FM Guide - Dealer Support November 16

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NOV 2016

WHE R E THE RE’S MUCK TH ER E’S M O N EY How can dealers capitalise on the legal requirement for businesses to recycle waste?

In the bag The benefits of selling quality

Emerging stars The key FM products for 2017

Tea time Discover some facts about tea drinking

An absorbing tale We reveal a great sales opportunity

FM GUIDE

QUESTION TIME

A word from our sponsor Debbie Nice, category director, facilities supplies category, VOW

Welcome to the latest Dealer Support FM Guide

W

e’ve undoubtedly seen a lot of industry

for running a business to make sure that customers’ needs

and worldwide changes this year, but our

are catered for. Now, more than ever, dealers are able to sell

love of selling facilities supplies continues

a more varied range of items to the end users and become

to be relentless and is going from

even more relevant.

strength to strength. Irrespective of new and emerging product trends across the

VOW is pleased to be supporting the Facilities Management Guide again and remains committed to working

globe, we can always be sure that people will want to drink

with industry leading suppliers and developing the product

good coffee and that they will continue to buy loo rolls!

range in conjunction with the needs of the workplace end users.

I’ve worked in the office products industry for over 30

We are continuing to see double digit growth in the facilities

years and have seen a reassuring evolution of products

supplies category and we welcome dealer feedback on further

stocked by the wholesalers. The dealer community has

range development and marketing needs. Thank you to all our

always been very good at embracing change and looking for

vendors and suppliers for your support in 2016 and we look

opportunities to add value with products that are essential

forward to working with you in the new year ahead!

Did you know?

30 million

£117bn

40%

The number of working days lost due to work-related illness and workplace injury every year, according to HSE.

The predicted value of the facilities management market in 2017, according to Market & Customer Insight.

The reduction in toilet paper consumption when businesses use single sheet dispensers versus jumbo rolls, says Tork.

[38] NOVEMBER 2016

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FM GUIDE

RECYCLING

Where there’s muck there’s money

Regulations require businesses to separate recyclable materials from other waste which creates opportunities for dealers to sell relevant collection and separation products.

AUSTIN CLARK provides answers to the key questions

[40] NOVEMBER 2016

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RECYCLING

I

n 2015, new UK

estimated that up to 80% of the contents of

waste regulations

our dustbins could be recycled or composted.

were introduced

Recycling in the workplace plays a

requiring businesses

fundamental role in helping to solve our

to separate recyclable

overall national waste problem. By doing so,

material – including

businesses can make significant cost savings

paper, plastic, metal and glass – from other

and turn waste into a resource. Currently, in

waste. This amendment to the EU Waste

most workplaces, the real cost of waste is often

Framework Directive was designed to

between 5 and 20 times the cost of disposal,

ensure improvements to the quality and

depending on the size of the company.

quantity of recycling across the UK.

Reducing the volume of waste sent to landfill

Despite the regulations having now been

FM GUIDE

and increasing the amount we recycle will not

in place for nearly two years there’s evidence

only contribute to a greener environment but

that some businesses are not adhering to them.

it will also help businesses to economise.

Those businesses which need to introduce collection and separation policies, along with those already doing it, provide an opportunity for dealers to sell relevant products. Think

THE IDEAL PRODUCT

coloured recycling bins, trollies/holders for

The Slim Jim Container from

these bins, labelling solutions and coloured bin

Rubbermaid Commercial

bags, to name just a few.

Products is a great example of a product that can be sold to

WHAT EXACTLY DO THE

organisations looking to beef

REGULATIONS MEAN FOR

up their recycling activities.

BUSINESSES? In a nutshell they mean dry recyclable waste

The product delivers the

produced by businesses (paper, plastic,

durability needed for

metal and glass) is collected separately from

commercial environments

other waste, such as food. The paper, plastic,

combined with innovation to

metal and glass that’s collected doesn’t

increase worker productivity.

need to be separated into different streams

The four venting channels

by law, although some commercial waste

make removing liners up to

collection companies do provide discounts

80% easier than traditional

if businesses can separate them.

containers and integrated cinches allow for quick, knot-

WHY DOES RECYCLING MATTER?

free liner changes, helping

Waste is a big problem. Every year, billions

to get the job done more

of tonnes of waste is created by households,

efficiently.

offices and schools. Too much of this material is still being sent to landfill sites or being

Different coloured containers

incinerated even though the best solution to

and specially-created recycling

reduce our environmental impact is to recycle

signs are available, along with

and compost as much of our waste as possible.

dedicated liners – allowing

On average, each person throws away

dealers to pick up ongoing

seven times their own body weight (about

consumable business too.

500kg) in rubbish every year yet it has been

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FM GUIDE

RECYCLING

WHAT ARE THE BENEFITS TO

1. Analyse needs

BUSINESSES?

Work out how much recyclable

When it comes to waste separation and

material is produced and what sort

recycling there are a number of business

of waste it is – for example, every

benefits that dealers can sell. These include:

employee generates approximately 75

Businesses can profit from recycling.

examples include A4 cut paper, plastic

management by recycling can make a

cups, cardboard, packaging and

significant difference; it’s estimated that

postal products.

businesses lose up to 4.5% of annual DID YOU KNOW?

kg of paper waste in a year. Possible

Reducing the financial cost of waste

turnover through avoidable waste.

Identify contractors who pick up recycling waste.

It can also help to secure a sustainable

Over a quarter of companies who recycle

future for our world. Staff can be encouraged

2. Set objectives

at work say they have

to consider the environment by reducing

Measure the volume of each single waste

saved space by having

waste in the workplace and recycling

designated areas and

more. There are probably more recyclable

clearly labelled containers/

materials in the workplace than any other

bins for specific materials.

environment. Simply by applying the same

Define if recycling will be a profit centre.

Over a third of businesses

recycling standards in the workplace as we

Track volume trends, track material

that recycle say it has

do in the home, such as separating recyclable

improved their reputation

waste streams, we can meet local community

within the local

and European waste management targets.

type.

Negotiate with contractors who pick up recycling waste.

trends.

Measure these results against main objectives.

Get buy-in from management.

community.

Making new products from recycled materials

Reducing the financial cost of waste management by recycling can make a significant difference

requires less energy than producing products from virgin materials; recycling aluminium cans into new cans requires 95% less energy than processing bauxite ore into aluminium.

Recycling one tonne

3. Choose products and implement recycling Choose appropriate recycling collection products.

Identify key areas for recycling points and put up adequate signage.

Ensure staff know about the recycling scheme by running a launch event.

This can include training sessions or demonstrations of the service.

Continually use existing

of aluminium saves

communication channels to promote

seven tonnes of CO2

the recycling scheme such as emails,

being emitted into the

HOW CAN A BUSINESS SET UP A

atmosphere. One tonne

RECYCLING PROGRAMME?

of CO2 is equivalent to

A great way for a dealer to sell the relevant

Businesses can make significant cost savings

emissions produced from

products is to assist companies in the

and turn waste into a resource by following a

driving 2800 miles.

creation of a recycling programme. Here’s a

few simple procedures – and dealers are well

practical guide to setting one up:

placed to make that happen.

[42] NOVEMBER 2016

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noticeboards and intranets.

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REDUCE THE RISK OF WORKER INJURY Venting channels reduce the risk of worker injury from overexertion, a leading cause of workplace injuries associated with managing refuse. With the Slim JimÂŽ container, workers can complete the job more comfortably and efficiently than with traditional containers.

FM GUIDE

PRODUCT OPPORTUNITY

Quality is in the bag We all use them, so we can all appreciate the benefits of using good quality bin bags, which is why VOW is now offering its dealers the opportunity to sell the toughest products on the market

B

in bags may not be the most glamorous

Manufactured in the UK, products in the Visqueen

product you’ll ever sell but they’re

Ultimate range are the toughest on the market as they are

certainly one of the most important. Sell

made with cutting edge polymers which deliver exceptionally

a poor quality bag and your customers

high tear and puncture resistance and they are multi-layered

won’t forgive you for the mess they’re

for superb resilience which means they won’t let busy office

having to clear up, nor the false economy

cleaners down.

they represent. On the other hand, offer them a high quality,

The bags are available in drawstring and tie top formats

tough, well-made alternative and your reputation will survive

in a range of sizes from 30 to 120 litres. They are perfect for

and even develop.

lining bins in office kitchens and rest-rooms which are likely

Not all bags are made equal and leading the way when

to be filled to bursting on a daily basis and need to be strong

it comes to their development is Visqueen. Back in the 1960s

enough to withstand the pressure they’re put under when

Visqueen played an important role in the invention of the

they’re emptied. The new bin liners are also ideal for emptying

industrial waste sack, which replaced the paper sacks and

individual wastepaper baskets quickly and efficiently with no

metal bins used up until then. It was a significant step towards

risk that the bag will tear and spill its contents.

the subsequent innovation of the polythene refuse sack later

The strength of Visqueen Ultimate has been thoroughly

that decade. Visqueen has been improving and enhancing its

tested by market researchers, with overwhelmingly positive

products ever since and that continuous drive to create the

results. In one survey, 250 users of the Mumsnet website were

best product on the market has resulted in the development

asked to try the bags at home. 96% of Mumsnetters who

of Visqueen Ultimate – the strongest office/domestic refuse

tested Visqueen Ultimate said they were ‘satisfied’ with their

sack and bin liner range made in the UK today.

performance and 94% said they believed them to be stronger

Visqueen Ultimate is perfect for office environments where superior durability is essential.

than their usual purchase.

“Our research shows that Visqueen Ultimate bin liners are a success with almost everybody who tries them,” said a company spokesperson. “Whether used in the office or in

Did you know that when the supermarket carrier

the home, these first-class liners are an essential choice for

bag charge was introduced in the Republic of

anyone who needs bin bags that won’t disappoint.”

Ireland it was reported that the number of plastic bin liners sold rose by 77%?

Now available from VOW this humble - yet vitally important - product is one that dealers shouldn’t overlook – after all, we know that quality matters.

[44] NOVEMBER 2016

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“

Our Ourresearch researchshows showsthat thatVisqueen VisqueenUltimate Ultimatebin binliners linersare are a asuccess successwith withalmost almosteverybody everybodythat thattries triesthem. them.Whether Whether used usedininthe theoffice officeororininthe thehome, home,these thesefirst-class first-classliners liners are areananessential essentialchoice choiceforforanyone anyonewho whoneeds needsbin binbags bagsthat that won’t won’tdisappoint.” disappoint.”

atatlast lastaabin binbag bag that’s that’sup upto tothe thejob! job! filled to to bursting bursting onon a daily a daily basis basis and and need need to to bebe strong strong enough enough to to Vow Vow is is delighted delighted to to offer offer ourour customers customers thethe UK’s UK’s toughest toughest binbin bags. bags. filled Visqueen Visqueen Ultimate Ultimate is is a new a new range range of of extra-tough extra-tough binbin bags bags perfect perfect

withstand withstand thethe pressure pressure they’re they’re putput under under when when they’re they’re emptied. emptied.

forfor office office environments environments where where superior superior durability durability is is essential. essential.

The The new new binbin liners liners areare also also ideal ideal forfor emptying emptying individual individual wastepaper wastepaper baskets baskets quickly quickly and and efficiently efficiently with with nono risk risk that that thethe bag bag willwill tear tear and and

Manufactured Manufactured in in thethe UK, UK, thethe Visqueen Visqueen Ultimate Ultimate range range areare thethe

spill spill itsits contents. contents.

toughest toughest onon thethe market market asas they they areare made made with with cutting cutting edge edge polymers polymers which which deliver deliver exceptionally exceptionally high high tear tear and and puncture puncture

The The strength strength of of Visqueen Visqueen Ultimate Ultimate has has been been thoroughly thoroughly tested tested

resistance. resistance.

They They areare multi-layered multi-layered forfor superb superb resilience, resilience, which which

byby market market researchers, researchers, with with overwhelmingly overwhelmingly positive positive results. results.

In In

means means they they won’t won’t letlet busy busy office office cleaners cleaners down. down.

one one survey, survey, 250 250 users users of of thethe Mumsnet Mumsnet website website were were asked asked to to trytry thethe bags bags at at home. home.

Later, Later, 96% 96% of of them them said said they they were were ‘satisfied’ ‘satisfied’

Visqueen Visqueen Ultimate Ultimate binbin bags bags areare available available in in drawstring drawstring and and tietie toptop

with with their their performance performance with with 94% 94% of of thethe Mumsnetters Mumsnetters who who tested tested

Visqueen Ultimate Ultimate said said they they believed believed them them to to bebe stronger stronger than than their their formats formats in in a range a range of of sizes sizes from from 3030 to to 120 120 litres. litres.

They They areare perfect perfect forfor Visqueen lining lining bins bins in in office office kitchens kitchens and and rest-rooms, rest-rooms, which which areare likely likely to to bebe

usual usual purchase. purchase.

The The bags bags are are available available now now from from VOW. VOW. Call Call 0844 0844 980 980 8000 8000 For For more more details details oror visit visit www.voweurope.com www.voweurope.com

PRODUCT OPPORTUNITY

An absorbing tale At this time of the year dealers have a great opportunity to sell moisture absorbers to both business customers and the domestic market.

DEALER SUPPORT finds out more

FM GUIDE

Aero 360, represent a fantastic opportunity for dealers to grow their sales in what is still an underdeveloped market.

MARKET TRENDS Well-researched consumer demand drives innovation in the moisture absorber category. Henkel UK has identified some major trends that can help retailers maximise their sales opportunities.

Health and wellbeing: Moisture in the home/office may result in the development of mould and mildew, which is damaging to health and wellbeing.

xcess moisture in buildings can be a real

E

Fragrance: Scented moisture absorber tabs – available to

problem – especially as temperatures

order from VOW – are another category that will contribute

drop and the weather gets wetter; doors

to future sales’ growth. These tabs allow consumers to create

and windows are shut up, trapping the

their favourite atmosphere at home with aromatherapy.

moisture created by human activities inside. Mould and mildew on the wall,

Performance and convenience: Consumers demand products that are efficient and easy-to-use, appropriate to

condensation on or around windows and walls, peeling

room size, efficient in how much moisture they remove and

paint, musty smells and personal discomfort are just a few

which offer easy refill of tablets and disposal of collected

examples of problems driven by moisture. These conditions

water without mess. The moisture absorber also needs to

can also be prevalent in wardrobes and cupboards,

look attractive.

particularly against outside walls, where there is no air circulation and a cold surface.

Moisture absorbers are designed to remove moisture from the air and so reduce condensation and mould growth. Some

Energy consumption: There is a trend towards consuming less energy and thus a preference for energy-saving devices that do not require mains electricity or batteries.

According to Henkel, the UK market for moisture

are electrical and others are based on a static device containing

absorbers is still relatively small compared with other

crystals which absorb the moisture in the air and contain it in

European countries. This shows there’s potential to grow sales

some form of tray. These static absorbers, such as the UniBond

– and there’s no time like the present to do just that!

IF YOU WANT INCREASED SALES…

The UK Moisture Absorber market can still triple in value!

DRIVE SALES WITH TV ADVERTISING: The 2016 UniBond TV Campaign, which runs until December, will bring new consumers into the category as well as reminding existing consumers they need moisture absorbers.

USE PROMOTIONAL MATERIALS LIKE PRINT

MOISTURE ABSORBER MARKET SIZE

POPULATION SIZE

UK

FRANCE

£8.6m

£26.7m

UK

FRANCE

64m

66m

UK

FRANCE

62% - 82%

68% - 88%

UK

FRANCE

5%

14%

AND DIGITAL CAMPAIGNS OR IN-STORE ACTIVATION: Make your customers aware of the availability of UniBond Moisture Absorbers. For

RELATIVE HUMIDITY

retailers, Henkel can provide point of sale including flat-packed floor standing display units to increase the category prominence in store and communicate the benefits of their products.

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PENETRATION

www.dealersupport.co.uk NOVEMBER 2016 [47]

FM GUIDE

QUESTION TIME

Tea drinking in numbers‌

3 billion cups The amount of tea consumed wordwide every day

2 40

4-5

minutes

minutes The ideal length of time to infuse a fruit or herbal infusion

seconds The average time a British consumer brews their tea for

2

The number of calories in a cup of green tea (without milk and sugar, of course)

30%

96%

of people take sugar in their tea of all cups of tea served around the world today were made using tea bags

4/10 green tea contains half as much caffeine as filter coffee

[48] NOVEMBER 2016

workers make a hot drink for their colleagues at least once a day

www.dealersupport.co.uk

14 Calories

in the average cuppa with a dash of semi-skimmed milk and without sugar Sources: PG Tips, T6, news-by-design

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GET YOUR FREE SAMPLE AT UFS TEATIPS CO UK UK bona fide caterers and chefs aged 18+. One sample per establishment Limited to 8000 samples. To apply go to ufs.teatips.co.uk and submit your details. Closing date for receipt of applications is 01/03/17 or when samples run out. See ufs.teatips.co.uk for full terms and conditions.

FM GUIDE

QUESTION TIME

What’s new in VOW’s 2017 FS range?

Ahead of the new year, we take a sneak peek at the new products VOW will be rolling out for 2017

2WORK RANGE ADDITIONS The 2Work range was created to deliver the best in affordable, effective and professional cleaning for all workplaces. All 2Work products are manufactured to comply with environmental legislation and contain a balanced selection of raw materials as part of the brand’s ethos to minimise environmental impact. The 2Work range includes cleaning chemicals and soap, paper disposables and refuse sacks and 2017 will see various new developments to make it even more relevant to resellers.

The introduction of 10 litre and 20 litre bottles of detergents and cleaners will make the range even more economical and convenient for customers than before. These detergents and cleaners are ideal for automatic laundry machines, dishwashers and specialist equipment such as those used in food manufacturing plants and public houses.

2Work will also be introducing a new range of waste bins in 2017!

Watch this space!

[50] NOVEMBER 2016

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We look forward to seeing you there!

Transformation is Now 2nd December 2016 Hilton Birmingham Metropole www.greenlightevent.com

FM GUIDE

QUESTION TIME

NEW NESTLÉ CONFECTIONERY Providing sweets and treats is an easy and cost-effective way to create a welcoming environment for customers and staff alike.

Nestlé’s new range of confectionery includes Milkybar buttons, Smarties, Rowntrees Randoms and Jelly Tots. They’re just what resellers’ customers need when it comes to motivational Monday meetings or incentives.

STEP UP WITH GPC Look out for the new range of steps and step ladders from GPC Industries – one of UK’s leading specialists in access equipment.

Resellers can help their customers stay legal and compliant with work at height regulations thanks to these products that are available from VOW next year.

A BREATH OF FRESH AIR FROM REXEL Rexel ActiVita products have been developed to clean the air that we breathe, effectively remove dust and germs, boost energy levels and brighten up the day in general! Products in this range include the Rexel ActiVita Strip+ Daylight Lamp, the Rexel ActiVita Pod+ Daylight Lamp and Rexel ActiVita Air Cleaner.

INTRODUCING RACKSACK Manufactured from tough waterproof polyester, the Racksack is a reusable waste sack that simply hooks onto the holes at the end of racking. It is suitable for racking systems between 900-1100mm deep and helps promote recycling and waste management in an economically efficient manner. Built to withstand the rigours of an industrial environment, the Racksack has three strong handles that are woven into the edge of each sack, one on each side for carrying and one on the base, so that the sack can be easily tilted from the base and emptied.

VISQUEEN – THE UK’S TOUGHEST BIN BAGS! Visqueen Ultimate is a new range of extra-tough bin bags that is perfect for office environments where superior durability is essential.

Manufactured in the UK, the Visqueen Ultimate range is the toughest on the market as it is made with cutting edge polymers that deliver exceptionally high tear and puncture resistance. They are multilayered for superb resilience, which means they won’t let busy office cleaners down. See page 45 for more details.

VOW EXCLUSIVE BRANDS 2017 will also see VOW welcome an exciting selection of exclusive brands such as MyCafe, GoSecure and Prestige to give resellers even more opportunities to introduce new products to their customers.

Watch this space!

[52] NOVEMBER 2016

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A range of cleaning & hygiene products designed to give you the best in affordable, effective & professional cleaning We have over 150 lines across the range of products which vary from paper disposables, cleaning chemicals, cloths, skincare, computer & general cleaning wipes and refuse sacks, all of which are manufactured to comply with environmental legislation.

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