Dealer Support October 2022

and

with Genuine

o ce 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.

To help support members, we have announced a price freeze until the end of December 2022. Members also have access to free online catalogues, email marketing, social media content and much more.

Exclusive to Integra members

Over 400 core products for the flexible workspace

Available via Antalis, VOW & direct

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Price freeze until 31st December 2022

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

To

www.initiativeofficeproducts.co.uk

contact Integra on 01633 653000

We’ve got this!

It would probably be an understatement to say that the UK is currently experiencing a troubled period. The impact of the energy crisis, interest rates and issues in global supply chains on the industry are substantial. Just as we thought we might be entering into a postpandemic world that was going to be smoother sailing than the last two years, multiple factors are threatening to make the waters ahead even more troubled – but, if the pandemic taught us anything, it is that when the going gets tough, the industry gets going. Resilience, problem-solving and determination are all qualities that are very familiar to us; they are going to be needed again in the months ahead.

Reflecting on the current state of the country, our BIG ASK gets the industry’s views on the impact of the energy crisis. In difficult times the ability to maximise sales becomes more important than ever so we take a look at how data could help drive more sales and why you need to know the difference between customer ‘wants’ and ‘needs’ in order to sale more successfully.

Just to prove that the bad times don’t last for ever, we have the first in a new series where we catch-up with some of our interviewees from the dark days of the pandemic. This month we sit down again with Paul Travis, who updates us on what’s happened since we last spoke all the way back in February 2021.

Networking is hugely beneficial in the office supplies industry – but mingling doesn’t come easily to everyone. To help those who find it difficult, we give our top tips on how the Wizard of Oz might help you become an effective networker - and where better to put your newfound networking skills to the test than an industry event? We are so excited to announce that Dealer Support LIVE will be back in March 2023, in Coventry. We can’t wait to see you all there and watch your networking skills in action – go to page 20 to find out more about tickets!

As always, don’t forget to chat to us on Twitter and let us know your thoughts and opinions: @dealersupport

Ellie Potter Editor

THE MONTH THAT WAS

BOSS charity launches patronage scheme

The BOSS Business Supplies charity has announced the launch of an individual and corporate patronage scheme. All those who have a connection with the business supplies industry are being invited to become an individual patron and partner with the charity on a regular basis for only £50 per month.

In addition, 12 businesses who are amongst the charity’s strongest supporters are being recruited as corporate patrons.

All patrons will receive acknowledgement on the new BOSS charity website, a quarterly newsletter, and the opportunity to attend the first annual BOSS charity patrons’ dinner – being held at Stationers’ Hall on 16th February 2023, where the guest speaker is Eddie ‘the Eagle’ Edwards.

Chair of the charity, Martin Wilde, commented: “The role of the BOSS charity is to give financial support to those who have worked in the UK business supplies industry who are in need – until they no longer need our help. We have launched the patronage scheme in response to the extraordinarily steep cost of living increases, which are now causing real distress. Our discussions with businesses and individuals over recent weeks have shown that there is a real desire to support the charity’s work – and becoming a patron is a great way of doing just that. We are particularly pleased to welcome Eddie the Eagle – the epitome of the grit and perseverance needed by those who must pick themselves up after a ‘fall’ – as the guest speaker at our inaugural patron’s dinner.”

Integra Business Solutions announces additional price support

Dealer group Nemo Office Club has launched a new sales management initiative in partnership with Sandler Training. Primarily available to members of the group, the sessions will also be available to supporting suppliers and even dealers’ customers.

“Like many in our industry, we have been providing sales training for our dealers to help them to identify opportunities in the field, but this has not tackled the real issues they face.” explains group MD Tim Beaumont. “How do you get the maximum return of investment from your sales staff? Our new monthly briefings are aimed at business owners, sales team managers and sales strategy influencers. Working with the excellent Sandler Training, attendees will get expert advice and tips from experienced professionals that know how to create a successful sales strategy.”

Members attending the ‘Strength Through Unity’ conference at The Hilton, St Georges, on 17th November 2022, will not only receive a guaranteed 10% rebate on Initiative stationery purchased in December, but also a 25% discount on their December membership fees. Exhibitors will also have special, event-only, promotions up for grabs on the day.

“This continues to be a challenging year for members, and we want to thank them for supporting, not only the Initiative own brand, but also us as a dealer group,” said Aidan McDonough, Integra’s CEO. “‘Strength Through Unity’ and the economies of scale have never been as important as they are today. I am looking forward to catching up with our members and key partners in what promises to be a fantastic event and celebration of our 25-year anniversary.”

The return of Spicers UK prompts trade counter launch

Spicers has opened a new dedicated trade counter service at the firm’s Ashton-Under-Lyne HQ – set to serve all dealers in the Greater Manchester district and surrounding areas. Following a ‘soft launch’ of the facility to two long-standing customers, Spicers has seen a rise in sales of almost 176% on these accounts.

Having recently reconfigured the firm’s 275,000 sq. ft northwest site – which boasts sophisticated warehousing and distribution centre technologies – the space offers a customer-facing trade counter, complete with a seating area, refreshment machines, and toilets for drivers collecting from the new facility.

The new trade counter enables customers to place multiple orders throughout the working day – and to collect from seven am the next morning – allowing users to consolidate shipments, and make delivery fleets more efficient, by curbing overhead costs, maximising in-house proficiencies and reducing carbon footprints.

Supplying dealers with office products and workplace supplies across the UK and Ireland, Spicers stocks 1,000s of SKUs to ensure availability and efficiency in both warehouses.

Exertis launches new unified cloud platform

Exertis has launched Exertis Voice, a cloud-based (IP) unified communications platform. The platform brings together softwareas-a-service and class-leading technology products wrapped with a deep analytics layer. The system can scale from just a few users in a small business up to thousands in a large corporate, making the solution ideal for businesses of all sizes.

The solution, powered by Boom Coms in partnership with Exertis, provides an intuitive portal which allows resellers to provision and manage their customers as well as a customer end-user interface. Customers can access the platform in a number of ways, including via Microsoft Teams, which becomes both the dialpad and control panel, as well as mix and matching other end-point devices across IP ‘phones, mobile, desktop and CRM systems. This results in Exertis Voice providing a solution of exceptionally high quality whilst being device agnostic.

Foresight Technology merges with Prima Software

Prima Software and Foresight Technology are delighted to announce that the two companies have merged to deliver revolutionary business intelligence reporting to business supplies resellers. Foresight Technology was founded over 10 years ago by Terry Thurgood, an ex-dealer partner. Their solution, VantagePOINT, delivers advanced reporting solutions to some of the largest and most prolific resellers in the UK.

Terry will be joining the Prima Board as BI-director and will manage the PowerBI development team in the creation of an industry-leading reporting module within the Prima back-office system. VantagePOINT will also be added into the Prima Software product portfolio, rebranded as PrimaVANTAGE.

As part of the merger Chris Geer and Dan Thurgood will also join the Prima team, bringing with them a wealth of industry experience and knowledge. For existing Foresight Technology customers, VantagePOINT and consultancy services will continue to be delivered as normal, without disruption.

NEWS EXTRA

Government announces energy support for businesses

In September the government outlined a new Energy Bill Relief Scheme to support businesses, households and private sector organisations. The bill will fix gas and electricity prices from October 1 and run for an initial six-month period.

With no need to apply to the scheme, businesses will receive a discount per kilowatt hour (p/kWh) which will be automatically applied to their bills. The support will be applied to fixed contracts agreed on or after April 1, 2022, as well as deemed, variable and flexible tariffs and contracts.

The scheme will provide businesses with support in the uncertainty of the energy crisis in the short term but, after six months of fixed rates, businesses must adapt to energy prices which are, more than likely, still going to be just as high.

A report will be published in December to outline future decisions regarding energy support after the schemes end in March 2023. The report will identify the most vulnerable non-domestic customers and how the government can continue to support them with energy costs. For less vulnerable users the six-month scheme offers an opportunity to identify

and implement measures to protect themselves against high energy prices after the scheme ends.

As businesses receive support from the government, it is also important for customers and employees to receive support though this challenging period.

In September Integra Business Supplies announced a price freeze in recognition of the challenges facing their members and Midwich announced a cost-of-living package aimed at supporting the 350+ staff headquartered in Diss, Norfolk.

The package is made up of initiatives that have been implemented across September and October and includes:

● Supermarket vouchers.

● Fuel vouchers.

● Hot drinks, biscuits and cakes at the on-site café.Hot and cold lunches.

● ‘Everyday items’ for staff to take home such as food, toiletries and cleaning products.

● Family treat bags with items such as sweets, hot chocolate, popcorn.

● Firewood.

● Themed days in the office with

promotions, competitions and local food vendors.

The items provided by Midwich, if not used by staff and their families, will be donated to Waveney Food Bank located at Hope Church in Diss.

Midwich’s creative and impactful way of supporting staff during these challenging times demonstrates their commitment to their staff. “We have worked really hard in recent years to continually improve what we offer our people,” said Matt Lowe, MD (UK and Ireland).

“We have paid particular attention to regularly reviewing salaries and perks. We also operate meaningful incentives like our profit-share scheme and free share awards. In addition to this, if there are small gestures that we can make to help our people whilst the cost-of living is high, then we are absolutely committed to doing everything that we can.

“We have plenty more ideas and have recruited a full-time person to help with this.”

The scheme is set to cut energy bills for businesses by 50% of their expected levels this winter

The scheme will provide businesses with support in the uncertainty of the energy crisis in the short term

VOW Wholesale has listened to your feedback and wants to remove the barriers between you and your dream prize - so you will now have the chance to win a prize in every month of its current ADVENTURE incentive.

During each month of the incentive a choice of Marriott Bonvoy, Virgin Experience Days and John Lewis and

vouchers will be available to win; the lucky winners will be able to travel, experience and indulge with thousands of prizes at their fingertips.

Open to all VOW UK and Ireland resellers, there are over 40 winners so far! All you have to do to win is drive up sales

of the supporting brands until the end of June. The reseller that

their

by the highest percentage

offering a

over the

The winners

receive their choice

a

at a value of an amazing £4,000!

What is the impact of the energy crisis on the industry?

Mark Wilkinson, regional vice president UK and Ireland, Acco Ltd

“It’s clear that the ongoing energy crisis, caused by the war in Ukraine and post-COVID supply chain challenges, is having a significant and material effect on our industry. Unfortunately, this is translating into higher inflation in the market, which is unavoidable. For dealers, some inflation can help drive revenue, but where they struggle to pass on these prices it will cause real problems to margins.

“In ACCO UK we are advocates of the ISO accreditation process - if you take the ISO processes seriously, and work with the auditors, they can help you find lots of practical ways to measure and improve energy usage. Good measurement and understanding of processes are key.

“We are grateful for the initial support from the government, but we’ll have to see how long that lasts and what else happens in the energy markets in the interim; I think we must reflect on the current reality and

manage for that situation.

“I have an optimistic view for dealers; they may struggle to compete with the ‘big box players’ purely in terms of price or service; however, the dealer channel remains highly resilient - it is the only place where regional and local national customers can get a true one stop service that meets their requirements in terms of range, bespoke supply needs and a supplier that really understands those needs. Dealers may be smaller, and fewer in number than a few years ago, but they still have a key part to play.”

The dealer channel remains highly resilient - it is the only place where regional and local national customers can get a true one stop service

We speak to two industry experts to assess the real impacts

“The energy crisis is, unquestionably, putting a financial strain on commercial users. In 2019 we converted the conventional lighting in our premises to LED; we’ve a good reduction in our electricity outgoings - but what happens once the winter months set in, and gas usage is at its peak?

“Business gas suppliers were not very supportive or transparent when it came to explaining what the price increases would mean for us. We had to do our own, internal, calculations based on previous years’ usage multiplied by the new unit rates; this has allowed us to forecast appropriately for the increases, factoring in the recently announced temporary assistance that the government has pledged. I hope that further support can be offered by the government to businesses which have a high energy output; in the long term prolonged rises will mean further price increases to consumers.

“The energy crisis is having a national effect on UK dealers and manufacturers, and the industry is having to adapt to, and accommodate, an ever-changing and uncertain environment. The announcement of the six-month Energy Bill Relief Scheme, which is set to end for all but the most vulnerable in April 2023, means businesses must implement measures to minimise their energy usage and ensure their staff are supported through this challenging period.

“Flexible working, solar power and LED lighting are just three ways your business can save energy, so how can you identify the best ways for your business to prepare for the future?”

Sam Elphick, sales director, Lex Business Equipment Ltd

Harnessing data to maximise sales

With the proliferation of ever more sophisticated means of gathering and managing data, most dealers are already using some form of data analysis - but the sheer amount of data available, and the mystifying ways in which it can be leveraged, can leave many scratching their heads about the best way forward.

Regardless of business size, harnessing the power of business intelligence can be difficult to do. A NewVantage study of some of the biggest companies in the world found only one-in-four could describe their workplaces as a ‘data-driven’ organisation, and that statistic gets worse the smaller the business gets. Unsupervised showed in their report that small businesses, with fewer than 50 employees, were less likely to effectively gather, analyse or use data for decision-making.

However, it doesn’t have to be that

way. Small businesses can benefit just as greatly from data analysis as can huge corporations. Companies of all shapes and sizes have reported increased efficiencies and improved financial performance through better use of data.

In the B2B environment, McKinsey identified four areas in which data analysis has been particularly effective - radically improving lead-generation, matching people to deals more effectively, maximising the lifetime value of each customer and leveraging dynamic pricing.

These are highly valuable to businesses of all shapes and sizes, providing they can make effective use of the data they have. As Kevin Cowell, partner at Calidore Computer Systems, points out, “The data that a dealer collects regarding their clients is one of the most important aspects of a good back-office system.”

We all know that, and yet there are still barriers to dealerships utilising the data they

hold to its full potential. A 1Path study of SMEs showed that although businesses are using data analytics, many feel they don’t have the skills to leverage the full benefit. More than half (57%) said they don’t have the right people in the team to handle the data, while 62% said they needed more training.

WHAT SHOULD DEALERS BE LOOKING FOR IN THEIR DATA?

Kevin is clear that we shouldn’t just be looking for the obvious – what sold, who to and how many – but also for whether we made a profit on that sale. For most businesses, this information is already at our fingertips, within our customer relationship management (CRM) software.

Knowing where that data is stored is step one. Step two is categorising it into a form that makes it possible to analyse. Most CRMs will be able to handle these processes, through normal order entry organisation or by creating

Almost all dealerships are using data - but are they using it effectively to drive more sales?

pricing profiles and contract reports that are ready to analyse. More important, however, is knowing where the gaps in sales are happening. “For every bit of information we know about what they buy, we are automatically building our own information about what they don’t buy – and that is crucial,” says Kevin.

The gaps identified in sales can be used to target promotional offers to customers who are more likely to buy that product. For example, if you know a customer regularly orders a specific consumable for a certain printer, but hasn’t bought any maintenance equipment for some time, these products can be offered to that specific client at a special rate.

This sort of gap analysis can help retain business too - regular customers who have suddenly stopped purchasing should be a red flag. Did they find a cheaper supplier? Have their needs changed? Identifying and pulling

out these accounts for attention can prevent the loss of a customer to a rival company.

Basic use of this data could inform a promotional email campaign, or a telemarketing activity, helping you to speak to some key clients directly to better understand their businesses. More sophisticated business intelligence systems may even be able to target specific customers right on the website, delivering suggested products or special offers individually.

TOOLS THAT CAN HELP

The first stop on the road to better business intelligence is Google Analytics. All businesses have access to this resource, and it’s an easy way to get to grips with some of the overarching trends. Looking at the traffic that is arriving on the website enables dealers to ask crucial questions. ‘Is there a specific geographical location that is performing well for us?’ ‘Is a particular region growing more than others?’ ‘What keywords are driving the most arrivals?’ ‘Which products have the highest click rates?’

All this information helps with getting into the mind of the customer. Understanding the influences that drive them to the website, that encourage them to click, and the niches that are performing well can inform

marketing activities to effectively exploit these positive trends.

If you want to go deeper into analysing the data, a number of IT solutions are out there that can make it easier to get into the numbers. Calidore’s POWER-Gx suite brings more clout to Kevin’s business intelligence. “Our standard reports allow the dealer to identify profitable categories and the buying trends of any client. This can be consolidated into yearly activities or monthly trends, helping to identify seasonal fluctuations in buying behaviour. Further drill down into key clients allows dealers to see things like order size, number of lines, average sales value and more. Using this information will allow dealers to organise promotional blitz days - often in conjunction with key supplier promotions - targeting specific customers.”

Terry Thurgood, business intelligence director at Prima Software, noted that their PrimaVANTAGE software allows for multiple report creation, diving into specific products, jobs or customer segments to maximise sales opportunities. “Every dealer differs enormously in the way they operate,” he explained. “By taking a consultative approach to trends and attributes Prima Vantage can be fine-tuned to highlight critical business intelligence which is relevant to everyone’s needs.”

Teams are compelled to engage as nobody wants to be at the bottom of the list!

HOW BUSINESS INTELLIGENCE CAN TRANSFORM SALES

Translating all this data into action is another challenge, but there are a multitude of sales benefits ready to be unlocked with the power of data. For example:

● Improve sales forecasts: knowing what to sell, who to sell it to, and when, will reap rewards in many aspects of the business. Inventory can be better-managed, supply chain disruptions mitigated, and higher profit margins achieved.

● Measure effectiveness of marketing: getting to grips with what works best for your specific customer base is crucial, but this has to be taken in relation to the cost of the campaign – look at the profit, not just the headline figure.

● Promote, cross sell, rinse, repeat: it’s much easier to encourage an existing customer to buy more than it is to acquire a new buyer. Knowing what they typically buy - and what

they don’t - will enable targeted marketing to be sent their way.

● Identify your key clients: who is your best customer? Is it the one that places a huge order once a year? Or is it that small business that comes back every month for the same few items? Using business intelligence will allow dealers to identify their most profitable customers, building a profile to help target

similar prospects.

For Terry, there’s an additional benefit to data analytics, which could prove to be rather fun in the right office environment. “I have always been delighted at the influence of any business intelligence which creates competition across persons or teams. We have produced some fantastic, customised, league table-based portals and dashboards.

“For example, having a league table of KPIs - such as new business creation or quotation conversion - across all teams drives competition and supports new sales and marketing initiatives. Teams are compelled to engage as nobody wants to be at the bottom of the list!”

Without doubt, using data effectively can be a powerful sales tool, and a motivational tool for the team too, but it is also a great way to deliver more customer satisfaction. When customers feel they are known and recognised, that’s the best encouragement to keep them coming back, time after time.

The data that a dealer collects regarding their clients is one of the most important aspects of a good back-office system

Rising to the challenge: revisited

2021 - DEDICATION

When the weather is freezing cold, and it’s in the early morning, it takes a certain dedication to haul yourself out of a warm, comfortable bed, put on some trainers, and go out for a run - but Paul Travis, sales director at Keeley Travis, has dedication in spades as he trains for an ironman triathlon – which, for the uninitiated, involves a 2.4-mile swim, followed by a 110-mile bike ride, finished off with a full 26.2-mile marathon.

“I used to do quite a bit of running but I think it was a midlife crisis – I turned 40 and decided to do triathlons,” he laughs. “After I did my first one, I was hooked; it was a really good feeling. I have built up distance since, doing the sprints, Olympic and middle-distance length triathlons; I thought I would now go up to the full distance.”

Paul had intended to undertake the ironman challenge for charity last summer but, of course, it was cancelled due to the pandemic. While he is still doing all the training required, it is not certain that it will happen this year either, but he is hopeful.

The cause is a worthy one. Paul is raising money for Marcus Allen and his family. Marcus is a boy with AADC, a rare genetic condition that affects the nervous system, which means he requires a lot of support. Paul is raising money to help ensure Marcus can access pioneering treatment; he has already raised more than £1,000 and is hoping to finish with more than £2,000.

2022

SO, DID YOU GET TO DO THE IRONMAN TRIATHLON?!

Yes, I did get to do it and what a great day that was! A real top life moment...I completed it in July last year and when I crossed the line anyone would have thought I’d won the race, I was that excited. We raised nearly £2,000 for Marcus as well.

2021 – PUSH YOURSELF

It is this same dedication that Paul puts into his business life too. “I am ridiculously competitive, and have this burning desire to keep pushing myself,” he says. “You have to have some element of that in business.”

As sales director, he has helped to lead Keeley Travis’ fightback against the COVID-19 pandemic in recent months - and has seen the company secure some of the biggest contracts in its history.

“In terms of volume we have probably doubled what we did last year in managed print sales,” he says. “You might call it luck, but I believe you create your own luck. We had a large client that made acquisitions, so they had more sites. Other businesses have renewed contracts with us, and we have dealt with some internet companies and bakeries that are booming and have acquired more printers. There have been a few industries that have really grown in this

In the first in a new series where we catch-up with some of our interviewees from the dark days of the pandemic, we sit down again with PAUL TRAVIS who updates us on what’s happened since we last spoke all the way back in February 2021

pandemic, and have needed the printer infrastructure to suit.”

Keeley Travis’ preferred partner for managed print services is Konica-Minolta, although other brands’ machines are sold through the usual channels. “They were probably one of the only manufacturers that would take on a smaller dealer at the time,” says Paul. “They worked with us – they provided other local companies to help us with the service and maintenance, and supported us and enabled us to grow that side. They always give us good prices and support.”

2022 LAST YEAR YOU SPOKE ABOUT YOUR DESIRE TO KEEP PUSHING YOURSELF. WHAT COMES TO MIND WHEN YOU THINK ABOUT TIMES YOU REALLY PUSHED YOURSELF?

I explained that we invested a significant amount of money in our new services and software; it would have been easier to keep pushing our usual products, but I always see this business as unstable - you are only ever one buyer change away from losing good clients. The team and I had to get accreditations for new markets, and get more comfortable with presenting and demonstrating at a higher level. I am 44 now and it’s like going back to college sometimes - it’s well worth it though.

Another key area for me has been around mindset coaching. I booked at course - that was quite expensivetwo years ago but it has been game-changing in both my business and my personal life. I realised that, over the years, I have worried too much, which only resulted in more worry and more stress. I really believe that a negative mindset can hold you back significantly.

2021 - VINDICATED STRATEGY

The contract wins also vindicate Keeley Travis’ strategy to diversify its product and service range over the past few years. “We took the hit on the traditional OP sales, but we have had some really good business on the contractual side, and there have been opportunities on the remote working side too, such as telecoms packages. I wouldn’t have liked to have just had an office products business in this pandemic.

“It has been a nice mix of different areas where we have been able to assist businesses. We have been surprised by some of the furniture projects that have happened. I think some companies have decided that, while they have an empty office, they will upgrade their furniture.

“We had already put plans in place to become non-wholesaler reliant, and we have worked hard over the last five-to-10 years to ensure that, if we do get a doomsday scenario with the likes of Spicers, Keeley Travis will continue to operate regardless, because of the other services we offer. It has been a challenge this past year, but I am proud of what we have done. The staff have adapted well to flexible and homeworking where they have needed to.”

This is a turnaround from the start of the pandemic, when Keeley Travis furloughed many of its staff and tried to reduce costs wherever they could. “It became clear after about three weeks that if we operate with the mindset that we are going to survive then, at best, you will survive. So we decided to continue to strive for growth and be more active. We brought our salespeople off furlough and have operated with a full sales team for most of the year. You have got to keep on selling – if you don’t, you’re doomed.”

2022

IN OUR LAST INTERVIEW YOU SAID THAT YOUR STRATEGY FOR THE NEXT FEW YEARS WAS DIVERSIFICATION; HOW DID THIS TURN OUT?

Our diversification gathered pace. We saw the obvious challenges people had with retrieving documents from home and our business has evolved to now offer a complete paperless audit for clients but, more importantly, we now take the costs out of people’s business through automation. We have made significant investments in this area - and there was a time when I thought we may have got it wrong. These deals are very hard to win, and sometimes the sales process takes six-to-12 months, but they are well worth it when they finally land. Our final offering is being released this year and soon we will be able to offer a full IT Service Desk. I’ve promised to stop after that!

2021 - BRINGING CHANGE FORWARD

Another effect of the pandemic is that it has forced Keeley Travis to reassess how it sells to clients. “We have probably focused too much on selling through the traditional models – face-to-face selling and the like; one of the weaknesses of the business has been its online presence, and that is something we are working hard to address,” Paul says.

“We have just launched Bee Business Supplies, which is an evolution store, and we are going to start offering that out to our clients as a ‘one-price-fits-all’ – no bespoke pricing, just discounting across the board.”

The digital development of Keeley Travis is a key part of Paul’s plans to continue Keeley Travis’ growth in the coming years, along with plans to focus on the contract services side of the business – and he plans to recruit more people to do this.

With the company’s track record to date, and Paul’s ‘burning desire to keep pushing himself’, who would bet against them succeeding?

2022

LAST TIME WE SPOKE YOU HAD JUST LAUNCHED BEE BUSINESS SUPPLIES, HOW IS THAT GOING NOW?

That has been steady, last month we went over 100 orders in a month for the first time since we launched. I do find the online business incredibly frustrating at times though, and it does seem like a ‘bottomless pit’ when advertising with Google. We are at a stage now where we are hoping to get some good return in the next 12 months.

AND HOW IS THE DIGITAL DEVELOPMENT OF KEELEY TRAVIS GOING NOW?

Very well thanks, and we have to embrace it! We are, of course, promoting this as a business to complement our other services. We have our own digital marketing manager now and he helps consult on and develop our software offering. All-in-all, I am very pleased with how it is going.

HOW DOES IT FEEL TO GO BACK AND READ YOUR 2021 INTERVIEW AND REFLECT ON YOUR EXPERIENCES AND MINDSET DURING THE PANDEMIC?

I only put a post on LinkedIn yesterday about how proud I am of the team and the way they have adapted to our new offering. We chose to evolve, diversify and be brave at a time when there was no certainty. One of the bravest steps we took was purchasing a new building during the pandemic. The new offices are much nicer, and it has allowed us to bring clients in to demonstrate our offering; we have already won some good business doing this.

We got the new building when nothing was available on the market, through a ‘phone call from an agent locally who offered it to us. You could say it was lucky, but I would like to think we made it happen by putting ourselves out there.

‘What you think about, you bring about’ is my new adopted motto.

We chose to evolve, diversify and be brave at a time when there was no certainty

Antalis extends support for breast cancer charities with HP ‘Pink Ream’ paper

Over the last three years Antalis has raised over £14,000 for Think Pink Europe and The Pink Ribbon Foundation in the UK from the sales of HP Office paper

Breast cancer is the most common cancer in women with one woman diagnosed every ten minutes.

Around 55,000 women and 370 men are diagnosed with breast cancer every year in the UK*.

Antalis, for the fourth year running, will once again be selling limited edition packs of HP Office A4 80gsm ‘Pink’ Wrapped Ream to support breast cancer campaigns. However, this year

Antalis has extended its support to include sales of HP Everyday A4 75gsm paper. Both grades will be packaged in

a limited edition ‘Pink’ Wrapped Ream, with the donated funds raised through the initiative going to the Pink Ribbon Foundation in the UK to support local projects.

ANTALIS AND HP PINK REAM

Antalis is striving to sell as many reams as possible this year to raise more money for this worthy charity. Customers can show their support by purchasing the paper to use in their own business or to sell on to their customers for resellers. Antalis reseller customers also have access to a wide range of marketing tools and resources to help them promote the campaign.

HP Everyday and Office ‘Pink’ Ream papers will be available to purchase from Antalis from October, while stocks last. Please contact your local branch for further details and to stock up on this quality copier to show your support.

To find out more, please contact Antalis on 0370 607 3132 or visit www.antalis.co.uk

* https://breastcancernow.org/ about-us/media/facts-statistics

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Dealer Support LIVE - the leading independent dealer event is back in March 2023 - get the date in your diary!

There’s only one independent dealer event that you need to attend next year and that’s Dealer Support LIVE – taking place on March 16 at Coventry Building Society Arena.

Dealer Support LIVE brings our marketleading magazine to life, covering all aspects of a dealer’s business – from marketing tactics to pricing strategies and the importance of efficient logistics. Through expert-led seminars and a cutting edge Q&A session, as well as a diverse range of exhibitors, delegates gain tangible information and practical advice that they can take back to their businesses and use to their advantage straight away.

There are more reasons to attend Dealer Support LIVE than staples in a fully-stocked office – but here are our top picks.

SUPPORT NAVIGATING CURRENT BUSINESS CHALLENGES

Business is challenging for many of us in the current climate and customer expectations are at an all-time high – we are all being forced to do more with less. DS LIVE brings together innovative solutions that will help strengthen your business proposition now, and in the future.

GROW YOUR BUSINESS

As your business develops and grows, opportunity blossoms – the event connects you with experts and ideas that will boost your business growth. Whether you’re looking to diversify, expand or streamline, DS LIVE has a session that will help.

DEVELOPMENT IS KEY

DS LIVE is the ideal opportunity to develop your existing skillset, widen your business horizons, and explore options for developing your business. It’s a chance to speak to others to help you consider your next steps - and to learn from those who have already taken them.

CONNECTING PEOPLE

No-one knows the benefits and challenges of running a reseller business better than those who do it. DS LIVE is a fantastic opportunity to network with others business leaders in the sector, sharing experiences and solutions and forging long-lasting, professional, relationships to benefit you and your business.

INTERESTED? THOUGHT SO!

Book your FREE PRIORITY ticket now  to join us on March 16 at the Coventry Building Society Arena - by emailing hello@dealersupportlive. co.uk

How to become an effective networker

Networking is hugely beneficial in the office supplies industry – but mingling doesn’t come easily to everyone. After a global pandemic and working from home it may feel harder than ever to step outside of your bubble - so how you can thrive, going forward, in professional networking situations?

Post-COVID, face-toface industry events have never been more important. Although some events went ahead online during the pandemic, the benefits of face-to-face interactions could never be emulated. So now that in-person events are back in full swing it‘s time to reap those benefits by becoming a confident networker.

As the saying goes, ‘No man is an island’, and our ability to communicate and cooperate with others is the key to many aspects of individual success. People are inherently social creatures, and we spend our lives forming many types of networks, whether these be with family, friends or professional

connections. However, not everyone finds networking professionally easy.

A professional network can come in handy for all sorts of reasons - yet sometimes it can be hard to know who you should be reaching out to, how big your network should be, or how to get started with networking. When networking, think of the Wizard of Oz;. you need to find your courage like the lion, find your brain like the scarecrow and find your heart like the tin man.

COURAGE

It can be intimidating to initiate a conversation with someone that you have never met before. However, finding the

courage to approach someone may lead to them being able to benefit you in the future. For example, they might be from a company who manufactures a product your customers have been asking for and you have been struggling to find. They might not only have a product or service that could be an asset to your business, but your personal interaction with them could lead to a better deal than you would receive through official channels.

Contacts breed contacts and, once you have plucked up the courage to speak to someone, they may also be able to introduce you to other useful professionals. Even if you only feel brave enough to talk to one person, your network of professional contacts could still grow significantly.

BRAIN

Being a business leader can often be quite isolated, and this means that knowledgesharing can be limited. Networking with professional contacts enables you to share your knowledge with them and, more importantly, they can share their knowledge with you. Being able to ‘pick the brains’ of a stationery, IT or print specialist will provide you with an expert insight into a sector which you may otherwise not have had much experience of. Every day is a ‘school day’, and it is vital that you keep up with the latest developments and trends in each of the sectors you deal with so that you can be a source of expertise for your customers.

HEART

Networking has been compared to going on a blind date - and some of the same rules apply. Successful networking is all about making meaningful connections; people want to feel that you are genuinely interested in what they have to say. Keep good eye contact, smile, and ask relevant questions to highlight your interest. Do some research

into who is likely to be in attendance and prepare some starter questions in advance; this will help avoid any awkward silences which can occur when you aren’t sure what to say. If you already have a bank of questions ready to go, the dreaded silence should stay at bay.

So, once you’ve made the connection, what’s next after the event?

GO SOCIAL

Gone are the days when business cards were the only way to communicate with a professional contact. If you get someone’s name, but in the moment forget to ask for

their contact details, search them on LinkedIn after the event and re-introduce yourself - you made the initial connection in person, so don’t be afraid to follow it up with a connection on social media. Remember, though, to keep it professional; avoid contacting them through personal social media platforms such as Facebook or Instagram.

USE THE RIGHT ETIQUETTE

Be clear about the kind of response you want. Are you looking for advice or information? Do you want to know about upcoming opportunities, or the details of a contact of theirs? Do you want to meet them one-to-one? A focused, concise and respectful request is more likely to generate a helpful reply. Be persistent, but leave enough time (usually a week or so) between each follow-up.

SO, WHAT ARE YOU WAITING FOR?

Now you’ve got the tools to grow your networking skills, put them into practice by booking onto an industry event! You never know who you could meet and how they could benefit your business.

Networking has been compared to going on a blind date - and some of the same rules apply

Keeping the office secure

There’s been an enthusiastic return to the workplace over the past few months, but it’s not quite the same as it once was.

While workers have been keen to re-engage with the office environment, a huge number are maintaining at least some of their working week at home.

According to the Office of National Statistics in the UK, 84% of those who had worked from home during lockdowns planned to hybrid work long-term – working part of the week at home, and part in the office.

While workers are motivated to get back to their offices to connect and collaborate, they’ve also realised the convenience of working

from home, and aren’t ready to give that up entirely. This creates a unique opportunity for businesses - and a unique challenge.

HOTDESKING – A TREND THAT’S NOT GOING ANYWHERE SOON

With fewer people in the office each day the workplace has become quite different. Hotdesking is nothing new, but it’s never been implemented to quite the extent it is today. Now, the modern office is all about ‘activity based working’.

No, that’s not one of those weird exercise bike desks you see advertised online; it’s about having more flexibility to work in different places, to collaborate or be alone, to be formal or more comfortable. Research

firm JLL estimates that, due to changes in workplace management and use, by 2030, 30% of all office space will be flexible.

Simon Howorth, marketing and design manager at Dams Furniture, says that the hotdesking trend is good for the overall ambiance of the office. “Employees not having a fixed desk can actually lead to a cleaner, more organised, and professionallooking workspace that can help inspire productivity, focus and engagement.

Workers can finish their tasks for the day, leave the work area with their laptop and phone and collect their personal belongings from a locker. No clutter is left behind; all is ready for the next working day.”

Aside from aesthetics, studies have shown that most workers feel more creative,

As more employees demand hybrid working arrangements, offices are faced with new challenges

productive and efficient when they have more flexible spaces in which to work. That’s great, but what’s not so great is the complications that arise from people having no desk to call home.

PROTECTING PERSONAL PROPERTY

The first issue is employee belongings. While phones and laptops may travel with the person, there are other things they’d probably prefer to leave at work, and that means offices must provide somewhere safe to store them.

Simon recommends locker storage for keeping personal effects safe, as these have the added benefit of keeping the office free from clutter. He notes that lockers can be a feature, are available in a range of designs and finishes, and can serve a wider purpose in an open plan office environment. “In addition to enhancing workplace security, lockers can also be used around pillars and posts in workplaces to help create zones in the office environment,” he explains. “By using the locker units as a dividing wall you can create a visual barrier between

Hybrid working may have increased the amount of sensitive information being lost, or in breach of GDPR rules

departments and working groups - perfect for the modern, hotdesking workplace.”

Aesthetics continue to be important, and dealers have an opportunity to provide less industrial, more homely, options that are still effective storage methods. Modern businesses want options – in colour, style and functionality.

For example, imaging and electronics company Rioch has introduced digital smart lockers – lockers that can be programmed to be opened by smartphone - allowing keyless and contactless entry. Businesses can gather usage data remotely, allowing the reassignment of personal storage in the event that a space is being under-utilized.

KEEPING DATA SAFE

As people move between home and office the potential for sensitive information to go

walkabout increases; physical documents need a home, and one which can be secured in an effective way. In a recent whitepaper Steve Hickey, head of European marketing for workspace solutions at Fellowes Brands, highlighted the problem, saying, “Half of our participants in the study believe that hybrid working may have increased the amount of sensitive information being lost, or in breach of GDPR rules…This raises important questions about confidential paperwork, and how we’re protecting it, in a world where a lot of employees no longer work in just the corporate office.”

It seems barely a week goes by without a major company confessing to a data breach - often costing hundreds of millions in fines, but it’s not just the financial damage that kills the company, it’s the reputational damage. “Maintaining document security is of

paramount importance to the avoid negative impacts of any breaches,” says . “A survey by Verizon highlights that 52% of customers stated that they would avoid businesses which had experienced a data breach for four-to-six months, with 29% saying they would never use the same brand again.”

All this presents a unique opportunity for dealers to supply the right products to deal with the problem. Lawrence says one of his top selling products provides a great solution for this. “Our lockable MODULO unit is a popular model within the office workplace. Unlike many alternative

drawer sets, they only require one turn of the key to lock all the drawers at once, allowing sensitive documents to be stored securely, which can also assist with GDPR compliancy.”

In addition to security for the office, employers have been looking for smaller solutions for home offices too, as Leon Haigh, UK sales manager at Phoenix Safes explained. “Pre-COVID there was a big emphasis on businesses becoming GDPR compliant…As COVID continued for longer than many expected, that emphasis returned but, this time, to make sure that employees

working remotely were also GDPR compliant at home too. We saw our smaller fire and security safes, cupboards and lockers being used for that purpose.”

What we’d be happy to have in our homes can be wildly different from what we expect to see in the workplace. Contemplating options that look nice as well as being functional can pay dividends in the ‘new normal,’ bringing a fresh touch to office furnishings. As for Leon Haigh, white is a colour that never goes out of fashion.

“The majority of our fire safes used in the workplace are white, so they quite easily blend into the background and don’t stick out like a sore thumb.”

He does note, however, that some clients have been known to vinyl wrap their lockers and safes with branded designs – a quick and cool way to modernise the office.

52% of customers stated that they would avoid businesses which had experienced a data breach for four-to-six months

Christmas bonus

Although it seems that summer is barely over, like it or not, the festive season is drawing closer. This presents some unique opportunities for dealers to sell to their customers and to capitalise on the biggest trends for this Christmas period - but what’s hot, and what’s not, in the industry right now?

TRENDING PALETTES FOR CHRISTMAS

Looking at the broader spectrum, Christmasworld commissioned a study by style bureau Bora.Herke.Palmisano identifying the key influences shaping Christmas 2022. They identified three major worldwide trends:

● Hearted+minimal - a trend that is defined by neutral colours and mindful choices. Nature inspires this trend, whether it’s ribbons made from organic cotton, or natural textures such as mushrooms, coconut coir and sponges.

● Mystic+originate - brings glamour to the table with golds, silvers and warm, earthy colours. It plays on patterns and materials that could have come from nature. Smell plays a part in this trend too – scented paper anyone?

● Local+vital - as the final trend from Christmasworld, this adds pops of colour to the traditional Christmas palette. Taking traditional motifs, shapes and icons and giving them a dynamic twist is what this is all about. Think Scandi Christmas with an ‘80s vibe.

Whatever it is that inspires, there can be business benefits earned through thoughtful use of colour. Take the humble envelope, for example. Studies show that a coloured envelope is nine times more likely to be opened than a plain white one, and there are plenty of colours to play with this Christmas.

India Broad, marketing manager for Blake Envelopes, has been exploring the trends her company sees emerging this Christmas. She says that - while traditional red, green and gold aren’t going anywhere soon - there is an opportunity to be a little more playful with palettes. “There are some other colours that will be trending this year. According to a report by Stylus, quirky pinks and bright blues will be a visual interest, ramping up the celebratory mood. Holographic textures will also be injecting a magical illumination into all things festive this season too. From holographic envelopes to wrapping paper, these textures will add a trending Christmas touch.”

CATERING TO THE FLEXIBLE WORKING CROWD

More workers are back in the office and keen to reconnect with their colleagues. This will only become more important as the festive season approaches, and already employers are looking to tailor their office spaces to accommodate this trend. “We’re seeing a lot of office refurb at the moment - but with hybrid in mind,” Elisabete Wells, regional marketing manager for ACCO, told us. “Employers are still looking to create hybridfriendly spaces that prioritise collaboration and maximise efficiency.”

This presents an opportunity for resellers to source products that cater to this need. From investing in open layout furniture to automating

Whether you’re ‘ho, ho’ - or more ‘oh, no!’ - it will soon be that most wonderful time of the year once again

tedious processes, workplaces today are all about putting the employees first. “As we head towards the end of the financial year, for many, budgets will be allocated towards equipping the new, hybrid-friendly, office with the right tools, therefore creating an excellent opportunity for resellers,” says Elisabete.

SUSTAINABILITY SHOULD BE FACTORED IN

Adding to the mix of influences this Christmas is the ever-present sustainability agenda. We’ve seen some incredible advances in sustainable packaging, recycled goods and ethically-sourced materials, and Christmas is a great opportunity to show what can be done. India Broad believes that sustainability will be a key trend for this Christmas. “This festive season sustainable packaging is going to be a major factor for consumers when they are making a purchasing decision, as people are becoming more aware of single-use plastics and synthetic fibres.”

Consumers are increasing in eco-consciousness by the day; in a TwoSides study, most customers said they would choose cardboard and paper over plastic packaging, while 42% said they would actively avoid a retailer if they thought they weren’t doing enough on waste reduction.

This alignment of ethics and purchasing decisions is already filtering through to the supply chain. Elisabete confirmed that ACCO is seeing strong demand for sustainable products.“At ACCO we are seeing double digit growth on desktop and filing products like Leitz Recycle as there is increasing interest from the resellers, and increased demand from the consumers, for products with sustainability credentials. It’s likely that this demand will only grow as customers begin to align their spending and consumption habits with their sustainability values.”

COPING WITH SUPPLY CHAIN CHALLENGES

If there’s a 2022 trend dealers could do without this Christmas, it’s the difficulties with supply chains. From the cardboard box shortage to

backlogs in shipping, coping with less-than-optimal stability is going to be critical during this busy period. There are some things you can do to mitigate the effects, however.

● Boost the trust factor: you can’t fix a problem if you don’t know it exists. Foster a culture of transparency within your supply chain so that you can rapidly identify any bottlenecks before they become an issue.

● Have a plan B: identify other sources of supply for your most indemand products. Negotiate ahead of time with suppliers from different regions so that you have a fallback plan if something goes wrong.

● Know your market: use the data you have from previous Christmases to predict what your best-sellers will be, helping you optimise your inventory.

● Collaborate for success: working in partnership and collaborating with other suppliers can help you react more quickly to changes in supply and demand.

Thankfully, supply chain problems do appear to be easing - ports are in a better shape and the cost of freight has dropped significantly – from a high of $20,000 per container in 2021 to around $4,000 today - but suppliers are still hedging their bets, and many will have ordered much of their Christmas inventory for this year already. The message is clear – prepare now to avoid unexpected hiccups.

Holographic textures will be injecting a magical illumination into all things festive this season

Selling successfully: the difference between customer wants and needs

The difference between a ‘want’ and a ‘need’ is at the core of a successful sales strategy - so how can you identify the differences, and implement them in your sales process?

When selling, it’s important that you understand the difference between ‘needs’ and ‘wants’ because you need to appeal to both impulses during the sales interaction. So, what makes up the different types of customer needs and wants?

DIFFERENT TYPES OF CUSTOMER NEEDS

There are many different needs which a customer may cite when choosing a product or service. Much will depend upon the unique priorities of each customer - but there are some consistent and common themes you can be aware of and exploit.

Functionality and fit: your offering must fit the customer and solve the problem they are facing. Listening to what their needs are, and finding a solution that really works, will close the sale.

Price: people may be willing to go a little higher than their initial budget would allow, but every customer has a breaking point. Offering a price that preserves your margins but meets the customer’s reasonable expectation is key.

Remember that it isn’t necessarily about offering ‘low, low prices.’ For some luxury items, customers expect to pay a premium and may be suspicious of a price tag that’s pitched too low.

Design and experience: the look and feel of the product are very important to customers. For one thing, the products we buy often make a statement about the buyer. Do these values align with the product’s design features, and the experience of using it, and do both align with customer needs?

Reliability and performance: people don’t want to keep renewing their products repeatedly, or constantly repairing or upgrading them. Reliability may not be an exciting sell, but it’s certainly a proven one. Empathy: this is too often overlooked, but people want services that understand them. This is most frequently exemplified in customer service encounters; will your customers have the best possible experience when they call for assistance, or email to change an order?

Openness and fairness: customers expect to be treated fairly, which means being offered any discounts they are eligible for and not being hoodwinked into opting for extras they do not need. Fail to treat your customer fairly, expect to fail.

Options: businesses know you can’t always give every customer everything they want. Within reasonable limits, however, services which can be tailored to each customer satisfy the human need for control.

Customers want to feel free to make the service work for them, rather than having to work around its limitations.

Information and accessibility: services which are open and accessible to

all are the most popular. Going over and above locally mandated disability access requirements can often convey a brand advantage, particularly when this is advertised and sold. Accessibility is also about making services easier to understand, so offering too many alternatives can cause paralysis in a customer who is wavering.

When customers need to learn about their service or product, how available is the necessary information? Poor customer service has been cited as a major component of consumer choice, with 58% of customers changing service providers after experiencing it, according to a Microsoft report.

CUSTOMER WANTS

As we’ve seen, ‘wants’ are those desirable features which customers have on their ‘wish list’ but whose absence won’t necessarily mean a lost sale.

Here are some common wants that customers will express: Prestige brands: some customers really put stock in a notable brand, rather than opting for a less well-known or newer provider.

Beauty: not everyone needs everything in their life to be beautiful but, for some, it’s important. Form usually triumphs over function but, for some consumers, these are equally important considerations.

Add-ons: this is a catch-all for all those optional extras that certain products love to bundle in. You probably won’t lead with these features, but it’s useful to have them in your back pocket. Up-selling and crossselling are very important for a salesperson!

Simplicity: some customers really do value products and services that they can think about as little as possible. For those consumers, stressing how easy the product is to use, or the service to access, will prove a useful sales strategy.

Creativity: finally, some customers really value creative and interesting solutions to problems. Consumers with a particular interest in product design, creativity or invention may value this feature more highly than other wants or even needs.

UNCOVERING THE CUSTOMER’S NEEDS AND WANTS

Normally, the decision will have already been made to make a purchase to fulfil a need. Your job as a salesperson is to also cater for their wants - and this is where most of your focus should be. This doesn’t mean ramming benefits and features down the customer’s throat; customers hate to be sold to, but they love to buy.

GIVE THE CUSTOMER A GOOD LISTENING TO

Consultative selling skills are a must when it comes down to understanding wants and needs and wants. You should be asking lots of questions around why they want something, how they want it, the impact it will have on them and what’s important when they make decisions like this. What they don’t want is also as important as understanding what they do want. Your customer may have made purchasing decisions in the past and got their fingers burned.

NEVER SELL ANYTHING UNLESS YOU UNDERSTAND THEIR WANTS AND NEEDS

Never sell anything without first understanding the customers’ needs and wants; you can then tailor your interaction with them on the areas that are most important to them - not the areas most important to you.

CREDIT: This is an edited version of an article that originally appeared on MTD Sales Training

Consultative selling skills are a must when it comes down to understanding wants and needs

Water from another world

Sky News has reported that extra-terrestrial water has been discovered for the first time in a meteorite that landed in the UK. The meteorite crashed into a driveway in the Gloucestershire town of Winchcombe, last February, and is believed to hold clues about where the water in the Earth’s vast oceans came from. Some 12% of the sample was made up of water, and it offers a lot of insights since it was the least-contaminated specimen to be collected, according to Ashley King, a researcher in the planetary materials group at the Natural History Museum. “The composition of that water is very, very, similar to the composition of water in the Earth’s oceans,” he told the British Science Festival. “It’s a really good piece of evidence that asteroids and bodies like Winchcombe made a very important contribution to the Earth’s oceans.”

know?

McDonald’s once created bubblegum-flavoured broccoli. McDonald’s is always introducing new items for their loyal customers and, obviously, some are more successful than others. However, their bubblegum-flavoured broccoli, which the fast-food chain developed in 2014 as a tastier version of the leafy green for children, was a complete failure. McDonald’s CEO Don Thompson admitted that kids were confused by the taste.

Rehoming hero

THUMBS

As reported by BBC News, a 13-year-old schoolgirl has rescued more than 45 animals over the past two years by trawling social media for neglected pets that needed rehoming. Lilly-Grace Honeysett-Beale said she could not bear to see them in need and was grateful for help from family, friends and her Shropshire community. “When I see one that needs help, I’m going to go get it,” she said. Most of the animals - rabbits, cats, dogs and mice - live at her home. The teenager said she scoured Facebook Marketplace for unwanted or neglected pets and then appealed to people she knew to help rescue them.

1. Which rock band was founded by Trent Reznor in 1988?

2. What is the currency of Denmark?

3. Which tennis Grand Slam is played on a clay surface?

4. In which European country would you find the Rijksmuseum?

5. How many films have Al Pacino and Robert De Niro appeared in together?

Knock me down with a feather

A big re-mooval job

A cow was re-mooved from a tree by firefighters after the animal got stuck in a tight spot, according to Sky News. A crew from Hampshire and Isle of Wight Fire and Rescue joked that the incident was “udderly ridiculous” after they spent over an hour trying to free the cow. The animal’s head got stuck in a tree on Chilbolton Common in Hampshire. The fire service was called at about 7.40pm, and worked with an animal rescue adviser to cut the tree and free the cow, but it took a full three hours.

Bringing hope, peace and unity to the good brethren of business supplies

Looking at things from a dealer’s point of view, paper has always been a pain in the backside.

Every single customer has always researched the price of it for a start; most of them don’t know the price of a pint of milk but they’ll know the price of a box of the white stuff and, of course, whether or not it sticks in their printer.

Therefore, it’s almost impossible to add a bit on to the margin for fear that the corporate down the road will see the opportunity and send them 10 boxes for free. It’s also the bane of a delivery driver’s life, carrying it upstairs with one hand while trying to eat a doughnut with the other.

I think drivers get bad backs from

carrying paper upstairs more than anything else - and it’s even worse when someone like me has to carry it, and that strapping cuts into my freshly moisturised hands making it almost impossible for me to hold anything heavier than a sandwich for the rest of the day.

Stocks are a big problem, as you all already know; by the time someone orders a couple of boxes with no margin, they’ve run out - and we have to supply more expensive paper at the same price. We’ve tried to explain to customers about the price hike and the shortages but they still think we are up to our old tricks.

We’ve used every excuse under the sun for the shortages and the price, from the war in Ukraine, to Brexit, to the mills closing, to Mrs O’ Reillys bowel

problems - and everything in between –but, at the end of the day, it all sounds a bit suspicious, even to us. I don’t actually think there is a shortage of paper; I think the corporates are gathering it all up, waiting for the day when they are the only ones who can sell it.

Wouldn’t it be great if, after 50 years of talking about it, someone did actually go paperless? It’s the stuff of dreams! Like the corporates going back to wherever they came from, or the wholesalers delivering the right items on time! I can’t see it happening, but stranger things have happened in our industry, and it’s always a good thing to stay positive.

My office supplies friends, we learnt that little exercise during the pandemic.

The good Father discusses the joys of paper and the many delights it brings the office supplies industry

Our health is in your hands

As winter approaches it is no surprise the seasonal ‘bugs’ are beginning to raise their heads. A survey carried out by the Health and Safety Executive revealed shocking statistics on office hygiene, stating that the average office desk is 400 times dirtier than a toilet seat, and that half of employees did not wash their hands after using the toilet.

An employee who has a virus can, typically, infect 50% of the people near them within four hours through a high volume of touch points. The possible consequences of this include a large number of staff illnesses, a lack of productivity due to those in the office feeling ill, and the mass spreading of germs by ill staff members.

SANITISNG STATIONS

It is important that office hygiene is instilled, from washing your hands after going to the toilet to actively avoiding passing cold and ‘flu germs around the office (which costs the economy £13.7bn in

sick days).

The biggest challenge we see around hand hygiene in the workplace is the lack of handwashing facilities and awareness programmes. The majority of people spend most of their time in the workplace, and these large communal spaces provide the

to help reduce and remove potentially harmful bacterial. Hand washing signs are a great silent supervisor and research has shown that, by having these signs located in bathrooms and other key areas, hand washing increased.

COSTLY CLEANLINESS

opportunity to be a hotbed of germs and spread illness, and put people at risk of harmful diseases.

There are plenty of things that businesses can do to prevent poor hand hygiene, such as encouraging people to regularly and thoroughly wash their hands

Investing in sanitising stations is also a simple way of improving hygiene and combating the spread of germs. Located around offices, factories and warehouses, these stations encourage employees and visitors to sanitise their hands.

Proper investment in workplace hygiene generates good hygiene, and makes employees feel cared about, all the while keeping those winter bugs at bay.

PETER CLAYTON asks, after COVID-19 saw us improve our hygiene, how can we make sure we don’t fall back into old habits?

An employee who has a virus can, typically, infect 50% of the people near them within four hours

Peter Clayton

Head of sales, Spectrum Industrial

White out

Welcome to the NEW Whiteout

supporting brand

Thanks to Newell Brands, there are now two more spots to win on VOW’s premier networking trip, Whiteout!

VOW Wholesale is excited to welcome Newell Brands as a new platinum supporting brand for its half-two incentive, Whiteout.

Drive sales of Newell Brands, alongside the other fantastic supporting brands, until 24th December 2022 for a chance to travel to Chamonix, France, in March 2023 for a luxury skiing trip like no other!

On top of this, VOW has already awarded over 60 monthly winners during the incentive period so far, and there are over an incredible 30 chances left to win. By driving sales of Newell Brands, you could win the top monthly prize of a £200 voucher!

Remember, you can easily see if you are on track to win and find out more information on Newell Brand by visiting the bespoke incentive website www.vowventureincentive.com.