Customer markets

Duni's products enhance the atmosphere at meals around the world

Duni’s customers consist primarily of restaurants, hotels and catering firms, as well as the grocery retail trade and a number of global manufacturers of hygiene products.

Duni’s sales are focused on table top concepts with matching collections of tablecoverings, napkins and candles. Duni also operates within the growing take-away market and offers packaging solutions for that market. The business is focused primarily on three customer markets, which have also influenced the organizational structure of Duni’s business areas, namely Professional, Retail and Tissue. In 2011, these markets accounted for 73%, 16%, and 11% respectively of Duni’s net sales.

Professional

Duni’s end customers are mainly restaurants, hotels and catering firms. It is estimated that there are more than 200,000 end customers in Europe, to whom sales take place through wholesalers and cash-and-carry stores. Direct sales take place to a limited extent.

Restaurants

The restaurant industry is very fragmented, but there are some chains, often with well-defined business concepts. Within the restaurant industry there is a trend towards a clearer segmentation, with strategies focused on quality, lifestyle and price level constituting the basis for the business and dictating its focus. Restaurants on higher quality and price levels account for the overwhelming majority of purchases of Duni’s premium products, i.e. higher quality products, often deep dyed or with color print. Take-away is a rapidly expanding segment within the restaurant industry, and one on which Duni develops products in close cooperation with its customers.

Hotels

The hotel industry is less fragmented than the restaurant industry. Hotel operations – usually with integrated restaurant operations – are often conducted in chains with centralized purchasing. Hotels on higher quality and price levels account for the overwhelming majority of purchases of Duni’s premium products.

Catering

In addition to catering, the larger firms in the catering industry also offer and operate commercial kitchens within both the private and public sector. Within the areas of contract catering and concession catering, the market is dominated by a small number of large companies with international operations. In addition, there are a very large number of smaller companies.

Retail

Customers are mainly grocery retail chains, but also other channels such as specialty stores.

Grocery retail trade

The European grocery retail trade is concentrated on a small number of large companies in each country, such as Tesco (the UK), Aldi (Germany), Carrefour (France), and ICA (Sweden). The larger companies have centralized purchasing and some have joined forces in international purchasing associations.

Other

Other customers within Retail consist of pharmacies, various specialty stores, gardening outlets and home furnishing stores.

Tissue

Most of Duni’s production of air laid tissue, commonly referred to only as airlaid, is sold externally as an input material to manufacturers of hygiene products for the consumer market. Customers within this category are often global companies with their own organizations for product development, manufacturing and distribution. Duni’s production of wet laid tissue, commonly referred to as tissue, is mainly used internally and meets Duni’s own needs for the manufacture of table top products.

• This is Duni
• The year in brief
• CEO statement
• Operations
  • Customer markets
    • Focus on Russia
    • Focus on Italy
  • Product markets
  • Financial targets and strategy
  • Market size and structure
  • Market trends
• Business areas
• Employees
• Corporate social responsibility
• The share

Duniletto^® – a smart, folded napkin which saves time for the restauranteur when catering larger events or in the case of a large turnover. It's also perfect outdoors since it won't fly away!