Dealer Support June 2021 by Intelligent Media Solutions

June 2021

Issue 311

Going green for the next generation Sustainability and environmental concerns are a priority for schoolchildren and schools alike – and dealers are there to help

inspiring success

THE ULTRACLEAN OFFICE Dealers can ensure safe working spaces – and see sales soar SECURITY FOR EDUCATION Keeping data secure when it’s being used, stored or disposed of PRODUCT LIFECYCLE How can being aware of the ‘product lifecycle’ be of benefit to a dealer?

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is happening to Monitor Arms

An opportunity that is too good to miss for your sales team. Cash rewards for your first training session and every sale made.* Keep checking your inbox. Or email salesadmin@fellowes.com

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FROM THE EDITOR

The end of the tunnel? DEALER SUPPORT MAY 2021 ISSUE 310 ROBBIE BURGESS DARRYL BRUNT COLIN CAMPBELL

We’ve finally arrived. It’s been a long old journey, but we’ve made it to June 2021 - the month when all restrictions *might* be lifted, and we get back to some sort of normality! Going green for the next It’s been over a year since our lives as we knew them were generation thrown into disarray, but now there is hope that, after June 21st, we could be throwing a few shapes in a nightclub, or heading to a foreign beach for a well-deserved holiday. Even if worst case scenario does occur, and restrictions aren’t fully lifted, I think we can all agree that the last few weeks of seeing our friends and family again in some capacity has been much needed and much appreciated. Some of the biggest changes due to COVID over the last year have been in our schools. With this in mind, we look at the areas where dealers can help schools, and what opportunities these changes in education could provide. This includes looking at how dealers can help schools think green, and become more sustainable, exploring what products can help schools keep their data secure and the solutions dealers can provide when it comes to education and technology. Moving on, we speak to long-established dealer Egan Reid about how, after 45 years in the business, they still continue to evolve. Our BIG ASK invites the industry to give their thoughts on the product lifecycle, and when dealers should start to diversify. Carrying on the theme of evolving, Langstone Press tells us that, despite 74 years’ trading, and constant evolution, core values are still key. Our LIVE IT section tests your brain with a quiz and a caption competition and the good Father lets us in on his top weight-loss secrets! Finally, Old Friends Steve Harrop, Steve Robinson and Ian Buckley draw this issue to an optimistic close. As always, don’t forget to chat to us on Twitter and let us know your thoughts and opinions: @dealersupport. June 2021

Issue 311

Sustainability and environmental concerns are a priority for schoolchildren and schools alike – and dealers are there to help

inspiring success

THE ULTRACLEAN OFFICE Dealers can ensure safe working spaces – and see sales soar

SECURITY FOR EDUCATION Keeping data secure when it’s being used, stored or disposed of

PRODUCT LIFECYCLE How can being aware of the ‘product lifecycle’ be of benefit to a dealer?

Ellie Potter Acting editor

EDITOR Ellie Potter

CREATIVE TEAM Amanda Lancaster

HEAD OF SALES Matthew Moore

DIRECTOR Vicki Baloch

Dealer Support is the leading monthly publication for dealers in the business supplies industry. It provides information on the industry (both in the UK and overseas), information for and about the UK’s independent dealers, as well as information and advice on running a small business. The views expressed in this magazine are not necessarily the views of the publishers. Copyright of all the material published remains with Intelligent Media Solutions Limited. No part of this magazine may be reproduced, copied, stored in an electronic retrieval or transmitted, save with written permission or in accordance with provision of the copyright designs and patent act of 1988. Printed in the UK by Buxton Press www.buxtonpress.co.uk

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THE independent event for UK dealers PUT THIS IN YOUR DIARY! Thursday 21st October 2021 Ricoh Arena, Coventry

JUNE 2021

Contents INDUSTRY 10 EVOLUTION, NOT REVOLUTION, KEY FOR EGAN REID Why after 45 years evolution is still crucial

12 GOING GREEN FOR THE NEXT GENERATION

How dealers can help schools enhance their green credentials

20 BIG ASK

How can being aware of the ‘product lifecycle’ be of benefit to a dealer?

24 A SIGN OF THE TIMES

A new name but an old hand at creating opportunities

DEALER SUCCESS 26 LANGSTANE – ALWAYS PRESSING ON

Langstane Press on never losing sight of its core values

LEADERSHIP

30 INFORMATION SECURITY PARAMOUNT FOR SCHOOLS

Keeping data secure when it’s being used, stored or disposed of

SALES SUCCESS 38 TIME TO ‘CLEAN UP’?

Dealers can ensure safe working spaces – and see sales soar

40 PRESENTING NEW SOLUTIONS FOR EDUCATORS An increase in the use of technology presents opportunities for dealers

44 LIVE IT

Take a break and enjoy some lighthearted fun

46 FATHER P. CLIP

Put on the pounds this year? You’re not alone

38 “Pick a handful of innovative products from a newly launched catalogue and introduce them to your customers”

47 FINAL WORD

Speaking with old friends

INDUSTRY

T H E M O N T H T H AT W A S

THE MONTH THAT WAS Derek Neil joins Data Direct Derek Neil has joined Data Direct as business development manager, moving from Olivetti, where he spent 15 years, most recently in a role supporting its dealer business partners with account, sales and product management. “Having supported the Olivetti dealers for the past 15 years with account management and product support, I am excited to be joining the business as it goes from strength-to-strength, allowing firstly

Advantia and Exertis launch ValueX Advantia and Exertis have launched ValueX, which the companies claim is a

the joint Olivetti and Data Direct dealers continuity through the Olivetti change of business model, and, secondly, maximising the Data Direct portfolio within these dealers,” said Derek. Marianne Chamberlain, Data Direct’s sales

unique concept for competing against private label ranges, offering dealers

director, added: “It’s great to have Derek

the opportunity to supply quality branded products at competitive prices.

on board as we look to add more choice

The Advantia and Exertis teams have worked closely together to help

with products and solutions to support our

determine the correct products to be included in the ValueX range. Exertis has

marketplace. Derek comes with excellent

sourced products from established branded suppliers, creating a range that

experience with the Olivetti brand, and his

can compete against private label and contract lines.

appointment demonstrates our commitment

The full ValueX range will include 900+ product lines across general office products, packaging, archiving and business machine consumables. The benefits to dealers include transparent pricing and savings, consistent quality products from specialist branded suppliers and a product offer that adds true value to the dealer’s proposition - all from a supplier partner that does not compete with the dealer by selling direct to consumers. Meanwhile, the benefits to the consumer include a cost-effective range and the offer of quality, everyday essentials in one place sourced from branded suppliers – trusted consistent quality at consistent prices. “By pooling the wealth of knowledge and experience available within the Advantia and Exertis management teams, we have built this exciting new range of products,” said Steve Carter, Advantia MD. “When you work together you can achieve great things; the ValueX range is testament that collaborative approach works.”

[06] JUNE 2021

www.dealersupport.co.uk

to deliver a seamless transition with the change in the UK Olivetti business model.”

T H E M O N T H T H AT W A S

Nectere announces partnership with EvolutionX and FusionPlus Data Nectere has announced a new partnership with online trading platform EvolutionX and FusionPlus, a data enhancement service provider. The announcement came as Nectere implemented several key strategic changes to the company in line with its expansion and dealer portfolio. The upgrade from its current website will give their dealers improved functionality and enhance their customers’ shopping experience online. The data capabilities of FusionPlus Data, combined with the functionality of the platform, allows Nectere to continue its range expansion, opening up the opportunity to trade with all of the certified vendors currently working with FusionPlus. It also allows Nectere to create its own, bespoke, product catalogues within the FusionPlus database, giving their dealers access to enhanced product ranges such as personalised clothing, workwear, PPE, medical and catering supplies. This additional functionality will boost Nectere’s marketing capabilities and target their dealers’ customers based on their product requirements, online shopping trends and trading patterns.

Integra announces Mark Hinckley has passed away With great sadness, Integra has announced the passing of purchasing

sense of humour. Allison Fishlock, Integra’s

manager, Mark Hinckley, following a

purchasing director, who worked with

period of illness.

Mark for more than 17 years, added:

Mark’s wife and three children

“Mark was a very private person

were with him when he peacefully

with strong connections and a high

slipped away on 28 April.

regard for his local church and local

Since joining Integra in 2012, Mark

community. When you truly got to

had been a highly respected and

know Mark, you would discover his

valuable member of the team, and will

fantastic sense of humour, his kind

be greatly missed by everyone, said

heart and the true professionalism

Integra in a statement. He will also

with which he went about his work

be a great loss to the industry, having

life. He played a pivotal role within

worked within it for over 35 years and

the purchasing team and we will miss

having built many, many friendships

him dearly. Our thoughts are with

based on his integrity, gentleness

his wife and children who we will be

and kindness, together with his dry

supporting during this difficult time.”

INDUSTRY

Helix launches 100% recycled plastic ruler Stationery manufacturer Maped Helix has launched an environmentally friendly Helix 30cm ruler made from 100% recycled plastic. The new Helix Recycled Ruler is a classic design black ruler with contrasting white print for easy and accurate measuring. and comes in recycled card packaging. With increasing demand from consumers for environmentally-friendly products, developing new cardboard plastic free packaging alternatives has been a priority for Maped Helix, while striving to eradicate single-use plastics and minimise packaging for all products. Future products are being developed using greener materials for easier recycling, materials from sustainable sources, and recycled materials. Since launching their Helix Oxford Writing range in cardboard, plastic-free packaging in 2019, this has become a key feature of many of their ranges including Maped Creativ and Colouring. It is also available in a printed show box of 50 for retailers or schools to purchase in bulk. For further information please contact customerservices@ mapedhelix.co.uk or call 01384 286860.

www.dealersupport.co.uk JUNE 2021 [07]

INDUSTRY

THE MONTH THAT WAS

NEWS REPORT Regulations set to put pressure on packing efficiency Forthcoming packaging and waste regulations are set to add to pressures for greater packing efficiency

he cardboard supply market is under

She goes on to explain that this proposed change could

stress, and forthcoming changes to the

affect users of cardboard boxes in several ways. Firstly,

regime around packaging and waste

there will be an incentive to maximise the productive use of

will create further impact. Retailers and

material by, for example, not using over-size boxes. Secondly,

shippers need to act now to optimise

because board is already fairly easy to recycle, it is likely to be

their use of an increasingly valuable

treated more favourably than other packaging materials, so

commodity, according to Jo Bradley, business development

users are likely to switch towards board for many purposes,

manager for packaging solutions at Quadient.

increasing demand and, therefore, price for new and recycled

Two separate developments in packaging waste regulations are set to put further pressure on the board market.

pulp as well as all paper and board products. The third change is that users will have to consider not

The first, to be implemented from 1 April 2022, is a

only the cardboard box but any void fill - from air bags to

new plastic packaging tax of £200 per tonne on all plastic

polystyrene beads – again emphasising the need to ‘right-

packaging materials made in, or imported to, the UK that

size’ boxes and cartons.

contain less than 30% recyclate. In order to meet the 30% recyclate target across the

Traditionally, packing lines use box preforms in one or several standard sizes. An automated line may use just one

board, the capacity of the plastic recycling industry would

size, regardless of the volume of goods to be packed. A

have to increase by 100% - which means many packaging

manual packer will try to use the most appropriate size but,

users will either pay the tax or switch to cardboard.

given the difficulty of predicting need in a complex fulfilment

The second change is still in the consultation stage

operation, may have to use a box that is ‘too big’ along with

but proposes to introduce, in phases from 2023, ‘extended

additional materials as dunnage. This is inherently wasteful,

producer responsibility’ (EPR) for packaging. Under EPR,

unnecessarily expensive in shipping charges, and very

producers – packers, shippers and retailers, as well as

unpopular with consumers.

material manufacturers – pay the full costs of dealing with the waste they produce. Under existing producer responsibility regulations, while

The government expects EPR to cost business £2.7 billion in its first year if firms don’t take the desired mitigating actions. Automated packaging systems, which can make right-

packaging waste recycling rates have improved markedly,

sized cardboard boxes for each individual order, could be an

the costs of waste-handling are largely picked up by local

answer as they can reduce the number of boxes shipped and

authorities and others, Bradley says.

reduce packaging material usage, says Bradley.

[08] JUNE 2021

www.dealersupport.co.uk

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www.dealersupport.co.uk JUNE 2021 [09]

For more details please visit www.exaclairlimited.com or call 01553 696600

INDUSTRY

S T R AT E G Y I N T E R V I E W

Evolution, not revolution, key for Egan Reid Long-established dealer EGAN REID has been a name in the sector for more than 45 years, and that’s down to a willingness to continually evolve the business

gan Reid has come a long way

staff and, by 1990, needed to relocate to somewhere

since the business was started by

bigger; they moved into the purpose-built premises

Jack Reid and Jim Egan in 1957 as

in Stockport where the company is still based.

a letterpress printing business; it

“This move was a big step. It allowed us to

has proved that a business must

grow, as the previous building was far too small for

continually evolve if it is to remain successful.

us,” says Martin.

Perhaps the first example of this is when the

But the business’s growth hasn’t just been organic;

company got out of the printing business in 1976 –

over the past 15 years, Egan Reid has regularly acquired

around the time the print unions were very militant

businesses, including Lincoln-based Todds Group in

– and bought two new businesses; an office supplies

2019, which expanded the company into the office fit-

company in Stockport called Office

out sector; Martin says the company is now much more

Supplies Manufacturing, and an office furniture

than just an office supplies and furniture business; it

company, B&H Commercial.

caters for the entire building.

This was the beginning of Egan Reid in its current

This willingness to expand into new markets, either

form – 2021 managing director Martin Reid joined the

by acquisition or organically, ensured that, when the

business as a fresh-faced 18-year-old the year after.

pandemic hit last year, Egan Reid was able to weather

The company grew quite quickly to 25 members of

[10] JUNE 2021

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the storm.

S T R AT E G Y I N T E R V I E W

RISING TO THE CHALLENGE

INDUSTRY

“The way we work will

“The past 18 months have been very challenging,” he

change, long-term, and more

says. He’s not exaggerating. In April 2020, sales were

people will work from home.

down 53% year-on-year. May was even worse – 73%

Likewise, more people are

down on the 2019 figures. “We had to do something

ordering off the internet, which

about that,” he says. “So we entered new markets,

has allowed companies like

including selling more than £1 million of PPE.”

Amazon to get stronger.”

He adds that Egan Reid’s in-house marketing team

Click here to hear more from Martin in the latest tuned in podcast, hosted by Steve Harrop

also played their part here. “That’s how we did so well

ONLINE EMPHASIS

with PPE – we created some literature very quickly.”

These factors mean that, once

This was sent out to customers, who, at the time, were

again, Egan Reid will have to

desperate for masks, sanitiser and the like.

evolve how the business works, connecting directly with customers at home, and also with a greater emphasis on online sales. However, the company

You have to be different, and have to have that unique selling point

will continue to hold stock. “We have stock worth more than £500,000 across our three sites,” he says. “Carrying stock is important to us, especially with the demise of Spicers, as the level of service has declined since.” Nevertheless, he is positive about the future for

Martin adds that the company also made use of the

Egan Reid, with an attitude of “If you need it, we

government furlough scheme. “We found the system

can supply it” and plans to open up supply chains in

advantageous and, at one stage, had 50 people on

more new markets, hoping to replicate the success

furlough. Now we have only one, which shows how

of the PPE lines from last year.

things have turned around, and we have got things going in the right direction.” He adds that a positive aspect of the pandemic

Again, it goes back to constant evolution. “If you have a winning formula, it goes so far, so you have to keep refining it and changing it,” he says. “You have

was seeing his staff rise to the challenge; many

to be different, and have to have that unique selling

of them have been with the company for several

point. We just want to be unique, and sell something

decades. “I have seen some of my staff rise way above

different, as a lot of the market is the same.”

expectations,” he says. “People have become all-

For instance, acquiring Todds has helped the

rounders. There have been people staying late at night

company into new markets. “We supplied all the office

answering the ‘phone, and delivering next day. For a

furnishings but now we are getting involved in fit-out

football analogy, think of Paul Madeley [Leeds United

as well. We are doing mezzanine floors, partitioning,

and England utility player during the 1970s] – play him

air-conditioning, lighting, plumbing - this has added

anywhere, and he’ll do a job.”

another string to our bow and, with our large database,

As lockdown measures lift, Egan Reid’s sales are improving once again. April 2021’s figures were

we can exploit this. It is working well.” With the third generation of the Reid family,

70% up on last year, for instance, although Martin

Charlie, making his way in the business, Martin is

acknowledges that the next year will still be difficult

confident that the company has a sound grounding,

in many ways.

and will be around for many years to come.

www.dealersupport.co.uk JUNE 2021 [11]

INDUSTRY

S E L L I N G G R E E N E D U C AT I O N

Going green for the next generation Sustainability and environmental concerns are a priority for schoolchildren and schools alike – and dealers are there to help

nvironmental issues have climbed the news agenda in recent years, and young people today are more concerned about climate change than their predecessors. Indeed,

54% of students see climate breakdown as the second biggest threat to the UK, just behind the quality of the NHS, according to a September 2020 study by the University of Winchester. This means that schools, colleges and universities need to be alive to young people’s concerns. As Lawrence Savage, marketing manager at ExaClair, notes: “With the UK government recently pledging £1 billion to build new schools, and a further £560 million for repairs and upgrades to accommodate the growing pupil population – an estimated 640 new schools are needed in England – many governing bodies are seeing this as an opportunity to invest in green schools and thus help the UK meet its commitment to net-zero greenhouse gas emissions by 2050.”

[12] JUNE 2021

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INDUSTRY

S E L L I N G G R E E N E D U C AT I O N

Lawrence adds that a growing number of schools are

innovations in relation to sustainable products over the

now taking part in eco-friendly projects that involve not

past few years and, with this in mind, suppliers should

just pupils, but other elements of their local communities,

now be offering office equipment that adheres to

so it is important that educational establishments continue

environmentally-orientated standards. “By highlighting

to focus upon green equipment and supplies.

these specific environmental credentials, dealers can help

“The Carbon Trust has outlined the main components that can contribute to energy reductions,

educate their customers, guiding them towards suitable product recommendations.”

with heating, lighting and water usage naturally at the top of the list,” he says. “However, by installing

EDUCATION IS KEY Brad Goldsmith, marketing services manager at Premier Paper Group, agrees that education is key. “Fortunately, now, more than ever, there is a wealth

Many governing bodies are seeing this as an opportunity to invest in green schools

of information regarding products, their environmental credentials and traceability available on the internet, as well as through suppliers,” he says. “It’s vital that suppliers make this information as readily available as possible to help customers such as schools make well-informed decisions, ensuring that their product mix meets their CSR [corporate social

other sustainable equipment around the school, they can promote sustainability across various locations,

responsibility] standards. “Dealers play an important role in the supply chain.

including canteens, break time areas and classrooms.

By ensuring that they offer the best choice of products

“In terms of stationery, notebooks that feature

and services, based on their customers’ requirements,

recycled paper, as well as writing instruments made

as well as sharing important information such as

from recycled and recyclable materials, are popular;

environmental credentials, they are, in turn, enabling

pencil cases and other organisational products made

their clients to make educated and informed decisions

from sustainable materials also do well. In addition,

on their paper purchases.”

demand has also been increasing for green cleaning

Brad notes that most brands of paper today are

products and reusable water bottles, particularly

sourced from sustainable manufacturers, where trees

during the pandemic.”

are treated more like crops, and rotated, with many

Lawrence points out that there have been many

[14] JUNE 2021

www.dealersupport.co.uk

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INDUSTRY

S E L L I N G G R E E N E D U C AT I O N

is produced to high environmental standards and

“In contrast, many dealers are insisting on green

carry certifications such as FSC®, PEFC, ECF, TCF, EU

product documentation from their suppliers - so much

Ecolabel, Nordic Swan and many more,” he says. “There

so that several are refusing to consider selecting items

are also growing efforts to reduce the CO2 emissions

that cannot be proven to be ‘green’.

from paper manufacturing and distribution processes, and also the use of PVC-based plastics in the packaging. “Brands such as Woodland Trust Printer Paper

“The challenge for dealers is to get schools to do the same and demonstrate that green products are already available and affordable without the ‘eco cost premium’.

and Multicopy are popular; both are produced using

“Manufacturers are striving to eradicate single use

pulp from sustainably managed forests at integrated

plastics from their products, and minimise packaging.

paper mills, and carry many impressive environmental credentials. The Evolution brand of copier is also a top contender among schools due to its recycled content. “However, the most popular is the carbon capture programme - Premier’s environmental marketing initiative that allows paper users to mitigate CO2 emissions from the production and distribution of their paper and to directly support the work of the

Green products are already available and affordable without the ‘eco cost premium’

Woodland Trust, enabling them to create and maintain native woodland here in the UK.” Products have been developed using ‘greener’ STATIONERY CONCERNS

materials for easier recycling, materials from sustainable

However, when it comes to consumables such as

sources, and from recycled materials. This has become

stationery, competitive pricing is often more important

a feature of the stationery market.

than environmental concerns, as schools continue

“As a manufacturer of stationery products Maped

under huge financial pressures due to COVID

Helix is committed to producing greener products for

lockdowns and budget cuts.

schools. One example has been the success of our bulk

“Many teachers and parents, as individuals, are more concerned about buying green products than it actually being a school’s policy to do so,” says Lianne Fletcher, marketing manager of Maped Helix.

[16] JUNE 2021

www.dealersupport.co.uk

teacher’s pack of Helix 30cm rulers which are made entirely from recycled plastic. “Dealers that list and offer such products to schools will be at the heart of this green revolution.”

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INDUSTRY

SPONSORED

INDUSTRY

to the back-of-house area or warehouse. “While moving into a new sector can be difficult, Beaverswood gives resellers all the support they need to be confident in selling their products. Our reseller pack has everything resellers need to go to market; product descriptions, images, branded and unbranded materials – we even offer the option to brand it with the reseller’s logo. It also includes priced and unpriced materials, videos, blogs that resellers can

Beaverswood gives resellers all the support they need to be confident in selling their products

link back to, training videos, webinars, we can also create web banners, email content and flyers for them.” Another advantage is that Beaverwood does drop-ship

includes impact safety specialists Brandsafe and The Rack

fulfilment. “This means it is risk free – resellers don’t have to

Group. While the companies are specialists in their own

stock our product, they can sell it, place an order with us and we

fields, they work collaboratively to provide services and

will deliver it straight to their customer,” says Chris.“We can use

solutions in the industrial workplace.

the reseller’s branded paperwork or plain notes, so it looks like it comes from the dealer. They don’t have to touch the product.” Jeroen van den Berge, CEO of Beaverswood’s parent

Beaverswood has entered the office products market now after about 18 months of increasing interest from the sector. “We feel the time is right,” says Jim Roberts,

company IWS Group, adds: “We see a lot of convergence in

Beaverswood’s commercial manager. “We have been

the marketplace with resellers offering a one-stop solution,

releasing more products for the office space in recent years,

with an ever-expanding product range, to their customers. For

so it is the next obvious step for us.”

dealers in the office products marketplace, now is the right

As part of the move, Beaverswood has entered a deal

time to adopt diversification and bring new products to their

to activate its catalogue on Fusion Plus. “Dealers are always

customers and use new products to break into new markets.

looking for new, innovative and high-quality products to

“We’re excited to introduce the Beaverswood specialist

promote to their customers, so the timing could not be

range of products because the opportunity fits so well, given

better for Beaverswood to introduce its ranges to the OP

our long-standing history of partnering with resellers to grow

market,” said Steve Bilton, managing director of FusionPlus

a category. Over the years we have centred on taking all the

Data. “Beaverswood recognises that having fantastic

hassle out of the process such that the resellers can focus on

products is one thing, but if the dealer doesn’t have the

serving their customers.”

product content in their back-office and e-commerce systems, they can’t maximise the opportunity. Over 1,000 OP

HERITAGE

dealers use our supplier partner content in their systems, so

Wokingham-based Beaverswood was established in 1984,

we are delighted to help Beaverswood overcome this critical

starting out producing self-adhesive numbers and letters.

hurdle to accelerated and sustained success.”

Beaverswood now has more than 1,500 SKUs across 30

If you are interested in becoming a reseller of

product groups and company works with resellers across the

Beaverswood products and would like more information,

UK and Europe.

go to www.beaverswood.co.uk, email the Beaverswood

The company is now part of the IWS Group, which

team on sales@beaverswood.co.uk or call 0118 979 6096.

www.dealersupport.co.uk JUNE 2021 [25]

DEALER SUCCESS

L A N G S TA N E

LANGSTANE -

always pressing on Langstane Press has constantly evolved over its 74 years in business, ensuring it stays on top of what customers want - but the company has never lost sight of the values its success has been built on

anaging director

we’ve run our business in the past year is that

COVID storm. The company continued to

Colin Campbell has

we’ve done almost everything we used to do

operate throughout – it has large NHS

had a long career

physically over Zoom or Microsoft Teams -

contracts to fulfil – but saw its private

with Aberdeen-based

neither of which the company had used

sector sales drop. However, once lockdown

Langstane Press, but

before,” he says. “In the first lockdown we

restrictions started to lift, sales began to recover,

is always willing to

received the instruction to work from home

and this is thanks, in part, to the wide and ever-

learn new skills to help the business – which he

if possible; we sat down to think the next

increasing range of products the company sells.

needed to do very quickly when the

morning and, within three days, we had

COVID-19 pandemic hit.

everybody working from home that could do.”

right back to 1947 when Langstane Press

This helped Langstane to weather the

was started by Colin’s father, also named

“One of the biggest changes to how

[26] JUNE 2021

www.dealersupport.co.uk

This evolution of product offering goes

L A N G S TA N E

Colin, and his two uncles, a commercial print business selling things like business cards, letterheads and complement slips. “He was selling into offices, and those offices also needed pencils, paper and envelopes, so he started selling those too and it rolled out from there,” says Colin the younger. “Now

who has never met you before.

We are not concerned about the shape of business; we are ready for anything

we sell everything within an office building; that’s how we have grown, and continue to do so. Look at the opportunities in the past 12

DEALER SUCCESS

“A lot of our growth has been built on this principle – you develop relationships with customers, give them exceptional service and, if you do decide to sell more of a new category or product line, those customers are more likely to add these lines to what they buy from you already.

existing customers. “Growth is a far more achievable

“It very much revolves around relationships with customers, allied to high

months with PPE! Every year we add more

objective if you look to sell more to an

service levels and a willingness to get what

lines which become standard stock items.”

existing customer than find new ones,”

they want, when they want it,” he says. “It’s as

Colin says. “We have existing customers;

simple as that – it’s not rocket science.”

LOOK AFTER EXISTING CUSTOMERS

we know them well, they know us well. We

Indeed, this willingness to constantly

have a good reputation, and that allows

CONTINUED INVESTMENT

diversify its range of products has been

us to significantly convert more of those

Colin took over the running of Langstane

part of the explanation of the company’s

opportunities into sales, rather than if you

when his father retired in 1987, and having

longevity - they always look to sell more to

have to introduce yourself to a new customer

steered the business successfully through

www.dealersupport.co.uk JUNE 2021 [27]

DEALER SUCCESS

L A N G S TA N E

where it’s been needed, you have the best

It very much revolves around relationships with customers...it’s not rocket science

chance to take advantage of the opportunities that come your way as the economy recovers. We are more than ready for that. “We are fundamentally well-structured, so we are not concerned about the shape of business; we are ready for anything,” he says. LOOKING AHEAD While the country is still in the pandemic

several recessions, he is not perturbed by the

Colin is careful not to set any plans in

one over the past year caused by the pandemic.

concrete as he knows anything could still

“We have found from the previous

agile enough to take advantage of

you have to work hard to come through

whatever comes along.”

but, at the other end, there are a lot of

That said, the company is preparing for

opportunities. That is the time when you can

its 75th anniversary celebrations in 2022.

get some of your biggest growth spurts.”

“We want to say to our customers - and

With this in mind, Colin has continued

potential customers - that we have been here

to invest in Langstane, including redesigning

for a long time, and will be here for a long

and relaunching its webstore.

time to come, and everything we are offering

“We were going to do it anyway, but we didn’t hold back and wait until after the

is what they are looking for.” Colin is still looking positively to the

pandemic had passed,” he says. “It is a core

future. “I’m always Mr Optimistic,” he says.

and important part of our business and our

“Despite the unprecedented year, I have

industry; if you want to be successful, your

not lost any of that. Having come through

webstore has to be state-of-the-art; if it isn’t,

previous recessions, you gain that confidence

you fall by the wayside. We are going to keep

that you can get through it, and come out

investing in it and it will be a stronger part of

the other end when there will be good times

our offering, going forward.

again. We are confident that we will see the

“Any business that has stood still, it is going to be a hard recovery out of the

[28] JUNE 2021

happen. “We just need to be flexible and

years of recessions that it is a challenge, and

numbers going up again next year. “It might take a couple of years to get

pandemic - but, if you’ve been nimble and

back to where we were pre-COVID, but

flexible and have invested in your business

that’s fine. We are here for the long run.”

www.dealersupport.co.uk

m @ho Office Furniture Specialists

@wo

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uk manufacturer

full range supplier

delivering service

LEADERSHIP

I N F O R M AT I O N S E C U R I T Y I N S C H O O L S

Information security paramount for schools Schools, colleges and universities hold large amounts of sensitive information – both digital and physical - and need help to keep it secure when in use, stored or being disposed of n common with many

“Educational establishments need to have

that educational establishments understand

sectors over the past

a clear data policy to control and manage

the security issues that arise with digitisation,

year, schools, colleges

their data. Different types of data have

adding that dealers have a role to play here.

and universities have

different GDPR-required life spans, and this

accelerated their use

meta data should be tracked alongside every

universities, dealers should always

of digital technologies,

“When working with schools or

document. Fujitsu offer the ability to scan

encourage best practice in data security,”

not just in their offices but in classrooms too.

documents securely into the cloud, apply

he says. “This includes ensuring customers

However, with digital transformation comes the

automatic retention periods, and perform

have the right information about any

need for security to be re-thought too.

the optical content recognition which makes

present risks and regulations, all the way

content valuable and insightful.”

through from pre-sales consultancy to post-

“Digitisation offers many time and cost benefits – no need for filing cabinets

Andrew points out that that human

sales service.”

and storage space, no more hunting for

error is still the main culprit when it comes

information, and a reduced risk of loss

to data breaches, so staff training is key to

PRINTING SECURITY AND MPS

through fire, flooding or theft,” notes Andrew

preventing errors. “Regular data protection

Paul adds that, when it comes to common

Cowling, senior channel marketing specialist

training educates staff on the dangers of weak

digital access routes within schools, such as

at PFU (EMEA) Ltd, a Fujitsu company.

passwords, unlocked computers and offers

multifunction printers (MFPs), dealers can

“However, storing confidential

strategies to protect personal information.

provide peace-of-mind by recommending

information digitally comes with its own

“Training is the first step, but the goal

devices that have security at their core.

challenges, including risks of hacking, access

needs to be to build a culture of continuous

“MFPs can come with data encryption built-

rights, identity theft and fraud, as well as

privacy compliance throughout all

in as standard,” he says. “Furthermore, it is

the need to comply with the General Data

stakeholders in the educational establishment.”

possible to add on software that provides

Protection Regulation (GDPR) by destroying data when appropriate.

[30] JUNE 2021

www.dealersupport.co.uk

Paul Leach, dealer sales director at Sharp Business Systems UK, agrees that it is important

more comprehensive security and reaches the highest industry standards. Print

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LEADERSHIP

I N F O R M AT I O N S E C U R I T Y I N S C H O O L S

control, or print management solutions, are

device information stored on the HDD or

proving to be a popular way for schools and

SSD of the device.

universities to further secure printed data. “These solutions manage each print job

There are also solutions to help ward off

Cameron Mitchell, business unit leader (indirect) at Konica Minolta Business Solutions (UK) Ltd, adds that

any external data attacks. “Kyocera’s secure

managed print solutions not only provide a

in the cloud or on premise; they can only

boot feature ensures that the MFP or printer

way of optimising a school’s costs, but will also

then be completed through authentication

boots using only authorised firmware/BIOS,”

enhance security in ways that disparate legacy

by the user at the device. This greatly

says Michele. “Run time integrity check helps

hardware would struggle to achieve.

reduces the risk of a data breach or physical

“While remote printing has many

documents being left at the printer and lost.

benefits, there are potential security issues

If the print job is not completed by the user it will be automatically deleted by the MFP – after all, securely destroying data is just as important as housing it securely.” Michele Mabilia, head of product marketing at Kyocera Document Solutions

People don’t appreciate how much they need to spend to get a decent shredder

with processed documents being left on the printer – which risks breaching data protection regulations such as GDPR. An approach we have taken at Konica Minolta is ensuring documents don’t print until users identify themselves at the printer,

(U.K.) Ltd, also believes in the importance of

which significantly reduces the risk of

print security. “For example, Kyocera offers

confidential information and personal data

print and release options, via an individual

protect MFPs and printers during power-up

PIN code or with card access, as well as end-

and connection to the network - the optimum

Cameron adds that it is important that

to-end encryption and network security.”

time for most attacks. Interface and USB block

confidential documents are clearly marked

can be used to prevent data leakage too.”

as such, and a warning given before they are

He adds that purchasers should look out for security standards, such as the common

Michele adds that it is prudent for schools

falling into the wrong hands.”

printed. “In some cases it may be prudent to

criteria certification (ISO15408) which verifies

and universities to carry out a risk assessment

lock certain electronic documents from being

that security functions are correctly performed,

that identifies key vulnerabilities, and the

printed, to ensure only physically-secured

and the IEEE 2600 standards - an international

impact these would have on data, information,

print devices can be used, or to ensure that

security standard for hard copy devices.

compliance and governance in order to assess

only those with the right security credentials/

their position, and determine what their

authorisation can print them. Education-

budget, ideally, needs to be.

focused dealers need to ensure schools fully

Encryption functions are also available; these encrypt documents, user-settings and

[32] JUNE 2021

www.dealersupport.co.uk

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LEADERSHIP

ITNHFEONR EMW A TNI O ON R MS E C U R I T Y I N S C H O O L S

understand the security benefits and features

maybe ought to consider going to P-5,” he says.

a time - without the need for constant watching

of their print investments and, if required, help

“A single shredded sheet of P-5 has 19.5 million

and unblocking - needs to be factored into the

them to source more suitable alternatives.”

combinations to put it back together again.”

overall cost of the machine.

Cameron adds that it is important to wipe

He says that dealers should encourage

the hard drives of any applicable devices at

schools to invest in a decent shredder, rather

SAFE SPACE

the end of a contract, to ensure that they are

than a cheaper option, as the latter tend not

Of course, before documents are shredded, they

entirely free of customer data.

to last long in environments where a lot of

need to be stored, points out Leon Haigh, UK

shredding is done.

sales manager at Phoenix Safe. “Dealers in the

SHRED SECURITY

education sector should be aware of the need to

While digital security is important, many

provide a security solution, whether that’s a fire

documents are still held in a physical format, which means security solutions such as shredders are as important as ever, as Mark Harper, head of sales UK&I - Office

Digitisation offers many time and cost benefits

Technology at HSM, explains.

safe for the secure storage of paper records or for data being stored on digital media, like hard drives and USB sticks, or a security safe to keep student or staff belongings,” he says. “With the majority students back in

“Schools handle a lot of sensitive personal

traditional education establishments, it won’t

information, and they should be disposing of

“It is about safeguarding personal

things properly by shredding them,” he says.

information appropriately,” he says. “People

arrives once more. Phoenix has specific

Mark adds that documents should not

be long before a more traditional exam season

don’t appreciate how much they need to spend

products suitable for the secure storage of

be shredded with a strip cut shredder because

to get a decent shredder - however, if you buy

question papers, and any other confidential

it is too easy to put documents back together

a decent shredder that does 30 sheets at a time,

materials, distributed to centres in advance of

again. Instead, schools should go for cross-cut

it should last eight-to-10 years, rather than

examinations; these products are compliant

shredders of P-4 security standard, which

buying one for £150 that lasts for six months.”

with the requirements set out by the Joint

means a document is cut into at least 1,000

The staff time saved when a good, fit-for-

Council for Qualifications, such as key-locking

pieces. “For more sensitive documents schools

purpose shredder is disposing of many sheets at

fire and security cupboards.”

[34] JUNE 2021

www.dealersupport.co.uk

Model Code Sheets Auto Feed Sheets Manual P-Security Cut Type Bin Size Run Time

300M RM38761

300X RM30958

225M RM60626

225X RM33949

150M RM50465

150X RM50468

100M RM60622

100X RM50463

50X RM30962

300

225

150

100

P-5

P-4

P-5

P-4

P-5

P-4

P-5

P-4

Micro

Cross

Micro

Cross

Micro

Cross

Micro

Cross

60L

44L

34L

20L

1 hour

30 mins

20 mins

10 mins

Tel: 0844 980 8000 Web: www.vowwholesale.co.uk

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Total Distribution™

SALES SUCCESS

U LT R A C L E A N W O R K P L A C E

Time to ‘clean up’? ack, more employees b g in m co el w e ar s Workplace and cleanliness and infection control are uppermost in employers’ minds. Dealers have a crucial role in ensuring people hav e safe spaces to wor k in

s lockdown measures

“There is an element of educating the

continue to be reigned

customer on the benefits of some of these

back, and something

systems and solutions, and that’s where

approaching ‘normal’

working with a proactive supplier can help

life returns, increasing

resellers to sell new products and solutions.

numbers of people are

At Beaverswood we provide our resellers

returning to the workplace. In the working week 21-25 April, 58% of

with a toolkit of support - from branded literature and other promotional material

workers left their homes for work, according

right through to product training -

to figures from the Office for National

enabling resellers to grow both revenue

Statistics - up 14% on the period from 10-

and their customer loyalty.”

14 February. This figure is set to increase further in the weeks to come. However, this return is anything but

www.dealersupport.co.uk

There are plenty of opportunities for

normal, as Jim Roberts, product manager at

dealers, such as providing supplies including

Beaverswood, explains. “As businesses

sanitisers and wipes to encourage employees

return to the workplace, and confidence

to regularly cleanse their hands and wipe

grows, there will be a cultural shift and a

down shared surfaces and equipment after

new attitude and awareness to infection

use, says Nick Revell, product manager for

control,” he says.

Kensington, Europe, Middle East and Africa.

“This will give resellers the opportunity

[38] JUNE 2021

OPPORTUNITIES

“However, for these protocols and

to support their customers to give staff the

measures to be effective, they will require

confidence to return to work safely, by

active participation from staff,” he says.

providing simple and effective solutions with

“It can be a hassle to keep up with, and it

innovative products.

is difficult to ensure that cleaning is being

U LT R A C L E A N W O R K P L A C E

handled thoroughly enough. “For instance, keyboards and mice are two of the top five five areas for crosscontamination in an office environment. In response, Kensington has launched a range of hygiene-based products; for example, our washable keyboards and mice can simply be washed under a tap after use,” he says. UV monitor stands with sanitisation compartments are also likely to be popular, Nick adds. “It’s a simple device that offers a more thorough clean to protect office

“High screens can be added to existing

For these protocols and measures to be effective, they will require active participation from staff

workers from bacteria and pathogens via UVC technology.” Lawrence Savage, marketing manager at

SALES

furniture to provide a protective barrier, whether on single desks, bench desk clusters, meeting areas or social spaces. Floor standing desk dividers are also available to sit on the floor and rest on desktops, tabletops and workstations to negate the need to reconfigure existing spaces by applying appropriate distance between people. Having protective screens with antimicrobial treatments, or bleach cleanable products, are just as important to protect

level, such as antibacterial upholstery

employees in the fight against microbes.”

coatings, down to more basic materials

ExaClair, adds that more products like this

with bacteria-repelling qualities, such as

STAYING SANITISED

will be developed as businesses continue to

brass,” he adds.

Meanwhile, washing and sanitising hands

adapt their working environments. “In addition to the massive surge in

“Desk divider screens are a good example

regularly and thoroughly will remain

of a traditional product group, basically

important. “Especially when people are

demand for PPE items - such as screens,

consisting of wood, foam and fabric, which

working in close proximity, and using the

visors, sanitising stations and social-

has been transformed into a hygiene-specific

same shared spaces,” says Claire Negri,

distancing signage - organisations are now

solution with the offer of fully-encompassing

trade marketing executive at Durable

seeking products designed to combat the

Perspex screens - surpassing the purpose of

(UK) Ltd. “Placing disinfectant dispensers

spread of viruses within their premises,

their original forms. At the constituent level,

with signs provides a constant reminder

including more modular workstations and

wipe clean fabrics, through to antibacterial

about good hygiene practices. The use of

touchless entry systems,” he says.

coated upholsteries - though both long-

contactless bins is rising and keeping desks

established - have come to the fore

clear and clean is advised.”

For instance, says Lawrence, ExaClair has developed filing and desktop accessories where the raw materials used in their

because of the pandemic. “It is our responsibility as suppliers to

There will also be demand for floor markings and professional signage to create

manufacturing processes are treated with

inform resellers of our existing solutions

space, Claire adds. “Placing markings on the

an organic antimicrobial additive, which

that are ready for sale, as well as those

floor helps people to judge distances more

gives extra protection against the spread

new innovations which meet this evolving

accurately, and enables visitors to follow a

of bacteria, viruses, mould and fungi,

requirement –which, ultimately, need to be

one-way system if one is in place. Markings

eliminating them by more than 99.9%.

communicated to the end user.”

can also be placed on chairs to highlight that

Simon Howarth, marketing and design

they are not in use - although remember

FURNITURE SOLUTIONS

manager at Dams Furniture, is also convinced

to choose a removable marking that can be

Jon Askill, marketing manager at Nautilus

that screens that limit the risk of airborne

easily removed at a later date.

Designs, agrees that there has been increased

germs between colleagues are important.

“It takes just 0.15 seconds for our

“If colleagues are too close, and

brains to decide whether or not what we

demand for products such as antibacterial shelving solutions. “We are also seeing a

workplaces too densely populated, then

see is relevant. So use straightforward and

steady increase in off-the-shelf product

people will naturally feel uncomfortable

professional signage to deliver important

innovations and solutions at component

in the space.”

safety messages clearly.”

www.dealersupport.co.uk www.dealersupport.co.uk JUNE MAY 2021 [39]

SALES SUCCESS

TRAINING TECHNOLOGY

Presenting new solutions for educators W

The pandemic meant many schools, colleges and universities – as well as businesses – turned to technology to deliver lessons and training. These changes look set to stay, which presents opportunities for dealers

hen the pandemic

notes, the move towards using technology to

don’t just want to deliver PowerPoints, but live

hit last year many

deliver learning had been ongoing for the

video and conversation,” says Chris.

children and young

past four-to-five years.

people were told not to attend school. It

“In relation to training rooms – and

“The pandemic has accelerated this,”

universities have been doing this for a while,

he says. “A lot of companies were looking

and have pushed it forward quite a bit – they

also meant that training in businesses, often

at things like distance learning, and schools

are still set up as traditional training spaces, but

done in one room, was cancelled.

had created some online systems that kids

they add additional equipment such as mics

could do bitesize work on, but the idea

and cameras so all sessions can be recorded.

But learning had to continue, and ways were quickly found around the

of training people remotely to save on

lockdown restrictions, often involving the

travel time hadn’t been pushed that hard

boxes to allow you to stream material to

use of technology to livestream lessons

on. The pandemic has brought it forward

multiple platforms. For example, you can

online. Now the restrictions are starting to

considerably and, having had to do it, they

do a presentation and stream it directly

ease - but educators are looking to retain

have realised how efficient it can be.”

to YouTube so everyone can watch the

this new technology alongside more traditional methods. As Chris Southern, general sales manager for enterprise solutions at Midwich,

[40] JUNE 2021

www.dealersupport.co.uk

As more education establishments and

“What has been added recently are the

presentation, and we can put live graphics

businesses move to digital solutions, they

over the top of it. This is becoming

require the equipment to deliver lessons or

increasingly popular.”

training as effectively as possible. “People now

The equipment educators use are

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SALES SUCCESS

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SALES SUCCESS

TRAINING TECHNOLOGY

People now don’t just want to deliver PowerPoints, but live video and conversation

also being digitised, such as interactive

BIGGER IS BETTER

whiteboards. “These are now being built-in

Simone Martorina, business manager VI at

so that teachers can draw onto the screen and

Epson, agrees that demand for technology

it easier than ever for audiences to connect

that output can be streamed at the same time,”

and digital solutions continues to increase in

with, and participate in, a presentation from

says Chris. “Use of interactive products is

training and education. For instance, one of the

their own devices, creating an effortlessly

increasing massively in training facilities.”

effects of the pandemic and social distancing

collaborative learning experience for everyone.”

more engaging experience for your audience. “Innovative technology like this makes

regulations is that education establishments

FUTURE-PROOFING

require larger spaces for in-person sessions.

TRADITIONAL DEMAND

Chris adds that many customers are

“This means bigger-sized displays and

However, classrooms and training spaces

future-proofing the equipment they are

improved technology are essential to enable

aren’t going exclusively digital – there is

buying. “Even though 4k isn’t widely

high-quality learning or training experiences

still demand for more traditional products,

streamed at the moment as a bandwidth,

in these settings,” she says.

such as drywipe boards, according to a

it is inevitably heading that way,” he says.

“Flat panels, commonly used in many

spokesperson from Eastpoint.

“Many interactive screens and cameras being

school environments, offer little scope

bought are 4k, and customers want boxes

for adjusting room placement or screen

environmentally-friendly option for the

that can handle 4k streaming. Most people

size. About 58% of students aged 12-22

classroom,” says their spokesperson. “They

are using this level of technology now and,

years say they, typically, can’t read all the

are lightweight, and easy for children

if you are shelling out on kit for training,

content on a 70-inch flat panel; this poses a

to hold; teachers can see an entire class

you want to keep it for at least three years

serious concern with further distancing in

of answers, and check progress and

without changing it.”

classrooms in place.

understanding, without leaving the front.

Dealer Support June 2021

Articles inside

Creating an ultraclean workplace

FINAL WORD

PRESENTING NEW SOLUTIONS FOR EDUCATORS

LANGSTANE – ALWAYS PRESSING ON

BEAVERSWOOD: A SIGN OF THE TIMES

FATHER P. CLIP

GOING GREEN FOR THE NEXT GENERATION

EVOLUTION, NOT REVOLUTION, KEY FOR EGAN REID

TIME TO ‘CLEAN UP’?

BIG ASK