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DISTRIBUTOR PROFILE | IDS


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CamuStyleTX range from SwissKrono


Linus from the Wide Plank family of the IDS Malmo Rigid luxury vinyl tile


operation might not be able to offer that personal touch, but it is quite the opposite. “We are a local shop for local people,” says Bagshaw. The company is national, but it works on a branch-by-branch basis and understands the need for people to interact with other people. Each depot has its own profi t-and-loss account, management and customer base. This structure gives each depot a better understanding of how to serve that area. As Bagshaw explains: “Hopefully that gives us a service that no one else can compete with, but more importantly that our customers can rely on.” Having that local edge means that everyone can speak the same language. “We like to be part of a local community and sponsor local charities,” adds Bagshaw. A depot staff serving their local customers are the same people who that play in the local football team or drink in the local pub – they understand the needs of their local area. IDS ensures it has the systems in place to make it easy to communicate with them. If they want to deal with IDS directly, they can ring someone, but if a customer wants to operate through the internet and the e-commerce platforms, then IDS can do that.


Even with an advanced e-commerce platform, IDS has dedicated many services to dealing face-to-face – more than half of its team is dedicated to its customers. Bagshaw says: “We believe in a more traditional relationship and getting out there, knocking on doors and speaking with people directly. “We want to be easy to do business with, so we will sit with the customer and discuss what the most diffi cult things they


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have to face are and how IDS can help solve those issues. In the end, relationships with either a supplier or a retailer are built in the same way.”


We believe in a more traditional relationship and getting out there, knocking on doors and speaking with people directly


Us vs them In a typical supply chain, ahead of the end consumer you will have the supplier, distributor and retailer. Each party needs to make sure it is doing its best for its client. At the same time, each wants to make the best profi t margin. The simple solution is for all to work together and Bagshaw understands the need for each to succeed: “Without good customers, I don’t exist, and without good suppliers, I don’t exist,” he says.


Bagshaw also explained how there had been a squeeze in


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recent times from all sides of the industry, as the market has been shaped by political and economic factors. However, IDS knows that the best way to make a profi t is for all involved to work together and understand each other’s business. “There is no point being greedy, because it is just not sustainable,” says Bagshaw. “There has to be mutual respect, because if we don’t make a profi t, then we can’t reinvest and we can’t meet retailers’ requirements.” Bagshaw concludes that “you share the pain, you share the joy and you have a mutual benefi t to see each other achieve”. Respect from all sides of the chain is vital, he says, and IDS knows that the whole process relies on synergy. “We have an absolute interest in seeing our customers do


well and I believe that we are a distributor that keeps that at the centre of the business.”


kbbr kbbreview · June 2019


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