Sales results
Sales in the 4th quarter amounted to PLN 29 million and equaled the plan. Sales of the Access&Security products reached 106% of the plan for Q4 (80% of the plan for the whole year). Sales of the High Availability products reached 146% of the plan for Q4 (136% of the plan for the whole year), and sales of the Servers&Storage products reached 95% of the plan for Q4 (78% of the plan for the whole year). 66% of the services sales plan for Q4, and 178% of the services sales plan for the whole year have been accomplished.
Vertical markets
In the 4th quarter of 2004 (as compared to the 4th quarter of 2003), an 18% increase of sales in the finance sector has been observed; equally a 42% increase of sales in the enterprise sector, and a 28% increase of sales in the education sector. At the same time, a decrease of sales in the telecommunications and government sectors have been noted. The decrease was mainly due to low hardware sales in the Named Accounts sector.
New products
The share of new products sales (in the DNS Polska offer from January 1, 2003) in total sales in the 4th quarter of 2004 amounted to over 20% and was higher by 12.5 percentage points, as compared to the corresponding period of the previous year. At the same time, the sales of new products in absolute values rose by 71% in comparison to Q4 of 2003.
The EMM market
In EMM (Enterprise & Mid Market) market — a key market for DNS Polska — a 39% increase of sales has been observed as compared to the 4th quarter of the previous year (in the same period, sales in the NA sector fell by 50%). An increase in hardware sales reached 32%, and in software sales 61%. The services sales decreased by 9% compared to the 4th quarter of 2003. Sales in the industry, trade and services subsector of the EMM segment increased by 54% as compared to the 4th quarter of 2003, while sales in the EMM banking subsector increased by as much as 257%. Sales plans for systems provided by Sun Microsystems for the EMM market have been accomplished in 100%.
Client portfolio
The client retention ratio in the 4th quarter of 2004 reached 95%. We did therefore not manage in 2004 to retain all clients won in the 4th quarter of 2003. The same ratio related to the 3rd quarter of 2004 reached 130%, meaning that in the 4th quarter we managed to win new clients, which is a typical phenomenon considering the seasonal character of sales.
Quality of services
In response to
customer satisfaction surveys, the 4th quarter was a period of further amelioration in the quality of logistic and marketing services offered by DNS Polska.
| Category | Q1 | Q2 | Q3 | Q4 |
| Shipments on time (% of total) | 75 | 95 | 95 | 99 |
| Average shipment time (days) | 19 | 19 | 18 | 16 |
| Immediate shipments (pcs.) | 129 | 119 | 97 | 137 |
| Number of leads generated for Partners (pcs.) | 0 | 24 | 17 | 59 |
Other events
DNS Polska has signed new distribution agreements with
VMWare, a company providing x86 server consolidation software.