Interview: Andrew Davies

Your first KBB business management solution came out of your time at Mereway. What problem were you trying to solve?

I was IT director there, and I spent years writing systems for manufacturing. Retailers would visit, see how we processed orders, and say, ‘your system is great, but we’re stuck with a six-inch-thick manual. Can’t we have something like this?’ The sales director bet me a pound that I couldn’t create it and the idea was born.

The first version allowed retailers to quote and order Mereway products directly. But as they requested more features like generating invoices, and creating fitting schedules, we realised this could be a standalone product.

What were the biggest challenges in those early days?

The technology was primitive – dial-up connections, desktop-based systems, and no automated downloads – but getting product catalogues was actually  the biggest challenge. Most manufacturers didn’t have electronic versions, so we hand-typed product descriptions, scanned images, and distributed updates via CDs.

Only about 15% of retailers had internet connections, so we had to work within those limitations. It was labour-intensive, but the time savings for retailers made it worthwhile.

When did it become its own separate entity away from Mereway?

After three years, it became clear the software had potential beyond Mereway and we did a management buyout in around 2005. That’s when EQ, as it was called, really took off. We marketed it beyond Mereway’s customer base and demand grew really quickly and it allowed us to develop it as an wholly independent product and offering.

You sold the EQ business in 2012 and could’ve comfortably retired so what made you start TruBlue?

I retired twice, actually. After selling the business, I stayed on another six years, which is unusual for founders but I cared deeply about the product and its users. However, a couple of years after I left, I started getting calls from suppliers and retailers trying to persuade me to create a new package. I saw a clear business opportunity, so I came out of retirement to build TruBlue.

What’s different about TruBlue?

TruBlue is cloud-based, modern, and user-friendly. We focus on excellent support – something very important to this industry. Retailers and suppliers want an up-to-date system backed by a team that genuinely cares. We don’t charge suppliers to include their catalogues and that means they see us as partners and this collaborative approach has been key.

TruBlue is still relatively new, but its adoption seems to be rapid? 

The response has been overwhelmingly positive. At kbb Birmingham 2022, we secured commitments for 900 licenses in just four days. Retailers and suppliers want a modern solution that works for them, and they trust us to deliver it. It’s about understanding their needs and fitting seamlessly into their workflows.

What role do you see A.I. playing in the future?

For us, A.I. is more about enhancing existing processes rather than replacing them. We’re exploring A.I.-powered tools for tasks like automating emails and customer relationship management but for core functions like stock control and invoicing, A.I. won’t replace humans anytime soon. Understanding each business’s unique needs is still crucial.

What’s next for TruBlue and for you personally?

For TruBlue, the focus is on growth and innovation that meets users’ evolving needs. For me, I’ve learned to never say never. I’ve come out of retirement twice, and now I’m building something I’m truly passionate about. My son and son-in-law are now part of the team, so the future could involve handing over the reins. For now, I’m fully committed to making TruBlue the best it can be.