Anche all’interno di mercati maturi e settori in difficoltà spesso si possono trovare casi di imprese che riescono a creare valore. Che cos’hanno queste imprese di diverso rispetto ai loro competitor che, invece, arrancano e nei casi peggiori chiudono i battenti?
Il caso di Evicarri SpA è particolarmente emblematico in questo senso e può aiutare a trovare qualche spunto di riflessione utile e applicabile in diversi contesti aziendali.
Il caso Evicarri SpA
Evicarri SpA è un’azienda a conduzione familiare, che si occupa della commercializzazione e allestimento di veicoli industriali nuovi e usati, della manutenzione e riparazione degli stessi, della commercializzazione di ricambi e della vendita di prodotti finanziari e assicurativi, nelle tre sedi di San Cesario sul Panaro (MO), di Villa Bagno (RE) e di Rubiera (RE).
Dopo aver avviato l’attività con alcuni marchi stranieri, oggi Evicarri rappresenta il marchio IVECO per le provincie di Modena e Reggio Emilia.
L’azienda nasce nel 1982 a Sassuolo e nel 1992 viene acquistata dalla famiglia Pinelli, che avvia un processo di crescita ed espansione con le seguenti tappe principali:
- 2000: apertura della sede di Villa Bagno (RE);
- 2002: apertura dell’officina meccanica di Vignola (MO), tappa importante per iniziare l’attività di riparazione dei veicoli;
- 2009: apertura della sede di San Cesario sul Panaro (MO), attualmente sede principale dell’attività, e avvio della partnership con il marchio leader in Italia, ovvero IVECO;
- 2012: acquisizione della sub-rete IVECO di Reggio Emilia e implementazione di un Codice Etico interno, volto a ispirare e disciplinare la conduzione, i valori e la quotidianità dell’Azienda;
- 2015: lancio del marchio CamionUsato per la commercializzazione di veicoli industriali usati (sia scelti ad hoc sul mercato che oggetto di permuta dal rientro della vendita di veicoli nuovi) e acquisizione della sub-rete di Modena, divenendo unico Dealer IVECO di zona;
- 2016: apertura del nuovo e funzionale Magazzino Ricambi di Rubiera, interamente dedicato alla commercializzazione dei ricambi originali e di tutte le marche, e realizzazione di un investimento specifico destinato alla vendita di prodotti finanziari (Leasing e Finanziamenti) e assicurativi.
Durante questi anni l’azienda si è contraddistinta per una forte impronta tipicamente familiare, che ha sostenuto la crescita della struttura che impiega 50 collaboratori tra Capi responsabili, Meccanici, Venditori, Magazzinieri e addetti vari.
Un passaggio fondamentale, realizzato tra gli anni 2011 e 2015, è stato rappresentato dall’acquisizione di tutta la sub-rete Iveco di Modena e Reggio Emilia, che ha consentito a Evicarri di contare su un gruppo di 19 Officine Autorizzate IVECO, capaci di rappresentare il meglio del Post vendita nelle provincie di Modena e Reggio Emilia.
Nell’ambito dell’esecuzione del piano di sviluppo per il quadriennio 2017-2020, Evicarri a fine 2016 ha riprogettato completamente la propria struttura organizzativa. Una nuova governance per dare all’azienda un assetto più moderno, aderente al mercato e procedere sulla strada della valorizzazione del Capitale Umano e degli asset intangibili in generale. Sotto la direzione dell’Amministratore Delegato operano 8 unità organizzative di cui 5 di business (vendita Veicoli Nuovi, vendita veicoli Usati, Servizio Post vendita, vendita Ricambi, Vendita Servizi Creditizi e Assicurativi) e 3 di supporto (Amministrazione, Marketing e Back Office).
La discontinuità affrontata
l processo di espansione e sviluppo che ha portato Evicarri a essere l’azienda di successo che è oggi, ha dovuto affrontare e superare una fase di forte discontinuità.
Dopo alcuni anni di forti difficoltà conseguenti alla crisi del 2008, che aveva ridotto del 65% il mercato di riferimento dell’azienda e scosso nel profondo il settore dell’autotrasporto, nel 2015 una serie di condizioni resero necessaria una profonda riflessione e la costruzione di un progetto per riorganizzare e rilanciare l’attività.
Il mercato, se da un alto presentava numeri lontani dai picchi del 2008 e marcava ancora una forte tensione finanziaria su tutta la filiera, dall’altro mostrava i primi concreti segnali di ripresa, con un aumento delle immatricolazioni legate a due fattori principali:
- la necessaria sostituzione di un parco circolante estremamente invecchiato;
- l’aumento del trasporto merci dovuto alla ripresa dell’export e dei consumi interni.
Inoltre, l’uscita dal settore o lo stato di crisi di importanti competitor locali rappresentava un’importante opportunità per occupare posizioni e riempire “vuoti” lasciati da altri. Il settore, con una velocità mai vista e stimolata dalla necessità imposta dalla crisi economica, evidenziava un cambio delle esigenze dei clienti, la nascita di nuovi bisogni e una generale velocizzazione dei tempi di reazione e delle decisioni. Si rendevano sempre più necessari la velocità di azione, una gamma di servizi sempre più ampia e una comunicazione efficace e trasparente verso il mercato.
Evicarri usciva dalla crisi con vari punti di forza e altri di debolezza.
Le principali criticità erano date da:
- uno stato di tensione finanziaria derivante da anni di progressivo indebolimento e drenaggio di liquidità;
- un modello di business fortemente orientato all’aspetto commerciale e in particolare alla vendita di veicoli nuovi, che doveva necessariamente essere rivisto per rispondere alle nuove esigenze del mercato ed essere competitivo nel medio/lungo termine sviluppando altre aree di business e servizi;
- un’organizzazione aziendale interna non adeguata alle nuove esigenze;
- il passaggio generazionale in atto.
Le principali opportunità erano date da:
- la possibilità di sviluppare ulteriormente la partnership con il Brand di riferimento (Iveco);
- un’organizzazione commerciale efficace e capillare;
- la possibilità di occupare posizioni lasciate libere nel mercato da una concorrenza non competitiva e meno reattiva;
- un settore in forte cambiamento nelle sue esigenze e politiche di acquisto;
- alcuni segnali di ripresa del mercato e del settore di riferimento;
- i tempi maturi per pianificare il processo di transizione generazionale (tra la prima e la seconda generazione).
Le opzioni strategiche esaminate e la strategia identificata
Per affrontare la fase di discontinuità descritta, nel 2015 la proprietà e il management aziendale si concentrarono sull’analisi delle opzioni strategiche a disposizione e sulla costruzione di un progetto di riorganizzazione e rilancio di medio/lungo periodo.
L’azienda presentava strutture sovradimensionate rispetto ai volumi espressi ma, seppur presa in considerazione, l’opzione di procedere ad un ridimensionamento o alla cessione di asset fu presto abbandonata.
Si decise anzi di ripensare il modello di business, lavorando per ampliare i servizi offerti alla clientela e sviluppare le aree di business fino a quel momento rimaste secondarie (commercio veicoli usati, ricambi, servizi post vendita, servizi finanziari) con l’obiettivo di allungare la catena del valore e, di conseguenza, aumentare volumi e margini.
Uno dei primi problemi da affrontare era però quello della tensione finanziaria che gravava sulle performance dell’azienda, determinando un’elevata incidenza degli oneri finanziari, e una difficoltà di generazione del cash flow necessario a mettere in esecuzione un progetto di medio/lungo termine.
Si decise di coinvolgere alcuni istituti di credito per impostare un piano di rifinanziamento dell’azienda. Il supporto richiesto incontrò il favore del ceto bancario, confermando così la buona credibilità dell’azienda e mettendola in condizioni di poter programmare la propria attività e investire nello sviluppo di nuove strutture e attività.
Completata la fase di riorganizzazione, Evicarri si poté quindi concentrare sull’esecuzione di una strategia di rilancio articolata intorno alle seguenti linee guida:
- il potenziamento della partnership con il brand di riferimento (Iveco) puntando sulle potenzialità del marchio leader nazionale;
- un ulteriore sforzo a supporto dell’attività da parte della famiglia proprietaria, preferendo questa scelta a quella di aprire il capitale a nuovi soci che avrebbero potuto cambiare o rendere meno “compatta” l’anima e il commitment aziendale;
- il coinvolgimento delle persone operative in azienda;
- la progettazione e la realizzazione dell’ampliamento delle strutture (piazzali, sedi) per supportare la ripresa prevista del volume d’affari.
Le tappe principali nell’esecuzione della strategia
Il progetto di riorganizzazione e rilancio di Evicarri fu realizzato attraverso le seguenti principali milestones:
2015:
- diagnosi approfondita della situazione di partenza, elaborazione della strategia di riorganizzazione e rilancio e costruzione del Piano Strategico;
- nascita del marchio CAMIONUSATO per sviluppare la commercializzazione dei veicoli usati su tutto il territorio nazionale;
- potenziamento della partnership con il Brand Iveco e acquisizione delle province di Modena e Reggio Emilia come Concessionari Unici;
- lancio del progetto “UNITI AL SERVIZIO DI CHI TRASPORTA” che punta a presentarsi al mercato come centro servizi per l’autotrasporto, ed estensione del progetto a tutte le officine autorizzate Iveco della zona di Modena e Reggio Emilia (un gruppo di 19 aziende con oltre 200 tecnici operativi sul territorio);
- prima tranche di finanziamenti da parte degli istituti di credito;
2016:
- apertura della nuova sede di Magazzino in Rubiera per la distribuzione dei ricambi;
- nascita del marchio CAMIONRICAMBI per sviluppare la vendita di componenti ricambi sul territorio regionale e sul Web
- riorganizzazione interna, con la nascita di 5 unità organizzative di business e 3 di supporto, e responsabilizzazione delle figure manageriali a capo delle stesse;
- seconda tranche di finanziamenti da istituti di credito;
2017:
- ampliamento della sede di San Cesario sul Panaro;
- avvio del percorso di transizione generazionale, attraverso la nomina dei due figli del fondatore come Amministratori Delegati.
I risultati ottenuti e l’impatto sugli equilibri economico-finanziari dell’impresa
I risultati ottenuti da Evicarri in questi anni sono stati molteplici, seppure non ancora completamente acquisiti.
Dal punto di vista degli aspetti economici/finanziari, i principali risultati sono stati:
- l’aumento delle vendite, sia di veicoli nuovi che di veicoli usati;
- la forte crescita del fatturato aziendale, più che raddoppiato in 3 esercizi;
- il raddoppio del fatturato per il settore Usato e per il settore Ricambi;
- il sensibile miglioramento delle marginalità caratteristiche;
- la diminuzione degli oneri finanziari e la generazione di cash flow.
Per quanto riguarda gli aspetti strategici, invece, vanno evidenziati i seguenti risultati:
- raggiungimento di un posizionamento di leadership del brand Evicarri all’interno dell’area di competenza e tra i primi operatori a livello regionale;
- apertura e messa a regime di 3 sedi operative su 30.000 mq di area di cui oltre 5.000 coperti;
- ampliamento della rete di officine autorizzate;
- crescita dell’occupazione;
- innovazione del modello di business, e ampliamento dell’offerta di valore al mercato;
- innovazione e rafforzamento della struttura organizzativa e dei sistemi di management.
Conclusioni
Il caso di Evicarri SpA mette in risalto l’importanza della fase di elaborazione e messa a punto della strategia per un’azienda che si trovi a dover affrontare una situazione di tensione economica e finanziaria.
Spesso, infatti, in situazioni simili l’istinto può portare a prendere decisioni drastiche di ridimensionamento e graduale uscita da un business ormai ritenuto non più sostenibile. Nel caso di Evicarri, invece, la proprietà e il management hanno preso la coraggiosa decisione di riorganizzare e rilanciare l’azienda.
Evidentemente questa scelta è stata condizionata dal forte coinvolgimento della famiglia proprietaria nell’operatività dell’azienda, ma si è fondata su presupposti oggettivi emersi dall’analisi strategica effettuata in partenza, ovvero la necessità di:
- ripensare un modello di business tradizionale e non più allineato alle mutate condizioni del mercato;
- diversificare il core business ampliando la gamma di servizi offerti;
- potenziare la struttura organizzativa e i sistemi di management dell’azienda;
- attuare un processo di coinvolgimento delle persone operative in azienda con l’obiettivo di creare una vera learning organization.
Questi ingredienti sono stati determinanti per garantire il successo della strategia di riorganizzazione e rilancio di Evicarri SpA, ma possono essere considerati come linee guida trasversali su cui ogni azienda famigliare che si trovi ad affrontare una situazione simile dovrebbe concentrare i propri ragionamenti strategici.
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