Regional Sales Network

- 58 cities covered with six sales offices in St Petersburg and 19 more sales offices nationwide
- Etalon Group’s sales force focuses on regions with the highest per capita income levels
- External professional marketing and sales service agents engaged nationwide
- Key markets: St Petersburg and Moscow

map
Moscow
6
Offices
12.6 mln
Population
62,405
Regional income per capita, RUB
1.9 х
Regional income/National average income
PORTFOLIO
St Petersburg
7
Offices
5.4 mln
Population
42,380
Regional income per capita, RUB
1.3 х
Regional income/National average income
PORTFOLIO
Nefteyugansk
Khanty-Mansi AD
Partner
Type
1.50%
Share of total contracts
44,211
Regional income per capita, RUB
1.4 х
Regional income/National average income
Khanty-Mansiysk
Khanty-Mansi AD
Partner
Type
1.50%
Share of total contracts
44,211
Regional income per capita, RUB
1.4 х
Regional income/National average income
Nizhnevartovsk
Khanty-Mansi AD
Office
Type
1.50%
Share of total contracts
44,211
Regional income per capita, RUB
1.4 х
Regional income/National average income
Surgut
Khanty-Mansi AD
Office
Type
1.50%
Share of total contracts
44,211
Regional income per capita, RUB
1.4 х
Regional income/National average income
Gubkinsky
Yamalo-Nenets AD
Partner
Type
1.49%
Share of total contracts
67,332
Regional income per capita, RUB
2.1 х
Regional income/National average income
Nadym
Yamalo-Nenets AD
Partner
Type
1.49%
Share of total contracts
67,332
Regional income per capita, RUB
2.1 х
Regional income/National average income
Noyabrsk
Yamalo-Nenets AD
Partner
Type
1.49%
Share of total contracts
67,332
Regional income per capita, RUB
2.1 х
Regional income/National average income
Novy Urengoy
Khanty-Mansi AD
Office
Type
1.50%
Share of total contracts
28,645
Regional income per capita, RUB
1.4 х
Regional income/National average income
Krasnoyarsk
Krasnoyarsk region
Partner
Type
1.30%
Share of total contracts
20,483
Regional income per capita, RUB
0.6 х
Regional income/National average income
Norilsk
Khanty-Mansi AD
Office
Type
1.50%
Share of total contracts
28,645
Regional income per capita, RUB
1.4 х
Regional income/National average income
Apatity
Murmansk region
Partner
Type
1.30%
Share of total contracts
36,984
Regional income per capita, RUB
1.1 х
Regional income/National average income
Monchegorsk
Murmansk region
Partner
Type
1.30%
Share of total contracts
36,984
Regional income per capita, RUB
1.1 х
Regional income/National average income
Murmansk
Murmansk region
Office
Type
1.30%
Share of total contracts
36,984
Regional income per capita, RUB
1.1 х
Regional income/National average income
Komsomolsk-on-Amur
Khabarovskiy krai
Partner
Type
1.30%
Share of total contracts
39,614
Regional income per capita, RUB
1.2 х
Regional income/National average income
Khabarovsk
Khabarovskiy krai
Office
Type
1.30%
Share of total contracts
39,614
Regional income per capita, RUB
1.2 х
Regional income/National average income
Krasnoyarsk
Krasnoyarsk region
Partner
Type
1.30%
Share of total contracts
20,483
Regional income per capita, RUB
0.6 х
Regional income/National average income
Sochi
Krasnodar region
Partner
Type
1.07%
Share of total contracts
33,895
Regional income per capita, RUB
1 х
Regional income/National average income
Vladivostok
Primorsky Krai
Office
Type
0.96%
Share of total contracts
34,285
Regional income per capita, RUB
1.1 х
Regional income/National average income
Usuriisk
Primorsky Krai
Partner
Type
0.96%
Share of total contracts
34,285
Regional income per capita, RUB
1.1 х
Regional income/National average income
Mirny
Yakutia
Partner
Type
0.95%
Share of total contracts
42,231
Regional income per capita, RUB
1.5 х
Regional income/National average income
Yakutsk
Yakutia
Office
Type
0.95%
Share of total contracts
42,231
Regional income per capita, RUB
1.5 х
Regional income/National average income
Neryungri
Yakutia
Partner
Type
0.95%
Share of total contracts
42,231
Regional income per capita, RUB
1.5 х
Regional income/National average income
Blagoveshchensk
Bashkortostan
Partner
Type
0.81%
Share of total contracts
28,645
Regional income per capita, RUB
0.9 х
Regional income/National average income
Ufa
Bashkortostan
Partner
Type
0.81%
Share of total contracts
28,645
Regional income per capita, RUB
0.9 х
Regional income/National average income
Yuzhno-Sakhalinsk
Sakhalin region
Office
Type
0.72%
Share of total contracts
49,474
Regional income per capita, RUB
1.5 х
Regional income/National average income
Severodvinsk
Arkhangelsk region
Partner
Type
0.72%
Share of total contracts
33,045
Regional income per capita, RUB
1.0 х
Regional income/National average income
Arkhangelsk
Arkhangelsk region
Office
Type
0.72%
Share of total contracts
33,045
Regional income per capita, RUB
1.0 х
Regional income/National average income
Tolyatti
Samara Region
Partner
Type
0.72%
Share of total contracts
27,507
Regional income per capita, RUB
0.8 х
Regional income/National average income
Yekaterinburg
Sverdlovsk region
Office
Type
0.63%
Share of total contracts
36,110
Regional income per capita, RUB
1.1 х
Regional income/National average income
Elizovo
Kamchatka Krai
Partner
Type
0.61%
Share of total contracts
41,966
Regional income per capita, RUB
1.3 х
Regional income/National average income
Petropavlovsk-Kamchatsky
Kamchatka Krai
Office
Type
0.61%
Share of total contracts
41,966
Regional income per capita, RUB
1.3 х
Regional income/National average income
Rostov-on-Don
Rostov region
Partner
Type
0.52%
Share of total contracts
28,883
Regional income per capita, RUB
0.9 х
Regional income/National average income
Naberezhnye Chelny
Tatarstan
Partner
Type
0.51%
Share of total contracts
33,130
Regional income per capita, RUB
1 х
Regional income/National average income
Ilimsk
Irkutsk region
Partner
Type
0.50%
Share of total contracts
22,714
Regional income per capita, RUB
0.8 х
Regional income/National average income
Bratsk
Irkutsk region
Partner
Type
0.50%
Share of total contracts
22,714
Regional income per capita, RUB
0.8 х
Regional income/National average income
Irkutsk
Irkutsk region
Office
Type
0.50%
Share of total contracts
22,714
Regional income per capita, RUB
0.8 х
Regional income/National average income
Omsk
Omsk region
Partner
Type
0.50%
Share of total contracts
25,236
Regional income per capita, RUB
0.8 х
Regional income/National average income
Magnitogorsk
Chelyabinsk region
Partner
Type
0.50%
Share of total contracts
23,899
Regional income per capita, RUB
0.7 х
Regional income/National average income
Chelyabinsk
Chelyabinsk region
Partner
Type
0.50%
Share of total contracts
23,899
Regional income per capita, RUB
0.7 х
Regional income/National average income
Novosibirsk
Novosibirsk region
Partner
Type
0.48%
Share of total contracts
25,266
Regional income per capita, RUB
0.8 х
Regional income/National average income
Syktyvkar
Komi
Partner
Type
0.50%
Share of total contracts
31,977
Regional income per capita, RUB
1.0 х
Regional income/National average income
Usinsk
Komi
Partner
Type
0.50%
Share of total contracts
31,977
Regional income per capita, RUB
1.0 х
Regional income/National average income
Ukhta
Komi
Partner
Type
0.50%
Share of total contracts
31,977
Regional income per capita, RUB
1.0 х
Regional income/National average income
Magadan
Magadan Region
Office
Type
0.43%
Share of total contracts
52,077
Regional income per capita, RUB
1.6 х
Regional income/National average income
Kemerovo
Kemerovo region
Partner
Type
0.41%
Share of total contracts
21,903
Regional income per capita, RUB
0.7 х
Regional income/National average income
Kemerovo
Kemerovo region
Partner
Type
0.41%
Share of total contracts
21,903
Regional income per capita, RUB
0.7 х
Regional income/National average income
Tashtagol
Kemerovo region
Partner
Type
0.41%
Share of total contracts
21,903
Regional income per capita, RUB
0.7 х
Regional income/National average income
Makhachkala
Dagestan
Partner
Type
1.30%
Share of total contracts
27,831
Regional income per capita, RUB
0.9 х
Regional income/National average income
Penza
Penza region
Partner
Type
0.37%
Share of total contracts
21,571
Regional income per capita, RUB
0.7 х
Regional income/National average income
Tyumen
Tyumen region
Partner
Type
0.35%
Share of total contracts
41,602
Regional income per capita, RUB
1.3 х
Regional income/National average income
Chita
Zabaikal region
Partner
Type
0.32%
Share of total contracts
24,094
Regional income per capita, RUB
0.7 х
Regional income/National average income
Petrozavodsk
Karelia
Partner
Type
0.31%
Share of total contracts
27,587
Regional income per capita, RUB
0.8 х
Regional income/National average income
Perm
Perm region
Partner
Type
0.24%
Share of total contracts
28,776
Regional income per capita, RUB
0.9 х
Regional income/National average income
Kaliningrad
Kaliningrad region
Partner
Type
0.17%
Share of total contracts
26,839
Regional income per capita, RUB
0.8 х
Regional income/National average income
Birobidzhan
Jewish Autonomous Oblast
Partner
Type
0.02%
Share of total contracts
23,776
Regional income per capita, RUB
0.7 х
Regional income/National average income

One of our main sales channels is our regional sales network. In 2018, Etalon Group's regional sales network expanded to six more cities, reaching 58 in total by the end of the year. We also continue to implement corporate programmes for leading regional companies: placing ads on corporate websites, sharing special offers for employees and conducting marketing activities in the offices of partner companies. As a result of our work, our share of sales to corporate clients outside Moscow and St Petersburg increased by 11 percentage points year-on-year, reaching 27% in 2018. We are also developing uniform standards for our sales teams in St Petersburg, Moscow and other regions, which involves the introduction of uniform formats and tools for active sales. In 2018, this approach enabled us to reduce unit costs for the sales per apartment outside Moscow or St Petersburg by 16%.

As contract sales volumes increase, regional sales remain around our target level of 35%. In 2018, for example, the number of contracts concluded increased by 24%, while the share of regional sales was 36.3%, which confirms the effectiveness of the measures we are taking and proves that our regional network is capable of supporting a further increase in sales.

36.3% SHARE OF REGIONAL BUYERS
Moscow 15.5%   St Petersburg 20.7%