NÉMETH Gábor – Sales Manager Food
• KÓNYA Annamária – Junior Sales Manager Food
• RAFFAI Yvette – Product and Sales Manager for Jungbunzlauer products, Office Manager
• SIMON Zsuzsanna – Sales Manager Cosmetics-Pharma
• SZEDRESI László – Sales Manager Industrial Chemicals and Consumables
• MÁRIÁSSYNÉ KÁLMÁN Erika – Business Unit Manager Coatings (Sales: HU, AT, SEE Export)
• FERENCZ Éva – inside sales, sales assistant Austria
• CSERVENI Krisztina, Anastasia GRADOBOEVA, FŰRÉSZ Anna – Sales Assistants
• Romania:
• Maria PIRUSCĂ – Sales Manager Food & Personal Care
• Virgil CHINDLE – Sales Manager Food
• Florin-Vasile GĂZDAC – Sales Manager Industrial Chemicals
• Lavinia MIHAI – Sales Assistant
Univar CEE: Organisational Structure