How did you first find yourself in the sign industry?
I was the founder and managing director of Amari Plastics from 1975 to 2001, and therefore have a broad knowledge of the sign industry.
Ten years ago I met with the directors of Lucite International (manufacturers of Perspex) to discuss possible solutions that would improve Lucite’s Perspex sales performance in the UK market. A decision was reached to form a Lucite owned distribution company, Perspex Distribution Limited (PDL), which would use Lucite’s manufacturing capability and resources together with my knowledge of the market.
We have taken Perspex cast acrylic from a UK market share of 18 percent to over 50 percent, a substantial proportion of which is distributed to the sign industry”
We opened our first branch in Chelmsford in October 2003 and have now grown to four branches. We have taken Perspex cast acrylic from a UK market share of 18 percent to over 50 percent, a substantial proportion of which is distributed to the sign industry.
In addition to its range of acrylic substrates, Perspex Distribution also has a wide
range of aluminium composite and foam core panels available for next day delivery
What changes have you seen occur during your time at Perspex?
Having recently celebrated ten years of PDL, the landscape is now very different from where we began.
Technology is always evolving and we have had to adapt our product range to reflect this. Recent developments with both LED lighting and the rise of digital print is transforming the sign industry landscape once again.
We continue to respond to these changes by evolving our product range and customer service levels. For example, as well as bringing a range of signage LEDs into our product portfolio, we also have trained product experts at every branch, capable of consulting with customers and supplying layout drawings for their project installations.
Do you believe the tentative claims of growth in the UK economy?
There is no doubting that the past couple of years have been challenging within our market; however we have certainly seen opportunities to increase revenue and grow our business, with this accelerating in recent months.
We opened a new branch in Weybridge, Surrey, in 2012 to meet demand, and we continue to see business growing.
There is no doubting that the past couple of years have been challenging within our market; however we have certainly seen opportunities to increase revenue and grow our business, with this accelerating in recent months”
To remain successful in the market, our focus on excellent products from good suppliers is paramount. We have seen traditional sign-makers grow their businesses by diversifying into print or point-of-sale, and we too have increased our product offering to be better equipped to take advantage of growth in various markets.
We are optimistic about the future; retailers and brands continue to rebrand and refit to stand out in the market-place, and this has continued to feed large projects into our market. We believe that our commitment to quality and expertise, even through these challenging years, provides us with a strong foundation for further growth in the years to come.
The power of combining powerful LED lighting solutions with Perspex Cast Acrylic
is clear to see here with Birmingham’s famous Fort Dunlop sign
How is Perspex responding to the increased demand for environmentally-friendly products from end-users?
We are committed to putting the environment first. Environmental performance starts in the production process of Perspex. Our Darwen production site was the first plastics manufacturer to achieve Carbon Trust certification in 2009, and by maximising efficiencies in manufacturing we minimise waste and raw material use—our manufacturing efficiency currently stands at 97 percent.
Unlike most plastics, our Perspex sheets can be readily recycled all the way back to the original raw material ‘monomer’—a remarkable property.
Many of our non-Perspex products are made from materials such as PVC foam, polycarbonate and, later this year, aluminium composite, which are all manufactured in the UK—this keeps our production line close to the market place and reduces its environ-mental footprint.
What steps is the company taking to differentiate itself in a competitive market?
We need to demonstrate every day to our customers that we can provide products, a level of service, knowledge, and information that will be of benefit to their business—convincing them that their best distribution partner is PDL.
We need to demonstrate every day to our customers that we can provide products, a level of service, knowledge, and information that will be of benefit to their business—convincing them that their best distribution partner is PDL”
Our difference starts with our staff. It is necessary for the executive and all staff to have a shared vision, with the strategies and policies to achieve success. A motivated, committed and energetic team is vital to create relationships with each other and customers. Motivation, communication and involvement of all members of the team is vital.
What are the greatest challenges Perspex faces over the next few years?
We still continue to raise aware-ness of our non-Perspex ranges, including PVC Foam, ACP and LEDs. We also have opportunities to continue extending our product range, which will enable us to become a prominent player in other markets, including print, LED and cast acrylic block.
Our current four branches are working well today, but we see the need to expand further in order for us to continue to meet UK national demand. The management and staff of PDL view the future with excitement and confidence.
