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John Bagshaw, managing director at IDS tells us what’s happening in distribution - We are now past the halfway point in what continues to be a tough trading year for the market. But what makes the difference is the value of relationships. For a retailer, the benefits of supportive working relationships from his suppliers and distributors are vital to his business performance.
A wise old friend once said to me that ‘banks will always lend you an umbrella when the sun is shining, not when it’s raining.’ The current economic climate has very much proved that to be true as businesses struggle to get overdrafts and loans. But the same can be said of distributors too if they reduce their stockholding and service offer while still expecting the customer’s sales and loyalty. When a retailer is used to having a product in 24-48 hours what good is a four week lead time? In recessionary times, it’s the larger companies that can continue to offer all the benefits of proper distribution: stockholding in real depth and breadth, fast delivery, product knowledge, credit facilities and ease of doing business – all these benefits help a retailer in a difficult market with his cashflow and his performance. Knowing that you have access to millions of pounds worth of products just a phone call away is a huge benefit. It also enables the retailer to manage his working capital more smartly through the payment terms available. One of our key philosophies at IDS is that ‘we grow by helping our customers grow’ and that means continuing to offer that umbrella whatever the weather.
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