Page 9 - BOSS Today Issue 26

OBITUARY

The death has been announced of SJB Thomson (well known as
‘Hamish’) at the age of 82. Hamish owned The Modern Office Company
in Glasgow from the 70s to the early 90s and was an active supporter
of the BOSS Federation, being Secretary of the BOSS Scottish Branch in
the late 80s and BOSS UK President from 1990 to 1992. Hamish and his
wife Dorothy were popular figures at OP industry events and many can
recount wonderful stories of this colourful character. A fantastic crowd
gathered for his funeral on December 2nd.

about it and get on with it!” He model, in which manufacturers fixed cost model, lock in become our own worst enemy:
then outlined four categories will consolidate, contract customer loyalty drive efficiency we need to be talking price and
of opportunity (deduplication, stationers shrink, wholesalers will through technology and – most margin up! ” The answer, Doyle
consolidation, personalisation increasingly ‘go direct’ via M&A, importantly – change now: argued, lay in change, and rapid
and remuneration) before dealer groups will disappear, “The industry has always been change at that, following the
reiterating his call for good data, super dealers will grow and in change and there have been drive provided by technology,
which the industry could trust new channels will emerge: many false dawns,” he warned, digitisation, sustainability, the
itself enough to share. With that “Where do we put Amazon? “but this is not one of them. This is internet and customers’ needs.
in place, Jacobs reminded and They are disrupting everything!”, not another storm in a tea cup!” Calling for greater collaboration
encouraged us that the industry Drakeford asked, imposing a The final industry speaker and consultation on the future
had the desire for change, since large Amazon logo over the was Aidan Doyle, MD Staples strategy of the industry, Doyle
“evolution is what we are really very centre of his proposed Advantage, who began by concluded by stressing that
good at.” industry diagram. As for the recollecting his background great opportunities lay ahead
Luke Chapman, CEO of mid-sized dealer, Drakeford in the agricultural industry, through addressing these
the BP Group, concluded the foresaw a future in which the which – he argued – was a drivers, but that speed – and the
morning session by focusing on wholesalers would reduce their great deal simpler than OP energy and enthusiasm of BOSS
the similarities and differences ‘welfare state support’ for dealers distribution: “In milk, there’s only and its members – was essential.
between the US and UK OP and their tolerance of long three steps between cow and It was appropriate that –
markets, in order to answer term dealer debt, there would the supermarket shelf: in OP given the exhortations and
the question “What are we not be continued margin pressure, there’s eight or nine!” Indeed, warnings sounded throughout
doing that we could be doing, more competition for every much of Doyle’s theme was the day – the conference
based on what is happening type of customer and a greater to emphasise the ‘madness’ of concluded with Simon
in the US?” Having reviewed need to be able to handle some current industry norms: Wheatcroft, who – having
current and future trends in “low emotion high volume “We are in an industry that lost his vision at the age of 17,
the US, Chapman concluded transactions” in which customers promises to get a pen to the re-learned how to run long
that what could be learned have no requirement or time customer next day. Are you distances without the aid of
was that we have to move for lengthy interaction with crazy? You can’t get blood sight. Wheatcroft explained
faster; collaborate in all areas, their suppliers. What dealers the next day!... We educate how this fundamental change
consolidate where appropriate; had to do to survive, Drakeford the customer into expecting in his life had culminated – so
widen the portfolio in terms concluded, was change the this level of service and have far – in a nine day, 234 mile,
of supplies and services and run from Boston to New York in
embrace technology. Chapman order to compete in the New
concluded by reminding us of York marathon. His example of
OPI’s Steve Hilleard’s prophecy: how to combine technology,
“The words ‘OP’ and ‘stationery’ commitment to adaptation and
will disappear from our industry courage in order to overcome
vocabulary.” unwelcome change and achieve
Informed, relaxed, gleefully the seemingly impossible
iconoclastic and effortlessly self- was deeply inspiring to all the
deprecating, the opportunity delegates present.
to hear Simon Drakeford, CEO One could almost hear the
of Euroffice, is never one to characters in the picture at the
be missed. Battling through back crying “The King is dead!
what he described as ‘man flu’, Long live the King!”
Drakeford addressed what he
considered to be the future of FOR MORE INFORMATION
the traditional mid-sized OP ON THIS ARTICLE
dealer. Having walked us though CONTACT HELEN DUNN AT
the present structure of the Please visit www.bossfederation.co.uk helen@bossfederation.co.uk
industry, Drakeford posited a to view the conference video or 020 7915 8377.
new vision for a ‘more efficient’

February/March 2015 | BOSS TODAY 9

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