The back-to-school season is a busy time for dealers that work with the education sector, but there are opportunities for consistent sales all year round
For dealers that work with primary and secondary schools, the ‘back to school’ season provides a welcome spike in sales in the summer, as many schools look to replenish their stocks of equipment ahead of the new school year starting in early September – or August in Scotland.
But educational establishments – primary through to university and further education – have varying needs throughout the year, and dealers should be alive to these and talking to education providers about what they can do for them and maximise sales opportunities throughout the year.
As Rob Harradine from Mitsubishi Pencil Co UK Ltd notes, student creativity, confidence building and engagement is key all year round. This assertion he bases on feedback from customers. “This message has to be reinforced at the start of every term and, from what we hear, it’s important at all educational stages,” he says.
Rob adds that arts and crafts products are particularly high on the agenda for schools. “Not just in a traditional sense but as a method for exploring a range of subject matters in a more creative, immersive way. Again, this is across the board.
“We’ve been told that creative, colourful activities motivate both primary and secondary pupils to engage more fully with the learning process. Plus, it’s also reported that working in this manner can build student confidence. This is particularly pertinent when building up to the exam period.”
Rob adds that interactive and participatory group activities are also becoming more popular again post-COVID, which means there are opportunities for providing tubs of crayons, pencils etc that can be used by students as they work together.
PRACTICALITY AND VALUE FOR MONEY
But while education providers are promoting creative activities, budgets for many are still tight and resources have to be carefully allocated, and dealers have to be mindful of this in the products they promote to them. Schools are looking for a mixture of practicality, value for money and safety.
In terms of practicality, there are ranges of pens that allow students to paint without the mess of water and brushes. Also, many paints are now water-based, odourless and made without alcohol or solvents, which means they are safe to use in the classroom. These are all selling points that dealers should make.
With regard to value for money, Rob says that pens that be can use on different surfaces – and therefore in a wide range of educational projects – are popular options for schools. “This also means establishments can use them in artistic displays such as murals and for use in after school clubs,” he adds.
The value for money conversation should also include longevity. Some products are cheaper but can be of inferior quality and therefore don’t last as long as more premium products, so while they may cost more up front, they end up being better value in the long run.
Schools are looking for a mixture of practicality, value for money and safety
OPPORTUNITIES IN FURNITURE
But it isn’t just about the equipment that children and young people use, dealers should also consider opportunities to supply different types of furniture, especially as the way students learn is evolving and different methods of learning are embraced and facilities need to reflect this.
“The education sector needs to cater for more pupils and students in a varied array of education environments that support different approaches to learning,” says Simon Howorth from Dams. “As a result, the need for quality solutions tailored to meet the needs of education environments is growing, as is the potential to capture a piece of that market.”
Simon adds that the way students learn at primary and secondary level continues to be a process of evolution, and the design of new school buildings needs to reflect this and provide facilities that can change with the times.
“Secondary schools and colleges are developing closer links with business, increasing their focus on the use of technology and pioneering more vocational approaches to teaching, all of which is affecting the furniture they need.
“Meanwhile, the university sector is seeing massive levels of investment as institutions compete for fee-paying UK students and the lucrative overseas market by enhancing their campuses and facilities, along with their courses.”
All this means there are plenty of opportunities for dealers, and manufacturers are taking into account the evolution of teaching into their product range, and designing furniture such as seating, tables and storage solutions specifically for schools and colleges, according to Simon.
Likewise, there are opportunities for universities to provide furniture for campus classrooms, which, like offices are evolving to reflect the increasing use of technology and the trend for breakout and social spaces.
CONCLUSION
As Simon and Rob have said, there are many opportunities for dealers in the education sector across the calendar year. Stocks will need to be replenished, especially with creative supplies. Dealers should be aware that value for money is paramount for schools, and salespeople need to push the notion that more expensive products can prove to be cost effective in the long run.
Also, the market continues to evolve, which means there are opportunities not just in traditional stationery supplies. Schools and colleges are reconfiguring their spaces post-COVID and will continue to, and dealers should be there at the start of the conversation to help them find the right furniture solutions.
Be the first to comment