Interview


demand is there for us to service, and it is helping us build deeper vendor partnerships and explore new market opportunities. We have the ability to invest in the resources and infrastructure


required to scale up the business. We monitor volumes carefully and have made consistent changes in both the team and the building space to accommodate the growth we have seen. We have plans in place to support future growth, and I have challenged the team to give me the headache of how to expand further – what a first-class problem to have!


What do you see as the biggest challenges in the coming year? Supported by the change in government, as we enter the seasonally busier period, we expect an upliſt in market performance to boost the retail sector while the business space remains ever resilient. As all retailers, e-tailers, distributors, and vendors strive to improve their balance sheets, competition will remain fierce, and the balance between winning sales volume and preserving margin will be a fine one. Tere are some fantastic, well-established brands in the market,


Like all distributors, we are very conscious of the amount of


packaging we generate, and we make every effort to reuse and recycle where possible. Our system builds reuse original packaging wherever possible, and we recycle our old boxes to use as internal packaging, which has the double benefit of improving product safety as well as reducing waste.


Why have you decided to develop and promote your own brands? Our primary customers are independent retailers, and our exclusive brand solutions provide retail-ready, off-the-shelf solutions that they can resell at great margins. We have some great partners supporting us with our import business, and our experience in this area has yielded a lot of success, so we want to build on that. LOGIX, as our PC brand, represents our own SI business. Target has a great reputation for high-quality PC building, and in many ways, we felt the time was right to build a brand behind the great quality products and service we offer. We are excited by the traction our brands have had. piXL has


now sold over 100,000 monitors in the UK, and we want to grow this. However, we understand that our exclusive brands are only one element of our market offering, and we work closely with some fantastic brands who drive significant opportunities in the market. For example, as well as distributing their products through Target, Kingston, Gigabyte, and Antec are exclusive partners of LOGIX and key supporters in the development of the business. We brought LOGIX to market in September 2023, and there are


now hundreds of LOGIX units in offices, shops, and even zoos in the UK.


What is driving your focus on growing the system integrator side of the business? We have always had a successful SI business. Our customers and competitors respect the quality of our system builds. LOGIX is the brand through which we will be promoting all those services. We believe we have a service and offering that is naturally able to grow, and now we are investing time and resources to do that. Te


50 | Seotember/October 2024 www.pcr-online.biz


and we are in a very brand-conscious sector. We partner with many of these brands and work with some of the key players in the space, so we are aware and respectful of the space in which LOGIX will play. However, the demand is there with new and existing customers, and once customers have tried our product, the challenges of wanting the branded option are naturally eroded as we demonstrate incredible quality at an almost unbelievable price. Te IT sector is very dynamic, and the explosion of AI is a


disruptive factor across the industry that will undoubtedly change how things work. I don’t think we fully appreciate yet how this will impact the development of new technologies, how we work, and the extent and timing to which this will feed into our daily lives, personally and professionally.


What new opportunities do you see in the near future? One of the most exciting things about distribution is that every day feels like a fresh start and things constantly change. Ownership of companies, brand relationships, and routes to market create challenges but also new opportunities. In the next 12 months, we expect to improve our offering to the market and to be successful in taking that to both new and existing customers.


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