DEALER SUPPORT FESTIVE SPECIAL 2024

Festive Special 2024

inspiring success in the workplace supplies industry

Issue 345

WELCOME TO OUR

FESTIVE EDITION

That’s a Wrap on 2024

Dive into our Festive Big Ask! We get insights from the industry on the year past - and some predictions for the year to come

MERRY MARKETING FOR CHRISTMAS

Making the most of sales opportunities during the festive season

THE RESOLUTION REVOLUTION

Helping your customers turn good intentions into lasting success

WASTE LESS FOR CHRISTMAS

‘Tis the season for holiday cheer, décor and a mountain of waste to manage

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FROM THE EDITOR

The Season’s Upon Us

Welcome, everyone, to this special festive edition of Dealer Support!

The decorations are up, the tree is twinkling, and I’ve just placed a rather indulgent order for way too much cheese and crackers from the local supermarket—because isn’t that what this season is all about? Taking time to That’s unwind, indulge and recharge. a Wrap on 2024 With everything that the dealer community has dealt with and overcome this year, I think you deserve it. Whether you’re already winding down or still deep in holiday preparations, we at Dealer Support hope you take a moment to reflect on all your achievements this year.

In this issue, the dealer community shares some festive reflections in our Big Ask, looking back at the year just gone and forward to the year ahead. We’re sharing creative ways for you to engage with your customers over Christmas and exploring how dealers can help businesses set and stick to resolutions for a fresh, energised start to 2025.

As always, our regular contributors Steve Carter and Helen Colton return with some sound advice to consider, and we’ve got sustainability all wrapped up with our guide to ecofriendly workplace parties. From all of us at Dealer Support HQ, we wish you a joyful holiday season and a successful, prosperous 2025. See you in the new year!

As always, we’d love to hear all about your success and to be inspired by stories of resilience and agility. Please do share all your news via LinkedIn and Twitter @dealersupport.

Festive Special 2024

Issue 345

DEALER SUPPORT MONTH 0000 ISSUE 000

WELCOME TO OUR

inspiring success in the workplace supplies industry

FESTIVE EDITION

NAME NAME NAME

Dive into our Festive Big Ask! We get insights from the industry on the year past - and some predictions for the year to come

MERRY MARKETING FOR CHRISTMAS

Making the most of sales opportunities during the festive season

THE RESOLUTION REVOLUTION

WASTE LESS FOR CHRISTMAS

Helping your customers turn good intentions into lasting success

‘Tis the season for holiday cheer, décor and a mountain of waste to manage

Holly Tinsley Editor

EDITORIAL Holly Tinsley

CREATIVES Amanda Lancaster

COMMERCIAL KERRY SMITH

PUBLISHING SUPPORT Angela Howland PUBLISHER & CEO Vicki Baloch

Dealer Support is the leading monthly publication for dealers in the business supplies industry. It provides information on the industry (both in the UK and overseas), information for and about the UK’s independent dealers, as well as information and advice on running a small business.

The views expressed in this magazine are not necessarily the views of the publishers. Copyright of all the material published remains with Intelligent Media Solutions Limited. No part of this magazine may be reproduced, copied, stored in an electronic retrieval or transmitted, save with written permission or in accordance with provision of the copyright designs and patent act of 1988.

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FESTIVE SPECIAL 2024

Contents

INDUSTRY 06 THE MONTH THAT WAS

News and views from the industry with a festive twist

08 NEWS EXTRA

Celebrating success at the 2024 BOSS Awards

6

09 AS IF BY MAGIC

Steve Carter reminds us of what the season is all about

10 CLICK IT: BEST OF THE WEB

A seasonal selection of the best content from dealersupport.co.uk

12 THE FESTIVE BIG ASK

Industry experts reflect on year gone and the year ahead

BUSINESS SUCCESS 22 TIME TO GET OUT THERE

Helen Colton on the importance of getting face-to-face

10

23 HELPING MEET SUSTAINABILITY GOALS How Essity helps customers with accessible and reliable sustainability data

SALES SUCCESS 24 JOIN THE RESOLUTION REVOLUTION Supporting your customers to stick to their goals

GREEN AND ECO 26 THE WASTE FREE CHRISTMAS

‘Tis the season for holiday cheer, festive décor, and a mountain of waste

24 ‘Making resolutions is a powerful expression of our desire to start the year on a positive note’

19

29 FINAL WORD

Wishing you a very merry stress-free holiday

INDUSTRY

THE MONTH THAT WAS

THE MONTH THAT WAS

Join “Walk for Children” this Christmas Last Christmas, more than 5,000 children reached out to Childline for support during the festive season, highlighting the critical need for mental health services during what can be a difficult time of year. In response, the NSPCC is gearing up for its annual “Walk for Children” fundraising event on December 21st.

Taking place on the longest night of the year, the “Walk for Children” invites people across the UK to walk 5 kilometers in their local areas to raise vital funds. Registration costs £10, with a suggested minimum sponsorship target of £100 per participant.

Whether you join an existing walk or organise your own, it’s a fantastic way for your team to make a difference this holiday season. For more details or to find a walk near you, visit the NSPCC website. https:// www.nspcc.org.uk

ACCO UK Appoints New Sales and Marketing Heads ACCO UK is pleased to announce the appointment

and Martina Alexander has also been promoted

both the Consumer & Professional office products

(UK, EMEA, US & International). ACCO is pleased

of two key new roles to support growth plans for & Fine Arts supplies segments. Tom Lewington

has been promoted to sales director UK & Ireland and Derwent (UK, EMEA, US & International)

[06] FESTIVE SPECIAL 2024

www.dealersupport.co.uk

to marketing director UK & Ireland and Derwent to support these internal promotions, which will support the delivery of detailed plans to drive growth in these two key market segments.

THE MONTH THAT WAS

INDUSTRY

Evolve IP Launches Tech Breakfast Club Cloud collaboration provider, Evolve IP, has launched a Tech Breakfast Club to inspire ‘food for thought’ and knowledge – via a series of insights and product development updates. Sponsored by technology partner Cisco, the online initiative includes a free breakfast hamper, delivered to all registered technical team members within their partner community, before every session.

Britain’s Most Festive Place Named Brighton and Hove has been crowned the most festive city in England! A recent study ranked it as the top spot for embracing the holiday spirit while enjoying outdoor adventures. Brighton placed fourth overall in the search for festive cheer in the UK, however beat Nottingham and Manchester to claim the title of England’s most festive destination.

“We want to get closer to the technical teams within our partners who are on the frontline. Often, they get overlooked compared to sales teams and we feel this needs to be better balanced,” says Evolve IP’s solutions director, Scott Rixon.

A Roarsome Display for Jespers of Harrogate Jespers of Harrogate got arty with their Christmas display window this year, showcasing a vibrant design created by local artist Christian Alexander Bailey. The display, drawn using Posca pens, was brought to life during November, with customers eagerly speculating on the final design as it took shape.

The unique dinosaur-themed display added a playful twist to the holiday season. Lynn Cummings, manager of Jespers of Harrogate, said: “It’s a great way for us to engage with our customers and collaborate with local artists. We invited people to watch the design unfold as it was being created and they were amazed. It’s something they hadn’t seen before; it really drew people into the store.”

www.dealersupport.co.uk FESTIVE SPECIAL 2024 [07]

INDUSTRY

BOSS AWARDS 2024

THE WINNERS

Brand Manufacturer of the Year Leitz Ergo, ACCO Brands Campaign of the Year National Stationery Week Dealer of the Year (under £5 million) Aston & James

NEWS EXTRA

BOSS Award Winners Celebrate Success

In an event befitting the season of celebration, the BOSS Federation proudly announced the winners of the 2024 BOSS Awards, bringing holiday cheer to the UK business supplies industry

T

Dealer of the Year (over £5 million) Paperstone Diversity and Inclusion Award Essity E-business Award Haybrooke Associates Independent Retailer Award UOE New Product of the Year Tork/Essity – Natural Colour Washroom Products Outstanding Team of the Year YPO Supply Chain Service Provider of the Year Office Power

he UK business

confidence and career success coach.

Sustainable Leadership Award

supplies industry

Her session, which offered practical

Lyreco UK and Ireland

came together

strategies to overcome self-doubt

Wholesaler of the Year

on Thursday,

and build leadership confidence, left

VOW Wholesale

28th November,

attendees inspired and motivated as

BOSS Apprentice of the Year Award

for the

they looked ahead to the new year.

George Lloyd, United UK Rising Star of the Year

prestigious BOSS Awards, held at The

The BOSS Awards wrapped up with

Eastside Rooms in Birmingham. The

lively musical entertainment, as attendees

Volodymyr Pylypenko, Reckitt

much-anticipated evening celebrated

celebrated award wins and partied late

Professional of the Year

outstanding achievements across the

into the night. Congratulations to all the

Linsey Adams, Reckitt

sector, with winners being announced in

winners, whose remarkable contributions

Business Leader of the Year

various categories. The event was hosted

and successes reflect the resilience and

Tim Beaumont, Nemo Office Club

by Debra Stephenson, best known for

vitality of the industry - a truly joyful

Outstanding Achievement

her acclaimed performances on BBC

way to end the year.

Simon Drakeford

One’s The Impressions Show.

Earlier in the day, the Leaders of the Future Conference set the stage for

UNSUNG HERO AWARDS

● Norman Hind (Prima Software)

insightful discussions and professional

● Nigel Busby (Incontrol Marketing)

● Vikki Smith (VOW Wholesale)

growth. One of the standout moments

● Austin Coyne (Haybrooke Associates)

● John Smith (United UK)

was a thought-provoking talk on

● Sarah Findley (Banner UK)

● Mandy Wisbey (ACCO Brands)

imposter syndrome in leadership,

● Gary Fowmes (Avery UK)

● Lindsay Wood (Office Friendly)

delivered by Angie McQuillin, a

[08] MAY FESTIVE 2022SPECIAL www.dealersupport.co.uk 2024 www.dealersupport.co.uk

SMALL ACTS

INDUSTRY

As if by Magic On the first day of Christmas, my true love said to me, ‘Can you get up in the attic and bring down the tree and boxes of decorations?’

N

ow, this is where

pace quickens up remarkedly. When

SMALL ACTS

the magic of

I return some hours later, the place is

Joking aside, this is the time of year

Christmas starts

like a winter wonderland, to which my

when I love to see my family, friends

for me, but not for

contribution was to get the boxes down.

and colleagues coming together and

the reasons you

enjoying themselves. That said, I am

might think. You

also mindful that not everybody is as

see 11 months ago, I put the tree and boxes of decorations up in the attic in the designated area, containing enough products to open a pop-up shop.

As if by magic, the quantity of boxes has grown in the intervening months.

I dare not enquire as to why we need

Something that was small to me, meant the world to somebody else

lucky as I am. For many years, I knew an elderly lady and every year would pop round with a card and a box of chocolates. One day her son called me and said, ‘You don’t know how much that means to my mum, that you have never forgotten her.’ Something

additional baubles, light up reindeer or whatever else has been added, I just get on with it.

that was small to me, meant the world On the second day of Christmas, my true love said to me, ‘People are

to somebody else. I felt very humbled.

From the whole Advantia team,

starting to ask what you want for

I wish you and your families a very

WINTER WONDERLAND

Christmas, you are so awkward to buy

Merry Christmas and a Happy

Having dutifully retrieved all the

for.’ Not wishing to be a burden on our

New Year.

Christmas paraphernalia and laid it out,

relatives shopping lists, I give a nod

I will be quickly dispatched to the local

towards my dwindling supply of real ale,

Advantia could benefit your

hostelry for a few ales, so that I am not in

or hint that a dine and drink voucher

company, please contact Steve

the way of the military operation that will

would be most acceptable. You might

Carter in one of the following ways:

follow. I tread rather dejectedly through

think there is a theme building here and

https://www.advantia.co.uk

the door, until I am out of sight and the

you would be right.

info@advantia.co.uk 02476 373738

To find out more about how

www.dealersupport.co.uk

FESTIVE SPECIAL 2024 [09]

INDUSTRY

MOST CLICKED

CLICK IT

Dive into our special festive round up of all the best bits from the Dealer Support website. This month, we dive into winter workplace preparation, the rise of retro trends and practical tips for supporting employee financial wellness

LEADERSHIP

Giving the Gift of Time While chocolates and socks are nice gifts, there’s one present that holds immeasurable value: the gift of time.

Whether through flexible schedules, extra days off or opportunities for personal growth, giving employees the gift of time can significantly enhance their well-being and productivity, ultimately benefiting the whole business

Read the full article HERE

MANAGEMENT

Supporting Holiday Financial Wellness The holiday season can create financial stress for employees, making them feel overwhelmed and reluctant to share their struggles. To create a supportive workplace during this time, employers should take proactive steps to ease financial worries

Read the full article HERE

[10] FESTIVE SPECIAL 2024

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‘The average UK household will spend over £1,800 on Christmas festivities - the equivalent of 80 percent of the average monthly UK income’

MOST CLICKED

INDUSTRY

DEALER SUCCESS

The Dealer Role in Workplace Winter Preparations Forget the festive fads - it’s important for businesses to know how to keep their employees happy, healthy and energised as the days shorten and the nights lengthen. Employee wellbeing during the winter months is about simple yet effective seasonal adjustments to ensure a comfortable and energising work environment

Read the full article HERE

‘Pop Art continues to be a popular design trend for businesses wanting to add a bold, bright and energetic look to the workplace’ DIVERSIFICATION .

Design Trends: The Retro Workspace Who can resist a trip down memory lane? With the world fixated on what comes next and technological change rapidly pulling us into the future, it’s no wonder that retro-

WHAT ARE YOU READING? The best bits and the most clicked content from www.dealersupport.co.uk

themed designs for workspaces have surged in popularity

Read the full article HERE

www.dealersupport.co.uk

FESTIVE SPECIAL 2024 [11]

SEASONAL INSIGHTS

THE FESTIVE BIG ASK

2024 All Wrapped Up: The Festive Big Ask As we wrap up another year, the workplace supplies industry has seen successes, challenges and changes over the past twelve months. We spoke to the Dealer Support Community to find out about their 2024 highlights and Christmas plans

Melissa Doran,

Where is the best place you have

What are your professional

The best place is all under one roof with my family

marketing manager, JGBM

ever spent Christmas?

resolutions for 2025?

– for me, family time is the best time! However,

To continue growing, learning and

a special moment was getting engaged in

becoming the best version of myself,

Iceland just a few days before Christmas

both personally and professionally!

last year. It truly felt like a magical “White

Who is your 2024 ‘team hero’ and why?

Christmas” in one of the most beautiful

It’s difficult to single anyone out because the entire JGBM

places on earth.

team deserves recognition. However, I’d like to give

Which is better – mince pies, Christmas

a special mention to Lisa, our graphic designer. Lisa’s

pudding or the yule log?

willingness and positive attitude make her an absolute

Christmas pudding – but only if it comes

pleasure to work alongside!

with a layer of icing!

[12] FESTIVE SPECIAL 2024

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THE FESTIVE BIG ASK

James Morton, managing director, MBM Omega What has been your

professional highlight of 2024?

While there have been some good

SEASONAL INSIGHTS

I want to focus on mentoring and supporting the next generation of talent

contract wins – and those are always satisfying; my highlight has been seeing our team flourish and enjoy their work.

What are your professional

Who in your business is your 2024 ‘team hero’ and why?

Honestly, they’re all team heroes – each one brings

resolutions for 2025?

something unique and valuable, and that’s why they’re here!

What are you hoping to find under the

In 2025, I aim to stay actively involved in the business while dedicating more time

Christmas tree this year?

to develop my leadership skills. I want to

This year, I’m hoping to find a few things under the tree

focus on mentoring and supporting the

that help me recharge such as a great book, and maybe

next generation of talent.

something unexpected that brings a bit of adventure.

Office Power, Richard Sinclair, co-CEO EO Group and Nick Wilson, co-CEO EO Group

What has been your professional highlight of 2024?

Richard: My highlight for 2024 was the successful launch of our Power Select “Your Tech, Your Way” campaign and reaching two years of significant investment in our technology platform which empowers businesses to integrate eCommerce and operations, enhancing flexibility in supply chain management and customer personalisation.

Will you be donning the traditional Christmas jumper this year? If so, what’s your style?

Nick: I’m all in for the traditional Christmas jumper! I’m leaning towards an oversized, cosy design featuring classic festive patterns – think Rudolf the Reindeer, snowflakes and maybe even a “To the Pub” sign for some holiday humour.

There’s something timeless about these cheerful motifs, and they really capture that feel-good spirit of the season.

www.dealersupport.co.uk FESTIVE SPECIAL 2024 [13]

SEASONAL INSIGHTS

THE FESTIVE BIG ASK

Janet Bowden, managing director,

Will you be donning the traditional Christmas

What has been your professional

Yes, definitely! We do a Christmas jumper day every

Woodbank Office Solutions

jumper this year? If so, what’s your style?

highlight of 2024?

year at Woodbank, and I love seeing the effort everyone

The highlight of 2024 has been the

makes. Mine is always a bit subdued compared to the rest

amazing amount of new business

of the teams'. One of our engineers, who always makes a

we’ve brought in. It’s such a great

huge effort, will be taking the glory again this year!

achievement, especially as we’re celebrating 35 years

Which is better – mince pies, Christmas

this year! On top of that, we’re nominated for two PrintIT

pudding or the yule log?

awards, which is amazing.

I can’t stand currants, so I’ll skip the Christmas pudding

Who in your business is your 2024 ‘team hero’ and why?

and mince pies. Just give me all the icing off the Christmas

Carl Tomlinson, our head of sales. He’s such a great fit with

cake and I’ll eat it with the yule log!

our culture. For Carl, it’s not just about making a sale, it’s about each person in his team providing a high standard of dedicated account management to our customers. He leads by example, talking to our customers, meeting them face-to-face, and has really inspired our regional account

We do a Christmas jumper day every year at Woodbank

managers to do the same.

James McKeever, managing director, Sovereign

What has been your professional highlight of 2024?

Becoming Chair of Boss Midlands and re-launching with a great team of people.

Who in your business is your 2024 ‘team hero’ and why?

Emily Ashton – general manager at Sovereign – took to the role fantastically and added so much value to all.

Will you be donning the traditional Christmas jumper this year? If so, what’s your style?

Hell yes – traditional – perhaps something 4D – snowflakes rock!

Where is the best place you have ever spent Christmas?

Dubai – but it was very strange Santa seeing arriving on a Camel!

Which is better – mince pies, Christmas pudding or the yule log?

Mince pies - I love opening my cupboard and still finding boxes in July.

[14] FESTIVE SPECIAL 2024

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SEASONAL INSIGHTS

THE FESTIVE BIG ASK

Karen Casey, sales support manager, Office Friendly

Ten of our members have successfully reached certifications this year so far

What has been your professional highlight of 2024?

Bringing on board our new sustainable accreditor/auditor DEKRA in September. Growing the Weaver brand – our new website launched at our conference and ten members have successfully reached certifications this

Who in your business is your 2024 ‘team hero’ and why?

year so far. Our anniversary conference - a huge success

Callum North – a real team player, with

and I always feel privileged to be a part of it!

aspirations. He’s up for the BOSS Rising Star

What are your professional resolutions for 2025?

Award and has developed and grown within Office

To help more members with their sustainable journeys and

Friendly – a genuinely lovely guy and makes a

get those on the programme the best levels of

cracking cuppa!

certification possible. If our shareholders vote for the

Which is better – mince pies, Christmas pudding

merger to go ahead, I’m committed to making it as big a

or the yule log?

success as possible. It will be a real team effort!

I’m a yule log girl … mince pies are grinch food!

James Day, managing director, Durable

What has been your professional highlight of 2024?

We’ve had another really good year. We’ve had a restructure in the business so that’s been quite a lot of change, and a lot of good things have come out of that.

Who in your business is your 2024 ‘team hero’ and why?

I think there are several! From a sales perspective, Ross Ailey has been fantastic in terms of developing some of our bigger accounts, as well as looking at a wide range of things that are probably not strictly within his remit. That has helped us do a load of new things with customers that we just weren’t doing even as recently as three years ago.

What are your key take aways or lessons from 2024?

I think as my remit has changed; I’ve become more comfortable not being in control of everything. That’s a bit of an uncomfortable feeling at first, but we’ve got such a good team here. It’s about taking a step back at times, and letting people try and find the solutions themselves.

What are you hoping to find under the Christmas tree this year?

I never know what to ask for! I wouldn’t mind finding an extra hour of sleep wrapped up under the tree!

[16] FESTIVE SPECIAL 2024

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It’s about taking a step back at times, and letting people try and find the solutions themselves

inspiring success

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PHIL JONES

DRIVING CHANGE Inside the newly-launched

THE NEW VOICES OF THE FUTURE

Amy Remmer on stepping up as new co-chair of the LOTFC

WHY MARKETING MATTERS

Helen Colton’s new column delves into the importance of marketing in 2024

Go2 A JOURNEY IN SUSTAINABILITY

Find out more about Fellowes’ path to achieving green success

Sustainable, straightforward, long-lasting products trusted by customers at home and in the workplace for over 100 years; BANKERS BOX® is better in every way. A household name, and a family business since 1917, built on enduring values and manufactured with advanced techniques. Backed by engaging omni-channel marketing, effective customer support and a range intended to make category management simple. They’re much more than just boxes – they’re made for life.

EDUCATION

OEMS AND MPS How are OEMS helping sell MPS?

Reverse Engineering Solutions to Stay Ahead

inspiring success

JGBM’s John George talks strategies for creating optimal solutions

Optimising Sustainable Deliveries

Fellowes new LX Series micro-cut shredders are thoughtfully designed with patented IntelliBar™ responsive technology.

IT PREDICTIONS FOR 2020 What to expect for the year ahead

Shred with maximum micro-cut security Shred more, empty less with a waste bin capacity of up to 150% more sheets

PHIL JONES

Shred with optimal efficiency

ing and leadership

GRAHAM BOURTON ON www.fellowes.com THE DRIVE TO DO MORE

VALUE AND INTEGRITY: THE POWER OF KNOWING WHEN TO SAY NO

Natasha Reid on having the confidence to emphasise value over price

MARKETING ACCELERATING DIGITAL Why now is the time TRANSFORMATION

Integrating AI and technology for enhanced digital experience

inspiring success

TRANSFORMING THE CHANNEL IN 2020 Predictions from Phil Jones

Shred 100% jam free

Brother UK’s MD talks learnEco-friendly transport and delivery, one mile at a time

How United are driving a more impactful future

Issue 344

Issue 296

Welcome TO OUR NOVEMBER/ DECEMBER ISSUE

inspiring success in the workplace supplies industry More Shredding.

Zero Jamming.

STEVE MCKEEVER SHANE WAREING

STEVE CARTER

Janet Bowden of and Woodbank Solutions on 35 years new products of change, innovation and making an impact category trends

MADE FOR

EVERY KIND OF CUSTOMER

February 2020

Next Generation Shredders

TRANSFORMING THE CHANNEL JOHN GEORGE DAN WOOLER

GRAHAM BOURTON

2020 VISION New products and categories

MARKETING

NATASHA REID

IT PREDICTIONS

Let success 2020 VISION be your noise

inspiring success in the workplace supplies industry

ISSUE 343

2020 VISION OEMS AND MPS DRIVING CHANGE JAMES MCKEEVER JAMES MORTON REBECCA HOMKE

inspiring success

ISSUE 295

inspiring success in the workplace supplies industry

Welcome TO OUR SEPTEMBER/ OCTOBER ISSUE

November/December 2024 DEALER SUPPORT FEBRUARY 2020 ISSUE 296 DEALER SUPPORT NOVEMBER/DECEMBER 2024 ISSUE 344

Welcome

TO OUR SUMMER ISSUE

September/October 2024 Issue 343 January 2020 Issue 295

DEALER SUPPORT JANUARY 2020

Issue 342 Issue 294

DEALER SUPPORT SEPTEMBER/OCTOBER 2024

DEALER SUPPORT DECEMBER 2019 ISSUE 294 DEALER SUPPORT JUNE 2024 ISSUE 341

Summer 2024 Decemebr 2019

The next level of performance and robust quality from the global leader in shredders.

WINTER WELLNESS: CONQUER THE COLD

How dealers can facilitate happier, healthier workspaces this winter

0203 794 8555 info@intelligentmedia.co.uk

READY, SET, ROW: TAKING ON THE TOUGHEST CHALLENGE

Dan Wooler shares insights on leadership and taking on an Atlantic challenge

DELIVERING WHAT’S BEEN PROMISED Steve McKeever’s advice for dealers BREAKING INTO EDUCATION Making your way in a

PUTTING PERSONALITY lucrative THE sector INTO BUSINESS

Shane Wareing on branding, building relationships and being connected

SEASONAL INSIGHTS

THE FESTIVE BIG ASK

Steve Carter, managing

What are you hoping to find under the Christmas tree

What has been your professional

A few assorted boxes of real ale would be most

director, Advantia

this year?

highlight of 2024?

welcome. I shall be leaving a copy of Dealer Support on

When I first came into the industry

the coffee table, open at the relevant page, for my wife

32 years ago, it would never have

and kids to pore over.

even entered my head that one

Which is better – mince pies, Christmas pudding or the

day I would have the privilege of becoming MD of

yule log?

the Advantia group, so a real proud moment for me

Mince pies all day long, the perfect accompaniment to a

was being able to stand up and speak at the Advantia

real ale, or two, or three…

35th birthday celebration.

What key trends do you see continuing or evolving in workplace supplies in 2025?

Diversification will continue, dealers are always looking for new product and service sectors to tap into. I also believe that there will be more mergers and acquisitions across the industry.

Richard Hughes, partner, Chrisbeon

What has been your professional highlight of 2024?

We will be focusing more on digital marketing next year

Our business, which my father Brian started with his cousin Chris, celebrating its 50th birthday and

Who in your business is your 2024 ‘team hero’ and why?

winning Shropshire Chamber of Commerce Small

My ex-colleague Elaine Pratt, who retired in August after

Business of the year 2024.

an amazing 37 years with Chrisbeon!

What are your professional resolutions for 2025?

Which is better – mince pies, Christmas pudding or

We will be working on more digital marketing, now that

the yule log?

we have launched a new webstore this year.

Definitely Christmas pudding with brandy sauce!

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www.dealersupport.co.uk

THE FESTIVE BIG ASK

SEASONAL INSIGHTS

Sian Haskell, director of marketing, Integra

What has been your professional highlight of 2024?

The proposal to merge with Office Friendly to further strengthen our members' businesses and the opportunities available.

Who in your business is your 2024 ‘team hero’ and why?

The success of the business has always been driven by the collective strengths of the team and therefore it

Wishing all our members, suppliers and service providers a very Merry Christmas and a Happy New Year. Thank you for all your support in 2024 and we look forward to working with you in 2025!

would be wrong to pick an individual. We do however have a special member of staff celebrating 30 years with us – our sales and marketing administrator, Linda Cox. Her can-do attitude, enthusiasm and the brilliant relationship she has with members is amazing!

What are you hoping to find under the Christmas tree this year?

My son is travelling at moment, I’d like him back in UK.

Which is better – mince pies, Christmas pudding or the yule log?

The success of the business has always been driven by the collective strengths of the team

Yule log!

READY TO THRIVE IN 2025

When we reached out to industry experts for their

Be sure to check out our digital series, ‘Ready to Thrive in

2025, the response was truly impressive. In fact, we

where our Big Ask contributors share their thoughts on

insights on the highlights of 2024 and their outlook for received so much valuable input that we couldn’t fit it all into just one article!

2025,’ on the Dealer Support website throughout January the key trends, challenges and opportunities shaping the workplace supplies industry for the coming year.

www.dealersupport.co.uk FESTIVE SPECIAL 2024 [19]

BUSINESS SUCCESS

VERY MERRY MARKETING

Making Your Marketing Merry and Bright As the Christmas season approaches, it’s time to deck the halls and embrace the festive spirit! With an abundance of opportunities to engage with customers, it’s time to get creative with marketing that fosters meaningful connections lasting well into the New Year

D

uring the festive period, dealers have

CREATING A COUNTDOWN

a valuable opportunity to connect with

A Christmas Countdown is a fantastic way to engage with

their audiences. Between November

customers, and it can be a powerful marketing tool when

and Christmas Eve, online activity

executed creatively. But creating a standout countdown

and social media engagement see

campaign requires more than just a daily post reminding

a remarkable increase of over 30%.

your audience how many days are left until Christmas. In the

Whether it’s an employee looking to upgrade their home

crowded world of social media, the key is to captivate and

office or a large business sourcing promotional gifts for

engage your audience by taking them on a journey.

clients, this heightened engagement is a chance for dealers to

To make your campaign memorable, vary your content.

connect with their audience on a deeper, more personal level.

Mix up static images, videos and even music to ensure each

Christmas presents an ideal opportunity to get creative

post feels fresh, eye-catching, and unique. Think beyond just

with your marketing efforts. By embracing festive marketing,

promoting your products—create a festive experience for

you can effectively demonstrate a culture of connectedness,

your customers. You can alternate between special offers,

openness and genuine interest in your community. This

behind-the-scenes glimpses of your team preparing for the

approach not only showcases your business values but also

holidays and even throw in the odd Christmas cracker joke.

resonates with customers who are looking for meaningful

This journey isn’t just about driving sales—it’s about

connections during a time when they seek more than just

keeping your audience engaged, entertained and connected

products and services.

with your brand through the energy and spirit of the season.

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VERY MERRY MARKETING

BUSINESS SUCCESS

UNDERSTAND CUSTOMER CHALLENGES While the festive season brings excitement and joy, it also presents significant challenges for your customers.

Christmas shutdowns, increased deliveries and staff holidays can lead to fewer people in the office and an overwhelming workload. Dealers should proactively understand their customers’ operations during this period and offer tailored support to help alleviate stress.

Meaningful interactions and memorable experiences can significantly strengthen longterm customer relationships Clear and timely communication is key to ensuring a smoother holiday experience for your customers. Start OFFER A PERSONAL EXPERIENCE

by providing comprehensive information about your

In the hustle and bustle of the holiday season, it’s all too

holiday hours, order deadlines and any changes to delivery

easy to slip into the habit of sending out generic well-wishes,

schedules well in advance. Regular updates about the

losing touch with the genuine connections that this time of

status of orders, deliveries and product availability are

year is meant to nurture. However, meaningful interactions

crucial. Utilise emails, newsletters and social media to keep

and memorable experiences can significantly strengthen

customers informed and engaged – this might involve

long-term customer relationships.

offering simplified online ordering options or dedicated

One valuable way to engage with your customers is by

support lines during peak times.

offering unique experiences that deepen these connections!

Engaging with your customers during the Christmas

Why not consider hosting an exclusive festive event for your

season not only allows you to wrap up the year on a positive

loyal customers. This is an excellent opportunity to interact

note but also lays the foundation for a stronger relationship

with them, whether in person or virtually, providing a deeper

in the year ahead. By creating memorable interactions

insight into your business.

and meaningful experiences, you can unwrap a deeper

Such events could range from product demonstrations

connection with your audience, ensuring they feel valued

and behind-the-scenes tours to interactive workshops and

and appreciated. After all, nothing says “we care” like a

festive contests. Additionally, think about offering early access

personal touch during the holidays - and if nothing else, it’s

to sales, special discounts or exclusive gifts to make your

a great opportunity to showcase those festive jumpers your

long-standing customers feel truly valued and appreciated.

team has been wearing!

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BUSINESS SUCCESS

THE PERSONAL CONNECTION

Time to Get Out There This month, Helen Colton explores the enduring value of face-to-face interactions, networking and events in building relationships and maintaining relevance in a competitive market

S

For new customers, visibility at

taying relevant

These events offer a platform to

in today’s

showcase your expertise, stay

events and networking activities

market requires

updated on trends and gather

builds awareness of your brand. In

more than just

insights. Being present at such events

an age where virtual communication

offering excellent

positions your business as a proactive

dominates, the personal touch of an

products or

partner rather than a passive vendor.

in-person meeting can differentiate

services. It necessitates maintaining

your business from competitors.

strong relationships and building a

It conveys dedication and adds

presence. Getting in front of customers is critical for fostering trust, establishing credibility and ensuring your offerings remain top of mind.

PERSONAL INTERACTIONS Personal interactions, whether through networking, events, or meetings,

The personal touch of an inperson meeting can differentiate your business from competitors

authenticity to your interactions.

While digital marketing and remote communication are essential components of a modern business marketing strategy, they should not replace face-to-face engagement. A strategic mix of activities, including trade shows, customer appreciation

humanise your brand. B2B decisions

events and networking forums,

are often complex, involving long

ensures your business remains

sales cycles and multiple stakeholders.

NEW AND CURRENT CUSTOMERS

Face-to-face connections allow for

For current customers, regular

deeper conversations, giving you

engagement reinforces loyalty

the opportunity to address specific

and demonstrates your commitment

THE CUSTOMER

customer needs, demonstrate expertise

to their success. Visits, presentations,

In conclusion, getting in front of

and present tailored solutions. These

or informal meetings offer

customers is more than a courtesy, it’s

interactions help build trust, a key

opportunities to discuss ongoing

a business imperative. Networking

component in business relationships.

needs, introduce new offerings

and events, often overlooked in

relevant and competitive.

GETTING IN FRONT OF

Networking events and industry

and gather feedback. This approach

favour of digital strategies, remain

conferences are particularly valuable

not only solidifies relationships but

indispensable tools for sustaining

for meeting potential customers and

can also lead to upselling or cross-

growth and staying relevant in an

strengthening ties with existing ones.

selling opportunities.

ever-changing market.

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S U S TA I N A B L E H Y G I E N E

GREEN & ECO

Tork Focus4 Sustainability Helps Customers Meet Their Goals

New from Essity is a programme that promotes transparency and helps customers meet their goals with the aid of accessible and reliable sustainability information

T

ork Focus4 Sustainability provides customers with a comprehensive and easy-to-understand summary of the key sustainability benefits of select Tork systems.

“As sustainability legislation evolves and expectations increase, businesses

need a clear view of sustainability product claims and benefits to

Tork aims to educate and empower customers to make informed decisions for their businesses

understand their impact on people and the planet,” said Essity’s Lydia Brant, (Sustainability Specialist UK&I).

“However, decoding sustainability claims can be challenging. By

ELIMINATING WASTE

sharing the benefits that matter to customers in a consistent way, Tork

Many Tork products feature reduced packaging or eliminate cardboard

aims to educate and empower customers to make informed decisions

cores to cut waste and material use. Some lines are compressed to save

for their businesses and support their own sustainability goals.”

transport space leading to reduced carbon emissions. And innovative

ENVIRONMENTAL ETHOS

one-at-a-time dispensing helps users to consume fewer paper products.

Tork also offers a range of carbon-neutral certified dispensers

Tork’s sustainability ethos is focused on four areas: materials and

produced with certified renewable electricity and compensated with

packaging; use and waste; carbon and hygiene for all. The company

climate projects by ClimatePartner2. Many Tork solutions are also

uses a lifecycle approach and considers the key sustainability needs of

EU Ecolabel certified and FSC labelled, noting they are made from

customers in line with the EU Green Deal priorities.

responsibly sourced fibre.

Tork Focus4 Sustainability materials include resources that:

Essity received two accolades for its sustainable ethos this

● Offer an overview of comparable sustainability benefits for each of the

autumn - winning a British Institute of Cleaning Science (BICSc)

Tork brand’s focus areas ● Share a Tork European average for carbon-in-use for napkins,

toilet paper and hand towels ● Feature a product information tool that makes tender completion easier ● Improve sustainability knowledge with free access to interactive

training modules

Environmental ESJ award and receiving the Circular and Recycling Award - Product Recycling in the National Sustainability Awards in conjunction with waste partner Recorra.

This is a sponsored article, brought to you by Tork. To learn more about Focus4 Sustainability and

Tork is part of Essity, ranked as one of the world’s 100 most

how Tork sustainable hygiene

sustainable companies, in the Corporate Knights Global listing. The

solutions can improve your

company’s sustainability initiatives include Tork PaperCircle, the

facilities, please visit:

world’s first recycling service for paper hand towels.

www.tork.co.uk/sustainability

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SALES SUCCESS

NEW YEAR, NEW MINDSET

The Resolution Revolution: Turning Good Intentions into Great Results Whether you love them or hate them, New Year’s resolutions are a tradition that sees millions of people striving to start the new year with a positive outlook

R

esolutions tend to get a bad wrap (we can’t

WHY DO RESOLUTIONS FAIL?

resist a Christmas pun here), mainly because

Put simply, most resolutions fail because people tend to bite off

we tend to hear more about failures than

more than they can chew! No matter how well intentioned, for most

successes. However, there’s an important

people, it isn’t realistic to go from the comforts of Christmas and all its

lesson to be learned from this: if we approach

indulgent treats to running 5km a day. The key to long-term success

resolutions with an expectation of failure, it’s

lies in viewing resolutions as opportunities for gradual, sustainable

likely we won’t succeed. Making resolutions is a powerful expression

change rather than drastic overhauls. By making small adjustments

of our desire to start the year on a positive note and reflects a

that can be easily incorporated into daily life, individuals can achieve

commitment to personal growth and improvement.

their goals without feeling like they’re making huge sacrifices.

Creating the right mindset for success is vital. Dealers are uniquely

For businesses, fostering this mindset means integrating support

positioned to support workplaces in this endeavor by helping to foster

for employee goals into the everyday culture of the organisation. Dealers

an environment where employees feel motivated and empowered to

can play a crucial role in this by helping them to engage with employees

pursue their resolutions - whether that’s becoming fitter and healthier

to better understand their needs and aspirations. Whether it’s providing

or simply getting more organised. After all, the best resolutions are the

better perks, offering more healthy options in the kitchen, or creating

ones that extend well beyond January 31st.

wellness programs that encourage physical activity.

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NEW YEAR, NEW MINDSET

ENERGISING THE ENVIRONMENT A change in scenery is a fantastic way to refresh and re-energise the workplace as the new year begins. It offers a perfect opportunity

SALES SUCCESS

The key to long-term success lies in viewing resolutions as opportunities for gradual, sustainable change

for dealers to recommend quick and cost-effective changes that can invigorate the office environment. These adjustments don’t have to be significant; even small modifications can make a big impact.

For instance, businesses might consider swapping out soft furnishings for brighter, lighter colour schemes, or updating desk

HAVING THE RIGHT TOOLS

accessories and organisational products to create a more vibrant and

Committing to personal improvement goes beyond just having the

inviting atmosphere.

right mindset; it requires practical tools to help employees effectively

Creating dedicated spaces for relaxation and mindfulness,

manage their workloads and maintain a healthy work-life balance.

complete with yoga mats and meditation cushions, can encourage

By providing these resources, businesses can empower employees to

employees to take breaks and unwind. Adding plants can improve

integrate new goals into their daily schedules.

air quality and create a calming ambiance, while acoustic panels can help reduce noise levels for a more peaceful environment.

One crucial aspect of this is ensuring that employees have access to dedicated spaces for learning and skill development. For instance, dealers could assist with creating CPD pods equipped with noise-

CELEBRATING SUCCESS – ALL YEAR ROUND

cancelling headphones that can facilitate virtual workshops and

While many people enter the new year feeling motivated to make

training sessions, allowing employees to focus without distractions.

changes, that enthusiasm can often dwindle as the months progress. To

Additionally, incorporating productivity tools like time planners

sustain this momentum, it’s crucial for dealers to guide their customers

can help employees prioritise tasks and track their progress toward

toward products and initiatives that nurture a culture of employee

personal and professional goals.

support throughout the year.

Moreover, it’s essential for dealers to work with businesses to

For instance, dealers can suggest offering perks that go beyond

assess whether their employees’ personal work equipment—such as

standard benefits. Consider providing tasting boxes filled with healthy

laptops, tablets, and other electronic devices—is up to date and fit

snacks as a fun alternative to traditional fruit options. Additionally,

for purpose. By ensuring that employees have the right technological

businesses could consider equipping employees with personal organisers

resources, businesses can create a more conducive environment for

or planners to help them track their goals and progress.

personal growth and development.

By consistently providing these resources and creating an engaging

As we step into the new year, let’s remember that supporting employees

workplace culture, dealers can play a pivotal role in helping businesses

in their resolutions isn’t just good for them—it’s great for business too! By

maintain enthusiasm for positive change long after the New Year’s

creating a culture that nurtures personal growth, your customers can foster a

resolutions have been made.

motivated workforce ready to tackle the year ahead.

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GREEN & ECO

E M B R A C I N G S U S TA I N A B I L I T Y

The Dealers Guide to a Waste Free Christmas ‘Tis the season for holiday cheer, festive décor, and... a mountain of waste to manage. But fear not – with a few clever swaps and ecofriendly strategies, businesses can host Christmas events that are kind to both the environment and the office clean-up crew

I

As businesses prepare for a sea of empty envelopes and Terry’s Chocolate Orange wrappers, dealers are ready to help them do battle with the 700,000 tonnes of waste produced in the UK each December.

SIMPLE WAYS TO MANAGE WASTE

It’s equally important for dealers to highlight the

Gift paper, open envelopes, left over buffet pizza slices –

need for awareness regarding any additional individuals

from food waste to unwanted wrapping, Christmas parties

in the environment, such as party guests or visitors, who

can create a whole lot of waste. This not only poses a

may consume extra resources like food and drinks. By

threat to the environment but also means that someone

accurately assessing the number of attendees during

has to deal with the cleanup!

the festive season and adjusting orders for food and

Dealers have a valuable opportunity to help businesses

beverages accordingly, businesses can significantly reduce

implement effective systems and products to manage

waste. This approach prevents the tendency to order in

the additional waste generated during this festive time.

bulk, which often leads to excess leftovers.

One of the first steps is to recommend customers install

In addition to this, dealers can significantly contribute

additional recycling receptacles throughout the workplace,

to waste reduction at workplace Christmas events by

accompanied by clear signage that guides employees and

promoting creative alternatives to traditional wrapped

guests on what can be recycled and where it should go.

gifts. Instead of relying on excessive packaging, why not

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E M B R A C I N G S U S TA I N A B I L I T Y

GREEN & ECO

Dealers are vital in showcasing that reusable products can be both convenient and practical

encourage businesses to set up a beautifully decorated

Additionally, dealers can guide customers toward

gift station? This allows employees to place their

non-traditional décor that is versatile enough to enhance

presents with a simple tag instead of wrapping them in

the workspace during the holiday season while remaining

paper. Imagine gifts arranged on shelves and display

stylish year-round. One effective approach is to utilise

units adorned with seasonal touches like pinecones and

festive-themed colour palettes for folders, filing systems

shimmering silver snowflakes. This not only cuts down

and office furnishings. For a contemporary atmosphere,

on wrapping waste but also adds a unique and personal

consider suggesting colour schemes that incorporate

touch to the gifting experience.

bright whites, soft greys and tranquil blues. These colours not only evoke a fresh and clean aesthetic but can also be

A DIFFERENT KIND OF DÉCOR

accented with metallic touches such as silver or chrome,

Decorating the workspace is not only a fun festive

which bring a subtle sparkle.

tradition, but also a way for the team to bond and enjoy

For a more classic and warmer ambience,

spending some quality time together – and quality time

deep burgundy’s, golds and rich reds can add a

can be seriously hampered by having to spend hours

sophisticated touch of festive cheer. These colours

untangling mixed up fairy lights. To make workplace

work beautifully in combination, creating a rich tapestry

decorations more sustainable and long-lasting, it’s

that can be integrated into desk accessories, wall art

essential to invest in items that can withstand the test of

and even furniture.

time. We’re sure a few of us would confess to throwing away perfectly good Christmas decorations just because they became too much of a pain to unpack every year!

Dealers can offer a variety of storage solutions designed

ENVIRONMENTALLY FRIENDLY CATERING AND CLEAN UP

Every year in the UK, an astonishing 300 million plastic

to enhance the longevity of decorations, ensuring they

cups and straws are consumed during Christmas parties on

remain in good condition year after year. In addition to

average. With many businesses facing financial constraints

sturdy, stackable boxes, cable tidies and organisers, dealers

this holiday season, a significant number are opting for

might consider providing labelling systems, encouraging

in-office celebrations instead of hosting events at external

the use of labels on bins and boxes can streamline the

venues. While this shift can help save costs, it inevitably

unpacking process, ensuring that decorations are returned

leads to increased catering demands and, consequently, a

to their rightful place after the holidays.

greater need for kitchen efficiency.

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GREEN & ECO

E M B R A C I N G S U S TA I N A B I L I T Y

QUICK TIPS FOR A MORE SUSTAINABLE SEASON

●

61% of Brits admit they don’t reuse their

Christmas party outfit, so why not ditch the dress code this season? Let everyone wear whatever they feel comfortable in – after all, cozy and casual beats formal any day!

●

Brighten up a party with LED Christmas lights -

they use up to 80% less energy than traditional

incandescent bulbs, making them both festive and eco-friendly!

●

Trade in the plastic Christmas tree for seasonal flowers that can be composted after they’ve

bloomed. It’s a fresh, eco-friendly alternative that adds natural beauty to your celebration!

As the holiday spirit takes hold, many individuals and organisations may prioritise convenience over eco-friendly practices. After all, the thought of washing up hundreds of buffet plates and cups can feel overwhelming, especially at a time when there is so much going on.

In this scenario, dealers are vital in showcasing that reusable products can be both convenient and practical.

If your customers have in-house washing facilities, like dishwashers, now is an excellent opportunity to promote any eco-friendly cleaning solutions you may offer. These effective, environmentally friendly cleaning products can simplify the post-party cleanup, enabling the use of reusable dishes and utensils without the hassle of extensive washing.

SOURCE LOCALLY

Dealers have a valuable opportunity to help businesses implement effective systems to manage the additional waste generated during this festive time

For dealers providing food and snack packages a highly effective way to enhance sustainability is by partnering

These options typically have a lower environmental

with local caterers. By directing customers toward options

impact compared to meat-based dishes, as they require

sourced from nearby businesses that prioritise sustainable

fewer resources to produce.

practices, dealers can help promote an eco-friendlier approach to holiday catering.

In the spirit of making this festive season both joyful and sustainable, dealers have a unique opportunity to help

This not only supports the community but also helps

businesses host a greener, cleaner Christmas party with

to reduce the environmental impact of food production

just a few mindful changes. By encouraging eco-friendly

and distribution. Dealers can enhance their offerings

décor, smart waste management systems and sustainable

by providing customisable snack boxes that include

catering solutions, dealers can help customers deck the

vegetarian and vegan menu items in their food packages.

halls without over filling the bins.

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www.dealersupport.co.uk

FINAL WORD

LIVE IT

A Very Merry (Stress Free) Christmas As we close out this special festive issue, we want to take a moment to wish you all a very happy holiday season! We also want to remind you to prioritise both your own and your team’s mental health and wellbeing during this busy time

W

ith a shorter working month, heightened social pressures and family commitments to juggle, this time of year

It’s easy to overlook the importance of kindness - especially toward yourself

can sometimes feel more overwhelming than joyful, making it challenging to embrace the

holiday season. Resist the temptation to

for successfully navigating this busy season.

festive spirit and becoming more of a chore

send out those non-essential work emails

Embracing adaptability can significantly

than a chance to celebrate.

and instead focus on what truly needs to

alleviate stress for everyone, helping to

To ensure your Christmas is merry

get done. Take the time to clarify your

ensure that the holidays don’t turn into a

and stress-free this year, we encourage

priorities and set achievable to-do lists

frantic race to the finish line.

you to focus on these three key elements

that reflect what’s most important.

of personal well-being (and share them

Additionally, communicate your

BE GOOD TO YOURSELF

with your team). After all, when you find

boundaries with colleagues and clients.

Lastly, remember to be kind to yourself.

yourself knee-deep in gift wrapping, juggling

Let them know when you’ll be available

Make a conscious effort to leave work

workloads and trying to figure out how

and when you’ll be offline, so they can

behind, even if it’s just for the day. Activate

many roast potatoes you’ll need for the big

adjust their expectations accordingly.

your out-of-office message, silence

day, it’s easy to overlook the importance of

your phone and take the opportunity to

BE OPEN TO CHANGE

reconnect with the important people in

For many of us, Christmas can feel like an

your life. Some tasks can certainly wait until

obstacle course filled with parties, school

the New Year, and by giving yourself the

YOUR EXPECTATIONS

plays, and work commitments. Being

gift of time, you will feel more refreshed

It’s important to acknowledge that you can’t

flexible and open to adjusting both your

and better prepared to tackle any challenges

do everything, especially during the busy

schedule and that of your team is essential

when you return.

kindness—especially toward yourself.

BE REALISTIC IN

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Merry Christmas

From all of us at Dealer Support, we would like to thank you for your continued support throughout 2024 and wish you all health, happiness and prosperity for 2025.

Whatever you are doing this festive holiday, we hope you get plenty of chances to relax, unwind and spend time with friends and family. If the past few years have taught us anything, it is that no-one can predict what is around the corner, but the new year brings with it new opportunity and we know the dealer community will continue to embrace change and rise to any challenges as it has done so expertly over the past few years.

We are looking forward to returning in January, refreshed and ready to kick off 2025 with a bang!

We look forward to bringing you all the latest industry news, views and opinions and sharing your stories of innovation and inspiration and continuing to champion independent dealers in the channel. We are very grateful to all our incredible readers, contributors, partners and advertisers for their support and invaluable insights Wishing a very merry Christmas to you all!

The Dealer Support team