For us, in print, I think it’s cost per copy. Everyone has talked about it, and it’s been around for a while, but nobody has nailed it. A few people are doing very well, and the broader print and copier dealers know they have to go that way.
Is there still a role for distribution with cost per copy?
There is, on a fulfilment basis. There are a lot of smaller print guys who can’t have direct relationships with vendors that we can work with. We have also invested in technology to do this, called PrintSolv, which we distribute to dealers. It’s independent of vendors and allows dealers to take it to their customers. Where we can pick up is the direct fulfilment that comes through, where we automatically send out consumables on the dealer’s behalf.
What do you do when you’re not at work?
I have four kids and my eldest is 13. Everyone says it – you become a taxi driver for your children. I’ve been holding back on buying an eight-seater, but I think I’m going to have to. But a love spending time with the kids. Work is long hours and time away from home, so when I am home I try and spend time with them. But of course, as they get older, they want to spend less time with you.
I love windsurfing and do a fair bit of that, as it keeps me sane. I’m a poor golfer. We played in the Officeworks charity golf day in Sydney recently…all of us could play, but not that well. But because of our combined handicaps, every time we took a shot, we went well and eventually came second.
Do you like gadgets?
I love gadgets, but I am becoming useless at them. When I was at Ernst and Young, I was just a sponge. Back then, there were virtually no computers and one or two terminals. When computers became mainstay, I got used to doing spreadsheets and everyone would come to me and ask how to do things. Now, I have to go to my guys and ask how to do things – I look at stuff they now do in spreadsheets and don’t know how it works.
What did you want to be when you were younger?
I don’t think I really knew what I wanted to be – I wasn’t one of those kids who wanted to a fireman, or sports star. At one point I wanted to be a truck driver – I think it was the fact that they sat in a truck and had no worries in the world.
What are your biggest professional and personal ambitions?
If I look at where Dynamic is at the moment, my ambition would be to help take us to the next level, without too much drama, and achieve what we want to achieve, which is to keep being the number one consumables distributor while also becoming the number one for hardware. My personal ambition is to drive around Australia without interruption.