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2013 GTDC Legal Meeting- at EVS

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Andrea Salanco

on 7 June 2013

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Transcript of 2013 GTDC Legal Meeting- at EVS

Smartphone Tablet Laptop 4-Device
World Distribution Industry Financial Performance Market Trends & Trend Setters The New World of
Tech Distribution WELCOME Thursday, June 13 2013 European Vendor Summit Today's Agenda 9:00 a.m. Summit Kickoff: Welcome and Opening Remarks Rick Hamada, CEO of Avnet and Chairman of the GTDC 9:10 a.m. Presentation: "The State of Tech Distribution" Tim Curran, CEO, GTDC 10:45 a.m. Distributor Panel: Economic Power Shifts Moderator: Alex Tatham Panelists: Vincenzo Baggio
Jeremy Butt
Alessandro Cattani
Michael Urban
Jesper Trolle
Graeme Watt 2
0
1
3 $130 BILLION+ in member sales worldwide 187 COUNTRIES Serving 95% of the world: Databases & Research Executive
Conferences Issues
Analysis Issues
Analysis GLOBAL Focus Areas Executive Conferences Executive Conferences + + Executive
Conferences New York May 2 Issues Analysis & Recommendations Issues Analysis & Recommendations FCPA Regulations
Transportation Costs
Credit Management
Services Delivery
Phishing Scams Databases & Research NORTH AMERICA EUROPE Tracking the tech distribution industry ...
from category leaders to "Rising Stars" Databases & Research Tim Curran Today's Agenda
(Continued) 11:30 a.m. Special Presentation on the Cloud Tiffani Bova
Vice President, Sales Strategies & Channel Managementt
Gartner 12:15 p.m. Rising Star Awards 12:45 p.m. Structured Networking and Luncheon GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT Miami April 9 - 10 Vendors Distributors Resellers End Users Tech Distribution THEN... D O S Networked
Multivendor
Solutions PC Revolution "Bolted to the Desktop" 1980s 2000s Web
ESD
Direct 1990s 2010s ...and NOW! Pick/Pack/Ship Operations, scale Credit, account management Technical expertise
Vertical sales/professional services
Partner enablement & development
Analytics-based marketing
Training & education
Partner practice consulting VENDORS &
MANUFACTURING VENDORS &
MANUFACTURING END USERS CHANNEL
PARTNERS CHANNEL
PARTNERS DISTRIBUTORS = END-TO-END SUPPLY-CHAIN LEADERS DISTRIBUTORS = END-TO-END SUPPLY-CHAIN LEADERS END USERS TV EMS/ODM Semiconductors
& Components Software OEM Peripherals
& Subsystems Government
Resellers Direct
Marketers VARs & Vertical Markets Retailers &
eTailers Government
& Education Fortune
1000 SMB Consumer GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT Distribution's Demise Then... Distribution's Demise Now? "The Internet has spawned many myths, perhaps the greatest of which is disintermediation." Michael Hammer
July 10, 2000 US GTDC members process 300 million software license seats per year. Decline of the PC
Cloud
Stability of distribution Surpassing all-time high reached in 2008 by more than $10 BILLION in 2012! Note: Vendor sales exclude service revenue. Vendors include CSCO, EMC, IBM, HPQ, and MSFT. 2011 2012 2010 SOLUTIONS Distributors outperforming vendors due to comprehensive mix Distributor sales include: ARW/AVT (excluding Semi sales), IM, SCSC, SNX, TECD and Westcon. Down nearly 14% from 10 years ago 2009 2008 Distributor sales include: ARW/AVT (excluding Semi sales), IM, SCSC, SNX, TECD and Westcon. Fond Farewells Fond Farewells "The Weakness of the
PC market will mean weakness in distribution." Distribution delivers... COMPLETE SOLUTIONS ENABLEMENT EDUCATION COMPLETE SOLUTIONS ENABLEMENT EDUCATION Chris Bradley
Sr. Business Technology Consultant
ProTech Systems Group "Consolidated billing is a MAJOR benefit to the Cloud Marketplace." Distributor Panel 11:50 a.m.– 12:35 p.m. Cloud Services:
“What’s Distribution
Got to Do With It?” "Industry downturn and foreign economic woes have impacted stability of distribution." Gross margin ticked up 10 basis points year over year to 8.5% despite competitive pricing pressure in the semiconductor industry, which comprises a portion of the aggregate gross margin calculation. Operating expenses as a percentage of sales increased from 5.8% to 6.1% in 2012 due to the acquisitions of businesses with higher operating cost structures. Cost synergies are expected but have been delayed more than expected, especially in Europe. Note: Restructuring charges excluded. Operating margin declined 40 basis points to 2.2% in 2012 due to the aforementioned cost synergy delays from acquisition revenue. Excludes restructuring charges. Working capital velocity declined for both vendors and distributors in 2012 but less so for distributors on a percentage-decrease basis Presentation 11:20 – 11:50 a.m. Reading the Tea Leaves
Tiffani Bova
VP Sales Strategies & Channel Mgmt.
Gartner pre- and post-sales support calls

integration orders

in channel credit

vendors selling in distribution 3 Million 400,000 $12 Billion 500+ Annual Advantages DMR: 5.4%
SMB: 12%
eCommerce: 12.3% OEM: 2.6% Q1 Year-Over-Year Growth Rates: Source: GTDC Industry Research Source: GTDC Industry Research Source: GTDC Industry Research Source: GTDC Industry Research Source: GTDC Industry Research Source: GTDC Industry Research Source: NPD Distributor Track Source: NPD Distributor Track 18% 8% 11% 31% DMR: 5.4%
SMB: 12%
eCommerce: 12.3% OEM: 2.6% Chairman's Welcome! Rick Hamada CEO of Avnet Inc. and Chairman of the GTDC 2013 European Vendor Summit Q1 YoY Growth: Notebooks Desktops
Tablets 2.7%
11.7%
29.9% 3.2% gtdc.org/research.php Note: 5 weeks in Jan 2013 Break 10:30 a.m. Mobilizing
in New
Directions Mobilizing
in New
Directions Distribution Leaders

Top Vendor Channel Execs

Independent Experts Costs of IT Distribution
Understanding the Technology Distribution Business
Redefining Distributor Value
Database Summaries and Links
About the GTDC Moving Up the Message! Thumb Drive Overview CEO, Global Technology Distribution Council INSIDE Distribution Technology GTDC update Distribution industry financial performance Market trends and trend setters GTDC Legal Meeting Mobilizing in New Directions Databases
& Research Databases
& Research Find the Right
Rhythm Manage with inventory, receivables
and payables top of mind Know your winners and losers from traffic builders and sleepers Understand, adopt and advance partnership "sustainability measures" Avoid the Shin Splints Know the Bright Spots Director, Sales and Marketing, Westcoast Senior Vice President, Ingram Micro
Executive Vice President EMEA, Westcon
CEO, Esprinet
SVP Broadline, Tech Data Europe
Vice President Sales EMEA, Arrow ECS
President Europe, Avnet Investor Insight 365 Investor Insight 365 Focused on buy- and sell-side financial analysts

THE source for tech distribution facts

Supporting investor interests year-round! Investor
Relations Investor
Relations Newport Beach Sept. 10-11 Held Steady at 8.5% GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT THANK YOU! Mar Week 5 2013
Rev % CH Prev Yr: -4.5%
13 Wk Rev % CH Pr Yr: 6.2%
13 Wk Trend $: 869M
Revenues: 1,605M Apr Week 4 2013
Rev % CH Prev Yr: 3.5%
13 Wk Rev % CH Prev Yr: 3.4%
13 Wk Trend $: 877M
Revenues: 1,071M June Week 5 2012
Rev % CH Pr Yr 10.6%
13 Wk Rev % CH Pr Yr: 3.3%
13 Wk Trend $: 896M
Revenues: 1,833M May Week 2 2013
Rev % CH Pr Yr: 3.8%
13 Wk Rev % CH Pr Yr: 1.9%
13 Wk Trend $: 874M
Revenues: 766M Sept Week 5 2012
Rev % CH Pr Yr: 2.6%
13 Wk Rev % CH Pr Yr: 0.4%
13 Wk Trend $: 892M
Revenues: 1,736M Dec Week 5 2012
Rev % CH Prev Yr: -12.1%
13 Wk Rev % CH Prev Yr: 2.0%
13 Wk Trend $: 971M
Revenues: 1,428M Revenue "Zero
Growth" Line Revenue "Zero
Growth" Line Revenue "Zero
Growth" Line Supply Chain Infographic
GTDC Diploma
Tech Distribution's Role in the Cloud
Tim Curran's "State of Tech Distribution" presentation NEW Materials Additional Reports & References Breadth of product offerings
Strategically located logistics centers
Increased speed to market
Value-added services (support, integration, etc.)
Reduced investment/inventory risk
Scalable based on demand fluctuations DMR Keynote Commentary: AVOID variable cost discounts by major brands AVOID Ts&Cs that disregard fundamental differences in product segments and respective channels AVOID continuous changes to "pay for results" programs Germany Units vs. ASPs: Year-Over-Year % Change / Q1 2013 UK & Ireland Units vs. ASPs: Year-Over-Year % Change / Q1 2013 Italy Units vs. ASPs: Year-Over-Year % Change / Q1 2013 Spain Units vs ASPs: Year-Over-Year % Change / Q1 2013 Poland Units vs. ASPs: Year-Over-Year % Change / Q1 2013 GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GTDC Member SPOTLIGHT GROWING GLOBALLY GROWING GLOBALLY GTDC Member SPOTLIGHT European Countries Units vs. ASPs: Year-Over-Year % Change / Q1 2013 Revenue "Zero Growth" Line Revenue "Zero Growth" Line Revenue "Zero Growth" Line Revenue "Zero Growth" Line Revenue "Zero Growth" Line
(Adjusted Axis) Revenue "Zero Growth" Line Take note... Germany & UK/Ireland SMB lower than other countries, Corp Reseller higher Take note... Multiretailer & telco business is bigger in Poland, Czech Republic and Spain Turn turbulent times into... Turn turbulent times into...
"Transient Advantage" "Transient Advantage" Presentation: The Future of the European Union & Euro 9:50 a.m. Sam Wilkin, Head of Business Research, Oxford Economics Product Categories in Europe Units vs. ASPs: Year-Over-Year % Change / Q1 2013 Revenue "Zero Growth" Line "Companies in high-velocity industries must learn to cycle rapidly through the stages of competitive advantage. They need the capacity to develop and manage a pipeline of initiatives since many will be short lived." GTDC Member SPOTLIGHT KEN LAMNECK
President and Chief Executive Officer GTDC Member SPOTLIGHT Week#: Mar Week 5
Year of Year: 2013
Rev % CH Pr Yr: -1.8%
13 Week % CH Pr Yr Rev: 5.9%
Rev - 13 Week Trend: 860M
Euros: 1,286M Week#: May Week 4
Year of Year: 2013
Rev % CH Pr Yr: -11.6%
13 Week % CH Pr Yr Rev: 1.0%
Rev - 13 Week Trend: 788M
Euros: 696M
Full transcript