Dealer Support March 2024

Easy to use

Simple

Scan to anywhere

Reliable

No issues of other features failing and needing maintenance (such as a user error of not replacing consumables on a multifunction printer meaning the rest of the machine doesn’t work).

Compact

Takes up little space on a desk.

Increased productivity

No need to travel across the o ce to scan your documents with standalone scanners.

Advanced processing

Documents can be instantly converted to editable formats directly from the scanner.

Putting people first

March is certainly a month with a lot going on. Over the next few weeks, we will see the first official day of Spring, Good Friday and Easter. In case you missed it, March 1st also marked National Employee Appreciation Day, a moment to recognise and celebrate the invaluable contributions of employees.

Of course, valuing the diverse and skilled individuals in our lives is a practice we should strive to uphold each day. After all, none of us would be where we are without the support of colleagues, mentors, family and friends.

At Dealer Support, we love to see members of the dealer community uniting to support one another and work collaboratively toward building a more robust and resilient industry. In this issue, we talk to three-time Independent Retailer of the Year award-winner Sarah Laker about how a small business can have a big impact. We also dive into the benefits of printer compatibles, while our special focus on The London Stationery Show 2024 offers insights into what dealers can expect from this much-anticipated event.

Our new feature, Best of the Web, rounds up some of the most high-value content from the Dealer Support website, giving you even more information and insights to help your business stay ahead.

March 8th also saw the celebration of International Women’s Day. In recognition of the accomplishments and impact of women in business, we are putting the spotlight on some of the inspirational women leaders in the workplace supplies industry - with contributions from Lesley Howe of Brother, who is celebrating 40 years in the industry, and Debbie Nice, interim CEO of BOSS, who tells us all about why people should be at the heart of everything we do.

We’d love to hear all about your success and to be inspired by stories of resilience and agility. Please do share all your news via LinkedIn and Twitter @dealersupport.

Holly Tinsley Editor

EDITORIAL

Holly Tinsley

COMMERCIAL

Claire Peacock

CREATIVES

Amanda Lancaster

PUBLISHING SUPPORT

Angela Howland

PUBLISHER & CEO

Vicki Baloch

24

INDUSTRY

06 THE MONTH THAT WAS

The headline news from the industry

08 NEWS EXTRA:

THE FACTS ABOUT WORKPLACE STRESS

We highlight the key facts about workplace stress rates

10 INTEGRA CONFERENCE RAISES BAR

A review of ‘Elevate Your Business’ 2024

12 THE BEST OF THE WEB: SPRING 2024

A roundup of the most clicked Dealer Support content

16 ALL THE FUN OF THE FAIR

Steve Carter talks tackling emails and childhood games

18 LEADING WITH INTEGRITY

Debbie Nice, interim CEO of Boss talks about leadership BUSINESS SUCCESS

20 THE SMALL BUSINESS WITH THE BIG VOICE

26

Independent Retailer of the Year, Sarah Laker on making an impact

24 LOOKING BACK, MOVING FORWARD

Brother’s Lesley Howe reflects on 40 years in the industry SALES SUCCESS

26 INK AND INNOVATION:

THE RESILIENCE OF STATIONERY IN THE DIGITAL AGE

A look at what’s trending in stationery ahead of the London Stationery Show

30 INFORMED CHOICES: NAVIGATING COMPATIBLE PRINTING PRODUCTS

In this two-part special, we highlight the benefits of compatibles

30

“To keep evolving and attract new talent we must listen to the workforce and identify leaders of the future”

14

GREEN AND ECO

34 WASTE NOT, WANT NOT

How dealers can help customers to tackle food waste

36 PROMOTING PRODUCTIVITY WITH PLANT POWER Workplaces are getting green-fingered with office plants

STRATEGIC GROWTH

38 FROM BLURRED LINES TO CLEAR BOUNDARIES

The role of dealers in creating designated, personalised workspaces

LIVE IT

42 LIVE IT

Take a break and enjoy some lighthearted fun

THE MONTH THAT WAS

Advantia partners with Lexus for sustainability

The UK government has stated that they want all new cars built after 2030 to be electric or hybrid versions only, and fully electric by 2035; so no more petrol or diesel versions to be manufactured. Cities across the country continue to introduce clean air zones and drivers of vehicles that do not meet the Euro 4 or Euro 6 specifications are having to pay a daily rate to drive into those areas.

With that in mind, Advantia have been working in collaboration with the car manufacturer Lexus to create an exclusive arrangement for Advantia members and their customers to explore, and potentially take up the

opportunity to switch to an electric or hybrid car, on a business contract hire lease scheme.

Steve Carter, Advantia MD said, “We are really excited about this opportunity with Lexus, as it endorses our commitment to helping our members and their customers, as much as we possibly can, on their own sustainability journeys. There is an exclusive and very attractive arrangement in place for Advantia members to utilise and although the deal is mainly focussed on the Lexus brand, we can also access certain other manufacturers brands including commercial vehicles.”

ExaClair’s esteemed managing director retires

Mark Daisley, after over three decades of dedicated service, bids farewell, leaving behind a legacy of growth, innovation, and commitment to excellence in the business supplies sector. During his tenure, Mark played a crucial role in shaping ExaClair’s strategic direction, leading the company to expand its product range and strengthen its global presence. Beyond his professional achievements, Mark is a much-respected and well-liked staple in the business

supplies industry.

Lawrence Savage, UK marketing manager at Exaclair, reflected on Mark’s impact: “A renowned and highly regarded character throughout the industry, Mark was one of a kind and will be dearly missed, as a fantastic commercially driven leader who had a wicked sense of humour, by all his colleagues and friends at ExaClair Limited and across the wider Exacompta Clairefontaine group.”

Nescafe B2B offers unique chance to win advice from Deborah Meaden

In an exciting new partnership for 2024 – NESCAFÉ B2B by Nestlé Professional - is giving small and medium businesses, a unique opportunity to win advice from business guru Deborah Meaden.

Open to SMEs across all industries, the new programme, Let’s Partner up for Good, will see six lucky businesses win a seat at the table to discuss their business challenges relating to their sustainability journey, workplace wellbeing and business growth with Deborah Meaden and NESCAFÉ B2B business experts.

The live discussion with Deborah will take place Spring/ Summer 2024. SMEs also have the chance to win a place in the audience to listen as the conversations unfold and pose their own questions in a live Q&A session.

For a chance to win a seat at the table with Deborah Meaden or a place in the audience; small businesses need to visit https://bit.ly/DiscussionswithDeborah, complete the application, including detail on their business challenge and upload a short video clip. Entries close 31 March.

Budget boost for SMEs receives mixed reactions

As reported by The Independent, small businesses and industry groups have expressed appreciation for budgetary efforts to stimulate growth and ease tax obligations, yet many deem the measures insufficient, emphasising the need for more substantial support to navigate economic challenges. Billed by the Treasury as the “year of the SME”, Chancellor Jeremy Hunt announced plans to support small firms by increasing the VAT registration threshold from £85,000 to £90,000 this April to “cut their taxes and help them grow”.

He also unveiled proposals to extend full expensing to assets for leasing – a corporation tax relief specifically focused on companies investing in plant and machinery. The Treasury said this would be done “when fiscal conditions allow” and that it would publish draft legislation shortly.

Federation of Small Businesses policy chairwoman Tina McKenzie said it was a welcome decision to extend the Recovery Loan Scheme until the end of March 26. The scheme – which offers a 70% government guarantee on loans to SMEs of up to £2 million in Great Britain and £1 million in Northern Ireland – will also be renamed as the Growth Guarantee Scheme.

Nemo Office Club hosts Shrove Tuesday documentary

Nemo Office Club in Atherstone graciously opened its doors to a documentary team capturing the essence of the town’s iconic Shrove Tuesday ball game that takes place in the high street each year.

“We are always keen to help entrepreneurial young individuals, so when we were approached by the documentary film makers asking if they could use our premises to film the activities out of the window, I was more than happy to help.” Explains group MD, Tim Beaumont.

The young team set up camp in the main meeting room with their cameras poised to capture an aerial view of the action. Working with the film makers is just the latest example of Nemo Office Club demonstrating a co-operative approach to wider communities outside of the office supplies market with other initiatives including providing free design studio time to a mental health charitable organisation, raising funds for the DEC Ukraine Humanitarian Appeal and an ongoing partnership with Durrell Wildlife Conservation Trust.

NEWS EXTRA

Workplace stress: unlocking the facts

The Health and Safety Executive’s recent findings shed light on the most stressinducing industries in the UK, emphasising the crucial need for organisations, including dealers, to understand and address work-related stress effectively

Information gathered by The Health and Safety Executive has unveiled insights into the most stress-inducing industries in the UK.

The data, derived from reports within The Labour Force Survey, examines the incidences of stress-related illnesses per 100,000 workers from March 2022 to March 2023. Considering the substantial impact of stress-related illnesses on employees and the effective operation of organisations, dealers stand to benefit from enhancing their knowledge and understanding of work-related stress.

According to the report, there were 875,000 workers who experienced workrelated stress, depression, or anxiety (both new and long-standing) during 2022/23. Additionally, a total of 17.1 million working days were lost due to work-related stress, depression, or anxiety within the same

period. Stress, depression, or anxiety constituted 49% of all work-related ill health cases and contributed to 54% of all working days lost due to work-related ill health.

The wholesale and retail trade industry takes the ninth spot on the list of the top ten most stressful industries, with 1,530 people per 100,000 workers experiencing work-related stress. Meanwhile, the information and communication industry secures the seventh position, involving a significant number of workers in IT support and development roles. While these individuals may not have direct ties to all dealer businesses, their close ties and interactions with resellers undoubtedly mean these statistics will also impact the industry.

Further analysis of the data revealed that women in full-time employment are nearly twice as likely to have a common mental health concern as full-time employed men. Moreover, research from the Mental Health Foundation

Women in full-time employment are nearly twice as likely to have a common mental health concern

and YouGov highlights the significant impact of workplace stress on younger employees. A striking 60% of individuals aged 18-24 and 41% of those aged 25-34 report feeling overwhelmed by pressure, in contrast to only 17% of individuals aged 45-54 and a mere 6% of those over 55.

Based on self-reports from the Labour Force Survey, the primary causes of work-related stress, depression, or anxiety were cited as unmanageable workloads, unrealistic deadlines, and a lack of adequate training and management support. Also cited as factors were issues of workplace harassment and bullying along with fears about role and organisational stability.

You can read the full report here: https://www.hse.gov.uk/statistics/ assets/docs/stress.pdf

WORKPLACE STRESS: THE STATISTICS

17.1 million working days lost in the UK

875,000 workers reporting stress-related illness

60% - no of workers affected aged 18-24 £28.3 billion yearly cost of missed work

Gaining the Advantage with Premier

PREMIER has long been established as a leading supplier of reliable, cut size papers, distributing trusted, world-renowned brands such as Navigator, Explorer, Pro-Design

& Color Copy to the UK market

The right choice of paper takes time and careful consideration to ensure that the grades are reliable, have shelf appeal for resellers, include a selection of shade options as well as sustainable certification and ethical production policies. Premier have adapted their product offering to include brands like Explorer, New Future Multi and Laser, however, recently they have announced the arrival of extensions to both the Report and the Advantage paper ranges. Report is a range of high quality, high white 160CIE paper that is produced using 100% sustainable, FSC certified, eucalyptus premium fibres. A true multipurpose paper, Report is ideal for a multitude of applications including daily reports, documents, and leaflets; the use of Colorlok® technology ensuring richer and truer images on inkjet, laser and copier printers. Report is now available from Premier in A4 and A3 sizes, across a choice of weights, from 75 to 90gsm.

Advantage Light is a new, lighter weight brand of paper which, from black & white office printing to large volume copying, offers significant value for money on everyday office applications. Produced using eucalyptus fibres, Advantage Light is a more reliable, branded alternative to cheaper grades that can cause jamming issues.

These developments are indicative of an adaptive and attentive supplier, something that is highly beneficial when considering the length to which the industry has been impacted over the last few years by wider reaching, global factors. Within that period Premier have

Premier's portfolio has been developed to meet evolving market demands

worked harder than ever to maintain and strengthen their supply chains, with an enlightened choice of reliable office paper brands.

Premier’s commitment to helping customers extends beyond the choice of paper they supply. The merchants also provide solutions to reduce CO² emissions, from the production and delivery of their customers’ paper purchases. Carbon Capture® is the industry’s leading environmental initiative that directly supports the work of the Woodland Trust, helping to create and maintain native woodland throughout the UK. From its inception in 2012 through to 2023, supporters of the Carbon Capture® programme have already contributed to the planting of over 469,000 trees, captured over 107,000 tonnes of CO2 and donated over £1.7million to the Woodland Trust. This is a sponsored article, brought to you by Premier Paper. To find out more about Premier Paper’s products and services, contact them at: www.paper.co.uk

Integra ‘Elevate Your Business’ National Conference raises the bar

Integra was delighted to welcome over 200 members, guests, and representatives from 49 key partners, to the 2024 ‘Elevate Your Business’ National Conference, at The Hilton, St George’s Park, Burton Upon Trent, on March 6

Integra’s National Conference is firmly established in the calendar as a mustattend event in the industry. Year on year members feedback on the invaluable opportunity to come together under one roof, to network with like-minded business owners, share ideas in a noncompetitive environment, and take best practice back into their businesses.

Following an opportunity to catch up and reconnect during registration, delegates took their seats to enjoy a series of highly topical and informative keynote presentations.

Aidan McDonough, CEO, Integra Business Solutions, opened proceedings, stating that 2024 marks his 30th year with the business. After reflecting on some of the changes in the industry over the past thirty years and applauding members for continuing to adapt and evolve to address ever-changing market demands, Aidan moved on to share an update on Integra and the Group’s 2024 strategic focus.

In his talk, Is the Office Still Relevant? Nathan Budd, consulting director, IDC provided a comprehensive data set that clearly demonstrated that today’s office is no longer a fixed static place, and that the future of work will be a flexible and hybrid model. Meanwhile, in his session, Elevate Your Business Using AI And Managed Content, Patrick

Donnelly, business unit leader, ES Tech Group tabled several practical ways in which members can elevate their business using AI and managed content.

Gordon Christiansen, partner, Highlands, highlighted how the future of B2B sales is hybrid – involving a combination of digital and in-person sales techniques in his talk, Maximising Sales to Today’s Business Consumer.

The afternoon saw delegates enjoy the just over three-hours-long Supplier Exhibition which featured 49 of the industry’s biggest brands and take further advantage of the opportunity to catch up with their peers and share ideas and experiences, before sitting down to an audience with broadcaster, writer and

adventurer, Ben Fogle.

During the evening and into the wee small hours, delegates, guests, suppliers and Integra staff, partied with their peers at the Elevate Your Business Black Tie Gala Dinner and Awards ceremony.

Integra would like to thank everyone for taking time out of their businesses to attend the 2024 National Conference and in particular to acknowledge all of the companies that supported and sponsored the event.

To find out more about how Integra could benefit your company, please contact them in one of the following ways:

https://www.integra-business.co.uk/

Email: info@integra-business.co.uk

o ce products collection 2024

Initiative provides your customers with all the core items they need in their workspace!

Benchmarked against like for like brands, Initiative ensures you can compete whilst still achieving impressive margins.

Members also have access to free online catalogues, email marketing, social media content and much more.

Exclusive to Integra members

Over 300 core products

Available via Antalis, VOW & direct

Highly competitive ink & toner range

FREE marketing support

If you aren’t an Integra member and need access to a high quality, value for money range, contact us on 01633 653000 or email info@integra-business.co.uk.

To view the range visit www.initiativeofficeproducts.co.uk and for more information contact Integra on 01633 653000

CLICK IT CLICK IT

This month’s round up of the best dealersupport.co.uk had to offer our readers... We’ve done the hard work of pulling together the best bits and the most clicked content from the website, so you don’t have to!

It’s not just Dealer Support magazine that keeps our reseller community supported and stocked up on articles, features and insight to help drive their business forward, over the past 18 months dealersupport.co.uk has grown and evolved into much more than an industry news website –we have been working hard to evolve our offering to dealers that falls in line with they way we consume and access content generally as consumers, that means offering more of the right content, online, to compliment and bridge the gaps between magazine publication dates, and to allow us to offer a much broader portfolio of content that our audience can tap into.

To support our audience effectively in this digital age,

readers expect more of the right content, frequently – so that’s what we’ve worked to do! Dealersupport.co.uk is a website that dealers visit more and more regularly to help deliver more of what you want to see. From expert advice on business growth and strategy to top technology and surprising trends –we know you like what we’re doing because we’re seeing more of you visit the site weekly and for longer and longer periods -more of you sign up for our weekly newsletters and more of you feeding back and sharing our content, so we thought we’d help close the loop between dealersupport.co.uk and Dealer Support magazine but sharing the best bit of the website, right here in the magazine. If you have a digital subscription you can click straight through to read the full article, or for print magazine subscribers, simply visit the website to read more.

WHAT ARE YOU READING?

GREEN &ECO

Embracing the golden thread of sustainability

In an industry where heightened product awareness and sheer volume of consumer choices significantly influence customer purchasing decisions, understanding the value of the ‘sustainability golden thread’ can improve how dealers communicate environmental and sustainability information with customers – which can position dealers ahead of

DIVERSIFICATION

Enhancing accessibility for visually impaired workers

the sustainability curve. The golden thread concept involves maintaining comprehensive data about a product’s lifecycle, from sourcing to disposal, to ensure transparency and accountability to build sustainable partnerships across the supply chain.

Read the full article: https://dealersupport.co.uk/ embracing-the-golden-thread-of-sustainability/

There are just over 84,000 working-age individuals with registered visual impairments in the UK. Advances in technology mean that blind and partially sighted people can overcome many of the barriers to work that they faced in the past. However, it is crucial that workspaces are designed and equipped to meet their specific needs, and dealers can play a key role in this process. In this article, we look at the products that can help enhance workplace safety, craft more inclusive environments and ensure digital equity.

Read the full article: https://dealersupport.co.uk/crafting-accessibleworkspaces-enhancing-accessibility-for-visually-impaired-workers/

75% of blind and partially sighted people feel that their sight loss has stopped them from reaching their potential at work

MANAGEMENT

Mastering the art of clear communication

Effective leadership isn’t just about issuing orders; it’s a symphony of interaction, understanding, and trust. Communication, the backbone of leadership, plays a pivotal role in how leaders navigate their roles and guide their teams. This article discusses how effective communication enhances leadership by defining expectations, fostering transparency and facilitating a continuous improvement cycle. Clear communication sets clear expectations, building trust among team members, customers and stakeholders. Read the full article: https://dealersupport.co.uk/ crafting-leadership-the-art-of-clear-communication/

Did you know?

Products marketed as sustainable grew 2.7x faster in 2023 than those that were not

DEALER SUCCESS

What can industry awards do for small businesses?

Deciding whether to enter your business for an industry award can raise concerns, especially given the timeconsuming and often complex nature of submissions. But there are multiple benefits for dealers! Awards not only provide valuable media coverage and boost sales but also motivate and validate your team’s efforts. To make the most of award opportunities,

it’s crucial to select those aligned with your business values and focus areas. In this article, we delve into the reasons why participating in industry awards is advantageous and offer insights on how dealers can put their best foot forward!

Read the full article: https:// dealersupport. co.uk/what-canindustry-awardsdo-for-smallbusinesses/

TECHNOLOGY

Impact and implication: Understanding digital ethics

Digital strategy is an integral part of any business plan. But what considerations are being given to digital ethics – and what processes can dealers put in place to ensure an understanding of the ethical risks and implications of an increasingly digital world? In this ongoing series exploring the influence and advantages of technology within the realm of Equity, Diversity, and Inclusion (EDI), we dive into the world of digital bias, algorithms, and their implications and examine how technology serves as a tool to fortify recruitment strategies and construct more equitable policies.

Read the full article: https://dealersupport. co.uk/impact-and-implicationunderstanding-digital-ethics/

According to a survey, the average UK worker spends £21 per week on work lunches!

SALES SUCCESS

Time for lunch? The in-office dining trend

74% of employees say they want more news and information about their organisation

We’ve all been there. The daily debate over what’s for lunch. For office workers up and down the country, the age-old question of whether to eat in or out is being answered by a potentially surprising trend. This article explores the evolving trend of office dining experiences driven by the rise of hybrid work models and the desire for more comfortable workspaces. We look at how dealers play a crucial role in helping businesses create visually appealing and well-equipped dining areas and explore how businesses are adapting to economic shifts by offering cost-effective dining options. Is it time your customers embraced the inoffice dining revolution?

Read the full article: https://dealersupport.co.uk/timefor-lunch-in-office-dining-the-surprise-trend-for-2024/

All the fun of the fair

Who can remember the fairground game Whack-a-Mole, where a mole pops up, you give it a clump with a hammer and then another one pops up and you repeat the exercise?

In this month’s article, STEVE CARTER of Advantia is playing ‘whack-an-email’!

There would appear to be a new version of the Whack-aMole game based on speculative emails where you delete one and another pops up - then another and another. The frustrating thing is that the emails have little or no relevance to me. There seems to have been a surge in these in the last 6 months or so to a point where, a few days ago, they were literally pinging in one after another, so much so that I checked in the bathroom mirror to see if the words ‘easy target’ had been tattooed on my forehead. Thankfully they hadn’t and the only words visible were ‘tegrat ysae’ which meant very little to me.

I know the people sending these emails have a difficult job to do and probably have unachievable targets to reach, but if they just did their homework, they would quickly find out that I don’t require any ‘voltage optimisation’, I don’t need to ‘think like a Jedi’ and I am pretty sure that I don’t need my kettle PAT testing.

I don’t particularly like unsubscribing, I guess I feel a bit guilty - but a new tact has forced me down that route. I have

noticed that when a 2nd follow-up email drops in, I am asked if - following our recent conversation have I got all the information I requested?

WHAT CONVERSATION?

What all this has done is galvanise my belief that the marketing strategy utilised in our industry must be absolutely spot on. I like to keep things reasonably simple and straightforward, so for me it is about gaining a full understanding of what product or service I am going to offer and by working closely with the manufacturer I can understand their vision of the target market.

It’s then about making the right choice on how to articulate that information and to who. This is where a good understanding of your

customer base and prospects is vital and having them segmented so that you are targeting the right people with the right information. It’s not rocket science, we want the best possible return on the time we invest, so why keep flogging a dead horse with the scattergun approach?

I suspect that our marketing team are now panicking, thinking I am going to get involved with their marketing programme. Fear not, we have an abundance of expertise in that area, which certainly doesn’t require my meddling. Instead, I am off to the fairground for a game of Whack-a-Mole.

To find out more about how Advantia could benefit your company, please contact Steve Carter in one of the following ways: https://www.advantia.co.uk info@advantia.co.uk 02476 373738

It’s not rocket science, we want the best possible return on the time we invest, so why keep flogging a dead horse?

DID YOU KNOW...

Hybrid workers and Facilities Managers now the dominant shopper in the channel with decline of traditional office admin/PA

Shoppers are putting more emphasis on value for money and deals

Many shoppers are showing growing concern for the environment- but not over price

Inspiring people: Leading with integrity

Talking about her current role as interim CEO of BOSS - and what the future might have in store - DEBBIE NICE reflects on the changes, challenges and advancements seen in her 40 years at the heart of the dealer industry

HOW DID IT FEEL STEPPING INTO THE ROLE OF INTERIM CEO FOR BOSS AND HAS ANYTHING SURPRISED YOU ABOUT THE ROLE SINCE YOU TOOK IT ON?

It has been great to step into a role with the trade association that is at the heart of an industry that I’ve grown up in and the BOSS members are a great community. BOSS has continued to evolve and gain momentum by listening to the members, focusing on topical issues and the future of the industry. I’m enjoying working with the Leaders of The Future committee to plan thought leadership events, it’s a very collaborative environment where we all learn from each other – our next webinar is on 26th March on time management. I’ve seen the benefits of working alongside the BPIF to help create a louder voice when lobbying Government about legislation and topical issues.

YOUR ROLE IS VERY MULTI-FACETED – HOW DO YOU MANAGE THE DEMANDS OF LEADERSHIP AND WHAT ELEMENTS DO YOU ENJOY THE MOST?

With an interim role you need to ‘hit the ground running’ and in my first month it was great to be given the

opportunity to work with the BOSS team to deliver the BOSS Awards in Manchester. All the hard work had been done by Amy and the team prior to the event and my main challenge was going on the stage at short notice! The feedback was fantastic, it’s a great celebration of achievement. There is a lot of forward planning for events like the Awards Dinner, Members Day, Sustainability Conference and Leaders of the Future conferences, so I have to be organised. I enjoy the special interest groups where we can share ideas to discuss topical issues, trends and ideas to overcome challenges. I like the sense of community and the way everyone pulls together.

HOW HAS THE INDUSTRY CHANGED SINCE YOU STARTED YOUR CAREER – AND GOING FORWARD, HOW CAN PEOPLE ATTRACT AND RETAIN THE BEST NEW TALENT?

The office supplies industry had four wholesalers and over 2,500 dealers when I started my career. E-Commerce and mobile phones didn’t exist and the top 10 items for sale included Tipp-ex, Twinlock Crystalfiles, typewriter ribbons and fax rolls. Almost everything has changed. The industry has diversified its product range massively from being a

supplier to the office to a supplier to the whole business. To keep evolving and attract new talent we must listen to the workforce and identify leaders of the future. When hiring we need to be aware that people are looking for flexible working routines, modern working environments, fulfilling careers and they need great leaders from who they can learn and progress.

CAN YOU TELL US A BIT ABOUT HOW ORGANISATIONAL CULTURE HAS DEVELOPED OVER THE YEARS?

There has been a big improvement in the relationship between companies and employees and greater respect and understanding in both directions. Technological advances during my working career have been phenomenal and the tools to enable us to work remotely are empowering. I’m a fan of LinkedIn for business networking and for thought leadership and continual learning and it’s much easier to keep in touch with people now. With remote working I do think there is too much screen time now and hope that the future brings more face-to-face meeting interaction, we are seeing good attendance at industry events which suggests that other people are seeing the benefits of getting out and meeting people again.

IN YOUR OPINION, IN WHAT AREAS SHOULD THE INDUSTRY BE ADVANCING AND INVESTING IN TO ENSURE GROWTH AND RESILIENCE?

I think investment in people is essential as there have been so many changes in the way we work over the last five years. Training and redefining job descriptions will be important with the advance of AI, carbon reduction targets and the aftermath of the pandemic all forcing companies to reorganise their workforce and upskill their teams to take advantage of new opportunities.

Investment in efficient technology, e-Commerce and systems will help companies keep costs down whilst creating capacity to sell more, investment in a sustainable policy will be critical to help companies compete and win business.

People are seeing the benefits of getting out and meeting people again

HAVING THE SUPPORT OF THE RIGHT PEOPLE IS PIVOTAL TO CAREER SUCCESS, CAN YOU TELL US ABOUT SOME OF THE PEOPLE IN YOUR LIFE, PROFESSIONAL OR OTHERWISE, WHO HAVE HELPED TO MOTIVATE YOU?

My family are very important and have always provided support and encouragement to me. My husband Paul and I met at Kingfield so I’ve been fortunate that he understands and supports everything I do, and I can bring him along to events where he knows plenty of people! There have been so many great people who have helped and guided me along the way, so I’ll just pick out one – the legendary Graeme Chapman. I worked with Graeme in my marketing roles at Kingfield and Office Friendly and we still work together as trustees at the BOSS Business Supplies Charity. He was a brilliant mentor - advocating believing in yourself, being calm, patient and making time for people.

You can find out more about the upcoming BOSS events, including the upcoming time management webinar at https://www.bossfederation.com

The small business making a big impact

From opening a second store during a pandemic to running a national campaign for National Stationery Week 2023 to becoming a three-time Boss award winner, SARAH LAKER of Stationery Supplies tells us about being a small business making a big impact

Running a business amid a cost-of-living crisis only a few years after a global pandemic is not for the faint-hearted. Survival, let alone success, means showing fortitude and resilience –something the office product industry has proven it has in spades. Sarah Laker, owner of Stationery Supplies, has been on a mission to ensure that her business can excel while fostering and cultivating a network of support that others can benefit from.

The reseller community may be made up of businesses of all shapes and sizes – from large scale online-only dealers to small independent stores to the dealer groups that work with partners across multiple markets, but often, the challenges of business translate in the same way. Particularly when it comes to things that

feel out of your control.

Sarah explained, “As a business, you always hope for a steady year, but 2023 was full of highs and lows. We had some great months and some difficult ones. For example, three bank holidays in May impacted retail. Things like that you can’t control, so it’s difficult to improve upon because you can’t change those things! We also saw the cost-of-living crisis beginning to kick in. We analysed our footfall and found it was steady year-on-year, but our basket spend was down. People are still coming out shopping but not spending as much, which is a clear indication that the cost of living is hitting hard, and everyone is seeing that across the board. The highs included winning the Boss Independent Retailer of the Year award for three consecutive years. Winning once was amazing, but three times blows my mind.”

Understanding social and economic factors that drive changes is vital to making decisions about growth and expanding or adding new products

A WHOLE TEAM APPROACH

Coming out of a year full of ups and downs and going into 2024, Sarah talked about the importance of looking closely at what is happening in your business. Understanding social and economic factors that drive changes is vital to making decisions about growth and expanding or adding new products. While others may have their own systems for gathering data, Sarah’s approach ensures her staff are heavily involved in helping her to pick up these all-important details.

“We work hard to pick up on changes in buying habits by analysing our data. I have found a great way to do this is by getting the whole team involved in observing and tracking changes. I have a communication log in which staff can leave me information relating to product questions or things customers have been looking for. I can then use that information to look at what people are buying and how they are buying it. For example, many people did a Secret Santa instead of buying multiple presents last Christmas. They spent a larger amount on one present instead of lots of little gifts. Many people can’t afford to spend on big presents so they will send a nice card instead. We added small gifts, coasters and things that will fit into an envelope for easy postage. We look at ways to diversify with different products that might not necessarily be stationery but fit with what customers are coming in looking for.”

There is no doubt when it comes to changes in buying habits, the move to sustainability tops the list of what customers are looking for in products. “It is all about looking at the customer base and knowing what fits into their needs. We are expanding our range to include FSC and sustainable gift and toys. There is a company called Clockwork Soldier that make eco-friendly paper activity kits, which are great for children. That is what

we look for – it fits our stationery brief and my sustainability credentials while being something customers want. People are cost-conscious now and looking for things that are reusable and refillable. We expanded our pen range to meet that need. We make sure that when people come to the counter, they know the pen they are buying is refillable. So, it hits that sustainability requirement.”

GROWING CONNECTIONS

THE FUTURE IS BRIGHT

Sarah and her team are looking ahead to 2024

The idea of community is something that plays an important role for Sarah when it comes to being a business owner. Both through forging relationships and understanding of the local community and through getting involved with and supporting the greater network of the industry. For Sarah, this was found in the Indie Stationers Network group (ISN) on Facebook, however she was quick to point out that this may mean different things depending on whether you are an online reseller or owner of a physical store or warehouse. She explained how finding your community doesn’t necessarily mean in terms of physical location but that in finding a network of peers and advisors, reflective of your business, either online or in person, you can gain significant advantages and benefits.

Sarah told us, “Community is important. Whether that be around the shop, an online group or forum such as the ISN - or a dealer group or the supplier network. None of us is an island. We all need each other. It is about providing a safe space for people who are tackling the same business challenges to come and engage with each other. We can talk if we’ve had a bad day, or something is affecting us all. Or we can tackle big conversations like the minimum wage rise. I think it’s important to have that and something that I’d really like to grow.”

She continued, “The Indie Stationers Network group that I work with has really helped me to find a way to amplify my voice. We are trying to link with the Boss Federation as a body of independent stationery retailers to be seen in the wider industry as a group to interact with if people need advice.”

But how does one move from being a voice in the industry to being a voice for the industry? In Sarah’s case, it was about finding an issue that she felt needed amplifying. While this may mean different things depending on your type of business, Sarah emphasises the value of drawing attention to shared issues and obstacles.

“During the lockdowns, I got quite vocal about the fact that we had to close our shops and that people were working at home and being home-educated, and yet the government didn’t think that stationery was a necessity. So, I started finding places where I could voice my views on local radio, and it grew from there. It was never a case of waking up one day and wanting to be a spokesperson for the industry, but there was a need for this level of network and community where people could have a voice and hear different views.”

Community is important. Whether that be around the shop, an online group, dealer group or the supplier network

TACKLING TOUGH TIMES

Looking ahead, Sarah is under no illusion that 2024 will be smooth sailing. The increase to minimum wages, taking place in April, is set to have a massive impact on businesses, particularly with many already feeling the strain from rising energy prices. “Many of the business owners I speak to on the Facebook group are talking about the wage increase and how to cope with it. The rise in minimum wage is going to be huge for small businesses. Margins are being pushed and things are tough. Unfortunately, I don’t know the answer, but the more we connect over these conversations, the better and the more likely we can find solutions together.”

A more welcome challenge in 2023 saw Sarah move beyond her comfort zone and into unchartered waters. Heading up a national campaign for National Stationery Week (NSW) 2023 was a learning curve. One that saw great success as the campaign and the London Stationery Show received excellent feedback. Talking about the experience, Sarah said, “To be asked to run a national campaign, probably the biggest marketing campaign that encompasses everybody within our industry, was a little bit mind-blowing. The reach that it had within the UK was quite something. We were shortlisted for the campaign of the year in the Boss Awards. I’m delighted to be taking up the mantle again this year. Plans are already in place, hopefully building on the success of last year. It’s now being run by Max Publishing, which I am really excited about.”

While stationery may be a niche product category for many resellers, the popularity of these events, combined with the increasing popularity of remote and homeworking, suggests that while digital and technology products are big players in the market, resellers should not discount the popularity and potential of stationery ranges. With

many workers having autonomy to select their own products for home offices, stationery offers an opportunity for customers to create workspaces that reflect their personality and individual style.

NATIONAL STATIONERY WEEK

Sarah added, “It’s a lot of coordination to manage a national campaign. I spoke to my contacts within the dealer community, people I know and respect who helped me along the way. I think we had over 150 retailers and suppliers take part. Nemo Office Club is supporting us in it as well again this year, as well as Max Publishing through all their different magazines and media outlets. The aim is bigger and better!”

Looking at the successes of the last few years, what is next on the agenda for Stationery Supplies? Sarah told us that she will be using the new year as an opportunity to reassess some of the areas of the business that, due to time constraints, hasn’t had as much attention as she would like. For other resellers this might be areas like digital marketing, getting involved in wider campaigns or growing specific areas of the business.

“For the last three years, I’ve been heavily concentrating on the physical side of the business. One of the things put to one side during that time has been online sales which as we know represents a lot of the reseller market. We have a website, but it’s not been touched for a while. One of our aims this year is to totally revamp it and get it up and running to its full potential.”

The desire to reach the full potential of their business is something that everyone in the reseller community shares. And while the spectrum of businesses varies from broad ranges of products to specific, niche markets such as this, there is always something valuable to be taken from listening to and observing the successes of others.

GET INVOLVED

For those looking to learn more or find out more about how to get involved with National Stationery Week 13th – 19th May 2024 or the London Stationery Show, held on 14th & 15th May at the Business Design Centre, you can contact Sarah directly with queries at - sarah@ marplestationerysupplies.co.uk

Looking back, moving forward: Celebrating 40 years

LESLEY HOWE, channel development manager for Brother has seen numerous changes in the technology industry over four decades. But one thing that

hasn’t

changed is the importance of growth, resilience and adaptability. We sat down with Lesley to hear more about her inspirational experiences

can’t really believe it’s been 40 years since my first role at Brother UK as an office junior in the advertising team. Plenty has changed since I joined the sector, but the same goal remains in my role today – to help our partners to secure and convert new business and to grow their revenues. There’s also been plenty of change since I joined Brother – advancing from telex machines and typewriters in the eighties to today’s modern printing solutions such as MPS.

“I

In recent years, the move to hybrid and

decentralised ways of working has been the biggest change to shape our sector. Not only did it change the way in which we work alongside our partners, but it also brought new opportunities to support our customers. The last twelve months have been fast paced but rewarding. We launched our new managed print service (MPS) proposition to support growing demand for print-as-aservice, a trend we’re expecting to continue into 2024 and beyond. We also refreshed our entire laser print line up to offer business and home office users faster and betterconnected printing.

INFLUENCES AND SUPPORT

A massive influence in my career was Jim Kelly, a business development director at Brother who I worked with for many years. Jim embodied the ‘at your side’ attitude and was one of kindest and most thoughtful people to work with, his ongoing support really helped me as I was building my career.

Our managing director Phil Jones has also been a great support as I’ve moved up through the business, giving me the confidence to grow and take on new and exciting challenges.

For me personally, my mum was always the strongest person I have ever known. She passed

away 15 years ago, but I can still hear her voice encouraging me and pushing me on, saying: “you can do this.” Brother has always been a family orientated business. Everyone’s opinion is valued, and this is what drives the business’ ethos and strategies, to help it evolve.

As a business we’re well equipped to keep up with and embrace the fast-paced changes in media and technology. I want to make sure my team have access to as many opportunities to grow as possible, they’re young and eager to learn which is a great position to be in.

A career in the technology industry can provide you with opportunities you might never have considered. I’ve had some amazing opportunities throughout my career, representing Brother UK around Europe and Japan. The best advice I could give to newcomers in the industry is to be open to learning and developing your

A career in the technology industry can provide you with opportunities you might never have considered

skills both professionally and personally. Brother sponsored my qualification with the Chartered Institute of Marketing which has allowed me to develop the skills to get me where I am today.

FACING THE FUTURE

My advice would be ‘don’t panic’ when faced with tough times. I think it’s important to take one step at a time when dealing with a challenge and if all doesn’t go to plan, being adaptable is key. At Brother we’re lucky to have the platform and people to adapt quickly, as we did with hybrid working. It’s really a case of ‘we’re all in this together’. We need to offer customers choice to successfully meet their requirements. Supplying a diverse range of print devices, from home office models through to machines for large enterprises, will ensure that partners always have a model fit for a customers’ specific needs. If vendors and partners don’t have the right choice, then they’ll lose customers’ business.

Sustainability is one of the biggest challenges we face today, and businesses should have a plan of action. Customers are increasingly scrutinising suppliers’ environmental impact, wanting greener products and expecting vendors and resellers

to operate more sustainably themselves.

Remanufacturing waste consumable products is a huge way in which we as an industry can reduce our waste and carbon emissions. Our recycling technology centre in Ruabon, North Wales, was certified as carbon neutral in 2021 and has made a major contribution to Brother’s global milestone in recycling 40 million toner cartridges to date. Last year, it helped Brother become the first brand to be awarded with the Blue Angel eco-label for a remanufactured toner cartridge.

Businesses at the beginning of their sustainability journey will also benefit from having a plan in place, helping them to create manageable goals to reduce their environmental footprint.

GOING THE EXTRA MILE

I kayaked the Thames in 2016 and cycled from London to Paris in 2017 with my Brother colleagues to raise money for Cancer Research UK, a charity very close to my heart. Together we raised over £38,000 and I don’t think it’s something I’d ever have achieved if it wasn’t for the Brother team pushing me on. Would I do more events like this in the future? I’d never say never to any future opportunities that come my way.”

Ink and innovation: The resilience of stationery in the digital age

You may have heard people talking recently about the ‘stationery renaissance’. As the pressing need for digital solutions felt during lockdown eases and hybrid work models continue to gain traction, we pose the question: Is stationery staging a comeback? And how has it evolved to co-exist with the digital world?

While the notion of a “comeback” implies a period of decline, the stationery market has demonstrated mostly consistent growth in recent years, despite the dominance of digital. This looks set to continue, with reports from last year indicating that the United Kingdom Stationery Market is projected to expand at a CAGR of 2.6% during 2023-2029. In other words, rather than a resurgence, stationery appears to be undergoing an evolutionary shift.

The growing demand for traditional-style stationery products, particularly advantageous for dealers, may in part stem from the changing purchasing habits of consumers. With the decline of high-street giants such as Wilko and Paperchase, offline channels have become the preferred choice for buying stationery products. This highlights a gap left by the closure of

chain outlets, one that dealers and independent retailers are well-positioned to capitalise on and fill, making it a promising market opportunity.

DRIVING THE DEMAND

In a world of digital noise, stationery represents a return to a sensory experience. While digital tools provide the benefits of speed and convenience, stationery provides customers with a broader selection of products, granting them freedom of choice and the ability to infuse personal style into the workspace. Stationery presents an avenue for dealers to meet this demand, with potential for further expansion and diversification through auxiliary products that complement and support core offerings. Product lines that include storage and transportation solutions for stationery, such as bags and filing systems, represent prime examples of this opportunity.

Sustainability has become a pivotal focus within the industry, driving a surge in innovative eco-friendly products. Customers are increasingly seeking items crafted from recycled materials, packaged in biodegradable materials, and produced sustainably. They are also prioritising companies that embed sustainability into their core values.

The stationery industry is embracing products that seamlessly blend functionality with eco-consciousness. Leading examples include refillable options like the Stabilo Green range, which utilises 87% recycled plastics for highlighter pens and sources 100% certified FSC wood for pencils. Similarly, Pentel’s Recycology range offers pens, filing products, and display books designed for refillability, ensuring long-lasting environmentally friendly solutions.

INNOVATING FOR THE MODERN AUDIENCE

Several factors contribute to the market growth of stationery products in the business environment such as the surge in remote working and the increasing popularity of destination offices over the past 2-3 years. In essence, employees seek autonomy in their workplace supply choices to create a more personalised environment.

Research shows that while stationery performs well with young workers, it is interestingly gaining traction among the more mature workforce. This demographic actively chooses solutions that allow them to maintain comfortable habits, such as handwriting, as a counterbalance to the abundance of technological advancements they encounter.

Market analysis highlights growth in subcategories like drawing and writing instruments and accessories. As we move further into

In essence, while technology connects people to business, stationery serves to reconnect individuals with personal focuses

the post-COVID landscape, stationery manufacturers and suppliers are diversifying to meet the needs of the modern buyer. Far from being supplanted by technology, the stationery market is embracing innovation to bridge the gap between the digital and physical. Evidenced by the rise of hybrid interactive products, such as smart notebooks and pens which facilitate the transfer of handwritten notes to digital formats. These hybrid solutions cater to consumers who appreciate the tactile experience of writing while valuing the convenience of digital storage and sharing.

OPPORTUNITIES FOR DEALERS

It seems clear that the increasing demand for and rise in popularity of stationery products, coupled with the lack of a dominant high street presence, present a golden opportunity for dealers to reassess their stationery offerings to ensure they are meeting with the demands of a more modern and future-forward demographic. This potential is underscored by the significant growth observed at last year’s London Stationery Show, where new exhibitors increased by 20% and visitor numbers surged by 12%. This highlights the increasing relevance of the stationery market, prompting dealers to adapt and innovate their offerings accordingly. For dealers looking to capitalise on the diversification of and growth areas within the stationery product market, the London Stationery Show 2024 offers a prime opportunity to get a first look at the latest developments and products.

WHO

FIND

CAN DEALERS

AT LONDON STATIONERY SHOW 2024?

Crayola, Leuchtturm1917, Blueprint Stationery, Stone Marketing, ExaClair, Daler Rowney, Royal Talens, Manuscript Brands, Jakar International, Studio Pens, Pentel, Snopake, Staedtler, IG Design Group, Sinclairs, Stabilo, Pukka Pads, Edding, Hahnemuehle, Ultratape, The Pilot Pen Co, Zebra Pen, Nu:notebooks, Tallon International.

Following the success of the 2023 show, organisers anticipate high attendance for 2024

Taking place on 14-15 May at the Business Design Centre in Islington, it is the UK’s only dedicated exhibition covering gift stationery, writing instruments, arts & crafts and office supplies.

This year marks a thrilling transition for the highly anticipated event, as it will be the show’s first outing since being acquired from Ocean Media Group by Max Publishing at the end of last year. Chantelle White, who continues with LSS as its event manager says, “The London Stationery Show is a mecca for all things stationery. It’s a great place to source diverse items to add to your product ranges, things you might not have thought about previously which can increase the basket spend of your customers.”

The London Stationery Show coincides with the eagerly anticipated National Stationery Week 2024 (NSW), scheduled from May 13 to 19. Maped Helix, Pentel, Staedtler, and Zebra Pen are among the prominent names already confirmed as headline sponsors for NSW 2024 while Exaclair and The Art File have been announced as countdown week sponsors.

The lineup of exhibitors at the London Stationery Show 2024 also showcases a diverse array of leading brands, including Crayola, Leuchtturm1917, Blueprint Stationery, Stone Marketing, ExaClair, Daler Rowney, Royal Talens, Manuscript Brands, Jakar International,

The stationery industry is embracing products that seamlessly blend functionality with eco-consciousness

Studio Pens, Pentel, Snopake, Staedtler, IG Design Group, Sinclairs, Stabilo, Pukka Pads, Edding, Hahnemuehle, Ultratape, The Pilot Pen Co, Zebra Pen, Nu:notebooks, Tallon International and many more.

Chris Leonard-Morgan, who founded the show back in 2012 will be taking on a new role as a special advisor. Chris said, “Max Publishing is well placed to take advantage of the opportunities and synergy which exists with its market leading titles to take the London Stationery Show and stationery itself to a higher level and wider audience.”

LONDON STATIONERY SHOW 2024

As the digital landscape continues to coexist with traditional practices, stationery remains a vital tool for personal expression, productivity and sustainability. The stationery market is undoubtedly rising to meet the needs of workers and businesses. With an array of innovative products catering to modern demands, coupled with the excitement surrounding events like the London Stationery Show and National Stationery Week, dealers are poised to seize significant opportunities in this dynamic and ever-growing market.

London Stationery Show takes place Tuesday 14th May 9.30am – 5pm and Wednesday 15th May 9.30am -4pm at the Business Design Centre, London. Entry is free for bona fide stationery dealers, buyers, retailers, wholesalers, licensors and licensees. www.stationeryshowlondon.co.uk For stand and sponsorship opportunities contact Chantelle White on chantellew@max-publishing.co.uk or +44(0)7795 951244

Informed choices: Navigating the compatible cartridge landscape

PART ONE

Despite the dominance of digital, traditional print is still a serious heavyweight in the global market. Worldwide print volumes are estimated to be the equivalent of close to 49.5 trillion A4 prints in the next year. In this two-part series, we dive into the changing world of print and how compatible and re-manufactured cartridges offer resellers and customers a cost-efficient and sustainable alternative to meet modern printing needs

While compatible consumables aren’t a new product, over the past few years the print market has opened to new opportunities and consumer demographics. More people than ever are working from home or on a hybrid/ remote basis, creating a heightened demand for personalised printing solutions. By highlighting the advantages of compatible and remanufactured cartridges, dealers can address both business and personal needs, encompassing factors like cost-effectiveness, quality and sustainability.

In the realm of business purchasing decisions, cost remains a primary driving force. With the ongoing cost-of-living challenges compounded by escalating energy expenses, organisations are under pressure to optimise efficiencies to manage costs. A key appeal of compatible products lies in their cost-effectiveness, presenting a significant advantage for resellers. However, despite the gradual debunking of outdated myths surrounding compatible products and concerns regarding warranty implications, customers may yet be reluctant to make the switch. Resellers can solidify their position by offering precise insights into the performance of compatible alternatives.

ENGAGING ON MULTIPLE FRONTS

For customers, cost savings are integral to both individual and organisational efficiency. By switching to compatibles, users can generate print cost savings of at least 30%. Resellers must engage on multiple fronts, highlighting not only the potential savings through switching to compatible products for bulk orders but also considering the costeffectiveness of ensuring that remote workers do not inadvertently increase expenses by using more expensive OEM brands at home. Communicating the benefits of compatibles needs to be done in a way that can be trickled down throughout the organisation, ensuring anyone with the autonomy to make their own informed purchasing decisions can do so with the complete information.

By switching to compatibles, users can generate print cost savings of at least 30%

and which products offer the best and most cost-efficient solutions. CTS Wholesale, for instance, offers a diverse range of five product types, including genuine supplies, aftermarket branded supplies, CTS’ own remanufactured products, and compatible plain box products.

Nick Brooks, commercial manager of CTS Toner Supplies, said “As a specialist distributor in aftermarket printer consumables we are often asked for the best product option by our trade customers. Over the years, compatibles have become increasingly more reliable, and IP safe, and their previous bad reputation for poor quality and unreliability has, thankfully, ebbed, leaving a truer picture of a more fit-for-purpose, reliable yet costeffective, option in a more professional supply chain environment.”

Refillable cartridges offer both cost-saving and environmental benefits to the customer. Dealers can illustrate to customers the additional value of making the switch, highlighting benefits such as improved availability and reliability, eliminating the frustration of waiting for specific cartridges to be restocked. It is also important to underline the fact that using a refillable ink in a printer does not void the consumer warranty.

INFORMATION AND EDUCATION

Crucial to maximizing compatible sales is underlining the substantial investments made in product development and rigorous testing. Over the years, compatibles have significantly enhanced their reliability and quality. Nevertheless, there is still reluctance to purchase based on fears that cheaper cost means inferior quality. Therefore, providing reassurance is essential to garnering buy-in.

Educating customers about the variety of options available in compatibles empowers dealers to tailor solutions according to differing business needs. The previous notion of compatible products being an unknown entity has started to disappear, with many brands now becoming equally as well-known as their OEM counterparts. Informed choices regarding printer compatibles need to not only factor in what product is best for the customer, but how the product is being used

CHANGING THE MINDSET

David Hamblen, director of UK sales and strategic accounts, from Armor-Altkin said, “There is a big change in mindset from end users, resellers and distributors about aftermarket compatible products, which in the distant past had been associated with inconsistent quality. Environmental concerns also now feature highly in purchasing decisions. Armor – Altkin products provide all the ingredients to ensure the end user has total peace of mind, the main drivers being consistent quality - remanufactured products that not only look identical to the original product but perform in the same way, significant cost savings, a no quibble lifetime warranty and of course the strongest environmental credentials in Europe backed up by recognized certifications. Of course, from a reseller standpoint, selling our products provides peace of mind, differentiation, repeat business and healthy margins.”

Once the right solution, tailored to the unique requirements of the business is determined, dealers can present a range of purchasing options to accommodate both a centralised order system and individual purchases for home workers. For example, for organisations that have a high number of employees, is a subscription-based service a viable possibility? Subscriptions offer customers the assurance of receiving precisely what they require on a consistent basis, streamlining the procurement process.

Crucial to maximizing compatible sales is underlining the substantial investments made in product development and rigorous testing

Meanwhile, for dealers, subscription-based services present an avenue to foster enduring sales relationships. Dealers can effectively address resistance to the switch by leveraging tactics like free trials, blitz campaigns, and special offers. These are common strategies that provide customers with incentives to explore alternative products while allowing dealers to assess the associated costs and productivity gains.

Lisa Hainsworth, business development manager for Static Control Components, emphasised the significance of enabling customers to experience firsthand how transitioning to alternative products can effectively fulfil their unique printing needs. “Customers can get the same quality as OEM cartridges for a fraction of the cost. Our aftermarket cartridges are less expensive than OEM cartridges, offering substantial savings over time, especially for users with high print volumes. Our remanufactured cartridges are built with over 35 years of

component knowledge, delivering premium performance while helping with waste reduction and the conservation of resources.  Some of our compatible cartridges also come in plastic-free packaging.”

ACCOMMODATING A CHANGING WORLD

As the print market evolves to accommodate changing work environments and growing environmental concerns, the role of compatible and remanufactured cartridges becomes increasingly significant. Dealers play a crucial role in educating and guiding customers towards sustainable and cost-effective printing solutions. By highlighting the benefits of compatible products, addressing concerns about quality and reliability, and offering tailored purchasing options, dealers can effectively meet the diverse needs of businesses and individuals alike. With a focus on information, education, and customer empowerment, dealers can navigate the shifting landscape of printing preferences while fostering enduring relationships.

In a society increasingly focused on environmental sustainability, sellers now face heightened demands from end-users to provide products that align with their eco-goals. Personal and social values are gaining prominence in consumer choices. In the second instalment of our special feature, featured in our April edition—our highly anticipated green and eco-focus issue—we explore how dealers can emphasise the sustainability advantages of compatible products and distinguish between factual information and misconceptions regarding eco-credentials.

Waste not, want not: The role of dealers in managing food waste

Next month will see National Stop Food Waste Day shine a spotlight on the extent of food wastage in the UK. Data indicates that the UK’s total annual food waste could feed upwards of 30 million people and an estimated 40% of this waste comes from businesses. We look at how dealers can help businesses to reduce waste and save money

When we think of reducing waste, food may be the last thing that comes to mind. It is likely your customers don’t think much about the odd out-of-date sandwich being thrown away but the volume of discarded food in the UK annually is significant. Not only because of the costs – the value of UK food wasted surpasses £19 billion a year - but because food waste deposited in landfills decomposes, emitting methane, a potent greenhouse gas. Research suggests that

food waste contributes between 6 and 8% of all human-caused greenhouse gas emissions.

Many businesses may underestimate the scale of food wastage within their operations and its consequent costs and environmental impacts - between 20-30% of an average office worker’s waste is food. Given the current emphasis on sustainability and resource efficiency in office environments, it’s crucial for dealers to shine a spotlight on this significant but often overlooked issue. Businesses have numerous avenues to decrease food waste, and dealers are optimally positioned to aid them in reaching their waste reduction objectives.

Nowadays, consumers are highly attuned to the values of businesses and often gravitate towards those that mirror their own beliefs. Dealers have an opportunity to highlight the advantages of adopting more sustainable food practices, which can bolster a company’s ecofriendly image and appeal to environmentally conscious consumers.

ENERGY-EFFICIENT STORAGE

The journey to reducing food waste begins with ensuring customers employ optimal and efficient storage practices. Many businesses feature kitchen areas equipped

with refrigerators for food storage by employees. It’s crucial to maintain up-todate appliances and regularly inspect them for temperature efficiency to minimise wastage. The same principle applies to any additional storage areas where food is kept. Any breaks, cracks, or splits in seals and containers can accelerate food spoilage, emphasising the need for regular inspection and maintenance.

Encouraging healthy and hygienic food storage and dining areas can be reinforced by utilising the correct cleaning products. Cross-contamination resulting from spoiled

food not only increases waste but also risks illness and work absences. Regardless of the size of workplace, dealers should underscore the significance of food-safe cleaning products for kitchen areas. Additionally, clear signage can guide users in safe food storage and handling practices.

UNDERSTANDING EATING HABITS

To assist customers in addressing food waste, dealers should gain a thorough understanding of workplace eating habits. Are employees bringing their own meals, or is catering provided by the business? Are there onsite cafés or vending machines?

When addressing food waste, it’s also important to note that 11% of it comprises liquid waste. Approximately 490 million pints of milk are discarded in the UK each year. When you consider that the average British worker drinks three cups of tea or coffee daily, this is a lot of money for businesses to be pouring down the drain!

Dealers supplying items like milk, coffee, cereals and snacks have an opportunity to ensure customers order the right products in appropriate quantities by encouraging food waste audits. This benefits both parties: customers can streamline their orders, while dealers can capitalise on innovative solutions, such as offering monthly snack and drink subscriptions tailored to the exact number of employees.

Creating appealing and convenient lunch spaces is vital for fostering sustainable food practices in the workplace, especially considering that 67% of UK workers typically eat lunch at their desks. Dealers can offer customers a variety of products, such as microwaves, toasters, and sandwich makers, providing diverse meal options in the office. These tools can motivate

employees to make use of food from home, reducing potential waste. According to surveys conducted in 2023, almost one third of UK workers expressed an aim to prepare more homemade lunches, alongside goals of eating healthier, improving fitness and saving money.

Many businesses may underestimate the scale of food wastage within their operations

THE RIGHT RECYCLING SYSTEMS

For workplaces committed to embracing sustainable practices, promoting food recycling for items past their prime is essential. Dealers can facilitate this by offering clearly labelled food recycling bins. Additionally, for businesses with available outdoor space, guidance on installing and utilising composting bins and caddies should be provided.

As businesses strive to reduce waste and enhance their sustainability efforts, food waste management emerges as a promising yet underutilised avenue for dealers to establish themselves as trusted advisors. By adopting an approach that addresses all aspects of creating a zero-waste environment, dealers can play a pivotal role in guiding businesses toward more sustainable practices. Through promoting sustainable food practices, encouraging efficient storage, offering tailored solutions, and facilitating food recycling initiatives, dealers empower businesses to significantly reduce their environmental impact.

Promoting productivity with plant power

Lower stress, boosted productivity, and enhanced job satisfaction— here’s why dealers should be helping customers to harness the power of plants for a greener, healthier and more productive workspace

Have you heard about the latest trend in workplaces? It’s not just about going green in terms of sustainability; it’s about getting green-fingered! Gone are the days of plastic pots with fake flowers. Whether it’s low-maintenance succulents or growing vegetables right in the office, plants are taking over.

In the realm of office design, biophilic design has surged in popularity. This approach involves integrating elements of nature into the work environment. Recent findings from a 2022 study underscore its impact: simply introducing a few plants into the workspace can lead to a remarkable 15% boost in productivity levels.

BACK TO NATURE

Over the course of 18 months, the study demonstrated remarkable improvements in employee performance upon introducing plants into office spaces at a rate of one plant per square meter. Moreover, the study unveiled that greener office environments

Proximity to nature is proven to enhance well-being and creativity

could potentially slash sick days per person per year by up to 1.6 days. Parallel research by the Royal Horticultural Society corroborates these findings, indicating that incorporating just five small plants into a moderately sized office could reduce levels of nitrogen dioxide (NO2) by as much as 20%.

Proximity to nature has been scientifically shown to enhance both well-being and creativity. When selecting plants for the work environment, customers should opt for varieties that thrive in specific conditions. For instance, plants like aspidistra and sansevieria, also known as the snake plant, are resilient and flourish even under harsh fluorescent lighting. If space is limited, smaller desktop-friendly

plants, such as Boston ferns or the beloved aloe plant brighten up even the dimmest corners of the office and require minimal maintenance.

CULTIVATING OPPORTUNITY

For dealers seeking blossoming avenues in biophilic design, it’s noteworthy that consumer spending on gardens, plants, and flowers in the UK reached £6.1 billion in 2022, as reported by the Research Department at Statista. This underscores the burgeoning popularity of office plants, presenting a promising opportunity for dealers to tap into.

Bringing a touch of nature into the office doesn’t require a green thumb or aspirations of cultivating a full-fledged garden on-site. Let’s be realistic, nobody’s looking for a pumpkin patch next to the photocopier. However, considering that the integration of plants into office spaces not only boosts productivity and well-being but also signifies a burgeoning preference for greener, nature-inspired work environments, perhaps it’s time to consider harnessing the power of plants.

From blurred lines to clear boundaries: Defining work and home spaces

As remote work models evolve and develop over the long term, prioritising healthy working conditions and boundaries becomes ever more essential for sustaining the well-being of remote workers

But what are the primary causes of stress for home workers, and what opportunities are there for dealers to strategically grow their offerings and diversify to help workers meet these challenges? One common challenge faced by many workers is maintaining focus and productivity in a multipurpose environment. With home offices often doubling as kitchens, dining rooms, or spare rooms, distractions and interruptions are common, leading to decreased productivity and increased stress levels. When advising customers on selecting products and furniture for their home offices, dealers should

underscore the significance of choices that alleviate stress and establish clear boundaries between work and home space.

Many remote workers may not have the means or desire to remodel their homes to accommodate a dedicated workspace. Therefore, there’s a notable advantage to offering flexible products, such as modular furnishings that can easily adapt to create functional work areas within restricted spaces. Dealers must think beyond what can be added to an already existing space and instead focus on assisting customers in creating new, additional spaces easily and cost-effectively. One effective solution involves providing portable partitions to establish

cubicle-style workspaces. Enhancing this approach with shelving for additional storage not only delineates spatial boundaries but also maximises organisation. The key benefit of utilising modular and portable versions over fixed wall dividers is their versatility: they can be easily disassembled, moved, and repurposed by either the same or different employees or in different locations.

TOO MANY DISTRACTIONS

Transitioning to a hybrid or remote work model brings forth challenges, particularly for those grappling with space management and organisation. Maintaining a tidy desk with the aid of a desktop organiser can enhance

One clear distinction that dealers should strive to make, is that between a separate workspace and a designated workspace

distractions and enhance focus. While some may perceive soundproofing as a costly and disruptive endeavour, dealers are well-equipped to dispel these concerns. It is important to offer guidance on accessible solutions that effectively absorb and minimise noise. For instance, recommending products like cushions, soft seating, and plush rugs can help create a quieter and more conducive work environment without the need for extensive renovations.

focus and productivity by eliminating visual clutter. Names like Fellowes offer desktop storage solutions that optimise space without sacrificing accessibility.

Similarly, Exacompta offers a diverse array of organisational products designed to delineate defined workspaces. Their product range includes storage boxes, filing systems, and stackable solutions that incorporate contemporary office colour trends, fostering a conducive environment for improved performance and productivity.

Working in a home office exposed to the hustle and bustle of daily life can be detrimental to productivity. Soundproofing these spaces can significantly reduce

THE RIGHT TECHNOLOGY

Dealers can offer valuable support to customers by suggesting audio-visual equipment that enhances concentration. Wireless earbuds or a white noise machine can create an environment conducive to focus, while noise-cancelling headphones effectively block out distractions, allowing for complete immersion in tasks. In shared spaces where privacy is limited, blackout privacy filters and screens, such as those provided by Fellowes and 3M, offer a solution. These tools reassure workers that their personal workspace can remain private even in a bustling shared environment, ensuring peace of mind and improved focus.

For many, achieving productivity while working remotely can be challenging, especially if they are often working away or on the move. Being able to create an optimal workspace in any environment is vital for maximising on-the-go performance.

Dealers have a unique opportunity not only to assist customers in creating less stressful home workspaces but also to recommend flexible products that can easily transition to shared or community workspaces. Some top products for on-the-go work include portable or foldable standing desks, laptop surfaces, and cooling pads. Disruptions caused by lack of signal or poor internet connection can significantly impact mood and productivity for those working outside of the home or office. To address these challenges, it’s essential for dealers to emphasise the value of portable chargers and signal boosters. Dealers can steer customers toward portable ICT products like mini routers to enhance Wi-Fi signal strength and slimline portable chargers to alleviate concerns about limited power sources.

CREATING DISTINCTION

While the advantages of ergonomic furniture are widely recognised, navigating space constraints when working from home often necessitates compromises. Dealers play a crucial role in assisting customers by recommending ancillary products that can enhance well-being without occupying excessive space. Some excellent options include adjustable footrests, comfort gel pads, and ergonomic desktop accessories that promote comfort. Additionally, customers can improve comfort by utilising ergonomic cushions and seating pads, which can be added to existing furniture like dining room chairs.

While the advantages of ergonomic furniture are widely recognised, navigating space constraints when working from home often necessitates compromises

The Leitz ergonomic range, part of the ACCO brand family, includes monitor risers, standing desk converters and provides a great example of an extensive range of furniture that can be adjusted to both compliment and define a designated workspace.

While not all remote workers have the luxury of a dedicated home office space, the importance of delineating boundaries between work and home life cannot be overstated. Striking a healthy balance between work and relaxation is crucial for worker well-being. One clear distinction that dealers should strive to make, is that between a separate workspace and a designated

workspace. Even if there’s ample room for furniture, electronics, and office supplies, the home environment may not always facilitate a stress-free work experience. Moreover, without clear boundaries, the lines between work and personal life can blur, leading to potential encroachment on personal space.

For those looking to create designated workspaces using furniture, dealers can offer recommendations based on colour and design. For instance, incorporating specific colours to delineate work areas can be effective. This could involve strategies such as colour-coded filing and furniture systems to further enhance the distinction between

work and home spaces.

While it’s become standard for dealers to offer products for home workspaces, there’s an opportunity for them to stand out by expanding and diversifying their offerings. Instead of simply providing what’s necessary for working at home, dealers can excel by helping workers identify, emphasise, and create personalised, designated and conducive work environments.

To tackle prevalent stressors like distractions, limited space, discomfort, and the blending of work and personal life, thoughtful solutions are essential. Dealers can make a significant impact by providing practical guidance and adaptable solutions, empowering remote workers to craft productive and comfortable home workspaces. This approach not only sets dealers apart from the competition but also ensures that workers have the support and information they need to optimise their home workspaces for productivity and well-being.

Take complaints off your to-do list

The Tork Office Hygiene Package

67% of employees say that they are more likely to complain about a washroom than any other aspect of their office.* Cut complaints by ensuring that cleaning and washroom maintenance are run well and efficiently with the Tork Office Hygiene Package.™ tork.co.uk/officehygiene

LIVE IT LIVE IT

Life hack

Tired of tangled cables?

Grab a shoebox and some toilet paper rolls. Slide each cable into a roll, then arrange them neatly inside the box. Voila! Your cables are organized, tangle-free, and easy to find when you need them.

CAPTION COMPETITION

England launches new biodiversity initiative

England is set to roll out a biodiversity credit scheme, known as biodiversity net gain (BNG), this month, requiring all new construction projects to achieve a 10% net gain in biodiversity or habitat. The initiative aims to mitigate the ecosystem impact of developments by compensating for land affected by new road and housebuilding projects.

Scheduled to become law under the Town and Country Planning Act, the scheme seeks to encourage thoughtful planning and conservation efforts. Natalie Duffus, a researcher from the University of Oxford, views BNG as a potential catalyst for habitat restoration.

With a target of 300,000 new homes annually, England’s initiative is being closely watched internationally, with other countries like Sweden, Singapore, Scotland, and Wales considering similar schemes. If implemented effectively, BNG could serve as a model for biodiversity markets worldwide, sparking interest in conservation-focused development strategies.

Quote of the month

In winter, I plot and plan. In spring, I move.

Henry Rollins

Did you know?

Public dancing is banned in most German states on Good Friday, including Berlin, out of respect for the Christian tradition of mourning Jesus’ death.

Antarctic gear finds new life

THUMBS UP!

Six boxes of thermal hats, fleeces, and gloves, previously utilised in Antarctica, find new purpose at a homelessness charity. Cambridge’s British Antarctic Survey (BAS) redirected the thermals to Wintercomfort, aiding those on the city’s streets.

BAS’s Matthew Cridland stressed the challenge of acquiring replacements, highlighting the necessity for thorough equipment maintenance. “It’s not like we can pop to the shop and get some spares, so we do need make sure that everything is completely right.” Mr Cridland also emphasised the importance of reusing equipment no longer suited for Antarctica’s extreme conditions, “We try to reissue where we can to staff, and other bases, and when that’s not possible, to donate it to an organisation like Wintercomfort is fantastic.”

Despite the gear’s mismatch with UK temperatures, Wintercomfort appreciates the contribution, highlighting the value of reusing over recycling. The charity expressed thanks for the warmth provided, acknowledging the generosity of the donation.

PUB QUIZ

1. On what day does Spring commence?

2. The largest pancake ever made had a diameter of how many metres?

3. William Shakespeare mentions Valentine’s Day in which of his plays?

4. Who is the Roman Goddess of Spring?

5. How many days are there in a leap year?

Knock me down with a feather

PANCAKE SPRINT: A TRANSATLANTIC TRADITION

In the English town of Olney, women clad in checkered aprons and rainbow-coloured running shoes readied themselves for the annual pancake race, a tradition dating back to 1445. With frying pans in hand, they sprinted through the streets, striving to keep their pancakes aloft. Despite the challenging distance, Kaisa Larkas, a mother of four, clinched the Olney title with a time of 63.37 seconds, emphasising the exhilarating yet demanding nature of the event.

Across the Atlantic, in Liberal, Kansas, Pamela Bolivar secured victory for the United States, mirroring the festivities held on the eve of Lent in both countries. This quirky tradition, a blend of athleticism and whimsy, captures the essence of communal celebration, bridging the gap between nations separated by thousands of miles.