S T R AT E G Y I N T E R V I E W
INDUSTRY
designed to do, result in some behavioural change. Like
Dealers focused on the central London market saw drops of up to 80%
a lot of these initiatives, it looks good on paper, but how it is executed is another matter - although I think it will be positive, and encourage change.” As the chair of the BOSS Single Use Plastics Forum, Martin has been monitoring changes in the market closely. “Pre-COVID, there was a significant move to
broadly at 2019 levels; however, in London, they
plastic reduction largely because of knowledge of the
are still way down on that as the customers haven’t
damage plastic was doing to the oceans,” he says.
returned, and aren’t going to. We expect to see more
The forum has helped to define a set of criteria on
consolidation in the dealer community in London;
product and packaging resulting in manufacturers being
some have gone out of business, and some have sold
required to complete data files to provide information
out - and there will be more of that.”
to dealers and consumers as to the plastic content of
Martin adds that it has affected the big contract
the products they are purchasing. “It has taken quite
or ‘big box’ dealers most, as their customer base
a time to get there – it took quite a bit of time to get
mostly comprised large corporates. “They have had
consensus across the industry.”
catastrophic sales declines because their market has
But, having achieved this, the forum has extended its
evaporated as they have gone to work from home,”
remit into general environmental issues, and has been
he says. “The big beneficiary has been Amazon. When
renamed the BOSS Environmental Forum to reflect this.
employees went to work from home, traditional dealers
“There is consensus among manufacturers and dealers
said to businesses at the beginning of COVID ‘We can’t
that, post-COVID, the environment and sustainability will
deliver to people’s homes’ so companies have gone
become key issues for consumers, and it won’t go away.
to their people and said, ‘If you need products, buy it
We want to ensure that BOSS provides an up-to-date
where you can on expenses,’ and they have.
information source and a platform for the industry to
“That business model of large single source supply into large corporate businesses is effectively broken as the customers have evaporated. That, I would say, has
develop its sustainability credentials, keeping ahead of legislation because the direction of travel is clear.” Indeed, of those who are returning to the office,
been the most significant change because of COVID
many are younger employees. “It is the 40+ people
in this industry.”
with long commutes who don’t want to go back,” says Martin, and they are the people who are most engaged
PLASTIC USE
with environmental and sustainability issues. “We think
Another change affecting the sector is the growing impact
there will be growing pressure – in this industry and the
of sustainability issues, including the recent introduction
world at large – to have knowledge of the sustainability
of the plastic packaging tax, which encourages
and environmental credentials of products and services.
manufacturers and businesses to use less plastic or face additional charges. However, Martin believes that the sector is ready for it, with most manufacturers already having taken action to reduce plastic use. “I don’t think for one moment
“It is a positive thing. Most writing instrument companies have already replaced blister packaging with cardboard packaging, and those trends will continue; you will see it in other areas as well.” As always, change brings opportunities for those who
the plastic packaging tax will have any demonstrable
are alert to them, and Martin believes the sector, especially
impact on cost of product,” he says. “I think it will, as it is
smaller, nimbler dealers, are well-placed to exploit them.
www.dealersupport.co.uk MAY 2022 [13]
