What’s currently having the greatest impact on your business?
Over the last couple of years we have been making very big strides expanding our portfolio of technology products, and our recent appointments as distributors for Quantum and Samsung show that we’re having some success.
This is impacting our business in that we are selling to new types of reseller who often need a very different approach to our more traditional customer base of office and IT dealers. Having said that, over half of our business is still accounted for by consumables, and the competitiveness of that product range is a week in, week out challenge.
Where do you see the next big opportunity?
For us, it’s in technology products and services – those related to data storage and audio-visual products and services into the corporate sector.
What would make your day job easier?
Living a bit closer to the office! Working in distribution is never going to be easy because of where we sit in the supply chain. But providing we continue to deliver a level of service and support that satisfies the demands of resellers, then we will continue to be successful.
What’s the best bit of business advice you’ve been given?
I can’t point to a single piece of advice, but experience has taught me that listening to the people you are selling to will always pay dividends.
If you had had a crystal ball, would you have done anything differently?
You make lots of mistakes as you go through your career, and each one is supposed to be a ‘learning experience’. I have to admit there are some ‘learning experiences’ I could have done without, but I’m happy with where I’ve got to.
Describe your most embarrassing moment.
Can’t really think of one… sorry.
What was your first job?
Salesman selling brake linings in East Anglia.
What would be your dream job?
Something that pays enormous amounts of money for working one day a week!
Money’s not an issue, what’s your perfect car … and where would you like to drive it?
Any convertible in a hot country.
Fine dining and good wine, or curry and a pint?
Curry and a pint.
Favourite holiday destination.
How do you like to spend your spare time?
Watching football, with family.