INDUSTRY
BIG ASK
What support is available to dealers as we pull out of lockdown?
After a year and a half of living under restrictions, we are now finally experiencing something like our lives before - but how can dealers seek support in the new normal?
Mike James, MD, Dundale Asssociates The traditional OP independent stationery and business supplies channel has seen significant changes in recent years; the switch-to-digital, disruptions to the wholesale supply chain, Brexit and, of course, the COVID pandemic have speeded up these changes. The dealer community has seen winners and, unfortunately, losers; however, there is plenty of support - and a desire from many to see the channel prosper. Whatever problem a dealer faces it will probably not be unique, and others will be in the same boat, or have faced similar issues in the past. My advice would be to network and talk to others; whilst dealer groups offer regular contact opportunities, there are other organisations that can support the dealer if they are prepared to join and get involved, namely: • BPIF/BOSS (www.bossfederation.com) - they have done a good job over the past year, sharing crucial information. The Brexit situation potentially becomes even more complex over the next year and you need to be ahead of the game • The Stationers’ Company (www.stationers.org) - both your suppliers and competitors are possibly already members. The events give you the opportunity to learn from the experts in both the OP and allied trades. The dinners allow you to get to know your suppliers • The Society of Old Friends (thesocietyofoldfriends.co.uk) purely an OP social organisation, but there have been many times in my career where problems have been solved over a pie and a pint. Dealers often tell me that they do not have time to get involved in external business activities; however, it’s interesting that most of the successful, growing dealers are members of these organisations, all of which have regional events outside London. It often amazes me that when dealers join a group some never utilise the services. The level of support - including promotions, intros to new suppliers and enhanced data - is growing by the day. Prima Marketplace is another initiative that provides business supplies resellers with the ability to quickly identify, compare and source a vast array of diverse products from a growing range of suppliers, most with edi capability. In times of uncertainty and change it is essential that they have access to a
[20] SEPTEMBER 2021
www.dealersupport.co.uk
