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PRODUCTS BUYING GROUPS & ASSOCIATIONS
FIRST DIVISION Associated Independent Stores (AIS) has launched a new Furniture and Home division to help further develop its offering, increase efficiency and promote synergy across its homeware teams. We asked the division’s director, Julian Cox, to explain what the change means for the buying group’s members and suppliers. www.aistores.co.uk
Julian Cox
OFFERING MEMBERS A COMBINED APPROACH TO PRODUCTS AND STOCK WILL ULTIMATELY INCREASE PROFITABILITY
What’s your professional background, and what do you bring to the role? I started out in the furniture industry in 1984, working for Maples Furnishings as a warehouse/display assistant. I spent a total of 11 years at Maples, eventually working my way up the ranks to bed and bedroom buyer, which enabled me to expand my understanding of retail, buying and operations. Following this, I moved on to Harrods, spent a short spell overseas with Courts International, before returning to the UK to work for Courts UK as upholstery buyer. I was then appointed as beds and bedroom controller at Furniture Village in 2007, which broadened my knowledge of retail markets further and also gave me a greater understanding of the wider furniture industry. Keen to develop my knowledge of manufacturing, I took on a product development role with Willis & Gambier, before moving to Baker Furniture, where I ended my term as commercial director. I’ve been fortunate to have enjoyed a varied career in both retail and manufacturing, which has provided me with well-rounded experience of the industry as a whole. I’ve also worked with some truly fantastic people, who have all added to my knowledge and experience of the industry. I joined AIS in 2015 as furniture controller, and am thrilled to have been appointed as director of furniture and home. I look forward to leading the team as the business takes its next exciting step.
There are obvious ways to incorporate a combined offering to members – such as our own-brand propositions – which will improve our working efficiencies while ultimately benefiting both suppliers and members. At the moment, our new division is in its early stages, and we’re working incredibly hard to ensure the collaborative way of working is implemented in the very foundations of the department. Simply sharing ideas and working practices will improve our approach and communication with members and suppliers alike. As a group, offering the latest in trend insight to members will be a key feature of the new division in the future. Each element of a room or home is intertwined, and offering members a combined approach to products and stock will ultimately increase profitability by adapting to consumer purchasing habits.
Do the new developments represent a step change in the buying group’s approach? This will be the first time in the long and established history of AIS that all of the home and furniture brands have been part of the same division. Each department boasts a wealth of specialised expertise, and we spotted a real opportunity to offer members a more holistic and cohesive approach to buying that reflects the way their customers shop. The teams are already working collaboratively, sharing insight and ideas, and we’re working on creating product strategies with our suppliers.
Can you share any examples of the new approach in action? We’re working hard to create combined solutions that will directly benefit members – whether that be ownbranded merchandise opportunities, new supplier collaborations or member margin enhancements. These benefits are in the early stages of development, and will be underpinned by a focus on increasing member profitability.
Are you looking to broaden AIS’ appeal and enlist new members? We’re always looking to engage and enlist new members. When considering new applications, we’re keen to identify potential members who will really benefit from a partnership with AIS, and how we can support their business to grow. We are a buying group with clout, and have a lot to offer independent retailers – from trend insight to margin enhancement – so we’re always happy to hear from those interested in joining.
Have AIS’ members had much input in the strategy’s development? The aim of the new division is to embrace the changing needs of our members, which is why they have played