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
hello@dealersupport.co.uk All email addresses are formatted firstname.lastname@intelligentmedia.co.uk firstname@intelligentmedia.co.uk
Annual subscriptions are available at a cost of £68.00 for UK and overseas by surface mail, £90.00 for airmail. Subscription enquiries should be sent to the address opposite
Intelligent Media Ltd c/o Soho Works Unit 4.1 The Tea Building 56 Shoreditch High Street London E1 6JJ Tel: 0203 794 8555 Fax: 0203 794 8554 Email: info@intelligentmedia.co.uk Web: www.dealersupport.co.uk
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! Benchmarked against like for like brands, Initiative ensures you can compete whilst still achieving impressive margins.
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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
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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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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
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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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