Dealer Support June 2022

June 2022

Issue 322

inspiring success

PAPERING OVER THE CRACKS

Paper shortage causing problems

SUMMER SELLING

How dealers can maximise back to school season revenue

TIME TO BUY

Why Quills acquired during the pandemic

2022

Join us at DS LIVE THE industry event for all UK dealers

PUT THIS IN YOUR DIARY 20th October 2022 Coventry Building Society Arena, Coventry

FROM THE EDITOR

Educating the market DEALER SUPPORT JUNE 2022 ISSUE 322 ANDY EFSTATHIOU AIDAN MCDONOUGH STEVE CARTER

Back to school is always a time of optimism. For children, it’s a new school year, with fresh opportunities and new things to learn. Then there is the prospect of having pristine books to write in, with new equipment, which is always a good feeling. Well, it was for this stationery geek back when he was at school (many years ago).

For dealers, the back to school season – which starts way before September – as school leaders look to renew and upgrade their equipment. As our feature shows, there are evolving trends in this market, which dealers need to be alert to, as well as still selling traditional products, where there remains strong demand.

But schools provide more opportunities that just classroom equipment.

Printing is still a big cost for schools, and managed print services have an important role to play for them. Likewise, signage is still important in schools, even if it isn’t needed to mark out social distancing guides anymore. Our features on both topics show the opportunities available for dealers.

Back to school can provide a seasonal boost to sales for dealers, which, as there remain big challenges in the market, is welcomed. One of the bigger problems in the sector currently is the paper shortage, which we explore in this month’s Big Ask feature. It highlights the complex reasons for it, how it isn’t going to resolve in the short-term – and why customers must expect to pay more for their paper in the future.

Aidan McDonough from Integra also talks about the myriad challenges in the market currently, describing trading conditions as some of the toughest he’s seen in the 25 years of the group’s existence. But he’s also confident that the resilience and agility of dealers to find new products to sell will see them through.

With rocky economic conditions expected for some time to come, thanks to factors including the soaring cost of fuel and energy and inflation hitting levels not seen in 30 years, it is going to continue to be tough – but dealers have weathered whatever the previous two years has thrown at them, so I see no reason why they cannot continue to not just survive but thrive in the next 18 months and beyond.

As always, don’t forget to check our website regularly for all the latest news from the sector, and you can chat to us on our Twitter feed and let us know your opinions at @dealersupport June 2022

Issue 322

inspiring success

PAPERING OVER THE CRACKS

Paper shortage causing problems

SUMMER SELLING

How dealers can maximise back to school season revenue

TIME TO BUY

Why Quills acquired during the pandemic

Dan Parton Acting editor

ACTING EDITOR Dan Parton

CREATIVE TEAM Amanda Lancaster

HEAD OF SALES Nick Oleskiw

DIRECTOR Vicki Baloch

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JUNE 2022

Contents

INDUSTRY 06 NEWS AND VIEWS

The latest news from across the sector

08 NEWS EXTRA

Rising costs could see businesses owners lose everything if they aren’t properly insured

10 CONFIDENCE IN UNCERTAIN TIMES

Integra’s Aidan McDonough is facing the future with confidence

10

12 BIG ASK – PAPERING OVER THE CRACKS

Have we seen the worst of the international paper shortage?

LEADERSHIP 16 EDUCATION – IT’S NOT JUST BACK TO SCHOOL

There are opportunities for selling into education all year round

20 DEALER SUPPORT LIVE

Why our event is a must for dealer principals and sales people

22 OFFER HELPS BUSINESSES TO DIGITISE

22

PFU (EMEA) has a new offer for customers

24 LESSONS IN PRINT

How MPS requirements have changed educational establishments post-pandemic

DEALER SUCCESS 26 RIGHT TO BUY

Why Andy Efstathiou decided the pandemic was the right time to acquire

SALES SUCCESS

30

28 SUMMER SELLING

Dealers have an important role to play as schools plan for the new academic year

30 SIGNS OF THE TIMES

Signage in schools can boost dealers’ sales

32 A UNIFIED APPROACH TO COMMUNICATIONS

Unified communications are still in demand despite the return to the office

“It’s probably the hardest time ever in my 28 years of doing this job”

LIVE IT 38 LIVE IT

Take a break with some light-hearted fun

11

40 FATHER P CLIP

The good Father longs for a return to the days of Zoom calls

42 FINAL WORD

Reducing carbon is good for the planet and for business

INDUSTRY

T H E M O N T H T H AT W A S

THE MONTH THAT WAS

Premier team reaches new heights Six of Premier’s staff took to the mountains in April to

decided that we wanted to challenge ourselves a bit

complete the first in a series of outdoor challenges.

more. For many of us, climbing Snowdon had always

Yr Wyddfa (Snowdon) is the highest mountain in Wales, standing at 1,085 metres (3,560 feet). At 5am

been an ambition.”

The group – aged from 30 to 57 – took the

on Saturday 30 April Dean Tustin, Lee Woodford, Kirk

opportunity to raise awareness of Premier’s Young

Stevens, Cedric Picardo, Andy Whiteside and John

Explorer promotion. The campaign is aimed at

Vickers set off from Premier’s head office in Minworth

helping The Outdoor Guide Foundation’s ‘Waterproof

in the West Midlands to climb to the summit of

and Wellies’ project for primary school children; its

Snowdon – in the process raising awareness for the

objective is to see children from all backgrounds

Young Explorers campaign.

getting outside and enjoying the natural wonders that

“It all started on our lunch break,” said Dean.

are all around them, enabling them to learn about, and

“We’d been going out for a walk every lunchtime and

ExaClair expands sales team

enjoy, the great outdoors.

Brother UK in IIP Platinum first Brother UK has become the first

an average of 14 years – an

ExaClair Ltd has expanded its sales team, with

business in the UK to retain the

industry-leading figure.

Glenn Bowen taking on a new national account

Investors in People Platinum status

manager role within ExaClair, the UK subsidiary of

three times in a row, recognising

Award accolade three times in

the Exacompta Clairefontaine group.

the business’s longstanding focus

a row is a huge achievement for

on effectively leading, growing

us, and this one is particularly

professional throughout the stationery industry,

and supporting its employees.

special,” said Sam Johnson,

Glenn brings a wealth of experience with him,

The Platinum Award

learning and organisational

Already a well-known and respected

which includes more than 11 years at Pukka Pads.

“Achieving the Platinum

is viewed as the highest

development manager at

recognition a firm can achieve in

Brother UK. “Like every other

making good progress in growing our presence

people management in the UK;

business, we had to adapt how

across new customers beyond the more traditional

just 2% of businesses meet the

we support our people quickly

specialist stationery retailers and wholesalers.

rigorous standard.

through the pandemic, and this

“Over the past couple of years we’ve been

We’re delighted to welcome Glenn, who will

Brother UK employs 150

award is meaningful as it comes

continue to drive our brands further into the

people at its headquarters in

at a time when we faced some of

market,” said ExaClair MD, Mark Daisley.

Tameside, Greater Manchester,

our greatest challenges both as

where employees stay for

people and as an organisation.”

[06] JUNE 2022

www.dealersupport.co.uk

T H E M O N T H T H AT W A S

Avery and ID&C consolidate commercial teams Avery UK Group has announced organisational changes in its Avery and ID&C companies. The business has consolidated its commercial teams and appointed experienced lead Kristine Humphreys as commercial director.

Since joining the company in 2020, Kristine has led the marketing function at Avery UK. She has been promoted to lead Avery UK’s commercial function across marketing, digital, sales and customer service.

Kristine is supported by a new head of sales for Avery UK, Shaun Tidman. Having worked at Avery UK since 2019, Shaun has made great strides in promoting, and successfully implementing, structure and strategy for Avery PCL, which offers solutions for professional printers and paper merchants.

At Avery’s sister company ID&C, similar structural changes have been put in place, including the promotion of Mark Alderman to business unit manager.

Mark joined ID&C in 2021 and has played an integral role in promoting the business to new and existing customers, supporting events and conferences, including G7.

INDUSTRY

Beaverswood® launches the racksack® mini The racksack® is the innovative waste recycling system from Beaverswood®, making it easy to manage waste disposal and recycling in the warehouse by hanging the extremely durable waste sack onto the end of racking systems.

The racksack® mini extends the system for use in offices; for workbenches, packing benches, desks and it can also be fixed to walls and other fittings around the workplace.

For more information, visit www.beaverswood.co.uk

Stebul appoint new director Stebul have welcomed Martin Squibb to the company as group sales director and part owner; Martin is a well-known name within the furniture trade.

For the past 20 years at the TC Group,

GBL amendment revoked

Martin has been an invaluable source of

The government has announced that it has agreed to revoke the Misuse

has extensive knowledge of the industry

of Drugs (Amendment) (England, Wales and Scotland) Regulations 2021.

and contacts with the major players in

This means that organisations in the print supply chain will not require

the manufacture of furniture, here and

a licence for substances containing GBL from 15 June, when the 2021

internationally. As a result, he will be a

Regulations were otherwise due to come into force. The changes are

significant force in driving the continuing

designed to prevent the sale of bogus industrial products for illicit use;

success of the interiors wing of Stebul.

without them, GBL and BDO would have been reclassified as Class B

support and advice to the dealer trade. He

Stebul already has an extensive portfolio

drugs. The decision followed extensive representation to the Home

of products and, coupled with their

Office carried out by the Graphics and Print Media Alliance, of which the

manufacturing and fabrication

BOSS Federation is a member, together with the wider chemicals supply

capabilities to produce bespoke

chain – notably, the Chemicals Business Association and the Alliance of

products, they have been a

Chemical Associations.

go-to source in the UK for trade

The Home Office now plans to conduct a public consultation on how to move forward on how to introduce a licensing requirement that has

dealers and the leisure and education sectors since 1997.

exemptions for print and other industries which legitimately use GBL.

www.dealersupport.co.uk JUNE 2022 [07]

INDUSTRY

THE MONTH THAT WAS

NEWS EXTRA Rising costs could leave businesses exposed if they aren’t properly insured Business owners are being warned that rising costs could leave them at risk of losing all they have worked for if they are not correctly insured

W

ith costs of

Insurance Brokers. “In terms of business

many goods and

owners, it can mean that the levels of

professional, quality advice means that,

services rising

cover they’ve taken out previously will

if anything does go wrong, they have

dramatically

no longer be appropriate for them if

the correct cover.

this year, and

anything goes wrong.

inflation hitting

“Sadly, although people don’t want to

“Using a trusted broker who gives

“A broker, unlike an agent or dealing directly with a single insurer, can look at

levels not seen for 30 years, many

think it will happen to them, the reality is

the whole of the market and see what will

businesses are looking at ways to save

that things do go wrong.

best suit a particular client’s needs.

money where they can - but insurance

“We have paid out £2.9 million in

is not something to be skimped on, an

claims in the last 12 months - which shows

thing to worry about because they know,

insurance broker has warned.

why it is so important to have the correct

if the worst happens, that they

insurance cover at the right price.”

are covered.”

sector are facing rising costs of a

FIND THE RIGHT COVER

SEEK EXPERT ADVICE

range of materials and supplies,

Paul adds that, while he understands

Paul warns that if businesses don’t seek

which means they can be holding

that everyone is looking at their

expert advice now, and later find out the

significantly higher values of goods on

outgoings, and looking at ways they

hard way that because of rising costs

their premises, putting them at risk of

can save money now, it should be

they are underinsured, they are putting

being underinsured.

remembered that, unlike a utility,

everything they have worked for at risk.

As well as higher energy bills,

“That means people have one less

businesses in the office supplies

This can lead to business owners

cheap insurance can lead to far greater

“It’s not just damage to buildings

considering how to reduce costs - and,

expense. “What is vitally important is

and loss of stock; it can be the length

potentially, reducing the wrong costs,

that business owners engage with a

of time before a business is able to get

which could put their business at risk.

professional insurance advisor who will

back on its feet,” he says.

“Costs rising at the rate they are is

find the right insurance cover for their

“Without the correct insurance, and

an issue for absolutely everyone,” says

business – otherwise, they risk losing

with no income coming in, that can spell

Paul Graham, managing director of H&H

everything,” he says.

the end for a business.”

[08] JUNE 2022

www.dealersupport.co.uk

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INDUSTRY

S T R AT E G Y I N T E R V I E W

– INTEGRA

Finding causes for optimism confidence in uncertain times Current trading conditions may be some of the worst seen in the 25-year history of Integra – but AIDAN MCDONOUGH is still facing the future with confidence

A

idan McDonough, chief executive

all of those combined

of Integra, is in reflective mood. The

make it an incredibly

world has changed a lot in the 25

complex and challenging operating environment for

years since Integra started. Back then,

everyone in the sector, not just independents.

Amazon was a bookshop, mobile

“It’s probably the hardest time ever in my 28 years of

‘phones and the internet were in their infancy and Twitter

doing this job. There are increases in overheads, due to

was something done by birds in the trees.

energy and fuel prices, and inflation running at 9%, as well

More than this, office products suppliers were, in general, just that – they supplied office products, and that was it. “Today it is so diverse! Dealers sell everything that fits under the umbrella of supplies and services,” he says.

Integra, too, has changed, in its role – it now provides

as the cost of employment, which means prices must go up for customers too.”

Aidan adds that traditional market cycles, where price increases would come periodically, have been abandoned.

“Now, you get notified of a price increase coming in five

many more services to the dealers in the group, such as

days – which means you must change everything in the

webstores – and its structure; it is now a co-operative, with

back office, and get it out to the consumer, just to make

each member having one vote.

commercially sustainable margins.

Aidan has seen pretty much everything in the office

“Then you have all the product shortages. You have

supplies sector, over the years – including a couple of

raw materials issues; if you have 10% of your lines not

major recessions – but the past two years have been

available – there are issues with paper, for example – it

unprecedented, and things don’t look to be getting any

gets complicated when someone puts an order in and you

easier in the coming months.

only have some lines in stock. You then have find those lines that are out of stock, so you spend time and money

CHALLENGING ENVIRONMENT “If you look at the context, we have Brexit, price inflation,

on back order management and product-sourcing.

“Talking to suppliers at events recently, no one is

supply chain problems, ecommerce competition, pricing

saying there is a magic bullet here that will make it

transparency and working from home and hybrid working;

disappear. Apart from all that, it’s a piece of cake! It’s a

[10] JUNE 2022

www.dealersupport.co.uk

S T R AT E G Y I N T E R V I E W

– INTEGRA

INDUSTRY

lot easier when things are running smoothly,” he adds with a laugh.

SECTOR CONFIDENCE Despite all these problems, Aidan remains confident

It’s probably the hardest time ever in my 28 years of doing this job

that the sector can continue to survive and thrive.

“You cannot underestimate the resilience of the independent channel to remain agile and keep close to

don’t think anyone can realistically say what the sector is

its customers,” he says. “In the world they operate in,

going to look like in 12 months’ time.”

it’s about combining personal relationships with flexible

With all the uncertainty in the sector, Aidan says Integra’s

service because they can adapt quickly: it’s not always

priority is to continue supporting its members by providing

easy for large corporates to be agile in the same way.

them with the tools to help them survive and thrive. “As

“A good example of this was when we went to

a dealer group, fundamentally we have to offer value for

home working. Independent dealers quickly adapted

money and adapt to what is going on within the sector.”

their ecommerce solutions, delivering direct to

This includes its own brand products and diversifying into

consumers homes, and we also saw big changes in the

other categories.

ranges being sold. Dealers were very quick to bring in

“It’s also about providing the right marketing tools

infection control products, social distancing products

for dealers to use with customers and their prospects,

such as labels and acrylic screens, and there was an

and evolving ecommerce platforms – making sure the

increased demand for the tech.

data and the software is right so that they can exploit the

“In the midst of this we lost one of the largest

opportunities as ordering online is becoming the norm.

wholesalers too [Spicers] and, we also had massive supply

The pandemic has accelerated the use of ecommerce by

chain problems. So, yes, it is still tough, and it has been

five-to-10 years.”

bloody miserable, but dealers have had to get on board and adapt.

“If you look at the situation two years ago, it could

Sustainability is also something Integra is promoting to dealers. “There is still a big opportunity for dealers to position themselves as being environmentally and socially

have been catastrophic, but they adapted. While it is

responsible. We see an opportunity in environmentally

difficult, the independents have the passion and the

sensitive products and green working practices coming to

drive to work through this, and I take my hat off to

the fore.”

them for that.”

While the future is uncertain, Integra is also looking back over the successes of its first 25 years. There are

NEW REALITY

celebrations planned later in the year, including at its

Aidan believes that the ongoing tough trading conditions

‘Strength Through Unity’ national conference, which will

will mean more M&A activity in the sector in the next 18

be held on November 17 at The Hilton, St George’s Park,

months – not just in the dealer channel, but in every aspect

where former footballer Kevin Keegan will be a guest

of the industry – but, having said that, predictions are very

speaker. “It will be nice to focus on some positives, and

tough to make just now.

celebrate a bit after the last couple of years,” says Aidan.

“We are facing a new reality and it is very difficult to

Who knows what the sector will look like if Integra

predict: after all, it was only January when we were in

makes it to 50 years? Chances are, there will be as many

lockdown. While it would be fantastic to get everyone

fundamental changes as in the previous 25 – and just as

back in the office, it will clearly be a drip-feed process. I

much resilience, flexibility and confidence.

www.dealersupport.co.uk JUNE 2022 [11]

INDUSTRY

BIG ASK

Papering over the cracks The international paper shortage has been created by a variety of factors, but it seems set to have a long-term impact on the sector. The age of cheap paper could be over – and dealers will have to educate customers on the need to reassess their expectations Steve Carter, Advantia

in September/October, but then it might even out after that

The problems in the paper market

point. However, if you want paper, you have to pay whatever

are myriad. The decision of some

the going rate is – that is the reality.

mills in Central Europe to focus on

What this does mean is that the era of cheap paper is

higher margin products – such as

over – as an industry we have been selling it at too low a price

pressboard and packaging – rather

for years. This means dealers will have no choice but to pass

than paper has added to these

the increases in paper costs onto customers and, as with most

problems, as the product cannot be readily sourced from

paper products, there is little margin in it – indeed, some

elsewhere. It is too expensive to ship paper from Asian mills,

dealers have used it as a loss leader as new customers often

and those in South America have enough work with demand

judge dealers on the price of their paper. That won’t happen

from North America to look to ship to Europe. While the

anymore as dealers will not be able to afford to do it.

Finnish paper mill strike is over, we won’t see the benefits of

Going forward, for dealers, it will be about educating

that in terms of physical products for another six months, but

the end-user about what has gone on in the sector, and will

it does take the pressure off the other mills in the short-term.

happen in the coming months. Many businesses in other

From speaking to people in the sector, we are now

sectors will not know about what has happened in the paper

starting to see a slight recovery. From June onwards I think

sector, so it is up to dealers to explain this and why paper

we will see more paper come back into the market and,

prices have to rise. As costs have risen in many other sectors

hopefully, at that point there will be more continuity of

this year, they are likely to understand, and be accepting of it,

supply. We are likely to see more increases in price, maybe

if they are given the right information.

[12] JUNE 2022

www.dealersupport.co.uk

BIG ASK

INDUSTRY

Paul Savill, Antalis Understanding the overall picture regarding the current challenges in the office paper market requires us all to consider the supply situation through several different lenses.

The watchwords in managing this issue are ‘openness’ and ‘flexibility’

There has been a ‘perfect storm’ of difficult and demanding contributory factors. In a postpandemic world, we looked forward to a new normal, and are

This is, of course, having a huge impact across the supply

all still adapting to what that looks like today – and what it

chain, from manufacturers right through to end users, with

may present tomorrow.

difficult strategic decisions having to be made throughout as

Aside from the expected decline in paper demand due to digitisation, there have been several other factors that have

we all look to service our customers to the best of our abilities.

The watchwords in managing this issue are ‘openness’ and

come into play, such as industrial action in Finland, capacity

‘flexibility’ coupled with an engagement process with resellers to

decline due to mill closures or machine repurposing, ongoing

provide relevant and well-researched information to help them

shipping disruption as well as the spiralling costs in energy,

continue that discussion with their end-users. At Antalis, we have

pulp and chemicals. There is also a level of complexity added

provided several market infographics for our resellers to be used

when we review the impact on supply/sanctions associated

as supporting documents to assist such conversations.

with the terrible situation in Ukraine.

The long-term industrial action now appears to be at an

While our customers may have preferred brands or products the reality is that, at some point, supply may be

end and, although welcome news, this will not immediately

stretched and those preferences may not be readily available.

rebalance the supply demand dynamic into the market as

Helping our end users understand why this has happened in

the current challenges will continue for a significant period of

a broader supply context will undoubtedly help resellers not

time. While the situation is expected to improve, it would be

only retain and manage customers, but will also enhance their

unwise to predict a definitive time period for that.

position as trusted and knowledgeable suppliers.

www.dealersupport.co.uk JUNE 2022 [13]

INDUSTRY

BIG ASK

Lawrence Savage, ExaClair

Before COVID the main cost associated with paper

A multi-faceted selection of factors

production was driven by pulp. Although the cost of pulp

has been influencing the paper

has increased significantly, it’s an energy-intensive process

supply chain across the globe

and, with gas being one of the main sources of energy, this

for some time. For example, with

has now surpassed pulp as the biggest cost factor. The

the introduction of the plastic

uncertainty surrounding Russia and Ukraine at the moment

packaging tax earlier this year,

will continue to influence this, as different governments look

more people than ever before are now seeking to replace disposable plastic packaging by choosing more ecologically

for alternative sources for their energy solutions.

To add to the woes in the industry, freight costs are at an

aware alternatives, such as paper-based solutions. Similarly,

all-time high and availability of empty containers, in addition

the growth in online retail, especially since the pandemic,

to the port delays and lengthened shipping schedules, is still

has continued to drive significant demand for card and

an ongoing issue.

paper packaging.

Over recent months this has been intensified still further

With the pandemic driving many organisations to stockpile products, warehousing capacity in the UK is

with the strike action being taken in the Finnish mills owned

stretched. However, once this manages to stabilise, along with

by the forestry group UPM Kymmene, as well as the impact

energy costs, we should start to see the pressures on pricing

from Russia’s conflict with Ukraine, which has resulted in some

and lead-times lessen.

of the larger paper mill groups ceasing production.

However, now that the strike action is over, there’s hope

In the meantime, there are things that dealers can do to mitigate the effects of the shortage. For instance, where

that we’ll start to see more stability towards the end of

possible, dealers should seek to source from suppliers which

2022, though there is a likelihood that the uncertainty might

have more localised manufacturing facilities, as this can help

continue, in some form, into 2023.

mitigate some of these issues.

[14] JUNE 2022

www.dealersupport.co.uk

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LEADERSHIP

S A L E S O P P O R T U N I T I E S I N E D U C AT I O N

Education – its not just back to school

The back-to-school season is a busy time for dealers that work with the education sector, but there are opportunities for consistent sales all year round

F

or dealers that work

and talking to education providers about

“Not just in a traditional sense but as a

with primary and

what they can do for them and maximise

method for exploring a range of subject

secondary schools, the

sales opportunities throughout the year.

matters in a more creative, immersive way.

‘back to school’ season

As Rob Harradine from Mitsubishi

provides a welcome

Pencil Co UK Ltd notes, student creativity,

Again, this is across the board.

“We’ve been told that creative, colourful

spike in sales in the summer, as many schools

confidence building and engagement is key

activities motivate both primary and

look to replenish their stocks of equipment

all year round. This assertion he bases on

secondary pupils to engage more fully with

ahead of the new school year starting in early

feedback from customers. “This message has

the learning process. Plus, it’s also reported

September – or August in Scotland.

to be reinforced at the start of every term

that working in this manner can build student

and, from what we hear, it’s important at all

confidence. This is particularly pertinent

educational stages,” he says.

when building up to the exam period.”

But educational establishments – primary through to university and further education – have varying needs throughout the year, and dealers should be alive to these

[16] JUNE 2022

www.dealersupport.co.uk

Rob adds that arts and craft products are particularly high on the agenda for schools.

Rob adds that interactive and participatory group activities are also

Capture.

Optimise.

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LEADERSHIP

S A L E S O P P O R T U N I T I E S I N E D U C AT I O N

becoming more popular again post-COVID, which means there are opportunities for providing tubs of crayons, pencils etc that can be used by students as they work together.

PRACTICALITY AND VALUE FOR MONEY But while education providers are promoting

“Meanwhile, the university sector

Schools are looking for a mixture of practicality, value for money and safety

creative activities, budgets for many are

is seeing massive levels of investment as institutions compete for fee-paying UK students and the lucrative overseas market by enhancing their campuses and facilities, along with their courses.”

All this means there are plenty of opportunities for dealers, and manufacturers are taking into account the evolution of

still tight and resources have to be carefully

teaching into their product range, and

allocated, and dealers have to be mindful

OPPORTUNITIES IN FURNITURE

designing furniture such as seating, tables and

of this in the products they promote to

But it isn’t just about the equipment that

storage solutions specifically for schools and

them. Schools are looking for a mixture of

children and young people use, dealers

colleges, according to Simon.

practicality, value for money and safety.

should also consider opportunities to supply

Likewise, there are opportunities for in

In terms of practicality, there are ranges

different types of furniture, especially as the

universities to provide furniture for campus

of pens that allow students to paint without

way students learn is evolving and different

classrooms, which, like offices are evolving to

the mess of water and brushes. Also, many

methods of learning are embraced and

reflect the increasing use of technology and the

paints are now water-based, odourless and

facilities need to reflect this.

trend for breakout and social spaces.

made without alcohol or solvents, which

“The education sector needs to cater for

means they are safe to use in the classroom.

more pupils and students in a varied array

CONCLUSION

These are all selling points that dealers

of education environments that support

As Simon and Rob have said, there are many

should make.

different approaches to learning,” says Simon

opportunities for dealers in the education sector

Howorth from Dams. “As a result, the need for

across the calendar year. Stocks will need to be

says that pens that be can used on different

quality solutions tailored to meet the needs of

replenished, especially with creative supplies.

surfaces – and therefore in a wide range of

education environments is growing, as is the

Dealers should be aware that value for money is

educational projects – are popular options for

potential to capture a piece of that market.”

paramount for schools, and salespeople need to

With regard to value for money, Rob

schools. “This also means establishments can

Simon adds that the way students learn

use them in artistic displays such as murals

at primary and secondary level continues to

and for use in after school clubs,” he adds.

be a process of evolution, and the design of

The value for money conversation

push the notion that more expensive products can prove to be cost effective in the long run.

Also, the market continues to evolve,

new school buildings needs to reflect this and

which means there are opportunities not just

should also include longevity. Some products

provide facilities that can change with the times.

in traditional stationery supplies. Schools

are cheaper but can be of inferior quality and

“Secondary schools and colleges are developing

and colleges are reconfiguring their spaces

therefore don’t last as long as more premium

closer links with business, increasing their focus

post-COVID and will continue to, and

products, so while they may cost more up

on the use of technology and pioneering more

dealers should be there at the start of the

front, they end up being better value in the

vocational approaches to teaching, all of which

conversation to help them find the right

long run.

is affecting the furniture they need.

furniture solutions.

[18] JUNE 2022

www.dealersupport.co.uk

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LEADERSHIP

DEALER SUPPORT LIVE 2022

2022

IT’S ALL ABOUT SALES This year’s Dealer Support LIVE planning is well under way. As excitement builds, we take a look at why the independent dealer event, which returns to the Coventry Building Society Arena on Thursday 20 October 2022, is a must attend for dealer principals and salespeople serious about increasing sales

S

ales – they’re the lifeblood of any dealer business – and that’s why this year’s Dealer

Support LIVE is focused on helping you grow your business.

Our planning for this year’s event, which sees us talk to more dealers than ever about the content of the day, made it clear that sales is the hot topic that you wanted to hear about. So, we’ve spent the last months putting together a day that’s packed full of revenue-raising, sales-boosting hints and tips.

BRING YOUR SALES TEAM EVERYONE’S INVITED! So, this year’s Dealer Support LIVE is packed full of content perfect for dealer principals AND sales teams – with a specially-created

[20] JUNE 2022

www.dealersupport.co.uk

DEALER SUPPORT LIVE 2022

programme designed to maximise your

LEADERSHIP

So, what are you waiting for? It’s not

opportunities to pick up loads of hints

easy leaving the office for a day – who

and tips while still looking after your

knows what might – or might not –

own sales. This includes:

happen in your absence! But business growth is most likely when those leading

A DEDICATED SALES STREAM

the business invest in the development

This year we have a focus on sales –

of their business and their team and

including a dedicated sales stream that

Dealer Support LIVE is an opportunity to

starts early and finishes early to allow

do that. Our session timetable is flexible

you to also benefit from the leadership

and optimised so your time and

sessions, and for your sales teams

learning is maximised. You attend

to arrive, skill up and still spend the

the sessions you want. Dealer

afternoon working in our dedicated

Support LIVE gives you and

workspace area – your office for the day!

your team the information

The sessions in this stream cover topics

you need to exceed.

that have been requested by you – and which will help you grow your revenue.

Visit our events page at dealersupport.co.uk/ dealer-support-live for

YOUR VERY OWN WORKSTATIONS

additional information, or

This year we have added a dedicated

to book your place

workspace to the event, to allow you to

See you in October for a

plug in and work from the venue when

day chock-full of learning

you’re not busy in sessions.

and networking!

OFFER! REMEMBER, space at Dealer Support LIVE is limited and so too are PRIORITY TICKETS – so avoid disappointment and book yours now!

www.dealersupport.co.uk JUNE 2022 [21]

LEADERSHIP

S P O N S O R E D F E AT U R E

Offer helps businesses to get ahead with digitisation With many offices currently getting to grips with digitisation, as well as hybrid working, a new exclusive offer from PFU (EMEA) LTD on one of its most popular scanners can help with both

W

hile much of

of workers reported working at home

society has

for at least part of the week, compared

returned to normal

to about 12% pre-pandemic. Of those

offer can help employees to achieve

following the

who reported working at home, 24%

that. PFU (EMEA) is offering a free Jabra

end of COVID-19

were hybrid workers – working some of

Evolve2 30 headset with the purchase

social distancing

the week in the office – while just 14%

of a ScanSnap iX1600 desktop scanner

worked at home all week.

between June 1 and September 30.

restrictions earlier this year, office work is a notable outlier. For many, going back

This figure has remained broadly stable

office, at home, or some other workspace.

This is where PFU (EMEA)’s latest

This means that when purchasing a

to the 9-to-5 Monday-to-Friday in the

since the removal of social distancing

ScanSnap iX1600 not only do workers get

office routine is not an attractive option,

measures earlier in the year, suggesting

a high-quality scanner that can help with

with many preferring to work at home all

this trend is here to stay.

the digitalisation of office work, they also

or part of the time.

Figures from the Office of National Statistics show that in early May, 38%

[22] JUNE 2022

www.dealersupport.co.uk

This means hybrid workers need

get a headset that provides high-quality

equipment that ensures they can be as

sound on every videocall made, as it

productive wherever they work, be it in the

cancels out any background noise.

S P O N S O R E D F E AT U R E

LEADERSHIP

SCANSNAP IX1600 The ScanSnap iX1600 is the flagship model of the ScanSnap series and has been a favourite for office workers since it was launched. Among its features are an ability to scan A4-size documents

As videoconferencing becomes an established part of everyday working life employees are looking for better quality headsets

in colour at 300dpi at speeds of 40 ppm/80ipm, and it comes with a 4.3inch touch screen to bridge the gap

looking for better quality headsets

where the physical and digital meet.

and this is where the Jabra Evolve2 30

The device comes with wifi

office and home much easier.

The combination of the ScanSnap

headset comes in. The headset enables

iX1600 and Jabra Evolve2 30 headset

connectivity, which makes it ideal for

users to have seamless and professional

means that employees can share

team-sharing and combined use with

quality calls wherever they are. It has an

information and collaborate easier than

cloud services. It also features a receipt

advanced two-microphone audio system

ever before and in comfort.

guide, which provides stable scanning

and noise cancellation technology as

for inconsistent paper sizes, and streak

one of the criticisms of many systems

HELP IN THE

reduction to ensure the production

is that background noise affects the

DIGITALISATION JOURNEY

of clean images. It can also scan to

quality of the call.

The ScanSnap iX160 is just one of many

cloud services, desktop or document management applications.

Whether in the office, at home

offerings that dealers can suggest to

or any other workspace, the Jabra

their customers to help them on their

Evolve2 30 headset significantly reduces

digitalisation journey and make their

teams can digitise and organise all

background noise, which makes

employees more efficient wherever

their documents with simple, one-touch

calls a more efficient and rewarding

they work. For example, there are other

operation, making them accessible

experience, reducing the need to

scanners in the ScanSnap range, such

from anywhere.

try and find a quiet space or turning

as the iX100 portable wireless scanner,

volumes up.

barely wider than a sheet of A4 paper,

It means that employees and/or

The ScanSnap iX1600’s compact size also makes it ideal to use wherever,

Both the Jabra Evolve2 30 headset

which enables high quality scanning on

be it in the office or at home, meaning

and ScanSnap iX1600 can also help to

the go, as well as data storage solutions

those working at home can process

digitalise office work. The pandemic

and ergonomically designed keyboards, to

documents as easily and efficiently as if

is reckoned to have sped up the

name but three.

they were in the office.

digitalisation of office work by about

Dealers can access resources about

five to 10 years, given the number of

the ScanSnap iX1600 and the Jabra

JABRA EVOLVE2 30 HEADSET

people who had to work remotely but

headset promotion at the PFU (EMEA)

Another growth area for office workers

also communicate with each other and

portal. The free Jabra Evolve2 30

in the past couple of years has been

send documents.

headset must be claimed within 60 days

videoconferencing. Even as employees

Digitising documents helps

of purchase. Instructions of how to do

have returned to the office, it is

employees and businesses to be more

this are included in the terms

still a popular option, especially for

efficient as it saves on time having to look

and conditions.

international calls.

through – or look for – paperwork, keeps

Increasingly, as videoconferencing

Sign up to the partner portal to

information in places that are secure, but

access further information, including

becomes an established part of

easily accessible to all those that need to

other sales enablers: https://partner.

everyday working life employees are

it, and makes transitioning between the

imaging-channel-program.com

www.dealersupport.co.uk JUNE 2022 [23]

LEADERSHIP

M P S I N E D U C AT I O N

Lessons in print In the second of our series on managed print solutions we look at MPS in education, and how requirements have changed post-pandemic

H

ard copy printing

school customers to ensure that their managed

desktop printing and workgroup printer

remains a key function in

print services remain fit-for-purpose.

hubs will increase as different education

schools, for both teachers

This is crucial as the challenges of the past

settings strive to accommodate to more

creating classroom

two years have increased school reliance on

stabilised student attendance rates – and

resources and those in

print as a service. “As schools have recognised

there’s a green angle too.

school business support who still need to print

the freedom that standardising printer

many documents and file them securely.

“Increasing societal pressures to be

consumables procurement and maintenance

greener will also mean that sustainability

The COVID-19 pandemic, and the

brings, MPS has increased its reputation as

will also continue to increase as a priority

restrictions it imposeds – as well as ongoing

a more optimised solution for schools,” says

for teachers, students, parents and

staff absence and retention pressures in

Richard Wells, head of office print sales at

procurement frameworks. This has raised

schools – has meant that managing print

Epson UK&I.

more questions among the education

admin has become stretched.

Dealers have an opportunity to work with

[24] JUNE 2022

www.dealersupport.co.uk

Richard believes that, in the next 18 months, it is likely that demand for in-class

community around how they can ensure MPS is aligning with these green priorities.”

M P S I N E D U C AT I O N

LEADERSHIP

Cameron Mitchell, business unit leader (Partner Channel) at Konica Minolta Business Solutions (UK) Ltd, agrees that sustainability is a key driving force within the

Education customers are looking to improve automation, control costs and reduce waste

public sector, and that this is driving business change. “Solutions and systems that increase productivity, decrease inefficiencies, and

waste around document flow and print by

following closely is the adoption of cloud-first

promote a better and more flexible working

rationalising traditional print and fleet, which

strategies, with many moving towards MPS

environment are key to achieving these goals,”

will assist in minimising the impact of rising

in the cloud. “The rest of the sector remains

he says. “Hybrid working and learning has

energy and economical costs,” says Cameron.

largely on-premises – but, that said, some

been a major factor to evolve rapidly from the COVID pandemic era.”

DIGITAL TRANSFORMATION

Savvy dealers will be looking to explore

of the larger multi-academy trusts are now

these requirements with school clients to

moving their schools into the cloud, which is

provide solutions that fulfil their needs and help

something to keep an eye on.”

to improve efficiency.

Indeed, in common with many other

He points out that, for dealers to make the most of MPS opportunities in the

sectors, working practices in education are

HIGHER EXPECTATIONS

education sector, they need to have a presence

changing, post-pandemic, especially among

Meanwhile, in further and higher education,

on a procurement framework as most

administrative and business support staff,

there is a somewhat different picture.

education institutions buy their MPS through

where increased demand for flexible working

While print volumes continue to be lower

these now.

has seen an increase in assigned budget for

compared to pre-COVID levels, Martin

IT solutions.

Fairman, group sales and marketing director

carbon footprint also now form part of all

at Kyocera, believes this is changing.

tender opportunities, so dealers must be in a

Digital transformation has become more of a priority for schools, whether they are working remotely or in school buildings.

“Digitally transforming key processes offers

“Recent conversations with our

“Environmental impact and reducing

strong position to address this.”

university clients have revealed that most expect their print volumes to grow again

BE PREPARED

schools the infrastructure to deploy education

with the new student intake in September,”

MPS continue to be as relevant as ever

technology that can help teachers transform

he says.

within the educational sector: new

how they teach and improve how students

“Across all sectors, we’ve seen an increase

pressures and trends mean that dealers have

learn, while also improving student and parent

in scanning in the last few months, but this is

opportunities to work with their customers

engagement from anywhere and at any time,”

often unstructured, with no process or link to

to provide solutions that are tailored to their

says Cameron.

back-end systems, so there’s an opportunity

particular needs. Richard stresses that, in

for dealers to make a difference there.

any such sales conversation, facts about the

“Digitising documents can quickly unlock a range of print-cost savings and improve

“Network security in further education is

positive differences in time, energy, waste

productivity. Digitally capturing all kinds of

paramount, but less so in the general sector as

and cost between MPS and other solutions

documentation – whether for the business

networks are often managed by third parties.”

are the best decision criteria to focus on.

element or student course work – enables the

It is expected that all education

Sustainability is likely to grow in

conversion of all kinds of printed materials

institutions want to control and manage their

importance in the coming years – as it is in

into convenient and flexible PDFs that can

print volumes, including having the ability to

many other sectors.

then be supplied via the school website and

restrict or charge students for printing; this is

digital dropbox, or by attaching to emails.

a trend Martin expects to develop further in

offer solutions that fulfil this need, if they

“Ultimately, education customers are looking to

the next 18 months.

are to secure the business – and MPS and

improve automation, control costs and reduce

Another trend in HE/FE which Martin is

Dealers must be prepared for this, and

digitalisation will be at the heart of this.

www.dealersupport.co.uk JUNE 2022 [25]

DEALER SUCCESS

QUILLS

Right to buy ANDY EFSTATHIOU decided the pandemic was the right time to acquire - and his strategy ensures that it is making money

T

he pandemic hit office

now has a tried-and-tested method to ensure any

supplies dealers hard and, in

purchase delivers value from the off.

November last year, many

The acquired company, Control Office

were still trying to mitigate

Supplies, was local to Quills, and the owners, a

the effects of yet another

brother and sister team, had known Andy for

lockdown. However, for Croydon-based Quills, the

many years. When the pandemic resulted in a

time was right to acquire.

downturn in business, they looked to sell and

Quills, and its managing director Andy Efstathiou, is no stranger to dealmaking, having acquired several companies in recent years; he

[26] JUNE 2022

www.dealersupport.co.uk

contacted Andy asking if he was interested in doing a deal.

“With the trust that was there, as we had

QUILLS

known each other for a long time, we were able to turn the deal around within three weeks from first meeting to agreeing the commercials, contract and a live date,” Andy says.

“It was the quickest deal we’ve done. We purchased the customer base of Control Office Supplies and transferred the staff

DEALER SUCCESS

the office in any number. There will also

It’s a quite smooth process which we’ve got pretty good at after a number of acquisitions

across under TUPE regulations. It’s a quite

be some internal reorganisation over the coming months, although Andy is understandably tight-lipped about that for now.

“Once that has been done I will be going on the acquisition trail again,” Andy says. “We have a playbook on how to make it a success. There are a lot of dealers

smooth process which we’ve got pretty good

Office Supplies had a separate rent bill on

struggling currently and consolidation in

at after a number of acquisitions.”

their P&L.”

our industry is needed over the next few

Following completion of the deal

“We streamline and remove duplicate

years; we are one of those companies that

Control Office Supplies’ webshop has been

costs – accountancy fees, IT support, system

are primed to provide an exit for some of

gradually closed and customers moved to

fees etc; we often end up halving what their

these dealers.”

Quills’ own online store. “This means we

monthly running costs were, and that can

end up managing only one webshop and

go onto the bottom line.”

one back office.”

The former Control Office Supplies

Now that Control Office Supplies has

Andy adds that he is looking for relatively small acquisitions. “A decent aim is 20-30% of our current turnover – that’s a

been merged into the Quills business, Andy

good maximum, otherwise it gets difficult

business has been contributing to the

is planning on a period of consolidation

to embed them quickly.”

Quills’ bottom line as Andy has been able to

as the company builds its business back

eliminate any duplicate costs from the start.

up again to pre-pandemic levels. Many

HUMBLE BEGINNINGS

“Their staff came to work at our office, so

of Quills’ clients are London-based and

All this is a far cry from how Quills began

my rent doesn’t increase, whereas Control

only now are employees coming back to

25 years ago, when it was just Andy sat

www.dealersupport.co.uk JUNE 2022 [27]

DEALER SUCCESS

QUILLS

at his parents’ living room table with a

late 1990s was a US-based auction website

telephone, a fax machine, an ashtray and a

making its first forays into the UK market

box of cigarettes.

– you might recognise its name... “eBay had

He started the business after spending

five members in a small office back then. I

time working for a consumables wholesaler.

personally sold them five desks and installed

Initially, he too sold toners and consumables

them myself,” smiles Andy.

– but quickly realised he had to broaden

Since then, eBay has developed hugely

his range of products if he was to build a

in this country, and now employs hundreds

successful business.

of staff in the southeast of England, but they

Back then, Andy did everything himself,

One of Quills’ early customers...was a US-based auction website making its first forays into the UK market

still get their office supplies from Quills.

from driving the van to making calls. “I

“eBay US and Europe are on a big deal with a

had one ‘phone system and transferred

worldwide supplier but, in the UK, they have

calls around the business to different

always stuck with us,” he says. “We must be

customers up to long-term contracts. “We

departments, which was always to me just

doing something right.”

tend not to put any real contracts in place with

putting on a different voice.” Through his

client roster.

What Quills don’t try to do is sign

customers, so they could leave us tomorrow

hard work– ensuring that he delivered

GREAT CUSTOMER SERVICE

if they wish. We rely on our deliverables and

goods on time and provided a good service

Andy is modest. The company aims to

our service to maintain clients, rather than the

– the business started to grow, and he soon

provide great customer service alongside

letter of the law - it shows confidence in what

moved the business into his parents’ garage,

competitively-priced products, ensuring

we are doing.

then to offices in West Croydon, followed

they deliver on what they promise. The eBay

by premises on a business park in South

story is also indicative of how Quills looks

customer, we don’t try to tie them into a three-

Croydon and, eventually, on to Quills’

to foster long-term relationships with its

year contract; we make sure we do what we say

current base in Croydon.

customers and will have dedicated members

we are going to do, and deliver it. That’s why

of staff to work with larger businesses on its

customers stay with us, no other reason.”

One of Quills’ early customers in the

[28] JUNE 2022

www.dealersupport.co.uk

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SALES SUCCESS

E D U C AT I O N S I G N A G E S E L L S

Signs of the times

Signage in schools and colleges remains important, even in post-pandemic times, but they have specific requirements. Flexibility is key for dealers if they are to boost sales

D

uring the pandemic

colleges can add this to their conversations

signage gained an

with customers and generate additional

unprecedented

revenue.

importance in both schools and

at Beaverswood, notes, human beings –

workplaces. As

children and adults alike – respond very

the need for social distancing, and taking

well to visual cues. “By its very nature,

specific routes through school premises,

visual communication (viscomm) plays an

became the norm, signs were used to

important role in the school setting, as well

reinforce the messages.

as the general workplace. Signage is a great

Now restrictions have been lifted, but signage is still important in schools and dealers who supply products to schools and

[30] JUNE 2022

www.dealersupport.co.uk

As Steph Gentle, marketing director

viscomm aid and plays a key role in the viscomm mix,” she says.

Colour is a very powerful and effective

E D U C AT I O N S I G N A G E S E L L S

visual cue – and this is as true in a school as

There are also ranges available that can

it is in a workplace setting. “Using coloured

be stuck to windows and, crucially, these

document frames and boards enables you to

leave no residue when they eventually need

communicate important messages – messages

to be taken off.

that need more than just a standardised sign

This is important for customers, says

to get the key points across,” Steph explains,

Rosie Brown, marketing assistant at Durable

going on to recommend that using colourful

UK. There are now a wide range of products

self-adhesive and magnetic frames to house

available that are designed to attach to

different signs makes them super-flexible,

smooth indoor surfaces – such as doors,

with many potential uses.

cabinets, glass panes and walls – and be

“It gives you messaging versatility, as it’s easy to insert new and current information

SALES SUCCESS

removed without leaving a residue.

This is important, as there is an

Signage such as custom-designed wall graphics is popular currently

development in recent years, is sustainability.

“At Spectrum we manufacture safety signage that is often produced from

into the frames, for example, the ’Topic of

increasing need in schools for flexibility so

plastics, so we face a balancing act between

the month’.”

that information be updated and display

having a product which matches the

materials easily re-purposed.

customer’s expectations for longevity that

Signage has long been used to effectively communicate safety messages, Steph points

“Since the pandemic started signage

also has green credentials,” he explains. “In

out. In an industrial setting this could

has had to be versatile, and adaptable, due

many cases a fire exit sign, for example, will

involve clearly marking out pedestrian zones

to important information changing so

be in situ for 10 years plus – very different

and signalling fire exits and, in a school

frequently,” says Rosie. “Signage that

to a single use plastic bottle! The product

setting, floor markings can help to signal

requires no drilling, and can be easily

lifespan is important.

walkways, provide directions to different

attached in seconds in any environment, is

areas of the building and, again, mark the

very popular now.”

fire exits.

Another important signage consideration is that it can be always seen,

“We are gradually shifting product to a material we have sourced which offers a similar quality to RPVC, but is recyclable and, crucially, shouldn’t cost the customer more.”

LABELLING

whatever the conditions. “Products with

Steph is also a fan of labelling, and says

anti-glare screens can be important for

EASY WIN

that magnetic and easy wipe tapes are very

ensuring that signs do not get obscured

These varied examples demonstrate that

popular with schools, universities and

when the sun shines on them.”

selling a range of signage options can be

colleges. “For lockers you can buy rolls of

an easy win for dealers that are already

MORE THAN JUST INFORMATION

supplying schools with other types of office

You can have these pre-printed or use wet wipe pens so that changes can be made with

Peter Clayton of Spectrum believes that

possibilities into existing conversations they

a damp cloth.

while the main purpose of signage is to

are already having with contacts.

colourful magnetic strip and cut it to size.

“Self-adhesive versions of colourful,

supplies – dealers can just introduce the

communicate simple messages it can do

The demand for colourful, attractive

easy-wipe tape provide an excellent option

much more – more creatively – if you let

signage that can be easily put up and – just as

for labelling trays and drawers.”

it. “Signage such as custom-designed wall

importantly – easily taken down and re-used

graphics is popular currently as this provides

seems likely to be here to stay, given the

magnetic numbers and letters. Used

an easy and simple way to freshen up

frequency with which messages need to be

with magnetic boards – for the desk or

classrooms, canteens and more,” he says.

changed these days.

Another top seller for schools are

larger, wall-mounted, boards – they can

Another trend, and something that has

There is plenty of scope for dealers to

help children with spelling as well as

become a more important part of range

make consistent sales in this area – all the

creating messages.

conversations and new signage product

signs are pointing in that direction.

www.dealersupport.co.uk JUNE 2022 [31]

SALES SUCCESS

BACK TO SCHOOL

School’s in for summer selling While the school year still has some time to run, senior management are already planning for the 2022-23 school year – and dealers have an important role in supplying both traditional and new products

W

hile children may

replenish their equipment. Of course, this

notes, time is especially critical now for

be dreaming of six

means it is also a busy time for those

teachers as they are still having to play catch

weeks of summer

dealers that work in the education sector,

up to help students get back on track,

fun coming up, free

and they have a crucial role to play in

and close any learning gaps caused by the

of the classroom,

advising on, and supplying, products to

pandemic and lockdowns.

their headteachers

educational establishments.

are already focused on September, and their return to school.

The run up to the start of a new school

Post-pandemic, there are certain trends

“Their focus and attention in the new school year needs to be on the curriculum,

emerging in the sector which dealers need

and working with their students, not on

to be alert to, ensuring they have the right

time-consuming purchasing tasks,” she says.

year is one of the busiest times of the year for

product mix ready for their education

heads, teachers and administrative staff, as

customers. As Elisabete Wells, regional

during the break will likely be looking for

they plan for the coming year and renew and

marketing director - UK & Ireland at ACCO,

products that get the job done effectively

[32] JUNE 2022

www.dealersupport.co.uk

“Schools looking to re-equip themselves

BACK TO SCHOOL

SALES SUCCESS

This has created a huge requirement for audio visual and IT connectivity solutions customers to explore the idea of automating

of the digital learning space, requiring

their existing equipment to more

hardware and software to be seamlessly

advanced options.”

integrated with existing infrastructures,”

She stresses that dealers should be looking to offer shredders with an auto feed that can handle shredding jobs ranging from

says Owen Haigh, head of global product management at Lindy.

“This has created a huge requirement for

45 to 750 pages in one load, automatically,

audio visual and IT connectivity solutions

without the need for the user to waste

throughout the education sector, whether

time continuously loading the machine.

it be saving costs on connecting new

Laminators with a ‘set it and forget it’ option

equipment within existing environments, or

– where the user just loads their documents

switching and deploying content throughout

and, with a press of a button, the job gets

the classroom, auditorium or campus using

done – should be promoted to schools. “No

the latest technologies.”

more standing around loading pouches or

This acceleration will continue as the

waiting ages for the final outputs,” she says.

technology becomes easier to use,

“Efficiency is everything for educators, and

presenting ongoing opportunities for dealers,

without wasting any of that precious time.

resellers play a major part in helping their

not just in the deployment of technology, but

Resellers can help by introducing their

customers find the right tools to maximise

also the equipment and accessories that go

education sector customers to tools that help

their time.”

with it – everything from interactive walls to

facilitate that.”

cable tidies.

lamination as two of the biggest culprits

DIGITAL LEARNING ON THE RISE

when it comes to inefficiency, especially as

Finding the right tools is also imperative for

TRADITIONAL DEMAND STILL STRONG

they are important practices in education

schools as they continue to embrace digital

While there is increasing demand for digital

settings to ensure effective document

learning solutions, such as digital classrooms

products, more traditional stationery items

destruction, document preservation, effective

and video walls; related products, such as IT

are still popular although, again, new trends

communication and signage creation.

security, are also important. “There has been

have developed which dealers need to be

a significant acceleration in the development

alert to. “For Back to School 2002 we have

Elisabete highlights shredding and

“Resellers should be encouraging their

www.dealersupport.co.uk JUNE 2022 [33]

SALES SUCCESS

BACK TO SCHOOL

[Children want] the next best, coolest and most fashionable items for school!

now. With more access to ‘phones, iPads and

is that handwriting is crucial to students’

tablets they are able to explore the options

development in learning, creativity and

open to them, and not only see what is put in

mental/emotional development - all things

front of them,” says Jessica. “Many ads on social

which are limited when using a computer.

media are targeted toward them so, naturally,

“We believe parents are becoming more

they are wanting the next best, coolest and

aware of this. They don’t want to encourage

most fashionable items for school!”

their children to spend too much time using

Unlike other areas of traditional office

tech products for fear they may grow up

supplies, sales of traditional educational

without having developed certain physical

equipment show no sign of slowing down,

and social skills.”

seen a huge shift towards ‘fashion’ stationery

according to Jessica. “Year-on-year, we are

items, which are loud, daring and make a

consistently seeing volumes increase. We’d

demand is increasing for digital and

statement compared to more simple designs

put this down to consumers wanting a good

electronic products, this is often in addition

of previous years,” says Jessica Stott, online

quality item at an affordable price.

to traditional office products, rather than

account manager at Pukka Pads.

“The feedback we are receiving is that kids have more choice over the stationery they buy

[34] JUNE 2022

www.dealersupport.co.uk

This is a trend she believes will

The emerging trends are clear; while

instead of. Dealers have opportunities to sell

continue. “We cannot see the sales of

much more into educational establishments

stationery items slowing down. The reason

if they have the right mix.

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SALES SUCCESS

U N I F I E D C O M M U N I C AT I O N S

A unified approach to communications Unified communication strategies are becoming increasingly important for many businesses; even though many have returned to the office, video-conferencing is still much in demand

V

ideo-conferencing came of age in the pandemic, with Zoom, Teams and such like

have the right equipment and a good WiFi connection.

Now, as we move to a post-pandemic phase, video-conferencing

proving invaluable for keeping businesses

is an established part of business life even though many people have

running during periods of lockdown when

returned to the office, and this presents many opportunities for

physical meetings were banned.

dealers to help customers to get the right equipment they need –

This led many business owners who

wherever they are working.

had, perhaps, seen video-conferencing and unified communications strategies as something that was ‘nice to have’ but not critical to the

IMPORTANCE OF HYBRID

running of the company to change tack, almost overnight. It also

Hybrid working has been one of the driving factors behind the

proved that people can work effectively anywhere, as long as they

dramatic rise in demand for video and audio conferencing since

[36] JUNE 2022

www.dealersupport.co.uk

U N I F I E D C O M M U N I C AT I O N S

the pandemic hit; it has resulted in more remote meetings taking place across more locations. “Even though more people are back in

SALES SUCCESS

produce a gallery of headshots so that everyone appears equal.”

Dealers need to understand the capabilities of each

offices, not everyone is always in the same building, so conference

manufacturers’ video cameras for the size of room. For instance,

calls are becoming even more popular,” says Jeff May, UK sales

if the workplace has an auditorium-sized meeting space, there are

director at Konftel.

products available that have speaker tracking, where the camera

Hybrid working is fuelling demand for integrated remote communications of which video conferencing plays a frontline role in both home and office. “There’s no going back. It’s now proven

automatically tracks someone at the front of a room, or on a stage, and follows them around.

“The technology is constantly improving and developing;

people can work effectively from home as well as the office,” says Jeff.

distributors need to ensure resellers are aware of this and salespeople

“A balance between the two is crucial; technology is at the heart of a

need to be trained to make sure they are offering the right solution in

workplace revolution.”

the right environment,” Phil says.

Stephen McIntyre from Nimans agrees. “What we have seen

Jeff agrees that dealers have an important role to play in

recently, since the progression of ‘back to the office’, is that work

educating their customers and becoming a trusted adviser. “Equally,

is not where you go, it is what you do,” he says. “This is a point we

vendors should provide high levels of support to assist resellers in

are trying to make to resellers, What we need to do is provide the

developing long-term customer relationships.”

technology for people to work from anywhere: home office, coffee shop, airport or sitting in the garden. We need to give them the

RISING DEMAND

capability to work anywhere, as well as the office.”

He reckons that demand for unified communication products will

To this end, home workers are increasingly upgrading the

continue to rise due to a combination of factors. “The pandemic was

communications technology they use when they are away from

a game-changer, and many people won’t go back to the way they

the office; many ‘made do’ in the early stages of the pandemic

worked before. Hybrid is the way forward. Companies are still going

and are now seeking better equipment as their arrangements are

through the process of what works best for them and their staff. The

made permanent.

high cost of living will mean less travel and more conferencing, to save time and costs.

EQUALITY OF EXPERIENCE Another trend that has been developing since the latter part of 2021, and through this year, is that, despite the return to the office, everybody still wants to have the same Teams or Zoom experience. “There has been a new kitting-out of meeting

It’s now proven people can work effectively from home as well as the office

This will further drive demand.”

Demand for unified communication products is likely to continue to increase in the next 18 months at least. Many offices are still reconfiguring their spaces to accommodate video-conferencing in meeting rooms, or are planning to. There

rooms. Where they may have had old,

is scope for this to be a longer-term trend

clunky, conferencing equipment, people

as the technology in video-conferencing

now want to video call, rather than ‘phone, because you get that

products continues to develop and improve, which means there will be

personal connection as you can see each other,” says Phil. “We are

opportunities for dealers to sell upgrades to customers periodically.

seeing Teams Room systems as being a big growth area, with brands

This is true for home workers, too, as they will continue to

like Yealink, which co-develop products with Microsoft, Huddle

seek to upgrade their equipment. For instance, noise-cancelling

rooms – and fitting meeting rooms with video capability – is where

headphones can be an asset for those whose working set up is in

huge growth has been seen in the past year.”

a dining room, and backlighting to ensure that a person does not

It’s important that all participants have equality of experience in these online rooms. “So that, wherever you join the meeting from, you have an equitable experience; someone in the physical meeting

appear in silhouette if a window is behind them and is a common problem which dealers can solve with new products.

Dealers need to take time to understand their customers’ needs

room should have no better experience than someone dialling in

– and where their employees will be working – and provide bespoke

via video,” explains Phil. “For instance, there is technology that can

offerings that deliver equal experiences for everyone.

www.dealersupport.co.uk JUNE 2022 [37]

LIVE IT

TEABREAK

LIVE IT Life hack When you are on holiday, keep a bar of scented soap in the same compartment of your suitcase where you keep your dirty laundry. This will help to keep your clothes smelling clean (even if they aren’t).

THUMBS West UP! Midlands’ oldest man to be baton carrier

A 109-year-old man is to be one of the carriers of the Queen’s Baton before the Commonwealth Games, BBC News reports.

John Farringdon, who is thought to be the oldest man in the West Midlands, will carry the baton in Kenilworth, as it

CAPTION COMPETITION

makes its journey through the country towards Aston Hall in Birmingham on July 28, the day of the Commonwealth Games’ opening ceremony.

John, who worked for Ford for more than 40 years, says that to carry the baton is “a great honour”. He is one of hundreds of people selected to carry the baton on its journey.

TWEET CAPTIONS TO @DEALERSUPPORT

Quote of the month You’ve got to get up every morning with determination, if you’re going to go to bed with satisfaction.

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[38] JUNE 2022

www.dealersupport.co.uk

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Did you know?

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Speeding tickets are an English invention. The first ticket was handed to Walter Arnold way back in 1896, when he was caught travelling at four times the speed limit in Kent. While this sounds serious, the limit back then was 2mph, and he was fined for reaching 8mph!

The biggest plant of the world has been discovered off the coast of Australia, BBC News reports. The seagrass, which is about three times the size of Manhattan, was discovered at Shark Bay in Western Australia by a team of scientists.

The underwater meadow has been tested by a team from the University of Western Australia and it is believed to have spread from a single seed. It now covers about 77 square miles and is estimated to

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1. Which nation has won the men’s FIFA World Cup on the most occasions?

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5. Which movie actor is Kate Hudson’s mother?

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1995: 4. Dolly Parton: 5. Goldie Hawn

World’s largest plant discovered in Australia

have been growing for some 4,500 years!

What’s more, it was only discovered by accident. The researchers had been

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investigating the genetic diversity of the

Missing cat found on oil rig – five years after it went missing

species, which is often found along parts

An adventurous cat has been returned to its owner more than

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five years after he disappeared, having been found on an

samples from across the bay and checked

oil rig off the coast of Scotland, reports Sky News.

Surprised rig workers found the cat in a shipping container. He was then

18,000 genetic markers for each shoot, with

flown back to the mainland by helicopter.

the aim of finding out how many plants

After this his microchip was checked by SPCA staff, which

were contained in the meadow.

“The answer blew us away - there was

revealed the cat was actually called Dexter, who had disappeared from his home five years ago.

It later emerged what Dexter had been up to

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living around Peterhead Prison in Aberdeenshire,

expanded over 180km in Shark Bay, making

where prison staff had fed him and even nicknamed him ‘one-eyed Joe’.

it the largest known plant on Earth.”

www.dealersupport.co.uk JUNE 2022 [39]

SALES SUCCESS

F A T H E R P. C L I P

Bringing hope, peace and unity to the good brethren of business supplies The good Father is back on the road but finds himself longing for the days of Zoom calls again. ost-lockdown in the office products industry is a very strange time; it’s full of apprehension over whether to wear a mask, or shake hands, or to allow the customer to spray your face as you walk in their premises.

It’s a lot of faffing around and I’m thinking of going back to the old days and setting up some Zoom meetings.

All this driving around and calling on people is really getting on my nerves at the minute. I’m just not used to it and the customers don’t know what to say anymore when I arrive. We’ve lost the art of conversation; people have got used to Zoom meetings so much that some of them are turning up for work still in their underpants. It is

P

[40] JUNE 2022

www.dealersupport.co.uk

embarrassing, to say the least, and not conducive to selling our products.

Of course, there are lots of advantages to seeing people again. The sense of freedom is enormous; we can pop in and out of shops and restaurants without having to be sprayed all over and it’s also giving us a chance to do a stock take on our PPE equipment and sell it off at half the price we bought it for, which is still a bigger profit than we made on it during the pandemic.

I’ve also noticed that, just now, lots of people seem to be moving around in the industry, probably due to businesses taking stock and refreshing their ideas – but office supplies people can’t just move on quietly can they? They have to post something on social media and give their life stories and their

aspirations for the future.

We all know that once you are in our industry you can never get out again; you are trapped like an office products spider in a clear stud wallet.

It used to be that people just slipped out the back door with their box of photos and their coffee mug; now it gets announced to the world and they go on about ‘overcoming prejudices in their life’ and ‘moving on to fulfil their dreams’ in an office supplies world fraught with difficulties.

I guess we should be thankful that our particular trade seems to be moving on and growing, even though changes have had to be made, and we can look to the future while selling all sorts of new ideas, as well as keeping a lot of the old ones.

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SALES SUCCESS

FINAL WORD

Why going greener matters more than ever Reducing carbon emissions is not just the right thing to do for the planet – it makes sense commercially too, says Kontel’s JEFF MAY e all recognise urgent

W

Jeff May UK sales director at conferencing specialist Konftel

In addition, we aim to increase the

action needs to be

renewable energy ratio by 10% at our main

taken to help protect

contract manufacturer’s facilities by 2023; we

Neutral’s carbon credit standards are

the planet and Konftel

will also dramatically reduce car commuting

written to guide brands in the offsetting

is proud to have

of staff compared to pre-pandemic levels.

process, and reflect the input of a group of

strengthened its sustainability ethos by

By promoting a hybrid workstyle, with

independent external advisors.

securing climate neutral status for three

flexibility in work location, staff will not be

consecutive years.

required to commute to corporate offices to

climate neutral and invest in our planet. It’s

the same extent as before.

about measuring, offsetting and reducing

We became the first in the unified communications industry to become

We believe every company should be

emissions to help the world become net-

officially certified, demonstrating that all our

WHAT IS A CARBON CREDIT?

greenhouse gas emissions have been offset by

A carbon credit is a standard unit which

credits, in order to support various projects

represents carbon emission reductions.

around the world. To achieve the standard,

One credit equals one tCO2e (tCO2e

WORLDWIDE PROJECTS SUPPORTED

Konftel had to complete a comprehensive

stands for tonnes (t) of carbon dioxide

Investing in worldwide carbon credits

process comprising:

(CO2) equivalent (e)). Carbon credits are

means that forest conservation, renewable

● M easuring

generated through a variety of projects and

energy and carbon capture technologies all

technologies, ranging from re-forestation

benefit. Forest conservation in Zimbabwe,

initiatives that naturally suck up CO2, to

water filtration in Cambodia, renewable

micro-grid solar projects which substitute

energy in India, clean electricity in

fossil fuel-based energy production with

Indonesia, reducing landfill gas in the USA

reliable, clean sources of energy that don’t

and providing clean cook stoves in Mali are

emit greenhouse gases into the atmosphere.

some of the projects supported by Konftel

our 2021 greenhouse gas

emissions footprint ● P urchasing

verified carbon credits to offset

that footprint ● I mplementing

plans to reduce emissions

during 2022 and beyond.

Together with other brands we have so far measured and offset 783,768 tonnes of

zero by 2050.

so far. New projects this year include improved forest management in the US,

more. For example, we will cut the use of

WHAT IS THE ‘CLIMATE NEUTRAL’ ORGANISATION?

polythene bags in our product boxes for

Climate Neutral is an independent, non-

India and reforestation in Costa Rica.

conference ‘phones and cameras by 50% by

profit certification body. If selected carefully,

2023. For cables and other small parts that

carbon credits provide real climate benefits

people really care about all of this. We have

are today shipped in poly bags, we will either

by increasing removal of carbon from the

put it at the heart of our business because it’s

shift to biodegradable bags or, if possible,

atmosphere and speeding the transition

the right thing to do: the right thing from a

exclude the bags completely.

to zero carbon energy sources. Climate

commercial perspective, and also from an

carbon, and we are determined to do even

solar and wind energy in China, biomass in We find that our customers, partners and

environmental and ethical perspective.

[42] JUNE 2022

www.dealersupport.co.uk

2022

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