Perceptive Underwriting

15 August 2018

RGB

The 22 year-old, Hungerford-based company, supplies top-end equipment to a UK-wide network of distributors and installers and a gratifying number of new projects are now coming to fruition.

For Julie Booth, Finance Director of CIFS policyholder RGB Communications, one of the UK’s leading distributors of specialist audio-visual equipment, there are signs that the economy may be taking a turn for the better.

The 22 year-old, Hungerford-based RGB’s business is definitely starting to pick up, says Julie, after a “quite challenging” three-year period. The company supplies top-end equipment to a UK-wide network of distributors and installers and a gratifying number of new projects are now coming to fruition.

But the welcome increase in sales brings its own challenges. For example, a number of companies in the sector have gone out of business in the past 12-18 months as cashflow problems have taken their toll. Which is why Julie particularly values the support of STA International’s collection service, provided as part of RGB’s Integrated Collections Policy.

“Our suppliers are generally large multinationals who can sometimes be quite demanding in terms of trade. On the other hand our customers are often small businesses or sole traders.

“On big projects we’re often at the end of the payment chain, so it’s vital to our business that customers appreciate that we have to be paid according to our terms and conditions.”

Julie has been impressed by how successful STA’s structured approach has been in eliciting a response from firms proving difficult to contact – “we tend to worry when we can’t get in touch with debtors”, she smiles. And STA keep RGB fully in the loop on their interaction with customers.

It’s very quick to deal with STA, they report to us online and we know exactly what’s happening on each case – the result is we’re not linked in to an inflexible process and we take the decisions on how to proceed.

“We’ve invested heavily in establishing close relationships with customers – we’re not just box shifters, we supply high-quality technical support and a no-quibble replacement policy, so in our dealings with them on payment we need to be diplomatic but firm and STA’s service is entirely in alignment with our thinking.”


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