PERIPHERALS
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right level of functionality for the end user. Ergonomics solutions with a minimum five- year warranty, that are independently tested to meet EU Health & Safety legislation help justify these purchases.” Steve adds that resellers need to think differently. “For a reseller, if you accept the current situation is now normal, you've got to think a little bit cleverer in how you get to sell to those people and do something especially for them, because if they're based at home, do you deliver to their home or do you arrange that a certain day a week, you'll make deliveries into the office so people can come and pick their stuff up,” says Steve. “You just got to think a little bit differently. “For example, a lot of our dealers are trained on how to set desks up. They can have a chat with the employer about that – perhaps they need help in making sure that their staff who are at home are kitted out correctly and have the desk set up correctly and they can help with that.” Steve adds that while there was a trend a couple of years ago towards employees working from home buying more premium products, as hybrid arrangements have taken over, so the office has regained more control over what is bought. “The employer says there no need to get stuff on expenses anymore as there is plenty in the stationary cupboard and you can help yourself to whatever you need to take home, which maybe isn’t the branded stuff,” he says. Ongoing demand Demand for peripherals has been constant, and this looks likely to continue. “While the pandemic seems like an age ago now, a lot of businesses and hybrid workers are still fathoming out exactly how much time they want to spend working at home and remotely,” Ross adds. “That’s kept demand for peripherals products moving as has the ongoing updating and swapping out of equipment. “Peripherals are definitely a good source of revenue potential for partners and all they really need to do is ask customers about their hybrid working needs. If you can delve a little deeper into the way that an organisation is trying to get the best from its hybrid workers – and the challenges of doing that – you can uncover all kinds of potential. Running a focused marketing campaign is also a good idea and we can provide partners with access to some good resources that will help them to do that.”
Mark adds that peripherals that boost wellbeing are an investment. “The average ROI on spend on occupational health is 200% plus,” he says. “A day of absence for the average worker costs c. £500 – £1000, wellbeing helps reduce sick days and avoid labour workforce shortage “Wellbeing is also linked to success: employees who feel physically and mentally well are more engaged and perform better in their roles.” David adds that sometimes resellers need to remember that every item sold is an opportunity to upgrade to a package. “Such as including a monitor arm with a monitor, and likewise for a laptop, a laptop stand can increase the overall value of the basket,” he says. “Resellers are best placed to maximise these opportunities when they are partnered with a reputable vendor that can support them in confidently communicating the broader benefits of these additional items.” Reseller conversations David adds that resellers should highlight the legal requirements in place to ensure staff are working healthily and productively wherever their work is based. “The nature of hybrid working means that employers now need to ensure that they are undertaking regular workstation risk assessments for home-based workers as well as office-based workers under EU Directive 90/270/EEC,” he says. “Small investments in good quality ergonomic accessories that are built to last can pay high dividends in the long run, in terms of staff morale and productivity, wellbeing and levels of absenteeism – up to 8.9 million working days are lost annually due to work related musculoskeletal disorders. “In a competitive market, it’s essential for resellers to communicate the benefits of investing in quality products that offer the
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The nature of hybrid working means that employers now need to ensure that they are undertaking regular workstation risk assessments for home-based workers.
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Rachel Rothwell senior regional director UK & Ireland
zyxel.com
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