Page 26 - BOSS Today Issue 38

NURTURING

GROWTH

Specialist OP market researcher Martin Wilde talks to Adam Noble, Managing
Director of the Irongate Group.

MW: Please can you give opportunities they have with deal of courage, and this can future for resellers a lot stronger.
a synopsis of your career existing clients! Dealers have hold dealers back. Dealers
to date? great client relationships which also need to ensure they have MW: Why have you
AN: I joined Irongate in 1989 provide them with leverage access to the finance needed recently joined the BOSS
when the business was a small to sell other products. With to invest back into the business Board?
retail shop selling photocopying every new category the dealer and have the confidence to go AN: My involvement in BOSS
services on Iron Gate in Derby moves into, they have this high out and invest in people with has been minimal to date and
and had a turnover of £250k. service mentality, and once the specialist skills that can help this is why I recently decided to
Since then I have worked in this is wrapped around a new them transform their business. join the BOSS Board. I feel that
various roles, initially within category such as cleaning, the industry is worth fighting
Business Development focusing workwear or print, clients see a MW: If I was to start a for and needs everyone to get
on winning new business and whole new level of service being dealership in January involved. When you are as vocal
accounts, before becoming Sales delivered. 2018, what advice would as I am it is good to get involved
Manager, Sales Director and you give me? and - instead of just talking
eventually Managing Director. MW: What have been AN: I know that the standard about it – actively try and help
We now employ over 100 staff the main challenges for answer is “Don’t do it!” but move it forward.
and have sales of around £20m. independent dealers in in fact there is money and
2017? opportunity in office supplies MW: What does BOSS
MW: What have been the AN: The biggest problem for if you can get out there with membership offer
main opportunities for dealers is having a “stationer’s a story convincing enough to independent dealers?
independent dealers in mindset”: thinking about how show the value you can add AN: BOSS membership is
2017? you can move through the to the client. However, it’s tailored for dealers and offers
AN: To make the most of the categories does take a great essential that you build strategic great value, but the biggest
alliances with others - maybe in obstacle dealers face here is
print, furniture, workwear and finding out what’s open to them
washrooms - who can support and what they can get out of it.
you when you do get that print Before my involvement I wanted
or workwear opportunity. Then, to look at market data, analyse
when you get to the scale where what the industry was doing
you’re big enough, you can start and look at customer spending
to put in the investment to take habits, patterns and growth.
on your own people. This data is available through
BOSS, along with opportunities
MW: What has been your for training, networking and
involvement with BOSS to advice. We dealers love the
date? industry, so let’s get involved
AN: I’ve been a member now and make it stronger and better
for two or three years. I’ve together!
always thought we have a great
industry, full of clever people MW: Please tell me
and that as an industry we something about
need to work together. While yourself that few others
all these businesses on the know?
reseller side are competition, we AN: I’m a keen gardener and
all operate in the same market spend my weekends in the
and by working together and garden growing flowers and
collaborating we can make the vegetables.

26 BOSS TODAY | December 2017/January 2018