Over the past few years, revenue and EBITDA have seen substantial growth, bolstered by an aggressive acquisition strategy resulting in 11 transactions within a 60-month span.

“Last year marked a unique chapter, but now it’s crucial to focus on what the future holds,” Szekeres remarked at the event on June 19. This forward-looking perspective underscores the company’s commitment to sustained growth and innovation. As the largest Hungarian-owned software exporter and the 12th-largest Hungarian-owned IT firm by revenue, Gloster aims to elevate its success to a global scale.

“Revenue per customer is highest in software development, and we are poised to expand this internationally,” Szekeres added. This ambition to penetrate international markets signifies a strategic shift aimed at leveraging the company’s strengths on a broader stage.

Unlike product sales, where profit margins are more predictable in software development, profitability hinges on the developer’s efficiency and the contract price, leading to higher margins with improved efficiency. This was exemplified by the announcement of a contract with BMW, showcasing Gloster’s ability to secure high-value contracts and deliver superior performance.

Discussing growth prospects, Szekeres highlighted the pivotal role of artificial intelligence, forecasting that AI-integrated chips will soon become ubiquitous. He stressed that consistent revenue remains Gloster’s cornerstone, with export sales currently constituting half of the total revenue. The objective is to increase this percentage further, enhancing the company’s valuation and solidifying its position in the global market.

Growth Opportunity

The increasing reliance on AI technologies across various sectors is expected to drive demand for Gloster’s software solutions, providing a significant growth opportunity. Gloster’s international growth strategy is concentrated on three core regions: the United Kingdom, DACH (Germany, Austria and Switzerland), and the Nordics, with a particular focus on Sweden.

The latter, similar to Germany a few years back, presents significant outsourcing opportunities, with Gloster competing against the Baltic States. This strategic focus on key international markets is designed to maximize growth opportunities and establish a robust global presence.

To stand out in foreign markets, Gloster says it plans to launch two proprietary products shortly, which are under development and have garnered customer interest. These are expected to debut in the Hungarian market next year, demonstrating the IT firm’s commitment to innovation and its ability to meet diverse market needs.

However, the company has faced challenges, such as the impact of a strong forint and high inflation affecting IT salary demands. Despite increased wages, inflation has eroded these gains.

“The HR team’s role is not just about filling positions but about understanding the company’s business needs and ensuring we have the right talent to drive our success,” HR director Péter Oszlánszki said in an interview posted on LinkedIn. “Our team must compete fiercely to attract top talent in a market with a significant skills shortage,” Oszlánszki added in the LinkedIn interview.

Nonetheless, internal synergies present opportunities for substantial cost savings, with the Level Up program expected to save HUF 200 million. Additionally, the Philippines SSC, set to open in Q3 or Q4, offers further savings potential due to wage increases.

AI Boost

Artificial intelligence could significantly bolster future growth, particularly with a Microsoft-centric approach. While Nvidia currently benefits from AI tool sales, Szekeres envisions Microsoft as the future market leader, a position where Gloster holds a strategic advantage.

This foresight into AI trends positions Gloster favorably in a rapidly evolving technological landscape, enabling the company to capitalize on emerging opportunities. By 2026, Gloster’s management projects sales to reach approximately HUF 15 bln, with EBITDA of around HUF 3 bln. This is expected to come from a combination of organic expansion, cost savings, and increased international sales.

Additionally, Gloster aims to acquire further stakes in its subsidiaries, increasing its holdings in Mineo to 70% and in P92 to 94%, thereby boosting post-tax profits. The company plans to raise additional funds in 2025 to finance these acquisitions. Despite significant debt, Gloster’s debt-to-EBITDA ratio remains low due to securing funds before the major interest rate hikes, keeping interest costs relatively low.

“Investing in Gloster is a strategic move,” Szekeres emphasized, citing the company’s strong foundation for growth, a competent team, clear strategic plans, and a focus on optimizing internal efficiencies. Gloster believes it is well-positioned to navigate the complexities of the global market and achieve sustained growth by expanding its market presence, innovating its product offerings, and optimizing operational efficiencies.

This comprehensive and strategic outlook reflects Gloster’s ambition to continue its growth trajectory, making it a compelling investment opportunity, Szekeres argues. The company’s strategic initiatives are designed to support sustained growth and enhance stakeholder value.

This article was first published in the Budapest Business Journal print issue of July 26, 2024.