SALES SUCCESS
FA C I L I T I E S S U P P L I E S
WIDE OPEN SPACE
Facilities supplies is a fast-growing area for many dealers, with increasing numbers of customers looking for sanjan, signs and catering supplies, as well as more traditional office supplies
T
he COVID-19 pandemic provided
operations, too. What this showed many office supplies
an ever-rising number of nomadic workers, it’s key for dealers to expand upon their
many lessons for
companies was that they could establish new
traditional selection to offer products that
office products
product lines – and the supply chain behind
are more adaptable and eco-friendlier
suppliers, and one of
it – quickly; these lines often bring them into
without compromising on quality,” he says.
the most important
contact with new customers in previously
“Initially the pandemic drove a surge
for many was the necessity of a diverse
untapped sectors and, most significantly, add
in PPE and antimicrobial equipment -
portfolio of products – outside of traditional
to their bottom line. In pandemic times, this
which is a trend set to continue as
office supplies – to offer to existing
was often crucial to a business’ survival.
businesses continue to adapt to the modern
customers and help attract new ones. When the first lockdown was announced
working environment.
DIVERSE PORTFOLIO
“In addition to these categories, the
in March 2020 many dealers quickly set up
As Lawrence Savage, marketing manager at
industry has seen an uptake in office product
lines of PPE and sanitising products, which
ExaClair, notes, it is increasingly important
suppliers looking to broaden their scope into
were welcomed by customers and often
for dealers to be able to offer a more diverse
areas such as safety and social distancing
bought in large quantities. Since then these
portfolio as they continue their post-
signage, print services, waste management
lines have become established sellers and are
pandemic recovery.
and promotional merchandise.”
now standard products for many companies.
“With a greater emphasis on the
Lawrence adds that these trends
It wasn’t just regular office customers who
growing consumer demand for more
prompted ExaClair to develop and launch
bought these products, but other businesses,
product innovation, especially in relation
the new range of Exacompta signage and
such as those involved in warehouse-based
to sustainability and equipment suited to
display products.
[42] SEPTEMBER 2021
www.dealersupport.co.uk
