Page 9 - BOSS Today Issue 49

SPECIAL REPORT BOSS Today #49

t would be no exaggeration to say non-range stock in their inventories,
Ithat schools have had a turbulent should demand not materialise.
2020 so far: they were effectively shut Furthermore, sales of core paper
down in England by the government stationery products through the specialist
on March 20th (except to cater for a education channels (eg Findel, KCS, YPO,
few vulnerable children and those of ESPO etc) appear to have recovered from
some key workers) due to the COVID-19 the impact of lockdown, as Nick Gosling,
outbreak, and parents were advised to Managing Director of Victor Stationery,
teach their children at home, supported explains: “Broadly, our education business “The bulk orders from the
– where possible – by resources devised is ahead of last year right now. The bulk education specialists didn’t
and sent out (either electronically or in orders from the education specialists
some cases in physical ‘work packs’) by didn’t change – they are just being change – they are just being
the school. Even at the time of writing, ordered by the schools later in the year.” ordered by the schools
their reopening in September remains a later in the year.”
controversial prospect. Kicking The Can Down The Road
What has been the result of all this Indeed, this time shift has been one
turmoil and uncertainty for the annual of the main results of the uncertainty Nick Gosling, Victor
‘Back To School’ (BTS) season? of 2020 on the BTS market. Usually, Stationery
Perhaps unsurprisingly, Andy Hales, the educational channel resellers buy
General Manager of Zebra Pen UK, classroom stationery in bulk between
believes that volumes through retail October and March/April in preparation
channels have been “better than for the new school year ahead, with the
expected. When the COVID crisis started, items then going into schools during
we expected to have a significant (c25%) the BTS ‘peak period’ of June, July
downturn in BTS volumes but, as time and August. However, this year, these
has progressed, we have managed to ship timescales were shifted back, as Gosling
over 100% of our expected forecast for explains: “There was a significant shift
BTS.” in the phasing of the ‘peak period’ to
One reason for this is that the grocery later in the year. As soon as lockdown
multiples are reported to have increased happened, demand for classroom
the amount of space allocated to BTS stationery declined by anything from
this year and have maintained their 70-80%: demand began to move
predetermined BTS strategy of taking positively in June and July has been
more range lines (and discounting better than everybody thought it would
them, often using a successful ‘half be. Everybody is now anticipating a huge
price’ promotional strategy) rather than spike for September, because the schools
ordering special buys, thereby of course want to get all their children back in
minimising the risk of having unwanted before receiving their orders.”

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