PAPER
CONTINUED
Tips for resellers But while there is a range of sustainable paper available, it is important that vendors and resellers understand the priorities of their business customers, says Duncan. “For example, we have worked hard to respond to the demand for recycled paper among our customers,” he says. “Canon’s Recycled White Zero paper is made from 100% post- consumer paper waste, meaning customers using this paper can be assured that they are contributing to a more circular economy.” Steve adds that customers, particularly those concerned with sustainability, now want to know where their paper is coming from, and dealers should push the sustainability credentials of the paper they have – even if its costs more than less sustainable paper. “Within our group, some dealers are winning new customers because of their sustainability credentials,” he says. “The customer is saying to them, ‘Where are you on your sustainability journey? We need you to prove it to us, show us where you are getting your product from? How does it get to market? What’s the carbon emissions? That’s where you can do your story with your paper. One of our dealers is a long way down the road on sustainability and doesn’t even talk to them about product. His opening gambit is normally, “I don’t want to talk to you about products. I'm here because we need to about the Net Zero sustainability journey.” Another way for dealers to sell paper is to reestablish it as a premium office product, Paul says. “Something that has a story to tell that stretches way beyond the unit price,” he says. “Resellers need to be able to understand what applications the customer is running and present the correct solution as papers have different qualities to match the job in hand. Is it an email you are printing, an external letter or a full colour document? Without this expertise, opportunities can and will be lost, whereas presenting the right solution will position the account manager as a paper consultant, building trust and loyalty with the customer.” Ian Kindness, head of sales at Calington UK, adds that resellers should have a supplier code of conduct. “One that covers ethics and labour practices, for example,” he says. “Resellers should ensure they have a list of questions to ask suppliers that covers everything from the source to the end of life i.e. from well managed raw material/fibre, lifecycle analysis to how the consumer would dispose of it and any certifications that the
packaging may hold. “Speak with suppliers to understand how sustainability is a core part of their business and how it relates to the raw material, production and finished product [including] visit the supplier to carry out their own due diligence.” Future With sustainability becoming increasingly important to customers, future innovations in the paper market will revolve around paper products that compensate emissions at every stage of the product lifecycle, says Duncan. “Encouraging businesses to look beyond their own walls and consider the sustainability of the wider supply chain,” he says. “In this way, we believe that climate compensated paper will define the future of the print industry and will be a key differentiator for resellers and businesses across the channel. “To achieve greater sustainability across their operation, it is important for businesses to partner with vendors and resellers that share their sustainable priorities. Canon’s commitment to sustainability, makes us a trusted provider as we work alongside our channel partners to deliver on shared sustainability goals.” Steve adds that with more people going back to the office, it should mean that use of paper goes back up again in the months to come. “We’ve got dealers that take a full container of paper every couple of months, which is 54 pallets and a pallet has 200 reams of paper, and they’ll sell it in a couple of months. When you go back to lockdown, that would have lasted probably six months, so you can see it’s starting to take effect.” Although he adds that there are still some concerns in the sector. “Paper coming from Asia is being diverted away from the Red Sea,” he says. “That’s already having a £50 a tonne surcharge put on it because it’s got to sail longer to get round into Europe. Because of that, the pressure is then on the European mills to produce more. They’re at maximum production from what I gather. There’s concern about where that will lead.” While that may be a concern, there are nevertheless plenty of opportunities for resellers when selling paper, and there is a margin to be made with sustainable and premium quality papers.
Duncan Smith country director, production, UK&I
canon.co.uk
With sustainability becoming increasingly important to “
customers, future innovations in the paper market will revolve around paper products that compensate emissions at every stage of the product lifecycle.
”
24
Powered by FlippingBook