Interview with Mr. Klaus Götz, Chief Merchandiser of HORNBACH Baumarkt AG

1. What is Hornbach's core business and what is its positioning in Europe and the world market? 

The HORNBACH Group is one of Europe's largest operators of DIY stores and garden centers. 

Via HORNBACH Baumarkt AG, its largest and most important subsidiary, the HORNBACH Group operated 146 DIY megastores with garden centers in nine European countries as of February 28, 2015. With a market volume of around € 44 billion (gross sales in 2013), Germany is Europe’s largest DIY market. Ranked by absolute net sales of DIY retail players, HORNBACH Baumarkt AG thus held 5th position in Europe and 3rd position in Germany at the balance sheet date on February 28, 2015.The crucial statistic, however, is that HORNBACH is by far the top performer among German DIY companies in terms of productivity, and that both for the “sales per store” and for the “sales per square meter” key figures. HORNBACH has continually expanded its market position in recent years. As a percentage of total sales at all German DIY and garden stores in 2014 (€ 21.3 billion), HORNBACH’s market share grew from 10.0% to 11.0%.



2.What are Hornbach’s current plans in Asia Pacific market? Are you only outsourcing products here in Asia for the European market or do you also plan to expand your store chains to this market as well?

Hornbach currently outsources its products from Asia only. However, for the moment there is no plan to expand business into Asian retail market.  





3.What kind of flooring products are you looking for to outsource during DOMOTEX asia/CHINAFLOOR 2016? Are you mainly looking for flooring manufacturers from China or also from other countries (what other countries are you also interested at)?

At Domotex Asia/CHINAFLOOR 2016, we are looking forward to find a conclusion of our ordering plan for 2016. We are interested in different flooring products such as LVT, Laminate, Parquet, Bamboo, WPC, Bamboo decking, etc. Therefore we invite all vendors to make an offer for these products range to Hornbach (Asia Limited). Of course, the purchasing decision takes more than just 3 days, but we are using this chance to meet all the possible suppliers & review samples all in one place. Regarding the origin of the sources, we have an open mind for all possibilities and countries worldwide. 


4. What are your expectations of participating at DOMOTEX asia/CHINAFLOOR 2016? How do you think this platform can help you to do business in China and APAC? If you have visited the show before, what would you like to see improved? 

We expect to meet approved vendors, to find new products for our flooring range. We are glad to have the opportunity to be at this type of show to be able to meet suppliers of different product range. This saves us a lot of time in travelling to visit suppliers one by one. 

We hope the fair could be hold longer in terms of time. 3 days may be a bit of rush to visit all potential suppliers and discussed all the details.