The market is becoming increasingly European

How does Obi see its own company’s progress in Italy and how does it assess the competitive situation? At the moment the competitive situation is not so very pronounced in Italy, where only around 10 to 15 per cent of DIY products are currently supplied by large-format stores. Consequently there is still great potential for growth, certainly more in the south than in the north, since there are fewer DIY stores there. In Italy the big chains are currently benefiting from the aftermath of the financial crisis, since more and more small traders are coming under pressure. So our development is making rapid progress, though this might well be slowed down by the Italian bureaucracy, which can at times prove awkward. Our goal is to achieve growth as quickly as possible. Our product offer is getting a very good reception from our customers, it is a European range. However, we will continue to adapt it to local conditions where it makes sense to do so. We are happy with our growth in Italy so far and will continue to make investment there a priority. What are the special features of the DIY market in Italy and how does Obi respond to them? Seen in geographical terms, Italy is very long and narrow, there are very few major cities but many medium-sized and small towns. That demands an appropriate store format – of a medium size and in close proximity to the towns, no big boxes located too far away. That is the strategy that we have successfully pursued in Italy over the last few years, and one that we are still happy with. Regarding the product assortment, the garden and interior decoration departments are success factors because they are particularly important for Italian consumers. The average Italian customer also appreciates sophisticated visual merchandising and outstanding services. How does Obi assess the potential of the Italian DIY market? We believe that the proportion of DIY retailers will double in the next five to seven years. Which means the potential is huge, assuming that this development is not slowed down by bureaucracy. What opportunities does Obi see for Italian suppliers, and where – both in Italy and in Europe? All in all we see the opportunities for Italian suppliers in a positive light. In a number of categories, eg, ceramics, plumbing and plants, there are excellent Italian suppliers who are well enough organised to play a role on a global level in the future. The present economic situation can of course slow this development down, but the…