Page 15 - BOSS Today Issue 14

Special report Binders and laminators
Fellowes’ sales were boosted when it
introduced a jam-free warranty
Binding still has
a role in top-class
presentation
20 BOSS TODAY | September/October 2012
frightened about the potential He is not really surprised binding machines manufactured “We have
rise of the paperless office. But at the decline in the business by POWIS in California. The full
such uses will not be affected channel outlined by GfK. “Staples range comprises two machines tested them
by any such changes. And that has halved the amount of shelf designed for light and heavy use,
means offices will still always be space they gave over to binders both of which thermally bind to 50lb, and
using laminators,” he says. in the past year, although the documents which anyone can
Contrast such a prognosis, market is not falling as drastically feed into them with minimal the binding
then, with that of the office as that,” he says. training.
binder. In years gone by it Even still, the scenario isn’t still doesn’t
certainly has played a key role completely bleak. “The binding Own branding come apart.”
in many offices, in some cases hasn’t declined in Europe as But according to Marc Legge,
becoming an essential tool for much as it has in the USA,” he the UK Marketing Manager
many a PA putting together the says, “where the likes of Staples for Duplo’s Digital Finishing
latest sales report to circulate can be found everywhere and and Office Division, the real “We think there is a big potential
around senior managers. But is they all offer a binding service.” USP comes in the binding for this product. Lots of people
that still the case? There will still be market strip, which, along with have been left with legacy
It would appear to be – at for bound reports when, for being available in 16 different machinery, but they want to
least in terms of retail sales example, significant amounts colours, can be branded with become more efficient,” he says.
helping to contribute to this of money are changing hands a customer’s own graphics or What’s equally interesting
stronger performance. GfK on the back of what is in the logo. “They are unique in the is that these machines have
reports a 56 per cent value report. “A classic case would office market in that you can also been designed so that if
rise in the retail market so far be an accountancy firm, which customise the binding strip,” he necessary they can be used at
this year, compared with the perhaps is charging £1m for says. “So you can include your home. “Both machines fit on
business channel which saw a its services. In such a case you company logo to make it look the desktop, and more people
24.3 per cent decline. would want something that is really professionally done.” are printing off reports on their
But even though Fellowes nicely bound, even if you are also The machines are said to home computers,” says Legge.
private label manufacturers who “When she first joined they itself still sells a wide range of sending an email as well.” work three and a half times as “That is where this product can
sought to value engineer the already had three laminators binders, Darcy is less convinced And there is still clearly a fast as a conventional punch help.”
product by introducing cheaper in the cupboard – all of which that the office binder has such a market for binders at the upper and bind system, and POWIS Perhaps people may be
components which allowed were jammed,” he says. Having bright future. end of the scale. GfK reports in has invested much in improving receiving their reports in digital
too much glue in. “There was a machines you can open has For one thing, he says, most the retail channel that the ASP the quality of the glue to reduce format – but that doesn’t stop
dispute between producers and sorted that problem out. companies, particularly smaller for a binding system has risen the likelihood of the binding them wanting to print them off
distributors, who thought that companies, can no longer afford by 46.5 per cent so far this year falling apart – something that at home so that they are not tied
what we were giving them to sell Home market to have such pools of typists to £77. has often been a problem with to the desk and can be easily
was rubbish,” he says. He says there is even a growing preparing reports – and almost It is this top end – often thermal binding in the past. “We referred to on the move.
Fellowes sought to capitalise market for laminators within the all companies send sales reports at sale prices considerably at Duplo have tested them out It’s considerations like this
on the situation at the time by home. Hence increasing demand as an Excel attachment to an higher than that – that Duplo with a weight of 50lb pulling, that make you realise there
introducing a jam-free warranty, for machines with carry handles email or through the cloud as is hoping to attract with its and the binding still didn’t come is still life left in both the
something Darcy says hugely and a the new innovation of a a database these days. In fact, latest venture. The company apart,” says Legge. laminating and binding markets
boosted its sales. “We are now heat guard – technology that generally speaking people has become UK distributor for He is certainly expecting the – particularly at the more user-
four times the size we were dramatically reduces the surface are reading far fewer bound the Fastback range of desktop new product to be a success. friendly and adaptable higher
when I joined,” he says. temperature of the machine, so reports than they were before. value end of the market.
But another innovation came that prying children’s fingers are “The market for binding internal Wheeler at GfK certainly
with the introduction of models not burned. communications has really gone The Fastback from POWIS, thinks so. At least when it comes
distributed in the UK by Duplo
you could open up to sort out But what instils him with down,” he says. to the business channel, she
the jamming problem yourself. most confidence in the market For another thing, binders as says, sales for both products
Laminators, he says, have proved is another set of statistics that a product have been around for have started picking up after a
particularly popular in schools, came out of Fellowes’ own much longer – 60 to 70 years, weak couple of years.
but the problem there is that market research. The company compared with 20-odd years “This is a key opportunity
one machine has many users, also asked respondents what with laminators. That means for products with higher
not all of whom care to or have they mainly used their laminators many designs are now coming functionality and ASPs to exploit
time to read the instructions. for, and the answers included out of patents, so the only way these new trends in buyer
So a model you can perform “displays at work”, “certificates, mainstream manufacturers can behaviour,” she says.
surgery on proves useful. especially Health & Safety make any money out of them
Darcy’s wife is a primary certificates”, and “indoor signage”. is to commoditise the market n For more information
school teacher and some of “I think that is interesting – something that has also go to www.fellowes.com,
Fellowes’ prototype machines because in the office supplies happened with laminators, but www.fastback.co.uk and
get tested out at her school. industry we have always been to a much lesser extent. www.gfkrt.com/uk.
September/October 2012 | BOSS TODAY 21