Distribution Unpacked by S.P. Richards

S.P. Richards
  • 5.0 (5)
  • Management
  • Updated Weekly

Industry insights from the people who manufacture products, build businesses, and make distribution work. Produced by SPR Studio, a part of S.P. Richards, Co.

  1. 6d ago ·  Video

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

    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

  2. Jul 15 ·  Video

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

    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

  3. Jul 8 ·  Video

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

    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..."

  4. Jul 1 ·  Video

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

    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

  5. Jun 24 ·  Video

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

    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

  6. Jun 17 ·  Video

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

    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

  7. Jun 10 ·  Video

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

    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

  8. Jun 3 ·  Video

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

    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?

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Industry insights from the people who manufacture products, build businesses, and make distribution work. Produced by SPR Studio, a part of S.P. Richards, Co.

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