Panorama - Sonepar

Transcription

Panorama - Sonepar

2012-13
Panorama
2
Dimensional Central Distribution Center - Brazil
CONTENTS
EDITORIAL by Marie-Christine Coisne-Roquette
4
Uninterrupted growth
6
a word from franck bruel
8
group management
10
a few remarks on finance
12
2012 acquisitions
14
passion for your business
16
our core business
18
setting the standard for products and sourcing
20
sonepar around the WORLD
22
the inner workings of our organization
24
southern europe
26
northern europe
30
north america
36
asia-pacific
40
SONEPAR SUSTAINABLE DEVELOPMENT REFERENCE
44
our people
46
OUR CORPORATE GOVERNANCE
48
major projects in 2012
50
our international footprint
52
3
editorial
“
Very few world-class French companies can
claim they had a good year in 2012. Yet Sonepar
can. The hard work and daily commitment of
our associates was what enabled the group to
turn in a solid performance in an otherwise
lackluster economy. they deserve our deepest
appreciation.
4
Editorial
Since its creation in 1969, Sonepar has succeeded by
continually adapting its business model. Our organization
represents a unique blend of local initiative and the pursuit
of synergy. Guided by values with deep roots in Sonepar’s
experience, we are supported by a stable family shareholder
base with a long-term vision. Underlying our uninterrupted
growth from our inception is a flourishing market that
inspires passion and performance in our people.
After ten years as Sonepar’s Chairman and Chief Executive Officer, I decided to hand over top management
responsibility to Franck Bruel, whose abilities have been
made manifest to all since he joined us in 2010. Franck is
now our Chief Executive Officer. A true team player, he will
be working closely with the Sonepar Executive Committee
(SEC), including François Poncet, Chief Financial Officer, to
achieve maximum impact.
As Sonepar’s Executive Chairman, I will be focusing on
long-term strategy and serving as the group’s worldwide
ambassador.
On the internal front, I will be steering the Sonepar Junior
Committees (SJC)—our incubator for future managers—and
promoting associate shareholding. I will also be helping to
bring about any changes management may judge necessary
to keep pace with an evolving market.
However rough the road may be in 2013, especially in
Europe, I have the utmost confidence in our future. With
our family shareholder group, our skilled workforce and the
strong relationships we have built up with customers and
suppliers over nearly 45 years, we have what it takes to
confront upcoming challenges and seize any opportunities
generated by current initiatives. I am certain that Sonepar
can and will preserve its global leadership in the distribution
of electrical products.
Given our fundamental strengths, we maintain our ambition
to forge ahead, pursuing further growth through our family
holding company Colam Entreprendre so that in 2030, we
will still be an independent company.
”
Marie-Christine Coisne-Roquette
Executive Chairman
Our shared values
passion
customer
Sustains and heightens daily
on-the-job commitment.
Provide maximum technical expertise
through strong customer relationships.
people
respect
The key to business growth.
The bedrock of all our relationships.
synergies
"La référence" By learning from each other,
we boost efficiency.
To be "La Référence": Both a challenge and
an incentive for all of us to do better.
profit
future
Profit is what keeps us free
and independent.
Focusing on the future means seizing
every opportunity to ensure that Sonepar
survives and thrives.
sonepar
5
NRA Lighting Showroom, Marcq-en-Barœul - France.
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Sonepar is the world’s number one B-to-B distributor of
electrical products and related services, a company with an
average annual growth rate of over 10% since its inception.
7
“
Thanks to the professionalism and commitment of our
associates, Sonepar further increased its market share in
2012 in nearly every country where we operate.
A word from CHIEF
EXECUTIVE OFFICER
Franck Bruel
Thanks both to effective sales work and operational
efficiency, we achieved autonomous growth of 2.4% this
year—despite a troubled economic environment. At the
same time, acquisitions carried out as part of our strategy
of internationalization initiated over 30 years ago generated
an additional €500 million in sales. Several important
companies joined us in 2012, including Grupo Rosa Leal in
Brazil, Codale Electric Supply in the U.S. and Corys Electrical
in New Zealand. In fact, the Corys acquisition enlarged our
geographic footprint to a total of 36 countries. We now earn
85% of our sales revenue in the 17 countries where we rank
number one.
This set of results has given us a more balanced regional
presence and enhanced our ability to overcome crises in
specific regions and market segments. As a result, we have
consolidated our leading position in B-to-B distribution of
electrical products.
8
Present in
close to
36
45 years
countries
of professional expertise
168
36,000
2,200
198,000
operating
companies
branches
associateS
orders per day
16.3 billion euros of sales
In addition, we have stepped up total investment, most
notably at our distribution centers and our branches, and
continued to expand our e-business offerings. We have
also responded to market demand with a revamped service
offering. In particular, our solutions designed for industrial
customers have been further enhanced in a number of
countries.
And since our debt level has remained unchanged relative to
2011, we were in a position to generate an additional 10%
in sales out of our own resources, strengthening our capital
structure in the process.
A key contributor to our ongoing growth momentum is a
unique organizational model that has made Sonepar an
atypical company. To start with, Sonepar has been growing
for nearly 45 years with the support of a family shareholder
base that has stayed true to its founding values.
Furthermore, our management style combines decentralization and empowerment, which encourages entrepreneurial
behavior and the constant sharing of best practices. And
last of all, our strategy involves a mixture of organic and
external growth.
In 2013, we will continue to give top priority to being "La
Référence", setting the standard in all of our markets for our
customers and suppliers. Operational excellence recognized
by our customers and partners is the key to getting market
and financial results—whatever the current state of the
economy.
To achieve that excellence, we must develop new services
and promote cross-fertilization within Sonepar as ways
of opening up new market niches. We also need to keep
investing in our high-impact projects to guarantee our future
and maintain our reputation for top-quality service. Last but
not least, we have to go all out to spot and develop new
talent, the ingredient most crucial to lasting growth.
Conditions in 2013 are likely to vary from one economy to
another. So in specific regions, we may need to adjust our
costs while seeking new and innovative growth opportunities.
I know I can count on the members of the Sonepar Executive
Committee (SEC) to help me achieve our group’s long-range
goals, and I wish to thank our Executive Chairman MarieChristine Coisne-Roquette and the Board of Directors for
the trust they have shown in appointing me Chief Executive
Officer.
”
sonepar
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GROUP GENERAL MANAGEMENT
HEADED BY FRANCK BRUEL, the Sonepar Executive
Committee (SEC) is the group’s supreme
executive body. The SEC makes strategic
proposals and implements the choices
approved by the Executive Chairman and the
Board of Directors, which ORIENT and shape
the group’s future direction.
The SEC members are:
• Franck Bruel, Chief Executive Officer,
• François Poncet, Chief Financial Officer,
• Patrick Salvadori, Southern Europe Region President,
• Johan Verbeek, Northern Europe Region President,
• Dave Gabriel, North America Region President,
• Keith Moss, Asia-Pacific Region President,
• Herbert Willmy, Executive VP, Global Sourcing & Services,
• Pierre Soussand, Senior VP, Group Human Resources.
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From left to right: Herbert Willmy, Patrick Salvadori,
Johan Verbeek, François Poncet, Franck Bruel, Dave
Gabriel, Keith Moss, Pierre Soussand.
In order to give maximum latitude to operational management,
Sonepar abides by the principle of subsidiarity.
Managers of local operating companies and national organizations, as well as their staff, have been empowered to decide
on the specifics of how they carry out the responsibilities
assigned to them as defined in the group's operational charter.
Reflecting the group’s international scope, the SEC’s eight
members are from five different national backgrounds. Their
profiles are complementary, and they perform their SEC work in
addition to their own geographic or functional responsibilities.
Each member implements the strategic decisions elaborated
by the SEC, assisted by the managers who report to them and
our network of international committees.
A network of
international committees
Sonepar draws heavily upon its international network of
experts. The international committees are chaired by SEC
members, and special-focus bodies are likewise available to
assist all subsidiaries. The combination of global and local
perspectives facilitates the transmission of information, the
exchange of best practices and the emergence of relevant
strategies.
International Suppliers Committee (ISC)
The ISC coordinates international policy in dealing with
the group’s suppliers. The Committee helps disseminate
information and best practices and designs group-wide
benchmarks.
Product Management Teams (PMT)
The IHRC brings together Human Resources managers from
across the group to track how human resources are managed
in each country, develop shared processes and support the
group’s efforts to develop talent.
Under the guidance of the ISC, these product teams are the
focal point of communication among specialists from the
group’s main product lines. It is crucial for a group with an
offer of 1,000,000 items in 36 countries and a combination
of local goods and global brand names to understand and
anticipate product trends.
International Finance Committee (IFC)
Sonepar International Key Accounts (SIKA)
The IFC focuses on supporting operations, developing internal
controls, updating reporting and management standards,
while also working to optimize the group’s financing
operations.
SIKA leverages an international team of representatives to
offer multi-country Key Account customers a single point of
negotiation and services tailored to their needs.
International Human Resources Committee (IHRC)
International Logistics Committee (ILC)
The ILC is responsible for shaping group strategy in the area
of logistics, validating proposed solutions and providing
assistance to operational managers. The Committee is
required to assess all significant investment projects.
Information & Communication Technology
Committee (ICT)
The ICT is responsible for outlining group IT strategy, validating
solutions, assisting operational staff and evaluating all major
investment proposals.
E-Business Committee (EBC)
The EBC has been tasked with accelerating the growth of
e-business in the group and fostering the dissemination of
best practices in this expanding sales channel.
Other special-focus bodies:
In addition to the international committees, other
special-focus bodies are available to assist subsidiaries
on transversal issues.
Internal Audit
The Internal Audit function works to identify and assess
risks, and to perform audits to ensure compliance with
group rules and procedures.
Tax & Insurance
The Tax & Insurance team is a division within Sonepar
International Services (SIS) whose role is to make tax
expertise available to Sonepar subsidiaries.
sonepar
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Brockton branch - NorthEast Electrical Distributors, USA.
A few remarks on finance
Although Sonepar’s stock is not publicly traded, we have
succeeded in securing long-term, diversified funding to cover
and anticipate our future needs despite the financial crisis
fueled by government debt and eurozone turmoil.
This was achieved through private bond issuance to new
investors, including insurance companies, in the United States,
Germany and France. At the same time, our standard loan
facilities with long-standing and new banking partners have
been renewed and expanded.
“
Despite a weak economy in Europe and parts of Asia, Sonepar
did extremely well in 2012, posting higher sales, profits
and free cash flow. Improved free cash flow allowed us to
finance our investment activities—including all acquisitions
and increases in our equity holdings in our Malaysian and
Brazilian subsidiaries—without taking on additional debt. It
also provided us with the means to distribute €115 million in
dividends to our shareholders.
Almost all the cash resources used to finance our business
activities around the world are managed on a centralized basis.
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We now possess unprecedented long-term resources, with
an average maturity of over six years, that cover more than
twice our actual needs. The result is larger cash holdings and
enhanced ability to grow our business.
It is also worth noting that the move in 2012 to have our
internal audit teams report directly to the holding company
has strengthened them and given them more independence.
Based on our sound fundamentals, efficient management
tools, healthy balance sheet, and ample cash reserves: there
is clearly no reason to doubt that we can and will keep our
business growing in 2013.
”
François Poncet,
Chief FINANCIAL Officer
SALES PERFORMANCE
12.8
4.3 4.8
7.7
6.6 6.6 7.0
5.8 6.4
1998
9.4
10.5
11.9
13.4
+ 10% / year on a yearly average
14.7
16.3
€ 16.3
2012
billion in 2012
Sonepar’s sales have increased steadily to €16.3 billion
in 2012, with growth averaging 10% a year over the last
14 years.
Financial structure and debt
A healthy balance sheet has made it possible for Sonepar to secure the funding its future growth requires.
Simplified Balance Sheet
Fixed Assets
Current Assets
Total Equity
Taxes & Provisions
Current Liabilities
Net Debt
Assets
Liabilities
Committed Credit Lines
Gross Financial Debt excluding acquisitions
31 december 2012 figures
sonepar
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acquisitions 2012
This year, Sonepar welcomed twelve more companies, bolstering its position as global market
leader.
Although Sonepar was founded in 1969, the entities that make up the group worldwide go back much further—with hundreds
of years of combined experience and know-how. Their stories fully validate the favorite saying of group founder Henri Coisne:
“What counts is what lasts.” Sonepar feels strongly about maintaining the business names, executives and associates
of companies that join the group and seeks to leverage their strengths to promote shared growth. What follows is a brief
introduction to Sonepar’s six most important acquisitions in 2012. Six other entities also came on board during the year: ATD
in France, Electra van Wesemael in Belgium, Treadway Electric Company in the U.S., and Electplus Industry, SeeWide PJ and
Top Building Supplies in Malaysia.
Entities that
joined us in 2012
AME Material Electrico
Codale Electric Supply
Catarroja, Valence - Spain
Pro forma sales of €43 million in 2012
185 associates
12 branches
Manager: Anton Chust
Nearly 90 years of experience
Salt Lake City, Utah - U.S.A.
232 associates
11 branches
Manager: Dale Holt
“All of us are excited about helping to maintain Sonepar
Ibérica’s number one status in the electrical products
wholesaling business in Spain. The Sonepar group plays a
decisive role in making the market more professional and offers
our people great career opportunities,” said Anton Chust.
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“I appreciate the fact that Sonepar tries to purchase good
companies and lets them continue to do what made them
successful in the first place. I wanted to have as little negative
impact on my employees as possible and I achieved that with
Sonepar,” said Dale Holt.
With Corys Electrical, Sonepar is now in New Zealand.
Corys Electrical
Auckland - New Zealand
236 associates
39 branches
Manager: Steve Priest
“We are looking to the Sonepar group to take a more active role
and interest in our business than our previous owners and to
help support our continued growth and expansion in the New
Zealand market, along with our goal of becoming the number
one electrical wholesaler in New Zealand,” stated Steve Priest.
Dixon Electric
Sudbury, Ontario - Canada
50 associates
4 branches
Manager: Steve St. Marseille
More than 50 years of experience
“All of our people are glad that Sonepar is an independent,
privately held, decentralized group. This means that Dixon can
go on growing our business while maintaining our culture with
the support of a global organization that isn’t subject to the
whims of the financial markets,” stated Steve St. Marseille
Grupo Rosa Leal
DEP Engineering
Bangkok - Thailand
112 associates
1 branch
Manager: Suchart Bandithsuwan
“We consider life in Sonepar better than expected and we are
also getting more added value than we expected. Especially,
there is less hassle with reporting and instructions than we
heard would come from a big group. DEP will still be DEP,” said
Suchart Bandithsuwan.
Rio de Janeiro - Brazil
604 associates
17 branches
Managers: Miguel Souza Leal and Pompeu Rodriguez da Rosa
More than 25 years of experience
“We are delighted to have joined Sonepar. Our market
has entered the consolidation phase, so with the support
of a global outfit, we are better equipped to confront the
challenges that lie ahead. In addition, like all our people, we
appreciate Sonepar’s flexible approach to decision-making
and genuine decentralization,” stressed Miguel Souza Leal and
Pompeu Rodriguez da Rosa.
sonepar
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Gescan branch, Edmonton - Canada.
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passion for
your business
Delivering top-quality B-to-B solutions to
customers in all sectors—that’s what Sonepar
people around the world aim for and achieve.
17
Our core business
B-to-B distribution of electrical equipment
Sonepar caters to the entire spectrum of business providers in each of the markets in which it
operates—residential, industrial, commercial and utilities—with products and services ranging
from standard to state-of-the-art.
Wiring Devices
Alarms and Safety
Home Automation
Heating, Ventilation and Air Conditioning (HVAC)
Indoor and Outdoor Lighting
Cable and Wires
Protection
Photovoltaic Energy
Industrial Automation
Cable
Power Distribution
Control
Lighting
Safety
Enclosures
Tools and Consumables
18
Wiring Devices
Alarms and Safety
Heating, Ventilation and Air Conditioning (HVAC)
Cable and Wires
Building Automation
Lighting
Voice-Data-Image (VDI)
Networks
Network Cable
MV/LV Switchgear
Distribution and Substation Cabinets
Distribution Transformers
Accessories
Providing solutions
Product knowledge
Our business as a wholesaler of electrical equipment
and related services is to make work easier for electricity
professionals by sourcing and then selecting—directly from
the manufacturers—the equipment and technical solutions
best suited to market needs and making them available to
business providers through our network. From start to finish,
we do everything it takes to meet the needs of the professional
client: from assistance with product selection to accurate and
on-time delivery. Striving for excellence by setting the standard
in our field remains the top priority for the people at Sonepar,
day in and day out.
Because our primary role is advising business customers
and assembling all of the equipment and supplies they need,
we must continually enhance our knowledge of the range of
product types offered by manufacturers and benchmark on
the latest trends in constantly evolving markets.
Above and beyond taking orders and delivering products, we
provide multiple additional services, organized into areas
of skill and expertise and shared among our operating
companies around the world.
Business customers in all sectors
Targeted acquisitions have enabled Sonepar to build up
specialized entities within its legacy network. As a result,
business has increased by more than 5% with industrial
customers, and by more than 6% with customers in electric
power services and utilities. Thus, while the economic downturn
hurt residential construction in 2012, the group maintained
overall growth by strategically expanding its industrial portfolios.
27 %
9 %
industry
55 %
installers
others
9 %
Services
and utilities
initiative
Skilled and passionate
The thousands of associates who make up the Sonepar workforce are dedicated listeners who respect and understand
customer needs and who respond to those needs promptly
and creatively. These are the basics that lie at the heart of our
wholesale business.
Our job also involves accompanying our customers along the
way as technologies evolve in our business. One of the key
ways in which we transmit our know-how is by offering training
for our associates and business customers alike.
Flexible and customer-centric
When it comes to satisfying customers, Sonepar means
business—and goes about it with unwavering passion and
dedication. In addition to its original branch counter service
and traveling salespeople, Sonepar has added new types
of service that are in sync with customer demands: selfservice, call center (24/7), webshop, EDI (key accounts and
industry). Our flexible, customer-centric approach
guarantees customer satisfaction over the
long term, as well as building client
loyalty to the group’s companies.
Sonepar subsidiaries have devised inventive ways
of getting products, tools and accessories directly to
large work sites. The pioneer in this area was Grupo
Alcione, a Mexican entity that first hit upon the idea
of turning large trucks into mobile branches able to
service construction sites. The trucks carry the most
common items, and thanks to a satellite connection to
the distribution center, they are regularly replenished.
In a variation on the same basic theme, Sonepar
France has started setting up temporary branches,
for example at the new hospital complex in SaintNazaire. Similarly, with its “on-site” approach, Sonepar
Deutschland adapts equipment availability to special
needs on projects, delivering standard inventory
items in secure containers, cabinets and trucks. In
the Netherlands, Technische Unie has moved toward
a virtual branch concept. Basic supplies stored at
a specific location on site are checked, tracked and
automatically replenished on a remote basis. In this
fashion, customers save valuable time and can deal
swiftly with any unanticipated needs.
Osso Electric Supplies branch, Barrie - Canada.
sonepar
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Setting the standard
for products and sourcing
Sonepar is a high value-added distributor
that offers its B-to-B customers a full range
of carefully selected global brand names
and local products.
The group strives to be “La Référence”—
setting the standard in each of its markets
as provider of the best, and best-suited
products and services. That means that
Sonepar’s experts, who are always on the
lookout for technological innovations and
trends, work with the world’s best suppliers.
˝ La Référence ˝
for products, expertise and service The group helps its customers succeed by making the
best products and related services available to them and
by providing them with expert advice and assistance in
choosing what is best for them. And because Sonepar
increasingly offers end-to-end solutions combining products
and dedicated services, customers are free to focus on their
core business.
39 %
A wide spectrum of products
Sonepar constantly strives to adjust to customer
needs, distributing a broad range of products selected
from trusted suppliers.
18 %
Cable
and wires
20
7 % 9 %
installation
& industrial materials
hvac
& renewable
energy
15 %
lighting
safety
& tools
6 % 6 %
building
management
specialities
Osso Electric Supplies branch, Barrie - Canada.
Partners of choice
Sonepar International Services (SIS), the external
services division, works with Sonepar’s product
managers around the world and the International
Suppliers Committee, to help global suppliers devise
effective commercial strategies.
In 2012, SIS organized the Sonepar Suppliers Event
in Los Angeles. Gathered together under the theme
“Investing Together” representatives of Sonepar’s and
one hundred leading suppliers got the opportunity to
share their views of where the market is heading with
group executives. Constantly scanning its environment,
SIS performs ad hoc studies for customers and carries
out global promotional campaigns on issues like LED
lighting and cable distribution.
Trusted suppliers
Sonepar selects suppliers on the basis of the safety and
performance of their products. What ensures the quality of
the products is that they are compliant with international
standards and that their manufacturers are known, identified
and recognized as reliable.
Sonepar maintains global partnerships with its suppliers.
When they entrust the distribution of their products to
Sonepar, manufacturers know they are getting broad
dissemination of their products and effective marketing
support. The group takes part in new product launches and
helps its partners understand and anticipate reactions in the
marketplace.
Supply-chain efficiency
Around the world, Sonepar goes to great lengths to ensure
an efficient supply chain and guarantees that its customers
enjoy accurate and on-time delivery. The group continually
invests in its logistics systems in order to provide firstclass service and tailor delivery methods to the specific
requirements of each project.
sonepar
21
SONEPAR AROUND THE WORLD
7 %
33 %
asia-pacific
northern europe
The group began to go global in 1982 and has
been extending its reach ever since. In 2012,
Sonepar entered the New Zealand market.
25 %
35 %
southern europe
22
north america
north america
southern europe
5.7 billion euros
12,300 associates
640 branches
4.0 billion euros
10,950 associates
810 branches
Canada
Dominican Republic
Mexico
Puerto Rico
Trinidad and Tobago
USA
Belgium
Brazil
France
Italy
Monaco
Romania
Spain
northern europe
5.4 billion euros
9,400 associates
460 branches
Austria
Czech Republic
Denmark
Estonia
Finland
Germany
Hungary
Latvia
Lithuania
Luxembourg
Netherlands
Norway
Poland
Sweden
Switzerland
asia-pacific
1.2 billion euros
3,350 associates
290 branches
Australia
China
India
Indonesia
Malaysia
New Zealand
Singapore
Thailand
sonepar
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The inner workings
of our organization
Good corporate governance and sound bedrock values are what keep Sonepar
growing in all four regions in which it operates. Decentralization goes hand in
hand with worldwide sharing of talent management, the BlueWay sustainable
development approach and much more.
25
southern
europe
Patrick salvadori,
Region president
“ 2012 was a year of contrast between
Brazil and the “Old World.” Many
initiatives were taken to seek additional
sources of growth by aiming for
leadership status in strategic markets
Belgium
€455 million in sales
Alexander Dewulf, Country Manager
and sharing innovations among country
organizations. In France, a core market
for the group, Sonepar has continued
A growing share of the market
with ongoing projects and efforts to
Cebeo outperformed the sector as a whole in 2012,
once again winning market share through expansion into
segments such as Home & Building Automation, LED lighting
and residential installation, despite a downturn in the photovoltaic market after government subsidies to the sector were
halted. The resulting decline in demand depressed sales of
heavy cable and industrial installation equipment. In contrast,
e-business grew strongly.
Eltra, an entity with a DIY focus, also posted rising sales to
home improvement chain stores.
enhance marketing innovation. Meanwhile,
growth was particularly high in Brazil,
where Sonepar made a major acquisition,
buying out Centelha (Grupo Rosa Leal). ”
2012 highlights and best practices
The management, product divisions and support services
were all brought together in a new “green building” in the city
of Waregem.
The new Home & Building Solutions products division enjoyed
brisk business from Datacom solutions.
The company Elektra Van Wesemael was merged with and
into Cebeo.
26
The inner workings of our organization
initiative
Brazil
State-of-the-art logistics in Brazil
Hervé Salmon, Country Manager
In January 2012, the Brazilian entity Dimensional
inaugurated a new distribution center in Limeira,
not far from São Paulo. All Dimensional departments
have been brought together at this 14,050 sq.m.
facility, making interaction and synergies much
easier. Sophisticated inventory management
technology ensures extensive automation at every
stage, and therefore higher inventory turnover.
Dimensional can now leverage this state-of-theart system to serve customers more efficiently
than ever.
Growth in 2012
Despite a slowdown in the Brazilian economy, Sonepar in
Brazil posted sales of €231 million in 2012 and captured a
much larger share of the market.
2012 highlights
By acquiring Centelha (Grupo Rosa Leal), Sonepar Brasil has
become the number one electrical supplies distributor in the
State of Rio de Janeiro and the country’s Northeast, and now
boasts a presence in eleven States. Centelha grew its sales by
20% in 2012.
The subsidiaries Walter Schmidt and Proelt also merged
under the Comercial Elétrica DW brand name, creating an
undisputed market leader in the south of Brazil.
Dimensional moved to a new, ultra-modern 14,050 sq.m.
warehouse in the Sao Paulo area.
France
€2.61 billion in sales
Patrick Salvadori, Country Manager
To improve national coverage, Cebeo has consolidated its
network. This new regional setup will pave the way to greater
efficiency. Last but not least, Cebeo has gained ground with an
approach that makes it easier to promote the use of products
and solutions.
2013 agenda
The Cebeo Technology trade show will take place in 2013. A
logistics plan will be developed, and money will be invested
in CRM, SRM and other technology. Strategic plans with key
suppliers are also on the agenda, and synergies between
divisions should lead to a more unified brand portfolio.
Holding steady in 2012
In a worsening market environment, Sonepar France has kept
pace with trends in its main market sectors.
In the installers segment, small-scale contractors have fared
better than large outfits with regional or national reach. On the
whole, the CGED full-service national network outperformed
the market, while contrasting results for the Sonepar France
regional network were slightly lower. Sales by the Consumer
business and the separate Communications & Security
subsidiary grew substantially.
sonepar
27
initiative
Elec-City, a conveniently located branch
To offer customers working on big city sites greater
convenience, Sonepar France opened its first
Elec-City outlet in Paris. More such outlets will be
opening in several other cities. Catering primarily
to residential and commercial construction customers, these stores will carry a limited range of
1,400 items, backed up by advisory service from
the counter sales staff. This way, installers working
in big city areas can find quick fixes to unforeseen
supply problems, on the same usual terms. The
stores will also be open to retail customers. This
new downtown format will showcase Sonepar’s
“demonstration, exhibition and product availability”
focus, with theme displays featuring a more limited
product assortment.
2012 highlights
Online sales were lifted by action plans conducted in both
sales networks. The group’s labels Pôle Eco Conseil (EcoConsulting) and Thermique Conseil (Thermal Consulting)
continued to gain ground as branch staff acquired the requisite
skills. At every new or renovated branch, two benchmark selfservice concepts, Linéaire avancé and Libre Accès Pro, are
implemented. A first city shop known as Elec-City has opened
in Paris to service downtown residential and commercial
renovation projects.
Sonepar France has rolled out a new BlueWay Mieux Vivre
(Better Living) product range designed to provide greater
accessibility and to empower people with impaired mobility.
It all started with an initiative by Sonepar France région SudOuest, whose Well-Being Club helps educate installers in how
to use products and solutions designed for this burgeoning
market.
Technological change
In 2012, Sonepar France région Méditerranée and Sonepar
France région Rhône-Alpes switched over to French ERP.
Sonepar France has also gone further with the introduction of
regional logistics platforms to optimize customer service. For
example, Sonepar France région Nord-Est has inaugurated
a new logistics central platform and introduced automated
warehousing for small items.
A focus on People
The Human Resources Department can now support associates more effectively. The special Branch Manager training
program "Horizan DA" has been particularly successful. At the
same time, Sonepar France has introduced Taleo, a tool for
managing talent and career paths.
2013 agenda
The main points on the 2013 agenda at Sonepar France are
to focus on the energy efficiency market through deployment
of the NRA Lighting skill area, continue developing business
with manufacturing customers and increase online sales
by fully leveraging the potential of the Soneshop website
(e-business platform for all Sonepar France companies).
Moreover, the company plans to renovate more than forty
branches and open two more Elec-City stores, and is poised
for further deployment of new platforms.
Elec-City, Paris - France.
28
Italy
2013 agenda
The main project in 2013 will be to set up the new e-business
platform.
Carlo Mazzantini, Country Manager
Spain
2012
The group’s weaker performance in 2012 was due to the
recession affecting the entire economy. Construction and
manufacturing have been particularly hard hit, as has the
photovoltaic sector since subsidies were drastically cut. Italy’s
banks are lending much less and government agencies have
been slower in paying on time.
Luis Arconada, Country Manager
Hard times in 2012
2013 agenda
Although the economic outlook remains troubled, with
lending, residential construction and government investment
all virtually grinding to a halt, Sonepar Ibérica has amply
confirmed its status as Spain’s leading electrical supplies
distributor.
Since 2009, the company has hired 200 additional associates
to enhance sales force quality. Drastic cost-cutting plans have
been implemented, and a number of branches have been forced to close.
Sonepar Italia has benefitted from the steps taken in 2012
and will be going further in 2013, with the aim of regaining
market share. In several regions of Italy, a program to increase
competitiveness has already proved highly effective.
2012 highlights
2012 highlights
Sonepar Italia has pressed ahead with a drastic reorganization
plan that should help improve the 2013 results. The company
has completed the combination of logistics for the Mazzi and
Cangiano brands at the central warehouse in Rome and put
the finishing touches on its e-business platform.
Romania
Dan Georgia, Country Manager
2012
Arc Electronic has maintained its focus on Industry and Key
Accounts. The new inventory management system has been
implemented with the assistance of our Polish subsidiary
Alfa Elektro. The company is now able to deliver in less than
24 hours.
Project Densification, which started in 2012, has given the
group a stronger presence in the two most important regional
markets.As a result, Sonepar Ibérica has merged two operating
units, while keeping both brand names: Dimel Castilla and
Hispanofil. The company has considerably strengthened
its presence in Catalonia. The acquisition of AME Material
Electrico has given Sonepar Ibérica market leadership all
along the Mediterranean coast. AME also has extensive
logistics expertise and an automated central warehouse.
2013 agenda
Sonepar Ibérica aims to expand its business in three regions.
Eventually, the AME logistics platform will be serving all
Sonepar Ibérica entities. All AME subsidiaries will be merged
and included in a unified IT system.
sonepar
29
northern
europe
Johan verbeek
REgion president
“ The year started very strong, but the
economic outlook changed quite rapidly
in the second half. The depth and stability
of our management teams enabled us to
focus more effectively on our customers
CENTRAL CLUSTER
Stefan Stegemann and
Holger Heckle, Cluster Managers
and offer them more value-added technical
services and a wider range of products.
We gained 2.5 pourcentage points. market
share across all countries within the
region—a remarkable performance
Austria
Ernest Lempers, Country Manager
in these mature markets. I would like
to thank all of our associates for
their outstanding contribution. ”
Johan Verbeek joined Sonepar in December 2012,
taking up Franck Bruel’s former position as Northern
Europe Region President.
2012
In 2012, Sonepar’s local brands Sonepar Österreich and
Hagemeyer Austria grew their renewable energy business
considerably, particularly in photovoltaic products.
The country organization also stepped up productivity and
boosted online sales. IT and logistics procedures were
reviewed with the assistance of Swiss and German specialists
from other group entities.
2013
The main projects for 2013 will be to revamp the IT system
and develop a new version of the website. One of the Vienna
branches will be moving and adopting a self-service approach.
Results in 2013 should benefit from the current drive to
streamline internal processes.
30
Czech Republic
initiative
Jaroslav Chrtek and
Jiri Louda, Country Managers
Sonepar Deutschland: a wide range of training
opportunities for installers
2012
Sonepar celebrated twenty years of business in the Czech
Republic by consolidating its recent acquisition of i-center,
a company merged with Elektram. To enhance efficiency,
Sonepar Česká Republika has divided the country into four
regions, with a main branch supporting the others in each
region. Delivery rounds have been extended to ensure better
customer service.
Thanks to new applications and the new website
www.sonepar.cz, Sonepar Česká Republika has increased
its online sales.
2013
In a spirit of partnership, Sonepar Deutschland has
been offering customers a wide range of training
programs for several years (more than 500 in 2012).
With some designed in cooperation with suppliers,
and others entirely in the hands of Sonepar
Deutschland specialists, the programs held in
the different parts of Germany cover a constantly
updated set of issues to keep customers abreast of
changes in equipment and technology.
The sessions have proved extremely popular—in
2012, around 10,000 tradespeople attended.
2013 update: a range of training sessions on
multimedia, home automation, telephony and home
security.
In 2013, Sonepar Česká Republika will be promoting customer loyalty through educational seminars and advisory
service provided by company experts.
Germany
Stefan Stegemann and Holger Heckle,
Country Managers
Streamlined logistics in 2012
In 2012, Sonepar Deutschland interconnected all its
distribution centers, making over 100,000 items in stock
directly accessible within 24 to 48 hours. And capacity has
been expanded at the distribution centers in southern and
northeast Germany in order to improve customer service.
Pioneering management tools for automatic cable cutting
have been introduced at the distribution center in the south.
Extending Eco Select to industry
To further German industry’s drive for energy efficiency,
Sonepar in Germany has extended its Eco Select program
with Eco Industry, a new concept aimed at manufacturers.
Sonepar uses this tool to advise industrial customers on
energy efficiency after performing a thorough analysis of
their production processes. Underpinning this approach is a
strategic partnership with two consulting firms specializing in
energy consumption control.
An aggressive recruitment campaign
Sonepar Deutschland has initiated an employer branding
campaign summed up by the slogan, “Think future, create
future.” This should help Sonepar recruit qualified people and
thereby keep pace with its growing business.
sonepar
31
“Szakmai nap” Sonepar Magyarország Event for Tradespeople - Hungary.
2013
To generate synergies in sales and procurement, DEG,
Sonepar Deutschland’s second brand, will be taking part in the
Diamond program, which brings together sales and marketing
concepts that promote the quality of brand-name products.
Expansion of the distribution platform in the west of the
country will increase product availability there. To complete
the supply chain function in the south, an automated small
parts storage system will be established.
Hungary
Zoard Richter, Country Manager
2012
Sonepar in Hungary experienced another tough year. Thirteen
branches were moved and reorganized to reduce costs. An
event held with some fifty suppliers in April drew a crowd of
over 1,200 customers. Sonepar took advantage of the event to
launch a new e-business solution.
32
Switzerland
David von Ow, Country Manager
2012
The group performed well in Switzerland this past year.
Sonepar Suisse opened a self-service branch in Geneva, and
customers responded favorably to the new format.
Winterhalter & Fenner, the group’s largest Swiss subsidiary,
enhanced its e-business solution, thereby strengthening
its leadership position in applications for smartphones and
tablets, livebook solutions, e-invoicing, MIS (Management
Information System) solutions for sales teams and more.
2013
To build closer customer relationships, Sonepar Suisse will
open a new sales outlet in Basel. Further rollout of ERP across
the country is also scheduled for 2013. With warehousing
facilities in Switzerland increasingly stretched to their outer
limits, the group will be compelled to expand logistics capacity
in the years to come.
NETHERLANDS
Technische Unie also held its annual “floating” trade show
with its electrical machinery suppliers. The event drew
65 suppliers and 22% more visitors than in the previous year.
Netherlands
Jan Janse, Country Manager
2013
Despite a morose outlook for 2013, Sonepar Nederland
will be investing further in the delivery of quality service to
consumers. Other key areas of focus for the group’s Dutch
organization include the Industry segment, e-business and
personal protective equipment (PPE).
2012
In a market trending downward, Technische Unie strengthened
its leadership position, winning additional market share by
focusing on industrial customers and small-scale contractors.
The company’s move into paramedical equipment and
sustainable development products has also paid off. In
addition, it successfully set up a new e-commerce platform
MijnTU. Once the platform is fully operational in the first
half of 2013, the Technische Unie website will become an
increasingly powerful sales and marketing vehicle.
In April 2012, Technische Unie won the Lean and Green Award,
given to the first 250 Dutch companies that have committed
to reducing their supply chain-related carbon emissions by
20% in five years’ time.
In June 2012, a new branch opened its doors in Almere,
bringing the countrywide total to 37. The underlying concept,
which specifically addresses the needs of independent
installers, will be extended to other Dutch branches in 2013.
The Strijen distribution center has been renovated and its
operating system upgraded. All these changes will enable
Sonepar Nederland to distribute more products and will make
warehousing work less strenuous.
A focus on People
The drive to enhance working conditions at the company
has continued. Technische Unie has been ranked tenth best
employer in the Netherlands, and fourth best in terms of
employee satisfaction.
nordic CLUSTER
Anders Westmark,
Cluster Manager
Baltic Countries
Pekka Syrjäkari, Country Manager
Sonepar has strengthened its number-one position in the
three Baltic countries:
- Estonia: SLO Eesti
- Latvia: SLO Latvia
- Lithuania: SLO Lithuania
Operating income reached a respectable level. SLO Estonia’s
contract with the Elektrilevi power utility (formerly Eesti
Energia) was renewed in May. In Lithuania, however, the
telecommunications industry attracted less investment than
in the previous year.
Technische Unie held a supplier event in September 2012.
More than 400 suppliers attended, taking part in discussions
on time to market, approaches to the market and all-in-one
solutions.
sonepar
33
The company will also be expanding its business and taking
advantage of diversification opportunities.
Denmark
€8.5 million in sales
Anders Westmark, Country Manager
Business in the Danish market, where the subsidiary Otra
Danmark serves the electric power sector, generated
€8.5 million in 2012, up from €7 million in 2011.
Norway
Lars Hamborg, Country Manager
2012: A new ERP system
Finland
Mika Höijer, Country Manager
In 2012, the company underwent a complete organizational
overhaul, coinciding with the rollout of a new ERP system in
the first quarter. Representing the latest generation of software
packages designed for electrical product distribution, this new,
cutting-edge tool seamlessly integrates all company activities
and processes.
2013 agenda
2012
SLO strengthened its leadership position in Finland, outperforming the market. Business grew in all segments, but
most notably in utilities and industry.
Moreover, the company won first place in a customer satisfaction survey by the Finish Electrical Wholesalers’ Federation.
In January 2012, SLO opened a first City Shop in Helsinki
in order to provide better service to installers working in the
downtown area. At the same time, a new e-business solution
offering an improved search engine and much greater
marketing opportunities has boosted online sales.
In 2013, Otra Norge will reinforce its footprint in services and
will capitalize on the success of its Otra Megastore concept
to open additional big-city branches. Such centrally located
outlets offer a wider range of goods than standard self-service
branches. The ramp-up of the Drammen distribution center
will bring about a strategic change, putting Otra Norge in a
much stronger position than ever before.
Close customer relationships and an expanded product
range to address the burgeoning energy efficiency market
are also on the agenda for 2013, along with the drive to
streamline the organization and fully exploit the potential of
the new ERP system.
2013
In 2013, SLO will be perfecting its warehousing operations
and supply chain productivity by implementing a new supply
chain management system and examining options for
automating its central distribution warehouse.
Poland
Wieslaw Romanczuk, Country Manager
2012
Otra Megastore Oslo - Norway.
34
Initially buoyed by investments in preparation for the Euro
2012 soccer championship, the Polish economy subsequently
lost momentum.
initiative
Sweden
Poland: conveniently located branches
Anders Nordlöw, Country Manager
To keep up with a country that currently has several
hundred cities with a population of between 20,000
and 50,000, Alfa Elektro has been opening “satellite”
branches since 2010 in a radius of some 50 km
from its main branches. With a staff of two or three
well-informed associates, these conveniently located
outlets feature a selection of products suited to each
specific region. It took little time for this enhanced
national coverage to translate into greater market
share.The target for 2015 is to reach a total of 50 main
branches and 50 satellite locations.
2012
Economic growth in Sweden was brisk during the first half of
2012, but then began to wind down. Elektroskandia Sverige
increased its sales, particularly to the utilities segment.
Cylinda, the company’s domestic appliance brand, had a
good year, consolidating its standing in the Swedish market.
Elektroskandia Sverige responded to the economic slowdown
in the latter part of the year with a cost-control program
expected to generate savings in 2013. Its contract with
Vattenfall, a large electric power utility, has been given an
expanded scope.
In 2012, Elektroskandia Sverige increased its network density
and improved customer relationships with a new Stockholm
branch, and another branch is scheduled to open in 2013. A
complete management team has likewise been formed.
2013
Elektroskandia Sverige’s business growth in the last few
years makes greater central warehouse capacity a necessity.
An expansion plan will be examined in 2013 to enable the
company to keep up with future growth and raise productivity
while maintaining top-quality customer service.
New satellite branch – Poland.
Alfa Elektro continued to enjoy further organic growth and
pressed ahead with its market coverage strategy, opening
thirteen “satellite” outlets and a new branch. The company’s
service offer to manufacturers has seen further expansion,
reinforced by specialized training for associates. The group
has also won the approval of several suppliers.
sonepar
35
north
america
dave gabriel
Region president
“ 2012 was a very good year for Sonepar
North America. Strategic acquisitions
have given us a balanced profile,
with number one status in the U.S.
and Mexico. We continue to build our
Canada
François Anquetil, Country Manager
geographic footprint, service capability
and product offering in pursuit of
"La Référence" for our customers.”
Still going strong in 2012
Sonepar Canada maintained its strong growth momentum in
2012. Due to consolidation, just six companies control 70% of
the Canadian market.
A combination of an extensive national branch network
with centrally managed support services and technical
assistance is the approach that has made Sonepar Canada
so successful.
The group is increasingly oriented toward the steadily growing
mining industry. In 2012, mining activity expanded into more
remote regions in the North and East of Canada.
The Human Resources team was reinforced in the West to meet
the challenges of securing employee loyalty and recruitment
in this rapidly growing region. This same team also devised a
performance evaluation system for the entire country.
36
2012 highlights
2013 agenda
The acquisition of Dixon Electric, which was completed in
January 2012, has given the group a new partner with deep
roots in Northern Ontario’s mining region.
Two major birthdays were celebrated in 2012: 50 years
of business for Lumen and 75 for Century Vallen. The
celebrations included customer events and promotional
campaigns that were both fun and successful.
In 2013, Sonepar Canada will be working to improve supplychain operations and adapt them to business growth by
leveraging the platforms run by Lumen in the East, Century
Vallen in Edmonton and Texcan.
The IT network will be reorganized in order to handle greater
business activity.
In addition, Lumen held its own biennial Salon Lumen trade
show, with 4,000 customers attending.
Thanks to effective support from the Sonepar ETIM Center
based in Germany, the e-commerce program has developed
further. As a result, online sales have continued to increase.
2013 will also be a year of multiple challenges. Career
development for associates and attracting future talent will be
high on the agenda. With the market and technical changes
it has planned, the group will be well poised to capitalize on
the many opportunities in the mining and natural resources
sectors.
initiative
Serving the mining industry
Mining and oil are booming industries in Canada, and
Sonepar Canada supplies the leading companies in
those businesses.
For example, Lumen provided a “turnkey” electrical room
to power the heating, ventilation and air conditioning
systems at Xstrata copper and zinc mines. Acting
as prime contractor, Lumen coordinated equipment
installation, conformity with specifications and transport
to the location over 1,000 km north of Montreal.
Century Vallen, a supplier of safety equipment to the
Maintenance, Repairs and Operations sector, has
developed a special offer that makes inventory available
on site to ensure uninterrupted supply to customers.
Texcan, a wire and cable distributor, is the official
supplier of Suncor, Canada’s leading integrated energy
company. Texcan warehouses and manages Suncor’s
electric wire and cable inventory, guaranteeing
24/7/365 availability.
Century Vallen storage facility at mining site – Canada.
sonepar
37
Mexico
Urcesino Palacios Barro, Sonepar Mexico Manager
Camilo Kuri, Vallen Proveedora Manager
Sonepar operates through two networks in Mexico: Sonepar
Mexico, an electrical equipment wholesaler, and Vallen
Proveedora, which provides integrated sourcing services and
sells MRO (Maintenance, Repairs and Operations) products.
SONEPAR MEXICO
VALLEN PROVEEDORA
2012
Vallen Proveedora achieved double-digit sales growth, driven
by high demand for technical services, chiefly in the oil and
natural gas industries. This subsidiary won new contracts with
Pemex (the national oil and gas company) to provide control
systems and gas detection services on offshore platforms. In
2012, Vallen Proveedora also increased its market share of
the mining industry.
2013
The company will be focusing in 2013 on high value-added
services and on gaining market share in the industrial
segment. Its service offering will be strengthened across the
national network.
High growth in 2012
In 2012, Sonepar Mexico posted high autonomous growth.
Efforts to enhance in-store product displays continued, with
lighting products as one of the primary beneficiaries.
2012 highlights
Four branches were renovated and a new branch was opened
in the north during the year. Sonepar Mexico cooperated with
the national power utility by replacing more than 700,000
incandescent light bulbs with energy-saving fluorescent light
bulbs.
A department was created to perform energy audits in the
commercial segment and to promote to low-energy solutions
in controls, automation and lighting.
2013 agenda
The outlook for 2013 is good in both the commercial segment
and the chemical and oil industries. The company will be
strengthening its presence in the Mexico City area.
United States
Dave Gabriel, Country Manager
2012—a very good year
Sonepar USA, the number one electrical distributor in the
United States, comfortably outperformed forecasts, with rising
sales in all segments, from installers and industry to utilities
and commercial. Organic growth, i.e., excluding acquisitions,
exceeded overall market growth, and close to a dozen new
branches were opened. Once again, earnings were up
substantially, reflecting a strong focus on productivity, higher
gross margins and better operating performance. In 2013, the
company expects to grow in all segments.
Codale Electric Supply joined the group in late 2012,
strengthening Sonepar’s footprint in the west of the country. A
highly diversified company with a balanced business portfolio,
Codale enjoys acknowledged market leadership.
38
In the Western U.S., Independent Electric Supply (IES),
OneSource Distributors, Essco Wholesale Electric, Eoff
Electric and Codale Electric Supply have been united under
a single regional management umbrella: Sonepar USA’s
Western Region. Similarly in the East, NorthEast Electrical
Distributors, Cooper Electric Supply and Friedman Electric
have been joined together in Sonepar USA’s North-Atlantic
Region. At the same time, financial services have been
reorganized to ensure enhanced support to the regions.
A focus on People
A number of employee development, recruitment and retention
programs have been initiated. Sonepar has continued to offer
career planning and formalization of succession planning.
Last, but by no means least, ongoing progress in operational
safety has brought the on-the-job accident rate down to a sixyear low.
initiative
U.S.: LED lighting at universities
In the United States, NorthEast Electrical Distributors
has been promoting the energy-saving features of
LED lighting in offices and schools. The entire staff
has been trained to be able to recommend the most
energy-efficient products.
The installation of 500 LED fixtures at one university
led to a 71% drop in its lighting bill. Annual
savings, including power, maintenance and lamp
replacement, total an estimated 95,000 dollars. Investing in technology
To ensure that customers get better and better service, Sonepar
has continued to invest in technology and in upgrading its IT
system. The new Cooper Electric Supply distribution platform
was opened in July 2012.
Best practices
Leveraging market research that led to strategic plans
tailored to each segment, the subsidiaries reorganized
customer relationship processes and shifted part of their
resources. Experts were appointed at the various companies
to enhance customer advisory service. At the same time, better
management of supplier relations has resulted in more finetuned operational planning and higher sales.
2013 agenda
A comprehensive e-business solution is in the rollout phase.
Partnerships with utilities, oil and natural gas customers will
be developed.
Project Green Lights campaign –NorthEast Electrical Distributors, Boston,
MA, U.S.
sonepar
39
asiapacific
keith moss
Region president
“ The slow economy in China in 2012 had a
negative impact across all parts of the
region; however, our businesses in the
region performed considerably better than
the market. During the year we started
Australia
Robin Norris, Country Manager
implementing a strategic plan to broaden
the scope of our businesses by focusing
on increasing the customer and product
2012
mix, a key long term initiative to ensure
Over the last few years L&H Group has continued its pursuit
of balanced growth, based on maintaining strong positions
in commercial and residential construction while making
strategic investments in expanding industries like mining, oil
and natural gas. Construction business plummeted. L&H Group
not only pulled ahead of its competitors, it also did better than
in the previous year.
that the region becomes a more significant
part of the group’s overall performance.”
The new online store Now has enjoyed strong customer uptake.
The system is based on the ETIM classification standard. It
offers users multiple benefits and provides sales people with
highly effective resources like dedicated customer catalogs, an
L&H first in the market.
40
initiative
A driverless train covering 1,500 km in Australia
Two Sonepar companies in Australia, L&H (Lawrence
& Hanson) and Pacific Datacom, joined forces
to design, assemble and deliver —in a record two
weeks— 85 relay boxes that are specially designed
to control a driverless train carrying iron ore along
the over 1,500 km stretch from the Pilbara mine to
the port city of Perth.
This accomplishment shows that we are more than
just a supplier. To our customers, we are a genuine
partner that helps make projects happen.
Driverless iron ore train from Pilbara to Perth – Australia.
Diversifying business
Sonepar in Australia encompasses a set of complementary
brands that address the diverse needs of Australian customers:
L&H delivers electricity solutions to construction installers,
Auslec caters to the manufacturing and mining segment,
and the group’s specialist subsidiaries (SLS, Pacific Datacom
and Smarter Clothing) focus on lighting, electronic data
exchange and personal protective equipment.
China
Matthieu Raffestin, Country Manager
Solid performance in 2012
A noteworthy change in 2012 was the take-over, effective
January 1, of Witjoint Automation. Building on its experience
as an industrial automation wholesaler, Witjoint Automation
has branched out into the sale of motors, cable and wires, and
industrial lighting equipment.
Elektroskandia China has developed a new approach to cable
and wire supply work in the country, while Hagemeyer China
has increased its sales to equipment makers.
2013, or “Go West”
Now that the market in Eastern China is well developed, a good
deal of investment is flowing westward. Foshan Shunching
Supermoon (FFS) was the first group entity to anticipate this
trend, opening offices in Chengdu and Xi’an. In December
2012, Hagemeyer China likewise set up a subsidiary in
Chengdu. The “conquest of the West” promises to gain further
momentum in 2013.
Despite an economic slowdown, a number of improvements
and reorganization moves led to good 2012 results for
subsidiaries of Sonepar in China.
sonepar
41
initiative
A special value-added cable offering in China
Sonepar has created ESK Cable Solutions, a cable
distribution subsidiary. To meet customer needs,
the experts at ESK Cable Solutions not only stock
substantial inventory, they also offer a wide range
of value-added services, including cable-cutting to
specifications, custom labeling and special reels and
packaging.
The business is off to an excellent start, and is slated
for further growth with an expanding offer to win over
additional customers in this significant market.
India
Per Lindeberg, Country Manager
Hong Kong & Macao
Alvin Mok, Country Manager
Supermoon strengthened its market leadership in lighting
and energy efficiency, signing a large number of LED lighting
project contracts and creating a special lighting control and
automation unit that has already won over customers.
The branch network has seen further expansion, with an outlet
opening its doors in the heart of the Wanchai business district.
The concept being tested at the new location combines the
usual cash-and-carry approach with a special shop devoted to
lighting and novel lighting solutions.
42
ESK India had a very good year in 2012. Thanks to greater
product diversity, a broader customer base and ongoing
innovation, the subsidiary was much less affected by stagnant
growth in the telecom industry. The group looks forward to
successful performance in 2013.
Indonesia
Winson Lee (PT Fanah Jaya Maindo, KVC
Group), Country Manager
Having experienced steeply rising sales in the past three years,
PT Fanah Jaya Maindo (KVC Group) reorganized to be able
to handle the growing business volume. The company has
moved to a new location, has several warehouses and uses
an ERP solution.
Malaysia
Singapore
Hon Weng Leong, Hagemeyer Singapore
(Malaysia) Manager
Aaron Chen, KVC Industrial Supplies
(KVC Group) Manager
Nicolas Cheok, Hagemeyer Singapore Manager
Winson Lee, KVC Thailand (KVC Group) Manager
2012
Sonepar bolstered its leading position in the Malaysian
market this year with the acquisition of Electplus (a cable and
wire company), SeeWide PJ (a distributor to installers) and
Top Building Supply.
A few businesses hit headwinds in 2012. Hagemeyer Malaysia
found actual demand lagging behind the level of service
delivered to MRO (Maintenance, Repair, and Operations)
customers, and Skyline had to contend with lower investment
in the country’s telecommunications industry.
Most other group businesses did extremely well, above all
the flagship KVC brand, which gained ground in lighting and
automation and won major supply contracts with educational
institutions.
At the end of 2012, Sonepar increased its stake in the KVC
Group, and now has a controlling interest in all KVC entities in
Malaysia and Southeast Asia.
2012 was a good year for Cable Solutions. At the same time,
Hagemeyer Singapore, an MRO (Maintenance, Repair, and
Operations) equipment supplier, expanded its product range
and won a significant number of new clients, most notably in
the oil and natural gas industry.
Thailand
Surote Panasahatham, Hagemeyer PPS (Thailand)
Manager
Winson Lee, KVC Thailand (KVC Group) Manager
Surote Panasahatham, Sonic Automation Manager
Suchart Bandithsuwan, DEP Manager
2012
New Zealand
€75 million in sales (Proforma 2012)
Steve Priest, Country Manager
The Sonepar group entered New Zealand’s electrical
equipment wholesale market near the end of 2012 with
the buyout of Corys Electrical, a company with 36 branches
covering the entire country.
The Auckland-based Corys Electrical was formerly part of an
international construction supplies company. Its associates
and managers view the acquisition by Sonepar as a
remarkable opportunity to focus more effectively than ever
on their core business of selling electrical equipment and
personal protection gear.
In 2012, Sonepar in Thailand enjoyed robust growth across
all businesses, with Sonic Automation, a company set up in
2011, performing particularly well.
DEP, a distributor to the construction sector that joined the
group in 2012, is a welcome addition to the other subsidiaries
in the country: Hagemeyer Thailand, serving industrial
customers, Cable Solutions Thailand, KVC Thailand and
Sonic Automation, an automation equipment provider.
2013
DEP will help consolidate Sonepar’s position in this critical
Southeast Asian market, contributing the expertise needed to
break into Asia’s installer market.
As a result of this acquisition, Sonepar is now the number one
electrical supplies distributor in Thailand.
sonepar
43
blueway
SONEPAR SUSTAINABLE DEVELOPMENT REFERENCE
since 2006, Under the leadership of Michel Leroux, the head of Sustainable Development, Sonepar
has focused on raising awareness inside the group and on local initiative. Adopted in 2008, the term
BlueWay refers to all sustainable development actions rolled out by our operating companies,
whether they target group customers, suppliers or associates.
The three pillars supporting the BlueWay approach clearly reflect Sonepar’s specific business and “DNA”:
1. P EOPLE
The human factor, with men and women at the heart of the
Sonepar model and its values, as reflected in the group’s
associate shareholding policy.
2. T HE ENVIRONMENT
The environmental factor, which includes a formula for
calculating global carbon emission levels. Available to all
subsidiaries, it involves an energy audit for group working
environments and indicates paths to improvement.
3. E CONOMICS
The sale of energy-saving products, solutions and services,
making energy efficiency a key source of value added by
Sonepar.
Every year, all group subsidiaries focus on sustainable
development by taking action in at least one of the three key
areas, primarily during the annual Energy Saving Week.
Join Sonepar in Sustainable
Development Leadership
44
Since 2011, Sonepar has been holding an annual groupwide sustainable development event called Energy Saving
Week (ESW). In the course of the week, all group operating
companies are free to design their own initiatives for promoting
energy-efficient products and solutions and raising general
awareness among customers and associates of sustainable
development issues. An internal blog dedicated to the event
helps everyone keep up with what is being done around
the world. The 2011 and 2012 events proved so successful
that the experience will be repeated in 2013. “There’s such
an outpouring of ideas that each time around, we’ve been
seriously impressed,” commented Michel Leroux.
What follows is a sample of ESW actions undertaken
in 2012:
A seminar for manufacturing clients in China
Hagemeyer China joined forces with our principal partner
to hold a joint seminar for manufacturing customers in
Changzhou. Such pioneering energy-saving solutions as
Variable Speed Drives (VSD) were presented. The event was
extremely well received by customers and suppliers alike.
Viking Electric Supply headquarters, Minneapolis - USA.
initiatives
Many Sonepar subsidiaries have taken
steps to reduce their own energy
consumption. What follows are two
noteworthy examples.
Cebeo moves into new “green” headquarters in
Belgium
Cebeo’s management, product divisions and support
services have all been brought together in a “green
building” in the city of Waregem. With its new headquarters, the subsidiary has set the standard for what
tomorrow’s buildings will be like.
A YouTube video contest for associates in Canada
Sonepar Canada staged a YouTube video contest open to
all its associates. The winning entry shows the BlueWay
Angels, i.e., Sonepar associates, comically upbraiding their
colleagues for even the slightest environmental lapses,
urging them to sort their trash, turn off the lights when they
exit an office, etc.
The BlueWay Eco-Energy 2012 contest at Sonepar France
Together with supplier partners, Sonepar France held a
BlueWay Eco-Energy 2012 contest at all its branches. For each
BlueWay product, an equivalent in cumulative kW hours of
energy savings, discounted to present value, was calculated.
The final ranking resulted from the sum of the cumulative
discounted kWh values for all products sold, divided by the
number of employees. The three branches in each region that
achieved the highest energy savings on BlueWay products
sold won the contest.
The 4,500 sq.m. building is heated with three heat
pumps and gets its electric power from 225 solar
panels.It also boasts an array of effective energy-saving
systems, including real-time energy use tracking,
dynamic lighting controls, motion sensor lighting and
extensive automation. The Cebeo product divisions
did the preliminary studies, selected the technologies
and materials and oversaw implementation. The new
headquarters serve as a showcase for customers.
Curbing energy consumption at Sonepar
Mexico
Sonepar Mexico has introduced a number of
adjustments and appropriate changes that have
reduced energy use in specific areas by up to 50%.
For example, the organization’s head office is now
equipped with solar panels and automated air
conditioning. Likewise, heat has decreased by 50%
since the installation of window film. The building
won the energy savings prize awarded by the State of
Morelos and is also a nationwide finalist.
sonepar
45
our people
People development is a key component of Sonepar policy, because wholesaling is all about
interacting and sharing.
A constantly growing organization like Sonepar faces
multiple challenges, from helping its people develop and
find fulfillment, to recruiting the new talent it requires to stay
ahead of the game. That makes integrating newcomers and
imbuing them with Sonepar’s culture and values a key dayto-day concern.
To a large extent, the group owes its status as standardsetter in B-to-B electrical equipment distribution to the
skill, passion, efficiency and professionalism of its 36,000
associates in 36 countries. Sonepar makes a particular point
of providing its people with a safe working environment,
favorable employment conditions and fair compensation
that stacks up well against what is offered elsewhere.
A shared vision
Although each country organization is responsible for
setting its own policy on wages and benefits, Sonepar has
also developed a shared vision of personnel management
together with the country managing directors and their HR
managers, a vision rooted in the group’s core values. This
group-wide vision has emerged from ongoing efforts to
share experience, particularly through the International
Human Resources Committee (IHRC), made up of Human
Resources managers at the various country organizations.
At regularly held meetings, these specialists seek to identify
best practices that they can take back with them in order
to recruit new associates, train their people and help them
grow. The overriding aim is to ensure consistency.
46
Sonacademy—a learning environment
Sonepar places a premium on training to instill an
entrepreneurial mindset, encourage managerial ability,
develop skills and more. In 2005, the group set up Sonacademy,
a corporate university that offers high-level training programs
tailored to Sonepar’s strategic needs. Sonacademy has
issued a catalog of training programs taught by recognized
experts and available to group managers in all countries.
Sonacademy also helps country organizations design their
own training programs and works to identify modules that can
be transferred from country to country.
SONEPAR LEADERSHIP PROGRAM
In 2011, Sonacademy established, in cooperation with the
INSEAD business school, the Sonepar Leadership Program
(SLP), which has been accelerating the acquisition of
leadership skills in the group.
Under this program, about thirty group executives get
intensive training each year to hone their leadership skills.
Dimensional branch, Limeira - Brazil.
initiative
The Sonepar Deutschland employer
branding campaign
Sonepar Junior Committee (SJC)
The SJC was established in 1991. Every year, twelve
associates join one of three international working groups
(Europe, North America, Asia-Pacific) to work on transversal
issues or operational issues singled out by group General
Management. They hold three-year terms, with one third of the
mandates renewed each year.
Associate shareholding
Giving managers a stake in the company and a share of
its earnings has been a goal and a reality at Sonepar for
nearly thirty years. Under a variety of programs, several
thousand managers currently hold shares, either
outright or in the form of stock options.
To grow its business and attract new talent in
Germany, Sonepar Deutschland has taken a
resolutely proactive approach. The organization
has initiated a large-scale employer branding
campaign that has proved highly popular with
associates.
Their photos and slogans provide the basis for
job offers, with a new Facebook page on the
group’s German website (www.sonepar.de)
describing all the positive points of working at
Sonepar Deutschland, from empowerment and
fulfillment to training and career opportunities in
a truly international group.
sonepar
47
Our Corporate
Governance
BOARD OF DIRECTors
The Board of Directors (Conseil d’Administration) and its
Chairman represent the pinnacle of our governance system,
providing non-executive oversight of how Sonepar is managed,
and toward what ends. The Board outlines strategic direction.
Regularly informed by the Chief Executive Officer, it addresses
any topical issues liable to affect the group’s business.
Business experts work side by side on the Board with family
shareholders and former Sonepar executives.
• Henri Coisne, Honorary Chairman
• Marie-Christine Coisne-Roquette, Chairman
• Michel Bon
• Henri Paul Coisne
• Stéphane Coisne, permanent representative of
Sovemarco Europe
• Denis Gonseth
• Paul-René Lambert
• Christian Maurin
• José Menéndez
• José Pena Rich Möller
• Olivier Verley, permanent representative of Colam
Entreprendre
48
BOARD COMMITTEES
The activity of the Audit Committee and the Compensation
Committee lays the groundwork for the Board’s plenary
sessions and feeds into its decision-making process. A
number of its members are likewise on the Board of Directors.
AUDIT COMMITTEE
The Audit Committee is responsible for identifying and
assessing the main operating risks confronting the group and
for recommending ways to limit or prevent them.
• Christian Maurin, Chairman
• José Menéndez
• Marie-Jeanne de La Saussay
• Hubert Stourm
• Paul-René Lambert (until August 2012)
• Hubert Coisne (as of September 2012)
COMPENSATION COMMITTEE
The Compensation Committee’s primary task is to examine
compensation practices and make recommendations on
executive compensation to the Board of Directors.
• Michel Bon, Chairman
• Christophe Lambert
• Olivier Verley
HOW THE SONEPAR
BOARD OF DIRECTORS OPERATES
Our group needs to be run in a watchful, yet congenial spirit,
and the Board of Directors helps it attain that goal. It makes
sure the group keeps operating in accordance with the values
and philosophy of the family shareholders represented by
its holding company, Colam Entreprendre. The Board fully
subscribes to the balanced management approach tried and
tested over the years by our family shareholders.
DEVELOPMENTS IN 2012
The Board of Directors stays informed about what is going on
inside the group and how it is performing by holding at least
four full-day meetings a year and visiting the various regional
organizations, as it did in late 2012 in the south and west of
the United States.
There were no changes on the Compensation Committee,
whose membership has remained unchanged since 2008.
Between meetings, its members are continually provided with
announcements, updates and management reporting tools. At
any time, the Board of Directors can have its Chairman pose
direct questions to the Sonepar Executive Committee, the
senior decision-making body.
Its annual agenda requires examination of specific issues
at each session, along with analysis of Sonepar’s intrinsic
results and performance against relevant benchmarks. In this
way, each region and each corporate function at Sonepar are
subject to annual review.
As in large publicly listed companies, the Sonepar Board has
established an Audit Committee and a Compensation Committee whose role is to undertake the further analysis of these
complex issues, while the Board retains the ultimate responsibility for choices and decisions.
In 2012, there was a change in membership on the Audit
Committee. Christian Maurin was appointed Chairman to
replace José Menéndez, whose term on the Sonepar Board
comes to an end in 2014, and Hubert Coisne, a Colam
Entreprendre Board member, was appointed to replace PaulRené Lambert.
DEVELOPMENTS IN 2013
The Board’s internal rules of procedure adopted in early 2013
contain detailed mission statements for the two committees
that take their lead from current best practices.
The Sonepar Corporate Governance Charter has been
modified to reflect the group’s shift to a structure that
separates the roles of Chairman and Chief Executive Officer.
The Board of Directors has made sure that the revised Charter
is disseminated and implemented. Its content deserves the full
attention of all group managers, who are important players in
good corporate governance.
In 2013, the Board of Directors will be recommending the
appointment of an additional member, Frank H. Lakerveld.
Formerly Managing Director & COO, he can unquestionably
put to good use the knowledge he acquired in working inside
the group for 30 years.
sonepar
49
Major projects in 2012
The Venetian Macao Resort Hotel – Supermoon, China.
Photo : Supermoon
Petronas Towers – Kuala Lumpur, Malaysia.
Photo : iStockphoto
50
Major projects in 2012
IDS tower – Minneapolis Skyline – Viking Electric Supply,
USA.
Photo : Viking Electric Supply
Coal mine in Ewington, Collie, Western Australia – L&H
Group, Australia.
Photo : L&H Group
LEDBUS on Light Move Festival – Alpha Elektro, Poland.
Photo : Philips Lighting Poland
sonepar
51
Our international footprint
INTERNATIONAL HOLDINGS
Sonepar
Sonepar International Services
Australia
L&h Group
••Auslec
••Lawrence & Hanson (L&H)
••L&H Solar+ Solutions
••Pacific Datacom
••Smarter Clothing
••Specialised Lighting Solutions (SLS)
Austria
czech republic
Sonepar Česká Republika
••Elektram
••i-center
Denmark
••Hagemeyer Austria
••Sonepar Österreich
••Sonepar Nordic
••Otra Danmark
Belgium
Dominican republic
Sonepar Belgium
••Cebeo
••Eltra
Brazil
Sonepar South America
••Centelha (Grupo Rosa Leal)
••Dimensional
••DW
••Eletronor
••Emel
•• Sandler (Grupo Rosa Leal)
Canada
Sonepar Canada
••Century Vallen
••Dixon Electric
••Gescan
••Lumen
••Osso Electric Supplies
••Sesco
••Sonecable
••Texcan
China
Mainland China
••Elektroskandia China
••Foshan Shunching Supermoon
••Hagemeyer China
••Hagemeyer Fengruite
••Hite Electric
••Jiayi
••WitJoint Automation
52
Hong Kong and MACAU
•• Sonepar Asia-Pacific
••Electric Fever
••Electric Fever Macau
••Supermoon
••Tai Po Electric
••Wing Kwong
Our international footprint
••Warren Del Caribe
Estonia
••SLO Eesti
Finland
••SLO
France
••Sonepar France
Regional network
Sonepar France région Île-de-France
•• C.E.F.B.
•• Cegla
•• Industyl
•• Luminaire Metal Union
•• MGIE-CEV
•• Novilux
•• VDS
Sonepar France région Nord-Est
•• Baltzinger
•• BTC-EM
•• Caera
•• Sanelec
Sonepar France région Rhône-Alpes
•• A.E.D.
•• CLE
•• Lyon Electricité
•• Real
•• S.D.M.E.
•• Teissier
Sonepar France région Méditerranée
•• Approvisionnement Electrique
•• Bianchi
•• Cabus et Raulot
•• Cecci
•• Comptoir Central d’Electricité
•• D.A.E.M.
•• Maclary
•• Roger
NATIONAL network
•• CGE D
•• 3C Toulouse
•• C.C.F.
•• Aldiance
Sonepar France région Sud-Ouest
DOM-TOM
•• C.S.O.
•• Coredime - La Réunion
•• Electro Distribution Océan Indien - Mayotte •• Delec
•• O.E.V.
•• Szymanski - New Caledonia
•• La Guyanaise de Distribution - French Guiana
Sonepar France région Ouest
•• SMEC - Saint Martin
•• Comptoir Elbeuvien d’Electricité
•• Socame - La Martinique
•• Socolec
•• Sodimec - French Polynesia
•• Tabur Electricité
•• Soguadime - Guadeloupe
•• Spot - New Caledonia
Diy activities
•• Cadelec
•• Sigmadis
Germany
Malaysia
Sonepar Deutschland
••Sonepar Deutschland Financial Services
••Sonepar Deutschland Erneuerbare
Energien
••Sonepar Deutschland Cable Services
••Sonepar Deutschland Information
Services
••UPK Unternehmensberatung Peter Kloß
••Sonepar Deutschland Technical Support
••Sonepar Deutschland/Region Nord-Ost
••Sonepar Deutschland/Region Süd
••Sonepar Deutschland/Region West
••DEG-Deutsche Elektro Gruppe
Elektrogroßhandel
••Sonepar Industrie - Elektrohandel
••Hagemeyer Malaysia
••Electplus Industry
••KVC Industrial Supplies
••SeeWide
••SeeWide PJ
••Skyline
••Total Industrial Solutions
••Top Building Supplies
Hungary
••ESK India
Sonepar Nederland
••Technische Unie
••Sonepar Nederland Information Services
••Otra NV
••Eltra
Indonesia
New zealand
Sonepar Magyarország
India
Mexico
••Sonepar Mexico
••Distribuidora Santiago
••Grupo Alcione
••Vallen Proveedora Industrial
The netherlands
••Cable Solutions Indonesia
••Fanah Jaya
••Corys Electrical
Italy
••Otra Norge
Sonepar Italia
••Sonepar Immobiliare e di Servizi
••Brollo
••Cangiano
••ElettroIngross
••Femi Rinaldi
••Forel
••Mazzi
••Migliore Sonepar
••Racca Vanacore
••R.E.R. (Radio Elettrica Romana)
••Sonepar Puglia
Latvia
••SLO Latvia
LITHUANIA
••UAB SLO Lithuania
Norway
Poland
••Alfa Elektro
PUERTO RICO
Romania
••ARC Electronic
Singapore
••Cable Solutions (Sea)
••Hagemeyer Singapore
Sweden
••Cardi Belysningsspecialisten
••Elektroskandia Sverige
switzerland
Sonepar Suisse
••Dysbox
••ElectroLAN
••Electroplast
••Fabbri
••Winterhalter + Fenner
Thailand
••Cable Solutions (Thailand)
••DEP
••Hagemeyer Thailand
••KVC Thailand
••Sonic Automation
Trinidad & Tobago
••ECM Limited - Trinidad
United states of america
Sonepar USA
••Brook Electrical Distribution
••CapitalTristate
••Codale Electric Supply
••Cooper Electric Supply
••Crawford Electric Supply
••Eoff Electric Supply
••Essco Wholesale Electric
••Friedman Electric
••Hagemeyer North America
••Independent Electric Supply
••Irby
••NorthEast Electrical Distributors
••OneSource Distributors
••Viking Electric Supply
••World Electric Supply
spain
Sonepar Ibérica
••AME Material Electrico
••Dielectro Balear
••Dielectro Canarias
••Dimel Castilla
••Guerin
••Hispanofil
sonepar
53
* The photos in this brochure were taken on Sonepar
premises and at sites where group associates are
involved in projects.
Photo credits : Dominik Obertreis - Philippe Gérardin
25 rue d'astorg
75008 paris - france
tel. +33 (0)1 58 44 13 13
www.sonepar.com
Published by Sonepar Group Communications • Produced by - Caribara Communication www.caribara.com

Panorama - Sonepar

Transcription

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