OPI APP OCT NOV 2024 B

Connecting the business products world

2024 TOP 100

On the move

The OPI Top 100 list has seen constant evolution over many years. Some periods were fairly static, others showed considerable upheaval in terms of people turnover. 2024 fits the latter with a 20% churn.

Retirements, replacements, company acquisitions as well as collapses all have their part to play in this churn. One channel that is clearly in a state of flux is the wholesale/distribution space.

In the UK, this has manifested itself in the demise of one operator – OT Group and, by association, Spicers – while Westcoast was acquired and is now part of ALSO Group. The two wholesalers in the US, meanwhile, have new heads with Andrew Wallach and David Boone. US-based Global Industrial and Australia’s Dynamic Supplies, finally, are new entries.

INTERVIEW: NAVIGATING CHANGE

I’ve been active in the buying group space for the past 15 years [...]. This participation has been incredibly valuable to me and the amount I’ve learnt from other dealers is immeasurable. I’ve built strong relationships nationwide and now I know exactly who to call across regions. These connections wouldn’t exist without my involvement [...].

My advice to anybody in this business as we move away from traditional office products is to connect with fellow dealers, congregate and share best practices because this category is diminishing rapidly.

18 Interview

Ian Wist highlights the importance of strong leadership in a tough business environment

24 Feature

The past 12 months have been challenging, reflected in a sizeable turnover rate in our perennial Top 100 list

34 Category Update

Long-term opportunities remain in the mailroom and packaging sector

38 Category Update

As traditional routes to market recede, operators in the stamping category continue to innovate to stay relevant

42 Review: Industry Week ’24

Collaborating, learning and networking: the fourth Industry Week in Orlando, Florida, was a resounding success

44 Review: NAOPA

All the winners from the 2024 North American Office Products Awards – and why they triumphed

49 Review: City of Hope Gala Dinner

The Fulfilling Hope fundraising campaign concludes at the Spirit of Life event in Chicago

50 Preview: Climb of Life 2024

Members of the UK business supplies industry get ready to scale the Lake District’s mountains to raise vital funds for the Institute of Cancer Research

REGULARS

The OPI team

EDITORIAL

Editor

Heike Dieckmann

+44 1462 422 143 heike.dieckmann@opi.net

News Editor

Andy Braithwaite

+33 4 32 62 71 07 andy.braithwaite@opi.net

Assistant Editor

Kate Davies kate.davies@opi.net

Workplace360 Editor

Michelle Sturman

michelle.sturman@workplace360.co.uk

Freelance Contributor

David Holes david.holes@opi.net

SALES & MARKETING

Chief Commercial Officer

Jade Wilson +44 7369 232590 jade.wilson@opi.net

Head of Media Sales

Chris Turness +44 7872 684746 chris.turness@opi.net

Commercial Development Manager

Chris Armstrong chris.armstrong@opi.net

Digital Marketing Manager

Aurora Enghis aurora.enghis@opi.net

EVENTS

Events Manager

Lisa Haywood events@opi.net

PRODUCTION & FINANCE

Head of Creative

Joel Mitchell

joel.mitchell@opi.net

Finance & Operations

Kelly Hilleard kelly.hilleard@opi.net

PUBLISHERS

CEO Steve Hilleard +44 7799 891000 steve.hilleard@opi.net

Director Janet Bell

+44 7771 658130 janet.bell@opi.net

Executive Assistant

Debbie Garrand

+44 20 3290 1511 debbie.garrand@opi.net

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Credit where it’s due

Highlighting achievements, of individuals as well as companies, is part of the remit of an industry publication I believe – although we are also duty-bound to point out some inconvenient truths at times, I would argue. We’ve certainly done the former in this issue with our Top 100 list (page 24)

Continuously updated on opi.net, we take the opportunity once every 12 months to ‘formalise’ – subjectively no doubt – this who’s who in the business supplies sector to establish what’s happened in any given year, hence the references to ‘churn’ , ‘20% turnover’, etc Several of the new entries are profiled in more detail in these pages, which we hope will give readers some valuable information.

We’re not making a difference. But then again, perhaps we are

Aside from a well-earned pat on the back – on this note, may I also say a massive ‘congratulations’ to all the winners of this year’s North American Office Products Awards (page 44) – hearing success stories further serves as best practice advice. After all, success is typically the result of executing an exceptional strategy, keeping a keen eye on trends and having the ability to adapt. Many of our Top 100 candidates perfectly fit this bill.

One of the new entries, incidentally, is also our Interview candidate: Ian Wist (page 18). Highly experienced but wonderfully humble, Wist doesn’t sugarcoat the challenges – far from it – but refers to the incredible benefits which can be gained from truly immersing yourself in the industry, collaborating and learning from peers. “The amount I’ve learnt from other dealers is immeasurable,ˮ he says

Speaking of ‘humble’, there’s something else I want to draw attention to and that is our industry’s philanthropic engagement. However successful the various players in our sector are, let’s be honest, we’re not saving lives and we’re not making a difference. But then again, perhaps we are – not by selling paper, pencils or toilet rolls, but by wholeheartedly and perennially supporting organisations such as City of Hope in the US (page 49) and the Institute of Cancer Research in the UK (page 50)

Hearing about what these research centres do and how they advance and break through medical barriers is humbling. Being part of a community that helps fund these breakthroughs makes me feel a bit proud too – and appreciative of what you can do if you put your mind to it.

HEIKE DIECKMANN, EDITOR

UK dealer groups enter merger talks

Integra Business Solutions and Office Friendly, two of the UK’s leading dealer groups, have revealed that they are in discussions regarding a potential merger.

The move comes as both organisations aim to leverage synergies and align their growth plans to benefit members’ businesses and the independent dealer channel.

EOPA expanded for 2025

According to a joint statement, the boards of the groups have identified several areas of mutual benefit, including diversification, sustainability and digital solutions.

The merger process has been initiated, with shareholders from both companies having received communication regarding the proposal and respective voting

The 2025 European Office Products Awards (EOPA) will feature two additional categories. The new awards are Best Workplace and Online Reseller of the Year.

The former has been introduced to recognise organisations that are going the extra mile to create a positive workplace experience, while the second will be presented to an exceptional business which primarily operates online.

The deadline for all entries is 13 November 2024, with the shortlist set to be announced at the end of January following a thorough judging process. Submitting entries and nominations is very straightforward – just head to eopa.opi.net or email awards@opi.net.

requirements. The outcome of these votes and the next steps are expected to be communicated at the beginning of October – at the time of OPI going to press.

In the meantime, the two groups have assured all members and partners that there will be no disruption to operations or any changes to existing trading relationships while a decision is being made.

Follow developments related to this story on opi.net and in sister publication Workplace360.

A total of 13 awards will be handed out at the EOPA 2025 presentation dinner taking place at the Hotel Okura in Amsterdam, Netherlands, on 11 March 2025. The dinner is one of the highlights on the European business products industry’s events calendar, and there is an early bird rate for tickets which runs until 13 December.

Bi-silque founder passes away

It was with great sadness that OPI learnt of the recent passing of Bi-silque founder Virgílio Vasconcelos.

Virgílio passed away peacefully on 22 September at the age of 86. Along with his wife Aida, he established Bi-silque in 1979. Initially, the company focused on cork products, but over the years diversified into the wider visual communications and workplace environment categories and became a force in the international business products world.

“His commitment to excellence, dedication to quality and relentless

pursuit of innovation have made Bi-silque a leader in its field,” the company wrote in a statement. “Virgílio built a company which not only achieved commercial success, but also stood for strong values –ethics, community engagement and sustainability – that have made a lasting impact on the business world and beyond.”

For the past several years, Bi-silque has been run by André Vasconcelos, Virgílio and Aida’s son. OPI extends its deepest sympathies to André, Aida and their family and friends.

Lyreco acquires in the Netherlands

Lyreco has announced an agreement to acquire Groenendijk Workwear, a Netherlands-based company specialising in work- and footwear. The deal aims to strengthen Lyreco’s expertise in work- and footwear, two of the fastest growing sub-segments within its safety division Lyreco Intersafe. The French reseller had acquired Intersafe in 2018 and it became a Lyreco brand in December 2021.

Serving the Benelux region, Groenendijk has over 25 years of experience in the PPE market and reports annual sales exceeding €60 million ($66 million) – 90% of which are generated in the Netherlands.

The new entity will be integrated into Lyreco Intersafe when the transaction closes. This is expected to be on 1 January 2025, but the deal still requires approval from the Dutch Competition and Consumers Authority.

Until then, founders Nanda and Marien Groenendijk are staying on to ensure a smooth transition. Day-to-day management will continue to be overseen by existing key staff post completion of the acquisition.

“Groenendijk enables us to take a leap forward with our ambitious plan by having a company with knowledge and experience in workwear and with an even wider portfolio of possibilities that we can roll out internationally,” said Joris Wels, CEO of Lyreco Intersafe.

From left: Nanda Groenendijk, Greg Liénard (Lyreco Group CEO), Joris Wels & Marien Groenendijk

Inapa creditors approve proposals

On 27 September, the creditors of insolvent European paper and packaging distributor Inapa overwhelmingly approved a number of proposals put forward by the company’s administrator.

Portugal-based Inapa collapsed into administration at the end of July (see Analysis, OPI September 2024, page 8) after it violated German liquidity regulations. A court-appointed administrator then began the process of trying to secure the group’s future.

A proposal to acquire the entire business was rejected because it would have required an injection of capital of €50 million ($56 million) from existing shareholders. The administrator therefore recommended accepting two separate bids for Inapa’s French entities: a €20 million offer from Next Pack (which trades as Fidel Fillaud) to acquire Inapa Packaging SAS, and a €25 million proposal from Japan Pulp and Paper (JPP) for Inapa France (which is subject to a 30-day negotiation period).

While no formal offers have been made for other Inapa entities, JPP has expressed an interest in acquiring assets in Germany and Portugal.

Kaut-Bullinger in creditor protection

German dealer Kaut-Bullinger has entered into a form of creditor protection as it struggles with declining sales. At the end of September, the Munich District Court approved the procedure, which means the company can continue to operate as normal under its current management team. Under German law, the salaries of Kaut-Bullinger’s staff are guaranteed until the end of November.

Representatives from Stuttgart-based law firm Grub Brugger are assisting with a

restructuring of the 230-year-old reseller. They are optimistic the business still has a long-term future. Meanwhile, Oliver Schartl from Müller-Heydenreich Bierbach & Kollegen in Munich has been appointed as provisional trustee.

“The tough competition in online retail, combined with companies’ reluctance to purchase – which is partly due to working from home – has led to a significant drop in sales,” explained Kaut-Bullinger Managing Director Robert Brech.

He added: “We therefore had to take the difficult step of filing for insolvency proceedings under self-administration. We hope this will enable us to maintain our previously successful position in the market.”

New campaign from Fellowes

Fellowes Brands is rolling out a major new marketing campaign across Europe. The vendor has introduced a brand character called the WorkLife Coach who will demonstrate how the company’s products help make people’s workspaces more productive and comfortable.

The campaign features videos, print ads, out-of-home advertising and social posts as well as a new content hub on Fellowes’ website. AI voice cloning in several languages has been used on the videos to cater to the vendor’s different markets.

Fellowes has developed associated marketing toolkits for resellers to help them grow sales in the final quarter of the year. It will also be running a series of promotional activities with end users.

New printer brands emerge

Aftermarket consumables specialist Katun is looking to disrupt the OEM copier and printer market. The vendor has announced its first line of multifunctional printers under the Arivia brand. It claims its devices offer “advanced security features, user-friendly design and top-of-the-line performance”.

The initial product launch features 11 A3 devices, consisting of five monochrome and six colour models. These cater to a broad range of environments, from small offices to large workgroups.

Meanwhile, in a separate development, US distributor Image Star unveiled a laser A4 line-up under the Capsul name, aimed at the SOHO segment.

Describing Capsul as an “IT peripherals brand”, Image Star said it was “poised to disrupt SOHO print with aggressively low prices and higher reseller margins”.

PBS Holding expands European presence

PBS Holding has acquired ADVEO Benelux, with the deal taking effect retroactively from 1 August 2024. PBS said the move strengthens the Austria-based group’s presence in the Benelux region, further expanding its operations that now span ten European countries.

Despite the change in ownership, day-to-day management will remain consistent, with the current management team, led by General Manager Erwin Snoeker, continuing to oversee operations.

The deal marks PBS’ second major purchase in 2024, following the integration of OCL Trade into its Italian subsidiary Desktoo in May.

As a result of the acquisition, PBS Benelux, as the business is now called, has become a member of Interaction, the European purchasing group that manages the Q-Connect brand.

OT Group CVA approved

The company voluntary arrangement (CVA) signalling the end of UK multichannel operator OT Group was approved by creditors on 10 September.

In August, it was confirmed OT Group would be broken up, with Spicers shutting down and reseller businesses Office Depot and Officeteam.co.uk folding into Paragon, a sister company of main shareholder Grenadier Holdings (see Focus, OPI September 2024, page 30)

Grenadier has said it intends to pay OT Group’s creditors “100% of agreed balances”. Documents filed with Companies House show the amount owed totalled more than £31 million ($40 million), although £22 million of that was to Grenadier itself and related entities.

Nevertheless, it still leaves around £9 million outstanding, with some familiar names in the UK business supplies industry being owed sums which – in some cases – run into hundreds of thousands of pounds.

Richard Scharman (second from right) with the PBS Benelux leadership team, including Erwin Snoeker (middle)

Senior changes at Essendant

US distributor Essendant has named Patrick Allard as President of its Fulfillment Services division. He will lead the company’s 3PL efforts, including the recently announced Connected Commerce services business. Meanwhile, the head of Essendant’s Wholesale Commercial organisation Renee Starr is to leave the company in mid-October. She will take on a senior role at PPE and safety supplier Hospeco Brands. Essendant is expected to make an interim appointment while it searches for Starr’s permanent successor.

Ex-Depot exec joins Codex Codex has appointed Niall Murphy as Key Account Manager. He joins the Irish reseller from Office Depot, where he spent 17 years. Murphy will manage key accounts within the Health Service Executive and is tasked with driving growth in the province of Munster.

TD SYNNEX names North America President

IT distribution giant TD SYNNEX has appointed Reyna Thompson as President of North America from 1 December. She is currently leading the North America Advanced Solutions business unit. Thompson will succeed Peter Larocque who is transitioning to an advisory role after 40 years with the firm.

OP channel hire at Highlands Highlands has appointed Kaitlyn McCrerey as Strategic Account Manager in the office channel. McCrerey joins the sales and marketing agency from The ODP Corporation, where she was most recently Senior Associate Product Manager.

Dismore makes AMD swich

HP Inc’s head of its Northwest Europe (NWE) region, Stephanie Dismore, left the firm in September. After more than 25 years with the tech giant, Dismore took on the role of President EMEA at computer processor producer AMD. Koen Van Beneden, Managing Director of HP’s Benelux cluster, has taken on the NWE Managing Director role on an interim basis.

ECI names CMO

ECI Software Solutions has confirmed Ray Wizbowski joined the company as Chief Marketing Officer in August. He has more than 20 years of marketing experience spanning multiple industries as well as both SMB and enterprise customers. Most recently, Wizbowski was CMO at Diligent, a Software-as-a-Service company specialising in governance, risk and compliance.

MD change at Sigel

Sigel company veteran Daniel Petrasch has been named as the vendor’s new Managing Director, effective 1 October. Having been with the business for 34 years, Petrasch succeeded Götz Stamm who stepped down after more than four years in the role.

Two acquisitions for COS in Oz

Australian reseller COS has announced two acquisitions recently. Firstly, the family-owned business said it had bought Tosco Business and Education, the largest independent dealer in the northern Queensland region.

Established in 1958 as Typewriter and Office Supplies Company, Cairns-based Tosco had been owned by Stephen and Judy Gardiner since the early 2000s. The Gardiners retired following the closing of the transaction on 1 October.

Shortly after, COS confirmed the acquisition of Kookaburra Educational Resources, also effective 1 October. Founded by a teacher in 1989, Kookaburra is one of Australia’s largest B2B educational suppliers. These latest deals for COS come as rival Officeworks continues to expand in the B2B segment, with the education market a key focus area.

Fujifilm enters US market

Fujifilm Business Innovation (BI) and sister company Fujifilm North America have announced their expansion into the US office and commercial production space.

The Japan-based OEM has confirmed leading reseller Marco Technologies as its first US channel dealer authorised to sell, market and service Fujifilm’s full portfolio of office and production solutions. Devices now available include Fujifilm’s APEOS series of A3 and A4 office digital multifunction printers and solutions as well as the REVORIA production-oriented series.

Marco said the partnership was an addition to rather than a replacement for its current vendor relationships.

The move into the US comes just a few months after Fujifilm BI expanded into Europe with launches in Italy, the UK and France.

The highest level of education is valued about 7.5 times less than knowing how to code […] Employers sometimes appreciate certain specific skills more than having a particular degree [which] evens the playing field

Valeri Potchekailov, CEO, StoryChief

76%

Amount of large companies in India, Spain, the US and the UK admitting to a severe shortage of AI-skilled personnel

Brother receives Technical Packaging Award in Japan

Print OEM Brother submitted its new lightweight, moulded pulp cushioning material to the Japan Packaging Contest 2024. It reduces the size and weight of packaging, resulting in a 33% drop in CO2 emissions.

Paper market growth in India

The Indian Paper Manufacturers Association’s 2023-24 report shows the packaging paper and paperboard market is growing 8.2% annually. Growth is driven by demand from FMCG, textiles, pharmaceuticals, e-commerce and healthcare, along with India’s 2022 ban on single-use plastics.

59%Percentage of Asia/Pacific enterprises targeted by attacksransomware in 2023

Drexel announces partnership

Philadelphia, US-based Drexel University has entered a three-year contract with WB Mason and Supra Office Solutions, with options for two additional one-year extensions. The partnership aims to develop supplier diversity and support the local economy.

$247.2 billion

Expected global end-user Software-as-a-Service spending by the end of 2024

Office Depot transforms store

Office Depot Korea has converted its Gangnam outlet into a flagship store for the Korea Baseball Organisation (KBO), featuring merchandise from league teams and fan experiences. The transformation follows a recent marketing agreement with the KBO.

PICTURE OF THE MONTH

GREEN THINKING

Brother expands sustainability efforts

Brother is to launch a new remanufacturing line at its Recycling Technology Centre in Wrexham, UK, saying it is the first print OEM to remanufacture its inkjet cartridges. Once fully operational, Brother expects to remanufacture over two million inkjet cartridges annually, creating 20 new jobs at the facility.

Business and home users in 30 European countries can return used ink cartridges free of charge to Brother. In fact, they have been encouraged to do this for the past year so that the OEM can build up a stock of empties. All returned cartridges are inspected, cleaned, reassembled and refilled with Brother original ink.

This new initiative complements Brother’s long-standing toner cartridge remanufacturing service, which has produced over 40 million remanufactured toner cartridges globally since 2004.

Hydrogen energy investment by

tesa

German vendor tesa plans to use green hydrogen energy at its Hamburg production facility by partnering with public energy supplier Gasnetz Hamburg to connect the plant to the hydrogen network. By 2027, tesa aims to produce its first adhesive tapes using hydrogen, reducing CO2 emissions by appoximately 6,000 tonnes annually. The company is investing €300 million ($330 million) in this and similar projects over the coming years to support its aim of achieving climate-neutral Scope 1 and 2 production by 2030.

“Decarbonisation can only succeed if we exploit all opportunities to use renewable energies,” stated tesa CEO Dr Norman Goldberg.

For more on tesa’s sustainability strategy, look out for an interview with Executive Board member Andreas Mack in the forthcoming Green Thinking issue of OPI

Highlands announces Riley partnership

Sales and marketing agency Highlands has been appointed by Ireland-based company Riley to build its distribution footprint across Europe, bringing the company’s sustainable period products to a broader market.

Riley supplies eco-friendly period products made from 100% certified organic cotton, free from pesticides, chlorine bleach and other harmful chemicals. With demand for accessible and sustainable sanitary products growing, Highlands sees this partnership as an opportunity for distributors within the expanding feminine hygiene market.

Unite achieves EcoVadis rating

European e-procurement platform Unite has earned its first gold award from sustainability business ratings provider EcoVadis.

The recognition places Unite among the top 5% of companies evaluated in July 2024 and within the top 3% in its industry. Additionally, it reflects a significant improvement in Unite’s sustainability performance, with the organisation increasing its score by 21 points compared with 2023.

Fellowes publishes annual clean air survey results

Fellowes Brands has released the results of its Annual International Day of Clean Air Survey, highlighting employees’ ongoing needs and concerns in the workplace.

Somewhat discouragingly, only 35% of respondents rated their indoor air quality (IAQ) as “very clean”, although this is a slight increase from last year’s 33%. Common issues reported in the US and Canada included inconsistent temperatures (51%), stagnant air (35%) and visible signs of mould, stains or dust (23%).

The survey highlighted the majority of workers, particularly in Italy (72%), the UK (67%) and Germany (67%), believe air purification units in their workplace would improve their confidence in IAQ. In the US, 60% of employees agreed.

Additionally, 67% of hybrid workers in the US indicated that visible improvements in air quality management would make them more motivated to work from the office, suggesting IAQ is becoming an important factor in return-to-office trends.

Greenspeed earns B Corp status

Sustainable cleaning solutions manufacturer Greenspeed has achieved B Corp certification after B Lab, the non-profit organisation behind the B Corp movement, scored Greenspeed 82.5 points.

Applicants to become a B Corp must achieve a benchmark score of at least 80 (out of 200) points and demonstrate that they adopt both socially and environmentally responsible practices in energy supply, waste and water usage, employee compensation, diversity and company transparency.

Greenspeed is now part of a global community of over 8,500 companies certified as B Corps in 92 countries and 161 sectors.

Alkor hands out CSR awards

French office and school supplies group Alkor has presented its first CSR awards to encourage and reward the sustainability efforts of its suppliers.

The inaugeral winners were aftermarket ink and toner specialist Altkin in the Office Equipment category, and BIC in the Education and Creative category. They were selected based on strict criteria, including a minimum EcoVadis score of 50.

Essity receives SBTi validation

Essity’s net zero emissions targets have been validated by Science Based Targets initiative (SBTi). The hygiene and health vendor’s long-term target is to achieve net zero emissions across its value chain by 2050. Its near-term Scope 1 and 2 target (energy use within the company and purchased energy) is to reach a 35% reduction by 2030.

Meanwhile, the near-term Scope 3 target (including purchased goods and services, transportation, production waste and end-of-life treatment of sold products) has been updated from 18% to a 35% reduction within the same timeframe. All targets are relative to a 2016 baseline.

Xerox introduces carbon neutrality service

Xerox has launched a carbon neutrality service as part of its managed print offering. Developed to the ISO 14068 climate neutrality standard and independently verified, it provides a “comprehensive assessment” of print devices, enabling organisations to better understand the environmental impact across their print infrastructure life cycle – from raw materials and manufacturing to delivery, use, maintenance and end-of-life management.

The service also includes a carbon reduction plan with initiatives such as print management, recycling and remote service. Xerox then handles the implementation and purchasing of “high quality” carbon credits to offset emissions.

Getting back to normal

The latest back-to-school

and office supplies trends according to Circana

Market research firm Circana tracks the office supplies category – excluding janitorial, breakroom and storage – at leading US bricks-and-mortar and online retailers. In August, the company revealed details of its latest forecast for the segment in 2024 and beyond.

The headline figure was a 4.9% revenue decline in 2024, but the expectation is for declines in units and revenue to ease over the next two years. OPI Talk spoke to Ben Arnold, Industry Advisor, Office Supplies at Circana, to find out more – with a focus on this year’s back-to school (BTS) season, which was in full swing at the time of recording the podcast.

THE DRIVERS OF DECLINE

We are essentially looking at a normalisation of the market after the volatility of 2020 and 2021, which was followed by price increases on a variety of goods. In 2024, there are certainly some consumer and economic headwinds facing buyers; there is a quest for value, with everybody trying to cut costs from every corner of their budget.

The industry is still down compared with prior years, but the overall message is one of softening declines and a return to a steady market in terms of the categories we cover.

This year’s BTS season began quite softly. I believe this was partly due to the timing of

the 4 July holiday in the US and promotional activity typically occurring in the second week of July shifting to the third.

As a result, early comparisons were down on last year. However, as the BTS period progressed, we started tracking more closely to flat compared to a year ago. Students also returned to school later than they did in 2023, which could account for the slow start.

PRIVATE LABEL VS NATIONAL BRANDS

Private label is an area where consumers can cut costs on their BTS bill or other supplies. Looking at sales on a week-to-week basis, private label accounted for a larger percentage of revenue during BTS versus earlier in the year. This tells us the search for value followed the consumer into the BTS timeframe.

If we’re working in more environments, it’s ultimately a positive development for everybody

Another factor we have seen in our data is that private label has gained more distribution at retailers. Therefore, it’s not just consumers choosing private label brands more than they were, but they have a greater choice when they visit stores too.

This being said, brands still matter very much. My 12-year-old seventh grade

Ben Arnold

daughter, for instance, recently came home from BTS shopping with a bag full of national brands. When I asked her about some of those, she referred to influencers she had seen on social media.

Private label accounted for a larger percentage of revenue during BTS versus earlier in the year

So, while consumers are trying to find more value, students have reasons for choosing particular products and brands. As such, there appears to be a balance.

What is interesting for brands is how they can harness social media trends and reach younger consumers.

PRICE AND VOLUME

We have seen lower volumes this year, while prices are definitely still elevated compared to 2019. However, I believe the softness we’ve seen has been less about demand – or lack thereof – and more about buyers trying to find value and alleviate the impact of higher average selling prices.

This could translate into looking for larger pack sizes which bring down the cost of an individual unit – that’s one way to save.

In terms of categories, there has been more stability in writing instruments than we were

probably expecting at the start of 2024, which is encouraging. Creator-focused categories have also been stronger this year; one example is painting supplies, which ties in with the wider creator trend we are witnessing in the market.

CONTINUING THE SHIFT ONLINE

Year to date [mid-September], 25% of office supplies revenue came from online channels. This represents a two percentage point increase versus a year ago, which may not sound a lot, but actually is.

When we look back over the course of four to five years, there has been a consistent shift to online in the low single digits. The reason we’re not seeing higher rates – say 60% – of sales occurring online is because the in-store shopping experience is still important; it’s an occasion, a reason to go out as a family ahead of the upcoming school year.

IMPACT OF HYBRID WORKING

Our research shows we’re at about 50% in terms of the in-office rate compared to 2019. As far as I’m concerned, that’s a good thing for the office products industry because many workers are keeping two sets of supplies: one they have at work, generally purchased by the company, and another at home.

If we take the idea that the ‘office’ is wherever work occurs, be this at home, in a coffee shop or in a company cubicle, there are special needs for supplies in a lot of these venues. If we’re working in more environments, it’s ultimately a positive development for everybody in the channel.

THE US ELECTION

Even though I’m located in Washington DC, I’m not sure I have a perspective on how the result of the election in November could impact a return to the office.

The wider issue is how to jumpstart the economy and have a strong, productive workforce with lots of consumers in jobs. This would be a plus for the office supplies industry.

OPPORTUNITIES

There are promising signs despite the market softness. What our forecast says is that consumers are trying to find room in their budgets for business supplies, but are having some difficulty doing it.

One of my takeaways is there could be additional opportunities for manufacturers and retailers to create more shopping occasions throughout the year. There are now established promotional events in July and October, for instance. Can the office supplies industry do something similar?

Navigating CHANGE

Ian Wist underscores the importance of strong leadership when steering independent dealers through challenges and towards success

Wist Business Supplies has been a staple of the US office supplies industry since its creation in 1955. Having served nearly 38 years in the company, owner and General Manager Ian Wist, grandson of founder Martin Wist, has grown the dealership into the largest privately-owned reseller in the southwest. He has expanded its offerings beyond traditional office supplies, while staying true to the operator’s roots and family values.

Wist’s leadership style is characterised by a willingness to innovate, complete confidence in his team and strong relationships across the industry. All of the above were recognised, for example, when he was named Professional of the Year at the North American Office Products Awards (NAOPA) in 2021.

Speaking to OPI’s Kate Davies, Wist reflects on the leadership qualities he has honed through his extensive involvement in roles within and outside of his own business.

OPI: First, can you chart your career path?

Ian Wist: I’ve spent my entire career at Wist Business Supplies, starting straight out of Arizona State University in 1987. I’ve held almost every role within the company, from sales to leadership, navigating transitions as the business evolved.

I’ve been active in the buying group space for the past 15 years too, particularly at TriMega Purchasing Association which merged with Independent Suppliers Group (ISG) in 2019. This participation has been incredibly valuable to me and the amount I’ve learnt from other dealers is immeasurable. I’ve built strong relationships nationwide and now I know exactly who to call across regions. These connections wouldn’t exist without my involvement with ISG.

My advice to anybody in this business as we move away from traditional office products is to connect with fellow dealers, congregate and share best practices because this category is diminishing rapidly.

OPI: How would you summarise Wist Business Supplies?

IW: We’re based in Tempe, Arizona, with another facility in Tucson. While our main market is Arizona, we also serve national accounts such as furniture clients nationwide. We don’t necessarily chase businesses outside the state, but many companies are multi-location so we naturally go beyond Arizona.

This is another benefit of being part of a buying group. Thanks to industry connections, I can serve clients further afield, leveraging relationships with dealers in other regions to meet customer needs anywhere. It could be New York, Chicago or somewhere much smaller – the group is like a family where we all know what the other one needs.

OPI: What is your customer sweet spot?

IW: It revolves around Group Purchasing Organisations where others can piggyback on purchasing contracts. We have a couple that match our geography, including government, education and state municipality. In fact, over 50% of our business is from this area. The other half of our clientele is the private sector, but this is not our niche.

We either expand into new categories and take market share or we don’t exist

Ultimately, we focus on places where there will always be people, like manufacturing sites, for instance. If it’s decentralised, it becomes a tough fit for us. We know our market well; now our challenge is to make our services more convenient than Amazon’s and provide a better proposition than what Staples or Office Depot can offer.

OPI: How have your relationships with manufacturers and wholesalers evolved?

IW: It’s been largely outside our control. We’ve seen some manufacturers disappear, particularly in categories like binders, where we used to have several options. Of course, we still sell them, but technology has surpassed this segment along with many others.

Despite these changes, maintaining close relationships remains essential to be aware of

market trends and then apply the information gleaned to our business model.

OPI: Essendant announced its 3PL initiative a while ago. How has this impacted you?

IW: I haven’t fully utilised it, but I see the value in keeping the wholesalers’ businesses healthy. Clearly, Essendant has the logistical power, so augmenting its business with 3PL hopefully makes it even stronger. At the end of the day, we need strong wholesalers.

Both Essendant and SPR have created virtual warehouses, allowing products to be shipped from countrywide distribution centres. While next-day delivery is less common now, having access to broad inventory across the regions is helpful to fulfil customer orders.

Diversification is also increasingly existential for customer satisfaction. I always tell my team: “There’s no plan B – we either expand into new categories and take market share or we don’t exist.” We’re working hard to get into areas such as breakroom, jan/san and MRO as well as products like snacks and other perishables to help companies incentivise employees back to the office.

OPI: I believe you do very well with water...

IW: We do. What started as a small front-page promotion ten years ago has grown drastically. In 2023, we sold 166 truckloads (40 ft containers) to a small group of clients.

Now available in refillable, recyclable aluminium bottles, water was our third largest

Picking up the Professional of the Year award in 2021. Pictured with Mike Gentile and and Janet Bell

SKU last year. We supply it to various places, from fire departments and heat stations to offices and the homeless, serving a wide range of needs.

OPI: What are the other best-selling SKUs?

IW: We still sell an awful lot of paper, although we haven’t aggressively pursued the low-margin truckload business. We didn’t find a lot of value in it, but it continues to be a big category and is reasonably expensive when you consider the cost of a case of paper.

Furniture, particularly with our partner The HON Company, has become a major category over the past decade.

We’re also expanding into the janitorial space, with strong sales of items such as bin liners, towels and tissues.

OPI: What about tech products and hardware – do they feature heavily?

IW: During COVID, we saw an increase in sales of consumable tech products including cameras, screens and monitor arms, but we’re not venturing into hardware like laptops or routers. We do have some printer sales, but the process is challenging due to the turnaround on promotions from OEMs such as HP.

I often don’t receive information from our wholesale partners in time to share it with my reps and effectively promote these products.

With a better process, dealers could increase printer revenues, but for now, we’re not actively pursuing this category.

OPI: Talking of efficiency and processes, where do you stand on AI and how it can help streamline a business?

IW: While some believe AI will crush smaller businesses, I see it as a leveller that improves efficiency across the board. Although I may not use it to the same extent as multinational companies, it enhances my operations and I’m confident it can benefit everyone in our industry. There’s nothing to fear from embracing this technology.

I consider myself an early adopter of AI technologies and have experimented with these tools to find which work best for me. For example, I’ve used AI to quickly draft job descriptions, saving me a lot of time.

OPI: How is your business differentiating itself from the competition?

IW: Competition has increased, especially with more independent dealers closing or being acquired. Staples, Office Depot and Amazon remain active in my market, with Amazon being particularly concerning due to its market share. We’re focused on navigating these competitors in the office and education sectors while at the same time expanding into jan/san and MRO.

We’re also butting heads with BradyPLUS. However, I’m pursuing the opportunities that arise. When distributors like BradyIFS and Envoy Solutions go through mergers, blending cultures, staff and inventory can cause disruptions, resulting in dissatisfied customers seeking alternatives. This positions Wist well to attract new clients and manufacturers.

By closely engaging with customers to understand their needs, we’re leveraging these types of situations to differentiate ourselves and accelerate growth.

OPI: How would you describe your leadership style?

IW: Finding good people who I can align with as well as trust is crucial. I focus on empowering capable people to take ownership of their areas. I don’t want to chase anyone. Instead, I prefer to give them something to call their own; something that is as important to them as it is to me.

We’ve built a long-standing, tenured team at Wist. When there’s a poor fit, it disrupts the dynamic. My role is to create an environment where our staff feel valued, not only through compensation but through personal and professional fulfilment.

OPI: Has your position as Chairman of former independent dealer group TriMega and your involvement with ISG affected your leadership?

IW: I’ve benefitted not just professionally, but personally. It allowed me to build valuable relationships with industry leaders, including Mike Maggio, Lyle Dabbert, Dave Kenworthy and Yancey Jones Jr.

My interactions with these great entrepreneurs have made me smarter. Their insights have taught me to ask better questions, gain fresh perspectives and refine my business strategies, all in all benefitting my profitability and ability to support staff.

I’m committed to putting the right people in place today, so that Wist can continue to thrive

OPI: You have also been quite involved with City of Hope over the years.

IW: I have. At Wist, we host events to fundraise for this incredible organisation. One of our standout initiatives is a golf tournament held during the Phoenix Open, which draws over 100,000 people each day. This event not only provides a chance for industry engagement, but also raises funds for a cause we’re all passionate about.

Typically, we donate between $50,000 to $70,000 which is a significant contribution for a business of my size.

OPI: On a completely different topic, how big a focus is sustainability for Wist?

IW: We’ve seen the emergence of green committees influencing purchasing decisions, particularly within government sectors. Although their impact can still be limited, it’s a noteworthy shift from the past when there was no voice representing sustainability.

I mentioned our aluminium water bottles that are reusable and keep water cool. Yes, they are more expensive, which creates a push-pull dynamic, but they are 100% recyclable and there are many effective ways to collect them.

OPI: What about the broader business supplies sector – how much traction is the concept gaining in the US?

IW: While the US is not as advanced in all things sustainability as Europe, we are seeing progress, particularly with compostable food service items – these are improving in quality and availability. The movement is certainly gaining momentum, but it’s without a doubt slower than in Europe.

There’s also a generational element within this shift. Change often starts at the grassroots level, driven by individuals eager to find better solutions. For example, my daughter actively looks for sustainable practices to pursue, reflecting a growing awareness among younger generations.

OPI: What are some of the biggest challenges Wist is facing? And how are you preparing to overcome them?

IW: We’re going through a succession shift at Wist, that’s probably the biggest challenge. My brother Robert, who is our President, is nearing retirement. With several long-term employees also retiring, I often think about who will fill which roles and whether we will still be doing things the same way or adapting with new talent and ideas. It’s crucial for our planning and we’ve started to address the succession topic.

Attracting young talent to our industry is essential. As a distributor with a diverse product range, we have expanded beyond traditional office supplies, which requires the recruitment of individuals with wide-ranging skills and an innovative approach. The challenge is to find forward-thinking, customer-centric people who are keen to support local business and their community.

I’m regularly reminded how quickly things change. I watched a movie set in a 1980s office recently and realised how many products I used to sell no longer exist. While it’s nostalgic and perhaps a little sad, it’s a reminder that we need to adapt. I won’t be leading the future, but I’m committed to putting the right people in place today, so that Wist can continue to thrive in the coming decades – just in new ways.

OPI: What is your short- and medium-term outlook for Wist?

IW: We have a solid plan for the next five years, guided by the Wist Advisory Group. While some might say we should be more aggressive with our growth targets, I’m conscious of the ongoing decline in OP and how quickly this could accelerate. Even with people returning to offices, they aren’t using supplies like before because of digitisation and changes in workplace protocols.

It’s tough seeing the decline, but I’m excited about the opportunities, particularly in the jan/san sector. However, I want to be realistic about how quickly we can grow in this category. I wish we were five years further into the transition, but we have a clear path forward, and we’re committed to getting there.

Founder of Wist Business Supplies: Martin Wist

OPI: What is in store for the IDC overall?

IW: The next few years will look quite different. Dealers are no longer a homogenous group. While facing similar challenges, many are exploring diverse business models. And as the industry evolves, they will increasingly need to differentiate their offerings.

Each business will be guided by the categories they find opportunities in. This product mix will vary from region to region, but the core business fundamentals will remain the same. I’m also hopeful we will continue to collaborate and support each other.

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ON THE move 2024 TOP 100

It would be an exaggeration to say ‘ out with the old, in with the new’ , but there has certainly been some churn again in the OPI Top 100

Last year, we talked about a return to normality in our annual OPI Top 100 list following a period first marked by COVID and then by post-pandemic upheaval. Not so this time. A total of 20 individuals have disappeared, including several long-standing industry stalwarts:

EO Group’s Simon Drakeford, Independent Suppliers Group’s Mike Gentile, Essendant’s Harry Dochelli and The Weeks Lerman Group’s Sid Lerman, to name but a few.

‘Disappeared’ is perhaps the wrong word, but they’ve certainly relinquished their leadership positions, moving to advisory or consultancy roles instead.

In this issue – and after last year’s break to make way for our inaugural ‘40 under 40’ list – we are once again profiling some of the notable new faces of 2024 and those who continue to affect change and take their organisations to new heights.

WHOLESALE CHANGES

In terms of where the action has happened over the past year, wholesale is definitely one channel affected. In the UK, this has manifested itself in the demise of one operator – OT Group’s Andrew Jones consequently dropped off our list – to the benefit of evo. Meanwhile, Westcoast was acquired and now falls under the ALSO Group umbrella – and new Top 100 entry Wolfgang Krainz.

The two ‘broadline’ wholesalers in the US, on the other hand, have new heads with Andrew Wallach and David Boone. The latter, as Interim CEO of Essendant, has moved over from a different part of the Sycamore Partners mothership – Staples Canada. Rachel Huckle took his spot and appears well placed to continue one of the relatively few success stories of the retail – although now increasingly multichannel – world.

Another is Officeworks in Australia, often hailed as an enigma in the embattled superstore environment. However, under the leadership of Sarah Hunter, its strategy increasingly focuses on an omnichannel approach and expanding B2B operations.

OUTSTANDING NEW ENTRIES

In addition to featuring replacements of previous Top 100 candidates – be that due to resignation, retirement or something else – we have a few complete newbies in our list, included for their outstanding companies and leaders. Margaret De Francesco at fast-diversifying Australian distributor Dynamic Supplies springs to mind.

We have a few complete newbies in our list, included for their outstanding companies and leaders

From the US, we shine the spotlight on the IDC, with several new entries that embody acquisitive as well as organic growth along with deep industry involvement: step forward Bob Mairena of Office Solutions, Ian Wist of Wist Business Supplies (see Interview, page 18) and Steve Danziger of AAA Business Supplies & Interiors (see Top 100 Resellers on opi.net) These progressive operators – along with many others in the Top 100 – continuously rise to all the challenges they face and find a way to turn them into opportunities. Another shout-out goes to new entry Richard Leeds of Global Industrial. His company, like others such as RJ Schinner, BradyPLUS, OptiGroup and Conrad Electric, has carved out a niche in our diversifying industry.

DAVID BOONE, INTERIM CEO,

ESSENDANT

Although David Boone has the word ‘interim’ in his job title, the company is not looking for another leader after the former Staples Canada CEO succeeded industry veteran Harry Dochelli at the end of April 2024.

With hindsight, the timing of Boone’s departure from Staples Canada – under the same Sycamore Partners ownership as Essendant – was not a coincidence; it allowed him to hit the ground running, armed with a multiyear strategic plan, when he officially took on the top job at the wholesaler.

Actually, ‘wholesaler’ is probably no longer an accurate moniker for Essendant. A few weeks into Boone’s tenure, the company unveiled a third-party logistics (3PL) solution for brands called Connected Commerce. This is seen as an important growth area for the organisation as it looks to tap into its expertise across e-commerce and fulfilment, while leveraging its channel reach and national distribution network in the US.

The Connected Commerce technology has been developed at Essendant’s digital centre near Pasadena in California, a facility that has gone somewhat under the radar over the years. From here, Essendant has also been upping its game on the various direct e-commerce sites it runs, including online

power tools and DIY reseller CPO which was acquired in 2014.

That is not to say Essendant is abandoning its core wholesaling roots – far from it. However, Boone has already implemented some major changes in this area of the business to better align with category and customer purchasing trends.

These have included reorganising the unit into four reseller-centric areas of focus – jan/ san & foodservice, office products & furniture, technology and e-tail/retail.

At the same time, Essendant has established a Center of Excellence to help drive performance across all areas of the company. This is headed by former US Foods exec Dave Rickard, who has taken on the role of Chief Transformation Officer.

‘Transformation’ is certainly a key term in the early days of Boone’s tenure as efforts accelerate to diversify away from the ‘office products wholesaler’ tag.

MARGARET DE FRANCESCO, GENERAL MANAGER, DYNAMIC SUPPLIES AUSTRALIA

A new Top 100 entry from down under is Margaret De Francesco. She currently serves as General Manager of Dynamic Supplies Australia, a diversified distributor for resellers in Australia and New Zealand. Appointed to the role in 2019, she leads the sales, marketing and operations functions of the operator.

The primary challenge impacting Dynamic – and its reseller partners – is the declining demand for printed materials. Digital transformation, driven by the shift to electronic communication, online documents and cloud storage, has led to reduced reliance on traditional print products and volumes.

As an organisation that was solely reliant on the distribution of the print category, Dynamic understood the necessity to future-proof the business which required significant category diversification. This is what De Francesco and her team have been doing for the past four years.

The results manifest themselves in its current range. Four years

ago, the portfolio consisted of 12 print brands. Today, it extends to 40 technology brands encompassing computing, networking, audiovisual, digital display, consumer electronics and lifestyle products as well as 34 adjacent office products, stationery and facilities brands.

Key market opportunities currently centre on the replacement cycling of devices. “We experienced a huge surge in demand in the pandemic years and many of those devices are now ripe for renewal,” De Francesco explains. “Furthermore, the march of AI and the advent of AI PCs and associated peripherals will provide significant upside potential,” she adds.

Demonstrating its ongoing commitment to the industry, Dynamic has recently opened its newly built 48,000 sq m (480,000 sq ft) distribution facility in Wacol, Queensland. This state-of-the-art facility underpins the Dynamic Warehousing and Logistics 3PL business which will provide additional opportunities for 3PL distribution and overflow inventory support for vendor partners.

FRANK EISMANN & KAI-UWE

HEUER, CO-MANAGING DIRECTORS, BÜRORING

Change appears to be the only constant at German dealer group Büroring. Following the management and membership upheavals of the past few years, the beginning of 2024 saw Frank Eismann named as co-Managing Director alongside Kai-Uwe Heuer, who has been in the role since 2022.

Eismann is a familiar face in the German business product market and has been the driving force behind technology-oriented dealer group WinWin Office Network – which recently announced a strategic partnership with Büroring – for many years.

At its annual meeting held in Koblenz in June, the cooperative announced a major change to its corporate structure. Büroring members voted in favour of a proposal for the organisation to become a public limited company. This corporate form (Aktiengesellschaft in German, usually shortened to AG) is the equivalent of a PLC in the UK.

Eismann, who is in charge of sales and marketing at Büroring while Heuer oversees the finance, IT and logistics functions, also gave a “fiery speech” at the event as he outlined his strategic vision for the group. As well as converting Büroring into an AG –which should be finalised by the end of this

ANDREW GALE, CEO, EVO

Andrew Gale has been CEO of UK and Ireland multichannel group evo since the end of 2022, but joined the company (then known as Vasanta) as Financial Controller back in 2008. Today, the business – which has annual sales of more than £500 million ($670 million) – comprises the VOW, Banner, Complete, Premier Vanguard and Staples trading divisions.

Organisational, personnel and cultural changes implemented at the beginning of his tenure are now bearing fruit. In 2023, the business delivered the EBITDA target set by its shareholder Endless, and the CEO is looking to improve on that this year.

Therefore, Gale can look back on the past 12 months with a sense of satisfaction, but he is certainly not resting on his laurels. Areas he is targeting for growth include the Complete dealer business acquired out of administration at the beginning of 2023. Understandably, this incurred integration and restructuring costs in its

year – plans include: economic incentives for member companies, closer cooperation with WinWin Office Network, digitalisation of internal and external processes, and the expansion of the brShop24 e-commerce platform.

Eismann’s plans form part of what is being described as the “new” Büroring as the organisation looks to shake off several years of turmoil and instability.

NEW

early days under evo ownership, but is on a stronger footing now.

Another opportunity is the Staples B2C division, which grew from a standing start to a top line of £10 million by the end of 2023. A multiyear rights agreement for the name has been agreed with Staples in the US, enabling evo to put more weight behind the brand.

There has always been much speculation about whether Endless would cut its losses and seek an exit. This was put to bed 12 months ago when the private equity firm recommitted to the business by increasing its revolving credit facility, waiving accrued interest on its legacy instruments and resetting the life of the fund that holds the investment in evo. Gale viewed this as a “major statement of support” from Endless, in terms of both money and time.

M&A is most definitely part of Gale’s plans. In August, evo snapped up the rights to former Spicers’ 5 Star brand after rival OT Group ran into financial troubles. It would not be surprising to see further acquisitions as evo looks to scale in categories outside of traditional office supplies.

From left: Frank Eismann & Kai-Uwe Heuer

RACHEL HUCKLE, CEO, STAPLES CANADA

In a rapidly evolving retail landscape, Rachel Huckle oversees Staples Canada as its new CEO. Appointed in March of this year and succeeding David Boone who moved over to Essendant as Interim CEO (page 26), new Top 100 entry Huckle is tasked with guiding Staples Canada through the next phase of its journey which is focused on growth, operational efficiency and the integration of digital-first strategies.

She is an accomplished retail executive with more than 20 years of leadership experience across multiple large-scale retail businesses, including pharmacy chain Shoppers Drug Mart and supermarket conglomerate Loblaws.

At Staples Canada, Huckle has already proved her mettle by aiding its transformation into 'The Working and Learning Company'. Prior to her current role, she served as the organisation's Chief Retail Officer from 2019 and was promoted to President/COO in 2022.

In the latter position, she led Staples Canada's strategy of delivering a world-class and seamless omnichannel experience and launching several key initiatives that streamlined supply chain processes, improved customer experience and boosted profitability.

Huckle has consistently demonstrated an ability to adapt to the changing needs of both customers and the broader market, with a reputation for driving sustainable growth and operational excellence.

Her hands-on experience in both bricks-and-mortar and e-commerce operations makes her qualified to bridge the gap between traditional retail models and digital transformation.

A key focus for the Staples Canada team at now is the integration of digital-first strategies while maintaining a best-in-class in-store experience.

“We meet our customers where they are with the products and services they need most – whether that’s in-store, online, through our professional salesforce, or social media channels. Our goal is to make Staples Canada the most agile and responsive B2B and B2C retailer in the market,” says Huckle.

SARAH HUNTER, MANAGING DIRECTOR, OFFICEWORKS

It's been an eventful year for Officeworks, not least because it's the 30th anniversary year of the Australian retailer. Under the leadership of Managing Director Sarah Hunter, the company continues to deliver sustainable long-term growth by capitalising on shifting customer preferences.

Technological advances and digitisation are changing how Australians work, learn, create and connect. With this in mind, Officeworks is leveraging its omnichannel approach, breadth of range and data-driven personalisation to enable a differentiated and constantly evolving experience.

Its strategy is centered around diversification across product categories – private label and branded – customers and channels, accelerating B2B growth, and modifying and simplifying the business. With economic challenges facing Australian individuals and businesses, Officeworks remains focused on its everyday low-price strategy, wide range and delivering the best customer experience.

Hunter has been at the helm of the retailer since 2019. Prior to that, she had worked across several areas of the Coles Group in positions that included Financial Controller, General Manager Workplace Strategy and Demerger Program Director.

Officeworks continues to be a formidable operator in the Australian business landscape. Despite it's ever-growing online presence, it also successfully defends its enviable bricks-and-mortar presence with more than 170 stores across the country.

But it's perhaps the B2B space where the greatest potential lies. During the annual briefing day of parent company Wesfarmers last May, Hunter referred to its ambitious intentions in this area, particularly with corporate and large education customers in mind.

BOB MAIRENA, CEO, OFFICE SOLUTIONS

Bob Mairena is a new entry to the Top 100 and an excellent example of the resilience and ongoing success of progressive independent dealers in the US.

In 1984, Bob and Cindy Mairena founded a computer supply company called Data Extras. It later evolved into Office Solutions and is currently the largest remaining independent in Los Angeles, California, and the biggest on the West Coast. Today, Bob Mairena continues to lead Office Solutions as CEO while also managing three other brands under the overall company umbrella: jan/san division Gale Supply; furniture unit bluespace interiors; and Keeney's, an office supplies and interiors company based in Seattle, Washington.

This is an operator which has strategically pivoted to focus on high-opportunity sectors such as education and healthcare, leveraging technology and operational excellence as its competitive edge. Each brand under the Office Solutions parentage offers customers a comprehensive solution, backed by the specific expertise it brings to the table.

Mairena has assembled a seasoned management team and is preparing his daughter Nicole, currently Sales Associate at bluespace interiors, to succeed him when he decides to step down.

While the dealer has been very active in acquiring companies in the past – starting with Office Express in 1997 – the current focus is very much on organic growth. This involves – and necessitates – enhancing marketing efforts, expanding and revitalising the sales team, and concentrating on a number of areas that benefit from a more consultative selling approach.

VP, AMAZON

When former Amazon Global VP Alexandre Gagnon took a leave of absence in April 2024, company veteran Shelley Salomon was initially appointed to the role on an interim basis. This has now been made permanent, with Gagnon expected to move to another division when he eventually returns.

Salomon’s background is in finance, and she joined Amazon from Intel in 2003 as a Senior Finance Manager. Like many other successful Amazonians, she then switched functions on a regular basis over the years, developing solid experience in the e-tailer’s consumer-focused e-commerce stores.

According to Salomon, the switch from consumer to B2B has not been as big a jump as she expected. One area she prefers, she says, is being able to speak face to face

with customers – she has targeted meeting 150 of them in her first year in the job.

Amazon Business has been a wildly successful initiative since it launched in 2015. Now operating in ten countries, its annualised sales at the end of 2023 were a staggering $35 billion. That represented a $10 billion jump in the top line in just two years, with Europe growing – and continuing to grow, according to Salomon – at a compound annual growth rate of 25%.

The B2B division continues to roll out new features to its customer base, which ranges from sole traders to multinational corporations. Initiatives launched in mid-2024 included an App Center for small businesses, curated catalogues, quotes for bulk purchasing and improved budget management tools.

More recently, at its Reshape conference in Dallas, Texas, at the end of September, Amazon Business unveiled integrations with procurement platforms SAP Ariba, Coupa and Oracle NetSuite as well as several eye-catching new features. These included account switching, which enables customers to use the same credentials for their personal and business accounts; and AB Restock, a managed inventory and vending solution.

SHELLEY SALOMON, GLOBAL

LUIGI VALLERO, MANAGING DIRECTOR, IN UFFICIO

Italian dealer group In Ufficio is another Top 100 company to have undergone a leadership change in the past few months. For more than 27 years, the business was virtually synonymous with Adriana Alessio, its former Managing Director who stepped down earlier this year and officially retired on 30 September. As well as running In Ufficio, Alessio was a key figure in the wider Italian and European business supplies industry. He was Chair of now-defunct trade association AIFU and a strong proponent of the BPGI purchasing group after bringing the organisation to Italy in the late 1990s.

Taking over the reins at In Ufficio is Luigi Vallero, who officially became Managing Director on 1 June after joining the group at the start of 2024. The arrival of Vallero coincided with the acquisition by In Ufficio of assets of CIAC, a consortium of 15 school-oriented stationery retailers operating under the Cartoshop banner which had run into financial difficulties.

Vallero spent more than 16 years at CIAC as General Coordinator and was instrumental in 14 of its 15 members making the move over to In Ufficio. The enlarged group now comprises 35 members employing a total of 250 sales representatives. Together, these resellers have end-user sales of approximately €220 million ($245 million), making it comfortably the largest dealer group in Italy.

To mark the new phase in its history, dubbed ‘In Ufficio 3.0’, its head office in Milan was recently revamped to provide a more productive working environment. Initial projects have focused on developing a coordinated sales strategy, managing the integration of product ranges, defining the 2024 back-to-school campaign and preparing the 2025 catalogue.

There are also plans to develop a single e-commerce portal, while Vallero has been running focus groups to tap into members’ various areas of expertise for the benefit of the wider group.

ANDREW WALLACH, PRESIDENT, S.P. RICHARDS

US wholesale distributor S.P. Richards (SPR) was acquired by Central National Gottesman (CNG) in early 2023, two and a half years after it had been taken over by a consortium led by independent dealer channel icons Yancey Jones Sr and Mike Maggio.

Founded in 1886, family-owned CNG has primarily been involved in the forestry sector, but entered the distribution business in 1984 when it acquired US firm Lindenmeyr Paper. Since then, it has made regular acquisitions in both the US and Canada.

The group is something of a hidden giant and generally likes to keep its cards close to its chest. CNG has annual revenues of more than $8 billion, approximately 4,000 employees and a presence in almost 30 countries.

Following the SPR acquisition, company veteran and Lindenmeyr Munroe

President Bill Meany was drafted in to head SPR. His initial focus was on stabilising supplier relationships, investing in inventory

NEW NEW

and developing adjacent categories. Being President of both SPR and Lindenmeyr Munroe resulted in a brutal schedule for Meany. Therefore, in April 2024, CNG CEO Andrew Wallach – who represents the fifth generation of the founding family – took on the top job at SPR, with Meany assuming an advisory role.

Although based at CNG’s group headquarters in Purchase, New York, Wallach is very much taking a hands-on approach to running SPR and is spending a lot of time at the distributor’s head office near Atlanta, Georgia.

Essentially, he has been continuing the strategies put in place under Meany’s tenure. However, he did strengthen the leadership team by drafting in Jason Horst as Chief Commercial Officer. Horst has been with CNG for ten years and brings a strong track record of selling into the retail and e-commerce markets. This will be of benefit to SPR as it looks to grow in new customer channels.

Other projects include creating synergies between the CNG and SPR distribution networks and developing further strategic partnerships with vendors. A recent supplier-focused initiative has been the establishment of the SPR Studio. This is a YouTube channel where manufacturers provide product and category insights and give advice to dealers on how they can grow their revenue.

ANDREAS WEISHAAR, INTERIM CEO, TAKKT

Another new entry in this year’s Top 100 is Andreas Weishaar, who took the helm at European and North American reseller Takkt on 1 August, albeit on an interim basis. He succeeded Maria Zesch after she stepped down following three years in the role.

Weishaar is an experienced executive, having begun his career in 1999 at global management consultancy Arthur D Little. Prior to joining Takkt, he worked at agricultural machinery group CNH, including a two-year spell as Chief Separation Officer as the company offloaded its Iveco commercial vehicles business.

Zesch was credited with successfully transforming the company in areas such as structural organisation, digital capabilities, sustainability and culture. However, her efforts did not translate into an improvement in the financial performance of the publicly listed firm.

Indeed, in the first half of this year, all three of Takkt’s divisions reported double-digit declines, pre-tax profit slumped to just above break-even and net financial debt rose by around 50% to €154 million ($172 million). The results have spooked investors and the firm’s share price sank by around 30% in the first nine months of 2024.

Weishaar was drafted in by Takkt’s board to steady the ship in challenging market conditions which have been exacerbated by several internal issues. The latter have included IT migration problems, a lack of sales resources at the FoodService division and the negative impact of a rebranding project at the Industrial & Packaging unit.

His immediate priorities are to get a grip on the internal problems, improve order intake, and optimise processes and systems.

NICK WILSON & RICHARD SINCLAIR, CO-CEOS, EO GROUP

It was all change at the head of UK reseller and technology organisation EO Group earlier this year. In May, after 17 years with the company, Simon Drakeford announced he was stepping down to pursue other business interests. He has not cut ties entirely, however – he remains an important shareholder and will still act as a Senior Advisor to the management team.

Stepping into the hot seat as co-CEOs are two executives who have each been with the group for more than ten years: Nick Wilson and Richard Sinclair. It was a move that had been planned for some time, but was delayed due to factors such as COVID, post-pandemic supply chain issues and the hyperinflationary economic environment.

While the dual CEO arrangement may seem unusual, the reasoning behind it is sound. In addition to the ‘two heads are better than one’ factor, the two execs’ skill sets and experience complement each other nicely. Wilson’s core strengths are in finance, purchasing and supplier management, while Sinclair has a strong technology, sales and marketing background.

They are supported by a high-class team that includes Mark Heath and Danny Berendsen, who head up the Office Power and Euroffice operations respectively.

While EO Group began life as e-commerce reseller Euroffice, Wilson and Sinclair are committed to continuing the transformation into a technology-led organisation. The near-term focus will be on ramping up Office Power. At the same time, Sinclair will be looking closely at business cases for the Control Commerce subsidiary, which is a longer-term project.

That is not to say the direct business isn’t a priority. A key initiative here is expanding Euroffice's product ranges.

From left: Nick Wilson & Richard Sinclair

2024 TOP 100

AUSTRALASIA/SOUTH AFRICA

NEW Margaret De Francesco General Manager, Dynamic Supplies

Trevor Girnun Managing Director, Waltons

Sarah Hunter Managing Director, Officeworks

NEW John Journee Interim CEO, The Warehouse Group

Adam Joy CEO, Office Brands

Peter Kelly CEO, Winc

Amie & Belinda Lyone Co-CEOs, COS

Craig Noyle & Gary McCluskey Directors, Inovocom

Brad O'Brien CEO, Office Choice

Anne-Marie Sutton CEO, NXP

Paul Yardley Managing Director, GNS Wholesale Stationers

EUROPE

Andrew Beaumont Managing Director, Exertis Supplies

Tim Beaumont Managing Director, Nemo Office Club

Carlos & Rafael Benavides Managing Directors, Comercial del Sur

Laurent Bertrand CEO, Lacoste Dactyl Bureau & École

Anna Bordes Managing Director, ADVEO France

Kenneth Borup CEO, Lomax

Udo Böttcher Managing Director, Böttcher

Robert Brech Managing Director, Kaut-Bullinger

Ralf Bühler CEO, Conrad Electronic

Rui Carvalho CEO, Firmo

Jeanette Caswell Managing Director, Office Friendly

NEW Frank Deshayes Managing Director, Alkor Groupe

Frank Egholm CEO, Office Depot Nordics

NEW Frank Eismann & Kai-Uwe Heuer

Managing Directors, Büroring

Dr Benedikt Erdmann Chairman, Soennecken

Dan Fati CEO, Dacris

László Fehér Managing Director, Corwell

Andrew Gale CEO, evo

Costas Gerardos CEO, Plaisio

Xavier Guichard CEO, Manutan

Per Hansson CEO, AllOffice

Arthur & Simone Hindmarch Managing Directors, Commercial Group

NEW Henrik Hjalmarsson CEO, OptiGroup

Danièle Kapel-Marcovici CEO, RAJA Group

NEW Wolfgang Krainz CEO, ALSO Group

Anders Larsson Managing Director, RKV

Greg Liénard CEO, Lyreco

Pete Malpas President EMEA, RS Group

Aidan McDonough Managing Director, Integra Business Solutions

Patrick Murphy CEO, Codex

Vaida Pacauskienė Managing Director, Officeday

Theo Paphitis CEO, Ryman

Bruno Peyroles CEO, Bureau Vallée

Johann Pintarich CEO, Office World Group

Hervé Poncin CEO, Antalis

Nicolas Potier Managing Director, Bruneau

Elina Rahkonen CEO, Wulff Group

Ferdinando Rese President, Errebian

Andreas Reuter CEO, Schäfer Shop

Richard Scharmann CEO, PBS Holding

Hans Schmid President, Printus

Ingo Schmidt Managing Director, Plate

Jean-Yves Sebaoun Managing Director, Fiducial Office Solutions

Miroslaw Szydlowski Managing Director, PBS Polska

Arnold Theuws Managing Director, Quantore

NEW Luigi Vallero Managing Director, In Ufficio

Jan Van Belleghem Managing Director, Interaction

Frank van Zanten CEO, Bunzl

Thomas Veit Managing Director, soft-carrier

Francesco Villa General Manager, Buffetti Group

Michael Voll CEO, Despec Nordics

NEW Andreas Weishaar Interim CEO, Takkt

Andreas Wielgoss Senior Director eBay Motors, Business & Industrial, eBay Germany

Dr Sebastian Wieser CEO, Unite

NEW Nick Wilson & Richard Sinclair Co-CEOs, EO Group

NEW Albert Zwart Managing Director, Staples Benelux

NORTH AMERICA

Jaime Alverde Losada CEO, Office Depot de Mexico

NEW David Boone Interim CEO, Essendant

Angie Bukta President, Canadian Workplace Solutions

David Centrella President, ODP Business Solutions

NEW Steve Danziger CEO, AAA Business Supplies & Interiors

Sean Fleming CEO, Distribution Management

David Guernsey CEO, Guernsey

Matthew Hebert CEO, Office Partners

NEW Rachel Huckle CEO, Staples Canada

Kevin Johnson CEO, Warehouse Direct

Yancey Jones Jr COO, The Supply Room

John Kenworthy CEO, Storey Kenworthy

Mark Leazer Executive Director, AOPD

John Lederer CEO, Staples Inc

NEW Richard Leeds Interim CEO, Global Industrial

DG Macpherson CEO, Grainger

NEW Bob Mairena CEO, Office Solutions

Denis Mathieu CEO, Novexco

Leo Meehan CEO, WB Mason

Mark Miller President, Eakes Office Solutions

Mike Motz CEO, Staples US Retail

NEW Robert Paar & Harris Meth COO & CFO, The Weeks Lerman Group

NEW James Rodgers CEO, Independent Suppliers Group

NEW Shelley Salomon Global VP, Amazon Business

Steve Schultz President, RJ Schinner

Brooks Smith CEO, Innovative Office Solutions

Gerry Smith CEO, The ODP Corporation

Ken Sweder CEO, BradyPLUS

Jason & Robert Tillis CEO & Chairman, Imperial Dade

Alan Tomblin CEO, Network Services

NEW Andrew Wallach President, S.P. Richards

Michael Wilson CEO, AFFLINK

NEW Ian Wist General Manager, Wist Business Supplies

PART and PARCEL

Despite a series of challenges, the mailroom and packaging sector continues to offer opportunities for long-term growth with the right innovative strategies – by Kate Davies

Mailrooms and the packaging sector as a whole have been evolving rapidly as businesses look to streamline operations, minimise costs and develop sustainable practices. The shift has been driven by technological progress and, notably, the growth of e-commerce, according to category leaders.

Ulrick Parfum, RAJA Group’s Purchasing and Product Marketing Director, emphasises that “the market keeps changing quickly”, with sustainability, operational efficiency, ergonomics and user-friendliness being dominant trends. Meanwhile, qualitative shipping and goods protection remain essential as customers rightly expect their orders to arrive on time and in good condition.

Vincenzo Sammarco, tesa’s Head of Marketing, concurs that the category should expect important changes over the next two years, citing automation, customisation and supply chain resilience as further key factors shaping its future.

“To prepare for these trends and challenges, we’re investing in technology, developing advanced solutions which integrate seamlessly with automated systems,” he adds.

IMPACT OF E-COMMERCE

The growth of e-commerce has led to more demand for efficient packaging and mailroom solutions. As traditional retailers increasingly add online models, the need for fast and reliable order processing, packaging and delivery systems has become more pressing.

This is affecting logistics, requiring businesses to integrate cutting-edge technology into their facilities to keep up with the volume of online orders and customer expectations.

As Andre Luecht, Global Strategy Lead for Transportation, Logistics and Warehouse at Zebra Technologies, points out, postal and parcel couriers are facing revenue challenges due to less physical mail, fluctuation in parcel volumes and increased customer expectations. “To tackle this, companies are investing in advanced labelling, parcel drop-off kiosks and parcel tracking like radio frequency identification (RFID) to improve productivity.”

There is no remote business without packaging

These developments make the integration of digital data with physical supply chains possible as they provide continuous updates from the mailroom until delivery. RFID solutions, for example, give retailers real-time visibility into inventory to reduce loss from errors, damage or theft, and boost bottom lines using readers and tracking software.

According to Luecht, an effective online business model also incorporates returns management and reverse logistics. This is useful to quickly identify whether a returned item can be added back into inventory, reconditioned and resold, or needs disposal, thereby optimising transportation costs and inventory management.

E-commerce also offers an opportunity to reach new markets. “We have developed packaging like the RecyCold Climaliner insulated thermal box liner, suitable for boxed ambient, chilled and even frozen products. It proves all kinds of items can be shipped,” Parfum asserts.

Avery’s Director of Product Marketing Tina Huff, meanwhile, notes how online marketplaces have simplified the process for small businesses to open a web shop and ship products globally. Mailing, shipping and e-business specialist Pitney Bowes estimates that US parcel volume will increase 6% CAGR through 2028, with e-commerce playing a crucial role in this rise.

In response, digital printing technologies now allow custom, short-run printing of packaging materials, from branded shippers and mailers to custom packaging tape. For example, Avery’s offerings give companies the option to print their own labels and cards in small quantities as they need them or have them professionally printed on-demand.

AUTOMATION AT WORK

Automated sorting machines, packaging robots and autonomous delivery vehicles are becoming standard in large-scale mailrooms and warehouses. These technologies not only boost efficiency but help businesses maintain shipping and product protection standards. By ensuring the correct items are packaged and shipped, automation reduces returns and improves customer satisfaction.

As postage costs rise, companies are making every dollar count

Newell Brands’ DYMO LabelWriter 5 Series comes with automatic label recognition and high-speed bulk printing to address the need for efficient, accurate labelling solutions. In June 2024, DYMO partnered with label manufacturer Taylor to offer custom pre-printed labels specifically designed for use with the LabelWriter 5 Series printers. Both companies emphasised the partnership aims to save customers time, money and effort.

Echoing this focus on efficiency, Veritiv VP Jeff Pfister stresses: “As postage costs rise, companies are making every dollar count. They’re investing in standout packaging, direct mail and catalogue designs using high-quality materials to make a lasting impact.”

Digital developments have also hit some segments negatively. Burkhard Wessel, VP of Sales at Germany’s Mayer-Kuvert-network acknowledges the sharp decline in the

envelope market, stating: “The European envelope market in 2023 shrank by 5.5 billion units (15%). This is because of falling demand due to digital communications, rising prices of postal services and materials, and the need to cut communication costs.”

The forecast for 2024 is more optimistic. Wessel predicts a more modest decline of 5-6% in the envelope business for this year, while e-commerce packaging is expected to experience continued growth.

WORKPLACE CHANGES

The sector continues to adapt to new business environments, with several key trends either emerging or gaining momentum. Although the prevalence of remote work has decreased from its peak, it remains a part of the modern workplace. As a result, employees are continuing to manage their own product deliveries from home.

As Parfum highlights: “There is no remote business without packaging.” He emphasises the importance of good packaging which meets specifications for weight, size and resistance as well as customisation, be this for home businesses or large-scale operations.

Avery offers shipping labels which are compatible with most home printers and sizes to suit all needs, allowing hybrid workers to prepare and send packages from their home offices. This reflects a broader move towards decentralised mailroom functions.

Brother’s Ronak Patel, Manager of Product Marketing – Label Printers, agrees that the rise of remote work has led businesses to invest in home office mailroom solutions, guaranteeing users have the necessary tools for daily operations. “Consumers need seamless end-to-end solutions. Brother QL label printers can play an important role in maximising efficiency while preparing companies for their future needs. They can be used with major software platforms and some models allow for peripheral connections, offering

various solutions for an uninterrupted printing experience,” he notes.

The ongoing reality of home office set-ups further drives the need for smaller pack sizes of mailroom products such as envelopes, Wessel asserts. Conversely, there is heightened demand for larger envelopes as companies send documents and materials from central offices to remote employees. Overall, evolving work environments have somewhat recalibrated traditional mailing methods.

Global

shipping is increasingly vulnerable to extreme political situations and weather patterns

Georg Bettin, Managing Director at Acme United, notes more requests for cutting tools in the home. This is also driven by hybrid and remote working. Certainly from a B2B perspective – as opposed to the often private label-focused home consumer – high-end solutions that provide greater durability and have safety certifications are popular.

Products with TÜV certifications, for example, guarantee they have been thoroughly tested for safety, quality and sustainability. “Safety is becoming more important due to the regulations and certifications manufacturers must comply with. While not all requirements are mandatory, companies are proactively taking steps to protect themselves as much as possible,” Bettin explains.

SUPPLY CHAIN CHALLENGES

Macro factors too are reshaping the packaging industry. Global supply chain disruptions as a result of the pandemic, geopolitical tensions or raw material shortages have led business leaders to rethink their strategies. Many are

reducing their reliance on overseas shipments and supporting local economies.

Mayer-Kuvert Director Phil Bryan explains: “Global shipping is increasingly vulnerable to extreme political situations and weather patterns. One solution is to manufacture domestically and reduce imports of goods produced overseas. For paper, for instance, the raw material would still be reliant on European mills, but finished goods can be made locally which is why more paper converters are pursuing growth markets such as paper-based packaging.”

Concurring, Parfum underscores the need for continuous optimisation in global shipping, stressing the value of close relationships with customers as well as vendors. He adds: “Business has become highly unpredictable. In parallel, end users are very demanding, with a capacity to voice their opinions – either positive or negative – through social media.”

GROWING FOCUS

There is another dominant trend which guides the conversation in this category: sustainability. Bryan already highlighted the growth of paper-based packaging, while other companies are transitioning to materials that are not only recyclable but also biodegradable and sourced from eco-friendly resources.

This focus on sustainability has been strengthened by new regulations as regards waste, certainly in Europe. In April 2024, the European Parliament introduced measures aimed at reducing, reusing and recycling waste. The regulations set specific reduction targets – 5% by 2030, 10% by 2035 and 15% by 2040 – while capping unnecessary packaging with a maximum 50% empty space ratio for grouped and transport packaging. By 2030, single-use plastics will also be banned and businesses must offer reuse and refill options. The goal is that 10% of products have reusable packaging.

Zebra Technologies’ Luecht further emphasises the role of innovative hardware in reducing waste, such as Zebra’s ZeroLiner Linerless Printing Solution, which eliminates label backing, increases prints per roll by 50% and lowers waste management costs.

“Our hardware products also have a life cycle of over ten years, with batteries that are long-lasting and swappable. Furthermore, our Circular Economy Program extends this by refurbishing and reselling devices,” he adds.

For Newell Brands, sustainability has been at the centre of product development. DYMO manufactures environmentally responsible products, including labels made using FSC mix-certified paper, which ensures the

materials originate from managed forests, recycled sources or controlled wood. Additionally, the cassette housings are made from up to 80% recycled plastic.

For company mailrooms – and therefore their suppliers – the focus in sustainability terms is on reducing excess packaging and adjusting package sizes. At the same time, they need to guarantee materials are used efficiently without compromising product protection.

Certifications like FSC, PEFC and Blue Angel are becoming more widespread in this context, but cost remains a significant obstacle to the mass adoption of green alternatives.

One example is the transition to sustainable components for envelopes. “There is increasing interest in sustainable window materials to avoid using plastic foil but the main barrier for mass use is the attached cost,” Wessel says.

Bettin agrees cost continues to be a challenge, noting many consumers are unwilling to pay a premium for sustainable solutions. Nevertheless, he adds: “Sustainability regulations will only become more demanding. It’s a challenge, but also an environmental necessity and an opportunity as there’s plenty of room to improve.”

ADDRESSING DEMAND

Education is vital to improve sustainable practices, Avery’s Huff believes: “Understanding what can be recycled and separating materials properly is crucial. To support kerbside recycling, most of our paper labels use recycling-compatible adhesive and don’t need to be removed before entering the recycling process.”

Sustainability

regulations will only become more demanding

An addition to materials, sustainability also refers to the operational efficiency of goods. By optimising the use of components and reducing the need for excess packaging, companies can address both consumer demand and regulatory requirements for eco-friendly practices.

As safety and compliance become more critical, companies must invest in innovative, cost-efficient solutions. The sector’s future depends on embracing both sustainability and advanced technologies to stay competitive.

CATEGORY UPDATE

The stamping category faces many difficulties, but this resilient sector continues to innovate as traditional routes to market recede – by David Holes

There’s no denying the traditional stamping sector is in decline, with manufacturers citing digitisation and a consequential need for fewer manual products as the main cause. But other factors are also in play, with international conflicts disrupting previously healthy markets and piling on further pressure.

At US-based Shachihata – owner of the XStamper brand – National Sales Manager Martin Clemente explains: “We have seen a steady decline in stamp sales over the past 15 years, but since the pandemic this has escalated further. COVID negatively affected our business through the adoption of work-from-home [WFH] and hybrids models, with more employees turning to digital methods for stamping and signing documents.

“Additionally, companies are now paying invoices by electronic bank transfer rather than cheques, eliminating the need for deposit, return address and signature stamps.”

CHALLENGING MARKET

Franz Ratzenberger, Managing Director at Austria-based COLOP, concurs: “Although we are maintaining our market share, the traditional stamp market is very challenging. In highly developed regions such as Europe or the US, sales have been in decline for some time and this trend continues.

“The turmoil of war or political instability in areas such as Ukraine and Russia –traditionally very strong in the stamping category – plus countries in the Middle East has also affected demand. Thankfully, markets in South America are improving as general economic conditions are getting better there.”

He adds: “That said, for a variety of reasons, costs in Austria have been higher than in other countries and not all these increases could be passed on to our customers. We’ve therefore been working intensively to improve internal workflows and processes to generate potential savings.

“In order to future-proof COLOP, we’ve also taken other decisive measures. For example, we’ve closed our subsidiary in the UK and handed over the business to our partner Greenstik which now distributes our entire range in the country.”

Although we are maintaining our market share, the traditional stamp market is very challenging

At Navitor in the US, Director of Product Marketing for Marking Devices Keith Betti admits it’s a constant uphill battle to retain or gain market share. Shifts in customer buying habits from large retailers to online marketplaces are adding more complexity.

Martin Clemente

CLOSURES AND CONSOLIDATION

The company actually exited the component side of the business in 2022, with Navitor then increasing its focus on selling in its custom and stock stamp channels. Says Betti: “Pre-COVID, average market declines were 3-5% annually and this has since increased, with the sector continuing to consolidate at every level. Last year, a significant number of smaller stamp shops closed in the US, with a handful of acquisitions too.”

REGIONAL HIGHLIGHTS

Taiwanese manufacturer Shiny Stamp reports more encouraging news, with Deputy Executive Manager Jimmy Chen saying the company’s revenues have returned to pre-pandemic levels.

“The year-to-date sales for 2024 are up 23% compared to last year, although military operations and inflationary pressures in several regions are impacting this recovery, with customers having a more conservative attitude towards spending,” he explains.

“It’s noticeable they are more price sensitive than previously and more reticent with their purchases. Nevertheless, we are responding to these changes and adjusting our strategies.”

COLOP, meanwhile, is adapting its products to meet the needs of the Asian market as it sees growth opportunities in the region. On another specific geographical note, Ratzenberger hails the creation of COLOP USA at the end of 2022 as a success, with the Chicago-based team now growing dynamically and sales developing ahead of expectations. With previous observations about sales in the US in mind, he adds: “While we see small stamp shops closing and traditional OP retailers sometimes failing to push our product category, we are also developing new sales channels through outlets which have never sold stamping devices before. These are generating great opportunities – in many countries – to increase sales.”

THE NEED FOR INNOVATION

The decline of the traditional stamping sector is certainly forcing manufacturers and distributors to think outside the box and diversify. Ratzenberger highlights the company’s newly launched ‘COLOP Creative’ segment, designed to meet the growing demand for stamp products in the gifting and hobbyist areas.

The ‘e-mark go’ device, for example, has established itself in new customer segments and been well received. It works in conjunction with an app and offers multi-colour imprints on a variety of absorbent surfaces such as paper, cardboard, cork, textiles, wood, stone and leather.

Additionally, its tattoo stamps are proving popular while the ‘Marky’ textile stamp is aimed at parents looking to name-tag their children’s school, sports and leisure wear. It repeatedly works on multiple surfaces and its waterproof ink can withstand washes of up to 90°C.

Shachihata’s Clemente also refers to new products in the arts and crafts space, but the company is now focusing on the industrial segment too. Its ‘Professional Series’ line,

for instance, is designed specifically for tradespeople such as plumbers, electricians and construction workers.

At Shiny, Chen points to a developing project which aims to counter concerns about identity theft, gathered from discarded paper in recycling bins. The vendor aims to make a security stamp that can easily block out personal data and is hoping to release the product in early 2025.

Combining digital and analogue domains remains a hot topic in this category, certainly for COLOP. The company is currently working on what it describes as a two-in-one stamp which can work both on paper and digital documents. Full details are still being kept under wraps, but a Q4 launch is planned.

[Customers] are more price sensitive than previously and more reticent with their purchases

Ratzenberger adds that the company is also following the potential of AI with great interest. “Various departments, including sales and marketing, are already taking advantage of this technology to make our activities more efficient and targeted. We are continually looking for ways to make use of AI tools, both for our own benefit and for the end users of our products. Overall, we are optimistic all these innovations will further strengthen our position in the sector and help us to serve our customers better.”

The stamping category is undoubtedly not booming, but its core operators are pushing hard to prevent further decline. Continuous innovation and moves into new markets are likely to be key going forward.

COLOP’s Marky textile stamp

Franz Ratzenberger

Positive VIBES

INDUSTRY WEEK ’24 POWERED BY ISG REVIEW

With close to 1,000 attendees, the fourth Industry Week organised by Independent Suppliers Group (ISG) was once again a resounding success. And while the looming threat of Hurricane Helene didn’t dampen spirits, some changes had to be made, notably on the last day.

This year’s event saw the return of ISG’s Pinnacle group, with the first two days – 22 and 23 September – devoted to these large dealers. On 24 September, Industry Week widened to include the rest of the membership. After a number of breakfast presentations, CEO James Rodgers kicked off the General Session with his welcome address under the ‘Better Together’ banner.

TECH CHALLENGES

The session this year focused on the need for dealers to embrace the seemingly endless stream of new technology that is available.

As part of this, OPI CEO Steve Hilleard conducted a series of one-on-one interviews with four ISG dealers. Three – Steve Danziger of AAA Business Supplies and Interiors, Myers Jordan of Herald Office Solutions and Brandie Wilkinson of Office Solutions and Innovations –spoke about their experiences and challenges with some systems and applications.

Paul McKinney of Eakes Office Solutions, meanwhile, took on the timely issue of AI and general technology best practices.

Keynote speaker Dirk Beveridge later championed the “noble calling of distribution”, claiming that distribution professionals offer an infrastructure backbone to the country worth $8 trillion. Beveridge urged business leaders to refocus – away from traditional approaches, such as controlling, managing and, to a certain extent, leading employees – to become a “force for good” in their lives and the wider community.

During lunch, OPI Director Janet Bell took to the stage to present the 2024 North American Office Products Awards (see Event, page 44). This was followed by the

MARK THE DATE

Industry Week ’25 powered by ISG will take place at the Gaylord Rockies Resort and Convention Center in Denver, Colorado, from 3-7 November 2025 – this time also in collaboration with industry dealer network AOPD

first part of the education programme, which offered a selection of nine sessions on a range of industry topics hosted by both ISG staffers and external industry experts.

The evening’s entertainment included the official Welcome Reception, styled ‘An Evening in the Everglades’. It provided an ideal backdrop for a spot of networking and plenty of joviality – with both humans and reptiles in attendance.

During the early morning General Session of the final day, RJ Schinner President Steve Schultz gave an upbeat assessment of the state of the US economy and the challenges facing the industry. He focused on the “addressable opportunities” IDC members can take advantage of in light of the rapid consolidation occurring in the jan/san space.

Our channel is opportunistic, our partnerships are strong and collectively we are better together

Then it was time for the tradeshow –rearranged from the afternoon due to the pending arrival of Hurricane Helene. There was a real buzz of excitement on the show floor, with busy exhibitor booths and order pads –although perhaps virtual – at the ready.

The business end of the show concluded with a final round of seminar sessions and panel discussions. The fun part, meanwhile, culminated in the ‘Dance Through the Decades’ party.

There was much to celebrate as Rodgers summed up the event: “Everyone took away a clear and direct message. Effective purchasing strategies, national account development and core category strength paired with emerging category diversification enable our channel to not only grow but also to thrive in today’s changing landscape. Our channel is opportunistic, our partnerships are strong and collectively we are better together.”

Steve Schultz

Dirk Beveridge

A record ten NAOPAs were bestowed at the fifth instalment of Industry Week

INNOVATION to the fore

NORTH AMERICAN OFFICE PRODUCTS AWARDS 2024 REVIEW

Awards season peaked in the US in late September with the presentation of the North American Office Products Awards (NAOPA)

The NAOPA were hosted once again by OPI in association with Independent Suppliers Group (ISG) at Industry Week ’24 in Orlando, Florida (see Event, page 42)

The shortlist had already shown that innovation, functionality and aesthetics were all top of mind for vendors in our space – and the winners were certainly proof of a varied and ever evolving industry.

Compèred by OPI Director Janet Bell, ten awards were presented in total – one more than usual as one category was so tightly contested that two companies took home a trophy. And while the shortlist of the product categories had featured a broad range of familiar organisations –

BEST PRODUCT – CORE BUSINESS PRODUCT

WINNER: KENSINGTON – W2050 PRO 1080P AUTO FOCUS WEBCAM

It’s a true sign of the times that the product selected for this award is what you may historically have called anything but ‘core’. But, as the judges said, videoconferencing is not only here to stay but will likely grow further in its importance.

The W2050 webcam is part of Kensington’s professional video conferencing ecosystem. It features high-quality video, dynamic zoom, two omnidirectional stereo microphones, flexible camera placement and enhanced low-light imaging. It can be used on Microsoft Teams, Google

several of them previous winners – this year’s victors again included some novel names, a sure sign of diversification, outstanding innovation as well as a good dollop of ‘thinking outside the box’.

Interesting to note in this context too that the hugely popular People’s Choice was indeed a very traditional ‘office product’ – with a difference!

As regards the people accolades, humour and humility were the order of the day for those presenting and receiving awards. There was also a heartfelt appreciation by all of what the IDC has to offer its customer base and indeed the industry at large.

The OPI team extends its huge congratulations to all NAOPA winners for their unwavering dedication to innovation and excellence.

Meet, Zoom and other platforms and the judges commended it for its compact and simple use while at the same time offering a highly professional experience.

Kensington has been a staple at the NAOPA for many years and this year excelled again, winning not just one but two awards.

Collecting the trophies with his colleagues, Mike Hoang, Kensington’s North American Commercial Sales Manager (pictured), commented: “For over 40 years, Kensington has been at the forefront of technological innovation, creating products that seamlessly integrate with both office and home computing environments. The W2050 Pro 1080p Auto Focus

Webcam delivers exceptional video quality with its glass lenses, automatic focus, noise-reduction microphones, and a wide 93-degree field of view.”

BEST PRODUCT – TECHNOLOGY

WINNER: KENSINGTON – SD4880P USB-C 10GBPS

QUAD VIDEO 17-IN-1 DRIVERLESS DOCK

Technology is always a fast-evolving category. This year, a wide range of software and ‘power’ products vied for the judges’ attention. For the second time during the NAOPA, Kensington came up trumps.

Revolutionising the USB-C docking experience, the SD4880P USB-C 10Gbps Quad Video Driverless Dock supports up to four external monitors, provides ten plug-and-charge USB ports and delivers 100W dynamic power delivery in a premium 17-in-1 design.

The judges liked the fact that accessories can be charged without relying on a host laptop connection. Picking up this second award, Kensington’s Hoang said: “Our pioneering spirit is exemplified by the SD4880P USB-C 10Gbps Quad Video 17-in-1 Driverless Dock. This product not only enhances workflow and boosts productivity, but also ensures a clutter-free workspace.”

BEST PRODUCT – FURNITURE & DESIGN

WINNER: GHENT – GRVT MOBILE COLLABORATION HUB

Flexibility and teamwork were at the heart of several entries in this category. The winner – Ghent’s GRVT Mobile Collaboration Hub – epitomises both.

Comprising a table, writing surface, seating and power outlet, this hub is suitable for indoors and outdoors. It promotes natural collaboration and empowers employees to tailor their work environment to changing demands.

The judges loved this product for multi-use office spaces – it quickly converts any area into a meeting or collaborative workspace. In addition to the creative design, they also believed that the hub’s BIFMA LEVEL sustainability certification was a key USP.

A regular participant in the NAOPA with continuously innovative products, this was Ghent’s first win. As Director of Marketing Susan Claus said: “The physical workplace has changed and the feedback both from our dealer network and end users has been that this is the perfect product to utilise the space in their facility more effectively.”

BEST PRODUCT – FACILITIES, BREAKROOM, SAFETY & INFECTION CONTROL

WINNERS: EGAL PADS –PADS-ON-A-ROLL & SATCO PRODUCTS – LED T8 TUBE WITH BATTERY BACKUP

The next category – Facilities, Breakroom, Safety & Infection Control – presented the judging panel with a real dilemma: they couldn’t decide on a winner. After several judging rounds, two products came out on top with not a vote between them. As such, the decision was made to give two awards – a first in the history of the NAOPA

Egal Pads accepted the award for its Pads-on-a-Roll while Satco Products impressed the judges with the LED T8 Tube with Battery Backup. Both products undoubtedly fulfil a need, so much so it’s surprising neither had been thought of before.

Pads-on-a-Roll is a novel solution that addresses a real gap in the market and in the jan/san and hygiene

INNOVATION OF THE YEAR

sector in particular. Each roll of 40 individually wrapped menstrual pads fits a compact dispenser placed in a toilet stall.

Egal Pads President Penelope Finnie was delighted with the win, commenting: “Egal Pads greatly appreciates this honour in recognition of our efforts to help bring menstrual equity to schools, universities, hospitals, airports, arenas and more.

“Pads-on-a-Roll is the only sustainable choice that puts the solution directly in the restroom stall –where it is needed most. Our compact dispensers easily mount next to the toilet paper dispensers so the pads are always there when you need them.”

The other winning product serves a completely different purpose, demonstrating the breadth of this category and the opportunities it creates for dealers.

The Satco LED T8 Tube with Battery Backup gives a facility the opportunity to add emergency lighting to an

WINNER: PS FURNITURE – REVOLUTION SHIELD HANDGUN BULLET SHIELD FLIP-TOP TABLES

Innovation of the Year is always a NAOPA category which invites plenty of different entries and results in a diverse shortlist. This year was no exception and the award recognised a product that addresses a somewhat sad reality of life.

PS Furniture’s Revolution Shield tables were designed to help in instances of handgun violence in schools and public spaces. With just one pull of a flip-top handle, they give individuals something to hide behind and protect themselves – only bricks, masonry and trees afford similar ballistic cover.

Picking up the award, Frank DiGiovanni, VP of Sales at PS Furniture (pictured), said: “We are extremely pleased that the NAOPA has recognised the breakthrough innovation that is Revolution Shield. The table’s lightweight engineered composite core combined with the heavy bullet-resistant material affords virtually instant cover and protection in the event of sudden walk-in handgun violence.”

area without the costly installation of traditional emergency lighting units.

CEO Harry Peters (pictured second from right) said: “As LED technology has evolved over the past ten years, Satco Products has taken a strong leadership role in bringing it to the business supplies industry, giving distributors and resellers great opportunities to grow their revenues as traditional office products have seen declines in sales.

“We are proud of our new product development and grateful for the chance to participate in the NAOPA – we really appreciate receiving this award,” he added.

PEOPLE’S CHOICE

WINNER: NEWELL BRANDS –SHARPIE CREATIVE MARKERS

In among ongoing digitisation, there are some traditional business supplies that continue to do well across the reseller community – writing instruments. Indeed, Newell Brands’ Sharpie Creative Markers are so highly regarded that they won the popular People’s Choice award.

The water-based, brightly coloured acrylic markers feature paint-like ink that does not bleed through paper, ensuring clean and neat work. They can be used on light and dark surfaces, including paper, metal, wood, ceramic, glass, rock and canvas.

Category growth for its dealer partners is at the heart of Newell’s strategy, said Key Account Manager Christina Trbovic (pictured second from right): “Our investment helped drive consumer engagement and incremental sales in the writing category in year one of launch.

“We will continue to invest and innovate in Sharpie Creative Markers to unlock additional consumer needs and help our dealers capitalise on the fastest-growing writing instruments sub-segment with the paint marker category.”

PROFESSIONAL OF THE YEAR

WINNER: JACK REAGAN, S.P. RICHARDS

The first of the three NAOPA people awards –Professional of the Year – seeks to recognise highly accomplished and established talent in the industry. The judges were looking for a senior executive whose dedication, leadership and vision positively influences their own organisation and the IDC at large.

Introduced by Bob Shulman, President at Suburban Stationers, the winner of the award – none other than Jack Reagan – has been in our industry for more than 40 years and knows the IDC inside out. While not exclusively engaged in this channel over the course of his career, wholesaling has dominated it for the past 23 years or so. And since 2006, he has been instrumental in the fortunes of S.P. Richards (SPR), first as VP of Merchandising and currently as EVP overseeing Merchandising, Supply Chain and Marketing.

As Shulman alluded to, Reagan has been the one constant holding an executive leadership role at SPR over many years. Genuine, authentic and humble, Reagan is a highly respected merchandiser and strategic thinker who forms strong relationships with everyone he comes into contact with.

Reagan’s humility was evident when he accepted his award, downplaying his part and instead highlighting the greatness of others – Bob Shulman and his new employer CNG included.

INDUSTRY ACHIEVEMENT

WINNER: MIKE MAGGIO

Presenting the ‘old guy’ award, as he called it, Jack Reagan once more took to the stage to highlight the extraordinary career of one of the most eminent, best-known and likeable personalities in our industry –Mike Maggio.

With customary good humour, Reagan referred to his former boss as a legend – and sometimes an idiot – with one of the most unique industry careers in history. Maggio touched every part of it at some point: manufacturing, wholesaling, dealerships and buying groups.

The latter, of course, referred initially to TriMega Purchasing Association and ultimately the monumental feat of helping to bring that entity and Independent Suppliers Group together in the biggest dealer group merger ever.

YOUNG EXECUTIVE OF THE YEAR

WINNER: DANIEL BENJAMIN, PRESIDENT, BENJAMIN OFFICE SUPPLY & SERVICES

The next award – Young Executive of the Year – rewards individuals who, early on in their career, have a real impact on the company they work for, their community and the industry as a whole.

While the shortlist in this category showed outstanding potential, the winner was one the judges unanimously agreed on. The award went to an individual who has already proven himself time and again: Daniel Benjamin of Benjamin Office Supply & Services.

Presented by his brother Josh, he was described as someone who has gone above and beyond for his business, a person of “exceptional talent, dedication and perseverance”, with an “unwavering commitment to excellence” and a “remarkable ability to inspire and lead”.

Benjamin has been at the helm of the family dealership since 2019. Aged just 32, he’s been growing the business in a highly competitive region. His involvement in the Workplace Solutions Association and his proactive engagement with other dealers also illustrate a broad outlook and in-depth industry involvement.

Accepting the award, Benjamin paid tribute to his family, his employees as well as several mentors who’ve guided him along the way. He emotionally acknowledged that “you are who you are because of who you surround yourself with”. Many congratulations to this worthy winner!

As if this wasn’t remarkable enough, Maggio then executed with his team the purchase of former employer SPR – in the middle of a global pandemic.

Focused and calm amid the craziness of that period, Maggio maintained his customer focus at all times, ultimately steering the sale of SPR to fifth-generation, family-run company CNG, which has been in business for about 137 years. In the same fell swoop, he steered his own way into well-deserved retirement.

Maggio’s legacy will be remembered for many years. Unable to accept his award in person, he delivered an emotional – and most grateful – pre-recorded video message to the assembled Industry Week delegation in Orlando.

He acknowledged that first of all, his long-suffering wife had finally won, because “right now, following years of my excuses and after 44 years of

marriage, I’m with her in Paris and not with you in Orlando”.

Having fondly remembered a number of individuals and their role in his career, he added: “Winning this award is the greatest honour of my career and, quite frankly, a bit overwhelming. I hope that during the past 45 years, I’ve made a bit of an impact. It’s been a great ride!”

From left: Daniel and Josh Benjamin

Mike Maggio

Jack Reagan

CITY OF HOPE SPIRIT OF LIFE GALA 2024 REVIEW

LIVING in HOPE

Honouring former Essendant President/CEO Harry Dochelli, the National Business Products Industry’s (NBPI) 2024 Fulfilling Hope fundraising campaign came to its grand finale in mid-September.

Held at the Renaissance Schaumburg Hotel and Convention Center in Chicago, City of Hope’s annual Spirit of Life Gala celebrated our industry’s contribution towards life-saving cancer and diabetes research. A cheque totalling $14.1 million was presented to City of Hope on the night.

More than 400 executives were in attendance from key segments of the industry, including office products, furniture, jan/ san, technology and foodservice. Fellowes Brands CEO John Fellowes, the 2024 NBPI Dinner Chair and 2025 Spirit of Life Honouree, orchestrated the evening’s festivities as emcee. It was a joyous as well as emotional evening for many, as Fellowes and Steve Schultz –President of RJ Schinner and NBPI Council Chair – highlighted Dochelli’s City of Hope dedication over many years, culminating in this year’s fundraising efforts.

HIGH EMOTIONS

A stirring introduction to Dochelli was provided by his children Kate, Kelsey and Mike – the latter himself having been diagnosed with thyroid cancer several years ago and now cancer-free – reminiscing about their upbringing and how their father was always a source of love and inspiration to each of them.

In his own heartfelt speech, Dochelli touched on the experience of a close friend who was a patient at City of Hope in Chicago. “Everyone he interacted with at City of Hope put a smile on his face. The word ‘hope’ kept ringing in my head as my friend relayed his visits to me,” he stated.

Through our collective fundraising [...] we have helped people with diabetes and cancer have a better day

He further remarked on the importance of our sector’s support of the research organisation. “Through our collective fundraising efforts in support of City of Hope, we have helped people with diabetes and cancer have a better day. We need to continue these efforts so that those affected by these diseases will laugh much more than they cry,” he added.

DIARY DATES

The next City of Hope Tour and Hall of Fame Dinner will take place from 3-4 February 2025 in Duarte, California. The Spirit of Life Gala honouring John Fellowes will be held at Navy Pier, Chicago, on 25 September 2025

Chief Philanthropy Officer Kristin Bertell represented City of Hope on stage, while patient speaker Nicole Schulz shared her courageous cancer journey. Both served as another potent reminder of what City of Hope does and why our industry’s financial aid is so vital. Through the continued support of the NBPI, more than $275 million have been raised over the past 42 years.

As this year’s campaign closed, Fellowes’ 2025 Expanding Hope fundraising gets underway. The 2025 NBPI Dinner Chair and 2026 Spirit of Life Honouree, meanwhile, was also announced on the night: Greg Welchans, President & CMO of Distribution Management.

The Dochelli family

From left:

Kristin Bertell, Harry Dochelli, John Fellowes and Steve Schultz

EVENT BREAKING barriers

CLIMB OF LIFE 2024 PREVIEW

This November, the UK business supplies industry will come together in the Lake District for the 37th Climb of Life (COL), continuing a tradition of endurance, camaraderie and philanthropy for a worthy cause.

Participants will lace up their hiking boots for an adventure which has become synonymous with the fight against cancer. Now in its 18th year of partnership with the Institute of Cancer Research (ICR), the 2024 event is particularly significant, as climbers aim to achieve an extraordinary milestone: breaking through the £2 million ($2.6 million) fundraising barrier in support of the ICR.

This year’s theme, ‘£2 Million Strides’, captures this ambitious target. With approximately 100 industry members divided into groups of 8-10, trekkers will hike some of the highest peaks in the Lake District, often returning after dark and having battled treacherous terrain, gusting winds and even snow underfoot.

A SUPPORTIVE COMMUNITY

COL is about much more than just the physical challenge, however. Each step taken – and every donation received – represents progress towards future breakthroughs in cancer research, treatment and care.

Graeme Chapman MBE, who first launched this fundraising effort, continues to be both the ambassador and figurehead of the event. For nearly four decades, he has inspired climbers with his unwavering passion. Behind

The 2024 Climb of Life will take place on 15 November. For more details, contact Philip Lawson at climboflife2024@ gmail.com. To donate, please visit www.justgiving. com/page/col2024

the scenes, COL organiser Philip Lawson, along with his team of dedicated volunteers, is preparing to ensure another successful climb.

“Having many of the ICR team join us this year highlights how vital our efforts are to their mission,” Lawson asserts: “Despite the difficulties of fundraising during tough economic times and the challenge of hiking in unpredictable weather, COL is always a happy occasion.”

Lawson also emphasises that the support of our industry remains essential to the initiative, with representatives from Avery, ACCO Brands, Fellowes Brands, Hamelin, Nestlé and Office Power participating.

Once again, OPI too is stepping up as a supporter. As CEO Steve Hilleard notes: “Every year, COL reminds us of the collective power of our industry to make a difference. Cancer touches so many lives. Through our efforts, we hope to help turn many sad stories into tales of survival and triumph.”

WELCOME RESPITE

The Swan Hotel in Grasmere will serve as base camp for the climbers, offering much-needed sanctuary after a gruelling day in the mountains. Recently renovated, the hotel resumed its role as host in 2023.

For those taking on the challenge, the day will be far from easy, but the spirit of COL is one of determination. “What we endure on this climb is nothing compared to the battle faced by those with cancer. Our goal is to ease their burden, one step at a time,” Hilleard stresses.

5 MINUTES WITH...

Maurice Schijns

What is your life philosophy?

Live, taste and enjoy.

Biggest risk you have taken?

Hanging off a pier during stormy weather to take pictures.

Your most prized ‘possession’? My healthy children.

What is the hardest thing you’ve ever had to do?

Making valuable staff redundant.

Best compliment you’ve ever received? That I’m authentic.

If you could change one thing about yourself, what would it be?

Be more patient.

What goal do you hope to achieve in the next ten years?

Personally, to stay healthy and enjoy time with my kids. Professionally, to highlight our environment’s importance for our future.

Who would you want on your quiz team?

Bruce Dickinson, James Martin, John F Kennedy and Wayne Gretzky.

Guilty pleasures?

Raiding the fridge at night.

What’s on your bucket list?

To visit all Major League Baseball stadiums in the US and watch a game at each one.

Maurice Schijns, PaperWise

CAREER Q&A

Describe your current job. As International Sales Manager at PaperWise in the Netherlands, I’m responsible for global sales in the segments we serve.

James

What song puts you in a good mood? Holiday by Madonna.

If you could have the answer to any question, what would you ask? Will our world be better for our children?

Humankind’s greatest invention? The barbecue.

Do you love any odd food combinations? Frites special – French fries covered in mayonnaise, curry and raw onions – with grilled salmon.

If you could choose one age to be forever, what would it be?

45. It’s the midpoint of life where good health, career progress and lots of possibilities are all within reach.

What skill would you like to master? Preparing fish.

What TV show would you love to be on?

James Martin’s Saturday Morning

If you weren’t in your present role, what would you like to be doing? Something to do with food, especially fire and smoke.

Who is the industry figure you most admire?

Mike James, Managing Director of Dundale Associates and non-executive Chair of Prima Software. His contributions to our industry are magnificent.

What is the best career choice you’ve made? My decision to join PaperWise, an organisation which makes paper and board products from agricultural waste. It’s given me the opportunity to make a positive impact and contribute to a better world.

Any advice to someone who has just joined the busines supplies sector? Always be yourself, stay honest and learn about the industry. If you’re capable, you’ll be successful.

Favourite ‘office product’?

The pencil. It’s a natural product and mistakes can easily be erased.

If you could change one thing about the industry, what would it be?

Its speed! We need to get away from its dusty and slowing-moving image.

How do you overcome professional challenges? By facing them head on and asking for help when I need it.

Mike

KEEP CALM and CARRY ON

Typically, my days are full of keeping our businesses successful. I’m constantly finding ways to secure our future while trying not to worry too much about decreasing sales and, in my view, fairly useless efforts on flogging a dead horse.

So why is retirement – for both myself and the company I work for – not simply the best option? I tend to be rather pragmatic and somewhat optimistic and believe that lots of pain usually provides some gain as well.

Consolidation is the headline act in our declining core market. And we are in the middle of this particular storm. Indeed, PBS Holding has been on an acquisition trail for quite some time and we will continue along this route as long as we can find a certain fit with the people in charge with whom we envisage a feasible joint future.

PEOPLE POWER

On this note, I want to emphasise that the well-known and often-repeated phrase “it’s all about the people” is in fact much more than a platitude. Especially in times when the going gets tough, entrepreneurs separate themselves from custodians. There’s no doubt that these days, you need twice as much energy to achieve the same level of results you used to see in previous years.

I, for one, predicted that after COVID, supply chain dramas and inflation, 2024 would be the first somehow ‘normal’ year again. This year has actually been the most challenging in the past five years: our sector is diminishing in the double digits; recession is knocking on our doors (and has already started in some countries) and sales are falling without even losing any customers.

It’s highly frustrating but there is no alternative than to push harder because only ‘administrating’ the downturn will ultimately kill your business. There is no silver bullet and no magic revival.

However, momentum can really make a difference, irrespective of the direction you’re travelling in. In our sector, you see various paths that companies and their leaders are taking: diversification, cost cutting or M&A, for example. Each one will make sense in a different way, and it’s the people executing these ideas or strategies who will influence the final outcome.

At PBS, it’s been crucial to empower our regional managers to make decisions and take responsibility – this is why the managing directors of most companies in our geographically widespread group are also shareholders. We’ve had great success with this largely decentralised approach over the past couple of years.

INDIVIDUALITY REIGNS

Richard Scharmann, CEO, PBS Holding

Of course, there are drawbacks you have to live with too. An important one is that PBS will always struggle to be a streamlined organisation where someone – me perhaps – has full control. One size most definitely doesn’t fit all. Our people in certain central functions often have a tough job dealing with local entrepreneurs who are growing, defending and protecting ‘their’ businesses to the last drop of blood.

One size most definitely doesn’t fit all. Our people in certain central functions often have a tough job dealing with local entrepreneurs

Our recent acquisition of ADVEO Benelux perfectly fits into this picture. The team in charge truly mirrors our model of highly motivated and accountable people who are now facing a much broader entrepreneurial playground. I have been working with this team on many occasions lately. Feeling their energy to push the company forward is what it’s all about.

We live in exciting times which is why I still enjoy my job. My hope is that the positives will continue to outweigh the negatives – despite almost guaranteed temporary glitches.