Page 24 - BOSS Today Issue 42

BOSS Today #42 SPECIAL FEATURE

DARRYL BRUNT
FELLOWES BRANDS

Q: Which products do Fellowes environments, SMEs and home meet them. For example, the
offer in the office environments offices. Lotus RT sit/stand is the ideal
sector? solution for office workers who
A: Fellowes offer a comprehensive Q: Who is usually the buyer at end- collaborate with their colleagues
range of workstation ergonomic use level? on a frequent basis, but if an
solutions, such as monitor risers, A: There are a number of individuals end-user’s preference is to work
back supports and foot supports, involved in decision making in with documentation spread on a
and have expanded the range relation to these products, and larger worksurface area, then the
to include sit/stand converters, our experience has taught us that Levado sit/stand desk is the right
monitor arms and a height these are not the usual individual solution.
adjustable desk. who orders office stationery.
Decision makers typically include Q: What product subcategories
Q: Which products in this category Health & Safety Managers, HR, should dealers focus on in 2019?
have done particularly well for IT Managers and Senior Execs/ A: DSE workstation assessments are
you this year and why? Managing Directors. In larger a legal requirement, therefore
A: The trend around active corporations, Wellbeing Officers products linked to a DSE
movement is growing as and Occupational Health/ assessment - such as foot rests,
employees feel the health Ergonomists are also involved in back rests and monitor risers and
benefits of a combination of this. arms - should be a focus.
sitting and standing whilst
working at their desks. This Q: What mistakes do dealers make Q: How will your range in this
has led to our Lotus and Lotus when selling these products? category change next year?
VE range of sit/stand desk A: The first is not talking to A: Fellowes are constantly investing
converters performing very well the right individuals within in the future to make sure that
this year. the organisation: the person our business can evolve as the
responsible for ordering office working environment changes. In
Q: What have been the recent stationery will often just order January 2019 we will launch our
changes or innovations in your the cheapest product and not first sit/stand desk, the Levado,
product range in this category the product that is right for the as well as having plans to increase
and what was the thinking behind individual, so reaching out to the our range of monitor arms and
them? right job roles within a customer other sit/stand solutions.
A: We have built on the initial is key. Secondly it is important
success of the Lotus and Lotus to adopt a solution-based, Q: How can Fellowes support dealers
VE ranges to develop the Lotus consultative, sales approach to in this category?
DX - which includes built-in ensure that the solution being A: Fellowes pride ourselves on
Qi connectivity, USB ports offered meets the specific needs always providing close support
and Microban Anti-microbial of the end user. to the office products dealer
protection - as well as the Lotus community. We encourage
RT, which includes the Tri-motion Q: What advice would you give to dealers to work with Fellowes
system for ultimate flexibility, dealers looking to get into selling Brands to identify the best
making it great for collaborating these products? opportunities and match the
with colleagues. A: Work with your suppliers on right solution with end-users’
product education in order to be requirements. We also provide
Q: What kind of end-users are most seen as a credible specialist in dealers with project support and
likely to buy these products? this area. Understand end-user conduct precision marketing
A: There are a number of end- needs in order to propose the campaigns targeted at end-users
users including large corporate correct product solutions that to create demand.

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