UK Office Supplies, Equipment and Services Industry Outlook to 2010: Supplier Marketing and Sales Strategies and the Impact of Recession and Recovery

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Market	Business Services
Report Type	Market Research
Country	United Kingdom
Published	28 September 2009
Number of Pages	92
Report Delivery	Email
Delivery Lead Time	-
Publisher	ICD Research

UK Office Supplies, Equipment and Services Industry Outlook to 2010: Supplier Marketing and Sales Strategies and the Impact of Recession and Recovery analyzes how office products dealers, resellers and office service providers media spend, marketing and sales strategies & practices and business are being affected by the recession. In an uncertain economic climate this report gives you access to the media channel spending outlooks, media budgets, marketing agency selection criteria, business challenges and sales tactics of office products and service providers. The report also identifies office buyers and suppliers future growth and investment expectations. The research is based on an extensive survey of senior and C-level industry executives from our market leading panels.

Scope

- The opinions and forward looking statements of 134 office product buyers and 86 suppliers have been captured in our in-depth survey
- This report covers data and analysis on media channel spend, marketing and sales practices and industry developments by suppliers to the UK office products and services buyer industry
- The report examines current practices and provides future expectations over the next 12-24 months
- Key topics covered include media spend activity, marketing and sales behaviors & strategies by suppliers to the office products and services buyer industry and how these have been affected by the recession, as well as threats & opportunities, investment outlook and business confidence among both buyers and suppliers.
- In the report buyers identify what suppliers need to do to maintain their business and the key actions being taken by industry players to overcome the leading business threats
- The report provides qualitative analysis of key industry opportunities and threats and contains full survey results
- The geographical scope of the research is UK-wide – drawing on the activity and expectations of leading industry players across the UK

Highlights

- 41% of industry players are looking to increase their marketing expenditure over the next 12 months, with only 36% looking to decrease it
- 31% of industry players are adapting product portfolios or positioning to meet clients cost pressures
- 42% of companies believe that the demonstration of confidence to their customers from increased marketing activity in the current business climate can give their company an edge

Reasons to buy

- Benchmark your sales and marketing plans with industry competitors to effectively determine strategy
- Identify the specific marketing approaches your competitors are using to win business during the recessionary climate
- Better promote your business by aligning your capabilities and business practices with your customer’s changing needs during these times of market uncertainty
- Secure stronger customer relationships by understanding the leading business concerns and changing strategies of buyers in the office products and services industry
- Effectively plan your business strategies
- Predict how the industry will grow, consolidate and where it will stagnate
- Uncover the business outlook, key challenges and opportunities identified by suppliers and buyers in the industry

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£3,796.74	Corporate License Corporate License An electronic version (mostly PDF, but can be Excel or PPT). Where the report(s) is/are intended for use by an organisation in its entirety. For example, if reports are put on an Intranet or if they are distributed or used by more than one office, division, or country operation, then a Corporate Licence is required.

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"1 Table of Contents 2
1.1 List of Tables 4
1.2 List of Figures 6
2 Introduction 8
2.1 What is This Report About? 8
2.2 Methodology 8
2.3 Profile of Survey Respondents 9
3 Executive Summary 14
3.1 The UK Office Supplies, Equipment and Services Industry is Generally Optimistic about Recovery of the Global Economy 14
3.2 Buyers and Suppliers in the Industry Are Not Optimistic About Revenue Growth for their Companies 14
3.3 UK Buyers Will Not be Increasing Marketing Spend on Office Supplies, Equipment and Services over the Next 12 Months 14
3.4 Industry Players Face a Number of Key Challenges Due to the Recession 15
3.5 Suppliers and Buyers Are Adapting Their Marketing and Sales Strategies during Recession and Recovery to Face Immediate Business Concerns 16
4 Economic Outlook & Confidence 17
4.1 The UK Economy Recovery Expectations 17
4.2 Revenue Growth Expectations 20
5 UK Office Products & Services Industry Investment Outlook 23
5.1 Fastest and Slowest Growing Office Product Categories 23
5.2 M&A Activity Predictions 26
5.3 Supplier’s Industry Outlook 27
6 Recession: Threats and Opportunities for the Office Supplies, Equipment and Services Industry 32
6.1 Leading Business Concerns Due to Recession 32
6.2 Key Actions to Overcome Business Threats 37
6.3 Key Actions to Maintain and Win Buyer Business 41
6.4 Leading Recession Related Business Opportunities 49
7 Marketing Spend Activity 54
7.1 Annual Marketing Budgets: Suppliers to the Industry 54
7.2 Expected Change in Marketing Expenditure Levels: Suppliers to the Industry 57
7.3 Change in Expenditure By Media Channel: Suppliers To The Industry 60
7.4 Future Investment in Marketing & Sales Technology: Suppliers to the Industry 64
8 Marketing & Sales Behaviors & Strategies & The Impact Of Recession and Recovery 68
8.1 Key Marketing Aims: Suppliers to the Industry 68
8.2 Marketing & Sales Practices during Recession & Recovery: Suppliers to the Industry 71
8.3 Expected Adaptations to Marketing Activities during Recession & Recovery: Suppliers to the Industry 75
8.4 Critical Success Factors for Choosing a Marketing Agency: Suppliers to the Industry 80
8.5 Marketing Attitudes & Approaches: Suppliers to the Industry 84
9 Appendix 86
9.1 Full Survey Results-Closed Questions 86
9.2 Methodology 91
9.3 Contact Us 92
9.4 About Global Markets Direct 92
9.5 Disclaimer 921.1 List of Tables
Table 1: Count Of UK Office Products & Services Industry Survey Respondents By Company Type (Number Of Respondents), 2009 Industry Survey 9
Table 2: Buyer Respondents By Job Role (% Buyer Respondents), UK Office Products & Services Industry, 2009 10
Table 3: Buyer Respondents By Organisation’s Global Turnover (% Buyer Respondents), UK Office Products & Services Industry, 2009 10
Table 4: Buyer Respondents By Organisation’s Total Employee Size (% Buyer Respondents), UK Office Products & Services Industry, 2009 11
Table 5: Buyer Respondents By Organisation’s Office & Premise Locations In UK & Ireland (% Buyer Respondents), Office Products & Services Industry, 2009 11
Table 6: Supplier Respondents By Job Role (% Supplier Respondents), UK Office Products & Services Industry, 2009 12
Table 7: Supplier Respondents By Organisation’s Global Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 12
Table 8: Supplier Respondents By Organisation's Total Employee Size (% Supplier Respondents), UK Office Products & Service Industry 2009 13
Table 9: UK Office Products & Services Industry Expectations Of UK Economy Recovery Timings By Company Type: Information & Services Office Products Buyers, Business & Industry Office Products Buyers, Office Products Dealers Or Suppliers (% All Respondents), 2009 19
Table 10: Company Revenue Growth Optimism By UK Office Products & Services Industry Company Type: Information & Services Office Products Buyers, Business & Industry Office Products Buyers, Office Products Dealers Or Suppliers (% All Respondents), 2009 21
Table 11: Supplier Company Revenue Growth Optimism In The UK Office Products & Services Industry By Company Turnover (% Supplier Respondents), 2009 22
Table 12: Office Products Dealer Or Supplier Industry: Market Predictions Of The Fastest And Slowest Growing Product Sectors (% Office Products Dealer Or Supplier Respondents), 2009 25
Table 13: Key Growth Areas In The UK Office Products & Services Industry (Analysis Of Supplier Respondents), 2009 29
Table 14: Key Growth Areas In The UK Office Products & Services Industry (Analysis Of CEO/MD/Board Level Supplier Respondents), 2009 30
Table 15: Key Declining Areas In The UK Office Products & Services Industry (Analysis Of Supplier Respondents), 2009 31
Table 16: Key Declining Areas In The UK Office Products & Services Industry (Analysis Of CEO/MD/Board Level Supplier Respondents), 2009 31
Table 17: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer Vs. Office Products Dealer Or Supplier: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services Industry Buyers And Suppliers (% All Respondents), 2009 35
Table 18: UK Office Supplies, Equipment Products and Services: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services By Company Turnover (% All Respondents), 2009 36
Table 19: Most Important Actions Being Implemented To Overcome Leading Business Concerns In 2009-2010 In The UK Office Products & Services Industry (Analysis Of All Respondents), 2009 38
Table 20: Most Important Actions Being Implemented To Overcome Leading Business Concerns In 2009-2010 In The UK Office Products & Services Industry – Senior Level Responses Only (Analysis Of CEO/MD/Board Level Respondents), 2009 39
Table 21: Most Important Actions Being Implemented By Office Products Dealers Or Suppliers To Overcome Leading Business Concerns In 2009-2010 In The UK Office Products & Services Industry (Analysis Of Office Products Dealers Or Suppliers Respondents), 2009 40
Table 22: Most Important Actions Being Implemented By Information & Services Office Products Buyers, Business & Industry Office Products Buyers To Overcome Leading Business Concerns In 2009-2010 In The UK Office Products & Services Industry (Analysis Of Information & Services Office Products Buyers, Business & Industry Office Products Buyers Respondents), 2009 41
Table 23: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2009 44
Table 24: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% Buyer Respondents), 2009 46
Table 25: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Analysis Of Buyer Respondents By Company Turnover (% Buyer Respondents), 2009 47
Table 26: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Analysis Of All Buyer Respondents By Procurement Budget (% Buyer Respondents), 2009 48
Table 27: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Analysis Of All Buyer Respondents By Purchasing Decision Seniority (% Buyer Respondents With Purchasing Decision Influence), 2009 49
Table 28: Leading Business Opportunities During The Recession In The UK Office Products & Services Industry (Analysis Of All Respondents), 2009 50
Table 29: Leading Business Opportunities During The Recession In The UK Office Products & Services Industry – Senior Level Responses Only (Analysis Of CEO/MD/Board Level Respondents),2009 51
Table 30: Leading Business Opportunities For Office Products Dealers Or Suppliers During The Recession In The UK Office Products & Services Industry (Analysis Of Supplier Respondents), 2009 52
Table 31: Leading Business Opportunities For Information & Services Office Products Buyers, Business & Industry Office Products Buyers During The Recession In The UK Office Products & Services Industry (Analysis Of Buyer Respondents), 2009 53
Table 32: Annual Marketing Budget In GBP By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 57
Table 33: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 60
Table 34: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 62
Table 35: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 67
Table 36: Key Marketing Aims Over The Next Year: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 69
Table 37: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 74
Table 38: Expected Adaptations To Marketing Activities During Recession & Recovery By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 78
Table 39: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Office Products & Services Industry, 2009 83
Table 40: Critical Success Factors For Choosing A Marketing Agency By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 84
Table 41: Marketing Attitudes & Approaches - Level Of Agreement With The Following Statements: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 85
Table 42: Full Survey Results-Closed Questions 861.2 List of Figures
Figure 1: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services Industry Buyers And Suppliers (% All Respondents), 2009 16
Figure 2: UK Office Products & Services Industry Expectations Of UK Economy Recovery Timings (% All Respondents), 2009 18
Figure 3: UK Office Products & Services Industry Expectations Of UK Economy Recovery Timings By Company Type: Information & Services Office Products Buyers, Business & Industry Office Products Buyers, Office Products Dealers Or Suppliers (% All Respondents), 2009 19
Figure 4: Company Revenue Growth Optimism In The UK Office Products & Services Industry (% All Respondents), 2009 20
Figure 5: Company Revenue Growth Optimism By UK Office Products & Services Industry Company Type: Information & Services Office Products Buyers, Business & Industry Office Products Buyers, Office Products Dealers Or Suppliers (% All Respondents), 2009 21
Figure 6: Supplier Company Revenue Growth Optimism In The UK Office Products & Services Industry By Company Turnover (% Supplier Respondents), 2009 22
Figure 7: Office Products Dealer Or Supplier Industry: Market Predictions Of The Fastest And Slowest Growing Product Sectors (% Office Products Dealer Or Supplier Respondents), 2009 24
Figure 8: Merger & Acquisition Activity Expectations Over The Next 12 Months In The UK Office Products Dealer Or Supplier Industry (% Office Products Dealer Or Supplier Industry Respondents), 2009 27
Figure 9: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services Industry Buyers And Suppliers (% All Respondents), 2009 33
Figure 10: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer Vs. Office Products Dealer Or Supplier: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services Industry Buyers And Suppliers (% All Respondents), 2009 34
Figure 11: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2009 43
Figure 12: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business During The Recession In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% Buyer Respondents), 2009 45
Figure 13: Annual Marketing Budget In GBP: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 55
Figure 14: Annual Marketing Budget In GBP By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 56
Figure 15: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 58
Figure 16: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 59
Figure 17: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 61
Figure 18: Expected Increase In Expenditure By Media Channel Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 63
Figure 19: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 65
Figure 20: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 66
Figure 21: Key Marketing Aims Over The Next Year: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 69
Figure 22: Most Important Key Marketing Aims Over The Next Year By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Office Products & Services Industry, 2009 70
Figure 23: Most Important Key Marketing Aims Over The Next Year By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 71
Figure 24: Most Rated New Media Channels For New Business Generation: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 72
Figure 25: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 73
Figure 26: Importance Of ROI Metric Types For Measuring Media Campaigns: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 75
Figure 27: Expected Adaptations To Marketing Activities During Recession & Recovery: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 76
Figure 28: Expected Adaptations To Marketing Activities During Recession & Recovery By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 77
Figure 29: Expected Change In Face-To-Face Meetings Over The Next 12 Months: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 79
Figure 30: Expected Change In Face-To-Face Meetings Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009 80
Figure 31: Critical Success Factors For Choosing A Marketing Agency: Office Products Dealer Or Supplier (% Supplier Respondents), UK Office Products & Services Industry, 2009 81
Figure 32: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Office Products & Services Industry, 2009 82"

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