SPR ABC DAY1

S.P. RICHARDS COMPANY

2018 ADVANTAGE BUSINESS CONFERENCE

RE env s on AUGUST 19-22, 2018

2018

GRAND HYATT SAN ANTONIO, HENRY B. GONZÁLEZ CONVENTION CENTER

SHOW DAILY

MONDAY AUGUST

20

i i

invent|invigorate

PUBLISHED BY

INSIDE:

WHAT’S ON AT THE ABC; FULL SEMINAR SCHEDULE; NAOPA SHORTLIST; TODAY’S KEYNOTE SPEAKER; HOTEL INFO

ABC 2018

Welcome TO SAN ANTONIO In 2016 our theme was Evolution, with a message that our industry was changing. Last year, it was Collaborate, suggesting that we all need to work together to ensure our mutual success. Now that we’ve made it to our 20th ABC, we’ve learned that our message should be a bit more direct.

The independent dealer channel is under pressures that it has never felt before. The challenges from online resellers are increasing, manufacturers continue to invest in marketing and are finding ways to drop-ship smaller orders direct, and the national players are looking to buy large independent dealers.

Why? Because the battleground is the consumer, not each other.

Ultimately, we must remove redundancies within our channel.

We must eliminate the excess costs that have plagued us for the past few years, and find new ways to partner that will capture consumer mindshare. All of us have a stake in this battle – manufacturers, wholesalers, buying groups and dealers. We at S.P. Richards are convinced that we no

longer have the luxury of simply thinking or talking about change; now is the time to take action.

Independents, if you want to remain independent, perhaps it’s time to consider giving up a little of your autonomy in exchange for partnerships that will enable you to win consumer mindshare and drive volume through our channel.

What and who do you need to help you create an incomparable value and service offering that effectively cements customer relationships and protects your volume from existing and emerging competitors? How do all of us leverage partnerships to build stronger and more profitable businesses?

Here in San Antonio for the next couple of days, we will challenge you and support you in your quest to a) re-envision your company – who you are, what you do, how you partner; b) re-invent your structure and your value proposition – what are you missing; and c) re-invigorate your growth, profits and path to a long and sustainable future.

PUBLISHED BY

Editor Heike Dieckmann heike.dieckmann@opi.net Head of Media Sales Chris Turness chris.turness@opi.net Designer Joel Mitchell joel.mitchell@opi.net Publisher Steve Hilleard steve.hilleard@opi.net

Bryan Wight

Office Products International Ltd (OPI), 2nd Floor, 112 Clerkenwell Road, London EC1M 5SA, United Kingdom

ABC SHOW DAILY MONDAY AUGUST 20

WELCOME RECEPTION

WARMING UP FOR ABC 2018

For the 20th time, S.P. Richards Company welcomed its dealer partners to the ABC. The opening reception last night perfectly set the scene for the next couple of days of more networking and, of course, plenty of learning and education

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WELCOME RECEPTION

ABC SHOW DAILY MONDAY AUGUST 20

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SUNDAY, AUGUST 19

YOUR ABC GUIDE

Arrivals

6:30-9:30pm Children’s Lounge - Travis and Presidio rooms (third floor) 7:00-9:00pm Networking Reception - Texas Ballroom, Grand Hyatt

MONDAY, AUGUST 20 7:00am-4:00pm Children’s Lounge - Travis and Presidio rooms (third floor)

6:45-7:45am Breakfast - Texas Ballroom, Grand Hyatt 8:10-10:10am General Session with Keynote Speaker - Lila Cockrell Theatre, Henry B. González Convention Center 10:30-11:45am Seminar Session 1 - Lone Star Ballroom, Grand Hyatt (for specific room details, see page 21) 11:45am-12:45pm Lunch - Texas Ballroom, Grand Hyatt 1:00-2:15pm Seminar Session 2 - Lone Star Ballroom, Grand Hyatt (for specific room details, see page 21)

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 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 & Prize Drawing - Lila Cockrell Theatre, Henry B. González Convention Center Dinner on Own: Explore the River Walk

2:30-3:45pm Seminar Session 3 - Lone Star Ballroom, Grand Hyatt (for specific room details, see page 21) 6:30-11:00pm Knibbe Ranch - Off-Site Event (children welcome with badged adult)

THE BUSINESS SOLUTIONS EXPO WILL KICK OFF AT 9AM TOMORROW IN EXHIBIT HALL 4 AT SAN ANTONIO’S HENRY B. GONZÁLEZ CONVENTION CENTER

WEDNESDAY, AUGUST 22 Departures

ABC SHOW DAILY MONDAY AUGUST 20

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GRAND HYATT

FOR HOTEL & CONVENTION CENTER FLOORPLANS, TURN TO PAGE 12 & 13

YOUR HOST HOTEL...

IN A NUTSHELL

A quiet and luxurious escape at the gateway to the famous River Walk, the Grand Hyatt San Antonio offers a fantastic location to experience all of the historic and iconic attractions of the city. It’s within walking distance of the Alamo, popular riverside restaurants and the newlydeveloped Hemisfair Park.

The Grand Hyatt has undergone an impressive $19 million upgrade for its 10th anniversary year in 2018. It now boasts freshly-renovated rooms and suites with rich and vibrant décor, 55-inch flatscreen TVs, and complimentary Wi-Fi. In addition to all the amenities you might expect from a top-class hotel, including a state-of-the-art fitness center, a rooftop pool and a host of catering options, the Grand Hyatt is also a great place to do business, as ABC delegates will find out over the next couple of days.

Located right next to the hotel is the Henry B. González Convention Center where the General Sessions and the Business Solutions Expo tomorrow will take place. The Grand Hyatt itself has a variety of newlyupdated meeting spaces, including the Lone Star Ballroom and the Texas Ballroom, where a number of functions will take place.

SAN ANTONIO’S HENRY B. GONZÁLEZ CONVENTION CENTER THE BUSINESS SOLUTIONS EXPO WILL KICK OFF AT 9AM TOMORROW IN EXHIBIT HALL 4 ABC SHOW DAILY MONDAY AUGUST 20

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GRAND HYATT

Time for SOME R&R

Whether you have a taste for a simple sandwich or a sizzling surf-and-turf combo broiled to perfection, are thirsty for a Flat White or a Tequila Sunrise, there is plenty of choice at the Grand Hyatt to cater for your every need. And, of course, there are several options for those with fitness in mind.

RELAX BY THE POOL

PERKS COFFEE & MORE In need of a quick shot of caffeine or a small bite to eat? Head to Perks Coffee & More, which is open 24/7.

In addition to a variety of Starbucks drinks, this café sells lighter eats including freshly-packaged salads and ready-made sandwiches.

PRIME BAR Located in Ruth’s Chris Steak House, Prime Bar offers a lively happy hour scene every day from 4:30-6:30pm. Relax with a glass of something ice-cold and discuss the day’s events with your colleagues and industry peers.

BAR ROJO Bar Rojo is a River Walk hotspot known for its handcrafted cocktails and small plate dishes. Indulge your palate with gourmet pizzas, fresh salads, brisket tacos and much more. And how about a specialty cocktail or cold brew?

In addition to the upscale lounge, Bar Rojo cocktails can also be enjoyed at the Pool Bar at this time of year.

Another perfect spot to gather and unwind.

RUTH’S CHRIS STEAK HOUSE The Grand Hyatt is home to Ruth’s Chris Steak House, a high-end River Walk restaurant specializing in the finest aged USDA Prime beef.

The constantly-changing menu features classic steak house entrées alongside innovative dishes and an award-winning wine list. Dig into juicy bone-in steaks, decadent filets, fresh seafood and more.

The restaurant is open daily from 7am-10pm, with breakfast, lunch and dinner served.

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With or without a drink in hand, enjoy panoramic views of the city from the sundeck surrounding the heated fifth floor rooftop pool at the Grand Hyatt.

Open all year round, this outdoor pool is the perfect place to take a dip and cool off. If you’re just looking for a tranquil place to relax after a long day of mingling and learning at the ABC, take a seat on the comfortable lounge chairs with your book of choice or take in the San Antonio scenery.

GRAND HYATT

Where

TO GO...

Get your bearings on the first full day of the ABC with our Grand Hyatt and Convention Center floorplans. After breakfast in the Texas Ballroom, head to the Lila Cockrell Theatre in the Henry B. González Convention Center for this morning’s General Session. For the seminars, go to the Lone Star Ballroom (more details on specific rooms on page 21).

Second Floor

Fourth Floor

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CONVENTION CENTER

ORLANDO WORLD CENTER MARRIOTT

ABC SHOW DAILY MONDAY AUGUST 20

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SAN ANTONIO Few destinations provide a sense of place like San Antonio in the Lone Star State of Texas. Here, the bell towers of Spanish colonial missions have greeted mornings for almost 300 years and Mexican, European and Western cultures blend into a unique personality.

San Antonio’s River Walk, colonial architecture and an array of parks and plazas make it one of the country’s most picturesque cities. Much of its landscape has grown along the banks of the river where stone paths run beside the San Antonio River connecting hotels, restaurants, shops and the Henry B. González Convention Center in the downtown core. The 15-mile River Walk also links Spanish Colonial Missions National Historical Park, museums, public art and the Pearl, a former brewery reborn into an eclectic entertainment center.

Famed for its Tex-Mex cuisine, San Antonio is gaining a reputation as a big culinary destination. From notable restaurants to the campus of the Culinary Institute of America, there’s something for everyone. Food aside, San Antonio is a hugely popular destination for golfers.

It also boasts fabulous theme parks like SeaWorld San Antonio and Six Flags Fiesta Texas.

For more information on the River Walk, other sights and of course a range of culinary options, look out for tomorrow’s ABC Show Daily.

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INTERACTIVE ABC The ABC app is an invaluable and highly interactive tool that will help you stay connected.

Again called SP Events, the app has many of the same features as previous versions, including: • STATUS: share comments, see where you are and sessions you would like to attend.

• ATTENDEES: see who’s at the ABC and connect with them.

• ACTIVITY FEED: check out what people are doing, find trending sessions and topics, and ‘like’

or comment on other attendee check-ins.

• AGENDA: view the full agenda, bookmark events and create a personal agenda to get the most out of every minute in San Antonio.

• LEADERBOARD: see who has the most points at the conference and climb your way to the top with check-ins.

• NAOPA: vote here today and tomorrow for your People’s Choice winner, as part of the North American Office Products Awards.

• PROFILE: create your official app profile.

The app is available for both iPhone and Android users and can be downloaded through the App store and Google Play. Simply search for ‘SP Events’.

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• EXHIBITORS: find exhibitors and sponsors, and check in to leave comments and feedback.

• DISCUSSIONS: this is where dealers can post and discuss thoughts on specific issues on a message board. Topics include ‘How to Position Independent and Local

as a True Advantage?’; ‘Digital Branding: Creating a Strong Message and Brand with Your Website and Digital Presence’; and ‘Strategies to Protect Your Business from OP Industry Disruption’. Delegates can also go into Surveys and submit topics they would like created in this section.

DON’T FORGET TO FOLLOW WHAT’S GOING ON AT THE ABC ON TWITTER, @SPRichards

KEYNOTE SPEAKER

Peter Sheahan

TODAY 8:10-10:10AM LILA COCKRELL THEATRE, HENRY B. GONZÁLEZ CONVENTION CENTER

Due to unforeseen circumstances, the previously announced Renée Mauborgne is unable to join us for today’s general session. In her stead will be Peter Sheahan, who keynoted the 2014 ABC in Nashville to rave reviews.

Founder & Group CEO of Karrikins Group, Peter is internationally known for his innovative business thinking and thought leadership. With more than 120 staff in 24 cities across nine countries, Peter knows first hand the challenges of growing a business in these rapidly-changing times. He and his firm have worked with some of the world’s leading companies, including Apple, Goldman Sachs, Microsoft, Hyundai, IBM and Pfizer.

Peter’s keynote, entitled ‘Accelerated Growth: Building Organizations and Teams Capable of Finding Opportunity in Disruption’, will be provocative and insightful. It will also be packed full of examples that will shift the way you see your role and help you to find opportunities in times of change and disruption.

As the office supply industry continues to face significant disruption, including an omnichannel environment, nontraditional competition, industry consolidation and commoditization, it will be imperative to finds new ways to – as the 2018 ABC theme suggests – re-envision, re-invent and reinvigorate your business.

In this session, Peter will help ABC delegates understand how to behave differently and continue to evolve their business through real-world examples of companies that have been able to elevate their roles in the lives of their most important clients by a) telling themselves the truth and taking ownership for transforming their business; b) putting the client at the center of everything they do; and c) delivering on their aspiration through alignment, intelligent risks and collaboration.

Join Peter Sheahan in the General Session today to hear how he encourages us to move towards change and disruption, and find opportunity in it.

ABC SHOW DAILY MONDAY AUGUST 20

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SEMINAR SCHEDULE MONDAY, AUGUST 20

TARGET AUDIENCE

SEMINARS, PANELS & WORKSHOPS

ROOM

Session 1 10:30-11:45am

Owners, sales leaders

Innovation from the Outside In (Janet Collins) Tax Reform, You and Your Company (Gene Marks) The Number One Sales Blunder (Jeff Gardner) FBS: Vertical Reality & Panel Discussion (Nick Lomax, Crystal Lewellen, John Molidor) Innovation from the Outside In (Janet Collins) Tax Reform, You and Your Company (Gene Marks) The Number One Sales Blunder (Jeff Gardner) What Workers Want 2018: Decoding the Human Experience (Josh Kerst) Maximize Resources and Innovation to Increase Your Furniture Sales (Eddie Baird, Rachel Bray, Brian James, Bryan Leister) Your 10-Year-Old Self (Krista Moore) Amazon, the Invisible Competitor: Does Your Company Have a Plan? (Mike Tucker) Linkedlnâ„¢: What You Need to Know to Propel the Business Outcomes You Care About (Brian Tietje)

Lone Star D/E

Owners Sales leaders, sales reps Owners, sales leaders, sales reps Session 2 1:00-2:15pm

Owners, sales leaders Owners Sales leaders, sales reps Owners, sales leaders, sales reps

Session 3 2:30-3:45pm

Owners, sales leaders, sales reps

All Owners, sales & marketing leaders Sales leaders, sales reps

Lone Star C Lone Star F Lone Star A/B

Lone Star D/E Lone Star C Lone Star F Lone Star A/B

Lone Star C

Lone Star D/E Lone Star A/B

Lone Star F

ABC SHOW DAILY MONDAY AUGUST 20

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SEMINARS INNOVATION FROM THE OUTSIDE IN Janet Collins

TAX REFORM, YOU AND YOUR COMPANY Gene Marks

THE NUMBER ONE SALES BLUNDER Jeff Gardner

SESSION 1: 10:30-11:45AM SESSION 2: 1:00-2:15PM TARGET AUDIENCE: OWNERS, SALES LEADERS You can’t effectively innovate by sitting in a boardroom brainstorming new cool things you could do. True innovation comes from getting out and into the hearts and minds of those you serve. The magic comes at the intersection of what your customers really need and value, with what you do better than anyone else.

Winning propositions start with a deep understanding of buyers and end-users – what are they trying to accomplish and what gets in their way? Then, you can apply your special sauce!

• Learn how to use the Value Proposition Canvas from Strategyzer as a catalyst for customer understanding and innovation.

• Shift your perspective from how to compete to “How can I make my customers’ lives better?”

• Start to develop out-of-thebox business models, preemptive service offerings, or other innovation that creates meaningful differentiation.

• Discover a clear connection between your current offerings and how they relieve real pains or create significant gains for your customers

SESSION 1: 10:30-11:45AM SESSION 2: 1:00-2:15PM TARGET AUDIENCE: OWNERS The 2017 tax reform legislation is one of the largest changes to the tax code in recent history and will likely have a significant impact on you and your company. Taxes are the number one expense incurred by organizations, comprising up to 30% of income. It’s critical that you really understand these changes and, even more importantly, what actions to take so that you are fully realizing the benefits.

Join Gene Marks for a fast-paced, entertaining and detailed discussion on how tax reform will affect you, your company and your employees. During his presentation, Gene will cover: • How changes in individual rates will affect you and your employees.

• What organizational structure is right for your business?

• Examples of new corporate rates.

• Changes to corporate and individual deductions and credits.

• Special employee-related credits to help reduce the cost of compensation.

• Tax changes that will affect your paid time off and retirement plans.

• The impact of tax reform on healthcare and the latest strategies for controlling healthcare costs.

• Tax impacts that will affect the sale of your business.

SESSION 1: 10:30-11:45AM SESSION 2: 1:00-2:15PM TARGET AUDIENCE: SALES LEADERS, SALES REPS Through working with thousands of salespeople in the field and on the phone, Jeff Gardner has observed that more than 80% of them commit one costly blunder. This tactical selling error causes salespeople to spin their wheels, chasing prospects that will never buy and reducing the number of new customers they are able to convert. All of this leads to lost opportunities.

In his presentation, Jeff will highlight a number of techniques that have been proven on the street to help close more deals. They include: • The most important step in the sales process.

• Looking at the buyer’s perspective using a card trick.

• Don’t fall for the “price is all I care about” tactic.

• The universal buying motivator.

• Understand the prospect conversion process and what motivates a business to switch suppliers.

• How to get out of the “Zone of Indifference” and instead into the “Zone of Consideration” with just one question.

• The 10/30/10 First Appointment Rule.

Janet Collins Janet Collins, Partner at TurningPoint Strategy, helps business leaders develop winning strategies and mobilize teams for action.

As the former President of GMi Companies (Ghent, Waddell, VividBoard), Janet knows first-hand about the challenges of the industry and how to align a team towards the new realities companies are facing. She is an expert strategist, facilitator and researcher, with a unique ability to get to the heart of an issue and uncover opportunities for change.

Janet is a transformational leader whose work primarily revolves around market strategy, strategic planning and organizational health.

Gene Marks Gene Marks writes daily about business, politics and public policy for The Washington Post and weekly on tech, management and cash flow strategies for Forbes and Entrepreneur. He has written five books on business management, specifically geared towards small and medium-sized companies. His most recent book is In God We Trust, Everyone Else Pays Cash.

Nationally, Gene frequently appears on Fox News, MSNBC and CNBC, discussing matters affecting the business community. He helps business owners, executives and managers understand the political, economic and technological trends that will affect their companies. Most importantly, he advises on the actions they can take to continue to grow and profit.

Gene owns and operates the Marks Group PC, a firm that provides technology and consulting services to small and medium-sized businesses. A Certified Public Accountant, he previously spent nine years in the entrepreneurial services arm of international consulting firm KPMG in Philadelphia where he was a senior manager.

You will identify your own “Zone of Consideration” prospect buying criteria and learn sales tactics that will help you gain more new customers, save valuable selling time and put more money in your pocket.

Jeff Gardner Jeff Gardner, Founder of Maximum Performance Group (MPG), is a sales performance consultant, street-smart sales coach, speaker and trainer.

Since founding MPG, Jeff has committed to staying connected to the street.

He generates results for his clients because he is out in the field or on the phone working side-by-side with salespeople and sales leaders on a regular basis.

This sets him apart from others who operate on past history and theories.

Jeff co-authored the book Maximum Selling: Bob and Rob’s Journey to Sales Success and is a regular contributor to OPI magazine.

ABC SHOW DAILY MONDAY AUGUST 20

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SEMINARS FACILITIES, BREAKROOM & SAFETY: VERTICAL REALITY & PANEL DISCUSSION Nick Lomax, Crystal Lewellen, John Molidor

SESSION 1: 10:30-11:45AM TARGET AUDIENCE: OWNERS, SALES LEADERS, SALES REPS FBS category expertise continues to accelerate as a result of increased commitment from independent dealers and support by S.P. Richards with programs like OnPoint™ training and PinPoint™. In this action-packed session, delegates can take a look at PinPoint 2.0, the newest version featuring enhanced SKU assortment and content, connected directly to iteminfo.com.

The SPR FBS team will lead participants through the challenging landscape in “Vertical Reality”. Gain valuable insight into advanced selling opportunities in key vertical markets while avoiding the traps and pitfalls of high maintenance/low margin accounts.

The team will also demo SPR’s new virtual training program, OnPoint™ OnDemand, which allows 24/7 online dealer training.

The session will conclude with a panel discussion and a Q&A opportunity with the FBS team.

See page 33 for more advice on how to grow FBS.

Nick Lomax Nick Lomax has 27 years of FBS experience from the distribution and manufacturing sectors.

He joined S.P. Richards in 2010 as Director of Business Development for FBS, a category that has generated substantial growth for the wholesaler since then, through strong organic sales as well as strategic acquisitions.

Nick has built a team of Business Development Managers, tasked to further accelerate growth in the category. He also spearheads the integration of appropriate acquired company products onto the SPR platform.

WHAT WORKERS WANT 2018: DECODING THE HUMAN EXPERIENCE Josh Kerst SESSION 2: 1:00-2:15PM TARGET AUDIENCE: SALES LEADERS, SALES REPS Join Josh Kerst for a highly-engaging session that will stimulate thought, evoke discussion and prompt action, so you leave better equipped to meet your customers’ constantly changing workplace needs. The learning objectives of Josh’s presentation are: • Gaining access to the latest research on workers’ needs in an ever-changing workplace.

• Understanding how technology is influencing how and where people work today.

• Discovering how innovative workplace designs can successfully accommodate five generations of workers.

• Understanding how the physical workplace affects workers’ ability to perform tasks effectively.

• Recognizing the essential furniture elements that harmonize the intersection of people and places, and the impact on business performance.

Josh Kerst Josh Kerst is Principal Ergonomist at Safco Products and has over 30 years of experience working in corporate, educational, manufacturing and medical settings. He is an experienced, passionate and thoughtful leader in the field of ergonomics, with an emphasis on activity-permissive designs that positively transform the way people work.

Josh’s background includes developing well-being initiatives, supporting injury prevention programs, and creating product designs to improve human performance. He has written and presented worldwide on the topics of health, wellness, product design and personal development.

Josh holds a BSE in Industrial Engineering from the University of Michigan. He is a Certified Professional Ergonomist as well as a Certified Industrial Ergonomist.

Crystal Lewellen Crystal Lewellen has been in the jan/san industry for over ten years in a number of capacities. Starting her career as a local jan/san distributor sales rep in the Denver market, she originally specialized in education and government accounts, and over time built out a multichannel account base.

Crystal joined S.P. Richards in 2011 as a Business Development Manager, then moved into the West Regional Sales Manager position, and in 2017 was promoted to the position of Director of Sales for FBS.

John Molidor John Molidor, Merchandising Manager for Facility and Safety products at S.P. Richards, has been with the company for five years. Prior to his time at SPR, he was with Newell Brands where he worked in category management and trade marketing.

John has taken the lead in quickly developing the rapidly-emerging safety category at SPR, building out a robust assortment and helping propel independent dealer partners in this new and opportunistic space.

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SEMINARS MAXIMIZE RESOURCES AND INNOVATION TO INCREASE YOUR FURNITURE SALES Eddie Baird, Rachel Bray, Brian James, Bryan Leister

SESSION 3: 2:30-3:45PM TARGET AUDIENCE: SALES LEADERS, SALES REPS Did you know S.P. Richards has many innovative resources to help you grow your furniture sales? Join the SPR furniture team and learn how to leverage the latest technology to improve your customer’s experience while increasing your sales. Among the tools available are: • Online resource libraries that instantly streamline the sales process while offering fresh ideas for layouts.

• Augmented reality apps that allow you to photograph your customers’ area, remove existing furniture, design their new office and provide pricing right before their eyes. Close the sale on the spotl • A consumer-focused video to effectively tell your story and show your range of services.

The furniture team will also discuss a range of programs to make you more competitive and profitable. You will be able to see demonstrations of these invaluable resources and learn how to use them to increase your furniture sales and gross profit dollars.

• The Lorell® Active Office website features the latest products to keep users active and healthy in their work environment. Visit www.LorellActiveoffice.com.

• The Lorell® Diamond Dealer Showroom program provides assistance with product displays and marketing resources.

• The Lorell® Volume Dealer program offers increased profitability and incentives with the fastest-growing brand in the furniture industry.

• Lorell® ‘Engineered and Assembled in the USA’ and ‘Manufactured in Canada’ products deliver customization capabilities in the shortest possible time, so you can compete against furniture contract manufacturers.

• FurnitureAdvantage™ offers 20,000+ items delivered within 14 business days, giving you a competitive edge and even more binder-wide options.

See page 31 for more on furniture and how to sell it.

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Eddie Baird Eddie Baird has been Director of Sales for Furniture at S.P. Richards since 2013.

Prior to that, he held the role of Merchandise Manager for Furniture at the wholesaler.

Highly valued for his broad knowledge of the sector, Eddie has been in the office furniture industry for almost 30 years now, working for a number of other companies before joining SPR. These include Business Interiors, Office Furniture USA and United Chair Company. He has extensive selling experience with contract furniture from Knoll and Kimball as well as mid-market furniture.

Rachel Bray As Manager of the design team at S.P. Richards, Rachel Bray is an Interior Designer with more than ten years of experience in both commercial and residential project design.

During her career, Rachel has developed and implemented full construction documents for over 125 projects, as well as serving as Project Manager for many of those installations. She is skilled in all interior design and planning programs, including AutoCad, 20-20 Giza, Worksheet and Visual Impressions.

Rachel has a BFA in Interior Design from Valdosta State University, which gives her a thorough understanding of both architectural and aesthetic considerations important to SPR’s customers. In her role, she works with SPR’s dealer community to design, specify and manage furniture project opportunities.

Bryan Leister Bryan Leister joined S.P. Richards in February 2012 as Lorell® Merchandise Marketing Manager.

He has been in a variety of roles since then and is now Senior Merchandising and Brand Manager. In this position, Bryan is responsible for the furniture category merchandising and Lorell® brand management. During his time at SPR, Bryan has been instrumental in the progression of the Lorell® brand, from product development to marketing strategy and resource development.

Prior to SPR, Bryan spent ten years enlisted in the US Navy.

Brian James Brian James joined S.P. Richards in 2012 as Furniture Business Development Manager covering the Indianapolis, Grand Rapids, Columbus and Pittsburgh distribution areas. He is currently Furniture Regional Sales Manager for the North Central US. Overall, Brian has over 20 years of commercial office furniture experience, having worked as a salesperson with Herman Miller dealer Continental Office in Columbus, Ohio, from 1992 to 2000. Following that, he was an independent manufacturer rep for a number of manufacturers between 2000 and 2012.

Brian is hugely proficient in the overall furniture sales process, from identifying the opportunity and consulting with the end user and dealer, to the specification of products, field measuring, design, order, project management and – finally – installation.

SEMINARS YOUR 10-YEAR-OLD SELF Krista Moore SESSION 3: 2:30-3:45PM TARGET AUDIENCE: ALL What were you doing when you were 10? It’s a significant age, because prior to 10 we have parental influence, while afterwards we are affected by peer and social pressures and then, of course, hormones emerge. At 10, we have unlimited potential and not a worry in the world – we are imaginative and brave.

This session will engage your 10-year-old self into discovering who you are at your core and what you may be missing in life. The introspective process will outline the key components to find your hidden passion and talents, and embrace your authentic self.

Join Krista Moore as she introduces her new book Your 10-Year-Old Self in this workshop, which is co-sponsored by Office Products Women in Leadership.

For more information on OPWIL, see page 45.

Krista Moore Krista Moore is the founder and CEO of K.Coaching, a sales leadership coaching, consulting and training organization. She followed her entrepreneurial spirit and founded the company in 2003, after 20 years of sales leadership positions in the office products industry.

In 2016, Krista launched IDGrowth™, which is dedicated to the success of the independent dealer with business-building programs and products. The Sales Vault™, meanwhile, is an online learning management system, utilized by thousands of sales professionals in the country to enhance their sales strategies, training and leadership development.

Krista is a sought-after motivational speaker, author and certified business coach.

She is also the host of The Krista Moore Talk Show and the co-founder of OPWIL.

AMAZON, THE INVISIBLE COMPETITOR: DOES YOUR COMPANY HAVE A PLAN? Mike Tucker SESSION 3: 2:30-3:45PM TARGET AUDIENCE: OWNERS, SALES & MARKETING LEADERS Amazon was founded by Jeff Bezos as an online bookstore in 1995. Even though its sales now exceed $200 billion, it has remained amazingly invisible.

Similar to the robber barons of the railroad industry, Amazon has harnessed a new technology and used it to stifle competition across multiple industries, happy to incur losses to steal market share, and using manufacturers’ and dealers’ data against them to bring products and customers under Amazon control. At the same time, the company has made securing government favors and avoiding taxes an integral part of its strategy, collecting no sales tax in many US states and paying an average federal tax rate of 2%.

In this session, Mike Tucker will share ways in which independents can protect their business and educate their customers on the value of local, small businesses.

For more on Mike’s views about Amazon, see page 34.

Mike Tucker Mike Tucker serves as President & CEO of NOPA. Prior to this, he was on the IOPFDA’s board of directors while working as President of his own company George W. Allen/EZ Print Supplies.

Early in his career, Mike focused on sales and marketing to the federal government, discussing contracts and managing federal sales teams for the companies he worked with. He has negotiated national purchase agreements with numerous federal agencies for everything from office supplies and furniture to copiers, packaging and coffee.

Mike is also the founder of GoverNet, a network of 92 independent dealers, strategically located in key federal markets around the country, and unified and managed under a GSA contract held by George W. Allen.

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LINKEDIN™: WHAT YOU NEED TO KNOW TO PROPEL THE BUSINESS OUTCOMES YOU CARE ABOUT Brian Tietje SESSION 3: 2:30-3:45PM TARGET AUDIENCE: ALL As more research and networking is happening online, we all need to own and expand our personal and professional brands. Have you and your team adapted to the ‘new normal’ yet, whereby 90% of decision-makers now say they never respond to cold outreach?

Buying decisions involve more people than ever before; in fact, research shows that 6.8 people are involved in the average B2B buying decision.

Building relationships is different in this new normal.

You need to target the right buyers, understand what they value and engage them with personalized outreach.

Join Brian Tietje for this informative session and learn how to get the most out of your LinkedIn™ experience.

Brian Tietje Brian Tietje is the Global Client Director at Linkedln™, where he heads a team of professionals whose mission it is to deliver the best Linkedln Connected Enterprise experience possible for clients.

Brian’s team helps leading global companies maximize their assets – their brands and employee networks – across Linkedln’s broad portfolio of products and services to increase revenue while reducing cost to acquire customers and talent.

Brian is passionate about educating companies to maximize their LinkedIn opportunities and uses his role on LinkedIn’s Connected Enterprise team to steer account strategy and maintain executive relationships with a wide range of global clients.

MORE ON... FURNITURE

Furniture AND HOW TO SELL IT It is a great Monday morning in San Antonio, Texas. And what better thing to do on that Monday than spend some time learning more about office furniture?

So you’ve checked your email, LinkedIn, Facebook, news feeds and every other social media outlet because technology is part of our everyday routine. Now it’s time to see how technology is being used in office furniture, and how you can incorporate it into your sales process.

Picture getting a call from a customer wanting to see some office furniture, but your showroom is hours away. You don’t want to lose the opportunity, so what do you do? What if you could send your customer a link to a virtual reality showroom? The customer can see your 3D showroom on a computer or smartphone. You can take him/her on a tour and get one step closer to that customer buying from you.

Or your call may come from a customer who wants your help selecting new furniture for the office? You load up catalogs, binders and brochures and roll into the meeting with your catalog case on wheels with tons of brochures, all in the hope that you have the right literature to show what you have to offer. It’s like playing the lottery and you hope you get lucky.

Now imagine that, after attending the furniture session at the ABC, you get those same calls. You’re in a different position now. You have a virtual library with all of your brochures, finish selections and pricing at your fingertips, and a design tool that allows you to take a picture of the customer’s current office, remove the existing furniture, design the new office with high-res images and show the customer a proposal designed on the spot. And all of this fits on your tablet, so no more hauling around binders in hopes of success.

S.P. Richards is investing in resources to help you grow your furniture business. We offer programs such as:

• Lorell®: a brand that fits many furniture needs with three ways to buy at various price breaks.

• FurnitureAdvantage™: 30 manufacturers with a large breadth of product types at one consistent discount, including delivery.

• Furniture experts: this could be a local Regional Manager, an Interior Designer or a Furniture Customer Service Rep to help you grow your office furniture business and assist with any sales needs.

• Kits Collaborator: a very affordable design program that includes an augmented reality tool.

• MyResourceLibrary: another affordable resource that provides the necessary information at your fingertips to build a virtual project folder for your customer, improving your communication with the decision-maker.

Join the S.P. Richards team today in Session 3, from 2:30-3:45pm, in Lone Star C to hear more about how you can ‘Maximize Resources and Innovation to Increase Your Furniture Sales’.

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MORE ON... FBS

LET’S GROW FBS The S.P. Richards Facilities, Breakroom and Safety (FBS) team is excited you are here with us in San Antonio and we can’t wait to engage and collaborate with you over the next few days.

The marketplace is changing at a pace unlike anything we have seen before and as your wholesale partner, SPR is committed to providing unique tools and services specifically with the independent dealer channel (IDC) in mind.

The IDC has made significant strides in developing the growing FBS category. In fact, many end users believe that dealers offer superior value, leveraging technology and accelerated category knowledge to enable robust partnerships that go well beyond simple transactions. The credibility for dealers in FBS has never been higher.

We hope that you will join us this week in conversation about how your business can take the next steps in FBS category development. Our team is ready to tell you about all of the exciting new tools and programs we have available already, and more about those we are developing to keep up with the rapid pace of change.

Don’t miss today’s seminar ‘Vertical Reality’. In this informative presentation, you will learn how to crack the code to the most valuable selling opportunities across a wide host of vertical markets.

Understanding how to navigate these opportunities to maximize sales results can be tricky. SPR’s new PinPoint™ City is an interactive program sure to be a game changer for dealers looking to accelerate their FBS sales.

At our industry-leading Business Solutions Expo tomorrow, be sure to seek out the FBS team to learn more about: • Genuine Joe®: now with over 600 SKUs across the entire category, Genuine Joe® has become the brand of choice for independent dealers.

• OnPoint™: ask about the hugely popular training program designed to take dealer sales rep knowledge to the next level. New on-site seminars coming in 2019!

• FBS experts: whether it is a local Business Development Manager or our Account Managers, our team is here to help build your FBS business.

• PinPoint™ City: innovative technology created to aid even the most novice FBS seller win end users!

• OnPoint™ OnDemand: our newest training tool. Can’t attend a live OnPoint™ session for some reason? No problem at all! Log into OnPoint™ OnDemand at your convenience, 24/7, to hone your skills in selling FBS.

eing We look forward to se ssion1, you this morning in Se Star 10:30-11:45am, Lone more A/B. Come and learn ity ’. about ‘Vertical Real

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MORE ON...

PLAY THE AMAZON GAME – AND WIN Amazon is a mighty competitor, no doubt. But there are many differentiators that independents bring to the table, says NOPA’s Mike Tucker Businesses everywhere are talking and worrying about Amazon. Look at the list of companies that have closed hundreds of stores or shut their doors permanently in the past ten years. Size doesn’t matter. Walmart, Sears, Office Depot, Payless Shoes, Radio Shack, Toys“R”Us, PetSmart, hhgregg – household names across all product categories, from clothing to vitamins. A retail apocalypse.

The impact of online shopping has drastically changed the shape of our cities and towns, reducing the demand for retail space, increasing freight congestion and leaving parking lots empty. Obviously, Amazon has been the leader of this shopping revolution. Its meteoric growth over the past ten years; its endless list of products, unbeatable prices, etc – it simply seems to be the best at anything it does.

But let’s stop talking about how big and powerful Amazon is. In my presentation today at the ABC, I focus on the strengths and values that independent dealers bring to their customers and their cities. Independents have a powerful voice and they must use it to educate their employees, their customers and their locally-elected officials. Yes, Amazon is good at many things, but it has spent billions to create the perception that it’s good at everything. It’s not. In the B2B world of office products, it’s not just about price. Amazon has many weaknesses that dealers can exploit.

The first step is educating employees. Your staff must understand the value of what they do if they are to share it with your customers.

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Once employees understand their company’s value proposition, they should be trained on how to communicate the message to your customers. Simply agreeing to match Amazon’s price is not a plan. (continued on page 36) Service Offered

Independent Dealer

Amazon

Next-day delivery

Yes

Two days or more, no guarantees

Returns easily processed

Yes

Myriad of phone calls, emails, automatic replies and on-hold waits

Warranty or service

Yes

Myriad of phone calls, emails, automatic replies and on-hold waits

Desktop/departmental delivery

Yes

Yeah right!

Local/in-person customer service

Yes

No way!

Invoicing on terms, departmentalized and properly allocated to programs and location

Yes

Credit card number, please.

Order approval routing, implemented for the account to control order size and the types of items that can be purchased

Yes

I don’t think so!

AMAZON Here’s my plan: Develop a policy for price-match requests • Only price-match against a qualified reseller (not third-party sellers); explain concerns (gray market and counterfeits, for example).

• Get screen-shots to verify the offer.

• Confirm there are no other terms and conditions or rebates that affect the pricing.

• Determine freight charges.

• Confirm product availability.

• Ask for a credit card – 30-day terms don’t apply to Amazon purchases.

Create a list of probing questions that your representatives can use to educate and reinforce the value your company offers • Is this an item you purchase regularly? If so, we can put it on a contract that will hold the price.

• How soon do you need the item? You may be able to save dollars by purchasing the product directly.

• Have you ever tried returning an item to Amazon?

• Have you experienced any problems with partial shipment/proof of deliveries?

Hold regular meetings with employees to update and reinforce this training • Share successes and challenges.

Promote the features of your website • Ease of use: this includes stock-check capability; favorites/ shopping list; intuitive search; exclusion lists; order history, etc.

Educate/engage your locally-elected officials • Ask for a meeting with your officials and/or their staff.

• Invite your officials to visit your business.

• Attend a community meeting or town hall where your officials will be present.

• Attend a campaign event, candidate forum or debate. Use NOPA tips to get the most out of the meeting.

What should your message to these officials be?

• Share concrete details from your business and neighboring businesses to illustrate the stakes. Stories stick with people.

• Show how the well-being of independents impact the bigger issues. You can share the NOPA fact sheet to help illustrate this point.

• Show how other cities are leading the way and seeing results.

Remember that above all, meeting with your local officials helps build the mindset that independent businesses matter. The more these people hear from you and other local businesses, the more your perspective will be represented in their decision-making.

Don’t miss Mike Tucker’s talk ‘Amazon, the Invisible Competitor: Does Your Company Have a Plan?’ in Session 3, 2:30-3:45pm, Lone Star A/B today.

AWARDS

Texas-bound:

NAOPA 2018 The ninth North American Office Products Awards (NAOPA) have come to Texas! Organized by OPI in association with S.P. Richards as part of the ABC, the finalists for the vendor awards have been decided and the winners will be announced at tomorrow’s Recap General Session.

The categories for these product-related awards have been trimmed down this year, taking into consideration that segment boundaries are blurring and products being increasingly eligible for several of the former categories.

Particularly so-called ‘core office products’ in today’s world find applications in many non-core environments while, by the same token, a wide variety of ‘technology’ products are now very much at home in traditional settings.

The shortlist in the two vendor categories that reward overall business product as well as innovation of the year is as follows:

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 In addition to the finalists in these categories, there’s one further product award that has become one of the highlights of the NAOPA

– the People’s Choice. The number of overall entries received this year was yet again overwhelming, testifying to the continuous innovation in our sector.

As a result, the NAOPA judging panel had a tough time whittling down the nominations and deciding which ones should make it into the ultimate People’s Choice shortlist.

On the next couple of pages, you will find all the finalists – including those in the two aforementioned categories – that are eligible for the People’s Choice award. As you can see, the entries are wide and varied, illustrating just how allencompassing our industry is becoming.

Voting for the People’s Choice, which is open to OPI’s US readers and delegates here at the ABC, began on 20 June via opi.net and will culminate during the Business Solutions Expo tomorrow.

Another integral – and always highly anticipated

– part of the NAOPA are the dealer awards. These accolades, which comprise the Professional and Young Executive of the Year as well as the Industry Achievement awards, highlight progress, determination and – frequently – resilience in the face of adversity.

The winners of these awards are not merely coping with the many challenges this changing industry is throwing at them, they thrive on them.

There’s no shortlist for the dealer awards. One winner will be introduced during the opening General Session this morning while the remainder will be announced with the vendor awards tomorrow.

Read a review of the first award in tomorrow’s ABC Show Daily.

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NAOPA 2018 WHICH IS YOUR

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:

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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.

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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

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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:

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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.

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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.

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OPWIL

Building RESILIENCE Ten years ago, Office Products Women in Leadership (OPWIL) was just a vision and a dream. It was born out of a need for women in the office products industry to be able to more easily network, collaborate and continue to grow as leaders in a maledominated environment.

Over the years, women have emerged as business owners, sales leaders and managers. They all face similar challenges as they navigate the industry and their leadership commitment. OPWIL offers a community of like-minded women who, through that community, can easily network, share their experiences, gain mentorship and grow personally and professionally.

Today, OPWIL has 43 executive members and over 800 social members from around the world. In a nutshell, it provides a myriad of opportunities to interact with peers, share challenges and build networks.

OPWIL’s board of directors is comprised of select executive members who want to guide the organization in terms of membership growth, sponsorship involvement, marketing initiatives and educational events and programs.

MEMBERSHIP BENEFITS INCLUDE: • Mastermind forum groups to share experiences and identify new strategies or solutions.

• Members-only Basecamp to encourage conversations and share resources.

• Educational events and workshops focused on leadership development.

• A private suite at industry events for both networking and wellness.

• Annual retreat for stronger bonding, focused learning and collaboration.

at Evins Mill, Smithville, TN, from September 28th–30th, it’s a weekend dedicated to professional networking and education as much as to funfilled team-bonding – all in a beautiful mountain retreat setting.

OPWIL is passionate about creating a safe and confidential environment to learn, develop and grow among peers, while establishing lasting friendships.

For more information about membership or our upcoming retreat, go to: https://opwil.com/. And don’t forget to attend Session 3 this afternoon from 2:30-3:45pm, Lone Star D/E, where OPWIL Co-founder Krista Moore will talk about ‘Your 10-Year-Old Self’.

This year, OPWIL is organizing its 3rd Annual Retreat with the overall theme of ‘RESILIENCE 2018’. Held

SPONSOR SPOTLIGHT ACCO Brands Welcome to the 2018 S.P. Richards 20th anniversary ABC show! ACCO Brands is pleased to support this important industry event which provides an interactive environment for you, the independent dealer, to collaborate with your peers, selling partners, business associates and brands that are key to your success.

Independent dealers are among the most important partners to the ACCO Brands business and to end consumers. Your ability to build lasting relationships, identify needs and provide strong branded solutions ensures a healthy, growing industry.

ACCO Brands has the solution for every workspace with a broad portfolio of products. Whether you’re working to serve customers in the conventional

office, education, hospitality or healthcare environment, we have a range of strong branded solutions – from Quartet, Swingline®, GBC®, AT-A-GLANCE®, Mead and Five Star® to Wilson Jones and Kensington.

We invite you to visit the ACCO Brands booth, #400, tomorrow during the Business Solutions Expo and learn how we can deliver product solutions for any industry or workspace. While you are there, view our demonstration of the 2018 People’s Choice-nominated Swingline Stack-and-Shred Shredder with SmartTech technology. Don’t forget to take a selfie, share it and enter to win the Ultimate Road Trip package.

Also visit our Quartet booth, #1634, to see our display of glass boards and accessories. Lastly, make sure you

enter to win our new Invisamount™ glass dry-erase board for your office.

Welcome to Texas! We hope you will enjoy your visit to the fabulous Knibbe Ranch tonight (for more information, see page 46).

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ENTERTAINMENT

YEE-HAW!

Welcome to Knibbe Ranch TONIGHT 6:30PM

After a day of education and learning at today’s seminar sessions, it’s time for some relaxation. Join your colleagues, friends and industry peers for a oncein-a-lifetime excursion to a working cattle ranch for an evening of fun and Texas barbecue.

Co-sponsored by ACCO Brands and HP Inc, guests will be treated to a front-row seat at an authentic, traditional Texas rodeo. This isn’t playtime with actors – true American cowgirls ride the barrels, cowboys do the bull riding while experienced rodeo clowns and rodeo bosses keep things on track. These professionals give it their all to win the purse, just as they have done for centuries.

The Knibbe Ranch – pronounced ka-NIB-bee – was founded in 1852 and is one of the few remaining Century Heritage Ranches in the state of Texas, which means the Knibbe family has been raising cattle here for over 100 years.

Century Heritage Ranches must be owned and operated by the same family in a direct line of descent.

The Knibbe Ranch was founded by Dietrich Knibbe and is now run by his great-great-grandson, fifth-generation descendant Charles J ‘Chuck’ Knibbe and his wife Sharon. Their son Chad and his wife Callie have three girls who represent the seventh generation.

The ranch is located north of downtown San Antonio in the beautiful Texas Hill Country with its rolling hills, beautiful meadows, the Guadalupe River as its southern boundary, and the Spring Branch Creek with its many springs flowing through the middle.

Buses for Knibbe Ranch will depart from the Henry B. González Convention Center at 6:30pm, with the last one leaving at 7:30pm. They will return at approximately 11pm. All adults must have a badge to get onto the bus. Children are allowed with badged adults only.

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