S U S TA I N A B I L I T Y I N C H A L L E N G I N G T I M E S
SALES SUCCESS
practicality. “Pre-pandemic, the younger
has recently secured two new business
years, with manufacturers and merchants
generation who were coming through
arrangements with a district and a town
demonstrating their commitment through
into managerial positions in purchasing,
council. “Both were awarded to us on
certifications such as PEFC and FSC,”
and had the authority to make decisions,
the green aspects despite the fact that we
says Paul Savill, office and digital papers
were certainly much more focused on the
were not ‘approved’ on their respective
manager at Antalis. “However, how we use
whole process in terms of sustainability -
frameworks. Could the public sector be
our planet’s resources, and safeguard our
from manufacturing locations to delivery
leading the way?”
planet for future generations, has come into
and on-going support. They considered
ever-sharper focus as we see the impacts of
aspects such as multiple deliveries from
climate change.
multiple locations and the effect that might have on the logistical footprint,” he says. “We saw this as a benefit, and a definite improvement in the purchasing process, rather than the vast majority of the
There is still a challenge involved in pricing recycled products
weighting being applied purely to the cost.
“This has posed greater, and more detailed, questions to our industry; it is an area where a great deal of progress has been made, with manufacturers producing a wider range of ‘carbon balanced’ papers. The calculated CO2 impact of manufacture
“However, post pandemic, many
– and, in some cases, onward delivery to
customers – in some cases understandably
SOCIAL PRICING
logistics hubs – of these papers is converted
– are tightening their belts and, much as
Jade Cuthbert, digital marketing and
into carbon credits via recognised carbon
they may have a CSR or environmental
sustainability manager at Eco-eco Stationery,
reducing agencies and invested in low
policy, they also have a need to keep their
says her company is finding that customers
carbon projects and initiatives globally.”
businesses robust and, ultimately, profitable.
are increasingly exploring sustainable
We have certainly seen a return in some
suppliers with an open mind, looking to
schemes available in the UK where
sectors to short-term purchasing with a view
educate themselves on the benefits. “There is
customers can offset the carbon impact of
that it might not be the ‘best’ solution now,
still a challenge involved in pricing recycled
paper by purchasing from resellers who align
but it is the solution that is ‘best’ given the
products, despite the energy consumption
their purchases to one of the several carbon
economic climate.”
involved being lower than when creating
offsetting schemes that are available, many
using non-recycled materials,” she says.
of which focus on creating new woodlands
Nick notes that that there is still a clear generational gap in the approach of clients
“Dealers are having to explore the
Paul adds that there are also several
in the UK, or preserving areas of significant
to sustainability. “The post-50 age group
social values that sustainable items bring to
are still less likely to take the environmental
the table, including a premium price tag.
“Complementary to these CO2
aspect into account, whereas it tends to be
Customers looking to buy eco products
initiatives, manufacturers are working
the main focus for the younger generation.
consider this as an acceptable part of a
to reduce their environmental impact
I think that’s a statement of society, rather
sustainable transaction, and it becomes a
by reviewing their packaging and
than just our industry.
talking feature of the products themselves.
manufacturing to maximise recyclability
“We receive multiple enquiries per
biodiversity across the globe.
Measuring and reporting on a company’s
and minimise the use of non-recyclable
month for recycling from non-customers
carbon footprint, as well as net zero goals,
content without detrimental effect to the
but, strangely enough, none of them expect
is also a great way to show customers that
product within,” he says.
to pay for it, even though it’s not included as
they are assessing their supply chain and the
a service by their own suppliers. At least they
company’s overall operations.”
are looking for a solution; we then simply
“However, it is clear that, in order to maximise the success of these initiatives, it is our collective responsibility to talk to
have to agree with them what the value of
ESTABLISHED VALUES
suppliers, customers and end-users along the
that solution is.”
However, in some sectors, such as paper,
supply chain. We need to ensure the message
sustainable practices are already well-
is communicated clearly, accurately and in
new direction for dealers prioritising
established. “Sustainability and office
detail, to mitigate any risk of unsubstantiated
sustainability to look to. DEOS Group
papers have gone hand-in-hand for many
or inaccurate claims and/or assumptions.”
Nick adds that there could be a
www.dealersupport.co.uk MAY 2022 [39]
