Sabin Piso - blog

Business as usual

Business as usual

M&A News / My ebook / About me / Contact

  • Facebook
  • LinkedIn
  • Twitter
You've already signed up, Thanks!
Thank you for your subscription.

© Copyright Sabin Piso

Tendinte in piata de FMCG in 2014

August 28, 2014 by Sabin Piso

Piata de retail FMCG (fast moving consumer goods) din Romania a inceput deja sa se schimbe destul de rapid in ultimii ani, insa schimbarile majore in strategie vor aparea in 2014.

Am discutat in acest sens cu Sabin Piso – (www.sabinpiso.com) – Director Mergers and Acquisitions la Capital Partners, care a identificat ce se va intampla in acest sector in urmatoarele 12 luni in Romania, stabilind trenduri ce vor impacta producatorii si retailerii:

• Crestere in Multi-Format Cumparatorul are nevoie sa evolueze, astfel si oferta de pe piata trebuie sa tina pasul cu aceasta evolutie.  Retailerii care o sa aiba un mai mare succes in viitor sunt clar cei care vor dezvolta o retea mult mai complexa de vanzare care sa satisfaca orice nevoie. Astfel, retelele puternice se vor dezvolta pe toate nivelurile, respectiv vor deschide si „magazine de proximitate”, supermarketuri orientate numai pe zona de premium si vor merge si pe directia e-commerce (magazine online cu livrare la domiciliu.

• De la acoperire regionala la nationala Producatorii importanti sunt recunoscuti ca aleg ca parteneri lanturile de retail care au o rata de dezvoltare agresiva, o strategie pe termen lung de acoperire a intregii zone geografice a tarii si care sa fie si un jucator international. Acest trend impus de producatori isi spune cuvantul in strategia lanturilor de retail care au inceput sa se adapteze cererii. Producatorii prefera sistemul de retail modern (organized trade sau IKA, international key accounts), decat cel de retail traditional (magazine sau boutique-uri mici in diverse locatii, denumit traditional trade) datorita unor elemente cheie: management avansat al stocurilor, platile se fac in termeni clar stabiliti, siguranta ca firma respectiva isi pastreaza angajamentele, logistica optimizata deoarece retele de tipul organized trade cum ar fi Kaufland, Selgros, etc. au depozite centrale proprii si astfel distributia catre magazinele acestora din diverse localitati se va face intern, reducand costurile de transport ale producatorului fata de traditional trade unde logistica trebuie sa alimenteze fiecare magazin distinct cu produse in mod repetat.

• Vanzarile on-line (e-commerce) Acest canal este inca experimental pentru retaileri si nu reprezinta un procent mare din vanzarile acestora dar totusi trendul este pozitiv iar estimarile spun ca acest canal va avea o crestere enorma in anii urmatori. Retailerii se concentreaza inca la incurajarea clientilor pentru a face cumparaturi mai mari online fata de alegerea stricta bazata pe preturi mici si produse putine in functie de promotiile oferite de website.

• Cumparatorul roman va fi din ce in ce mai complex Cumparatorul roman incepe sa isi schimbe comportamentul. Acesta cumpara utilizand mai multe canale de achizitie, urmarind mai mult promotiile. Cum accesul online la informatie e din ce in ce mai facil, aplicatiile pentru smartphone din ce in ce mai bune si mai multe, cumparatorul comunica cu foarte mare usurinta acum si transmite foarte usor si prietenilor sai aceste obiceiuri.

Cumparatorii pot sa compare mult mai usor preturile produselor si chiar sa plateasca folosind telefonul mobil. Acest acces la mediul online ii ofera cumparatorului libertatea de a fi mult mai critic si mai atent.  Astfel toate lanturile de retail vor lucra in urmatorii ani impreuna cu producatorii pentru a structura o strategie de crestere comuna pentru a intelege comportamentul acestor cumparatori.

Aceste posibilitati de crestere vor genera consolidari de piata in randul producatorilor prin fuziuni sau achizitii, consolidari ce vor permite producatorilor sa aiba un cuvant mai greu de spus in fata lanturilor de organized trade (IKA), sa aiba margini de profit mai mari prin sinergiile obtinute din integrare si sa be-neficieze total de cresterea viitoare a pietei prin aceste canale noi.

Astfel, ne asteptam ca in 2014 sa existe minimum 2 tranzactii in domeniul snack-uri unde piata este foarte fragmentata si unde o astfel de consolidare ar fi foarte benefica.

published by www.finantesiafaceri.eu

Share Button

Filed Under: Noutati Sabin Piso Tagged With: Capital Partners, cobalt it, fmcg, ika, ilink, M&A, piata fmcg, tendinte fmcg

World Class Romania | Capital Partners

March 21, 2014 by Sabin Piso

O tranzactie la care am muncit destul de mult 🙂
( Sabin Piso | Managing Partner @ Capital Partners )

https://psik.org.pl/en/news-data/market-information/2117-resource-partners-invests-in-romanian-fitness-sector

Resource Partners has joined forces with the management team to acquire World Class Romania. Funds under management and advisory of Resource Partners have acquired a controlling stake in World Class Romania in a management buyout structure. This transaction marks the funds’ first investment in Romania.

World Class is the leading fitness chain in Romania, having introduced the concept of modern fitness clubs back in 2000, when opening the first location in Bucharest. Since then, the Company organically expanded its network to 11 clubs in 3 Romanian cities. The Company partners with well-known international fitness trainers and program creators to provide its members with the latest, mostengaging fitness programs. World Class Romania plans to continue the expansion of its network in order to offer its members a greater choice of fitness locations and best training experience for its members.

Mikael Fredholm, CEO of World Class, said: “We are delighted to participate together with Resource Partners in the acquisition of World Class Romania and we see great potential in the growth of the fitness market in Romania. Supported by our partner we will be able to further develop the network and create high quality fitness environment in our clubs.”

Dan Farcasanu, Investment Director of Resource Partners, said: “We are thrilled to partner with a very strong management team to acquire the leading fitness chain in Romania. We believe in the Company’s growth and consolidation potential in Romania, both in Bucharest and other cities. This first project in Romania is very much in line with Resource Partners’ strategy of investing in consumer oriented companies and supporting competent management teams in Central Europe.”

“At World Class, every workout has one thing in common: it´s not just fitness, it´s life. World Class inspires performance in every aspect of life and aims to be the temple of well-being. Our focus will now be to become the industry leader in the Nordic region with a strong brand presence, the best facilities, the best fitness experts and the best programs available to all our members. We are investing significantly in providing our members with the best fitness experience. We know that people join us for a reason, a season or a lifetime, so we are supporting every aspiration with unbeatable flexibility,” said Johan Lundström, Managing Director at World Class Sweden.

Resource Partners was advised by RTPR Allen&Overy and Ernst&Young. The Management Team was advised by Capital Partners and TSAA.

Share Button

Filed Under: Noutati Sabin Piso Tagged With: Capital Partners, Sabin Piso

Capital Partners advises World Class International Management Team for executing a Management Buyout of the Romanian, Serbian and Polish operations

March 3, 2014 by Sabin Piso

Capital Partners advisor to WorldClass Management by Sabin Piso

Capital Partners is gladly announcing the completion of the management buyout of the leading local fitness operator, Word Class Romania.

Capital Partners has advised the management team to find the best suitable financial partner to acquire a controlling stake in the company from the Norwegian fund, NorgesInvestors. Until recently, the company was a subsidiary of World Class International, a fitness chain with presence in 9 countries and more than 60,000 members across Europe.

With the first club opened in 2001 in Marriott Grand Hotel with a clear scope to test the infant Romanian fitness market, in 2005 World Class Romania opened its second club in Bucharest Radisson Hotel, which became the starting point of a successful expansion to 11 clubs in 2013, which put the company in the forefront of, now a EUR 64 million, fitness market.

 

Mikael Fredholm CEO WorldClass

Mikael Fredholm, CEO World Class: “We are delighted to participate together with Resource Partners in the acquisition of World Class Romania and we see great potential in the growth of the fitness market in Romania. Supported by our partner we will be able to further develop the network and create high quality fitness environment in our clubs.”

 

Dan Farcasanu Resource PartnersDan Farcasanu, Investment Director Resource Partners : “We are thrilled to partner with a very strong management team to acquire the leading fitness chain in Romania. We believe in the Company’s growth and consolidation potential in Romania, both in Bucharest and other cities. This first project in Romania is very much in line with Resource Partners’ strategy of investing in consumer oriented companies and supporting competent management teams in Central Europe.”

 

Vlad Busila CEO Capital PartnersVlad Busila, Managing Partner Capital Partners : “We are very pleased that we have managed     to structure such a complex transaction considering the current market conditions. This transaction was made possible due to a great management team and the ambitious future plans and outlook of the company.”

 

Sabin Piso M&A Director Capital Partners

Sabin Piso, M&A Director Capital Partners : “I enjoyed working with the WorldClass Management team on this project and I was impressed by the vast amount of experience of this team and excellent track record in adding value to this successful and solid business.

This MBO supports WorldClass Management’s vision of growing the company to a whole new level together with Resource Partners.”

 

About World Class Romania

World Class Romania – local leader of wellness sector, offers premium services for people passionate of sport and healthy living. World Class 11 clubs in 3 cities offer access to Gym, Aerobic, Cycling and Relaxation Area&SPA, providing its members the latest and most modern services on the market. World Class is exclusive partner of LES MILLSTM – the world largest provider of fitness concepts.

 

About Resource Partners

Resource Partners is one of the most active private equity investors in Central and Eastern Europe, specializing in growth financing of consumer goods and services companies operating within the region. Resource Partners manages funds provided by leading international financial institutions such as: Ardian, European Bank for Reconstruction and Development, European Investment Fund and Rabobank.

 

About Capital Partners

Capital Partners is Romania’s leading independent investment banking adviser, founded and owned by four Romanian ex- bankers: Doru Lionachescu, Andrei Diaconescu, Victor Capitanu and Vlad Busila. Since inception, Capital Partners advised on transactions amounting to more than EUR 1.8 billion successfully closed across its main business lines: M&A, Corporate Finance and Real Estate.   Starting with 2013, Vlad Busila was named CEO of the Company.

 

Share Button

Filed Under: Noutati Sabin Piso Tagged With: Capital Partners, consultancy, Dan Farcasanu, management buyout, Mikael Fredholm, Milan Mirkovic, Resource Partners, Sabin Piso, World Class, WorldClass, WorldClass Romania