USP Magazine June 11 by Intelligent Media Solutions

USP a walsh with success

Apprentice star Kate Walsh on life after the show

Pain in the neck

Keeping workers comfortable

the super sub

The latest on compatibles

Win a top office gadget Win a fantastic label printer

june 2011 ISSUE 93

SIT UP TO A SMARTER WAY OF SELLING

Join Fellowes and Professor Ergo For more information contact Fellowes on 01302 836835 or visit www.ergo.fellowes.com

Contents the editor’s letter News 04 Industry news Keep up to speed with industry, product and sales news

MARKETPLACE 06 A pain in the neck How ergonomic solutions are keeping workers and salespeople happy

10 The super sub Why compatibles could be the ideal replacement for OEM equipment

HIGH ROLLERS 16 A Walsh with success

matt jane

Apprentice star Kate Walsh on her success after the boardroom

SALES ACADEMY 18 SPOTYA The next nomination for the coveted SPOTYA crown

Just rewards Some inspiration for your sales calls

21 Break time Fun and games, plus win a great deskrop label printer

LIVE IT 22 How to spend it Goodies from films to gadgets – spend your break right here

06 24

on the cover 06 Pain in the neck

How ergonomic solutions are making offices more comfortable

16 A Walsh with success

Apprentice contender Kate Walsh on success after the boardroom

I always greet the summer with some mixed feelings. On the one hand, I think we should all be grateful for any glimpse of the sunshine and the opportunity to kick back with a cold drink in a beer garden, but there are flip-sides to these warmer months. As I sit and look at my computer screen through hayfever-induced tears, I am reminded that I am unable to take advantage of the summer peak that is passing me by outside. While being stuck in a gloomy office during summer may be the equivalent to office-based waterboarding, there are certain things that can be done to alleviate the depression. Ensuring workstations are fit-for-purpose and comfortable is a great starting point and there is an abundance of gadgets, advice and solutions to help achieve this. We look at the latest innovations in this area and explain how to make this as profitable as possible (p6). As the latest series of The Apprentice gathers pace, promising more boardroom bitching and ensuring Lord Sugar’s accusatory index finger is the most viewed digit on television, I spoke to Kate Walsh (p16), one of the finalists of series five, to find out how she coped with the job interview from hell and how she has forged a successful career long after the final curtain fell on the show. This month, we look at the latest developments in the compatibles market (p10) and consider how this has been affected by the devastating disasters in Japan. In our Break Time section we are also giving away a fantastic and very handy Brother label printer, which is a great way to help keep your desktop and work processes organised and tidy. Hopefully that is plenty of reading material to keep you entertained while you kick back and relax in the beer garden. Cheers, Matt

USP editor matt jane | matthew.jane@intelligentmedia.co.uk managing editor julia dennison | julia.dennison@intelligentmedia.co.uk commercial DIRECTOR vicki baloch | vicki.baloch@intelligentmedia.co.uk senior account manager - media solutions matthew moore | matthew.moore@intelligentmedia.co.uk designer sarah chivers | sarah.chivers@intelligentmedia.co.uk

production assistant sinead coffey | sinead.coffey@intelligentmedia.co.uk publishing assistant/ circulations manager natalia johnston | natalia.johnston@intelligentmedia.co.uk publisher david collingbourne | david.collingbourne@intelligentmedia.co.uk DIGITAL manager dan price | dan.price@intelligentmedia.co.uk

21 Win a handy gadget

We give you the chance to win a stunning Brother label printer

USP magazine is published by... Intelligent Media Solutions | Suite 223 | Business Design Centre | 52 Upper Street, London N1 0QH tel: 0207 288 6833 | fax: 0207 288 6834 | email: info@intelligenmedia.co.uk | web: www.uspmagazine.com Follow USP on Twitter at Twitter.com/uspmagazine Printed in the UK by Buxton Press www.buxtonpress.co.uk

news WORDS OF WISDOM

More green offices

London’s businesspeople have claimed that optimism, enthusiasm, organisation and professionalism are among the key attributes to have when starting out in business. Apprentice star Kate Walsh presented an event in London’s Finsbury Square last month, in which city workers were asked to write down their words of wisdom for business. Walsh’s own little words of wisdom for those just starting the career ladder are: “Lack of planning and preparation leads to poor performance”

More customers than ever took part in Avery Office Products annual Green Office Week, the initiative that offers tips and support to help people in the workplace take practical steps to benefit the environment. More than 120 volunteers – 60% up on last year – took part as Green Office Week Ambassadors, spreading the word in their workplaces and prompting colleagues, suppliers and partners to get involved too. Green Office Week 2011, held between 9 and 13 May, contained a number of innovations including a live Twitcam presented by CSR expert Nicky Amos via the campaign site. The interactive broadcast included a wealth of advice and suggestions on being greener at work. Green campaigner, actor and impressionist Alistair McGowan lent his support in a series of radio interviews reaching nearly nine million listeners. There were more than 12,500 visits to the Green Office Week campaign site, a third up on last year, plus more extensive use of blogs and social media.

TOP 10 LITTLE WORDS OF BUSINESS WISDOM • Assume nothing, check everything • Be true to yourself, enjoy what you do and know yourself • Under promise, over deliver! • Friendliness costs nothing • Always use spell check! • There is no “I” in ‘team’, but there is a “me” • To get the best results do things differently • Be honest, be yourself, meet everyone with a smile • Always look smart • Remember to change the subject in your email!

ILLUSTRATE THE BENEFITS An Edinburgh illustrator’s artwork will be showcased on an internationally recognised social media platform, after she won a design competition from Mitsubishi Pencil Co. Illustrator Evannave will have her work exhibited on Mitsubishi Pencil’s POSCA twitter page for the remainder of 2011, after the 24-year-old won the company’s POSCA paint marker pen competition. The freelance illustrator beat off hundreds of competitors to win the accolade as well as bagging herself £50 worth of POSCA pens. POSCA began its search for an artist’s work by calling for illustrations using the paint marker that were vibrant, colourful and original. “I can’t believe I have won. I love drawing and designing, and for an international company to want to use my work is an incredible feeling,” said Evannave. Stuart Barker, marketing manager at Mitsubishi Pencil, commented: “We were very impressed with the piece of work that Evannave created with POSCA pens and we are proud to showcase it on our twitter page. We hope that winning the accolade helps to give her the recognition she deserves.”

GREEN INITIATIVE SCOOPS AWARD Document management author Version One, in partnership with Blenheim Palace, has won the ‘Environmental Project of the Year’ category of the Green IT Awards 2011. The Green IT Awards recognise the outstanding environmental products, suppliers and projects of 2010 and highlight the companies and teams that have made significant contributions to improving the IT industry’s environmental performance. Blenheim Palace usedVersion One to electronically store and process the 20,000 financial documents it handles each year and have significantly streamlined the financial processes, drastically reducing its environmental impact.

USP

june 2011

CELEBRATING SALES This year’s British Excellence in Sales and Marketing Awards (BESMA), which took place at the Lancaster Hotel in London, celebrated Britain’s top sales talent and skills. The winners came from a variety of industries and covered a wide range of sales roles and activities. The sales director of the year award went to Business Stream’s Tony McHardy. Stephen Wright, commercial director of the Institute of Sales & Marketing Management (ISMM), the UK’s largest association for sales professionals, which organises the awards, said: “Britain needs its salespeople in order to prosper in today’s challenging economic conditions. “Without sales operations, even the best crafted products and services would not achieve their commercial potential. So it’s only right that we identify those in this country who demonstrate the very best in terms of sales skills - and celebrate their talent, skills and abilities via BESMA - the ‘Oscars’ of the sales world,” he added.

marketplace konica minolta Konica Minolta’s bizhub PRESS C8000 digital production print system has received ‘Exceptional 5-Star Rating’ from The Business Equipment Research and Test Laboratories (BERTL). BERTL is an independent testing laboratory providing objective, independent product evaluation reports and comparative analyses on imaging devices and software solutions. During the extensive product testing, the bizhub PRESS C8000 reached 5-Star Ratings in high profile categories such as finishing, media handling, printing, image quality and features.

3m scotch tape 3M has launched a new addition to its Scotch clear tape range – Scotch Easy Tear Tape. Research carried out by 3M shows that consumers felt that “ease of use” was one of the most important purchase drivers for sticky tape. 3M has developed a new tape that not only fulfills this demand for hassle-free stationery but also provides an effective product at an affordable price. Scotch Easy Tear Tape is a highly efficient sticky tape, which is easy to unwind and tear, and 3M hopes it will soon become an everyday office essential.

www.konicaminolta.co.uk www.3m.com

Robert horne Robert Horne has a new range of PEFC certified, self-seal commercial envelopes available in: 80-100gsm C4, C5 and DL in manila and white, window and non window. The range also includes mailing wallets: white gummed, PEFC, 80-90gsm window and non- window. Robert Horne also offers an overprinting service on its envelope range. Logos, strap-lines or details can be printed on the front, back or flap, or all three if required.

The coolest products and hottest trends

samsung Samsung Electronics has launched its first ever A3 mono multifunction printers, the SCX-803OND and SCX-804OND, to complement its burgeoning range of devices for the modern office. The SCX-803OND / SCX-804OND can be deployed as the primary print device in small businesses or as a workgroup machine in larger enterprises. The new devices are now available through Midwich and Westcoast under an exclusive distribution deal. Both printers are on Samsung’s new eXtensible Open Architecture (XOA) platform, which enables customers to create new applications or modify existing ones to meet the specific requirements of their business. www.samsung.com/uk

Robert horne

PRODUCT GALLERY

www.roberthorne.co.uk 08457 210 297

Robert Horne is now offering the Remarkable range of recycled office products, made from recycled materials that would have been sent to landfill. Robert Horne has chosen the most useful everyday stationery products from Remarkable: pens produced from plastic packaging; pencils made from UK recycled CD cases and vending cups; and notepads with covers made from recycled tyres. There is also a personalisation service, where items from the collection can be branded to your customer’s requirements. www.roberthorne.co.uk 08457 210 297

DCi - jet tec Jet Tec has launched its newest compatible products, the Epson T128 and T129. These new compatible cartridges are available as singles and as multipacks containing black and all the colours. The cartridges and ink are specially developed and produced in the Lincolnshire-based factory and print tested on a range of media. Jet Tec’s packaging features unique images for the different product series, ensuring the consumer can identify their correct cartridge. 0800 660077 www.jettec.co.uk

pentel Pentel is launching a major new marketing campaign to support its high profile EnerGel brand. The campaign will target many potential users of the liquid gel range, including office workers, students and parents and will incorporate national press and online advertising, a viral advertisement and nationwide sampling activity. The campaign, which highlights the benefits of EnerGel ink, invites consumers to ‘see the story unfold’ via a viral advertisement that will appear on Pentel’s website, YouTube and Facebook. www.pentel.co.uk

swordfish The Swordfish Ebony-10 has been awarded top marks for shredding in a recent consumer report commissioned by the Mail on Sunday. A total of eight shredders were subjected to rigorous tests, looking at performance, reliability and value, with the Ebony-10 achieving the maximum five star rating. The Ebony-10 was described as a “commendable home shredder with surprisingly quiet operation”. This latest report builds on past success where a total of three Swordfish shredders were awarded ‘Best Buy’ status by Which?. www.swordfishsupport. com or 020 8991 9901.

june 2011

USP

06 mARKETPLACE ergonomics

Their pain, your gain

USP

june 2011

mARKETPLACE ergonomics

Office working can be a pain in the neck – and wrists, back and legs. Ergonomic working has great benefits for businesses, and can be a lucrative area for salespeople. Matt Jane considers some of the options and how to make the most of it

Despite their best efforts, it is often impossible for office workers to escape their desk and the average worker can spend many long, vertebrae-crunching hours sat staring at a computer screen, leaving them looking more like the hunchback of Notre Dame than an energetic and healthy member of staff. Fortunately for office supplies salespeople, this predicament paves the way to open discussions on the many solutions available to help make the working environment more comfortable, healthy and pleasant. A recent independent research report commissioned by Fellowes highlighted some of the dangers that poor posture and badlydesigned workspaces can pose to employees. It found that over half (64%) of British workers have suffered from injury and sickness as a result of having an uncomfortable workspace. “Our research showed just how vulnerable and unaware employees and businesses as a whole are when it comes to understanding how poor posture can affect your health, your productivity and ultimately an organisation’s profitability,” says Louise Shipley, senior marketing manager for office productivity at Fellowes. “People spend a huge amount of their time at work so it is vital that their environment not only creates a safe and welcoming space for them, but that it is designed to aid and assist their job function,” says Gregg Corbett, marketing director at Avery Office Products. “By promoting healthy working environments, employees can minimise the risk of accidents,

reduce the potential for injury and ill health and improve performance.” Not only does ensuring a safe and comfortable working environment make good business sense, there is also a legal obligation to do so under the EU Directive 90/270/EEC, which outlines the minimum requirements for working with display screen equipment. By having an effective ergonomics programme in place, employers can demonstrate their commitment to employees and ensure a positive reputation externally as well. TOOLS FOR THE JOB Fortunately, there is a wide array of products available to office supplies salespeople to help implement quality ergonomics solutions. “The office supplies industry should be about designing solutions that fit in with their endusers’ needs and that help to improve their working days,” says Corbett. “A drive to be at the forefront of product innovation and to provide consistent, reliable and smart help to our consumers is what encourages brand loyalty.” Fellowes has a campaign called ‘Sit up to a smarter way of working’, which is designed to help computer users and businesses to create workstations that support ergonomic best practice and highlights some of the key products that salespeople should be focusing on to solve these issues, including foot, back, and laptop supports, as well as monitor risers.

june 2011

USP

08 mARKETPLACE ergonomics

“In today’s fast-moving working environment, computer users have an increasing need for accessories to suit their working lifestyle and status, from products offering the most advanced ergonomic support for regular desk workers through to products that offer comfort for those working on the move,” says Shipley. “As more and more people are becoming mobile workers, it is important to know how to solve problems and provide your customers with the right products to suit their needs.” Accessories can help create more effective workspaces through organisation, as the less time spent looking for resources can give workers more time to do their jobs. Corbett points to research conducted by Avery that suggests the items on a desktop have a major impact on the working environment and that good accessories are considered a great way of imposing order into the chaos of a busy working day. He adds that, conversely, an untidy desk illustrates poor working practice and a lacklustre approach to work. It is well worth salespeople considering options for improving signage to ensure a safer working environment as well. Research from the Health and Safety Executive suggests accidents, such as slips and trips, cost employers around £500m each year. The majority of this cost comes from compensation and sick leave, with over 90% of injured employees taking at least a week off work. “The simple fact is that these injuries and their associated costs can and should be avoided,” says Corbett. “As a result, it is essential that signage and labelling solutions

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june 2011

are of a high standard, ensuring they stick in place and clearly display their message.” MAKING THE MOST With a host of products and a clear requirement for improved ergonomic solutions, salespeople have a great opportunity to enhance their offering to customers. One of the golden rules when selling this category is that prevention is better than cure. “If salespeople invest time in educating their customers on the benefits of adopting proper ergonomic techniques and products it will help improve comfort,” says Shipley. “With a wide number of workstation

ERGNOMIC FAST FACTS � 96% of Europeans believe a comfortable, pleasant working environment directly impacts on their productivity

� 64% of British workers have suffered from injury and sickness because of an uncomfortable workspace

� 28.5 million working days were lost last year (1.2 days per worker), with 23.4 million due to work-related ill health and 5.1 million due to workplace injury

� Fidgeting wastes 39.2 minutes per day per employee, which equates to 18.1 days year. Data from Fellowes Independent Commissioned Research

health and comfort products available, prevention is now so easy and there is no reason for employers to be putting their employees and businesses at risk.” She adds that most sales are currently generated reactively after a worker reports a pain or injury, but carrying out a workstation assessment could be a great way to proactively offer customers an effective solution. With so many statistics and data available on the effects of poor ergonomics, salespeople can clearly demonstrate the need and importance of investing in this area. “Sellers can also focus on the positive differences ergonomic solutions and practices can bring to an organisation: making employees healthy, happy and more efficient, and allowing them to leave the office on time,” suggests Corbett. Sales in ergonomics and health and safety solutions also provide great opportunities for cross-selling. “Products such as warning labels, coloured and high visibility labels, as well as signage, all help to minimise risk, whereas ergonomically designed office solutions can help employees to become more efficient,” says Corbett. By considering all the potential problem areas of a workstation, salespeople can draw customers’ attention to a huge range of solutions. Being proactive and explaining the negative consequences of ignoring this important subject allows salespeople to encourage clients to invest in ergonomic products, meaning good news for office staff, business productivity, and a salesperson’s bottom line.

ADVERTORIAL

Let me introduce myself, I’m Professor Ergo and I’m here to help make a positive change to the way your customers work. I’ve been working with ergonomic specialists at Fellowes and according to the latest statistics, we all spend around 8 hours a day working, surfing the net or playing on computers. Considering the amount of time you spend at your desk, whether it’s at home or work, how comfortable are you really?

SIT UP AND WORK SMARTER

MORE PAIN, LESS TIME On average we waste around 46.5 minutes fidgeting and rearranging our desks everyday, according to independent research from Fellowes. this adds up to over one working month every year!

CAN YOUR CUSTOMERS REALLY AFFORD THAT? there are some simple steps you can take and it is a legal requirement for company’s to carry out a workstation assessment. Have you ever completed one? To find out how your workplace measures up and how you can improve your workplace posture, Fellowes is providing a free workstation assessment at http:// www.ergo.fellowes.com/en/workstationassessment.

Fellowes is running a campaign to help people work more ergonomically, wherever they chose to work. “ Sit Up to a Smarter Way of Working ” launched in april 2011 and aims to educate both computer users and business managers on the risks of poor posture and the associated costs both to health and business which could be avoided by applying simple ergonomic principles and cost-effective solutions in the workplace. to help get Europe working smarter, Fellowes have introduced a new ergonomic expert, designed to highlight the key benefits of good posture and make the science of ergonomics simple and straight forward. Professor Ergo is the ‘face’ of the new campaign and brings with him a lighter, brighter way to help communicate the benefits of workstation assessments and workplace ergonomics in a more appealing, informative and user-friendly way. Sit Up to a Smarter Way of Working is designed to help both computer users and businesses create a workstation and an environment which suits the way people work by using the 4 step zone guide to successfully integrate ergonom ic product solutions into the workplace.

the fully integrated campaign includes a range of support tools and education materials to help make ergonomics and product solutions in the workspace a must for all computer users and businesses. Central to the initiative is a dedicated web site ( www.ergo. fellowes.com ) featuring a personalised workstation assessment, interactive Ideal Office tool and video plus tips, guidance and free downloads. You can also follow Professor Ergo on twitter, Facebook and LinkedIn with the Smart atWork campaign. For more information contact Fellowes on 01302 836835

ADVERTORIAL

STABILO DRIVE SALES AT BACK TO SCHOOL

Stabilo is back on tV this summer with the Stabilo EaSYoriginal, the number one selling rollerball for the past three years at back to school. the campaign will be supported by extensive PR and advertising as well as point of sale material and promotions to help boost sales. So make sure your customers are ready with the full offering of the EaSYoriginal and the rest of the EaSY ergonomics experts range. Other great Stabilo back to school products on offer include: � Stabilo Point 88 twister – the new Point 88 desk set with a twist � Cute BOSS mini Ocean Friends highlighters and ballpoint pens � Environmentally friendly writing instruments from Stabilo’s Green range � Hot summer limited edition pens, pencils and highlighters from the Stabilo Beach range Writing, highlighting, colouring and drawing all available from Stabilo this back to school – one high quality supplier for all. Stabilo: 01753 605656 www.stabilo.co.uk

ADVERTORIAL

BACK TO SCHOOL WITH STAEDTLER STAEDTLER’s Back to School range for 2011 will receive a massive promotional boost from a major television advertising campaign scheduled for August. The new campaign builds on the success of the company’s 2010 television debut which saw sales and brand awareness levels rocket. Positioning STAEDTLER as the dependable choice for premium quality yet desirable BTS items, the main 30 second commercial will be re-run on national television, along with two new 10 second advertisements featuring new additions to the range and desktop boxes of key pens and coloured pencils. Catering for all the writing and drawing needs of children from primary school right through to college, STAEDTLER’s 2011 collection focuses on core elements of the range with enticing added value offers on key lines, such as free leads or a free eraser with selected mechanical pencils and free products in multiple packs. For further information, please contact STAEDTLER on 0845 600 5930 or sales@uk.staedtler.com

10 maRKetplaCe Compatibles

SETTING THE TONE With much of the print industry being hit by the disaster in Japan, it could pave the way for discussions on compatible toners and inks. Matt Jane looks at the state of the market and the opportunities it presents

There has been much reported on the print industry of late, with the compatibles industry in particular hitting the headlines. With talk of lawsuits being filed by OEM manufacturers eager to protect their product and the impact of the Japanese earthquake still ongoing, there is certainly much to discuss in the compatibles market. The earthquake in Japan, which killed thousands and left infrastructure and facilities in ruins, caused such devastation that it will take years for the nation to recover. There will also be knock-on effects to western business, with huge disruption to the manufacture and distribution of goods, including print products. Phil Sneath, commercial sales manager at Jet Tec, says that it is still too early to say what the impact on the compatibles market will be, but he believes it will start to be seen in Q3 and Q4 of this year when the current stocks in

USP

june 2011

MSE Stands Alone in a Category of One An Evolution Beyond Traditional Refilling & Remanufacturing

A New Benchmark for Aftermarket Toner Cartridge Quality At MSE, every aspect of our products from quality and reliability to aesthetics and environmental impact is thoroughly analysed on an ongoing basis. We look for areas of continuous improvement to keep pace with OEM design. The result is a better built, higher quality, more consistent product that provides the first true alternative to high priced OEM consumables.

What is Intelligent Re-EngineeringTM?

Automation and innovation is built into each product. MSE’s 370 m2 machine shop is dedicated to overcoming inherent technological challenges that the market faces with original toner cartridge designs and now has 36 patents and patent-pending technologies.

Exhaustive Stress Test Methodologies

36 Patents and Patent Pending Technologies Absolute Colour TechnologiesTM ISO Testing Protocol

een Gr

Initiativ es

Green Initiatives

5 STEP

Highest Quality Control Standards

PROTOCOL

Intelligent Re-EngineeringTM is the long awaited vehicle needed to unearth the monumental colour opportunities available. Join MSE, together we will break down the walls standing in the way of our collective success.

TA L LY R E S P

ENV

07 20

CERTIFIED YIELD

L e a r n m o r e a b o u t I n t e l l g e n t R e - E n g i n e e r i n g TM and how you can increase your bottom line:

GREEN INITIATIVES

ISO 14001

QUALITY COMMITMENT

ISO 19798

Ava

ISO 9001

ISO 19752

Dealer Education Programs

Europe

www.mse-europe.com

MSE EMEA Landbouwweg 27 • 3899 BB Zeewolde, The Netherlands • Tel: +31.36.522.2601 • Fax: +31.36.522.6875 Call Julie McGrattan on UK mobile: 07825 068500 or email: dealersupport@mse-europe.com ©Copyright 2011 Micro Solutions Enterprises. All rights reserved.

All trademarks referenced are registered trademarks of their respective owners. All model designations are for compatibility purposes only.

12 maRKetplaCe Compatibles

the supply chain have been sold through. “If there are shortages of OEM cartridges, this will directly affect the number of empties available on the market,” he explains. Julie McGrattan, business development manager for UK and Ireland at MSE, says she is aware of OEM wholesale partners that are warning there could be OEM cartridge shortages on a wide range of SKUs and that many have already been allocated. “So far it is difficult to measure the real impact,” she explains. “The dealers we speak to are still sourcing as normal. If the shortages are severe and last for a prolonged period, then there will be an impact. The law of supply and demand will kick in and there will be upward price pressure on the SKUs concerned.” The shortage of certain ranges could provide salespeople with the perfect opportunity to discuss new products and opportunities with their customers. “Even the most loyal OEM users would see the choice of a high quality OEM alternative as better than having idle printers,” says McGrattan. “In the short term, OEM shortages will boost the market for alternatives. Longer term, it may result in tougher challenges for remanufacturers since the availability of empty cartridges would reduce.” It is not just the Japanese situation that is causing waves of concern and uncertainty

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among the compatibles market, there is also an ongoing battle with OEMs, several of which have taken legal steps over alleged intellectual property (IP) infringements. “This action is not just focused on the importer or the manufacturer of the suspect product but as at all levels in the supply chain, including the final tier dealer,” explains McGrattan. “Therefore it is very important for dealers to be sure that their supplies are safe from an OEM IP perspective. Products that are remanufactured and intelligently reengineered are protected by the ‘right to repair’ doctrine. Products that are ‘new-build’ do not have this protection and are thus far riskier when it comes to OEM IP infringement.” She adds that it is essential for salespeople to know what they are selling. BRIGHTER NOTES Despite the uncertainty surrounding the print industry, the compatibles market is still going strong, buoyed by the increased demand caused by the economic downturn. Jamie Higgins from Pelikan says that as businesses look to cut their running costs, printing is one area they are considering. “Companies still need to print in one way or another, whether it be the printing of receipts, invoices or purchase orders,” he says. “This has resulted in companies switching to compatible manufacturers to save costs.”

Jo Cuneen from Beta Distribution suggests that factors such as increased costs of big brand products and environmental considerations from customers have been behind the exponential increase in demand for compatibles. However, she adds that the real driver has been that “the end users can simply save hundreds of pounds by switching their allegiance to compatible products”. Compatibles have also been affected by the growth of managed print services (MPS) and managed document services (MDS). “This is changing the way business users purchase printer supplies,” suggests McGrattan. “It represents both risk and opportunity for the dealer channel. Do nothing and there is a risk the traditional and transactional sales of such items as toner cartridges will be lost to MPS/ MDS providers. The other side of the coin is the opportunities that open up by putting together a customised MPS programme.” The fall in price of inkjet printers has also had a positive effect on compatibles. As inkjet printers become cheaper, it makes them more accessible to a greater range of people. Sneath explains that OEM manufacturers have been keen to keep their margin through consumables. “This means that running a printer with OEM products soon becomes expensive. Inevitably, this has resulted in a large increase in demand for compatible

Jet Tec New Product Releases OKI Toner

R UA

UALITY G •Q Laser Toner

ISO 19752

• Compatible product. • Available as singles or as a multipack. • Eco-friendly packaging. • Low cost alternative to OEM products. • Expected to quickly become top selling products.

• Remanufactured product. • Available as singles and as a colour multipack. • Remanufactured to a high standard. • Print tested before leaving the factory. • Environmentally friendly alternative to OEM products.

•Q

UALITY GU

DATE OF MANUFACTURE

ANTEED

DATE OF MANUFACTURE

AN T E E D

ANTEED

UALITY GU

•Q

ANTEED

Certification:

R UA

Hewlett Packard 364

UALITY G •Q

Epson T128 and T129

Inkjet Cartridges

ISO 19798

• • • •

Remanufactured product. OKI O4600. OKI O4600 High Capacity. 3 year 100% quality guarantee. • Environmentally friendly alternative to OEM products.

ISO 9001 Lic007

Our order cut-off time for inkjets and toners has now been extended to 5pm tel: 0800 660 077 email: sales@jettec.co.uk web: www.jettec.co.uk

Bursting with life.

WE PURCHASE ALL PRINTING CONSUMABLES

Laser, Ink, Fax, Postal Cartridges We purchase small or large quantities, Box, Pallet or Container. Printer pulled cartridge In Date surplus - Out of date - Short date Boxed, No box, Damaged box

We pay for collection from UK-Europe-USA

100 95 75

Cartridge Trading Ltd

Email: purchasing@cartridgetradinggroup.co.uk

Tel: +44 (0) 1179 490 240 0

14 mARKETPLACE Compatibles

products, which makes high quality printing more affordable for the end user,” he explains. OVERCOMING PERCEPTIONS While compatibles may be coping well against the adversity surrounding the market at present, there is still the lingering challenge of overcoming negative opinions of compatible products and appeasing customers who may have had a bad experience in the past. Compatible products had generally had a poor reputation in the past, because the perception was that the products had to be really cheap,” says Higgins. “Now that has changed, buyers realise that ‘you get what you pay for’ and there are good quality compatibles available from reliable, quality, manufacturers.” There is a massive opportunity in the colour laser market, in which OEMs still have a market share of around 90%. McGrattan suggests this is because of lack of confidence in the quality and reliability of the alternatives being offered. “There are very high quality alternatives available,” she says. “There are players out there offering unique technologies that do deliver OEM-like performance. These solutions are more expensive than some of the other solutions available, but they work.” Scott MacKenzie, vice president, of global marketing and communications at Clover Technologies, says there are things salespeople can do to alleviate concerns that customers

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may have. “To respond to concerns over quality, a sales rep should reference the testing protocols used by the manufacturer, the certifications, ISO or otherwise, that the remanufacturer has earned, and manufacturer’s defective rates, if available. The remanufacturer should be able to supply dealers with this type of information, as well as provide a comprehensive warranty to alleviate concerns.”

In the short term, OEM shortages will boost the market for alternatives. Longer term, it may result in tougher challenges for remanufacturers since the availability of empty cartridges would reduce SEALING A DEAL With more customers potentially willing to hold discussions over compatible products, it is essential to give them a good first impression and encourage them to try the products. Samples are a great way to showcase the

quality of compatibles and will help reduce concerns. “For example, a ‘buy and try’ promotion where the customer can have a period to test the product,” suggests Higgins. “If after testing the product the customer is not entirely happy, they can apply for a full refund of their purchase cost.” It is also worth promoting the environmental advantages of compatible products. While business may not have the resources to invest in large green projects, this could prove to be a cost-effective measure. “The most compelling messages for most consumers are to do with the environmental benefits of the cartridge and the discounted price relative to the OEM,” says Mackenzie. “These concerns have not changed dramatically in some time, though the richness of the argument is far better. Remanufacturing has become a much more sophisticated industry over the last decade, particularly among the world’s largest remanufacturers, which have invested years and millions of euros in the development of their processes. On the issue of quality, salespeople must fully understand the features and benefits of the range they are selling and be able to differentiate it against other products. “As always, it is about selling value rather than price,” says McGrattan. “Salespeople who are able to do this will earn the biggest rewards and the dealers they represent will achieve the best financial performance.”

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Three Year Warranty Using Perfect Green toners helps the environment but doesn’t compromise on quality. Every Perfect Green cartridge has a 3 year warranty. All products are made in Europe and 100% quality tested before leaving the factory. Competitive prices The range is very competitively priced and provides Dealers with excellent margin and end users with significant savings when compared to the OEM brand product. Products to fit all brands Products to fit all the leading brand name printers including HP, Brother, Lexmark, Samsung, Kyocera, Konica Minolta, Epson, IBM and Canon - are available. Your own brand For those Dealers who wish to distinguish their remanufactured product range from the competition, the range of Perfect Green cartridges can be packaged in the Dealers own brand sleeve - Perfect Green quality, your brand name. Call Beta for further details.

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Tel: 020 7531 2828

16 high rollers

VIP INTERVIEW

A Walsh with success Having come runner-up in series five of The Apprentice, Kate Walsh has since forged a successful career as a television personality. But, as Matt Jane finds out, she is still very much a businesswoman and is using her success to influence others When Kate Walsh was pipped to the post by fellow contestant Yasmina Siadatan in the final of The Apprentice, it was, by her own admission, the worst feeling in the world. Having dedicated so much of her life to conquering the show that is billed as “the toughest job interview in the world”, Walsh could be forgiven for feeling a little flat after getting so close to her dream job. But she has since dusted herself off and has now forged a successful television career, while still keeping her eye in on the business world. “Coming runner up on the show was devastating,” she explains. “I had left a job and moved to London; you really have to sacrifice a lot to be on the show. At the time it was really scary – I have always been employed since the age of 15 when I worked in a chip shop. When they told me I was runner up it was frightening because I had nothing to go into.” The fear that faced Walsh when she parted ways with Lord Sugar and The Apprentice experience was reminiscent of how she began on the show. From the outset, it was a daunting and terrifying rollercoaster, but at the same time she describes it as “one of the most amazing experiences I have ever had”.

wondering what the other people would be like; and the next thing we know is that we are in the boardroom being set our first task. It was stress like you cannot imagine – everyone was thrown into complete panic.” As an accomplished businesswoman, Walsh prepared meticulously in the build up to the show, researching the different companies that Lord Sugar heads up and the markets he is involved with, even considering what job she wanted if she won. “One of my words of wisdom would be that planning and preparation are key,” she says. But despite this forethought, she admits that she overlooked one big task – to prepare a name for her team. “That was the first thing I

“Lord Sugar said afterwards that it didn’t have a bearing on his decision, but I will never know for sure. At the time I was really beating myself up over it thinking ‘why did I do that’. It was a bit like being at school when your mum tells you not to let boys get in the way of your school work. It’s certainly something that I thought could scupper my chance of winning, but it’s just one of those things and you can’t dwell on it.” NEW CAREER PATH After Lord Sugar pointed to the door, signalling the end of Walsh’s Apprentice adventure, she was inundated with offers of work from various places. “I was actually talking to a television production company about working in a commercial role, doing some selling, marketing and PR,” she explains. “I was some way down the line in the talks and almost ready to accept that job when Channel Five approached me and asked to come in for a screen test with Ian Wright and Melinda Messenger for Live from Studio Five.” For Walsh, this was a chance to try something different. Having worked in the food and beverage industry since she left university, she was keen not to get pigeonholed. She explains that it would have been a wasted opportunity to go back to what she was doing before, and the chance to make the difficult step into television proved too good to miss. “In the early days of Live from Studio Five it was all quite chaotic,” she admits. “There was a lot of indiscipline in the structure of the chats. There was a lot of talking over each other – when I look back at the first couple of weeks of the show it makes me cringe. It changed a lot though over the 18 months that it aired and towards the end I was really pleased with what I had learned as a television presenter. I had come a long way and the show had come a long way too.”

We were all standing around wondering what the other people would be like; the next thing we know we are in the boardroom being set our first task

THE DEEP END “I didn’t realise that we would be literally thrown straight into the boardroom without any introductions or brief beforehand,” she recalls. “They just told me to walk through the doors and not look at the cameras or talk to anybody. Everybody else was already in there and I was the last one to join them – it was just surreal. We were all standing around

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june 2011

was kicking myself on,” says Walsh. “As someone who prides themselves on being well prepared and being such a huge fan of the show, I can’t believe I hadn’t thought of a team name beforehand.” MEETING PEOPLE The experience proved pivotal in Walsh’s career path and she has nothing but positive things to say about her time on the show. “I made some really great friends,” she enthuses. “I’m still very close with Yasmina and Debra [Barr] – who most people remember as the scary one, but she is really great.” She is also still ivolved with fellow contestant Philip Taylor, after the coulpe filled many gossip column inches following their on-screen romance. “I was really worried that Philip and me having that relationship would affect my chances of winning,” she admits.

HIGH ROLLERS VIP INTERVIEW 17

The show has since been replaced by OK TV, with Walsh yet again in the driving seat. While it may seem like a long way from her business background, she argues that there are actually a lot of crossover skills involved, such as meeting people, interviewing, presenting, thinking on your feet and staying calm under pressure. “Initially I was quite nervous about how this would fit with my career plan in general, but now I feel really happy and proud of what I’ve achieved,” she says. BUSINESS ROOTS Now that she has a recognisable face, Walsh explains, her profile acts like a virtual CV. “People almost feel like they know me, which can be a double-edged sword,” she explains. “Luckily, I have managed to keep my professionalism intact.” On The Apprentice, where bitching and back stabbing are almost par for the course, Walsh was always aware of the importance to maintain her composure, something she would advise all future contestants to bear in mind. Despite her television career flourishing, she maintains her links to the business world and doesn’t rule out going back into it one day. “I could go into the business environment and explain what I have learned about the media industry. I would hope it would open more doors for me if I do go back into business at some point,” she says. She is still active in other projects in the business industry, such as her present one as a spokesperson for label firm Dymo working alongside the Prince’s Trust, a charity that she speaks passionately about. “The Prince’s Trust is involved with getting young people into work and it’s a really great charity. I’ve worked with them before when I was a graduate trainee, so I jumped at the chance when Dymo told me what charity they had teamed up with.” Coming from working class roots, Walsh credits her parents for instilling her with a strong work ethic in her. “I’ve been lucky to achieve success through academic means,” she says. “My mum left school at 14 and she always told me of the importance of education, which I used as a vehicle to succeed. The Prince’s Trust works with people who have had some pretty tough upbringings, but these experiences can help a person to achieve in business or be a better salesperson because you can relate to people from all walks of life.” Whether it is using her business acumen to succeed in the boardroom or keeping her cool under the pressure of live television, Walsh has the ability to inspire people. As her work with the Prince’s Trust gets underway, this sphere of influence is likely to spread further, pushing others to follow suit and strive to achieve their goals.

june 2011

USP

18 high rollers spotya

Salesperson of the ye The next nominee for the 2011 SPOTYA competition comes from Euroffice in the form of category manager Ollie Bridge the sponsor: AF International

AF International manufactures and supplies a comprehensive range of screen, keyboard and surface, printer and fax, telephone and multi-media cleaning products and kits to the office stationery, wholesale and retail channels. AF understands the value dealers bring to their business and has dedicated a team of people to provide the necessary skills, through training and providing tools to sell their extensive product portfolio. AF believes healthy relationships build strong foundations for success.

Nomination: Ollie Bridge VITAL STAts Name: Ollie Bridge Title: Category manager Company: Euroffice

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june 2011

They always say ‘people buy from people’ and Ollie is definitely that ‘people’s person’ everyone wants to deal with. With a personality that shines and an attitude that brings out the best in people, Ollie has shown nothing but enthusiasm and dedication to his job and the people around him. In sales meetings with AF, Ollie shows how a positive approach can make all the difference and demonstrates excellent sales and fantastic customer service abilities.

high rollers spotya 19

ear award 2011 “AF International is pleased to support SPOTYA for the third year running. We believe it is a positive way to show our appreciation to salespeople within the industry and build stronger working relationships” Karen Harrison, AF International

How did you get into sales? To be honest it was relatively accidental. I started selling mobile phones shortly after leaving university. I had previous retail experience but the competitive, high pressure environment was something new to me and I took to it pretty quickly. I’ve always been able to communicate well and enjoyed a challenge so sales roles seemed to play to my strengths. I also enjoyed the rewards of my success – who wouldn’t? Can you describe your current role? I’ve been with Euroffice for a little under five years and have been lucky enough to get involved in various aspects of the business. I’m currently responsible for making sure we have the best range, price and promotional offering for my allocated departments. I leave it to our website to do most of the selling now, although I’m always happy to jump on the phone to close a deal. What’s your best achievement in this job? My best achievement is probably getting to where I am now. The category management team has developed a lot over recent years and to achieve what we have done already is a great

success. There is still plenty of room for improvement though. A couple of years back a customer of mine named their child after me – does that count? What has been your biggest challenge? Each day seems to bring a new challenge so it’s difficult to pick one. What’s your best piece of sales advice? My best piece of sales advice is to know your customer and adapt to their needs. The more you get to know them, the easier it is to find the best solution for them. What makes a great salesperson? A combination of lots of hard work, self-belief, plenty of motivation and a hearty breakfast! Why do you believe you should win this award? Tough one – there are plenty of people here who deserve recognition for their efforts. I guess I’m lucky enough to be in a position where the decisions I make can have a noticeable impact on both our customers and our suppliers. I’m pretty good at selling products, just not so good at selling myself!

june 2011

USP

sales academy

Sales tips to keep you in the know

STAEDTLER give away 3D home entertainment

Just

rewards A little inspiration to help you reach those precious targets

WHAT? Staedtler is offering customers the chance to win a 3D HD-ready television, 3D Blu-Ray player, 3D glasses and 3D movies, with runner up prizes of an iPad and iPod Touch. WHEN? The competition starts on 1 July and runs until 30 September. FOR? Any customer that purchases the Textsurfer range of highlighters is invited to enter. As well as the traditional Textsurfer highlighter, the promotion also includes Textsurfer gel, a semi-translucent wax lead highlighter. HOW? Customers can text the barcode from any purchase of the Textsurfer range to 80878.

WIN A RAINFOREST adventure

Win an office trip to paris

WHAT? Westcoast and Microsoft are giving away a twip for two to the Amazon Rainforest. The prize will see winners fly to Ecuador where they will enjoy a trip to the Rainforest, with activities including hiking, bird-watching, and canoeing.

WHAT? Nescafé Gold Blend is giving away a weekend trip to Paris for one lucky workplace as part of its ‘Workplace of the month’ competition. The competition launched in March and has already given away 21 prizes, including a VIP experience at the O2 Arena and 20 sets of tickets to top UK attractions.

WHEN? The incentive runs until the end of June. HOW? Resellers must hit a Microsoft sales target, and they will be rewarded with tickets into the draw when achieving or exceeding this target. There are bonus tickets that can be achieved for doing other activities, including attending one of the Westcoast and Microsoft events, sitting an MLSS or MLSS lite exam, using the Windows 7 TCO tool and requesting material from the Westcoast and Microsoft Gym to use free marketing material. FOR? Resellers, but every customer will need to sign up to a valid account.

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date june 2010 2011

HOW? To enter, customers should log onto the website www. goldblendworkplace.co.uk and enter the 10 digit batch code from the base of the promotional tin, and they will be entered into a prize draw. WHEN? The competition runs until November. FOR? The competition is open to all offices.

SaLeS aCadeMY BReaK tIMe

Breaktime uSp JunE givEAwAy

we are all guilty of letting our work stations get a little disorganised and losing important documents and items is often par for the course. This handy little gadget from Brother is the perfect solution, allowing you to organise and label absolutely everything. The pT-2430pc has plug-and-print installation so is really simple to use and with label sizes ranging from 3.5mm up to 24mm, the unexpected versatility means you can label anything. The software, which is included, allows you to design labels with text and images, enabling you to create personalised and fun labels. The only problem is that you can soon get out of hand with the labels – proven by the state of my desk at present which has gone label crazy.

PUBQUIZ we may not be able to provide the beer or nuts, but this little teaser should keep you entertained during your morning briefing.  What is a Maris Piper?  In which city did Lady Godiva ride naked?  In which book did Nemo captain the Nautillus?  Who was the first wife of King Henry VIII?

All you have to do to be in with a chance of winning this fantastic prize is answer this simple question:

 From which country does the drink Stella Artois originate?

what does the B.B.E. label found on food packages stand for? A: Best before end B: Better buy everything c: Basically barely edible

 What has an orbital period of 76 years?

Send your answer with the subject line Labels to matthew.jane@intelligentmedia.co.uk.

 Which Spice Girl was known as Sporty?  What country did ex-Liverpool goalkeeper Bruce Grobbelaar represent?

Closing date for entries is July 22. Winners will be chosen at random. Only successful candidates will be notified. Judges decision is final.

Do youR numBERS Fancy taking a break from the sales calls, client meetings and proposal writing? Put your feet up and switch your brain on to our break time puzzle. No prizes, just the satisfaction in beating the grid.

9 4 8 7 8 5 9 5 7 1 8 9 2 3 4 3 8 2 1 2 5 9 1 3 7 2 8 4 9 2 4 9 3 6

hARD

5 7 2 7 1

8 6 5 4 2

4 7 1 5 2

1 3 7 9

6 9

 In the stories of Winnie the Pooh, what kind of animal is Eeyore?  What nationality was the artist Edvard Munch?  Of which group was Morrissey the lead singer? ANSWERS Potato; Coventry; 20,000 Leagues Under the Sea; Catherine Of Aragon; Belgium; Halley’s Comet; Mel C; Zimbabwe; Donkey; Norwegian; The Smiths.

EASy

date june 2010 2011

USP

LIVE IT

The best way to spend your free time and money

GADGETS

SOUND INVESTMENT

SUMMER ESSENTIALS LENCO SPEAKERS When you head to the beach or for a picnic, these travel speakers from Lenco are the perfect solution to taking the music with you. Folding away into a sturdy and compact carry case, the IPD-4500 provides the perfect portable speaker system. The rechargeable batteries have an impressive eight hour lifespan, while the bass boost and two 3W speakers ensure that your music is loud enough to keep you entertained in even the noisiest of environments. £79.99 from lencouk.com

If you like technology that oozes style and has more functionality than Inspector Gadget’s penknife, then we reckon you will love this Samsung Bluetooth stereo speaker system. This fantastic stereo system incorporates everything that is good about stereo systems and the price is surprisingly low for the amount of technology involved. Its sleek design makes it look like a musical wave crashing onto your shelf, while it is compact enough to fit into any space or surroundings. Whether it takes pride of place in your lounge, nestles on a kitchen cupboard or sits on your bedside table, this really is a stereo for all occasions. It is often the case that in order to achieve a slim design, you have to compromise on sound quality. Not so with the Samsung YA-SBR510, to give it its full name. The three-channel speaker system pumps out 30W of great quality surround sound, with very respectable noise quality. It is more than capable of holding its own at a party. But the real beauty of this stereo is its Bluetooth technology, which really is quite exceptional. It features motion sensors that will both conserve power but also ensure your music never has to end. The light display will only activate when someone walks past, while if left alone your Samsung stereo will have a little nap in sleep mode until it wakes up when it senses music and will pair with your device. There is auto-pairing technology so that you don’t have to continually pair it with your device – if you have got music playing on your phone when you come into range, this will pick it up and instantly start playing your song for an endless musical experience. Whether you have an iPod, BlackBerry, HTC, or any other random Bluetooth equipment, the list of compatible devices is vast, and just in case you have the one item that isn’t linked to this stereo, it also features a USB port and 3.5mm aux so you can literally use it for all your audio needs, be it listening to music, watching films or playing games. Even more impressive about the Samsung YA-SBR510 is the price. Usually retailing at a very respectable price of £100, it is currently available with a 65% discount for just £34.99 at mobilefun.co.uk. With a bargain like that, this is certainly a must-have for the summer and beyond.

Its sleek design makes it look like a musical wave crashing onto your shelf, while it is compact enough to fit into any space

USP

JUNE 2011

ETON SCORPION With the festival season approaching, every seasonal camper will need some kit to help make life under canvas more enjoyable. The Scorpion from Eton is the ideal gadget, housing a radio, torch, audio line input, USB mobile phone charger, and even a bottle opener in one handy little gadget. With a sturdy splash proof protective cover and with solar panel and crank power options this essential piece of kit will last long after the festival has finished. £49.99 from etoncorp.co.uk MOS 003 HEADPHONES While having music blaring out is all well and good when you are hosting a party, sometimes you want to have some ‘me’ time. These lightweight headphones from Ministry of Sound are just the ticket. The chrome finish gives them a quality look at feel, far above the £24.99 price tag, while the range of three different ear piece sizes ensure you can enjoy best fitting comfort, while keeping the noise where you want it – in your ears. £24.99

Join the professionals

Genuine career and high income opportunity in office supplies Our client is a recognised UK market leading independent office products distributor with a reputation for innovation, dynamic leadership and a sales-driven, positive, ‘can do’ culture. Based in London and supplying many medium to large organisations throughout London, the South East and Nationally, 2010 saw this financially stable and profitable company once again achieve growth targets in all areas of the business. Continued investment in new business generation and category development planning has strengthened the foundations for on-going success for 2011 and beyond. With a solid infrastructure, a proven market-leading proposition and genuine class leading service offering our financially stable client now seeks the right people to play an integral part in its future success. We are seeking like-minded, dynamic and ‘can do’ people to join the existing sales team. With a genuine passion for sales and business development you will already have a successful background in this industry and are able to demonstrate that success – you should be generating upwards of £250k p.a. presently and targeting/developing medium to large organisations in the London and the South East area. An established network of contacts is a benefit however your main personal qualities are the desire, drive and ability to deliver results both individually and as a pro-active part of a team. Candidates from other closely related industries able to demonstrate comparable success will also be considered. If this describes you and you are seeking the right environment for you to achieve your potential then we’d like to hear from you. You can expect a market competitive remuneration package and a genuine open-ended income potential. These are Southern based, external sales roles with a focus on new business attainment and on-going business development with genuine un-capped earning potential.

In the first instance send an email and an up to date CV and contact details to Gary Naphtali at P1 Training & Development - gary@p1td.co.uk - with a brief introduction and explaining why you wish to be considered. Alternatively contact Gary on 07903 826263. All applications will be treated in the strictest confidence.

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