john.jpgThe name Solo 4 Systems is relatively new in the UK logistics industry, but the Solo 4 team has in fact been developing and implementing solutions for over 28 years across a wide range of operational environments, from bonded warehouses to production management and transport. The Solo 4 team have vast experience and expertise within the industry and have worked with, and implemented solutions for, many of the UK’s leading logistics suppliers, providing them with a wide range of functional and operationally sound systems.

Over the last year Solo 4 have updated and simplified their system modules to accommodate the important market of small to medium sized operators who might otherwise not be able to afford the cost of a full blown WMS system, and do not either require a great deal of sophistication or need expensive technological solutions such as radio frequency or RFID, but still stand to benefit from the technology. Paul Cunliffe, Managing Director, and John Smith, Sales & Marketing Director of Solo 4 Systems, spoke to Warehouse & Logistics News.

WLN – When did Solo 4 Systems start?
John: Solo 4’s software origins lie in a HM Customs & Excise (HMC&E) system initially designed by System Lynx Ltd for Hays Distribution in 1980. It was the first Bond Management system approved by HMC&E for providing all relevant documentation and duty revenue controls. Over the next few years, the system was further developed to include basic warehouse management tasks for receiving, put away and order picking processes. Major development of the system was undertaken in 1991, following a new contract for the implementation of a new system for John West Foods at Widnes. This included a Radio Frequency (RF) environment controlling 22 truck-mounted terminals in a real time pallet and case pick environment.
Paul: Our subsequent installations have included bonded warehouses, cold stores, raw material and finished goods / production control facilities, single and multi depot transport and warehouse operations and management of the London Weekend Television Film Library in a sophisticated RF environment at their London-based HQ on the South bank of the Thames. Today our systems offer a wide range of flexibility, traceability, ease of use and reporting, backed with a long history of first class, standard or 24×7, system support and maintenance.

WLN – When did the Solo 4 Systems organisation as it is now come into being?
Paul: Solo 4 is a very young company, only registered in 2007, but the team were working together at System Lynx. In 1980 John helped System Lynx design the first Duty software: I joined in 1991, and Onkar, one of our co-owners and directors, joined in 1992.
John: We’ve gone through various changes since then, including a buyout at the end of 2003, after which we kept the name System Lynx until last August (2007), when we changed to Solo 4.

WLN – What are your respective briefs? Which of you deals with the customers?
John: Paul is MD and the technical brains behind the company, with a fine record of problem solving and system development over many years in the industry. I have a long experience and background in operational warehouse management, with over 25 years of managing FMCG environments across the UK. Paul and I see customers together, as we believe our mix of technical and operational knowledge and experience is crucial in ensuring a project starts and finishes with the right people involved at all times during the system specification and implementation processes.

cb027.jpgWLN – How big is Solo 4 Systems as an organisation?
John: We are small and beautiful! We have a tightly run team at the centre, supported by external partners that we bring in as required.

WLN – Where is your software developed?
John: We develop our software in-house and through our virtual network across the UK.

WLN – How do you handle projects?
Paul: What usually happens is that John makes the initial contact, I get involved as things develop and we bring in our technical colleagues and outside partners as appropriate.

WLN – What industry sectors are your clients in?
John: Our customers are in a diverse range of sectors, from bonded environments to cold stores, general goods, bottling and transport.

WLN – What different product suites do you offer?
John: Solo 4’s logistics systems are cost-effective, easy to use Windows-based solutions incorporating the very latest technology and warehouse management processes. We offer a range of modular systems including Warehouse Management, Production and Rework Control, HMRC Bond Management, Transport and Load Build, Time and Attendance and, specifically for third party logistics customers, a comprehensive automated Service Billing module. The various software modules have been developed and implemented across a diverse range of customers for over 25 years, backed by first class customer care and system support.
Paul: All the modules in the Solo 4 family are designed to integrate fully with other family members, as well as being stand alone in their own right, and we have developed and implemented extensive interfaces with other third party software packages.

WLN – Which of these products is your biggest area?
John: Our biggest area is Warehouse Management, and in particular bonded warehousing, which is our core business, but we have realised the potential our excellent production module has and are keen to promote its sales.
Paul: The original Production module was developed many years ago for one of our customers, and is an excellent and extremely functional system that provides real operational benefits to production and warehouse-based environments. It has comprehensive, fully automated re-pack and rework facilities, with rigorous batch control and product traceability as demanded by the food industry. The system currently controls all the repack operation for Heinz at Wincanton’s huge central distribution site in Wigan. Further enhancements to the system were initially produced for Corby Bottlers, providing the same batch and product traceability for production lines from raw materials to finished goods, with extensive quality control features.
John: Additional functionality includes Internet-based ordering, order tracking and stock maintenance, all critical in maintaining operational confidence and providing the right level of customer care and support.

WLN – Gentlemen, you’re up against some very big players. What do you offer that they don’t?
John: Despite our size we have one of the most functional and easy to use solutions currently available in the logistics market. There are certain areas of the market that some of the big boys in our industry no longer see as financially attractive, with additional revenue gained from bespoke development once the contract has been won. However we believe there is still a very real demand from smaller type operations. We supply systems at extremely reasonable prices to small to medium warehousing, manufacturing or transport operations. We believe we also offer that little bit extra when it comes to support and customer care. We are a small company, and it is in our interest to ensure that their needs are looked after as well as providing a fair cost for our efforts – a positive attitude that helps us in building long-term relationships with our clients.

WLN – If these systems are not viable for the big boys, how are they viable for you?
Paul: Quite simply, we don’t have their overheads! The technology is at a more reasonable price level and the cost of ownership of WMS solutions is more competitive, and we are ideally placed to satisfy it.

cb011.jpgWLN – Who do you see as your target customers?
John: There are plenty of companies out there already utilising computer based financial systems, but are still running their warehouses in a traditional paper environment, perceiving this step to be expensive and potentially complex.
Paul: Whilst we are more than pleased to deal with any size of company, we believe our future lies in winning more contracts from the small to medium type of operator rather than the massive, worldwide corporate solutions the big boys see as their killing fields.
John: We want to use our expertise and experience to help users get the best out of our systems, give great support and build the relationship with them so we both have a good future.

WLN – How many users per client are we talking about? How scaleable is your technology as a company grows?
John: We have had client systems with as few as two users through to clients with over 50 users, covering single and multi-depot environments.
Paul: With the advent of broadband and the Internet, it’s now a simple matter to extend our systems worldwide where required.

WLN – What support do you offer?
John: Different customers have different requirements for their operations, and we tailor our support to suit their shift patterns and style of business. Solo 4 Systems offers both hardware and software support that is second to none. Both services are available in standard hours, and can be extended to cover out of hours, or indeed full 24×7 support. We operate a priority system with four prioritised levels of severity. We monitor and update service calls’ progress on the customer section of our web site. We provide three methods for our clients to log support calls, via dedicated telephone lines, email and direct access to our web based support system.

WLN – Can you name any of your customers, and tell me about what you have done for them?
John: One of our most recent customers is Wincanton. They needed a system to run their new depot at Ross on Wye and, along with their customer Somerfield, chose Solo 4 to run their bonded operation at the new warehouse. Wincanton is one of the UK’s larger operators, and we felt extremely privileged to have been considered for the project. Solo 4 provided excellent support before, during and after installation together with training and go live support.

WLN – How long does it take from agreement of a solution to go live? What level of buy-in by the end user does there need to be for a solution to work – is it at board level?
John: Whilst we can react very quickly and be in a position to install our system within two weeks, it is more realistic for the timescale to be around six to eight weeks, taking into account training and other issues dependent on staff availability.
Paul: Depending on the size of client, the project may or may not have board level involvement, but at whatever level of management it resides, it requires total commitment at that level and with those below it.

WLN – How long before a customer sees a return?
John: It depends on what the customer is looking to achieve – a return on operational performance, a cost cutting exercise or improved client service. It would also depend on how much technology is introduced into the operation, which can incur high implementation costs. In most cases we have provided enhanced operational performance and the vast majority of our customers have seen financial benefits from either improved processes or cost reductions within the six to first twelve months of implementation.

WLN – Are you involved with any industry trade bodies?
Paul: We are associate members of UKWA.

WLN – What factors do you see driving demand for your solutions?
John: The main factors driving demand for our solutions are the size and flexibility of our company, our system functionality, our customer support and, as always, the cost.
Paul: The biggest challenge we face is that larger companies often prefer to deal with equally big vendors, in the mistaken belief that they will get a better service or system. The reality is somewhat different, as the smaller vendor is more willing to go the extra mile, unlike the larger ones.

solo4logo.jpgWLN – Finally, where do you see Solo 4 Systems going from here?
Paul: The Wincanton contract was a welcome boost to Solo 4, and as with all our clients, we will be seeking to develop our future relationship with them. We have a clear view of our future and the targets we have set ourselves, which we have already touched on. We work hard and look after our people, both customers and staff. Much is talked about building futures and working in partnership, but very few actually get to do it and do it with any style. Solo 4 looks to provide all existing and future clients with a good framework for their system development and customer care.

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