Distribution Unpacked by S.P. Richards

What's in your customer's supply closet that they're buying from someone else? A walk through the facility might tell you where to start. On this episode of Distribution Unpacked by SPR Studio, host Adam Fox sits down with Lauren Keating, Director of Sales at Morcon Tissue, to explore how independent distributors can grow existing accounts by spotting overlooked needs across office products, janitorial supplies, and foodservice. Lauren shares CHIPS, a framework that helps distributors ask better questions before recommending a product. It covers five priorities customers weigh when making a purchase: cost-in-use, hygiene, image, productivity, and sustainability. A healthcare facility...

Workplace coffee is changing, and customer expectations are changing with it. Cam Bocchino, National Account Executive for Keurig Dr Pepper’s Keurig for Business Division, joins host Charles McLaughlin to discuss how trends like cold brew, flavored coffee, recognizable brands and seasonal varieties are shaping commercial beverage programs. Cam explores how beverage needs differ across offices, healthcare, education and other environments, and why the best sales conversations start with understanding the customer rather than simply recommending a brewer. The conversation also looks at how distributors can take a more consultative approach, uncover opportunities beyond a single breakroom and leverage supplier ex...

Industry consolidation is reshaping distribution, but change can also create new opportunities. Glenn Moore, Senior Vice President of Merchandising, Marketing, and Supply Chain at S.P. Richards, joins host Adam Fox to discuss how SPR is responding to shifts across the industry and what they mean for distributors and supplier partners. Glenn shares how SPR is strengthening its assortment, improving inventory positioning and using customer demand to make smarter supply chain decisions. He also explores what makes a strong supplier partnership, from greater alignment and engagement to a shared focus on helping customers succeed. The conversation looks ahead to 2027 and...

Copy paper may be a familiar category, but the conversations do not always have to come down to price. David Fusina, Channel Development Manager at Double A, joins Charles McLaughlin to discuss where premium paper can create new opportunities for distributors across legal, healthcare, education, and other vertical markets. David shares how changes in the paper market are creating a role for premium imported paper and where quality can make a noticeable difference for customers. He also explores Double A's sustainability story, from its Paper-Tree program and partnerships with farmers in Thailand to rainwater collection and biomass energy. The conversation...

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 a...

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 t...

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...

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...

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 p...

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. ...

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. ...

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...

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...