Page 23 - BOSS Today Issue 38

2017

IN REVIEW

2018 IN ANTICIPATION

The last BOSS Today of 2017 face of Brexit, currency erosion, “I’m astounded how many people “The pace at which IT distribution
offers an opportunity to reflect constantly-changing market still worry about Amazon, but companies continued to
on the year that is passing and demands and an increasingly have no Amazon strategy!” grow. The extent to which EOS
to look ahead to 2018, so we competitive landscape was to be - David Langdown distribution was cannibalised by
asked ten BOSS Board members: celebrated: MPS suppliers.”
This kind of lack of positive - Phil Lawson
n Philip Beer: Managing “Despite the challenges of a response to changes in market
Director, Hamelin Brands Ltd declining traditional market, conditions was echoed by a 2. What opportunities can you
n David Langdown: Sales there is still the resilience of the number of respondents: see for the UK market in 2018?
and Marketing Director, players to survive: one or two I “The ‘relatively’ slow response In general, all of the Board
Focus7International would not have bet on!” to the need to list/promote/ members were fairly positive
n Steve Haworth: Group CEO, - Philip Beer market new products from new about the year ahead, which a
EVO Group categories. There is still a large small number felt was likely to
n Geoff Betts: Managing In terms of the “biggest threat”, emphasis on traditional products be less tumultuous:
Director, Stewart Superior a few Board members perhaps that are suffering the effects of
Europe Ltd inevitably mentioned the speed digitisation.” “I get the feeling that the market is
n Rob Jenkins: Finance Director, at which Amazon has grown, the - Sean Starkey beginning to settle down, maybe
Integra Business Solutions Ltd company’s ambitions for future at a lower base than before, but
n Simon Drakeford: CEO, EO growth and its effect on industry “In a declining and disrupted definitely settling… I am optimistic
Group product ranges: market, I’d expect to see more in as far there may be less
n Luke Chapman: Head of speed in consolidation, changes turmoil out there and once again
Business Development, “Amazon’s incredible success in in ‘go-to-market’ strategy and companies can focus on growth.”
Europe, Highlands Group the business products space at the market structure. Whilst resellers - Geoff Betts
n Phil Lawson: CEO, BOSS expense of key industry players. have been quick to expand their
Federation However, they have certainly in assortment of products and The vast majority saw 2018
n Mark Knibbs: Managing effect grown the market in long tail services, we need to embrace primarily as an opportunity for
Director, The Pilot Pen product and wider assortments as further structural streamlining further diversification into new
Company (UK) Ltd well.” and de-duplication of cost and products and – particularly –
n Sean Starkey: Managing - Sean Starkey effort in the market to continue services:
Director, Durable UK Ltd to thrive.”
However, two were additionally - Steve Haworth “The best dealers in the UK
to give their views on four key surprised at some of the wider are completely customer and
questions about the OP industry results of Amazon’s growth: However, a couple felt that service focused, and these are
and the role of BOSS within it. much of the industry had been the ones who will dominate the
“The growing pains that Amazon able to shift the mix away from market. They offer total solutions
1. What has surprised you has experienced and the impact core OP, although one believed from delivery of the milk and
about the UK business those have had on some of its that encroachment in office newspapers to the cleaning
supplies market in 2017? vendors. The extent to which dealers products sales was coming from contracts, utilities, building
For most, the continued are willing to trade with Amazon.” outside the industry: maintenance, vending supplies,
resilience of the industry in the - Phil Lawson waste collection and recycling.

December 2017/January 2018 | BOSS TODAY 23