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DEALER PROFILE
44
The Burke
Systems Team
Managing Director Michael Burke
told
PITR
that when his father Daniel
set up the company in 1976, it was
called Burke Office. “My father’s
background was in selling and
servicing business machines, such as
typewriters, adding machines and
copy machines. When the business
started, consumables were a bit of a
specialist area. We were appointed
a Memorex agency and sold a wide
variety of OEM products,” he said.
He added: “The market in Northern
Ireland is a little bit different from the rest
of the UK. It’s a much smaller geographical
area where everyone knows everyone –
people buy from people. We really looked
after our customers (and still do) and we
quickly built up a good reputation.”
As the business grew, the company
moved into new offices on the Ormeau
Road in Belfast. Then, in 1984, it became a
real family affair, when Daniel’s son Michael
and his daughter Grainne joined the firm.
It was at this point that the business
really took off. Michael went straight into
sales, knocking on doors and building
up the business. In addition to business
machines, Burke Office supplied stationery
and furniture and, as the industry changed,
it moved into the IT sector, selling computers
and printers – mainly Olivetti, Canon and HP.
An expanding customer base and
increased sales across all segments
prompted a move into new 3,000 sq ft
premises in Belfast’s historic Gasworks area.
MPS expertise
In 2013, in order to promote its expertise
within the print solutions and services
market, the company separated out its
office supplies and furniture concerns,
rebranding its print business as Burke
Systems and Solutions. “The reason we
did this is because we started out as a
business machines specialist, but in reality
we were better known as an office supplies
provider,” explained Michael.
“One of the key business objectives
was to become a major player in the MPS
space and we needed a clear identity that
would better communicate our expertise
as a systems and solutions provider to our
target market.”
Four years ago the company invested
heavily in training, engaging with US-
based Cashmark Consulting Group, a
specialist provider of MPS sales training
and consulting. “This gave us a real head
start, as at that time managed print
services hadn’t really gained traction here,”
said Michael.
Today, the company is Samsung’s OA
partner for Northern Ireland.
“That’s a big feather in our cap, and
sets us apart from competitors,” explained
Michael. “We made a tactical decision to
become a single-line reseller a few years
back. It streamlined things from both a
stock holding view and on the technical
front. Our engineers are fully trained on
Belfast-based Burke Systems
and Solutions kicked off its
40th year in business with a
strategic acquisition, a move
designed to support the
company’s goal to increase its
foothold in the market.
40 years of steady,
profitable and
sustainable growth
Samsung’s technology and it’s much more
efficient in terms of carrying spare parts
and supplies. Plus, we receive terrific
support from Samsung.”
Michael says it’s a great accolade for a
local company to be associated with such
a big brand, adding that the partnership
with Samsung has worked really well. “We
almost catch people off guard and we’re
having huge success winning new business
once our customers see the technology in
action,” he said.
One Office
At the beginning of this year, the company
acquired Belfast-based office products and
interiors business One Office, which it has
integrated into its existing office supplies
division, now rebranded Burke One.
The two divisions operate autonomously
and independently, with dedicated teams
on each side of the business. David Martin,
former Managing Director of One Office,
heads Burke One, while Michael operates
Burke Systems and Solutions. “Customers
like that. They know we are focused on
specialist areas and have confidence in
our ability to deliver expertise across each
segment,” Michael explained.
“We have a creditable turnover of
circa £800k within the OP sector and circa
£550k in the print business. There’s huge
potential on the interiors side and we
have great hopes for future growth,” said
Michael. “One of the biggest benefits of
the acquisition is that we are now talking
to those customers about MPS.”
The company has a five-year plan to
grow into a £5m business, but this year,
Michael expects both arms of the business
to perform at around the same level.
“We are being realistic. This first year is
all about settling the merger and getting
the infrastructure right so we can move
forward,” he said.
“Our success to date has been down
to prudent management, and we are
looking to continue our tradition of steady,
profitable and sustainable growth. I have
every confidence that we are in a fantastic
place to realise our future goals.”
It’s a great
accolade
for a local
company to
be associated
with such a big
brand... the
partnership
with Samsung
has worked
really well
