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Index. The Esprinet Group The market In Italy In Spain The business model Esprinet product marketing The sales force The customers In Italy In Spain The service division The logistics Esprinet Italy Esprinet Iberica. Esprinet’s sales force. Esprinet’s Sales Force : multichannel.

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    1. Index • The Esprinet Group • The market • In Italy • In Spain • The business model • Esprinet product marketing • The sales force • The customers • In Italy • In Spain • The service division • The logistics • Esprinet Italy • Esprinet Iberica

    2. Esprinet’s sales force

    3. Esprinet’s Sales Force : multichannel Esprinet’s Sales Force, following the multi-channel strategy, is articulated into 2 sales units composed of sales channels with different procedures and approaches. Business Division Consumer Division All two divisions serve more than 25.000 customers per year in Italy

    4. Business Division Organizational Chart

    5. The Consumer Division The Consumer Division embeds two departments which market both the GD/GDS channels and the franchising chain Multimedia Planet as well as the Cash & Carry points branded ‘EspriVillage’

    6. Esprinet’s Franchising Chain: Multimedia Planet • Multimedia Planet is the Esprinet Group’s Franchising Chain present in Italy with more that 200 affiliates and approximately 240 stores. • Multimedia Planet which is well established throughout the territory, prides itself with two important strong points: • the Partners historical capability of being a milestone both in the local market and as a supplier of products and services non only for the consumer but also for the PMI and SOHO segments; • Their presence in Esprinet, the best support in Italy for developing personal business; • The Electronic brochure, aimed exclusively towards professionals, the traditional Canvass and the sales and marketing policies are activities created to satisfy the entrepreneurs needs and not waste resources and tools in mass communication.

    7. Esprinet’s Cash & Carry sales points Born in 1988, Esprinet now has 13 Cash & Carry sales points under the Esprivillage brand. They are strategically located throughout the Italian territory in order to be near the clients that choose this type of purchase. The Esprivillages are located in:Lombardia (Cinisello Balsamo-MI) Piemonte (Torino) Veneto (2, Verona e Padova)Friuli Venezia Giulia (Pordenone)Emilia Romagna (Bologna)Marche (Osimo) Lazio (Roma)Abruzzo (San Giovanni Teatino)Campania (Casalnuovo-NA)Puglia (Modugno-BA) Sicilia (Misterbianco-CT) Sardegna (Cagliari) All of the sales points are provided with an electronic infrared price tagconnected to the server of the central system which is updated every hour. In real time the client can see the product price, the quantity available in the sales point, that available in the main warehouse and those being delivered.

    8. Index • The Esprinet Group • The market • In Italy • In Spain • The business model • Esprinet product marketing • The sales force • The customers • In Italy • In Spain • The service division • The logistics • Esprinet Italy • Esprinet Iberica

    9. Esprinet’s customers

    10. Customers buy after having sold • Esprinet’s clients can be divided into two categories: • Clients that first sell and then buy • Clients that buy to put merchandise on the shelves • The retailers must give a solution to the end-user’s needs: • Product availability (present and future): you cannot propose something that you are not able to supply • Large range of products: offer the largest possible selection to the clients • Possibly know the competitors offers • Special offers and their length: these are sales tools • Credit limits: you can’t sell if you can’t buy • Delivery capabilities: pay attention to both the end-user’s needs and the technical timing • Pre-sales Assistance: you must know a lot but you can’t know everything • Connections between products: what to do in the case of updating or connecting two products • Warranties and extentions: what to do if a product doesn’t work

    11. Statistics on customers repeatability: a model that implies loyalty From April 2008 to May 2007 28.299 clients made a purchase in Esprinet 6.801 clients bought during 12 months out of 1211.950 clients bought at least 9 months out of 12 16.124 clients bought at least 6 months out of 12 Esprinet sells monthly to at least 16.000 clientswhile during the month of August 2007 (timeof holidays for 90% of the Italian people) we sold to 12,004 clients with a turnover of 77.98 m €.

    12. Esprinet Group - FY08 revenue breakdown by customers It’s worth notice that the Spanish operations highlights a more significant presence of consumer oriented resellers. This is balanced by the major presence of business oriented resellers as per the Italian Operations.

    13. Communication • Wireless Telephones • Electronic Messaging • Istant messaging • Intercom • Tele / video conference • Applications • Off site storage • Electronic messaging • E-Health, eGovernemnt • Calendar Sincronizzing • Entertainment / information • Entertainment • Triple Play • IP TV • Interactive TV • Mobile TV (DVB-H, DMB) • Accesso • CPE hardware • Shared Internet Access • Shared resources (printers) • Every device (PC, laptop, TV, media server, mobile at any location) • Hospital equipment • Amministration • Accounting • Service and product configuration • User privileges • Use of monitoring • Sicurezza • Home monitoring (es. health service) • Intrusion DetectionSurveillance - video to remote • Parental Control • Access Control (firewall) • Antivirus, control SPAM • Privacy Control • Streaming Music • Video on Demand • On line Gaming Product Pipeline: from opportunities to strategic choices Bit Technology: all products that have a technical/economic life similar to PC’s or from IT to BitFrom products that are place-focused to individual -focused or from the person that ‘goes’ to the device to the device that ‘follows’ the person Professional Home Community Personal

    14. …towards new phenomenon: new products for “new” clients IT TRADITIONAL 41,1% -11,3% -1,4% -3,4% -5,2% PC SR ACCESSORIES SERVER DIGITAL NOTEBOOK MONITOR LCD Revenue Jan-Jun 06 Revenue Jan-Jun 05 % Growth FGH 122% 113,2% Even the retailers that have IT traditional products as core business spread their business towards new digital products: Esprinet directs new products towards “new” clients 25,2% 11,6% DIGITAL PHOTOCAMERAS TV+MONITOR TV NAVIGATORS VIDEOCAMERAS Revenue Jan-Jun 06 Revenue Jan-Jun 05 % Growth Data- June 06, Business Division

    15. 07 Revenue breakdown by product category

    16. Index • The Esprinet Group • The market • In Italy • In Spain • The business model • Esprinet product marketing • The sales force • The customers • In Italy • In Spain • The service division • The logistics • Esprinet Italy • Esprinet Iberica

    17. Esprinet service division

    18. The Services: a new philosophical approach Target: clients that know how to sell services What do we offer: services that they don’t already have How: with ServiceLand, a tool that permits service retailers and producers define services as they really need them, at a low transaction cost, in other words a service that is given when needed at the price that is needed .

    19. Ordine - Fattura Ordine - Fattura Adggfh dddfeed eded Eked e dd edede dedd edd de e d d e eedeeee e Adggfh dddfeed eded The client:the request The Supplier:the offer ServiceLand Esprinet offers services in a new and revolutionary way: SERVICELAND • ServiceLand is a place where offer and demand of ad hoc services are measured and quality is found. • In Serviceland the retailers can both find a large range of services offered (technical pre-post sales and logistics) and they can interact directly with the best suppliers of selected services chosen by Esprinet for their quality and competitiveness. • Each single service is hand made considering the specific needs of the client without the typical additional costs of pre-packaged services.

    20. ServiceLand – The Services Offered On-site installation Data Recovery Workshop repairs (payment) On Site Repairs (payment) Help Desk Post Sales Consulting Public Bid Consulting Personalized Trasportation Documents Maintenance contracts ServiceLand Active Traditional Methos Competency & Configuration Center VUE Certificate Center Delivery to foreign countries Advanced Logistics Parts Replacement Arriving Warrantee Managing (Genesys, Arca, Office) Basilea 2 Consulting Consulting for Pubic Financing Next step ServiceLand now has 21 service suppliers distributed throughout the Italian territory for a total of 2.400 professionals.

    21. Esprinet Campus Choices can be made from technical, certificate, business and personalized courses based on specific needs both in our completely equipped classes in Esprinet or at your own location; furthermore it’s possible to obtain certifications directly in Esprinet. Campus uses qualified teachers, like Esprinet Certified Systems Engineers, capable of answering the most complex questions. Esprinet Campus offers a vast range of training-courses that satisfy every kind of need.

    22. Esprinet Services Esprinet has structured an integrated service offer that covers various areas: • ServiceLand • Campus • Esprifinance • e-webCLUB • Web Services Services for pre-post sales and logistics Training & Vocational Course Financial Services E-commerce development for retailers Web Marketing Services

    23. Esprifinance is the Esprinet division that offers complete financial services to the retailers giving them the possibility to take advantage of special commercial agreements and conditions with the most important financial companies in Italy. The financial services offered support the clients business, spending less time on long and complicated research and understanding of the various financial tools, by creating a simple and safe credit access. Clickbill is the innovative simulator that can be found in the financial service area of our site which gives the retailers a simple and fast way of requesting both estimates and financing.

    24. e-webCLUB is a web partnership program that permits dealers, with a minimal investment, to develop both marketing activities and e-commerce enabling them to become a web-business player. e-webCLUB uses the same Esprinet site so that the end-user can have access to all the information available on our site.

    25. Web services • Sms Communicator • Catalogue Download Service • Editable WebMailing Gold • TXT Delivery Note Service With sms communicator you can use a vast series of services that go from sending sms by web to receiving notification messages on your own portable phone for all normal operations. With this service you can update your e-commerce site with complete and on-time information. Webmailing is not a pre- packaged postal service but can be packaged directly by the client by simply choosing the products and information the they are interested in. You can decide to receive by e-mail, at a chosen address, a TXT file of both delivery notes and invoices.

    26. Index • The Esprinet Group • The market • In Italy • In Spain • The business model • Esprinet product marketing • The sales force • The customers • In Italy • In Spain • The service division • The logistics • Esprinet Italy • Esprinet Iberica

    27. The logistics

    28. in Italy 25,000 sq.m. of warehouse managed directly in Cambiago Since 2007, an additional warehouse (31.000 sq.m.) in Cavenago In Spain 22,000 sq.m. of warehouse managed directly in Zaragoza. Esprinet Group Logistics

    29. The Logistics: Esprinet Italia Cambiago’s warehouse

    30. An efficient logistics model: 2007 snapshots

    31. Logistics in Italy: productivity withdrawal growth Productivity withdrawal Productivity withdrawal

    32. Logistics in Italy: quality in steady growth mood

    33. Our Security System • Security System Cambiago wh: • 62 internal cameras • 16 external cameras • Image filing system covering 30 days (memory – 17 terabytes) • 1 external armed guard H12 (H24 during weekends and bank holidays) • 6 internal guards H16 + 4 at the main entrance • Promenade entrance – airport model (2 metal detectors and 1 x-ray machine) • Security System Cavenago wh: • 140 internal cameras • 9 external cameras • Image filing system covering 7 days (memory – 7 tb) • 20 days from 2008 ( memory – 20 tb) • 1 external armed guard H12 (H24 during weekends and bank holidays) • 5 internal guards H16 + 4 at the main entrance • Promenade entrance – 2 metal detectors