Annual Financial Statement P&I Personal & Informatik AG April 1 ...

P&I Personal & Informatik Combined Management Report (Group and Cooperation)
industry as an important growth engine with strategic significance within a modern
economy and as a core component for digitalising the economy.
Due to the increasing digitalisation of companies and business, in the future the
software will be an integrated, maybe even dominant, component that ensures
flexible and agile company communication processes. The digital company of
tomorrow will run all of their routine work automatically, in order to be able to
concentrate on strategic matters.
Above all, we must implement a completely new dimension of changes in the years to
come, even though we operate successfully in the market today. Software
manufacturers, service providers and co-operation partners must prepare themselves
now for a fundamental change in the requirements regarding mobility in the future, as
the software industry stands at the forefront of rapid development in all the
information technology used by all the customer groups. Nothing runs anymore
without computer programs, whether it is in private households or in companies.
Automobiles, coffee machines, production lines and even marketing can no longer
function without software. All of the major providers are investing millions of dollars in
the development of new programs or in the all-encompassing consulting and support
of their customers in order to be able to cope with the changed demands in the future.
Naturally, these developments affect our trading. Software manufacturers must
redevelop their on-demand software from the ground up, as this hinges on the way
that this software will be distributed. This means that key functions will have to be
created for specific business processes and not distributed for a wide range of
functions. The new software world will also affect the relationship between the
manufacturer and the customer. The customer will need much faster and more
flexible software services that are easy to implement and test when working in ondemand
mode and this will therefore reduce the barriers between the provider and
the user. We want to get even closer to the customer in the future, so that we can
provide him with the functions that he wants and get to know even quicker, whether
and how he received it.
We are planning on slight overall sales growth and a steady EBIT margin for the P&I
Group and P&I AG in fiscal 2011/2012 as compared to the past year under review.
We are planning for sales growth in the order of 16 – 17 million euros in the licensing
sector and we have identified four important sources for licensing sales:
- New customer business
- Migration sales of our P&I LOGA comprehensive HR software solution arising
from customers won as a result of acquisitions
- Business with existing customers through on-demand products
- Partial sales arising from a major project, will be realised under the PoC
method (sales realisation according to the degree of completion).
We are aiming for annual sales at the previous year's level in the Consulting area.
Our solid customer base has enabled the P&I Group to generate more than 38 per
cent of sales through recurring maintenance services. We see an organic growth
potential of 6 per cent here. It should be taken into account here that growth
generated from licensing sales realised from customers who migrated to P&I LOGA
from an acquired old product at their cost during the previous fiscal year, will not
generate any additional maintenance sales in the following year. This will merely
result in an existing maintenance contract from an acquired “Old product“ being
converted to a P&I LOGA maintenance contract. The P&I Group will therefore secure
recurring maintenance sales as part of the Group’s future.
34