Page 31 - BOSS Today Issue 25

world of technology waiting to be “It is unrealistic to expect “OP dealers and dealer groups “It’s up to the
sold. There is a fear surrounding independent dealers to operate need to be strategic in their
technology products that really in the traditional way. They thinking and try to gear up for OP industry
doesn’t need to be there.” must gear up for change and what the market will look like in
Chris Collinson look to work on their strengths a couple of years. We now live to re-align to
and leave the rest to someone in an age where co-operation customer
For one OP dealer, the else. Customer relationships and shared resource is the key to
fundamental change in industry is where dealers win. The time success. For example, expecting a demands and
structure created by the OP spent collecting cash, chasing dealer to create and manage their
wholesaler mergers needed credits and correcting picking own online presence is not good requirements.”
to be addressed: errors (not to mention organising advice: there are thousands of UK
deliveries) is wasted and can be dealers, so they can’t all rank on Aidan Doyle
“More lane discipline and EVO and done more efficiently elsewhere. page one of Google, and they do
SPOT to divest themselves of their Outsourcing these essential not possess the skills or finance
direct sales businesses.” services will free up dealers to to make this happen. However, “We’re going
David Fielding build better relationships with co-operatively they have a much
existing and new customers alike, better chance of success.” to see a
The manufacturer respondents the results being top line growth Chris Collinson whole new
focused on a variety of issues, whilst significantly improving
calling for a single trade event, profitability.” Martin Wilde – the author of this article generation
a “third strong OP wholesaler” Chris Collinson – is Managing Director of
and a thoughtful consideration OP market research specialists demand a
of the impact of online trading Amongst the remainder, a Martin Wilde Associates Ltd whole new
on pricing models: number of companies were (www.martinwildeassociates.com).
mentioned – specifically Lyreco way of doing
“How to manage the journey from and VOW dealers, but two
where we are today to net pricing respondents suggested that things.”
which surely will be all that’s left in the future winners would all
five years’ time (and probably all be online resellers, especially Chris Collinson
online and little in print)?” Amazon.
Philip Beer
10. Who will be the
9. Who will be the ‘losers’ in 2015? “Those who
‘winners’ in 2015? Conversely, many of these do not accept
Again, a variety of answers were respondents believed that
given here: four respondents those who would most lose change [will
avoided citing any particular out in 2015 would be those
company and concentrated companies that did not fail in 2015].”
instead on the positive embrace change or who were
prospects they felt would not proactive: Aidan Doyle
accrue to any company that
was willing to be proactive and “Those who do not accept
embrace change: change.”
Aidan Doyle
“Those who embrace change in
the product offering to provide “Those businesses that wait for the
wider customer solutions.” phone to ring.”
Aidan Doyle Aidan McDonough

“Those who are lucky enough One dealer group expanded
to have or to find and look after on the perceived need for OP
strategic value.” dealers to change by thinking
Philip Beer strategically and co-operatively,
particularly in terms of
e-commerce:

December 2014/January 2015 | BOSS TODAY 31

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