Page 14 - BOSS Today Issue 5

60 second interview

THE WINDS OF

CHANGE

We interview Alan Ball, MD of Spicers and the next Vice Chairman
of the BOSS Federation

Tell us about Spicers. executive director and MD of the sector and make suggestions to
John Edward Spicer founded major plumbing merchants PTS. In Alan Ball help energise the company. And
a papermaker’s in 1796, which my previous roles, I’d had experience at a glance the people at Spicers have really
developed throughout the of business to business distribution responded to these ideas, and used
nineteenth century. In 1917 it moved and had also been closely involved their own experience and initiative to
to a new head office in Sawston, with service and new product help implement them. For example,
Cambridge, which remains the hub development. What attracted me was the office supplies industry has
today. In 1963 the family sold the the fact that it was a strong brand played with facilities management,
business, which moved into office and a market leader, but also that it particularly in beverages, and
products as a UK regional wholesaler represented a great opportunity. I did has tried to bolt sales of this onto
in 1973. In just 13 years it became some research at the time which led other offerings. But typically, such
the UK leader in office products me to believe that the industry as a purchasing decisions are made by
wholesaling, and then began a whole was seriously undervaluing different individuals, so they need
programme of expansion into itself. Many observers felt that it separate catalogues, they need to
Continental Europe. It was acquired was worth around £600m, but my Alan is married with four be addressed differently. It’s all about
by DS Smith plc in 1993, and today is research suggested that the true children – and a fifth understanding your customer base.
Europe’s leading wholesaler of office figure was more like ten times that on the way. They have This is just one of six initiatives to help
products. It employs 2,300 people, amount. recently moved from dealers – who are our customers –
over a thousand of whom work in Warwick to a home nearer to grow, which of course helps our
this country. The UK accounts for over How have things gone since to the Spicers offices, growth. The Spicers Academy, an
50 per cent of turnover. It has 16,000 you came on board? which he feels is vital. online training tool, is another.
lines of stock, and national coverage It’s been an exciting time. I think it’s The new home has a
through eight distribution centres. true to say that Spicers had been few acres of land, and And what do you see as the
resting on its laurels to some extent Alan is looking forward to challenges and opportunities
What attracted you to the – not surprising given the long putting some donkeys in as VC of BOSS?
company? history and the leadership position the stables for the children I’m keen on industry federations, and
I was headhunted for the role of it had achieved. But as we all know, to ride; and perhaps even I believe BOSS has a lot more to offer:
MD late last year. At that time, I was if you stand still in business you adding some chickens in in terms of increasing the flow of up-
with the BSS Group, where I was quickly start moving backwards. I a further homage to the to-date market information, in adding
think, if things hadn’t changed, the Good Life! more value to dealers, in providing
company would have ended up Most of his week is filled more training, more financial support,
being taken over in the next twenty with his work at Spicers and so on. I want to make more of
years. We’ve seen in recent decades and as a board member of the great skill sets available in the
how a number of new distributors the BOSS Federation, but Federation, and also look at other
have squeezed market share, and at evenings and on the bodies in other industries and import
traditional operators need to respond weekends he looks forward best practice from them. There’s a
and evolve to those challenges. to spending time with his genuine desire in BOSS to do all that,
family, gardening, and and I think the next year or two will
What have you done to enjoying the occasional be pivotal in raising its profile.
turn things around? game of golf.
It’s been very much a partnership. n FOR MORE INFORMATION
Although I’m new to this industry, CONTACT HELEN DUNN ON
I’ve learned a lot about business 020 7915 8320 or EMAIL
to business in previous roles, plus helen.dunn@bpif.org.uk
I can take an objective look at the

14 BOSS TODAY | October 2010

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