Q1 2023 at TIM Capital Group: the second best sales quarter in TIM’s 35-year history [PRESENTATION]
TIM Capital Group’s sales revenue after the first three months of 2023 amounted to PLN 379.3 million (-7.5% year-on-year), while TIM SA’s sales revenue amounted to PLN 363.4 million (-7.6% year-on-year). More than 13.5% of TIM’s sales revenue came in Q1 2023 from new customers, i.e. those acquired in the last two years (from Q2 2021).
Although March 2023 proved to be TIM’s second best sales month ever, the base in the form of Q1 2022 proved impossible to match or improve upon. The first three months of last year were not only marked by increased demand due to fears of supply chains being broken due to Russia’s invasion of Ukraine, but also the last moments of the more favourable rules of the “Mój Prąd” programme, which significantly increased demand for photovoltaic installation products.
“In the first quarter of 2023, sales of products in the renewables category were almost 60% lower than a year earlier. However, we are looking at this segment from the perspective of the inevitability of the energy transformation, which is why we continue to expand our product range in the field of renewable energy sources, as well as invest in the competence of our sales force,” says Piotr Nosal, member of the Management Board and commercial director of TIM SA.
Increasing importance of new customers
2022 was the first year in the entire history of TIM in which – in accordance with the new TIM development strategy presented in May 2022 – the professional segment, i.e. “Installer”, accounted for the largest share of sales revenue. This trend also continued in Q1 2023 – this group was the source of 42.1% of revenue, while the “Vendor/wholesaler” group came second (36.7%). However, both segments recorded declines in Q1 2023 in sales compared to the same period in 2022, which is largely blamed on the deteriorating construction market. In this context, the acquisition of new customers becomes particularly important.
“According to our classification, a new customer means a customer with whom we established cooperation in the last two years, i.e. from the second quarter of 2021 onwards. In addition to our increasingly broad product range, it is sales to new customers that represent a significant competitive advantage for TIM. Almost 11% of the revenues of the last four quarters, from Q2 2022 to Q1 2023, were just from new customers. And if we look only at the first three months of 2023, their share was as high as 13.5%,” says Piotr Nosal.
TIM Group’s stable financial position
Lower revenues, as well as the gross sales margin, translated into a 40.3% year-on-year decrease in consolidated EBITDA to PLN 28.2 million.
“It is worth noting that the liquidity situation of the TIM Group remains at a very good level, and the basic liquidity ratios are almost identical to those recorded at the end of 2022,” emphasises Piotr Tokarczuk, Member of the Management Board and financial director of TIM SA.