Kategória: Bilka a sajtoban

The chief editors of Capital magazine voted Gabriela Stoițer, Marketing Manager BILKA, among Top 100 successful women. Starting from the idea that women play an ever-growing role in the Romanian society, Capital magazine issued this year the „Top 100 Capital most successful women in Romania”.

Success has no unit of measurement and this was the biggest challenge for the Capital chief editors in creating an exceptional women ranking. Therefore, in order to remove subjectivity from such an assessment as much as possible, the first step was to define a few evaluation criteria. After a long debate, the Capital team decided that the highest scoring should be granted for the past 12 months’ achievements, while public awareness should represent the second most relevant criterion. Apart from these, other scored criteria were represented by career, social responsibility missions attended and wealth. Each category had a five-star scoring.

NewMoney magazine awarded the most appreciated entrepreneurs at the Gala dedicated to the first anniversary of the magazine. For the category of Leader – including entrepreneurs with businesses exceeding ten million euro turnover – the largest number of votes went to Horațiu Țepeș, the owner of BILKA.

The winners were nominated based on the votes of the readers of newmoney.ro.

We thank the Newmoney team and the voters!

On the occasion of its 100th anniversary, Forbes magazine released „Forbes Romania 100 Greatest Living Business Minds”, presenting the top 100 most important business personalities in the Romanian economy. Horațiu Țepeș received the award for the Greatest Living Business Minds.

Years ago, the construction industry was considered to be a man thing only that had nothing to do with women, but this theory seems to have faded away and female presence has risen unexpectedly in the companies operating in this sector. Even more interesting is that the number of young women in management positions has increased rapidly in these companies, a sign that the industry has refined its past habits. Moreover, the construction industry undergoes a full development process.

Gabriela Stoițer (cover photo) is the youngest marketing manager in the industry of construction material producers, but also the marketing manager of the largest roof manufacturer in Romania, handling an annual budget of more than EUR 1 million in connection with Bilka Steel promotion activities.

She joined the Bilka team in 2014, in a period when the business of the company in Brasov began to diversify and when the marketing activity was ensured mostly by LinksPR, a communication agency with which Horaţiu Ţepeş, the owner of Bilka, cooperated at that time.

„Before joining the team, I worked for Bilka as a communication representative. Bilka was a client of the agency that I was working for and we started communication from scratch, which helped me know and understand the company’s activity, as well as the specific market and their competitors. I admired the company’s vision and evolution, I was familiar with its needs in terms of marketing, so I knew what was to be done. (…) Now, I see that period as training for what came next. Having the know-how was a great advantage both for me and for the company; therefore I skipped the adaptation and induction stages and took over action and implementation attributions. The team was open to changes, supported and assisted me in outlining and implementing marketing actions”, said the 27-year-old executive.

Before her affiliation with Bilka, marketing activities did not represent a priority for the metal roofing manufacturer between 2008-2014, the company focusing on business development, product range extension and distribution coverage across the country.

„Ever since the period when I used to work for the communication agency, I began to draft various projects and proposals for our client companies, actions that were more related to marketing than to communication. Companies were open to my initiatives, but although I wanted to accomplish more, I could not replace their own marketing departments. In my opinion, marketing cannot be made through an agency; the most efficient form of marketing is that inside the company, coordinating the relationship with various agencies. (…) The transition from the PR agency to the company was not difficult. Through the very nature of my job, I began to get used to the companies’ operations and I enjoyed being involved in the development of each company that I worked with. I knew that time would come to move on the client’s side, although I didn’t expect it to happen so soon. The challenge for me was to switch from the vision and approach of a communication person to that of a marketing person, but my experience in the communication agency proved to be helpful over time. In 2014, when I joined the team, Bilka had already been a leader on the roofing market ever since 2012. The real challenge was to design the marketing strategy for the market leader”, admitted Gabriela Stoițer, the marketing manager of Bilka, a company preparing for a new record on its market this year. The company’s business is on fast forward towards EUR 100 million.

In 2015, the year of Bilka’s first large promotion campaign at national level, the marketing budget amounted to EUR 1 million, double as compared to 2014, being maintained also in 2016.

„The investments in marketing activities reach EUR 1.2 million this year. The budget supplementation is correlated with the company’s growth and the development of new products, but also with the diversification of communication means, the particularization of consumption habits and of advertising messages. At present, in order to achieve the highest possible share of the target audience, the communication mix must include a variety of channels, with individually adapted messages, which means more consistent investments. (…) It is normal for a company undergoing a full development process, such as Bilka, to be sustained also by marketing initiatives well adapted to the market trend. Any business strategy and development of the company and of its product portfolio must be correlated with the marketing strategy. It is essential to know what and how to communicate so that the company’s message reaches the target audience; how much to communicate is a business outcome, when the company faces an ongoing development”, added Gabriela Stoițer.

The largest portion of the marketing budget during the period 2015 – 2016 was directed towards TV and radio campaigns, street billboards and social media, but also to the promotion of each partner in the country. „Apart from the channels mentioned above, an important role in our communication mix is played by the online environment. Considering that most consumers spend an increasing amount of time online, the investments and attention given to this zone are higher. It is important for a company and particularly for its brand to be in line with the current development trends and present in all the media that have a significant impact on the consumers”, continued the Bilka manager.

Gabriela Stoițer graduated two university specializations – Communication at the Faculty of Letters within the University of Bucharest and Political Science – and also holds a Master’s degree in communication from SNSPA (National School of Political Science and Public Administration).

Bilka is getting ready for investments of over EUR 20 million in the forthcoming years

The investment focus in the following years will be on the company’s vertical development, by enhancing the product range dedicated to the industrial sector, but also on its horizontal development, by targeting new sales markets.

„After completing the expansion stage related to the residential division last year, the company is now preparing a new investment budget. In this respect, we are raising at present an investment budget of Eur 20 million.” The first stage will be dedicated to the extension of the production area, the current space available being fully used. The second stage will include the purchase and installment of the equipment used in the production of corrugated metal sheets, insulated panels, industrial profiles, structural liner trays and turnkey halls dedicated to the industrial sector. (…) The company’s progress is based on a finely tuned business plan, on a future strategy that involves the development of solutions for the industrial sector, a purpose for which there is a planned budget ready to be invested. A company’s growth requires constant investments and Bilka is well aware of that. Ever since the company’s beginnings, its strategies were based on profit reinvestment in order to improve the range of products and services, but also to extend the production area mainly in connection with the residential division”, added Gabriela Stoițer.

10 years after its establishment, Bilka has a new strategic plan envisaging the development of the industrial sector, because the market requires so and the company has the resources to do it.

„What I see printed on my business card 10 years from now is „. Bilka, ambitious to become a European brand

The new development plans set up the premises for another decade of sustainable growth, according to the company’s representative.

„We know what we will do in 10 years and in 20 years, as well. The answer to the question regarding how I see myself over 10 years from now is very much connected with how I see Bilka’s evolution in the next 10 years. Bilka will definitely be an important player at the regional level, as well as a reputable brand through its factories located in the European Union and also in Eastern Europe. The real challenges have yet to come. The marketing strategy for the forthcoming years follows three main directions – maintaining and enhancing public awareness of the company as a manufacturer of complete roofing systems, placing the company among the manufacturers of products dedicated to the industrial sector (insulated panels, corrugated steel sheets, turnkey halls), propelling the company’s brand at European level”, stated the marketing manager of the company founded by Horatiu Țepeș, one of the youngest entrepreneurs in the local construction industry.

In the future, the largest roof manufacturer plans to run promotion campaigns abroad, in order to consolidate the Bilka brand at an international level.

„The decision to steer our marketing initiatives also towards the markets outside Romania is a confirmation of the company’s evolution and of the increasing sales volumes abroad. Not even in 10 years do I picture myself giving up what I am doing now, but I do imagine myself moving forward and using the accrued experience to make the company grow. What I see printed on my business card 10 years from now is „, stated confidently Gabriela Stoițer.

Bilka’s future plans: higher exports, a new business line, and European presence

Bilka’s future strategy will be focused on the development of the industrial sector, but also on the extension of the distribution network beyond the country borders and even the opening of a factory abroad.

„Once the investments in the residential sector are completed, the next step of the company is to develop the production regarding the industrial sector, consisting in turnkey halls for industrial zones and logistics parks – sandwich panels, high-profile corrugated steel sheets, mini-corrugated profiles, structures. The investment related to this sector will be implemented in three years and may be completed in 2020 when the new production hall is furnished and ready. (…) Another important aspect of our strategy for the following years is the increase in export sales and we already have encouraging signals in this respect. In 2016, Bilka exported complete roofing systems in the amount of RON 27 million. Export sales went up by 33% in H1, 2017, as compared to the same period of the previous year. (…) We estimate a comparable growth for the year-end, as well. We noticed the great potential in the foreign markets and a high interest in our products. This is also due to the fact that Bilka is currently the largest manufacturer of roofing systems in Eastern Europe. Given the investments made, we now have the necessary production and logistic means to become a player on the foreign markets”, added the young entrepreneur.

Bilka brand is becoming more and more present on the foreign markets, in countries such as Hungary, Bulgaria, the Republic of Moldova, Ukraine, Poland, France or Germany.

Bilka representatives affirm that the roofing market increased by 5 to 10 percent year over year, exceeding for the first time last year the threshold of 32 million square meters recorded in 2008, during the real estate boom.

In terms of business plans, the company founded by Horatiu Țepeș expects to exceed Eur 100 million turnover by the end of next year.

The domestic roofing market is currently dominated by Bilka, a local company owned by the young Romanian entrepreneur Horatiu Țepeș; other companies operating in this industry are Wetterbest, Lindab, Ruukki or Viking Pruszynski.

Article published on www.wall-street.ro

After the first decade of record growth, up to revenues reaching almost RON 400 million in 2017, the entrepreneur Horaţiu Ţepeş has a clear-cut plan for the next 10 years of Bilka, a company that he wishes to pass on to the next generations.

The new plans set up the premises for sound growth also in the decade to come, including an investment budget of EUR 20 million for a new production hall and the opening of a factory abroad.

“From the very beginning, I must confess that we have no intention to give away even 1% of our company because we do not need any investment fund support or financing. Our indebtedness degree is very comfortable and we have a development plan well defined for the next 10 years for sure. Our strategy is finely tuned, we know what we have to do”, replied Horaţiu Ţepeş when asked if he considered selling Bilka, given the fact that the news of Romanian entrepreneurs selling their business developed in crisis times has been in the headlines over the last years.

However, Bilka, a metal roofing system brand originating in Brasov, is not for sale, although the company’s financial figures after a decade of activity are attractive to many investors who constantly contact the entrepreneur. Last year, the company’s net turnover amounted to RON 271 million (approx. EUR 60 million), being 41% higher versus that of the previous year; the growth in the first semester was of 54%, up to RON 147 million.

The company has been a leader in the metal roofing industry since 2012, with a market share reaching 30% last year; its indebtedness degree stands at 24.23% and the gross profit margin at 12.2%. 95% of the turnover results from the company’s own products (all the roofing system components made of pre-painted steel) and the remaining percentage results from the sale of auxiliary products (a complete roofing system also requires accessories such as attic windows, anti-condensation film, and screws, products which are sold via strategic partners).

The current area of 4.5 hectares, consisting of five production compartments totaling 29,000 square meters and offices of approximately 4,000 square meters, has become insufficient for the entrepreneur’s future plans. “Considering the current season, all these cease to be sufficient. We will definitely have to do something, particularly as concerns the development of the products dedicated to the industrial sector”, states Ţepeş, suggesting the strategic focus of Bilka for the following years.

A NEW DECADE FOR BILKA

Horaţiu Ţepeş has made time for the interview, although it is the busiest period in this industry: August and September is the peak season in terms of demand, a season which starts immediately after Easter, usually in May, and ends before the winter holidays when the demand slows down, with lower volumes in January and February. “What is different now as compared to the previous years is the optimism on the market and the future plans which are productive in all respects, considering that the construction needs in Romania are also very high”, noticed Ţepeş. In this peak season, the growth familiar to Bilka has already begun to take shape. “According to our history-based calculations, we will probably exceed RON 400 million by the end of the year, which means that we keep the 40% annual growth tradition. Although we reached high results, the market also worked in our favor – the existence of demand is a result of past investments as well.”

And still, how much room is there for growth? The entrepreneur describes a few of the criteria taken into consideration when analyzing market evolution. “There are several indicators that we monitor. For instance, pre-painted steel is our raw material; the level of the Romanian market in 2015 was of 213,000 tons and in 2016 it reached 256,000 tons. If we look at Poland, Europe’s market leader in the consumption of pre-painted steel, the market is of 900,000 tons. Thus, from calculations correlated with the population of Poland of approximately 40 million people, the resulted potential market is of 400,000 – 450,000 tons of pre-painted steel.”

As per the entrepreneur’s assumptions, pre-painted steel, which is used especially in the construction of industrial halls and metal roofs, may reach a double volume on the market within 5-7 years. He expects the demand for metal roofing in Romania to grow, the reason for which the company’s plans for the next years are shaped in that direction. And if Bilka’s investments so far have targeted mainly the residential sector, the investments of the following years will be towards the industrial sector. “We are currently preparing our budget and the investment plan related to the industrial sector, consisting of the sale of turnkey industrial halls. The budget amounts to approximately EUR 20 million and the project also includes the construction of an industrial platform of 10 hectares, the procurement of the necessary equipment and raw materials, the designation of the responsible team and market development, of course.”

At present, the manufacturing of industrial products accounts for 10% of the company’s turnover, while the remaining 90% is represented by residential products. Over time, after the consolidation of the investments made between 2014-2016 for the development of the residential division and after the implementation of the investment plan targeting the industrial division, 40% of the production will be generated by the industrial sector and 60% by the residential sector. In the view of Horaţiu Ţepeş, such maturity will be reached in 2018 as concerns the residential production and in 2022 with respect to the industrial one.

Article published in the “Business Magazin” periodical of September 2017.

Horaţiu Ţepeş, the 36-year-old entrepreneur from Braşov, rules the local roofing market through his company, Bilka. He has had a decisive influence upon the roofing market in Romania. He started this journey ten years ago, having nothing but ambition, zest for work and a clear picture of what he was to accomplish.

Since 2009, when the company’s turnover amounted to EUR 5 million, we have received many different acquisition proposals, but I do not see any benefits in this. Investment funds are a component of the company’s financing. And we do not need financing. There is nothing for sale. To any strategic investor. We know our next steps for the future 20 years. The company has great potential for the next ten years and selling any stake brings no benefits for me or for the team”, says calmly but firmly Horațiu Țepeș, the owner and founder of Bilka. 2009 was the third year of business for Bilka. „This could be a family business. This would be the recipe”, he says. At 36 years old, he has yet to think of the generation to take over the business. However, he would like to develop a family business, but he will not force his children into it.

Beyond optimistic expectations

The yearend income estimated by Bilka amounts to RON 400 million, i.e. 48% higher than last year and way above the estimates at the beginning of the year. This is due to the accelerated expansion of the residential construction market, as well as to the economic growth – by 72.4% in the first six months, according to the National Statistics Institute. Bilka’s turnover last year amounted to RON 271 million, and estimates for this year go up to RON 360 million. If this pace is preserved, the business could exceed the threshold of EUR 100 million next year, after ten years from the production start.

Bilka registered a 54% growth in the first six months of this year, versus the same period of the last year, reaching RON 147 million (EUR 32.5 million in H1). During the first semester, the company achieved 33%-35% of the year’s turnover, the period including the winter season. „The half-year results are in line with those of the past years. We made a bold plan for the year, but the economy does fine and we can feel this through our distribution network. Optimism is in the air, not only in Romania but also in the neighboring countries, even if they do not have the 6% economic growth. Exports are on the increase.”

Bilka abroad

Exports represented 33% of the H1 turnover. The company from Romania covers houses in Hungary, Bulgaria, the Republic of Moldova, Ukraine, and Poland, but it also receives spot orders from France and Germany. „We do target certain countries, but in view of the average 30-40% turnover growth at the local level, we have focused a lot on the domestic market. We have to consolidate our position here and widen our product range. We have improved our services a lot. We have assumed the market leader role seriously and come up with innovative things. Our whole focus on the domestic business has left little room for exports”, says Țepeș, who chose the company’s name in 2007, from a map of South-Eastern Europe. Bilka is a village in Bulgaria. The name has Scandinavian connotations as well, Bilka being also the name of a store chain in Denmark. „I liked the name and I felt it fit my plans. I chose a name that has the sound of metal tiles, that is short,” says Țepeș.

Exports require a strong country brand, says the founder of Bilka, whose experience abroad has shown him that the Romanian business environment has developed a lot in the past five years: „It is much more correct than in many other EU countries. Black economy and tax evasion have decreased a lot. Things are moving in the right direction.”

Challenges

The founder of Bilka is aware that the dynamics of his business, translated into 2-digit annual growth rates, i.e. 40-45%, is also due to the immature Romanian market. Particularly because the situation brings challenges different from those of a company facing difficulties. „Our production capacity is just fine. We have developed it every year, but this capacity is not only about the number of hourly manufactured square meters. It is also about the stock of raw materials, the team, and logistics, as delivery times are also important, considering that this is mainly an order-based business” points out Țepeș. The delivery of an order for a Bilka roof can take between one and three days, from the measurements to the client’s yard, depending on the size and distance. For installation, the company works with a network of partners. The network comprises 500 distribution points – construction material warehouses, qualified roof workers, export and DIY stores. The Bilka factory is used at a capacity of 30%-80%, with monthly variations, depending on the season. The season for roof installation works can last until December 15.

Additionally, the business growth has been supported by EUR 10-million investments made between 2014 and 2016, in order to expand the production capacity for the residential sector. Investments were made on the Romlag platform, which is close to the first Bilka factory and the company’s headquarters in Brașov.

Next level

With the production for the residential sector perfectly tuned, Țepeș is ready for the next level he has been talking about for a couple of years: the production for the industrial sector, i.e. turnkey halls for industrial areas and logistic parks – sandwich panels, high and low profile corrugated metal sheets, structures. The investment for this project amounts to EUR 20 million, including the land he is about to purchase. They need between 8 and 12 hectares, and they already have a few options in Brașov. „The best option for our industrial project is the Rulmentul platform, which is close to our factory, but that is a public domain land and authorities do nothing about it. It is just left in ruins. We have grown tired of talking about it. There was a discussion in 2010, but on account of the huge debt of the factory, the platform was taken over by AVAS (renamed the Authority for the Management of State Assets in 2012). So, instead of belonging to the state’s private sector, it was transferred to the public domain, where nothing really happens. Splitting production in two locations is an impediment, but we shall organize things properly”, says Țepeș. Bilka has brought the issue of the Rulmentul platform before the authorities, both the central (The Ministry of Economy, different competent ministers) and the local ones.

The investment for the industrial sector will be implemented in three years and may be completed in 2020. Discussions for the implementation of this project have already started, with recruitments for production and sales. Likewise, for the manufacturing of sandwich panels, a consultancy firm from Italy has been commissioned, as manufacturing methods for this kind of product differ from those that the company has used so far – it is not only a matter of cold forming, but it also involves the use of chemical components (polyurethane) and other elements. They sought consultancy from an Italian company also when they started to manufacture the rainwater system, which is a LEGO-like system that can be assembled by the owner.

For the further development towards the industrial sector, the founder of Bilka has researched the construction market in order to take over other players: „We have always made calculations so as to see what is more effective: to build or to buy? We have reached the conclusion that it’s best to build the industrial division ourselves.”

Financing

The resources for the new investment shall be allocated from the company’s profit in the next years, European funds and loans. Last year’s net profit was EUR 7 million (RON 30 million). „More important is the fact that 2016 was the first year in which the net profit exceeded the investment. With the profit of 2016 and 2017, we consolidate the working capital and then invest in the industrial sector”, points out Țepeș. In 2015, Bilka had a net profit of approximately EUR 3 million, and the investments of 2014 and 2015 were higher than the profit.

„European funds represented a small part of everything we have invested in the past years, but using this component is also important. We are actually really pleased with the 2007-2013 European funds. We had five files and accessed over EUR 2 million which we invested in equipment. In case of the first de minimis aid, for a corrugated metal sheet product, in 2009, when we did not believe in funds and immediate disbursement of the money, the amount of EUR 100,000 was rather helpful for a company with a EUR 5 million turnover. We took into account possible delays”, explains Țepeș. For instance, from the ten-million investment in the residential division, one million came from European funds, plus an additional state aid of one million RON (EUR 225,000) for tax exemption due to the creation of over 30 workplaces. The manufacturer intends to access European funds from the 2014-2020 budget as well, but considering that no program has been launched yet, he is less optimistic.

On the other hand, Țepeș is pleased with the cooperation with the banks: „A lot depends on the financial education of the companies. On the way, they consider the banks’ conditions and cost calculations, but we have not felt any reluctance on their part. After all, banking activity depends on the business environment. Credit-worthy companies with a good business plan, as the history with the bank in our case, is not significant, have no difficulties in relation to banks.”

Moreover, as part of the measures taken by the authorities, Bilka obtained a tax exemption for reinvested profits in 2015 and 2016. „These measures should be maintained for a long period of time. If they change, either for better or for worse, making predictions will be difficult for a company”, Țepeș added. Every 50 additional kilometers on the Western Motorway helped them deliver the products faster and reduce transportation and maintenance costs: „The lack of infrastructure is an obstacle to our development, but we hope things will improve. It would mean a lot. Not only for us but for the whole economy, as well.”

Stability and Forecast, Again

The development of the new lines is not a problem in terms of the workforce either, because the salary package is above the average, being correlated with the average national wage and the average wage in Brașov county. „There have been changes, however, starting with 2015. In 2015, any recruitment campaign for certain production departments resulted in 300 received résumés weekly, and we now receive only 20. We do offer certain advantages because we are based in the city, the wage is above the average, we offer additional benefits and training courses to our employees”, detailed Țepeș.

On the other hand, staff qualification is indeed an issue. „This is the result of the past 25 years in terms of education in Romania. Our staff turnover is minimal so that we do not have a problem with the training of the new employees”, declared the founder of Bilka. Ten out of the initial 15 employees in 2008 are still working for the company. Most of the employees are trained on the job. An operator can learn everything in two weeks, as the equipment is provided with touchscreens and the product range is not very wide.

At present, Bilka counts 340 employees, which is 26% more than at the end of the last year. „Considering the increase in our turnover and the further development of the company, the number of employees will definitely go up, but, at the same time, we have also streamlined our activity. We give a thorough analysis of the possibility of using robots in certain production areas. We do have several robot-operated sectors, and the equipment is efficient. A metal tile production line requires just one person for a 150-sqm daily capacity”, added Țepeș. The factory also produces corrugated tile and roof accessories, on a daily basis.

„Education will have to be facilitated in order to attract a new workforce, particularly in the areas where Romanians represent the minority population – Cernăuți, Serbia. Attracting 400,000-500,000 Romanian speaking people in the next period would solve many problems. Another important aspect is the creation of a program for the Romanians abroad who are not very well established there”, believes Țepeș. He thinks of a premium to bring back the Romanians working abroad legally, whereas the money for such premium could be indirectly recovered from the income taxes paid for them: „If 100,000-200,000 Romanians, plus other 300,000 from the neighboring countries were attracted, the economy would certainly have a lot to gain.” As a matter of fact, Țepeș has come to the conclusion that adaptability, ambition, and work power are very important when doing business: „Things change a lot in the business environment, especially in Central and Eastern Europe.” Particularly in the forthcoming 20 years.

Article published in the „Imperiul Francizelor” magazine, Forbes September 2017.

Horaţiu Ţepeş, the 36-year-old entrepreneur from Braşov, rules the local roofing market through his company, Bilka. He has had a decisive influence upon the roofing market in Romania. He started this journey ten years ago, having nothing but ambition, zest for work and a clear picture of what he was to accomplish.

In 2012, after 5 years of activity, the company became the market leader, a position preserved ever since.

The company got its first revenues from the import of metal tiles. However, in 2008 when the economy was rather fragile, Horaţiu Ţepeş chose a path very much different from that of most start-ups. He invested in a production facility in Brașov, which ensured the further development of his business. The investments made so far amount to approximately EUR 20 million, being mainly supported by the company’s profit, European funds, and bank loans.

Most of such investments have targeted the development of the product and service range, the expansion of the production area, the increase of the factory’s efficiency and brand awareness campaigns. Bilka carries out its activity on a 45,000 sqm area in Brașov, having produced more than 50,000 roofs last year. In relation to the roofing market, estimated by the company at 36 million sqm in 2016, 1 out of 4 roofs sold in Romania is produced under the Bilka brand.

The company ended last year with a turnover of more than EUR 60 million, which is 41% above the one in 2015. In 2016, the company was considered for the third consecutive year as the largest consumer of pre-painted steel sheets in Romania, purchasing over 63,000 tons. Thanks to its investments, Bilka maintained the ascending trend of the previous years, reaching a turnover of RON 147 million in H1 2017, i.e. 54% higher versus the same period of 2016.

„54% business growth in H1, 2017”

Moreover, having consolidated its top position on the national roofing market in the last years, the company accessed the neighboring countries, as well. In 2016, Bilka exported complete roofing systems in the amount of RON 27 million. Export sales went up by 33% in H1, 2017, as compared to the same period of the previous year.

Following the EUR 20 million investments made during its 10 years of activity, Bilka continues to grow its business, while also relying on exports.

Foreign companies choose the roofs manufactured in Brașov, not only for the quality and competitiveness of the company’s products and services but also for the fact that they come along with the know-how provided by the manufacturer.

„In Romania, we have gone beyond bulk selling, as we have also focused on market development and education, and on the development of our partners. Not all our partners have a well-defined business strategy, a clear vision of their business objectives or of their development possibilities. This is where we come in and suggest new business directions. This has brought added value and we follow the same strategy abroad as well, where we already see the desired outcome. We do this because we want a sound business and we know that this requires a sound market and strong partners” said the young entrepreneur.

2017 – premium products on the increase

Official studies in different fields show that Romanians have gone in favor of higher-value products in the past two years, which has determined growth in the consumption of premium products. This has been noticed with respect to current goods, but it equally applies to consumer durables, such as roofs. During the past 6 months, Bilka has sold 25% more premium products, as compared to the same period last year.

„The increase in premium product sales is mainly generated by the growing weight of such products in our portfolio. We identified this market need two years ago when we met clients that would rather have thicker products and special-finishing products, which they could not find on the market. This was an underdeveloped segment on the roofing market. In 2014, our portfolio included a special finishing, with technical specifications superior to those existing on the market at that time.

The demand has constantly increased since then, and a new finishing, GrandeMat, was launched this year. This is a Bilka product available in 8 different color shades. We are glad to see a growing interest in top products and we will continue to support this trend”, declared Horațiu Țepeș.

Strategy for the next decade

Horațiu Țepeș has many plans for the future, he still has a lot to achieve, he says. Just as in 2007 he had a clear picture of what he would do in the first 10 years of activity, he now knows exactly what he is about to do in the next decade. The medium-term strategy focuses on the launching into the production of insulated panels and turnkey halls, on the opening of production facilities in Europe and on boosting national sales.

The investment focus in the following years will be on the company’s vertical development, by enhancing the product range dedicated to the industrial sector, but also on its horizontal development, by targeting new sales markets. In 10 years’ time, the entrepreneur wants his company to be a relevant regional player and European brand.

The business trend so far indicates that this is only a matter of time.

A new investment program is pending, dedicated to the industrial sector – the production of corrugated metal sheets, insulated panels, industrial profiles, structural liner trays, and turnkey halls, as well as the purchase of new production spaces.

„The strategy for this project has already been outlined and we are raising an investment budget of EUR 20 million for this.” The budget will be ensured from the company’s profit and new financing sources, while also hoping for the release of the 2014-2020 European fund program. We are currently looking for the necessary land, a platform near the current one”, declared the entrepreneur from Brașov.

Article published in the Construction and Real Estate Yearbook 2017, Ziarul Financiar.

Horaţiu Țepeş, the owner of Bilka, has been designated the businessman of 2015, during the CAPITAL Gala for „Business Excellence”.

„He has managed to create one of the fastest growing businesses in the Romanian industry. The young entrepreneur, now 36 years old, is the owner of Bilka, the metal tile market leader. While this market registered a 10% increase last year, the company of Horaţiu Țepeş grew by 40%, reaching a RON 191 million turnover. The company brought into operation 10 new production lines and the number of employees increased by almost 30% last year. In its nine years of activity, BILKA covered over 100,000 houses.”

„I thank the Capital team for this prize. It is a prize for the whole BILKA team. I have colleagues that have worked with me since the very beginning. Likewise, this is a prize for our 500 partners in the country with whom we have developed mutually fruitful partnerships. I would also like to add that this prize compels us to similar growth rates in the future. We plan to build factories also outside Romania. We haven’t managed this so far because of the rapid internal growth. We have competed with the multinational companies in this field. We have learned a lot from them. But now our intention is to assume leadership in this sector. Romanians used to come up with innovative things that others would take abroad and enjoy their benefits. Now it’s about time we learned from other companies. This niche appeared in Scandinavia in ‘55. After a very nice development there, it penetrated the Romanian market after the 90s and we have seen that it suits well the needs of the people. In my opinion, things in Romania are heading in the right direction. It is a good economic environment. We are on the rise, and we have to keep it that way. I traveled to Germany the other days and lots of ideas came to my mind. I saw many Romanian people working there in restaurants and bars. We do realize that 4 million people are working there. While here we are in need of workforce. In Braşov, we have an issue in this respect. I have seen companies in Braşov bringing people from the East. I do not think this is the right solution. It occurred to me that we should think of a program to bring Romanians back home. 3 million Romanians left the country to work in Europe in the past 15 years. If we could bring back at least 10% of them with a well-designed program, we would have a great gain” declared Horaţiu Țepeş when he picked up his prize.