COONEEN WATTS Stone (CWS) is a major supplier of uniform clothing to the police, military, utility and civilian work wear markets. Located in Fivemiletown, Co Tyrone, it was formed in February 2004 as a joint venture company between two local businesses.
Eugene Greene, managing director, explains that each company had a long history of involvement in the clothing industry in Northern Ireland; however, it was looking for ways in which to sustain or develop its businesses in order to remain serious players in the apparel sector.
CWS was then established to compete for the supply of operational and combat clothing in both the military and police markets. With the combined strengths of both companies in design, manufacturing and logistics they could go a long way to providing a one-stop-shop solution for public procurement authorities. In the space of four years the company has grown to a turnover of €25 million and deals with many of the leading defence forces in the world.
It has supplied more than 10 million items since inception and is currently engaged in the redevelopment of the UK's combat clothing range for the Future Soldier Programme.
The company's business model is one of a service provider specialising in sourcing competitive quality products from manufacturers around the world, while controlling the design, administration and logistics from its base in Northern Ireland. Some 95 per cent of products sold are sourced from 18 manufacturing locations in Morocco, Lithuania, Poland, Turkey, Pakistan and China.
Products/Services:
The current range consists of 250 products, including the basic uniform worn by most defence forces and police authorities, and also some highly technical and innovative garments. The company specialises in designing bespoke technical clothing, including the design and supply of T-shirts which provide sweat management properties in addition to UV and anti-static protection. The company has also developed a new range of hi-viz clothing especially targeted at the emergency services market.
Customers:
Cooneen Watts Stone supplies ministries of defence in the UK, US, Chile, and Brunei and is involved in competitive tenders for the supply of uniformed clothing to An Garda Síochána, Irish Army, Australian MOD and Kuwaiti MOD.
What vision prompted you to start up in business?
A realisation that the traditional clothing business model was not sufficiently robust to provide a long-term return for shareholders, management and all the staff.
What is your biggest business achievement?
I think it would have to be overseeing the turnaround within the Cooneen group, from a one company high street retail supplier to a multi-company business dealing in varied clothing solutions from different product to different markets all supplied through a widespread and efficient Far East supply chain.
Express the biggest challenge you see your industry facing?
Competition from the Far East. Traditionally Western companies worked through an agent in Hong Kong, and then they moved to dealing directly with the Chinese factories. In the next five years we will see Chinese companies going direct to UK and Irish public authorities, challenging the need for us to be in the supply chain.
Has being Irish contributed to your success?
Yes, especially when you are working in the Far East. If it's not in the straight-talking business approach during the day, then it's our ability to just have a down-to-earth conversation in the evening usually about the same problems everyone has, only in a different currency.
