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 also looks at how distributors can build a stronger value story around paper by connecting product quality, sustainability, and application to the needs of each customer.
For distributors looking to differentiate in a traditionally price-driven category, this episode offers a fresh look at finding more opportunity in something as familiar as copy paper.
Archives: Episode
Cross-Selling From Office Products to JanSan, Food Service to MRO with Alex Gordon of The Highlands Group
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 an expert overnight. Alex shares how distributors can lean on manufacturers and rep agencies for product knowledge, training, and ride-alongs while building the confidence to have more consultative, solution-focused conversations with customers.
The conversation also explores opportunities in food service and breakroom, the continued relevance of open-brew coffee, and how The Highlands Group is using data, analytics, and AI to identify trends and support more productive sales conversations.
For distributors looking for their next growth opportunity, this conversation offers a simple place to start: understand what else your customers are buying and who can help you win the business.
The Middle-Market Opportunity in Away-From-Home Tissues with Zach Meyers of Solaris
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 tissue needs vary across hospitality, healthcare, multifamily, and other vertical markets, aliong with the importance of connecting product selection to the customer experience.
Zach highlights how Solaris field representatives work alongside SPR and dealer sales teams to communicate the product store, provide local support, and help dealers grow their away-from-home tissue business.
Workplace Hygiene: A Shared Responsibility. An Opportunity for Growth with Ric Senese of Reckitt
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 routine.
From offices and breakrooms to gyms, restrooms, and classrooms, Vic highlights opportunities across the facility, including disinfecting wipes, refillable formats, and air sanitization.
For distributors, the takeaway is simple: fewer products, broader protection. By understanding how customers use their spaces and where hygiene matters most, distributors can simplify the assortment while helping customers stay prepared all year long.
Why Simpler Cleaning Systems Win in a Changing Workforce Featuring Matt Schenk, President & CEO of Midlab
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 the conversation as performance and price.
Matt also discusses how simplifying a cleaning program can make a big difference, including reducing a complicated assortment of products down to just a few solutions for common applications. Midlab’s use of on-product guidance, technology, and streamlined systems shows how making things easier can create value for both the facility and the dealer.
For distributors, the opportunity goes beyond selling chemicals. A simpler mix, easier training and solutions built around the customer’s real challenges can create a stronger sales story and a better overall cleaning program.
Tune in to discover why, in commercial cleaning, less complexity can mean more value.
Equip the Facility. Build the Business. Ep 4: Commercial Cleaning Customer Playbook
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 product.
The conversation also explores the growing pressure from private brands and why product construction, materials, and performance can tell a stronger story than price alone. For distributors, educating customers on what makes a product work can help shift the conversation from comparing products to finding the right solution.
For anyone selling into commercial facilities, this episode offers a practical look at where cleaning is headed and how a more consultative, system-based approach can create greater value for customers.
Learn from the experts. See the solutions in action. Put the insights to work.
The conversations doesn’t stop with Megan.
If you missed the first episode, President President Rob Posthauer and VP of North American Sales 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 & Washroom), is now live!
The third episode, Tera Kyaw, Sr. Manager, Brand Management (Refuse), is also now live!
Watch all three episodes here: https://bit.ly/4xLo50K
For SPR Customers, the conversation continues on The Exchange, where our RCP product experts demo Cleaning Carts & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more! Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP
Equip the Facility. Build the Business. Ep 3: Why the Refuse Sale Is Really About the Workflow
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 & 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 & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP
Equip the Facility. Build the Business. Ep 2: Selling the TCO of Material Handling
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 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 & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP
Equip the Facility. Build the Business. Ep 1: Winning the JanSan Opportunity
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 & 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 & Tilt Trucks, Refuse Products, Window Cleaning Tools, and more!
Training videos & Sales Materials: https://sprexchange.com/customer/brands/rubbermaid
#SPRxRCP
Solving Facility Problems with Clorox Purell
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