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Interview

Interview with Denis Roman, founder and CEO of ISP

Denis Roman
IN PRACTICE, WHAT IS THE INTEREST FOR A COMPANY TO WORK WITH ISP?

This is summed up in 1 word: “Savings”. Our pride is to make our customers perform better in their market by helping them save on their procurement expenses for an equal or higher quality level. Our vocation is to be the preferred purchasing partner of our customers. This involves an upstream analysis of the overall purchasing portfolio in order to identify potential gains and define a tailor-made buying strategy. We work openly with our customers: the winnings are known, the cost of our service is included in the winnings, in total transparency.

What are the strengths of the ISP Group ?

The ISP model is built on the principle of “think global, act local”. This means that we possess cross-selling know-how, relayed by subsidiaries in France, Germany, Belgium, Mexico, Ecuador, USA, China. We thus bring global added value by mastering quality through our local presence. Today, we are the only group able to claim this positioning with such a light and flexible structure.

TELL US ABOUT YOUR CAREER AND THE CREATION OF ISP

For nearly 15 years, I had the opportunity to forge a real know-how in procurement cost reduction policies by working with major industrial groups such as Alcatel, Alsthom, Thales and Microelectronics. In the course of my experiments, I have noticed that there is little or no comprehensive service for outsourced purchasing. Most often, companies simply outsource their purchases of non-strategic consumables. In 2002, I decided to create my structure to respond to the problems of purchasing companies: a global capacity associated with a true local proximity.

But how do you position your group in the procurement market?

My goal was to create a high value-added structure relying on experienced buyers and focused primarily on B-class industrial and technical purchases. At the client level, we target both large groups and local SMEs. Today, we continue to develop our structure to carry out our mission.

What are the growth plans for ISP?

Our development depends on that of our customers. Hence our concern to constantly evolve to anticipate their needs. We are studying, for example, new settlements in countries such as India and Russia. We are also able to position ourselves very quickly in new markets. In 2007, we had the opportunity to develop our know-how in the supply of chemical products, a sector on which we were absent. Today, we are among the most competitive in this field. We also initiated in 2008 a process of quality certification ISO 9001 in France and in Belgium which was extended to the whole group. Having a head start is a permanent challenge!