The paintmaker agreed last year to sidestep company policy by supplying materials direct to Churchill's six body repair centres. In return, the insurer recommends R-M products to its approved repairer network.
Paul Buckingham, UK managing director, said: “This is a tremendous spin off for our distributors – they get more business this way. We now supply nearly half of Churchill's approved network, on a 100% conversion rate.”
However, he stressed that Churchill was not forcing its repairers to change to R-M products.
“We are usually invited to see bodyshops when they are already dissatisfied with their existing paint supplier,” he said.
Mr Buckingham insisted the deal was a one-off, adding that R-M had “no plans to bypass distributors by supplying direct” to other bodyshops.
He is currently looking for 12 independent distributors –“independents will grow the business because it's their profits” – to cover larger regions in the UK.