Distribution Unpacked by S.P. Richards

Cross-Selling From Office Products to JanSan, Food Service and MRO with Alex Gordon of The Highlands Group

S.P. Richards — Wed, 30 Sep 2026 10:00:00 +0000

Your next growth category may already be inside the account.

Alex Gordon of The Highlands Group joins host Adam Fox to explore how distributors can grow existing customer relationships by expanding into adjacent categories like JanSan, Food Service, MRO, and Breakroom.

As traditional category lines continue to blur, Alex discusses why distributors should take a closer look at what their customers are buyinig beyond thier core business. The same decision-makers purchasing office supplies may also influence facilities, maintenance, breakroom, and other areas, creating opportunities to capture more of the account.

But expanding into a new category does not mean becoming an expert overnight. Alex shares how distributors can lean on manufacturers and rep agencies for product knowledge, training, and ride-alongs while building the confidence to have more consultative, solution-focused conversations with customers.

The conversation also explores opportunities in food service and breakroom, the continued relevance of open-brew coffee, and how The Highlands Group is using data, analytics, and AI to identify trends and support more productive sales conversations.

For distributors looking for their next growth opportunity, this conversation offers a simple place to start: understand what else your customers are buying and who can help you win the business.

Chapters

(00:00:00) - Introduction to Highlands Group and Rep Agencies
(00:01:13) - Blurring Channel Lines in OP Landscape
(00:02:34) - Opportunities in Food Service and MRO
(00:04:14) - Overcoming Obstacles in Jansan Sales
(00:05:26) - Training and Solution Selling Approach
(00:05:43) - Break Room Opportunities and Cross-Selling
(00:07:04) - Coffee Trends: Single Serve vs Open Brew
(00:09:45) - Coffee Serving Sizes and Strength
(00:10:30) - Simplifying Complexity with Data and Analytics
(00:12:13) - Closing Thoughts

The Middle-Market Opportunity in Away-From-Home Tissues with Zach Meyers of Solaris

S.P. Richards — Wed, 23 Sep 2026 10:00:00 +0000

How can distributors compete in away-from-home tissue beyond brand name and price? Zach Meyers, Senior Director of Sales, National Accounts at Solaris, explores how product quality, market-based pricing, reliable supply, and hands-on filed support can help dealers build a stronger value story.

With current supply constraints surrounding TAD technology, Zach discusses the opportunity to help customers look beyond familiar specifications and consider what actually matters for their applications. He breaks down key product characteristics, including brightness, softness, strength, and appearance, and how these attributes can help distributors offer quality alternatives at an accessible proce point.

The conversations also explores how tissue needs vary across hospitality, healthcare, multifamily, and other vertical markets, aliong with the importance of connecting product selection to the customer experience.

Zach highlights how Solaris field representatives work alongside SPR and dealer sales teams to communicate the product store, provide local support, and help dealers grow their away-from-home tissue business.

Chapters

(00:00:05) - Distribution Unpacked
(00:00:51) - Market Trends in Tissue
(00:02:16) - TAD Demand Soars
(00:03:16) - Vertical markets within the distribution channel
(00:04:28) - Solaris Fibre
(00:05:47) - Solaris Distributor Q&A
(00:07:01) - Zachary on Talking

Workplace Hygiene: A Shared Responsibility. An Opportunity for Growth with Ric Senese of Reckitt

S.P. Richards — Wed, 16 Sep 2026 10:00:00 +0000

Cold-and-flu season may put hygiene at the top of the list, but illness doesn't follow a calendar.

Vic Senese, Vice President of Sales at Reckitt, joins Adam Fox to talk about how distributors can help customers build stronger, year-round hygiene programs without making things more complicated.

The conversation explores how a more focused product assortment can give customers fewer choices to manage while still covering more of their everyday needs. Vic also discusses why hygiene shouldn't stop with the professional cleaning team. When products are accessible to employees, everyday cleaning of shared spaces and high-touched surfaces becomes part of everyone's routine.

From offices and breakrooms to gyms, restrooms, and classrooms, Vic highlights opportunities across the facility, including disinfecting wipes, refillable formats, and air sanitization.

For distributors, the takeaway is simple: fewer products, broader protection. By understanding how customers use their spaces and where hygiene matters most, distributors can simplify the assortment while helping customers stay prepared all year long.

Chapters

(00:00:00) - Unpacking Distribution Unpacked
(00:00:09) - Cold and flu season begins
(00:01:03) - Lysol Has Innovative Products in Development
(00:02:40) - Lysol Product Marketing
(00:03:35) - Lysol Professional Cleaners
(00:05:18) - Lysol air sanitizer demonstration

Why Simpler Cleaning Systems Win in a Changing Workforce Featuring Matt Schenk, President & CEO of Midlab

S.P. Richards — Wed, 09 Sep 2026 10:00:00 +0000

Commercial cleaning is getting more complicated behind the scenes. But the best customer solution might be a simpler one.

Matt Schenk. President and CEO of Midlab, joins Charles McLaughlin to explore why simplicity is becoming a competitive advantage in commercial cleaning.

From employee turnover and changing contractor models to growing expectations around health, safety, and sustainability, Matt shares how customer priorities are evolving. When cleaning teams change frequently, products that are intuitive and easy to train on become even more valuable. At the same time, factors like indoor air quality, employee safety, and sustainability are becoming just as important to the conversation as performance and price.

Matt also discusses how simplifying a cleaning program can make a big difference, including reducing a complicated assortment of products down to just a few solutions for common applications. Midlab's use of on-product guidance, technology, and streamlined systems shows how making things easier can create value for both the facility and the dealer.

For distributors, the opportunity goes beyond selling chemicals. A simpler mix, easier training and solutions built around the customer's real challenges can create a stronger sales story and a better overall cleaning program.

Tune in to discover why, in commercial cleaning, less complexity can mean more value.

Chapters

(00:00:05) - Distribution Unpacked: Mid Lab
(00:00:37) - How Chemists are Advancing Technology in the World
(00:02:05) - Vertical Markets
(00:03:27) - Distribution Channels: Simplifying Complexities
(00:05:53) - Building Supply Chain: New Standards and Procedures

Equip the Facility. Build the Business. Ep 4: Commercial Cleaning Customer Playbook

S.P. Richards — Mon, 31 Aug 2026 10:00:00 +0000

Commercial cleaning is changing, with customers looking for better results, greater efficiency, and more sustainable solutions from the same system.

Megan Tinch, Sr. Manager, Brand Management (Commercial Cleaning) at Rubbermaid Commercial Products, joins Adam Fox to explore how those expectations are reshaping the category and creating new opportunities for distributors.

Megan discusses the growing role of microfiber and how its applications now extend beyond traditional cleaning cloths into areas like mopping and class cleaning. She also looks at how cleaning needs vary across healthcare, education, travel, and entertainment, and why understanding the customer's specific challenges should come before recommending a product.

The conversation also explores the growing pressure from private brands and why product construction, materials, and performance can tell a stronger story than price alone. For distributors, educating customers on what makes a product work can help shift the conversation from comparing products to finding the right solution.

For anyone selling into commercial facilities, this episode offers a practical look at where cleaning is headed and how a more consultative, system-based approach can create greater value for customers.

Learn from the experts. See the solutions in action. Put the insights to work.

The conversations doesn't stop with Megan.

If you missed the first episode, President President Rob Posthauer and VP of North American Sales Scott Fossett kicked things off with Adam Fox, sharing their perspective on where the facility market is headed and where distributors can find new opportunities.

The second episode with Bailey Whitley, Sr. Manager, Brand Management (Material Handling & Washroom), is now live!

The third episode, Tera Kyaw, Sr. Manager, Brand Management (Refuse), is also now live!

Watch all three episodes here: https://bit.ly/4xLo50K

For SPR Customers, the conversation continues on The Exchange, where our RCP product experts demo Cleaning Carts & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more! Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid

#SPRxRCP

Chapters

(00:00:05) - Distribution Unpacked: Rubbermaid Commercial Products
(00:00:39) - What's Your Role at Household Products?
(00:01:41) - Rubbermaid Glass and Microfiber: Cleaning Trends
(00:08:13) - Mops and Microfiber: Better Than Private Brands?

Equip the Facility. Build the Business. Ep 3: Why the Refuse Sale Is Really About the Workflow

S.P. Richards — Wed, 26 Aug 2026 10:00:00 +0000

What goes in the bin is only part of the story. The bigger opportunity is understanding how waste is collected, moved and managed.

Tera Kyaw, Sr. Manager, Brand Management (Refuse) at Rubbermaid Commercial Products, joins host Adam Fox to discuss how RCP approaches refuse and recycling as an operational system, from ergonomics and mobility to durability and ease of use.

Tera shares how frontline observations influence product development and why refuse solutions can vary across verticals. Healthcare may prioritize cleanability and hands-free disposal, education may focus on durability and budget, and commercial offices may want solutions that complement the space.

For distributor, Tera’s advice is simple: start with the customer’s needs, the waste streams they manage and local requirements before recommending a solution.

Because the right refuse solution can do more than hold waste. It can help facilities save time, reduce labor and create a better overall operation.

Learn from the experts. See the solutions in action. Put the insights to work.

The conversation doesn’t stop with Tera.

If you missed the first episode, Rob Posthauer and Scott Fossett kicked things off with Adam Fox, sharing their perspective on where the facility market is headed and where distributors can find new opportunities.

The second episode with Bailey Whitley, Sr. Manager, Brand Management (Material Handling & Washroom), is now live!

Coming up...

Hear from the product expects at Rubbermaid Commercial Products in these upcoming episodes:

Megan Tinch, Sr. Manager, Brand Management (Commercial Cleaning)

For SPR Customers, the conversation continues on The Exchange, where our RCP product experts demo Cleaning Carts & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!

Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid

#SPRxRCP

Chapters

(00:00:05) - Rubbermaid Unpacked: The Trash
(00:00:17) - Interviewing Rubbermaid's Tara Kia
(00:01:19) - TRAVEL CANES: Innovation and Verticals
(00:03:46) - Vertical Wins for Rubbermaid
(00:05:16) - New Ranger and Fulfill Outdoor Recycling Can
(00:07:03) - Treated Root Containers
(00:08:19) - Questions about Rubbermaid and Sustainability
(00:10:04) - RCP vs. Private Label: What's The Difference?
(00:11:42) - RCP's New Product Launch

Equip the Facility. Build the Business. Ep 2: Selling the TCO of Material Handling

S.P. Richards — Mon, 24 Aug 2026 10:00:00 +0000

A product can do its job and still create unnecessary work.

The opportunity is spotting the small inconveniences people have accepted as normal and finding a better way to get the job done.

In this episode of Distribution Unpacked, Baylee Whitley, Sr. Manager, Brand Management, (Material Handling & Washroom), of Rubbermaid Commercial Products, joins host Adam Fox to explore how RCP looks at innovation across material handling and washroom products by focusing on how people actually work.

From tilt trucks and cleaning carts to commercial air care, Baylee shares how frontline workflows, durability and total cost of ownership can uncover opportunities to rethink everyday tasks. They also explore how those needs can change dramatically depending on the environment, from healthcare and manufacturing to airports and stadiums.

The conversation explores what happens when you look beyond the product itself: Where is time being lost? What creates unnecessary effort? And where can a better solution create value long after the initial sale?

For distributors selling into a range of facility environments, this conversation is a reminder that understanding how the customer works can reveal opportunities that specifications and price alone may not show.

Learn from the experts. See the solutions in action. Put the insights to work.

The conversation doesn’t stop with Baylee.

If you missed the first stop, Rob Posthauer and Scott Fossett kicked things off with Adam Fox, sharing their perspective on where the facility market is headed and where distributors can find new opportunities.

Coming up...

Hear from the product experts at Rubbermaid Commercial Products in these upcoming episodes:

Tera Kyaw, Sr. Manager, Brand Management (Refuse)
Megan Tinch, Sr. Manager, Brand Management (Commercial Cleaning)

For SPR Customers, the conversation continues on The Exchange, where our RCP product experts demo Cleaning Carts & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!

Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid

#SPRxRCP

Chapters

(00:00:00) - Unpacking Rubbermaid's Material Handling and Washroom Business
(00:01:30) - Finding the Pain Points Customers Accept
(00:02:52) - What is a Tilt Truck?
(00:03:45) - Travel Lids: The New Look, New Purpose
(00:04:51) - BRUCE Tilt Truck
(00:07:35) - Designing Around Ergonomics
(00:09:04) - The New Car: Cleaning Things
(00:10:40) - Improving the Cleaning Cart
(00:12:37) - Healthcare, Industrial, Airports, and Other Verticals
(00:14:12) - Washroom: Innovation in the Industry

Equip the Facility. Build the Business. Ep 1: Winning the JanSan Opportunity

S.P. Richards — Wed, 19 Aug 2026 10:00:00 +0000

JanSan is changing quickly—the biggest opportunities will go to sellers who can do more than sell products. They’ll go to those who can understand facility challenges, build complete solutions, and solve more of the problems their customers face every day.

Onsite at Rubbermaid Commercial Products, Adam Fox sits down with Rob Posthauer, President, and Scott Fossett, VP of US Sales, to explore the trends shaping commercial facilities and where sellers can find new opportunities for growth.

Rob and Scott unpack the forces impacting today’s JanSan market, from sustainability and private brand pressure to labor challenges and the growing importance of vertical markets including healthcare, education, travel and entertainment, manufacturing and large facilities. They also explain why durability, innovation and end-user insight are critical when the goal is to compete on value—not price alone.

You’ll hear how RCP approaches vertical planning, where sellers can uncover new end-user opportunities, and how manufacturers, distributors and resellers can work together in the field to create stronger facility solutions.

This conversation launches Equip the Facility. Build the Business., a collaboration between SPR and Rubbermaid Commercial Products designed to bring sellers closer to the experts, applications, and products behind the brand.

Learn from the experts. See the solutions in action. Put the insights to work.

Coming up...

Hear from the product expects at Rubbermaid Commercial Products in these upcoming episodes:

Baylee Whitley, Sr. Manager, Brand Management (Material Handling & Washroom)
Tera Kyaw, Sr. Manager, Brand Management (Refuse)
Megan Tinch, Sr. Manager, Brand Management (Commercial Cleaning)

For SPR Customers, the conversation continues on The Exchange, where our RCP product experts demo Cleaning Carts & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!

Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid

#SPRxRCP

Chapters

(00:00:05) - Distribution Unpacked: Rubbermaid Commercial Products
(00:01:28) - Chemical Guys
(00:04:10) - Rubber Band: Private Brands and the Future
(00:06:24) - Spark Microelectronics on Vertical Integration
(00:10:31) - Rubricmaid on Winning Together With Distribution
(00:12:32) - How to Bridge the DSR Sales Team's Gap
(00:13:30) - How to Simplify Newell Brands' Supply Chain
(00:15:58) - Maybe in an Atom Dream we Can Bring Back College Brutes

Solving Facility Problems with Clorox Purell

S.P. Richards — Wed, 12 Aug 2026 06:00:00 +0000

Anthony Terrigno of Clorox Purell explains how distributors can turn hand hygiene and surface care from price-driven commodities into broader facility solutions by matching the right products, dispensing systems and supplier resources to each customer.

Price is only part of the hygiene equation.
Customers are paying greater attention to formulation, dispensing methods, safety and overall performance instead of simply buying the lowest-priced soap or surface product.

The right solution changes by vertical.
Education may call for durable dispensing systems, food service creates different surface-sanitizing needs, and non-acute health care offers a potentially more approachable path for independents than hospital systems with GPO requirements.

Total cost opens a better sales conversation.
The discussion around ES10 moves beyond refill cost into labor, battery management, product consumption and ongoing maintenance. These dispensers and refills create a useful model for dealers selling facility solutions rather than individual SKUs.

Visit our website: https://www.sprichards.com/spr-studio/?podcast=true

Chapters

(00:00:00) - Clorox vs. Gojo Industries
(00:01:00) - Gojo Industries: The New Clorox Purell
(00:01:45) - How to Become a Distributor's GM: Anthony
(00:02:31) - Independent Distributor's Perspective
(00:04:11) - Clorox and Purell: Back to School
(00:05:56) - Bulk Soap vs. Barefoot Soap
(00:07:41) - Purell Hand Sanitizer, Now There's Wipes
(00:09:56) - Purell Healthcare: Where Does the Company Win?
(00:11:40) - Clorox Bureau's ES10 System Success
(00:13:08) - SP Richards
(00:14:38) - What's the Best Way for Clorox Purell Sales Reps
(00:16:00) - Does Purell Still Have the Gojo Brand?

Sell the Space, Not Just the Furniture Featuring Safco

S.P. Richards — Wed, 05 Aug 2026 06:00:00 +0000

A specialized classroom, laboratory or government facility can look like a complicated furniture opportunity. It can also become a larger and more valuable project when dealers focus on the customer’s entire space instead of competing on one product at a time.

Vonnie Provinzino, senior manager of national accounts at Safco, joins host Charles McLaughlin to discuss how dealers can pursue education and government opportunities with customizable furniture, storage and space-planning support.

The conversation begins with the growing need for furniture designed around STEM education. Safco’s TechWorks industrial benching line can be configured for laboratories, maker spaces, higher education institutions and community colleges, giving distributors another way to support customers whose requirements extend beyond a traditional classroom.

Vonnie also explains how familiar storage products are finding new applications. High-density systems that were once used primarily for paper or medical records can be customized for school equipment, musical instruments, government evidence and other specialized materials. Colors, configurations and intended uses can be tailored to the organization rather than forcing every customer into the same standard solution.

For distributors, the opportunity starts with asking better questions. Safco’s space-planning team can help assess the need, develop a layout and show customers how the finished environment will function. That support allows sellers to bring expertise into the project without having to manage every design detail themselves.

The discussion also covers Safco’s broader assortment, including training tables, case goods, organization products, trash receptacles and ancillary solutions that can help complete a room or building through one manufacturer. Vonnie notes that several applicable products are manufactured at Safco’s Milford, Iowa, facility, creating another consideration for certain government purchasing opportunities.

Distributors serving schools, colleges, municipalities and government agencies will find practical ideas for identifying applications, involving manufacturer experts and presenting a more complete solution.

Chapters

(00:00:05) - Safeco Distribution Unpacked
(00:00:14) - Exploring Safeco's Education Storage Solutions
(00:03:09) - Safeco Storage Systems: The Go-To Market Approach
(00:05:04) - Safeco Storage: Simplifying Complexity
(00:06:19) - A Taste of Safeco

Sell the Application: How to Find Growth in the Writing Category with Newell

S.P. Richards — Wed, 29 Jul 2026 06:00:00 +0000

Harry Clow of Newell explains how dealers can grow writing-product sales across education, healthcare, manufacturing and creative applications.

Writing products may be familiar, but the opportunities surrounding them continue to evolve.

In Episode 19 of Distribution Unpacked by SPR Studio, host Adam Fox speaks with Harry Clow, Senior Sales Manager at Newell, about how writing instruments and markers are finding renewed relevance across education, healthcare, manufacturing and creative applications.

Harry discusses Newell’s efforts to create new occasions for writing, from colorful products that support personalization and self-expression to renewed interest in handwriting within education. The conversation also examines how familiar items can serve highly specific needs beyond the traditional office. Dry-erase markers support communication in patient rooms, industrial markers help teams work across manufacturing and facility environments, and writing products remain essential throughout schools and other institutional settings.

For dealers, the opportunity depends on more than carrying a broad selection. Harry explains why sellers must connect products to the surfaces, tasks and environments where they perform best. With numerous marker formats, tip styles and specialized applications available, clear product guidance can help customers make better purchasing decisions while making the category easier for sales teams to navigate.

Adam and Harry also discuss the value of an omnichannel approach. Strong e-commerce content and digital experiences can efficiently support smaller customers, while traditional sales relationships remain important for larger projects and more complex opportunities. The most successful dealers, Harry notes, are often those that make manufacturer content accessible and keep the online and offline customer experience aligned.

The discussion concludes with Newell’s focus on simplifying a large portfolio through clearer application guidance, disciplined assortment decisions and innovation intended to address meaningful market needs.

This episode is especially relevant for dealers, sales professionals, marketers, merchandisers and purchasing teams looking to uncover new opportunities in established categories and present complex product assortments as practical customer solutions.

Chapters

(00:00:05) - Writing Is Back
(00:02:16) - Paper Mate's Colorful Barrels
(00:03:08) - Vertical Markets: Healthcare, Education and Manufacturing
(00:06:35) - How Can Our Joint Customers Success?
(00:07:39) - Industrial Markers: Simplifying Complexity
(00:09:11) - Interview: Harry at Newell

One More Question: 3M's Sales Trick for Expanding Sales Through Safety

S.P. Richards — Wed, 22 Jul 2026 06:00:00 +0000

Safety products can open new conversations inside customer accounts that dealers already serve. The opportunity is not limited to traditional industrial settings: healthcare facilities, schools, laboratories, shop classrooms, warehouses and manufacturing operations all have needs that can extend a dealer’s value beyond core workplace supplies.

In Episode 18 of Distribution Unpacked by SPR Studio, host Adam Fox speaks with John Gartner, national account manager at 3M, about finding and supporting those opportunities. John introduces the expanded selection of “low-touch safety” products available through S.P. Richards, including hard hats, safety glasses, earplugs and disposable respirators. These are approachable solutions that sales representatives can introduce without requiring extensive technical training.

The conversation explores the role of safety across healthcare, education and industrial environments. John encourages representatives to spend five more minutes with customers and ask one additional question. That simple step can expose needs in areas such as facility maintenance, science rooms, shop classes, administrative spaces and general operations.

John also explains why product selection involves more than meeting a requirement. Compliance matters, but so do comfort and fit—especially when an employee may need to wear protective equipment for eight to 10 hours. A product people can wear properly and consistently can better support an employer’s safety program.

Beyond safety, Adam and John discuss changing demand for workplace products, the value of strong digital content, 3M’s channel resources and the importance of shifting customer conversations from price to value. John explains how dealers can engage 3M for samples, demonstrations, research and sales support.

This conversation is for dealers, sales representatives and distribution professionals looking to uncover more potential within existing accounts and bring customers a broader, more complete set of solutions.

Chapters

(00:00:05) - 3M Distribution Unpacked
(00:01:48) - 3M Supply Chain: Vertical Markets
(00:03:31) - 3M Safety Products
(00:05:37) - 3M's Scotch Marker Celebrates 100 Years
(00:06:11) - 3M Innovation: Partnering with our Customers
(00:07:17) - How Do We Get Product to the Customer?
(00:08:02) - 3M on Your Shoes

Inside C-Line’s Growth Strategy: Quality, Fill Rate, and New Opportunities for Growth

S.P. Richards — Wed, 15 Jul 2026 06:00:00 +0000

Jennifer Krach of C-Line joins host Adam Fox to discuss what’s next for the fourth-generation, family-owned company as it celebrates more than 75 years in business. From its iconic “Hello, My Name Is” badge to a growing focus on education, MRO, industrial, packaging, and hospitality markets, C-Line continues to expand while staying rooted in quality, reliability, and service.

Jennifer shares how C-Line is helping dealers uncover new opportunities through high-demand product categories, strong fill rates, and ready-to-use sales and marketing resources. The conversation also highlights how C-Line and SPR are working together to simplify complexity for dealers, from dependable inventory and streamlined ordering to collateral that makes it easier to position the brand with end-user customers.

Chapters

(00:00:05) - Distribution Unpacked
(00:00:22) - What's New and Exciting at Sea Lion
(00:01:03) - Vertical Markets: New Industries
(00:02:23) - Sealion Manufacturing's 97.8% Fill Rate
(00:03:28) - How Can Sea Lion Best Win with Your Products?
(00:04:45) - Sea Lion Distributors: Simplifying the Supply Chain
(00:06:04) - Jennifer Seal Takes Over the Seal Line

Thoughtful Innovation: How Victor Is Reimagining Everyday Workplace Solutions - Distribution Unpacked Episode #16

S.P. Richards — Wed, 08 Jul 2026 06:00:00 +0000

Victor Technologies is bringing new energy to familiar workplace products through practical, thoughtful innovation. Featuring Douglas Nash, CEO, and Carmen Franzen, Senior Sales Manager at Victor Technologies, and hosted by Adam Fox.

From clipboards with built-in pen holders to whiteboards packaged with markers, Victor is focused on solving simple but real customer frustrations in ways that make products easier to sell, easier to use, and easier to understand. Douglas and Carmen discuss how this mindset has shaped more than 40 new product launches, all centered around small improvements that make end users say, “Why didn’t I think of that?”

You’ll hear how Victor is leaning into major growth opportunities across education, workspace accessories, and facility-adjacent solutions. The conversation covers the rise of cell phone lockers as more states introduce classroom phone restrictions, the continued relevance of standing desks, and new magnetic accessories designed to help users declutter, organize, and customize their workspaces.

The episode also highlights Victor’s expanding portfolio beyond its calculator heritage, including new partnerships, Made in USA products, environmentally conscious design, easy assembly, and solution-focused tools that help dealers better position products with their end-user customers.

For dealers looking to uncover fresh conversations in education, workplace productivity, space optimization, and everyday office needs, this episode offers a practical look at how Victor is helping distribution partners simplify complexity, introduce new solutions, and create more value from products customers already know.

Chapters

(00:00:00) - Unpacked: Victor Technologies
(00:00:34) - Considerative Innovation in the School Clothes
(00:03:52) - Top Executives: Education a Big Growth Segment
(00:04:12) - You Can Accessorize Your Desk With Magnetic Accessories
(00:07:38) - Adding Machine Reference
(00:08:06) - Exploring the Shared Customer with SP Richards
(00:09:41) - How Can B2B Companies Help Their Distributors?
(00:10:48) - SP Richards: Simplifying Complexity
(00:12:48) - "When With Her..."

Cleaning Smarter: How Simple Green Is Expanding the Sustainability Conversation - Distribution Unpacked Episode #15

S.P. Richards — Wed, 01 Jul 2026 06:00:00 +0000

Simple Green is helping customers rethink cleaning through safer, more sustainable solutions that still deliver the performance facilities depend on. Featuring Ryan Rittenberry, Director of Sales at Simple Green, and hosted by Charles McLaughlin.

For more than 50 years, Simple Green has built its brand around cleaning chemistry that is non-caustic, non-harmful, non-flammable, and safer for the environment — not as a seasonal trend, but as a daily-use solution for facilities across key markets. Ryan discusses how sustainability has become increasingly consumer-driven, especially when customers can choose products that are safer without sacrificing efficacy.

You’ll hear how Simple Green is supporting growth in state, local, education, and other facility-focused verticals by helping customers move beyond one-dimensional product use. From floors and restrooms to cafeterias, odor control, sanitizing, glass, carpet, and food service applications, Ryan explains how starting with a core cleaning need can open the door to broader solution selling.

The conversation also highlights Simple Green’s field support, product demonstrations, and new Pro Line, designed to simplify product selection and make it easier for end users to choose the right chemistry for the job.

For dealers looking to expand JanSan conversations, build trust with safer solutions, and uncover new opportunities inside existing accounts, this episode offers a practical look at how Simple Green is helping distribution partners clean smarter and sell deeper.

Chapters

(00:00:05) - Distribution Unpacked: Simple Green
(00:00:36) - Industry Marketing Trends
(00:01:24) - The Importance of Sustainability in the Cleaning Channel
(00:02:12) - Can Simple Green Win in State, Local Education?
(00:04:15) - Simple Green Product Line
(00:05:17) - What Complexities Are Cleaning Systems Addressing?
(00:06:34) - Ryan From Simple Green on the Distribution Channel

Avery’s Next Chapter: Rebranding, Vertical Growth, and Smarter Label Solutions - Distribution Unpacked Episode #14

S.P. Richards — Wed, 24 Jun 2026 06:00:00 +0000

See what’s next for Avery with David Risher, National Account Manager at Avery, and host Adam Fox.

As Avery celebrates its 90th anniversary, the brand is evolving how it communicates with the market while staying true to the products and reliability customers already know. David shares how Avery’s refreshed approach is designed to feel more approachable, reach new audiences, and support growth across emerging markets like small and medium-sized businesses.

You’ll hear how Avery is leaning into key verticals—including education, healthcare, government, and foodservice—with targeted marketing resources that help customers better understand where Avery products fit and how to bring those solutions to end users.

David also discusses how Avery is helping simplify the sales experience through SPR’s portal (The Exchange), digital assets, social media content, videos, and influencer-driven resources that customers can use to tell a stronger story downstream.

See how Avery is expanding its reach while continuing to support the core channels that built its success.

Chapters

(00:00:05) - Avery Distiller's 90th Anniversary and More
(00:01:34) - Interviews with IDC Executives
(00:02:05) - Avery Companies' Vertical Markets
(00:02:45) - Top Executives: New Year's Focus
(00:03:55) - How to Simplify the Experience

Paper That Performs: How Sylvamo Is Winning Across Every Vertical - Distribution Unpacked Episode #13

S.P. Richards — Wed, 17 Jun 2026 06:00:00 +0000

Keri Chapman, National Account Manager at Sylvamo, shares how Sylvamo is supporting the distribution community through trusted brands like HP Papers, Hammermill, and Business Source. Hosted by Charles McLaughlin.

From sustainability and education to government, enterprise, and e-commerce, Sylvamo is focused on helping resellers meet changing customer needs with the right mix of products across good, better, and best offerings.

You’ll hear how Sylvamo is addressing common misconceptions around sustainability, adapting its portfolio for key vertical markets, investing in mill capacity, and simplifying complexity through SKU rationalization and packaging designed for today’s selling environment.

If you’re looking for ways to strengthen a core category, create upsell opportunities, and partner with a manufacturer built for the long haul, this episode offers practical insight into how Sylvamo and S.P. Richards are helping customers grow.

Chapters

(00:00:00) - Distribution Unpacked
(00:00:17) - Interviews with Silvamo's National Account Manager
(00:00:52) - Copric Paper Company's Outlook for the Future
(00:01:52) - HP Paper Sales: Vertical Markets
(00:05:42) - Silvano Paper
(00:07:58) - Sparkle Distributors
(00:08:29) - Kerry On The Issues

Expanding the Sale: Maximizing Every Customer Opportunity with ACCO Brands - Distribution Unpacked Episode #12

S.P. Richards — Wed, 10 Jun 2026 06:00:00 +0000

Explore how to grow beyond the initial product sale with ACCO. Featuring Beth Child, VP of Sales, and John Bartelle, Director of Sales at ACCO Brands and hosted by Charles McLaughlin.

From trusted brands like Quartet, Swingline, Five Star, Mead, GBC, At-A-Glance, and Kensington, ACCO’s portfolio touches classrooms, offices, breakrooms, warehouses, and shared workspaces. Beth and John discuss how changing market trends, especially in education, hybrid work, furniture, breakroom, and JanSan, are creating new opportunities for resellers to expand the conversation and deliver more complete solutions.

You’ll hear how dealers can better understand their customer mix, identify the right products for key verticals, compete for bid and contract business, and partner with manufacturers and distributors to simplify complexity in a fast-changing marketplace.

If you’re looking for ways to uncover more value in every customer relationship, this episode offers practical insight into how ACCO is helping the distribution community grow smarter and sell deeper.

Chapters

(00:00:05) - Distribution Unpacked
(00:00:17) - An introduction to the office supply distribution channel
(00:01:15) - ACCO Director of Sales
(00:01:45) - Acco Technology: Market Trends
(00:03:39) - Vertical Market Challenges
(00:05:01) - Acco Laminating
(00:07:16) - How to Win a Contract Bid
(00:08:17) - Wholesale Distribution: Simplifying complexity
(00:11:10) - Acco Brands Expands Into Audio Accessories

Behind the Scenes at S.P. Richards: Supply Chain, Content, Pricing & the Push to Simplify Complexity - Distribution Unpacked Episode #11

S.P. Richards — Wed, 03 Jun 2026 06:00:00 +0000

In this episode of Distribution Unpacked, host Adam Fox sits down with Lindsay Gibbons, Vice President of Content & Pricing at S.P. Richards, and Susie Polizzi, Director of Supply Chain at S.P. Richards, for a behind-the-scenes look at the work happening inside SPR to support customers and fuel long-term growth.

Lindsay and Susie discuss how their teams are responding to rapid business growth, improving inventory strategy, strengthening supplier partnerships, and making sure customers have the right products, accurate content, and clearer pricing. From fill rates and unit-of-measure accuracy to data cleanup and pricing simplification, this conversation highlights the operational details that make distribution work.

You’ll also hear how S.P. Richards is breaking down silos, investing in people and technology, and building a culture where teams can solve tough problems, move quickly, and make a direct impact on customers.

For dealers, suppliers, and anyone who depends on distribution, this episode offers a candid look at how SPR is positioning itself for a stronger, more reliable future.

Chapters

(00:00:05) - Distribution Unpacked: Supply Chain and Now Content
(00:00:44) - Supply Chain Experience: The Sales Boom
(00:03:31) - Exploring the Pricing Team's
(00:05:08) - What Keeps Me at SP?

Pens with a Purpose: How Pilot Is Reinventing the Writing Category - Distribution Unpacked Episode #10

S.P. Richards — Wed, 27 May 2026 06:00:00 +0000

The writing category may seem well-established, but behind every writing instrument is a strategy for innovation, branding, and customer connection.

In this episode of Distribution Unpacked, Charles McLaughlin sits down with Dinae Ricketts, Sales Manager at Pilot, to unpack how one of the most recognizable brands in writing is staying relevant in a changing market. From premium ink technology to sustainability initiatives and merchandising strategies, Dinae shares how Pilot continues to create demand in the writing category.

They also discuss how to win by focusing on quality, consumer trust, and matching the right products to the right environments—from education and healthcare to corporate workplaces.

In this episode, you’ll learn:

Why brand recognition still matters in everyday office products
How Pilot differentiates through innovation and writing performance
The role sustainability is playing in the writing category
Strategies to create more value beyond price
What end users are really looking for in pens and writing tools today

Chapters

(00:00:05) - Distribution Unpacked
(00:01:05) - Writing Instruments
(00:03:01) - Pilot Pens: Unique Demand for G2 in the Enterprise
(00:05:09) - Pilot Product Line
(00:06:45) - Distribution Channels: Simplifying Complexity
(00:07:52) - Pilot's Closing Speech

HON’s Big Bet on the Future of Work, Learning & Design - Distribution Unpacked Episode #9

S.P. Richards — Wed, 20 May 2026 06:00:00 +0000

The office furniture industry is evolving fast, and HON is making big moves to stay ahead of it.

In this episode of Distribution Unpacked, Adam Fox sits down with Evan Sanford, Sr. National Account Manager at HON, to discuss HON’s major rebrand, the future of workplace and education environments, and how the company is positioning itself for the next generation of commercial interiors.

From a new, elevated brand identity to the launch of HON’s flagship, Fulton Market showroom, Evan shares how HON is adapting to changing customer expectations while continuing to focus on practical, flexible solutions that help businesses win.

In this episode, you’ll hear:

Why HON is investing heavily in education furniture and adaptable learning environments
How schools are shifting toward flexible, reconfigurable classroom designs
The impact of HNI becoming the world’s largest commercial office furniture manufacturer
How dealers can streamline projects by consolidating solutions through a single manufacturer
Why speed, assortment, and project capabilities are becoming critical differentiators in distribution

Customers are navigating evolving workplace expectations, tighter budgets, and more complex furniture projects. Hear how HON plans to lead the way.

Chapters

(00:00:00) - VP of Marketing - Adam Fox
(00:00:11) - H&I Furniture Rebrand and Expansion
(00:02:35) - Vertical Markets Unpacked: Education
(00:04:57) - WSJD Live: SP Richards Expands into 2026
(00:06:56) - Top 10 Items to Launch This Year
(00:07:29) - Distribution Unpacked: Evan

Less SKUs, More Impact: How Tork Is Redefining Efficiency in Distribution - Distribution Unpacked Episode #8

S.P. Richards — Wed, 13 May 2026 06:00:00 +0000

In a market where efficiency is everything, doing more with less isn’t just a goal—it’s a strategy.

In this episode of Distribution Unpacked, host Charles McLaughlin speaks with Brad Bingham, Key Account Manager at Tork, to unpack how shifting market dynamics are forcing distributors and end users to rethink everything from product assortment to sustainability.

Brad dives into the biggest trends shaping the towel and tissue category, including:

The growing impact of sustainability regulations across states—and what it means for your business
Why SKU consolidation and full-truck efficiency are becoming critical to profitability
How innovations like compressed towel technology and connected dispensers are driving real operational gains
The power of choosing “lead brands” and leveraging manufacturer resources to scale your sales efforts

From reducing waste and packaging to maximizing every inch of trailer space, Tork is focused on simplifying complexity across the supply chain—while helping customers save time, labor, and cost.

Listen for tips on streamlining your assortment, strengthening your go-to-market strategy, and staying ahead of evolving customer demands.

Chapters

(00:00:00) - Film Unpacked
(00:00:19) - Brad Bingham
(00:03:12) - Tractic Solutions
(00:05:56) - Essity Tractors
(00:07:39) - SP Richards
(00:09:15) - During the Q&A

Built for the Frontline: How Rubbermaid Is Turning Innovation into Everyday Impact - Distribution Unpacked Episode #7

S.P. Richards — Wed, 06 May 2026 06:00:00 +0000

What does real innovation look like in facility management? It starts on the front lines.

In this episode of Distribution Unpacked, Adam Fox sits down with Alex Cernak, National Sales Manager at Rubbermaid, to break down how one of the most recognizable brands in the industry is evolving for 2026 and beyond.

From sustainability-driven product launches like fully recyclable air care refills to smarter, more ergonomic solutions designed for frontline workers, Rubbermaid is focused on solving real problems where the work actually happens.

Alex shares industry insights including:

Leveraging updated digital content and eCommerce tools to drive better customer experiences
Using vertical-specific resources to sell smarter in healthcare, education, and beyond
Simplifying complexity across the supply chain with the right assortment and partnerships
Positioning solutions that improve efficiency, safety, and total cost of ownership

See how to move beyond selling products and start delivering real value to end users, straight from a brand that shows up in nearly every facility you walk into.

Chapters

(00:00:05) - Dominance: Rubbermaid's Innovation in 2021
(00:02:55) - How to Sell Rubbermaid Solutions to Your End Users
(00:04:41) - SP Richards: Simplifying Our Business
(00:06:21) - Working at Rubbermaid

Why “Old School” Is Winning: How Dixon Ticonderoga Is Thriving in a Changing Classroom - Distribution Unpacked Episode #6

S.P. Richards — Wed, 29 Apr 2026 06:00:00 +0000

In a world racing toward digital everything, one of the most iconic classroom tools is having its best year ever.

In this episode of Distribution Unpacked, host Charles McLaughlin sits down with Steven Boyea, CEO of Dixon Ticonderoga Co., to unpack why traditional classroom products—like the legendary No. 2 pencil—are not only surviving, but thriving.

Steve shares how shifting education trends, funding challenges, and a new generation of teachers are reshaping demand, and what it means for distributors looking to stay relevant. From improving product discovery online to educating younger educators and building smarter product bundles, this conversation highlights where real opportunity exists in today’s evolving classroom.

You’ll learn how to:

Adapt to changing school funding dynamics and buying behaviors
Reach and influence the next generation of teachers
Leverage product data and digital channels to drive demand
Build larger baskets by connecting complementary products
Navigate increasing complexity around sustainability regulations

If you think legacy products can’t grow in a modern market, think again. This episode will show you how to win by meeting customers where they are.

Chapters

(00:00:00) - Distribution Unpacked
(00:00:16) - Dixon Ticonderoga Pencil
(00:02:02) - Teacher Supply Chain
(00:03:59) - Dickson Ticonderoga Sales Executive Discusses Digital Marketing
(00:04:53) - Wholesale Distributor: Simplifying Complexities
(00:05:53) - Marketing: Wholesale Distribution Industry's
(00:07:08) - Democracy in the Age of Trump

Beyond the Binder: How TOPS Products Is Rethinking Everyday Products for Modern Work - Distribution Unpacked Episode #5

S.P. Richards — Wed, 22 Apr 2026 06:00:00 +0000

What does it take to stay relevant in a category everyone thinks they already understand?

In this episode, Adam sits down with Chris Usher, Director of Corporate Sales at TOPS Products, to unpack how a legacy brand is evolving beyond traditional office products and finding new ways to create value for today’s workplace.

Chris shares how TOPS is leaning into innovation, listening more closely to end-user needs, and helping partners reposition “commodity” items as purposeful solutions that drive productivity and organization.

You’ll hear how to:

Differentiate in categories that feel saturated or price-driven
Reframe everyday products as essential tools for efficiency and workflow
Identify new opportunities within existing customer bases
Stay competitive by aligning with how work is actually getting done today

Chapters

(00:00:05) - Tops CEO Discusses the Acquisition of Smead and U
(00:00:39) - Manila Folders: 2026
(00:01:49) - Greater Tops Supply Chain: Vertical Market Strategy
(00:04:43) - Strategy: Simplifying Complexity
(00:05:46) - What's New for 26 in 2021?

From SKUs to Solutions: How Fellowes Is Focusing on Consultative Selling - Distribution Unpacked Episode #4

S.P. Richards — Wed, 15 Apr 2026 06:00:00 +0000

The days of product-first selling are fading, and those who adapt will win.

In this episode, Adam and Bob Kellogg, Senior Sales Manager at Fellowes, break down how consultative selling is reshaping the industry. Fellowes is leaning into a more solution-based approach, helping partners move beyond individual products and instead deliver complete workplace solutions across air quality, ergonomics, and sustainability.

You’ll hear how to:
• Shift conversations from features to outcomes
• Identify real customer pain points across vertical markets
• Use a full portfolio to create more value and bigger opportunities
• Simplify the sales process while increasing relevance

If you’re still leading with products and features, this episode will challenge you to rethink your approach and show you what winning looks like moving forward.

Chapters

(00:00:05) - A Taste of 26 with Bob Fellowes
(00:01:25) - Expertise on 26
(00:02:07) - Fellows Expands into Vertical Markets
(00:03:58) - Sparking: Simplifying complexity
(00:04:50) - Marketing 360: The Evolving Consultative Selling
(00:05:42) - Bob the Cat on Distribution Unpack

Stop Competing on Price: The HP Playbook for Business Growth - Distribution Unpacked Episode #3

S.P. Richards — Wed, 08 Apr 2026 06:00:00 +0000

Competing with online marketplaces on price alone? That’s a losing game.

In this episode, HP’s Channel Business Manager, Jared Lambert, shares how to shift the conversation—and win—by focusing on what actually matters: trusted brand quality, consistent performance, and long-term customer value.

We dig into the rise of imitation supplies, the risks they bring to end users, and how to use that insight to differentiate. Plus, Jared highlights why verticals like healthcare and education are prime opportunities for contract business, and how HP partners are capitalizing on them.

Key topics discussed:

The rise of online marketplaces selling copycat HP cartridges and toner supplies
HP's approach to protecting their brand through legal measures and partner compliance
Growth trends in healthcare and education vertical markets
Indoor air quality concerns with non-original cartridges and VOC emissions
Strategies for authorized dealers to leverage HP's brand against competitors
HP's commitment to simplifying complexity through dedicated support resources
Partnership growth between HP and SP Richards

Resources mentioned:

EP EcoLogo certification for indoor air quality
HP's five-pillar value proposition including air quality standards
HP authorization program requirements

People First: Leading Through Growth - Distribution Unpacked Episode #2

S.P. Richards — Fri, 13 Mar 2026 06:00:00 +0000

We're joined by Christie Pruett, the new Chief Operations and Technology Officer, and Heena Patel, the SVP of Human Resources at S.P. Richards, for a conversation about leadership, growth, and the people behind the business. As the company continues to grow and evolve, they share how maintaining a strong, people-first culture helps teams stay connected, collaborative, and adaptable in a fast-paced environment.

Christie's transition from IT to Chief Operations and Technology Officer role
How IT perspective helps bridge departmental silos across the organization
SPR's massive growth with 35% of staff being new hires in recent months
The challenge and opportunity of onboarding new talent at scale
Building and evolving company culture with fresh perspectives
The family-like atmosphere that keeps long-term employees engaged
Rapid expansion including four new distribution centers in 60-90 days
All-hands-on-deck mentality with leadership working frontlines when needed

Resources and People Mentioned: SPR (the company), GPC (former competitor/acquisition), Carol Stream (distribution center location), Philadelphia/Pennsylvania area operations

Elevating the Restroom Experience with Kimberly-Clark - Distribution Unpacked Episode #1

S.P. Richards — Wed, 04 Mar 2026 21:33:43 +0000

We're talking with Chrissy Sheehan, Senior Channel Manager & Steve Wein, District Sales Manager - Wholesale from Kimberly Clark about elevating restroom experiences and innovative distribution solutions. The conversation covers KC's smart technology initiatives, sustainability programs, and strategic focus on vertical markets like education and healthcare.

Smart Fit technology and onvation systems for data-driven restroom management
Thrive sustainability program for dispenser recycling and zero waste solutions
Vertical market strategies targeting education, healthcare, and evolving office spaces
Integration of consumer brands like Huggies and Kotex into B2B distribution
Femcare solutions and government regulation compliance
Icon dispenser collections for seamless, customizable restroom experiences
Good-better-best product portfolio simplification
Partnership strategies between KC and distribution partners

Resources mentioned: Castle (key card company), Thrive program, onvation service app, KC Pro, Scott Essential, Scott Pro, Icon dispensers

Chapters

(00:00:00) - Distribution Unpacked: Changing the Restroom Experience
(00:02:02) - Vertical Markets
(00:04:29) - Technology driving better experience for our associates
(00:05:50) - KCP Pro and Consumer Brands
(00:06:53) - Femme Care and Personal Hygiene
(00:07:43) - Expanding Collaboration with Distribution Partners
(00:08:35) - Scott Essential, Scott Pro, and Icon