Page 20 - BOSS Today Issue 39

Special Report - Paper

also believes that the current opportunity for the dealer personal responsibility for the substrate makes a significant
culture of trying to reduce channel to really embrace the documents that they produce, difference to the overall quality
plastics may mean we could positivity around the CSR aspect and by printing on a higher of the finished document.”
see more demand for recycled as well. The biggest challenge quality paper that is more suited For the dealer, this demand
paper as part of companies is overcoming the perceived for those kinds of functions, for higher specification products
employing stricter Corporate quality level of non-white they are able to display graphics also provides higher margin
Social Responsibility (CSR) rules: against white, but we run and images in a much more opportunities because these
“Large corporates want to go sampling campaigns, provide clear and precise way. So, we are products are less price-sensitive,
down a route where the product presentations that dealers can now seeing double digit growth as Moore points out: “The
they are buying is obviously make to the consumer and, in these type of higher grades: people who are prepared to
a recycled product. That’s where appropriate, come in as it’s currently a small part of use these papers aren’t looking
probably the key driver at the the paper experts to lead the our paper business in terms of to try and drive the price down
moment in terms of recycled discussion with the customer.” volume, but obviously more in to the standard paper price.
demand.” terms of value.” People want them for a specific
Certainly, it is the large Paper Chase There are over 2,000 different use, and therefore it is not as
consumer-type companies Another major – and well- SKUs available in these small price-driven as standard C grade
where there is the most interest known – problem besetting format digital papers, which can copier paper.”
in recycled grades at present, the paper market is that, across be anything from higher quality So, how do savvy dealers find
as Percival explains: “These Western markets, cut office colour-specific papers to some these opportunities within their
have a distinct usage difference paper demand is decreasing quite specialised application- customer base? To start with, it
between goods for resale and slowly and inexorably: in the type products within the Xerox is as simple as identifying where
goods not for resale (GNFR). UK the rate of decline is now range. Moore, for example, the colour printers are installed,
When it’s a true GNFR product believed to be about 3-5% per reports that SPOT is now seeing as Moore explains: “Look at
and only for internal use, we year. a move towards “branded different functions within the
find that the Steinbeiss ISO70 However, once again, there is higher quality papers, such as departments of your customers
product really does the trick.” a saving grace. HP Colour Laser, Color Copy and to understand who is using
However, as Moore points There have been two key Colotech in 90g, 100g and 120g.” what paper for what purpose.
out, “Unfortunately we are in a structural changes in the These papers are – of course For example, you tend to find
scenario where recycled does office environment in recent – more expensive – but as that - as you go further up the
cost more than a standard years: firstly, colour is now the Percival explains, it is important hierarchy - executives are more
woodfree C grade product, and standard print device in the to get that into context: “If you likely to use a higher quality
therefore it’s a question of price modern office environment. As calculate the cost of using an paper. Certainly, Marketing
over CSR.” Percival explains, “We are seeing entry-level paper or a colour- Departments, where people
What, then, can dealers do to significant growth in ‘small specific sheet of paper in a are doing tender proposals or
persuade customers to switch format digital’ (SFD) paper going colour device, it’s a difference of customer pitches, should be
to recycled grades? Moore through the dealer channel: we only about 1/2p to 1p a sheet. using these kinds of papers to
sees end-user education – and haven’t promoted or marketed That’s only a tiny part of the differentiate their services from
SPOT’s own role in assisting with it, so all we can put it down to overall cost of producing that their competitors.”
this - as crucial to the sell: “I think is that end-users now have a page, when you factor in the Both companies claim to
that it’s the total end to end colour MFD in situ and are being toner and machine costs etc. be able to assist dealers in this
recycled process which acts as more adventurous with the So, making a small investment search. Percival: “Antalis offer an
a selling story for dealers: being products that they are trying of printing onto an appropriate audit service, where we go into
able to take large consumers through it.”
to see the mills and how the Secondly, this is being
product is made always has supported by the idea that more
an impact. We can facilitate users are now creating – rather
discussions between mills than just copying – documents,
and consumers to ensure that which means that users are now
the environmental impact is taking an ever keener interest Robert Moore
transparent and understood by in the final appearance of the Group Purchasing
both the consumer and dealer.” colour documents that they Director, SPOT Group
Certainly, Moore agrees, produce. As Moore points out,
the benefits of recycled paper this is creating an increase in
have to be actively sold to demand for higher specification
end-users: “Capitalise on the papers, particularly amongst
compelling environmental professional organisations and
benefits: these do need to be in vertical markets such as the
sold and understood at the insurance, banking and legal
right consumer level! It’s an sectors: “People are taking more

20 BOSS TODAY | April/May 2018