Woolworths has retained the publicly listed printer as its supplier for 100% of its Australian and New Zealand heatset work.

PMP chief executive Richard Allely told ProPrint: “The thing that was really great about Woolworths for us is that although we were the incumbent, we weren’t complacent.

“We started the pitch and bid strategy for Woolworths eight months ago,” he added.

Allely (pictured) said PMP clinched the deal thanks to its “differentiated offer”, particularly its geographic reach.

“The main driver is that we don’t just compete on price – our bid was based on a value proposition.

“If you want catalogues in Perth, we’ll print them in Perth. If you want catalogues in Brisbane, we’ll print them in Brisbane. It gives Woolworths a lower delivery cost and a speed-to-market advantage,” added Allely.

He said it was crucial for his business that PMP became the sole supplier for Woolworths.

“With the big clients, getting half or 30% of their work doesn’t work for me because of our capital intensity,” he said, adding that PMP needed to get 100% to earn enough to make the necessary reinvestment.

The win marks another major boost for PMP, which last month won Target’s distribution contract from rival Salmat, which had held the work for 20 years.

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