Broadening horizons

Trying to divine new product categories for office product dealers can often seem a little like the search for the Holy Grail, and quite often discussion of such matters always returns to furniture, jan/san and breakroom— which, let’s face it, aren’t exactly new categories for most successful independents!

It’s good, therefore, to discover in our cover story this month that there are dealers who are finding new ground to break—as well as new ways to exploit those “less new” categories I mentioned.

There seems to be a common trait among those dealers who are particularly good at prospecting for new business areas, and it is one that Mike Tucker picks up on in his regular column on page 30 and that Nate Morales alludes to in this month’s Secrets of Success. It is also one that cannot be emphasized enough.

The vast majority of the new product categories that are talked about in our cover story came about through listening to customers, understanding their needs and being willing to change the way that you do business to be able to accommodate those needs. That attitude is absolutely key to survival in the modern marketplace.

The next step is to fully understand exactly what it is your business does and how that can be exploited to provide additional services to your clients and other local business that are not your clients yet—whether that be delivering their parcels or helping melt the ice on their driveways. Good luck in the search for your Holy Grail!

4 WINNER’S

Circle

Good things happening to independents

16 SECRETS OF SUCCESS

Intivity, Rochester, New York

16 INDUSTRY NEWS

32 WSA UPDATE

36 COVER STORY

Branching out: Find out how dealers have begun delving into more unusual areas to increase their customer base and profits.

42 COLUMNS

42 Tom Buxton: To cut or not to cut?

44 Troy Harrison: Four top sales trends for the future

46 Marisa Pensa: Modernize your sales learning

48 Mara Gannon: Supercharge your marketing!

Digital

Date: October 8-11, 2023

Location: Hilton New Orleans Riverside

Ernest N. Morial Convention Center, New Orleans, LA

Unleash Your Business Potential at Industry Week '23 in the Big Easy!

CONNECT – Engage with your peers at the most significant networking event in the Business Products Industry.

DIVERSIFY – Gain insights at the ISG General Session about how to make diversification a part of your strategy, moderated by OPI’s Steve Hilleard.

LEARN – Take advantage of educational seminars designed to enhance your knowledge on the latest trends and developments in our industry.

DISCOVER – Immerse yourself in innovation by attending the Industry Week '23 Tradeshow and gain access to new products.

GROW – Interact with industry professionals to learn about strategic initiatives essential for achieving your business goals.

PARTNER SESSIONS – BSA Forum and Essendant General Session

ENJOY – Experience the exhilarating nightlife of New Orleans, a memorable way to mark the culmination of a successful event.

Thank you to our Premier Sponsor HON and Diamond Sponsor ACCO Brands for Industry Week ’23!