A CHANGING MARKET CREATES NEW OPPORTUNITIES

ITAB’s market position and potential for growth are based on close, long-term collaborations with customers and business partners.

During 2021, the Group’s sales increased by 17 percent compared with the preceding year. Currency-adjusted sales increased by 19 percent, with organic growth accounting for 8 percent and the acquisition of Cefla Retail Solutions contributing 11 percent.

ITAB’s customers include several of Europe’s largest retail chains and brand owners within both the grocery and the specialist trade sectors, including international and national chains and brands. These customers include Albert Heijn, Asda, Axfood, Bricoman, C&A, Carrefour, Celesio, Circle K, Clas Ohlson, Conad, Coop,Costa, Dixon,Dollarstore, Edeka, Elon, Etos, Eurospin, Finiper, H&M, Homebase, ICA, IKEA, John Lewis, Jumbo, Kesko, LeClerc, Leroy Merlin, Lidl, LuLu, Majid Al Futtaim, Metro Group, Morrisons, NorgesGruppen, Pandora, Prisma, Polestar, Real, Rema, Rewe, Rimi,Tesco,Tiger, Uniqlo and Waitrose.

ITAB has competitors in most geographic markets and in several product areas. These competitors include Eden, Expedit, Fagerhult, Hermes-Metal Yudigar (HMY), Kesseböhmer Storebest, Lival,Mago,Modern Expo,NCR,Nitton93, ROL, Ruppel, Tegometall, Umdasch,Van Keulen Interieurbouw,Visplay,Wanzl, Diebold Nixdorf and Fujitsu.

Market by customer category

The customers are divided up according to the sectors within which they operate. The customer groups are Grocery, Home Improvements, Fashion and Other Customer Categories.

Percentages state the proportion of the Group’s sales by customer category.

59%

GROCERY

The Group’s largest customer group mainly comprises food stores. Sales to Grocery increased by 19 percent during 2021, with our operations in Southern and Eastern Europe accounting for most of the increase.

14%

HOME IMPROVEMENTS

The customer group refers primarily to construction, furniture and home furnishings stores. The customer group increased by 18 percent compared with 2020. The increase occurred in Southern and Eastern Europe, while sales in the UK & Ireland and Central Europe declined.

7%

FASHION

This customer group includes stores selling ready-to-wear clothing and shoes, etc. Total sales to Fashion were unchanged in 2021, with increases in Eastern and Southern Europe. Sales declined in the UK & Ireland and Northern Europe.

20%

OTHER CUSTOMER CATEGORIES

Other customer groups include consumer electronics, sport & leisure, pharmacies, fuel stations, offices, brands, industry, cafés and restaurants. Total sales to Other Customer Groups rose 19 percent in 2021, primarily in Southern Europe.

Market by geographic area

Below, the Group’s customers are divided up according to the geographical market in which they operate.These are Northern Europe, Southern Europe, Central Europe, United Kingdom & Ireland, Eastern Europe and Rest of the World.

Percentages state the proportion of the Group’s sales by geographic area.

28%

NORTHERN EUROPE

Northern Europe, which includes the Nordic countries, is ITAB’s largest geographic area, with 28 percent of the Group’s sales. In 2021, sales essentially remained unchanged, with increases in the Grocery customer group, while the sales trend was adversely impacted in other customer groups.

24%

SOUTHERN EUROPE

Following the acquisition of Cefla Retail Solutions in early 2021, Southern Europe is now ITAB’s second-largest geographic area, with 24 percent of the Group’s sales. Southern Europe mainly comprises Italy, France and Spain. Including Cefla Retail Solutions, sales increased by more than 100 percent in 2021.

23%

CENTRAL EUROPE

Central Europe was responsible for 23 percent of the Group’s sales in 2021. This area is made up of Germany, the Netherlands, Belgium, the Czech Republic, Hungary, Switzerland and Austria. Sales increased by 16 percent during the year, with the Fashion and Grocery customer groups accounting for most of the increase.

14%

UNITED KINGDOM K & IRELAND

United Kingdom & Ireland accounted for 14 percent of the Group’s sales in 2021. Sales declined by 9 percent during the year, with Grocery showing increased sales, while other customer groups reported decreased sales.

6%

EASTERN EUROPE

Eastern Europe was responsible for 6 percent of the Group’s sales in 2021, with the Baltic States, Poland and Russia reporting the highest sales. Other countries in this region include Romania, Slovakia, Croatia and Serbia. Sales increased by 27 percent during the year, with the Fashion and Home Improvements customer groups accounting for most of the increase.

5%

REST OF THE WORLD

The Rest of the World geographic area comprises all countries outside of Europe.The countries where ITAB reports the highest sales are USA, China, Argentina and Saudi Arabia. Rest of the World was responsible for 5 percent of the Group’s sales in 2021. Total sales declined by 4 percent during the year, with sales in the Fashion and Home Improvements customer groupsshowing the greatest declines.