Paul Farrell, Divisional Director, Reseller Robert Horne answers:

1) What are the latest trends in green initiatives in your area of expertise?

The first thing many people think of when the word "green" is mentioned is "recycled". Paper is one of the greenest products around as it is manufactured from a wholly renewable fibre source and is fully recyclable. One of the latest initiatives is to look at the whole lifecycle of a product. Let's hope this trend continues as it is crucial to the environment. Paper is fully recyclable and we look to re-use and recycle rather than send to landfill.

The recycled paper market did see a decline following the credit crunch in 2008, with businesses identifying cost as the main focus for procurement. Now, green credentials are once again becoming increasingly high on the agenda for buyers. Robert Horne has some wonderful innovations for the market, one being a collection of new lighter weight recycled papers, so that being green doesn't actually cost anymore. Traditionally office paper is 80gsm, but we are introducing a 70gsm recycled product at the same price per ream as traditional office paper. Robert Horne is also delighted to be distributing the Remarkable range of recycled products from pens, pencils, pads rulers and markers and including a branding service. The exciting thing about Remarkable is that everything is made from UK's waste materials and all are recycled in the UK.

2) Why are environmentally friendly products becoming increasingly important in office supplies?

Everyone wants to do their bit for the environment and with new regulations and legislation from the Environment Agency, companies are aware they need to adhere to reducing waste. There is also an increasing pull from consumers and resellers, who are recognising the opportunities this creates. Robert Horne prides itself on being the materials expert and is always on hand to assist and help others recognise the changing nature of paper usage and where added value truly lies.

3) How can salespeople make the most of eco products and encourage customers to make the switch?

With Robert Horne products you are assured quality and access to a wealth of information pertaining to the environmental credentials for all of our range. As the materials experts we know our products, their unique selling features and benefits and are happy to share this information to help you sell more effectively. We also find out what is important to you and your customers. Then we recommend the best product range for their needs. Having selected an FSC or PEFC accredited paper product, the consumer has made a considered purchase.

4) What is the potential for up-selling or cross-selling with eco products and how can salespeople make the most of these opportunities?

Eco products often complement the traditional, sitting side by side, and are purchased ‘as well as', rather than ‘instead of'. Making sure you have a good and broad portfolio will allow sales to grow organically.

5) Is there anything salespeople should avoid when selling green products?

It is really simple, stick to the facts, be transparent and always keep it relevant to the customer you are talking to. Offer eco products with real value and a credible back story.