TECHNOLOGY SPONSOR
THE MEASURABLE IMPACT OF SMARTER SYSTEMS ON MERCHANTS’ MARGINS
A conversation with Simon Barber, Head of Merchant Sales at Intact, getting his take on what he’s hearing from merchants on the ground.
H
ow are merchants managing in a challenging market, where is confidence returning and how are smarter systems helping them prepare for better times ahead? BMJ asks the questions of Intact’s Simon Barber.
BMJ: What’s the mood among merchants right now? Simon Barber: It’s still a tough market and trading’s been pretty erratic for a lot of independents who’ve had to fight hard just to keep things moving. But there’s a definite sense of optimism creeping back in. We’re hearing more talk about upgrading systems and planning ahead. That’s always a good sign. When merchants start investing in their systems again, it shows they’re thinking forward not just surviving.
Coomers Timber & Building Supplies has done just that. As it approaches its 75th anniversary, the NBG founding member selected Intact’s GenetiQ platform to modernise for the future.
Operations Manager Charlie Stuart says Coomers needed a partner that truly understood the UK merchant model. With GenetiQ, accessing what is needed will be so much faster than before. The ability to customise views so staff don’t see irrelevant clutter is extremely important. It’s also the mindset Kellaway Building Supplies adopted many years ago. When it upgraded its systems, it moved from trying to catch up with others in the industry to looking at how it could help push it forward.
BMJ: What improvements can merchants expect from these investments? SB: The best way to show the benefits of a system that really works for you is through the results customers share with us. These are the kinds of everyday improvements that have a tangible impact on how they operate. • Up to 30% sales uplift from data-driven marketing campaigns
• Faster, more consistent pricing across branches, leading to stronger margin control
January 2026
• 100+ hours a month saved in finance teams through automation
• 97% accuracy in invoice processing using Optical Character Recognition (OCR)
• 100+ hours saved in purchase ledgers with electronic data interchange (EDI)
• Around 45 hours saved each month through integrated banking and reconciliation
• 25% fewer delivery runs and tighter stock control thanks to smarter, sales-based replenishment
BMJ: What are merchants looking for in their systems now? SB: Ease of use comes up constantly. Many independents say they’ve been held back by dated, overly complex systems – or by providers that don’t really understand how the UK merchant model works. That can be particularly challenging when margins are tight. Now, they want technology that feels modern and intuitive. Browser-based platforms are a big draw because people expect business software to be as simple and fast as the apps they use every day.
BMJ: Are there any features or trends merchants are particularly responding to? SB: Absolutely. Every business wants to be able
to find information instantly – our Google- style search within GenetiQ has had a great reaction – and they appreciate the speed of input on sales screens. Small details like that make life easier at the counter and help teams focus on customers rather than the admin. We’re also seeing growing interest in automation and embedded AI – not the headline-grabbing kind, but the type that quietly handles repetitive jobs in the background. When systems automatically highlight anomalies, suggest actions, or tidy up data, it takes real pressure off branch and finance teams.
BMJ: What’s separating the merchants who are thriving right now? SB: The common thread is control. The merchants doing well are the ones who can see what’s happening across their business in real time, from margin tracking to delivery performance. Their systems aren’t just keeping records; they’re also guiding decisions. When I talk to customers, they tell me they can now spot margin leaks instantly, compare branch performance at a glance and react to Supplier changes the same day instead of the same month. That level of visibility used to take hours of reporting – now it’s simply part of how they work.
Looking ahead
For independent merchants, technology has become the key to stability and smarter growth. Browser-based systems with embedded automation and AI are cutting clutter, saving time, and giving teams greater control.
But it’s not about chasing the latest technology; it’s about finding the right tools that make life easier, sharpen performance and help merchants grow with confidence. As an NBG-approved software Partner, Intact continues to support members through that transition, helping them strengthen performance and prepare for the future. To see how other independents are using technology to drive efficiency and growth, visit
www.intactsoftware.com or speak to the Intact team.
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