New
methods of trading with merchants
At Slater
Harrison, we recognise the contribution that the paper merchants and distributors
make to our success. In some markets, such as framing, we rely on them
entirely for sales to end users.
Traditionally, merchants stocked a wide range of products purchased from
many different manufacturers, enabling end users to purchase in the small
quantities that manufacturers were unable to service. This has changed
in recent times, as the paper merchants are under pressure for space.
Merchants are destocking, holding smaller quantities of fewer lines, which
unfortunately reduces the choice for end users and erodes
the benefit to manufacturers.
Slater Harrison is addressing this trend in two ways. Firstly, we are
planning to help merchants by creating demand for our products through
promotion to end users. The first product range to benefit from this approach
will be Centura Pearl, for which we have planned an advertising and PR
campaign for the first quarter. Leads generated will be passed on to merchants
and results will be monitored to ensure that the activity is worthwhile.
In addition, we have changed the terms under which we deal with the paper
merchants. As we become more specialised in our business approach, we
are focusing on adding value to our product offering, rather than simply
selling as a commodity product where volume is prized above value. The
new terms of business will benefit those merchants that work with us to
grow our business and therefore their own.
We are also actively looking for new stockists for our growing product
range. Very few merchants stock our Centura Pearl products, for example,
despite increasing demand and high profit margins. We hope that our activity
in 2002 will change all that.
Educraft
growing in a roundabout wayWith 30% of our total flat sheet product now sold in assorted packs, our finishing department is getting busier and busier with the resulting collation required.
Whilst the carousel may look like something from Victorian times, it is actually an extremely efficient method of collating assorted packs. Many of our assorted packs are collated by machine but, for the larger sheet sizes, hand collation using this rotating wheel is more cost-effective.
There has been a tremendous increase recently in demand for assorted packs. Within our Educraft range, for example, we now sell more than £0.5m worth of assorted flat sheet product each year. David Walker, the Development Manager for Education, remains unsurprised at the growth. He says, “It is very helpful for teachers to be able to purchase mixed packs as they can be creative in their lessons without spending too much money. We have developed some really interesting assorted packs for schools, such as the School Mounting Pack, which contains assorted paper and oversize card, enabling pupils to create and mount their own work. We try to work with educational stockists to develop packs that will give teachers ideas. Our Seasonal Packs, for example, contain assorted colours of paper and card according to the season. This is brilliant for arts and crafts teachers.”
The finishing department is managed by Stuart Wadsworth, who has been with Slater Harrison for seven years. He says, “Everybody enjoys working on the carousel, as it combines a valuable, profitable service with the sociable side of working in the Mill.
Lowerhouse Mills, Bollington, Macclesfield, Cheshire SK10 5HW England
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