Not all about price
Our time is right as a company. Decarbonisation, environmental credentials and sustainable construction materials are a global priority, and an increasing focus, especially within the built environment.
For us the key is to compete on sustainability, performance and durability – together. A lot of people think renewable or recycled products should be cheap or will have worse performance, but that’s not the proposition. The beneficial characteristics of our products are key, it’s not all about price.
The end consumer understands that. The nearer you get to the consumer, the more interested they are in performance and sustainability. But growing a business like this can also be tough because you’ve got to work with and educate the supply chain. If you talk to a distributor, sustainability is maybe fourth on their list after price, quality of service and so on. Architects, specifiers and the end-product manufacturers are slowly getting more involved. They are starting to value sustainability because the consumer is pulling them that way. But the fact that our products outperform many others, that remains a key selling point, and the combined proposition is a winning one.
Since joining Accsys in late 2019, one of my priorities is how we systematise the business, preparing us to scale up effectively. It’s about getting the right people and processes in place to deliver our growth plans, because the demand in the market is for more of our products, as soon as possible. Managing the balance sheet so we can achieve growth is key within this too, especially as a listed company.