Page 22 - BOSS Today Issue 13

Case study

PROVING THE WAY WITH

BROKING

Robinson Young’s continued success after 40 years despite the economic

downturn shows why outsourcing is a winner

elebrating 40 years this range of facilities management dealers, successfully supplying drive business. With Robinson
Cyear, non-food broker and (FM) products such as high a wide range of both well- Young managing the sales,
distributor Robinson Young is volume janitorial and catering known brands and own label logistics, warehousing, stock
proof that it’s not all doom and disposable products. products sourced from around planning, invoicing and credit
gloom in the British economy at The company, which is the world. The Bury St Edmunds control, manufacturers can focus
the moment. headquartered in Bury St site includes a 125,000 sq ft on their core business strengths
The £60m turnover company, Edmunds in Suffolk, but trades warehouse, with more facilities such as consumer marketing
which is the biggest non-food nationwide and into Europe, in nearby Thetford. Robinson and product development.”
broker in Britain, has a strong works with manufacturers by says: “Our partners have the Outsourcing such services
presence in the office suppliers providing a seamless sales, benefit of our 40 years of non- may still be a relatively novel
sector through working as a marketing and distribution food expertise, which spans a idea to some traditional
distributor partner for brands service. “We help to bring ideas wide range of categories across stationery companies, but
such as Masterlock, Rhino and to market - developing and all key channels” Robinson says it usually proves
Velcro, in addition to being a adapting ranges to meet the successful and cost-effective.
major supplier of own label tape different needs of the channel Expertise “Using a shared costs and
and many FM products, and is and its customers meeting He says the company’s resources model significantly
achieving impressive double our partner’s objectives,” says knowledge and expertise has reduces duplication of sales
digit growth figures for many Managing Director Michael proved particularly useful for and logistics and therefore cuts
of its manufacturing partners, Robinson. manufacturers who are new costs in the supply chain,” he
despite the continued tough to the market and need to get says. “Many sales and marketing
economic climate. Customers established quickly. “Having companies and brokers fall by
Last year it widened its overall Major customers within the a partner such as Robinson the wayside, but 40 years of
remit with more investment in office supplies sector include Young which has the size, the achievement and development
the pharmacy sector through Lyreco, Spicers, Vow, Banner, experienced sales teams, and proves that we have a successful
its contract sales organisation Office Team amongst others. established buyer relationships formula that works for both
Powermed Plus. And, as is Although it supplies into across many channels, can manufacturers and buyers alike.
now important in the office the major retail chains and provide the crucial competitive
supplies sector, it has also been supermarkets, it also has a advantage needed to grow,” he Q FOR MORE
widening its appeal to office strong branded and private says. “We have the coverage, INFORMATION VISIT
dealers by distributing a wider label business with office relationships and expertise to www.robinsonyoung.co.uk

22 BOSS TODAY | July/August 2012

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