sain t-gobain annu al report 2008 annual report

Building
Distribution
16
Saint-Gobain’s Building Distribution Sector is Europe’s leading
distributor of building materials and the world’s leading
distributor of ceramic tiles (1) , serving the building, renovation
and interior decoration markets. Its customers include builders,
architects, interior decorators and DIY enthusiasts.
Since it was founded in 1996, the Sector has expanded rapidly
through a combination of organic and external growth. The
acquisition process began in France, with Point.P and Lapeyre,
and continued in the United Kingdom, with Jewson and
Graham, Germany, the Netherlands and Eastern Europe, with
Raab Karcher, the Nordic countries with Dahl and Optimera,
and the United States, where the acquisition of Norandex has
taken the business to a new level. In 2008, the Sector
continued to consolidate its network through bolt-on
acquisitions and by opening new sales outlets, while also
extending its geographic footprint with the acquisition of DLH
in Denmark and Famar Desi in the Baltic countries.
A unique European network
With over 4,200 outlets in 27 countries, the Building
Distribution Sector boasts a unique European network.
Its success is rooted in the diversity and strategic fit of its
banners. Each of these has its own specific features
and market position, whether geared to building professionals
or DIY enthusiasts, contributing to the marketing strength
of the network as a whole while meeting the needs of local
markets. This organization creates a strong growth dynamic
by promoting the development of a particularly abundant
product offer that is tailored to the various customer profiles
and reflects their needs and expectations in terms of products,
services, styles and trends.
French market leader (1) Point.P primarily targets building
professionals through a highly decentralized structure.
Its network of 1,820 outlets is organized around general
and specialist banners. For example, Point.P Matériaux
de Construction is a traditional builders’ merchant, while
Cedeo, Dupont Sanitaire Chauffage and Sem Angles
specialize in plumbing and HVAC supplies, SFIC is an insulation
and interior fittings merchant, Asturienne is a roofing
merchant, Point.P Travaux Publics serves the public works
market, Dubois Matériaux is a timber and insulation merchant,
and Pum Plastiques sells plastic pipes and related products
for water and wastewater networks. Together, Point.P and
its various banners cover all segments of the building
and renovation markets in France.
Lapeyre specializes in home improvements, covering four
main product areas: fitted kitchens, fitted bathrooms,
interior building solutions, and external joinery. It primarily
serves the DIY market. In addition to an extensive presence
in France, Lapeyre also has operations in Belgium and
Switzerland, as well as in Brazil under the Telhanorte banner
and in Argentina under the Barugel banner. In all, the network
comprises a total of 192 stores with showroom areas of up
to 4,000 sq.m.
In the United Kingdom and Ireland, the Sector is the second
largest building materials distributor (1) , with a network of over
930 outlets split between general and specialized banners.
The two main banners are Jewson, a builders’ merchant,
and Graham, a plumbers’ merchant. Both are currently
expanding their positions by acquiring existing stores
and opening new ones.
Raab Karcher is the leading builders’ merchant in Germany,
Hungary and the Czech Republic (1) . and it is also present
in the Netherlands and Poland. In 2008, the Sector expanded
its presence in Eastern Germany with the acquisition of
Sporkenbach, and in the interior fittings market by acquiring
BR Holding. Over 480 sales outlets now operate under the
Raab Karcher banner.
Dahl is the foremost distributor (1) of plumbing and heating
products in the Nordic countries, with a network of over
310 sales outlets spanning Sweden, Denmark, Norway,
Saint-Gobain - 2008 Annual Report
(1)
Source Saint-Gobain.