Vol 96 Issue 4

shop sa Vol 96 Issue 4

The Official Magazine of the Stationery, Home and Office Products Association

Easter time Arts and crafts How to sell... Printers company profile: SSC SAles pipeline management

FULL PAGE AD IFC PO Box 43501, Industria 2042, Rep of South Africa • 1 Blumberg Street, Industria West, Johannesburg, Rep of South Africa, 2093 Tel: +27 (0)11 226 5600 • Fax: +27 (0)11 474 9242 • sales@versafile.co.za www.ctpstationery.co.za

volume 96 - issue 4

In this issue 10

news

GREEN DOES MATTER An eco news update

10

ASSOCIATION NEWS Member news and updates

38

BUSINESS & INDUSTRY NEWS 44 Local and international events taking place in the industry SOCIAL RESPONSIBILITY 48 shop-sa and the industry give back to the community

14

debate forum

TO COLD CALL OR NOT? The topic of cold calling is debated

marketing savvy MARGIN OF ERROR CREEP Gavin Moffat advises on margin error

6

12

THE LITTLE BOY EASTER BUNNY 14 Aki Kalliatakis advises it’s not always the big things in business that need changing

35

special features

EASTER IDEAS TO MAKE SALES SOAR 18 Novel ideas to have in store for the Easter period ESSENTIAL SUPPLIES Advice on buying office consumables productively

22

association

COMPANY PROFILE A tour of Silveray Statmark Company

22

34

SHOP-SA & LOCAL EVENTS 47 shop-sa and local events are showcased

MATCHING COMFORT WITH ELEGANCE 35 Suitable office furniture is discussed

NEW MEMBER APPROVALS 59 The latest members to join the association

HOW TO SELL AN… OFFICE PRINTER 16 Tips for marketers on selling office printers MANAGING THE PIPELINE 30 Advice is given on managing a sales pipeline

w ww.shop-sa.co.za

shopsa magazine

1

volume 96 - issue 4

shop-sa Magazine is the official magazine of the Southern African Association for Stationery, Home and Office Products.

It is read by over 30 000 buyers and sellers of stationery and office products each month.

EDITOR Mercédes Westbrook - mercedes@shop-sa.co.za SUB EDITOR Lisa Dewberry - lisa@shop-sa.co.za SENIOR GRAPHIC DESIGNER Neil Caetano - neil@shop-sa.co.za Financial Controller Bill André - bill@shop-sa.co.za ADVERTISING Anna-Marie West - anna-marie@shop-sa.co.za Wendy Dancer - wendy@shop-sa.co.za

24

NATIONAL OFFICE Events and Regions: David Nkabinde New Membership: Rachel Skink Product Training and Web Facilitator: Wendy Dancer Reception: Ruth Montsho BOARD OF DIRECTORS Allan Thompson, Kolok Unlimited Baron Combrinck, Interstat Agencies Bill Bayley, Rexel Brian Taylor, Forms Media Independent Africa Dave Jameson, Antalis South Africa Dion Botma, Ledger Systems Gary Pickford (Finance), Advanced Channel Technologies Geoff Logan, Waltons (Pty) Ltd George dos Ramos, City Office (Pty) Ltd Hans Servas (Chairman), Honorary/Life Member of shop-sa Helen Goodson, Redfern Print Service Herman Botha, PNA James Sibeko, Jabatha Paper & Stationery Ryan Bidgood (Vice Chair), OfficeNational Africa (Pty) Ltd Wessel Germishuizen, Libri Stationery CONTACT US PO Box 3226, Parklands, 2121 132 Jan Smuts Ave, Parklands.

Tel: +27 (0)11 880 1147 Fax: +27 (0)11 880 1677 Email: info@shop-sa.co.za Website: www.shop-sa.co.za

financial advice

ISSUING A SUMMONS TO RECOVER BAD DEBT 24 Lauren Orritt advises on the best ways to recover debt

self help

7 HABITS TO WIN IN OFFICE POLITICS 26 Lawrence Cheok gives tips on ways to control office politics

CONTRIBUTIONS Letters and editorial contributions are welcomed and should be addressed to the editor at editor@shop-sa.co.za. Publication cannot be guaranteed and is subject to space and the editor’s discretion.

48

lifestyle

PERSONABILITY 36 Meet Wendy Dancer, product training and web facilitator for shop-sa

online savvy

SECURING YOUR NETWORK – AN ANTIVIRUS REVUE 42 Adrian de Beer discusses various anti-virus options available

34

in every issue EDITOR’S WELCOME CRIME ALERT

PRODUCT SHOWCASE BUYERS GUIDE

4 43

50

52

PUNCHLINE Caption Competition kindly sponsored by Rexel

60

THE LEGAL BIT Whilst every effort is made to ensure accuracy the publisher and editor cannot accept responsibility for supplied material. The opinions of contributors are not necessarily those of shop-sa.

Copyright is strictly reserved and no part of this magazine may be reproduced in whole or in part without the written permission of the publisher.

Stationery sponsored by

Office paper sponsored by

Member of the Audit Bureau of Circulation PRINTED BY Colorpress (pty) ltd. - printed on Hi-Q paper supplied by Antalis

2

shopsa magazine

Vol 96 - Issue 4

FULL PAGE AD 3

chairman’s message

Face of the New Board of Directors

I

, on the other hand, have always enjoyed being part of the industry.

Following my ‘retirement’ and subsequent sabbatical I am pleased to be able to again make a small contribution to the Association.

Also, sitting outside, looking in, puts issues into a slightly different perspective.

THE IMPORTANT MESSAGE today is the following: It became clear, during the first Board and Strategy meeting a few weeks ago, that the challenges facing shop-sa are enormous and quick action was required to ensure that the Association remains financially viable.

Eugene Kleynhans, the incumbent Executive Director, presented the Board with the Financial ‘state of affairs’. It was clear for us to see that Eugene and his new team had worked hard to find solutions to the problems that they had inherited. The conclusion from that meeting was that a Finance Committee would be set up to find quick solutions to the problems.

4

shopsa magazine

Dear Members, Having accepted my appointment as the new Chairman by the newly elected shop-sa board, I feel it is important to convey the reasoning behind it. From a Board perspective it was felt that the Chairman should be somewhat independent, yet have an understanding of the Industry.

At the subsequent Finance Committee Meeting, Eugene proposed the following to improve the financial position of the association: a.) Voluntary Retrenchment of a number of staff members including himself and b.) Curtailing other variable costs/expenses.

The proposal was then discussed at an emergency meeting of the Board and it was agreed to accept the offer of Voluntary Retrenchment put forward by Eugene Kleynhans and Trish Swanepoel.

We certainly owe Eugene and Trish our gratitude in putting the welfare of the Association first!

WHAT NOW? 1. The remaining staff members have been fully briefed and are committed to keep the back-bone of the Association going.

2. A working committee, consisting of: Ryan Bidgood, Gary Pickford, Bill Bayley, Allan Thompson and Herman Botha plus the undersigned, has been formed. Their task is to: - Manage and support the shop-sa office - Set priorities and propose short and

medium term objectives - Allocate specific tasks to Committee and Portfolio members.

The key components to sustain shop-sa, apart from financial health, are: a.)

The magazine, which without advertising support is not viable b.) Paying Membership (without Members, there is no Association).

The industry and general environment has changed but we believe that it is now even more important than ever to maintain a forum to the benefit of all players.

The Board is committed to go the extra mile!

However, without the support of new and existing members, the Association will not continue to serve the best interests of our industry into the future. I therefore appeal to all members, readers and all advertisers for your on-going support in our efforts to revive and re-vitalise our industry Association. m

vas r e S Hans Vol 96 - Issue 4

shop-sa offers exciting new opportunities to market your business Have you logged onto the shop-sa website yet?

When you visit the updated shop-sa website at www.shop-sa.co.za you will find many new opportunities in which to engage and relate with your industry and the entire consumer market. www.shop-sa.co.za brings you a selection of new web services: • See our monthly publications hosted in digital format and access features and information regarding the stationery industry and its many high-profile members • Read up on daily industry news in the News, Product Review and Crime Alert sections. Send us your company updates, events diary, product launches and new promotion information and you could see your company featured there too.

• Send us a new product review together with an image and be listed in the new Products Review page • Let us know about any fraudulent activities that have taken place so we can disseminate a crime alert and together as an industry prevent criminals from engaging in further unlawful activities.

Drop us a mail at info@shop-sa.co.za or give us a call on 011 880 1147 and we will gladly assist you.

• See our sponsors and learn more about branded products that are leaders in their field.

of the exciting mini-trade shows and infotainment evenings which have taken place recently, hosted by shop-sa and its members.

Extend your reach to both the consumer and industry players when you partner with shop-sa as we launch the association into the 21st Century.

Visit www.shop-sa.co.za or contact shop-sa on info@shop-sa.co.za or 011 880 1147.

The website’s new Digital Online Training arm is yet another platform member’s can take part in, which provides a forum for product training and merchandising policies allowing member companies and individuals to up or download tuition and knowledge.

The Specials section allows members to quickly and easily convert excess stock into cash. All you need to do is log in using your membership number. Please note however, that all old login numbers became nul and void as of 1 February if membership fees were not paid.

Listed on the www.shop-sa.co.za is the full Reseller contact list, enabling end-users to find a stationer located in their area.

Access the shop-sa annual calendar of events and send us your calendar diary and we will gladly upload them to the shop-sa site as well.

View our Latest Event Images section to view a selection of just some

www.shop-sa.co.za

debate forum

To cold call or not?

Does cold calling generate new business? What is the precise meaning of a ‘cold call’ and is it an advisable form of gaining new business?

A

cold call is the act of picking up the telephone to set an appointment with someone you haven’t spoken to before... someone who might eventually do business with you. Cold calls can be a strategic part of each day’s prospecting activities to develop a pipeline (a well thought-out sales process which includes seller and buyer risk management, standardised customer sales interaction and scalable revenue generation).

6

shopsa magazine

Most sales managers will attest to the fact that picking up the phone, day after day, is the single most cost-effective way of generating new business and one of the few consistently reliable ways of doing so. An alternative to the cold call may be the dropin – the act of dropping in unannounced on a company you wish to turn into a customer. Today, an email is too easily substituted for the more personal interaction of voice, is more immediate and allows us to gain more information via vocal cues. Relying on selling via email is sales suicide.

Vol 96 - Issue 4

debate forum

While even experienced sales people can be intimidated by the prospect of picking up the phone and calling a new business prospect either because they are shy, easily disappointed or feel like they’re bothering people, cold calling is the first step toward winning new business. Only in an ideal world, will you have potential customers actively searching you out as a result of your professional reputation, with new customers referred to you by happy clients of yours.

As a backup, you may have an excellent website, staff trained to offer add-on business to your existing clients and you will be networking at relevant industry and business events, but cold calling is the process by which you can identify strong prospects and generate worthwhile leads.

Sadly, it is often given the lowest priority in the sales office.

Three areas of business where cold calling is important is in generating new business, instant market research and developing business partnerships. Don’t think of cold calling as picking up the phone and blindly dialing the next person on a call list, but as a strategic part of business development.

Efficiency Phone prospecting is considerably more efficient than in-person prospecting. Think of the wasted time spent on the road and the added costs of vehicle maintenance, petrol and e-tolls. However, both can work in tandem ie: “I’m going to be in your city on Tuesday because I have a meeting with Suchand-Such Company at 10:00. I’m willing to come by your offices at 14:00 so we can find out if there may be synergies we can explore.” www.shop-sa.co.za

Prospecting by phone accelerates your sales cycle because you have a statistically greater chance of setting an appointment with someone who plays a meaningful role in the procurement process. All you’ve got to do during the phone call is ask, “How did you handle your last office products order?” and you know from the response whether or not you want to set up a meeting.

With the advent of the social media age, there has been a marked shift to online, making it much easier to track down, contact and start conversations with potential leads, which is leading to the evolution of the cold call and lead generation. On the flip side of that, however, social media has become a great excuse for lazy sales people with a fear of rejection to get out of picking up the phone.

Effective cold calling Cold calling only works if you have done your homework beforehand. You cannot make a professional cold call without knowing at least, the name of the person you are trying to reach. Otherwise you create problems with the gatekeepers.

People are far too savvy to pass on calls that begin, “Can you put me through to your head of marketing, please?”

Before you call anyone, look at the person you will be speaking to online through sites such as LinkedIn and use the company website to learn as much as you can about the organisation. Think about the time and the day you ring. For example, the end of the financial year is stressful for a lot of companies, but leading up to Christmas or during the

summer there can often be a more relaxed atmosphere in many offices.

Once you get them on the line, sell your heart out. Understand the company thoroughly and think of what pain points the person you are speaking to may have. Know your product or service well - preparation and research is vital. People buy from people who love and have faith in their products and companies.

Don’t bother with the pleasantries, nobody cares and it can be irritating. Give your name and company, establish if it’s convenient to speak and then give the reason for your call. Be realistic about what can stop you from getting the business don’t flog a dead horse. Forget old school sales techniques to try to keep people on the phone, just be clear, informed and direct, don’t waste anyone’s time. Ask questions and listen to the answers getting the questioning technique right is key.

After the call always follow-up with an e-mail that adds value, i.e: that tells people something new. Don’t just send what you have already said. Offer a free online tool, piece of valuable research or a guide that is of use to your potential client. Even some good food! A cold call from a company that supplies hot chocolate wanting to send free samples is welcome at most offices.

Remember that new sales are made after an average of 4 to 5 contacts or ‘touches’.

Your first touch is the cold call, the second is when you follow up with them by email or post and then call again just to make sure that the information was received and to answer any questions. At this point most salespeople give up. Show persistence.

Cold calling is a proven method of generating new business. If you want to grow, you have to contact prospects and generate leads. The cold calling process allows you to more accurately identify solid targets, quickly generate interest in your products and services and easily develop a dialogue with people whose needs match what you have to offer.

Like most things, cold calling is a numbers game. You will need to make a minimum of 50 calls a day to get the corresponding percentage of feedback. It is also important to motivate your sales team and every single sales person should be doing some element of cold calling.

When the economy was strong, many sales people got lazy and fell into ‘account manager’ mode. Once the recession hit, their rejection skills weren’t honed. In a nutshell, cold calling should be incorporated into the daily life of every business. m shopsa magazine

7

FULL PAGE AD 8

FULL PAGE AD 9

eco news

Getting the Green Light Lexmark initiative gets positive support The Lexmark Cartridge Collection Programme (LCCP) is well established and enjoys positive support by customers in South Africa. The LCCP works by allowing customers to post back empty cartridges or use collection containers and claims the programme’s number of cartridges collected per year ‘has tripled in four years’, while the number of cartridges reused ‘has increased five-old during the same period.’

Lexmark claims in an article on ITWeb the LCCP achieves ‘environmental responsibility’ and notes the LCCP ‘strategically supports’ the company’s approach of ‘Print Less, Save More.’ It is an initiative ‘introduced to provide all customers with a convenient and hassle-free means to return empty cartridge, ensuring they are then re-used and recycled correctly.’

The OEM adds that its work with the programme ‘has meant millions of toner cartridges have been recycled or otherwise reused through cartridge collection programmes’ and not ended up in e-waste, though no mention is made of whether the cartridges are shredded or remanufactured.

Lexmark South Africa is also currently trying to boost another initiative called Cartridge Recycling For Babies (CRIB), which began in 2002 and provides donations through the return of empty cartridges to Cotlands, a non-profit organisation that looks after orphaned, vulnerable and ill children affected by HIV/Aids.

Lexmark’s CRIB has donated more than R3.5 million to Cotlands since 2002.

Microsoft adopts CarbonSystems software for environmental reporting Microsoft Corp has adopted CarbonSystems’ Environmental Sustainability Platform (ESP) cloud application as its new global standard for managing its energy, efficiency and environmentalperformance reporting, underpinning its commitment to the environment and a sustainable low-carbon economy.

CarbonSystems, a global provider of environmental and energy management solutions, was selected based on its ability to use cloud computing to simplify and streamline Microsoft’s global greenhouse gas management and reporting to stakeholders.

CarbonSystems’ ESP will be implemented across Microsoft’s global operations, which comprise over 600 facilities across 110 countries.

Management at Verdantix, an analyst firm, says Microsoft’s adoption of a single software platform to manage its sustainability performance underscores a global trend to standardise the capture and management of disparate nonfinancial data such as energy, emissions and other environmental metrics.

David Metcalfe, chief executive officer of Verdantix, says “Many organisations struggle to capture and integrate sustainability data sourced from different localities as they strive for a single version of the truth. By adopting the CarbonSystems’ solution Microsoft will have one platform for managing and reporting non-financial sustainability.”

ESP is a cloud-based data management engine that allows

BANNER AD

10

eco news global electronic data interchange (EDI) with internal systems and third party suppliers. Its deployment will deliver important benefits to Microsoft, including: • Automating energy and sustainability data collection to support CDP reporting • Cutting the time and cost of managing corporate environmental information by automating the capture and tracking of energy, water and other environmental data from utilities and third party suppliers.

• Providing up to date, auditable business and compliance reports via dashboards summarising energy, emissions and other environmental data.

• Informing efficiency and cost-saving decisions by providing a wide range of environmental performance analytics such as benchmarking, forecasting and marginal abatement cost analysis tools.

• Verifying the impacts, return on investment and payback from efficiency initiatives.

• “Microsoft is committed to measuring, transparently reporting, and minimising the carbon footprint of our operations,” says Rob Bernard, chief environmental strategist at Microsoft.

Eco-Fashion – Now for Your Mobile Phone Eco-fashion made big news during this

year’s Award Season as designers Tom Ford and Stella McCartney along with Chanel, Gucci and Yves Saint Laurent signed up for Livia Firth’s Green Carpet Challenge to create unique, eco-friendly dresses to be worn on the red carpet Oscar Best Actress Meryl Streep wore Lanvin’s first-ever eco-friendly gown and The Artist actress Missi Pyle wore a cruelty-free, mineral-dyed ‘peace’ silk gown by Valentino Delfino.

Also getting the eco-fashion treatment are, of course, a host of shoe, handbag and jewellery labels and now, with its new 2012 range of eco-friendly pouches, you can wrap up your mobile in sustainable style too with an e-pouch. Created by UK design company Anokimobi, the e-pouch range of phone pouches and wallets not only look good in a mix of vibrant colours and striking prints but are constructed from 100% organic and recycled materials.

Incorporating clever design features such as discreet pockets and easy access features to keep credit cards, coins and headphones safe too, the e-pouch range is promoted as a ‘better, smarter, greener choice’ for the consumer and doesn’t come with an expensive ‘green price tag’. Comprising fourteen core designs, the range is suitable for cell phones, cameras and MP3 players and is the only phone pouch range to contain Biomaster anti-bacterial silver ions to reduce everyday germs; a potential health hazard that hit the headlines last year.

Wheels of change in motion An Integrated Industry Waste Tyre Management Plan (IIWTMP) has been approved by Edna Molewa, Environmental Affairs Minister and will be implemented and managed by the Recycling and Economic Development Initiative of South Africa (REDISA). REDISA is a not-for-profit organisation independent from the South African tyre industry.

The new law is intended not only to support the creation of a sustainable recycling industry to deal with a major and problematic waste product but also to create jobs and foster small and medium-sized businesses in communities throughout the country.

The income generated from a rand-perkilogram levy charged to tyre manufacturers and importers will be used to help stimulate start-up businesses around the collection, transportation, storage and recycling of the waste. It will also be used for research and development, training, monitoring and overall community upliftment.

Additionally, bursaries, a youth board and a huge programme of empowerment interventions form part of the roll-out of the REDISA plan. South Africa is leading the way globally with the REDISA plan, which is believed to be the first initiative of its kind in the world. The South African tyre industry produces more than 10 million scrap tyres every year and it is estimated that anything between 60 and 100 million scrap tyres are stockpiled in South Africa. Waste tyres pose an environmental problem, both as pollutants and as breeding grounds for mosquitoes and vermin. However, there is as yet no effective technology for disposing of tyres in an environmentally friendly yet economically viable way.

The need for research and development, collection and recycling is therefore imperative. REDISA aims to remove waste tyres from the South African environment.

A levy charged to the manufacturer will effectively subsidise the collection and recycling processes. By giving the tyres a value for recycling, entrepreneurs will be able to build a business out of collecting tyres from their community and delivering them to a collection point. A network of collection depots and recyclers will be established and REDISA will provide training and support for the SMMEs that respond to the opportunity presented by the initiative.

Visit www.redisa.org.za or call 021 671 7207 for more information or to subscribe.

BANNER AD

11

marketing savvy Acknowledgment Gavin Moffat is the strategic director at Puruma Business Communications as well as the catalyst and managing director at join. the.dots. Contact Gavin at 083 459 5363 or gavin@puruma.com or www.twitter.com/gavinmoffat.

It’s about the

margin of error creep The balancing act concerning the margin of error is something all businesses need to fine tune to be more successful.

I

heard the saying, ‘it’s a fine line’, again today. I hear it often. This time it was used by Clem Sunter, the well-known scenario planner, in relation to the need to ease labour relations restrictions in South Africa and how this would assist the growth of the small to medium business segment of the economy, which make up around 68% of the employment environment.

What he said was that balancing the need for freedom of employment (employer) had to be balanced with the rights of employees to be treated fairly and find the correct solution, which according to Clem we do not yet have in South Africa.

This he says is treading a fine line. There seem to be an inordinately large number of fine lines around at the moment. Was it always like this? Has the world always been a place where things get tighter?

Economies, inflation and all other aspects of our economic environment have an increasingly negative impact on what we can expect from life.

Over a number of years I have been

12

shopsa magazine

observing something that I refer to as the ‘margin of error creep’. An example is traffic. Everyone knows that our roads were never constructed with the volume of traffic in mind that we are experiencing today. They were built at a time when the city planners could not imagine 150 000 taxis on the roads of our country let alone the concept of monthly vehicle sales of 45 000 plus.

More cars mean more traffic. It means a greater number of cars on what seems to be an ever decreasing volume of road surface. So when you are waiting at a stop street trying to get into the flow of traffic, say on Jan Smuts Avenue in Johannesburg, you now have to take a chance or sit all day and wait, impatiently. Your margin of error in this case has decreased. Your chances of getting into the stream safely are decreasing.

My theory of margin of error creep revolves around the premise that as time moves on, the change that occurs in practically any circumstance, causes the chances of success to decrease exponentially. There’s a lot more to it than that but in essence it is something that we need to be aware of so we can put plans in place to cope with this phenomenon.

The only problem with my theory is there is little immediacy to it. It is all about the long-play. It tends to bring a focus to things too far away, which are insufficiently immediate enough to have an impact and drive action and most certainly insufficient to satisfy immediate gratification.

One of the most prevalent ‘margin of error creep’ occurrences today is that of businesses and how much closer they fly as time passes to ignoring business fundamentals, just to make the buck. I always thought there were basic business guidelines you should follow regardless of circumstances (and obviously guidelines change according to industry and market/ environment circumstances).

However as times get tougher, business forgets what has been learnt and the creep of margin of error ‘creeps’ in. There are a plethora of examples in the business world.

I believe if we focussed more intently on the long-play our business needs to make, we could keep an eye on both the immediate needs and the longterm strategies. Where do you see the ‘creep of margin of error’ in your life or business? Can you stop or reverse it?

Do you want to? m Vol 96 - Issue 4

FULL PAGE AD 13

marketing savvy Acknowledgment Aki Kalliatakis is a professional speaker and author. He started his own small management consultancy in 1989 and is involved in assisting companies to implement a customer satisfaction improvement strategy called ‘Delight Your Customers!’ For information on his books and DVDs visit www.DelightYourCustomer.co.za.

The Little Boy Easter Bunny

Winning customers over can be a tough job but business owners and managers should keep in mind that it’s not always the big things in business that need to be changed to gather more customers, but rather the small things.

I

’m sure you’ve all heard the endearing story of the little girl and the Easter Bunny: A little girl entered a sweet shop just before Easter and approached a shelf that held all the chocolate bunnies. She picked up the first one, examined it carefully, and then put it down again. She picked up the second one and did exactly the same.

She repeated the process again and again. This went on for a while and the owner, who was very intrigued, sat watching. Eventually not able to stand it any longer, he approached her and asked if she needed any help. “Well, I’m looking for a little boy Easter Bunny, but all I can find is little girls,” she said with a puzzled look on her face. He asked her why she was looking for a boy and she replied: “Because little boys always have a little something extra and that always make a big difference.”

14

shopsa magazine

So many businesses are determined to provide ‘big things’ for their customers, to make them happy and create loyalty. “We’d better start some formal customer loyalty or frequent buyer programme,” say managers, or “Maybe we need to put together a new call centre.” Other manager say, “No, let’s get some new software” or “Take our customers on a trip to a private game reserve”. Sending out nice gifts, having golf days, arranging gala parties, sending customers on holiday, giving big discounts – all of these will make a difference to customer loyalty in the short term, but there are a few problems that you have to deal with when it come to these techniques.

First, they can be enormously expensive. Second, will they have the desired effect or will customers just take them for granted?

(Will your customers still be loyal if you withdrew them?) Third, what happens when your competitors imitate? You will have lost Vol 96 - Issue 4

marketing savvy your advantage. Fourth, will these actions somehow cheapen your brand? And finally, in today’s society, these practices have some serious ethical problems and will either be taxed or frowned upon by stakeholders. And in the meantime, it’s always the little things that make a big difference and it’s the little things that pluck the heart strings of customers – like the fact that you recognise them when they walked in: “Hey, Peter, nice to see you again” or that you remembered some little detail about them personally such as, “How’s your next project coming along, Dave?” or that you remembered to ask about their families or hobbies or their last trip.

I have some very special people in my life who make me feel special and when I think about it, what they do isn’t enormously expensive or huge trouble. Some of these people include the doctor’s receptionist who said I looked really miserable and secretly

www.shop-sa.co.za

jumped me to the top of the queue. The security guard helped me change my tire, even though I’d been grumpy when I drove in. The hotel receptionist made a quick fix to my pants in about four minutes flat when I urgently asked for a stapler to fix my split pants. The owner of the Hong Kong Chinese restaurant always puts in extra rice when we take our doggy bag of leftovers. The manager at Fournos Bakery never forgets to throw in an extra gingerbread man for my son.

The mechanic services my car and always phones the next day to tell me what he did and to encourage me to phone him back if there’s a problem. The lady who runs the guest house keeps me a special bottle of diabetic jam for my next visit. On a business trip the waiter at the Shangri La Hotel in Singapore, not only described every item on the menu in delicious detail for me after he saw I was struggling to read the menu because my glasses were in for repairs, but also walked to the optometrist in the adjoining mall to pick them up for me while I relaxed in the lounge.

There are so many examples of these little things that make such a big difference. However, the opposite is also true. There are dozens of examples of little things that irritate the hell out of customers - like making them feel stupid. One travel company recently lost a

holiday deal for 10 days in Mauritius (worth about R30 000) from me because the young lady who took my call was condescending and made me feel stupid by mocking I couldn’t pronounce ‘Paul & Virginïe’ with a proper French accent.

There are so many other small things which can upset customers such as ignoring them even for just a few seconds; asking silly questions like ‘Can I help you?’ and getting customers to fill in the same form again even though you have a copy of their records. Forcing customers to tell the same story to someone else in the company again; not making it easy to use your website, place orders or having queries answered, the RICA’s and FICA’s and rest of bureaucracy making our lives hell are all things which frustrate customers.

To finish, I’d like to share with you what happened when I challenged a senior marketing manager from a global colddrink company after they recently made the cans smaller, downsizing them from 340 ml to 330 ml without lowering prices.

Her response was “I really can’t see what the big issue is. It’s just a teaspoon of liquid.” Well, if it isn’t such a big issue, how come they didn’t add a teaspoon and make the cans 350 ml instead? Yes, small things irritate customers, but small things can also delight them. And in times like these, when you’re sitting there in the quiet of all the public holidays this month, it’s probably a good idea to sit down with your team and come up with dozens of free and/or cheap things that you can do that will make a big difference to your customers’ lives. m shopsa magazine

15

how to sell…

How to sell… an office printer

C

hoosing an office printer can be a difficult decision for most customers with the many different printers currently available. The buying decision should be guided by what the customer prints and how much they print and it is the job of the sales person to advise their customer on a printer appropriate to their needs.

Below are a few key points to look at when helping customers make their choice.

A durable duty cycle The duty cycle is a printer related specification used to define the printing workload that a printer can handle. Printers can only print copies on a continuous basis for a certain amount of time and exceeding a printer's recommended duty cycle can cause mechanisms inside the printer to overheat or experience wear and tear. The cycle is usually based on stress testing conducted by the printer manufacturer with significant

16

shopsa magazine

Office printers remain an essential piece of equipment in any office.

No matter which kind of printer the customer is looking for, the sales person should be able to best advise their customer on making a suitable, cost effective choice for the office. differences in the duty cycle ratings between manufacturers as each manufacturer defines ‘stress test’ differently. The rating is usually measured in months and can be a surprisingly high number. A printer should have a duty cycle of around double the number of copies expected to be made per month. Damage is less likely to be done to the printer during periods of high usage if users are aware of the duty cycle number.

Intelligent networking It is important to find out whether the printer is intended for wireless use or if it will be connected via cables to other computers through a Local Area Network (LAN). The physical layout of the customer’s office will weigh in on the decision. If the office is small and without many dividers and walls, wireless may be better, but if the space is partitioned, a LAN may be more optimal since barriers cause signal interruptions.

The three basic approaches to putting a printer on a network are to use a printer with networking capabilities built in, which is the easiest type of printer to connect, to attach a printer to a separate network endpoint or to attach the printer to a computer workstation and share it with other network users.

Each method works best under specific circumstances so it is important to advise the customer on the method which will ensure optimal performance of the printer for their office.

A choice of colour or black and white The primary differences and similarities between colour and black-and-white printing fall into several areas. Evaluate these areas for the customer based on the types of documents being printed and the number of users. One of the greatest barriers in recent years to the widespread adoption of colour in office environments is the belief these printers and their materials are too expensive. Black-and-white devices still cost less, but colour adds value by delivering more effective communications. Colour printing today is similar to black-and-white printing in several ways, offering comparable speeds, ease of use and expanded functionality. If the customer is concerned about ensuring colours match and are consistent from device to device, colour matching technology is available to compensate for the differences between how different devices process and display colour. m Vol 96 - Issue 4

No one could stop us from making the logo bigger.

FULL PAGE AD 17

As a company Xerox has a reputation of delivering the best office services and solutions. It is not a reputation that we take lightly. So, when we found a paper we believed could continue to deliver on our good name, we were thrilled. But we were not easily won over. We tested the paper over and over again, because we wanted to guarantee you the best. Finally we were satisfied. We had found a paper worthy of our name. Not only is it superbly created for optimal office machine use, it is also eco-friendly.

It is a paper so good, we are proud to brand it Xerox. In big, bold letters.

Xerox Paper. Xerox tested. Xerox guaranteed. For the best results every time.

NOR Paper is a proud supplier of Xerox paper. Please call 0800 117 843 for queries or orders.

arts and crafts

Easter ideas to make sales soar

Easter serves as the perfect time for stationers to create excitement around their products encouraging customers to buy in this holiday period. shop-sa takes a look at some novel ways to increase sales over Easter time.

18

shopsa magazine

Vol 96 - Issue 4

arts and crafts

W

ith Easter and the school holidays around the corner, parents, teachers and caregivers will be looking at innovative ways to keep children entertained before and during this festive period. Stationers should capitalise on the Easter period by having attractive displays and stock up on a variety of arts and craft materials specific to Easter and which are seasonally popular at this time.

Some of the arts caregivers will be interested in doing to keep children entertained will be tried and tested ideas such as creating Easter bonnets, masks, cards, scrapbooks as well as more recent ideas such as photobooks. Having an in store competition relating to Easter will also draw customers into the store making them likely to spend money in the store.

Decorative Displays

Festive Bonnets and Masks

The Easter period gives industry players the opportunity to make sure their stores have beautiful Easter themed window displays, aisle headers, point-of-sale displays and central displays. It is important these displays focus especially on children and are innovative, exciting and colourful.

Easter bunny masks, bonnets, story books, colouring books, sticker books, bedroom door signs and bunny designed mugs filled with mini eggs are just some the items that can be displayed to attract children and help increase sales. It is important that the window and central in-store display is eye-catching, colourful and attractive with a few key focus areas relating to Easter. A variety of different aisle headers focusing on Easter scrapbooks and photobooks; masks and bonnets, as well as cards will also encourage customers to explore each aisle.

The bunny mask continues to remain in demand each year, as it is a hot favourite item among children, but is equally soughtafter by adults. These masks can be made in different shapes and sizes and usually require paper plates, pink paper, scissors, ribbon, wool, a punch and glue. Another staple element of the Easter celebrations is the Easter bonnet which can be made from a variety of materials such as straw, polystyrene, cardboard and paper mache balloons (for the egg shape). Readymade fabric bunny ears, imitation chicks, flowers and brightly coloured ribbons are the type of accessories customers will be in search of to decorate bonnets. Children will also be using markers, streamers, ribbons, tissue paper flowers and glitter to bring their creations to life. A collection of spring-inspired items such as images of bees, flowers, sunshine, nests and birds for children to colour, cut and stick are also potential favourite pieces to include on hats.

Egg-cellent Cards Another exciting craft which children will be inspired to create during this period are personalised cards. Templates of Easter baskets, bonnets, bunnies and eggs as well as the words ‘Happy Easter’ are among favourite ideas used to decorate cards. They can be used to create popup cardboard cut outs inside cards too.

Popular stamps used to create ink images on cards include those in animal and basket designs. Embossing powder, paints, crayons, pens, glitter and stickers should all be included in the card section of your store for customers to use to decorate their cards. Plain coloured cards with printed www.shop-sa.co.za

shopsa magazine

19

arts and crafts

Easter designs ready for colouring and decorating will give children endless hours of fun. These cards can be decorated with paper, pens, paints, crayons, felt, foil, tissue buttons, rhinestones, sequins and feathers. If children are more into photography, customers will be printing their Easter inspired photographs to stick on cards.

Stunning Scrapbooks Entice customers to create personalised Easter scrapbooks through stocking a variety of decorative scrapbooking goodies. Having different sized albums in attractive colours, patterns and designs as well as coloured paper, stickers, buttons, chipboard pieces and ribbon to accent photographs, encourages customers to make a scrapbook. Other items necessary for this craft include a good pair of fine tip scissors, a circle or oval cutter and refill pages for the albums. Permanent journaling pens with fine tips to write stories, poems and phrases on pages are also a must for scrapbook makers.

Customers will be looking for layout designs with clean lines and for ways to make their lettering of page titles more decorative. They may want to use templates, stencils and stickers to give neat outlines of pages and ensure a more professional look.

Permanent and non permanent glue sticks, as well as photo corners, photo-sleeves and double-sided sticky tape will be in demand to mount pictures on the page.

Scrapbook makers will also be printing their Easter themed photographs of family dressed in festive Easter gear,

20

shopsa magazine

flowers, bunnies and the egg hunt.

Scrapbooking kits which include all necessary supplies for beginners are sure to prove popular during this period too.

Funky Photobooks Customers will be looking for fun ideas to transform their Easter photos and a custom photobook is one way to do this.

They can use their photographs of their egg art, their children dressed in Easter wear, the egg hunt and animals to create their photobook. Some customers with older children may want to create a professionally bound book for the coffee table and online copy with photos of their children during the Easter period over the years. For customers who prefer creating photobooks themselves, stationers can stock up on photobook software for customers to buy. Some families may also want to commemorate their Easter traditions with a custom made ‘Easter Dinner Cookbook’ with pictures of all the family’s special Easter recipes. For parents with young children a ‘Find the Bunny’ photobook with a personalised storyline and photos of their child’s favourite bunny toy hidden behind a plant, on top of a refrigerator or peeking out a laundry basket on each page will prove popular.

Another novel idea parents will enjoy is if they can have an ‘Easter Storybook’ made at your store with their child’s favourite Easter stories or an Easter story written and illustrated by their child set against a customised background.

So get cracking, come up with your own innovative ideas to inspire your customers and boost your sales this season. m Vol 96 - Issue 4

FULL PAGE AD 21

With every box of Typek A4 OfďŹ ce purchased from Makro you stand the chance to win a

company profile

Silveray Statmark

Company leads the way

Silveray Statmark Company, the wholly owned subsidiary of the Bidvest Group Limited, is looking forward to a prosperous future if its wide variety of leading branded products and recent successful sponsorship initiatives are anything to go by.

22

shopsa magazine

Vol 96 - Issue 4

S

ilveray Statmark Company (SSC), a leading manufacturer, supplier and distributor of commercial office products, printer products, services, stationery and packaging products, through a wide network of outlets in southern Africa, is currently going from strength to strength.

What sets SSC apart from the rest?

The company has a diverse range of quality products catering for the needs of many industries, enabling them to service the office, school, home and corporate gifting markets. SSC boasts over 6 000 office products and school stationery lines for writing, drawing, presentation, binding, shredding and sticking and has been a classroom and boardroom name for 25 years. It has earned its reputation for being committed to delivering on its promise, providing exclusive brands and remaining customer focused.

SSC markets its products through resellers such as office product dealers and retail outlets and some of the company’s popular global brands which they have exclusive distribution rights to include Croxley, Esselte, Helix, Maped, Rotring, Sellotape and Stabilo Boss. One of the company’s key strategies is to provide promotional support aimed at the end user on behalf of its’ various partners. It is an established and sustainable stationery company providing job and growth opportunities through the supply of high quality, exclusive stationery brands.

This is as a result of longstanding and supportive relationships with international and local suppliers, customers and loyal staff members who have been integral to development.

www.shop-sa.co.za

company profile Successful new developments In March, Stabilo took to the rugby fields with its sponsorship of the FeLions, the MTN Lions cheerleaders, for the 2012 Vodacom Rugby Super 15. Shaun Attwell, marketing manager for SSC, says the fluorescent colours of the Stabilo highlighters were used to create a funky look for the uniforms of the cheerleaders creating a synergy between the team and the brand. He says when the FeLions go onto the field to cheer their team on to victory in every match, Stabilo has been matching their youthful energy. Also in March, Croxley became the sponsor of Jacques Rudolph, South Africa’s double century left-handed cricketer, who has made a come-back to the Proteas Test side this season after five years away from the international arena. The Croxley brand appeared on Rudolph’s bat cementing Croxley’s association with style and quality.

Trevor Girnun, managing director of SSC, says they are proud to be involved in such sponsorships which reflect the company in a positive light.

A look back at the past Hans Servas, former managing director of SSC retired from the company after 30 years as a passionate brand specialist in the industry on the 5 August 2011. SSC was formerly known as Esselte and Servas originally was employed as the general manager of Esselte, South Africa during 1980. Esselte, South Africa was then was sold to Waltons in 1986 and the name was changed to Statmark. In 1997, the Waltons Group including Statmark was acquired by Bidvest and in 2004, the merger of Silveray and Statmark took place resulting in the company becoming Silveray Statmark Company in 2005. From the early days, it was Servas’ vision to create a basket of great and exclusive brands. He continued to add international brands to the Statmark stable. The key to success was his ability in forging relationships both locally and abroad. Statmark’s growth was based on the additions of new brands, mergers and acquisitions. Servas took Statmark through a series of changes with the Rotring, Twinlock and Helix brands being taken on and integrated successfully, as well as the Parker, Waterman, Papermate and Sharpy brands being acquired too.

Fulfilling future ahead The stationery industry has become complicated and to be successful, companies must have a comprehensive understanding of every aspect of their business as businesses pop up all the time, but few endure. Management at Silveray Statmark Company understand their business and with Trevor Girnun, the new managing director on board, they are set to soar to new heights experiencing positive growth. Management at SSC is committed to be an essential supplier and provide exclusive brands and with a national sales and distribution network in Johannesburg, Durban, CapeTown, Port Elizabeth, East London, Pretoria and Bloemfontein behind them, they are able to provide their brands across the country. The company is also backed by a highly experienced and motivated staff compliment who have spent many years working in the stationery trade and are able to ensure clients enjoy solid, long term dealings with the company.

Ongoing product development is especially important to management at the SSC as it ensures they continue providing innovative and quality products to the market. m shopsa magazine

23

financial advice

Issuing a summons to recover bad debt The issue of recovering bad debt is broken down for easy understanding helping businesses recover money more effectively.

F

urther to last month’s article – my next few articles will concentrate on the civil process in recovering a bad debt by way of issuing summons and explanation of the procedure in order to give you a rough guideline of what the process entails as well as a brief explanation of some of the legal terminology. The starting point of civil litigation would therefore be the summons itself.

The Summons The Summons is a drawn up by a legal expert and which details the debtor, the debt, the terms and conditions the debtor signed with you and why they are liable as well as proving liability for interest and legal costs. Over and above the invoices, it is important that your legal practitioner has copies of the signed credit application and any other documentation which will assist them in drafting the summons.

Once the summons is drafted it is then sent to court to be issued that is, have a case number allocated to it. The summons must be issued in the court where the debtor (who we will now refer to as the Defendant) resides or carries on its business or alternatively where the agreement was signed. There are other jurisdictional issues which need to be

24

shopsa magazine

taken into consideration such as whether the debt is over a certain amount and whether one should proceed in the High Court or the Magistrates Court. Should your attorney not get this right then it could be a costly and disastrous mistake.

If your attorney does not practice within the area of the court having jurisdiction then it is common practice for them to appoint a Correspondent Attorney who merely acts as a ‘post box’ for your attorney and for which such costs you would be liable to pay in addition to your appointed attorney (always ensure that the Correspondent Costs are negotiated and discussed with your attorney prior to issuing of summons).

Once the case number has been allocated to the summons – the summons is then delivered to the relevant sheriff of the court.

The sheriff will then be instructed to serve the summons on the Defendant. The sheriff will charge you per Defendant on which he has to serve the summons and these costs could therefore range from about R100 to about R250 per Defendant - the costs are dependent on whether urgent or ordinary service of the summons is required.

It is usually possible to obtain the return of service from the sheriff within a month of delivering the summons to the sheriff – but this also depends whether the sheriff has been successful in his service of the summons or not. Next month we will discuss the Sheriff’s return and the different routes to be followed dependent thereon.

These guidelines are a general guideline and in the opinion of the author m Vol 96 - Issue 4

FULL PAGE AD 25

7 special feature

Acknowledgment Lawrence Cheok is a project manager, business developer and writer. He writes about living a balance life and provides tips for improving your career, relationships and money at A Long Long Road.

habits to

win in office politics

Office politics – a taboo word for some people. It’s a pervasive thing at the workplace. In it’s simplest form, office politics is simply about the differences between people at work; differences in opinions, conflicts of interests are often manifested as office politics. It all goes down to human communications and relationships.

T

here is no need to be afraid of office politics.

Top performers are those who have mastered the art of winning in office politics. Below are seven good habits to help you win at the workplace:

Habit #1 – Be aware you have a choice The most common reactions to politics at work are either fight or flight. It’s a normal human reaction for survival in the wild, back in the prehistoric days when we were still hunter-gatherers. Sure, the office is a modern jungle, but it takes more than just instinctive reactions to win in office politics. Instinctive fight reactions will only cause more resistance to whatever you are trying to achieve; while instinctive flight reactions only label you as a pushover that people can easily take for granted.

Neither option is appealing for healthy career growth. Winning requires you to

26

shopsa magazine

consciously choose your reactions to the situation. Recognise that no matter how bad the circumstances, you have a choice in choosing how you feel and react. So how do you choose? This brings us to the next point…

Habit #2 – Know what you are trying to achieve When conflicts happens, it’s very easy to be sucked into tunnel-vision and focus on immediate differences. That’s a selfdefeating approach. Chances are you’ll only invite more resistance by focusing on differences in people’s positions or opinions. The way to mitigate this without looking like you’re fighting to emerge as a winner in this conflict is to focus on the business objectives. In the light of what’s best for the business, discuss the pros and cons of each option. Eventually, everyone wants the business to be successful. If the business doesn’t win, then nobody in the organisation wins. It’s much easier for one to eat the humble pie and back off when they realise the chosen approach is best for the business. By learning to steer

the discussion in this direction, you will learn to disengage from petty differences and position yourself as someone who is interested in getting things done. Your boss will also come to appreciate you as someone who is mature, strategic and can be entrusted with bigger responsibilities.

Habit #3 – Focus on your circle of influence At work, there are often issues which we have very little control over. It’s not uncommon to find corporate policies, client demands or boss mandates which affects your personal interests. Bitching and complaining are common responses to these events that we cannot control. But think about it, other than that short term emotional outlet, what tangible results does bitching really accomplish? In most instances - nothing. Instead of feeling victimised and angry about the situation, focus on the things you can do to influence the situation – your circle of influence.

This is a very empowering technique to overcome the feeling of helplessness. It removes the victimised feeling and allows Vol 96 - Issue 4

THE LEADER IN JAM PREVENTION TECHNOLOGY

FULL PAGE AD 27

BASIC JAM PREVENTION

ADVANCED JAM PREVENTION ELIMINATES Paper Jams POWERS Through Tough Jobs

BLOCKS Jams Before They Start

Paper jams are the #1 frustration among shredder users. That’s why Fellowes® shredders are engineered to take on every job, no matter how tough. Our advanced 100% Jam Proof System eliminates paper jams AND powers through tough jobs, while our basic Jam Blocker™ Technology blocks jams before they start. Achieve hassle-free shredding with The World’s Toughest Shredders™.

Imported and Distributed by Beswick Office Products. For more information, visit www.bop.co.za

Jam Blocker Shredders

100% Jam Proof Shredders

59Cb

69Cb

79Ci

99Ci

125 Series

225 Series

C-420Cx

C-480Cx

Deskside 1 User

Deskside 1 User

Deskside 1-3 Users

Professional 3-5 Users

Professional 3-5 Users

Commercial 5+ Users

Commercial 10+ Users

Commercial 20+ Users

www.bop.co.za

special feature others to see you as someone who knows how to operate within given constraints.

You may not be able to change or decide on the eventual outcome, but you can walk away knowing that you have done the best within the given circumstances.

Constraints are all around in the workplace; with this approach, your boss will also come to appreciate you as someone who is understanding and positive.

Habit #4 – Don’t take sides In office politics, it is possible to find yourself stuck in between two power figures who are at odds with each other.

You find yourself being thrown around while they try to outwit each other and defend their own position. All at the expense of you getting the job done. You can’t get them to agree on a common decision for a project and neither of them want to take ownership of issues; they’re too afraid they’ll get stabbed in the back for any mishaps. In cases like this, focus on the business objectives and don’t take side with either of them – even if you like one better than the other. Place them on a common communication platform and ensure open communications among all parties so that no one can claim “I didn’t say that”. By not taking sides, you’ll help to direct conflict resolution in an objective manner. You’ll also build trust with both parties. That’ll help to keep the engagements constructive and focus on business objectives.

Habit #5 – Don’t get personal In office politics, you’ll get angry with people. It happens. There will be times when you feel the urge to give that person a piece of your mind and teach him a lesson. Don’t. People tend to remember moments when they were humiliated or insulted. Even if you win this argument and get to feel really good about it for now, you’ll pay the price later when you need help from this person. What goes around comes around, especially at the work place. To win in the office, you’ll want to build a network of allies which you can tap into. The last thing you want during a crisis or an opportunity is to have someone screw you up because they harbour illintentions towards you – all because you’d enjoyed a brief moment of emotional outburst at their expense.

Another reason to hold back your temper is your career advancement. Increasingly, organisations are using 360 degree reviews to promote someone. Even if you are a star performer, your boss will have to fight a political uphill battle if other managers or peers see you as someone who is difficult to work with. The last thing you’ll want is to make it difficult for your boss to champion you for a promotion.

Habit #6 – Seek to understand, before being understood The reason people feel unjustified is because they felt misunderstood.

Instinctively, we are more interested in getting the others to understand us than to understand them first. Top people managers and business leaders have learned to suppress this urge. Surprisingly, seeking to understand is a very disarming technique. Once the other party feels that you understand where he/she is coming from, they will feel less defensive and be open to understand you in return. This sets the stage for open communications to arrive at a solution that both parties can accept. Trying to arrive at a solution without first having this understanding is very difficult – there’s little trust and too much second-guessing.

Habit #7 – Think win-win As mentioned upfront, political conflicts happen because of conflicting interests.

Perhaps due to our schooling, we are taught that to win, someone else needs to lose. Conversely, we are afraid to let someone else win, because it implies losing for us. In business and work, that doesn’t have to be the case. Learn to think in terms of “how can we both win out of this situation?” This requires that you first understand the other party’s perspective and what’s in it for him. Next, understand what’s in it for you. Strive to seek out a resolution that is acceptable and beneficial to both parties. Doing this will ensure that everyone truly commit to the agree resolution and not pay only lip-service to it. People simply don’t like to lose. You may get away with win-lose tactics once or twice, but very soon, you’ll find yourself without allies in the workplace. Thinking win-win is an enduring strategy that builds allies and help you win in the long term. m

Are there any other habits that you think need to be included here? Please share your comments.

28

shopsa magazine

Vol 96 - Issue 4

FULL PAGE AD 29

marketing savvy

Managing the Pipeline

A Sales Pipeline is a valuable model used by sales managers, individual sales staff and the owners of small businesses to quantify the demand for their products and services. Regardless of what you’re selling, by effectively managing your sales pipeline, you can forecast customer demand and create a more stable sales cycle with reliable results.

30

shopsa magazine

Vol 96 - Issue 4

marketing savvy

T

he two primary sets of people responsible for creating the sales forecast are the sale reps and their mangers, and neither have stellar reputations for accuracy.

So how can you put a formal selling process in place that improves forecasting accuracy and allows the senior leadership team to make companywide decisions confidently?

It starts with having a defined sales opportunity stage methodology that has been agreed to by sales and the executive team.

Sales reps must follow this methodology closely for it to be effective.

When you define the activity that occurs in each stage, and not merely naming the stage as many company’s do, it allows for less ambiguity. Here is sample of an opportunity methodology that can be used. ** SOW: Statement of Work Sales pipelines are only as accurate as the opportunity data entered into them.

One common challenge is that sales people can become overly optimistic about the deals they are working. Since sales mangers can’t be with every rep to validate every opportunity, the overall pipeline data can lack consistency as you go from rep to rep and deal to deal.

Sales leaders can help pipeline accuracy by helping their teams focus on buyer behaviors and sales process actions, rather than the subjective ratings by the sales rep. In an example using the chart above, until the sales person has delivered a full solution to the prospect (including pricing and timelines) the opportunity cannot advance from stage 4 to stage 5.

Another process device that can greatly improve forecasting accuracy is CRM tools. By moving away from spreadsheet forecasts, which are clumsy and only as accurate as the last mass update, and integrating forecasting into your CRM tool it becomes very beneficial. Almost every CRM application out there has a forecasting package available and the reports it can produce are real time. If a rep makes a change to a close date or adjusts the value of the opportunity the system provides real time updates to the executive team.

These products also track the accuracy of the predicted event versus the actual event, which can reduce the forecast variance as you move forward. www.shop-sa.co.za

Sales leadership today is about data management more than ever. The larger your sales team and bigger your quota the more important it is to drive continuous improvement in this process.

The process A sales pipeline works by placing cohorts of leads or prospects at the different stages of the sales process/sales cycle, and then measuring their progress through the pipeline, from unqualified lead to satisfied repeat customer.

At a gross level, sales pipeline management is nothing more than estimating incoming cash flow. Look at leads and prospects, make some estimates of the likelihood that they’ll eventually buy your products and services, and feed that information along with their expected spend into your projections to find out how much revenue you’re expecting to make.

The real power of sales pipeline management becomes clear when you establish proper metrics and put processes in place to respond to changes in those metrics.

By analysing the sales pipeline and the particular points within the sales process you are able to determine that for example, the biggest problem staff had was not in closing sales, but in opening a dialogue with customers. This enables management to run training courses and create training aids designed to assist staff in opening a sale and keeping a conversation going.

There are several benefits to managing your sales pipeline effectively: • By focusing on the entire pipeline

•

•

•

•

instead of taking a short-term focus on closing sales, or getting a single highvalue contract over the line, demand for your services will be smoother and your cash flow more reliable.

Making incremental improvements of as little as 1-2% in your conversion rates can increase your sales by much more An in-depth analysis of when and why your leads and prospects leak from the pipeline will pinpoint specific areas for improvement and help you get far more value for your training Rands.

If you keep track of which prospects leak from your sales pipeline and which prospects don’t, you can construct a profile of prospects who are more likely to buy and prospects who are less likely to buy. This knowledge will help you to focus your marketing material and allow you to more accurately qualify your leads, leading to a more streamlined, more efficient and less costly sales process.

Once you have established an accurate sales pipeline, you can use it to plan for new product launches. If you were to plug all the information about your new product into an existing sales pipeline, you would quickly get a pretty good idea of how many leads you’re going to have to generate to reach your new product’s sales target. This will in turn assist you in deciding how to launch the product, and give you an idea of how much it’s going to cost. If you’re going to need 10 000 leads to reach your sales target, you’re probably going to have to look at a mass market advertising campaign. shopsa magazine

31

marketing savvy

A healthy pipeline There are two commonly accepted measures for assessing the health of a company’s sales pipeline: 1. The number of opportunities in the pipeline. This is measured either by the total number of opportunities, or the number of opportunities at each stage, or both.

2. The Rand value of deals in the pipeline.

Unfortunately, failure to effectively address the quality of opportunities in the pipeline is where it all frequently falls apart. Placing emphasis on the quantity of deals in the pipeline over the quality of those deals directly leads to all too familiar scenarios.

That is, opportunities that: 1. Have been forecast at a late stage that, upon further review, should realistically be forecast at an earlier stage.

2. Have significant revenue associated with them that, upon deeper scrutiny, should realistically be forecast for a much lesser amount.

32

shopsa magazine

3. Have been forecast to close at a certain date that, when examined through the lens of quality and not quantity, should be forecast to close at a later, more realistic date.

4. Have revenue that gets pushed back month after month.

5. Should never have been included in the pipeline in the first place.

First you need a consistent ‘flow’ of opportunities to work on to grow your sales. If there is a lag in the flow, there will be short falls relative to your sales success. Second, you need to establish an ideal customer profile to begin your pipeline.

Before placing a sales opportunity into the pipeline, you need to know exactly what a good to excellent customer looks like in terms of total sales, frequently of sales, average sales size, number of product lines covered, credit worthiness and other factors that are important with your best current customers.

Third, only sales opportunities that

match your ideal customer profile such be placed in the sales pipeline. Any exceptions are just that – exceptions – and should be treated as such with good explanations relative to what purpose you are placing this account in the pipeline.

Fourth, each sales objective should be listed by itself to insure proper scheduling or forecasting of delivery dates. The key is to consider each sales objective, even if to the same company, to insure proper allocation of resources and most importantly to select the proper decision makers for each sales opportunity.

Finally you will need to assign deadlines for each sales objective. This allows you to see if you have a balanced pipeline relative to outcomes, results and forecasts.

The more accurate you can make your deadlines, the more accurate will be your b2b sales forecasts. Accurate sales forecasts are important for you and more important to the sales management and the sales team’s credibility with senior management.

There are only three main sales strategies that all sales people, no matter what they sell, have to do. They need to find some customers, they need to manage those customers and then they need to close some business – that means… filling the pipeline, managing the pipeline and closing the pipeline. Ultimately, pipeline management is about managing your portfolio of opportunities to meet your target and then ensuring it is enacted within the team towards a common goal, that of targeted business sales. m

Vol 96 - Issue 4

FULL PAGE AD 33

special feature

Essential Supplies It’s important for office productivity that a business always has a ready supply of office consumables such as teas, coffees and cleaning products.

However, a large part of the valuable office budget can be squandered if this expense is not properly managed.

Make you and your staff’s life easier by using wholesale office suppliers who source best price and buy in bulk to offer a variety of choice…. And have all delivered with your monthly stationery order.

34

shopsa magazine

O

ne of the main benefits of buying bulk is that reputable office consumables companies tend to know their business.

They deal in large quantities of products, often for large companies. This gives them the knowledge and experience to pre-empt the needs of their customers.

Many companies that specialise in bulk office products and break room supplies also offer complimentary products, making it is easy to get everything you need in one place. For example, if a company sells bulk hand soap, they should also sell soap dispensers. With a company that knows what you need, you gain the advantage of knowing that your needs will be met timeously.

Buying supplies in bulk from a reliable supplier is the best way to ensure you have plenty of time between purchases, making the hassle of restocking a less frequent occurrence, allowing you to spend time on those things more important to running your business. Another benefit is cost savings. All businesses want to cut the amount they are spending and buying your everyday office products in bulk is a great way of doing this. Buying office supplies bulk is a cheaper and more efficient way of getting the supplies you need without sacrificing quality.

The amount of things that you can buy bulk is remarkable. If you have a look around your washroom, supply closet office and kitchen, you will be able to identify many things you can buy in bulk that will save you money and allow you to hassle less about. Almost anything you need to replenish the supply of regularly can be bought in bulk. Running out of toilet paper and paper towels in your

washroom is a barrier to happy staff and customers. Using large rolls of toilet paper and having a bulk supply available mean less time spent re-filling and re-stocking, and a large quantity in reserve means that you will be better able to keep wellstocked washrooms.

Hand soap and sanitiser can also be bought in bulk. These are supplies that are essential to maintaining a clean and hygienic work environment since preventing the spread of illness and sickness should be a primary concern of all businesses to keep everyone at work and healthy. Cleaning supplies are products that offices go through fairly quickly. Cloths, cleaning chemicals, mop heads, rubbish bags and bin liners are a few examples of things you often need and may regularly run out of, making them an ideal place to start buying in bulk and saving money.

A well-stocked tearoom or kitchen makes for a happier and more productive team. Tea, coffee and sugar are all things that can be bought in bulk - no more finding out that there’s no coffee left on deadline. Plastic cutlery and dinnerware, coffee stirrers and the like are a great alternative to breakable items that need washing, however they do tend to go quickly. A good supply of these will keep you running full steam. In every workplace there will be more things that you could save time and money on by buying in bulk - stationery, paper, consumables... the list goes on. So contact your local stationery supply office and find out how buying office supplies in bulk is a perfect way of keeping these small things under control, which gives you more time to concentrate on the most important part running your business! m Call shop-sa on 011 880 1147 to assist you in sourcing a supplier of break room supplies.

Vol 96 - Issue 4

special feature

Matching comfort with elegance There is nothing more impressive than walking into an executive office and seeing the CEO swinging non-chalantly in a plush, high-backed leather chair. While there is no doubt that office décor can exude visual sophistication, what it doesn’t reveal is its level of comfort, support and ergonomic design that assists in a person’s productivity.

W

hile most of us don’t have the opportunity to choose our own office chair, you can ensure that you use your current one to the best of its ability and your physical health.

Here is a short step-by-step guide on how to adjust an office chair for the perfect fit brought to you by the Lawrence Livermore National Laboratory. A summary of the seven steps are listed below:

1. Adjust the height of the seat so the feet rest flat on the floor 2. Ensure there is no pressure on the backs of the knees by leaving a space equivalent of the width of three to four fingers between the edge of the chair and the knees.

3. Adjust the tilt of the seat, if applicable, to be appropriate for the task. A downward tilt is appropriate for keyboard work.

4. Adjust the backrest tilt to an angle between 90 and 120 degrees. The selected angle should adequately support the back.

5. Adjust the height of the backrest to assure firm support of the lower back.

6. Adjust the armrest supports to fully support the arms and relieve pressure from the neck and shoulders.

7. Observe the user of the chair and make minute adjustments if there is any evidence of discomfort.

By ensuring your employees are comfortable and supported by a quality chair, you will be helping them to be more productive and avoid injuries that could put them out of work further down the line.

Contact your local stationer to enquire about furniture catalogues and the sourcing of best buy office furniture products for your personal and business environment. m

www.shop-sa.co.za

shopsa magazine

35

personability

COMPANY PROFILE Wendy Dancer recently joined shop-sa to facilitate the filming and production of training videos and product features for members wishing to utilise this service. Please call Wendy Dancer on 011 880 1147 should you wish to produce a training or product feature video of your service or products.

Joy to the world This issue we feature Wendy Dancer, product training and web facilitator at shop-sa.

Q&A

Tell us about your childhood and some favourite memories growing up? I grew up on a farm in Hout Bay. Some of my favourite memories are of my four horses, early morning rides over to Sandy Bay and Sunday dinners with my Mum, Dad, brothers and sister.

At what stage of life do you find yourself now?

All the children have left home and it is now just Ronald and I. It is now our time to do all the things we have put on hold over the last 26-odd years.

What is your life’s motto or personal brand?

Always put yourself in the other person’s shoes before you say or do anything.

Use three words to describe yourself: Lights, camera, action!

What is your business philosophy?

Success is out there, you just got to go get it.

Briefly describe the highlight of your working career.

The opening of the audio visual studio at Waltons was a high point for me.

What do you do best?

“Tee Hee, no comment....”

What has been your greatest lesson in life?

Being a mother.

Tell us about the highlights or achievements you have enjoyed in your career?

A good shoot, with a minimal edit and stunning final production…

If you could change one thing in your industry, what would it be?

That clients have bigger marketing budgets.

How do you handle stress?

Head on.

What makes you happy?

My man and my children, laughter and love.

What is the one thing you can’t do without?

Music.

How do you spend your Sundays?

In the garden and the kitchen - Sunday roast is a must in our home.

36

shopsa magazine

What is your favourite website?

Facebook and YouTube.

What is your favourite retail store?

Mr Price Home.

What was the last new thing you bought?

My Canon 7D. What is your favourite song currently?

‘Party rockers’ by LMFO - but I can’t get the shuffling right!

Do you have a hobby outside of work?

Photography.

Where do you like to go on holiday?

Anywhere on the coast, preferably with no cell phone coverage.

What car do you drive and why?

Chevrolet Aveo - it’s cute and super economical and has a bigggggg boot.

Favourite social beverage?

Red wine and Jaggies (Jagermeister).

Favourite perfume?

Paloma Picasso.

Tell us something about yourself, we didn’t know.

I am terrified of doctors and needles.

How are you ‘proudly South African’?

I’m still here.

Do you practise ‘greening the earth’ in your personal or business life? Yes, I do not use pesticides or chemicals that are harmful to the environment. As a result our garden is a haven for all types of birds, lizards and red back toads to name but a few.

What are your small indulgences in life?

Cooking a really decadent meal with all the things you ‘should not have’ and picking fresh chillies out our own garden.

Where/when do you read your copy of the shop-sa magazine? While sitting on the veranda with the dogs and cats, having my evening glass of red wine.

Vol 96 - Issue 4

Rexel’s CANSA support reaches

FULL PAGE AD 37

A percentage of the sale of these products is donated to the Cancer Association of South Africa (CANSA)’s Women’s Health campaign.

0M 18Y 18K

raised to date!

Pantone 444C / 9C 0M 6Y 47K

C 50M 0Y 0K

Pantone 688C / 0C 50M 0Y 20K

40% Pantone 226C / 0C 20M 0Y 0K

Pantone 305C / 55C 0 15Y 0K

Rexel staff take great delight in supporting other CANSA initiatives such as Shavathon.

Nobo Easels

Rexel Auto+ Shredders

GBC C12 / C20 CombBind

Eco Stapler

GBC Quickstart H318 / H320

Rexel Easy Touch Staplers

Rexel Eco Punch

Rexel ET230 Punch

www.rexelsa.co.za

association news Stabilo sponsors Lions cheerleaders In March, Stabilo took to the rugby fields with its sponsorship of the FeLions, the MTN Lions cheerleaders, for the 2012 Vodacom Rugby Super 15. Shaun Attwell, marketing manager for SSC, says the nine fluorescent colours of the Stabilo highlighters provides for a funky look that’s always up to the minute. “So when the Lions’ most ardent supporters come onto the field to strut their stuff in cheering their team on to victory every match, Stabilo will be matching their youthful energy,” he says. According to Attwell there is a further synergy since the Stabilo corporate colours of red and white are the same as the MTN Lions. “The wild enthusiasm that will greet each MTN Lions victory will be reminiscent of the enthusiasm that greeted the Stabilo Boss highlighter breakthrough in 1971. The Stabilo FeLions will be positively glowing with pride with their winning team,” says Attwell.

Antalis applauded for content management system sales

Croxley sponsors Jacques Rudolph In March Croxley became the sponsor of Jacques Rudolph, South Africa’s left-handed cricketer, who has made a come-back to the Proteas Test side this season. The Croxley brand will appear on Rudolph’s bat further cementing Croxley’s association with style and quality. After five years away from the international arena, Rudolph returns to the South African side.

His test debut in 2003 was when he

38

shopsa magazine

made his mark on the international cricket scene with a double century, an unbeaten 222 against Bangladesh in Chittagong. That year he was also voted South African Cricketer of the Year. Trevor Girnun, managing director of Silveray Statmark Company, says they are proud to be associated with another century-maker. “I am proud of Croxley’s sponsorship and will do everything to ensure the company’s faith in me is justified. Having that famous name on my bat gives me an added incentive to do well,” says Rudolph.

Sales of the GN4 Content Management System have exploded internationally since Miles 33, a supplier of publishing solutions, purchased Tera DP, a content management company, in 2010. “Having being partners with Miles 33 for as long as Avusa we are pleased with the worldwide boom the GN4 platform is experiencing.

The system is assisting publishers to become more efficient in managing their multi-channel content,” says Keith Solomon, director for Antalis South Africa.

GN4 is a newsroom content management system that has unique architecture based on modern web services orientated principles and represents flexibility that few other systems can match today. Michael Moore, chief executive officer for Miles 33, says they are extremely grateful to Antalis, who is part of their network of GN4 and CMSA distributors. “We wish to thank them for their involvement and in playing a significant part in the explosion of content management user licenses,” he says.

Vol 96 - Issue 4

association news

O’Carroll gives birth to twins On 17 January Debi O’Carroll Weber, divisional buying manager for CNA Creative Division, gave birth to twins Alexander and Abigail at Morningside Clinic. The twins were born by C-section at approximately 15:40 with Alexander weighing 2.1 kilograms and Abigail weighing 2.6 kilograms, following a smooth pregnancy and delivery.

“We absolutely love the children and have been truly blessed, firstly with Oliver and now with Alexander and Abigail,” says O’Carroll.

Henkel has new sustainability strategy for 2030 In the 21st issue of Henkel’s Sustainability Report published on 8 March, the company presented its new sustainability strategy for 2030. “At the core of the strategy is the goal of achieving more with less and tripling its efficiency. The new sustainability strategy applies to all business sectors and the entire value chain,” says Kasper Rorsted, chief executive officer for Henkel. By 2030, Henkel aims to be using only one-third of today’s inputs for every euro it generates. To reduce its ecological footprint and make sustainable consumption possible, the company has defined three major approaches of products, partners and people. All 47 000 employees around the world will make contributions to implementing the new strategy.

“We must find ways of achieving more with less. Not only do we have a duty to future generations to pursue sustainable development, sustainability also makes economic sense and is an important competitive factor,” says Rorsted.

Staedtler bids farewell to Evans and welcomes Pickering-Dunn

LaserCom appoints new development manager Warren Rother has been appointed as the business development manager at LaserCom, a Bytes Document Solutions company.

He will head up the sales division of the company and will focus on exploiting business opportunities presented to LaserCom. Prior to joining LaserCom, Rother was employed as the business manager for sub-Saharan Africa and a programme manager for EMEA at HP. He began his career in civil engineering, moving into sales and marketing in the steel industry. Rother will oversee customer engagement, business development and implementation of progressive technologies in LaserCom’s field of expertise as a business communication specialist. “My role will involve heading up initiatives to attract new customers and create new markets for our products and services. I’m looking forward to driving revenue in the company and ensuring added value for existing clients,” he says.

Staff at Staedtler South Africa said goodbye to John Evans, managing director of the company, after nine months service to the South African subsidiary, on the 23 March.

He celebrated his 45th year anniversary at Staedtler SA on 1 March 2012 after joining Staedtler UK in 1967, where he spent 33 years as the managing director. Evans arrived in South Africa in June 2011 on an international project to recruit sales leadership and a new managing director for the South African subsidiary. He appointed Kerry Harrison as national sales and marketing manager in September 2011 and Samantha Pickering-Dunn as managing director, in February 2012. The new director hails from KPMG where she was associate director in transactions and restructuring.

“Pickering-Dunn brings with her a wealth of experience after a successful and varied career in several large local and international companies,” says Harrison. www.shop-sa.co.za

shopsa magazine

39

association news

Trodat employees achieve first aid certificates

Looking for an accredited reseller?

Four employees of Rubber Stamp and Engraving completed a two day First Aid course achieving their First Aid certificates during February. Khosi Nete, internal sales clerk, Claire Makgabalo, typesetter, Joseph Mollo, warehouse assistant, and Gcobani Nete, production assistant, received their First Aid certificates from Clive Heydenrych, managing director of Rubber Stamp & Engraving Co. “Management at the company are extremely proud of the achievement of our employees,” says Lyn van den Berg, sales director for Rubber Stamp and Engraving Co.

You need a copy of the Stationery & Office Business Directory The official guide to accredited stationery, school and office product dealers

ISSUE 7 • 2011

THE BUSINESS DIRECTORY TO STATIONERY, SCHOOL & OFFICE PRODUCTS RESELLERS

Discover Sappi’s new knowledge platform Go to www.sappi.com/houston. Discover a brand new site to gain and share technical knowledge on the printing business.

Enjoy eye-opening insights, useful tools and an online chat service with Sappi’s technical staff members in your own language. And there’s more: extend your network by meeting interesting people in the business.

Parrot give generously Parrot Products recently sponsored R 10 000 worth of products to the school that collected the largest quantity of toys for The East Coast Radio Toy Story charity drive. The toys will be given to underprivileged children in various crèches, schools and hospitals in KwaZulu-Natal.

KwaZulu-Natal Branch Manager Lynne Acklom (left), centre is Mr Gounden principle of Deccan Road Primary School and on the right is Abi Ray, DJ from East Coast Radio.

Call 011 880 1147 or info@shop-sa.co.za

Shop-sa apology shop-sa offers its sincere apologies if we in any way distressed or offended readers with the use of a caricature image of Hitler as it appeared in the Punchline section of issue Vol 96 Issue 3.

40

shopsa magazine

Vol 96 - Issue 4

association news Let’s go BIG for CANCER The Waltons Nelspruit Distribution branch recently set a challenge to the Waltons Group to collect R3 000 to donate to the Cancer Association of South Africa.

The Branch Manager Henning Viljoen volunteered to shave his hair off if the target was met.

When the R3 000 target was reached, Elizabeth Delange, a sales representative from the branch, volunteered to shave her hair, if the target was raised to R6 000. Waltons opened their hearts and gave generously. At the final challenge, an amount of over R7 000 was raised.

The branch then entered and took part in

the CANSA sprayAthon and ShaveAthon held on the 2 March 2012. They also took part in the CANSA Relay for Life, which took place on the 10th of March 2012, starting at 6pm and ending on the 11th of March at 6am. At this event they handed the money over to the Cancer Association of South Africa. Seen here are the before and after photo’s of Henning Viljoen and Elizabeth Delange. Well done to all who took part so bravely in the challenge and for opening your hearts to this good cause.

Ed’s note – Henning, the shop-sa team think you look very handsome with a shaved head!

Back: Henning Viljoen, Ina Conradie, Gaveline Kleinsmidt, Marita Smith, Lourensia Legrange, Zonika Thompson, Santie Swart, Elizabeth Scheepers, Larissa Linde, Dean Hoffman.

Front: Bernadette Rabie, Abby Alston, team Captain Jay Fildes, Belinda Fildes and Adrian Fildes.

Back: Ina Conradie, Lourensia Legrange, Henning Viljoen, Rian De Bruyn, Colin Malambe, Lorette Swanepoel, Santie Swart, Ellen Malisa Middle: Bernadette Rabie, Jay Fildes, Beverly Du Toit, Verah Mashaba, Florence Langa, Larissa Linde

16510_ADVERT.pdf

1

2012/03/16

1:55 PM

Front: Elizabeth Scheepers, Elizabeth Delange, Linda Vrooyen, K’le Botha and Angie Mogorosi

Elizabeth Delange and Henning Viljoen

Half Page AD 41

pod16510

online savvy Acknowledgment Adrian de Beer is an IT professional with almost 10 years experience in hardware, software, network and server support. He recently completed full Microsoft certification in Microsoft SQL Server Administration and is employed as the system support manager for a telecommunications company.

Securing your network – An anti-virus review With countless computer viruses threatening to cause major damage and loss to the IT system of a business, it is important to know your options in antivirus software available to protect your company against any virus disaster.

V

iruses are a real threat in today’s business environment and it is important for business owners to be aware of how their information may be threatened.

The list is endless, from spyware, phishing applications and keyloggers, which steal personal information and monitor your activity on the internet, to more dangerous applications like worms and Trojans, which infect your network and replicate across all workstations. Thankfully there are a myriad of choices for defending your network against these threats.

According to recent studies, the following anti-virus solutions have scored high marks in defending systems best:

BitDefender Antivirus Great for home and small business use, this powerful anti-virus application works silently in the background, eliminating threats as they appear. It will occasionally request user input to deal with more stubborn threats, but in general acts as a silent guardian, making sure your workstation is virus-free.

This versatile application can be installed on Windows, MAC and mobile operating systems and is also reasonably priced. A recent review by a leading online reviewer stated the only language that BitDefender

42

shopsa magazine

does not support is Klingon, making it easy to support and use worldwide.

Kaspersky Antivirus An extremely powerful anti-virus solution, Kaspersky Anti-Virus recently gained top marks in market tests by detecting and eliminating 100% of threats, from old as well as new viruses. The product is easy to install and will run silently in the background, only warning you of threats as it eliminates them. Unfortunately the price is a bit high, but includes three user licenses, which means that it can be installed on multiple computers.

Norton Antivirus This versatile anti-virus application has been around for years, always improving with each new iteration. Independent anti-virus labs love using Norton because of its ease of use and its efficiency at removing threats.

Installing Norton is a breeze, even on systems rendered unstable by existing threats. Norton is a bit more expensive than BitDefender, but is still reasonably priced, and can be installed on any operating system.

ESET Nod32 Antivirus 5 This fast and efficient application is famous for eliminating a wide variety of threats quickly and easily without slowing down your system. It is perfect for home users and small businesses. Everything happening on the system is scanned in real-time and

threats are eliminated silently and efficiently.

If you are running on a laptop, switching from power to battery will cause the anti-virus to switch to power saving mode, so as not to create a drain on your battery life. ESET is priced very similarly to Norton and is an easy to use and efficient purchase.

Symantec Endpoint Protection I’ve saved the best for last. Symantec Endpoint Protection is an all-round winner. It can be installed as an unmanaged client on a user’s machine, functioning as a normal antivirus, or it can be installed as a fully fledged enterprise solution running from a server.

When running in server mode, it will monitor and manage all clients installed on computers throughout the network, silently distributing updates and dealing with any security threats that arise. It is capable of full reporting for network administrators and is very easy to use. It is one of the highest rated anti-virus solutions available and is reasonably priced as well. It is the one I would recommend for all your security and threat removal needs.

There is no shortage of well-priced, powerful applications available. These are but a few of the multitude of choices. While there are free versions of anti-virus solutions available, they don’t protect nearly as well as the applications mentioned in this article. As the saying goes, being cheap always costs more in the end. m Vol 96 - Issue 4

crime alert

Crime Alert Banking Crimes Deposit Slip Scams continue unabated in the Stationery industry. To prevent becoming a victim of this type of commercial crime, here are some of the modus operandi criminals are using when targeting businesses.

How the scam works Scenario A • Supplier is approached via telephone or e-mail with an order • A deal is structured, usually involving a direct deposit into the supplier’s bank account • A copy of the stamped bank deposit slip for cash is faxed to the supplier • Goods are released to fraudsters • A fraudulent cheque is deposited instead of cash and the deposit slip is fraudulently amended • The cheque is unpaid due to it being fraudulent • The supplier’s bank account is debited • The supplier is unable contact the ‘client’ and suffers the loss Scenario B • Supplier is approached via telephone or e-mail with an order • A copy of a stamped bank deposit slip for cash, for a higher amount than agreed to, is then faxed to the supplier • The ‘client’ then contacts the supplier and requests that the excess amount be electronically transferred to a specified account • On the strength of the faxed copy of the deposit slip, the supplier refunds the excess amount • A fraudulent cheque was deposited instead of cash was deposited and the deposit slip was fraudulently amended • The cheque is unpaid due to it being fraudulent • The supplier’s bank account is debited • The supplier is unable contact the ‘client’ and suffers the loss as the funds have already been withdrawn from the fraudsters account Scenario C • A supplier is approached by telephone or e-mail with a request to place an urgent order • A deal is structured, usually involving a direct deposit to the bank account of the supplier • An internet transfer receipt is fraudulently manipulated to reflect a ‘transfer’ to the suppliers account. The transfer could be for the exact amount of the order as in Scenario A, or for an amount in excess of the agreed amount as in Scenario B • The fraudulent Internet Receipt is faxed to the www.shop-sa.co.za

supplier • The goods are released to the criminals OR the ‘excess’ refunded as previously described • The bank account of the supplier is debited with the ‘refund’, but the incoming transfer never materialises • The supplier is unable to contact his ‘client’ and suffers the loss Scenario D • A cheque is deposited to an unsuspecting client’s account without their knowledge • A letter on a false letterhead purporting to be that of a well known entity or institution is faxed to the client in which it is said that an amount has been paid to the client’s account.

The letter provides details of an account to which the ‘refund’ must be made • The client is sometimes contacted by someone who then confirms the content of the letter, stating that it is important to affect the refund very urgently • The client makes the payment • The cheque is unpaid, leaving the client to suffer a loss Do’s • Contact the entity or institution on a number ascertained from the telephone directory and confirm the request • Be cautious of clients who want to ‘keep their distance’ • Retain complete records • Confirm details of payments with your bank Dont’s • Do not be pressurised due to urgency • Do not relax controls and procedures • Do not proceed if you have any doubts • Never use the number provided by a caller or provided on a faxed letter

Keeping shop-sa members abreast of criminal and fraudulent activity in the stationery and office products industry Platinum sponsors:

By Gav in Moffat

levels.

Gold sponsors:

Phone crime stop on 08600 10111 if you have information about any crime, or any suspicious activities, or if you think you have useful information that may help prevent a crime or help the police in the investigation of a crime which has already taken place.

Callers can remain anonymous Calls are not traced, and your telephone number is not visible. The unique code you are given allows you to phone back at a later time if you remember something further, or want to enquire about the case. Alternatively you can email crimestopgauteng@saps.org.za For further information about how the SAPS can assist you, visit www.saps.gov.za.

silver sponsors:

To sponsor the Crime Alert page contact 011 880 1147

REPORT s h o p sCRIME a m a g a z iAT ne info@shop-sa.co.za

43

shop-sa & local events

Diarise now Gauteng Infotainment Evening Date: 23 May Cost: TBA Venue: Killarney Country Club

The theme of the first Gauteng infotainment evening of this year will be ‘Going Green’. Each year the association holds two infotainment evenings which aims to educate the industry on topics pertinent to the industry and assists with advice in running businesses more effectively. For more details contact David Nkabinde at shop-sa office on 011 880 1147 or email david@shop-sa.co.za or Benny Maredi on 011 334 6464 or email benny.maredi@jabatha.co.za

Bloemfontein Mini Trade Show

Date: 19 April Cost: Free Venue: Protea Hotel Bloemfontein Central All suppliers and resellers in the industry are invited to exhibit at this trade show which serves as a platform for networking opportunities and for discussions around pricing of products.

This show is the only mini trade show for the Free State annually and benefits areas such as Lesotho and Northern Cape too. For more information contact David Nkabinde, events manager at shop-sa, on 011 880 1147 or email david@shop-sa.co.za.

KZN Mini Trade Show Date: 17 May Cost: Free Venue: TBA

All supplier and resellers are invited to exhibit at this trade show which is the first of two mini trade shows held in Kwa Zulu Natal for the year. The KZN Mini Trade Shows serve as a more affordable way for industry members to achieve exposure at a lower cost. For more information contact David Nkabinde, events manager at shop-sa, on 011 880 1147 or email david@shop-sa.co.za or Lynne Acklom on 031 571 6760 or email lynne@parrot.co.za.

44

shopsa magazine

Western Cape ‘Local is Lekker’ Market day Date: 19 to 20 June Cost: TBA Venue: Northlink College Hall (Grounds of Encore Restaurant), Panorama.

Member and non-members are invited to join in the rhythm and spirit of the Cape with a market day dressed in a Cape Market feel, complete with vetkoek, roti’s, samosa and market stalls. Visitors will be encouraged to dress ‘Local is Lekker’. Look out for more details in the May edition of shopsa magazine.

Local Events • Decorex Cape Town: 26 – 29 April, Cape Town International Convention Centre.

• Water Institute of Southern Africa: 7 to 9 May at Cape Town International Convention Centre (CTICC) in Cape Town, Western Cape.

• The Designer Boutique Show: 8 to 9 May at Roodebloem Studios in Cape Town, Western Cape.

• Marketing Indaba Conference & Expo Cape Town: 9 & 10 May, Cape Town International Convention Centre. Cost R2850 for both days or R1750 per single day. Visit www.marketingindaba. com for the full conference and expo programme.

• Africa Infrastructure Expo: 9 to 11 May at Johannesburg Expo Centre in Johannesburg, Gauteng.

• Indaba Expo: 12 to 15 May at Durban International Convention Centre(ICC) in Durban.

• Africa Health: 14 to 16 May at Johannesburg Expo Centre in Johannesburg, Gauteng.

• Hostex - South Africa: 15 to 17 May at Cape Town International Convention Centre (CTICC) in Cape Town, Western Cape.

• Nampo Harvest Day: 15 to 18 May at Nampo Park in Welkom, Free State.

• Professional Beauty Durban: 20 to 21 May at Sibaya Casino and Entertainment Kingdom in Durban, Kwzulu Natal.

• Metering Billing CRM-South Africa: 21 to 24 May at Johannesburg Expo Centre in Johannesburg, Gauteng.

• SatCom Africa: 21 to 24 May at Sandton Convention Centre in Johannesburg, Gauteng.

• African Utility Week: 21 to 24 May at Cape Town International Convention Centre (CTICC) in Cape Town, Western Cape.

• National Occupational Safety, Health and Environment Board Conference and Exhibition: 22 to 23 May at Silverstar Casino in Krugersdorp, Gauteng.

• Good Food and Wine Show Cape Town: 24 to 27 May at Cape Town International Convention Centre (CTICC) in Cape Town, Western Cape.

• Grand Designs Live – Johannesburg: 25 to 27 May at the Coca Cola Dome in Johannesburg, Gauteng.

Vol 96 - Issue 4

FULL PAGE AD 45

shop-sa & local events

shop-sa 2012 event calendar April

May

TBA| Western Cape Barnyard Function & Welcome Willowbridge.

19| Bloemfontein Mini Trade Show

Protea Hotel Bloemfontein Central

July

17| KZN Mini Tradeshow Venue to be announced 23| Western Cape Action Cricket.

Montague Gardens Arena 23| Gauteng Infotainment Evening.

Venue to be announced

August

13| KZN Golf Day

Venue to be announced 18| Gauteng Sports Day

Venue to be announced

16| Gauteng Women’ Day

Venue to be announced 17| KZN Women’ Day

Venue to be announced 22| Western Cape Women’ Day

Venue to be announced

October TBA| Western Cape Golf Day

Metropolitan Golf Club 18-19| Gauteng Maxi Trade Show

Venue to be announced 15-19| Inovocom Annual Conference

46

shopsa magazine

June TBA| KZN Action Soccer

Venue to be announced 18-19| Western Cape Mini Trade Show Encore.

Panorama 21 Polokwane/Mafikeng Mini Trade Show

Venue to be announced

September 14-16| Office National Annual Conference 6| Nelspruit Mini Trade Show

Venue to be announced

November TBA| Beswick Bowls

Venue to be announced TBA| Western Cape Year End Function

Venue to be announced 29| Gauteng Year End Function

Venue to be announced

Vol 96 - Issue 4

social response

shop-sa member donation provides books to schools

Muslim association’s campaign successful The Muslim Refugee Association of South Africa (MRASA), a non-profit organisation (NPO) uplifting refugees and locals through religious, social, moral and academic means, has raised R15 000 worth of stationery in their Back to School Campaign. The campaign was started following a frequent request from refugee parents who could not afford stationery for their children once school begins each year. Some of the stationery items distributed include books, pens, pencils and bags. According to Wagogo Ramadhan, director for MRASA, the Back to School campaign has played a big role in changing the lives of many families because now parents don’t have to worry about the stationery of their children. They look for families struggling to sustain themselves through representatives at schools in various areas and distribute the

Twelve schools across Gauteng and the Kliptown Youth Program, a non-profit organisation, without books or a library, received a moveable library coutesy of a donation of R40 000 by shop-sa and seven of its’ members. The members who made the donation included Kolok, Rexel, Mondi, Beswick, ACT, Office National and Waltons. One of the schools which benefitted from this initiative include Wisani Primary school in Pimville, Soweto. Denis Creighton, chairperson for the Soweto Youth and Developments Project, says he would like to thank shopsa on behalf of all the schools. “Wisani Primary School caters for grades R to seven and had no library or any books until this intervention. We received the books arranged through the Travelling Bookshop’s Masixhasane foundation thanks to the association’s donation,” he says. He says the principal, deputy principal and staff, as well as the children were very excited about the new library. “As a result of the association’s donation, the Gauteng Education Department has also agreed to send a supply of library books to all participating schools so the donation has been multiplied,” says Creighton. m

www.shop-sa.co.za

Waltons and Mondi raise funds for seven charities

available stationery to them. “With many requests from under-privileged families both refugees and local, we appeal to members of the stationery industry to assist with donating stationery to our organisation and using MRASA as a vehicle to do such work,” he says. m

From September to December 2011, Waltons and Mondi ran a promotion raising R55 000 for seven charities across Gauteng. The charities included Little Eden, Safe and Sound Learning Association, Nkosi’s Haven, Ulusaba Pride ‘n Purpose, Lochvaal Umfuleni Welfare, St John’s Care Centre and Lourie Youth Centre. For every box of Rotatrim bought during the promotional period, 20c was donated to the funds for donation. Wish lists were submitted by each charity items including food, baby formula, a washing machine, stationery items, computers, projectors and toiletries were bought for the organisations. Representatives from various Waltons branches visited the organisations to do the handover and were taken on a tours of the home to show how they are run, what activities take place and were introduced to the residents, learners and staff. m

shopsa magazine

47

sales insight Acknowledgment Mark Hunter is a speaker and sales consultant. For more information visit www.thesaleshunter.com

Does Volume Make Up for Low Price?

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the expectation that this new customer will quickly become a high-profit customer. The sales manager has heard the same plea hundreds of times before, and yet for some reason, the salesperson and the lack of current sales suddenly make offering a discount very attractive.

48

shopsa magazine

Vol 96 - Issue 4

I

t’s as if we’re watching the unveiling of a very slow accident that is completely avoidable and yet happens anyway. The salesperson gets it into his or her head that the only way to close the deal is by discounting the price. They just need to convince their sales manager to go along with it. When this occurs, a major shift happens with how the salesperson does their job. No longer are they selling to the customer; now they’re selling to the sales manager. The problem with this is simple – a salesperson gets paid for selling to customers. That’s how both the top-line and the bottom-line are made.

If you’re reading this and you’re a salesperson, here is some very simple advice.

Contrary to what you believe will happen, you will never make up in long-term profit what you’re about to give up with your immediate discount. Sure, there are always exceptions to this, but such exceptions are similar to me winning the lottery. Is it doable? Yes. Is it probable? NO! When you discount the price, the new price is now the price of value the customer is willing to pay. When they’re offered the price once, they will expect it again and again. When you attempt to move the price to the “normal or regular” price, they see it as a price increase. Even if you do get the price up to the “normal or regular” price, you’re still behind the profit curve because of all the product you sold to the customer at the lower “discounted” price.

I hear this argument a lot: “You don’t understand. If I didn’t offer the discount, I would never have had the opportunity to move the price up, because they would never have become a customer.”

My response is always the same: “So what! It doesn’t matter.” In your quest to get the customer, you cut your price. But you did so much more than that. What you did was cut your profit rand for rand. That is a very simple fact of what happens when you cut your price. It’s highly unlikely you cut the cost of your goods or services, because your goal is to get the customer to experience what you can do. That means the only place to cut is your profit.

Here’s the deal: Your ability as a salesperson is not in how much you sell, but in how much you earn for your company. It’s the bottomline profit that counts, and anytime you reduce your price, you’re slashing your profit. www.shop-sa.co.za

sales insight There is not a sales manager out there of any quality who will allow any salesperson to spend their valuable time trying to sell internally. The focus must be on external selling. Focus first on creating value by determining the needs of the customer.

Then position your product or service as the solution, and do so at full price.

This is the only strategy that ensures you are not only protecting profit, but also ultimately in a place to increase it!

Your Customer’s Price Investment Ratio (PIR) Have you ever really considered how price affects your customer with regard to their perceived benefit? Too often, we use a simplistic approach to determining a price – figure the cost to produce a product or service, tack on some arbitrary percentage, and call it good, right? Price, though, is consequential in ways we may not initially consider.

The price a person pays for something goes a long way in determining the perceived benefit they expect to get from it. The perceived benefit cuts two ways. First, the expectation of service goes up the more a person pays for something. Second, the perception of what they’re gaining also goes up with the amount they pay. The two are not opposites; they work in tandem, and in nearly all businesses, this tandem relationship can and does work to your advantage.

Many companies, hopefully including yours, are known for delivering incredible service. This quality service may be what your customers comment upon and why they are willing to refer you to other customers.

This level of service comes at a price. One of the things you always should be doing is explaining to and showing your customers how your level of service helps them.

The more you share this type of information with your customers, the more comfortable you become in seeing the value of what you offer. Having confidence in your service allows you to increase your “Price Investment Ratio” (PIR). This all has to do with what you expect customers to pay.

For the customer, the PIR is revealed when you help frame their expectations. To help explain this best, let me refer to what I call the “IBM paradox.”

This is the belief people have that although you will pay more for anything you buy from IBM, you will never be fired for using IBM. What this means is there are plenty of companies that sell the exact same items and services as IBM, but at a less expensive price. Although other vendors will be less money, there is a level of safety and

confidence in using IBM – so much so that it translates to a premium price that customers will pay.

The “Price Investment Ratio” (PIR) is the amount over the minimum amount a person would have to pay for something. They are willing to pay it to feel confident in what they are buying. You might say the PIR should really be the CP – the “Confidence Premium.”

There are no two ways about it – when you have great service but do not reflect it in your PIR, then you are underselling. If you are underselling, you are not making the profits you could be making.

I can hear some of you at this point thinking, “What if we don’t have a solid sense of how good our customer service really is?”

In other words, maybe your company receives very few complaints, but at the same time, you are not sure if your service is at a higher calibre than what your competitors bring to the table.

In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers to get them to tell you what your service means to them.

Once you do this, you can then match up what existing customers are telling you with what prospective customers are asking you to do. When you grasp this, you begin to understand what the PIR really should be.

How much “investment” is the customer willing to make in going with you instead of your competitor?

As I have often said, in the B2B arena, companies don’t buy anything, they only invest. If your customer can’t see the return on investment, they won’t invest – they won’t pay the price you want to get.

When they do see the value, though, then you can feel very confident in charging a price above what your competitors charge.

Don’t settle for a lower price when doing so is detrimental to your bottom line. m shopsa magazine

49

product showcase

MaxStamp with reversible ink pad Get double the number of impressions with our unique reversible ink pad.

All our ‘flip pad’ stamps are made of recycled materials.

Tel: 011 453 7012/9439 Fax: 011 454 4995/3758 Email: aquarius@imaginet.co.za

Rexel Auto+ 60X Shredder Rexel’s Auto+ 60x shredder has been designed for personal/home office shredding. Automated shredding up to 60 sheets (80gsm). Also shreds up to 5 sheets through a manual feed slot.

Confetti cut 4 x 45mm and a security level of S3 (cuts 1 A4 into approximately 400 pieces).

15 Litre pull out bin with viewing window. Credit card shredding slot with quiet operation at < 60 dBA!.

Hands Free Technology means you simply STACK, SHUT and GO!

Tel: 011 226 3300 Fax: 011 837 9489 Web: www.rexelsa.co.za

Rexel Auto+ 100 Shredder Rexel’s Auto+ 100 is a personal shredder that automatically shreds up to 100 sheets (80gsm) at a time. This super quiet S3 cross cut shredder cuts 1 A4 page into 4 x 50mm confetti pieces. It has a bypass slot for manual feed of up to 6 sheets (80gsm) as well as a credit card shredding slot. Other features include LED indicators for Bin Full, Cool down, Feeder door open, Jam detection and a 27L pull out bin with viewing window. Compact size and integral sliders make it easy for under the desk storage and removal. Auto shut off after 2 minutes of non use.

Hands Free Technology means you simply STACK, SHUT and GO!

Tel: 011 226 3300 Fax: 011 837 9489 Web: www.rexelsa.co.za

Rexel Auto+ 250X Shredder The Auto+ 250X is a medium security shredder ideal for the small office environment. Automated shredding of up to 250 fastened sheets (80gsm) in one fill. This shredder incorporates reliable roller based auto feed technology for infrequent bulk shredding. Includes Mercury Anti-Jam technology when manual feeding of up to 8 sheets. Internal credit card and CD shredding slot with separate waste bin. Staples and paperclips do not need to be removed. Security level S3 which confetti cuts paper into 4x40mm pieces (1 A4 into approximately 400 pieces). Includes a 4 digit pin code lock for secure, walk away shredding. Self cleaning cutter prevents paper build up. Ultra quiet and auto power shut off saves energy. 40L pull out bin for easy emptying.

Tel: 011 226 3300 Fax: 011 837 9489 Web: www.rexelsa.co.za Hands Free Technology means you simply STACK, SHUT and GO!

50

shopsa magazine

Vol 96 - Issue 4

FULL PAGE AD 51

Easy-to-use, attractive shelf saver

INTRODUCING THE NEW CONTIFILE!

Make your Home or Office 33% More Space Efficient & SAVE CASH!

The Contifile is light, attractive, durable and recyclable. It comes in a variety of department-specific colours and by removing the keyhole clip holding mechanism, is re-usable.

CONVENIENT & STURDY

Contifiles stand alone on a desk-top.

-sa See Shop or website f y or introduct offer.

EASY INTEGRATION

AT WORK OR AT HOME

Contifiles fit into top-retrieval filing cabinets along side unitised filing.

Contifiles are more space efficient on shelves, fitting 8 vertical shelves into a 2m high shelving unit.

ON A SHELF, IN A CABINET OR ON A DESK, THE CONTIFILE STANDS ALONE.

Tel: 078 633 8132 Email: info@contifile.com Web: www.contifile.com

buyer’s guide

A ADDING MACHINE ROLLS, POINT OF SALE AND MACHINE ROLLS BSC Stationery - Treeline PaperGeni Rotunda SSC - Croxley ADHESIVES, GLUES AND SPRAYS BSC Stationery - Treeline, Bantex, BIC, Bostik, Ponal, Pritt, Pentel, Faber Castell, Staedtler Palm Stationery Manufacturers - New Wave Freedom Stationery - Marlin SSC - Penguin office paste, wood glue, padding compound, UHU glue sticks, super glue, clear glue, Leeho glue sticks.

ADHESIVE NOTES 3M SA PTY Ltd - Post-it ® BSC Stationery - Stick ‘n Notes SSC - Sellonotes

52

ART, CRAFT, GRAPHIC AND DRAWING MATERIALS BSC Stationery - Treeline, Pentel, Pilot, Henkel, Bostik, Staedtler, Faber Castell CTP Stationery - A4 coloured poster boards Faber Castell - Comprehensive range Freedom Stationery - Marlin Max Frank - Uni, Artline Pentel S.A (Pty) Ltd. - Oil pastels and watercolour paint SSC - Croxley, Pelikan, Penguin drawing inks, Stabilo Carbothello, Rotring Technical

B BAGS AND CASES Bantex - Moulded pencil cases BSC Stationery - Treeline, Penflex, Gotcha, Staedtler, Bantex Flip File - Business cases.

Freedom Stationery - Space Case and Marlin Kolok Unlimited - Kenton laptop bags and backpacks Rexel Office Products - Kensington

52

shopsa magazine

BATTERIES BSC Stationery - Eveready Nikki Distributors - Duracell Batteries Nikki Distributors - Energizer Batteries.

BIN RANGE Bantex - Waste paper bins Krost Office Products SSC - Stephens.

BINDING ACCESSORIES AZ Trading - Plastic Comb, Wire, Thermal & Covers Beswick Office Products - Fellowes BSC Stationery - Treeline, Rexel, Bantex CTP Donau - Donau files and slide binders, A4 poster board Martin Yale Africa - Comb, Wire Parrot Products - Parrot Comb Binding Machines Rexel Office Products - Rexel and GBC SSC - Esselte W Vos & Co - Renz covers & combs, ringwire BINDING MACHINES AZ Trading - DSB, Neorel Beswick Office Products - Fellowes Martin Yale Africa - Martin Yale Parrot Products - Parrot Comb Binding Machines Rexel Office Products - GBC and Rexel ranges W Vos & Company - Renz.

BOARDS BSC Stationery - Bestboards, Pentel, Pilot, Artline, Penflex CTP Stationery - Flip Chart Pads Hortors Stationery - Legal Notices i.e. Basic Conditions & OSH Act and Leave and Absence Chart Freedom Stationery - Marlin Max Frank - Artline Flipchart Markers, Artline, Maxi whiteboard markers Palm Stationery Manufacturers - New Wave Parrot Products - Full range of boards and accessories. Custom boards printed to your specification.

Rexel Office Products - NOBO whiteboards, pinboards, easels and accessories SSC - Croxley, Legamaster, Edding

BOOK COVERS Bantex - Book Covers CTP Stationery - Poly Prop Donau heavy duty covers Empire Toy & Stationery - Butterfly paper Freedom Stationery Gordon’s Productions - Magic cover self adhesive book and file covers (2m rolls, A5, A4, ring binder, lever arch) Grafton Paper Products Palm Stationery Manufacturers - brown paper rolls, poly rolls, gift-wrap SSC - Tenza, Clearseal, Croxley BOOKS AND PADS Bantex - Hard and soft cover noted range BSC Stationery - Treeline CTP Stationery - Impala and premier books and pads Freedom Stationery - Manufacturers Hortors Stationery - Legal registers Impala Vuwa Stationery Manufacturers Palm Stationery Manufacturers Power Stationery - Powerstar SSC - Croxley, Lion Brand, Tudor, Sparrow BOXES AND CARTONS Beswick Office Products - Bankers Box to Boxes and Cartons CTP Stationery - Archiving Systems Tidy Files - Acid free archiving products

C CALCULATORS BSC Stationery - Treeline, Kaiser, Sharp Freedom Stationery Kolok Unlimited - Distributors of HP and Canon calculators Nikki Distributors - Truly calculators Palm Stationery Manufacturers - New Wave Power Stationery - Powerstar Rexel Office Products - IBICO SSC - Texas Instruments, Texet CALENDARS CTP Stationery - Diaries assorted sizes SSC - Sasco year planners.

Vol 96 - Issue 4

See page 58 for contact details CALLIGRAPHY Max Frank - Artline SSC - Rotring, Manuscript, Sheaffer CARBON PAPER AND FILMS SSC - Pelikan Ultrafilm, Interplastic, Plenticopy.

CASH BOXES SSC - Helix CD’S, DVD’S AND DISKETTES Kolok Unlimited - Distributors of Sony audio and video access, Verbatim, Memorex CDs, DVDs, HP media, Protech, Epson and Canon speciality media CLIP BOARDS Bantex - PVC and moulded plastic CLIP BOARDS CONTINUED CTP Stationery - DONAU brand Parrot Products - Masonite and whiteboard SSC - Croxley, Esselte CLIPS, FASTENERS AND PINS Bantex - Paper clips Freedom Stationery - Marlin Grip Binders SSC - Croxley, Lion Brand, Esselte, Helix Essentials, Stephens, Penguin Tidy Files - Filing solution COLOURING BOOKS Empire Toy & Stationery - Empire books Freedom Stationery - Marlin Palm Stationery Manufacturers - New Wave COMPUTER ACCESSORIES Beswick Office Products - Fellowes Kolok Unlimited - Distributors of Manhattan True Touch Mice (wireless, infrared, USB, scrolling etc.), keyboards (wireless, infrared, multimedia, roll-up etc.), monitors, hubs, printer cables, USB cables, keypads, web cams and graphics tablets, as well as the NU range of internal and external drives.

Krost Office Products Pyrotec - Tower Inkjet-laser labels, business cards and photo paper Rexel Office Products - Kensington Computer Accessories

www.shop-sa.co.za

COMPUTER CLEANING Beswick Office Products - Fellowes Pyrotec - Tower computer cleaning range Kolok Unlimited - Computacare

and T-card kits South African Diaries - For all your diary needs DICTATION - TRANSCRIPTION Powerhouse Dictation for Philips - Dictation, transcription, meeting recording, mini-tapes,

COMPUTER CONSUMABLES CTP Stationery - Full range of DONAU files Impression Management - see printer consumables KMP - for computer consumables Kolok Unlimited - Distributors of HP, Epson, Lexmark, Canon, Oki, Tally, Seikosha, Panasonic, Brother, Olivetti, Minolta, Kyocera, Penguin consumables Redfern Print Services - Redfern inkjet/laser/ copier labels and a full range of stationery labels COMPUTER HARDWARE Kolok Unlimited - Distributors of Lexmark, Oki, HP, Canon and Epson hardware range (printers, scanners, digital cameras and projectors) CORPORATE STATIONERY & GIFTING STAR STATIONERS AND PRINTERS CRAYONS AND CHALKS BSC Stationery - Treeline, BIC, Henkel, Faber Castell, Staedtler Faber Castell - Wave crayons and pastels Freedom Stationery - Marlin Palm Stationery Manufacturers - Chalks and Crayons SSC - Croxley, Jovi, Stabilo, Penguin

foot pedals, accessories DRAUGHTING AND DRAWING OFFICE SUPPLIES CTP Stationery - A4 Poster Boards SSC - Croxley, NT Cutters, Pelikan and Penguin Drawing ink, Maped, Rotring Technical, Helix

E EMBOSSERS AND ENGRAVING Rubber Stamp & Engraving Co - Ideal & Trodat Embossers (pocket, desk and electronic), Trotec ENVELOPES AND MAILING BSC Stationery - Leo Envelopes, Jiffy CTP Stationery - Commercial envelopes Global envelopes Grafton/Star Merpak Envelopes - Simplistic, full range of printed and plain envelopes PaperGeni SSC - Croxley, Lion Brand, Bespoke and Standard ERASERS & ERASING / CORRECTION FLUIDS

D

BSC Stationery - Treeline, BIC, Artline, Faber

DESK SETS AND ACCESSORIES Bantex - Comprehensive range - moulded plastic BSC Stationery - Treeline, Bantex Freedom Stationery - Marlin Krost Office Products Ledger Systems - Falcon Products Rexel Office Products - Rexel Eco Range SSC Stationery - Rolodex.

Palm Stationery Manufacturers - Tape/Erasers

DIARIES, PLANNERS AND ORGANISERS CTP Stationery - CTP Brand Hortors Stationery - Legal diaries Rexel Office Products - NOBO planners, refills

53

Castell, Pentel, Pilot, Staedtler, Pritt Freedom Stationery - Marlin Max Frank - Uni Pentel S.A (PTY) LTD - Hi-Polymer and Ain eraser, correction tape and pens SSC - Penguin correction fluid and pens. UHU correction roller and bottle. Helix, Maped, Pelikan, Penguin, Croxley erasers

F FAX ROLL MANUFACTURERS Rotunda SSC - Croxley

shopsa magazine

53

buyerâ&#x20AC;&#x2122;s guide

F

54

Files and filing African Filing Systems - Top retrieval filing and arching products Bantex & Viking - All filing and storage BSC Stationery - Treeline, Bantex Mobifile CTP Stationery - Full range of quality DONAU brand File-A-Punch cc Flip File - Executive display files, expanding files, Document folders, dividers Freedom Stationery - Edo / Unifile Palm Stationery Manufacturers - Lever arch, Ringbinder files, Manilla flat folders Grafton/Star Kolok Unlimited - Avery Eurofolios and Euroboxes Palm Stationery Manufacturers - leaver arch, ring binder files, manilla flat folders.

Pentel S.A (Pty) Ltd. - Display book Vivid, document file, clip file and presentation file Rexel Office Products - Prima and Rexel ranges SSC - Croxley, Esselte, Pendaflex suspension files, Twinlock filing systems Tidy Files - Filing solutions FOLDERS Bantex BSC Stationery - Treeline, Bantex CTP Stationery - DONAU Brand Freedom Stationery - Marlin Palm Stationery Manufacturers - View files, polypropylene & board folders Rexel Office Products SSC - Croxley, Esselte Tidy Files - Specialised FORMS - LEGAL AND MISCELLANEOUS Hortors Stationery - complete range of custom, company, miscellaneous, magisterial, etc.

FURNITURE - OFFICE & SCHOLASTIC Krost Office Products - accessories New Era Office cc - Specialising in all office furniture desks, chairs, credenzas, boardroom tables, etc

54

shopsa magazine

G GUILLOTINES AND TRIMMERS AZ Trading - DSB, Kobra Beswick Office Products - Fellowes, Vivid Martin Yale Africa - Martin Yale Rexel Office Products - SmartCut and ClassicCut SSC - Dahle W Vos & Co - Ideal

I INDEX TABBING AND DIVIDERS 3M SA - Post-it flags, Flag pen and highlighter Bantex - P.P and Manilla board BSC Stationery - Treeline, Bantex, Flip File CTP Stationery - DONAU Brand board and P.P Flip File - Index Tabs, Flip tabs Freedom Stationery - Marlin Palm Stationery Manufacturers Grip Binders Rexel Office Products - Rexel, Mylar and Prima board SSC - Croxley, Esselte INKS KMP - for computer consumables.

Max Frank - Shachihata, Artline Rexel Office Products - Numbering machine ink Rubber Stamp & Engraving Co - Trodat, Noris fastdry, security, numbering, franking.

Laundry.

SSC - Pelikan, Penguin stamp pads and inks, Rotring, Sheaffer

L LABELS BSC Stationery - Treeline, Tower, Midmadex Freedom Stationery - Marlin Pyrotec - Tower stationery, inkjet-laser labels Redfern Print Services - Redfern Inkjet/laser/ copier labels and a full range of stationery labels

Tidy Files - Filing solutions LABELLING MACHINES Kemtek Imaging Systems - Distributor of Brother P-Touch Labelling System Kolok Unlimited - Distributors of OEM, Avery and Penguin inkjet and laser labels SSC - Dymo, Herma LAMINATING MACHINES AZ Trading - DSB, Speedlam, Lamiace Beswick Office Products - Fellowes Kolok Unlimited - Galaxy Martin Yale Africa - Fujipla Parrot Products - Parrot A4 and A3 Laminators Rexel Office Products - GBC and Rexel ranges W Vos & Co - PEAK & Renz.

LAMINATING POUCHES AND MATERIALS AZ Trading - A0 to ID card size Beswick Office Products - Fellowes Kolok Unlimited - Penguin Martin Yale Africa Parrot Products Rexel Office Products - Rexel and GBC. LEGAL STATIONERY Hortors Stationery - All legal registers, forms, diaries etc LETTER OPENERS SSC - Maped, Croxley LETTER TRAYS Bantex & Viking Krost Office Products SSC - Croxley, Twinlock, Maped, Disa, Stephens.

LOOSE LEAF LEDGERS, SHEETS, INDEXES SSC - Croxley, Twinlock.

M MAILING TUBES CTP Stationery SSC - Croxley

Vol 96 - Issue 4

See page 58 for contact details MARKERS BSC Stationery Sales - Treeline, Collosso, Penflex, Artline, Maxi, Pentel, Pilot, Bic Faber Castell - Permanent and non permanent Freedom Stationery - Marlin Interstat Agencies - Edding Max Frank - Artline , Maxi, Uni Parrot Products - White board, permanent and OHP markers. Wide range of highlighters Penflex - White board, flipchart, permanent markers, highlighters Pentel (Pty) Ltd. - Maxiflo, white board marker and paint marker Power Stationery - Powerstar Rexel Office Products - NOBO white board markers SSC - Croxley, MonAmi, Carioca, Pelikan, Penguin, Stabilo Boss, Stabilo Swing, Sharpie MATHEMATICAL GEOMETRY SETS & ACCESSORIES Freedom Stationery - Marlin Palm Stationery Manufacturers SSC - Croxley, Helix Oxford, Maped, Rotring MINUTE AND GUARD BOOKS Hortors Stationery - Company registers, minute books and other legal registers Ledger Systems - Falcon products SSC - Croxley

N NUMBERING MACHINES Rexel Office Products Rubber Stamp & Engraving Co - Reiner Dater/ Numberer (manual/electronic), Trodat

O OFFICE ERGONOMICS Beswick Office Products - Fellowes Back/Wrist/ Foot support; Notebook riser stand Rexel Office Products - Kensington copyholders, risers, footrests, wrist support and Rexel range of electric staplers and punches which reduces chances of RSI (repititive strain injury)

www.shop-sa.co.za

OVERHEAD PROJECTION AND ACCESSORIES 3M SA (Pty) Ltd. - Overhead film, transparency, multimedia Kolok Unlimited - Penguin OHP Film Max Frank - Artline Parrot Products - Data Projectors, OHPs, screens and rear projection film Penflex - Penflex Overhead projector pens Rexel Office Products - NOBO SSC - Stabilo, Penguin.

P PAPER AND BOARD Antalis South Africa - Office paper solutions Bantex - Cube refills BSC Stationery - Apex Paper - Typek,Rotatrim CTP Stationery - DONAU A4 poster boards Empire Toy & Stationery - Butterfly paper Freedom Stationery Grafton/Star Kolok Unlimited - Distributors of HP, Epson, Canon, Lexmark, Penguin and Avery Palm Stationery Manufacturers - Cubes and board Rexel Office Products - Prima SSC - Croxley TRIBE - TRIBE Inkjet Paper and Film PAPER FOLDING MACHINES Martin Yale Africa - Martin Yale W. Vos & Co - Ideal PENCILS BSC Stationery - Treeline, BIC, Faber Castell, Pilot, Pentel, Uni, Staedtler, Henkel Freedom Stationery - Marlin / Edo Max Frank - Uni Palm Stationery Manufacturers Pentel S.A (Pty) Ltd - Hotshot, Mechanical Pencil, Techniclick Pencil.

Power Stationery - Powerstar Rexel Office Products - Rexel HB & Derwent SSC - Croxley, Stabilo, Rotring, Sheaffer PENCIL LEADS Faber Castell - Extensive range, beginner to artist Freedom Stationery - Marlin Max Frank - Uni

Pentel S.A (Pty) Ltd - Ain lead, standard lead various grades SSC - Croxley, Rotring PENCIL SHARPENERS Freedom Stationery Palm Stationery Manufacturers Power Stationery - Powerstar SSC - Croxley, Carl, Dahle, Maped, Helix PENS BSC Stationery - Treeline, BIC, Faber Castell, Pilot, Pentel, Uni, Staedtler, Henkel, Lexi, Penflex Faber Castell Freedom Stationery - Marlin and Edo Max Frank - Artline, Maxi, Uni Palm Stationery Manufacturers Penflex - Penflex ballpoints and rollerballs Pentel S.A (Pty) Ltd - Superb Ballpoint, Energel Pen Power Stationery - Powerstar SSC - Sheaffer, Pelikan, Stabilo, Rotring, Penguin, Parker, Waterman, Papermate PEN CARBON BOOKS BSC Stationery - Treeline, RBE Freedom Stationery - Marlin Power Stationery - Powerstar SSC - Croxley

55

PERSONAL STATIONERY Bantex - Telephone Management, Conference and Filing CTP Stationery - Home office and personal filing system, diaries Grafton/Star SSC - Croxley, Basildon Bond, Tudor and Lion brand PLANNING BOARDS AND ACCESSORIES Parrot Products - Range of year planners, term planners, maps and in/out boards. custom printed boards designed to specification.

Rexel Office Products - NOBO planners SSC - Croxley, Sasco POINT OF SALE PRINTER ROLLS PaperGeni Rotunda.

PRINTING Star Stationers and Printers

shopsa magazine

55

buyer’s guide

P PRINTERS Kolok Unlimited - Distributors of Epson, Lexmark, Canon, HP and Oki printers

56

PRINTER CONSUMABLES Impression Management - Manufacturers and distributors of 100% brand new generic and compatible inkjet, laser toner cartridges including Prinart, Q-ink, Sanchi, Oliser. Also manufacturers of inkjet refilling machines, bulk inks and recycler supplies KMP - For computer consumables.

Kolok Unlimited - Distributors of HP, Epson, Lexmark, Canon, Oki, Panasonic, Brother, Olivetti, Kyocera, Seikosha, Tally, and Minolta consumables; Fujitsu, Citoh and Penguin PaperGeni Royce Imaging Industries - Remanufacturers and suppliers of inkjet and laser cartridges Technical Systems Engineering - Suppliers of quality compatible cartridges and bulk inks for Epson, Canon, Lexmark, HP and Samsung PUNCHES AND PERFORATORS Bantex - Plastic and Metal Beswick Office Products - Kangaro BSC Stationery - Treeline, STD, Bantex, Rexel Freedom Stationery - Marlin Krost Office Products Parrot Products - Parrot range of punches Rexel Office Products - Rexel SSC - Uno, Rapid, Maped, Lion Brand

R RUBBER BANDS SSC - Croxley RUBBER STAMPS Aquarius Media Supply - MaxStamp range and accessories Max Frank - Schachihata X Stampers Rubber Stamp & Engraving Co. - Trodat

RUBBER STAMP MANUFACTURING EQUIPMENT Aquarius Media Supply - Flash Machine 251 Rubber Stamp & Engraving Co - AZ Liquid polymer, TROTEC laser engraver, flash system

Rubber Stamp & Engraving Co - Making memories, Clearsnap, Marvy, Ranger, Bazzill, Carl SSC - Herma, Maped, UHU, Stabilo, Dahle Trimmers

RULERS Freedom Stationery - Marlin Palm Stationery Manufacturers Penflex - PENFLEX rulers SSC - Croxley, Disa, Rotring, Helix Shatterproof

SHREDDERS AND ACCESSORIES AZ Trading - DSB, Kobra, Roto, Repairs to all makes Beswick Office Products - Fellowes Kolok Unlimited - GEHA shredders Martin Yale Africa - Intimus, Martin Yale, PaperMonster Nikki Distributors - Nikki shredders Parrot Products - Parrot range of value shredders Rexel Office Products - Rexel range W Vos & Co - Ideal.

S SCHOLASTIC SUPPLIES Bantex and Faber Castell BSC Stationery Sales - Treeline CTP Stationery Empire Toy & Stationery - Butterfly Flip File - Flip File display books A5, A4, A2, A3 Freedom Stationery - Marlin and Edo Gordon’s Productions - Contact paper woodgrain, marble, pattern designs, magic covers BTS clear and coloured self adhesive paper. (2M rolls, A4 and Lever Arch). Also available plastic coated brownkraft and precut polythene covers.

Grafton Paper Products Impala Vuwa Stationery Manufacturers Max Frank - Artline, Maxi, Uni Palm Stationery Manufacturers Parrot Products - chalk boards/slates Power Stationery - Powerstar Pyrotec - Tower Adhesive Book Cover 45cm x 2m SSC - Croxley, Pelikan, Penguin, Stabilo, UHU, Maped, Helix, Lion Brand SCISSORS AND CUTTERS Freedom Stationery - Marlin Palm Stationery Manufacturers SSC - Maped, Sister, Croxley, Disa SCRAPBOOKING Rexel Office Products - Trimmers and guillotines

56

shopsa magazine

SLATES Freedom Stationery - Marlin Parrot Products - Whiteboard and chalk board SPECIALISED STATIONERY AND BOOKBINDING Ledger Systems - Law reports and periodicals SPIKE FILES Grip Binders SSC - Croxley, Maped STAMPS, STAMP PADS AND INKS Aquarius Media Supply - MaxStamp, self-inking and pre-inked stamps, ink pads and accessories.

Rubber Stamp & Engraving Co - Trodat, preinked stamps, stamp and fingerprint pads SSC - Penguin metal and plastic stamp pads STAPLING MACHINES AND STAPLES Bantex Beswick Office Products - Kangaro BSC Stationery - Treeline, STD, Bantex, Rexel Freedom Stationery - Marlin Krost Office Products Interstat Agencies - Genmes Parrot Products - Parrot range of staplers Rexel Office Products - Rexel range SSC - Maped, Rapid, Lion Brand, Helix Essentials

Vol 96 - Issue 4

See page 58 for contact details STATIONERY SUNDRIES - SCHOLASTIC BSC Stationery - Treeline, Pritt, Henkel, Staedtler, Pentel, Pilot, BIC, Bantex, Faber Castell, Artline, Penflex CTP Stationery - DONAU Scissors and cutting knives Freedom Stationery - Marlin, Edo and Unifile Palm Stationery Manufacturers - New Wave SSC - Helix Essentials, Maped, Croxley.

STENCILS Freedom Stationery SSC - Rotring, Helix.

STORAGE SYSTEMS CTP Stationery - Archiving Systems Suspension Files Kolok Unlimited - Distributors of Sony and Verbatim memory sticks, memory, flash and secure digital cards, lockable CD storage units SSC - Croxley Tidy Files - Filing solutions

T TAPES 3M SA (Pty) Ltd. - Brand Scotch® MagicTM BSC Stationery - Sellotape, Brother Freedom Stationery Palm Stationery Manufacturers SSC - Sellotape, Dymo Labelling Tape TELECOMMUNICATIONS NIKKI Distributors - Siemens office phones TELEPHONE MESSAGE BOOKS AND PADS SSC - Croxley TELEX ROLLS AND TELETEX PAPER Rotunda THERMAL ROLLS Rotunda TONERS AND CARTRIDGES KMP - Computer consumables Kolok Unlimited - Distributors of HP, OEM, Lexmark and Epson toners, Samsung, Oki and Epson thermal and compatible ribbons and toners/ RISO, HP and Epson inkjet cartridges, Canon bubble jet ink cartridge, laser and fax

www.shop-sa.co.za

cartridges, Panasonic, Kyocera and Penguin PaperGeni TOP RETRIEVAL FILING Optiplan a div of Waltons - Paper based top retrieval filing systems Tidy Files - Complete onsite and offsite filing solutions TOYS, HOBBIES AND GAMES Freedom Stationery Pyrotec - Toby Tower Stickers and Activities

To advertise in or make any changes to the Stationery

TRANSFER LETTERING AND SIGNS Parrot Products - Vinyl lettering TRANSPARENCIES Kolok Unlimited - Distributors of OHP media, OEM, Penguin and HP Transparencies Rexel Office Products - NOBO range SSC - Stabilo TREASURY TAGS/INDIAN LACE FILES SSC - Croxley TWINE AND STRING SSC - Croxley

V VISITORS BOOKS/REGISTERS Ledger Systems - Falcon Products - visitors books, hotel guest register, restaurant reservation registers

Buyer’s Guide, contact shopsa office in writing. Fax to 011 880 1677 or email: info@shop-sa.co.za.

While every effort is made to ensure the information published here is correct and up-to-date, the editor urges individual companies to ensure their own information is the most current. Shop-sa cannot be held responsible for any omissions or errors within the Stationery Buyer’s Guide, but we will of course make every effort to ensure the information within is completely up to date with each issue.

shopsa magazine

57

buyerâ&#x20AC;&#x2122;s guide 3M

Interstat Agencies - Port Elizabeth 011 844 9202

PvtBag X926, Rivonia, 2128

(

041 453 2558

Box 27693, Greenacres, 6057

(

021 787 9600

PvtBag X1, Capricorn Square, 7948

7

011 806 2388

Customer Serv: 0800 118 311

7

041 453 8504

pe@interstat.co.za

7

021 787 9791

tower@pyrotec.co.za

African Filing Systems

Kemtek Imaging Systems

Redfern Print Services - Cape Town

(

011 896 5279

www.africanfiling.co.za

(

011 624 8000

Box 86173, City Deep, 2049

(

021 552 9680

Box 403, Milnerton, 7435

7

086 540 6892

info@africanfiling.co.za

7

0866 101 185

labelling@kemtek.co.za

7

021 552 9681

sales@redfern.co.za

Antalis South Africa (Pty) Ltd

Kemtek Imaging Systems - Cape

Redfern Print Services - Johannesburg

(

011 688 6000

Box 6893, Johannesburg, 2000

(

021 521 9600

Box 181, Cape Town, 8000

(

011 837 4119

Box 1445, Crown Mines, 2025

7

011 688 6162

marketing.office@antalis.co.za

7

021 551 5032

brenth@kemtek.co.za

7

011 837 8917

sales@redfern.co.za

Antalis South Africa (Pty) Ltd - Cape Town (

021 959 9600

7

021 959 9640

Box 19231, Tygerberg, 7505

Antalis South Africa (Pty) Ltd - Durban (

031 714 4000

7

031 700 9253

Box 284, Umhlanga, 4320

Antalis South Africa (Pty) Ltd - Pretoria (

012 379 0060

7

012 379 0052

Box 4013, Pretoria, 0001

Antalis South Africa (Pty) Ltd - Bloemfontein (

051 447 8681

7

051 447 6765

Box 1795, Bloemfontein, 9300

Antalis South Africa (Pty) Ltd - Port Elizabeth (

041 486 2020

7

041 486 2219

Box 9088, Estadeal, 6012

Antalis South Africa (Pty) Ltd - Pietermaritzburg (

033 386 2078

7

033 386 2078

Box 1425, Pietermaritzburg, 3200

Antalis South Africa (Pty) Ltd - Botswana (

00267 391 2139

7

00267 397 5459

Box 1705, Gaborone

Aquarius Rubber Stamps

Kemtek Imaging Systems - KZN

Rexel Office Products

(

031 700 9363

Box 15685, Westmead, 3608

(

011 226 3300

www.rexelsa.co.za

7

031 700 9369

Sandim@kemtek.co.za

7

011 837 2781

admin@rexelsa.co.za

Kemtek Imaging Systems - PE

Rotunda

(

041 582 5222

Box 15685, Westmead, 3608

(

021 552 5135

Box 189, Maitland, 7404

7

041 582 5224

clinth@kemtek.co.za

7

021 551 3070

rotunda@iafrca.com

KMP

Royce Imaging Industries

(

021 709 0190

Box 183, Steenberg, 7947

(

011 792 9530

www.royceimaging.co.za

7

021 709 0199

kmppty@iafrica.com

7

011 792 9480

sales@royceimaging.co.za

Kolok Unlimited - Head Office

Rubber Stamp & Engraving Co - Head Office

(

011 248 0300

Box 4151, Johannesburg, 2000

(

011 262 1400

Box 931, Wendywood, 2144

7

011 248 0381

infojhb@koloksa.co.za

7

011 262 1414

tgrodat@rse.co.za

Kolok Unlimited - Cape Town

Rubber Stamp & Engraving Co - Cape Town

(

021 597 2700

Box 6385, Roggebaai, 8012

(

021 448 7008

Box 931, Wendywood, 2144

7

021 297 2799

infoctn@koloksa.co.za

7

021 448 7014

cpt@trodat.co.za

Kolok Unlimited - Durban

Rubber Stamp & Engraving Co - Durban

(

031 570 4900

Box 4206, Riverhorse Valley East, 4017

(

083 377 4109

Box 931, Wendywood, 2144

7

031 569 6880

infodbn@koloksa.co.za

7

031 266 1082

dbn@rse.co.za

Kolok Unlimited Polokwane

South African Diaries

(

015 298 8795

Box 862, Ladanna, 0704

(

021 442 2340

Box 4862, Cape Town, 8000

7

015 298 8315

infopol@koloksa.co.za

7

021 442 2341

phoneyman@sadiaries.co.za

Kolok Unlimited - Port Elizabeth

SSC - Silveray Statmark Company - Johannesburg

(

011 453 7012

www.orderstamps.co.za

(

041 406 9900

Box 3163, North End, 6056

(

011 677 0000

Box 40754, Cleveland, 2022

7

011 454 4995

aquarius@imaginet.co.za

7

041 406 9920

infope@koloksa.co.za

7

011 677 0018

infojhb@silveray.co.za

AZ Trading

Kolok Unlimited - Namibia

SSC - Silveray Statmark Company - Cape Town

(

086 111 4407

www.aztradingcc.co.za

(

00264 (61)370500

Box 40797, Ausspannplatz, Namibia

(

021 442 1300

7

011 792 9732

sales@aztradingcc.co.za

7

00264 (61)370525

valne@kolok.com.na

7

021 447 4369

Bantex

Kolok Unlimited - Nelspruit

011 473 9800

Box 43201, Industria, 2042

(

013 758 2233

Box 4338, White River, 1240

(

031 462 2081

7

011 474 3101

slavepak@bantex.co.za

7

013 758 2235

infonel@koloksa.co.za

7

031 462 0185

Kolok Unlimited - Bloemfontein

011 433 2686

Box 82319, Southdale, 2135

(

051 433 1876

PvtBag X01, Brandhof, Bloemfontein

(

051 447 4313

7

011 680 2166

info@beswick.co.za

7

051 433 2451

infobfn@koloksa.co.za

7

051 447 6588

Kolok Unlimited - Botswana

011 420 3250

Box 278, Brakpan, 1540

(

00267 393 2669

PvtBag B0226, Bontleng, Gaborone

(

043 722 3781

7

011 420 3322

sales@treeline.co.za

7

00267 317 0762

clemencem@vbn.co.bw

7

043 743 7359

infoel@silveray.co.za

SSC - Silveray Statmark Company - Port Elizabeth

Krost Office Products

(

011 226 5600

Box 43501, Industria, 2042

(

011 626 2067

Box 75401, Gardenview, 2047

(

041 391 8600

7

011 474 9242

sales@versafile.co.za

7

011 626 2912

sales@krost.co.za

7

041 374 4112

Empire Toy & Stationery

infobfn@silveray.co.za

SSC - Silveray Statmark Company - East London

(

CTP Stationery

infodbn@silveray.co.za

SSC - Silveray Statmark Company - Bloemfontein

(

BSC Stationery Sales

infoct@silveray.co.za

SSC - Silveray Statmark Company - Durban

(

Beswick Office Products

Ledger Systems

infope@silveray.co.za

Star Stationers and Printters

(

011 614 2243

Box 261524, Excom, 2023

(

011 334 0657/8/9

Box 82586, Southdale, 2135

(

031 569 1061

luke@starstat.co.za

7

011 614 3075

empire@netactive.co.za

7

011 334 0908

Ledgersy@iafrica.com

7

031 569 1094

www.starstat.co.za

Faber Castell

Martin Yale

Technical Systems Engineering

(

011 473 9800

Box 43201, Industria, 2042

(

011 838 7281

phillip@martinyaleafrica.com

(

011 708 2304

Box 1532, Northriding, 2162

7

011 474 3101

slavepak@bantex.co.za

7

086 690 0165

www.martinyale.co.za

7

011 708 1799

sales@tse.co.za

File-A-Punch cc

Max Frank

Tidy Files

(

082 820 9379

Private Bag 6001 Hilton 3245

(

011 921 1811

Box 200, Isando, 1600

7

033 383 0080

ak@hiltoncollege.com

7

011 921 1569

sarah.schoeman@tigerbrands.com

Flip File

Merpak Envelopes

(

011 943 4210

www.tidyfiles.co.za

Tower (Division of Pyrotec) - Cape Town

(

021 638 3105

Box 2190, Clareinch, 7740

(

011 719 7700

sales@merpak.co.za

(

021 787 9600

7

021 633 6942

ashly@flipfile.co.za

7

011 885 3174

www.merpak.co.za

7

021 787 9791

Freedom Stationery - Johannesburg

New Era Office cc

PvtBag X1, Capricorn Square, 7948

Tower (Division of Pyrotec) - Johannesburg

(

011 314 0953/4

Box 6459, Halfway House, 1685

(

011 334 2013

Box 10383, Lenasia, 1821

(

011 611 1820

59 Lepus Rd, Crown Mines, 2025

7

011 314 0957

gpsales@freedomstationery.co.za

7

011 334 7358

kuban@neweraoffice.co.za

7

011 611 1834

tower@pyrotec.co.za

Freedom Stationery - Cape Town

Nikki - Cape Town

Tower (Division of Pyrotec) Durban

(

021 557 9152/3

36-38 Silverstone Rd Killarney Gardens

(

0860 006731

cpt@nikki.co.za

(

031 701 0192

Box 594, Pinetown, 3600

7

021 557 9155

cptsales@freedomstationery.co.za

7

0800 204868

www.nikki.co.za

7

031 701 1285

tower@pyrotec.co.za

Freedom Stationery KZN (Head Office)

Nikki - Durban

Tribe

(

032 459 2820

Box 478, Mandini, 4490

(

0860 006731

dbn@nikki.co.za

(

011 314 4746 (Jhb)

Box 6280, Halfway House, 1685

7

032 459 3255

sales@freedomstationery.co.za

7

0800 204868

www.nikki.co.za

7

021 386 4261 (Cpt)

tribe@global.co.za

Freedom Stationery - East London

Nikki - Johannesburg

Versafile

(

043 731 2422

Box 14111 West Bank 5218

(

0860 006731

jhb@nikki.co.za

(

011 226 5600

Box 43501, Industria, 2042

7

043 731 2421

elsales@freedomstationery.co.za

7

0800 204868

www.nikki.co.za

7

011 474 9242

sales@versafile.co.za

Global Envelopes

Nikki - Pretoria

W. Vos & Company

(

031 465 5544

envelopes@absamail.co.za

(

0860 006731

pta@nikki.co.za

(

011 493 7139

www.wvos.co.za

7

031 465 5634

www.envelopes.co.za

7

0800 204868

www.nikki.co.za

7

011 493 8807

info@wvos.co.za

Gordonâ&#x20AC;&#x2122;s Productions

Optiplan a division of Waltons

(

031 705 8713

Suite 69, PvtBag X4, Kloof, 3640

(

011 620 4000

Pencil Park, Croxley Close, Herriotdale

7

031 705 8714

jacquie@gordons.co.za

7

086 681 8256

rcurrin@gp.waltons.co.za

Grafton/Star Paper Products

Palm Stationery

(

011 262 0777

Box 550, Bergvlei, 2012

(

031 507 7051

viran@palmstat.co.za

7

011 262 0780

sales@graftonpaper.co.za

7

031 507 7053

www.palmstat.co.za

Grip Binders (

011 421 1300

PaperGeni orders@tigerpaper.co.za

Hortors Stationery

(

011 011 3900

info@papergeni.co.za

7

011 011 4099

www.papergeni.co.za

Parrot Products

(

011 620 4800

Box 1020, Johannesburg, 2000

(

011 607 7600

debbie@parrot.co.za

7

086 612 4663

orders@hortors.co.za

7

011 615 2502

www.parrotproducts.biz

Impala Vuwa Stationery Manufacturers

Penflex

(

036 634 1535

Box 389, Ladysmith, 3370

(

021 521 2400

Box 36964, Chempet, 7442

7

036 634 1890

impalastat@mweb.co.za

7

021 521 2402/3

info@penflex.co.za

Impression Management

Pentel S.A (Pty) Ltd

(

Johannesburg

011 791 2820

(

011 474 1427/8

Box 202, Crown Mines, 2025

7

Durban

031 777 1222

7

011 474 5563

www.pentel.co.za

Interstat Agencies - Durban

Powerhouse Dictation

(

031 569 6550

Box 201707, Durban North, 4016

(

011 887 1056

info@speech.co.za

7

031 569 6559

interstat@mweb.co.za

7

086 555 3833

www.speech.co.za

Interstat Agencies - Cape Town

58

Pyrotec

(

Power Stationery

(

021 551 9555

Box 36696, Chempet, 7442

(

032 533 4003

Box 1305, Verulam, 4340

7

021 557 5456

Capetown@interstat.co.za

7

032 533 3254

powersta@netactive.co.za

shopsa magazine

Promote your business Why not advertise your company in our Buyers Guide for a mere R65.

Please contact us on 011 880 1147 and ask for Trish or Anna-Marie.

We look forward to your call.

Email us on trish@shop-sa.co.za or anna-marie@shop-sa.co.za Vol 96 - Issue 4

SHOP-SA membership www.parrotproducts.biz

www.koloksa.co.za

www.nikki.co.za

Become an accredited shop-sa member If you would like to become a member of shop-sa, call our membership consultant Rachel Skink on 011 880 1147 or

www.hortors.co.za

send an email to rachel@shop-sa.co.za and she will assist

www.rexelsa.co.za

you with your enquiry.

OFFICE PRODUCTS (PTY) LTD DISTRIBUTORS OF:

NEW MEMBER APPLICATIONS www.statmark.co.za

www.redfern.co.za

email: sales@redfern.co.za

THE LABEL SPECIALIST Stick with the best!

The following applications have been received and are being considered.

Any member who has concerns or opposes acceptance is invited to email rachel@shop-sa.co.za.

Stationery in Motion (pty) Ltd Contact: Ruari Richardson Airport City, Cape town

www.interstat.co.za

www.bop.co.za

NEW APPROVED MEMBERS Uhuru books & stationery Contact: George Morudi Kimberley, Northern Cape

www.kmp.co.za

www.towerproducts.co.za

Pmb Drawing & Survey Centre (PTY) LTD Contact: Michelle Matthias Pietermaritzburg, Kwa Zulu Natal

NIKKI SHREDDER WINNER Congratulations to the following new member who qualified to win a Nikki Shredder after paying his membership fees within 10 days of invoice.

®

Vaya Dolorosa www.impression.co.za www.penflex.co.za

www.oliser-global.com

Join shop-sa now and get: • • • •

www.treeline.co.za

The latest office products catalogue An annual magazine subscription A shredder from Nikki Electronics for early payment of membership fees (terms and conditions apply) Go to www.shop-sa.co.za and read about what the association can do for you.

Renewal of declaration All new and renewing shop-sa members are required to sign a declaration confirming, that they do not engage in illegal activities, comply with all legal requirements relating to their business and products, and do not deal in grey products.

www.shop-sa.co.za

www.shop-sa.co.za

punchline

Crack a smile...

Send us your funniest caption for the photograph below and you stand a chance to win a Rexel Laminator H220-RR valued at R2 000. Send your Punchline and contact details to competitions@shop-sa.co.za with Punchline in the subject line.

Win The Rexel Laminator is 33% faster than competitor machines, taking just 45 seconds to laminate a standard A4 pouch or 80 pouches per hour, with an additional cold setting for heat sensitive documents. Other features include: • Automatic switch off after 30 minutes of inactivity.

• Exit tray keeps pouches straight as they come through the heated rollers for a perfect, warp-free finish • Incorporates SureFlow™ Technology reduces jamming significantly for stress-free laminating and maximum productivity • Laminates up to A4 size including ID cards, notices and certificates

• Modern, compact design easy to move around and suits most office and home environments • Single touch button interface: simple to use, no previous experience required • Three heat settings accepts 2 x 75 micron (150 in total) • pouches, 2 x 100 micron (200 in total) and 2 x 125 micron (250 in total).

Winning caption For July 2011 “office gossipper, butt-kisser exposed, not sure where to put your head, uh!!!!”

Samuel Skei Tiger Brands

Rexel 60

shopsa magazine

line Vol 96 - Issue 4

ULTIPRO ULTIPRO OFFICE PRODUCTS

OFFICE PRODUCTS

FULL PAGE AD BI

ADDITION

YOU SPOKE...

WE LISTENED

Ammoniated Cleaner Ammoniated Hard Surface Cleaner

Fabric Softener Concentrated fragranced fabric softener

Dish Washer Neutral concentrated detergent

Window Cleaner Streak Free Concentrate window cleaner

Liquid Air Freshener Odour neutralize fragrance

Bleach Concentrated liquid chlorine

Liquid Hand Soap Water based synthetic hand soap, skin cleaner with biocide

Orange QAC Disinfectant Anti-Microbial general purpose cleaner

Tile Cleaner Water based degreaser and general purpose cleaner Degreaser Water based degreaser and general purpose cleaner Domesty Thick Bleach

THE NEW RANGE OF MULTIPRO CLEANING PRODUCTS

0861-266-266 Johannesburg

Durban

Port Elizabeth

Cape Town

Bloemfontein

Nelspruit

Polokwane

(011)248-0300 (031)570-4900 (041)406-9900 (021)597-2700 (051)433-1876 (013)758-2233 (015)298-8795

w w w . k o l o k s a . c o . z a

FULL PAGE AD BJ The

surface

specialist!

Whether plastic, metal, wood, CDs or polystyrene â&#x20AC;&#x201C; with a STAEDTLER Lumocolor, you can write on practically anything! This expert for different surfaces is highly ďŹ&#x201A;exible and offers the perfect solution for just about any application!

See for yourself!

www.staedtler.co.za