Page 27 - BOSS Today Issue 20

“A single industry “Those who understand “OP dealers who don’t
exhibition. All what drives their adapt to the changes.
embracing - not cash profit and where I am surprised by the
just traditional OP their current strategic apathy of some OP
manufacturers and strength lies, then work dealers - they seem to be
distributors.” in the detail to protect waiting for Amazon to
Sean Starkey and enhance that before bed down. Well, Amazon
going too mad trying have already bedded
Who will be the winners to eat other people’s down and are a really
9in 2014? lunch!” major player now!”
For all of the respondents, the Philip Beer Sean Starkey
common element to those
whom they expected to Finally, two of the respondents Finally, both wholesalers felt that
succeed in 2014 was that they named particular companies the contract stationers would
not only noticed the need for whom they felt would succeed: have another difficult year:
change, they were willing and
able to react to it. “Spicers are now “The big boxes again.
operating outside of the The strategies they are
“Those who embrace standard/traditional pursuing, their slow
change and look to OP market and are ability to change. It will
develop new marketing being very creative be interesting to see
and sales strategies and intelligent in their how the Office Max/
based on new added market approach. Office Depot merger
value products and VOW are picking up goes through: while they
services.” traditional OP business are sorting that out, the
Michael Gardner from Spicers and are market will pass them
also rather innovative, by.”
For most respondents, this too.” Alan Ball
meant those OP dealers who Sean Starkey
were willing to widen their “Small ‘Mom and
ranges by investing in new “Spicers! Because of the Pop’ resellers who
products, and who had changes we have made just want to sell OP.
re-thought both their role in this year. Our strategy Contract stationers will
the supply chain and their will be proved right and continue to hurt without
routes to market: we will come out on top!” consolidation.”
Alan Ball Robert Baldrey
“Proactive resellers
who are focussed on Who will be the losers
complete offering 10 in 2014?
for their business Unsurprisingly, virtually all of the
customers: ie a one stop respondents felt that those who
shop. Those who think would lose out in 2014 would
creatively about the be those companies that did
supply chain and how not make the changes outlined
they can work on that above.
with their wholesaler.”
Robert Baldrey “Those who continue
to ignore the changes
“Dealers who have around them in the
invested in their sales market and continue
teams and in new to think they can price
products, such as FM themselves into the
supplies.” future.”
Alan Ball Michael Gardner

December 2013/January 2014 | BOSS TODAY 27

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