Compudirect Presentation - official DELL.com distributor & Russian partner, PPE Group (Compudirect) managed by Matthieu Dejardins

http://www.linkedin.com/in/mdejardins DELL & CompuDirect.ru relation Prepared by Matthieu Déjardins Managing Director Confidential Matthieu Dejardins http://www. dejardins.com http://www.linkedin.com/ in/mdejardins DELL EDB Geographical Coverage vs. EMEA Dell’s European Distribution Business (EDB) works with partners in the Emerging Markets of Russia, Eastern Europe, Mediterranean , the Middle East and Africa EMEA: 103 countries 21 Direct (9 ex-indirect) 77 Indirect 5 Prohibited countries 122 Distributors April 2005 Matthieu Dejardins 2 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Russian Market Q1’05 assumptions 2% 10% 88% Other Tier 1: HPQ, IBM, Fujitsu Siemens, Toshiba, Acer Key facts: Local Brand DELL Other Tier 1 - White box dominates across all form factors with 88.5 % of the total market - Dell will only represents around 1.5 % of the market vs. 1 % last quarter April 2005 Matthieu Dejardins 3 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Q4'03 Q4'04 Share Units Share Growth y/y Growth Gap Units by Formfactor – Russia IDC Q4'04 Finals SV DT Dell HP IBM FSC ACER Toshiba White Box Total Units 4,900 36,338 13,000 8,829 620 1,137,358 1,201,045 Q4'03 0.4% 3.0% 1.1% 0.7% 0.1% 0.0% 94.7% 6,810 36,249 12,810 2,595 8,349 1,446,589 1,513,402 Q4'04 0.4% 39.0% 13.0% 2.4% -0.2% -26.3% 0.8% -1.5% -27.5% 0.2% -70.6% -96.6% 0.6% 1246.6% 1220.6% 0.0% #DIV/0! #DIV/0! 95.6% 27.2% 1.2% 26.0% Growth Share y/y Growth Gap 100% NB 80 60 DT NB Dell HP IBM FSC ACER Toshiba White Box Total Units Share Units 6,110 8,992 3,750 5,445 3,414 9,884 52,873 90,468 Q4'03 6.8% 9.9% 4.1% 6.0% 3.8% 10.9% 58.4% 10,950 13,259 5,912 10,655 21,254 15,908 163,159 241,097 Q4'04 4.5% 5.5% 2.5% 4.4% 8.8% 6.6% 67.7% 79.2% -87.3% 47.5% -119.0% 57.7% -108.8% 95.7% -70.8% 522.6% 356.1% 60.9% -105.6% 208.6% 42.1% 166.5% Growth Growth Gap 40 Market 20 SV Dell HP IBM FSC ACER Toshiba White Box Total Units Share Units Share y/y 0 410 6,533 2,738 182 126 15,028 25,017 Q4'03 1.6% 26.1% 10.9% 0.7% 0.5% 0.0% 60.1% 450 6,831 3,597 193 100 17,414 28,585 Q4'04 1.6% 23.9% 12.6% 0.7% 0.3% 0.0% 60.9% 9.8% -4.5% 4.6% -9.7% 31.4% 17.1% 6.0% -8.2% -20.6% -34.9% #DIV/0! #DIV/0! 15.9% 1.6% 14.3% Growth Growth Gap Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 SV 100% 80 NB All Dell HP IBM FSC ACER Toshiba White Box Total Units Share Units Share y/y 60 11,420 51,863 19,488 14,456 4,160 9,884 1,205,259 1,316,530 0.9% 3.9% 1.5% 1.1% 0.3% 0.8% 91.5% 18,210 56,339 22,319 13,443 29,703 15,908 1,627,162 1,783,084 1.0% 3.2% 1.3% 0.8% 1.7% 0.9% 91.3% 59.5% 8.6% 14.5% -7.0% 614.0% 60.9% 35.0% 35.4% 24.0% -26.8% -20.9% -42.4% 578.6% 25.5% -0.4% 40 Dell DT 20 Key facts: - Dell is not well represented on the “desktop 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 market” with only 43 % mix on a segment that represents Matthieu Dejardins April 2005 91 % of total market = OPPORTUNITY 4 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Desktop Market - Russia IDC Q4'04 Finals Whitebox vs Tier 1 Suppliers 100% Tier 1 Vendor 80 Key facts: - Penetration is decreasing for Tier 1 suppliers White Box 60 - Potential increase of the market is coming from 40 LCA and Home markets 20 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 Market Segments 100% PUB q/q Growth y/y Growth 50.0% 30.9% 22.5% 100.9% 80 LC 60 SMB 17.4% 5.6% 40 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 Home 20 49.2% 59.3% April 2005 Matthieu Dejardins 5 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins 5% Desktop Vendor Share- Russia IDC Q4'04 Finals q/q Growth y/y Growth Key facts: Market Share 4 - Tier 1 Desktop market is decreasing, except for DELL and Fujitsu-Siemens 3 HP 2 IBM ACER Dell FSC -45.9% 12.7% 68.6% 38.0% -1.5% 1,246.6% 39.0% -70.6% 10.8% -0.2% 1 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 April 2005 Note: Only covers Tier Matthieu Dejardins 1 Vendors, not White Box Vendors 6 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Notebook Market - Russia IDC Q4'04 Finals Whitebox vs Tier 1 Suppliers 100% 80 White Box 60 Tier 1 Vendor 40 20 Key facts: - Whitebox are very active on the notebook 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 Market Segments 100% q/q Growth y/y Growth PUB LC market and are gaining market share on Tier1 brands. - SMB and Home are the fastest growing 59.5% 39.7% 140.1% 87.0% segments for notebooks. Public Administration as well. 80 60 SMB 66.0% 149.7% 40 20 Home 77.4% 257.6% 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 April 2005 Matthieu Dejardins 7 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins 20% Notebook Vendor Share- Russia IDC Q4'04 Finals q/q Growth y/y Growth Market Share Key facts: 15 - Notebooks are growing fast in Russia, but Dell has experienced a share drop in the last few quarters that should be compensated by next quarter sales (15,000 units sold). 10 ACER HP Dell FSC IBM TOSHIBA 48.8% 25.1% 223.0% 55.5% 14.4% 26.5% 522.6% 47.5% 79.2% 95.7% 57.7% 22.9% 5 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 April 2005 Note: Only covers Tier Matthieu Dejardins 1 Vendors, not White Box Vendors 8 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Server Market - Russia IDC Q4'04 Finals Whitebox vs Tier 1 Suppliers 80 Tier 1 Vendor 100% 60 40 White Box Key facts: - Tier 1 is slowly winning some market shares. 20 0 - SMB is the only segment of growth = Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 OPPORTUNITY Market Segments 100% PUB q/q Growth y/y Growth 22% 19% LC -19% 2% 80 60 40 SMB 33% 32% 20 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 April 2005 Matthieu Dejardins 9 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins 40% Server Vendor Share- Russia IDC Q4'04 Finals q/q Growth y/y Growth Key facts: Market Share 30 - Huge increase for IBM, good one for DELL and considerable loss of market share for Acer. HP 20 IBM 10 Dell FSC Acer 28.2% 4.6% 5.1% 181.3% -35.2% -86.0% 31.4% 9.8% 6.0% -20.6% 0 Q2'02 Q3'02 Q4'02 Q1'03 Q1'03 Q3'03 Q4'03 Q1'04 Q2'04 Q3'04 Q4'04 April 2005 Note: Only covers Tier Matthieu Dejardins 1 Vendors, not White Box Vendors 10 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins RF Internet Market PCs & Adult Internet Users as % 6 0 .0 0 % 2 5 .0 0 % PCs (% of Adults) 5 0 .0 0 % Adult Internet Users (% of Adults) 2 0 .0 0 % 4 0 .0 0 % 15 .0 0 % 3 0 .0 0 % 10 .0 0 % 2 0 .0 0 % 5 .0 0 % 10 .0 0 % 0 .0 0 % 19 9 8 19 9 9 2000 2001 2002 2003 2004 2005F 2006F 2007F 2008F 2009F 0 .0 0 % April 2005 Source: Intel Matthieu Dejardins 11 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins RF Internet Market RF Internet Usage 9,000,000 Moscow Users 8,000,000 St.Pete Users Total Regional Users 7,000,000 6,000,000 5,000,000 4,000,000 3,000,000 2,000,000 1,000,000 0 1998 1999 2000 2001 2002 2003 12 2004 2005F 2006F 2007F 2008F 2009F April 2005 Source: Intel Matthieu Dejardins http://www. dejardins.com http://www.linkedin.com/ in/mdejardins RF Internet Market Retail Sales (% of GDP) 2009F 2008F 2007F 2006F 2005F 2004 2003 2002 2001 2000 1999 1998 0% 10% 20% 30% 40% 50% 13 60% 70% 80% 90% 100% April 2005 Source: Intel Matthieu Dejardins http://www. dejardins.com http://www.linkedin.com/ in/mdejardins RF Internet Market Retail e-Commerce 1.00% 0.90% 0.80% Retail e-Commerce (% of GDP) Retail e-Commerce (% of Retail Sales) 0.70% 0.60% 0.50% 0.40% 0.30% 0.20% 0.10% 0.00% 1998 1999 2000 2001 2002 2003 2004 2005F 2006F 2007F 2008F 2009F April 2005 Source: Intel Matthieu Dejardins 14 http://www. dejardins.com http://www.linkedin.com/ in/mdejardins RF Internet Market Russian e-Commerce Retail Market $2,500 Retail e-Commerce (US$M) Adult Internet Users 16 14 12 10 8 Millions $2,000 $1,500 US$M $1,000 6 4 $500 2 $1998 1999 2000 2001 2002 2003 15 0 2004 2005F 2006F 2007F 2008F 2009F April 2005 Matthieu Dejardins http://www. dejardins.com http://www.linkedin.com/ in/mdejardins Mapping of DELL EDB partners DELL DELL System Croc Trinity Merlion R Compudirect R Gov/LCA GS SMB Home April 2005 Matthieu Dejardins 16 http://www. dejardins.com