More of the same – but bigger

Posted on Jan 29 2016 - 8:25am by John Peters
RATING

At the beginning of this year, Capita Document & Information Services (DIS) announced that it planned to triple the size of its business within the next four years. PITR caught up with Alpesh Unalkat, Managing Director of the company’s managed print business, to find out how it was progressing.

Alpesh Unalkat, managing director, Capita Document & Information Services

Alpesh Unalkat, managing director, Capita Document & Information Services

PITR:
When we last spoke, you said expansion would come through a combination of strong organic growth and a series of strategic acquisitions. Where have you seen the biggest success?

Unalkat:
Capita has continued to show strong growth and profitability across its Document & Information Services division in 2015. We’ve seen about a 50:50 split between organic growth and increased revenues resulting from the acquisition of Complete Imaging last year.

This year, we have secured a series of large Managed Print wins across a range of sectors including a multi-site aerospace company, several leading law firms, a very large NHS Trust and a global media business, to name but a few. We’re strong across all vertical markets, but the legal sector is one area where we are making huge inroads.

PITR:
You hinted that the company was in discussions with similar businesses with a view to making further acquisitions in the near future. Have you completed any acquisitions this year?

Unalkat:
This year our primary focus has been on integrating Complete Imaging, which we have done successfully.

PITR:
What’s the plan now? Are you still looking to purchase businesses with the right fit or is the focus more on organic growth?

Unalkat:
We are always looking to grow the business organically and through carefully considered acquisitions.

PITR:
Complete Imaging joined the managed print services arm last year, and at the time you said you were actively recruiting to strengthen that team. How successful have you been in this and how has Complete evolved since it became part of Capita DIS?

Unalkat:
Complete Imaging has integrated extremely well into Capita’s core business. It’s been a very good fit for us and we’ve successfully joined up all operations. The business overall is developing well and exceeding our expectations. The structure is solid, with all customer contracts and services, including professional services, sales, customer support etc., managed by the respective Capita department heads.

We have continued to trade as Complete Imaging, but as of January 1 we will move to a single brand, Capita Document & Information Services. Steve Ward has moved into a consultant director’s role, focusing on sales and customer relationships to support growth.

We have expanded the existing team, recruiting in a number of areas, including sales, service, professional services and finance.

PITR:
What other changes have you made internally to support the business growth strategy?

Unalkat:
We’ve increased headcount across the entire business and made a number of key hires. These include appointing a new Head of Professional Services, as well as a new Regional Sales Director and a sales team in the South West. We’ve also expanded the IT and project management teams.

Our property estate has been refreshed. We’ve opened a new warehousing and office facility in Birmingham that’s almost four times bigger than Complete Imaging’s old premises, and we will shortly relocate our London HQ to significantly larger premises in the heart of the City. These moves complement the £17 million investment made last year in a 99,990 square foot, state-of-the-art print and distribution facility in Mansfield and a purpose-built MPS Service Centre of Excellence in Canning Town.

What’s more, the new London base will work in much the same way as Mansfield, in that it will act as a model office for clients to visit, where we will showcase in a live working environment exactly what Capita Document & Information Services does.

PITR:
What progress have you made in providing managed print in conjunction with the wider services provided by Capital DIS? Do you still see this strategy as the biggest opportunity for growth?

Unalkat:
We have won more new business as a result of our ability to provide a joined up suite of services that includes scanning, storage, archiving and MPS, and that’s absolutely our strategy going forward. One insurance sector client, for example, is leveraging the benefit of all of these services and the next step is to provide them with mailroom and security services.

In the future, offering wider capabilities will be key and this provides us with the biggest opportunity for growth. 2016 is about continuing growth; we’re going to build on the firm foundations in place and see next year as more of the same – but in a bigger way!

www.capita-dis.co.uk