Distribution Unpacked by S.P. Richards

S.P. Richards
  • 5.0 (4)
  • 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. 1d ago ·  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

    7 min

  2. 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

    5 min

  3. 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

    9 min

  4. 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

    12 min

  5. 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?

    9 min

  6. May 27 ·  Video

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

    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

    9 min

  7. May 20 ·  Video

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

    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

    8 min

  8. May 13 ·  Video

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

    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

    10 min
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5
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4 Ratings

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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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