Page 12 - BOSS Today Issue 11

Dealer Groups
Dealer Groups Integra ADV_DriveYourBusiness_Layout 1 13/12/2011 16:15 Page 1

In the end, however, you group – Spicers Synergy and We can also arrange bespoke
come back to the same VOW+. activity, and they can get
question. Why is there such a However Jeanette Bresitz, access to the Spicers Academy.”
variety of groups out there, and Spicer’s director of marketing She does expect Spicers
how did such a situation come services, is keen to stress that Synergy members to remain
about? Langdown says such a Spicers Synergy is not, strictly loyal to the brand, although she
development was inevitable speaking, a buying group – accepts they may have to go
given the dominance in the mainly because membership to other sources if a particular
market of just two wholesalers. is free. product is needed urgently.
Alex Dunn:
“Each of them have over 4,000 Alex Dunn: “You have to meet particular Nevertheless, she
customers who they can’t deal criteria to join as a dealer,” she vehemently denies that Spicers
with all the time,” he says. “So “Everyone says. “To be eligible you have Synergy, which is already nearly
they say to us: ‘You can look to spend a percentage of your 15 years old, is a way of trying
after them.’” recognises wholesale spend through to kill off buying groups. “There
Integra and Superstat are that by Spicers. We are open to start-ups is a place for dealer groups in
less complimentary, suggesting too, although a start-up would the country,” she says.
that in effect buying groups working have to have at least £60,000 of That doesn’t particularly
have been created to fend off its non-EOS spending through surprise Alex Dunn from
the challenge of both the big together us in the first year.” Superstat. He says everyone
wholesalers and the really big in the industry should realise
retailers like Staples. “Back in the everyone Advantages that buying groups are a good
1990s there were doom and Those who meet the criteria thing. “Everyone recognises
gloom merchants who were gets stronger.” have a barrel of advantages. that by working together
saying that the wholesalers were “For those dealers who everyone gets stronger - the
going to take over everything,” “divide and rule”, and buying maintain a certain level of customer, the dealer and the
says Dunn. “So we came groups are there to lessen the spend we have a business wholesaler,” he says.
together to buy together.” impact of this. “You would think, development fund that they
Beaumont at Nemo is even for example, that our 50-strong can apply to that gives them ■ FOR MORE
more sceptical. He reckons deal over one product would be access to a number of exclusive INFORMATION VISIT:
that the otherwise perfect the winner in almost every case,” Spicers initiatives, or they can www.integra-office.co.uk
competition that some say he says, “but on some products it have access to Spicers tools www.nemogroup.co.uk
would apply if dealers groups isn’t because an informal deal has and services and also use our www.officepoint.co.uk
were not around – with every already been made.” delivery vans with their brand. www.officestar-group.co.uk
dealer being offered the same As a newcomer to the industry, They also get BOSS Gold www.simplyoffice.com
prices by the wholesalers – he says he was particularly membership, and access to www.superstat.co.uk
would probably never exist. surprised to discover that both marketing initiatives that are www.advantia.co.uk
stationery show ad 190 x 60mm:Layout 1 14/11/11 14:41 Page 1 and www.spicers.co.uk
wholesalers have their own buying not available to other dealers.
Wholesalers, he says, like to

meets 24 -25 APRIL 2012 www.stationeryshow.co.uk
BUSINESS DESIGN CENTRE I LONDON
The only UK exhibition dedicated to stationery products, writing instruments and accessories

12 BOSS TODAY | March 2012

Boss p6-p12.indd 6 06/03/2012 16:08