Page 11 - BOSS Today Issue 17

“Who would have thought 20 event were encouraged by what young talent into the industry business in a completely fresh
years ago that Durable (whose they had heard, with some of the on a more regular basis so that direction altogether, there
UK & Ireland Managing Director topics discussed appearing to companies can better embrace is plenty of potential for the
Sean Starkey also presented at have had resonance. changing market trends and sector’s leaders of tomorrow to
the event) would be selling anti- Tom Petty, a 26-year-old modernise their operations and enjoy a bright future.
bacterial spray?” queried Ball. Sales Administration Manager outlook.
at business products supplier Contributing author
Future-gazing Stewart Superior, said: “Hearing Hiring Ben Sillitoe
Some interesting predictions about the speakers’ experiences As ever, though, it’s surely about ben.sillitoe@opi.net
were made regarding the and seeing their enthusiasm the right hire; not hiring to meet www.opi.net
potential direction of the highlights what a dynamic a quota.
business supplies industry, industry this is. It provides me Despite the drizzly West
including the possibility of a with fresh enthusiasm for the Midlands weather outside, April’s “Vendor
super-dealer emerging to take sector – and it’s exciting to event suggested that the storm
the fight further to the big boxes, be part of an industry that is clouds currently hovering over rationalisation
contract stationers and leading changing.” the business supplies industry is a key
e-tailers. McDonough suggested Petty said that his company’s are far from permanent.
that there is potential for a CEO Geoff Betts, who was By seizing the opportunities procurement
£40m plus dealer to be created one of the key players behind that change brings, whether
through larger dealer mergers, yesterday’s event, is a keen it’s through developing new strategy,
and once again mooted the advocate of investing in young products to meet different
idea of dealer group mergers as people in business. Indeed, end-user demands, building especially
dealer groups remain the only some of the delegates at the on current expertise to provide in B2B.”
area of the UK market where forum made a case for injecting relevant services or taking a
consolidation hasn’t taken place
in recent years.
Ball also proposed the creation
of a larger, more collaborative
annual show in the UK – much
like the EPIC conference which
rival US dealer groups TriMega
and Independent Stationers will
run for the first time in 2013.
Describing it as “a single forum
for education”, Ball said that
the industry’s manufacturers
would be able to invest more
time and money into one, single
event, rather than a plethora of
dealer-focused shows across the
country throughout the year.
And as facilities management
and breakroom products
continue to grow in importance
to the traditional OP players,
CEO of leading UK reseller
office2office Simon Moate
encouraged the industry to
use this success as a platform
for tapping into new product
categories.
“Office products are a fantastic
anchor to build from,” he said.
“Vendor rationalisation is a key
procurement strategy, especially
in B2B.”
The younger delegates at the

May/June 2013 | BOSS TODAY 11

Young Managers Conference.indd 3 29/05/2013 14:43