Distribution Unpacked by S.P. Richards

Explore how to grow beyond the initial product sale with ACCO. Featuring Beth Child, VP of Sales, and John Bartelle, Director of Sales at ACCO Brands and hosted by Charles McLaughlin.

From trusted brands like Quartet, Swingline, Five Star, Mead, GBC, At-A-Glance, and Kensington, ACCO’s portfolio touches classrooms, offices, breakrooms, warehouses, and shared workspaces. Beth and John discuss how changing market trends, especially in education, hybrid work, furniture, breakroom, and JanSan, are creating new opportunities for resellers to expand the conversation and deliver more complete solutions.

You’ll hear how dealers can better understand their customer mix, identify the right products for key verticals, compete for bid and contract business, and partner with manufacturers and distributors to simplify complexity in a fast-changing marketplace.

If you’re looking for ways to uncover more value in every customer relationship, this episode offers practical insight into how ACCO is helping the distribution community grow smarter and sell deeper.

In this episode of Distribution Unpacked, host Adam Fox sits down with Lindsay Gibbons, Vice President of Content & Pricing at S.P. Richards, and Susie Polizzi, Director of Supply Chain at S.P. Richards, for a behind-the-scenes look at the work happening inside SPR to support customers and fuel long-term growth.

Lindsay and Susie discuss how their teams are responding to rapid business growth, improving inventory strategy, strengthening supplier partnerships, and making sure customers have the right products, accurate content, and clearer pricing. From fill rates and unit-of-measure accuracy to data cleanup and pricing simplification, this conversation highlights the operational details that make distribution work.

You’ll also hear how S.P. Richards is breaking down silos, investing in people and technology, and building a culture where teams can solve tough problems, move quickly, and make a direct impact on customers.

For dealers, suppliers, and anyone who depends on distribution, this episode offers a candid look at how SPR is positioning itself for a stronger, more reliable future.

The writing category may seem well-established, but behind every writing instrument is a strategy for innovation, branding, and customer connection.

In this episode of Distribution Unpacked, Charles McLaughlin sits down with Dinae Ricketts, Sales Manager at Pilot, to unpack how one of the most recognizable brands in writing is staying relevant in a changing market. From premium ink technology to sustainability initiatives and merchandising strategies, Dinae shares how Pilot continues to create demand in the writing category.

They also discuss how to win by focusing on quality, consumer trust, and matching the right products to the right environments—from education and healthcare to corporate workplaces.

In this episode, you’ll learn:

The office furniture industry is evolving fast, and HON is making big moves to stay ahead of it.

In this episode of Distribution Unpacked, Adam Fox sits down with Evan Sanford, Sr. National Account Manager at HON, to discuss HON’s major rebrand, the future of workplace and education environments, and how the company is positioning itself for the next generation of commercial interiors.

From a new, elevated brand identity to the launch of HON’s flagship, Fulton Market showroom, Evan shares how HON is adapting to changing customer expectations while continuing to focus on practical, flexible solutions that help businesses win.

In this episode, you’ll hear:

Customers are navigating evolving workplace expectations, tighter budgets, and more complex furniture projects. Hear how HON plans to lead the way.

In a market where efficiency is everything, doing more with less isn’t just a goal—it’s a strategy.

In this episode of Distribution Unpacked, host Charles McLaughlin speaks with Brad Bingham, Key Account Manager at Tork, to unpack how shifting market dynamics are forcing distributors and end users to rethink everything from product assortment to sustainability.

Brad dives into the biggest trends shaping the towel and tissue category, including:

From reducing waste and packaging to maximizing every inch of trailer space, Tork is focused on simplifying complexity across the supply chain—while helping customers save time, labor, and cost.

Listen for tips on streamlining your assortment, strengthening your go-to-market strategy, and staying ahead of evolving customer demands.

What does real innovation look like in facility management? It starts on the front lines.

In this episode of Distribution Unpacked, Adam Fox sits down with Alex Cernak, National Sales Manager at Rubbermaid, to break down how one of the most recognizable brands in the industry is evolving for 2026 and beyond.

From sustainability-driven product launches like fully recyclable air care refills to smarter, more ergonomic solutions designed for frontline workers, Rubbermaid is focused on solving real problems where the work actually happens.

Alex shares industry insights including:

See how to move beyond selling products and start delivering real value to end users, straight from a brand that shows up in nearly every facility you walk into.

In a world racing toward digital everything, one of the most iconic classroom tools is having its best year ever.

In this episode of Distribution Unpacked, host Charles McLaughlin sits down with Steven Boyea, CEO of Dixon Ticonderoga Co., to unpack why traditional classroom products—like the legendary No. 2 pencil—are not only surviving, but thriving.

Steve shares how shifting education trends, funding challenges, and a new generation of teachers are reshaping demand, and what it means for distributors looking to stay relevant. From improving product discovery online to educating younger educators and building smarter product bundles, this conversation highlights where real opportunity exists in today’s evolving classroom.

You’ll learn how to:

If you think legacy products can’t grow in a modern market, think again. This episode will show you how to win by meeting customers where they are.

What does it take to stay relevant in a category everyone thinks they already understand?

In this episode, Adam sits down with Chris Usher, Director of Corporate Sales at TOPS Products, to unpack how a legacy brand is evolving beyond traditional office products and finding new ways to create value for today’s workplace.

Chris shares how TOPS is leaning into innovation, listening more closely to end-user needs, and helping partners reposition “commodity” items as purposeful solutions that drive productivity and organization.

You’ll hear how to:

The days of product-first selling are fading, and those who adapt will win.

In this episode, Adam and Bob Kellogg, Senior Sales Manager at Fellowes, break down how consultative selling is reshaping the industry. Fellowes is leaning into a more solution-based approach, helping partners move beyond individual products and instead deliver complete workplace solutions across air quality, ergonomics, and sustainability.

You’ll hear how to:
• Shift conversations from features to outcomes
• Identify real customer pain points across vertical markets
• Use a full portfolio to create more value and bigger opportunities
• Simplify the sales process while increasing relevance

If you’re still leading with products and features, this episode will challenge you to rethink your approach and show you what winning looks like moving forward.

Competing with online marketplaces on price alone? That’s a losing game.

In this episode, HP’s Channel Business Manager, Jared Lambert, shares how to shift the conversation—and win—by focusing on what actually matters: trusted brand quality, consistent performance, and long-term customer value.

We dig into the rise of imitation supplies, the risks they bring to end users, and how to use that insight to differentiate. Plus, Jared highlights why verticals like healthcare and education are prime opportunities for contract business, and how HP partners are capitalizing on them.

Key topics discussed:

Resources mentioned: