DEALER SUPPORT OCTOBER 2023

October 2023

Issue 335

Welcome

TO OUR

inspiring success in the workplace supplies industry

OCTOBER EDITION

Scan it. Shred it.

and get a

Buy the ScanSnap iX1600

free*

THE SAFER , T IDI ER , and get a SMARTER WAY TO WORK . * free From now until 31st March 2024, when your customers buy the ScanSnap

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®

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It’s the ideal scanner/shredder combination that makes paper work for you, digitising your paperwork and clearing away the clutter. Simply claim your free Leitz® IQ Home Office P4

THE SAFER, TIDIER,

NO NEXT DAY DELIVERY: GET READY: RISINGfor TOdetails).

THE CHALLENGE: Shredder between 30 days and 60 days ofWINTER purchase (see our Terms & Conditions RED-INC IS BREAKING THE MOULD CLEANER HEALTHIER OFFICES FUTURE PROOFING FOR DEALERS

Founder and MD Adam Huttly explains how

Expert advice for keeping the bugs at bay this winter

Integra CEO Aidan McDonough reflects on 2023

with Leitz Ergo

Anisha Joshi, Award Winning Osteopath ‘We know that one of the main causes of pain is lack of movement! So, when I saw the Leitz Ergo range of products which encourage the one thing I tell all my patients to try and do at their desk I was very excited!’

The Leitz Ergo range of workplace ergonomic products for your office and home.

Giving you the tools, you need to sit, stand and move to help you stay healthy and productive throughout the day.

www.leitz.com/ergo

WORK SHOULD NOT HURT... But sometimes it does!

H

ealth and Safety Executive data finds that 477,000 UK workers suffer from a work-related musculoskeletal disorder, with an average of 15.2 working days lost due to musculoskeletal disorders. Lower back discomfort, neck and mid-back pain, and tired legs and feet are becoming all too common in hybrid work settings where workers may continue to lack the necessary kit to work comfortably all day long, impacting their wellbeing and productivity.

As a result, many workers are exploring ergonomic solutions to help maintain their physical health. This has created a major sales opportunity for resellers to introduce their customers to products that support wellness but also fit their home office environment.

Leitz partnered with award winning osteopath and trusted workplace wellbeing influencer Anisha Joshi to identify end users’ main pain points and to test out products from the Leitz Cosy Range. Here are the top three areas dealers should look to address with their customers and solutions to help.

PREVENTING NECK AND MID-BACK PAIN

TACKLING LOWER BACK PAIN

L

ower back pain is a common issue that is often exacerbated by remote work thanks to hours of sitting in makeshift home offices with poor ergonomics. Prolonged periods of sitting can lead to muscle stiffness, reduced blood flow, and increased pressure on the lumbar spine. Leitz’s Sit-Stand Stools and Ergo Desk Risers enable employees to seamlessly shift between sitting and standing while working, making regular posture adjustments throughout the day to mitigate the negative effects of prolonged sitting.

R

emote workers often suffer from neck and mid-back pain due to hours spent hunched over laptops or poorly positioned monitors. Elevating devices to eye level using Leitz Ergo’s multi-angle laptop stands and monitor arms can promote proper posture and reduce strain in these areas.

COMBATTING FOOT AND LEG FATIGUE

P

rolonged inactivity can contribute to tired legs and feet, causing soreness in the lower part of the body. Elevating the feet using the Leitz Ergo Cosy Foot Rests reduce lower back pressure and improves leg circulation, reducing fatigue and discomfort. When working from a standing desk, Leitz’s anti-fatigue mats provide cushioning and support to enhance comfort during extended periods of standing.

For resellers looking to capitalise on the demand for ergonomic products, the key is to communicate these wellbeing issues well and offer clear solutions. Highlight the importance of prevention for longterm health issues and showcase simple and effective tools that will help mitigate them.

To learn more about the Leitz Ergo range of products, visit www.leitz.com/ergo.

FROM THE EDITOR

Testing times ahead Scan it. Shred it.

October 2023 DEALER SUPPORT OCTOBER 2023 ISSUE 335 AIDAN MCDONOUGH

With the general consensus being that things were starting to ease up for the dealer community, we are keen to avoid this being overshadowed by current events and so our laser focus needs to be on maintaining and protecting the good progress made in recent months. Luckily, coping with pressures is what independent resellers do best - undoubtedly, any challenges will be met with the characteristic resilience and tenacity of our community.

Issue 335

Welcome

TO OUR

Scan it. ShredOCTOBER it.

EDITION

inspiring success in the workplace supplies industry

Scan it.

Scan it. Shred Shred it.

Scan it. Shred it. it.

ADAM HUTTLY BEN MADDEN

and get a

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That resilience has been demonstrated by the bucketload with our two featured dealers this month. Greys Office Supplies embraces the ‘go big or go home’ mentality, with partner Ben Madden sharing his journey from Essex-based family business to international office supplier. Conversely, Red-Inc actively avoids diversification, and next-day delivery, focussing instead on people, planet and profit - founder and managing director Adam Huttly lets us into his amazing small business.

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THE CHALLENGE: Shredder between 30 days and 60 days ofWINTER purchase (see our Terms & Conditions RED-INC IS BREAKING THE MOULD CLEANER HEALTHIER OFFICES FUTURE PROOFING FOR DEALERS

Founder and MD Adam Huttly explains how

Expert advice for keeping the bugs at bay this winter

Integra CEO Aidan McDonough reflects on 2023

Keeping dealer businesses fit for the future is a key challenge for Integra, but one it is rising to with enthusiasm. CEO Aidan McDonough reflects on 2023 so far, and how Integra is supporting its dealers to fly high in the future. Alongside this, Steve Carter, MD at Advantia, is back with some thought-provoking insight on management styles.

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We’ll also take a look at the trends shaping ergonomic products for the hybrid work environment, and hear from industry experts on keeping offices clean and bug-free this winter. As usual, there’s a chance for you to relax with our Teabreak section, and the Good Father shares his words of wisdom for us all.

FEATURES FOR GOING DIGITAL AND PAPER-FREE FEATURES FOR GOING DIGITAL AND PAPER-FREE FEATURES T H FOR E S CGOING A N S NDIGITAL A P i X 1AND 6 0 0PAPER-FREE

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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.

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LEITZ® HOMEadvanced OFFICE P4 SHREDDER

THE LEITZ® IQ HOME OFFICE P4 SHREDDER THE LEITZ® IQ HOME OFFICE P4 SHREDDER

Perfect for home office and deskside use, the Leitz® IQ Home Office P4 Shredder delivers high-security performance, compact convenience, advanced safety features and stylish good looks.

Compact design richIQ Home Office P4 Shredder delivers high-security Versatile Perfect for home office and desksideFeature use, the Leitz® performance, compact

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EDITORIAL Joanna Bailey Holly Tinsley COMMERCIAL Claire Peacock

PUBLISHING SUPPORT Angela Howland Tilly Fowler Esta Henderson PUBLISHER & CEO Vicki Baloch

CREATIVES Amanda Lancaster hello@dealersupport.co.uk All email addresses are formatted All email addresses are formatted firstname.lastname@intelligentmedia.co.uk firstname@intelligentmedia.co.uk

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 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

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OCTOBER 2023

Contents

INDUSTRY 06 THE MONTH THAT WAS

The headline news from the industry

09 GROWING IMPROVEMENTS: PREMIER BRANCH RELAUNCH WOODLAND TRUST PAPER

10

Try Woodland Trust paper range for improved specifications and credentials

10 RISING TO THE CHALLENGE: INTEGRA’S FUTURE PROOFING FOR DEALERS

Integra CEO Aidan McDonough reflects on 2023 and how dealers can be fit for the future

14 DO MANAGERS ALWAYS KNOW BEST?

MD of Advantia, Steve Carter, reflects on management styles

LEADERSHIP

22

18 NO NEXT DAY DELIVERY: HOW RED-INC IS BREAKING THE MOULD

Founder and managing director Adam Huttly explains how he’s doing things differently

22 INTERNATIONAL EXPANSION: HOW GREYS BROKE INTO AMERICA

Ben Madden, partner at Greys Office Supplies, shares his journey of expanding outside of the UK

SALES SUCCESS 26 TORK OFFICE HYGIENE PACKAGE BOOSTING WORKPLACE SATISFACTION

Ensure staff satisfaction with a healthy and hygienic workplace

32 “Independent dealers can adapt quickly and have the resilience to overcome challenges.”

28 GET WINTER READY: OFFICE CLEANING FOR HEALTHY WORKERS

Industry experts share tips and advice for keeping the bugs at bay this winter

32 WORKING FROM HOME: TRENDS IN ERGONOMICS

Are employers doing enough to keep hybrid workers safe and healthy?

LIVE IT 36 LIVE IT

Take a break and enjoy some lighthearted fun

38 FATHER P

10

Father P talks unwanted emails, stationery-related accidents and Mother Nature’s vendetta

INDUSTRY

THE MONTH THAT WAS

THE MONTH THAT WAS BOSS Awards 2023 announced The BOSS Federation were delighted to

announce the shortlist for the 2023 BOSS Awards, which includes categories for

Dealer Excellence under and over 5 million, Business Leader Of The Year, Diversity and

Inclusion Award, Rising Star Of The Year and Professional Of The Year.

Amy Hutchinson, BOSS CEO

Comments, “We were blown away by

the number of entries received this year and thank all those who took the time

to nominate others too. Our judges this year have commented on the calibre of

entries in many categories so it’s a massive

congratulations to all those shortlisted! The team and I can’t wait to celebrate with you on the 30th of November at the Kimpton Clocktower Hotel in Manchester.”

To see a full list of nominees or

to book tickets, visit the boss website bossfederation.com

Business confidence takes a September dip As reported by London Loves Business, business

confidence in the UK has dipped 5% in September.

A 5% drop in trading prospects has also been

remaining well above the 22-year average of 28%, while monthly rises remain larger than falls.

Hann-Ju Ho, senior economist at Lloyds Bank’s

reported as 52% of UK businesses expect stronger

Commercial Banking, said: “Despite some month-to-

activity. The decision to not change interest rates

time periods, confidence has steadily risen from 20%

activity within the next year, while 11% expect weaker should have a positive effect on businesses and the

recent survey reported levels in business confidence

[06] OCTOBER 2023

www.dealersupport.co.uk

month movements, if you look at the year in quarterly in the first quarter, 26% in the second and an average of 27% in the third.”

THE MONTH THAT WAS

INDUSTRY

Boost your career with future fund from BOSS Charity For those looking to boost their career, The Future Fund offers nonrepayable grants for business supplies industry professionals seeking career development. You don`t have to be unemployed to apply: it isn`t means tested and there’s no age limit. The fund may be used to help improve your career advancement opportunities or learn new skills. It could help pay for mentoring, a training course or equipment.

For an application to be considered, applicants must prove that they meet the following criteria: have worked in the UK business supplies industry for at least two years; have completed an application form, which indicates that monthly income does not meet monthly expenses; have supplied three months of recent main current bank account statements to support the above.

To find out more and apply visit the BOSS charity website: www.bosscharity.org.

evo secures £90m funding agreement evo business supplies has secured a £90m funding arrangement with Leumi ABL and Close Brothers, replacing expiring facilities and positioning the company for future growth. This replaces the existing facilities, due to expire in December 2023, and consists of an £80m invoice finance facility and a £10m term loan.

The collaboration between Leumi ABL and Close Brothers aims to support evo’s growth plans. James Woolley, Endless partner, comments, “We are pleased with the material improvement in evo’s performance over the last 12 months and this refinancing creates opportunities to accelerate the

Concerns over ‘unsustainable’ business rates rise As reported by Small Business, businesses face a hike in their bills from April 2024 due to rising rates. However, under the government’s ‘multiplier,’ rates will increase in line with inflation as measured by the Consumer Price Index (CPI). CPI is estimated to be at around 6% for September – down 6.7% from August.

Analysis from Colliers International forecasts that business rates will rise from £26bn in 2023/24 to £27.56bn in 2024/25.

development of evo in the months ahead.”

John Walsh, regional sales director at Leumi ABL, says, “This is a great example of two lenders working together with a supportive PE Sponsor and we look forward to supporting evo in their exciting development and growth plans, seeing the business grow from strength to strength.”

John Webber of Colliers International said: “All sectors are suffering from increased costs. They cannot cope with a hike in rates bills too.” Webber thinks that the system, which yields about £25bn per year for local authority funding, “is unsustainable in its current form.”

A treasury spokesperson said: “The multiplier has been frozen for three years at an overall cost of £14.5bn. We have also provided 75 per cent relief for retail, hospitality and leisure properties, a tax cut worth over £2 billion.”

www.dealersupport.co.uk OCTOBER 2023 [07]

INDUSTRY

THE MONTH THAT WAS

NEWS EXTRA

Cyber security month puts focus on SME digital awareness The knowledge gap around cyber security is widening, and SMEs face challenges in protecting their digital assets

D

igital crime

fostering a better understanding of

on how to secure devices, implement

can have a

cyber-attacks and how to avoid them is

proper password management and flag

devastating

paramount.

suspicious activity.

effect on small

Currently, the most common

businesses and

threats are phishing scams, malware

policies when it comes to the use of

dealer businesses

and ransomware. Phishing scams have

personal IT equipment. Nearly 20

are no exception. Not only can it have

seen a particular rise in recent years,

per cent of employees use the same

massive financial implications, but

accounting for almost 90 per cent of

password for their own software as

puts companies at risk of damage to

breaches. When it comes to scams such

they do their work systems. Businesses

reputation and customer confidence.

as phishing emails, research indicates

should consider implementing regularly

Reports show that over 50 per cent of

that more than 50 per cent of people

scheduled password changes and multi-

UK small businesses have experienced

are unable to identify the difference

factor authentication technology to add

some form of cyber-attack, costing on

between a genuine and fake email.

protection from cyber attacks.

harder to identify, it is recommended

ADDRESSING THE KNOWLEDGE GAP

ENCOURAGING COMMUNICATION

that dealers, or any small business,

Experts advise that the best place

With 43 per cent of cyber-attacks

take steps to address any potential

to start in addressing the knowledge

specifically targeting small businesses,

weaknesses in their security strategy.

gap is by analysing and understanding

consistent communication between

potential threats. Employees can benefit

businesses and employees is a significant

from regular communication regarding

part of developing a robust digital

cyber crime; this should include advice

security practice. Employees should have

average £19,400 per business. As attacks become increasingly more complex and

OVERCOMING CHALLENGES A lack of employee understanding of

Business owners should also update

cyber risk is cited as one of the biggest

confidence in how to report issues and

challenges for small business owners.

who in the business has responsibility for

Research undertaken by Fortinet revealed that while 85 per cent of the businesses surveyed had cyber security awareness training in place, 50 per cent of business leaders voiced concerns over lack of employee knowledge.

With an increase in hybrid and remote

50% of people cannot distinguish between real and fake emails

overseeing the digital security strategy.

The good news is almost all breaches are preventable with the correct technology, systems and policies. While cyber security month presents the ideal opportunity to assess digital security – businesses should

working, and many workers utilising

make the safety of digital assets a

personal equipment for work purposes,

priority year-round.

[08] MAY OCTOBER 2022 2023 www.dealersupport.co.uk www.dealersupport.co.uk

SPONSORED

INDUSTRY

Growing improvements – Premier branch out with new Woodland Trust paper

PREMIER have relaunched their Woodland Trust paper range, featuring an improved specification and even better environmental credentials

appeal to an even wider customer base in the future.”

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oodland Trust

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paper is a high

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with the opportunity to capture the CO2

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addition to this, Woodland Trust paper

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wrappers are now produced without

providing a carbon removal scheme that

laser, inkjet and copier printers and

the use of PE/plastics and are 100%

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UK. Since its inception in 2012, Premier

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www.dealersupport.co.uk OCTOBER 2023 [09]

INDUSTRY

INTEGRA: FUTURE-PROOFED

Rising to the challenge: Integra’s vision for futureproofing dealer businesses Integra CEO AIDAN MCDONOUGH reflects on 2023 and outlines how dealers can ensure their business is fit for the future

I

ntegra has had an interesting 2023 so far. New partnerships have been formed, new initiatives launched, and progress made to help dealers tackle some of the most challenging aspects of business today. Summing up the year to date, Integra CEO Aidan McDonough noted, “The first half of 2023, whilst challenging, has been relatively stable with figures showing an improvement against 2022.”

Aidan notes that the product mix continues to diversify amongst Integra dealers, particularly noting healthy growth in categories including workwear, facilities supply, packaging, furniture and technology.

Indeed, Dealer Support’s State of the Industry survey earlier this year showed that most dealers were actively looking to diversify, with many of these categories named as targets for future growth.

Of course, alongside growth and diversification, Integra’s dealers have been coping with some headwinds this year, as Aidan confirmed. “Price volatility and stock issues have started to settle, although increased operating costs and high inflation

[10] OCTOBER 2023

www.dealersupport.co.uk

still impact dealers’ overall profitability. On a positive note, we know that independent dealers can adapt quickly and have the resilience to overcome the challenges – clearly demonstrated over the last three years.”

SUPPORTING DIVERSIFICATION Part of Integra’s role as a leading dealer group is to support its members to achieve their goals. When it comes to diversification, the supporting function of this dealer group ranges from training and marketing support to forming new partnerships with diverse suppliers to make it easy for members to access the products they want to sell.

“We will carry on extending our supplier portfolio, which already includes leading suppliers and distributors in areas such as workwear, PPE, promotional merchandise, education, packaging, medical supplies and health and wellbeing, to name a few,” Aidan shared.

“We recently introduced FP Tools, Neomounts, Martello and DDC, with some more in the pipeline. Some of the highlights looking at our H1 2022 vs 2023 figures are education and core facilities supplies sales up by over 37% with workwear up by 11% - all encouraging signs.”

INTEGRA: FUTURE-PROOFED

Aidan stressed the importance of diversification for dealers who want to future-proof their businesses.

Demand for traditional office products continues to decline, but with that comes an opportunity for intrepid dealers to bolt on additional products that complement their existing portfolio. Integra aims to make this transition as smooth as possible, with training, marketing support and standardisation of data for back office and e-commerce solutions being key to success.

MAKING SUSTAINABILITY EASY Moving along the pathway towards net zero is complex for dealers, and something that often falls by the wayside in favour of more day-to-day challenges. Nonetheless, it’s an important element of future-proofing businesses, as Aidan notes, “There is mounting pressure on dealers when it comes to sustainability both in terms of products but also their own environmental credentials.”

Integra has formed a number of partnerships designed to support members with their sustainability efforts.

The Planet Mark is one such partnership, but the help doesn’t end there. Launched in 2022, the ‘Green Initiative’ Portal is Integra’s carbon footprinting tool, developed in partnership with Compare Your Footprint, allowing dealers to measure their carbon emissions with no specialist knowledge required. Through the portal, dealers can benchmark their organisations against others in their industry, track progress to driving down CO2, and better understand scope 1, 2 and 3 emissions in their business.

“We are seeing more and more demand from business consumers when it comes to carbon reporting and environmentally responsible products, so this will become increasingly important,” Aidan added. “We will undoubtedly see more members adopting these initiatives over the next few years.”

INDUSTRY

Independent dealers can adapt quickly and have the resilience to overcome challenges

Alongside carbon calculations, Integra has worked hard to give its dealers access to products that have better sustainability credentials. Throughout recent years, it has been working hard to remove single-use plastics from its own brand, Initiative, and to include new product ranges that can minimise carbon footprints.

REPRESENTING THE RESELLERS Partnerships at Integra don’t stop at those that directly benefit its members. Aidan is chairing a new BOSS Special Interest Group that brings together UK Dealer Groups Advantia, Integra Business Solutions, Office Friendly, Nectere, NEMO Office Club, Superstat and dealer solutions provider Office Power to highlight issues that affect dealers, providing a mouthpiece for the community to communicate with the wider industry and government. Although it’s still early days, Aidan is positive about the role this group will play in shaping the business environment for the future.

“At this stage, it’s a real pleasure to sit in a room with the team and share the challenges we all face,” Aidan commented. “Critical to me is that it gives BOSS a real insight into the reseller channel and hopefully helps to shape the BOSS offering moving forward and get more engagement from the reseller community.”

www.dealersupport.co.uk OCTOBER 2023 [11]

INDUSTRY

INTEGRA: FUTURE-PROOFED

BOSS is a fundamental component in a healthy future for the dealer environment, being involved in lobbying the government on the issues closest to the industry’s heart. “If there’s an issue that needs weight behind it, having the heads of dealer groups and solutions providers representing their members on a forum to BOSS directly is powerful,” Aidan explained.

“Dealers are often very busy in the day-to-day running of their business, so a forum like this allows their challenges to be raised on their behalf. The group can identify if this is a collective problem that requires group action,” Aidan continued. “BOSS meets with the Department for Business & Trade regularly, and the forum is a chance to share relevant information with dealer groups and solution providers directly.”

LOOKING AHEAD There are plenty of reasons to be cheerful at Integra, not least its annual conference in March 2024. With the full line-up having just been announced, Aidan anticipates more than 50 suppliers and 200+ delegates in attendance next year.

Aside from this, 2024 is set to be a year that’s all about embracing new opportunities. Aidan shared that Integra is planning an expansion of its creative design client base, as well as leveraging its accountancy services as a revenue stream. The own-brand ‘Initiative’ turned 25 this year and continues to thrive - not only here but also in Australia through a highly successful licensing agreement with Office Brands.

Integra has long supported dealers looking into

[12] OCTOBER 2023

www.dealersupport.co.uk

mergers and acquisitions through its Imerge programme and plans to continue building on this strength into the new year. “We’ll be continuing conversations with strategic partners to be able to leverage economies of scale and also provide dealers both inside and outside the group with disposal, merger and acquisition options as we recognise the different life cycle stages many businesses are in,” Aidan added.

Have the right people in the right place. They are your greatest asset

In terms of advice for dealers looking to make the most of whatever 2024 brings, Aidan had some clear words of wisdom, “Make the most of the opportunities presented.

Take some risks – albeit measured ones - and seek advice from the dealer network.”

“Carry out gap analysis with your top 50 customers as a starting point; look to see what they aren’t buying.” He added. It’s more important than ever to regularly review your business KPIs and anticipate areas of concern early enough to proactively manage them. Look at your teams’ strengths and weaknesses and have the right people in the right place. They are your greatest asset, so invest and work with them to see their full potential.”

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INDUSTRY

MANAGEMENT STYLES

Do managers always know best?

STEVE CARTER, MD of Advantia, reflects on an overheard conversation and how it reminded him why managers need to appreciate the value of their teams

V

ery recently I was sat in our local pub waiting

Before he had chance to finish what he was saying, the first

for friends to arrive. At the table next to me,

guy fired back in stating that a manager will always know best,

there was a bit of a debate going on between

as they have been there before, already have all the expertise and

two guys who, I would guess, were in their late

experience that team members don’t and reiterated that a manager’s

thirties, early forties. Normally conversations

job is to tell people what to do and team members should just get

going on around me are just white noise, but I

on and do it.

did listen in on this occasion for a couple of reasons. First, the content was quite intriguing and second, one of the guys had a fairly loud and

THE SELF RIGHTEOUS BROTHERS

overbearing voice, so I didn’t have much choice.

As I sat and listened to this rather one-sided debate, a couple of

The conversation revolved around management style. The louder

things sprang to mind. For those of you old enough to remember

of the two was explaining to his friend that a manager should always

the comedy, Harry Enfield and Chums, you may recall the Self

dictate to their team members what needs to be done, exactly how

Righteous Brothers skits. The louder guy on the next table would

to do it and when it needs to be done by. The other guy commented

have been well at home in those sketches.

that he felt that a manager should discuss workload and projects

The other thing that came to mind was when I was given my first

with their team members and reasoned that talking things through is

opportunity in management, back in the nineties. Having promoted

likely to boost morale and achieve better results.

me into the position, the owner of the company offered me one piece of advice; he told me that, in my team, there will always be people who will be able to perform aspects of their role better than I can.

That is why they were put there in the first place and my job is to use

Talking things through is likely to boost morale and achieve better results

my skill to encourage my team and bring the best out of them. Sound advice which has always stuck with me and always will.

Going back to the debate on the next table, I know which way I always liked to be managed and I would also like to think that I know which option I would pick to get the best results for my team.

How about you?

[14] OCTOBER 2023

www.dealersupport.co.uk

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LEADERSHIP

RED-INC: BREAKING THE MOULD

No next day delivery: How Red-Inc is breaking the mould As the first certified B-Corp in the industry, Red-Inc likes to do things differently. Founder and managing director, ADAM HUTTLY, explains why

S

ometimes there is value in doing things

about sustainability and survival.” Survival has been the name of the

differently, and when it comes to breaking the

game for the past three years, and in many ways, dealers are still coping

mould, Red-Inc does it in spades. No next-day

with the COVID hangover.

delivery, sustainability front-and-centre, and laser-focused on occupying the office supplies

niche; this is a reseller business that certainly bucks the trend.

“We set out to conquer the uber-corporates as a micro business,”

Nevertheless, as a business, Red-Inc has been doing remarkably well. Sales are up 40% against pre-COVID numbers, which is a remarkable achievement, something Adam puts this down to the hard work of the team both during the pandemic and over the past 14 years.

founder and managing director of Red-Inc, Adam Huttly, tells Dealer Support. “We’re very much an office supplies reseller, and we want to

CERTIFIED B-CORP

do that really, really well. We don’t want to be a jack of all trades. We’ve

Reflecting on the founding of Red-Inc, Adam noted his impetus to do

got a really niche little business that’s very dedicated to adding value to

things differently. “I strongly disagreed with a lot of the practices in the

clients in the office supply world.”

industry, like next day delivery, pile it high and sell it cheap, because

There’s no getting away from the issue of sustainability in the

that’s all just price-driven.” He knew any dealer could launch a new

reseller industry, but for Adam, it’s not just about carbon footprints

business and go into it a bit cheaper than its competitors, and probably

and electric vehicles, “Sustainability is not just an ESG agenda. It’s

do well as a result. But Adam wanted something more fulfilling.

[18] OCTOBER 2023

www.dealersupport.co.uk

RED-INC: BREAKING THE MOULD

LEADERSHIP

It’s common sense - no one needs stationery the next day “I set up what we would now call a purpose-driven business with

PEOPLE, PLANET, PROFIT

a triple bottom line. That’s a business that looks, in absolute equal

Adam’s triple bottom line gives equal importance to people, both within

measure, at people, planet, profit. Every decision you make, you look

the company and outside, to the planet and, of course, to remaining

at it through that lens,” He explained. This mantra has enabled Red-

profitable. On the planet side, he looks for opportunities for Red-Inc to

Inc to build its own niche and develop a business that’s a bit different

add value to its clients by offering an easy route to sustainable buying

from the norm.

decisions. That’s not always been easy, as Adam explained,

To add credibility to its efforts, Red-Inc craved verification,

“It is a struggle, as you can imagine, in a price-driven commodity

which came in the form of Certified B-Corp status, a credential that

sector. The way we managed this was by bringing in an emotional

reflects the highest level of social and environmental practices in a

story and educating clients. For example, we explain why we don’t

business. It was the first in the industry to achieve this status in 2017,

want to sell paper that you don’t know where it comes from, and this

and found the process transformational, as Adam explained, “When

is why for £2 more, you can buy this other paper.”

we found B Corp, all of a sudden we fitted. Up until then, I didn’t think we didn’t really fit anywhere.”

“We were like that odd little company over there that no one really

Red-Inc plants a tree for every box of paper it sells, furnishing clients with a certificate to show what was done and where, which is important for Adam, “We’re really meticulous on

got what we were doing, but then we found a home, and we found other

providing evidence because we didn’t ever want to be a company that

people that were absolutely committed, without commercial gain, to do

was accused of greenwashing.”

the best they could in their business.”

A surprising planet-based decision taken by Red-Inc was not

Red-Inc has been measuring and reporting carbon emissions

to offer next day delivery. “It’s common sense,” Adam says, “no

internally since 2015, something many businesses are only just beginning

one needs stationery the next day.” But it is hard work gaining

to talk about now. That’s given rise to continual innovation within Red-

customer acceptance, “You’ve got to put time and effort into helping

Inc, and a wonderful back catalogue of evidence for its ESG claims.

the client understand that, and start the cultural change, which is far

“Most businesses today are specifying what they’re going to do in the next five, ten or twenty years. We’re in a position where we can

from straightforward.”

Adam believes there are a multitude of reasons that next day delivery

show what we’ve already been doing for the past 14 years, and what

is unnecessary, starting with lower emissions from fewer vans on the road

results our efforts have driven,” Adam highlighted. He admits that it

all the way through to being more organised as a business. The benefits

hasn’t always been easy, particularly in the 2010s when sustainability

for the dealer are significant, as he explained, “You can do 100% order

was less widely spotlighted. But he pressed forward with his

fulfilment because you’re not racing around to fulfil orders that come

ambitions, and now finds Red-Inc a step ahead of the game.

in at five o’clock and need to be out at six o’clock in the morning.

www.dealersupport.co.uk OCTOBER 2023 [19]

LEADERSHIP

RED-INC: BREAKING THE MOULD

20 other things that no one else is doing for you at the moment.”

We’ve got to the stage where we dictate to our clients what they can have and when they can have it

Those other things range from planting trees to some really highend reporting that Red-Inc provides to its clients. “It takes a massive amount of time and resource, but it’s worth every single minute of it,” Adam noted. A key element of net zero (scope 3, for those in the know) is understanding the carbon emissions of your supply chain.

Red-Inc has worked to make this as easy as possible for its customers, “Very few companies can deliver what we’re delivering, and that’s that high-end scope 3 reporting, broken into categories.”

“You can be much more efficient, and there are cost savings in

Of all the net-zero goals, scope 3 is the one that most

that. We’ve got fewer deliveries, so lower delivery charges; we’ve got a

businesses struggle to get their head around. Through its hard work

huge difference in average order value. So everything about it makes

over the last 14 years, Red-Inc is already ahead of the game, able to

sense. We’ve preached about it for the last 14 years, and we’ve got

provide documented evidence not just for its own net zero goals,

to the stage where we dictate to our clients what they can have and

but to help its clients achieve theirs. It’s the first company in the

when they can have it.”

sector globally to have its science-based target reductions verified through the SBTi, making it straightforward for clients to get a grip

ENGINEERING CHANGE The biggest challenge for a company like Red-Inc is inspiring change

on scope 3 emissions.

For other dealers contemplating measuring and reporting carbon

in its customers, but it’s a challenge that Adam fronts up to with

footprints, Adam offered this advice: “You need to take it seriously.

enthusiasm. “When we go and pitch to a client, I can talk for an hour,

You need to take steps to understand it and embed it as a part of your

and I don’t talk about stationery. People find that such a refreshing

business. One day, someone’s going to turn around and say, ‘Can you

change,” he explained. The message is clear, “By signing up to Red-

show me what the carbon footprint is of your business within your

Inc, we’re going to give you a competitive deal, but we’re going to do

supply chain?’ and you’ll need to be able to answer.”

[20] OCTOBER 2023

www.dealersupport.co.uk

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LEADERSHIP

I N T E R N AT I O N A L E X PA N S I O N

International expansion: How Greys Office Supplies broke into America BEN MADDEN, Partner at Greys Office Supplies, and Bradley Head, head of sales, enlighten us on how a family-run dealer from Essex ended up doing office fit-outs in New York

W

ho would have thought,

was those relationships, built over years of

GOING INTERNATIONAL

two best mates from

hard work, that eventually led to a five-day

The idea of replicating the good work being

college who started out

contract on the other side of the pond.

done in the UK in other nations came to

selling office products would end up in New

York doing a complete office fit-out?”

Now GOS is eyeing further international

Ben when he was out running. “I always

expansion, but has some exciting projects

have good thoughts when I’m running,” he

on the boil locally, too. Based in Essex, the

explained, “and it was back in 2019 or so

Ben Madden, partner at Grays Office

business has been a family enterprise for four

when I had a brainwave. I thought, if our

Supplies (GOS), has taken his business much

decades, originally set up as an office products

clients in London are so pleased with their

further than he ever expected. Starting to sell

retailer by Ben’s father and nan. But its reach

office setups, why don’t we do the same for

into the City of London in 2018 had already

in the 21st century is proving to be a far cry

them in their offices abroad?”

been transformative for the company, but it

from its humble beginnings.

[22] OCTOBER 2023

www.dealersupport.co.uk

Ben floated this idea with a company

I N T E R N AT I O N A L E X PA N S I O N

LEADERSHIP

worth it,” Ben admits, “But you’ve got to get

The US does have a strong dealer community, but we’ve built amazing relationships

through those times, because it is worth it.”

For dealers eyeing overseas expansion from the UK, Bradley had these words of advice. “Do your research first. Get a rapport with the client, don’t go into it blind. But put

GOS had worked with for some time in

wondering why you didn’t. A lot of

in the legwork and give it a try, because you

the city, but at the time, the client was not

people would have said no to the New

never know what might grow from that.”

planning any refurbishments overseas.

York contract. We didn’t. We took the risk

Years later, when they were, they knew

and got the reward.”

SHOWING OFF Although GOS may have one successful

exactly who to call.

RELATIONSHIPS MATTER

overseas project under its belt and high

zone,” Ben notes. “We had to do so much

Thoughts have to turn to why an Essex

hopes for many more, there is still lots of

research because the American market is

reseller is being flown across the Atlantic to

work going on at home too. Notably, the

totally different. The electrics are different;

do an office install in the Big Apple; is there

company is redeveloping its building in

everything’s different. But with a lot of

a dearth of dealers in the USA? Of course,

Grays to become a showroom for its office

research, we found the right supplier, and it

there are just as many good and reputable

furniture, ripping out the stationery store

went amazingly well.”

office product resellers on that side of the

that Ben’s Nan created in 1983.

“We were completely out of our comfort

With a taste for international expansion, there’s no stopping the team at GOS now.

pond as there are here, but they are missing an important piece of the puzzle.

“We want to make the showroom a very inviting place,” commented Ben.

Already, another client has indicated an

“It’s all about relationships, and it’s all

“We’ll have mainly design-led furniture in

interest in setting up their US office, and

about trust,” Ben explained. “Businesses

there, but we want it to be more than just a

there’s a quote in the works for an office

today want to keep their brand uniform

marketing tool. We envisage holding things

installation in Paris, too. Their software

throughout the world, but they also want to

like Macmillan coffee mornings and business

provider, Prima, is in the process of setting

know that they’re getting the same quality

meetings in there too.”

up a US-based web store and database for

throughout the world as well. The US does

“Locally, people pass the building and

the dealer, to make it easier for them to sell

have a strong dealer community, but we’ve

just see a stationery shop. That’s been a bit of

in the States.

built amazing relationships.”

a hurdle we’ve had to jump,” added Bradley.

The relationships have blossomed into

“But when people pass and see we’ve got a

worked,” said Ben. “It was hard work,

mutual trust, which has opened the door to

furniture showroom, it will really elevate our

but worth it.”

opportunities in other parts of the world.

position in the market.” The team plans to

“We just thought outside the box and it

Head of sales, Bradley Head, added,

But even with the opportunities knocking, it

put in-demand products in the showroom

“You’ve got to do your research, and you’ve

wasn’t an easy task to get the project delivered.

such as booths, desking, and seating. “It will

got to adapt. If you don’t, you’ll be left

“There were times we thought, is it really

pretty much sell itself,” says Bradley.

www.dealersupport.co.uk OCTOBER 2023 [23]

LEADERSHIP

I N T E R N AT I O N A L E X PA N S I O N

ADAPT AND DIVERSIFY Much of the success seen at GOS is down to the dealer’s willingness to diversify and adapt its offer to suit the changing climate. “There’s nothing more that we like to do than stock another line,” quips Ben. “If someone wants it, we’ll get it, we’ll stock it.” That can-do attitude

Being a single-source provider has

There’s nothing more that we like to do than stock another line

benefits for sustainability too, as vans are fuller and deliveries are fewer. Or, at least, that’s how it should be. Ben admits that there have been challenges on the wholesaler side that have meant they haven’t realised the full benefits of being single-source, but says that things are beginning to improve.

has taken GOS a long way, but there’s another

Overall, 2024 is shaping up to be an

part to their recipe for success.

Taking stock of the company in 2018,

Service levels are another key element

excellent year for Grays Office Supplies. The

GOS ripped up the business plan and made a

of the GOS business model, as the company

financial year 2022/23 was their best year

new one. A big part of that plan was to create

looks to add value at every stage. Having

ever for sales, and there are high hopes of

a baseline income for the company, that is so

reinvented itself into a single-source provider

beating this record again by next March. In

regular and predictable it’s almost passive.

for all office needs, GOS works to make its

conclusion, Ben had this message for the

“Traditionally that wasn’t the case,” Ben

offering even better by unpacking deliveries,

wider community: “Stay positive, adapt, and

explains. “We were very reactive.”

placing items in the right places, and taking

keep working hard. I firmly believe that the

all the packaging away for recycling.

future is bright for dealers.”

Now, the company builds relationships with businesses to such an extent that they know the items that must never run out.

GOS has the task of ensuring all those items are stocked up in good time, and that creates a benefit for the dealership. “It’s given us stability to lock up what is almost a passive income into the business and to know where we’re going to be month on month. That means we can buy better, we can supply better and we can grow by offering people a great service.”

[24] OCTOBER 2023

www.dealersupport.co.uk

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usinesses can improve staff satisfaction

checks required by up to 91 per cent while ensuring all

in the workplace with the aid of the

dispensers are kept topped up.

Tork Office Hygiene Package™. The

Helping to keep the office smelling fresh is the Tork

new Essity offering incorporates smart

Constant Air Freshener, a propellant-free aircare system

hygiene solutions, a new air freshener

that neutralises odours. The dispenser can be mounted at

system and a gamified tool that

a reachable height, unlike many systems that need to be

allows facility managers to test their cleaning and hygiene

placed high up in order to be effective. This means refills

knowledge against industry data.

can be easily integrated into cleaning routines. The Tork

Complaints about toilets account for more than 45 per cent of office building gripes, according to a recent Statista

Constant Air Freshener is third-party certified as being easy to use for speedier refilling.

study. A second survey carried out in 2022 revealed that 86

“Facility managers are facing multiple challenges including

per cent of office employees regard cleanliness as the most

supply chain issues, labour shortages, sustainability legislation

important aspect of a good working environment. While 85

and high staff turnover,” said Anna Königson Koopmans.

per cent of staff members believe that the state of the office

“Taking the pressure off them is important for us. We are always

washrooms reflects the cleanliness of the building overall.

looking at ways in which our products and services can deliver a

“If restrooms are run well and efficiently, cleaning

great user experience and drive more efficient cleaning.”

teams have more time to clean the rest of the facility,” says

This is a sponsored article brought to you by Essity.

Anna Königson Koopmans, marketing director commercial

To learn more about the Tork Office Hygiene Package™

for Essity’s professional hygiene business. “And any

and how their smart hygiene solutions can improve staff

improvement in cleaning quality leads to better employee

satisfaction visit: www.tork.co.uk/officehygiene. Tel: + 44

workplace satisfaction.”

(0)1582 677400 Email: amelia.baker@essity.com

[26] OCTOBER MAY 2022 2023 www.dealersupport.co.uk www.dealersupport.co.uk

2024 IS ON IT’S WAY! Date and venue are booked Plans are well under way for our 9th successful year

We hope you’ll join us!

THE INDUSTRY EVENT FOR ALL UK DEALERS

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10th October 2024

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SALES SUCCESS

Good businesses don’t run on empty REFILL SOAP

GET WINTER READY

Get winter ready: Office cleaning for healthy workers Cleaning needs to be about more than just keeping the workplace looking nice, especially with the winter bugs fighting to get in

M

anaging staffing in the winter season can feel like an uphill battle. During cooler weather, colds, flu, and respiratory illnesses are more common, and with people indoors more often, viruses pass more easily from person to person.

Data from the ONS shows that the sickness

absence rate in 2022 rose to 2.6%, the highest since 2004, totaling an estimated 185.6 million working days lost. Research suggests that partweek absence due to illness can increase by as much as 20% during the winter months compared with summer. In terms of business impacts, XpertHR’s research puts the cost of staff absence at a median of £568 and an average of £544 per employee.

With such a high cost to businesses, it’s unsurprising many reseller clients are already looking for advice and products to keep the bugs at bay this winter. The landscape has changed in the past couple of years, with many businesses now using hotdesking for hybrid workers, raising the risk of bacteria and viruses spreading between employees in the office.

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.

Denise Hanson, commercial director at The British Institute of Cleaning Science (BICSc), recommends a review of cleaning practices to ensure they are still up to scratch. She commented, “Businesses need to ensure cleaning specifications are robust and cover the requirements of the building. Some were flexed as people worked from home, and as staff return to the offices, these need to be checked to ensure they are fit for purpose.”

[28] OCTOBER 2023

www.dealersupport.co.uk

GET WINTER READY

SALES SUCCESS

Good businesses don’t run on empty REFILL SOAP

PRODUCTS TO BANISH BUGS Cleaning has come a long way since the pandemic, with a renewed focus on products that not only make offices look and smell nice, but also tackle the spread of bacteria and viruses that can make employees sick. Air quality management is a key issue, and many dealers are already seeing success in selling air purification systems for healthier workplaces.

Ultraviolet (UV) light has been proven to be an effective sanitation tool for over a decade, but has really come to the fore since the pandemic. According to Pro-Lab, “Short wavelength ultraviolet light, when passed over a surface, works by killing or inactivating microorganisms (viruses and bacteria) by destroying nucleic acids and disrupting their DNA. The organisms are then unable to perform vital cellular functions – rendering them harmless as they are unable to reproduce.” UV sanitisers are available in formats from large machines to small hand-held sanitisers, making it easy to recommend the right tool to clients.

Denise stresses the importance of encouraging workers to take ownership of their own health in the workplace, but that employers should be providing things like sanitising wipes and hand sanitisers for their use. Check the bottles are filled too, as Denise shares, “On a recent site visit, we discovered all four dispensers in the reception area were empty.”

www.dealersupport.co.uk OCTOBER 2023 [29]

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

GET WINTER READY

It is important to remember the key touch points in your own workspace She further notes the importance of identifying touchpoints, both in individual

previous study by Initial Washroom Hygiene

after each task. Businesses should ensure that

even found that the office kitchen is a prime

sites have sufficient hand soap and, where

pathogen hotspot, with the microbial activity of

required, paper towels. Hand protection

the average office tea caddy averaging 17 times

systems are important as most hands need

higher than a toilet seat!”

this to meet handwashing regulations as the

Cleaning specialists further recommend using colour-coded cleaning tools to avoid

colder weather sets in.”

Jamie added, “It is essential to ensure

cross-contamination between workzones.

high footfall areas and frequently used

This will effectively keep cloths, mops, and

communal objects are thoroughly cleaned

other tools from being used in, for example,

with a microfibre cloth and disinfectant

bathrooms one minute, and kitchens the next.

spray or antibacterial wipe to help prevent the cross-contamination of germs from one

workspaces and communal areas. Kitchenettes,

BEST PRACTICE CLEANING

used by most workers at some point during

As well as using the best products, businesses

the day, should have virucidal products used

need to be looking to best practice to ensure

always need to be an in-house problem,

on things like door handles, kettles, taps and

their cleaning efforts are meeting the mark.

sharing, “As well as day-to-day cleaning, it’s

bin lids. “It is important to remember the

As they say, it ain’t what you do, it’s the way

a good idea to schedule a professional office

key touch points in your own workspace too,

that you do it.

deep clean as the winter approaches. Such deep

including telephones, keyboards, computers,

Denise from BICSc noted the importance

employee to another.”

He further noted that cleaning doesn’t

cleans cover those hard-to-reach areas, such as

and calculators,” she added. “Utilising suitable

of a rigorous cleaning process to ensure safe

behind equipment and kitchen fittings, as well

virucidal products can ensure these items

and healthy workplaces for the winter, “Follow

as tackling any grime build-up in grease traps

remain safe and infection-free, helping to

the ‘clean to dirty’ path – clean from the

and vents.”

prevent the spread of infection with good

cleanest areas to the dirtiest to minimise cross-

housekeeping procedures.”

contamination. Use systematic overlapping

their customers at this time of year, there’s a lot

passes so that all the surface area is efficiently

to catch up on. Having a good grasp on what’s

and effectively cleaned.

available, as well as the advice that should go

Jamie Woodhall, technical and innovations manager at Rentokil Initial, shared that, “Highfrequency touchpoints such as door handles,

“Handwashing is still key – always wash

For any dealers offering jan/san products to

alongside it, will allow resellers to go the extra

light switches and keyboards can provide a

and dry your hands thoroughly, even when

mile for their customers and help them stay

breeding ground for germs and bacteria. A

you arrive at your place of work and before and

clean and healthy this winter.

[30] OCTOBER 2023

www.dealersupport.co.uk

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SALES SUCCESS

TRENDS IN ERGONOMICS

Working from home: Trends in ergonomics

Working from home isn’t going anywhere fast, but are employers doing enough to keep workers safe and healthy when working remotely?

W

ork from home

at Epson, outlined the outlook for hybrid

for part of the week is now seen as an essential

became the way to

working, as he sees it. He shared, “I think

part of talent acquisition and retention. Many

do business during

many organisations are still navigating

workers, particularly in the younger age

the pandemic, but it

the optimal balance of productivity and

groups, say that they would be more likey

has since evolved to

face-to-face interaction to ensure they can

to take a job offer from an employer that

be a popular business

maintain a certain culture and ethos still

offers remote working for at least part of the

model for a range of UK companies. Fifty of

expected from employees. While most accept

week. But that presents another challenge

the biggest UK employers have said they have

the benefits of getting your head down, free

- how to ensure these remote workers are

no intentions to make all their workers come

from distractions to complete certain tasks,

working in a safe, healthy and comfortable

back to the office full time, with the ONS

nothing competes with personal interaction

manner at home.

reporting almost half (49%) of UK adults

when it comes to influencing, educating, and

working at home for at least part of the week.

inspiring people.”

Richard Wells, head of office print sales

[32] OCTOBER 2023

www.dealersupport.co.uk

Offering the option to work from home

Marketing director for ACCO, Elizabete Wells, noted the importance of ergonomics for all workers, saying, “Ergonomic design

TRENDS IN ERGONOMICS

SALES SUCCESS

helps protect workers, allowing them to work comfortably and without injury.

Employers have a responsibility to support the health and safety of their hybrid employees while they work at home: when employees work with the wrong equipment - this includes their workstation at home -

Almost three quarters of home workers said they did not work in a home office, with 28.5% working in the master bedroom, and 20% in the living or family room

they are more at risk of injury.”

THE CHALLENGES OF HOME WORKING

ergonomic equipment, sharing, “Equipping

That, too, is being reflected in what dealers

hybrid staff with the right ergonomic

sell and what their customers ask for.

Research done by Nulab in mid-2020

equipment will help them not only avoid aches

highlighted the struggle for many home

and pains but have benefits to the business:

Supplies, told Dealer Support that desk

workers, notably the lack of a dedicated office

less time away from work due to sickness and

specifications have been an area where Greys

space for the majority of people. Almost three

less claims into medical schemes. Prevention is

have seen changes. He said, “We’ve noticed

quarters of respondents said they did not

always better than cure and the ongoing growth

definitely the desk size change. The majority

work in a home office, with 28.5% working in

of the ergonomics category is now a huge sales

of what we do now is 1200 wide rather than

the master bedroom, and 20% in the living or

opportunity for Office Supplies resellers.”

1600.” Grays have also seen an uptick in

family room. Dining rooms, guest bedrooms,

Ben Madden, partner at Grays Office

demand for sit-stand desks, and for products

kitchens and even basements were other

THE INDUSTRY RESPONSE

frequently used spaces.

Jeremy Cooper, UK marketing manager

work to tempt staff back into the office

at Fellowes, notes that there has been a

environment.

While 58% did state they worked at a

that have more aestheitc appeal, as employers

desk at home, the other 42% did not have

significant impact on the manufacturer side

Richard further highlighted the

access to a proper workspace. Rather, they

in terms of demand for different products. In

importance of providing the right tools to

opted to work at the dining table (13.2%), on

response, Fellowes has developed a range of

people working from home. He commented,

the couch (11%) on a bed (6.9%) or on a chair

hybrid working, ergonomic-focused

“Providing the technical provisions for home

with a laptop on their lap (4.2%). A University

products, which it calls ‘Breyta,’ meaning

workers should pivot around productivity.

of Cincinnati study further showed that only

‘change’ in Icelandic.

Nobody should be forced to compromise

58% of those working from home used a

Jeremy explained, “The range includes

proper office chair; others used dining chairs

superbly designed laptop risers, foot supports,

(27%) or non-chairs, like a bed or sofa (15%).

monitor supports, and an ingenious laptop

The impact of poor ergonomics has

their ability to work just because they’re no longer in the office.”

carry case that converts into a laptop support.

THE SALES OPPORTUNITY

been well documented over the years.

Overall, the range brings with it a selection

For dealers, having a thorough

These include absenteeism, where physical

of uniquely designed products that meet the

understanding of the challenges facing

issues increase the amount of sick time,

new and future needs of teams and their ever-

remote workers and their employers, and

presenteeism, where workers show up, but

changing working environments.”

what products are out there to support them,

have low motivation and are less productive,

Fellowes are one of many manufacturers

can help them remain a valuable asset to

lowered morale due to being uncomfortable

that has seen demand for ergonomic office

their clients. Although it’s not possible to

and increased staff turnover. For a business

products soaring in the post-COVID world.

create a ‘proper’ home office for every remote

with remote workers, getting their setup right

While ergonomic products have existed

worker out there, there are modifications that

is a clear priority.

for many years, there is a new impetus to

can be made to engineer a better and more

demanding more comfortable workspaces.

comfortable setup for remote employees.

Elizabete clarified the business benefits of

www.dealersupport.co.uk OCTOBER 2023 [33]

SALES SUCCESS

●

TRENDS IN ERGONOMICS

The chair: Probably the most important

We are seeing great interest in peripherals that transition effectively between a variety of working environments from office to home to mobile

investment for a remote worker is a good, ergonomic chair. These should have a five star base, a height adjustable backrest and adjustable arms. Some workers may require a lumbar support or headrest to support the neck too, both of which are inexpensive and easy add-ons. ●

The desk: In the situation where a

Narrow desks can be extended with

everywhere in between. These include

worker has no space for a dedicated

forearm rests, and sit-stand desks can

lightweight solutions for keyboard

office desk, ancillary products such as

be created without the expense of a

supports, lumbar supports and intuitive

risers and laptop stands can make work

dedicated furniture item through desktop

carry cases. Monitor arms are especially

risers that adjust to a standing position.

popular, as they accommodate dual screen

Lights: Good task lighting is essential,

viewing and help workers to have a clearer,

in a second screen with an adjustable

but many homeworkers don’t have this

more organised desktop workspace.”

arm is worthwhile.

available. A simple anglepoise lamp

While effective products are one

much more comfortable. If the workers primary computer is a laptop, investing

●

The peripherals: While laptops have

is good for paperwork and focus-

piece of the puzzle, Richard noted that

built in mouse pads and keyboards, the

intensive tasks, while diffuse lighting

there is still a firm focus on sustainability.

position of these can create ergonomic

from a shaded lamp is better than bright

He commented, “Epson’s manufacturing

problems when used for extended

overhead lights. Consider a daylight bulb

philosophy focuses on Sho Sho Sei –

periods. Supplying the worker with

if not enough natural light is available in

Japanese for compact, precise, and

a separate keyboard and mouse -

the workspace.

energy efficient – and these are qualities

ergonomic varieties are available for both

●

●

Jeremy picked out some products

we strive for in solutions for home and

- is a quick and easy solution to a better

that are particularly in demand now,

office working alike. We’re already

seating position.

“Laptop supports continue to be very

seeing a growing expectation for smaller

Cushions and positions: Improving the

popular items; we are seeing great interest

and more reliable technologies that

seated position of a worker can be as

in peripherals that transition effectively

reduce our environmental impact, and I

simple as supplying a footrest, wrist

between a variety of working environments

think we’ll only see this appetite grow in

rest or posture-improving seat cushion.

from office to home to mobile – and

the future.”

[34] OCTOBER 2023

www.dealersupport.co.uk

LIFE IS FULL OF CHOICES

We have three excellent wholesalers in our industry, plus direct from supplier sourcing options - we work with them all to help you to choose which is right for your business.

Want to find out more? Contact Us Today 01827 721100 info@nemoofficeclub.co.uk www.nemoofficeclub.co.uk

Nemo Office Club members use unique product codes in their marketing – including the all-important catalogue – putting them in control of their purchasing choices without causing confusion to customers.

LIVE IT

TEABREAK

LIVE IT Life hack To have an ice cold can in just a few minutes, put your drink in a large pot and cover it with ice. Fill the pot with water, add a couple cups of salt, and stir until the salt is dissolved.

Transgender woman makes history as Miss Netherlands Model Rikkie Valerie Kollé clinched the top title of Miss Netherlands contest on Sunday 9 July in the town of Leusden.

Judges commented that the 22-year-old had impressed them with her “iron strong story” and “clear mission”.

Following the triumph, she qualified

CAPTION COMPETITION

to compete in the Miss Universe competition, to be held in El Salvador in December.

Kollé is only the second ever openly transgender competitor in the competition’s history, after Spanish model Angela Ponce in 2018.

Ahead of her win, Kollé spoke about her struggles over coming out as transgender, but added: “Through my commitment and strength, I hope to bring about change in society”.

Transgender contestants have been officially able to compete in the Miss Universe pageant since 2012, when it

TWEET CAPTIONS TO @DEALERSUPPORT

was still owned by former US President Donald Trump.

Quote of the month Luck is a dividend of sweat. The more you sweat, the luckier you get. Ray Kroc

[36] OCTOBER 2023

www.dealersupport.co.uk

TEABREAK

LIVE IT

Did you know?

Halloween pumpkins will be bigger than normal due to a wet summer. The ‘perfect’ conditions have been created for growing larger than average traditional squashes, farmers say.

Seven years ago, Redonda, a volcanic island in the Caribbean Sea, resembled a desolate lunar landscape, scarred by historical guano mining and overrun by rats and goats. In 2016, conservationists launched a remarkable transformation by eliminating rats with a targeted rodenticide and relocating the goats by helicopter. In response to this intervention, Redonda made a rapid recovery that exceeded expectations.

PUB QUIZ 1. What was the old name for a Snickers bar before it changed in 1990?

2. What is the capital of New Zealand?

3. What is the most sold flavour of Walker’s crisps?

4. In what year did The Beatles split up?

5. Who has a Heinz Ketchup tattoo on their arm and always carries a bottle or two of it on tour Answers: 1. Marathon 2. Wellington 3. Cheese and Onion 4. 1970 5. Ed Sheeran

Redonda Island’s logical revival

THUMBS UP!

Native vegetation sprouted, and seabirds like brown boobies and red-billed tropicbirds returned to the island. The population of the critically endangered Redonda ground dragon surged thirteen-fold since 2017. Inspired by this success, the government of Antigua and Barbuda recently established the Redonda Ecosystem Reserve, covering a vast area encompassing the island, seagrass meadows, and surrounding coral reefs. Removing rats on the island has not only allowed seabird populations to thrive but also nurtured fish populations, highlighting the interconnectedness of the island’s ecosystems.

Knock me down with a feather MAN ARRESTED SCALING LONDON’S ‘CHEESEGRATER’ SKYSCRAPER He appeared to have no safety equipment as he scaled the 225m-tall (738ft) skyscraper.

Police said the man was confronted by officers upon reaching the roof, before being detained.

The Leadenhall Building is the sixth tallest building in the capital city.

Similarly, In June, a British man was arrested more than halfway up the world’s fifth tallest building in Seoul, South Korea, while attempting to climb to the top without safety ropes.

The 24-year-old was forced to abandon his attempt when he was intercepted by the authorities at the 73rd floor of the 123-storey Lotte World Tower.

www.dealersupport.co.uk OCTOBER 2023 [37]

LIVE IT

FAT H E R P P. C L I P

Bringing hope, peace and unity to the good brethren of business supplies Father P discusses stationery-related accidents, Mother Nature’s supposed vendetta against dealers, and unwanted emails

A

ccording to Bill Bryson in Notes from a Small Island (1995), there are about 50,000 accidents every year in America involving office products. This fact certainly leaves everyone wondering what exactly they were doing with them in the first place. I mean you can use a shredder to shred paper, but you’d have to be pretty stupid to put your fingers in it. Even if someone tripped over and put their fingers in it, that sort of thing can’t happen 50,000 times surely?

People must look at these sorts of things and worry how dangerous office supplies actually are. Maybe that’s why sometimes they are so reluctant to order even the necessities from us. It has nothing to do with our prices and service, maybe they’ve just read the latest office supplies danger report that same morning and decided to steer clear of us for fear of ending up in casualty with yet another stationery related injury.

If there’s one thing you can rely on in our industry, it’s that everyone will be sending out a ‘Cool down with us’

[38] OCTOBER 2023

www.dealersupport.co.uk

promotion in the summer for fans and air coolers and they always seem to hit the customer base just as it naturally cools down anyway. It’s almost like Mother Nature watches out for when the office supplies dealer sends out that promotion and immediately sends in some cold air from the Arctic.

Now far be it from me to suggest that Mother Nature has it in for us office supplies dealers. It just seems that nearly everyone else has and maybe she’s decided to jump on the bandwagon as well. Maybe she’s pre-ordered paper from us and got a broken box which has cost her more than twice what she paid last year. Or maybe, she has simply had too many shortages and picking errors and decided to cause more floods and heatwaves because of it. Bear this in mind when you are hoping for a bit

of rain. Simply send out a promotion on suncreams, or if you are hoping for some sunshine, send out a promotion on umbrellas! We send out millions of emails and get absolutely no responses, so it’s not as if the customers look at them anyway.

It’s amazing how email experts tell us that a 10% open rate is pretty good… what about the 90% we have annoyed?

They’re probably right in the middle of doing something really complicated on a spreadsheet and we pop up telling them that its ‘World Stationery Day’ again, as if this is going to change their day in some way. They’re probably cursing us as they start ordering from someone who leaves them alone and gives them some peace.

When did World Stationery Day happen anyway? And does anything actually happen on that day? I dread to think.

It’s amazing how email experts tell us that a 10% open rate is pretty good… what about the 90% we have annoyed?

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