There's a "real level of concern regarding the strategy, approach and focus of existing [office product] wholesalers", says Gem Distribution.
The company announced it will begin supplying office products last month. It says this was due to a market survey it conducted, which found that over 70 per cent of resellers are interested in working with a new partner.
In an interview with PCR, commercial director Anthony Haworth said: "Our interest in the office products market was sparked by enquiries and requests for support from vendors and resellers since I moved to Gem.
"12 months ago this was not on our agenda. However, in response to the enquiries we conducted an extensive market survey in early 2013, and it quickly became clear that resellers were craving an alternative supplier option.
"The findings of our survey were overwhelming, with over 70 per cent of those resellers interviewed interested in a new partner. Resellers were very vocal about their frustrations and what they wanted from a supply partner. Clear and transparent pricing, a non-competing partner, exceptional service and a true partnership approach were all high on reseller wish lists.
"From a vendor perspective, the interest and appetite has only increased since our initial discussions earlier this year.
"There is a real level of concern regarding the strategy, approach and focus of the existing wholesalers."