|
Valuable relationships with key suppliers were formed. Ian says: "a
principle I have always believed is
that our relationships with suppliers is critical. I always preach that
we look after our customers and
suppliers alike and if you respect and work with your suppliers in a
true partnership, then both of you
will reap the benefits in the long term."
The past six years have been the most active in terms of the growth
of Advantage. Ian realised that the
company needed to make the transition from being a medium sized trade
fabricator to a major player.
He says: "we had to join the high volume boys or die. Also, I had
to change Advantage from a lifestyle
business to a more structured company. For that reason the company is
now part of a plc.
This has helped to facilitate investment in new factories, machinery,
transport and human resources."
Despite seeing price pressures and tough trading conditions over the
past couple of years, Ian has
increased his level of investment in Advantage. He says: "when
the going gets tough, the tough get going.
Even though it's difficult it is still a massive market and there are
always opportunities. You just have to
look harder to find them. My focus has been on keeping our business
dynamic. By that I mean the ability
to change direction, activity or progress. I think this has been well
demonstrated in the Window Installers
Warehouse trade counter initiative that we launched at the beginning
of last year."
It was two and a half years ago that Ian and Group Commercial Director
Danny Hague first began the
look at the feasibility of setting up a network of trade counters. They
knew that a growing number of
Advantage's customers were selling on windows to local fitters and builders
and so were in effect
becoming wholesalers. They also correctly predicted that the retail
market would become tougher
but that there was still great potential for growth in the trade counter
market.
To date there are over 25 Window Installers Warehouse branches open
after just 12 months, with
a further 10 in the pipeline and 20 more scheduled to reach the target
of 50 by the end of 2007.
However, the planning and investment began long before the first branch
was opened.
Ian says: "once we decided on the concept - a network of branded
trade counters, individually owner
managed, stocking our windows, doors and roofs and a range of specially
sourced building products,
tools and ancillaries - we then had to put together a complete sales
package. The WIW manual covers
everything from signage to software. All the client had to do was find
their premises, sign the contracts
and they could be ready to open a new business in a matter of a few
weeks."
Ian believes that the huge up front investment has been more than
justified. He says: we are already
one of the largest and fastest growing trade fabricators in the UK.
By the end of 2007 we will have the
largest network of independently owner - managed trade counters in the
UK. This will provide
tremendous added value to the group and will help in further expanding
the group both through the
growth of the Window Installers Warehouse network and through acquisitions
We are constantly looking at new business opportunities and other market
sectors."
Reflecting on the success so far, Ian is quick to pay tribute to the
staff and his management team.
He says: I believe that the success or failure of any business is purely
down to the ability of the
management team. It is my job to continue building a team that can recognise
and react to market
changes and opportunities. That can manage a world class business and
are market leaders -
not followers. We will keep that 'young company' attitude alive."
The above article was produced by the Glass & Glazing Magazine
|
KEEPING THAT 'YOUNG COMPANY ATTITUDE' (Article by GGP Mag)
