Dealer Support June 2024

June 2024

Issue 341

Welcome

inspiring success in the workplace supplies industry

TO OUR JUNE ISSUE

From the ground up James McKeever of Sovereign talks about the importance of being the early bird

THE NEXT LEVEL IN AUDIO VISUAL

Unlocking the opportunities in AVC technology for dealers

BETTER TEAMS BUILD BETTER FUTURES

James Morton talks leadership, leveraging opportunity and looking to the future

HERE COMES THE SUMMER

We look at the trends taking over the workplace as the weather heats up

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FROM THE EDITOR

Oh, we’re halfway there…

Go on, admit it, you sang the next line of the song, didn’t you? I don’t know what it is about this time of year, but here at Dealer Support HQ, we’re embracing the TO OUR JUNE change in the season and energy levels are on the up. Our positivity is soaring, ISSUE and we’re not the only ones. Perhaps it’s because the midway point of the year prompts us to look forward, rather than back - something that’s evident in the dealers and businesses we’ve been speaking to this month.

When it comes to looking ahead, this month James McKeever of Sovereign From the Business Solutions shares his insights on how dealers can embrace the concept ground up of cultivating business from the ground up, while our feature “Location, location, location” explores identifying new business opportunities from a geographical perspective.

In this issue, James Morton of MBM Omega discusses how better teams build better futures, offering valuable insights on great business leadership. We also delve into the world of cutting-edge audio-visual technology, exploring how dealers can engage with customers to showcase its benefits.

We’ve also rounded up the best bits from the London Stationery Show, Steve Carter is back with his ever-popular monthly article, and in our Green and Eco section, we focus on greenpowered offices.

With an abundance of good news and positive stories in this issue, it’s hard not to feel like brighter days are ahead. So, let’s keep the momentum going and approach the second half of the year with enthusiasm, integrity, and the can-do attitude this industry is known for.

We’d love to hear all about your success and to be inspired by stories of resilience and agility.

Please do share all your news via LinkedIn and Twitter @dealersupport.

June 2024

Issue 341

DEALER SUPPORT JUNE 2024

Welcome

ISSUE 341

inspiring success in the workplace supplies industry

JAMES MCKEEVER JAMES MORTON REBECCA HOMKE

James McKeever of Sovereign talks about the importance of being the early bird

THE NEXT LEVEL IN AUDIO VISUAL

Unlocking the opportunities in AVC technology for dealers

BETTER TEAMS BUILD BETTER FUTURES

James Morton talks leadership, leveraging opportunity and looking to the future

HERE COMES THE SUMMER

We look at the trends taking over the workplace as the weather heats up

Holly Tinsley Editor

EDITORIAL Holly Tinsley

CREATIVES Amanda Lancaster

COMMERCIAL Claire Peacock

PUBLISHING SUPPORT Angela Howland PUBLISHER & CEO Vicki Baloch

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

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

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INDUSTRY NEWS AND INSIGHT

Make sure your team are up to speed with the latest industry developments

NEWS & VIEWS TECH & IT MANAGEMENT DEALER SUCCESS INDUSTRY & MORE

SIGN THEM UP NOW AT dealersupport.co.uk/contact | info@intelligentmedia.co.uk

JUNE 2024

Contents

INDUSTRY 06 THE MONTH THAT WAS

The headline news from the industry

10 LOCATION, LOCATION, LOCATION

We reflect on the changing geographical dynamics of the business landscape

30

12 IT’S ALL ABOUT THE ATTITUDE

We talk to Steve Carter about just how far the right attitude can get you

14 CLICK IT

Dive into the best of the web

BUSINESS SUCCESS 18 GETTING IN FROM THE GROUND UP

We catch up with James McKeever about treading new ground

22 BETTER TEAMS BUILD BETTER FUTURES

James Morton talks about the importance of adaptability

32

GREEN AND ECO 26 THE PATH TO GREEN-POWERED OFFICES Where should you begin and what does the green-powered office look like?

S T R AT E G I C G R O W T H 30 APPROACHING STRATEGY: PLANNING VERSUS PREPARING

Rebecca Homkes discusses leading through uncertainty

36 “Replacing an old fridge or freezer with an energy efficient model can lead up to substantial savings of up to £70 per month.”

27

SALES SUCCESS 32 HERE COMES THE SUMMER: 2024 WORKPLACE TRENDS

How dealers can assist customers in embracing this summer’s workspace trends

36 TAKING AUDIO VISUAL COMMUNICATION TO THE NEXT LEVEL

We dive into the latest products and technologies to help you embrace the future

39 LIVE IT: FINAL WORD

Why you shouldn’t ‘fake it ‘til you make it’

INDUSTRY

THE MONTH THAT WAS

THE MONTH THAT WAS Small businesses struggle with going green As reported by edie, despite wanting to reduce

Last year, the UK Business Climate Hub (UKBCH)

carbon emissions, nearly two-thirds of UK small

was launched, backed by the UK Government’s Net

efforts. The “Small Business, Green Growth” report

and medium-sized enterprises (SMEs) in reducing

businesses face financial barriers to sustainability states that 80% of business proprietors aim to

enhance their sustainability efforts, with nearly one in four small businesses seeing

Zero Council, with an aim to support 5.5 million small energy costs and emissions as a part of their net-zero transition.

environmental initiatives as a potential avenue for growth.

Nevertheless, nearly 64% cite a need

for increased support in implementing sustainability enhancements, and 41% perceive financial constraints as a significant hurdle to overcome.

Small Business Britian’s founder

Michelle Ovens CBE said: “There are

mounting concerns about climate change and the transition businesses and society need to

make in the coming years. Small business owners

overwhelmingly want to go greener – driven by their

own ethics as well as growing consumer expectations and supply chain demands. However, the path they need to take is not clear at all. “

Sustainability centre stage at Vow Amplify 2024 The VOW Wholesale team is celebrating the success of

was plenty of engagement at the stands.

5th at the home of Leeds United, Elland Road. This year’s

Ecommerce, said, “A huge thank you to all customers

valuable conversations and forging new connections.

event. Our suppliers embraced the show’s theme of

their much-anticipated VOW Amplify event, held on June event raised the bar yet again, with visitors engaging in The theme of this year’s event, “Sustainability,”

sparked numerous conversations and saw businesses

showcasing sustainable products and initiatives. With 80 leading brands present, exhibitors ranged from

cleaning supplies to coffee and water, ensuring there

[06] JUNE 2024

www.dealersupport.co.uk

Phillipa Bourne, head of marketing VOW &

and suppliers who attended the Vow Amplify

sustainability, showcasing some fantastic products.

The high level of customer engagement created many opportunities to build new connections. The whole

event was excellent, and the feedback received made it very worthwhile for everyone.”

THE MONTH THAT WAS

AJ Products celebrates 25 Years in UK market AJ Products, a leading Swedish

workspace furniture brand, renowned for its commitment to employee

wellbeing and sustainability, proudly

announces its UK operation’s 25th anniversary,

To mark this milestone anniversary, AJ Products has

launched its most ambitious campaign to date: Happiness at Work. This initiative encapsulates AJ Product’s commitment

INDUSTRY

Aidan McDonough celebrates 30-year milestone Integra Business Solutions Ltd congratulates CEO Aidan McDonough on three decades of exemplary service, marking a remarkable journey from marketing director to chief executive officer.

to excellence in every aspect of its business, from workspace design to customer service. Happiness at Work represents a customer-focused approach aimed at reducing friction

points and enhancing life at work. In addition, AJ Products is committed to sustainability, aligning with the UK’s target of

net zero by 2050. Initiatives such as solar panel installations, wood chip recycling, and and spare parts, are examples of

AL Products’ dedication. to reducing its carbon footprint and supporting the circular economy.

Helen Beebe, managing director of AJ Products (UK),

emphasises “At AJ Products we are passionate about

honouring our Scandinavian heritage while putting our own

With an unwavering belief in the independent dealer channel, Aidan has successfully steered the group over the last 30 years, achieving numerous accolades along the way including Business Leader of the Year at last year’s BOSS Industry Awards. Aidan also represents independent dealers as a member of the BOSS Federation Board and on a global scale as Chairman of BPGI.

British slant on what we do to suit UK workspaces. Despite so much choice on the UK office and workplace furniture

market, Scandinavian design continues to be a successful model for the British buyer’.

James Webb joins BBSC Board As reported by BOSS Charity, industry veteran, James, will

Aidan McDonough said: “I feel honoured to have worked with so many dealers over the last 30 years and to have been surrounded by a team of dedicated professionals who work incredibly hard to deliver our support and service proposition.”

bring decades of expertise to support the charity’s mission.

James has been within the industry for almost 30 years

having joined Fellowes in 1997 and is currently Vice President Central Europe and European Marketing.

Welcoming James to the board of trustees, charity chair, Kelly

Hilleard, said: “James will be a fantastic addition to our team.

He brings a wealth of industry knowledge that will help us raise awareness about our mission and the important work we do.”

As the only dedicated charity for people from the UK Business

Supplies industry, the charity exists to support the welfare of

current and former members of the industry who find themselves in financial hardship. To find out more about the Charity, to sign

up for its quarterly newsletter, or if you know someone who needs

Integra’s chairman, Carl Dovey, added: “Congratulations on your 30th Anniversary and thank you for your commitment and dedication to the group and the independent dealer channel. From marketing director to CEO, you have always led with great professionalism and integrity, and we have been very fortunate to have you at the helm. On behalf of everyone at Integra, thank you for your 30 years of service.”

help, please visit www.BOSSCharity.org.

www.dealersupport.co.uk JUNE 2024 [07]

INDUSTRY

LONDON STATIONERY SHOW

NEWS EXTRA

Packed crowds and top honours at the London Stationery Show Following a vibrant National Stationery Week Campaign, The London Stationery Show last month was a bustling hive of activity, with retailers and dealers flocking in to catch the latest trends in stationery supplies

R

There were over 70 products

etailers, buyers

you are in business, what will

and dealers

you do differently, why will someone

nominated from 40 different

flocked to the

come to you, what is the reason

brands, from the well-established to

London Stationery

they will buy from you. There is no

newcomers on the scene. Judged

Show over the

substitute for hard work.”

by an independent panel of leading

Reflecting on the success of the

retailers, across 12 distinct product

May at the Business Design Centre in

event, Chantelle White, event manager

categories, the awards recognise the

London; and the word on the show floor

said, “We’ve been absolutely blown

greatest product innovations in the

was that the first day of the event saw

away by all the amazing feedback we’ve

stationery sector.

the show’s busiest ever.

had about the show. Thank you to all

14th and 15th

the exhibitors and visitors who made

THEO’S WISE WORDS

BRING ON 2025

the two days of the show so special. To

Rob Willis, coo of Max Publishing,

Showcasing the latest products,

have so many people telling us that it

who hosted the ceremony alongside

including innovations in office stationery

really was an outstanding show makes

event manager Chantelle White, said:

and organisational products, the show

us feel so proud. But you can guarantee

“The Stationery Awards showed that

saw a wide variety of businesses in

we won’t be resting on our laurels –

this sector is awash with innovation

attendance both as exhibitors and

we’re all raring to go to make the 2025

and style, and is trend-savvy across all

attendees. A highlight for many visitors

London Stationery Show even better!”

different categories. Retailers spent

was Theo Paphitis’ Q&A session in

Offering yet another reason to

a good deal of time in judging and

the middle of day one when he told a

celebrate, the winners of the Stationery

were in awe of just how unstoppable

packed standing-room-only audience

Awards 2024 were announced on

stationery suppliers are at fulfilling

that a business will only survive “if it has

Tuesday 14 May at the close of the first

their obligation to keep great products

a reason to exist. You must know what

day of the show.

continuously coming to market.”

[08] JUNE MAY 2022 2024 www.dealersupport.co.uk www.dealersupport.co.uk

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INDUSTRY

BUSINESS GROWTH

Location, location, location

You know your product and your customer base - but for dealers, knowing not only what and who, but also where, is essential for growth, enabling businesses to pinpoint emerging opportunities and tailor strategies accordingly

T

he business

year, marking an increase of nearly 75,000

significant development in this regard.

landscape in the UK

compared to the previous year. Considering

At the conclusion of 2023, London

is changing, and

these developments, understanding the

witnessed an unprecedented surge in new

while the remote

geographical dynamics of the business

office developments, with construction

working model

landscape becomes crucial for dealers.

starting on a staggering 5.1 million square feet spread across 43 different projects.

continues to gain

traction in many sectors, construction of

UTILISING BUSINESS

Using intelligence platforms like Barbour

new commercial property is booming. As

INTELLIGENCE

AI provides dealers with insights into

of the end of last year, the market size of

You have customer data, but what tools can

commercial construction pipelines across

the commercial construction industry had

dealers use to understand and identify where

various sectors, including commercial,

increased by 9% year on year. Despite the

new opportunities might be? The first step

retail, and education. This offers them an

ongoing debate over the return to the office,

is to identify which geographical areas are

overview of emerging business

towns and cities across the country are

seeing growth. As of last year, Manchester,

opportunities in their target areas.

witnessing a rapid rise in the construction

Birmingham and Bristol all factored

of multifunctional commercial buildings.

prominently in reports, with Birmingham

RELOCATION SERVICES

This trend is further fuelled by the surge

forecasted to have the highest growth in

The increase in new workplace buildings

in new business growth. In the UK, there

office-based employment. Liverpool and

can be attributed, in part, to the rise of

were 859,007 new companies registered last

Southampton are also expected to see

satellite offices, which have become popular

[10] JUNE MAY 2022 2024 www.dealersupport.co.uk www.dealersupport.co.uk

BUSINESS GROWTH

INDUSTRY

the relocation process for customers, and eliminating the need to find alternative dealers or suppliers in the new location.

TARGETED MARKETING Marketing based on geographic location can be a powerful tool when used effectively.

The increase in commercial properties in specific areas attracts businesses seeking new spaces. Leveraging location-based social media advertising is one of the most effective ways to target customers in specific geographic regions. For dealers, boosting

Marketing based on geographic location can be a powerful tool when used effectively

marketing presence in these areas puts your business in front of companies actively looking to set up new offices, where products are in high demand. Furthermore, dealers

facilities, with further growth anticipated.

should utilise platforms like LinkedIn to

Additionally, the travel sector, particularly

connect with new business networking

air travel, is projected to experience

groups in specific locations. Proactive

significant revenue growth, with corporate

engagement demonstrates your commitment

travel services expected to grow by over 30%

to supporting new businesses in the area

in the next year. This suggests that dealers

due to the growing demand for flexible

and fosters lasting relationships that can

could expect to see increased business

and hybrid working models. Satellite

benefit both parties as they grow. Growing

opportunities in areas with UK airports.

offices provide a cost-effective compromise

a customer base requires not only knowing

between expensive headquarters and fully

where customers are currently but also

and preferences of customers in each region

remote setups. They allow smaller “pod”

intelligently predicting where they will be

and identifying emerging growth areas,

teams to work from local offices closer

in the future.

dealers can tailor their marketing strategies

By understanding the distinctive needs

effectively. This allows them to foster

to home, requiring fewer resources to operate. Cost is also a significant factor

DIVERSIFICATION BY SECTOR

relationships with existing organisations

as businesses seek to reduce expenses by

Diversification is a crucial aspect of dealer

and connect with new and emerging

moving from high-density areas with prime

strategies, and understanding market

businesses. Moreover, diversification by

rental prices to more affordable locations.

growth by sector in specific geographic

sector, informed by insights into sector-

This presents an opportunity for dealers to

areas adds another valuable dimension.

specific growth, allows dealers to adapt their

capitalise on business growth by providing

Information about sector-specific growth

product offerings to meet the evolving needs

expert guidance to customers considering

in various geographic areas helps dealers

of different regions. Ultimately, location is

relocating all or part of their team to new

identify which products to diversify into and

key, and dealers who strategically align their

premises. Dealers can offer comprehensive

in which locations. For example, between

efforts with geographic trends will be best

setup services, including delivery,

2017 and 2022, Newcastle saw a remarkable

positioned to thrive in the changing business

installation, and connection, simplifying

122% increase in medical and healthcare

landscape of the UK.

www.dealersupport.co.uk JUNE 2024 [11]

INDUSTRY

T H E R I G H T AT T I T U D E

It’s all about the attitude

In this month’s article, STEVE CARTER goes diving into the drawer of forgotten things, only to be reminded just how far having the right attitude can get you

V

ery recently, I was

dispatched to collect them on his behalf.

advice I was given many years ago when

tidying up the

Imagine the scene, me in a line of 16-year-

first interviewing candidates for a role in

drawer where I

olds, all full of nervous energy, the school

my team. The advice was to always hire on

throw anything and

secretary giving me a ‘blimey he’s had a

attitude, never simply on qualifications and

everything that I may

hard paper round’ type look. That evening,

experience. I was advised that if I found

need at some point

I offered the envelope to my son, and he

somebody with the right attitude and the

in the future, but seldomly do. The drawer

looked at me and said, ‘you keep hold of it

willingness to learn, that person would be

where there is so much clutter that every few

and if I ever need it, I will let you know.’ I

easy to coach and mentor.

years you have to sort through it and make

gave him a very puzzled look and he simply

room for more stuff that you are unlikely

said, ‘what do I need them now for?’

How valuable that advice has been to me over the years. I have interviewed countless people and never once have I made

to need. While doing this, I came across a brown, sealed envelope with my son’s name

ALL ABOUT ATTITUDE

a judgement call, solely on a set of exam

on. Even though it had been there unopened

Back to the present, I held that sealed

results. If I had, I may well have missed out

for 25 years, I knew what it was.

envelope in my hand and smiled. He

on some very talented people. To my mind,

has done very well for himself over the

a good interview is a genuine open and

ON A MISSION

years, but never once has he asked for

honest, two-way conversation, where

When my son left school, he started

the envelope. It made me think of some

both parties are able to get a good feel for

working for a large insurance company, way

each other. Go with your gut feel, rather

before his exam results were published. He

than making a judgement on a poor

had to go to the school and ask his teachers

geography or science exam result; it has

for exam predictions and I have no doubt that a couple of those teachers did him a favour, however it was the interview that formed the bond.

Come the day of exam result release,

Blimey he’s had a hard paper round

certainly worked for me.

Envelope safely back in the drawer.

To find out more about how Advantia could benefit your company, please contact Steve Carter in one of the following ways:

he couldn’t collect them as he was at work.

https://www.advantia.co.uk

After a quick phone call, yours truly was

info@advantia.co.uk 02476 373738

[12] JUNE MAY 2022 2024 www.dealersupport.co.uk www.dealersupport.co.uk

INDUSTRY

JUNE MOST CLICKED

CLICK IT

Dive into our latest round up of all the best bits from the Dealer Support website. From expert advice on business growth and strategy to top technology and surprising trends – get caught up on the ‘most clicked’ content from the last few weeks SALES SUCCESS

The role of durability in shaping customer choices Did you know that 58% of customers surveyed emphasised that durability would be a significant influencing factor when making purchasing decisions? According to a report from Deloitte, shifts in consumer behaviour indicate that as the focus transitions from adaptability to durability in influencing buying decisions, dealers must adapt their strategies accordingly. In this article, we look at the increasing significance of having products that boast longevity and durability benefits.

Read the full article HERE

DEALER SUCCESS

It’s all about the swag Who doesn’t love a freebie? While the practice of distributing promotional gifts at events and engagements is nothing new – the current boom in in-person industry events means that promotional merchandising is poised for a revival in 2024. As more businesses seek to engage at these events, the demand for unique and personalised promotional products is also on the rise. We look at how dealers can help customers to elevate their promotional merchandise to be far more than just a ‘bag of swag’.

Read the full article HERE

[14] JUNE 2024

www.dealersupport.co.uk

DID YOU KNOW The most popular promotional products overall are pens, keychains and t-shirts

JUNE MOST CLICKED

INDUSTRY

GREEN &ECO

How do you brew?

One sugar or two? A steaming cup of high-

promoting healthier lifestyles and embracing

quality tea or coffee is an effective way to battle

eco friendly catering options highlights an

the morning blues. While dealers often provide

opportunity to offer customer’s some alternative

traditional hot drinks in the workplace, the

choices beyond the classic builder’s brew.

current trend towards destination workspaces,

Read the full article HERE

Spoilt for choice – there are more than 3,000 varieties of tea produced around the world TECHNOLOGY

Knowing your automation from your AI In today’s rapidly evolving business landscape, the integration of AI and automation has become increasingly vital for companies striving to stay competitive in the digital market. However, AI and automation each play distinct roles, each serving specific functions within business operations. However, understanding the distinct roles and benefits of these technologies is essential for optimal effectiveness.

Read the full article HERE

www.dealersupport.co.uk JUNE 2024 [15]

INDUSTRY

JUNE MOST CLICKED

DEALER SUCCESS

DIVERSIFICATION

From microbiomes to mindful mopping

The microbiome refers to the collective community of microorganisms, including fungi, bacteria, and viruses, inhabiting a specific environment

Whether it’s a daily dusting or the big spring clean, this year workplace cleaning trends are embracing technology and putting an emphasis on employee physical and mental wellbeing.

Dealers play a pivotal role in this transformation by providing access to cutting-edge cleaning technologies and facilitating the adoption of sustainable practices. From microbiome maintenance to SMART solutions, here are the key trends for 2024 that dealers should be aware of.

Read the full article HERE

MANAGEMENT

The synergy of onboarding and recruiting

Only

38.2%

When it comes to hiring, recruitment

harmony and success. In this article,

and onboarding go hand in hand,

we explore the essential components

setting the stage for an employee’s

of recruitment and onboarding to

journey from first hello to seamless

understand how managers can ensure

integration. This not only shapes an

that employees are well-prepared for

individual’s experience but also lays

success from their very first day.

the groundwork for organisational

Read the full article HERE

of interview candidates receive any information prior to their actual interview, other than the date and location

[16] JUNE MAY 2022 2024 www.dealersupport.co.uk www.dealersupport.co.uk

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

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LEADERSHIP

TREADING NEW GROUND

Getting in from the ground up In a recent interview, JAMES MCKEEVER sat down with Dealer Support to talk treading new ground, the importance of diversification and why being proactive is key in the world of business, where the early bird gets the worm

F

or James McKeever, group sales director of

Reflecting on the first few months of the year, James told us about

Sovereign Business Supplies, the start of 2024

how they have found new opportunity in making connections with local

saw the business hit the ground running, with

businesses and networks and how building on these types of relationships

new partnerships and additions to the team in

can be key to helping dealers map out plans for diversification.

the first half of the year seeing them grow in

strength. As we reach the midpoint of 2024, the discussion for

GETTING A FOOT IN THE DOOR

James becomes about exploring new avenues for diversification,

Discussing their new partnership with FIND-IT – an online business

fostering relationships and navigating the evolving business

platform covering the entire UK, connecting buyers and suppliers to

landscape. It soon became clear that one thing is for certain – to

facilitate businesses in discovering emerging opportunities who were

James, business success means embracing change.

a key part of the Sovereign Expo earlier this year – James elaborated

[18] JUNE 2024

www.dealersupport.co.uk

TREADING NEW GROUND

LEADERSHIP

It’s all about building those relationships and getting that early foot in the door

sprouting across the UK, is something James considers a prime chance for dealers looking to identify new avenues for business.

According to the Birmingham Crane Survey conducted by Deloitte, 2024 is set to witness the delivery of over 591,000 square feet of new office space in Birmingham alone – more than four times the amount delivered in 2023.

This is why James emphasises that finding ways to initiate dialogues and get involved with projects from the ground up should be a top priority for businesses. One way they have done this is by working to foster closer relationships with major players in the construction sector who are involved in developing new commercial and office spaces.

NEW WAYS TO DIVERSIFY on the thinking behind their growing relationship.

“We signed up to FIND-IT across several of their categories,

This approach has paid dividends. “We are now a principal business supplier to RICS (Royal Institute of Chartered Surveyors), so we

particularly around the Midlands. I attended one of their buyer

have gone into partnership with them – they came along to our expo

events and met some people, because we work in interiors, I was

and held a member’s meeting room within the event. The whole idea

particularly interested in heavy construction - finding out when the

is to get more involved with the surveyors because they know when

spade goes in the ground and finding an angle by which we could get

that shovel is hitting the ground. We’re looking at all these high rises

involved. It’s all about looking for those entry points that can help

going up in Birmingham and I’m thinking, we’d love to supply all

you identify new opportunities.”

the furniture in there. How do we get to that point? How do we start

Leveraging the opportunities arising from the recent boom in commercial property development, with new office buildings

those conversations? It’s all about building those relationships and getting that early foot in the door.”

www.dealersupport.co.uk JUNE 2024 [19]

LEADERSHIP

TREADING NEW GROUND

people buy are starting to change, so this is about finding another

There are so many opportunities that come from sitting and having a face-to-face conversation

way to diversify and bolster those business relationships by helping companies to cost plan.”

MORALE IN A CHANGING WORLD In addition to cultivating new partnerships and relationships, James emphasised placing greater importance on in-person interactions, recognising the significance of reconnecting with the industry as face-to-face meetings return to pre-COVID levels. “Much like

As Sovereign progresses into the second half of 2024, James

everyone else, I feel like I’ve been chained to my desk for far too long!

explained how they are embracing the concept of ‘interiors from the

Since the start of January, I’ve been out to every single key client and

ground up’ by launching Sovereign Interiors as a separate arm of the

key supplier, driven out to their offices and sat down with them. We

business, diversifying to offer a comprehensive turn-key service. This

need to be getting out there again. There are so many opportunities

new service, which builds upon current offerings, will encompass

that come from sitting and having a face-to-face conversation.”

false flooring, partitions, lighting and electrics.

As our meeting comes to an end, one thing James is eager to

Recognising that interiors have traditionally been a last-

highlight is his gratitude for the Sovereign team. “We have some

minute consideration in the construction process, James views

exciting plans ahead, maintaining our strengths while ensuring

early involvement as mutually beneficial for all parties, particularly

continued growth. It’s vital for the industry to embrace the new - but

in terms of cost planning - an area in which dealers can further

it’s equally important to remember the people behind you. Everyone

cement their position as trusted advisors. “Estimators have to

is genuinely proud to be part of the team, and that morale is crucial,

project costs for the interior of the building. Buying habits and what

especially in a changing world.”

[20] JUNE 2024

www.dealersupport.co.uk

­

BUSINESS SUCCESS

BUILDING FOR THE FUTURE

Better teams build better futures JAMES MORTON, CEO of MBM Omega, has navigated a whirlwind six months for the company, marked by significant achievements and strategic shifts

W

As we approach the halfway mark

e sat down with

the norm – we realised that we can’t rely

James to talk about

on that recurring business like before, so

the importance of

got involved in much more marketing and

adaptability in the face

promotional activity – all of which is very

of unpredictable trading

important alongside diversification into

been your business focus this year?

other categories and services.

“One of the things we’re focusing on this

conditions and priorities and strategies for steering the company through changing times.

It’s been a busy six months for

MBM Omega. Now we’re at the midpoint of the year, can you

tell us what that 2023 to 2024

of 2024, it’s a natural time for

reflection on both professional and personal achievements. What has

As a business we had some real

year is rebuilding. The past few years has

highs. We worked hard to win ourselves a

given us a golden opportunity to develop

position on a framework for a large housing

a new structure and team with the future

association for refurbishments, which is an

in mind, without being constrained with a

area that we diversified into a number of

traditional model or set up.

years ago. The other big achievement for us

For example, virtual meetings have

transition has been like?

was entering and winning the SME Surrey

become a very acceptable form of meeting

“I think 2023 was a challenging year, because

Sustainability award in November. We were

people - so whereas in the past we might

we all realised there’s a new reality post-

shortlisted in September and went to the

have been constrained by geography, now

COVID and post-Brexit and that’s had

award ceremony which was held at Epsom

that barrier has been removed, allowing

an impact on current trading conditions.

Downs racecourse in November. We were

us to look for new business nationwide.

Unpredictable trading patterns are becoming

delighted and very honoured to win.”

We’ve had six new recruits this year already

[22] JUNE 2024

www.dealersupport.co.uk

BUILDING FOR THE FUTURE

BUSINESS SUCCESS

Maintaining a big-picture perspective

The past few years has given us a golden opportunity to develop a new structure and team with the future in mind

is crucial for business. What other aspects of the industry do you

believe need to be considered to

address the challenges posed by the new realities you mentioned?

“Speaking to dealers, the specifics vary considerably based on things like location, customer base, business model and finances but one underlying challenge that came across from almost everyone was uncertainty and unpredictability. It used to be quite easy to forecast - that’s no longer

my time more effectively, prioritising family,

the case in the main. However, I think that’s

friends, physical health and wellbeing. It’s

all part of adapting, and that’s something

been a tough time for everyone, and I think

we’re good at.

a lot of business owners in our sector will

I think it’s important for businesses to

agree that mental resilience is an important

focus on their identity - who are you? Have

attribute to develop.”

a clear identity and strong focus on that. If it’s broad in its definition, be clear and not

Establishing effective structures is

crucial for businesses, whether it’s building strong teams or pursuing

as a sustainability business? We’re not perfect in this area but learning.

“Diversification is vital, but I think the

As we discuss sustainability, while

temptation is to diversify too much and too quickly, without sufficient due diligence and to support our growth plans in roles like

planning. Businesses need a robust plan when

marketing, sales, finance and logistics.

introducing anything to test it, ensure all the

opportunity to look at my own role within the

sustainability - are you just defining yourself

growth and diversification. Can you tell us about your approach to this?

Doing this has also given me an

just focused on one thing. For example,

your focus is clearly on the structure

of the entire business, it’s evident that it’s an integral part of the company ethos. Could you share a bit about

systems support it, soft launch, market and then

your sustainability journey?

full launch it.

“It’s been a journey we’ve been on for

business. As we grow the team, I want to put

It’s still in its early days, but we launched

over a decade, with initiatives actioned

a greater focus on leadership - being a coach

a range called Healthier Options earlier this

at our HQ and rolled out to clients over

and mentor, and maybe relinquishing some

year, which is a range of healthier snacks and

that time. More recently it has seen the

more traditional activities as we hand over to

drinks with niche brands like Love Corn,

implementation of a client business

colleagues that are very capable and give them

Firefly, Huel, Munchy Seeds, Tenzing to name

intelligence reporting system, which

more responsibility around senior decision

a few - planning for that took around six

includes sustainability metrics.

making. It’s easy as a business owner to get

months. It was partly extended by unfamiliar

engrossed into daily business functions. I’ve

supplier practices and the need to do some

house with a software partner. We introduced

been in those situations in the past where you

data building, which took time embedding.

electric vehicles into our fleet from 2023 and

work 14-hour days. What the last few years

Our diversification plan is just one element

added solar installation last year. We also

has taught me is that you can work all the

of our overarching growth strategy. It’s

launched a filterable leaf categorisation system

hours and something happens outside of your

important, but so is focusing on what we

so clients can filter their searches by leaf

control, like Covid, which makes you stop and

already do and who we do it with. We don’t

count, and there’s an explanation as to what

re-evaluate. So, I am focusing on balancing

want to lose sight of that.”

those leaves mean online.

This was something that we developed in

www.dealersupport.co.uk JUNE 2024 [23]

BUSINESS SUCCESS

BUILDING FOR THE FUTURE

We’ve seen an unprecedented increase in client interest for supplier engagement in ESG topics in the last 12 months, which forms a significant part of their decisionmaking process.

Ask yourself at the end of each day, what have we done today to deliver the plan?

When it comes to environmental targets, focusing on local sustainability efforts is

and position themselves for success. We are

business development and strategy. How much

important and something achievable for the

working on our journey to net zero by 2030

time should be spent on each by those key

average business, particularly dealers. By

- that’s the commitment we’ve made. We’re

personnel compared to how much is spent

implementing sustainable practices, dealers

introducing a client rewards program, leading

on each and the results predictably were high

can directly contribute to a cleaner, healthier

to investment in carbon offsets initiatives

in admin, those tasks like HR, compliance

environment for their community. Consumers

and engaging with suppliers that offer

and policy. When we’ve been looking at our

are increasingly environmentally conscious

environmental benefits.”

own growth and rebuilding the team, we’re factoring this into our structure and modifying

and seeking out businesses with those strong credentials. So, taking local action positions you favourably in your market. There’s also cost savings. We found that introducing solar has reduced our energy bills and by switching vehicles to electric vehicles, although we have now more EVs in the fleet, the solar PV system

It seems that attention to detail is paramount for you, ensuring that every plan considers all

angles and is designed to be

adaptable to the changing market environment. What would your

and changing those key personnel roles to allow them to do what they need to – it all feeds into that bigger picture.

Whatever you decide, develop a robust deliverable plan with your senior team, prioritise the most important aspects and get

we have is able to store sufficient energy to be

advice to other industry leaders be?

company buy in, so everyone’s moving in the

able to charge the vehicles.

“It goes back to the challenges we talked about

same direction. Make sure it’s deliverable. We

earlier around unpredictability - I think that

love a Gantt chart to help us make sure we’re

there that businesses can do - invest in energy

dealers need to focus on sales growth and

on track! Ask yourself at the end of each day,

efficient appliances and lighting. Partner with

profitability. The supporting industry partners

what have we done today to deliver the plan?”

suppliers who prioritise sustainable practices,

need to provide robust systems and supply

who source materials responsibly and educate

chains to keep disturbance to a minimum.

that MBM Omega’s focus on rebuilding the

customers about sustainable choices. By

An interesting investigation that we carried out

business with an eye towards sustainability,

taking these steps, dealers can demonstrate

previously was by using a simple management

team restructuring, and strategic

their commitment to sustainability, create

tool to analyse key personnel time allocation

diversification sets a strong foundation

that positive impact in their local community

across three broad areas - admin, growth/

for the future and continued success.

I think there are some easy quick wins out

[24] JUNE 2024

www.dealersupport.co.uk

As we wrap up our conversation, it’s clear

GREEN & ECO

GREEN POWER

Watt’s next: Navigating the path to green-powered offices From small home offices to large, shared spaces, workplaces are increasingly aware of the need to balance operational and energy efficiency. Dealers play a crucial role in helping businesses achieve these goals by providing expert guidance and innovative solutions for creating “green-powered offices.”

W

WHERE IS POWER USED?

orkplaces require a

As small businesses seek solutions that

significant amount

balance cost efficiency with sustainability goals,

To assist customers, the initial step is to

of energy to operate,

dealers have a unique chance to collaborate

assess where energy is being consumed

whether it’s a home

with customers to establish plans for “green-

in the workplace and which products are

set-up, a small

powered offices” using their expert product

responsible for it. Common culprits include

workspace, or a

and industry knowledge. The benefits for

laptops, computers and scanners. However,

large, shared office. Organisations need to

customers are manifold: they can reduce costs,

other items such as kitchen equipment,

keep the lights on, maintain heating and

minimise energy consumption, demonstrate

cleaning devices and even batteries also

power various technologies. This not only

commitment to environmental action and

contribute to energy usage. Once the sources

leads to potentially high bills but also

often enhance the longevity and functionality

of energy consumption are identified, dealers

presents challenges related to carbon

of equipment. So, where should you begin, and

are well-positioned to recommend greener

emissions and energy consumption.

what does the “green-powered office” look like?

alternatives that can effectively reduce

[26] JUNE 2024

www.dealersupport.co.uk

GREEN POWER

Replacing an old fridge or freezer with an energy-efficient model can lead to substantial savings of up to £70 per month

GREEN & ECO

This not only reduces operating expenses but also contributes to a more sustainable environment. ECO kettles that only boil the required amount of water offer another opportunity for businesses to save energy.

With this feature, they can use up to 20% less energy compared to conventional electric kettles. This not only helps reduce electricity bills but also minimizes water wastage, aligning with sustainability goals.

TIMING IS EVERYTHING In reducing energy consumption in the panels instead of permanent installations can

workplace and adopting greener practices for

provide enough energy to power laptops,

powering equipment, timing plays a crucial

printers and workplace lighting.

role. Dealers can guide customers towards

These panels can be particularly useful

lights, taps and heating products equipped with

for remote workers or those on the go, as

user sensors, ensuring energy is used only when

they can connect directly to devices like

needed or when the workspace is occupied.

smartphones, cameras, tablets and portable

Combining light timers with a switch

power banks via USB ports. Solar-powered

to LED lights can yield significant energy

chargers offer another excellent option for

and cost savings. LEDs offer an advantage

reducing electricity consumption, especially

when used with occupancy sensors or

for businesses with limited space such as those

daylight sensors, as they are designed to

working from home or garden offices. While

operate more efficiently than with on-off

many dealers may not be able to offer solar

switching. By investing in products with user

panel installations for entire buildings, it is

sensors and LED technology, businesses can

well worth considering diversifying into solar

minimize wasted energy and reduce their

power sources as an alternative to existing

environmental footprint. Additionally, they

products like power packs and batteries.

can enjoy long-term savings on utility bills,

THE RIGHT TECHNOLOGY Laptops typically consume 85% less energy

making these upgrades both environmentally and economically beneficial.

Dealers play a pivotal role in guiding

energy costs and consumption. Additionally,

than desktop computers, while tablets

businesses towards creating green-powered

they can provide guidance on implementing

use about 70% less energy than laptops.

offices by assessing energy consumption,

energy-efficient practices to further enhance

Therefore, businesses can improve their energy

recommending greener alternatives, and

sustainability in the workplace.

consumption by ensuring workers have the

implementing energy-efficient practices. From

appropriate electrical equipment.

swapping out old fridges for energy-efficient

SWAPPING FOR SOLAR

Dealers play a crucial role in highlighting

models to incorporating solar panels into the

Many businesses are increasingly turning

the long-term benefits of investing in energy-

workspace, every watt saved contributes to

to solar power as a means of powering their

efficient products, despite potentially higher

both saving the planet and reducing costs. With

buildings with renewable energy. What

initial costs. For example, replacing an old

dealers’ expertise and innovative solutions,

they may not realise is that solar power

fridge or freezer with an energy-efficient model

businesses can embrace sustainability while

can also be utilised to power some of their

can lead to substantial savings of up to £70 per

enjoying long-term financial benefits. So, let’s

office equipment. Introducing mobile solar

month on energy bills throughout its lifespan.

eco-power up for a brighter, greener future!

www.dealersupport.co.uk JUNE 2024 [27]

From portable to professional, the Brother scanner range brotherzone.co.uk/scanner-zone

Portable DS-640

Compact

DS-740D

DS-940DW

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USB

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Advanced processing Documents can be instantly converted to editable formats directly from the scanner.

S T R AT E G I C G R O W T H

S U R V I V E , R E S E T, T H R I V E

Approaching strategy: Planning versus preparing REBECCA HOMKES is a high-growth strategy specialist and CEO and executive advisor, as well as a lecturer at the London Business School.

In this excerpt from her book ‘Survive, Reset, Thrive’, she discusses approaching strategy: Planning versus preparing

T

raditional strategic

apply planning versus preparing. Below is

Good beliefs are not guesses or fantasies,

plans involve

a breakdown of how to determine when to

but views about the future informed by

committing to an

apply these with your strategy discussions.

reliable information and judgement that can be tested and changed.

estimate of future results based on

Are you working with beliefs or data?

several “best estimates” of things we cannot

When there are no reliable facts, we need

Is the situation familiar or emerging?

predict such as economic growth, customer

to make decisions based on beliefs. This

Familiar situations tend to have data that

demand and input prices. Plans articulate

sounds scary, especially to companies that

can be analysed, known variables, and

a base option, but it is based on a series of

have invested in data-based systems and

a relatively clear path forward. These

events that are not only unpredictable but

technologies. But we are not ignoring data.

types of uncertainty, lend themselves to a

also often uncontrollable. In uncertainty,

We are instead acknowledging that by the

probabilistic approach, one that combines

we cannot make perfect plans because we

time something becomes a market fact, the

planning—drawing on probability theory—

cannot predict what will happen. But we can

opportunity for developing strategic insight

and a variety of analytical methodologies.

prepare for what could happen.

has passed as everyone knows the same

But when we move to the right, we are

thing. If you want to outgrow your industry,

playing in environments where variables

planning still applies. Leading through

you will at times need to make decisions

are still emerging, such as we saw with

uncertainty is about knowing when to

based on beliefs about the emerging reality.

Brexit, Covid-19, or more recently AI.

There will be parts of the business where

[30] JUNE 2024

www.dealersupport.co.uk

S U R V I V E , R E S E T, T H R I V E

S T R AT E G I C G R O W T H

You will at times need to make decisions based on beliefs about the emerging reality he strongly believed there were fortunes

to capture the opportunities uncertainty

to be made—even though it wasn’t exactly

can provide. Robustness is preparing your

clear how the westward migration would

organization to adapt to change and perform

play out. His injunction was not precise, but

well, continuing to produce results regard-

it was accurate. It was directionally correct.

less of the situation.

Like a ship’s captain he set a good compass

In times of uncertainty, shifting from

heading. When the future is unclear and

planning to preparing helps support

you’re in exploratory mode, setting the

clearer decision-making instead of rash

right general direction is more important

predictions. It involves overcoming both

than setting a precise destination.

hubris and fear to achieve decisiveness and adaptability. It generates knowledge of

Are goalposts fixed or moving?

what is initially unknown, and so creates

Leaders should distinguish between the

learning. And, as I emphasize throughout

times when clear endpoints and related

the book, Thrive companies are those that

deliverables are needed versus rolling

maximize their relative rate of learning.

milestones to achieve further learnings.

This extract from Survive, Reset,

Goalposts are important in strategy, but

Thrive by Rebecca Homkes © 2024 is

sometimes we can only get clearer on

reproduced with permission from Kogan

where they should be as we move and learn.

Page Ltd. Please note this extract has been

While exploring, acknowledge variables

shortened for magazine publication.

are emerging and you will keep learning as In these situations, we should avoid the

you go. As conditions evolve and greater

temptation to plan. Some phenomena are

clarity emerges, tighten the goalposts you

PLANNING VS PREPARING

sudden and unexpected. In other cases,

are aiming for and adjust your pace. Aims

Probabilistic strategy:

the phenomenon is anticipated but the

are important in strategy, but sometimes we

PLANNING

timing and extent of the implications are

can only get clearer on where to set them

Based on data

unclear. These unfamiliar situations require

from acting and learning.

preparing, which is a more exploratory approach, much like navigation in uncharted waters.

Should you pinpoint a

Should you be optimizing

for efficiency or robustness?

Variables are familiar Set destination

Goalposts are fixed

Optimise decisions for efficiency

In a downturn, optimizing for extreme

Exploring strategy:

efficiency may be the right move. We have

PREPARING

destination or a direction?

developed a wide array of tools to help us

Based on beliefs

In 1850, Chicago journalist Horace Greeley

do this, such as just-in-time production and

urged America’s young men to “Go West.”

cost-cutting methods. In uncertainty, being

He didn’t specify a destination, like San

overly indexed on efficiency can sometimes

Francisco or Colorado. He didn’t have to.

hurt you. Instead, you want to optimize for

The West was the land of opportunity and

robustness—still running lean but set up

Variables are emerging Set compass heading

Goalposts are moving

Optimise decisions for robustness

www.dealersupport.co.uk JUNE 2024 [31]

SALES SUCCESS

HERE COMES THE SUMMER

Here comes the summer: 2024 workplace trends With the summer season approaching, businesses are gearing up to adjust their work environments to meet the evolving needs of their employees. Here’s how dealers can assist customers in embracing this summer’s workspace trends to ensure they keep their cool as the weather heats up

A

re your customers

benefits and appeal. From the growing

that this approach can boost employee

ready for the

emphasis on biophilic design, which brings

productivity by 6%, enhance creativity by

summer? As warmer

nature indoors to enhance aesthetics and

15%, and improve overall well-being by up

days approach,

employee health, to the rising popularity of

to 40%. Topping the list of budget-friendly

the atmosphere

coffee shop culture and informal collaboration

office plants are small succulents and hard-

in any workspace

spaces, workplaces are embracing new

wearing plants that require low maintenance.

shifts, often accompanied by the challenge

approaches to meet the needs of the modern

For employees, these plants not only enhance

of fewer staff as people go on holidays

workforce. In this article, we explore the

the visual appeal of the workspace but also

or take more time off. Statistics indicate

different products and strategies that dealers

contribute to better air quality and decreased

that employee absences can increase by

can recommend to customers to help make

illness-related absences.

nearly 20% during the summer months

the workplace more productive and inviting

due to more annual leave being taken and

during the summer season.

childcare commitments for employees. For

Dealers can play a crucial role in assisting customers with adopting biophilic designs by providing products that support

organisations, ensuring workers stay focused

BIOPHILIC BENEFITS

when temperatures rise can be challenging,

Biophilic design remains a prominent trend

such as feeders, watering equipment, and

especially as more employees work from

as more workplaces adopt the practice of

planters. Additionally, they can enhance

home, facing various distractions brought on

bringing nature indoors. With its aesthetic,

the concept of bringing nature indoors by

by the heat.

plant maintenance in the workplace,

wellbeing, and eco-friendly advantages,

suggesting furnishings like shelving that can

In 2024, several prominent trends are

biophilic design integrates natural plant life

accommodate various plants. Since offices

shaping office design, each with its unique

into workspace layouts. Studies have shown

need ample natural light to maintain plant

[32] JUNE 2024

www.dealersupport.co.uk

HERE COMES THE SUMMER

SALES SUCCESS

and informal atmosphere. Customers now

various events and purposes, especially in

seek variety and options, leading dealers

shared or multifunctional office spaces.

to explore diversification into kitchenware,

These adaptable environments promote a

including different types of cups and

dynamic and inclusive work culture that

glassware for various drinks, as well as

encourages innovation and teamwork.

decorative elements such as bright and welcoming lighting and signage. Dealers can

NICELY NOSTALGIC

provide guidance to customers on furniture

As summer approaches, memories of warm

choices such as counters, island worktops,

days, vibrant colours and long-awaited

bars, and storage solutions that can be

holidays come to mind. In workplace

seamlessly integrated into workspace layouts

aesthetics, 2024 is all about nostalgia.

without the need for extensive building or

Popular colour palettes are expected to

remodelling work.

embrace a retro vibe, with soft yellows, blush pastels, and warm peaches and oranges leading the most-wanted lists. Market

Plants not only enhance the visual appeal of the workspace but also contribute to better air quality

research shows that customers are opting for softer, natural textures in workplace décor as well.

The nostalgia trend offers dealers an ideal opportunity to showcase desktop accessories and stationery that complement this aesthetic. Consider notebooks and journals featuring bright, fresh designs and prints, retro chairs, pastel-coloured bins, desktop organizers, and stationery. This trend is especially relevant for remote and home

health, dealers can also offer guidance on

workers who have more autonomy over

placements and layouts to maximise the

INFORMAL COLLABORATION

their work product choices and may want to

benefits of biophilic design.

Meeting areas are evolving from formal

incorporate nostalgic design elements into

to informal, reflecting the shift towards

existing areas in their homes. For businesses

flexible, pop-up collaborative spaces. These

aiming to embrace the retro-design trend,

In 2024, the trends of hotelification and

spaces prioritise flexibility, practicality,

using preloved products is another way

destination offices continue to influence

and efficiency, adapting to the dynamic

dealers can assist customers in achieving their

workplace design, with the coffee shop

needs of the modern hybrid workforce. A

desired aesthetic while promoting a more

culture concept gaining popularity. This

central aspect of this trend is the integration

sustainable and circular economy.

trend involves the emergence of small,

of movable, tiered seating. Small areas

stylish, barista-style coffee bars and guest

incorporating foldout and flexible elements

FAMILY-FRIENDLY

spaces in breakout areas, receptions

like fold-away chairs and tables facilitate the

As many employees juggle work

and meeting rooms. For dealers, this

creation of pop-up meeting spaces.

responsibilities with childcare during the six-

COFFEE SHOP CULTURE

trend presents a perfect opportunity to

Complementary products like soft

week holiday, ensuring the security of work

expand both drink offerings and beverage

furnishings and wall art can enhance these

equipment and the ability to work without

equipment and utensils.

areas, fostering creativity and comfort

distractions becomes crucial. Dealers

for productive collaboration. Informal

can assist in creating a more peaceful

increasingly popular, featuring a range

collaboration spaces often incorporate

and productive environment by offering

of coffee machines, espresso makers, and

flexible or modular components, allowing

products like noise-cancelling headphones

modern, vibrant décor to create a lively

for swift reconfiguration to accommodate

and privacy screens for computers.

Kiosk-style drinks areas are becoming

www.dealersupport.co.uk JUNE 2024 [33]

SALES SUCCESS

HERE COMES THE SUMMER

turned off when not in use. This not only helps

Customers may also find it beneficial to provide employees with movable partition backgrounds, especially useful for remote meetings and Teams calls where a screen can create a barrier between work and family spaces. For delicate or high-value equipment such as laptops, phones and audio-visual devices, as well as sensitive documents, organisations should offer secure, lockable storage to employees working outside the office. This ensures that equipment is safely stored when not in use, keeping it out of reach from potential threats.

Adaptable environments promote a dynamic and inclusive work culture that encourages innovation and teamwork

reduce energy consumption but also cuts down on costs. Dealers can assist by offering different options for multi-purpose digital and IT equipment. Additionally, dealers can promote better hydration in the office by recommending chilled water dispensers and refrigerated water options.

While the British summer may be known for its unpredictability, ensuring work environments are well-prepared and equipped for the warmer months is essential for keeping employees cool-headed. By embracing trends like biophilic design, coffee shop culture, and

FRESH AND NATURAL

informal collaboration spaces, dealers can help

While air quality is often a significant concern

air, fresh water and natural light to enhance a

businesses create in-office environments that

during the winter months due to coughs and

sense of focus and calm.

foster creativity and well-being. Additionally,

colds, it is equally important to focus on air

As the summer months approach,

assisting businesses in anticipating and

quality during the summer when the potential

dealers should prompt customers to inspect

preparing workers for the challenges of

for allergies rises with the pollen count. A

their air conditioning systems and arrange

homeworking while balancing work and

continued workplace trend for this year is

any necessary cleaning or maintenance. To

childcare responsibilities can ensure a more

creating environments that prioritise employee

maintain cooler temperatures in the workspace,

productive and relaxing summer for remote

well-being. This trend focuses on using clean

non-essential electrical devices should be

employees, whatever the weather.

[34] JUNE 2024

www.dealersupport.co.uk

Take complaints off your to-do list The Tork Office Hygiene Package

67% of employees say that they are more likely to complain about a washroom than any other aspect of their office.* Cut complaints by ensuring that cleaning and washroom maintenance are run well and efficiently with the Tork Office Hygiene Package.™ tork.co.uk/officehygiene

*June 2022 Behaviourally – Qualitative and quantitative office segment research with 600+ respondents in North America and Europe.

Tork, an Essity brand.

SALES SUCCESS

W H AT ’ S N E W I N A U D I O V I S U A L

Taking audio visual communication to the next level In the quest to stay competitive, effective communication is paramount. Audiovisual technology has become a key solution for businesses seeking ways to In the quest to stay competitive, effective communication is enhance productivity. We dive into the latest products and technologies, and paramount. Audio-visual technology has become a key solution how dealers can seize the opportunity to help businesses embrace the future for businesses seeking ways to enhance productivity. We dive into there are numerous products, n today’s fast-paced business landscape,and how the latest products and technologies, dealers cannew seize thesystems and technologies effective communication is key to staying ahead available to enhance audio-visual communication and boost business opportunity to help businesses embrace the future

I

and companies are constantly seeking ways

performance and productivity. From effortless wireless setups to full

to elevate their game. To assist customers in

360-degree capture cameras, here’s the scoop on the latest tech that

enhancing their audio-visual communications,

your customers should be aware of.

dealers must leverage specialised product

knowledge that enables them to understand specific business

IMMERSIVE EXPERIENCES

requirements and recommend the most suitable solutions from the

AI remains a focal point in the realm of new technologies,

diverse range of options available in the market.

offering businesses the chance to craft interactive, immersive

While futuristic cutting-edge innovations like extended reality and

experiences for customers. AI software enables organisations to

3D holographic presenters may be out of reach for many organisations,

harness interactive VR applications, bringing projects to life and

[36] JUNE 2024

www.dealersupport.co.uk

W H AT ’ S N E W I N A U D I O V I S U A L

SALES SUCCESS

CAMERA TECHNOLOGY Video is poised to play a significant role in marketing strategies in the future. Businesses are increasingly adopting video to convey brand messages, whether through social media or live webinars.

This presents dealers with a valuable opportunity to help customers enhance their video quality with a range of AV products.

Multi-camera hardware is becoming increasingly popular for marketing purposes in the business world. These setups are particularly beneficial for businesses that livestream events or videos, with many offering the flexibility of remote control via mobile app. Multi-camera packages are especially useful for product demonstrations, providing multiple shots and angles, allowing for close-up shots from various perspectives.

Businesses are increasingly adopting video to convey brand messages

showcasing product ranges and services.

In the world of remote work and video meetings, exceptional

Dealers can assist in creating interactive experiences

visual equipment can be the difference between a productive

by recommending the most suitable software and hardware

meeting and one where tech glitches and grainy screens can

tailored to their customers’ specific requirements. Meeting

make focus difficult. Dealers can highlight the significant

connectivity and power needs might entail upgrades or

advantages of visual equipment that offers a 360-degree view

replacements to existing equipment, underscoring the importance

of meeting rooms and instant focus on individual speakers,

of collaborative efforts between dealers and customers to identify

especially for organisations with larger teams.

the best combined packages.

This presents dealers with an ideal opportunity to provide added

The integration of AI, virtual/augmented reality, and 5G connectivity is poised to revolutionize collaboration and

value by offering upgrades as part of a complete package, including

communication in 2024. Many models feature advanced speaker

installation and product use training. Immersive technology is

tracking, making it easier to focus and reducing distractions from

best understood through experience, so dealers should aim to

background noise. Built-in voice activation technology prioritises

enhance their sales techniques for these products by offering live

the speaker’s voice over other noises like chairs moving or coughing

demos. These demos can showcase how the products can enhance

and sneezing. When introducing customers to new products, dealers

communication and productivity in diverse scenarios such as

can emphasise how these features streamline collaboration and

meetings, presentations and events.

communication, ultimately enhancing productivity.

www.dealersupport.co.uk JUNE 2024 [37]

SALES SUCCESS

W H AT ’ S N E W I N A U D I O V I S U A L

ENHANCING AUDIO Achieving crystal clear audio in meetings and presentations is more crucial than ever, driving an increased demand for high-quality, plug-and-play audio setups. Businesses now have various options for wireless microphones that not only reduce clutter but can also be conveniently mounted on walls and backboards around meeting

Plug-and-play products are ideal for businesses without a set meeting space

rooms, ensuring effective sound pickup from any location where speakers may be situated.

Dealers can recommend microphones to customers that

reception areas, open offices, and interactive workspaces. LED

effectively minimize background noise, ensuring better audio clarity

signs consume up to 90% less energy than traditional sources,

during meetings and presentations. Additionally, dealers can suggest

leading to reduced electricity bills and maintenance costs. Dealers

additional products such as acoustic solutions designed to remove

can showcase these environmental and cost-saving benefits to

distractions like reverb, echoes, or other noise pollution, including

help businesses understand the value of LED displays for their

installing acoustic wall panels made from sound-absorbent materials.

communication needs.

Moreover, to enhance sales dealers can highlight that these plug-

Dealers play a crucial role in guiding customers through the

and-play products are ideal for businesses without a set meeting space,

options available to enhance communication and productivity,

as they are transportable and easily set up and dismantled for workers

from immersive experiences powered by AI to crystal-clear audio

on the move. This portability makes them perfect for remote teams or

setups and environmentally friendly LED displays. Embracing new

businesses operating in flexible work environments where meetings

technology can be daunting, and dealers may feel apprehensive due

can happen anywhere.

to a lack of specialist knowledge. Partnering with tech experts can

LEDS LEADING THE WAY

be an ideal solution, especially those who provide training portals and marketing support to help you, your team, and your customers

In 2024, LED technology is at the forefront of business

understand the latest technologies. By collaborating with these

communication, offering a cost-effective and eco-friendly

partners and adding value through installation services and thorough

alternative to traditional signage. With LED becoming more

product training, dealers can optimise sales opportunities and ensure

affordable, businesses can easily create dynamic displays for

customers maximise their investment.

[38] JUNE 2024

www.dealersupport.co.uk

FINAL WORD

LIVE IT

Why you shouldn’t ‘fake it ‘til you make it’ You’ve likely encountered the saying “fake it until you make it” countless times—perhaps you’ve even said it yourself. However, it’s time to reconsider the true implications of this phrase.

I

mposter syndrome is widespread in the business world. A survey of 1,000 small business owners revealed that 25% experienced feelings of inadequacy. Among these individuals, over half reported anxiety and stress linked to fears

of failure and unfavourable self-comparisons to others.

The study’s statistics reveal that women are twice as likely to experience imposter syndrome compared to men. Additionally, one in ten employees reported having encountered it at least once, with the 25–39 age group being the most affected. Despite this, almost all survey respondents admitted to never having openly discussed this issue or its impact on their professional development.

SELF-FULFILLING PROPEHCIES The phrase ‘fake it until you make it’ is often used light-heartedly to suggest a lack of knowledge in a particular area. However, it sets a dangerous precedent, implying it’s better to fake confidence than to openly discuss fears of inadequacy or shortcomings.

When the idea of faking something becomes ingrained, it often triggers imposter syndrome. People start to attribute their personal success or development to luck or chance rather than their own growth and effort. Essentially, “faking it until you make it” can become a self-fulfilling prophecy. Imposter syndrome can significantly impact both individuals and businesses, leading to debilitating self-doubt, fear of failure and hindering business progress. Studies show that imposter syndrome results in greater

One-in-ten employees have experienced imposter syndrome at least once

procrastination, reduced productivity and employees avoiding opportunities for professional growth.

FACE IT ‘TIL YOU ACE IT

To combat imposter syndrome, businesses should work on

So, the next time you hear someone say, “I’ll just fake it until I make

removing the stigma around openly discussing knowledge or skills

it,” ask yourself: Are they merely being light-hearted? Or do they

gaps, particularly among leaders. We need to change the narrative

truly believe their skills and successes stem from faking competency?

to empower everyone to confront their inner imposter and take

And if you find yourself saying those infamous words, consider

proactive steps to build confidence in being authentic, even if not

swapping out a few letters…because nobody needs to fake it ‘til they

always perfect, leaders.

make it, when they could face it ‘til they ace it.

www.dealersupport.co.uk JUNE 2024 [39]

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Next Generation Shredders

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Welcome

inspiring success in the workplace supplies industry More Shredding.

Zero Jamming.

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The Big Ask: Green & ECO Focus 2024 Industry experts offer their opinions on the sustainability roadmap for 2024 and what the workplace supplies industry needs to prioritise

EDUCATION

AMBER CULBERT

The situation so far and how to find support

STEVE MCKEEVER

NECTERE NEWS SPECIAL

STEVE CARTER

STEPPING INTO THE SPOTLIGHT

Nigel Busby and Helen Colton are helping dealers take control of digital marketing

MADE FOR

TRANSFORMING THE CHANNEL

new products and category trends

RICHARD HUGHES

MARKETING SARAH LAKER

OEMS AND MPS DRIVING CHANGE JAMES DAY ANDREW COWLING

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Strategic layouts, enhanced flexibility and multipurpose functionality.

Discover the top trends of 2024

2020 VISION

MARCH ISSUE

IT PREDICTIONS PHIL JONES DEBBIE NICE LESLEY HOWE

2020 VISION NIGEL BUSBY

Smart, flexible, active: Welcome to workspaces in 2024

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NEW YEAR ISSUE

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Good leaders EVERY KIND need to put OF CUSTOMER

inspiring success

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people first

2020 VISION New products and categories

Sustainable, straightforward, long-lasting products trusted by customers at home and in the workplace for over 100 years; Debbie Nice, interim CEO of BOSS, name, BANKERS BOX® is better in every way. A household talks and a family business since 1917, built on enduring values andleading with integrity manufactured with advanced techniques. Backed by engaging IT PREDICTIONS FOR 2020 omni-channel marketing, effective customer support and a range What to expect for the year ahead intended to make category management simple. They’re much more than just boxes – they’re made for life.

OEMS AND MPS How are OEMS helping sell MPS? DRIVING CHANGE Inside the newly-launched EMPOWERING Go2 YOUNG LEADERS James Day talks about the Leaders of the Future and making a difference

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

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

PHIL JONES Brother UK’s MD talks learning and leadership

FROM BLURRED LINES www.fellowes.com TO CLEAR BOUNDARIES

Underlining the distinction between a separate and designated workspace

LOOKING BACK, MOVING FORWARD: 40 YEARS OF SUCCESS

Lesley Howe celebrates four decades in the world of technology products

MARKETING THE SMALL BUSINESS Why now is MAKING A the BIG time IMPACT

Independent retailer of the year, Sarah Laker, on making your voice heard

TRANSFORMING THE CHANNEL IN 2020 Predictions from Phil Jones

Shred 100% jam free

Shred with optimal efficiency The next level of performance and robust quality from the global leader in shredders.

EXPLORING SUSTAINABLE INITIATIVES

Take our whistle stop tour of eco-initiatives that could help your dealer business

0203 794 8555 info@intelligentmedia.co.uk

POSITIVE, CREATIVE, INNOVATIVE: A 50 YEAR MILESTONE

Chrisbeon celebrates 50 years of thinking outside the box

DELIVERING WHAT’S BEEN PROMISED Steve McKeever’s advice for dealers BREAKING INTO EDUCATION Making your way in ADDRESSING THE ELEPHANT INaTHE ROOM lucrative sector We debunk some of the myths and misconceptions surrounding different materials