<?xml version="1.0" encoding="UTF-8"?>
<?xml-stylesheet type="text/xsl" href="https://www.sprichards.com/wp-content/plugins/seriously-simple-podcasting/templates/feed-stylesheet.xsl"?><rss version="2.0"
	 xmlns:content="http://purl.org/rss/1.0/modules/content/"
	 xmlns:wfw="http://wellformedweb.org/CommentAPI/"
	 xmlns:dc="http://purl.org/dc/elements/1.1/"
	 xmlns:atom="http://www.w3.org/2005/Atom"
	 xmlns:sy="http://purl.org/rss/1.0/modules/syndication/"
	 xmlns:slash="http://purl.org/rss/1.0/modules/slash/"
	 xmlns:itunes="http://www.itunes.com/dtds/podcast-1.0.dtd"
	 xmlns:googleplay="http://www.google.com/schemas/play-podcasts/1.0"
	 xmlns:podcast="https://podcastindex.org/namespace/1.0"
	>
		<channel>
		<title>Distribution Unpacked by S.P. Richards</title>
		<atom:link href="https://www.sprichards.com/feed/podcast/distribution-unpacked-by-s-p-richards/" rel="self" type="application/rss+xml"/>
		<link>https://www.sprichards.com/podcasts/distribution-unpacked-by-s-p-richards/</link>
		<description>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.</description>
		<lastBuildDate>Wed, 26 Aug 2026 13:30:00 +0000</lastBuildDate>
		<language>en</language>
		<copyright>© 2026</copyright>
		<itunes:subtitle>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.</itunes:subtitle>
		<itunes:author>S.P. Richards</itunes:author>
		<itunes:type>episodic</itunes:type>
		<itunes:summary>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.</itunes:summary>
		<itunes:owner>
			<itunes:name>S.P. Richards</itunes:name>
			<itunes:email>SocialMedia@sprich.com</itunes:email>
		</itunes:owner>
		<itunes:explicit>false</itunes:explicit>
		<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/03/DistributionUnpacked-1400x1400-4.png"></itunes:image>
			<image>
				<url>https://www.sprichards.com/wp-content/uploads/2026/03/DistributionUnpacked-1400x1400-4.png</url>
				<title>Distribution Unpacked by S.P. Richards</title>
				<link>https://www.sprichards.com/podcasts/distribution-unpacked-by-s-p-richards/</link>
			</image>
		<itunes:category text="Business">
			<itunes:category text="Management"></itunes:category>
		</itunes:category>
		<googleplay:author><![CDATA[S.P. Richards]]></googleplay:author>
			<googleplay:email>SocialMedia@sprich.com</googleplay:email>			<googleplay:description>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.</googleplay:description>
			<googleplay:explicit>No</googleplay:explicit>
			<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/03/DistributionUnpacked-1400x1400-4.png"></googleplay:image>
			<podcast:locked owner="SocialMedia@sprich.com">yes</podcast:locked>
		<podcast:guid>158f8a3d-72aa-53b7-ba54-3a2fb5d3587d</podcast:guid>
		
		<!-- podcast_generator="SSP by Castos/3.14.2" Seriously Simple Podcasting plugin for WordPress (https://wordpress.org/plugins/seriously-simple-podcasting/) -->
		<generator>https://wordpress.org/?v=7.0.4</generator>

<item>
	<title>Equip the Facility. Build the Business. Ep 3: Why the Refuse Sale Is Really About the Workflow</title>
	<link>https://www.sprichards.com/podcast/equip-the-facility-build-the-business-ep-3-why-the-refuse-sale-is-really-about-the-workflow/</link>
	<pubDate>Wed, 26 Aug 2026 10:41:35 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">698d73e7-85c5-59c6-abb5-0f2665817dc1</guid>
	<description><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></description>
	<itunes:subtitle><![CDATA[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]]></itunes:subtitle>
	<content:encoded><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2575897/c1e-5n25nu7jonnio-5zr0kp3qf7m4-6ipu3e.mp4" length="800587776" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/08/RCP-Tera-1.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/08/RCP-Tera-1.png</url>
		<title>Equip the Facility. Build the Business. Ep 3: Why the Refuse Sale Is Really About the Workflow</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:13:01</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 ex]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/08/RCP-Tera-1.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Equip the Facility. Build the Business. Ep 2: Selling the TCO of Material Handling</title>
	<link>https://www.sprichards.com/podcast/equip-the-facility-build-the-business-ep-2-selling-the-tco-of-material-handling/</link>
	<pubDate>Mon, 24 Aug 2026 10:07:44 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">bada67da-0486-5729-a29f-ffe51f0fe30a</guid>
	<description><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></description>
	<itunes:subtitle><![CDATA[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. Ma]]></itunes:subtitle>
	<content:encoded><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2575958/c1e-40pv0f8wk02ck-jpkv2npzi1qr-bfucrg.mp4" length="996126228" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/08/rubbermaid2YT-Thumbnail-1.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/08/rubbermaid2YT-Thumbnail-1.png</url>
		<title>Equip the Facility. Build the Business. Ep 2: Selling the TCO of Material Handling</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:16:12</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 &#38; 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 s]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/08/rubbermaid2YT-Thumbnail-1.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Equip the Facility. Build the Business. Ep 1: Winning the JanSan Opportunity</title>
	<link>https://www.sprichards.com/podcast/equip-the-facility-build-the-business-ep-1-winning-the-jansan-opportunity/</link>
	<pubDate>Wed, 19 Aug 2026 10:39:50 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/equip-the-facility-build-the-business-ep-1-winning-the-jansan-opportunity/</guid>
	<description><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></description>
	<itunes:subtitle><![CDATA[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 da]]></itunes:subtitle>
	<content:encoded><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2575889/c1e-n75p7szw8mpcr-5zr0k8z8t5k7-z1zzo4.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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 &#38; 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 &#38; Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos &#38; Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Scott-Rob-Episode-Thumbnail.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/08/Scott-Rob-Episode-Thumbnail.png</url>
		<title>Equip the Facility. Build the Business. Ep 1: Winning the JanSan Opportunity</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:17:43</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 opportunit]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Scott-Rob-Episode-Thumbnail.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Solving Facility Problems with Clorox Purell</title>
	<link>https://www.sprichards.com/podcast/solving-facility-problems-with-clorox-purell/</link>
	<pubDate>Wed, 12 Aug 2026 06:39:25 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/solving-facility-problems-with-clorox-purell/</guid>
	<description><![CDATA[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 ]]></description>
	<itunes:subtitle><![CDATA[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.
P]]></itunes:subtitle>
	<content:encoded><![CDATA[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 ]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2568607/c1e-6m4kmt70vn7t0-mkqqp15japwv-q0qoxj.mp4" length="767652003" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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 ]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Clorox-Purell-YT-Thumbnail.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/08/Clorox-Purell-YT-Thumbnail.png</url>
		<title>Solving Facility Problems with Clorox Purell</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:16:30</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 facil]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Clorox-Purell-YT-Thumbnail.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Sell the Space, Not Just the Furniture Featuring Safco</title>
	<link>https://www.sprichards.com/podcast/sell-the-space-not-just-the-furniture-featuring-safco/</link>
	<pubDate>Wed, 05 Aug 2026 06:37:58 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/sell-the-space-not-just-the-furniture-featuring-safco/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2490164/c1e-oxd7xtj509khz-dmj09z7ockq6-5wgwvr.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Safco-YT-Thumbnail.jpeg"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/08/Safco-YT-Thumbnail.jpeg</url>
		<title>Sell the Space, Not Just the Furniture Featuring Safco</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:07:25</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 re]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/08/Safco-YT-Thumbnail.jpeg"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Sell the Application: How to Find Growth in the Writing Category with Newell</title>
	<link>https://www.sprichards.com/podcast/sell-the-application-how-to-find-growth-in-the-writing-category-with-newell/</link>
	<pubDate>Wed, 29 Jul 2026 06:30:16 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/sell-the-application-how-to-find-growth-in-the-writing-category-with-newell/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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 ]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2490168/c1e-0oqrof7zoj3a5-0v0o3p1ztw11-slysn8.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Newell-YT-Thumbnail.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/07/Newell-YT-Thumbnail.png</url>
		<title>Sell the Application: How to Find Growth in the Writing Category with Newell</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:10:33</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 througho]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Newell-YT-Thumbnail.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>One More Question: 3M&#8217;s Sales Trick for Expanding Sales Through Safety</title>
	<link>https://www.sprichards.com/podcast/one-more-question-3ms-sales-trick-for-expanding-sales-through-safety/</link>
	<pubDate>Wed, 22 Jul 2026 06:38:29 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/one-more-question-3ms-sales-trick-for-expanding-sales-through-safety/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2490150/c1e-kv1mvbdpx4gho-dmj094mwb92r-aqngyi.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/07/3M-YT-Thumbnail.jpeg"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/07/3M-YT-Thumbnail.jpeg</url>
		<title>One More Question: 3M&#8217;s Sales Trick for Expanding Sales Through Safety</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:09:50</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 a]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/07/3M-YT-Thumbnail.jpeg"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Inside C-Line’s Growth Strategy: Quality, Fill Rate, and New Opportunities for Growth</title>
	<link>https://www.sprichards.com/podcast/inside-c-lines-growth-strategy-quality-fill-rate-and-new-opportunities-for-growth/</link>
	<pubDate>Wed, 15 Jul 2026 06:35:33 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/inside-c-lines-growth-strategy-quality-fill-rate-and-new-opportunities-for-growth/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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, industria]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2490143/c1e-13qn3fn833rbj-6z8mgw49a656-qzmyu6.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/07/C-Line-YT-Thumbnail.jpeg"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/07/C-Line-YT-Thumbnail.jpeg</url>
		<title>Inside C-Line’s Growth Strategy: Quality, Fill Rate, and New Opportunities for Growth</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:07:26</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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.]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/07/C-Line-YT-Thumbnail.jpeg"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Thoughtful Innovation: How Victor Is Reimagining Everyday Workplace Solutions &#8211; Distribution Unpacked Episode #16</title>
	<link>https://www.sprichards.com/podcast/thoughtful-innovation-how-victor-is-reimagining-everyday-workplace-solutions-distribution-unpacked-episode-16/</link>
	<pubDate>Wed, 08 Jul 2026 06:25:42 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/thoughtful-innovation-how-victor-is-reimagining-everyday-workplace-solutions-distribution-unpacked-episode-16/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2490134/c1e-x15z1u1688qa6-gpjgn262h99o-phlw2g.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Victor-YT-Thumbnail.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/07/Victor-YT-Thumbnail.png</url>
		<title>Thoughtful Innovation: How Victor Is Reimagining Everyday Workplace Solutions &#8211; Distribution Unpacked Episode #16</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:13:18</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 declu]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Victor-YT-Thumbnail.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Cleaning Smarter: How Simple Green Is Expanding the Sustainability Conversation &#8211; Distribution Unpacked Episode #15</title>
	<link>https://www.sprichards.com/podcast/cleaning-smarter-how-simple-green-is-expanding-the-sustainability-conversation-distribution-unpacked-episode-15/</link>
	<pubDate>Wed, 01 Jul 2026 06:27:16 +0000</pubDate>
	<dc:creator><![CDATA[S.P. Richards]]></dc:creator>
	<guid isPermaLink="false">https://www.sprichards.com/podcast/cleaning-smarter-how-simple-green-is-expanding-the-sustainability-conversation-distribution-unpacked-episode-15/</guid>
	<description><![CDATA[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.]]></description>
	<itunes:subtitle><![CDATA[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 mor]]></itunes:subtitle>
	<content:encoded><![CDATA[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.]]></content:encoded>
	<enclosure url="https://episodes.castos.com/69a747ef0f44d9-89879210/2488698/c1e-3rqzrfwpr6oi7-rkg9k202a9rq-d6zgfq.mp4" length="1048576" type="video/mp4"></enclosure>
	<itunes:summary><![CDATA[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.]]></itunes:summary>
	<itunes:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Simple-Green-YT-Thumbnail-1.png"></itunes:image>
	<image>
		<url>https://www.sprichards.com/wp-content/uploads/2026/07/Simple-Green-YT-Thumbnail-1.png</url>
		<title>Cleaning Smarter: How Simple Green Is Expanding the Sustainability Conversation &#8211; Distribution Unpacked Episode #15</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>00:07:23</itunes:duration>
	<itunes:author><![CDATA[S.P. Richards]]></itunes:author>	<googleplay:description><![CDATA[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 clean]]></googleplay:description>
	<googleplay:image href="https://www.sprichards.com/wp-content/uploads/2026/07/Simple-Green-YT-Thumbnail-1.png"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>
	</channel>
</rss>
