PERIPHERALS
Peripherals to the fore Peripherals can easily be overlooked by resellers and dealers, but there are opportunities to be had and they can add to the bottom line, especially in the era of hybrid working
The way people work was changed irrevocably in 2020, when the COVID-19 pandemic made many people homeworkers overnight. It also shone a light on the peripherals that people can need for a home office, many of which are tech-based, which could be ignored by dealers or resellers in favour of products with a traditionally higher margin. But while there was the initial spike of orders during the first and second lockdowns, demand for peripherals has remained solid – and this is expected to continue. “Where working at home was once a temporary measure for many it is now a permanent arrangement with equipment bought to get through the COVID pandemic no longer up to the job,” says Tim Beaumont, managing director of dealer group Nemo Office Club. “High quality headphones, improved webcams, USB adaptors and mobile phone chargers are now all being added to the mix to turn the home workspace into a more practical office.” Identify add-on sales Tim warns that dealers should not miss out on these opportunities – and seek help if they are not familiar with them. “These technology
peripherals are more likely to be overlooked by dealers as they are often less familiar and constantly upgrading – it is a step-up from selling punched pockets with a file or a chair mat with a chair. With the opportunities being less obvious, dealers are looking for more support from their dealer group and supply partners to become aware of trend changes and to identify add-on sales. “Dealers have become familiar with supporting ergonomics in the workplace, the same opportunity applies to homeworkers and the need to make employers aware of their obligations to provide the right tools for job. Just as top brands spent big on creating an enticing work environment to attract the best employees, the same now applies for the homeworker. “A generation of staff that have become accustomed to working from home will be looking at employers that provide the best equipment and support for their home office, often with cost not at the forefront of the decision-making – a good reason for dealers to familiarise themselves with the upgrade, upsell, add-on and cross-sell opportunities of the new look workplace.” For instance, one trend that is developing in the channel is a move towards providing SMEs and home/hybrid workers ‘subscription’ packages that offer printers, ink, parts and maintenance on a monthly fee, based on expected number of pages printed. “No finance agreements or complicated calculations as with traditional print management – a simple solution that works at home or in the office,” he explains. “With hybrid working here to stay, there is no reason why this trend will not expand to other peripherals, offering individual homeworking employee bundles including input devices, mobile chargers, USB portals and portable hard drives, for example.” Focus on quality Jon Grundy, head of AV Solutions at Exertis, adds that there is also more of a focus on the quality of the peripherals being bought.
TIm Beaumont managing director Nemo Office Club
nemoofficeclub.co.uk
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