UK Office Supplies, Equipment and Services Industry Outlook to 2010: Buyer Spend and Procurement Strategies and the Impact of Recession and Recovery

• 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 buyer spend, procurement and industry developments by office product and service buyers, dealers and resellers across the UK
• The report examines current practices and provides future expectations over the next 12-24 months
• The research is based on primary survey research conducted by Global Markets Direct in association with ICD Research accessing its B2B panels comprised of senior purchase decision makers and leading supplier organizations
• Key topics covered include buyer spend activity, procurement behaviors & strategies and how these have been affected by the recession, threats & opportunities for the office products and services industry, economic outlook and business confidence.
• 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 the key industry threats and opportunities 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

• 45% of UK offices expect to reduce their purchasing of office products and services over the next 12 months, compared to only 26% expecting to boost spending, however the market open to competition is likely to increase as buyers expect to increasingly review their existing contracts
• 27% of industry buyers are seeking to engage in partnerships to optimize working capital and reduce costs - closer cooperation between suppliers and buyers is being sought during this time of market uncertainty
• Only 20% of industry buyers do not regularly evaluate suppliers to ensure they meet high ethical and environmental standards

• Drive revenues by understanding future product investment areas and growth regions by leading industry players
• Formulate effective sales & marketing strategies by identifying how buyer budgets are changing and where spend will be directed to in the future
• 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

1 Table Of Contents

1.1 List of Tables

1.2 List Of Figures

2 Introduction

2.1 What is This Report About?

2.2 Methodology

2.3 Profile of Survey Respondents

3 Executive Summary

3.1 The UK Office Supplies, Equipment and Services Industry is Generally Optimistic about Recovery of the Global Economy

3.2 Buyers & Suppliers in the Industry Are Not Optimistic About Revenue Growth for their Companies

3.3 UK Buyers Will Not be Increasing Spend on Office Supplies, Equipment and Services over the Next 12 Months

3.4 Industry Players Face a Number of Key Challenges Due to the Recession

3.5 Suppliers Must Update Their Knowledge Of Buyer Needs During The Periods Of Recession And Recovery

4 Economic Outlook & Confidence

4.1 The UK Economy Recovery Expectations

4.2 Revenue Growth Expectations

5 UK Office Products & Services Industry Investment Outlook

5.1 Fastest and Slowest Growing Office Product Categories

5.2 M&A Activity Predictions

5.3 Supplier’s Industry Outlook

6 Recession: Threats and Opportunities for the Office Supplies, Equipment and Services Industry

6.1 Leading Business Concerns Due to Recession

6.2 Key Actions to Overcome Business Threats

6.3 Key Actions to Maintain and Win Buyer Business

6.4 Leading Recession Related Business Opportunities

7 The UK Office Products and Services Industry Buyer Spend Activity

7.1 Annual Procurement Budgets

7.2 Expected Change in Procurement Spend

7.3 Expected Change in Spend by Product and Service Category

7.4 Sales Channels Used for Purchasing Office Products and Services

8 Procurement Behaviors & Strategies & The Impact Of Recession and Recovery

8.1 Critical Success Factors for Supplier Selection

8.2 Current Effects of Recession on Procurement Objectives

8.3 Expected Future Effects of Recession on Procurement Objectives

8.4 The Effects of Recession on Procurement Strategy

9 Appendix

9.1 Full Survey Results-Closed Questions

9.2 Methodology

9.3 Contact Us

9.4 About Global Markets Direct

9.5 Disclaimer

1.1 List of Tables

Table 1: Count Of UK Office Products & Services Industry Survey Respondents By Company Type (Number Of Respondents), 2009 Industry Survey

Table 2: Buyer Respondents By Job Role (% Buyer Respondents), UK Office Products & Services Industry, 2009

Table 3: Buyer Respondents By Organisation’s Global Turnover (% Buyer Respondents), UK Office Products & Services Industry, 2009

Table 4: Buyer Respondents By Organisation’s Total Employee Size (% Buyer Respondents), UK Office Products & Services Industry, 2009

Table 5: Buyer Respondents By Organisation’s Office & Premise Locations In UK & Ireland (% Buyer Respondents), Office Products & Services Industry, 2009

Table 6: Supplier Respondents By Job Role (% Supplier Respondents), UK Office Products & Services Industry, 2009

Table 7: Supplier Respondents By Organisation’s Global Turnover (% Supplier Respondents), UK Office Products & Services Industry, 2009

Table 8: Supplier Respondents By Organisation's Total Employee Size (% Supplier Respondents), UK Office Products & Service Industry 2009

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

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

Table 11: Supplier Company Revenue Growth Optimism In The UK Office Products & Services Industry By Company Turnover (% Supplier Respondents), 2009

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

Table 13: Key Growth Areas In The UK Office Products & Services Industry (Analysis Of Supplier Respondents), 2009

Table 14: Key Growth Areas In The UK Office Products & Services Industry (Analysis Of CEO/MD/Board Level Supplier Respondents), 2009

Table 15: Key Declining Areas In The UK Office Products & Services Industry (Analysis Of Supplier Respondents), 2009

Table 16: Key Declining Areas In The UK Office Products & Services Industry (Analysis Of CEO/MD/Board Level Supplier Respondents), 2009

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

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

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

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

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

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

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

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

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

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

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

Table 28: Leading Business Opportunities During The Recession In The UK Office Products & Services Industry (Analysis Of All Respondents), 2009

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

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

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

Table 32: Office Products & Services Annual Procurement Budgets In GBP: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK Office Products & Services Industry 2009

Table 33: Expected Change In Overall Procurement Spend Over The Next 12 Months: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK, 2009

Table 34: Expected Change In Spend On Office Products & Services Over The Next 12 Months: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK, 2009

Table 35: Future Change In Spend On Office Products & Services By Product Category: Information & Services Office Products Buyer - Expected Increase Or Decrease Over The Next 12 Months (% Information & Services Office Products Buyer Respondents), UK, 2009

Table 36: Future Change In Spend On Office Products & Services By Product Category: Business & Industry Office Products Buyer - Expected Increase Or Decrease Over The Next 12 Months (% Business & Industry Office Products Buyer Respondents), UK, 2009

Table 37: Sales Channels Used For Purchasing Office Products & Services: Information & Services Office Products Buyer (% Information & Services Office Products Buyer Respondents), UK, 2009

Table 38: Sales Channels Used For Purchasing Office Products & Services: Business & Industry Office Products Buyer (% Business & Industry Office Products Buyer Respondents), UK, 2009

Table 39: Sales Channels Used For Purchasing Office Products & Services By Buyer Company Turnover (% All Buyer Respondents), UK, 2009

Table 40: Critical Success Factors For Selecting A Office Products & Services Industry Supplier: Buyer Vs. Supplier Comparison (% All Respondents), UK, 2009

Table 41: Current Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009

Table 42: Current Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry By Company Turnover (% All Buyer Respondents), 2009

Table 43: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009

Table 44: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession: All Buyers By Company Turnover (% All Buyer Respondents), 2009

Table 45: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession: All Buyers By Purchasing Decision Seniority (% All Buyer Respondents Purchasing Decision Influence), 2009

Table 46: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession: All Buyers By Region (% All Buyer Respondents), 2009

Table 47: Information & Services Office Products Buyer Attitudes & Approaches To Existing Procurement Practices: Level Of Agreement To The Following 5 Statements (% Information & Services Office Products Buyer Respondents), 2009

Table 48: Business & Industry Office Products Buyer Attitudes & Approaches To Existing Procurement Practices: Level Of Agreement To The Following 5 Statements (% Business & Industry Office Products Buyer Respondents), 2009

Table 49: Full Survey Results-Closed Questions

1.2 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

Figure 2: UK Office Products & Services Industry Expectations Of UK Economy Recovery Timings (% All Respondents), 2009

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

Figure 4: Company Revenue Growth Optimism In The UK Office Products & Services Industry (% All Respondents), 2009

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

Figure 6: Supplier Company Revenue Growth Optimism In The UK Office Products & Services Industry By Company Turnover (% Supplier Respondents), 2009

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

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

Figure 9: Leading Business Concerns For The Period 2009-2010 Among UK Office Products & Services Industry Buyers And Suppliers (% All Respondents), 2009

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

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

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

Figure 13: Office Products & Services Annual Procurement Budgets In GBP: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK Office Products & Services Industry 2009

Figure 14: Office Products & Services Annual Procurement Budgets In GBP By Buyer Company Turnover (% All Buyer Respondents), UK Office Products & Services Industry 2009

Figure 15: Expected Change In Overall Procurement Spend Over The Next 12 Months: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK, 2009

Figure 16: Expected Change In Overall Procurement Spend Over The Next 12 Months By Buyer Company Turnover (% All Buyer Respondents), UK, 2009

Figure 17: Expected Change In Spend On Office Products & Services Over The Next 12 Months: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK, 2009

Figure 18: Expected Change In Spend On Office Products & Services Over The Next 12 Months By Buyer Company Turnover (% All Buyer Respondents), UK, 2009

Figure 19: Future Change In Spend On Office Products & Services By Product Category: Information & Services Office Products Buyer - Expected Increase Or Decrease Over The Next 12 Months (% Information & Services Office Products Buyer Respondents), UK, 2009

Figure 20: Future Change In Spend On Office Products & Services By Product Category: Business & Industry Office Products Buyer - Expected Increase Or Decrease Over The Next 12 Months (% Business & Industry Office Products Buyer Respondents), UK, 2009

Figure 21: Future Change In Spend On Office Products & Services By Product Category: Expected Increase Over The Next 12 Months: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), UK, 2009

Figure 22: Future Change In Spend On Office Products & Services By Product Category Among All Buyers By Company Turnover: Expected Increase Or Decrease Over The Next 12 Months (% All Buyer Respondents), UK, 2009

Figure 23: Sales Channels Used For Purchasing Office Products & Services: Information & Services Office Products Buyer (% Information & Services Office Products Buyer Respondents), UK, 2009

Figure 24: Sales Channels Used For Purchasing Office Products & Services: Business & Industry Office Products Buyer (% Business & Industry Office Products Buyer Respondents), UK, 2009

Figure 25: Critical Success Factors For Selecting A Office Products & Services Industry Supplier: Difference In Views, Buyers Vs. Suppliers (Net Difference In Ranking), UK, 2009

Figure 26: Critical Success Factors For Selecting A Office Products & Services Industry Supplier: Buyer Vs. Supplier Comparison (% All Respondents), UK, 2009

Figure 27: Current Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry (% All Buyer Respondents), 2009

Figure 28: Current Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009

Figure 29: Likelihood Of Future Change In Procurement Objectives In The UK Office Products & Services Industry (% All Buyer Respondents), 2009

Figure 30: Likelihood Of Future Change On Procurement Objectives In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009

Figure 31: Likelihood Of Future Change On Procurement Objectives In The UK Office Products & Services Industry By Company Turnover (% All Buyer Respondents), 2009

Figure 32: Expected Future Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry (% All Buyer Respondents), 2009

Figure 33: Expected Future Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009

Figure 34: Expected Future Effects Of Recession On Procurement Objectives & Priorities In The UK Office Products & Services Industry By Company Turnover (% All Buyer Respondents), 2009

Figure 35: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession (% All Buyer Respondents), 2009

Figure 36: Expected Changes In Procurement Strategy In The UK Office Products & Services Industry To Drive Value Across The Business Due To Recession: Information & Services Office Products Buyer Vs. Business & Industry Office Products Buyer (% All Buyer Respondents), 2009