Brought to you in association with
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
www.dealersupport.co.uk
Brought to you in association with
®
YOURBRAND. YOUR BRAND. YOUR YOUR DRINK. DRINK. YOUR WAY.® YOUR WAY.® Deliciouscoffee, Delicious coffee, teatea andand hot chocolate hot chocolate for employees for employees and clients. and clients.
BUY55CASES BUY CASES OF OF KEURIG KEURIG ®® PODS K-CUP K-CUP ®® PODS ANDRECEIVE AND RECEIVE A A
FREE FREE SINGLE SINGLE SERVE SERVE MACHINE MACHINE THAT’S THAT’S 472 472 DRINKS DRINKS ANDAND A FREE BREWER! A FREE BREWER!
Starbucks Starbucks and and thethe Starbucks Starbucks logo are logo trademarks are trademarks or registered or registered trademarks trademarks of Starbucks Corporation. of Starbucks Corporation.
YOURDEAL YOUR DEAL INCLUDES INCLUDES 1 CASE 1 CASE (4 PACKS) (4 PACKS) EACH EACH OF OF THESE THESE DELICIOUS DELICIOUS HOT DRINKS: HOT DRINKS:
GreenMountain Green Mountain 24pods podsper per pack pack Coffee® Coffee® 24 Breakfast Breakfast Blend Blend 24pods podsper per pack pack Starbucks Starbucks 24 CaffèVerona® Caffè Verona®
Barista Prima Barista Prima Coffeehouse® Coffeehouse® 22 pods 22 podsper per pack pack
ItalianRoast Italian Roast 24pods podsper per pack pack Twinings 24 Twinings EnglishBreakfast English Breakfast BlackTea Black Tea
CaféEscapes® Café Escapes® 24pods 24 podsper per pack pack
HotChocolate Hot Chocolate
BROUGHT TO YOU BY:
£
RRP
ORDER ORDER CODE: CODE: KG810010 KG810010
TheKeurig® The Keurig® K150 K150 office office machine machine brewsbrews thebest the bestcup cup ofof coffee, coffee, tea and tea more. and more. FEATURES FEATURES SmallFootprint: Small Footprint:
Low LowMaintenance: Maintenance:
26.4(W) 26.4 (W) x 35.5 x 35.5 (D) x(D) 35.5x (H) 35.5 cm(H) cm
Minimal and service Minimalcleaning cleaning and service
HighCapacity: High Capacity:
Energy EnergyEfficient: Efficient:
A freshly A freshly brewed brewed drink drink in 40–60 in 40–60seconds seconds
Low costs Lowrunning running costs
Unplumbed: Unplumbed:
Choiceofoffive Choice five cup cup sizes: sizes: 120,180, 120, 180,230, 230, 300 300 or 350 or 350 ml ml (4, (4,6,6,8,8,1010 oror 12 12 oz) oz)
Large2.6 Large 2.6 litre litre refillable refillable tank tank
Multiple MultipleCup CupSizes: Sizes:
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
www.dealersupport.co.uk
Brought to you in association with
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
Brought to you in association with
www.dealersupport.co.uk NOVEMBER 2016 [41]
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
www.dealersupport.co.uk
noticeboards and intranets.
Brought to you in association with
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
www.dealersupport.co.uk
Brought to you in association with
“
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.
Brought to you in association with
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
Brought to you in association with
CHECK OUT OUR NEW SIX PACK Teas & Herbal Infusions
NEW
Monkey TM & © Comic Relief Ltd. 2016.
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
www.dealersupport.co.uk
Brought to you in association with
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
www.dealersupport.co.uk
Brought to you in association with
NEW PRODUCT PRODUCT NEW
innovation innovation Superlite Lined Mailer Mailer Superlite Foam Foam Lined ® ®
Thenewest newest addition addition to to the the respected The respected Jiffymailer mailer range. range. Jiffy
Lightweight weightbut but strong, strong, fully fully laminated laminated mailer Light mailer with with aa caring,non-abrasive non-abrasive foam foam liner. liner. Available Available in caring, in crisp crisp white, white, in popular sizes 1, 3, 5 and 7, perfect for fulfillment, in popular sizes 1, 3, 5 and 7, perfect for fulfillment, mailorder, order,e-commerce e-commerce and and distribution. distribution. mail
50
ST YEA TRU 50 RS OF T YEAR US R T S OF
®
ÂŽ
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.
2Work cleaning products exclusively available from VOW Call us now on 0844 980 8000 or visit www.voweurope.com.