LEADERSHIP
C AT E R I N G S U P P L I E S
Catering for demand Office supplies businesses have been diversifying their product range for many years now - and catering supplies is a sector that could provide good opportunities to increase sales
L
ike many people who
through the corporate account rather than
supplies, Andrew says. “Some of them are
run office supplies
via credit card transactions.”
quite tight, others are much higher.”
businesses, Andrew
A fair number of The Office Works’
Andrew concedes that this sector may
Hudson, managing
customers are London-based offices, and
not work for every dealer – it is more likely
director of The Office
many are now spending more on catering
to be a success for dealers that operate in
Works, recognised some time ago that
supplies than ever before, as tastes change
large cities where there are numerous large
diversification into new markets was the
and there is more emphasis on having food
office complexes that can put in enough
way to increase profitability, and one of the
in the office rather than going out.
orders. “In terms of volume of extra
sectors he went into was catering supplies.
Going into this sector has meant
business, it is good, but you have the right
Andrew has had to find new suppliers in
type of client base,” he explains. “I suspect
into it because we wanted to offer clients a
some cases, such as specialist wholesalers
most typical office supplies dealers don’t
solution to everything they need for their
that sell the sorts of healthy snacks being
have companies that are going to spend
office,” he says. “We have found that some
requested by customers. “Given a little bit
thousands each month on catering products
clients are looking to consolidate their
of research it is not difficult to find these on
– some spend more on catering with us
supply chain and don’t want the problems
the internet,” says Andrew. “Then it’s about
than office supplies.”
of buying online or from supermarkets.
finding a supplier you can trust, and buying
Consolidating purchases through one
as far up the supply chain as possible.” In
Andrew adds. “The core of what we
trusted supplier is better for them as it goes
terms of margins, they are similar to office
supply, as an industry, is in decline, so it is
The reason, he says, was simple. “We got
[26] JANUARY 2022
www.dealersupport.co.uk
Such diversification is imperative,
