SPR ABC DAY2

S.P. RICHARDS COMPANY

2018 ADVANTAGE BUSINESS CONFERENCE

AUGUST 19-22, 2018

GRAND HYATT SAN ANTONIO, HENRY B. GONZÁLEZ CONVENTION CENTER

2018

RE env s on i i

invent|invigorate

INSIDE:

SHOW DAILY

TUESDA AUGUST Y 21

PUBLISHED BY

YESTERDAY WRAPPED UP; VENDORS IN FOCUS; BUSINESS SOLUTIONS EXPO; PEOPLE’S CHOICE AWARD; IDC MESSAGE

ABC FOCUS

SEARCHING FOR

THE BLUE OCEAN S.P. Richards’ SVP of Sales and Marketing Bryan Wight kicked off this year’s ABC proceedings to a packed out – and hugely impressive – Lila Cockrell Theatre in the Henry B. González Convention Center yesterday morning.

Bryan’s message was positive if a little cautious. Small businesses are the backbone of the US economy, he said, and independent dealers in our industry are highly representative of that strong backbone. But there are plenty of challenges.

Dealing with those obstacles, he added, requires a new direction – an outlook that

2

#ABC2018SanAntonio ABC SHOW DAILY

moves away from a so-called red ocean of competition and commoditization to a blue ocean of a new uncontested marketplace.

Blue ocean opportunities were the common thread that ran through the entire General Session and indeed much of the rest of the day. From Bryan’s impassioned opening talk and Peter Sheahan’s powerful and entertaining keynote to Rick Toppin’s specific views on just what SPR’s blue ocean potential is – product diversification, a focus on proprietary brands and helping dealers with their direct buy strategy – there was a

FOCUS

AGENDA TUESDAY, AUGUST 21 7:00am-5:00pm Children’s Lounge - Travis and Presidio rooms (third floor)

7:00-8:30am Breakfast - Texas Ballroom, Grand Hyatt 9:00am-3:00pm Business Solutions Expo - Exhibit Hall 4, Henry B. González Convention Center 11:30am-1:00pm Lunch - Hemisfair Ballroom, Henry B. González Convention Center

refreshing reluctance to give in to all the disruptive issues we’re facing today.

Jim O’Brien, in his acceptance of the Industry Achievement award (see page 7) jokingly referred to “how boring the industry has become over the past few months” and urged dealers to stay the course.

Following the General Session, a wide range of seminars investigated in more detail just how they could do that. Sessions ranged from the very practical to the philosphical, from the product-oriented to the sales-driven.

Brian Tietje showed delegates how to maximise the opportunities of LinkedIn while Janet Collins enlisted the help of Reuben Levy, founder and President of Michigan dealer Global Office Solutions, to provide examples of how thinking differently can make a real difference to your bottom line. Among the key ideas shared with the audience were the importance of engaging with customers, finding out how those customers do what they do and then cultivating ideas to help them be more effective and successful.

1:30-3:00pm UPS - Expo Floor 3:00-3:30pm Snack and Beverage Break – Lila Cockrell Theatre Pre-function, Henry B. González Convention Center 3:30-4:30pm Recap General Session including NAOPA awards & Prize Drawing – Lila Cockrell Theatre, Henry B. González Convention Center Dinner on Own: Explore the River Walk

WEDNESDAY, AUGUST 22 Departures

PUBLISHED BY

Designer Joel Mitchell joel.mitchell@opi.net

Editor Heike Dieckmann heike.dieckmann@opi.net Head of Media Sales Chris Turness chris.turness@opi.net

Publisher Steve Hilleard steve.hilleard@opi.net Office Products International Ltd (OPI), 2nd Floor, 112 Clerkenwell Road, London EC1M 5SA, United Kingdom

ABC SHOW DAILY TUESDAY AUGUST 21

FOCUS

K.Coaching’s Krista Moore, meanwhile, led a soul-searching seminar encouraging attendees to look back to what they were doing when they were 10 to gain an insight into their desires at an age when purpose and passion meet before they are suppressed.

Jeff Gardner’s sales-directed talk created much participation among dealers. Jeff highlighted the most common mistakes made by salespeople and how they can be avoided or overcome.

Also on a practical note was Gene Marks’ presentation on US tax reforms which all independents need to be acutely aware of and, importantly, can also benefit from.

This session generated plenty of interest as well as questions., Whether you’re looking at your equity, compensation schemes, property, hiring employees, paying staff or healthcare and retirement issues, there is a great range of tax deductions that can be applicable to small companies.

Product diversification and the absolute need for it has long been on the ABC agenda. Two sessions, run by the furniture and FBS SPR teams, as well as a presentation

by Safco Products Josh Kerst on workplace furniture needs, illustrated just how important this is to dealers.

Very well attended, highly interactive and hugely educational in terms of what the opportunities are and the tools available, these were yet more practical examples of how to find that blue ocean.

Perhaps the most popular session of the day was that by NOPA’s Mike Tucker. Amazon and how independent dealers can fight back against this “invisible competitor” was the theme as Mike made a memorable entrance disguised as the Invisible Man, dishing out $100 bills – not real ones, unfortunately – to members of the audience.

To say that dealers are worried about the impact of Amazon is an understatement, but Mike provided delegates with an arsenal of facts and figures about the company, as well as details of resources to enable them to present convincing arguments to customers as to why they should not be working with Amazon. Sandy Grodin from El Paso Office Products provided a great case study of how to fend off Amazon’s advances on local public sector customers.

With the day’s education part concluded after seminar session 3, all that was left to do after a full day was to enjoy a fun-filled Texas rodeo at Knibbe Ranch. And that’s exactly what delegates did.

ABC SHOW DAILY TUESDAY AUGUST 21

5

AWARDS

‘MR ABC’ WINS

INDUSTRY ACHIEVEMENT The announcement of the first North American Office Products Awards (NAOPA) winner went down a storm at yesterday’s opening General Session when the Industry Achievement trophy was given to none other than S.P. Richards’ very own Jim O’Brien, who retired at the end of last year.

The award was introduced by SPR SVP of Sales Don Mikolasy, who paid tribute to Jim’s life-long career in the office products industry and specifically to his past 30 years at SPR, where he started in 1987 as General Manager of the company’s Hartford, Connecticut, branch.

Don began working with Jim in 2002 when the latter relocated to Atlanta to accept a promotion to VP of Dealer Development. In that role, said Don, Jim built a team that was solely focused on creating a variety of sales and marketing tools to enable independent dealer customers to effectively compete and win in the marketplace. That team was able to capitalize on Jim’s extensive knowledge and field experience. The results were truly evolutionary and included innovative new tools such as the consumer-priced matrix catalog for dealers.

Jim’s commitment to independents was legendary, with Don recalling that there wasn’t a single staff meeting when

he didn’t make sure that the voice of the independent dealer was heard loud and clear! This passion for the IDC was never more evident than during the Advantage Business Conferences which he was instrumental in first launching and then spearheading for 19 years.

Indeed, as emcee of the ABCs, Jim further strengthened his reputation for being hugely engaged with the dealer community. Just how much dealers appreciate that passion and engagement was evident when Jim yesterday walked onto the stage to accept the award to a standing ovation and rapturous applause from the entire audience.

Modest and humble, Jim spoke of his time at SPR and his support of independent dealers as a “labor of love”, citing plenty of hard work and strategy, but also a fair amount of good luck. His advice to independents was “to stay focused and find a way to grow your business”. Referring to the current “disruptive” times, he assured delegates that – unlike certain private equity firms – independent will still be going strong in our industry in a few years’ time, if they’re smart enough to embrace the challenges and make some difficult decisions.

Congratulations to both an extraordinary industry executive as well as family man!

ABC SHOW DAILY TUESDAY AUGUST 21

7

IKE WOULD LRS FOR S D R A H S.P. RIC K ALL SPONSO RT OF TO THANENEROUS SUPPO ARD THEIR G . WE LOOK FORW T THE ABCTINUING OUR GREA N TO CO ORATION COLLAB

BRONZE 3M Avery Brother International Corporation Fellowes Brands International Paper Smead Manufacturing TOPS

SPONSORS PLATINUM ACCO Brands HP Inc Newell Brands The HON Company

& Deflecto

The Navigator Company

ABC SHOW DAILY TUESDAY AUGUST 21

9

CONVENTION CENTER WHERE THE ACTION IS TODAY

San Antonio’s Henry B. González Convention Center has received a massive upgrade in the past few years. The bulk of its $325 million expansion project was completed about two years ago, transforming it into a modern, connected and flexible national and international venue for conferences and events.

About 260,000 sq ft of new exhibition space was added, along with a 54,000 sq ft ballroom, the largest of its kind in Texas. The Center’s sustainable design has also received LEED Silver Certification from the US Green Building Council.

Linked directly to the Grand Hyatt, the host hotel for this year’s ABC, the Convention Center is where most of the action takes place today.

Delegates will already know the Lila Cockrell Theatre from yesterday’s General Session, and this is also where the closing Recap General Session and Prize Drawing will take place today at 3:30pm. The Business Solutions Expo, meanwhile, will kick off this morning at 9am in Exhibit Hall 4.

SPONSOR SPOTLIGHT: THE HON COMPANY Since 1944, The HON Company has delivered inspired practicality to the workplace. By obsessing over tiny details and emphasizing timeless over trendy, HON designs and manufactures quality workplace furniture including chairs, tables, desks, workstations and storage.

When you buy HON office furniture, you’re not just buying inspired, practical solutions – you’re buying quality, American-built furniture backed by a lifetime warranty. Our commitment to a US operating model is rare in today’s commercial furniture business. Because we know that manufacturing most of our products in the USA – everything from individual components to complete furniture solutions – not only transforms the level of quality and service we can achieve, but it’s just the right thing to do.

10

#ABC2018SanAntonio ABC SHOW DAILY

In fact, doing the right thing is one of our value propositions. Each of these value propositions speaks to the things we do every day and why those things are so important.

SMART PEOPLE Every HON chair, table, desk, workstation and file is designed, engineered, tested and delivered with pride. We can confidently say this because we start out with the smartest designers and engineers in the business.

ALWAYS AROUND If our customers have a question – big or small, a problem that needs an immediate solution, an ASAP delivery – we’re there. Always there for everything they need. That’s what HON does every day.

THE LITTLE THINGS Every HON product is slammed, thrown, bashed around and pushed to its limits because we want to make sure our customers never have to worry about anything we make.

DO THE RIGHT THING It’s our business to care about the products we make for the people we serve. That’s the right and only way HON will ever work. Our customers feel how much we care in our warranty. It’s a straightforward promise to you that in the rare event, something – anything – isn’t perfect, HON will fix it or replace it.

Stop by The HON Company booth #1819 and the HON Furniture Advantage booth #2124 today to learn more about HON solutions for your workplace needs.

VENDOR MESSAGE

SHOW TIME!

Today is Expo day for the 20th Advantage Business Conference – the longest-running and largest annual industry show. We are excited to be in San Antonio in this new and outstanding facility.

Over 650 vendor representatives are here today from over 230 companies. This year, we have 21 first-timers – testament to S.P. Richards’ goal to continuously add new products to our overall selection.

Regardless of whether you are a new vendor or have been with us for the past 20 years, I want to personally thank you for your support of this show specifically, and for all of your support for SPR throughout the year. I am sure most of our dealers understand that an event like the ABC is not possible without vendor support and I would like to give special thanks to ACCO Brands, The HON Company, Newell Brands and HP Inc as our long-time Platinum sponsors.

RELIANCE ON COLLABORATION This is a good time to reflect upon the fact that SPR is a $2 billion company. Yet we do not make anything! In other words, we are 100% dependent on our vendors for all products. As such, we as a wholesaler work very closely and very strategically with these manufacturers to find a win-win situation for all parties – SPR, the vendors and, of course, our customers. We are very transparent in our vendor discussions and understand the importance of being a good partner to our suppliers.

ABC SHOW DAILY TUESDAY AUGUST 21

13

VENDOR MESSAGE

FOR MORE INFO ON THE EXPO, SEE PAGES 16, 18 AND 20

By the same token, most of our vendors understand the value of having an active and exciting booth in order to create a good customer experience. As dealers visit their booths, they year after year come up with clever branding to create the kind of excitement our industry needs these days to drive new sales.

On a slightly critical note, every once in a while I see a vendor sitting in the back of the booth on Expo day as customers walk by, failing to try and make an impact.

If you have gone to the time and expense to be here today, it’s imperative to engage with as many customers as possible. After all, it could take just one key contact and one right opportunity to more than pay for your trip. All dealers are looking for new products and services to sell to their customers. As such, they approach events like this Expo with a very open ear to your company’s products and value proposition.

Above all, have some fun today! See old friends, make new ones and create some memories. All of us at S.P. Richards appreciate what you do for our company and we are looking forward to another great Expo day.

Thanks again,

Jack R. Reagan SVP Merchandising S.P. Richards

14

#ABC2018SanAntonio ABC SHOW DAILY

EXPO

16

#ABC2018SanAntonio ABC SHOW DAILY

EXHIBITOR LIST 3M.............................................................. 617 A T Cross Company.........................217 ACCO Brands....................................400 Acme United Corporation..............112 Advantus Corporation................... 215 Akro-Mils.............................................. 340 Allsop......................................................308 AMAX...................................................... 417 American Tombow.......................... 214 Amplivox..............................................1637 Appvion..............................................2007 Artistic Softalk Nudell...................1738 Ashley Production.........................2001 Avanti Products................................. 128 Avery Dennison-Gris/Monarch Products & Services........................1415 Avery Products Corporation...1011 Balt/Best-Rite.................... 1937/2040 Baumgartens...................................... 222 Beaumont Products, Inc................ 133 Berry Plastics..................................... 1031 Betco......................................................730 BIC Corporation................................. 412 Bigelow Tea.........................................140 Bi-silque - MasterVision.............. 1933 Blue Sky....................................................115 Brecknell............................................. 1307 Bretford Manufacturing, Inc.......1318 Bright Air..............................................435 Brother International Corporation........................................ 1014 Bugatti..................................................1833 Bush........................................................2136 Business Source/Sparco/Integra/ NatureSaver/Compucessory...... 521 C-Line Products, Inc.................. 312 Canon USA......................................... 409 Carl Manufacturing...................... 2006 Cascades.............................................. 630 CEP Office Solutions.....................1337 Champion Sports............................ 1901 Chargetech..........................................1312 Charles Leonard............................... 1801 Chartpak/Maco...................................221 Cherry Americas...............................1317 Chicago Lighthouse...........................311 City of Hope........................................1418 Clorox..................................................... 735 Coffee Pro.............................................130 Compatico.........................................1340 Cosco.................................................... 1707 Crayola, Llc........................................1704 Creative Teaching Press...............1701 Dart Container Sales Company..............................................432 Deflecto............................................... 1330 Dial Corporation................................ 129 Diverse ID............................................. 223 Diversey................................................1132 Dixon Ticonderoga Company... 1703 Domtar...................................................1017 Double A...............................................1619

18

Durable Office Products Corp... 1407 ECi..........................................................1809 Eco-Products..................................... 228 Elite Image......................................... 1320 Energizer............................................ 1032 Ergodyne..............................................1135 ES Tech Group................................1309 Ettore...................................................... 533 Eurotech Seating.............................2133 Falcon Safety Products............... 309 Fellowes Brands...................... 1020 FireKing Security Group............. 1438 Fiskars Brands, Inc............................ 125 Flagship Carpets............................. 1601 Flexsteel/DMI Furniture ............1540 Flipside.................................................1600 Floortex............................................... 1834 Fortune Web Marketing................ 218 Frasch....................................................2122 Full Circle26........................................2101 Genuine Joe........................................ 625 Georgia Pacific/Dixie Food Service................................................. 1029 GoJo Industries, Inc......................1034 Golden Global Sales......................2100 GOPD, LLC................................ 1129 Group Lacasse/United Chair.....2115 Harbinger National........................ 1035 Hausmann.......................................... 1638 Heartland............................................. 240 Henkel.....................................................1714 Heroes for Education................... 1803 Hirsh...................................................... 1935 Holland Bar Stools........................ 1040 Honeywell Safety.............................1133 House of Doolittle...............................121 HP, Inc...................................................1001 HPFI....................................................... 2120 HSM of America.................................414 IB Milwaukee.......................................1915 Iceberg Enterprises........................1323 Iconex, formerly PM Co................1315 Impact Products, LLC.................... 627 Independent Stationers.............. 1308 International Paper......................... 608 Intertape Polymer Group........... 1807 Iris USA................................................ 1435 Johnson & Johnson....................... 1038 Kantek, Inc...........................................1617 Katun Media Sciences....................1621 Kaz Usa, Inc............................................131 K.Coaching............................................ 114 Kellogg’s/Keebler........................... 540 Keurig Green Mountain Coffee ..................................................... 219 KFI Seating.........................................2135 Kids in Need Foundation...........1904 Kimberly-Clark Professional.......632 Kind Bar.................................................433 Kisp........................................................ 1434 Lathem, Inc........................................ 1607 Learning Resources.................... 2000

#ABC2018SanAntonio ABC SHOW DAILY

Lee Products....................................... 1311 Lesro.....................................................1940 Lexmark.................................................105 LF Products PTE/La-Z-Boy......1837 Linksys...................................................605 Lion Office Products, Inc..............418 Logicblock, Inc....................................1611 Lorell......................................................1326 Louisville Ladder.............................. 238 Marcal - A Soundview Paper Company................................635 Mars Drinks........................................... 231 Martin Furniture...............................2138 Martin Yale.........................................1806 Master Caster/Master Manufacturing.................................. 1838 Mattel....................................................1804 Max USA Corporation......................118 Maxell Corporation of America...1716 Mayline-Safco................ 1730/2130 MBA-MBS (Myers Brazell)............614 Medline...................................................230 Method Products.............................536 Methods in Motion...........................1412 microMICR Corporation................108 Millennium Mat Company............ 232 MMF Industries.................................... 411 My Resource Library......................1331 National Industries for the Blind - AbilityOne.............................1917 Neenah Papers................................1304 Nestlé Professional..........................1137 Nestlé Waters North America.. 1037 New England Coffee............... 440 Newell Brands..................................1007 Nightingale Seating......................1840 Nine to Five........................................2126 NOPA & OFDA................................1409 Norstar Office Products/ Boss Office Products.................... 1140 Numi Organic Tea............................. 124 Office Partners.................................... 119 Office Snax........................................... 136 Officemate International Corp...1314 OneScreen...........................................1417 OPI.........................................................1420 Pacon Corporation........................1603 Papa Nicholas..................................... 138 Paperflow............................................1335 Paris Business........................................111 Pentel Of America...........................224 Pepsi/Quaker Products................438 Phoenix Safe......................................2132 Pilot Pen Corporation of America...............................................1408 Pinnacle Frames and Accents .1338 Plantronics, Inc................................. 606 Procter & Gamble Professional....234 Quartet................................................ 1634 Rayovac................................................. 135 Reckitt Benckiser............................. 229 Rediform, Inc.................................... 1907 Roaring Spring Paper Products.1414 Rochester Midland Corporation...236

Royal Consumer Products...........1411 Royal Sovereign...................................117 Roylco..................................................1900 Rust-Oleum.......................................... 134 Safety Zone.........................................427 Samsill.................................................... 1717 Sandusky Buddy Products.........1138 Sanitaire By Electrolux................ 1027 Saunders Manufacturing Co.....1906 SC Johnson.........................................530 Sealed Air........................................... 2107 Sentry Safe/Master Lock............1737 Seventh Generation........................ 738 Shop-Vac Corp................................... 132 ShurTech.................................................122 Simple Green...................................... 532 Slice......................................................... 225 Smead Manufacturing................ 1004 Smuckers..............................................633 Solaris Paper...................................... 430 Solo........................................................ 1334 Special T....................................1623/2118 SPR Global Sourcing......................425 SPR Interior Design Team...........1431 SPR Marketing................................. 1023 SSI............................................................. 1127 Staedtler Mars, Ltd......................... 408 Starbucks Coffee Company.......638 Storex................................................... 1437 Stout.......................................................436 Stride, Inc..............................................1616 Sugar Foods Corporation........... 740 Tabbies..................................... 1706 Tarifold.................................................... 415 Tatco...................................................... 640 Teacher Created Resources.....1800 Tennsco............................................... 1934 Thalerus Group................................ 1620 The Highlands Group.......................127 The HON Company.............1819/2124 The Navigator Company............1609 The Pencil Grip................................1700 The Turbon Group.......................... 306 Thermos................................................. 1131 TOPS Products.................................... 611 Touchstone Motivation Group...1421 Trend Industries..............................1903 TriMega..................................................1715 TTI Floorcare......................................636 US Stamp & Sign/Identity Group....................................................1404 Velcro USA, Inc..................................109 Verbatim Americas, LLC..............305 Victor Technology.......................... 405 Virco, Inc..............................................2137 Vistar....................................................... 535 Weiman Products, LLC................. 235 West Texas/South Texas Lighthouse for the Blind...............1916 World Dryer Corporation............538 Xstamper...............................................419 Zebra Pen Corporation.......... 1405 Zep Distribution................................ 227 Zoll Medical.........................................1134

SPOTLIGHT: 3M At 3M, we believe that the right science applied the right way touches people worldwide. Every day, we’re generating breakthroughs that make your lives better, easier and more complete. That’s not to say it’s easy. Since 1902, the formula for our success has been the same as it is today: innovation plus perseverance – in our products, our people and our brand.

At S.P. Richards’ 2018 ABC, we are striving to showcase our innovation. This year, we encourage attendees to think outside the box by displaying creative office space and facilities solutions.

3M will be showing a wide array of products from categories such as office, education and safety. Our team is extremely excited about the launch of our new Post-it® Extreme Notes. Made with Dura-Hold™ Paper and Adhesive, these notes will hold up in hot, cold and wet conditions. They stick to tough and textured surfaces like concrete, raw

and painted wood as well as tiles. When conditions make communication tough, Post-it® Extreme Notes make leaving notes and reminders simple, so you can get the work done.

Additionally, 3M is pleased to display our new 3M Precision Standing Desk.

When it comes to standing comfort, small adjustments can make a big difference.

Our standing desk provides maximum adjustability to achieve your most comfortable standing position at work.

Side-mounted levers controlling gas assist height change technology allow for continuous height settings from 6.2” to 20” above the desk surface. The standing desk also includes a 3M Gel Wrist Rest and 3M Precise Mouse Pad for added comfort and productivity. Our 3M Precision Standing Desk as well as other office products will be highlighted in virtual showcases at the ABC. Visit us at #booth 617 today!

SPONSOR

EXPO

COME AND SEE! It’s Expo day! This is a chance for the vendor community to show off their latest and greatest products, and an opportunity for dealers to reinforce long-standing existing relationships and explore new avenues.

Not strong in the furniture business? Take a look at the Expo’s furniture section to see what’s on offer and how you can further complement your range. l Want to move from basic jan/san consumables and a core breakroom range into something more expansive in these categories? Find out what’s available and how you can add a service offering to your transactional business. l Lack of knowledge in the safety segment? Get some hands-on information from those who work in this category every day. l In need of updating your office products range? There are many products out there that have been given a new lease of life through innovative, outof-the-box thinking, bridging the gap between traditional and modern, often even becoming multifunctional in the process. l

Yesterday’s seminar program at the ABC was – mostly, but not exclusively – the theory part of the learning experience. Today, attendees have the chance for a more hands-on, practical approach and are strongly advised to ask questions, watch demonstrations and simply take in the vast range of categories available to dealers.

There’s also a wide variety of booths at the Expo where dealers can talk to the experts about technology issues, dealer group programs, philanthropy or some of the broader industry issues. Don’t miss the chance to get really involved today and take new products and services – figuratively – back to your dealership.

Join the vendor community and the S.P. Richards team in Exhibit Hall 4 in the Henry B. González Convention Center from 9am this morning!

Concluding the business end of the ABC this afternoon is the Recap General Session from 3:304:30pm. Part of this session will be given over to the annual, much-anticipated prize drawings. Many prizes have already been won over the course of the day – an Apple watch, a luggage set and a variety of cash prizes and gift cards, for example – but who will ride away in the fabulous HarleyDavidson this year, win a trip to New York or London, or sail away on a 7-day Hawaiian cruise?

20

#ABC2018SanAntonio ABC SHOW DAILY

VOTING CLOSES AT 1PM TODAY

ONE DOWN, FIVE TO GO The results of the ninth North American Office Products Awards (NAOPA) got underway yesterday, with the Industry Achievement award going to none other than S.P. Richards’ very own Jim O’Brien. Many congratulations to Jim from OPI, ABC delegates and the industry at large.

Two more winners in the dealer awards category will be announced during this afternoon’s concluding Recap General Session. Like with the Industry Achievement, there’s no shortlist for the Young Executive and the Professional of the Year awards.

There are three more trophies up for grabs in the vendor awards category. Here’s a reminder of the shortlist for the Business Product as well as the Innovation of the Year awards:

AWARDS Business Product of the Year • Acme United – First Aid Only SafetyHub Requisition App • Kensington – SD5200T Thunderbolt 3 Docking Station • MMF Industries – TruVue Verification Station • Newline Interactive – TRUTOUCH VN Series • Safco Products – Focal Twister Active Stool Innovation of the Year • 3M – Post-it Extreme Notes • AmpliVox – Classroom Audio System with Wireless Microphone • GOJO Industries – PURELL ES8 Dispensing System • MMF Industries – TruVue Verification Station • Safco Products – Focal Fidget Active Stool People’s Choice The final award handed out today is the People’s Choice, with a total of 19 products on the shortlist. Always hotly contested and often going right down to the wire, voting for the People’s Choice is still open till 1pm today, so make your choice count. For product information and voting details, see page 25 and 27.

Don’t miss this afternoon’s Recap General Session in the Lila Cockrell Theatre from 3:30-4:30pm to find out who has won the remaining NAOPAs.

ABC SHOW DAILY TUESDAY AUGUST 21

23

VOTING CLOSES AT 1PM TODAY

WHICH IS YOUR

NAOPA 2018

FAVORITE?

Select your winner of this year’s People’s Choice award Pick your favorite and text the unique code to 650 600 9016.

For more details on all shortlisted products, including video links, as well as voting information, you can also visit www.opi.net/naopa2018

3M – POST-IT EXTREME NOTES Post-it Extreme Notes are designed to facilitate communication in tough conditions. Made with ultrastrong Dura-Hold paper and adhesive, they stick securely to a range of textured surfaces, including raw wood, brick, cement, tile, steel and more.

Post-it Extreme Notes are durable and waterresistant, so they can withstand extreme conditions both indoors and outdoors.

CODE:

165924

CODE:

165923

ACCO BRANDS – SWINGLINE STACK-AND-SHRED AUTO FEED SHREDDERS, SMARTECH-ENABLED 750X, 600X, 300X Swingline SmarTech Stack-and-Shred shredders take the Stack-and-Shred’s time-saving and productivity-enriching feature to the next level by sending notifications to the SmarTech app on a user’s phone or tablet, communicating the status of the shred job. The app notifies users when the shredding job is completed or if anything else needs attention, such as a full bin, a door open, oil required or a shredder jam that needs to be cleared.

CODE:

165927

AMPLIVOX – CLASSROOM AUDIO SYSTEM WITH WIRELESS MICROPHONE AmpliVox’s Classroom Audio System delivers crystal clear sound amplification for conference rooms, training rooms and similar spaces. The wireless system includes a ceiling tile fourspeaker unit, delivering room-filling 360° sound from a single unobtrusive source. The speaker pairs with AmpliVox’s 2.4 GHz Universal Digital Wireless Headset/Handheld Microphone, plugged into a seven-channel mixer/amplifier for simple volume, treble and bass control.

DEFLECTO – ERGONOMIC CODE: SIT STAND CHAIR MAT 165928 This dual-purpose Ergonomic Sit Stand Chair Mat combines the comfort and ergonomic benefit of anti-fatigue support foam with the smooth rolling surface of a full-size traditional chair mat.

Designed specifically for use with adjustable height workstations, this anti-fatigue mat allows users to transition seamlessly from sitting to standing, while promoting better ergonomics, healthier employees and increased productivity.

GOJO INDUSTRIES – PURELL ES8 DISPENSING SYSTEM The PURELL ES8 is a touch-free hand soap dispenser with ‘energy-on-the-refill technology’. Each new refill comes with its own energy source – a coin cell battery integrated into the refill. Optional SMARTLINK modules add capability for service alerts, compliance monitoring and other upgrades as technology evolves. AT-A-GLANCE refills provide the easiest way to see when they need to be changed.

CODE: ACME UNITED – FIRST AID ONLY 165925 SAFETYHUB REQUISITION APP The First Aid Only SafetyHub Requisition App simplifies supply requisitioning and keeps first aid cabinet details at users’ fingertips at all times, so they can stay organized and in compliance. Including several innovative features, the app has a central management portal where managers can clearly see the status of all safety items within their organization.

AMPLIVOX – ADA-COMPLIANT SIT TO STAND LECTERN AmpliVox’s ADA-Compliant Sit to Stand Lectern accommodates individuals who use wheelchairs as well as those who stand. A powered lift adjusts the lectern’s height anywhere from seated (31”) to standing (41”). The height adjustability also allows the lectern to be used as a desk with a wide configuration that provides a spacious table work surface.

CODE:

165926

KENSINGTON – ELECTRONIC LAPTOP LOCKING STATION WITH K-FOB Incorporating Kensington’s K-Fob digital key technology, and engineered to be the most secure and convenient laptop lock available, the Kensington Electronic Laptop Locking Station with K-Fob is a professional locking solution for today’s thin and light laptops.

CODE: Designed to reduce theft and improve 165930 compliance with corporate security protocols, the station secures MacBooks and most Dell, HP and Lenovo models.

KENSINGTON – SD4700P UNIVERSAL USB-C AND USB 3.0 DOCKING STATION Supporting the latest technology while extending the life of your docking solution investments, Kensington has engineered the SD4700P Universal USB-C and USB 3.0 Docking Station using the most stable and trusted technology. Accommodating the newest computers with USB-C ports, while also being suitable for legacy devices with USB 3.0 ports, this is an ideal docking solution for computing environments that are transitioning CODE: to USB-C. 165941

CODE:

165929

ABC SHOW DAILY TUESDAY AUGUST 21

25

VOTING CLOSES AT 1PM TODAY

NAOPA 2018

ORLANDO WORLD CENTER MARRIOTT KENSINGTON – SD5200T THUNDERBOLT 3 DOCKING STATION Kensington has engineered the SD5200T Thunderbolt 3 Docking Station for both Windows PCs and Macs. Accommodating a single Thunderbolt 3 cable carrying up to 40Gbps of data, which is enough bandwidth to simultaneously run two 4K monitors at 60fps while also providing up to 85-Watt of laptop charging, the SD5200T Thunderbolt 3 Docking Station is a power CODE: 165937 user’s solution for hyperproductivity.

KENSINGTON – ULTIMATE PRESENTER The Kensington Ultimate Presenter is a presentation tool that works for a variety of environments and screens. Overcoming the shortcomings associated with traditional laser pointers, such as bright LED screens or safety restrictions, the Ultimate Presenter is optimised for use in conference rooms with TV CODE: displays, online meetings with remote participants, 165940 and large auditoriums with multiple presentation screens.

METROVAC – DATAVAC ELECTRIC DUSTER MetroVac’s DataVac Electric Duster is positioned as a greener, more effective and cost-efficient alternative to ‘canned air’ products. With no ozone-depleting propellants, the electric duster is a compact yet powerful computer and equipment duster, designed to blast dust, dirt and debris off expensive tech equipment. The multi-purpose product features a 500-Watt motor that is ideal for keeping keyboards, computers and other technological equipment clean.

CODE:

CODE:

165935

165934

SAFCO PRODUCTS – FOCAL COLLISION TABLE Safco’s Focal Collision Table is perfect for quick meetings, informal gatherings, collaboration, lunches or breaks. The standing-height table allows for the option to stand during use for a more active work option.

It includes discreet steel hooks under the tabletop for holding up to five Mogo Seats.

CODE:

165932

MMF INDUSTRIES – TRUVUE VERIFICATION STATION According to the US Department of the Treasury, there are $70 million of counterfeit notes circulating in the US. The TruVue Verification Station is a multi-purpose counterfeit detection solution that verifies payments and identification. It minimizes loss from receiving counterfeit currency at the POS station; eliminates liability from accepting fake identification; and improves efficiency by streamlining the validation CODE: 165939 process without increasing checkout times.

NEWLINE INTERACTIVE – TRUTOUCH VN SERIES The TRUTOUCH VN Series is the latest model of nextgeneration collaboration non-proprietary interactive displays from Newline CODE: 165938 Interactive. It has an an optically-bonded screen to provide a more accurate touch response and a wider viewing angle. Each display comes in 4K ultra-high definition, easy-access I/O ports, and a customizable user interface to make everything simple and easy to use.

SAFCO PRODUCTS – FOCAL FIDGET ACTIVE STOOL The Focal Fidget Active Stool gives way to a new type of ‘staying busy’ at work. With the ability to twist, rock and fidget, this active option keeps you moving, engages muscles and can help to maintain focus. The stool is available in three different heights to suit a variety of users and includes a foam, pan-style seat to keep the body in a neutral, open-hip position for optimal comfort.

CODE:

165931

SAFCO PRODUCTS – FOCAL TWISTER ACTIVE STOOL Twist into a more active day with the Safco Focal Twister Active Stool. It has a curved base that allows users to rock, twist and fidget to help keep the body active and the mind engaged all day. The Twister Active Stool responds to customers’ demands for seating options that answer the body’s desire to move, while honoring the brain’s desire to stay focused on the job.

CODE:

165933

TEACHER CREATED RESOURCES – BETTER THAN PAPER Better Than Paper is a non-woven fabric that makes creating beautiful bulletin board backdrops quick and easy. The lightweight material is simple to hang, with no more struggling with paper that wrinkles and tears. Users can attach border trim, posters and student work with staples or tape and remove without ripping or leaving conspicuous holes. The durable write-on/wipe-off surface can be used again and again.

VICTOR TECHNOLOGY – THE EDGE DESK The Edge Desk system offers the ideal integration of personal comfort and office space efficiency by combining a portable folding desk with a kneeling chair that expands and collapses. Designed to accommodate a variety of users, the Edge Desk’s height, angle and tilt adjust to individual body sizes and desk preferences, making it a customizable and comfortable work experience.

CODE:

ABC SHOW DAILY TUESDAY AUGUST 21

165936

27

IDC MESSAGE

Stronger TOGETHER The ABC is all about showing independent dealers how to tackle the challenges – large and small – in today’s business supplies industry. Yesterday’s seminar schedule addressed many of the issues dealers are facing, but some points might be more appropriate to raise in a different forum. Meet these key S.P. Richards executives, who work on behalf of the IDC every day, as they explain their roles and share some of their experiences.

BRYAN WIGHT – SVP OF SALES AND MARKETING Bryan Wight has been with S.P. Richards for 15 years and during that time has had the opportunity to serve in many roles. Today, he oversees pricing, sales and marketing with the ultimate aim to establish – through collaboration – SPR’s goals, strategies, marketing plans and communications.

That collaboration happens on several levels, says Bryan. “Internally, my team and I are consistently having discussions with our colleagues in IT, operations and logistics, supply chain, pricing and other departments to ensure that we’re making informed decisions that are beneficial for all concerned.

My team and I are constantly “ having discussions with our colleagues [...] to ensure that we’re making informed decisions that are beneficial for all concerned

”

“Externally, meanwhile, we really own the relationships with our core customer base – that is you, the IDC. Collaboration with the IDC is absolutely crucial to the success of SPR. We invest millions every year back into this channel to help support its continued success.”

Bryan, of course, is also this year’s ABC emcee, stepping into the mighty footsteps of Jim O’Brien, who eased into his well-earned retirement at the beginning of this year, having overseen the previous 19 ABCs. The call for collaboration has been made by Jim before, but as Bryan says: “If we are going to thrive together in the future, then I would argue that collaboration needs to happen on an entirely new level.”

28

#ABC2018SanAntonio ABC SHOW DAILY

CHAD LEE – SVP OF OPERATIONS AND LOGISTICS Chad Lee’s 17-year career at S.P. Richards includes ten years in the field running three different distribution centers, while the last seven have been spent leading SPR’s operations and logistics efforts at the company’s headquarters in Atlanta. All this time spent in the field has enabled Chad to view opportunities from multiple perspectives in order to find the best possible solutions for all parties.

Chad and his teams work to keep SPR’s operations efficient and productive at all times. They manage and maintain the warehouse systems, direct all freight programs and solutions, implement new distribution technology, and design as well as lead moves within SPR’s distribution network.

The teams that Chad manages have also worked with customers to define and implement solutions that are mutually beneficial as regards delivery, warehouse layout or modeling cost-to-serve concerns. He explains: “Our goal is to remove any waste in our operations while maintaining the flexibility to successfully bring our customers the products and services needed to compete in the marketplace.”

One example is in the area of sustainability, he adds: “We received feedback from several customers that share our desire to integrate sustainability efforts into our combined supply chain and operations model. After a discussion on resource consumption and waste reduction, the team enhanced our capabilities with the creation of the email pack slip and a digital version of the pack slip available through document imaging for all shipped orders.

“Another example that involves our logistics capabilities occurred when a customer called with an urgent requirement to get a truckload of toilet tissue to a corrections facility in the middle of the Nevada desert.

Our traffic manager, David Metry, worked after hours and leveraged our extensive logistics network to find a quick solution for that customer.

The delivery was a success and a good example of our commitment to always meet the unique needs of our diverse partners.”

IDC MESSAGE BRYAN HALL – VP OF SALES AND OPERATIONS Bryan Hall began his career with S.P. Richards in 1995, while at the same time working his way towards earning a BS in Economics from Willamette University. He has served the company in many roles over the years and has moved all around the country to take on several new opportunities as they became available.

Bryan started in Houston as Operations Manager, moved to Kansas City as General Manager, followed by his role as General Manager in Chicago. More recently, he’s been serving as Division VP. Bryan has amassed a great deal of experience in the IDC and among SPR’s field team, and he has a solid grasp of the wants and needs of the IDC. In his current role as VP of Sales and Operations, he oversees the US Division VPs and US Directors of Sales, enabling SPR to better align all of its core sales and operational efforts.

a category expert – someone to manage and oversee the new business products division. The second was to invest in a new operating system to manage this growth category, while the third was to have a compensation program that would motivate the paper and packaging account managers, as well as the new business products account managers. B.T. Tynes was sold on the idea.

“Today, Strickland is selling over $10 million in office products throughout the country, primarily in the Southeast. B.T. Tynes would tell you that the ‘secret sauce’ was in management’s commitment to making this new business strategy successful with full support from SPR.” As Les concludes: “This is a great industry with some pretty smart people who have made the past 40 years seem like 40 weeks.”

LES CHRISTIAN – VP CENTRAL DIVISION Les Christian has worked on both the operating and sales sides of S.P. Richards for over 40 years. A few of his key positions were as Sales Representative and Operations Manager in Miami; General Manager in Tampa; VP of Operations for the USA and Canada; and today, VP for the Central Division.

Les comments: “I have been very fortunate to work with and for many thoughtful people over the years who have always offered me support. I have tried my best to give them the same support.

I have been very fortunate to “ work with and for many thoughtful people over the years who have always offered me support

”

“A particular sales call that will always stand out for me was one we made on Strickland Paper some 15 years ago.

Strickland at the time was a very successful paper and packaging distributor with no sales in business products.

We met with owner B.T. Tynes and presented the opportunity to be had if he was to add business products to his offering. He explained that his packaging guys would sell packaging and the paper guys would sell paper, and that he struggled getting his team to sell the products he inventoried.

“We understood his concerns, agreed and then presented a three-pronged approach. The first was to hire

30

#ABC2018SanAntonio ABC SHOW DAILY

RAY SRECA, VP EAST DIVISION Ray Sreca has been with S.P. Richards for 18 years. He began his SPR career as Operations Manager in Syracuse, New York, but also held General Manager positions in distribution centers in Richmond and New York.

He was promoted to his current position in 2012 and says of his role: “As a member of the East Division, I view as one of my key responsibilities the ability to advocate for the IDC. Through our great team of managers, account managers and distribution center associates, we do everything in our power to support and promote the IDC. “One of the most rewarding aspects of my job is to collaborate with independent dealers and help them grow their businesses. It’s all about creating value, and the stronger our customers are operationally and financially, the stronger SPR becomes as well of course.

“One example of a win-win collaboration is Office Express in Troy, Michigan. Anna Sinagra and Jeff Eusebio showed interest in buying Office Express when the previous owner was looking to sell in early 2016. Our GAP program was a perfect solution. Through local meetings in Troy and at SPR’s HQ in Atlanta, we worked through the details for the sale of the company. Anna and Jeff were the new owners by December 2016.

“Through hard work from the Office Express team, DDMS/ECi and S.P. Richards, the conversion to SPR went very smoothly and proved to be a huge success. By the end of the first year, 93% of Office Express purchases were being sent to SPR. In terms of range, FBS was a strong growth category while Lorell furniture and the technology segment also showed impressive growth.

“Anna and Jeff also took on a remodel of their entire building, including a showroom and a complete exterior landscaping overhaul. It was a very large project and looks fantastic now. They recently had an open house to celebrate.

“Anna and Jeff really embraced the ABC in Orlando last year and we are very pleased to have them here again with us in San Antonio.”

IDC MESSAGE RICK MAY, VP WEST DIVISION Rick May has worked for S.P. Richards for approximately 14 years, having had the opportunity during that time to serve in a variety of sales and operational management roles. Today, he oversees sales and operations in SPR’s West Division.

As Rick says: “We absolutely have the best sales and operations teams in the industry.

Our teams are committed to satisfying our independent dealers. From day-to-day interaction with our customer service and operational teams to business results-focused meetings with our account managers, staff are committed to and hugely passionate about the success of our dealer partners.

“Much of my time is spent working with our operational teams within the ten distribution centers in the West to meet and exceed our operational excellence goals.

These goals are based solely on customer service metrics, meaning fulfilling each and every order correctly.

“The most rewarding aspect of my current role is the opportunity to collaborate and partner with dealers

across the West. Working on sales growth and profit improvement strategies with independent dealers is a challenging and rewarding part of what our sales and operational teams do.

It is very gratifying to develop “ personal relationships with independent dealers that are built on mutual trust and respect, and to participate in some small way to the success of their businesses

”

“One specific example that comes to mind is an independent dealer we supported in understanding state, county and city RFPs. We worked together on how to best respond to the ‘technical merits’ of the RFPs, and we supported the dealer with strategies and costs to price the core list. It was successful in winning all of these multi-year RFPs and the total annual volume realized was approximately $5 million.”

As May concludes: “S.P. Richards’ success is directly correlated to the success of our partners. It is very gratifying to develop personal relationships with independent dealers that are built on mutual trust and respect, and to participate in some small way to the success of their businesses.”

SPONSOR SPOTLIGHT: NEWELL BRANDS Newell Brands is a global leader in the writing instruments category with a product portfolio that includes Sharpie® markers, highlighters, pens and pencils; Paper Mate® pens and pencils; Prismacolor® art supplies; the Elmer’s®, X-ACTO® and Loew-Cornell® arts and crafts brands; and Expo® dry erase markers and accessories.

From encouraging self-expression on almost any canvas to creating an unparalleled, effortless writing experience with an everyday pen, our writing brands enhance learning and inspire creativity, both in and out of the classroom.

We are pleased to sponsor S.P. Richards’ ABC event. It provides an interactive environment for you, the independent dealer, to collaborate with your peers, selling partners and brands that are key to your success.

32

#ABC2018SanAntonio ABC SHOW DAILY

Newell Brands believes the independent dealer channel is among the most important to our business.

Your ability to build relationships, identify requirements and match that with trusted branded office products solutions for every workplace need ensures growth in our industry.

Stop by our booth #1007 today to learn more about our products and selling solutions, as well as our

“Sell. Grow. Win.” promotion where you and your team can win cash prizes.

Details of the promotion and digital sales tools can be viewed on www. sellgrowwinpromo.com. Download the tools and get ready to “Sell. Grow. Win.”!

34

#ABC2018SanAntonio ABC SHOW DAILY

OPINION

SPR’S RICK TOPPIN: Thoughts from a Spirit of Life Honoree OPI asked me an interesting question during a recent conversation: “What’s it like being a Spirit of Life Honoree for City of Hope?” I’m sure every past honoree would have a slightly different spin on the experience, but these are some of the things that I’ve learned from this year’s Generations for Hope campaign.

FICTION AND FACT Perception 1: It must be great to be the Spirit of Life Honoree and get to play golf every week.

Reality: I wish! Unfortunately, my day job gets in the way of attending all but a handful of events. But the City of Hope team are true professionals and work very closely with every sponsor to ensure a successful event.

Perception 2: Aren’t these City of Hope campaigns primarily about golf?

Reality: Absolutely not. Our fundraising campaigns have broadened significantly in recent years to provide greater appeal to non-golfers. We have walking, hiking, running, skiing and biking events, as well as curling, fishing and charity softball initiatives. We’ve even had a Harley motorcycle event this year.

The bottom line is: no matter what your interests, there is an event and an opportunity to get involved in the campaign. Everyone can make a difference and help us fight these life-threatening diseases!

Perception 3: I work in the industry, but my company is not one of the Fortune 500 companies with deep pockets. Is there really a role for my small business or for me as an individual?

Reality: Most definitely yes. One of the newer ways for small businesses to become involved in the campaign is our Cross-Country Cookout. Many small businesses host an annual summer picnic or BBQ for their employees. If you contact Andy Ishii at aishii@coh.org, City of Hope will provide you with a complete cookout kit and containers for employees to make a free will donation in return for the cookout. We raised over $50,000 in our first year of sponsoring these cookouts. Just as importantly, it was a fun event for these businesses and their employees.

From an individual perspective, I would encourage you to go to the https://ourhope.cityofhope.org/ familiesforhope website. This is a site designed for you to make a personal donation in support of a loved one who may be currently battling cancer or diabetes, or in memory of someone who may have lost their battle to these diseases. No donation is too small and there is a match to every dollar that you give.

The campaign is not about the honoree. It’s “ about the many thousands of wonderful people working in our industry who come together for one purpose – to help City of Hope find a cure to these life-threatening diseases

”

ENJOY THE EXPERIENCE Jamie Fellowes sent me a nice note several months ago encouraging me to make sure to have some fun and enjoy the campaign. I absolutely have. Of course, if you’re following our industry, you will be well aware of the structural events and degree of change underway. In hindsight, this may not have been my preferred year to be the honoree!

That said, I’ve found that working on the City of Hope campaign helps keep me grounded to what is most important – my family, my friends and the people that I work with. Cancer and diabetes are striking far too

ABC SHOW DAILY TUESDAY AUGUST 21

35

OPINION many of these people in my life and the dollars that we raise through our campaign provide new hope to these individuals.

But maybe the greatest blessing of being an honoree has been that it’s provided me with a unique view into the “best” of our industry. Nearly every day, someone or some company does something truly remarkable and without any expectation of getting something in return. An independent dealer recently handed me a check for $20,000 solely because he wanted to help City of Hope. A small supplier pledged $1,000 simply because he was moved by our Generations for Hope theme of fighting these diseases for our kids and grandkids.

Individuals who I don’t even know have contributed to the Families for Hope site. These are just a few of the many amazing stories of hope from our campaign.

Every Spirit of Life Honoree will tell you that the campaign is not about the honoree. It’s about the many thousands of wonderful people working in our industry who come together for one purpose – to help City of Hope find a cure to these life-threatening diseases. I have been truly humbled by all the support that this year’s campaign has generated.

My sincere “thank you” and let’s all keep working together until we have a cure.

In the 2017 campaign, a phenomenal $14.8 million was raised for City of Hope. From left: National Business Products Industry Council Chairman Scott Light; 2018 honoree Rick Toppin, 2017 honoree Steve Schultz; and City of Hope President/CEO Robert Stone.

36

#ABC2018SanAntonio ABC SHOW DAILY

ABC SHOW DAILY TUESDAY AUGUST 21

37

OUT AND ABOUT

SAN ANTONIO

After a day of walking the Expo floor, celebrating the remaining NAOPA winners, hopefully winning a prize and recapping on the past couple of days, this evening is your own. Whether you’re looking to just stroll along the River Walk, continue with more networking on the golf course, get active with the kids, or are keen to experience some Tex-Mex cuisine, here’s a small selection of what’s on offer.

THE Alamo

The Alamo is the heart of San Antonio and Texas’ most visited historic landmark. Managed by the Texas General Land Office, people visit from all over the world to see and learn about the beautiful 300-year-old former Spanish mission turned fortress that took on a vital role in defending freedom in the famous battle of 1836. Battlefield tours, living history, unique exhibits and much more are available year-round in the Alamo grounds.

San Antonio MISSIONS

NATIONAL HISTORICAL PARK San Antonio Missions National Historical Park embodies nearly 300 years of rich history and culture. Within the park grounds, four separate mission sites offer recreation opportunities for the whole family. Step back in time while never leaving the city at Mission San José, Mission Concepción, Mission San Juan and Mission Espada.

All four of the mission sites at San Antonio Missions National Historical Park still contain active catholic parishes. Note that the Alamo, the fifth Spanish frontier mission, is not part of the park.

The Quarry Golf Club

SIX FLAGS Fiesta Texas If scary rollercoasters, gentler family rides, live shows and waterparks are your thing, you can’t go wrong with Six Flags Fiesta Texas. Six Flags’ world-renowned parks and collection of rollercoasters were ranked as the best of the best among USA TODAY readers in 2018.

So while in San Antonio, why not try Boomerang and hurtle down a blisteringly fast trio of loops, then boomerang all the way back to the start – backwards? Or soar like a superhero on the world’s first 4D free-fly coaster, Batman: The Ride. For a more family-friendly experience, try Gully Washer, a whitewater river rafting adventure for anyone who’s not afraid of getting drenched.

There are a wide range of golf courses around San Antonio, but The Quarry Golf Club is the closest to downtown and is certainly one of the most talked about courses in the city.

Opened in 1993, the front nine is described as linkslike – perhaps a term thrown around too loosely, but still very enjoyable.

The real fun begins on the back nine, where architect Keith Foster carved out holes from an old cement quarry. The holes wind through and inside of giant rock walls and stones that sometimes come into play, even favorably if you get the right bounce. Loads of fun.

The clubhouse restaurant is rated as outstanding, and there are also shops and restaurants nearby at the Alamo Quarry Market.

ABC SHOW DAILY TUESDAY AUGUST 21

39

SAN ANTONIO EATS

By THE RIVER BELLA ON THE RIVER As you come off the River Walk in downtown San Antonio and step into Bella on the River, you will feel as if you’ve just walked into a small Spanish bistro or Italian grotto with natural limestone rock walls and candle-lit tables, all in a cozy and comfortable atmosphere.

Local and independent, the focus at Bella is on Southern European, Mediterranean food.

THE ESQUIRE TAVERN Right next to Bella is The Esquire Tavern. Opened in 1933 to celebrate the end of Prohibition, this has been a beloved San Antonio watering hole ever since, with a short hiatus from 2006 to 2011. The Esquire is a quintessential downtown bar: dark, cool, redolent with history, and serving cold beer, swanky cocktails and great food.

Fine DINING

BLISS Bliss is a chef-owned and operated restaurant located just south of downtown San Antonio, close to stately neighborhoods like the King William Historic District, and artistic hubs such as the Blue Star Arts Complex.

Bliss serves upscale, contemporary American cuisine with an emphasis on seasonal and fresh local ingredients. The menu changes frequently and there is a focus on what is seasonal and creative rather than predictable and familiar.

Tex-Mex

ANYONE?

ÁCENAR Ácenar, located downtown on the River Walk, is an innovative and contemporary Tex-Mex restaurant hailed for its fabulous food. There are many Tex-Mex places in San Antonio, but if you’re looking for a bit of a twist to the usual offering, this is it. Buttermilk-fried oysters, young Texas goat served with Ancho Salsa Ranchera or duck crêpes? Look no further. There’s also a Houston street-level bar called Átomar and a happy hour menu that alone is worth the visit.

MI TIERRA Mi Tierra is what you might call a real tourist destination.

This family-owned restaurant has been in business since 1941. Located downtown near the Mercado, it’s a great place to do a little shopping and pick up some trinkets before heading home. This is not necessarily the best place for food in town, but for sheer ambience it’s hard to beat.

Open 24 hours a day, Mi Tierra boasts a hugely festive atmosphere and Christmas lights all year round. It also has a fabulous bakery!

Keep it SIMPLE BIG’Z BURGER JOINT Big’z claims to have the best burgers in San Antonio.

Home-made burgers, freshly-cut French fries and ice cold beer – what’s not to like? This is a big venue with indoor and outdoor spaces – perfect for families and informal gettogethers. Big’z has two locations in San Antonio.

40

#ABC2018SanAntonio ABC SHOW DAILY

IN THE NEWS

The past couple of days here in San Antonio have shown once again that our industry is in a state of flux. All the disruption we’re seeing calls for more partnerships, better collaboration, enhanced tools and a firm belief that the independent dealer continues to have a vital role to play whatever happens across the various channels and indeed with the competition – whoever that might actually be these days. As some of these recent stories show, there’s plenty of initiative out there.

IS launches Boost

BSA calls for industry engagement

Business Solutions Association (BSA) President Barry Lane and BSA Annual Forum co-chair Nick Aronis have issued a call to the OP sector to find solutions to the industry’s biggest issues.

In a recent interview with OPI, the pair expressed their gratitude for the excellent support and involvement from its current membership. However, disappointment remains with a few manufacturers and manufacturer rep groups that fail to engage with the association. With its next Annual Forum taking place next month (September 5-6) in Indianapolis, Nick said the event is shaping up to be one of the best, although still not reaching the critical mass it deserves.

“We have a core group of industry leaders – manufacturers, Essendant, S.P. Richards and rep group principals – that are really devoted to the betterment of the industry. It’s a luxury for all of us to be able to work together, collaborating on sales and marketing opportunities, solve problems and identify barriers to success.

In which other segment of the industry can you do that? Unfortunately, we have been unable to persuade some important industry manufacturers and rep groups that this is a worthwhile investment.”

With the current uncertainty in the OP market over dealer consolidation and the potential combination of SPR with Essendant (or Essendant and Sycamore/Staples), coupled with the e-commerce challenge, Nick points out that now is not the time to be apathetic: “Let’s face it, we need each other. Case in point, if you look at what topics we’re tackling at the Forum, any one of them should be enough for people to attend. I just think it’s so critical today that there’s ongoing dialogue.”

42

#ABC2018SanAntonio ABC SHOW DAILY

Independent Stationers has announced its Boost Product Marketing Program, which has been developed to replace its traditional print catalog in 2019.

IS said it will also provide vendor partners with the opportunity to enhance the visibility of key branded products on its shareholders’ websites. In addition to working with manufacturers, IS and S.P. Richards have reached an agreement whereby SPR will help IS shareholders to implement Boost on their websites that lead with its content.

In other news, the group has elected its board of directors and officers for the next year, including Tonya Horn – the first woman to serve as Chairman of the board.

Elected to three-year terms are: • Terry King – Office Products, Batesville, Arizona • Jordan Kudler – Legacy Office Solutions, Brooklyn, New York • Tim Triplett – Triplett Office Essentials, Des Moines, Iowa Officers elected by the new board for 2018-2019 are: • Chairman – Tonya Horn, Rogards, Champaign, Illinois • Vice Chairman – Jordan Kudler, Legacy Office Solutions, Brooklyn, New York • Treasurer – Tim Triplett, Triplett Office Essentials, Des Moines, Iowa • Secretary – Brian Kerr, Kerr Office Group, Elizabethtown, Kentucky

IN THE NEWS

Visual Edge continues on expansion path

Office and IT solutions business Visual Edge has continued its acquisition buying spree, adding three more companies to its portfolio.

The firm has acquired Mercury Document Imaging, KenMark Office Systems and Technocom.

Mercury Document Imaging, which has three locations in Southern California and one in Chicago, provides document management software, managed print and shredding solutions.

Mercury President Joel Volk will retain his current position, while the sales and service operations for Mercury’s customers and employees will also remain the same.

Meanwhile, New England-based KenMark Office Systems will merge with Visual Edge’s Axion Business Technologies. To this end, Axion will be relocating its Cape Cod office as the two companies combine operations at KenMark’s Mashpee, Massachusetts, headquarters. Axion President Robert Ferland will lead the new company, with KenMark founder Ken Pedicini assuming the role of VP of Sales for the newlycombined sales teams.

Visual Edge is also extending its footprint in the Southeast with the acquisition of Technocom, a North Carolina-based technology provider.

Technocom President Jim Riggins will continue leading the company under the guidance of Visual Edge.

44

#ABC2018SanAntonio ABC SHOW DAILY

ISSA forges deal with AACP

Cleaning industry association ISSA has partnered with the American Association for Cleaning Professionals (AACP).

The AACP specifically serves contractors in the janitorial services, carpet cleaning, maid services, and fire-water restoration industries.

The partnership is designed to help small to medium-sized cleaning and restoration firms grow their business through collaboration on content development, informational resources, education, membership sales and support, and co-produced events.

ISSA Executive Director John Barrett commented: “AACP’s market understanding and member benefits portfolio is an excellent complement to ISSA’s global network of cleaning suppliers, distributors, facility managers, and commercial and residential cleaners. Welcoming AACP members and expertise into the ISSA community will undoubtedly increase the value of participation for all constituents.”

APPOINTMENTS Highlands recruits in US and Canada Sales and marketing agency Highlands has announced Kristin Stevens as VP E-commerce and Darren Laycock as Territory Sales Manager for Western Canada.

Kristin has worked for Highlands for three years, most recently as Director of National Accounts, while Darren has more than 30 years of sales account management experience and joins from Dynamic Marketing where he was President.

New CFO at ECi ECi Software Solutions has appointed Sarah Hagan as its new CFO. She replaces Glenn Etherington, who is retiring after serving as CFO for over a decade.

Sarah brings over 15 years of experience in finance and accounting to ECi. Previously, she served as CFO for Omnitracs, a provider of SaaS fleet management solutions, where she was responsible for global finance, accounting, external audit and tax. She has also held several senior positions and played a key leadership role at Sabre, a technology solutions provider to the travel industry.

At ECi, Sarah will be responsible for overseeing accounting, finance and investor relations. She will report directly to company CEO Ron Books.

IN THE NEWS

Amazon under fire over US Communities contract An in-depth report released in early July by the Institute for Local Self Reliance (ILSR) has painted a scathing picture of Amazon Business’s US Communities cooperative contract for local government purchasing.

The award of a marketplace US Communities contract to Amazon Business was first covered by OPI in February last year. At the time, it appeared that the contract RFP had been tailored towards Amazon; there were also question marks over the pricing structure of the contract.

In the ILSR report called Amazon’s Next Frontier: Your City’s Purchasing, Olivia LaVecchia and Stacy Mitchell take a closer look at how Amazon Business was awarded the US Communities contract and at the e-commerce giant’s push into public sector purchasing.

KEY POINTS AND FINDINGS: • The terms of the RFP made it unlikely that anyone but Amazon Business would be awarded the contract.

• The contract adopts some of Amazon Business’s own terms and conditions that override normal local government purchasing provisions and restrict contract transparency.

• The contract does not offer pricing guarantees nor volume discounts.

• Amazon Business has a trained national salesforce selling to local governments.

• A pricing comparison study commissioned by the ILSR and carried out by Rick Marlette of OPSoftware shows that Amazon Business is more expensive for a basket of items than an independent dealer.

• The contract provides slower and more expensive fulfillment terms than the typical office products industry standard of free nextday delivery.

• There is evidence to suggest that local government spending on Amazon Business jumped dramatically between 2016 and 2017, although some cities are holding back due to concerns over price transparency.

As mentioned in the above findings, the ILSR asked Rick Marlette to carry out a pricing comparison. Rick’s report makes for more interesting reading, suggesting that it may be cheaper for local governments to purchase supplies from an independent dealer rather than Amazon Business.

His research looked at the cost for 57 items purchased by a California county schools district from an independent dealer over a two-week period in January 2018. The findings show that the

46

#ABC2018SanAntonio ABC SHOW DAILY

independent dealer provided the lowest overall price for these items purchased by the schools district: $1,205. For Amazon Business Marketplace, the total price was $1,282 – 6% higher – while for Amazon Business Prime, it was $1,328, which is 10% higher.

Interestingly, while the overall basket of products was cheaper via the dealer, it was Amazon Business that offered the lowest price on the most number of SKUs – 32 out of 57 – indicating that the dealer was more competitive on items that the schools district purchased most frequently. The analysis also found the dealer provided superior shipping terms with next-day delivery, rather than the two-day delivery on Amazon Business Prime items and up to two weeks for Amazon Business Marketplace products.

“While [these findings] may be counter to the common assumption, it’s not actually that surprising when you consider that independent office supply dealers are buying in significant volume, often via group purchasing cooperatives, and many have achieved significant efficiencies through years of operations,” Rick wrote in his conclusion.

He added: “Amazon’s pricing is dynamic and can vary day by day. This comparison was a snapshot taken at a single point in time. In theory, a purchaser could spend days and days on Amazon Business checking every item, waiting for a lower price, while weighing delivery times against the needs of the organization. There is, of course, a significant cost to doing this.

“Do most independent office supply dealers generally beat Amazon Business pricing? While the dealer in this study is typical of similar dealers around the country, it’s not possible to say for sure.

However, one thing should be crystal clear: the claim that Amazon Business has the lowest overall price is false, and any assertion to the contrary is not based on fact.”

Rick Marlette’s full report can be accessed at http://www.opsoftware.com/OP/docs/ AmazonPricingComparison.pdf.