Page 32 - BOSS Today Issue 26

60 second interview

High Flier

Specialist OP market researcher Martin Wilde catches up with

Aidan McDonough, Managing Director of Integra Office Solutions.

MW: What value purchasing strategy for MW: 2014 has seen a MW: This issue of BOSS
does dealer group their business. Dealers that significant change in Today features some
membership have for have embraced all of these the structure of the UK results of some MWA
OP dealers nowadays? programmes have seen OP industry: how has research on Amazon’s
increased margins and this change affected penetration of the UK
AM: All dealer groups have defended their business from Integra members? OP industry. How has
seen a massive change – now competitors: this year saw Amazon affected your
it’s more about reducing the successful rebrand of our AM: I don’t think we will see the members and what can
a dealer’s costs, providing Initiative brand, two BOSS impact of these changes until they do to fight back?
new income opportunities Awards and sales growth of 9%! 2015. However, we believe that
and driving growth than it the independent dealer channel AM: Price comparisons are the
is about getting the best For 2015 we have an exciting remains strong and vibrant and main issue, but not everyone
price for a product. From programme to help dealers will continue to grow. Financial wants to buy on price alone
Integra’s perspective it is about diversify and to support metrics show that the economy is and this is why it’s important for
delivering a diverse range of MPS, education and retail, strong overall, unemployment is dealers to sell their businesses
support services to add value together with new product down, GDP is in growth, interest as a complete solution with
to members’ businesses whilst opportunities, as well as IT rates remain low and capex is managed services to add value,
allowing them to remain in projects under way that will returning. So there is a lot to be rather than just focus on price.
control and have the flexibility make a real difference to our positive about in 2015, despite
of choosing the right members. the changes in the industry.

32 BOSS TODAY | February/March 2015

60 sec interview.indd 2 28/01/2015 15:18