IGA have recently taken the step of establishing a company based in the United Kingdom to serve the UK domestic market. International Glass Agencies (UK) Ltd will provide a UK base for the company, who also have operations in Belgium and Holland serving Continental Europe and the wider International markets. But in a local market that has suffered turbulent times and been hard hit by the recession does the company believe there is room for growth within the UK marketplace and what part does the company think it can play?
Market Knowledge
Recently appointed Managing Director for the UK David Stoker believes IGA have a unique role to play in helping the UK glass market recover. “Our knowledge of the UK market enables us to understand the complexities it can pose and the specific needs of our customers. Stock keeping requirements currently present a significant challenge for our customers, as a large variety of products are required to meet the demands of a very varied market. We have found it not unusual for clients to be stocking in excess of 70 different glass products, some of which are extremely slow moving, which ties up valuable space. IGA’s investment in a stocking facility in the UK, supplemented by a similar warehouse in Holland, enables us to supply products on a ‘needs to’ basis, thus enabling our customers to free up working capital. It also provides the opportunity for companies to purchase from us mixed loads of products from a variety of manufacturers at competitive prices, rather than being limited to taking full loads from one manufacturer and having to buy more glass than they need. This kind of flexibility can make all the difference to a company that is juggling the sometimes short notice demands made of them by their customers.”
Service Enhancement
In the current economic environment customer service levels can be the determining factor in deciding which supplier a company chooses to work with. Both supplier and customer partnerships are key in ensuring a competitive edge. Koen Buyck, Managing Director of Asahi Glass Company, for the UK, Ireland and Germany, also understands the benefits of working with a company such as IGA from a manufacturers point of view. “AGC do not have the facility to stock products in the UK. Whilst we can supply full loads directly to clients, customer requirements for mixed loads and small volumes of our products cannot always be accommodated. Working in partnership with a distributor means that client needs can be more readily met, offering an enhanced service and creating strong relationships. It also provides the opportunity for our products and the AGC brand to have a wider reach via multiple channels to market.”
Driving Ambition
Historically continental traders such as IGA may have been viewed as merely opportunistic, but René Jansen Managing Director of the IGA Group is positive about the UK market and the opportunity it presents. “Our investment in the UK is a demonstration not only of our commitment to serving the market but also of our confidence in the opportunities the UK market holds for all those involved. The forthcoming changes to Part L of the Building Regulations for England & Wales and their increased emphasis on Window Energy Ratings will increase the specification and usage of better performing glass products in the UK, with more technical, high performance products also required for other sectors, such as conservatories and commercial buildings. By working closely with a variety of manufacturers our aim is to build on IGA’s past credentials to supply a mix of products that meet the varied requirements of our customers , backed up by exceptional customer service, to help lead the industry through the still challenging times ahead.”