Dealer Support Summer 2020 by Intelligent Media Solutions

DEALER SUPPORT SUMMER 2020

Summer 2020

Issue 301

ISSUE 301 COVID COMPLIANCE MATT PHAURÉ ADRIAN BUTLER

Pandemicproofing the office inspiring success

THE CHANGING FACE OF THE OP INDUSTRY How are dealers going to succeed in the ‘new normal’ CONSISTENCY, HUMANITY AND HONESTY Office Oracle’s successful navigation through hard times PANDEMIC-PROOFING THE OFFICE Meeting the new rules and regulations

Here to make it easy for resellers to do business With a legacy dating back to 1852, we offer choice, flexibility and an outstanding customer experience.

FROM THE EDITOR

An issue for ‘unprecedented times’ INDUSTRY

DEALER INTERVIEW

The ability to thrive during difficult times is a real skill, and MATT PHAURÉ has it in spades. We spoke to the founder of Office Oracle about how the company’s ethos and flexibility has navigated it successfully through the first half of 2020, and what its bright future holds

[12] SUMMER 2020

INDUSTRY

veryone loves an inspiring story;

of it as a new player. “We blew up really quickly, and had a

whether it be about a beloved business

pivotal moment in December 2014 when we took on nearly

making the best of a bad situation, or

200 customers in a month – but we didn’t meet any of them,”

a handful of baby ducks being rescued

says Matt. “We had concentrated so hard on new business

from a well, these stories inspire us, and

but, after 2014, our mind set shifted to defining Office Oracle

warm our hearts. Since this is Dealer

as a brand and really homing in on maintaining business. Our

Support, we’re focusing on the former theme right now.

brand is about being consistent, being human, being honest

With COVID-19 still far from gone from our lives, businesses

and being premium in all that we do.”

all over the world have found themselves having to move

2017-19 was characterised by cementing a strong

quickly, and be agile – something which has proved more

management team and investing in them, to give them

challenging than ever before.

confidence as leaders. “I’ve never been someone who hovers

For some, this has been a nearly business-breaking

over people’s shoulders, and I believe making mistakes is the

struggle; for others, it simply hasn’t been possible at all. Then

best way of learning; if they trust themselves, they’re going

there are those companies which have gripped the situation

to be great. As for 2020-21, we’re still going ahead with the

in front of them and made the best of it that they possible can

plans we had at the end of 2019 because we’re confident we

– one such company is Office Oracle.

can still make it happen, in spite of COVID.”

OFFICE ORACLE’S TIMELINE Matt Phauré, the company’s founder, has business in his blood. Some of his earliest memories involve washing up and cleaning his dad’s car for extra pocket money, and buying corner shop sweets to sell on to fellow pupils at a profit. “I just really liked buying and selling!” he explains. Later, as he entered the world of work, Matt was an apprentice in the

Our priority has been supporting our clients with their return to work

investment industry until the financial crash of 2008. From there he took his experiences of a high-octane, fast-paced environment to a local, family-run office supplies dealer. “The clientele was the biggest change,” says Matt,

HANDLING THE PANDEMIC

“and I wanted more progression and a much larger emphasis

There’s that C-word again. Fortunately, as a business which

on customer service. So, in 2011, I started my own business,

caters to a lot of clients in the building and procurement

which is very client-facing. In my role, 80% of my normal

industries, Office Oracle has always sold lots of PPE, which is

trading hours time, is spent with clients. The other 20% is

what allowed it to get ahead of the curve when it came to the

focused on expansion of the group.”

build-up of the pandemic’s threat at the start of 2020. “Very

Office Oracle is in the comfortable position of having nine years of trading to reflect on; Matt describes this time as being characterised by “non-stop learning”. From 2011-14 the growth the business experienced came from passion and grit, and making sure the industry was aware

early on, in January this year, we noticed a huge upward trend in customers buying PPE,” Matt explains. “This meant that, even before COVID was widely covered in the news, it was on our radar. We reviewed our options and decided that, rather than closing up shop and waiting for the storm to pass, we

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Ellie Potter Acting editor

EDITOR Nell Walker

CREATIVE TEAM Billy Odell

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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Page 12

Well, the last few months have been interesting to say the least. Life as we know it has been flipped upside down and we have all been forced to adapt to a ‘new normal’. As we all begin to venture out of our houses more often, it is clear to see that the world looks very different to how it looked at the start of the year. Working life has changed forever, and dealers have had the tricky job of trying to keep up Consistency, with and adapt their product lines to suit the everhumanity changing working environment, and comply with and honesty the continuously updated rules and regulations. In this issue we have tried to be somewhat of a guiding light in what can sometimes seem like a dense fog of COVID-related confusion. Kicking off the theme of the magazine, we chat to Aidan McDonough, Julie Hawley and Alex Dunn to get their take on how COVID has impacted the OP industry and what dealers will need to do to succeed in the current climate. We follow this with an interview with Adrian Butler of VOW Wholesale who reflects on the last few months and also looks to the future. We then turn to Office Oracle’s Matt Phauré to uplift us all as he demonstrates how you can still thrive in a period of uncertainty. From there, we delve into our COVID compliant section of the issue where we discuss signange, PPE and pandemic-proofing the office. We round the issue off by exploring how dealers can help schools prepare for their return in September, and finish with a word from the good father himself, Father P. Clip, who tells us about how life has been in lockdown. It is an issue jam-packed with solutions, suggestions and advice which we’re sure will help you navigate these murky waters! Don’t forget to chat to us on Twitter: @dealersupport

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SUMMER 2020

Contents INDUSTRY 06 NEWS AND VIEWS

The latest news and views from the industry

08 BIG ASK

The impact of COVID has been felt globally by all industries and sectors - but, how has it impacted the OP industry?

10 VOW

Adrian Butler

DEALER SUCCESS 12 CONSISTENCY, HUMANITY AND HONESTY

Office Oracle’s Matt Phauré describes how the company’s ethos and flexibility has navigated it successfully through the first half of 2020

COVID COMPLIANCE 16 MEETING COVID COMPLIANCE WITH SIGNAGE

Some of the industry’s experts explore which products are available, what’s trending, and how to effectively be a one-stop shop for them

20 PPE: THE SALES SAVIOUR

Through the ups and downs, PPE has been a lifeline for many dealers during the last few months

22 OFFICE CLEANLINESS IN THE AGE OF COVID

Good office hygiene has always been important but now, more than ever, it is absolutely essential

26 PANDEMIC-PROOFING THE OFFICE

Getting the balance right between getting the team back together, working effectively, and eliminating the risk of COVID transmission

32 HEADING BACK TO SCHOOL

School gates will open once again in September after the summer holidays, but this time a lot will have changed

32 “The way dealers have embraced new opportunities has been phenomenal”

36 FATHER P. CLIP

The good father discusses life in lockdown

INDUSTRY

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

THE MONTH THAT WAS A plan for jobs On the back of the chancellor’s announcement on the package of support available to businesses we have been eagerly awaiting the finer detail of each scheme.

Vital role for resellers

Whilst some details are yet to be revealed, we wanted to keep you updated with what we know so far.

Resellers will have a central role to play in helping IT leads manage ‘hybrid’ workforces as employee demand is split between working in the office and at

KICKSTART SCHEME

home, according to Brother UK.

The kickstart scheme will fund the direct

A study of almost 300 office-based employees reveals a divide in appetite

creation of high quality jobs for young people

for returning to work, with 53% of respondents saying they feel safer working

who are at the highest risk of long-term

from home in the current climate. The office commute is the top concern for

unemployment. It will give young people the

two thirds of respondents (66%), followed by sharing toilets and bathrooms

chance to build their confidence and skills in

(65%) and using communal kitchen areas (61%). Almost half (49%) are also

the workplace, and to gain experience that

worried about the cleanliness of other colleagues, according to the findings.

will improve their chances of going on to find

On the other hand, 37% say they are looking forward to getting back to the office. Many miss seeing colleagues (77%), collaborating face-to-face (62%)

long-term, sustainable work. Funding available for each new job will

and having a ‘proper’ workspace (45%); a quarter (25%) are also missing the

cover 100% of the relevant national minimum

office gossip.

wage for 25 hours a week, plus the associated

The business says this split in demand for office and home working will

employer national insurance contributions,

create a productivity and safety challenge for many organisations – and

and employer minimum automatic enrolment

resellers will have an opportunity to provide a range of solutions, including

contributions. The funding will be conditional

labelling devices, higher-end print devices for home offices, and compact

on the firm proving these jobs are ‘new’.

scanners, to tackle it.

The scheme will open for applications in

“Understandably, many people in the UK are still concerned about

August, with the first jobs expected to start

returning to the office, but businesses also recognise that some employees

in the autumn. It has been confirmed that the

are struggling to work from home and want to offer them the opportunity

kickstart scheme cannot be used alongside

to resume some sense of normality,” Andy Johnson, head of product and

the other announced incentive schemes, such

solutions management at Brother UK, said.

as the Apprenticeship Incentive Scheme.

“Companies must cater for both and this hands IT leads the challenge of not only managing a mix of office and home working technology on a longerterm basis, but also making sure they can operate productively while keeping employees safe. “To do this, businesses will need their reseller partners on hand to help them with a range of challenges, from ensuring they have the right printing and scanning devices so people can work in the office safely, to providing remote working tools so those at home can operate securely at distance.”

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No further information is available at this point, however, it is expected that this

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

A plan for jobs

INDUSTRY

(continued)

Office Friendly extends van-tastic promotion

scheme will sit alongside a guaranteed

Due to current market conditions, dealer group Office Friendly has

foundation of support delivered though the

announced their intention to extend its Van-Tastic incentive until

DWP, providing a range of targeted support

Autumn 2021. The decision was made to give the incentive’s nine

to help young people find lasting work.

sponsors 3M, ACCO, Antalis, BIC, BiSilque, Brother, Fellowes Office Friendly and VOW Wholesale a further 12 months’ exposure of this

APPRENTICESHIP INCENTIVE SCHEME

exclusive incentive.

From 1 August 2020 to 31 January 2021, businesses that hire a young apprentice, aged 16 to 24, will receive an incentive of £2,000 - and £1,500 will be given to organisations that hire an apprentice over

Superstat launches In2Technology initiative

the age of 25. These payments will be in addition to the existing £1,000 incentive the

In2Technology has been created by Superstat - who work closely

government already provides to SMEs for

with Exertis Supplies and JGBM - to give dealers the resources,

16 to 18-year-old apprentices, meaning that

supply chain, knowledge, expertise and product range they need to

an employer could receive up to £3,000 for

make technology a successful category in their existing portfolios.

hiring 16 to 18-year-old apprentices during

It includes email marketing and social media direct to dealers’

the six month incentive scheme.

customers, leaving their sales teams free to focus on sales.

Nemo and Office Club members’ survey forecasting with members throughout the lockdown,” explained Tim Beaumont, Nemo and Office Club MD. “With product mixes changing, the survey highlighted that nearly 25% of respondents are now operating at 80% of normal expected trading. Encouragingly, two-thirds of the dealers say that COVID-19 specific products make up less than 20% of sales; although 10% are at the other end of the scale, with COVID-19 specific lines making up more than Key to planning for the ‘new normal’, Nemo and Office Club recently carried out a survey of members to get a feel for how dealers adapted during the pandemic. Out of over 150 respondents, 40% of members had

60% of revenue.” With the expected transition to online during the pandemic, 72% of dealers still reported less than 20% of their sales coming via websites - suggesting that there

furloughed fewer than 10% of staff, whilst a quarter still

is still very much an appetite for buying from people,

had more than 75% of staff on furlough. With nearly half of

catalogues and retail outlets.

those uncertain as to when they will bring staff back, the

“Interestingly, home addresses only counted for a

groups have been using regular Zoom calls to facilitate

fifth of deliveries in the majority of cases,” Tim continued,

discussion between members and for the sharing of

“but the expectation is that home working and deliveries

thoughts and ideas about when, and how, to integrate staff

will remain a permanent service, and we are working with

back into the business.

dealers and vendors to enable our members to support this

“We have consistently discussed sales and

trend efficiently, competitively and profitably.”

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INDUSTRY

BIG ASK

The changing face of the OP industry The impact of COVID has been felt globally by all industries and sectors - but, how has it impacted the OP industry? Broadly, what is likely to happen going forward? What changes are here to stay? How are dealers going to succeed in the ‘new normal’? We asked the industry

Aidan McDonough, CEO, Integra

consumer’s aspirations to be as sustainable as possible will

After the catastrophic impact of

become more and more important.

COVID-19 on our industry, members

More now than ever, independent dealers will need to

are slowly seeing signs of recovery.

continue diversifying their product and service proposition,

Those members with care homes

positioning themselves as a business solutions provider. Our

and NHS contracts have clearly

focus as a dealer group is on creating new opportunities -

fared better during the pandemic.

from medical supplies, PPE and workwear to value added

The opportunities within cleaning,

services and education. We are continually expanding our

hygiene and infection control,

diversification programme available to members. With the

together with the WFH category, will remain for some time. In terms of trends, health and wellbeing in the home office

right people and skills, together with the desire and ability to adapt to change, dealers will recover and thrive.

will start to become a hot topic of conversation as temporary

We are likely to see further consolidations amongst

set ups become more permanent. Ergonomic office products,

vendors, dealers, dealer groups and back office providers,

technology and home office furniture solutions will continue

with an inevitable increase in business failures. On this note,

to be areas of opportunity. Sustainability will be on the

Integra is here to support any independent dealer at this

agenda for the foreseeable future, until change happens,

particularly difficult time. Through our i-merge platform we

and it becomes the norm. Environmental products, reduced/

can help find, match and support dealers wanting to buy or

reusable or recyclable packaging, and services that reflect a

sell a business.

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BIG ASK

INDUSTRY

Alex Dunn, MD of Superstat

challenges, shouldn’t really surprise anyone - but it has been

There’s a saying that whatever

phenomenal. No doubt there will be more consolidation

doesn’t kill you makes you stronger

and upheaval to come, but the resilience, adaptability and

and, since January when we were

entrepreneurialism shown by dealers over the last few months,

talking about ‘survival of the fittest’,

coupled with the rise of streamlined, low-cost distributors,

we’ve seen a lot of businesses tested

should stand them in good stead for future success.

to the limit, and beyond. A lot of manufacturers were hit when SPOT went into administration

A lot of dealer principals have been very hands-on within their own businesses during the lockdown - in many cases, more than they have been since they first started - and

and they will be concerned about one wholesaler dominating.

it’s given them a chance to take a close look at their own

Likewise, dealers might be concerned about being crowded

operations and think about how they might best operate in

in with all of their local competitors, national super-dealers,

the future. I’m sure we’ll see more consolidation, and dealers

and online and managed services players all pushing the

looking to streamline their operations, whilst embracing new

same offering.

opportunities - but in a profitable way, looking at the net

People have been predicting some kind of shake up in the industry for years, and the dealers we talk to have always

profit line not just the sales and gross profit. We’re looking at a bigger recession than 2008, and I’m not

said that what they want from a wholesaler is simply to

convinced sales of traditional office products will ever return

deliver products when they say they will, at a sensible price.

to pre-COVID levels, so the ability to adapt and sell new

Now that something major has happened, it risks leaving a

ranges will be the defining factor. I don’t know exactly why the

monopoly in the broad range wholesale space, and points to

trend towards home-working should mean less consumption

a more compact, low overhead, distributor model being the

of the more traditional products, but I think it will; at the same

way forward.

time we’re likely to see an accelerating shift towards tech

But there are also lots of positives - the way dealers have embraced new opportunities, and risen to the recent

Julie Hawley, MD of Office Friendly

products and the dealers who can position themselves to make the most of these trends will win out.

emerged as new business plans are starting to be formulated. Many agree that homeworking is here to stay for the

Over the last few years digitalisation

majority of employees so products aimed at this market -

has facilitated a new type of online

including tech, ergonomics, furniture and consumables - that

buyer and change in business

all blend with the home environment are key. Health and

practices had started to happen with

safety products for the general public, including cleaning,

the more progressive players in the

signage and PPE, will be the norm.

market. In the last few months this change has accelerated for everyone

Where jobs are lost, new ones will be created with the expanding requirements for health and safety - and mental

due to the dramatic shift to a virtual office environment

health, which cannot be ignored. Investment in customer

through homeworking. Business owners have had to tear

care is crucial to retaining business, along with use of tech

up their existing business plans and throw themselves into

platforms, including social media sites to enhance the

emergency mode, solving multiple problems, daily, in order

customer experience; such investment will be rewarded with

to survive.

repeat orders.

Several months on and that initial wave of panic may have

Recovery will come slowly over the next 18 months so now

subsided but it has left many with a ‘What now?’ A thirst for

is the time to review your digital presence and enhance your

knowledge about performance and new industry KPIs has

customers’ experience.

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INDUSTRY

DEALER INTERVIEW

VOW Wholesale:

Meeting challenges head on Dealer Support caught up with ADRIAN BUTLER MD at VOW Wholesale to see how the last few tumultuous months have been for them, and what the future might entail for the OP industry Then lockdown happened and we saw an overall volume drop of 42% pretty much overnight. We had to react quickly, as all businesses did. What followed was a review of all areas in the business and a scaling back to business-critical It would be great to start by getting a quick overview of

activities, including use of the government furlough scheme

how the last six months have been for VOW Wholesale?

where appropriate.

How we looked at the beginning of the year was completely

Sales are now starting to recover and we saw a 30%

shaped by what we did in the latter part of 2019. Our focus

increase YOY in June. It is worth stating that even pre-

was on sales growth and we put ourselves in the best position

COVID, 50% of what VOW sold was in non-traditional

to achieve this through offering over and above growth

categories. Traditional OP is still very important for us, but we

incentive schemes for dealers. In addition, we saw a number

have not been a ‘stationery’ wholesaler for some time. The

of dealers winning large end-user contract business, utilising

current environment is only accelerating the mix change.

our WRAPIDE direct delivery service. This really resonated with our overall strategy of being the ‘warehouse and

What do you think the lasting impact of COVID will be on

wheels’ for dealers, enabling them to take costs out of their

business supplies?

businesses through relying on VOW for stockholding and

I believe the way people work and the products that they

despatch to their own customers. Through Q1 2020, VOW was

need has changed, so moving forward the product range

in a position of growth and things were looking positive.

our customers can offer is going to be key. Resellers need to

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DEALER INTERVIEW

INDUSTRY

help their end-users feel confident about going back to the

What lessons have you learned?

office as well as providing effective solutions and products

Not so much a lesson, but I think one of my key takeaways

for home working. The VOW products teams have put a

from the past four months has been the incredible capacity

lot of work into these areas in recent months and we have

that people have to cope with change and to rally together

quickly brought to market new product ranges to support

when facing adversity. VOW is nothing without its people and

both focus areas.

all colleagues at every level within the business have worked

From an operational perspective, we continue to listen to the feedback of our dealers and we are reacting to

incredibly hard to maintain our service offering throughout this period.

support changing customer dynamics. This includes building resources in our ADC warehouse to support an increased

With the demise of Spicers, what are the pressures on the

number of smaller orders for direct delivery being sent.

industry now and how has VOW Wholesale changed to

PPE, infection control and home working have become

accommodate new dealers?

key product categories and we believe these ranges are

We’ve obviously had a number of conversations with dealers

here to stay. VOW having the flexibility to meet reseller and

following the demise of Spicers. Some are new customers to

consumer demands quickly is key for us moving forward.

VOW, but the majority are customers we have dealt with in the past or who historically split their business between both

How has COVID forced you to change in terms of

Spicers and ourselves. As you’d expect, we saw an increase

business operations?

in volumes immediately following the Spicers announcement,

Within the space of a week we enabled around 500 people to

but we have taken a sensible approach to this and at all times

work from home to ensure we could maintain our customer

have considered our ability to continue to service our own

service and support functions. It was a fantastic effort by both

long-standing supporters.

our IT team to achieve that and by my colleagues within VOW to embrace a different way of working. One of the key things that we did early on in April was

I think there was a nervousness within the industry regarding the UK only having one broadline wholesaler left, but I do not see that as being the case. Spicers was not our

a review of the products we were bringing in. Demand

sole competitor and has not been for a number of years.

for traditional office supplies dropped, while demand for

There are many competitors in the market that we are up

cleaning and hygiene products increased. What really helped

against. These include regional players, operators in specific

us here was the flexibility within VOW and – as a wholesaler –

categories like FS and EOS and other distributors with slightly

our multi-category approach and supplier relationships.

different models. We do not have a monopoly or guarantee

We also changed the focus of our service proposition to meet the changing demands of our customers. Almost overnight we saw a significant increase in the number of

of business, nor are we complacent in terms of picking up that legacy Spicers business. With all of that being said, what has become very clear

dealers utilising our WRAPIDE service to deliver direct to their

to me is that VOW has a huge responsibility to the industry.

end-users. We in effect became their ‘warehouse and wheels’,

Many businesses and people’s livelihoods depend on us

enabling dealers to take costs out of their own business so

doing what we do and doing it well. We are very conscious of

they could continue to trade. We truly believe that the way

that and so doing the right thing informs all of our thinking.

people work will change moving forward and have adapted our own product offering and services in-line with this.

If you could go back to January and give yourself three key pieces of advice to prepare for what was to come,

What are the biggest problems you’ve faced?

what would you say?

I’m definitely not going to gloss over the fact that the past

Buy plenty of face masks and hand sanitiser in January! And

four months have been incredibly challenging, but we’ve

toilet roll for that matter!

generally managed to meet these challenges head-on. The

In all seriousness, I would want to reassure myself that

immediate drop in volume was the biggest of these issues

regardless of what is ahead, VOW is a good business with

and did require us to make some difficult decisions regarding

excellent people and that we’re well equipped for what is

the running of the business day-to-day at very short notice.

to come.

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INDUSTRY

DEALER INTERVIEW

Consistency, humanity and honesty The ability to thrive during difficult times is a real skill, and MATT PHAURÉ has it in spades. We spoke to the founder of Office Oracle about how the company’s ethos and flexibility has navigated it successfully through the first half of 2020, and what its bright future holds

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DEALER INTERVIEW

INDUSTRY

veryone loves an inspiring story;

of it as a new player. “We blew up really quickly, and had a

whether it be about a beloved business

pivotal moment in December 2014 when we took on nearly

making the best of a bad situation, or

200 customers in a month – but we didn’t meet any of them,”

a handful of baby ducks being rescued

says Matt. “We had concentrated so hard on new business

from a well, these stories inspire us, and

but, after 2014, our mind set shifted to defining Office Oracle

warm our hearts. Since this is Dealer

as a brand and really homing in on maintaining business. Our

Support, we’re focusing on the former theme right now.

brand is about being consistent, being human, being honest

With COVID-19 still far from gone from our lives, businesses

and being premium in all that we do.”

all over the world have found themselves having to move

2017-19 was characterised by cementing a strong

quickly, and be agile – something which has proved more

management team and investing in them, to give them

challenging than ever before.

confidence as leaders. “I’ve never been someone who hovers

For some, this has been a nearly business-breaking

over people’s shoulders, and I believe making mistakes is the

struggle; for others, it simply hasn’t been possible at all. Then

best way of learning; if they trust themselves, they’re going

there are those companies which have gripped the situation

to be great. As for 2020-21, we’re still going ahead with the

in front of them and made the best of it that they possible can

plans we had at the end of 2019 because we’re confident we

– one such company is Office Oracle.

can still make it happen, in spite of COVID.”

Our priority has been supporting our clients with their return to work

HANDLING THE PANDEMIC

“and I wanted more progression and a much larger emphasis

There’s that C-word again. Fortunately, as a business which

on customer service. So, in 2011, I started my own business,

caters to a lot of clients in the building and procurement

which is very client-facing. In my role, 80% of my normal

industries, Office Oracle has always sold lots of PPE, which is

trading hours time, is spent with clients. The other 20% is

what allowed it to get ahead of the curve when it came to the

focused on expansion of the group.”

build-up of the pandemic’s threat at the start of 2020. “Very

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INDUSTRY

DEALER INTERVIEW

were going to stay open and do our best to support clients.

Diversification beyond business products is another

“Our MD took the lead with the internal comms as

reason Office Oracle has maintained success during this time.

everyone moved to working from home, and we made sure

In addition to its print service, it also offers an expert interiors

we had a plan in place to keep everyone involved, while our

design and management. The business has combined this

client relations director took the lead on external comms and

with its high demand for signage; it has had clients sharing

marketing, making sure customers knew we were still there

floor plans and asking the business to advise on a foot traffic

for them – without seeming like a pest! We worked hard to be

flow pattern throughout the office, promoting a one-way

particularly respectful of our clients, because our clientèle’s

system using signs on the walls and tape on the floor. “This

workload increased hugely, so we just kept communication

is shaping a lot of people’s return-to-work planning,” Matt

open with them and made sure they knew they had our

explains. Since so many people are nervous about being back

support.”

in the office, this is precisely the kind of service that will put customers at ease.

AN ADJUSTMENT, NOT AN OVERHAUL While this way of working was vastly different to what Matt

THE FUTURE’S BRIGHT

was used to, as somebody who would normally spend most of

As mentioned before, Office Oracle’s plans haven’t really

his time on the road, he considers it a mere tweak to normal

changed, in spite of what 2020 has thrown at the world. While

procedure. “The way we do business simply moved to more

COVID has still proven a huge challenge for the business

video calls, which I totally agree with as a way to minimise risk

to overcome, Matt says he saw it as less of a change to the

while maintaining a face-to-face relationship. It works well;

business plan, and more of an enhancement of it. “First

you still get to put a face to a conversation and we can work

and foremost, our priority has been supporting our clients

around the customers’ diaries. I see it as an adjustment to

with their return to work, advising them, and working with

market conditions, not a drastic overhaul.”

each segment of the supply chain to do things as safely as

This flexibility is part of what makes Office Oracle such an attractive option for customers. The testimonials page on

possible.” Beyond this, Office Oracle has still expanded, as

the company’s website shows a constant stream of praise for

planned, still opened a new office for the client-facing side

its responsiveness, openness and, more recently, its support

of the business, and continues to search for new staff and

during a difficult time. Knowing that trying times were on the

customers. “We’re allowing all plans to remain flexible as the

way enabled Office Oracle to act quickly, getting the balance

market conditions continue to change.”

right sooner rather than later. “We were quick to look at our products and services and really pick the hero products to bring to the market,” Matt says. “We did a lot of testing behind-the-scenes, as we didn’t want to push products we weren’t familiar with, and Superstat, VOW and Exertis all communicated amazingly on that front.”

Our brand is about being consistent, being human, being honest and being premium in all that we do

[14] SUMMER 2020

www.dealersupport.co.uk

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COVID COMPLIANT

SIGNAGE

MEETING COVID COMPLIANCE WITH SIGNAGE Currently, there is huge demand for signage and marking products to help with social distancing and adherence to hygiene rules in any workplace where people congregate. We spoke to some of the industry’s experts to explore which products are available, what’s trending, and how to effectively be a one-stop shop for them

t’s no surprise that

customers enforce a culture of compliance

their staff,” says Brad Goldsmith, marketing

the signage market

in a COVID-19 world. “Throughout the

services manager at Premier Paper Group.

has exploded; in fact,

pandemic, we’ve seen an increase in demand

this product area has

for signage products, driven primarily by

three months in lockdown, most of us are

become a real boon

the growing requirement for hygienic, high-

eager to get back out into the office, the high

“It’s probably fair to say that, after over

to dealers looking to

clarity communications to help businesses,

street and beyond,” adds Elisabete Wells,

grab hold of success at a difficult time. And

hospitals, schools and councils to instruct,

regional marketing manager – UK & Ireland

just because restrictions are slowly being

inform and guide the public, as well as

at ACCO Brands. “But, at the same time, all

eased doesn’t mean signage will become less

of us want to this as safely as possible with as

important – on the contrary, workplaces

little risk as possible involved. If you’ve been

need it even more. As offices, schools, pubs,

According to ACCO, in a

out, you will probably have seen all sorts of

theme parks, cinemas, restaurants and

recent poll of 1,000 people,

signs with instructions for social distancing

beyond re-open, signage is a vital part of

44% of working adults said

and information about new rules.

making them as safe as possible.

they felt anxious about

Signage allows workplaces to adhere

“The retail and hospitality sectors were

returning to work because

the first vertical markets to increase their

to hygiene and social distancing rules for

of the health risks posed by

demand, as these areas are where restrictions

anywhere people congregate, and dealers

COVID-19

were lifted first but, as time progresses and

are in the perfect position to help their

[16] SUMMER 2020

www.dealersupport.co.uk

more measures ease, we’re seeing demand

COVID COMPLIANT

SIGNAGE

for office signage build as staff gear up to

NHS, as well as retail stores and any other

return to the workplace.”

organisations with a constant flow of customers. These types of signage, made of plastic

THE TRENDS In terms of exactly what dealers can offer

or vinyl, also have to be cleaned so it’s

their customers to help them comply, there

essential that they’re tough enough to

are a broad range of solutions including

handle that. Customers may want to invest

signs themselves – paper, plastic and metal

in synthetic sheet for digital printing, which

– durable floor and wall tape, adhesives

is waterproof, durable and can be cleaned

to attach the signage and various grades

with alcohol. “We’ve seen many more

of lamination to suit even the roughest

companies utilise these products when

treatment. “Some of the other specific

producing user manuals, safety guides,

trends include the requirement for

menus and signs that can be easily cleaned

material intended to help businesses and

as part of an organisation’s COVID-secure

organisations implement social distancing,

strategy,” Brad explains.

such as scuff-resistant floor graphic media,

Healthcare environments, warehouses

high-visibility safe distancing tape and rigid

and factories also require products that

acrylic plastics for shielding purposes,” Brad

can be cleaned with harsh chemicals

adds. The latter is particularly useful for

without damaging them, but they don’t

customer-facing positions, such as reception

necessarily need the high aesthetic value of

desks and for use as desk partitions.

vinyl displays and graphics – this is where

Some businesses are going beyond simple signs and opting for window

lamination comes in. “It comes as no surprise that we’ve

graphics, vinyl displays and coated

seen significant demand for lamination

folio sheets. “There has been a big focus

products as businesses create signage as

on producing large format, printed

part of their new protocols,” Elisabete

communications to help convey messages

says. “Lamination is the quickest and

to the public,” says Brad. “These products

most efficient way to produce signage,

have all been in high demand to help

as it protects the sign from damage and

produce eye-catching, informative displays.”

allows for it to be easily wiped down and

These types of signage are utilised by the

regularly disinfected.”

As measures ease we’re seeing demand for office signage build as staff gear up to return to the workplace

Lamination is, undoubtedly, a practical way of keeping documents safe anad pristine. According to GBC, lamination can protect documents from: • Creasing • Water damage • Sun damage • Staining • Smudging • Grease • Fingerprints

WHAT DEALERS CAN DO Dealers can ensure their customers know what might be expected of them to comply

“The government guidance around working safely during the coronavirus outbreak is evolving and companies need to be able to react quickly. It’s vital that dealers can support them with a range of label machines and tapes so customers can source the right equipment to help them get back to business. We’ve seen a sharp spike in demand for our mobile QL label printers, for example; products like this mean customers don’t have to rely on off-the-shelf solutions and can quickly adapt their signage when government guidance changes.” ANDY JOHNSON, HEAD OF PRODUCT & SOLUTIONS MANAGEMENT, BROTHER UK

with current government regulations using clear, open communication. They must know what’s at stake if they don’t procure the signage required to keep their staff safe, and the damage that a second workplace closure could cause. “Dealers can support their customers by continuing to assess the market’s ever-changing requirements,” says Brad. “Furthermore, it’s vital that dealers ensure their suppliers can provide a top choice of products that allow them to fulfil their client’s needs.”

[18] SUMMER 2020

www.dealersupport.co.uk

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SAFETY SIGNAGE

COVID COMPLIANT

PPE

THE SALES SAVIOUR Personal protective equipment has been a lifeline for many dealers during the last few months. Whilst other product lines dropped off, the sales of PPE increased exponentially - so much so, supply often struggled to keep up with demand

t is hard to believe that there was a time

market will become more saturated and competitive. Making

when the term ‘PPI’ was referenced

sure both you and your range of PPE, are keeping up with

more than the term ‘PPE’. However,

market trends will ensure your customers keep using you for

you only need to look back to January

their supplies.

to find that many people would have struggled to decipher what those

Further to this, it is important during this period to be proactive, not just reactive. Dealers need to be more than

three letters stood for. Now, along with phrases like ‘social

just a link in the supply chain; they need to be sources of

distancing’ and ‘furloughing’, PPE is one of the buzzword of

information and expertise. As government advice, and the

the moment.

science surrounding PPE, changes dealers need to keep on

Since March dealers have been on a rollercoaster where

top of this so they can advise their customers on what is best

the sales of PPE are concerned. Those who adapted their

suited to their working environments and what the current

product lines quickly, and diversified to include PPE in

guidelines require them to do in their workplaces. Keeping

their product portfolio, experienced a high volume of sales.

informed will ensure you anticipate what may become

But, soon enough, demand outgrew supply and PPE went

popular which will allow you to adapt accordingly and meet

from being the saviour of sales to a source of stress and

the consumer needs as soon as they arise.

frustration. Luckily, these issues have now been resolved, and

Dealers should also look to expand their customer base

manufactures and wholesalers are able to provide dealers with

and broaden their sales’ horizons. Many places, such as

the stock they need.

schools, are now facing paying extortionate prices for PPE

However, this demand is unlikely to slow down any time

as companies drive their prices up. This provides a great

soon with the UK beginning to open up again as lockdown is

opportunity for dealers to sell into these sectors and offer a

slowly lifted. Therefore, it is imperative that dealers continue

better price. These sectors would welcome the fairer pricing,

to look for the best deals from wholesalers and don’t just settle

and dealers will be able to open up a new channel of sales.

for the one that they currently use. As more and more dealers are realising the sales opportunity which PPE provides, the

[20] SUMMER 2020

www.dealersupport.co.uk

Now is the time for dealers to diversify, in terms of both product portfolio and customers.

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COVID COMPLIANT

OFFICE HYGIENE

Office cleanliness in the age of COVID Good office hygiene has always been important but now, more than ever, it is absolutely essential. Workplaces now have a duty to stop the spread of COVID and to protect their staff from contracting the virus whilst at work. So, what can dealers do to help?

ffice hygiene is one

so by 48 hours later.

of the key areas

A study published in the New England

government guidelines: •

Powerful, deep cleaning products such

dealers should be

Journal of Medicine revealed plastic is the

focusing on in their

surface the virus remains viable on for the

product portfolio.

longest, lasting up to 72 hours. On stainless

wipes, anti-viral sprays and disposable

As more people are

steel the virus was detected up to 48 hours

cloths.

returning to the workplace their number

after application. So, keeping surfaces in the

one priority is ensuring they follow the

workplace clean is imperative in reducing

government guidelines to keep the offices

the potential for coronavirus to spread and is

COVID-secure. At the forefront of these

a critical part of keeping the office COVID-

guidelines is keeping the workplace clean

secure.

and hygienic.

as fog guns. •

•

Personal hygiene products such as hand sanitisers, mobile hand-washing stations and anti-bacterial soaps.

•

Replacing electric hand driers with disposable paper towels.

•

This is because the main route of

Cleaning products such as disinfectant

Waste management products such

Government guidelines recommend a

as foot-operated bins, recycling bins

COVID transmission is through droplets

number of different ways to keep the office

and bins for paper towels after hand-

emitted when people cough, sneeze or even

clean:

talk loudly. These droplets fall on people in

•

the vicinity – hence the need to keep our

Frequent cleaning of work areas and

washing. •

Signage and posters, e.g. posters

equipment between uses.

demonstrating good hand-washing

Frequent cleaning of objects and

techniques and signs reminding people

inhaled or picked up on the hands and

surfaces that are touched regularly,

to increase hand-washing frequency,

transferred when people touch their faces

including door handles and keyboards.

avoid touching their faces and to cough

Using signs and posters to build

or sneeze into a tissue which is binned

awareness of good hygiene.

safely etc.

distance from others - and can be directly

- something we all do many times without

•

even realising we’re doing it!. How long the virus survives will depend

•

on a number of factors, such as what surface the virus is on, whether it is exposed to

•

sunlight, differences in temperature and humidity and exposure to cleaning products. Under most circumstances, the amount

•

Providing hand sanitiser in multiple locations in addition to washrooms.

Dealers can play a vital role in helping

Providing non-electric hand drying

workplaces comply with the government

facilities.

guidelines on office cleanliness. Ensure

Providing more waste facilities and more

you keep up-to-date with the guidelines on

frequent rubbish collection.

office hygiene so you can supply safe and

of infectious virus on any contaminated

effective products to help your customers to

surfaces is likely to have decreased

There are many products which dealers can

safeguard their premises and stay COVID-

significantly after 24 hours, and even more

supply to help offices keep in-line with the

compliant.

[22] SUMMER 2020

www.dealersupport.co.uk

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

COVID COMPLIANT

PA N D E M I C - P R O O F I N G

Pandemic-proofing the office The office is one of the most fundamental workplaces being transformed due to COVID. Companies are now having to get the balance right between getting the team back together, working effectively, and eliminating the risk of COVID-19 transmission. So, how can offices ensure they are pandemic proof?

usinesses face a big challenge when

person to the next. As well as making employees ill,

working in a virus-free environment to be productive and happy at work. COVID has

trying to minimise

research shows that unhygienic offices

served as an eye-opener when it comes to

the spread of a virus

are one of the main causes of inefficiency

how much time should be spent on hygiene

like COVID, as offices

and job dissatisfaction. Last year, Thiis

practices and it’s now time for offices to be

are well-known to be

surveyed more than 2,000 workers about

made to be pandemic-proof. Dealer Support

a hotbed for germs; the typical office desk

how clean their offices were, and how office

spoke to industry experts to identify the

is home to more than 10 million bacteria

hygiene impacted them at work. The results

different ways this can be achieved.

- that’s 100 times more germs than kitchen

showed that, in offices where hygiene was

tables, and less sanitary than the average

perceived to be lacking, 74% of employees

CROSS-CONTAMINATION

toilet seat! Whether the bacteria have come

said it impacted their productivity, and 25%

One of the easiest ways for the virus to

from home, or the daily commute, offices are

admitted to taking unnecessary sick leave

spread is through cross-contamination - the

an ideal environment for spreading viruses.

because they found their work environment

more people touch the same surface, the

depressing.

higher the risk of transmission. Government

In an environment where lots of people are working closely, germs and bacteria can

Now, when people are conscious

guidelines suggest that, in order to

rapidly spread from one colleague to the

of cleanliness more than ever, it is even

avoid cross-contamination in the office,

next; from the common cold to infectious

more important that employers are seen

workspaces should be cleared, waste should

diseases such as COVID, the office acts as

to be doing their utmost to keep the office

be removed and belongings put away at

a perfect place for germs to hang around

clean and help stop the spread of COVID.

the end of every session. Therefore, dealers

and fast tracks their transmission from one

Employees need to be confident that they are

should be looking to provide products which

[26] SUMMER 2020

www.dealersupport.co.uk

Filing and Desktop Accessories

Stops the spread of bacteria and viruses. Eliminates them by more than 99%.

For more details please visit www.exaclairlimited.com/cleansafe

COVID COMPLIANT

PA N D E M I C - P R O O F I N G

enable customers to achieve this guideline. One of the best ways to succeed in this is through storage solutions which enable each employee to have their own place to store their personal belongings, reducing the

of the main ways that COVID is transmitted

need for employees to touching each other’s

is through people touching surfaces that

things. Exaclair has launched the Clean’Safe

have been contaminated with the virus.

range of filing products and desktop

Many modern workplaces have a single,

accessories to decrease cross-contamination

shared multi-function printer used by large

issues for people working both from home

numbers of people every day, which presents

and in the office.

an opportunity for the virus to be spread among colleagues,” explains Andy Johnson,

systems so they can limit communal use and

manufacturing process are treated with

head of product and solutions management,

products like keyboard skins, which can be

organic, antimicrobial additives that protect

Brother UK.

easily cleaned and removed after use, will also

The raw materials used in the range’s

against bacteria, viruses, mould and fungi,

“We’re seeing a rise in demand for

rise in popularity. Further to this, now that more people

therefore reducing infection spread as they

secure print services, where users can release

inhibit the growth of the microbes by more

print jobs via their smartphones, ensuring

are working flexibly, going between the

than 99%. The range include slip files, two-

touchless print release rather than having

office and home, luggage solutions will also

flap folders, elasticated three-flap folders,

to enter a pin code on a number pad, which

be needed. From traditional briefcases, to

document wallets, twelve-part multipart

could cause cross-contamination.

larger mobile luggage on wheels, the rise in

files, ring binders, lever arch files, desk-top

“Businesses of all sizes are also making

flexible working will increase the demand

drawers, letter trays, magazine files, pen pots

the switch to decentralised printing, where

for traditional luggage solutions. Dealers

and desk mats.

each member of staff has their own printer,

should concentrate on product lines which

or devices are shared by small, fixed teams

help enable flexible working and make the

at Exaclair, says that this range will provide

who work together, limiting the number of

transition between the office and home as

valuable reassurance for those returning to

people each worker has contact with.”

easy as possible.

everyday basis, causing bacteria and viruses

TRADITIONAL LINES

SIGNAGE

to ‘stick’ to their surfaces and multiply if left

The focus on reducing the risk of cross-

Signage is key to both instruct and remind

untreated. Especially for all those having

contamination as people return to the office

employees of practices which are designed

to combine working from home with

could also deliver a well-needed boost to

to minimise the risk of transmission in

going into the office, the Clean’Safe range

traditional lines. Dealers should use this is

the office. Signage can include of hygiene

allows employees to return to work, and

an opportunity to promote their traditional

reminders, symptom guides, social

share files, without worrying about cross-

lines - such as stationery and storage solutions

distancing markers, hand-washing guides

contamination.”

- as employees will begin to use their own,

and one way system markers. “Even with

Lawrence Savage, marketing manager

work. “These products are handled on an

Another way to avoid cross-

and no longer share between them, to reduce

social distancing measures in place, and

contamination is to limit the use of

transmission. Employees will now need their

guidelines provided by the government,

communal facilities such as printers. “One

own stationery bundles, cabinets and filing

simple signage products, combined with

[28] SUMMER 2020

www.dealersupport.co.uk

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CTS Packaging Materials

www.ctstonersupplies.co.uk

Code

Description

Size

Pack Qty

TCB486635

Clear Packaging Tape

48mm 66m 35mu*

72*

TBB486635

Buff Packaging Tape

48mm 66m 35mu*

72*

TCB256635

Clear Stationery Tape (L)

25mm 66m 35mu*

144*

TCB123335

Clear Stationery Tape (S)

12mm 33m 35mu*

288*

TDB253380

Double-sided Tape

25mm 33m 80mu*

72*

TFB486638

“FRAGILE” Tape

48mm 66m 38mu

72*

48mm 66m 38mu

72*

THB486638 “HANDLE WITH CARE” Tape THR4833150

“HAZARD” Tape

48mm 33m 150mu*

TMB5050140

Masking Tape

50mm 50m 140mu*

72*

SF10015017

Handy Wrap Stretch Film

100mm 150m 17mu*

*More sizes, pack quantities and low noise options available.

COVID COMPLIANT

PA N D E M I C - P R O O F I N G

clear communication and information for employees, can help them create a safe working environment,” advises Elisabete Wells, regional marketing directer, ACCO. However, as Alun Lloyd, sales director

sanitising hands regularly and thoroughly

at CEP Office Solutions, points out, offices

is really important, especially when people

should invest in quality signage and not just

are working in close proximity and using

opt for the cheapest option on the market.

the same shared spaces,” explains . “Placing

COVID-SPECIFIC

“Whilst it is true to say that there has been

hand sanitiser in entrances, communal areas

Whilst some hygiene practices were already

an explosion in availability for these type

and around shared desk spaces where several

happening, but will now be exaggerated,

of products in recent weeks, there is a vast

people are active can help prevent the spread

there are other practices which will be

difference in terms of the quality of product

of germs. Disinfectant dispensers with signs

brand-new to the office due to COVID -

being offered and we would urge customers

provide a constant reminder about good

such as track and trace and temperature

to not just choose purely on price.

hygiene practices.”

testing. Dealers can help offices prepare to

“Already we have seen that certain

As well as hand-washing, equally

make these processes seamless by providing

low-quality offerings become very tired

important is reducing the risk of

suitable products. For track and trace,

and damaged within just a few days use

transmission through socialising in the

people will need to sign it when they enter

sometimes. Also, many are not suitable

office. “Many people are looking forward to

the office so clipboards, paper and pens will

for use with the disinfectant and cleaning

spending some time in the office with their

be needed. For those offices which want to

products that are an essential counterpart to

colleagues in order to have those valuable,

undertake temperature checks upon entry,

these products. This can both be dangerous

face-to-face conversations or quick corridor

signage can be used to show the testing area,

if the warning becomes unreadable, and can

catch ups,” says Sam.

and thermometers will be needed to carry

also present a trip hazard if signage is not securely adhered to a surface. “In addition, poor quality signage

“To encourage safe interaction between staff, ensure everyone is wearing a face

out the actual checks. Employers have a responsibility to keep

mask. Transparent face shields are an

their employees safe whilst they are in the

can also negatively impact the appeal of

alternative where it is important to show

office. Dealers can help them do this by

a business to customers. We would urge

facial expressions and useful in speaking

offering solutions, and providing products,

customers to invest a little more for a

more freely.”

to help offices become as pandemic proof

high-quality offering that will remain safe

Offices will also begin to switch from

as possible. Products which reduce cross-

and visible, and offer much better value for

electric hand driers to paper towels, as

contamination, encourage good hygiene and

money in the long run.”

these are now viewed as being a more

help keep the office virus-free will become

hygienic way to dry hands. Dealers should

dealers’ bread and butter; they will need

PERSONAL HYGIENE

emulate this switch and concentrate on

to ensure they are constantly evolving and

By now, everyone should be very aware of

selling paper towels, and products to

expanding these product lines so they can

the benefits of washing their hands and

dispose of them, and move away from

best support workplaces in their post-

practising good hygiene. “Washing and

electric hand driers.

COVID transformations.

[30] SUMMER 2020

www.dealersupport.co.uk

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COVID COMPLIANT

BACK TO SCHOOL

HEADIN

O T K BAC O L O H C S School gates will open once again in September after the summer holidays, as they always do, but this time a lot will have changed due to COVID. Schools will be looking for products and solutions to help their transition to a post-COVID world, with a welcome injection of government money to help them buy. So, how can dealers offer them a helping hand? MONEY MONEY MONEY

September. As school leaders have discretion

will start on the school bus. It continues

Children in England are set to benefit from

on where the money goes, this is a perfect

upon arrival, during registration, entering

a £1bn COVID ‘catch-up’ package to directly

opportunity for dealers to help schools out

every classroom, the dining hall and after

tackle the impact of lost teaching time, the

and sell products which will aid education and

using sport, art and science equipment.

prime minister and education secretary

help the transformation that they will have to

Frequent hand washing and surface cleaning

announced in June. As plans continue for a

undertake to minimise the spread of COVID.

will mean increased stocks of bleach and

full return to education from September, the

detergents.”

government announced that £650m will be

HYGIENE HEROES

shared across state primary and secondary

Even the smallest of hands can spread lots

cleaning takes place outside of teaching

schools over the 2020/21 academic year.

of germs, so it is imperative that schools

hours; now, the need for continuous cleaning

This one-off grant aims to support pupils

Usually, school maintenance and

are on top of their hygiene practices. “The

means that it will have to take place when

in state education after the government

autumn term will see schools introducing

the pupils are still in school. This means

recognised that all young people have

new measures to help all pupils and teaching

that places to store hazardous chemicals

lost time in education as a result of the

staff return safely, and with confidence,

and cleaning products which are safer to

pandemic, regardless of their income or

following the COVID disruption. Cleaning

use around lots of people will be in high

background. Nick Gibb, the education

down surfaces after use, and thorough hand

demand. “Maintaining hygiene throughout

minister, said funding would start to be

washing practices for all pupils and staff,

the school will inevitably become a daytime

released in September. Schools will be

will be mandatory, whilst also observing

function rather than just in the evening

advised on utilising the money by the DfE

sensible distancing practices where possible,”

when the children have gone home. If not

and the Education Endowment Foundation,

explains Sue Kelly from Data Direct.

managed and locked away, dangerous bleach

but headteachers will ultimately decide how the money is spent.

Sue points out that it won’t just be the

and detergents could get into the wrong

usual surfaces that will need a wipe down,

hands. Even the use of alcohol-based hand

This means that schools will have

but every step of the school day will now

sanitisers can create a number of risks. A

additional funds to spend on products and

need to feature a cleaning routine. “The

suitable solution for all round safe cleaning

solutions which will help their return in

new cleaning and hand washing routine

is Salvesan, an ultimate hand and surface

[32] SUMMER 2020

www.dealersupport.co.uk

COVID COMPLIANT

BACK TO SCHOOL

disinfectant that kills 99.9999% of all germs

as they might have before. “Many schools

like no other,” Pentel marketing manager,

and viruses, including COVID, within a

currently use flat screen displays, which can

Wendy Vickery, says. “For a start, we know

minute,” says Sue.

be difficult for students sitting further away

that the latest public health advice to schools

to read from. In comparison, projectors

is that for frequently used items, such as pens

wash their hands does not need to be an

Further to this, encouraging pupils to

allow users to scale up screen sizes without

and pencils, it is recommended that staff

uphill battle for teachers. Dealers should

losing clarity, making the content more

and pupils have their own items that are not

include products in their portfolio which

accessible to everyone in the room. This

shared. This has implications for teachers,

make hand washing fun for children. There

means lessons can be more memorable,

pupils and parents alike – the most obvious

are many different types of product out there

inclusive and collaborative for everyone.”

being a greater degree of freedom to select

which do this, one of which is a stamp which

Often, lesson time is spent encouraging

products of their own choosing.”

imprints a picture of a germ on the children’s

group collaboration and team work. With

hands and doesn’t disappear until they wash

the restrictions on social distancing, and the

include pens, mechanical pencils and leads,

their hands on multiple occasions! This is

need to be able to work remotely if required,

erasers, highlighters, fabric, permanent and

the time for dealers to get creative with their

products which enable collaboration despite

whiteboard markers, correction products,

ranges and show schools how they can make

these barriers will be sought after by schools.

display books and a filled pencil case.

their lives easier.

“With many children ‘out of practice’ due

For creative classes there are oil pastels,

to months of learning from home, solutions

colouring pens and pencils, pigment liner

TURNING TO TECHNOLOGY

which allow students to share ideas,

pens and pens for hand lettering and

Schools have already had to rely heavily on

contribute to group work and remain part

modern calligraphy.

technology as remote leaning was put in

of the team remotely are key. Schools could

place during the last few months of school

consider document cameras, which offer

of year for our customers, as well as for

closures. However, it is likely that, as they

users an opportunity to share a projected live

teachers and students,” Wendy adds. “This

return, they will need it just as much. “With

view of 3D objects without crowding around

year, more than ever, it’s important to have

schools being encouraged by the government

or having to pass the object between them,”

the right offering to win business from the

to fully reopen in September, teachers must

suggests Simone.

many end-users who will be self-selecting

start thinking about how they can safely

The back to school offering should

“Back to school is always a crucial time

for the first time.

bring back students into a, typically, crowded

KEEPING TRADITION

environment,” says Simone Martorina, VI

Despite the surge in popularity of using

nervous, and don’t want to over-commit; our

business manager at Epson.

technology in the classroom, more

advice is to offer customers a good selection

“Striking a balance between engaging

“We recognise that businesses are

traditional teaching methods still remain

of quality products, so that teachers and

children in the classroom while abiding by

just as important. To prevent the spread

pupils can find equipment they can rely on.”

social distancing rules will be essential to

of transmission of COVID, limiting the

making this a success. However, keeping

chances of cross-contamination is of high

schools may never have been considered an

pupils further apart in classrooms also raises

importance so the sharing of stationery will

option, the world has changed dramatically

the significant challenge of ensuring every

need to be limited and children will need to

since the beginning of the year and dealers

child can adequately see what the teacher is

just use their own.

should change their thinking too. Schools

presenting at the front of the room.” Simone explains how technology can

This serves as an opportunity for dealers

Although, for some dealers, selling into

need a helping hand, now more than

to be pushing their more traditional lines as

ever, as they are forced into a period of

help ease problems that might occur when

staff and pupil look to get personal stationery.

unprecedented change - and dealers can be

children cannot gather around a screen

“This is going to be a back to school season

the ones to offer that helping hand.

[34] SUMMER 2020

www.dealersupport.co.uk

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SALES SUCCESS

F A T H E R P. C L I P

Bringing hope, peace and unity to the good brethren of the business supplies community

LIFE IN LOCKDOWN Father P. Clip discusses how he has found the last few months in lockdown - and his discovery of the importance of Jaffa Cakes!

he whole lockdown

we had the bright idea of advertising Jaffa

situation has left

Cakes and ginger nuts or it would have been

our office a little bit

a complete disaster!

perplexed. It turns out

Things have changed in so many ways.

that most of us can

We always tried to make sure we had as few

do more work from

suppliers as possible for what we needed,

the house, and the office was really just used

but one thing the lockdown has done for our

for tea, gossip and Jaffa Cakes. It’s made me

business is to make sure we have hundreds

wonder why we have an office in the first

of new suppliers for products we haven’t

place? Is it just somewhere to meet up, and

sold before but are now the only things the

stop families from strangling each other, or

customer wants to talk about.

do we actually achieve anything more when

The problem is that, because stocks are

we are there? Some people’s productivity

so inconsistent, we have opened accounts

has boomed since they’ve been at home, like

with anyone and everyone advertising that

our senior sales person Pedro who seems to

they have protection screens or gloves or

thrive when he doesn’t have old Mrs O’Reilly

masks or sanitisers, as we are so scared of

chirping in his ear all day.

not being able to get enough of them if we

People working from home got us all very excited and, at the start of the

ever do get an order. Customers have loved talking about

lockdown, the big opportunity was to be

anti-virus desk screens and social distancing

able to target the ‘home office market’. We

signage, and we’ve put together more quotes

advertised small desks, printers and chairs,

in three months than we usually do in three

and waited for the orders to flood in, until

years. The results are pretty disappointing

it slowly dawned on us that people already

but we feel sure that it will all be ordered

had desks, chairs and printers at home and

once companies really start to get back to

the only thing they were going to order was

normal - and at least its kept us busy and

one ream of paper, one ruler, one sharpener

stopped us from going any more mad than

and a stapler. It was a bit of a godsend that

we were when we started.

[36] SUMMER 2020

www.dealersupport.co.uk

OFFICE PRODUCT JOKE OF THE MONTH Two old stationers are sitting in the lounge chatting. One says to the other, “You should try the restaurant my wife and I went to last night. Pricey but well worth the money.“ “Oh, what’s it called?” asks the other man enthusiastically. His friend thinks for a minute, “Uhm…I…er…” Obviously having a senior moment he says, “What’s that flower, you know, was named after it, given out on Valentine’s Day?” The other man says, ”You mean the rose?” His friend lets out a gleeful, “Yes! That’s it, a rose!” He then turns in the chair and calls to his wife, “Rose! What’s the name of that place we ate at last night?”

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

INDUSTRY NEWS AND INSIGHT Make sure your team are up to speed with the latest industry developments Sign them up now at www.dealersupport.co.uk

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Dealer Support Summer 2020

Articles inside

Help your customers digitise for the future and cut costs

HEADING BACK TO SCHOOL

Consistency, humanity and honesty

The changing face of the OP industry

VOW Wholesale: Meeting challenges head on