Page 19 - BOSS Today Issue 39

Exaclair

Mark Daisley, Managing Director

Which paper stationery product we are not at the behest of third products either have a Blue Angel
categories do Exaclair specialise party organisations. Obviously FSC or PEFC accreditation. We also
in? our margins have been squeezed have ranges that are made from
We specialise in manilla and significantly. 100% recycled material. It’s not a
pressboard filing, although we massive area of growth and it’s not
distribute all ranges of paper Which categories have shown something that resellers or end-
product categories. the most growth in this sector in users are wiling to pay more for,
2017? but there is a demand for it which
What have been the demand Two years ago we launched a new is starting to pick up again.
trends for these products in 2017? brand called Iderama which is a
While demand for middle and light premium pressboard with a unique How should OP dealers focus
weight general manilla products lamination and fashionable bright their energies in selling these
has dropped off a bit, and own colours, and that has certainly seen products?
brand has significantly dropped off, some significant growth, here in Dealers need to be proactive and
the growth that we are seeing is in the UK and across Europe. These look at what is available, rather
the legal and heavyweight sectors. also have peripheral products than just order whatever their
The strength of our brand certainly associated with them, such as customer orders from them.
helps: over the last five or six years desk top accessories, so it’s a range There are a number of really
we have made a concerted effort of products rather than a single good dealers who I know want to
to target that market. Users of product. increase margins and provide a
these products in the legal and larger offering to their customers,
professional sectors have seen an What innovations are coming but so many also just work on
upturn in the last year or two, and through in this sector from codes and re order same old, same
that has created more demand for Exaclair? old.
our products. As a group we are always
introducing new ranges. We’ve How do Exaclair assist OP
How have selling prices for these recently invested in a new £3/4m dealers maximise the potential
products changed in 2017? filing machine which enables us to in this market?
In January 2017 we levied a small produce a better quality of inline We proactively visit dealers to help
increase to the market and this year digital printed product. My belief is promote our products and explain
we’ve had to go a little bit higher. that this is unique to us as there is why they should be upselling
We have absorbed significant cost not another machine in the world and getting their customers to
increases due to the weakness of like it. think about alternatives. We work
Sterling and much of our product closely with as many dealers as
costs are in Euros. Fortunately, What innovations are happening we can, either through direct
we own our own mills and with recycled products? or indirect sales relationships,
production plants which produce A lot of our products are made training them on products, Blitz
the majority of our products, so from recycled materials: 95% of our Days and USPs etc.

product, which is a distinct off- product is brilliant for them, can which currently account for demand for entry level recycled
white recycled paper. If a reseller present a fairly significant cost a small (3-5%) share of each grades: there’s an increasing
is targeting the right customer saving and also offer some price company’s overall paper sales. acceptance that recycled is a
base for it – ideally, someone stability.” However, as Percival points out: good alternative to virgin, and
who is using the product for Both Antalis and SPOT offer “It is getting some traction: that’s mainly around the off-
internal or scholastic use – this a range of recycled papers, we have seen some growth in white sheets.” Similarly, Moore

April/May 2018 | BOSS TODAY 19