Page 16 - BOSS Today Issue 20

FM Supplies “Most (53%) UK respondents are
already buying at least one of
these four FM product sectors

from an OP supplier.”

8%
53% already buying at least one of the importance of brands,
7% these four FM product sectors and details not only the key
from an OP supplier. proprietary brands that any OP
Nevertheless, it is clear that supplier should offer in these
there is still much for the OP product categories, but also the
12% channels to go for in future, acceptability of private label
since very few respondents are products. Here, the research
not interested in buying FM found major differences
supplies from an OP supplier. between product categories
Furthermore, the research also (and even sub-categories): in hot
shows clearly that while many beverages, for example, only a
respondents are buying some small percentage of purchasers
types of FM supplies from an OP are prepared to take any brand;
supplier, they are by no means however, in first aid and health
always purchasing all their FM supplies, many UK buyers are
requirements from this channel. happy to take any brand.
In other words, there are not
only many other interested What About The Future?
potential customers for the OP Having analysed the present,
channels to serve, there is also the report also looks to the
plenty of scope to sell more FM future, gathering the views of
20% products to existing customers. both end-user purchasers and
From this perspective, the FM OP distributors on how the
molehill does indeed begin to purchasing of these products
Figure 2: Interest In Buying FM From A UK OP Supplier
look like a mountain. will change. Inevitably, one of
n Already do this the predicted developments
n I do not do this but I am very interested What Do OP Channels is a further shift towards on-
n I do not do this but I am slightly interested Need To Do? line purchasing. While this
n I do not do this and I am not interested For each of the four FM could be good news for the OP
n Don't know/refused Source: MWA product sectors, the report channels (which of course are
also investigates the key issues comparatively well-equipped
required by buyers of these in this respect), it should not be
products from their suppliers, forgotten that – as mentioned
Overall, this is down to the products and, of course, only and shows which requirements above – there are many other
improving economy increasing tend to specialise in one of have to be met to gain this competitors already in the market
both employment and levels these four sectors. Indeed, additional business. that are very capable of taking full
of business, but for some the research shows that the OP The research throws up some advantage of this trend.
categories it is also due to industry is faced with some large surprises here: while low price The report also concludes
changing legislation (for health and well-resourced competitors is important – especially for with an action list of the
& safety supplies) or a desire in supplying FM supplies to UK some product categories – it considerations that any OP
by companies to ‘treat’ their businesses, such as the cash is nearly always secondary to distributor must address before
employees to good quality & carries, grocery multiples, considerations of product entering these markets.
catering products instead of industrial supplies specialists, food quality and customer service,
increasing their salaries. service distributors and others. All particularly in the catering and How Do I Get A Copy?
Secondly, the research has of these have significant average health & safety categories. And The 150+ page report is available
found that the OP distributors shares of end-user spend in these while a rapid delivery service now, and can be ordered via the
are competing with a large four product sectors. is regarded by many in the OPI web site (www.opi.net/mole)
number of other channels in each However, the research also OP industry as a particular for £2,000 for the UK report or
of these categories: while the shows that the OP channels advantage over traditional for a special discounted price of
common perception may be that – particularly the national OP product-specific resellers, it is £3,300 for both the UK and US
it is the local janitorial resellers suppliers – now have a good also clear that for some of these publications.
who represent the greatest foothold in these product product categories a delivery
competitor – and ‘lowest hanging sectors, although this is more the leadtime of 2-5 days is seen by Martin Wilde is Managing Director
fruit’ – for local OP dealers, these case in some product categories many FM supplies buyers as of OP market research specialists
have only a limited overall share than in others. As Figure 2 shows, being quite sufficient at present. Martin Wilde Associates Ltd
of end-users’ spend on cleaning most (53%) UK respondents are The report also looks at (www.martinwildeassociates.com)

16 BOSS TODAY | December 2013/January 2014

FM article.indd 4 02/12/2013 09:35