3 Step IT Annual Report 2018 - Page 6



PROGRESS,
PERFORMANCE
AND PROMISE
When I joined 3 Step IT four years ago, there
was a clear desire for change. The company was
ambitious to grow within and beyond its current
markets. That kind of change does not happen
overnight: first you understand the issues, then
develop strategies and finally agree plans. When
I reflect on the way our business developed
in 2018, it was a year when the strategies and
plans we have been working on became reality.
“We made great progress across the board toward our ambition
of becoming the leading global provider of technology lifecycle
management services.”
Carmen Ene
business had few very large customers, and
almost no business done that shipped outside
our operating countries.
Remarketing continued to deliver our
sustainability promise. With additional business
coming from used devices we buy, as well as
rental returns, it handled a record 480,000 IT
devices, reselling 97% of rental returns. When we
opened a new remarketing centre near Helsinki
airport, it increased capacity, and modernised
our refurbishing capability.
Seeking to exceed customer expectations, we
set ourselves challenging targets for 2018,
profitable growth, modernise IT, refresh skills,
build a brand, and break out from our north
European territory. We made progress across
the board.
A consistent focus on managing IT devices,
rather than other types of asset, and tight control
of costs led to a 14% earnings increase.
STRONG FINANCIAL PERFORMANCE
DIGITALISATION DEVELOPMENTS
The essential foundation was our financial
performance: it was once again a recordbreaking year. Overall, we grew 11% in a relatively
flat market where we continue to face strong
competition. This performance was delivered by
all our major segments, with both remarketing
and rental businesses growing as planned.
We made good progress on our digitalisation
journey. We agreed an IT roadmap and the
required investments. We moved internal
systems to the cloud, installed a modern
intranet, updated contract tools and improved
service delivery support.
We started work to deliver the longer-term
digitalisation strategy: our new asset tool will
modernise both the underlying architecture
and the user interface. Early testing is going
well and it promises to transform our customer
experience when delivered later in 2019.
Our rental sales teams won 642 new customers.
The wins ranged from a few dozen devices, to
major international bids for equipment shipping
to 54 countries. This is an exciting development
in our sales capabilities: four years ago, our
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