The JanSan opportunity usually starts before the product conversation.
It starts with a few better questions:
Where is time being lost?
Where is labor being wasted?
What is the customer simply working around?
That was one of the clearest takeaways from a recent Distribution Unpacked interview with Rubbermaid Commercial Products President Rob Posthauer and Vice President of U.S. Sales Scott Fossett.
From private brands and innovation to vertical markets and distributor partnerships, the message was consistent: winning more business means understanding what is actually happening inside the facility.
Price Matters. Value Matters More.
Private brands are not going away.
For Rubbermaid Commercial Products, that makes the value story even more important.
As Fossett put it:
“It’s critical that we sell the value of our products and what that brings to the end user from a productivity perspective and from a value perspective.”
That means helping customers look beyond initial price to consider the TCO (Total Cost of Ownership), including labor, productivity, and durability.
Posthauer made a similar point about the strength of the Rubbermaid brand:
“We have the right to win with our brands, but we’re not entitled to anything.”
Brand recognition helps. Innovation, product knowledge and real customer value still have to close the gap.
Stop Walking Past the Opportunity
Healthcare. Education. Government. Large facilities. New construction.
RCP is focusing on verticals where it sees strong opportunities to align sales, marketing, and product innovation.
For distributors, the lesson is simple: know the environment, not just the SKU.
A salesperson walking directly to the restroom, breakroom or supply closet may be passing multiple opportunities along the way.
Posthauer pointed to the importance of getting closer to the actual work:
“Watching end users and cleaning professionals use products and understanding what they need is critical (to our business).”
That same mindset can help dealers sell differently.
Observe the workflow. Ask what slows people down. Look at how products are being used. Then build the recommendation around the problem.
Make Complexity Easier to Navigate
JanSan can get complicated quickly.
Different verticals. Different applications. Different labor pressures. Different expectations around sustainability, performance and cost.
The answer is not to pretend that complexity does not exist.
It is to make it easier to navigate.
Posthauer summed up the customer expectation simply:
“We have to be easy to do business with.”
Fossett said manufacturers and distributors need to get into the field together and actively uncover new end user businesses.
“The biggest thing that we can do with distribution is partner with them on joint business planning.”
That idea fits squarely with SPR’s focus on Simplifying Complexity — bringing products, partners, expertise and distribution capabilities together so dealers can solve more for their customers.
Equip the Facility. Build the Business.
This conversation is part of Equip the Facility. Build the Business., a broader SPR and Rubbermaid Commercial Products campaign built around one idea:
Learn from the experts. See the solutions in action. Put the insights to work.
The campaign includes exclusive Distribution Unpacked conversations, hands-on product demonstrations and sales resources across commercial cleaning, material handling, washroom and refuse.
Because the more you understand what is happening inside the facility, the easier it becomes to spot problems, recommend solutions and create opportunity.
Listen to the conversation with Rob and Scott on our podcast, Distribution Unpacked.
For our current SPR customers, access demo videos, product flyers, and more on The Exchange.
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