Dealer Support March 2022 by Intelligent Media Solutions

March 2022

Issue 319

inspiring success

Technology trade-up for homeworkers Opportunities for dealers to help upgrade home office technology for increased productivity

PREPARING FOR THE PLASTIC PACKAGING TAX Using non-recycled plastic will come with added costs

BROAD APPEAL Which sectors should you diversify into?

LET’S PUSH THINGS FORWARD Phil Jones looks forward with optimism

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FROM THE EDITOR

A new era

Despite the difficulties the world is currently facing, and has faced, we open the magazine with an air of optimism, in terms of COVID, as Phil Jones looks forward to the future now that COVID restrictions have ended in England. Phil discusses how Brother UK adapted and modernised their operations as a result of the pandemic, with the aim of creating a happier workforce. Not only did the pandemic result in some businesses modernising their operations, it also resulted in dealers needing to diversify their product ranges. We consider if this is something dealers should continue to do now as we enter a postpandemic era and, if so, which sectors could be most profitable. Technology Now that COVID restrictions have ended many businesses are trade-up for now heading back to the office, but mindsets have changed since homeworkers the pandemic began and things that weren’t a priority for employees at the start of 2020 are now at the forefront of many people’s minds as they return to the office in 2022. One of these issues is hygiene; we explore how automating the restocking of hygiene products is likely to grow in popularity over the coming years. Another change delivered by COVID is the switch from permanent office spaces to hot-desking. Activ Business Solutions tell us how they have created a solution for organising hot-desking in small- to medium-sized businesses. We also explore how this reconfiguring of the workplace offers an opportunity for dealers to become experts in advising businesses on how they can rethink their office spaces to promote productivity. For those not returning to the office at the moment, or who are looking to work from home on a long-term basis, we discuss how dealers can help employers upgrade their employees’ home office technology to ensure they are as productive as possible. As always, don’t forget to chat to us on Twitter and let us know your thoughts and opinions: @dealersupport. March 2022

Issue 319

inspiring success

PREPARING FOR THE PLASTIC PACKAGING TAX Using non-recycled plastic will come with added costs

BROAD APPEAL Which sectors should you diversify into?

Opportunities for dealers to help upgrade home office technology for increased productivity

LET’S PUSH THINGS FORWARD Phil Jones looks forward with optimism

Ellie Potter Acting editor

ACTING EDITOR Ellie Potter

CREATIVE TEAM Amanda Lancaster

FEATURES EDITOR Dan Parton

DIRECTOR Vicki Baloch

HEAD OF SALES Matthew Moore hello@dealersupport.co.uk All email addresses are formatted firstname.lastname@intelligentmedia.co.uk

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. Printed in the UK by Buxton Press www.buxtonpress.co.uk Annual subscriptions are available at a cost of £68.00 for UK and overseas by surface mail, £90.00 for airmail. Subscription enquiries should be sent to the address opposite

Intelligent Media Solutions We Work Building, 115 Mare Street, London, E8 4RU Tel: 0203 794 8555 Fax: 0203 794 8554 Email: info@intelligentmedia.co.uk Web: www.dealersupport.co.uk

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MARCH 2022

Contents INDUSTRY 06 NEWS AND VIEWS

The latest news and views from the industry

08 NEWS EXTRA

New rules can address late payment problems

10 LET’S BUILD FORWARD BETTER Phil Jones looks forward with optimism

12 HOW SCANNERS CAN HELP A BUSINESS REACH ITS POTENTIAL

Fujitsu’s latest evolution of its image scanners

14 BROAD APPEAL

Which sectors should you diversify into?

18 A WORLD OF COLOUR AND INSPIRATION Post-it Brand launches 10 new collections

20 AT YOUR SERVICE

Managed services aren’t just about print

22 FILE UNDER ‘SUSTAINABLE’

Exacompta responds to the demand for sustainability

24 PREPARING FOR THE PLASTIC PACKAGING TAX Using non-recycled plastic will come with added costs

DEALER SUCCESS 28 GETTING ACTIV WITH HOT-DESKING Hot-desking solutions from Activ Business Solutions

LEADERSHIP 32 RETHINKING OFFICE SPACE TO PROMOTE PRODUCTIVITY

The pandemic has led to a reconfiguration of offices

34 REIMAGINING THE OFFICE SPACE Nobo’s new range with flexibility in mind

SALES SUCCESS 36 TECHNOLOGY TRADE-UP FOR HOMEWORKERS Upgrading home office technology

38 THE NON-PLASTIC FANTASTIC Marketing non-plastic alternatives

“The goal is to encapsulate the bliss of domestic life and bring it to the office,”

LIVE IT 40 LIVE IT

Take a break and enjoy some lighthearted fun

42 FATHER P. CLIP

The good Father tells us about his IT guy

43 FINAL WORD

BOSS Leaders of the Future conference

INDUSTRY

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

THE MONTH THAT WAS Exertis to support LGBT+ History Month Exertis is supporting LGBT+ History

director and producer, whose work

Month by hosting an exclusive webinar

explores LGBT+ themes. Alexis’

for its employees featuring guest speaker

critically acclaimed show, Riot Act,

Alexis Gregory. The theme of this years’

returns in February to celebrate LGBT+

LGBT+ History Month is ‘Politics in Art’.

History Month.

The webinar will cover topics including the

“We’re really looking forward to

histories of marginalised communities, the

welcoming Alexis as part of LGBT+

story of the Stonewall riots, Alexis’ work as

History Month,” said Jo Lawrence, Exertis’

a writer/performer, and the ways in which

HR director. “As part of our ongoing

non-LGBT+ people can provide allyship

commitment to driving diversity and

and support to LGBT+ colleagues.

inclusion across the business, it’s crucial

Alexis is a playwright, performer,

that every voice is heard and celebrated.”

David Langdown steps down from BOSS Board BOSS Federation has announced that David Langdown has chosen to step down from his position as a member of the Board. David has been an active board member and will be missed by all,

Simon Sanders appointed JGBM director Simon Sanders has been appointed as purchasing director at JGBM, the

BOSS said. He brought a wealth of knowledge and experience to the BOSS

company has announced. After starting in

Board having held numerous high-profile roles within the industry. “David’s

the warehouse at JGBM, many years ago,

contributions to BOSS have been significant and meaningful,” said BOSS

and progressing through the business to

chairman, Simon Drakeford. “His extensive knowledge of the sector, and

manage purchasing, warehousing and

length of service to our industry, has helped guide the federation and I

customer service departments, Simon has

thank him for his engagement and passion.”

now been made a director.

David said that it had been “an honour and a pleasure” to have sat on

Described as being popular with staff,

the board. “BOSS has made some significant progress in that time and now

customers and suppliers alike, Simon has

represents the business supplies sector with clarity, professionalism and

given years of dedication and loyalty to

purpose,” he continued. “I’m happy to have played a part in that and wish

the company.

the board, the federation and its members continued success.”

[06] MARCH 2022

www.dealersupport.co.uk

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

Superstat announce July conference date

INDUSTRY

Smithers joins Victor Stationery Richard Smithers has joined Victor

Dealer group Superstat has announced that its 2022 conference will

Stationery Ltd as sales director, taking

be held on 7 July at the Nottingham Belfry Hotel.

responsibility for all sales across the

The one-day event has long been an industry highlight, with a

UK, Europe and the USA. Richard joins

reputation for connecting dealers and suppliers and providing

Victor following 10 years in the office

a forum to get ideas and inspiration from likeminded people.

products wholesale channel, managing

With dealer-focused sessions in the morning, and a lively supplier

dealers for Spicers and, more recently,

exhibition in the afternoon, the event looks set to build on the

VOW Wholesale.“I am delighted to

success of the last two years - it was one of the few face-to-face

welcome Richard to the Victor business,”

events that took place in the industry at that time.

said Robert Moore, CEO. “His skills and

Dealers and exhibitors can register their interest in attending now

experience will play a significant role in

by emailing events@superstat.co.uk. You can also visit the Superstat

the ongoing strategic development of

website for more information.

the business.” “Victor Stationery is a well-respected company and a pioneer within paper

Midwich acquires Niman

converting through its Rhino and Aisling

Midwich Group has entered a binding agreement to acquire Nimans Ltd and

to be part of the senior management

its subsidiaries from Nycomm Holdings Ltd.

team and to utilise my experience to

Nimans is a specialist distributor of unified communications, telecoms, collaboration and audio-visual technologies. Based near Manchester, Nimans was founded in 1981 and has a reputation in the UK telephony hardware

brands,” said Richard. “I’m excited

provide proactive service and support to customers while growing sales. “I’ve been immersed in the OP

market. In recent years the business has expanded into new markets such as

industry for over 26 years and look

unified communications, VOIP solutions, security and networking; key brand

forward to working with my customers to

relationships include Yealink, Jabra and BT. The company trades with more

understand their needs and come up with

than 2,500 telephony, IT and retail customers, and employs some 200 staff.

solutions that best fit those needs.”

The transaction has been undertaken on a cash-free/debt-free basis. Completion is subject only to FCA approval and expected in the first half of 2022. “Nimans is a long-established business with a great reputation for technical excellence, customer service and logistics,” said Stephen Fenby, Midwich Group MD. “Its traditional telecoms market has experienced significant change in recent years, bringing with it new revenue opportunities, which the company has developed strongly, in areas such as unified communications, video-conferencing, security and networking. “Midwich continues to grow its UC offering and Nimans brings further opportunities to the group, in terms of skills in new product and technology areas, service offerings to the trade, a large new customer base and new vendor relationships. “I believe that the combined skill sets and capabilities of Midwich and Nimans bring a unique offering into the market with the ability to provide complex solutions involving multiple technologies. I look forward to welcoming the whole Nimans team into the Midwich Group.”

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

INDUSTRY

THE MONTH THAT WAS

NEWS EXTRA New rules can address late payment problems Late payments of invoices can be a serious worry for small businesses - but new rules being implemented from April could help to address this problem

here are many things that keep small

meeting operating costs, servicing debt or paying employees

business owners awake at night but,

and suppliers. Indeed, 50,000 businesses collapse every year

for 71% of them, it’s money worries

because their clients fail to settle invoices on time, according

that leave them tossing and turning,

to figures from the Federation of Small Businesses and this is

according to research from QuickBooks.

‘damaging Britain’s prosperity and threatening jobs,’.

QuickBooks’ research also found

“Late payments threaten the survival of small businesses, so

that the average British business is owed £31,055 in late

it is heartening to see the introduction of new procurement rules

payments; altogether, it is estimated that British businesses

that assess the speed of bidders’ payments,” said Liz Barclay,

have had £23.4 billion of invoices left unpaid over the last

Small Business Commissioner. “The government has recognised

year. However, 2022 could be the year this problem is finally

the problems caused by late payments; now the private sector

addressed. On 1 April new rules come into force that require

should do the same by measuring details of the time taken to pay

businesses to pay 90% of invoices within 60 days, or risk being

invoices as part of corporate ESG measures.”

excluded from public contracts. Using this data, companies bidding for government

LOCKDOWN BLUES

contracts must submit details of any payments of interest

The Federation of Small Businesses has warned that the

for late payments over the previous 12 months - as well as

‘£23 billion late payment crisis’ has deepened during the

providing an explanation for the delay in paying the invoice

pandemic, with 62% of small businesses facing late or frozen

along with ‘an outline of what remedial steps have been taken

payments since the COVID-19 lockdowns began.

to ensure this does not occur again’.

Catherine Douglas, managing director, SME, at The Co-operative Bank, welcomed the new rules; she believes they will help to address this issue. “The statistics around late

Late payments threaten the survival of small businesses

payments are startling,” she said. “Yet it is important to look beyond the numbers and look at the human side of this crisis, which is affecting millions of hard-working people across the UK and having serious impacts upon their lives. “We’re now working very closely with the wider industry to find solutions to this problem. The banking sector needs

A policy note detailing the new rules also contains a

to come together to support small businesses with tools and

recognition of the ‘importance of prompt, fair and effective

strategies which directly address this challenge. There is no

payment in all businesses’. The Small Business Commissioner

single way to improve this because the needs of businesses

has been surveying companies in order to understand the

are very different, so they need a variety of options and

extent of the problem; results of this study will be released

services that are appropriate.

later in the year. There are about 55.5 million small businesses in the UK,

“We appreciate that small businesses are too busy working hard and earning money to perform cumbersome

with 75% having no employees except for the owner; when

admin tasks, which is why we’re steering them towards

invoices go unpaid, small companies can face challenges

technological solutions.”

[08] MARCH 2022

www.dealersupport.co.uk

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The Warehouse is the NEW Office

INDUSTRY

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

Let’s build forward better With the worst of the pandemic in the past, Brother UK’s managing director, PHIL JONES, is looking forward with optimism, and conscious of how it has changed businesses for good

ith COVID restrictions repealed,

normalised, so you need to make your office a destination

businesses across the land are focusing

where people think, ‘It was worth my effort coming here

on growth once again, and Brother is

today. I love the new lounges, I have great energy and I see

no exception - but rather than ‘building

people I enjoy working with. I can make hybrid Team calls,

back better’, as the Prime Minister

the wifi is good, I have great coffee.’

is fond of saying, Phil Jones would rather ‘build forward

“It’s about making sure the business is fit-for-purpose

better’.Let him explain. “None of our businesses are the

for today - that we have the right systems, that the culture

same; the economy isn’t the same, the working culture

is digital first, that we understand that the role of the office

isn’t the same, so the way the industry operates isn’t

has changed and that the people who work for you have

going to be the same. Let’s build forward, learning from

changed expectations about their relationship with you

our experiences through the pandemic, and be better

and what they want from you as an employer.

businesses and employers now, with happier workforces.” For Brother UK, this process began internally. As well as implementing a hybrid working policy, the company has invested in recent months on modernising its operations.

“Businesses that haven’t changed their working environments, or introduced hybrid working, are going to be in trouble as people will leave because of that. “Our organisational value proposition has been refreshed deliberately to keep up-to-date with the market.

“We totally redecorated, introduced new working

These are all learnings from the pandemic. If you listen to

areas, lounges and hybrid meeting environments because

your people, you pick all this up – they should be telling

the commute has to be worth it now,” says Phil. “The

you what they expect of you as an employer. The key thing

commute is now a pain for people, whereas it used to be

is to make some movement as fast as you can.”

[10] MARCH 2022

www.dealersupport.co.uk

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

INDUSTRY

For example, one of the most important changes Brother UK made after its employees started to return to the office was to upgrade its wifi routers. “We are a big corporate but our wifi wasn’t designed to have 100 people concurrently on video in the organisation as well as all the usual network usage and, as a result, our network was groaning,” he says. “These are the hidden things that can trip you up.” The issue was addressed quickly – going back to

Let’s build forward, learning from our experiences through the pandemic, and be better businesses and employers now, with happier workforces

Phil’s point that he doesn’t want coming into the office to be associated with pain for employees. “We got

much with the traditional OP industry which, in my view,

the wifi routers upgraded and updated quickly and

is a missed opportunity for them.”

the issue went away.” Another change was in accommodating hybrid

There are plenty of other opportunities for manufacturers and resellers, too, as we move to a post-

meetings, given that not everyone is in the office at

pandemic economic phase. Phil notes that the market

the same time. “Previously, we would sit on laptops

for home printers is still active and will continue to be as

in separate places, which would create issues of noise

homeworkers replace existing models or look to upgrade.

feedback and noise pollution; that has been fixed with virtualised Teams environments,” he explains. General noise pollution was another problem – busy

INNOVATION EVERYWHERE It has also led to innovation in how products are packaged,

offices can be noisy places, especially with multiple people

Phil says. “It’s not just about new products but also the

on calls. This problem was solved by installing acoustic

commercial wraps around them. We launched EcoPro

pods. “People can sit in them to have a Teams call and

in the pandemic, which provides a subscription-based,

shut the door and keep the noise out,” Phil says.

sustainable print solution. Individual customers pay monthly and the printer that come to them is a refurbished one. The

RESELLER OPPORTUNITIES

customer uses it for as long as is needed and they can send

Phil adds that these adaptations all present opportunities

it back to us; we then refurbish it again and send it back out.

for resellers. “Trying to find acoustic pods was a real

It is full life-cycle print service as all the consumables are

pain – there was so much desk research needed because

included. It is still a printer, but presented in a subscription-

they weren’t easy to find. I literally found somewhere and

based model - taking our managed print services model

placed a £15,000 order through someone I connected

and bringing it down to a single user, making it easy for

to on LinkedIn asking for a quote. I have never met a

them to buy with a sustainability play wrapped around it.”

salesperson, or seen the company! “All these things we have done about re-equipping

As with employees, customers have changed, and resellers need to look at how they do business and go to

the office – soft furniture etc – a lot of the OP industry

market. “We have seen quite a big shift in how people buy,

wasn’t supplying many of these items. With soft

for example, with more home delivery, and you have to

furnishings we wanted a certain look, and some of the

respond to all of that shifting customer expectation.

catalogues weren’t supplying the look we wanted, so

“As well as the product there are the services and

we used places like made.com, where the furniture is a bit

commercial proposition that we have been constantly

more lifestyle orientated. We spent lots of money - but not

reviewing, refreshing, rebooting and relaunching.”

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

INDUSTRY

SPONSORED ARTICLE

How scanners can help a business reach its potential FUJITSU recently launched the latest evolution of its image scanners with the fi-8000 series designed to make data and document management more efficient and cost-effective

usinesses are

to can easily access them. This thinking

‘no compromise’ commitment to quality,

accruing more data

underpinned the development of Fujitsu’s

and the fi-8000 series is no exception.

and information than

fi-8000 series.

The value this range delivers is built

ever before - but

upon four key pillars; market-defining REDEFINING SCANNING

quality, trustworthy technology, real-

using it to derive the maximum value, is

The fi-8000 series has been built on the

world productivity and long-term

something that businesses can struggle

trusted foundations of the fi-7000 series,

strategic advantage.

with, preventing them from achieving

adding in the latest technology - 32

their full potential. However, if they can

new patents pending - for increased

GAME-CHANGING

collate and store their information and

functionality and delivering sustainable

‘CLEAR IMAGE CAPTURE’

data effectively, it can be used to bring

solutions for the future.

For instance, image quality is always

organising it, and

value and, in the longer-term, deliver a competitive advantage. To do this, businesses need to use high quality scanners that can accurately scan documents and then process and store them effectively so all those who need

[12] MARCH FEBRUARY 2022 2022www.dealersupport.co.uk www.dealersupport.co.uk

There are six models in the fi-8000

important, and all the Fujitsu fi-8000

range: the fi-8150, fi-8170 and fi-8190 ADF

devices come equipped with new Clear

models, plus a flatbed and ADF version of

Image Capture technology, which

each – the fi-8250, fi-8270 and fi-8290.

surpasses the capabilities of existing CIS

Fujitsu has become a market leader in the scanner sector because, in part, of its

or CCD. Fujitsu’s Clear Image Capture ensures industry-leading OCR accuracy

SPONSORED ARTICLE

INDUSTRY

automated capture of data to help their organisations become more intelligent as

European organisations find the amount of data they must manage a challenge

they undergo digital transformation. We know from our Fujitsu Image Scanners Organisational Intelligence Research Report that European organisations find the amount of data they must manage a

rates, and the ability to capture the

passports can be captured easily through

challenge. We have, therefore, enabled

widest range of documents.

its Intelligent Sonic Paper Protection and

integration with a range of business tools

patented Image Monitoring technology –

and solutions through our PaperStream

even when labels or photos are attached.

software and, for more bespoke

Fujitsu’s engineers were able to enhance resolution, reduce line distortion and prevent the colour

The Fujitsu fi-8000 series is designed

requirements, we offer a dedicated Co-

shift that is a common problem with

to deliver maximum uptime and real-world

standard CIS. This means fi-8000

productivity gains thanks to enhanced

scanners can deliver image quality at

multi-feed detection, which prevents

OPPORTUNITIES FOR DEALERS

least comparable to, or even better than,

misfeeds and jams and can capture up

The fi-8000 series present a range of

CCD - with the added benefit of using

to 90 double-sided pages per minute.

options for dealers and an opportunity

significantly less power.

With the Overscan Control function

to shift the conversation away from

automatically adjusting the scanning

debating prices and toward establishing

software – which optimises images and

area to prevent image loss on slightly

business value – what the product brings

cleans up both foreground characters

skewed documents, users can eliminate

to a customer.

and backgrounds – the fi-8000 series

the need for rescanning, and ensure

delivers industry-leading OCR accuracy

uninterrupted operation.

In combination with PaperStream IP

rates for data that will be extracted

creation Service.”

This allows dealers to be part of the customer journey at a much earlier stage, helping them to lay out the vision of what

and fed into subsequent workflows and

REDEFINING THE BENCHMARK

they want to achieve in the business,

processes. CCD technology continues

Delivering value for money alongside

which establishes much a clearer path to

to be used in the flatbed scanners

what businesses need for immediate

defining which technology would be best

since it delivers a better depth of field

and forthcoming challenges in data

to make this a reality for them.

for bound documents that cannot lie

management is what has driven the

For more information on the Fujitsu

fully flat against the glass.

development of the range. “By redefining

fi-8000 range dealers can watch the

the benchmark for what’s possible in

launch video and access a wealth of

RELIABLE AND VERSATILE

terms of real-life throughput and image

content including videos, imagery

The range’s innovations deliver the

accuracy the Fujitsu fi-8000 series sets

and a sales deck through the PFU

highest levels of reliability, reduces power

new customer expectations as to the

portal: https://partner.imaging-

consumption and consistently provides

quality and efficiency of their information

channel-program.com/prm/English/s/

the perfect feed, thanks to state-of-the-

capture,” said Hiroaki Kashiwagi, President

assets?collectionId=36129

art Automatic Separation Control.

and CEO of PFU (EMEA) Ltd. “This, in

turn, delivers better decision-making, Embrace digital can handle mixed batches from 20gsm competitiveness and long-term strategic transformation to 465gsm, as well as passports, cards advantage for businesses. and booklets up to 7mm thick. with Indeed, “Crucially, users can scale the Fujitsu Document Scanners The fi-8000 series is also versatile; it

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

INDUSTRY

DIVERSIFY OR SPECIALISE

Broad appeal Many dealers diversified their product range during the pandemic, but is it something they should continue to do and, if so, which sectors could prove profitable?

hen the first COVID lockdown was

remaining a ‘master’ of office supplies/stationery in the

announced two years ago dealers were

old product context is a possible pathway to heavily

faced with a large drop in their revenue

reduced volumes and perennially thin margins – and,

overnight, but many businesses quickly

therefore, probably not a route to success.”

moved to establish new product

So diversification should remain an important

lines – especially PPE – helping to cover the loss of their

option - for instance, dealers can think about supplying

traditional business due to offices being closed.

to warehouses and manufacturing facilities, which are

Many experienced success this way and now, as

often attached to offices. “This can open up many more

we move to a post-pandemic economic phase, further

opportunities for the office supplies channel to provide

diversification could bring greater revenues - although

a wider portfolio of ‘supplies’ and not just traditional

Steve Plaistowe, business development manager at

stationary,” says Steve. “‘Diversification’ can be as simple

Spectrum Industrial, admits that this is not a ‘silver

as just providing a product that their customer wants.

bullet’. “It’s been said many times that diversification is

“A great example of the potential to diversify product

the key to survival, but questions remain over how to

ranges is to get involved with the site safety market. As a

diversify, what ranges, what markets, what resources and

natural add-on to existing in facilities categories such as

what skills are required?

PPE, workwear, tools, janitorial etc, site safety is regulated

“An often-used expression is ‘Jack of all trades,

and driven by the HSE; it is a regulatory requirement

master of none’, which suggests the opposite of

for all organisations, meaning there is a need for this

diversification, but post-pandemic realities suggest that

product, and will always be.”

[14] MARCH 2022

www.dealersupport.co.uk

DIVERSIFY OR SPECIALISE

INDUSTRY

EMBRACE TECHNOLOGY Another sector that traditional office supplies companies should look to diversify into is technology products, says Raj Advani, commercial director of Exertis Supplies. “In any office, even at home, you have your filing system, pen, paper, calculator etc., but you also have a laptop, keyboard, mouse,” he says. “If you are in the office you

‘Diversification’ can be as simple as just providing a product that their customer wants

probably have some sort of flat screen on the wall, a projector; with hybrid working you might have a Teams room, a follow-me camera so you can walk around the

“It isn’t difficult to sell a laptop, keyboard or a

room to join meetings, and you have a mobile ‘phone.

projector,” he says. “If they don’t know what to ask,

For me, office supplies isn’t just traditional stationery; it’s

there are people they can ‘phone at Exertis - and also

everything you use in the office.

other wholesalers and manufacturers - and we will

“I would advocate that office products dealers, if

tell them what they need to ask. If they are selling a

they don’t already, look to sell more technology products

projector, we can tell them the questions to ask; how

- those that have embraced technology are selling a

big is the room, how many people will use it, does it

broader range of products. What dealers must remember

need to be ceiling mounted etc. Then they can come

is that if they aren’t selling a product to a customer,

back to us and we can recommend the right product.”

someone else is. It’s a need that isn’t going away.”

Peter Cowan, procurement director at Data Direct, agrees. “It’s important to work with a distributor

HELP AVAILABLE

that will fully support you on your journey, working

Raj notes that some dealers can be daunted at the

in partnership to deliver on each other’s needs and

thought of diversifying their product mix, bu he

expectations,” he says.“Markets are changing so

believes they shouldn’t be, as these products can be

rapidly in terms of how, when and where we work, that

easily sourced and there is plenty of help available for

sticking to just the old core is not right or relevant.”

those moving into new markets.

However, diversification shouldn’t be indiscriminate,

www.dealersupport.co.uk MARCH 2022 [15]

INDUSTRY

DIVERSIFY OR SPECIALISE

Peter warns. “Customers better understand a distinct proposition rather than a ‘jack of all trades’ or those selling a peculiar mix of products and services,” he says. “The role of the dealer is to maximise their relationship with their customer base and bring products and services that add value

Resellers should be continually adapting how they go to market

to their businesses. “A great example right now is the demand that end users have for efficient air cleansing to ensure

features are important to them? What are they trying

the office/classroom is safe for staff/pupils. Using a

to achieve?’ Understanding how your customers work,

focused distributor, backed by global brands and

and how they use the products you’re selling them,

pedigree, a dealer can be the valuable conduit to

will help to inform what you choose to stock and how

providing end-to-end benefit to their customers.

you present it. “Resellers should be continually adapting how they

PRODUCT EVOLUTION

go to market as well, and be agile with their offering,

Elisabete Wells, regional marketing director, UK &

introducing new products monthly or quarterly, at

Ireland at ACCO, adds that while diversification is a

the very least. Manufacturers’ e-catalogues are being

must, dealers don’t necessarily need to completely

updated regularly, so switching these new products

change direction. “They don’t have to go from

to ‘live’ as soon as they’re available makes it easy to

selling pens and staplers to selling high-tech security

keep your offering fresh. Showcasing new products

systems, but there needs to be a serious assessment

prominently on your website, presenting them as

of how the market is changing and how they can cater

customer-relevant solutions, and using lifestyle images

to it,” she says. “They should ask themselves things

and videos makes it as easy as possible for your

like, ‘Do my customers want or need a pack this size?

customers to find the types of products that meet their

Do they want it in a different colour or design? What

needs and help them achieve their work goals.”

[16] MARCH 2022

www.dealersupport.co.uk

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INDUSTRY

SPONSORED ARTICLE

File under ‘sustainable’ As sustainability becomes an increasing priority for customers, EXACOMPTA has responded by launching two new innovative office filing and accessories ranges

very year 10 million tons of plastic

of recycled and sustainable materials, without compromising

waste ends up in the oceans, which

on the quality that customers are accustomed to. These new

is equivalent to one truckload every

selections are now being released in the UK through ExaClair.

minute. The figures are stark and, understandably, concern for the

MAÏA

environment is becoming a priority for governments and the

The Maïa range takes used plastic items such as punnets, yoghurt

public alike around the world, as are ways of reducing the

pots and bottles, which are then ground into flakes before being

amount of plastic that ends up in the oceans.

converted into granules. Tinted and embossed polypropylene

The same is true of office supplies manufacturers and the

sheets are then extruded from these granules to produce the Maïa

Exacompta Clairefontaine group – of which ExaClair is the

filing products. The polypropylene is pearled and embossed with

UK arm – has been devising ways to cut its use of plastics in

matt and bright effects on honeycomb patterns and the range

its products for well over a decade now, as well as reducing

of colours has been adapted to match evolving filing trends – for

the company’s carbon emissions and waste, and increasing

both home and office – and designed to appeal to all people,

the use of recycled materials across its ranges.Exacompta

young and old.

recently launched the Maïa and Teksto office filing and accessories ranges, which are made from significant amounts

[22] MARCH FEBRUARY 2022 2022www.dealersupport.co.uk www.dealersupport.co.uk

During a year more than 800 tons of post-consumption recycled plastic are used in this process, which equates to a

SPONSORED ARTICLE

INDUSTRY

reduction in carbon emissions of 150 round trips between Paris and New York. Items within the Maïa range are accredited with the Blue Angel label, which is the environmental certification for those conscious of making ecologically-aware purchasing decisions. The Maïa range features several products across an assortment of colours. These include A4 elasticated three-flap

45% said their purchases are influenced by the use of eco-friendly materials

folders, filing boxes with a 40mm spine, display books with transparent crystal pockets, semi-rigid A4 ring binders, A4

DEVELOPING TREND

lever arch files, multipart files, expanding files with 13 sections,

The trend for environmentally sustainable products is only

conference files and even multi-compartmental pencil cases,

going to increase in pace as Generation Z – people aged 20-25,

which are made from recycled water bottles (rPET).

who are known to be highly engaged with environmental issues – increase their spending power in the marketplace.

TEKSTO

For instance, a 2021 survey by online marketplace Depop,

Meanwhile, the revolutionary Teksto range does away with plastic

and consultancy firm Bain & Company, of 2,000 Generation Z

content entirely by adding a vegetal coating to materials sourced

buyers in the UK, US and Australia found that sustainability is a

from sustainably managed forests in the production of its high-

key concern for them. Of those surveyed for the Futureproof:

quality filing products.

How Gen Z’s empathy, awareness and fluidity are transforming

Teksto is another great example of how to optimise

business as usual survey, 90% said they had made changes

resources. Up to 25% of the Teksto range of filing products are

to be more sustainable in their daily lives, 60% said their

made from production offcuts that have been reintegrated into

choices are influenced by a brand that is working to reduce

the manufacturing process of making new card, which means

its environmental footprint, and 45% said their purchases are

that Exacompta’s overall waste is reduced. The products are

influenced by the use of eco-friendly materials.

then finished with an innovative vegetal coating, which gives a

Generation Z are making these choices in all their spending

protective, water-resistant finish as an alternative to the more

decisions, whether on fashion choices, or in the workplace

traditional lamination methods.

on office supplies. “With the increasing awareness among

The Teksto range includes the first display book with a cover made from card, rather than plastic. In addition to featuring detachable materials - and without

customers of the imperative to be environmentally friendly, these new ranges from Exacompta do just that,” says Lawrence Savage, Marketing Manager at ExaClair. “The company has

metallic rivets to ensure easier recycling - this cover reduces the

a long-standing commitment to reduce the carbon footprint

product’s share of plastic waste from 10% to 60%, depending

of its products and increase their sustainability; the Maïa and

on the capacity. Other products in the Teksto range include

Teksto ranges are just the latest part of that.

elasticated three-flap folders, filing boxes with a 40mm spine,

“Customer demand for items that can form part of a

lever arch files, two- and four-ring binders, 18-part expanding

circular economy is driving manufacturing innovations more

cases and three-flap multipart files – all of which come in a range

than ever and, as production operations continue to advance

of contemporary colours.

in the coming years, there’s no doubt that we will see the

Another thing that hasn’t been compromised on in these FSC® or PEFC™ certified products is their recyclability; it would rather defeat the object to use a coating that couldn’t be recycled

release of even more high-quality, sustainable products throughout our brands.” For more information on the

– and so, thanks to the manufacturing processes involved, when

Maïa and Teksto ranges go to www.

the filing products have reached the end of their working lives,

exaclairlimited.com, or contact the

they can be taken, pulped and made into something else.

sales team on 01553 696600.

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

INDUSTRY

P L A S T I C PA C K A G I N G TA X

Preparing for the plastic packaging tax The upcoming introduction of the plastic packaging tax means that using non-recycled plastic will come with added costs – but manufacturers and dealers are prepared for this

ressure has been increasing on

a broader market scope for recycled plastic, providing

manufacturers to reduce their use of

companies with a financial stimulus to collect and recycle

plastic in recent years, as consumers

packaging rather than disposing of it – all of which

seek ever more sustainable products,

supports a more circular economy and a wider move to

and a new tax on plastic packaging is

greater sustainability. Whether it will have an impact like

focusing minds to cut plastic use even further. The plastic packaging tax will be introduced on 1 April and will see a tax of £200 per tonne levied on any plastic

that of the 5p charge on single-use carrier bags, which resulted in plastic bag sales at major supermarkets falling by 86%, is yet to be seen.”

packaging that does not have a minimum of 30% recycled content. If companies manufacture or import packaging

PREPARATION

they will need to take steps to establish their status within

Manufacturers have been preparing for the introduction

the tax. Companies that manufacture or import more

of the tax by devising ways to present, pack and supply

than 10 tonnes of plastic in 12 months will have to register

products without compromising the security or stability

and keep additional records to calculate and pay the tax

at the point of sale or in transit. For example, Pentel

if they are the company performing the last substantial

has recently replaced its key blister cards with a range

modification before filling, packing and labelling.

of plastic-free packaging made from 100% recyclable

Businesses impacted in the sector are preparing for the

cardboard. “Moving away from conventional blister cards,

tax and its implementation is involving costs for businesses

with their single-use plastic, is the right thing to do for

such as creating the reporting frameworks needed to

the environment, but it’s not without its challenges,” says

complete tax returns, storing suitable records and training

Pentel’s marketing manager, Wendy Vickery. “The obvious

employees, according to BOSS Federation.

benefit of the plastic bubble is that it affords full product

“The plastic packaging tax should definitely reduce the quantity of plastic polluting the ocean, being transported to landfill, or incinerated,” says Martin Eames, BOSS SUP

visibility to the consumer - which is a real advantage in those precious few seconds at the point of sale. “When we do find it occasionally necessary to use

Forum chair. “Incentivising companies to make use of

plastic – for example, in wallets to hold heavier products

plastic with 30% and higher recycled content will establish

– we use recycled material, which exceeds the minimum

[24] MARCH 2022

www.dealersupport.co.uk

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INDUSTRY

P L A S T I C PA C K A G I N G TA X

requirement set out in the plastic packaging tax. As we develop new products and packs in the future Pentel will use sustainable packaging materials and methods to meet the needs of our customers and end-users alike.” Stuart Seymour, European sales and marketing director at Hopax Europe Ltd, says that plastic is used to

The supply chain has the opportunity to increase sales revenues

package most products because it is the least expensive option. “So, it became inevitable that there is an extra cost to change to another form of packaging material,”

their packaging converters and paper mills to invest

he explains. “If consumers can accept an additional

in R&D and develop new, innovative, plastic-free

premium for greener packaging, the supply chain has the

solutions. This includes the development of new water-

opportunity to increase sales revenues.

based coatings that result in sustainable, compostable

“Since the spotlight has been turned onto plastic

and recyclable materials.”

packaging, the biggest impact has been importers requesting the weights of plastic used to package every

REDUCING IMPACT

sales unit. This leads to the question, ‘Is it necessary

For Ian Whitcombe, packaging product manager at

to wrap each pad, or will the market accept a larger

Antalis, the key is to examine where and how plastic

pack size?’ For example, a pack of 12 pads without the

is being used. “One of the most heavily used plastic

individual pad wrapper; such a development could reduce

products for businesses involved in packaging and

plastic usage, while increasing order values.

distributing goods is stretch film, which is frequently

“Manufacturers may see the trend towards the reduced

over-used,” he says. Antalis recently introduced plastic

use of plastic packaging as an opportunity to make

packaging tax-exempt films. “It’s worth stressing,

positive change. There are benefits to differentiating their

however, that whatever film is being used, whether tax-

range from competitors, while offering the market options

exempt or not, using the correct film for the machine,

– for example, packing boxes made of recycled card, and

and having it calibrated correctly, can help reduce

shipping cartons made with recycled cardboard. Thus, the

usage and avoid waste,” he says.

products and packaging are ‘plastic free’. “Dealers should make customers aware of these

“This tax could prove very costly for businesses that aren’t prepared. Fortunately, there are options

benefits; the product and packaging are sustainable,

office resellers and dealers can explore to minimise its

recyclable and environmentally friendly, enhancing the

impact on their businesses and help their customers

impression that they are an ethical supplier.”

mitigate the risk too.” These include: reducing use, using recycled plastic

GLOBAL TREND

packaging containing at least 30% recycled plastic and

Dr Liz Wilks, EU director - sustainability and stakeholder

switching to paper-based products – if, for example, a

at APP - notes that governments, including Canada,

dealer uses plastic-based void-fill, they could look to

USA and in Latin America, are all passing similar,

switch to something like the Fillpak TT system in which

plastic-related, legislation to the UK and Europe.

fan-folded kraft paper sheets are crumpled to form

“Companies need new, innovative solutions to meet

filling material. They can also speak to their packaging

these new demands – ones that are functional and

supplier, which may offer free audits and advice on how

sustainable,” she says. “They are working closely with

to manage plastic packaging use.

[26] MARCH 2022

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DEALER SUCCESS

ACTIV BUSINESS SOLUTIONS

Getting Activ with hot-desking ACTIV BUSINESS SOLUTIONS has created a solution for organising hot-desking in small to medium-sized businesses – and its creator believes it can generate other opportunities for dealers to make money

he pandemic forced

to have so many people in the office and

many business owners

making breakout spaces instead.

to rethink their office

“That traditional, white/blue collar

spaces, as hybrid

factory, work environment where most

working and social

people eat lunch at their desk, where they

distancing became the

don’t have somewhere to walk away to, is

norm. Some have looked to reconfigure their

declining,” Michael says. A lot of people

workspaces, putting in more meeting rooms,

have realised they want to make the office a

breakout spaces and areas for online meetings.

more appetising place for people to drive 30

Michael Lowes, managing director

minutes there and back.”

of Activ Business Solutions, has seen this trend develop since the second lockdown.

RISE OF HOT-DESKING

“It was then that we started doing lots of

As a result of these reconfigurations,

reconfiguration of offices – moving desks

and the growth of hybrid working, some

and making a space where people wanted to

managers have decided to take away the

come back to, giving them confidence to do

traditional desk assigned to a particular

so,” he says.

person and implement a hot-desking policy

People are still making significant decisions – downsizing, but into a nicer environment, or upscaling if they have done well, or repurposing and planning not

[28] MARCH 2022

www.dealersupport.co.uk

– which makes sense if people are not regularly in the office. While hot-desking in these circumstances has its advantages, it also

ACTIV BUSINESS SOLUTIONS

DEALER SUCCESS

brings with it a burden of administration to ensure that people have a desk when they require it. To this end, Activ has developed Desk Booker, a system for people to book hot desks. While desk booking systems are nothing new, the vast majority are aimed at corporates, and the larger end of the SME market, Michael says. This is where Desk Booker differs, as it is targeted at SMEs with about 25-60 employees.

People are still making significant decisions “Early last year I was thinking about what the roadmap looks like. Clearly, we weren’t going back to the office full-time and a lot of my clients were moving to smaller premises or changing their facility. So I started talking to developers to help me with a product that allows hot desk booking.” Michael explains that the user and admin parts of the system are based on familiar scenarios. Booking a desk has been designed to give a similar experience to that of booking a cinema ticket – in that, rather than choosing a film, you choose a desk, then the location, and date,

www.dealersupport.co.uk MARCH 2022 [29]

DEALER SUCCESS

ACTIV BUSINESS SOLUTIONS

followed by a 2D layout of the office space

a dealer if the administrator starts moving

where you can reserve a specific desk or

furniture in the layout plan. “An email is sent

meeting room. The administration of the

to the dealer saying there are changes in the

app is based on Windows Explorer, with

office layout of the company. This highlights

simple drop-down boxes.

the opportunity to get to the front of the

“The hot desk rebooking system, as an idea, is in a crowded market, but the product isn’t available in the office supplies space,”

queue for any discussion that goes on about buying new furniture or equipment. “I found this previously in the industry

If you are not in the furniture conversation early, you are not going to get the work

says Michael. “We aren’t reinventing the

– if you are not in the furniture conversation

wheel with this; we are looking to give access

early, you are not going to get the work. It

to an industry.”

doesn’t mean you have to be a designer, but

is currently driving growth in the business.

you do need to be involved at the earliest

Michael says he has seen an upturn in

MORE THAN JUST ADMIN

possible stage to be in with the best chance

business in recent months, noting that many

Indeed, Desk Booker is more than just

of winning the business. This product

business managers are still deciding what, if

an admin system. “It also helps clients

is about creating new relationships, and

anything, to do with their workspace. “There

to understand the return on investment

opening doors that weren’t there before.”

are a lot of positive leads and conversations

It is the furniture and interiors side that

coming from those who are active in the

of their real estate, from an information

space,” he says.

management perspective” he says. “For

OPTIMISTIC FUTURE

example, if they have an office with 20 desks

This move into technology is a new strand

that are only populated 62% of the time,

for Activ, which Michael set up with his

prospects for the sector in 2022. “There

what else could they do with that office?

brother five years ago. Michael has a long

will still be some trepidation in the market

Could they downsize or repurpose? Or, if it

history in the sector – sandwiching in a stint

because it has been two really hard years,

is at 96% capacity, could they uplift? It gives

in medical insurance and financial services.

but it is clear people are making their way

the dealer true information to go to an FD

The company, traditionally, focuses on

Indeed, Michael is positive about the

back and, as a reseller, it is about identifying

or MD and show what office usage really

providing furniture and interior services

where the product and service areas are that

looks like.”

to offices and workspaces, with traditional

we can make a profit from and engaging

office supplies a part of that.

with the market as much as we can.”

Michael adds that a flag comes up for

[30] MARCH 2022

www.dealersupport.co.uk

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LEADERSHIP

O F F I C E C O L L A B O R AT I O N S PA C E S

Rethinking office space to promote productivity The pandemic has changed how some people work and employers are now reconfiguring their workspaces to cater for this. Dealers have an important role to play in advising them to get the right space for their needs ne of the long-lasting

while technology allowed co-workers to

with personal stowage readily available.

effects on business of

engage and stay in touch, physical interaction

“Integrating plants into storage is a fantastic

the pandemic is how

is still essential; it’s difficult to create good

solution, especially in more open plan spaces,”

it has changed how

working relationships with people you’ve never

she says. “As well as screening colleagues from

people work, with

met in person. There is a trend for designing

intrusion, and adding to focus, if they’re used

hybrid arrangements – working some time

the workplace to promote a lasting sense of

in long runs, or open shelving units, they can

in the office and the remainder at home –

wellbeing – wellness of mind and body leads to

be mood-boosting and relaxing as well as good

becoming commonplace.

productive, engaged and healthy employees.”

for the environment, air quality and acoustics.”

A knock-on effect of this has been to

Zoning areas of the workspace is an

change the purpose of the office; it is becoming

HOME FROM HOME

important part of this. “From welcome

more of a destination, rather than where

‘Resimercial’ design - a portmanteau of

spaces to focus areas, collaboration hubs to

people go every day and, as a result, many

residential and commercial - is another trend

private meeting booths, ensuring your space

employers are reconfiguring their office

that has gained momentum, adds Yvonne.

is designed with the activity in mind is what

spaces to cater for this. “Workers are using

“The goal is to encapsulate the bliss of domestic

zoning is all about,” Jeanine says.

digital tools that allow them to do their jobs

life and bring it to the office,” she says. “It

remotely, reducing the need to spend all day

blends home elements into the contemporary

zoning, ultimately, comes down to basic

in the office,” says Yvonne Partridge, business

workspace, with textures and materials that

human factors and understanding that the

development director at Bi-Silque. “Others are

evoke a sense of comfort – an environment

design of the space will constantly evolve.

demanding more areas for collaborating, and

where people enjoy spending time reduces

Flexibility is essential; give yourself room to

less individual desk space. Future workplaces

stress and promotes productivity.”

adapt your space. You could introduce tables

must convey these new working standards, which is a challenge - but also an opportunity. “During lockdown people rediscovered the importance of human connection and

[32] MARCH 2022

www.dealersupport.co.uk

Jeanine Goddard, creative director at

“The core thing to remember is that

and chairs that are on casters so you can move

Bisley, agrees that workspaces should be

them around quickly, have optional dividing

designed as more of an extension of home, with

walls, or utilise stacking or flexible furniture.

the use of warm lighting, textiles and textures,

“The goal should be to create spaces

O F F I C E C O L L A B O R AT I O N S PA C E S

that are functional, comfortable to work in,

of space. They can reinforce the businesses

and make people want to be there; they must

brand, motivate and inspire employees and

encourage communication, collaboration and

instil a positive culture as well as creating a

genuinely beneficial face-to-face interaction.”

huge impact on people visiting, very much benefitting the business.

SIGNS OF THE TIMES

“For example, signage is the easiest way

LEADERSHIP

There is a trend for designing the workplace to promote a lasting sense of wellbeing

Steve Plaistowe, business development manager

to make a good first impression. When people

at Spectrum Industrial, adds that office spaces

enter your building a strong sign with your

are also being transformed into working

business name and logo looks professional

showrooms - and signs and graphics can help

and puts customers at ease that they are in the

to achieve this. “Every business wants their

right place and are dealing with an established

advising customers on office redesigns,

workplace to look good but, when it comes to

company. You can also make your reception

helping to ensure they have the right space

decorating offices, most businesses think about

aesthetically pleasing with wall graphics

for their needs and that it contains all the

paint colours, furniture and layouts; signage

featuring attractive advertisements.”

right furniture and technology to ensure

never crosses their mind, but it can enhance the

the business is as efficient and productive

environment,” he says. “Signage and graphics

CONFERENCING FACILITIES

as possible. Dealers should adopt a

can create an amazing interior space for

Meanwhile, hybrid working is changing the

consultative role.

customers which incorporate creative designs.”

way meetings are conducted and, as a result,

According to Steve, offering signage and

“It’s clear that if companies make the

how meeting rooms are configured, says Jeff

right investment and the right choices they

graphics, as well as furniture and such like,

May, UK sales director at Konftel. “Hybrid

will have a strong platform for sustained

can increase the overall value of a project and

working is here to stay and, as a result,

and sustainable growth. There are many

increase a dealer’s margin. “By adopting a more

SPONSORED

Reimagining the office space Many people’s idea of what the workspace should look like has changed over the pandemic – and Nobo has responded to that with a new range designed with flexibility in mind

fter two years of our lounges, dining

together and throwing out ideas. Capturing these thoughts

tables and bedrooms pulling double

as they happen is crucial for putting the pieces together, and

duty as our workspaces, our idea of

whiteboards, noticeboards and flipcharts provide the perfect

what the working environment ‘should’

catch-all to facilitate this. Nobo’s traditional wall mounted

look like has certainly changed. Just as

options provide a stylish fixed solution to more permanent

we’ve flexed the spaces of our home to

designated meeting areas, while solutions such as the new

fit our needs, the office needs to flex to meet the new ways

Move & Meet range draw on the flexibility that staff have

of working that staff will adopt as part of hybrid working

come to value by allowing them to turn any space into a

models. The challenge now is understanding those needs and

meeting room. The collaboration systems in the range are

equipping your customers with workplace solutions that are as

equipped with lockable castors for easy movement between

dynamic and adaptable as the staff who will occupy them.

locations, allowing teams to capture inspiration wherever it may strike. The mobile base holds up to four removable

INVITING AND REWARDING

double-sided whiteboards or notice boards, providing 8x the

Many businesses will rightly be looking at ways they can make

surface area for writing and collaboration.

their workspaces inviting and rewarding places that staff actually want to spend their time in. Therefore, office refurbs

MULTI-PURPOSE PRODUCTS

will be high up on the agenda, with employers introducing

Open plans with flexi-space will become popular in the new

new furniture, lighting and tools to make their workplaces

office, allowing staff to use their workplace however they need

more functional and comfortable. The new office needs to

to. For the times when separation is desired, Nobo’s Move

add value that remote working does not. Now that staff know

& Meet boards can be used to create specific zones. For

just how much can be accomplished independently from

example, the boards can be wheeled in to divide the room

home, it is likely that the primary value-add of the office will

into an impromptu meeting area with the whiteboard side

be to facilitate the type of collaboration, communication,

available for notes, or a social area with the noticeboard side

and brainstorming between teams that cannot be as easily

exposed to share any important updates.

accomplished virtually. Some of the best actions stem from teams sitting

As we begin to shape what the future workplace will look like, there needs to be an intentional focus on the types of products that are introduced during refurbishments or redesigns. Products that can serve multiple purposes will be highly desirable to the decision-makers responsible for delivering these design projects and meeting these needs should be top priority for resellers. To learn more about the Move & Meet Range, visit: https://www.noboeurope.com/ en-gb/collaboration/move--meetcollaboration-system/

[34] MARCH MAY 2021 2022www.dealersupport.co.uk www.dealersupport.co.uk

Got it.

Make any space a collaboration space.

The New Nobo ‘Move & Meet’ mobile whiteboards means nowhere is off limits anymore within the office. Those important brainstorms and collaborative meetings can now take place anywhere and at anytime. Nobo be clear.

www.noboeurope.com

SALES SUCCESS

TRADING-UP TECHNOLOGY

Technology trade-up for homeworkers With hybrid working here to stay there are opportunities for dealers to help employers upgrade their employees’ home office technology to ensure they are as productive as possible

hen the first COVID pandemic lockdown was announced, two years ago, many office staff became homeworkers overnight; they needed equipment – and fast – to be able to continue their work. They bought technology that was seen as a temporary

solution, as nobody then knew how long the pandemic would last. Fast forward two years, and homeworking, or hybrid working between home and office, is now the norm for many employees – and, as a result, they are looking to upgrade the technology in their home workspaces to ensure they can be as productive at home as in the office. “Over the past two years companies have had to reconsider how and where their employees should work, and this shift has provided dealers with the opportunity to upsell technology accessories,” says James Pittick, director, B2B Indirect Sales, Canon UK & Ireland. “As hybrid workspaces continue to evolve, partners will need to re-examine their product portfolios and services to ensure they are meeting customer needs; those partners that can assist customers, whether they are working from home, the office, or another

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TRADING-UP TECHNOLOGY

environment, will find the most opportunities for upselling. “Being able to understand what customers need to achieve their goals as they work remotely is important, so resellers must look to build strong customer relationships where possible to gain insights they can act on. Effective hybrid workspaces mean more than individual devices, software or services; customers require an ecosystem of technologies and services that provide

SALES SUCCESS

we also know that the trend for improving

Resellers can shore-up customers’ vulnerabilities by delivering needs-based assessments

solutions to support their changing requirements.”

home office tech will only continue,” he adds. “Reaching this point successfully will require continual management and upgrading of workers’ tech. Switching customers to managed print service contracts, which have flexibility and scalability built-in, presents fertile ground for resellers looking to expand revenue streams further.” Kevin Dobson, product manager at Epson UK, adds that many homeworkers will be looking to bring the optimised functionality

IT PRIORITIES

of the office to their home environment. “These homeworking needs

James adds that, as hybrid working has evolved, demand has grown

can range from sustainable print, dedicated scan, or even wide

for home printing devices and personal scanners. “This has created

screen projection for a more immersive engagement over Teams or

several challenges for IT teams who are now having to manage a

Zoom,” he says. “The opportunity for dealers is therefore to provide

greater number of home use devices, while ensuring data integrity

accessories that are suitable for the home workspace, but that match

and device end point security are maintained,” he says. “Because of

the needs and demands of the modern workforce.

this, we’ve seen an increasing demand document workflow solutions

“Cost savings, increased productivity and reduced environmental

and cloud solutions, which help provide secure management and

impacts are USPs that everyone wants to see in the technology sector

precise reporting on printing usage.”

[and] delivering all these without compromising the other benefits.”

Russell Brown, head of sales – SOHO business unit at Brother UK, agrees that IT managers must prioritise ensuring staff have

CLOSE CUSTOMER RELATIONSHIPS

everything they need to work as productively at home as they can in

Kevin adds that Epson has an indirect sales channel that relies on

the office. “This hangs on remote employees having access to office-

its dealers to echo key messaging to the customer. “Customers

grade equipment, such as monitors, headsets and even chairs,” he says.

share a similar reliance on dealers to offer quality homeworking

“This presents a fantastic opportunity for resellers to upsell. But we found that almost half of IT decision makers intend on giving staff greater autonomy over tech decisions as they shift their businesses to

solutions that are optimised for their needs, rather than focusing on profitability,” he says. Jeff May, UK sales director at collaboration device manufacturer

permanent hybrid working models. So, dealers may need to cast nets

Konftel, agrees that it’s important for dealers to have a close

wider to make the most of these new sales opportunities.

relationship with their customers to help advise on what they need

“Dealers and their customers will also need to work more closely to mitigate the risks that come with workers acquiring their own tech. Namely, reduced cost-efficiency and threats to network security.

for home/hybrid workers. “This will be an ongoing trend over the course of the year and beyond,” he says. Another trend will be for collaborative technology, such

Resellers can shore-up customers’ vulnerabilities by delivering needs-

as online conferencing facilities, with the aim of providing

based assessments, which will also help to identify what individuals

faster responses to sales opportunities, higher quality customer

may need to improve their home set-up.”

interactions and better support for partners and employees, he

Russell adds that Brother UK is seeing greater demand for hybrid

adds. “Increased productivity can be also generated with more

working solutions such as inkjet printers with a compact footprint

efficient meetings, easier collaboration and less travel time.”

but deliver the quality, quantity and speed that workers are used to in

Businesses are also looking to buy more webcams for those working

the office, meaning productivity remains high.

from home, compared to standard companies.

“We know that just 13% of IT leads expect their firms’ employees to be in the office on a full-time basis beyond the next two years, so

“It’s clear there are many opportunities dealers can embrace,” Jeff says.

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

SALES SUCCESS

M A N U FA C T U R E R S ’ A D VA N C E S I N P L A S T I C R E D U C T I O N

The non-plastic fantastic Manufacturers are making advances in reducing their use of plastic packaging and providing a range of alternatives – and assisting dealers in how they market this

he plastic packaging

we will see more regularly include paper and

by doing this, and there will be, potentially,

tax comes into force

cardboard. We have seen companies consider

changes within suppliers.”

in April, bringing

cutting out single plastics, such as plastic

charges for using

straws, and using recyclable materials instead,

products, such as packing peanuts, used in

plastic packaging

such as paper, and packaging such as R-PET,

packaging, rather than Styrofoam. “We should

that doesn’t contain

There will also be more biodegradable

which is up to 80% recyclable, will become

see more natural materials being used as

at least 30% recycled material [see more on

increasingly popular. Instead of single use

substitutes such as cotton, soy silk and sand,”

this on p24]. In response, manufacturers and

of paper, companies may consider printing

Kayla says. “Companies have already started

dealers are looking to reduce the amount of

directly on to products, for example. At DCI,

to invest in options such as edible packaging,

plastic used in packaging by using alternatives.

we use R-PET packaging and we now print

alongside packaging that offers the choice of

onto cartridges, not placing any more materials

reuse. A lot of plastic alternatives tend to be

inside the packaging.”

raw and natural materials, manipulated for the

“In the upcoming months we will see a shift in what types of recyclable products and packaging businesses will use,” says Kayla

Kayla expects that, over time, plastic

Hubbard, sales and marketing executive at

content use will reduce thanks to companies

DCI. “Businesses will be considering using

using more recyclable alternatives. “We will

SHREDDED CARDBOARD

biodegradable and natural alternatives or

see more sustainable practices and changes to

Mark Harper, head of sales, UK&I – office

recyclable plastics.

production processes,” she says. “We expect

technology – at HSM, adds that more

to see more companies wanting to cut costs

businesses are looking to use recycled

“Common types of recycled packaging

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use of things such as packaging.”

M A N U FA C T U R E R S ’ A D VA N C E S I N P L A S T I C R E D U C T I O N

SALES SUCCESS

shredded cardboard as packaging, rather than plastic-based alternatives such as bubble wrap, which are difficult to recycle. To this end, he has seen a six-fold upswing in the number of businesses buying profipack machines, which shred cardboard, in the past few years. “Shredded cardboard is economical and environmentally friendly;

We should see more natural materials being used as substitutes

it means businesses are not paying to send their waste away,” he says. “We have seen a massive increase in its use in recent years.” He adds that using recycled cardboard as packaging filler can help to reduce breakage as

send 1,000 mailers out to general office products mailing lists,” he says. Kayla agrees that it is important to

people are happy to use lots of it. “People don’t

market how products and companies

skimp on it, as it is seen as a free resource,” he

are reducing plastic use, or providing

says. The other advantage he points to is that

alternatives, but is mindful that this, too

the packaging material can be recycled again

needs to be sustainable. “Marketing is largely

and, therefore, stays in the chain.

dominated by digital platforms and this

Mark sees the trend for using profipack

is a sustainable marketing practice,” she

continuing in 2022 and beyond, especially

says. “There is a lot of help for marketing

among retailers and dealers that don’t have

in channels such as social media, blogs and

enough cardboard waste to justify the

websites. These are all marketing materials

spend on a cardboard bailing machine that

where they are not only sustainable, due to

can cost at least £5,000 for a small model.

being intangible - they also give readers the

“Often profipak is used as an alternative

chance to have dwell time.

to bailing when your volumes aren’t high

“Website and blogs are good chances to

enough to justify a bailer, so you convert it

offer a deep insight into a company as they

into packaging.”

can be more personal. Businesses can use other marketing practices, such as mailings

TARGETED MARKETING

which use recyclable materials, if digital

Mark says that dealers could add profipack

marketing is not the route for them.”

machines to their product portfolio but, due

Rosie Brown, trade marketing executive

to the niche nature of the product and its

at Durable UK, notes that some companies

cost – up to £3,500 for larger machines – it

have a dedicated customer portal designed

requires a targeted selling approach. “It

to help dealers and resellers understand

doesn’t sell itself; you need to have an idea

their products and maximise their

which customers to talk to,” he says. “If

potential. Durable is one such, with its

you send a mailer out to an office product

Blue Angel range, made from 80% recycled

mailing list – with law firms etc on it - it

materials; it repurposes existing plastic

doesn’t work as they don’t know what it is.”

material in such a way that new products

Instead, dealers can send out a pack –

are created. “This portal is updated with

including a sample, case study, press release

any new enhancements and asset updates,

and the like – to businesses that might be

including images, web banners and product

interested. “I would rather send 30 of those

information about all our ranges to make it

out to people who have warehouses than

as easy as possible to use,” she says.

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

LIVE IT

TEABREAK

LIVE IT Life hack Want ice cold wine that isn’t watered down? If you add ice cubes the wine becomes diluted as they melt; luckily, there is a trick that will cool your wine and keep it tasting just as great - it looks lovely, too! All you have to do is add frozen grapes to your glass. They immediately cool down the drink without diluting the liquid.

A marathon challenge

THUMBS UP!

A mother-of-three is running the equivalent of 76 marathons in a year to raise money for a children’s charity, BBC News has reported. Lindsey Thurlow, from Swindon in Wiltshire, has already raised more than £3,000 for Make-A-Wish UK, which creates life-changing wishes for seriously ill children. “On

CAPTION COMPETITION

the bad days I think of those children and tell myself to get on with it,” she said. She hopes to complete the 1,986-mile (3,196km) challenge by April. Lindsey, a keen runner, decided to take on the challenge after hearing that the Make-A-Wish charity was in desperate need of money. “There are some amazing wishes - anything from getting a bucket to go to the seaside, to meeting their idol,” said Lindsey. She chose her target figure to mark 1986,

TWEET CAPTIONS TO @DEALERSUPPORT

which was the year the charity granted its first wish in the UK.

Quote of the month Do not go where the path may lead; go instead where there is no path, and leave a trail. Ralph Waldo Emerson

[40] MARCH 2022

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TEABREAK

Did you know?

LIVE IT

In 2004, on the island of Flores in Indonesia, a team of Australian and Indonesian researchers discovered the remains of a hobbit-sized human, one that stood no more than a metre tall.

Are we living in a hologram? The laws of physics demand that we cannot see through a black hole’s event horizon; it is fundamentally impenetrable - even light cannot escape it. However, in a new study, a physicist from the University of Michigan has proposed a technique to do just that, and his findings could help solve one of science’s most challenging

PUB QUIZ

1. The Spanish Civil War started in 1936 and ended in which year? 2. Which two students founded Google in 1998? 3. In 1870 the Third Republic is declared in France after which leader was deposed? 4. Which US President had the middle name Milhous? 5. The horror of Guernica was portrayed in a painting by which artist? 6. How many notes are there in a musical scale?

problems, Sky News has reported. The

1. 1939 2. Larry Page and Sergey Brin 3. Emperor Napolean III 4. Richard Nixon 5. Pablo Picasso 6.7

study, published in the journal PRX Quantum, even adds weight to the theory that the universe is a hologram; this idea has been misinterpreted

Knock me down with a feather

as the theoretical physics equivalent of Plato’s Cave, which is an ancient

Polly wants a camera

allegory about mankind’s inability

As reported by Sky News, a thieving parrot offered

to truly perceive reality. This misunderstanding is, perhaps, partially

a remarkable birds-eye view of a national park in New Zealand after picking up a GoPro camera and flying off. A family were having a rest during a trek when the parrot was filmed swooping down, picking up

due to the popularity of films such as

the device and making a swift getaway. The camera kept on filming as the

The Matrix - but the theory, formally

bird flew high above the tree-covered hills of the Fiordland National Park in

known as ‘Holographic Duality’, is

Te Anau. The feathered fiend was a kea parrot, a species which is native to

actually a mathematical model wth the potential to reconcile one of science’s

the park and known for its curiosity. After the brief aerial tour, it placed the camera down on the ground and gave it a close inspection before losing interest and flying off.

greatest conundrums.

www.dealersupport.co.uk MARCH 2022 [41]

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 All offices have that IT guy that comes to save the day, with none of us having a clue how they fixed our computers, right? Well, the good Father certainly does... very so often something goes wrong with our emails, or the software, or the general computers in the office, and that’s when someone automatically puts a call through to the IT guru and man of mystery called Bob Sturgess. Mrs O’ Reilly, who looks after our distribution, warehousing, HR, EORI numbers and catering, called him the other day when one of the letters in her keyboard came out. Instead of just ordering a new keyboard we ended up paying Bob’s usual high fee for him to tell us to order a new keyboard. He arrives at the office carrying a Star Wars light sabre, adjusts his Scooby Doo tie, orders a coffee, opens his laptop and sits looking at it - usually for most of the day - while the staff tip

[42] MARCH 2022

www.dealersupport.co.uk

toe around him for fear of interrupting whatever it is he is doing. We’ve grown not to ask him what the problem was, or how it was fixed, because whatever he has done will make no sense to us whatsoever and too much of that information has caused some members of our staff to hyperventilate and collapse on the spot, while Bob continues his explanation unperturbed. Bob has been around for a long time, and I reckon there are very few office supplies dealers who haven’t been confused, at one time or another, by what he’s done to their system. At the end of the day, he always fixes the problem and gets a round of applause from everyone in the building - but I often think that it would be great if he shared a bit of his knowledge in normal, simple terms. Perhaps that’s how IT people really

make their money; if we all knew what they were doing we could do it ourselves. Maybe it’s really simple and they know that if they were to explain it they would be out of a job... maybe their real talent lies in making up new words and objects. We’ve got a new software system that Bob recommended under the explanation that it would make things simpler and easier for everyone. It hasn’t; it has made things more difficult and longer to do. We can’t really tell him that, though, for fear of looking stupid and receiving the famous withering look we’ve all got from an IT person who finds it really easy and can’t understand why the rest of us are so thick. Thank goodness, though, for Bob and his ilk; wouldn’t things be more boring and simpler without him?

FINAL WORD

BOSS Leaders of the Future Conference: keynote speaker announced BOSS has announced Anna Hemmings MBE as the keynote speaker for their upcoming BOSS Leaders of the Future Conference

Anna Hemmings MBE, Resilience & High Performance Specialist, Leadership Coach

ATTENDEES WILL LEARN: •

Th e importance of clarity of direction and a unifying purpose

•

SALES SUCCESS

Th e power of authentic

he BOSS Leaders

psychology of high performance, regularly

leadership

of the Future

working with CEOs and senior leaders

and building strong relationships

Committee are

and speaking to companies such as P&G,

delighted to

Deloitte, Sony and Unilever.

announce their keynote speaker as

•

presence even when you’re not in

At the peak of her career, Anna was diagnosed with chronic fatigue syndrome

H ow to develop leadership the room

•

E ngaging and motivating teams

Anna Hemmings, MBE, resilience and high

and was told by medical experts she might

by understanding what drives us

performance specialist, leadership coach, two

never race again. She battled her way to

and others

time Olympian and six time world champion.

full recovery and went on to win a further

•

three world titles and compete at her second

HIGH PERFORMANCE SPECIALIST Anna is Britain’s most successful female

Olympic Games in Beijing 2008. Anna will explore the ‘resilient leaders

B uilding confidence to navigate through uncertainty and change

•

M anaging perspective and staying focused on what is important.

marathon kayaker with a staggering 11

elements’ model, drawing on her own

World and European Championship medals,

journey as an Olympic athlete, world

to the ‘Resilient Leaders Elements

nine of them gold; by 24 she had been world

champion, entrepreneur and expert in the

Lite’ assessment to provide them with

champion three times and competed at the

field of resilience to reveal the behaviours,

an insight into their areas of strength

Olympic Games. She is now a recognised

actions and strategies that leaders need to be

and development in relation to the

specialist in the field of resilience and the

resilient and deliver outstanding results.

four elements of resilient leadership.

Every delegate will receive a link

To find out more about the conference – scheduled for 31 March

Attendees will learn...how to develop leadership presence even when you’re not in the room

– or to book a place, go to: Leaders of the Future Conference 2022: Sustainable Leadership – people, planet and you (britishprint.com)

www.dealersupport.co.uk MARCH 2022 [43]

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

Dealer Support March 2022

Articles inside

TECHNOLOGY TRADE-UP FOR HOMEWORKERS

LIVE IT

FINAL WORD

THE NON-PLASTIC FANTASTIC

REIMAGINING THE OFFICE SPACE

FATHER P. CLIP

LET’S BUILD FORWARD BETTER

NEWS AND VIEWS

AT YOUR SERVICE

HOW SCANNERS CAN HELP A BUSINESS REACH ITS POTENTIAL

PREPARING FOR THE PLASTIC PACKAGING TAX

RETHINKING OFFICE SPACE TO PROMOTE PRODUCTIVITY

FILE UNDER ‘SUSTAINABLE’

GETTING ACTIV WITH HOT-DESKING