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
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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
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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
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“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. George Lorimer
[38] JUNE 2022
www.dealersupport.co.uk
? TEABREAK
Did you know?
LIVE IT
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
PUB QUIZ
1. Which nation has won the men’s FIFA World Cup on the most occasions? 2. What is the world’s hottest chilli? 3. In which year did the classic US sitcom Friends first air in the UK? 4. Who wrote the song ‘I Will Always Love You’? 5. Which movie actor is Kate Hudson’s mother? Answers: 1. Brazil (five times – 1958, 1962, 1970, 1994, 2002): 2. Carolina reaper: 3. 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
Knock me down with a feather
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
of the Australian coast. They collected
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
just one!” said Jane Edgeloe, the study’s
for a least some of those five years – he had been
lead author. “That’s it, just one plant has
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
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
