Organic growth
Continued roll-out of Duni’s unique way to market
Duni is operating in an attractive niche market that is showing stable growth in Central and Northern Europe with higher growth rates being achieved in Southern and Eastern Europe. Duni, with a focus on the premium segment within the professional market (hotels, restaurants, and catering companies), has proven that in markets where it has critical mass, margins generated are attractive.
Unique way to market
Duni has the largest field sales force in the industry consisting of 245 full time equivalents constituting the basis for its unique way to market. Duni is the only company in Europe that with a sizeable sales force directly approach the end-customers in the professional sector. The Company’s sales force has over hundred thousands of long standing customer relationships. The direct end-customer relationship is a key asset for Duni as it allows Duni to give advice to customers’ with regards to purchasing decisions, allowing Duni’s customers to focus more on product quality and features. Close relations with customers further allows the Company to be sensitive to changing trends in the market, allowing for effective product development and more effective new product launches.
Duni focuses on best practice benchmarking and alignment of sales strategies across the organization. In the Professional market area the focus is to continue the work with “linen conversion” - customers substituting linen for disposable products and “upgrade to premium”. In the Retail market area, Duni is applying a category management approach focusing on brand differentiation to reverse the negative trend of category decline within grocery retail.