Pia_a FMCG Regional Summit 7-9 May 2008, Eforie Nord

Looking at Bulgaria:
Modern retail vs. traditional retail; international channels vs. regional channels; the experience of a local retailer; the development strategy on a market invaded by large international retail groups.

Stefan Kossev

PICCADILLY TODAY
• 11 stores • 1800 employees • 2007 Turnover Euro 110 million

BULGARIA
Vidin Dobrich

Lovech

Pernik

Pazardjik

Sandanski

Population – 7.6 million. GDP – Euro 27.5 billion / Euro 3600 per capita Growth – 6.4 %

DELTA HOLDING

18.000 1.71 BN EUR
TURNOVER

EMPLOYEES

2007

Ukraine grupa Moldova

PLANNED REGIONAL IN BULGAR EXPANSION 2007 - 2012 Romania I A Croatia
Bosnia Herzegovina Montenegro Macedonia Albania Bulgaria

Bulgarian perspective

OVERVIEW
• What does Bulgarian Retail Market mean? • Do we know all about the Bulgarian business environment? • Is it a distorted view of the actual situation? • Significant renewal of interest - opportunity and potential. Still an emerging market. • Sustainable growth – commitment to structural reforms and sound macroeconomic policies. Rapid growth in private business activity • At what stage are we now? • Should be optimistic?

Bulgarian Retail Industry Overview
• Relatively small and highly fragmented market • Steady GDP growth rate of more than 6 %. Property prices and rent levels growth • Major multinationals and foreign retailers are present and more are expected to enter, but still have limited market coverage • Level of retail saturation • Competition is intensifying. Pressure on margins • Store format diversity, new concepts, modern retailing (Shopping Malls, Retail parks and hypermarkets • Labour cost increase, shortage of unskilled workforce

Understanding the Local Business Environment
• Unreliable official data: unemployment, disposable income, etc. • Differences in business environment and development are probably greater than the similarities in