Marvel Distribution Company Marvell CT

One of the largest wide-profile distributors of IT equipment in Russia and the CIS countries. As of the beginning of 2017, the company's distribution portfolio includes more than 120 different brands.

The company has offices in Moscow and St. Petersburg, Almaty (Kazakhstan), Tbilisi (Georgia), Bishkek (Kyrgyzstan), Tashkent (Uzbekistan) and Ashgabat (Turkmenistan).

The dealer network has over 4200 companies from more than 200 cities of Russia and the CIS countries.

Performance indicators

2021: Revenue growth by 35% to RUB 210,776 mln

At the end of 2021, Marvel Distribution's revenue amounted to 210,776 million rubles, an increase of 35% compared to 2020, which allowed it to take 3rd place in the ranking of TAdviser100: The largest IT companies in Russia 2022.

History

2024: Claim for 300 million rubles due to the departure of a foreign manufacturer from the Russian Federation

On January 9, 2024, it became known that TS Integration, a subsidiary of the T1 holding, filed a lawsuit in the amount of more than 300 million rubles against MKT, formerly Marvel Distribution, is part of the Fplus IT holding. It is known that the reason for the proceedings is connected with one of the foreign suppliers who left the Russian market due to the current geopolitical situation.

According to CNews, VTB Bank is the third party in the lawsuit. It is noted that due to the departure of foreign manufacturers from the Russian Federation, the MKT company was unable to supply equipment under previously concluded contracts. The amount of claims is 312.1 million rubles. Representatives of "MKT" as of the beginning of January 2023 do not comment on the situation.

TS Integration filed a lawsuit in the amount of more than 300 million rubles against MKT

TS Integration also filed a lawsuit against the distributor of IT equipment. " Netwell VTB is also involved in this case, and the declared amount of recovery is 327.5 million rubles. According to CNews, the claims in both cases may be similar.

Dozens of lawsuits have been initiated in Russia in connection with the departure of foreign developers from the Russian Federation. After that, the courts began to arrest accounts or recognize foreign legal entities as bankrupt. The range of claims filed by the plaintiffs ranged from 175 thousand to 1.4 billion rubles. As of mid-September 2023, Russian distributors and integrators who supplied foreign manufacturers to customers in the Russian Federation obtained penalties from companies that left the country in the amount of more than 4.7 billion rubles in 43 claims. In almost all of these proceedings, the court sided with the plaintiffs and satisfied the claims in full. In most cases, lawsuits were related to issues of non-provision of services provided for under existing contracts, or decisions that were prepaid but not delivered.^[1]

2023: Lawsuit from Marvel Distribution for 1.09 billion rubles

Marvel Distribution filed a lawsuit against its Russian subsidiary HPE for 1.09 billion rubles. This became known in mid-March 2023. Read more here.

2022

Opening of representative offices in Vladivostok, Yekaterinburg, Kazan, Krasnodar and Novosibirsk

Marvel Distribution on April 15, 2022 announced the opening of representative offices in five cities of Russia: Vladivostok, Yekaterinburg, Kazan, Krasnodar and Novosibirsk.

The emergence of representative offices in these cities is part of the Marvel Distribution regional development strategy, in which, together with partners, warehouse capacity is also being increased. The presence of 21 regional warehouses throughout the country from Kaliningrad to Khabarovsk will significantly speed up the delivery of goods to the customer and consumer.

Regional managers on the ground interact with partners, system integrators, monitor tender sites and popularize the Marvell brand. Their main task is to constantly identify and find the needs of the project distribution market.

We have found competent specialists who know the specifics of the market. In the future, we plan to expand regional offices to cover the consumer segment, "said Eduard Ivanovsky, director of the Marvel Distribution sales department.

As of April 2022, "Marvell" is represented in seven federal districts: Central, North-Western, Far Eastern, Ural, Southern and Siberian. In the very near future, the North Caucasus Federal District will be added to this list.

Buying a 20% stake in Printum

Marvel Distribution on February 11, 2022 announced to TAdviser that it had become the owner of a 20% stake in Printum, a Russian developer of artificial intelligence solutions for corporate printing management. Read more here.

Opening of the Vsesmart chain of stores

Marvel Distribution announced to TAdviser on January 31, 2022 that it had opened a network of smart device and technology stores for the Vsesmart home. Read more here.

Founders of Marvell CT LLC

As of January 2022, the founders of Marvell CT LLC were:

• Titan Investments Global LTD (95% share)
• Kornev Vladimir Nikolaevich (5%)

2021

Distributor of DVRs, auto accessories and wearable electronics 70mai

MarvellDistribution"-" On August 20, 2021, it announced the signing of an agreement with a player Chinese in the DVR market by 70mai for the supply Russia of DVRs, auto accessories and. wearable electronics

Marvell partners have access to the entire 70mai product line, including the bestselling Midrive D06 and Midrive D08 video recorders with a wide viewing angle and HD video recording, flagship A500S and A800S models with Ultra HD support, the ability to capture two video streams, GPS, notification of extraneous effects on the car during parking and other functions, as well as a novelty A400 - a recorder in the form of a cube of different colors with the possibility of intelligent voice control.

Started manufacturing infrastructure equipment under its own brand name

Marvel Distribution on March 29, 2021 announced the launch of its own production cluster of enterprise-level equipment F + Tech in an alliance with technological partners from among major global manufacturers. The production of several lines of servers, network equipment and storage systems under the F + data brand, printing equipment under the F + imaging brand, smartphones and tablets for the corporate sector under the F + pro brand has already begun.

The equipment is manufactured in the Russian Federation. Industrial sites have already been deployed in St. Petersburg, they are brought in line with technical, legal and regulatory requirements and have been audited by technological partners. The specialists involved in the project were trained under the guidance of European production experts.

At the first stages of the project, Marvell specialists are engaged in large-node assembly, the degree of which varies and depends on specific agreements and conditions of technological partners. So, cooperation with Hitachi Vantara with one of the manufacturers of data storage systems involves the implementation of a full assembly cycle, which is used in its European factories. A significant degree of localization will differ in the release of printers and MFPs under agreements with Lexmark. The release of individual models of server equipment was launched in collaboration with Lenovo. Another technology partner of the project is Hewlett Packard Enterprise.

Some components are produced by technological partners specifically for their own trade F + Tech brands. Some product lines can be received in the required volume and in the configuration required by the customer in a few days, since the raw materials and components are already in Marvell warehouses, and as the project develops, the number of finished items will increase. The current capacity for March 2021 allows the production of up to 5,000 such enterprise devices, as well as servers , per DSS year. data Entry-level storage systems, tape libraries, and servers are already available for testing and delivery to projects. By the end of 2021, it is planned to launch the second stage of the project, which will be equipped with a conveyor, this will triple the volume of products.

{{quote 'The peculiarity of the situation is that we have created an unaffiliated trademark that is sold using a classic distribution channel. Unlike all other local brands of IT equipment existing in the market for March 2021, which are both production and trading companies, direct sale of F + Tech equipment to the end customer is not expected, which means that we, as a vendor, will not compete with our partners. This creates opportunities for cooperation with other IT distributors. We believe that the future lies in vertical integration and strive to provide the market with popular products and the usual set of commercial tools from one hand, "said Alexey Melnikov, CEO of Marvel Distribution. }}

A separate area of ​ ​ development of the project will be cooperation with domestic software developers in order to supply the market with software and hardware complexes of Russian production, including security edition models using cryptographic information protection tools.

Some lines of equipment will be localized for the first time in Russia thanks to cooperation with Marvell. An interest in the development of this project was shown by a number of other foreign equipment manufacturers who are ready to conclude agreements on technological partnership, which in the future will create a portfolio of solutions that can cover any needs of customers of IT products manufactured in Russia.

According to Alexei Melnikov, over the next two to three years, over 20 percent of trading categories will begin to localize in the distribution portfolio of Marvell, while the company expects that this will not be a replacement for existing, but an additional business caused by an increase in demand for customized products. And given the changes in the legislation on import substitution, the degree of localization of solutions will only grow, including due to the transition to Russian processors, which will allow F + Tech to enter the register of domestic IT products.

2020

Revenue growth by 60.1% to RUB 156.1 billion.

At the end of 2020, Marvel Distribution's revenue amounted to 156.1 billion rubles, an increase of 60.1% compared to 2019, which allowed it to take 4th place in the ranking of TAdviser100: The largest IT companies in Russia 2021.

Inclusion in the rating "Largest IT companies in Russia 2021"

Marvel Distribution is included in the rating "The largest IT companies in Russia 2021 by revenue in 2020," prepared by TAdviser in June 2021. Read more here.

Marvel Distribution acquired control in the Hyted Group of Companies

On December 2, 2020, Marvel Distribution announced that it had acquired a controlling stake in the organizations that make up the Hyted group of companies. The Group has been on the market for more than 20 years and operates in the field of autonomous and backup power supply, energy efficient technologies and service support in Russia and Kazakhstan.

Marvel Distribution expects that Hyted's engineering expertise will strengthen its position as a provider of solutions for private and public infrastructure projects of any level, the company expects. Read more here.

Transfer to the group of participants of low-risk FEA

On October 12, 2020, Marvel Distribution announced that since October, the FCS of Russia has transferred it to the group of participants in low-risk foreign economic activity.

The change that has occurred is of great importance for the company's activities and, as a result, for its partners. Now Marvell has received a number of significant competitive advantages: the possibility of actual customs clearance day after day, reduced delivery times, low risks of damage to imported goods due to the lack of the need for a thorough inspection, reduced costs, etc.

The risk management system FCS Russia has been in place since 2003. Its application is provided for by basic international documents in the field of world trade and customs affairs and helps to significantly reduce the application of customs control measures in the process of processing goods against participants in low-risk foreign economic activity. Importers with such a complex nomenclature and many burdens acting on it as Marvell, it is much more difficult for others to move to the green zone. However, this was done thanks to the strict implementation for a long time of all the requirements of Russian legislation EEU and compliance with the established customs clearance rules, an attentive approach to the description of goods in the process of declaration, compliance with all norms, prohibitions and restrictions.

The general efforts of the company's employees to improve import processes over the past few years have not been in vain. I am sure that both we and our partners will notice positive changes reflected in the delivery time in the very near future, "said Petr Ivanov, Deputy Director of the Logistics Department of Marvel Distribution.

Opening of a representative office in Uzbekistan

A representative office of Marvel Distribution has opened in Uzbekistan. The company announced this on July 2, 2020.

Another point on the map of the official presence of Marvel Distribution was Tashkent, where the local company Marvel-Uzbekistan was registered, a local office and warehouse were opened. The representative office will conduct operational activities in Uzbekistan and neighboring Tajikistan.

Marvel-Uzbekistan repeats the model of the parent company, has areas of retail and project distribution. Many existing contracts with vendors allow you to work not only in Russia, but also in the CIS countries. In Uzbekistan, Marvell promotes brands such as Accesstyle, Avaya, F +, Fortinet, Genius, HDS, Hiper, Huawei EBG, iiyama, Itel, Juniper, Lenovo, Marshall, Microsoft, Oracle, Ruckus Networks (Commscope), Tecno, VMware, etc.

Uzbekistan is a densely populated state of the Central, and Asia therefore a large market in the region. information technology In addition, at the end of April 2020, President Shavkat Merziyoyev signed a decree on accelerated formation digital economy Uzbekistan GDP with a doubling of its share in 2023.

The emergence of a subsidiary in Tashkent is part of the strategy of consistently opening regional offices of Marvell in countries where the IT market is highly active. We have been working in Uzbekistan for several years and see good potential here. The presence of a local office and warehouse stocks will allow us to reach a different level of doing business in the region, "says Stanislav Badzyma, head of the Marvel Distribution International Business Directorate.

In addition to the official representative office in Uzbekistan, local offices of Marvel Distribution are already open in Georgia, Azerbaijan, Kazakhstan and Kyrgyzstan.

"Marvell" opened online IT University

On March 26, 2020, Marvel Distribution announced the launch of an online platform that combines distance learning and advanced training opportunities. Educational programs in various IT areas are provided by equipment and software manufacturers.

MARVELous IT University includes a schedule of current webinars, a media library of presentations and videos, as well as a news section that publishes information about the educational capabilities of vendors. The presented materials cover a variety of topics: telephony, creating new generation Wi-Fi networks, demonstrating the work of video surveillance systems, product lines of mobile device manufacturers, etc. The first webinars began on March 27.

Online IT University "Marvell" became in demand in the shortest possible time: the proposal was immediately supported by more than twenty vendors of VAD- and Volume-directions. The resource will be regularly updated and offer up-to-date content to partners and end customers.

2019

Alexey Melnikov replaces Konstantin Shlyakhov as general director

The general manager Konstantin Shlyakhov, who led Marvel Distribution for more than 20 years, will transfer powers to general director Alexei Melnikov from August 15 to December 31, 2019 and continue to be responsible for the management strategy on the board of the joint-stock company, the company told Kommersant. Mr. Melnikov, who has been working for the company since 2016, will be responsible for operational business management. As explained in Marvel Distribution, the company is moving to a two-level management system, which includes a general meeting of participants and a subordinate general director as its sole executive body.

"Over the past few years, regulatory requirements have changed, and in the distribution business it has become much more profitable to be a large and transparent company," said Alexey Melnikov.

The IT distribution segment is characterized by low margins, while the dynamics of revenue in it is moderately positive, "now there is a process of digitalization, whitewashing and diversification of this business," said TAdviser editor-in-chief Alexander Levashov. The most profitable for IT distributors was the service direction with growth points in the form of digital services and marketplaces through which buyers can place orders on their own, he adds.

The equipment market, by contrast, is becoming less profitable. According to Kommersant's interlocutor in the IT market, this is due, among other things, to the fact that many vendors, including Apple, Samsung and Huawei, began to switch to direct supplies of devices in the consumer and b2b segments a few years ago. In addition, the dynamics of sales of personal computers (PCs) and smartphones is deteriorating.

Launch Lenovo Hardware Marketplace

On May 21, 2019, Marvel Distribution announced that it had launched an equipment marketplace. Lenovo The stand-alone site purchases is designed for SMB customers.

According to the company, the marketplace presents a wide range of Lenovo servers and options for them (expansion cards, controllers, power supplies, memory, disks, etc.). Having analyzed the demand, Marvell formed a pool of solutions that are most popular and optimal in terms of value for money. The service is planned to be developed: in the future, various personal functions will appear on the marketplace, as well as announcements of special offers and Lenovo shares.

It is easy and convenient to use the electronic platform: the customer selects the necessary goods and places an order. After that, the equipment is reserved in the Marvell warehouse, and the authorized partner agrees with the client on payment and delivery issues. The entire cycle is automated and does not require the participation of a sales manager. The system that serves the marketplace is part of the distributor's B2B system, upgraded and supplemented with the necessary functions. As of May 2019, two Marvel Distribution partners, Trinity and X-COM, are working with the marketplace.

Lenovo hardware marketplace is the second such distributor project. Marvell already has an electronic marketplace offering solutions from another vendor. The demand for the service for all participants in the chain gave impetus to the launch of a similar project.

2018

Revenue growth by 3.7%, to 73 billion rubles.

At the end of 2018, Marvel Distribution's revenue increased by 3.7%, to 73 billion rubles. (excluding VAT), follows from the company's statements. Gross profit decreased by 29%, amounting to 2.7 billion rubles, net profit - by 8%, to 827.7 million rubles.

According to the general director of Lenovo in Russia, Alexander Kataev, Marvel Distribution is one of the five largest companies in the supply of consumer electronics to the country. For a number of product lines, Marvel Distribution is one of the top 3 largest suppliers in the country, assesses Acer CEO in Russia Dmitry Kravchenko.

The largest competitors of Marvel Distribution are Treolan (part of the Lanit Group of Companies), Merlion, OCS Distribution (part of the National Computer Corporation).

Law enforcement officers rushed to the Marvel Distribution office

On October 4, 2018 , representatives of law enforcement agencies came to the Moscow office of Marvel Distribution. The company says this is due to some counterparties.

RBC A source in the IT market told about the visit of security officials to the IT distributor's office, and a company representative Yulia Salagaeva confirmed this information. According to her, law enforcement officers requested "documents on working with some counterparties from 2015." At the same time, the source of the publication claims that searches were carried out in the office.

The IT company "Marvel Distribution" announced the visit of security officials to the office

Representatives of law enforcement agencies talked with our superiors, we provided all the documents. It is not a fact that problems are on our side. Judging by the requested documents, law enforcement agencies are interested in the activities of our counterparties, but to give a final assessment, of course, to them, - said Salagaeva.

This is the second case of security officials' interest in large IT companies in a month. Earlier, at the request of the investigation, the Tverskoy Court of Moscow  arrested Mikhail Lyashch, president of the Complink group of companies. We are talking about fraud on an especially large scale. The entrepreneur is charged with part 4 of article 159 of the Criminal Code.

Meanwhile, Yulia Salagaeva told RBC that on October 4, 2018, a virus got into the Marvel Distribution system, due to which communication problems began. The company was forced to forcibly disable Internet channels, as a result of which corporate telephone and postal services ceased to work.

Employees of the company could not communicate with each other by corporate mail and landlines, but supported communication only by mobile phones. The incident, which allegedly occurred due to the discovery by one of the employees of a malicious file in the email, did not affect the work with customers, Salagaeva added.^[2]

"Marvell" got rid of the "zoo" of legal entities and became transparent for tax

In 2017, Marvel Distribution consolidated its business, joining almost all of its trading companies to a single legal entity - Marvell CT LLC. Konstantin Shlyakhov, senior vice president and general manager of the company, spoke about this in February 2018.

Senior Vice President, General Manager of Marvel Distribution Konstantin Shlyakhov and CEO of Marvell CT Alexei Melnikov

According to him, the process of business consolidation began in 2016, when the main contracts with suppliers were transferred to Marvell CT. In total, about 4 thousand contracts were transferred to it.

Together, six legal entities of the company in 2017 ceased their activities by reorganization in the form of joining Marvell CT. Several legal entities that duplicate functions were simply liquidated, they say in Marvel Distribution.

At the same time, according to the Kontur.Fokus database, one of them - Marvell Company LLC - has been going through bankruptcy proceedings since 2017. A representative of Marvel Distribution management told TAdviser that the owners decided to liquidate this company through bankruptcy, because it had negative net assets due to "the not very successful passage of the crisis of previous years."

The net loss of Marvell Company in 2016 amounted to 1.1 billion rubles. To include these losses in the overall balance sheet of Marvel Distribution would mean artificial damage to the indicators, the company representative said. At the same time, all external creditors will be satisfied, he added.

Tax roots of transparency

Business consolidation and the transition to transparent reporting was preceded by problems with the tax at Marvel Distribution in St. Petersburg. After the Federal Tax Service, against the background of sanctions and falling oil prices, aimed at increased tax collection in the budget, the largest IT distributors were the first to come under attack and were forced to go to work completely "in white ^[3]. Back in 2017, the St. Petersburg portal wrote about this in its investigation DP.ru.

In January 2016, inspectors of the MIFNS of Russia No. 2 in St. Petersburg for the largest taxpayers came to Marvel Distribution's offices with an on-site inspection. According to the results of the audit, Marvell Company LLC was additionally charged 441 million rubles of income tax and 442 million rubles of VAT, as well as penalties and fines totaling more than 300 million rubles.

"Bonuses" work "in white"

The consolidation of the business allows Marvel Distribution to display more transparent financial statements, thanks to which the company becomes more attractive, transparent and understandable for partners, insurers and creditors, Marvel Distribution notes.

As an example, Konstantin Shlyakhov cited Samsung, with which the company has long worked in the field of project business. Two years ago, Samsung barely confirmed the $100,000 limit. Marvel Distribution on a loan, for which the latter turned to him. In 2018, Marvel Distribution needed a loan of several million dollars for one delivery, and after showing Samsung's consolidated statements, the company received a credit line tens of times larger than the previous one.

A more transparent structure also makes it possible to simplify interaction with government agencies, including the customs service. In 2018, the company, together with the customs service, was audited to obtain the status of an authorized economic operator. This will significantly simplify the procedure for importing goods, reduce overhead and the volume of document flow, according to Marvel Distribution.

Business consolidation has reduced the cost of administering a large number of legal entities. According to Marvel Distribution, during the consolidation process, the total staff of the company decreased by about 10%, mainly due to accountants. In "Marvell CT" in 2018, the average number of the state is 535 people.

Konstantin Shlyakhov outlined one "problem" that arose as a result of business consolidation.

We understand that we are among the largest taxpayers in our country. And if earlier, having a large number of legal entities, it was sometimes possible to wave and say that it would not be checked anyway, now we understand that we need to adhere to 100% legality in the registration of any accounting transactions. And sometimes it can be extremely inconvenient to do from the point of view of our accounting, "he explained.

We add that in 2015 Marvel Distribution first appeared in the ranking of the largest companies RBC 500, and at the end of 2016 took 163rd place in it.

"Marvell" rented an office with an area of ​ ​ more than 1700 sq.m

At the beginning of the year, Marvel Distribution rented more than 1700 sq.m. in the PREO 8 class A business center, located at 8 Preobrazhenskaya Square. In the office, which occupies the entire 27th floor, the company began working in January 2018. The lease agreement was concluded for 5 years with a possible subsequent extension. The old office in Moscow will no longer be used - the lease expires in January.

"The new office symbolizes the transition of the company to a new level, at which, first of all, attention to its employees as the main capital of the company plays a big role," comments Alexey Melnikov, General Director of Marvell KT LLC (Marvel Distribution brand). - "When choosing a new office, we aimed to achieve maximum comfort for employees, partners and customers. Good transport accessibility "PREO 8" (right at the entrance to the business center there is a metro station "Preobrazhenskaya Ploshchad") and proximity to highways reduces travel time to work. Partners and customers will appreciate the speed with which you can get to the Marvell office from the center of Moscow and from railway stations and airports. "

The layout of the office space includes a spacious open space, several meeting rooms, places for coffee breaks and recreation areas. A panoramic view of Moscow, opening from windows along the entire perimeter of the office, makes it possible to see many sights of the capital almost from a bird's eye view. Within a month, a design project will be completed, which will use the company's corporate colors - white and blue.

2017

Revenue growth in rubles and dollars

The pre-calculated turnover of Marvell CT in 2017 in Russia amounted to 70.4 billion rubles. Such data led to the company in February 2018. The growth in turnover in Russia amounted to about 10%: in 2016 it was about 63.9 billion rubles, TAdviser specified in the company.

In dollars, the company estimates revenue growth in Russia at 17%, and collectively in all regions where Marvel Distribution operates - at 27%.

Among the drivers of revenue growth in the company are the strengthening of the ruble in 2017 by about 10%, which automatically led to an increase in revenue for foreign currency goods, as well as market recovery and work to form a pool of new vendors and customers.

Marvel Distribution also has companies in Kazakhstan and Georgia operating businesses in different regions outside Russia. The company told TAdviser that the turnover in Kazakhstan at the end of the year, after the final calculations, Marvel Distribution expects about 6 billion rubles, and up to 1.5 billion rubles from sales in other CIS countries.

The senior vice president and general manager of the company Konstantin Shlyakhov clarified to TAdviser that in 2017 the share of project distribution grew at a faster pace than retail-, and distribution its share slightly exceeded 50% in the company's total revenue structure. At the same time, the company does not expect significant growth in the project business in 2018 against the background of the general state of the market.

In retail distribution, Marvel Distribution grew sales in all directions, with the exception of laptops and tablets, which collectively showed a drop of 35%.

In the project distribution, according to the company, all the main areas also showed growth: telecom, servers and, DSS as well. software Marvel Distribution notes its special successes in the field of distribution. ON Oracle The company even received an award for its contribution to the development of Oracle's cloud business in the region in EMEA 2017.

One of the new directions in project distribution was the opening of a joint "marketplace" with HP solutions for SMB companies.

The aspiration that Marvel Distribution wanted, but again could not fulfill, was the signing of a distribution agreement with Microsoft in Russia. The company plans to make further efforts to make this happen.

A company representative in a conversation with TAdviser noted that in order to conclude a contract with a vendor who has an established pool of distributors, it is necessary to prove to him that the company is somehow better than the rest. Marvel Distribution is trying to do this on the example of Kazakhstan, where it already has a distribution agreement with Microsoft. The development of its own multi-vendor marketplace for software distribution via the Internet should also increase the attractiveness of the company as a distributor, the representative of Marvel Distribution noted. As of the beginning of 2018, Marvel Distribution is working on the development of such a platform.

Marvel Distribution's partner base grew by 9% in 2017.

Co-owner of Marvell could withdraw 2.9 billion rubles through Moldova to Europe

In March 2017, Novaya Gazeta reported that its journalists for several months of work with the participation of colleagues from other publications of the world were able to calculate the final recipients of Landromat money^[4]So the journalists of "Novaya Gazeta" called the platform for money laundering, through which about 700 billion rubles were withdrawn from Russia in total.

According to the newspaper, money of dubious origin received by companies in Russia fell into Landromat, and under the guise of executing fictitious court decisions adopted by Moldovan judges were withdrawn abroad. Landromat received money from the largest government contracts; from smuggling, electronic engineers clothing and military products; from theft of assets in; and banks from financing political projects in, the To Europe newspaper writes.

Journalists claim that by building on the principle of "follow the money" ("follow the money") chains of money movement on the accounts of dozens of companies involved in Landromat, they calculated real, not nominal people who eventually got money withdrawn from Russia according to the "Moldavian scheme."

Among the largest Russian beneficiaries, Novaya Gazeta names Georgy Gens, the owner of the Lanit group, and Sergei Girdin, co-owner of the Marvell IT holding.

From 2011 to 2013, a company from the British Virgin Islands, Zymbeline Trading, received almost $96 million, or 2.9 billion rubles, in its account with the Swiss bank UBS AG. The money came from Moldovan bank Moldindconbank and Latvian Trasta Komercbanka. According to Novaya Gazeta, these funds were transferred by fictitious offshore companies, in favor of which Moldovan bailiffs wrote off money from Russia.

Documents regarding Zymbeline Trading are in the "Panama Archive." In 2008, Sergey Girdin was indicated as the manager of the company's bank account. The publication was unable to clarify whether he controlled the company's account even later, when money was transferred to it according to the "Moldavian scheme," and Girdin himself did not answer Novaya Gazeta's request, the publication claims.

Marvell said that the company has nothing to comment on the publication of Novaya Gazeta, since no documents have been received from the publication for consideration. However, based on the analysis of open data, we can conclude that the results of the journalistic investigation have nothing to do with Marvell or Sergei Girdin, the company added.

Comptek International Overseas, a company controlled by George Gens from the British Virgin Islands, from 2013 to 2014, according to Novaya Gazeta, received $27 million, or 931 million rubles, under the same scheme to its account with the Swiss bank UBS AG.

Import substitution is not a hindrance: Marvell has increased Oracle sales and wants to grow through Microsoft sales

Marvel Distribution, historically focused on the supply of hardware solutions, is interested in developing the software business, company representatives said in February 2017. The vendor in whose software it is primarily interested in is Microsoft, since the company occupies a significant share of the software market. The company has been communicating with the American corporation about possible cooperation for about three years, Konstantin Shlyakhov, senior vice president of Marvel Distribution, told TAdviser.

Previously, the company collaborated with Microsoft in the direction of mobile devices, which naturally "stemmed" from its previous partnership with Nokia. Subsequently, Nokia's mobile division was acquired by an American corporation, but in 2016 it seemed that Microsoft did not plan to develop it, Marvel Distribution notes.

Konstantin Shlyakhov spoke about the company's interest in the software direction

The fact that there was no software cooperation with the American vendor yet is explained in Marvel Distribution by the fact that historically Microsoft had other distributors, and their company was initially more involved in hardware solutions.

Marvel Distribution has had an agreement with Microsoft to distribute some software solutions in Kazakhstan since 2014. The company expects to expand it to all Microsoft lines and, through successful sales in Kazakhstan, start working with Microsoft and in Russia.

Marvel Distribution is also interested in selling information security software, Konstantin Shlyakhov told TAdviser. For example, antiviruses. With a number of suppliers in this segment, negotiations are underway on cooperation, they say in the company, without specifying with which ones.

Marvel Distribution has experience selling Oracle products, including software. In 2016, they grew by almost 60%. Growth refers mainly to software. The contribution to growth was made by the fact that at the end of 2015 Oracle stopped deliveries through one of its distributors in Russia, and its share was distributed among the rest, they explain in Marvel Distribution.

The growth of dynamics in Oracle was also facilitated by the sale of Unlimited License (unlimited license) software of this vendor, in which Marvel Distribution participated. As a rule, the distributor does not participate in sales of unlimited licenses, Oracle supplies them to either the customer or a partner, the company explains. In this case, Marvel Distribution was able to convince everyone that it would not be superfluous in this supply chain. She "was able to offer such an interesting offer for everyone with such a modest estimate of her own interest that for all participants in the chain, the participation of Marvel Distribution did not lead to additional costs."

In 2016, Marvell reported that it had become a distributor of the American company PTC, a developer of technology platforms and corporate applications for computer-aided design (CAD), product lifecycle management (PLM), applications (ALM) and services (SLM), supply management (SCM ) and the Internet of Things (IoT). The contract applies to all software products of the vendor in Russia and the CIS.

The course on import substitution in Russia does not yet have a significant impact on the company's business, said a Marvel Distribution representative in a conversation with TAdviser. There is a trend towards import substitution as such, but in the direction of "hardware" there are no solutions with potential that would be of interest to the company's partners on the market yet. "Replace" for a year or two products, the development of which the world's leading vendors spent many years, forces and finances, on Russian "analogues" is very difficult. Simply because for the appearance of real analogues, years of appropriate work on the part of the "deputies" must pass, says Konstantin Shlyakhov.

The situation with import substitution in the field of software is slightly better, Shlyakhov believes. In this area, Russia initially had companies that, even before the advent of the term "import substitution," actively worked in world markets, a strong programming school was historically formed, so it was necessary to create a replacement product not from scratch, but often from very good starting positions.

The company is also interested in the sale of subscription software in Russia, acting in this case as an authorized sales channel of the vendor. Marvell has invested in creating an internal software distribution system for such a model, a company representative told TAdviser.

Marvel Distribution is also interested in selling cloud services. The company told TAdviser that they are considering the possibility of providing cloud services based on the partner's data center abroad, outside the CIS. Marvell is exploring the option of investing in the development of this data center and further providing cloud services on its basis - both infrastructure and SaaS. In which country and on the basis of which site, the company preferred not to specify.

2016

Revenue growth of 3% in dollars

Marvel Distribution's revenue in Russia grew by 3% in dollars in 2016. This was told by representatives of the company in February 2017. The dynamics of turnover in rubles in the company preferred not to disclose.

Dynamics of some segments of the IT market (2016-2015). Source Marvel Distribution

Distribution of Sales of Project Distribution by Marvell Marvel Distribution 2016

Channel Destinations Marvel Distribution 2016

Marvel Distribution sells in two directions: distribution in the field of retail and project business. The first of them showed higher growth rates in 2016, and its share in total sales exceeds 50%. The direction of laptops and tablets showed an increase of 6% in dollars, while tablet sales increased by 302%. Sales of mobile communication devices increased by 37%, monitors - by 35%, personal audio devices - by 17%. The Department of Components also increased sales. High growth rates were shown by sales of processors - AMD 21%, Chieftec power supplies - 185%, external and internal - HDD Toshiba 700%.

The main distribution channels of the retail direction were companies operating in computer retail, cellular and household retail, as well as the B2B channel. The direction of project distribution also showed growth. The top 10 vendors in terms of turnover here included companies, APC,, Avaya,, Cisco,, Extreme Networks,, and Hitachi. HPE IBM 83% of Juniper Lenovo Oracle the products were delivered to system integrators.

Foreign business in 2016 accounted for more than 10% of the total turnover of the company. Its share in total revenue is growing. Marvel Distribution said that its business in Georgia in 2016 grew in dollars by 100%, in Central Asia - by 50%.

Termination of the contract with Apple

In February 2016, Marvel Distribution stopped supplying Apple products. The high demands of the IT giant to partners, a change in the model of work in the Russian Federation and a drop in sales affected.

"Apple is no longer on the list of leading vendors with whom we partner. We did not plan to hold a press conference on this matter, but since we are talking about this, I will say that after summing up the results of 2015 , it was decided to terminate Marvel Distribution's cooperation with this manufacturer, "the publication quotes CRN the general manager of the IT distributor. Konstantin Shlyakhov

We are grateful to Apple for cooperation, but the current economic situation - an increase in the exchange rate, a decrease in purchasing power, a decrease in demand for premium products on the one hand and the vendor's policy - direct contracts with the main partners, full financial guarantees of the distributor on the other led us to the decision to abandon Apple supplies. Perhaps the situation will change, and we will return to cooperation, but at the moment we will focus on products that require less financial investment and have a greater economic effect, "said Konstantin Shlyakhov, senior vice president and general manager of Marvel Distribution[5].

According to him, Apple, which for a long time distributed its products in Russia through distributors, has established direct supplies to retail chains and the sale of goods through its own online store.

Marvel Distribution has ceased to be an Apple distributor

At the same time, the California giant presents distributors with "not only very tough, but also capital-intensive" requirements, continues Shlyakhov. Among them - 100% collateral of the credit line ( in the form of a deposit or bank guarantee), which forces the distributor to "freeze" large funds. But in the current market conditions, banks are in no hurry to lend to companies in Russia, the representative of Marvel Distribution notes.

Another reason that influenced the distributor's refusal to partner with Apple was the reduction in sales of expensive technology of the corporation in Russia against the background of a drop in the purchasing power of the population.

Konstantin Shlyakhov stressed that the distribution of Apple products does not belong to a business that allows you to get a high return on invested funds.

Our company has other areas in which we will invest, including financially, - said the general manager of Marvel Distribution.

He also added that the company does not plan to stop cooperation with some other "iconic" vendors, but clarified that "sometimes circumstances develop so much that similar, very difficult decisions have to be made."^[6]

2014

The partner network has over 4200 companies from more than 240 cities of Russia.

In the total turnover of the company, 40% (in money) falls on system integration; 15% are corporate resellers, 20% are computer retail, 14% are cellular retail, 5% are household retail, the same is Internet retail, 1% are "other channels." In Russia, growth was shown by the direction of system integration - more than 25%, corporate supplies - an increase of 10%. Computer retail showed an increase of 6%, cellular retail - 15%, Internet retail grew by 5% (figures are given by the results of the shipment of equipment).

2013

The volume of the distributor's business in the CIS countries (without Kazakhstan) in 2013 increased by 193% compared to the same indicator in 2012. In Kazakhstan, the company's turnover in 2013 increased by 50% (compared to 2012). In total, since the opening of the Kazakhstan office in 2008, the company's sales in this country have increased 45 times.

The distributor's sale of more than 1 million smartphones rubles, Russia the total growth (more than 350%) of the company's turnover in HTC in the CIS countries, as well as an increase in sales of smart phones Sony by almost one and a half times. In addition, other vendors with whom the distributor works showed significant growth. Thus, in the product line "" storage systems Hitachi products showed excellent results (+ 385%); Nikon (+ 42%) and Canon (+ 44%) distinguished themselves in "photographic equipment." In a very difficult segment, laptops managed to achieve an increase of 41% in MSI products, and sales of commercial laptops, all-in-ones and branded PCs Lenovo increased by 23%. In addition, Marvell Distribution became the No. 1 for the supply of commercial laptops. Acer

2012

The largest share of sales in 2012 belongs to the Department of Laptops, PCs and Tablets (ND) - 37%. This is followed by the departments of "Networks and Telecommunications" (NET) with 26%, "Digital Technology and Mobile Communications" (DMC) - 24% and "Servers and" DSS(SERV) with 13%. Tablet sales have already begun to exceed PC sales, retail business share (DMC and NB) was 61%, and project business (NET and SERV) was 39%. " The main vendors of Marvel Distribution are companies Apple,,. Cisco HP

2011

At the end of 2011, sales growth was 51%, which is 21% higher than the plans set at the beginning of the year. According to the company, the achievement of such results became possible thanks to a balanced product portfolio, proven management methods, customer orientation and constant improvement of logistics and financial services. In total, since 2000, sales of Marvel Distribution have grown 20 times. System integrators brought 40% to the company's turnover, corporate resellers - 10%, computer retail - 20%, consumer retail - 15%, cellular retail - 8%, Internet retail - 3%, other partners - 4%.

The main points of growth can be distinguished in the total sales volume. In 2011, the best dynamics was observed for Apple (+ 203%), HTC (+ 149%) and IBM (+ 111%) products.

Each of the key departments showed significant results.

The Network and Telecommunications Department showed a noticeable increase in sales for niche vendors: Extreme Networks (+ 155%) and TrippLite (+ 289%).

Specialized technology solutions Cisco IronPort (+ 102% )/Cisco Telepresence (+ 226%) and HP Networking (+ 264%) are actively developing.

Enterprise products accounted for 68% (17% growth compared to 2010), SMB - 18% (32% growth), Voice - 13% (69% growth).

Laptops accounted for 44.3% (an increase of 37.2% compared to 2010), desktops - 17.1% (an increase of 67.7%), servers and DSS - 25.2% (an increase of 70%), tablets - 11.7% (an increase of 562.5%), other - 1.8% (an increase of 123.7%).

The Department "Components, Peripheral, Digital Equipment, Mobile Communications" also showed a steady increase in turnover. Sales of smartphones, digital cameras and e-books have grown most noticeably. In addition, the range of accessories has significantly expanded, which will now be allocated in a separate direction within the department.

Communicators accounted for 45% (an increase of 101% compared to 2010), components - 4% (an increase of 4%), peripherals - 4% (an increase of 48%), e-books and accessories - 7% (an increase of 113%), UPS - 13% (an increase of 23%), monitors and projectors - 9% (a drop of 23%), TsFK - 17% (an increase of 51%).

2010

The turnover of Marvell- Distri­butsiya in 2010 increased by 102% compared to 2009 and by 49% compared to the pre-crisis 2008, thus becoming a record for the entire duration of the company. The turnover of EFO, which supplies electronic components, increased by 60% compared to 2009, Nevsky Bank increased its balance sheet assets and capitalization by 56 and 29%, respectively, and Timber Product, a company specializing in woodworking and construction of wooden buildings, optimized production and loaded capacity by 87%.

The Department of Laptops, PCs and Servers showed the highest growth rates (144% compared to 2009), its share in the total turnover increased from 39 to 47%. The second largest business department, Networks and Telecommunications, retained a share of 27% of total sales (105% growth). The share of the department "Components, peripheral, digital equipment, mobile communications" decreased to 25% (growth - 51%). The Department "Audio/Video" retained a share of 0.5% in the total turnover (an increase of 76%).

Growth in product areas was extremely uneven. If sales of voice solutions increased by 207%, PCs and laptops - by 165 and 162%, respectively, network solutions for large and small and medium-sized enterprises - by 99 and 91%, then sales of monitors, peripherals and components - by only 59, 46 and 7%. The increase in the popularity of laptops and netbooks reduced, according to Shlyakhov, the share of domestically produced equipment, which also affected the sales of components.

The largest change in the structure of the dealer network is the increase in the importance of chains selling household appliances (contracts were signed with Eldorado and MediaMarkt), here sales increased by 170%, and the emergence of the "photographic" category. According to the results of the year, "household retail" bypassed "computer" (19 and 17% of turnover, respectively) and lags behind only "system integration" (38%).

Notes