Focus on Russia

Duni is gradually expanding on new geographic markets, such as Eastern Europe and the Middle East. Russia is one of the most promising markets, and Duni has recently opened a new office in Moscow and is working intensively to expand the sales and distribution network.

As early as 16 years ago, Duni opened a sales office in St. Petersburg with its own sales force and distribution center. In 2010, Duni also opened an office in Russia's commercial center, Moscow, with its population of 18 million, in order to cultivate the growing Russian market. New sales personnel were recruited in addition to the already successful sales force in St. Petersburg. The distribution center and support functions have been relocated to Moscow.

There are approximately 21,000 hotels and restaurants in Russia (excluding fast-food chains), 450 million restaurant meals are served each year, and the average bill is approximately EUR 13 per person – as compared with less than EUR 6 per person in Poland and up to EUR 20 per person in northern Europe. The relatively high willingness to spend money on restaurant meals implies great potential for Duni's tabletop product concepts. The fact that there are 120 five-star hotels, as well as 400 four-star and 880 three-star hotels – many of them belonging to international chains – further enhances the attractiveness of the Moscow market.

The successes achieved with Duni's expansion are inspiring. In 2011, sales rose by 18% in St. Petersburg, by 90% in Moscow, and by 23% for the Russian market as a whole. The plan for 2012 is to achieve at least the same rate of growth as in 2011.

Duni's sales model constitutes a key component for creating growth. A knowledgeable sales force is developing relations with customers on the HoReCa markets in Moscow and St. Petersburg, at the same time as the products are sold through cash-and-carries – in total 41 stores around the country – and through retailers in many locations. Duni is also building the brand by selling the product range to selected stores, including GUM, the fanciest and best-known shopping center in Moscow.

• 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

The successes achieved with Duni's expansion are inspiring. In 2011, sales on the Russian market rose by no less than 23%. The plan for 2012 is to achieve at least the same rate of growth as in 2011.