INDUSTRY
VENDOR PROFILE
HOME WITH THE RANGE ExaClair helped dealers during the early days of the pandemic thanks to its product range and now, with homeworkers’ expectations changing, the company is evolving its offering to cater for this, including introducing more sustainable products
W
hen the COVID-19 pandemic hit the
enabled us to open the door to a number of new
UK in March last year, and led to the
customer groups; we anticipate this will continue to be
first lockdown, ExaClair Limited - the
an area of strength for us as 2021 develops.”
UK subsidiary of the Exacompta-
As well as supplying traditional markets, ExaClair
Clairefontaine group – was ideally
also look to explore new opportunities, whether that be
placed to help customers who suddenly had to find
with new or existing ranges. “The pandemic has taught
homeworking solutions for their numerous employees
us to be more proactive in these prospects, especially
who had only ever been office-based.
in relation to expanding via online channels,” Lawrence
ExaClair already sold an extensive range of home
explains. “We have found that an increasing number
office products - but the company offered more than
of office product dealers are looking to expand into
that. “In responding to the changes in restrictions
new areas, with some now seeking to capitalise on the
placed upon dealers over the last 12 months, we’ve
working from home ethos by distributing more crafting
become more dynamic in relation to our order
and educational stationery items.”
processing, and have developed more flexible distribution logistics to accommodate the increasingly
WORKING FROM HOME
varied customer delivery requirements which have
Indeed, Lawrence expects the working from home
been influenced by the pandemic,” explains Lawrence
market to continue to thrive in 2021. “While the
Savage, ExaClair’s marketing manager.
demand for products for home schooling is likely to
“With more consumers working remotely, the rise in demand for drop-shipping products also continues to drive current supply chain initiatives. We are now seeing increasing numbers of companies giving extra options for ordering smaller pack sizes, or specialised bundle packs, to satisfy these changes in purchasing behaviour.” DIVERSIFICATION ExaClair has also diversified its product range in response to the pandemic. “We experienced a lot of demand when we first launched our ExaScreen range of PPE during the start of the pandemic and, as this has expanded, we’ve seen it account for over 40% on our growth categories,” says Lawrence. “This diversification
[10] MARCH 2021
www.dealersupport.co.uk
subside, as more children return to attending their educational establishments, with more employees and
