10 Minute Interview

10 minutes with Ian Rosewell,
Managing Director, Procurement International Ltd.

Continuing our quarterly interviews with the movers and shakers in the promotions industry. Called '10 minutes with …' these features offer a snapshot of the chosen person's career in the promotional sector and their thoughts on the industry. We will also reveal just one little thing about them that their colleagues in the promotions world would be surprised to hear!

Ian Rosewell became MD of Procurement International in 1996, having joined the company in 1991. Ian has been instrumental in building the company from the family firm started by his father in 1979, to being recognised today as the largest dedicated supplier of product and fulfilment for this promotions and reward sector outside of North America.

The company's hallmark is supplying aspirational brands backed by sensational service and Procurement was named, Company of the Year by the British Promotional Merchandise Association in 2005. Procurement operates from offices and secure warehouse facilities close to the motorway network and Heathrow airport. Ian says, "Our ultimate aim is to provide clients with seamless fulfilment and a stress-free solution to all their promotional, reward and loyalty programme needs throughout EMEA (Europe, Middle East, Africa)."

What's your typical office day?
Every day is different, but it's always busy and varied. I'm a very hands-on manager involved in sourcing, selling and generally managing the business. Each day I tour the offices and warehouse and touch base with the employees in each department, review the work in progress, invite any constructive comments or raise issues or ideas. We have a great team spirit here and ideas for further improvements in service often come as a result of group consultations.

Not a week goes by without supplier or client visits, which means our showroom and boardroom are always kept ship-shape and ready for inspection.

I am also invited to supplier trade previews, which means I have advance knowledge of products, before they hit the press and the high street.

What has changed about the industry since you joined?
I know it's been said before, but as in most industries technology has brought the biggest change. It means faster communication between us, our suppliers and customers. Product pictures and specification that took days to arrive, can now be e-mailed while we are on the phone requesting them and viewed during the same conversation.

Whilst products can now be sourced via the Internet, service is still the most important aspect of this industry. More and more customers are appreciating the added-value that is offered by dealing with a specialist supplier. No longer are they solely driven by price, because at the end of the day it doesn't matter how cheaply you buy product, if it isn't delivered on time, smartly packaged it can completely destroy the promoter's brand image. Increasingly in client discussions we hear that price is important but so is great service. Our clients' reputations rest on our ability to fulfil their promise.

What do you like most about the industry?
There are lots of great companies to deal with in the industry who are willing to listen to our advice to maximise the potential of their campaign or motivation programme. I really like being able to add expertise and value to a project.
The other thing that I like about this industry is that it has great potential for a company like Procurement International to expand our business by offering the best all round packages to our clients, heavily skewed towards great customer service.

If you weren't in the SP industry, what would like to be doing?
Flying is my passion and I think I'd be in corporate aviation, flying wealthy corporate clients to and from business meetings.

Who do you admire/respect most in the public eye?
People like Jane Tomlinson (who, despite having cancer, ran marathons before she recently died). In fact, anyone who struggles through adversity to accomplish their goals.

What do you like to do to relax?
That's tricky, apart from flying my own twin engine aircraft and a WW2 plane that I have a share in, I try to involve myself with the interests of my teenage daughters, which usually involves towing a horse trailer to various horsey events; not always stress free but enjoyable none the less.

Tell me something about you that nobody in the industry knows?
Most people know about my passion for flying, but what they don't know is that as well as watching my daughter compete her horse, I like to have a go myself ….and have been known to fall off (lots)!

Ian Rosewell,
MD, Procurement International Ltd.
www.procurement.ltd.uk

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