Distribution can be the solution
December 1st 2009 What does a distributor really do? Brian Chapman, managing director of The Supplies House, describes the value-add role of a distributor in the current market
What do distributors do? It might seem an obvious question, but there's actually a lot more to being a good distributor than at first appears.
One of our main tasks is to handle supplies requirements from contract cleaners, often in relatively small quantities and at very short notice. Our particular 'value-add' there, is providing a buffer between large manufacturers' minimum-order quantities and slower delivery times, and the individual cleaning managers' needs for fast-turnaround, smaller-volume services.
Working with a distributor, contract cleaners can efficiently obtain products from a wide range of suppliers through a single point of contact, minimising the amount of stock they need to hold and therefore helping them keep costs down.
One example is the experience of Office and General Environmental Services."When Supplies House introduced their online ordering and management service, we were able to make many tens of thousands of pounds worth of efficiency savings," says Jonathan Smith, director,"far more than we could ever save by trimming a few pence here and there off each bottle of chemicals, or each paper product." Our customers also come to rely on us for less obvious but equally essential tasks. One of the most important is that we continually monitor and test new product launches from suppliers – not just the main suppliers, but other niche providers that we research.
Our customers look to us for new product ideas, new ways of cleaning and improved chemicals. Our value there is to provide objective assessments, continually helping them improve quality, reduce costs and stay competitive.
Put to the test
We recently helped CleanDomain find an appropriate cleaning product for a new type of floor with very high footfall."The Supplies House got several manufacturers in to test and demonstrate the different products, keeping in mind the cost factor, which plays a significant part in this industry," says Paul Lunn, general manager."As a result we have been able to identify the right product with good results, and more importantly, client satisfaction."
We also help contract cleaners identify discrepancies in their orders or resolve unusual cleaning challenges. For example,when an end-customer required bins in a particular shade of purple,we happily rose to the colour challenge and were right on target sourcing the correct products. On another occasion,we spared more than a few blushes on the part of organisers of a race meeting when we saw that the order for toilet rolls was nowhere near enough to meet the requirement. Organising a rapid overnight delivery solved the problem, or the guests may have had to resort to collecting discarded betting slips.
Feel the benefit
From the obvious supply services to a wide range of added-value, extra-mile support, back-up and assistance, contract cleaners can derive significant benefits from working with an effective distributor. As a lot of what we do is delivered in their name, our services enhance their professional reputations, resolve problems and help them build relationships with their own clients.
A good distributor can also help contract cleaners bid for new work, proposing improvements and innovation in products, service and cost-effectiveness.All this increases their chances of winning new and incremental business.
As I see it, today's distributor relationship has moved way beyond pure product discussions. It's about partnership and mutual business benefits, where the distributor should be seen as more value chain than supply chain. More articles from The Supplies House Ltd: | 
