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“...multiple
payments
aren’t there
anymore.”
Print.IT Reseller
events
14
Ball maintains that it’s absolutely
in the industry’s best interests to
collaborate, stressing that this is
not a Spicers initiative (if it does
happen, the event will be organised
by an independent third party), but
one ‘that’s designed to unite and
showcase what this great industry
has to offer’.
He said the recent news that Hamelin
is to close four production sites in Europe
as part of a business-wide reorganisation
project spurred him on. “Money is tight
– businesses in every industry are cutting
costs and reducing headcount and the
office products sector is no exception.
“The industry is becoming more and
more fragmented and everyone is closing
down in bunkers. Long-term it’s not
sustainable to carry on as we’ve always
done. I am firmly of the view that we need
a bigger voice and better cohesion. The
climate and demand is right for a single
all-industry event that would be held over
two days.”
In 140 characters
So, having planted the idea to BOSS board
members, Ball opened up the debate to
a wider audience via Twitter. And what
a debate that was, including whether it
should be a joint wholesalers show – Ball
believes that all parties should be involved
to give it real impact.
The matter of whether it would be
too big and dilute the identity that group
members get from their conferences
was raised. Again, Ball pushed this back,
arguing that each of the dealer buying
groups would have individual break-outs
enabling them to retain some of the
elements of a members-only forum.
Mike James of Dundale Associates
joined in the debate tweeting: “A single
independent industry event could work
and benefit all sectors as we all have the
economy as our main competitor.”
Single exhibition
There was understandably a cooler
reception from the buying groups. But Ball
insists that a single exhibition could work
for all parties, with buying groups and
wholesalers holding specific seminars for
their members and partners alongside the
main exhibition hosted in a single venue.
The option to build in the annual BOSS
Awards as part of the same event is also
being considered.
“I recognise that many wholesalers
and buying groups rely on conferences
and shows to stimulate interest and also
funding, but in these difficult times all
could be accommodated. Manufacturers
are finding the market tough at the
moment and the multiple payments are
just not there anymore.”
Such is Ball’s conviction that this is
Better collaboration
the way forward that he’s prepared to put
his money where his mouth is. Spicers’
suppliers are contractually obliged to
pay to exhibit at the wholesaler’s annual
show in December and Ball said that if
the single event was confirmed for 2014
Spicers would remove that obligation from
its trading agreements, freeing up vendors
to invest in the new all-industry event. He
added that Spicers would also take a stand.
Positive responses
A call to action for dealer groups,
manufacturers, agents, wholesalers and
distributors to contact him via email
with their support yielded some really
positive responses. “A couple of the dealer
groups including Nemo and Superstat
are on board, as are a large number of
manufacturers including Fellowes, Pilot,
Bunzl, Staedtler and Newell Rubbermaid.
The idea has also been well received by the
dealer community with companies including
Yes2, Commercial, Wiles Greenworld and
Egan Reid confirming their support.”
Ball said that some vendors who
currently don’t supply to Spicers, such as
AF International, have also responded
positively and that the initiative could
potentially open up opportunities with new
vendors globally. “I received an email from
the VP of Sales at Saunders USA Ltd saying
that they were looking for distribution
partners in the UK and Ireland. The
opportunity to meet all of the industry’s
main players at one venue would be a
strong pull for them.”
Clearly an event of this type takes
organisation and support. The next step is
to arrange a meeting to thrash out the idea
in more detail. If there is sufficient support,
Ball said he would work with an organiser
to deliver it, hopefully in Spring 2014.
www.spicers.co.uk
When Alan Ball, Spicers
CEO and BOSS Chairman,
first suggested that office
products wholesalers,
distributors and
manufacturers should
agree on staging a single
all-industry conference
and exhibition in 2014
the response in the BOSS
boardroom was muted.
Alan Ball, CEO, Spicers
and Chairman, BOSS
01732 759725