Page 24 - BOSS Today Issue 38

2017 IN REVIEW

Oh, and they also supply pens, information transferring/sharing “We have grown membership we are now once again running
toner and paperclips!” that can only be a benefit to all.” across all categories: we have active and lively Reseller Forums;
- David Langdown - Luke Chapman continued to attract more we reactivated the Writing
independent dealers and create Instruments Association group
However, as one pointed out, A number of respondents a more representative mix of and relaunched its purpose,
further range extensions would pointed out that future success members.” based around promoting the
require state-of-the-art logistics – including the shift to selling - Mark Knibbs benefits of handwriting to
support: services - needed to be founded education.”
on resellers getting ever closer Furthermore, the events and - Phil Lawson
“New channels, new products, to customers: conferences hosted by the
new players. It’s important for Federation were also seen Other new projects were also
resellers to find logistics solutions “A shift from impersonal to to have been a success in mentioned, such as the new
which enable them to market personal. Whilst the analogue to broadening both the activities training and apprenticeship
and handle wider assortments, digital shift is helping efficiencies and reach of BOSS: programme, the ‘Topical
as Amazon have done, for in order processing and the Tips’ webinars, as well as the
example.” practicalities of distribution, we “The Leaders of the Future ongoing data projects:
- Sean Starkey have a market that is still built conference has now evolved into
heavily from the ground up on a growing body who now meet “The introduction of webinars
Increasing logistics efficiency people and their relationships and have their own agenda. to support and add value for
was indeed seen as one way with each other: this becomes These events are well supported, dealers and manufacturers alike.”
to combat the growing threat even more the case as purchase and - at the time of writing - the - Sean Starkey
from Amazon: behaviour shifts from buying a Awards dinner is nearly a sell
product to buying a service, as it out. So, I think that the industry “The work that’s been done on
“It has to be all about efficiency is now doing at a fast pace.” at large feels BOSS has an data will really help to make a
in the channel to drive robust - Steve Haworth important role to play and is difference for both vendors and
defence strategies against happy to support it.” resellers as we move forward. The
Amazon business growth.” “Staying close to consumers - Geoff Betts new training and apprenticehip
- Simon Drakeford and channel partners alike programme will, for me, be the
and being fast to adapt to take Another successful initiative crowning glory and will help
Another believed that opportunities when they arise.” was seen to be the creation – create real long term value.”
addressing Amazon would - Philip Beer and, in some cases, resurrection - Luke Chapman
drive collaboration in a number – of a number of BOSS groups,
of aspects: 3. What has BOSS which have provided deeper As a result, the general
achieved in 2017? engagement for members and conclusion was that, during
“I think we will see a drive to Most of the Board members greater impetus in moving the 2017, BOSS had raised its
compete with Amazon business felt that a key achievement for whole industry forward: profile, successfully engaged
and this will open new doors for BOSS in 2017 was the growth more people – particularly
collaboration in the industry. This in membership, particularly “We have launched a Leaders younger members – and
will also help with the market amongst dealers: of the Future group for the enhanced its brand credibility:
developing better data and younger ambitious members;

24 BOSS TODAY | December 2017/January 2018