Page 22 - BOSS Today Issue 42

BOSS Today #42 SPECIAL FEATURE

ELISABETE WELLS
ACCO UK LTD

Q: Which products do ACCO offer in the thinking behind them? Q: What advice would you give to
office environment sector? A: Flexible workspaces will have dealers looking to get into selling
A: Kensington’s extensive portfolio of multiple laptop users with different these products?
award-winning products constantly requirements and devices that need A: Their sales force must understand
aims to provide innovative solutions to share a single docking station. the end-user pain points, know
for our customers’ flexible working Kensington’s new SD4700P Universal each product’s benefits, and
needs, and includes SmartFit® sit/ Docking Station offers USB-C™ and focus on ‘preventative sales’ (ie
stand desks, workstations and USB 3.0 connectivity in one dock. selling products that help the user
universal docking stations. prevent problems from occurring).
Q: What kinds of end-users are most They should lean on the right
Q: Which products in this category have likely to buy these products? manufacturers to get all the training
done particularly well for you this A: Those with an interest in health and marketing materials they need
year and why? and wellbeing, those implementing to sell the right products to the right
A: Kensington’s SmartFit® system lets a flexible working strategy, and end-users.
each individual easily customise their those with specific physical working
work environment to get accurate requirements. Also, early technology Q: What product subcategories should
adjustments and maximum comfort adopters and those who work ‘on dealers focus on in 2019?
in order to help prevent injury. the go’ and require fast, flexible A: Any products that keep employees
Our best-selling products use the connectivity solutions. active, alert, healthy and productive
SmartFit® system, including the should continue to be a focus in
Kensington® SoleMate™ Comfort Q: Who is usually the buyer at end-use 2019.
Footrest, Kensington® Flat Panel level?
Monitor Stand and the Kensington® A: Often, due to the affordable price Q: How will your ranges in this category
SmartFit® Conform™ Back Rest. We points of some products, many end- change next year?
have also seen significant growth in users will purchase these themselves. A: We will continue to accommodate to
the Kensington® SmartFit® Sit/Stand Other buyers are usually HR business changing working environments and
Workstation, which allows users to Partners, Facility Managers or devices as customers’ requirements
adjust its articulating arm to the ideal Occupational Health Officers, while, evolve.
comfort position and to smoothly for connectivity products, the buyer
transition it from sitting to standing is likely to be an IT Purchase Manager. Q: How can ACCO support dealers in
via a ‘quick release’ handle. this category?
Q: What kind of dealer is most adept at A: We can help train our channel
Q: What have been the recent changes exploiting the opportunities in this partners and provide range
or innovations in your product range category? recommendations, product
in this category and what was the A: Any dealer can expand their sales information and marketing tools.
into this category; they are a natural
extension to traditional office
products.

Q: What mistakes do dealers make
when selling these products?
A: A ‘one solution fits all’ approach is
not the answer, because we are not
all physically identical. Our unique
SmartFit® system allows end-users
to easily customise their work
environment for maximum comfort.

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