Dealer Support November/December 2023

November/December

Issue 336

Welcome to our

inspiring success in the workplace supplies industry

WINTER EDITION

Neurodiversity special: improving inclusivity in the office Discover how dealers can help businesses create a more inclusive environment

CHARIOT: HOW KEEPING IT LOCAL STRENGTHENS BUSINESS

Mike Carter reveals how working with local suppliers can be a key differentiator

UNITED: REFLECTIONS ON A TRANSFORMATIONAL YEAR

We talk to MD Graham Bourton about how it can take a crisis to engineer change

CELEBRATING EXACLAIR’S YEAR OF ACHIEVEMENT

Discover how award-winning ExaClair has been striking out ahead of the curve

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FROM THE EDITOR

Ending 2023 on an upbeat As with the rest of the year so far, the final months of 2023 look likely to continue the pattern of shifting sands and changing landscapes. Despite the ongoing challenges WINTER faced by dealer businesses, the most recent reports in business confidence show a EDITION much-needed slight uptick, which means even as the year close begins to draw in, Neurodiversity special: there is still a glimmer of positivity as we head towards 2024. improving inclusivity in the office In this issue of Dealer Support, Graham Bourton, managing director of United, talks about how it can take a crisis to engineer change and why United is feeling positive about the future following a transformational year. You can read all about it on page 16.

We also speak to Mike Carter, managing director and founder of Chariot, who explains the importance of balancing diversification with building a presence in the local community. You can find out more on page 12.

In our Sales Success section, our special feature on neurodiversity in the workplace includes advice from the experts on creating a more inclusive office environment, along with practical tips for being more neurodiversity friendly.

We also look at some products currently on the market that can help your customers assist their neurodiverse employees to maximise their potential at work.

As usual, we bring you all the latest news and stories from the business world. Steve Carter of Advantia shares his thoughts on why we all need to face our fears, and there’s the chance to take five minutes and relax with our tea break section.

We’d love to hear all about your own success and to be inspired by stories of resilience and agility.

Please do share all your news via LinkedIn and Twitter @dealersupport.

November/December

Issue 336

DEALER SUPPORT NOVEMBER/DECEMBER 2023

Welcome to our

inspiring success in the workplace supplies industry

ISSUE 336 MIKE CARTER GRAHAM BOURTON STEVE CARTER

Discover how dealers can help businesses create a more inclusive environment

CHARIOT: HOW KEEPING IT LOCAL STRENGTHENS BUSINESS

Mike Carter reveals how working with local suppliers can be a key differentiator

UNITED: REFLECTIONS ON A TRANSFORMATIONAL YEAR

We talk to MD Graham Bourton about how it can take a crisis to engineer change

CELEBRATING EXACLAIR’S YEAR OF ACHIEVEMENT

Discover how award-winning ExaClair has been striking out ahead of the curve

Joanna Bailey Editor

EDITORIAL Joanna Bailey

CREATIVES Amanda Lancaster

COMMERCIAL Claire Peacock

PUBLISHING SUPPORT Angela Howland PUBLISHER & CEO Vicki Baloch

Dealer Support is the leading monthly publication for dealers in the business supplies industry. It provides information on the industry (both in the UK and overseas), information for and about the UK’s independent dealers, as well as information and advice on running a small business.

The views expressed in this magazine are not necessarily the views of the publishers. Copyright of all the material published remains with Intelligent Media Solutions Limited. No part of this magazine may be reproduced, copied, stored in an electronic retrieval or transmitted, save with written permission or in accordance with provision of the copyright designs and patent act of 1988.

Printed in the UK by Micropress Printers Ltd. www.micropress.co.uk

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NOVEMBER/DECEMBER 2023

Contents

INDUSTRY 06 THE MONTH THAT WAS

The headline news from the industry

08 HOW THE 2023 AUTUMN STATEMENT WILL IMPACT SMES

10

We speculate on the effects of the upcoming autumn statement

10 NEEDLES, DENTISTS, AND WASPS: BATTLING FEAR TOGETHER

We talk to Steve Carter, MD of Advantia, about facing fears head-on

LEADERSHIP 12 HOW KEEPING IT LOCAL IS MAKING CHARIOT STRONGER Mike Carter shares insights on diversification

16

16 WHY BRINGING WAREHOUSING BACK IN-HOUSE CHANGED EVERYTHING MD of United, Graham Bourton chats about a transformational 2023

SALES SUCCESS 20 WHY THE WASHROOMS AT WORK MATTER MORE THAN YOU THINK Increase employee satisfaction with the Tork™ Office Hygiene 22 SAVE THE DATE: DEALER SUPPORT LIVE 2024

Get the details on how and where to join us for our live event 2024

24 “Fear is a horrible thing, and sometimes people will keep it bottled up, rather than ask for help”

10

24 REFLECTIONS ON EXACLAIR’S YEAR OF ACHIEVEMENT

ExaClair Limited reveal how they have been standing out from the crowd

28 SPECIAL FOCUS: NEURODIVERSITY IN THE WORKPLACE

Experts share how dealers can support businesses in being more inclusive

LIVE IT 36 LIVE IT

Take a break and enjoy some lighthearted fun

38 FINAL WORD

Paws for thought: Positivity and productivity tips for 2024

INDUSTRY

THE MONTH THAT WAS

THE MONTH THAT WAS Reward Finance Group secures £50m expansion As reported by SME today, Reward Finance Group has secured a

£50m expansion, bolstering support for SMEs. The lender has recently surpassed a £200m loan book milestone for the first time.

Nick Smith, group managing director for Reward Finance Group,

said; “This opportunity supports not only our business but also our

clients who are operating in a post-COVID climate, hit by rising inflation,

Exacompta earns GRS certification Exacompta, a leader in sustainable office and travel solutions, has achieved the Global Recycled Standard (GRS)

interest rates and corporation tax. This latest £50m increase, taking

certification, reinforcing its

shared confidence and fuels our aspirations to expand even further.”

recycled materials, and a greener

the total lending facility from Foresight to £180m, further solidifies our Amy Crofton, director at Foresight Group, commented; “We’re

pleased to extend Reward’s credit line by an additional £50m. The

business has not only achieved 12 years of continuous growth but has proven to be indispensable to numerous UK SMEs.

Reward has supported over 2,000 UK businesses by providing over

dedication to eco-responsibility, future for consumers.

The GRS certification, a globally recognized standard, signifies Exacompta’s dedication

£1bn of working capital. Foresight’s Private Credit strategy provides

to the highest recycled

bespoke facilities to enable innovative finance businesses to better

environmentally responsible

secured wholesale loan facilities to alternative lenders; designing

content, chain of custody, and

serve its customers.

production. It serves as an assurance for recycled material

BPGI unveils 2024-2025 executive board team

usage and transparent supply chains, embodying a profound commitment to sustainability,

Business Products Group

members have given me to

including waste reduction,

International (BPGI) has revealed

take up the position of vice

resource conservation, and eco-

its new Executive Board

chairperson in the Executive Board

conscious consumer choices.

Committee members. Aidan

Committee. An organisation like

McDonough, Integra’s CEO,

BPGI, as with Quantore, needs

The GRS certification marks a

was unanimously reappointed

loyal and engaged members.

as chairman together with Tim

We are all operating in a very

Beaumont, managing director of

challenging marketplace in which

Nemo Office Club, as treasurer.

things we do today need to

testament to Exacompta’s mission,

Arnold Theuws, CEO of Quantore,

improve for tomorrow.”

delivering sustainable office and

significant step towards a greener and more sustainable future.

This achievement stands as a

joins the board as vice chairman.

Additionally, the board would

travel solutions that prioritize

New vice chairman, Arnold

like to thank Andrea Ghidini for his

Theuws, comments “I’m happy

contributions over the last 2 years,

environmental responsibility and

with the confidence the BPGI

who steps down as vice chairman.

[06] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

reduce the carbon footprint.

THE MONTH THAT WAS

INDUSTRY

Debbie Nice steps in as BOSS Interim CEO BOSS welcomes Debbie Nice as active interim BOSS CEO while existing CEO Amy Hutchinson takes maternity leave.

Debbie has over 35 years’ experience in the business supplies sector having worked in senior strategic roles in procurement, marketing and sales.

Debbie says “I am delighted to be appointed in the role of interim CEO of the BOSS Federation. There are some key challenges and growth opportunities for our sector, and I am enthusiastic about leading initiatives and taking ideas forward. I am a firm believer in the work of the Federation and the collective power of the proactive business supplies community to make things happen. The last 4 years have seen massive changes, and I’m keen to help drive momentum in all the areas including sustainability, the changing workplace and how AI and technology will affect our industry. I’m looking forward to working alongside the Board, the committees, and the members over the next year.”

Small business confidence inches upward slightly As reported by SME today, small businesses saw a slight uptick in confidence during Q3. The headline confidence reading was -8.0 points in Q3, up from -14.2 points in Q2, but some way below Q1’s measure of -2.8 points. The last time the measure was in positive territory was in Q1 of last year. Among the major sectors, retail and wholesale businesses were at -22.8 points, followed by construction at -7.7 points and manufacturing at -6.7 points.

Revenues over the previous quarter were marginally better

Anniversary celebrations for Initiative Members of the Initiative community embarked on a remarkable journey to Setubal, Portugal, hosted by Antalis UK and The Navigator Company, as part of their 25th anniversary celebrations.

Integra’s senior project manager, Rob Burgess, comments “A huge thank you to Antalis and The Navigator Company for helping us celebrate Initiative’s 25th anniversary and for hosting such a fantastic trip.”

Ashley Miller, general manager, Northern Europe, at The Navigator Paper Company, adds “At Navigator, we are immensely proud of our forest nursery, our manufacturing assets and our story, so it was a real privilege to be able to share them with the Integra team on such a milestone for the Initiative brand.”

than in Q2, in keeping with the small recovery in confidence levels.

A third of small firms reported that revenues increased over Q3.

Meanwhile, the proportion of small businesses reporting a drop in revenues over Q3, at 39.4%, was slightly lower than the 41.3% saying the same thing in Q2.

Likewise, there has been improvement in revenue expectations over the coming quarter, slightly down from the 51.3% who said the same thing in Q2.

The findings underline the need for the Chancellor to look at how to boost small firms’ investment in growth in next month’s Autumn Statement.

Mick Millar, managing director at Office Plus, said “Thank you to everyone involved in what was not only a very enjoyable trip but an incredibly insightful experience. We have come away with a much deeper understanding of what it takes to produce our best-selling paper and feel more confident in being able to educate our customers when it comes to environmental factors and sustainability.”

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [07]

INDUSTRY

THE MONTH THAT WAS

NEWS EXTRA

How will the 2023 Autumn Statement impact on SMEs

This year’s autumn statement, due to be released on 22 November, will outline government plans for public spending and the economic outlook based on findings from the Office for Budget Responsibility (OBR)

W

ith the UK

bill discount scheme – set to come to an

suffering from

end just before the wage increases, many

economic

SMEs will be faced with the challenging

stagnation, as

prospect of increased costs in an already

reported by the

difficult financial landscape.

most recent ONS

CPI inflation year to date remains way over target at 6.7 percent

data, there is already much speculation

HOW DO THE FIGURES LOOK?

as to how the autumn statement will

With inflation high and economic

impact on small businesses. Higher

growth at a virtual standstill, the

interest rates continue to slow down

prognosis for economic growth

economic growth, despite a slight

before 2025 remains somewhat bleak.

positive uptick in business confidence

According to reports published by

consider taking action to assist 50,000

towards the end of the year. Business

the BBC, CPI inflation year to date (to

businesses navigating the impact of

investment fell by 4.2 percent in Q3,

September) was 6.7 percent, way over

increasing costs and rising inflation.

and there is still real concern amongst

targets of 2 percent.

decline into yet another recession.

Martin McTague, chairman for the Federation of Small Businesses (FSB)

economic experts that the UK could EXPERTS CALL FOR BETTER

has emphasised the need for SMEs

GOVERNMENT SUPPORT

to continue to benefit from business

likely to feature in the autumn statement

The effect of this on businesses is

rates relief. In a recent press release

in terms of business impact? Businesses

likely to be an overall reduction

he said “This lifeline is set to vanish

are already preparing for an increase in the

in consumer spending, affecting

in March and its absence could mean

UK national living wage, set to take effect

businesses and ultimately having a

a devastating blow to those already

in April 2024. With government support

trickle-down effect on dealer sales.

struggling to stay afloat. Similarly, the

schemes to aid business owners with

The British Chambers of Commerce

much-anticipated business-rates reform

rising costs of energy – such as the energy

(BCC) has called for the government to

cannot remain in limbo.”

But what are the key points most

[08] NOVEMBER/DECEMBER MAY 2022 www.dealersupport.co.uk 2023 www.dealersupport.co.uk

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

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To help support members, we have announced a price freeze until the end of December 2023.

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INDUSTRY

FA C I N G Y O U R F E A R S

Needles, dentists, and wasps: Battling fear together From childhood terrors to adult anxieties, STEVE CARTER, MD of Advantia, opens up about facing his fears head-on, recounting personal triumphs over needles, dentists, and the dreaded wasp

A

s a child there were only three things

gave me a copy to read and inside was a section on overcoming

that I was scared of. As an adult, it was

fear. It was good, very good in fact, but I won’t spoil it by going into

the same three things, but I grew fearful

detail. What I will say is that, on the day of the operation, I was still

rather than scared. The three things

fearful but after reading that chapter, I knew how to deal with it.

were needles, dentists, and wasps. They

I thought I would try the same approach with the dentist. You

are all intrinsically linked, in that their

know what it’s like when you have a check-up, the dentist prods and

main purpose is to cause me pain. Heaven forbid that my dentist

pokes about, shouting out a load of numbers to the assistant who

attempts to give me an injection with a wasp flying around his

marks them down on a chart. Now they are either having a very

surgery, I’d be long gone. What I could never work out was why

dull game of bingo or there is a valid reason. I would never have

that fear was there.

asked before, as my main priority was just to get out of the door,

A couple of years ago I was told I needed an eye operation.

‘Don’t worry’ the consultant said. ‘You will be awake, but we will

but this time I did, he explained, and all was well.

inject anaesthetic around your eye.’ I felt it was probably the right

CHANGING YOUR PERSPECTIVE

time to hit the panic button and mutter the odd expletive, so I did.

Fear is a horrible thing and sometimes people will keep it bottled

Fortunately, the author of a book called Live It, Love It, Sell It,

up, to the point that it consumes them, rather than ask for help.

Very recently a friend confided in me about a real fear he had in his workplace. Unless he had mentioned it, I would never have guessed that something was wrong. We talked about it over a beer, and I

Fear is a horrible thing, and sometimes people will keep it bottled up, rather than ask for help

suggested a different way to look at it. A couple of weeks later his fear had gone and he thanked me for my help and encouragement.

I didn’t really do much, but to him I did.

Have a look around at your team, your colleagues, your friends and ask them if they are ok. It really does go a long way and makes a hell of a difference.

Right then, moving on, anybody know how to deal with a fear of wasps? Answers on the back of a postcard.

[10] NOVEMBER/DECEMBER 2023 www.dealersupport.co.uk MAY 2022 www.dealersupport.co.uk

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LEADERSHIP

THINKING LOCAL

How keeping it local is making Chariot stronger Diversification is crucial for dealers, but for Chariot, keeping it local is just as important. We chat with managing director MIKE CARTER to find out more

D

ealers have a tough task

something that Chariot Office Supplies is

in 2019 by NEMO Office Club who

at hand, competing

doing with gusto.

realised how important it was to reinforce

with huge corporate

“The Keep It Local campaign through

the benefits of local trade. The initiative

companies to win

Nemo is all about taking advantage of

reinforces the benefits of keeping it local

business in their local

being on the doorstep of your customers,”

to the local economy, the environment, the

area. To remain relevant, resellers need to

MD Mike Carter explains. “Resellers have

community and independent resellers. The

embrace what makes them different from

got a real strong selling point if you’re

movement has gained traction nationally

the competition, and what they can do

dealing with local companies because your

since its inception, and supports members

better than big, faceless corporations. One of

corporate businesses just won’t be able to

with marketing materials, lead generation

those differentiators is the ability to supply

offer the same service.”

and political campaigning.

locally made products to local businesses,

[12] NOVEMBER/DECEMBER 2023

Keep It Local campaign was launched

www.dealersupport.co.uk

For Chariot, being a local supplier for

THINKING LOCAL

RECOVERING THROUGH

east Manchester, supplying products that are made locally, is a key differentiator. To press home this message, the company is launching ‘Roaming Bear,’ a cute plushie with an important message. Carter explained the thought behind this, commenting, “We wanted something to engage with customers, something a bit of fun, and something that we could use for our marketing campaigns.’ It’s a great way

LEADERSHIP

It reminds companies that by buying locally, they are actually reinvesting in their community

DIVERSIFICATION

With regards to the business at Chariot, 2023 has been a difficult but positive year overall.

“We are achieving the sales targets that we would have expected pre-pandemic, but the rising cost has affected the profit margin,” Carter explained. He noted that things seem to have stabilised in the past few months, but that higher costs are still eating into profitability at a level that’s just not possible

to engage customers without just talking

to pass on to customers.

about stationery.”

So far, the bear is being used as a tool

cross-promote other people’s businesses

Nevertheless, returning to pre-pandemic

to promote first aid products, but Carter

and charities too, as Carter explained, “If

sales levels has been a success, which Carter

sees it as a great way to engage with schools,

we’re supplying 300 or 400 local

puts largely down to having a good range

solidify relationships with new customers,

companies, there’s a good chance that we

of products that means something is always

and more. He added, “October was the first

can link them up with other customers, and

in demand. Diversification has been a big

month of properly getting him out there.

the Keep It Local campaign is a great talking

part of Chariot’s success, and the pandemic

We’re really just testing the water at the

point for promoting each other. There’s no

saw the company expanding into cleaning

moment, but we’ve got some great feedback.

need to go out of our area to buy the goods

products, first aid kits, and more.

We’re also using him to engage with new

that you need, and if you do, it’s having no

Carter is never shy to try new lines,

customers, so if they do our price challenge,

benefit whatsoever on the local community

as he explained, “The way we look at it is

they’ll get a bear with their first order.”

or economy.”

we’re all moving boxes. It doesn’t really

There can sometimes be challenges in

matter what’s in there.” But how do you

THE IMPORTANCE OF

sourcing every product customers might

turn a conversation about paper into one

KEEPING IT LOCAL

want from the local area, but by putting

that shows a need for all these other things?

“We’ve always been a big part of the local

the network and dealer group to work,

Carter noted how first aid kits, which are

community, dealing with businesses, schools,

Chariot usually finds a solution. “One school

used by everyone but checked infrequently,

colleges, universities. The Keep It Local

asked me to source some heart and lungs,”

have been a great conversation starter for

campaign is a message that can be used

Carter recalled, “so we got in touch with the

add-ons to basic orders for office products.

on a local level, but on the national level,

local butchers who supplied it free of charge.

“It then becomes almost a consultative

also through the buying group. It reminds

That school has now become one of our

selling situation because a lot of people’s

companies that by buying locally, they are

biggest spenders.”

first aid kits are out of date. So rather than

actually reinvesting in their community.”

“Having a good network of local

trying to compete on paper, which people

Chariot’s reinforcement of the Keep

businesses, where you don’t just know their

practically give away, you talk about other

It Local message goes beyond bears and

address but have a deep understanding of

things, and that triggers people to realise

branding though. The company works with

what they do, that’s where it all links up.

that we want to be informative and actually

local charities and uses it as an excuse to

That’s keeping it local.”

sell solutions rather than just products.”

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [13]

LEADERSHIP

THINKING LOCAL

Schools, too, have been a target for new growth opportunities, particularly with the

money well spent, these types of products really sell themselves.

Keep It Local focus. “Our message is always

“We are finding more businesses are

that we’re trying to grow our business to

supporting people working from home. It’s

create employment for the children you’re

taken a while for them to realise, but if a

teaching. That’s really important to us. And

worker is sitting at a dining room table for

it’s when you start talking like that, they

eight hours a day, and not really sitting with

realise the benefit of doing business with us.

good posture, it’s only going to end one way,

Buying local is a powerful tool.”

and that’s going to be with issues.”

People realise we want to be informative and sell solutions not just products

But the benefits of being local extend to service levels too. Unlike the Amazons of this

LOCAL SUCCESS

where the dealer can win, as Carter explained,

world, which would sell you an ergonomic

For Chariot, embracing the benefits of keeping

“If you’ve got high levels of service, and you’re

chair, flat packed, for you to figure out at home

it local has been a powerful string to its bow

not far off with your pricing, customers will

with an allen key, Chariot adds value for their

over the past few years. “It’s a combination

be willing to deal with you.”

customers. “We don’t just drop it off. We show

of the value of the products that we source

people how to use it, we fit them to the chair,

locally, which are manufactured locally, and the

Carter’s father, with a rented minivan and

and that’s been a real bonus for us for gaining

service prior to the product being delivered,

£1,000, having a local presence is in Chariot’s

new business as well.”

and the after service. That combination wins

DNA. With the Keep It Local campaign

repeat business, and really engineers a strong

supporting this notion, the business is going

relationship with customers.”

from strength to strength. Carter encouraged

Carter noted the trade off between the cost of ergonomic equipment and those

For a company founded in 1977, by

other dealers to embrace Keep It Local,

associated with having a staff member off

The perceived downside of buying

work with health issues is becoming more

locally has, and continues to be, price.

adding, “The more of us there are, the more

apparent to employers. With the realisation

Independent resellers will always struggle to

powerful it is, particularly in competing

that investment in ergonomic equipment,

compete on price with national corporations

against corporate companies, because they’ll

both in the office and for home workers, is

due to economies of scale, but service is

never have that personal touch.”

[14] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

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LEADERSHIP

ENGINEERING CHANGE

Transforming United: How bringing warehousing back in-house changed everything We chat with managing director GRAHAM BOURTON about a transformational 2023 and how bringing warehousing back in house was the ‘best thing they’ve done.’

S

ometimes, it takes a crisis to engineer change,

WHEN SURVIVAL INSPIRES CHANGE

and a lot has changed at United over the past few

For a major dealership like United, the financial hit from COVID

years. Despite still clawing its way back from the

was severe, as Graham Bourton explained, “The pandemic was really

pandemic-induced slowdown, managing director

tough for us, like everyone else. We went from nearly £2 million a

Graham Bourton feels positive about the future,

month to £200,000 a month overnight, so it was a big drop.”

and is clearly happy in his work right now.

“We’re having a great year, and we’re having a great time,” he told us. “We’re really enjoying business again, if I’m honest.”

With United being such a big reseller, Bourton noted that it seemed to fall between the gaps for government support, apart from the basics like furlough. Nevertheless, the company battled through and has

Winston Churchill is credited with saying “Never let a good

been steadily rebuilding since then. At the time, United was a stockless

crisis go to waste,” and United certainly buy into that. Taking the

dealer, and with the loss of its wholesaler coming hot on the heels of

challenges of the pandemic as an opportunity to make the business

the pandemic, the company was forced to go to a third-party logistics

leaner and more efficient has led to a new United, and a new,

provider to maintain some semblance of normality.

“We partnered with a 3PL, and that in itself was tough - it was

positive outlook on the future.

[16] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

ENGINEERING CHANGE

LEADERSHIP

very short timeframes. But they were very good to take us on, so we were grateful that they offered us a place to go. Everyone had to dig in and work really hard.”

Pulling together got United through the pandemic years, but it’s still not quite back where it was. Bourton estimates that, from a high of £24 million turnover in 2019, the company has worked its way back to around a £20 million turnover this year. But the pandemic has also

Every process in the business is seven steps or less - that’s allowed us to be leaner in the business

spurred positive change, as Bourton explained, “It was a tough time, but I think we’re in a better place for it.

We had to rationalise, as most people did, and as a result, we found

move its stock in-house, which was a test in itself. Taking new premises at

better ways of doing business - fewer touch points, simpler. We don’t

the end of 2022 was step one. From there, the company worked alongside

have anything that’s more than seven steps. Every process in the

its third party logistics provider to identify normal demand and gradually

business is seven steps or less - that’s allowed us to be leaner in the

move lines into the warehouse.

business and get more done.”

During COVID, United went from 73 staff down to a team of

“We did that initially one customer at a time, and then we kind of went all in after we’d got critical mass in here, so that was

49 today, and with a turnover that’s not far off what it was pre-

challenging. It was seven days a week, all the way through January,

pandemic, this represents a fair efficiency improvement. But that’s

for many of the team - late nights, early mornings, but we got it

not the most significant change United has seen.

done,” Bourton explained.

BRINGING WAREHOUSING BACK IN-HOUSE

control and making the most of the passion the team has for its

For 2023, the transformation has continued, most notably with United

customers and business. Bourton noted that, while the third party

bringing warehousing back in-house. The company hasn’t run its own

logistics provider had done a great job for them, they just didn’t

warehouse for around a decade, and going from that to shipping some

have the same passion the United team has to get orders fulfilled

16,000 lines a week certainly came with a steep learning curve.

no matter what. Bringing things back under their own control has

Moving warehousing back in-house was all about taking back

But even before that could get underway, United had to physically

allowed United to step up its game.

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [17]

LEADERSHIP

ENGINEERING CHANGE

“Customers want to come in and see what you’ve done and see the site,” Bourton noted. “And when you have customers come in and they say, ‘Wow, we didn’t even know you changed service, except the service got better,’ that really makes it all worthwhile.”

As well as impressing its customers, United has re-inspired its own team through the move back to self-warehousing. Bourton noted that, when United was stockless, there was almost a sort of disconnect between the business and the service it was providing.

We try not to put the cart before the horse, but sometimes you’ve got to go and sell someone something to learn about it

He believes that having stock in a warehouse beneath the offices of the business has instilled a sense of pride in the team, and more of the business today, and is a segment that’s in growth, as

ownership over what they do.

“The biggest change has been pride in our people and pride in what we do. I think it’s the best move we’ve made. I’ve worked in the

people prioritise spending time with family and friends.

But diversification at United is all customer-led, as Bourton

business for 20 years, and I think that when we outsourced, when we

explained, “We move with the customers; we’re engaged with

went stockless, it was a good move. It allowed us to grow and scale. It

our customers, we’re seeing them all the time. If there’s an

worked for us at the time. But now, I think bringing it back in is the

opportunity for us, and we can do it, and we can do a good job for

best thing we’ve done.”

them, then we will.”

United has a vision to take the business to a £100 million

ROOM TO GROW

turnover in time, much of which will come from diversifying its

The current warehouse is around 30,000 square feet, which is enough

product lines. Speaking to the wider dealer community, Bourton

for 2,000 pick faces and 2000 reserve locations. The team has plans to

added, “Don’t be scared, would be my advice. We try not to put

reconfigure the warehouse in the future to add more stock lines, but

the cart before the horse, but sometimes you’ve got to go and sell

is only operating at around 60% capacity at present. Bourton believes

someone something to learn about it. So if it’s a product that people

the current warehouse is capable of taking the business to around

need and it’s a fast-moving consumable good that they are going to

£40 - £50 million in annual sales before they run out of space.

buy regularly, then we’ll take a look at it for them.”

Diversification has been a fundamental component of United’s

The energy and enthusiasm radiating from United right now

success for many years; as an early adopter of options outside the

is electrifying. With a passionate team and full control of their

typical office product sphere, United has been ahead of the game

stock once more, that £100 million turnover goal is looking more

when it comes to engaging with new sectors. Hospitality is a big part

achievable by the day.

[18] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

RECYCLING

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SALES SUCCESS

H E A LT H A N D H Y G I E N E

Why the washrooms at work matter more than you think Everyone who works away from home needs access to a clean and pleasant washroom. And poor washroom provision can lead to a surprising number of complaints

O

ffice workers are

employees regard cleanliness as the

able to spend around 18 percent of their

more likely to

most important aspect of a good working

time improving cleaning performance and

complain about

environment, while 85 percent believe

quality. Yet they name cleaning quality as

the washrooms

the state of the washrooms reflects the

their number one priority.

than any other

cleanliness of the building overall.

aspect of their

Facility managers can reduce

MAKE ‘CLEAN’ A PRIORITY

workplace – which shows that employees

staff complaints and create a happier

Essity has launched the Tork Office

care very much about the state of

workspace by ensuring that the toilets

Hygiene Package™ in a bid to help

the toilets, says Lee Radzki from Tork

are clean and efficiently run at all times.

businesses improve staff satisfaction in

manufacturer Essity.

However, this can be a real challenge in

the workplace. This can be achieved by

today’s tough climate.

introducing smart hygiene solutions across

Gripes about the toilets account for more than 45 percent of office building

Supply chain issues, labour shortages,

the entire facility.

complaints, according to a recent Statista

sustainability legislation and a high staff

For example, Tork high-capacity

study. A second survey carried out in

turnover are making an already difficult

dispensers ensure that refills are always

2022 revealed that 86 percent of office

job even harder. Facility managers are only

readily available while the units are also

[20] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

H E A LT H A N D H Y G I E N E

easy to use and quick to refill, helping the cleaning staff to work more efficiently.

The Tork SmartOne® toilet tissue system helps to avoid run outs because the paper is delivered one sheet at a time,

SALES SUCCESS

Introducing smart hygiene solutions across the entire facility ensures a happy team and cleaner workspace

reducing consumption by up to Helping to keep the office

ENVIRONMENTAL BENEFITS

Tork Foam Soaps are supplied in

environment smelling fresh is the

Offices can demonstrate their

a long-lasting cartridge that serves up

new Tork Constant Air Freshener, a

environmental credentials by signing up to

to 1,650 visitors per refill, while the unit

propellant-free aircare system that

Tork PaperCircle®, the world’s first hand

requires a particularly low push-force

neutralises odours continuously and

towel recycling service. Tork PaperCircle

which makes accessing the soap both

evenly. The dispenser can be mounted

enables businesses to reduce their

quick and easy.

40 percent.

at a reachable height for cleaners,

environmental footprint for hand towels by

And the Tork PeakServe®

unlike many systems that need to

40 percent compared with current waste-

Continuous™ Hand Towel Dispenser

be placed high on the wall to be

handling options.

provides a long-lasting supply because

effective. This means refills can be

the unit caters for more than 1,000 guests

easily integrated into normal cleaning

customers’ premises and taken to local

between refills. It requires a low pull force

routines, while the product is third-

recycling centres where they are turned into

to use and can be topped up at any time

party certified as being easy to use for

other tissue products. Signs on the back of

for ease of maintenance.

speedier refilling.

toilet cubicle doors introduce them to the

Used towels are collected from

Incorporated into the Tork Office

It is vital to keep the workplace

concept and explain how hand towels are

Hygiene Package is Tork Vision Cleaning

washrooms both clean and hygienic

recycled. And visitors are directed to use

which is designed to take the guesswork

to keep staff members happy. But

the recycling bins via clear signage, while

out of cleaning operations. Using

employees also want their washrooms

the bin for disposing of general refuse is

real-time data from people-counters

to be sustainable.

marked with a contrasting sign.

and connected dispensers, Tork Vision

A recent study carried out by Essity

Good staff members are difficult

Cleaning indicates to facility managers

revealed that eight out of ten office

to attract and retain these days, so it

when extra cleaning might be required

employees would prefer to have a more

is important that office managers do

or when a washroom dispenser might

environmentally-friendly workplace. The

whatever it takes to keep their employees

need to be refilled. This reduces the

Tork survey – carried out among 2,000

happy and motivated. Since the washroom

number of dispenser checks required

office workers – also revealed that 58

is an important aspect of everyone’s

by up to 91 percent while also ensuring

percent of people will go out of their

working day, it makes good sense to

that all dispensers are kept topped up 99

way to separate waste in the office. And

ensure that these facilities are clean,

percent of the time.

51 percent said they had considered

comfortable and sustainable spaces of

trying to implement sustainable

which office workers can be proud.

IMPROVE HYGIENE KNOWLEDGE Also part of the package is the Office

practices in the office themselves.

Two thirds of respondents said they

This is a sponsored article brought to you by Essity.

To learn more about the Tork Office

Complaints Minimiser™, a new gamified

were likely to select a new employer

digital challenge for facility managers. This

based on the sustainable reputation

Hygiene Package™ and how their smart

allows FMs to test their knowledge against

and actions of the company in question.

hygiene solutions can improve staff

industry data and learn about hygiene

And one in seven had considered

satisfaction in the workplace visit: www.

and cleaning solutions in a bid to reduce

leaving a job due to a lack of “green”

tork.co.uk/officehygiene. Tel: + 44 (0)1582

complaints and save time.

practices in the workplace.

677400. Email: amelia.baker@essity.com

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [21]

SALES SUCCESS

DEALER SUPPORT LIVE

2024 We’re confirmed for 2024!

Get the date in your diary!

A DATE FOR YOUR 2024 DIARIES

BOOK YOUR TICKET NOW!

Dealer Support LIVE returns next year to the Coventry

Advanced tickets for this year’s event are FREE! All advance tickets

Building Society Arena, on 10th October 2024 – and plans are

include attendance to all seminars and workshops, exhibition, lunch

well underway to make it everything the dealer community

and refreshments. Get yours at www.dealersupportlive.co.uk or ask us

has asked for and more.

to remind you by email hello@dealersupport.co.uk.

Following on from the success of the previous eight years, and with 2023 being one of the best events yet, we are happy to

WHY JOIN US?

announce the 9th annual Dealer Support Live event will be

The importance of business growth

bigger and better than ever!

This event will have a real focus on sessions that concentrate on how

Dealer Support LIVE seeks to create an interactive experience that brings the magazine to life. It’s an event specifically designed

to drive and grow business; we want delegates to leave feeling more informed and more skilled in areas of business growth and development.

for independent dealers, aiming to provide clarity and practical advice for all delegates. It’s all about providing tangible, relevant

Diversifying in practice

information to really make a difference to your business.

Our survey highlighted the dealers’ need to diversify in the face of an

Alongside the buzzing exhibition and expert-led Q&A panel,

uncertain future – by October we will likely have a new government

we’ll be running a carefully curated selection of seminars – chosen by

and we will be on the back end of what threatens to be another

you, our readers – the details of which are being steadily updated at

challenging year for small businesses. Our aim with Dealer Support

www.dealersupportlive.co.uk as speakers and content are confirmed.

LIVE is to ensure that delegates feel fully prepared for any and all

[22] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

DEALER SUPPORT LIVE

It’s all about providing tangible, relevant information to make a real difference to your business

SALES SUCCESS

Thursday 10th October 2024 Coventry Building Society Arena

changes which are occurring and affecting their businesses. Our focus on

Networking

practical ways to apply diversification and change aims to address that.

No-one knows the benefits and challenges of running a reseller business better than those who do it daily. Dealer Support LIVE is a

Open Discussions and Q&A

fantastic opportunity to network with other business leaders in the

Back by popular demand as always will be our panel debates, hosted

sector, sharing experiences and solutions, and forging long-lasting,

by a group of key industry leaders and change makers, and of course

professional relationships to benefit delegates and their businesses.

the ever popular industry Q&A closing keynote - this session is the

As a truly independent event (and the only event in the industry

delegates’ opportunity to ask any burning questions on the hot topics

where everyone is welcome!) our delegates cohort is a unique mix,

of the moment within our industry.

with different business sizes, specialisms, dealer groups memberships, wholesaler affiliations, and back-office systems, this makes networking

Exhibition

interesting and quite unique for all those involved.

An integral part of Dealer Support LIVE is always the exhibition; it’s something that offers delegates an opportunity to chat to and learn from a broad range of supplier partners, while having the chance to see what’s new in their sector. The 2024 exhibition promises to bring more exhibitors to the main event space, and also an exciting miniexhibition in product categories you asked to see more of…watch

What are you waiting for? Get the date in your diary, flag your interest so we can send you an invite to join us at a time to suit you, or just go ahead and book your ticket now!

Advance tickets are free for dealers, so why wouldn’t you?

this space for more on that as the event date draws closer.

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [23]

SALES SUCCESS

DELIVERING EXCELLENCE

Reflections on ExaClair’s year of achievement In a vastly competitive market, it can be hard to stand out.

Over the past year, ExaClair Limited, the UK subsidiary of the Exacompta Clairefontaine group has been making strides, striking out ahead of the crowd and reinforcing it’s reputation for delivering second-to-none solutions

[24] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

I

nnovation isn’t just about breaking down barriers and introducing new concepts. It starts with identifying a problem, finding the solution and understanding the customers’ needs and objectives. Resellers don’t just

want the opportunity to sell better products and services, they want to know they are working with brands who recognise the challenges and changing requirements of the modern workplace - something ExaClair keeps central to its ethos.

It is this drive to serve the diverse needs of the modern office that has seen ExaClair go from strength to strength in 2023, leading the way in sustainability and receiving a number

DELIVERING EXCELLENCE

SALES SUCCESS

of industry accolades. With a portfolio of over 25,000 products

some of Exacompta’s latest

across a wide selection of international brands, the group’s

stationery ranges provide a

innovative ranges offer a variety of robust and stylish solutions

comprehensive selection of robust and

to maximise workspaces, whilst catering to a variety of unique

stylish solutions to maximise workspaces, whilst catering for a

needs for individuals, whether that be at

variety of unique requirements within

home or the office, and that can only be

the workplace.

good news for their reseller customer.

Showcasing a commitment to sustainability and achieving a circular economy has been central to the group’s efforts to stand at the forefront of businesses building a greener future. Something that was recognised when the company was awarded the Silver Award by EcoVadis, a renowned global sustainability ratings agency. In

Innovations in new design concepts and sustainability are woven within the fabric of the group’s latest developments

the field of responsible procurement,

Featuring Blue Angel certified items made from 100% recycled postconsumer plastics, the unique Bee Blue collection has been designed in conjunction with the latest trends in office colour design. Not only does it meet the environmental expectations of buyers, but the ergonomically designed, modular desktop accessories, such as the FLEX-BOX are a shining example of products that are

Exacompta now stand within the top

ideal for hybrid workers and modular

7% of companies assessed, which acts as confirmation of their

office layouts, combining colours that help boost performance

responsible sourcing practices and highlights their commitment

and enthusiasm in a stimulating and enjoyable environment.

to building sustainable supply chains.

INNOVATIVE PRODUCTS

AWARD RECOGNITION Continuing this high level of success as we approach the close

Throughout all professional sectors there has been a

of the year, the group has been further recognised with a

growing awareness around the cost and productivity benefits

brace of nominations for the 2023 BOSS Federation Industry

to be gained from businesses adapting their workplace

Awards, which are scheduled to be held on 30th November at

environments to feature more modern working practices,

the Kimpton Clocktower Hotel, Manchester. Amongst these,

whether that be the introduction of a hybrid working lifestyle,

the Bee Blue range has been shortlisted for the ‘New Product

developing sustainable surroundings to enhance employee

of the Year’ award, which is designed to acknowledge the

well-being or incorporating the neurodiverse needs of

most innovative products launched within the sector.

individuals into the day-to-day operations within the office.

Following on from their recent success at the 2023

Innovations in new design concepts and sustainability are

European Office Products Awards (EOPA), the business

woven within the fabric of the group’s latest developments. In

has also been shortlisted as a finalist in the ‘Sustainability

addition to manufacturing ecologically aware office products,

Leadership’ award.

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [25]

SALES SUCCESS

DELIVERING EXCELLENCE

our dedicated category management team can work with

The group has been recognised with a brace of nominations for the 2023 BOSS Federation Industry Awards

customers on market analysis initiatives, enabling them to enrich and manage their category listings more effectively.“ In conjunction with this, ExaClair’s customer relationship management and data service capabilities are being updated across the company to enable greater and more efficient access and implementation of e-commerce and dropshipment solutions for their retailer and wholesale clients.

In response to the nominations, Lawrence Savage, UK

Additionally, they are working alongside various

marketing manager at ExaClair, comments, “We are delighted

commercial and retail customers to produce more bespoke

to have been nominated for these two prestigious awards. It

online communication tools, including more customer

is a true testament the enormous amount of work that the

centric, engaging social media content and product training

business has put into modernising its operations and product

collateral. This also includes the launch of dedicated brand

development as we collaborate alongside various external

pages, that act as an ideal channel to

organisations and customers.”

drive targeted sales. In some cases, the success of these initiatives has

MOVING FORWARD

resulted in sales growth of over 60%

As 2024 quickly approaches, Savage reveals how the company

for those ranges featured.

is continuing to look further ahead;

By taking such a

“In order to maximise our relationships with industry

comprehensive approach that

partners, we are focusing on the enhancement of multi-faceted

benefits from regional knowhow,

manufacturing, distribution and sales channels which draw from

they can build solid

the business’ core product expertise and operating procedures.

partnerships alongside

With approximately a third of annual sales being

their key providers

generated by products launched within the last five years,

and customers.

[26] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

REFILL SOAP

Good businesses don’t run on empty

Discover smart hygiene solutions from the global leader in professional hygiene.

Better hygiene for better business performance Tork.co.uk/betterhygiene Tork, an Essity brand

SALES SUCCESS

NEURODIVERSITY

Special focus: Neurodiversity in the workplace

A

We talk to experts about how dealers can support businesses in being more inclusive and fostering an environment that supports neurodivergent employees

s the world wakes

is a big topic for anyone to get their heads

is another of the many strings to add to

up to the natural

around, but providing a workplace that is

the reseller bow. But what sorts of things

differences that

correctly equipped and set up for all people

are we talking about here?

are within all of

is fast becoming a necessity in businesses of

us, businesses are

all shapes and sizes. The role of the dealer

thinking more

in helping clients achieve neuro-inclusivity

UNDERSTANDING THE LANDSCAPE

frequently about how to provide workplaces

goals cannot be understated. Knowing what’s

Research from Birkbeck’s Research Centre

that are inclusive to everyone. Neurodiversity

available in the market to support customers

for Neurodiversity at Work commissioned by

[28] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

NEURODIVERSITY

SALES SUCCESS

Professor Amanda Kirby, CEO at Do-

the charity Neurodiversity in Business (NiB)

offer a fresh perspective and alternative

earlier this year found that, despite increased

approaches to creativity, innovative thinking

It Solutions, told us, “Businesses should

understanding around neurodiversity, there

and problem-solving. Harvard Business

assume they already have neurodivergent

are significant barriers to neurodivergent

Review, in 2017, found neurodivergent

employees, and they should also be looking

employees disclosing their status to their

employees were equally and - in often cases

to attract neurodiverse talent. This means

employers. 65 percent of people feared

- more productive than others in the right

ensuring all stages of the employment cycle

discrimination from management, and 55

environment. However, creating the right

are inclusive by design.”

percent from their colleagues.

environment relies on an understanding of

Further research from City & Guilds and

the often fluctuating physical, mental and

SUPPORTING NEURODIVERGENT EMPLOYEES

Do-IT Solutions found less than 30 percent

well-being needs of neurodiverse persons.

of HR professionals and senior leaders had

With UK businesses focusing on

In practical terms, employees who are

received training in neurodiversity.

creating more inclusive environments, there

neurodiverse may require specific or

For businesses, neurodivergent

is a clear opportunity for dealers to support

specialist equipment to fulfill their job roles

employees can provide incredibly

these transitions through the provision

to their maximum potential. Dealers should

beneficial skills. Birkbeck’s study also

of neurodiverse-friendly office supplies

take steps to understand the products,

found opportunities for businesses that

and equipment. Dealers are well placed to

technologies and services designed with

take the time to support a neurodiverse

support, educate and, ultimately, supply their

conditions such as autism, ADHD, dyslexia,

workforce - flourishing employees can

clients as they navigate towards inclusivity.

dyspraxia and more in mind.

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [29]

SALES SUCCESS

NEURODIVERSITY

Knowing the products on the market, their uses and being able to trickle down information to customers will be vastly beneficial to those setting up more inclusive workspaces.

Once an employer has identified the

By promoting these products, dealers can empower businesses to create environments where neurodivergent individuals can thrive

needs of their workforce, dealers can assist them in building a solution tailored to the

area or office break-out space? These are

empowered to contribute their

varying and diverse needs of each team

commonly the first parts of the business

unique perspectives,” Brook added.

member. Daniel Brook, founder and director

a visitor or potential new employee will

“Neurodivergent employees have a wide

of Neurodiversity Specialists, told us, “Offering

see, businesses should consider the type of

range of needs, and to accommodate

noise-cancelling headphones, or sensory-

lighting used, providing sensory equipment

them better, businesses must create an

friendly spaces, can significantly enhance

to promote focus and grounding and being

environment of understanding

employees’ comfort and productivity.”

aware of products that can aid reading and

and flexibility.”

Creating an inclusive environment for neurodiverse persons doesn’t just mean

information processing.

The biggest hurdle, as identified in

It seems clear that this must begin with having the correct setup from the

providing for existing employees. Businesses

the Birkbeck research, is getting people

start, something dealers are ideally

should consider how to improve inclusivity

to speak up about their differences. “It’s

positioned to provide, allowing them to

throughout all areas. For example, how

crucial to foster an inclusive culture where

offer the precise solutions required for each

neurodiverse-friendly is their reception

neurodivergent employees feel valued and

individual situation.

[30] NOVEMBER/DECEMBER 2023

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Piet vendaes equianda volor aut aces maxim et voluptat explibu scitem as doluptatia quiam ipsae cum volupta

Find out more and buy now from Antalis at www.antalis.co.uk

SALES SUCCESS

NEURODIVERSITY

IDENTIFYING THE CORRECT PRODUCTS

reading panels. A more neurodiverse inclusive

Given the vast range of needs and

product offering could

preferences in the neurodivergent

also include notepads and writing materials that use tinted paper, designed to

workforce, and the fact that every individual is different, there is no ‘one size fits all’ with

environments where neurodivergent

reduce visual stress. There are also several

this solution. Instead, dealers can play a

individuals can thrive.”

types of assistive keyboards, as well as

role in matching needs to products by really

The CIPD, in collaboration with

digital reading aids and pen readers on the

listening to the client and signposting them

Uptimize, has developed a comprehensive

market, for businesses wanting to make

to the best solutions.

guide to supporting neurodivergent

their ICT equipment more accessible.

DYSPRAXIA As dyspraxia affects

“Dealers play a vital role in

employees at work which is well worth a

making workplaces more inclusive for

read in more depth to better understand

coordination and movement, dealers can

neurodivergent employees,” commented

the many different aspects and types of

support customers by recommending

Brook. “Some products that can make a

neurodiversity. Though there are many

products specifically designed to aid visual

difference include ergonomic furniture

various conditions, and no two people

communication and fine motor skills. For

that caters to different sensory preferences,

are exactly alike, below are a few simple

example, do they offer handwriting aids or

adjustable lighting solutions to reduce

inclusion tips that can help support some of

alternatives to traditional pens? Textured

sensory overload, and software tools for

the most common conditions:

grips and weighted writing instruments

communication and time management.

●

●

DYSLEXIA Adopting a style guide that

can be highly beneficial. People might

Fidget toys, specialised keyboards, and

is more easily readable and avoiding

consider updating their office space to

ergonomic chairs can also be valuable. By

bright overhead lights can be highly

include items such as anti-slip variations

promoting these products, dealers

beneficial. Dealers should also consider

on mugs, trays and other often-used day-

can empower businesses to create

providing customers with coloured overlay

to-day items.

[32] NOVEMBER/DECEMBER 2023

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SALES SUCCESS

NEURODIVERSITY

their customers ensure employees can utilise

Through one-to-one contact and relationship growth, dealers are well positioned to better know and understand their customer’s individual needs

IT equipment suitable for their needs no matter where they are.

Louis Taylor, consulting business psychologist at Lexxic, explained, “We are seeing more and more products and services developed to support neurodivergent individuals. This includes assistive technology

The use of quiet spaces is also

also benefit from help with organisation

such as text-to-speech software to help those

recommended, with businesses

and time management, so businesses

with reading comprehension and speed

encouraged to provide products such as

should look to provide tools that can assist

challenges. We are seeing more businesses

noise-cancelling headphones.

them with this.

start to adapt their ways of working to

ADHD Providing the correct office setup

●

support neurodivergent individuals.

the sensory input and stimulation of the

ASSISTIVE TECHNOLOGY IN THE WORKPLACE

office space. Products such as fidget toys

As the market develops better products,

and tactile furnishings can help improve

adapted and suited to a more inclusive

grounding, focus and a sense of calm.

digital world, dealers can help guide

collaboration tools over the last few years,

Sensory seating such as the well-known

customers through the often-complex

business owners are all too aware of the

‘wobble cushion’ can be used by both

world of assistive technology. With work

importance of accessibility when it comes

adults and children - with several popular

increasingly becoming a mixture of in-the-

to IT. But how many are aware of the more

variations available, it is well worth

office and work-from-home hybrid setups,

niche products that can really improve

knowing about. Adults with autism can

dealers should seek out opportunities to help

digital equity?

for people with ADHD means considering

[34] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

Organisational cultures are shifting to be more ‘people-focused’ rather than focusing only on the interest of the business.”

With the rise in videoconferencing and

NEURODIVERSITY

SALES SUCCESS

For example, does your current

more diverse product range, but to truly

products; it’s about fostering a culture of

catalogue or product portfolio include

demonstrate the benefits and impact that a

empathy, respect, and understanding. As

things like screen magnifiers, pen readers or

neurodiverse inclusive workspace can have.

businesses continue this path, they not

scanning products, smart readers or tinted

Perhaps Brook best summed

only support their neurodivergent

screen covers? The chances are if you’re not

it up. “Remember that creating an

employees but also enrich their overall

aware of these products, your customers

inclusive workplace isn’t just about

organisational dynamics.”

might not be either. Nor will they be aware of the benefits to employee satisfaction, comfort and productivity they can bring.

STRATEGIES FOR INCLUSION

That’s before you start considering the

Louis Taylor from Lexxic shared

many options for software offerings that

these top actions that can help

can assist with tasks such as speech-to-text

organisations to be more supportive:

writing, easier screen navigation and time

Have a neurodiversity policy: It

will highlight the value and benefit

management apps and planners.

should include guidance on accessing

of neurodiversity as well as the ways

When it comes to helping customers

Train employees on

neurodiversity: Education, particularly for leaders and managers,

support and assessment services and

to support neurodivergent

improve their workspaces to meet the

what employees can expect regarding

individuals at work.

needs of neurodiverse employees, strong

adjustments at work.

Make work a safe space: Make it

Keep aiming higher: Commit

working relationships between dealers and businesses can be instrumental. Through

safe for neurodivergent individuals to

neuroinclusivity, as this will help

one-to-one contact and relationship growth,

speak up, raise concerns, and seek

drive that supportive culture,

dealers are well positioned to better know

support. Employee resource groups

maintain positive well-being and

and understand their customers’ individual

can help here.

retain your people.

to continuously working towards

needs – enabling them not only to offer a

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [35]

LIVE IT

TEABREAK

LIVE IT Life hack Banish water rings from your coffee table with a hair dryer. Blast the stains with a low heat setting until they start to disappear. When they’re gone, rub a little bit of olive oil on the spot to recondition the wood.

Virtual flowers revive urban spaces Catherine Borowski’s childhood dream of turning a bleak north London car park into a garden has become a mission to beautify neglected urban spaces with virtual flowers. With partner Lee Baker, they created Graphic Rewilding, installing large natureinspired artworks in cities to infuse life and diversity into forgotten locations. The

CAPTION COMPETITION

power of flowers, even digitally, plays a significant role, as research shows plant images can reduce stress.

Since launching in 2021, they’ve adorned places like Earl’s Court station, Lewes Castle, and Westfield Shopping Centre with hand-drawn floral murals.

They plan to create stained glass pavilions, introducing enchanting light play at various new venues. While art can’t replace nature, they believe both can coexist, enhancing urban spaces and sparking joy. Their work has elicited an overwhelmingly positive response,

TWEET CAPTIONS TO @DEALERSUPPORT

bringing vibrancy to urban landscapes and transforming once-neglected areas into realms of joy and wonder.

Quote of the month

Success is not the absence of failure; it’s the persistence through failure - Aisha Tyler.

[36] NOVEMBER/DECEMBER 2023

www.dealersupport.co.uk

?

TEABREAK

Did you know?

It is thought that a Chinese cook accidentally invented gunpowder around 2000 years ago by mixing three

common kitchen ingredients! It’s estimated that China makes 90% of global fireworks today.

PUB QUIZ THUMBS UP!

A French company, Neoplants, has developed geneticallyenhanced houseplants that can remove 30 times more indoor air pollutants than regular houseplants.

Common indoor pollutants, such as those from paint, treated wood, household cleaners, and insulation, can fill the air with volatile organic compounds (VOCs), including formaldehyde, which can lead to

1. Street artist Banksy is originally associated with which British city?

2. Which legendary surrealist artist is famous for painting melting clocks?

3. What do the French call the English Channel?

4. How many hearts does an octopus have?

5. Saying the name of what dried fruit used to be used to encourage people to smile before a photo in the 1800s, before the phrase “cheese?”

Answers: 1. Bristol 2. Salvador Dali 3. la Manche 4. 3 5. Prunes

Superplants’ purify air 30 times better

LIVE IT

health issues.

Houseplants are known for their ability to purify indoor air, but Neoplants decided to enhance this

Knock me down with a feather

feature by genetically modifying the plants. They engineered houseplants to convert absorbed pollutants into plant matter, rather than storing them as toxins.

Neoplants’ first product, the Neo P1, is a genetically-enhanced Devil’s Ivy plant that maximises its air-cleaning capabilities and reduces the frequency of watering.

Initial testing by the Ecole MinesTelecom of Lille University indicates that the Neo P1 has the cleaning power of 30 regular houseplants!

STARFISH: ARE THEY ALL HEADS? New research challenges the notion that starfish lack heads and may instead be nothing but heads. For years, their unique body structure has baffled scientists. Their symmetrical division into five sections left experts puzzled about which part constituted the front or back and head or bottom. To unravel this mystery, an international team led by Stanford University researchers compared starfish molecular markers and produced a 3D map showing gene expression in starfish development. The results suggest that starfish have, over time, evolved to become nothing but heads, shedding their ancestor’s bodies. Lead author Laurent Formery described them as “a head crawling along the seafloor.”

www.dealersupport.co.uk NOVEMBER/DECEMBER 2023 [37]

LIVE IT

FINAL WORD

Positivity and productivity: Paws for thought

As we all know, a dog is for life not just for Christmas. But with reports showing a massive 60 percent increase in job hunters looking for pet friendly offices, our four-legged friends are also helping keep teams motivated and more productive

W

Daisy

Morale monitor and comfort expert

the team in the next year.

hether you’re a dog

that featuring your office pets in your

person, a cat person

marketing can have a measurable positive

Having a dog in the office comes with

or a fan of the humble

impact on how your business is perceived.

plenty of benefits but also requires a level

goldfish, for many of

Being pet-friendly indicates a willingness

of logistical planning. Business owners

us, pets are central

to be open to a more flexible work culture,

may want to consider how well set up the

to our personal lives and well-being. So, it

something that is shown to be attractive to

environment is for pets, whether they

makes sense that working in a pet-friendly

prospective employees and customers.

intend to make them a full-time member

environment would bring the same benefits

of the team or simply welcome them as

to our work lives. There are over 12 million

PETS WELCOME

dog owners in the UK, and the number of

While we’re not suggesting adding a line of

people bringing their pets to work has risen

designer doggy office furniture to your product

A GROWING TREND

sharply since the COVID-19 pandemic. The

ranges (though there are certainly opportunities

Of course, from a business perspective,

lockdown period saw an almost 25 percent

here), it is worth looking at which of your

adding pet-friendly products to your

increase in dog ownership amongst the

customers are pet-friendly and which of them

portfolio may not be such a bad idea.

under 35s.

might be thinking about introducing a dog to

Spending on pets and pet-related products

Studies by animal welfare charities show

in the UK has risen by a staggering 150

that having a furry co-worker on the team can reduce stress, increase job satisfaction and improve team interactions. For employers, offering the flexibility to allow employees to bring a pet to work can lead to a 33 percent increase in focus and an almost 15 percent rise in engagement.

It isn’t just employees who find satisfaction in the presence of pets in the

percent over the last two decades, totalling

Spending on pet-related products has risen by 150 percent over two decades

workplace. Social media studies have shown

[38] NOVEMBER/DECEMBER 2023

occasional visitors.

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almost £8bn per year. With this trend seemingly likely to only grow further, it seems inevitable that businesses will start to look at whether their office furniture is as suitable for our canine colleagues as it is for the rest of the team. And if anybody needs an official ‘comfort-tester’ for their office chairs, Dealer Support’s very own team player, Daisy, is always happy to volunteer!

As the modern workplace changes, the Flux modular locker system offers adaptable architecture that supports users throughout their day. Lockers are an essential component of the new office landscape, and the Flux locker tower system offers a flexible and secure personal storage solution that can be customised and used in any number of configurations to maximising storage and securely protect personal items. www.dams.com sales@dams.com 0151 548 7111

FLUX.

//

LOCKER SYSTEM.

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