Dealer Support April 01 2020 by Intelligent Media Solutions

DEALER SUPPORT APRIL 2020 ISSUE 298 HOME WORKING OFFICE CLEANLINESS SUPERSTAT SHOWCASE

April 2020

Issue 298

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Make sure you have Make Make Make Make sure sure sure sure you yo yy you yo y everything you need everything everything everything everything to ensure you can work from home!

toto ensure to ensure to ensure ensure you you you can you can can work can work wo frw

Technology

Technology Technology Technology Technology

All your technology needs to ensure your working day at home runs smoothly.

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TRANSITIONING TO HOME WORKING Why dealers are in a prime position to help

Essentials

Essentials Essentials Essentials Essentials OFFICE CLEANLINESS

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FROM THE EDITOR

Adapt and thrive

INDUSTRY

[22] APRIL 2020

WORKPLACE WELLBEING

INDUSTRY

Workplace wellbeing goes far beyond what we think of as ergonomics - e.g. seating, back and foot rests, wrist supports and so on – so we’ve taken a dive into the science behind it all

icture this – you’re talking to a customer

SPACE

about how to make their workplace better

Good use of space must be a consideration; office workers

for their employees. Perhaps they’re a

don’t want to feel cramped and trapped at work, and they

little sceptical of all of the research flying

also don’t want to feel chained to their desks, or that they

around about how workers feel about their

have nowhere in the office environment they can escape

workplace, about how mental and physical

to. Employers should ensure that the office layout enables

health is affected by their office and surroundings, and they’re a

everybody to have room to move around, that there is

little wary of investing much effort or money into improving that

enough storage space for employees, and that they have

environment. Perhaps you’re struggling to convince them of

suitable furniture and cabinets to prevent clutter from

the myriad ways in which a workplace can be improved for the

building up and invading the personal space of any staff

sake of those within it, and the benefits this can bring. The fact

member. Additionally, creating breakout areas, and spaces

is, however, that the science behind workplace wellbeing is just

where people can eat and socialise, helps workers feel less

that – science – and, therefore, cannot be disputed.

trapped, and that they have some freedom, even whilst hard

The physical side of this ties into ergonomics, the

at work.

dictionary definition of which is, ‘Relating to, or designed for, efficiency and comfort in the working environment’.

LIGHT

This, in turn, becomes a mental health issue, as a lack of

It’s a well-known fact that poor lighting is, at the very least, bad

comfort within the workplace is guaranteed to lead to stress,

for your eyes. According to the Health & Safety International

depression and, ultimately, burn-out. The entire working

article, The hazards of poor lighting in the workplace, ‘Proper

environment must be considered when it comes to the

lighting makes all work tasks easier and safer. People receive

science of workplace wellbeing and most employers know, by

about 85% of their information through their sense of sight.

now, that the younger workforces coming in aren’t going to

Appropriate lighting, without glare or shadows, can reduce eye

stand for sub-par offices where the employer hasn’t made an

fatigue and headaches. It highlights moving machinery and

effort to cater for them.

other safety hazards. It also reduces the chance of accidents

Here are the various scientific elements to think about when discussing the science of workplace wellbeing with customers.

and injuries from ‘momentary blindness’ while the eyes adjust to brighter or darker surroundings’.

www.dealersupport.co.uk APRIL 2020 [23]

www.dealersupport.co.uk

Nell Walker The Editor

EDITOR Nell Walker

CREATIVE TEAM Billy Odell

EDITORIAL ASSISTANT Eleanor Potter

DIRECTOR Vicki Baloch

HEAD OF SALES Matthew Moore

All email addresses are formatted firstname.lastname@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 Buxton Press www.buxtonpress.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

Intelligent Media Solutions We Work Building, 115 Mare Street, London, E8 4RU Tel: 0203 794 8555 Fax: 0203 794 8554 Email: info@intelligentmedia.co.uk Web: www.dealersupport.co.uk

Page 20

It’s a serious understatement to say that, right now, we’re facing a difficult time. We’ve spoken a great deal about things being ‘uncertain’ over the past couple of years – basically, since the 2016 referendum – but any issues we’ve faced pale in comparison to the COVID-19 pandemic sweeping the globe. The majority of dealers in the UK have had to send their staff home to work remotely, making it more difficult to run a business – but all is far from lost. Hundreds of other businesses have also been turned upside-down recently, meaning they’re in the same boat as you, and have new needs just waiting to be fulfilled. This is where resellers are able to step in and help their customers to adapt, while also adapting themselves. It’s time to help your customers maintain their own turnover so they can keep running, while also guaranteeing your own company survives and thrives. Dealer Support is here to help inspire dealers to continue marching on; we may have changed our approach a little, for now, but we’re bringing the same targeted, in-depth information to you – our The science readers – to get all of us through this difficult time. of workplace So, after our usual overview of the news, we wellbeing review February’s Superstat Showcase, before launching into a VOW Wholesale-sponsored guide which highlights why dealers are in the best position to make the process of home working easier - and why businesses having to adopt home working policies is a positive move. We discuss the science behind workplace wellbeing, why cleanliness in the home office is so important – now, more than ever – and ExaClair [don’t have a description yet]. Finally, relax with our Live It section between jobs. We’ll be back in a couple of weeks with more of our usual high-quaity, relevant advice and guidance – we’re here for you. Stay safe.

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APRIL 2020

Contents INDUSTRY 6 NEWS AND VIEWS

The latest news and views from the industry

8 Superstat Showcase – the review

This year’s Superstat Showcase set out to inspire dealers during a difficult time – and it certainly delivered

10 VOW Wholesale – solutions for the new home workforce

12 How to transition to home working 18 The rise of remote working

SALES SUCCESS 20 THE SCIENCE OF WORKPLACE WELLBEING

Workplace wellbeing goes far beyond what we think of as ergonomics...

24 Cleanliness in the home office

Now is a more important time than most to ensure your surrounding area is a healthy one

26 Final word

Mark Daisley, MD of ExaClair, impresses the importance of a localised supply chain

28 Live it

Time to take a few moments out for some light and interesting reading – a well-earned break from numbers and statistics!

24 “The fact is that the science behind workplace wellbeing is just that – science – and, therefore, cannot be disputed”

INDUSTRY

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

THE MONTH THAT WAS Advantia takes immediate COVID-19 action Advantia knows that it needs to be quick to respond to the ever-changing situation that COVID-19 is presenting - this is its primary focus for the foreseeable future; so, what has Advantia done so far? One of its first steps was to set up a dedicated page on

BOSS business supplies charity to support those directly affected by COVID-19

its community portal. This includes relevant links to government and ACAS websites, HR advice, templates for COVID-19 policy documents, risk assessments, Q&As and lots more. The community portal is mobilefriendly and available 24/7. Advantia is in daily contact with key personnel at its partner wholesaler, Spicers, to make sure it always provides the latest updates on deliveries, warehousing, stock and service. The group has also produced a

The BOSS business supplies charity exists to help those in our industry

suite of digital assets to support businesses

who are in need. It recognises that COVIDâ&#x20AC;&#x201C;19 is adversely impacting many

who have employees working from home,

people in our sector - and will continue to do so - including their finances.

with products available on a next day

Accordingly, it has put together a one-off care package to help support

delivery basis.

individuals who work, or used to work, in the stationery and business supplies

Additionally, Advantia has appointed

industry. For more information please email charity@bossfederation.co.uk or

Steve Carter as its new MD. He has over

download the form from the BOSS website.

30 yearsâ&#x20AC;&#x2122; experience in the industry, working in both dealership and wholesaler

For information on claiming government benefits for unpaid leave and short

environments and, therefore, has a great

time working, please visit www.gov.uk/browse/benefits/jobseekers-allowance

understanding of the needs of a dealer.

For dedicated information on help to support your business at this time, go to www.bossfederation.com/coronavirus BOSS has also created a dedicated support email address for members who need HR, H&S or legal guidance or advice in relation to the coronavirus: coronahelp@bossfederation.co.uk

[06] APRIL 2020

www.dealersupport.co.uk

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

INDUSTRY

BOSS calls for extended business support BOSS Federation, in conjunction with its partner the British Printing Industries Federation (BPIF), has urgently called for further direct support for the business supplies sector, and the printing industry, during the coronavirus crisis. BOSS has highlighted to government

European Federation of Wooden Pallet and Packaging Manufacturers – a statement on COVID-19

that it’s members are directly related to maintaining the productivity of businesses through the key distribution of products and services to businesses, schools and hospitals throughout the UK.

The European Federation of Wooden Pallet and Packaging Manufacturers

years. It is threatening businesses across the world, as the result of unavoidable

Integra announces unprecedented measures to support

measures taken to limit the movement of people and avoid spreading the virus

Integra Business Solutions has

further. This situation is likely to intensify in the coming weeks. The statement is as

announced that membership fees will

follows:

be reduced by 50%, from March to May,

(FEFPEB) has released a statement in response to the ongoing coronavirus crisis. COVID-19 is the largest challenge faced by society and public health for many

President of the European Commission (EC) Ursula von der Leyen made it clear

in a bid to alleviate additional financial

that we need co-ordinated measures to protect the health of European citizens,

pressure on members. Integra has also

and also to ensure that essential goods – especially food and medicines – and

contacted members to reassure them

services are able to flow freely. As the crisis continues, the EC stipulates that EU

that the team will continue to provide a

Member States should give priority to freight traffic, ensure safe working conditions

high level of customer service.

for transport workers, and that no additional certification should be needed for

– FEFPEB) is calling on governments across Europe to help ensure wooden

Presenteeism is bad practice for business during the COVID-19 pandemic

packaging and pallets remain freely available throughout this crisis, to ensure

Flexible work hours, work from home

that fast-moving consumer goods, and pharmaceutical supply chains, are able to

opportunities, job-sharing, and part-

operate in a smooth and timely manner.

time jobs are options that organisations

goods legally circulating within the EU single market. The European Federation of Wooden Pallet and Packaging Manufacturers (Fédération Européenee des Fabricants de Palettes and Emballages en Bois

The government of each country has its own set of regulations for dealing with

can evaluate to ensure they retain

the COVID-19 crisis; our members, and related business, are adhering to these.

talented employees. Presenteeism,

However, we stress that they must support manufacturers of wooden pallets and

including people coming into work

packaging, and reconditioned pallet companies, pallet pools, sawmillers, and the

when they are ill, has more than tripled

logistics industry in general.

since 2010, according to a recent survey

The EC has issued a set of guidelines on protecting health and keeping goods

– and the trend seems to be growing;

moving. These are available on its website at https://ec.europa.eu/. We urge all our

this needs to be strongly discouraged,

members and operators in the supply chain to read these. FEFPEB will continue to

now more than ever.

communicate with its members, and the EC, to ensure that supply chains are kept moving in order that essential goods continue to be available.

www.dealersupport.co.uk APRIL 2020 [07]

INDUSTRY

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

NEWS REPORT SUPERSTAT SHOWCASE the review This year’s Superstat Showcase, which fell on 12 March, set out to inspire dealers during a difficult time – and it certainly delivered!

uperstat’s showcase event on 12 March

we’re no better or worse than anyone else in the industry.

proved an excellent – and thoroughly

We’ve got to create new propositions that are relevant to your

useful – addition to the OP events calendar

customers. Some of them are digital, but successful dealers

– especially as it happened just a couple

today are also diversifying into workwear, PPE, print – there are

of weeks before the country’s lockdown.

lots of areas, and we provide a core service. My team has been

Due to some extremely fortunate timing,

working very hard to develop those propositions - but I won’t

members of the dealer group were still able to congregate,

launch them until I know they suit what the customer is asking

enjoy themselves and learn from the event, taking away a

from the dealer.”

beacon of hope for the future of the industry at a time which feels more uncertain than ever. The event hosted around 200 delegates at Belton Woods

The event also boasted a session led by Sam Rathing, the most sought-after LinkedIn expert in Europe, who shared some of her best social selling strategies that really work, as well as

Hotel, in Grantham, with a view to helping dealers focus on

delivering practical, hands-on advice that could be immediately

growth opportunities and future-proofing their businesses.

taken away and implemented.

It was proudly sponsored by Spicers, and featured the usual

“Everyone was blown away. At a time when there is so

glamorous gala dinner in the evening. Some of the star

much uncertainty, it was incredible to be able to lift people’s

highlights of the one-day event included a workshop by the

spirits and give them something practical and inspiring to inject

newly-appointed CSR manager of Spicers, Naheeda Howard,

into their businesses and keep pushing forward,” commented

who aimed to help dealers improve their own CSR policies while

Richard Lockley, sales director of Superstat. Sam’s session was

updating Superstat members on what Spicers plans to do.

so successful that she went on to host a masterclass webinar the

Additionally, SPOT Group’s CEO, Steve Horne, hosted a fascinating Q&A where he shared the planned Spicers road

following week. “This event is a really important part of our calenda. It

map, and fielded questions. “It’s a great chance to reflect

gives us an opportunity to add value, and to educate Superstat

on my first 12 months in the industry,” he began. “I came in

members on the great work we are doing behind the scenes

with my eyes wide open, and with a clear view that there’s a

in Spicers, and how that affects, and influences, our dealers’

real opportunity in this market to make a change. We have to

businesses for the better,” Darren Renshaw, Spicers sales

change, because the world is changing very fast. It’s affecting

director, said. “I’m sure the learning that dealers take away

all our businesses today and either we adapt to it, and change

from the event will give them strong confidence in both

with it, find new propositions on top of it, or we die – that’s

Spicers as their primary wholesaler, and Superstat as their

the reality. So, how do I make Spicers relevant? What have

marketing group, allowing them to position themselves really

I got to do that allows us to be successful, and you to be

competitively in the marketplace.”

successful? “Whatever we do, we have to back it with a fantastic service;

[08] APRIL 2020

www.dealersupport.co.uk

Many thanks to Superstat for inviting the Dealer Support team.

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SOLUTIONS FOR THE NEW HOME WORKFORCE

Right now, hundreds of thousands of people across the UK are working from home. Whether this is something they’re used to, or it’s a new way of working dictated by the impact of COVID-19 on their businesses, there are certain products and services that they need more than others. In this short-and-snappy guide, we’ve partnered with VOW Wholesale to navigate dealers through this new - and potentially lucrative landscape - of home working; we begin by diving into how to make the transition, focusing

[10] APRIL 2020

www.dealersupport.co.uk

on the products and support dealers can offer to ensure that their customers’ teams are able to operate even in the trickiestto-adapt-to workspaces. Then, a bit of good news, as we reveal some stats and facts behind how people were already adapting to home working, and why being forced to work from home right now will be beneficial to businesses across the UK in the long term. Have a read, take in our advice and let it inspire you to help futureproof your own organisation.

This homeworker starter pack includes the essentials required to set up a workspace at home where you can work safely and productively.

Improving Everything Posture, you needComfort, to create& aCirculation Kensington SmartFit Monitor Stand Pack from Kensington SoleSaver Footrest Height Adjustable Homeworker Starter Kensington. • Suitable for TFT/LCD monitors up to create• Non-slip, massage surface for comfort Everything you need a Thisto homeworker starter pack includes the essentials 21 inches Homeworker from required to set up aStarter workspacePack at home whereKensington. you

Kensington Conform Adjustable Back Rest • Full back support, with springed design with ventilated supports

can work safely and productively. This homeworker starter pack includes the essentials required to set up a workspace at home where you can work safelyPosture, and productively. Improving Comfort, & Circulation

Designed for Security Improving Posture, Comfort, & Circulation Designed for Business Kensington SmartFit Monitor Stand

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Kensington Foam Mouse Pad

• Full back support, with springed design with ventilated supports Kensington Foam Keyboard Wrist Rest

• Independently tested for durability

• Non-slip backing for stability

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Kensington Memory Foam Seat Cushion PRICE: Code: AC55805 • Independently tested for durability

Kensington Foam Mouse Pad Code: AC62384 PRICE: • Non-slip backing for stability

Kensington Foam Keyboard Wrist Rest Code: AC62383 PRICE: • Provides comfort and support to the wrist

Navigate with ease! Kensington ValuMouse Three-Button Wireless Mouse

Kensington Advance Fit Full-Size Slim Keyboard

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• Sculpted ambidextrous body for all-day comfort

• 30 degree tilt stands for added typing comfort

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VOW GUIDE

HOME WORKING

H OW TO TRAN SI TI ON TO HOM E WORKIN G As thousands of us set up makeshift workspaces in our own homes, for the foreseeable future, dealers are in prime position to help make this process easier and more comfortable, while strengthening relationships and maintaining turnover

his strange and unprecedented position

of course, the percentage is undoubtedly far higher thanks

we find ourselves in, with COVID-19

to many of us being forced away from public spaces, and

forcing us to turn all of our lives upside-

unexpectedly placed in isolation, and it’s safe to assume that

down, is having a huge impact on the

this will continue for some time.

business world. The UK has been in lockdown since 24 March, meaning that

These statistics suggest that we, as nation, should have been more prepared, by 2020, to work from home – but that’s

only businesses deemed essential should keep their doors

proven to not be the case at all. Recent research by Robert

open – and anybody who can work from home should now do

Walters, a recruiting business, in response to the impact of

so. The vast majority of office workers are able to work from

COVID-19, found that 48% of businesses aren’t in any way

home, which is good news for dealers, as their customers still

set up to be able to accommodate workers needing to self-

have needs – it’s just that those needs have changed.

isolate – which, now, is most of them.

Guiding customers on how to transition to home working

The sad fact, the A Smart Workplace for the Workforce of

– at this difficult juncture, when they need all the help they

the Future whitepaper found, is that 60% of employers fear

can get – is a fantastic way to show that you’re still supporting

employees might abuse a home working policy, while 41%

them, while introducing them to new product areas, and

said it’s too difficult to track performance and productivity if

keeping your own business going.

employees work from home. This is not in line with the fact that

According to a HighSpeed Office article from 2017, it was expected that 50% of the UK workforce would be working remotely by 2020, based on the fact that, between 2012 and

56% of UK employees value flexi-hours as a workplace perk, while 25% aim for jobs that allow staff to work from home. The businesses that have failed to create flexible working

2016, flexi-time had risen by 12.35%. It was assumed that

opportunities for staff are the ones that will now be struggling

the same upward trajectory would continue until this year;

to implement a home working system, as it’s already too late

[12] MARCH 2020

www.dealersupport.co.uk

HOME WORKING

VOW GUIDE

to do so in a streamlined way. This not only leaves them in a position as those who were they’re desperately trying to catch up to the same level are those who were, at least slightly,

QUESTIONS TO ASK CUSTOMERS

prepared, it also leaves their staff in the awkward position

• Are you protecting workers from the health

of not knowing what they should do, and not having the guidance they need at this critical time.

risks associated with working long hours on screens? • Are your staff still taking regular breaks when

THE BENEFITS OF HOME WORKING Across Europe, where flexible hours are more common, and people, generally, work shorter hours, they have embraced the simple fact that giving staff more flexibility actually boosts productivity, rather than hindering it. Allowing people to work from home lowers office costs, benefits staff retention and

working from home? • Are you providing any kind of training to help staff deal with working from home better? • Do your people have appropriate furniture solutions? • Do they have access to all the hardware they

morale, and increases the size of the talent pool due to so

need (laptops, monitors, printers, scanners

many people valuing it as a workplace perk. In fact, according

and shredders)? Are small desktop versions of

to the Robert Walters whitepaper, flexible working policies affect professionals in the following ways:

these products required? • Do they have the capacity to keep their work – data and physical - secure within the home

• 83% - higher motivation. • 80% - better work-life balance. • 70% - more focused and productive. • 69% - higher quality work. • 35% - fewer opportunities to communicate with colleagues.

environment? • Can staff re-order things easily when they need to? • Do they have access to items that are, currently, difficult to source, such as cleaning products, refreshments and toilet paper?

• 30% - creates inequality as it does not benefit all staff. • 27% - encroaches on personal life.

www.dealersupport.co.uk MARCH 2020 [13]

VOW GUIDE

HOME WORKING

So, it’s clear that this home working situation we find ourselves

the importance of having a dedicated working area when

in can be good for the ways in which staff operate, and their

working from home, to promote focus and organisation

efficiency but, first, businesses must make the transition – and

– this will encourage businesses to personalise those

this is where dealers can help.

workspaces all the more. Making sure that staff have the right furniture is also

WHAT EMPLOYERS SHOULD DO

important, as that’s part of employers’ duty of care for staff

There’s a good chance many businesses have already been

safety, and the best some people can do at short notice is a

contacting their trusted resellers asking for advice on how to

barstool at the kitchen counter! This is uncomfortable and

make this major change as easy and straightforward as possible

less than physically supportive. The best thing an employer

– or that you, as a dealer, have been ringing round your

can do is offer tools that are likely to benefit every member

important partners to make sure they have what they need as

of staff, no matter their working situation, including mobile

their staff disperse and begin working from their own homes.

desk risers that can be added to any surface, back supports

As outlined in the VOW Wholesale Ways of Working

that can be added to almost any type of chair, wrist rests and

Toolkit, employers have the same duty of care, when it comes

useful accessories that benefit health, like aluminium or tin

to health and safety, towards their staff when they’re working

water bottles.

remotely as they do when they’re in the office; this may be

Remind employers that, even if they supply all of this, and

something they need reminding of, including the solutions.

implement a thorough home working policy, they must still

For example, home offices are unlikely to be kept as tidy as

check in with staff regularly and offer any further products –

shared offices, meaning cabling and storage solutions may be

bespoke or otherwise – to ensure they’re working to the best

somewhat slapdash.

of their abilities, and to let them know that they’re supported

Cable tidies and floor tape can ensure that trip hazards

emotionally, too. A recent This is Money survey showed that

are removed, while a huge variety of folders, desk trays and

one-in-five flexible workers have experienced feeling left out

archiving boxes can keep physical work organised. This

at some point – and loneliness is, certainly, a serious issue

is also a great opportunity to offer personalised options

when it comes to home working.

– something people working from home are likely to be

Essentially, employers must act as the go-between for

much more interested in, in order to tie their working area

their staff and the dealer, right now, to ensure their people

into the room around them, in terms of colour and design.

get exactly what they need at a time when those changes

Products for the home office need to be non-intrusive and

can’t be made office-wide. The working world is, currently,

suit home surroundings, as well as being functional and

fractured - and dealers are perfectly positioned to help

making employees’ lives easier, making this a potentially

make this change not only more bearable, but as positive an

lucrative area for dealers. Be sure to push the message of

experience as it can be.

[14] MARCH 2020

www.dealersupport.co.uk

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VOW GUIDE

HOME WORKING

The rise of remote working: INDUSTRIES LEADING THE WAY The ongoing COVID-19 pandemic has resulted in many companies having to adopt remote working to continue operating or many companies which did not already

have remote working policies in place,

mobile app development at 4.51%. After technology, marketing is the second-highest industry

the transition from office working to

for remote workers, with 24.5% of remote jobs coming from this

working from home has been a difficult

sector. The reason for its popularity here is that numerous roles

and stressful one. However, it may not be

can be covered completely online, including content writers,

in vain - in fact, there are a large number

social media managers, SEO strategists and digital marketers.

of businesses reporting that, once they began implementing remote working, their business became more successful. An investigation by Instant Offices found that many

TOP 10 FIELDS FOR REMOTE WORKING: • Information technology – 29.2%

companies experienced an increase in both profits and

• Marketing – 24.5%

productivity once they adopted remote working practices.

• Business administration and management – 4.7%

A 2016 study conducted by Vodafone, involving 8,000

• Mobile app development – 4.5%

global employees and employers, found that three-quarters

• Shopping – 3.9%

of companies worldwide had already switched to flexible

• Other – 3.5%

working options; of these, 61% believed it had increased the

• Education and Training – 3.3%

company’s profits, and 83% reported a boost in productivity.

• Arts – 3.3%

Additionally, numerous studies suggest that workers would

• Human services – 3.2%

choose flexible working over a pay rise, indicating that more

• Correction and security – 2.9%

people are interested in a better work-life balance and a schedule that fits their agenda. As a result, now more than ever, the best talent is seeking

Although many companies have been forced into adopting remote working practices, due to circumstances out of their

organisations that encourage and support flexible working. So,

control, the change shouldn’t be viewed by businesses as a

if you are viewed as a business which has good flexible working

burden but as an opportunity to modernise and innovate. As

policies, you are likely to attract a higher calibre of talent.

studies have shown, companies which encourage working from home often experience an increase in both profits and

INDUSTRIES LEADING THE WAY IN REMOTE WORKING

productivity.

According to Remoters.net, software or technology roles are

So, although these practices may have been hard to

the most popular remote working roles, with 29.2% of remote

implement at first, now they are done, it could be a case of

jobs posted by companies in the field of IT, followed by

short-term pain for long-term gain for your business.

[16] APRIL 2020

www.dealersupport.co.uk

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Setting upupcorrectly thekey keytotoyour your success Setting correctlycan can be be the success Remote working has been trendfor forsome some time now Remote working has beenaadeveloping developing trend time now andand we are seeing anan increase ofemployees employees working from we are seeing increaseininthe the number number of working from home. However, this canbe beaareal real challenge. challenge. home. However, this can Series Colour Mono It’s likely you needtotomake make adjustment adjustment to way you work andXand It’s likely thatthat you need tothe the way you work Designed Designed Designed Security is a major concern for businesses how interact withyour yourfamily, family, friends for flexibility for productivity for reliabilityand how youyou interact with friends andcoworkers. coworkers. and it’s crucial that any print solution is designed with robust measures in place to What’s also keep your customers andimportant their data safe. is to have a comfortable set work, together with Brother’s professional range does justall that.the necessary equipment.

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

INDUSTRY

SPONSORED

INDUSTRY

Working-from-home wellbeing he way we work has been becoming

area. This is not just about better organisation, but also about

more flexible in recent years, but that has

the clear separation of work and life – something many of us

recently been forced to extreme limits by

struggle to enforce at the best of times. Strictly avoid taking

a global pandemic. Many of us are now

the computer to bed and getting up with it and, if there is no

working from our own homes, which has

separate work area to be had, the documents and tools for

its challenges; while a lot of people will

the evening should at least be stored in files, storage boxes or

have some form of home office-set-up – even if that consists

drawers, so that the upcoming tasks are out of sight and mind.

only a laptop on the kitchen table – it’s generally not enough

Ultimately, it’s important to think seriously about what the

and, alongside all of the uncertainty and concern, it’s taking a

ideal office environment looks like. Right now we have little idea

toll on our mental health as we attempt to buckle down and

of how long we may be using our home offices or workspaces

carry on as normally as possible.

for – so, while managers across the country rethink their home

This means that the need to create a home office space

working policies for the future, those getting on with their jobs

which allows us to feel able to concentrate on work – away from

within the home need to give themselves the best possible

the general and wide-ranging distractions of home – is more

chance of doing those jobs well by surrounding themselves

important than it’s ever been. Leitz products, available through

with exactly what they need.

ACCO Brands, are designed to create the precise environment you need within your workplace-away-from-work, with brightly-

LEITZ TOP TIPS FOR REDUCING DISTRACTIONS

coloured, colour-coordinated desk accessories and storage

Reduce office noise

solutions, tools for boosting physical health and all of the

For the most part, this is easier to do than it is in the usual kind of

essential tools that allow you to do your job effectively. For

office – and, if you’re working alone, you won’t have colleagues

example, the WOW range includes a vast selection of working

thinking you’re rude if you choose to wear headphones.

essentials in 11 possible colours, the TruSens air purifier ensures your environment constantly has clean air, and the IQ shredders

Disable social media notifications

offer a stylish solution to all-important document destruction.

We’re glued to our phones so much of the time, and it’s only worse when we’re trying to procrastinate; just switching

HOME-WORKING WELLBEING

notifications off, or leaving your phone on silent, can make a

The most important element of working from home is creating

difference.

clear boundaries between the workspace and the relaxed home space. The temptation to watch TV, dust or do the laundry,

Clear desktop clutter

even when you are sitting on an important task that requires

An untidy desk creates an untidy mind, which is not conducive

absolute concentration, is enormous. Creating a bespoke home

to a positive working environment. Use Leitz’s brightly-coloured

office solution using products designed for just that makes it a

storage solutions to give everything its rightful place, and

great deal easier, however; it’s important to remember that the

create a happier environment.

everyday office tools – from computers to staplers – must not conquer the entire household, but be confined to one specific

Cater for the ‘search for food’ Keep fresh and dried fruit and nuts available for a slow release of energy throughout the day. The latter two items keep for a long time, too, which is particularly useful for those self-isolating. To find out more, visit www.leitz.com/en-gb/design--concepts/home-office/

www.dealersupport.co.uk APRIL 2020 [23]

SALES SUCCESS

HOME OFFICE CLEANLINESS

Cleanliness in the home office Now is a more important time than most to ensure your immediate area is a clean, healthy one - and dealers can help promote this using their expertise in facilities management

t a time when most offices have closed

their own cleanliness – but cleanliness is more important than

their doors, dealers are looking for

it’s been for a very long time, right now. We’ve all been told, in

out-of-the-box ways to still appeal to

recent weeks, that we should be washing our hands for at least

customers while they work from home,

20 seconds – something many of us had never heard before

diversifying into new areas, perhaps,

– and many of us are learning to wash our wrists and thumbs

and expanding ranges – actually, it’s the

more thoroughly for the first time. For this reason, supermarkets

perfect opportunity to work on a new sales pitch for an area

across the UK are selling out of soaps and hand sanitiser quickly

which is already doing extremely well. Facilities management

– which is where the dealer can step in and help.

(FM) has been a growing market for dealers across the country

There aren’t many sales opportunities presenting

for the last year or so, as cleaning products and janitorial tools

themselves in the current climate, but janitorial and cleaning

are required in every single workplace - and the home office is

supplies certainly represent one of them. High street

no exception.

shops are failing a lot of people when it comes to their

Three months after COVID-19 first began to spread, we

cleaning requirements, so dealers holding stock – or able to

now understand it much better, and we have a good grasp

procure stock from their wholesalers – can find a window of

of how not to contract it: stay indoors, stay six feet away

opportunity in a grim time.

from others when you have to encounter people, wash your hands regularly, don’t touch anything outside your own home

THE PRODUCTS

without cleaning your hands as soon as possible and, very

The kinds of products people are crying out for to ensure their

importantly, don’t touch your face. Cleanliness and hygiene

home environment is clean, include:

have suddenly jumped to the forefront of everybody’s

• Hand soap.

minds, almost to the point of fanaticism – and this can be

• Alcohol-based hand sanitiser, specifically for when people

approached in a way that benefits all parties. Within their own homes, people can only be responsible for

[24] APRIL 2020

www.dealersupport.co.uk

have to venture out of the house and don’t want to touch anything that could be carrying COVID-19.

HOME OFFICE CLEANLINESS

• PPE, particularly masks, of which there is a huge shortage

SALES SUCCESS

THE OPPORTUNITIES

and many people wish to use them whenever they leave

Your customers may be working from home, but they still need

their homes.

to keep their businesses running and they don’t currently have

• Janitorial tools, such as mops and buckets.

the same access to your products that they used to have. Now,

• Surface sprays.

each individual member of staff in a business might require the

• Bleaches for surfaces across home offices, kitchens and

FM products you have, creating an expanded sales opportunity

bathrooms. • Cleaning wipes for ensuring the home office environment is clean and germ-free. • Toilet paper, which much of the country is struggling to

that’s easy to up-sell into. Customers not only need cleaning products for their homes, generally, but also to keep their home office environments clean using screen wipes, alcoholbased wipes, surface sprays and cloths.

buy thanks to those who hoarded it as the virus first began to spread. • Cloths and refillable bottles.

POINT CUSTOMERS IN THE DIRECTION OF GREENER OPTIONS It shouldn’t be overlooked that FM is a sector which lends itself well to a greener office. Cleaning products made

We must make the best of the opportunities we have in this difficult time

without harmful chemicals, compostable waste disposal bags, sustainably-produced toilet paper, refillable bottles and plastic-free packaging are just some of the available FM items making the market more earth-friendly. We must make the best of the opportunities we have in this difficult time. FM is one of the most obvious markets to be tapped into at the moment, so don’t miss out on this chance to keep your own business ticking over.

www.dealersupport.co.uk APRIL 2020 [25]

SALES SUCCESS

FINAL WORD

Maintaining sustainable growth through localised supply chains Mark Daisley, MD of ExaClair, impresses the importance of a localised supply chain for the sake of long-term, post-pandemic success

n these unprecedented

actions can become even more damaging. I

times there has been

would, therefore, urge all businesses to keep

a tendency amongst

paying their suppliers as, in the long-term,

businesses to solely

this solidarity will help us support each other

concentrate on

and drive our economic recovery.

the distribution of

With this in mind, once we do find

their resources internally, whether that

our way out of the proverbial woods and

be focusing on changes to accommodate

businesses start to return to some sort of

employees becoming home base remote

normality, I do feel that we owe it to our

workers, adjusting production line and

British and European colleagues alike to

warehousing procedures according to the

endorse the supporting of local suppliers

latest governmental guidance, or even

wherever possible. There are many benefits

important element. As well as saving money,

managing any logistical distribution issues.

to sourcing alternative supplies locally, which

local sourcing can help enhance reputation

can have positive effects that expand across

and become a unique selling point for

not only our own, but other industries.

strengthening both customer relationships

Whilst this inward focus is understandable as we all face the current financial pressures occurring at this time,

Greater flexibility and control over

Mark Daisley

and a businessâ&#x20AC;&#x2122;s standing in the wider

we must still also consider how we continue

quality are two primary examples of how a

community. Additionally, utilising local

to support the manufacturers and suppliers

business can gain extra advantage by dealing

suppliers will also benefit the environment.

that industry is reliant upon throughout

with a localised supplier. With increased

Reducing shipping and storage will,

the supply chain. As tempting as it may be

flexibility comes faster response and delivery,

subsequently, have the effect of lowering

to neglect these partners in the short term,

making sure projects are both more easily

emissions and energy usage, and thus,

the knock-on effect of certain actions, such

adaptable and achieved on time. Costs can

helping to slim down the carbon footprints

as not paying suppliers within agreed time-

also be reduced dramatically with a tighter

of those businesses involved.

frames, will undoubtedly have a detrimental

supply chain, cutting spend on logistical

effect. As they filter further down the chain

requirements, which can also offset the

with local suppliers where possible, we can

to a greater number of businesses, especially

potential of disruptive delays.

all contribute towards the future growth of

those that are smaller operations, these

[28] APRIL 2020

www.dealersupport.co.uk

The power of attraction is another

Overall, by seeking to engage and work

our economy.

SUPPORTING THE INDUSTRY THROUGH COVID-19 BOSS have been in frequent dialogue with Government to highlight how our supply chain is supporting critical businesses through the COVID-19 crisis and to call for additional support for businesses in our sector.

COVID-19 BUSINESS SUPPORT BOSS members can access advice on employment support and business finance. BOSS have created templates, policies and FAQs covering: • COVID-19 Job Retention Scheme

• Mental Health & Wellbeing

• Homeworking

• Operating Procedures

• Disaster Recovery

• Employment Law

Visit www.bossfederation.com/coronavirus or email coronahelp@bossfederation.co.uk

IMPACTED FINANCIALLY BY COVID-19? The BOSS Business Supplies Charity aims to provide support for those in our industry who are in financial hardship and may be able to provide assistance. For more information please email charity@bossfederation.co.uk

@BOSS_Fed

BOSSFEDERATION.COM

SALES SUCCESS

LIVE IT

Live it

Time to take a few moments out for some light and interesting reading – a well-earned break from numbers and statistics!

BIRD’S BEST FRIEND: CHIHUAHUA THAT CAN’T WALK MAKES FRIENDS WITH PIGEON THAT CAN’T FLY As reported by the Huffington Post, an unlikely friendship between a chihuahua and a pigeon has blossomed in a disabled animal shelter in New York. Lundy the chihuahua, who can’t use his back legs, was brought into the Mia Foundation six weeks ago where he met Herman, a pigeon who has been in the shelter for the past year due to his inability to fly. Sue Rogers, the founder of Mia Foundation, explained how the pair’s bond began. “I had Herman in a dog bed and was tending to Lundy. I sat Lundy next to him and they looked so adorable snuggling that I snapped a few photos. I think the world needs good stories and, when you have two species that basically fall in love, it can only touch hearts.”

WINKLES FOR YOUR WRINKLES: HOW A FISH MAY BE THE KEY TO REVERSING AGEING The Independent has reported that an African turquoise killifish may have the ability to show scientists how human ageing can be reversed. Killifish can place themselves in a state of ‘suspended animation’, known as diapause, which effectively pauses the aging process in order to help the fish survive extreme conditions. Understanding how diapause works could help scientists develop treatments for age-related human diseases. Research published in Science found the fish embryos put functions, such as cell growth and organ development, on hold for months, and even years, ‘without trade-offs for subsequent adult growth, fertility and life span’. Speaking about the discovery of the fish Professor Brunet, of Stanford University, said, “We think that studying the process of embryonic diapause could provide a fundamental understanding of how cells and tissues could be preserved over long periods of time.”

[28] APRIL 2020

www.dealersupport.co.uk

LIVE IT

SALES SUCCESS

TINY SEAWEED FOUND IN CHINA THOUGHT TO BE 1BN YEARS OLD As reported by The Guardian, Chinese scientists have found what are thought to be the oldest fossils of a green plant ever found. The miniscule seaweed, called Proterocladus antiquus, is about the size of a rice grain and lived on the seafloor 1 billion years ago. Proterocladus is 200m years older than the previous earliest-known green seaweed. “Proterocladus antiquus is a close relative of the ancestor of all green plants alive today,” said Qing Tang, a Virginia Tech post-doctoral researcher in paleobiology, who detected the fossils in rock dug up in Liaoning province.

AI DISCOVERS NEW ANTIBIOTIC Sky News has reported that an algorithm which scans millions of chemical compounds has discovered a molecule which could kill diseases like e.coli. Researchers from Massachusetts Institute of Technology (MIT) have said that their algorithm has identified an antibiotic compound that doesn’t develop any resistance during a 30-day treatment period. “We’re facing a growing crisis around antibiotic resistance; this situation is being generated by both an increasing number of pathogens becoming resistant to existing antibiotics, and an anaemic pipeline in the biotech and pharmaceutical industries for new antibiotics,” said MIT’s Professor James Collins. “We wanted to develop a platform that would allow us to harness the power of artificial intelligence to usher in a new age of antibiotic drug discovery. Our approach revealed this amazing molecule which is, arguably, one of the more powerful antibiotics to have been discovered.”

WELL KNOCK ME DOWN WITH A FEATHER! YOU’VE HEARD OF FLYING PIGS, BUT WHAT ABOUT A FLYING HORSE?! As reported by Sky News, a miniature service support horse called Fred has boarded an American Airlines flight and taken to the skies. Fred was joined by his handler Ronica Froese who had specially trained him. Fred was something of a celebrity on the flight, getting upgraded to first class and posing for selfies with fellow passengers. Fred and Ronica flew from Texas to California and, once his hooves were back on the ground, he returned to his usual day-to-day life of being a completely house-trained pony. Ronica was very pleased with how the flight attendants dealt with their special passenger. “Their kindness and comments about how well-behaved Fred was made me the proudest mommy, handler and trainer EVER. They were all super-respectful.”

www.dealersupport.co.uk APRIL 2020 [29]

inspiring success

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MADE FOR

EVERY KIND OF CUSTOMER Sustainable, straightforward, long-lasting products trusted by customers at home and in the workplace for over 100 years; BANKERS BOX® is better in every way. A household name, and a family business since 1917, built on enduring values and manufactured with advanced techniques. Backed by engaging omni-channel marketing, effective customer support and a range intended to make category management simple. They’re much more than just boxes – they’re made for life.

OEMS AND MPS How are OEMS helping sell MPS? DRIVING CHANGE Inside the newly-launched Go2

EDUCATION

new products and category trends

Issue 296

STEVE MCKEEVER

MARKETING

DRIVING CHANGE

2020 VISION

2020 VISION New products and categories

More Shredding. Zero Jamming.

February 2020

TRANSFORMING THE CHANNEL

PHIL JONES

OEMS AND MPS

IT PREDICTIONS

2020 VISION

inspiring success

Next Generation Shredders

ISSUE 296

January 2020

DEALER SUPPORT FEBRUARY 2020

Issue 294

DEALER SUPPORT JANUARY 2020

DEALER SUPPORT DECEMBER 2019

Decemebr 2019

inspiring success

IT PREDICTIONS FOR 2020 What to expect for the year ahead

PHIL JONES Brother UK’s MD talks learning and leadership

www.fellowes.com

MARKETING Why now is the time

0203 794 8555 info@intelligentmedia.co.uk

inspiring success

Fellowes new LX Series micro-cut shredders are thoughtfully designed with patented IntelliBar™ responsive technology.

TRANSFORMING THE CHANNEL IN 2020 Predictions from Phil Jones

Shred 100% jam free Shred with maximum micro-cut security S hred more, empty less with a waste bin capacity of up to 150% more sheets Shred with optimal efficiency The next level of performance and robust quality from the global leader in shredders.

DELIVERING WHAT’S BEEN PROMISED Steve McKeever’s advice for dealers BREAKING INTO EDUCATION Making your way in a lucrative sector

Dealer Support April 01 2020

Articles inside

Scan your way to better mobile working