2 minute read
FINAL WORD
New challenges, new opportunities
EMMA DAVIES-CAROLAN, director of marketing, EMEA and APAC at ECI Software Solutions, discusses the highs and lows of the pandemic – including how its challenges opened up news ways of operating for dealers
T
he pandemic created both challenges and opportunities for businesses; many were forced to adapt and diversify in line with changing consumer demand, quickly moving into new markets and expanding product lines.
CHANGING FOCUS
Back in March 2020 it was unclear how long the majority of offices would remain closed for. Over this time the demand for conventional office supplies was severely disrupted, forcing many dealers to change their ‘roadmap’ and branch out into new markets - as demand for two major product ranges shot up.
A staggering 85% of our customers added personal protective equipment (PPE) to their product portfolio - creating a major opportunity for dealers to adapt and bring transferable skills and technologies with them into new markets. Similarly, 76% now deal in janitorial ranges as the demand for hygiene products such as hand sanitiser, face masks, visors and gloves also surged.
As well as PPE and janitorial equipment, the demand for specialised work equipment has presented a real and ongoing opportunity, with 65% of our customers incorporating workwear ranges into their business.
In these instances our entrepreneurial dealers – those with the right infrastructure in place - managed to seize the opportunity and shift their focus, almost overnight, helping a great number to balance the books throughout the pandemic.
THE DEPLOYMENT OF
TECHNOLOGY TO HELP EXPAND
INTO SPECIALISED MARKETS
There are some product ranges that present more technical challenges to enter, and our main focus at ECI has been ensuring that we can deliver enhanced features and new developments to support this diversification. We have tackled three key areas to help customers expand the products they’re able to offer, focusing specifically on the unique challenges that come with dealing in customised workwear and promotional products.
These include expanded options to help import extra data from new suppliers, a change in the way orders are processed and handled, and ensuring that customers can display options for colour, custom text added, image upload and embroidery locations. This is especially important as, more than ever, organisations are seeking to boost their profiles, often with branded products bearing logos and company slogans. Interestingly, 70% of our customers have added or expanded their sales of promotional gifts.
There’s no doubt that the office supplies industry has had to evolve and adapt, with workwear presenting new and exciting opportunities for entrepreneurial dealers. It’s been amazing to see the role technology has played in helping dealers shift, swiftly and effectively, into new arenas.
