Distribution Unpacked by S.P. Richards

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: Leveraging updated digital content and eCommerce tools to drive better customer experiences Using vertical-specific resources to sell smarter in healthcare, education, and beyond Simplifying complexity across the supply chain with the right assortment and partnerships Positioning solutions that improve efficiency, safety, and total cost of ownership 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: Adapt to changing school funding dynamics and buying behaviors Reach and influence the next generation of teachers Leverage product data and digital channels to drive demand Build larger baskets by connecting complementary products Navigate increasing complexity around sustainability regulations 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: Differentiate in categories that feel saturated or price-driven Reframe everyday products as essential tools for efficiency and workflow Identify new opportunities within existing customer bases Stay competitive by aligning with how work is actually getting done today

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: The rise of online marketplaces selling copycat HP cartridges and toner supplies HP's approach to protecting their brand through legal measures and partner compliance Growth trends in healthcare and education vertical markets Indoor air quality concerns with non-original cartridges and VOC emissions Strategies for authorized dealers to leverage HP's brand against competitors HP's commitment to simplifying complexity through dedicated support resources Partnership growth between HP and SP Richards Resources mentioned: EP EcoLogo certification for indoor air quality HP's five-pillar value proposition including air quality standards HP authorization program requirements