Andrew Leake is the MD of distributor Dengrove.

Do independent distributors have an image problem?

Yes, in part, the “wheeler dealer” image can persist, making big profits resulting from poor purchasing decisions. The “entry price ticket” into this world is low and the customer relationship is key, on the other hand, we live in global markets and we take pride in sourcing product faster and more cost effectively than anyone else.

Can you combine independent and franchise distribution?

Most certainly, our Recom franchise for DC/DC converters is proof. It has provided Dengrove with a much needed stable platform on which we have grown our business - it makes sense to have something in your bag to market and we have big plans to embark on a series of new franchises.

What markets are strong at the moment?

Contact manufacturing is now the dominant business in the UK and our kitting business has never been so busy. Medical, instrumentation and military are also doing well, all to do with the low volume, high value mix. Contrary to the optimists we see little, if any business returning to the UK from low cost regions.

Is it getting harder to be a smaller player in the industry?

Of course it’s getting tougher, we cannot, and do not try to compete with the supermarkets and catalogue houses. Just think, we started our business before most of them even cast their eyes on the UK. Our approach is people with an emphasis on response times and technical support.

What is the oddest location you have shipped to?

Not so much odd, as bizarre, my theory is that at least 25 per cent of components are never actually used, they spend much of their life on ships, aircraft, or more commonly sitting in nice warm warehouses where their numbers are counted every year. If components could get Air Miles I could retire, last year we imported a sizeable consignment of components from Hong Kong to be told by our customer that assembly had transferred to China, back went the consignment, only to be bounced by the customer as we had not used their VMI courier, it came back to us and we got it right fourth time.