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Connecting the

business products world

BIG INTERVIEW

Sarah Hunter, Officeworks

March 2025

influential

W MEN in the business products world

CONTENTS 18 Big Interview Sarah Hunter looks back on six years in charge of Australia’s Officeworks – and forward to many more to come 26 Focus What is the future for stationery and office supplies retailing?

influential

W MEN in the business products world

28 Special Feature The second edition of OPI’s Influential Women list is out. How does it compare to the inaugural 2023 tally?

Big Interview: Work, learn, create and connect Retail remains its beating heart, but Officeworks is about so much more than stores. ‘Every channel’ is the Australian operator’s mantra and it’s this path Sarah Hunter has been following ever since she took over as Managing Director in 2019.

It’s not been easy, Hunter admits, but in among plenty of challenges – and plenty of competition – she and her team have expanded the retailer’s scope, product and service offering as well as audience. They have also grabbed the opportunity to reinvent Officeworks’ strategy and position in the market, with people and planet at its core.

FOCUS: RETAIL STRAIN

48 How To... ... successfully compete in the safety and workwear category 50 Advertorial Germany’s Schneider continues to build on its long-standing sustainability principles 52 Event: City of Hope Virtual Tour 2025 Spirit of Life honouree John Fellowes on this year’s Expanding Hope campaign 54 Preview: European Office Products Awards Shortlist revealed: who will win a coveted EOPA in Amsterdam this month?

REGULARS 5 Comment 6 News 14 Green Thinking News 16 OPI Small Talk 60 5 minutes with...

Don Burgin 62 Final Word Peter D'Amery

March 2025

Latest reports from the UK financial press suggest that, if a deal is done, up to half of the [WH Smith] stores could be shut down by their new owners. This will further impact the ‘traditional’ office supplies segment where WH Smith has long been a major player.

Just five years ago, stationery accounted for half of the operator’s High Street revenue of £580 million ($725 million) and around 60% of store trading profits of £60 million. At the time, WH Smith said the category was still “an important area of investment” as the market remained “robust”. It also made acquisitions to diversify online in sub-categories such as greeting cards, specialist pens and personalised wedding products.

44 Category Update Visual communications: an evolving segment with both opportunities and challenges

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COMMENT The OPI team EDITORIAL

Editor Heike Dieckmann +44 1462 422 143 heike.dieckmann@opi.net News Editor Andy Braithwaite +33 4 32 62 71 07 andy.braithwaite@opi.net Assistant Editor Kate Davies kate.davies@opi.net Workplace360 Editor Michelle Sturman michelle.sturman@workplace360.co.uk Freelance Contributor David Holes david.holes@opi.net

SALES & MARKETING Chief Commercial Officer Jade Wilson +44 7369 232590 jade.wilson@opi.net Head of Media Sales Chris Turness +44 7872 684746 chris.turness@opi.net Commercial Development Manager Chris Armstrong chris.armstrong@opi.net Digital Marketing Manager Aurora Enghis aurora.enghis@opi.net

EVENTS Events Manager Lisa Haywood events@opi.net

PRODUCTION & FINANCE Head of Creative Joel Mitchell joel.mitchell@opi.net Finance & Operations Kelly Hilleard kelly.hilleard@opi.net

PUBLISHERS CEO Steve Hilleard +44 7799 891000 steve.hilleard@opi.net Director Janet Bell +44 7771 658130 janet.bell@opi.net Executive Assistant Debbie Garrand +44 20 3290 1511 debbie.garrand@opi.net

E

Shining a light on excellence

xactly two years ago, on the occasion of International Women’s Day, we published our first-ever record of fantastic female executives in our sector. With the assistance of industry peers and after much debate, we pooled together a broad selection of female leaders from across our industry – and then condensed it into the final list of 50. OPI’s Influential Women were born.

Now it’s time for round two! There are many familiar names, testament to these women’s lasting contributions and impact. One of them is Officeworks’ Sarah Hunter who I had the pleasure of talking to for our Big Interview (page 18). Here’s a story which speaks of grit, determination and constant awareness of the need to adapt.

Ours is, essentially, a ‘people’ industry – and they need to be looked after

However, there are new faces too – 12, in fact. Some have recently joined our sector, such as Safco’s Kristy Howe (see also Small Talk, page 16), but most are seasoned business supplies execs who have either taken on different – more senior – roles in their organisations and/or added further responsibilities in other capacities.

We hope we got it right – go to page 28, read all about OPI’s Influential Women and let us know what you think. Any feedback is, as ever, much appreciated.

With celebration in mind, this is also the issue where you’ll see what’s in store for this year’s European Office Products Awards (EOPA). The shortlist is out (page 54) and it’s heartening to see the effort a wide variety of companies continue to put in to make their operations innovative and progressive.

I say this with a particular nod to the new EOPA Best Workplace category which included some phenomenal entries and nominations, emphasising once more that ours is, essentially, a ‘people’ industry – and they need to be looked after in the most comprehensive way.

Also on the people note, it’s so encouraging to have many up-and-coming leaders in our space in both the Young Executive and Executive of the Year categories – this is exactly what we need.

I hope many of you will join the OPI team – and business leaders from across Europe – at the special EOPA Presentation Dinner which will be held at the Hotel Okura in Amsterdam on 11 March 2025 during the HEIKE DIECKMANN, EDITOR OPI Partnership event.

Twitter: @opinews Linkedin: opi.net/linkedin Facebook: facebook.com/opimagazine Podcasts: opi.net/podcast App: opi.net/app

Office Products International Ltd (OPI) Focus House, Fairclough Hall, Halls Green, Hertfordshire SG4 7DP, UK Tel: +44 20 7841 2950

No part of this magazine may be reproduced, copied, stored in an electronic retrieval system or transmitted save with written permission or in accordance with provision of the copyright designs and patents act of 1988. Stringent efforts have been made by Office Products International to ensure accuracy. However, due principally to the fact that data cannot always be verified, it is possible that some errors or omissions may occur. Office Products International cannot accept responsibility for such errors or omissions. Office Products International accepts no responsibility for comments made by contributing authors or interviewees that may offend.

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March 2025

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5

NEWS

Winc reportedly for sale On 6 February, the Australian Financial Review (AFR) reported that Platinum Equity was actively seeking buyers for its Winc reseller business in Australia and New Zealand (ANZ).

Platinum has owned Winc since 2017 when it first bought Staples’ followed by OfficeMax’s ANZ operations. It then sold off Staples in New Zealand to satisfy competition authority requirements.

After almost eight years, it is no surprise Platinum is looking for an exit, especially as post-pandemic Winc has been something of a

turnaround story – according to an article the investment firm published last year. Winc CEO Peter Kelly also discussed the company’s progress with OPI at the start of 2022 (see Big Interview, OPI January/February 2022, page 14).

As for possible buyers, the contract channel in Australia is essentially the domain of three players: Winc itself, plus COS and Officeworks.

The latter has been actively building its capabilities in this area (see Big Interview, page 18) and won a place on the state of Victoria’s recently

awarded stationery and workplace consumable contract.

It is not clear if the Australian Competition and Consumer Commission would be willing to let further consolidation take place. A 2022 report, however, suggested it would tolerate two strong players serving large commercial and government accounts.

That said, it is debatable whether COS or Officeworks have either the resources and/or the appetite to pursue such a deal. The smart money would probably be on another private equity firm entering the fray, particularly as far as the Australian component is concerned.

It’s a slightly different picture in New Zealand where Winc still operates under the OfficeMax name. COS has previously hinted at possible expansion across the Tasman Sea and local player Warehouse Stationery may have an interest in developing a stronger B2B offering as its retail locations continue to post declines.

In addition, OfficeMax is largely left to its own devices, so spinning it off from the Winc parent would not appear to be a major obstacle. The AFR is usually close to the mark, so it will be interesting to see if there are any further developments on this story as the year progresses.

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Staedtler outlines growth strategy

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Staedtler has said it aims to “transform from a traditional stationery manufacturer into a global, brand-orientated consumer goods company”.

Unveiling its strategy called ‘Go Beyond’, the Germany-based group stated it was beginning a “new, ambitious chapter” in its history. Leading the transformation are the three members of Staedtler’s executive board: Matthias Greiner (CEO/CFO), Dr Konstantin Czeschka (COO) and Hannes Marohn (Chief Sales and Marketing Officer). Marohn’s role was given a special mention. Staedtler said his appointment last July had set “the strategic course for marketing and sales”.

“With his wide-ranging expertise and many years of experience in international business [he was previously Global Head of Puzzles and International Licensing at the Ravensburger Group], Marohn will help take Staedtler to the next level and further expand its position on the international market,” the vendor wrote.

The company plans to almost double its revenue by 2035, tap into new markets and business areas and further expand its digital products. The focus will be

on its strongest product brands globally in the areas of stationery, crafts and creativity as well as expansion in three geographical regions: North America, South America and Europe.

The project will involve “targeted investments in brand communication and increased consumer centricity”.

Strategic acquisitions and partnerships were also part of the plan, the vendor added.

From left: Dr Konstantin Czeschka, Matthias Greiner and Hannes Marohn

Online furniture leader Wayfair has confirmed it is pulling out of the German market. In a note to staff in January, CEO and co-founder Niraj Shah explained the “difficult decision”, which will end the firm’s foray into continental Europe initiated 15 years ago. He told employees Germany had lagged behind the UK in terms of success despite recent turnaround efforts.

“Since COVID, and in particular over the past year, we have made meaningful progress in Germany thanks to the work of many of you directly involved in the market,” he said. “However, scaling our market share and improving our unit economics [...] has proved challenging due to factors such as the weak macroeconomic conditions for our category, the lower maturity of our offering, current brand awareness and limited scale.”

In a regulatory filing, Wayfair said the decision would impact around 730 people, although it expects about half of these to relocate to other corporate offices. Winding down the German business is set to cost the company up to $111 million, including approximately $65 million in mostly non-cash charges related to facility closures.

Shah underlined Wayfair’s continued commitment to its other non-US markets – Canada, the UK and Ireland – although, taken together, they have not been profitable. In the 2021-2023 financial years, the International unit reported total adjusted EBITDA losses of more than $600 million.

ODP HQ to be redeveloped

NEWS

Wayfair exits Germany

The ODP Corporation’s (ODP) head office complex in Florida is to undergo a major redevelopment in 2025. ODP moved into its current Boca Raton location in 2008. It then acquired the site in 2017, but sold it almost two years ago to real estate developers for $104 million.

Now, according to renderings of the project, the iconic white columns at the front of the building (see below) are set to disappear after the owners were recently given the green light by the local Planning and Zoning Board to transform part of the property into a retail and residential area that includes 500 apartments.

The first phase of the work – which will get underway shortly – is the demolition of 215,000 sq ft (22,000 sq m) of office space.

Two other office buildings totalling 400,000 sq ft are to remain, with just over half of this leased to ODP until 2033.

ACCO acquires seating firm

March 2025

ACCO Brands’ Australian subsidiary has agreed to buy a local designer and distributor of ergonomic seating products. On 1 March, the vendor will acquire the assets of Buro Seating, inclusive of all brands and distribution rights. These include ranges which are both owned and distributed by Buro, such as Buro Seating, Konfurb, Koplus and the Mondo range of products.

Buro was founded in 1994 as a New Zealand-based company specialising in the design and manufacture of ergonomic office furniture. Its products are now sold widely in New Zealand and Australia (ANZ).

Once the acquisition is completed, the sales, marketing and customer support functions will continue to be managed by the existing Buro team.

Meanwhile, finance and purchasing will be integrated into the current ACCO Brands head office team’s responsibilities, while warehousing and distribution will be migrated to ACCO locations in ANZ. ACCO said the expanded product mix will complement its portfolio of brands in the office, education, technology, janitorial, hardware and gaming segments.

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NEWS

ON THE MOVE JPG MD leaves RAJA Office’s JPG business in France is on the hunt for a new Managing Director after the departure of Jean-Louis Coustenoble at the start of 2025. Coustenoble spent more than 20 years at the reseller over two spells, the first beginning in 1994.

Wilkhahn names new CEO Workplace furniture manufacturer Wilkhahn has appointed Goetz Stamm (pictured) as its new CEO. The 54-year-old former naval officer spent almost 13 years at 3M and was most recently CEO at visual communications and stationery vendor Sigel.

Stamm takes over from former Office Depot Europe CEO Raffael Reinhold who had been leading Wilkhahn on an interim basis.

Additional role for Dougherty Kate Dougherty, President of US dealer Office Essentials (OE), has revealed she is also President of well-known Chicago-based reseller Garvey’s. Like OE, Garvey’s is a member of The ODP Corporation’s Federation group.

Theuws to leave Quantore Arnold Theuws, Managing Director of Benelux business products wholesaler/dealer group Quantore, is to step down from his role on 30 June. He will continue to be involved in the business for two days a week before officially retiring on 1 July 2026.

Theuws has been on Quantore’s board for the past 23 years, 17 of those as Managing Director of the multichannel group. The search for his successor is underway.

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Essity CEO to depart Magnus Groth, CEO of health and hygiene vendor Essity, will leave the company this year.

Groth joined SCA 14 years ago and has been Essity’s only CEO since it was spun off in 2015.

There is no rush to find a successor, although the process has started. Groth has a notice period of 12 months and will remain until a new CEO is appointed.

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HP appoints UK & Ireland MD HP Inc veteran Ruth Patterson (pictured) has been named as VP and Managing Director of its UK and Ireland (UK&I) cluster.

Patterson started in her new role on 1 February and reports to Neil Sawyer, HP’s Managing Director Northwest Europe. Sawyer was previously in charge of UK&I before replacing Stephanie Dismore last year when she left to join AMD.

Lyreco doubles down on services

Lyreco has announced the establishment of a dedicated Services and Solutions division in its home market of France. Describing the move as a “strategic shift”, the reseller said it “aims to evolve from a transactional distributor into a solutions provider for all professionals, across all workplaces”.

Lyreco’s services have historically been add-ons directly linked to products. The new division has a much broader mission: to enhance and scale the services and solutions offering and turn it into a distinct product range in itself.

One aspect is a shift to a recurring revenue model in categories such as coffee, water and print management. Lyreco is now offering monthly subscriptions that include equipment provision, installation, maintenance and the automatic replenishment of consumables.

“Imagine a cafeteria where you never have to worry about buying coffee. You don’t even need to place an order; it’s always available, never out of stock, yet never overstocked,” stated Gauthier Delannoy, Services and Solutions Director at Lyreco France.

He added: “With this new approach, we want to take our promise further by ensuring our clients have everything they need for their daily work in the most efficient way possible, regardless of their industry or workplace specifics.”

Other areas handled by the new division include workstation and meeting room equipment rental, vending machines for PPE, office supplies and IT accessories, and customisation solutions tailored to a customer’s branding.

UPM Raflatac has made a major acquisition in the UK as it looks to further grow in the graphics segment. The company has announced the purchase of Metamark, a manufacturer and distributor of graphics solutions that specialises in self-adhesive colour films, print films for large format colour printing, laminates, and wrapping films for various end uses.

Founded in 1962, Metamark employs about 185 people and has a manufacturing site in Lancaster in the north-west of England. The transaction values the firm – which has annual sales of around £65 million ($81 million) – at £146 million.

UPM Graphics is a strategic self-adhesive business unit within UPM Raflatac, established following the acquisition of Global Notes owner AMC in 2022. In 2024, the company further expanded its graphics portfolio through the acquisition of Belgium-based Grafityp.

ALSO enters the US

European technology distributor ALSO has expanded into the US with an initial emphasis on cloud solutions – ALSO Cloud US has already commenced operations with its first customers.

The company is focused on accelerating cloud migrations, strengthening cybersecurity and driving the adoption of AI solutions. Following the model it used in the UK, ALSO Cloud US has launched in parallel with a PaaS – platform as a service – partner to accelerate growth in the market and establish a foundation for “further enhancements”.

In a press release, ALSO highlighted the potential of the US market. “The beauty of the US is its position as the world’s largest economy, with 90 million commercial unique users and an ICT total addressable market of $1.5 trillion per year,” the distributor wrote.

It added: “There is a high level of cloud-application usage and IT-as-a-Service consumption, supported by a broad ecosystem of approximately 100,000 IT channel partners.”

ON THE MOVE Leadership change at C-Line The next generation has taken over at US office supplies vendor C-Line Products following the retirement of Jim and Judi Krumwiede.

Taking the helm are their daughters, Jennifer Krach and Lindsay Gomez, who represent the fourth generation in the family business. Krach (pictured top) will serve as CEO, with Gomez (bottom) named as COO and Treasurer.

NEWS

UPM Raflatac adds scale in graphics

Noyes in new SPR sales role Former Clover exec Steve Noyes has joined wholesaler S.P. Richards as Director of Government Sales.

He is charged with helping the wholesaler’s dealers develop their public sector sales.

Noyes will also cultivate strategic relationships with the stakeholder community, including the General Services Administration, the AbilityOne Commission and National Industries for the Blind.

Global Industrial names CEO Global Industrial has confirmed Anesa Chaibi as its new CEO, effective 17 February.

Executive Chairman Richard Leeds had been serving as interim CEO at the MRO, industrial and business products distributor since Barry Litwin left last August.

Lyreco seeks new Germany MD Lyreco has confirmed the departure of Frank Exslager (pictured), Managing Director of its operations in Germany. Exslager took on the role in 2021, shortly after the reseller had acquired Staples Solutions’ German contract unit.

Until a successor is named, Zone Managing Director Xavier Etienne has taken over the day-to-day running of the unit.

March 2025

ECI appoints CIO ECI Software Solutions has promoted Brian Hildebrand to the role of Chief Information Officer.

Hildebrand has been with the software provider since 2008 in a variety of IT-related roles of increasing responsibility.

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NEWS

Sylvamo to make US investments

Sylvamo has announced plans to invest around $145 million in “high-return capital projects” over the next three years.

The main thrust of the spending by the paper manufacturer will be on reducing costs and “significantly” enhancing the capabilities at the Eastover facility in South Carolina (pictured below), described by Sylvamo as its “most competitive mill in North America”.

Approximately $100 million will be used to increase the speed of a paper machine. This project – set to be completed towards the end of 2026 – will enable the company to produce around 60,000 additional tons of uncoated freesheet paper annually.

The remaining $45 million have been earmarked for a new cut-size sheeter. This, said Sylvamo, will lower costs and add flexibility to better service customers. It is also expected to be finished in the fourth quarter of 2026.

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ISG and WSA board news

10

US business products organisations Independent Suppliers Group (ISG) and The Workplace Solutions Association (WSA) have announced details of their respective 2025 boards.

At ISG, Eakes Office Solutions’ Paul McKinney has been elected as Chair. He succeeds Yancey Jones Jr, who remains on the group’s board.

ISG’s other executive committee members are Justin Carpenter (Vice Chair), Brian Kerr (Secretary) and Bryan Kristenson (Treasurer).

At the WSA, Elena Wuchner of Denver, Colorado-based dealer EON Workplace is its 2025 President. The association’s other officer is Past President Charlie Kennedy, although it has a board of directors and an advisory board comprising another 20 people between them.

For more on Elena Wuchner, see our Special Feature on Influential Women in our industry from page 28.

ORS Nasco buys Bunzl safety wholesaler

Essendant’s former industrial business, ORS Nasco, has acquired one of Bunzl’s US redistribution businesses – R3 Safety.

R3 was established by Bunzl in 2006 after it had purchased United American Sales and West Gate Sales. ORS Nasco CEO Kevin Short describes it as the US’ “premier safety specialised wholesaler”.

The move comes about six months after ORS Nasco was acquired by Wynnchurch Capital from One Equity Partners, the firm that bought the business from Essendant in 2019.

At the time Wynnchurch announced its investment in ORS Nasco, the private equity firm said it would work with the wholesaler’s management team on strategic M&A – it has certainly done that by snapping up R3.

Slingsby on the market

UK industrial and workplace equipment reseller Slingsby has announced it will commence a formal divestment process. The company said its board had conducted a review of “various strategic options” and concluded it would be “appropriate to investigate” the sale of the business. No active discussions have taken place with any potential purchasers, nor has an approach been made by a third party.

Slingsby’s largest shareholder is Irish businessman Michael Chadwick, who first invested in Slingsby in 2009, with his stake currently standing at just over 26%. The second-biggest shareholder – at around 14% following the granting of more than 50,000 shares last October – is the reseller’s CEO Morgan Morris.

In the first half of 2024, Slingsby barely broke even on an operating profit basis as falling sales coincided with higher costs.

Exceptional items, including a £200,000 ($250,000) payout to now-retired Director Dominic Slingsby, led to a pre-tax loss of £250,000 for the six months ended 30 June 2024.

At the time, the reseller pointed to the uncertain outlook for the rest of 2024 as well as highly competitive market conditions. In a trading update in October, top-line trends were shown to be falling by 11% in the third quarter. For the full year, annual sales are set to be around the £20 million mark.

Morgan Morris

NEWS

IN BRIEF

The increased use of technology brings with it potential risks. To confidently rely on these new tools and platforms, businesses must be equipped to troubleshoot Al Kingsley MBE, CEO, NetSupport

61%

Percentage of e-commerce merchants that would “definitely” choose a payment provider based on its ESG commitments

Koozie announces supplier partnership Koozie Group has partnered with SproutWorld to sell its patented plantable pencils to the US, supporting both companies’ sustainability values. Made from FSC-certified wood, the pencils contain biodegradable seed capsules for planting.

Top corporate green energy buyer named

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Amazon has supported over 600 wind and solar projects, generating enough energy to power 8.3 million homes and making it the largest corporate purchaser of renewable energy globally for the fifth consecutive year.

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50%

GDP loss th e glob could face b al economy e 2070-2090 tween du climate cha e to nge

Fujifilm and Konica Minolta announce joint venture

Fujifilm Business Innovation and Konica Minolta officially – and following delays – launched their joint procurement venture, Global Procurement Partners (GPP), on 31 January. Headquartered in Tokyo and led by Fujifilm VP Masaharu Furukawa, GPP will manage procurement strategies, supplier negotiations and sourcing for both companies.

10,000

Businesses that have committed to the Science Based Targets initiative, rising 29% over the past year PICTURE OF THE MONTH

BIC Brazil celebrated the 75th anniversary of its Cristal pen by using a robotic arm to transcribe Shakespeare’s Romeo and Juliet in 63 continuous hours. The 212-page manuscript, crafted using AI to replicate Shakespeare’s handwriting, was donated to the Real Gabinete Português de Leitura library in Rio de Janeiro.

GREEN THINKING

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ETIRA criticises Circular Planet as “closed-loop farce”

14

The European Toner and Inkjet Remanufacturers Association (ETIRA) has criticised Circular Planet, an OEM-led cartridge collection initiative, calling it a “closed-loop farce disguised as sustainability”.

Marking its one-year anniversary in November 2024, Circular Planet announced the collection of 2.6 million print consumables, claiming that nearly 40% were sent back to OEMs for reuse. However, ETIRA argued the programme lacks transparency, particularly regarding the definition of ‘reuse’. Without independent verification, it remains unclear whether cartridges are reused, recycled or even discarded, leaving room for a concerning level of greenwashing.

ETIRA also questioned the initiative’s overall impact, noting the collected empties represent less than 1% of the estimated 300-400 million OEM cartridges placed on the European market each year. Furthermore, the logistical inefficiencies – such as supplies being transported across multiple countries – raise doubts about the programme’s environmental benefits.

The association warned that the initiative undermines independent remanufacturers by centralising cartridge returns to OEMs, restricting access to reusable cores, and potentially engaging in anticompetitive practices.

“For every cartridge collected under Circular Planet, one [fewer] cartridge is available for independent remanufacturers which have long demonstrated their commitment to reducing the environmental footprint of print consumables. This monopolisation of the cartridge life cycle undermines open circularity and exacerbates the supply shortage, leaving smaller players in the reuse sector struggling to survive,” ETIRA wrote.

Moving forward, the association has called for Circular Planet to redefine its approach. Firstly, it has asked for the term ‘reuse’ to unequivocally mean reuse as a cartridge. Secondly, independent audits should verify what happens to collected cartridges. Finally, the initiative should collaborate more with the reuse sector, not just a “monopolistic few”.

Clover rebrands ARC business

Clover Environmental Solutions has rebranded its America’s Remanufacturing Company (ARC) subsidiary, which will now operate as Clover Returns Management Solutions.

The vendor described the name change as “a new chapter” in its mission to provide innovative, scalable and sustainable returns management and recommerce solutions for manufacturers and retailers.

The move follows Clover’s acquisition of ARC in 2023 as part of its diversification strategy. Headquartered in Augusta, Georgia, ARC has built a reputation as North America’s only vertically integrated life cycle management company, offering end-to-end solutions.

Canon expands use of recycled steel

Canon has announced plans to incorporate recycled steel, specifically electric furnace steel sheets, across its device portfolio. This includes office multifunction devices (MFDs), home inkjet printers, large-format inkjet printers, and commercial printing presses set to be released this year.

The company aims to gradually expand the list of products utilising recycled steel, contributing to its goal to achieve a resource recycling rate of 50% by 2030, up from 17% in 2023.

Electric furnace steel sheets, made from steel scrap processed in electric furnaces, reduce the need for virgin raw materials. As the second most used material in Canon’s printing products after plastic, the OEM has studied the characteristics of steel to optimise the recycling method of the sheets. Most notably, CO2 emissions from producing the sheets are approximately 80% lower than those from traditional blast furnace steel sheets, making them a promising alternative.

Canon Ecology Industry, a Canon group company, plays a key role in the process by separating steel scrap from used office MFDs. The refined material is then supplied to electric furnace steelmaker Tokyo Steel Manufacturing. Between April 2020 and March 2024, Canon provided Tokyo Steel with over 5,000 tons of collected steel scrap.

Amazon has placed its largest order for electric heavy goods vehicles (eHGVs) to date, purchasing over 200 eActros 600 vehicles from Mercedes-Benz Trucks.

The zero-exhaust emission eHGVs are set to join Amazon’s European transportation network later this year. They will be deployed across high-mileage routes in the UK and Germany, transporting trailers between Amazon’s fulfilment and sort centres, and delivery stations. Once fully operational, they are expected to move more than 350 million packages annually.

This latest investment aligns with Amazon’s commitment under The Climate Pledge to achieve net-zero carbon emissions across its operations by 2040 – a decade ahead of the Paris Agreement adopted at the UN Climate Change Conference in 2015.

OP firms recognised in global sustainability ranking Several leading business products companies have been named in Corporate Knights’ 2025 Global 100 ranking of the world’s most sustainable businesses. The annual list evaluates companies based on various sustainability metrics, including clean revenue, carbon productivity and diversity performance.

Hygiene and health company Essity has again been named as one of the most sustainable companies, climbing to 47th place from 68th in 2024. Unilever also advanced, moving from 76th to 71st as a result of its continued improvements in both environmental and social initiatives.

Henkel, owner of glue stick brand Pritt, secured the 84th position, moving up two places from last year. The vendor was recognised for its focus on sustainable packaging solutions and clear goals to improve resource efficiency.

Other business products companies selected by Corporate Knights include: Apple (69th place), Cascades (59th), HP Inc (79th) and Ricoh (51st). Topping the 2025 ranking was Schneider Electric, a France-based energy management and automation company.

To view the complete 2025 Global 100 ranking, visit the Corporate Knights website – www.corporateknights.com

GREEN THINKING NEWS

Amazon orders record fleet of e-vehicles

March 2025 15

SMALL TALK

OPI speaks with Safco’s Kristy Howe, one of the new entries in our 2025 Influential Women list

In safe HANDS

K

www.opi.net

risty Howe took charge of US office furniture vendor Safco – pronounced safe-co – in mid-2023. It was her first role in the business products industry, although she had prior B2B experience at firms such as 3M and Andersen Windows.

Howe is no stranger to innovation and creativity, however, and she has been putting her skills to good use at Safco and parent company Liberty Diversified International (LDI) – including the launch of a new brand.

16

FIRST PRIORITIES When I joined Safco, the entire industry was just starting to come out of COVID and we had additional challenges from an acquisition we had made a few years prior to this. I felt it was important to get back to the roots of what we are as a company – focused on innovation and with an understanding of what our customers need from us.

We spent some time investigating how people perceived Safco and what kind of work we should concentrate on. I was pleasantly surprised with the results of a favourability index – four out of five – which demonstrated to me that our transactional business was alive and well.

However, we needed to lean into this, tell our story better, and be bold and proud about who we are. It’s what we call the ‘redefined, re-energised and reimagined’ Safco.

Throughout the process, we saw an opportunity to go to market around the concept of creating spaces. As a result, we started a new business under the LDI parent umbrella and called it Onsemble.

The [Onsemble] brand is about modern workspaces which allow the user more control and flexibility

Onsemble has roots which are similar to Safco and LDI with customer innovation at the centre, but the thinking is different to conventional layouts and we’re also trying to overcome some complexities in our industry.

The brand is about modern workspaces which allow the user more control and flexibility – yet still offering a high-quality product at an appropriate price point.

Read more about our industry’s Influential Women, including Kristy Howe’s profile, in our Special Feature on page 28

THE RETURN TO THE OFFICE There are many different approaches depending on the company and the location. However, I do believe there will be an accelerated return-to-office (RTO) and more demand for people to be in an office environment. And I love that, quite frankly.

Something gets missed when we are virtual so much of the time. Creativity and connection are critical in helping to drive a business forward. On the other hand, giving people the option to work from where they need to be is equally important.

CUSTOMER CHANNELS AND DIGITAL We have two primary channels at Safco: our national accounts and the independent dealer channel. We don’t go direct.

Don’t lose sight of either the value you bring or the critical aspect of the human touch

The new Onsemble brand

As a manufacturer, we’ve done a lot of work to make sure we have solid relationships and are serving up the right product which helps feed the value proposition for each of these audiences. This is especially relevant in light of the growth of e-commerce and more transactional business.

If you tie it back to end users, they are the same customers whether they’re buying online or from an office supplier – they might just value different things.

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E-commerce has been table stakes for the past 10-15 years. You have to play in that arena. However, it is important to understand each channel component’s value proposition to the customer. Know how you win and lean into telling that story: it could be designing space in one segment or getting a box to a door in another.

Digital transformation – whether you’re a manufacturer, a dealer or a wholesaler – is important, but for different reasons. It’s not just about selling through e-commerce. It can be the digital experience your customers are having with you, so make sure to invest in it – but don’t lose sight of either the value you bring or the critical aspect of the human touch.

SMALL TALK Kristy Howe

We’re still sorting through some noise in early 2025, but I do see demand growing in the second half of the year. Most likely, it’s going to be pockets of investments, with people taking a somewhat measured approach in terms of how they update their spaces.

An example we have at Safco is a blue wall we created which has become symbolic of change. Around this, we built a collaboration area and added improvements based on employees’ needs and what they were excited about – which also gave them some control. It wasn’t a huge investment, but shows to what extent little things can make a difference.

In the public sector, there’s all sorts of speculation about why some of the RTO policies are being implemented. Thinking strategically beyond this, people will be going back to places which have not been occupied in a long time. Headcounts might be different, but these spaces will require some updates – which should be helpful to our entire industry.

SUSTAINABILITY For me, sustainability and social responsibility are core and were one of the reasons I joined LDI. Before the word ‘sustainability’ became part of everyone’s lexicon, it was already deeply embedded into LDI. The company refers to it as CITE values – caring, innovation, trust and excellence.

We’ve been on this journey for some time and last year LDI published its first-ever sustainability report.

Sustainability was very much behind the design of Onsemble too. At end of life, everything can be fully broken down and the parts recycled. It’s our responsibility as manufacturers to bring to market products that can be appropriately disposed of.

March 2025 17

BIG INTERVIEW

WORK, LEARN, CREATE AND CONNECT – the Officeworks way

While retail remains at its core, every-channel excellence is the mantra of Australia’s Officeworks and its formidable leader

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etail is a challenge for operators in many mature business supplies markets (see Focus, page 26).

Australia’s Officeworks is not immune to the pressures this channel is facing: decreasing demand for many traditional product categories; significant cost pressures including wages, property and utilities; and strong competition, particularly from new online pureplay competitors.

OPI last talked to Sarah Hunter for a Big Interview just a few months after she was appointed Managing Director of Wesfarmers-owned Officeworks at the beginning of 2019 – less than a year before COVID-19 irrevocably altered the trajectory of the global business product industry.

To say the past six years have been difficult would be an understatement, Hunter – one of OPI’s 50 Influential Women (see Special Feature, page 28) – freely admits. Under her leadership, as she candidly tells Heike Dieckmann, the team grabbed the opportunity to reinvent its strategy and position the organisation to expertly serve its expanding customer base – and hold firm against an ever-evolving competition.

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OPI: Let’s begin with a big milestone – Officeworks’ 30th anniversary last year. Can you take us through some of the notable highlights – and perhaps even lowlights – during those three decades?

Sarah Hunter: Indeed, we had our 30th birthday last year which was exciting and a lovely nostalgic trip down memory lane. It was particularly interesting to talk to some team

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members who’ve been with the business since the first Officeworks store opened in Richmond, just outside Melbourne’s CBD, on 16 June 1994.

We’ve come a long way since then and we are regarded as a strong innovator in Australia.

It’s interesting that people are often perplexed about the fact we’re such a strong omnichannel player. We launched our first website in 2006, so didn’t discover ‘online’ during COVID, as so many operators did – it’s been a huge part of our business for many years. We actually refer to it as our ‘number one’ store.

The following year, in 2007, we were acquired by Wesfarmers, one of the country’s biggest companies. The year I started at Officeworks – 2019 – was also when we opened our largest store in Mentone and bought Geeks2U, our first acquisition.

Thinking about the past six years, I’m very proud of the financial performance and the growth we’ve delivered. There have been many sceptics along the way, given the increasing dominance of online giants such as Amazon and Temu, but also strong competition from the likes of Winc, COS, JB Hi-Fi, Harvey Norman and, of course, Wesfarmers’ very own Kmart.

BIG INTERVIEW Sarah Hunter

People are often perplexed [...] we’re such a strong omnichannel player

OPI: How big is online in terms of revenue; how big is that ‘store’?

SH: About 36% of total sales. It’s a huge business and we’ve been investing significantly over the past six years to make sure the user experience for customers is excellent. This is not just in terms of browsing the website – which now comprises approximately 40,000 SKUs – but also in ensuring a fantastic back-end system. We strive to provide as good an experience as Amazon, if not better.

OPI: You still refer to Officeworks as a retailer and don’t like the ‘reseller’ tag. Is ‘retailer’ appropriate when so much of what you do is online?

March 2025

We’ve always prided ourselves on being bold and curious, and view everything we do through a lens of innovation. I’m not just pleased about what we’ve achieved as a team, but how we’ve done it too. One of our values is to be good humans, which has been a core part of the cultural shift we’ve seen in the organisation.

As for the lowlights, COVID is the obvious one. It was an extraordinarily challenging period and I sometimes look back on it as if it was a bad dream. This being said, from that crisis – and it was an absolute crisis, for people as well as for businesses – came huge resilience and opportunity.

It allowed us to redefine Officeworks in the minds of Australians, reaffirm our position and build on that momentum as we emerged out of lockdowns associated with COVID.

OPI: You’ve certainly silenced those critics.

In fact, Officeworks has been somewhat of an anomaly for some time as regards its superstore success in particular. What is your store footprint now?

SH: We currently have 172 bricks-and-mortar stores and our largest store is the online one, making it a total of 173 and counting – that’s how I view it.

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Sarah Hunter BIG INTERVIEW www.opi.net 20

SH: It absolutely is appropriate and relevant.

It’s important to our offering that customers can shop both in store and online – it’s the ‘every channel’ piece.

This is what our customers want and what we’re good at. Our most valuable customers shop in our stores and they also shop online or with their B2B account managers. B2B customers purchase online proportionally more than in stores, but it’s still a mix. A couple of years ago, we partnered with DoorDash for two-hour delivery and our B2B customers love this as much as B2C shoppers.

What we’ve seen post COVID is a blending of expectation. Especially as work-from-home has become the norm, shopping behaviours have adjusted. Why should I get a different experience when I am shopping for my business versus shopping for my home?

We’ve worked incredibly hard to bring those two components together and I think we’re doing it really well.

Being a retailer gives us an edge. It helps the market understand what we’re about and what our priorities are. Being a retailer also means you put the customer front and centre of your decision-making. It acknowledges how important the customer experience is and ensures we’re never complacent. I love that.

OPI: Do you have an ‘ultimate’ store count – is there scope for many more?

Being a retailer [...] helps the market understand what we’re about SH: We don’t have a specific target number, but I’m convinced there’s still significant opportunity for store footprint growth in the right locations, especially as more homes are being built and the population disperses regionally.

In addition, there’s scope for new formats.

We have small, medium and large stores, the large box being our sweet spot. We carefully investigate locations against a broad set of criteria, including strong financials.

Sometimes, of course, you can’t get a big store where you would like one, so you may have to compromise.

We carefully look at relocations too – we’ve recently changed our Cairns store in the far north of Queensland, for example, which is now trading as one of our top ten stores. It seems trivial, but car park access is so important.

Customers that can’t easily park at our stores get frustrated – this is not what we want, so it’s a big consideration.

OPI: How many team members do you employ across all those stores and in the various support, logistics and administrative functions?

OPI: Let’s talk about your audience a bit more. A couple of years ago you said you aimed to double your B2B revenues – then A$500 million. That’s quite a bold goal for a company which historically was predominantly a B2C operator and most of the B2B business was from the micro and SMB end of the market. What was the reasoning behind this new focus and what’s the trajectory now?

SH: First of all, the B2C versus B2B conversation can be quite a difficult one in a retail environment because people shop in our stores with multiple missions and agendas.

But you’re correct, we’ve identified the B2B market as crucially important and the engine room of Officeworks’ growth. Our research tells us there’s more than enough market share to pursue and grow our business to that scale. We’re still very selective in terms of the customers we approach as we always want to ensure we can deliver a great customer experience.

Last December, for instance, we were appointed to the Australian Federal Government panel for office supplies, which we are delighted about. It’s one of the largest office supplies contracts in the country. This highlights the capabilities we have built.

There are some contracts we get approached for which we won’t participate in, simply because we can’t fulfil the customer’s expectations. White glove service, such as direct-to-desk delivery for example, is not part of our offering and several of our competitors would do that better.

Essentially, it’s being honest about our strengths and weaknesses. If we can’t meet the needs of a customer, then don’t pitch for the contract. We want the experience with Officeworks to be the best in the country.

Small and mid-sized businesses are the heartland of the Australian economy and a substantial part of our growth will continue to come from this part of the market, particularly as the economy improves over the coming years. It’s a well-known fact Australia is struggling to grow its GDP which is impacting both B2C and B2B customers.

BIG INTERVIEW Sarah Hunter

SH: We typically sit at around 8,500-9,000 team members. However, during the back-to-school period – and at peak times such as Black Friday and Cyber Monday – our team grows to approximately 9,500 as we hire additional support.

All these extra team members are spread across many parts of the business – the store network as well as our customer fulfilment centres (CFCs) which deal with picking and packing orders and running the delivery part of the online operation.

OPI: Education is a sector you’re targeting in a big way I believe, regardless of whether it’s B2B or B2C. SH: Yes, education has grown significantly in my time. In 2019/2020, we had just started talking about introducing and really servicing this market. One of the challenges at this point for Officeworks had been the quality of our products; we also didn’t have the range.

As such, we started to invest heavily in developing our own brands to cater for a broad audience: Kadink for early years; Studymate for primary and secondary education; and Otto as a fashion brand in education.

You can now shop the education aisles in Officeworks and they would be 65% private brand as part of our ‘good, better and best’ portfolio. We still range many of the well-known national brands, but most of what you see is private brand.

We have a very disciplined and well-understood pricing hierarchy. Good, better and best is how we think about things.

We want to give customers choice, whether it’s an entry level priced Keji pencil or a best-in-class Faber-Castell branded product.

I want every child in Australia to have essential school supplies to go to school with – at prices parents can afford.

OPI: You bought Box of Books last year, which is also linked to your education drive.

SH: Box of Books is a versatile digital textbook platform which gives us the opportunity to be the leader in digital education in primary and

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Sarah Hunter BIG INTERVIEW

secondary schooling in Australia. It’s again linked to our ‘every channel’ proposition.

We’re excited about what this acquisition will open up for us in terms of offering a more complete solution for parents and schools.

OPI: On the digital note, how big is technology as a category for you?

SH: (laughs) I’m glad you asked! It’s massive.

Technology is around 60% of our sales.

We have essentially shifted our business to embrace the mega trend of digitisation.

Of course, this trend is also what’s causing a threat for many of our traditional categories: paper is declining and consequently ink and toner as well as filing products. We still aim to be a strong retailer in those areas, but it’s not where the real growth is. People work differently today and as such need laptops, mobile phones, headphones, speakers, extra monitors, etc; some of these things they need both at home and in the office.

OPI: 60% is very impressive. Is that organic growth or taking share?

SH: It’s taking share by constantly introducing new ranges to complete solutions for customers. We always ask ourselves: how can we help people to work, learn, create or connect? If we can’t solve what customers need, someone else will. So why can’t we?

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OPI: How would you describe the technology competitor landscape?

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SH: JB Hi-fi is an extremely strong competitor and the leading technology retailer in Australia. Amazon is becoming stronger in the technology space and then there’s Harvey Norman which has held a significant position for many years.

In technology services for consumers, our Geeks2U business has a great position in the market and helps customers fix their devices when something doesn’t work.

OPI: How important are private brands in this category?

SH: Technology hardware is a strongly branded segment with considerable investments from the key industry providers in terms of product development and innovation.

As such, private label does not feature.

However, it’s big for accessories. Our private brand gaming range is an example – we have a wide portfolio from gaming desks through to gaming sit-stand desks, keyboards, mice and mats.

Similarly, speakers and headphones are important. Not everyone can afford to spend hundreds of dollars and the affordable choice might just be the private label alternative.

OPI: Everybody talks about diversification.

What’s your take? The one-stop shop concept seems a good fit for Officeworks…

SH: We think about diversification in terms of four customer missions I’ve just mentioned: work, learn, create and connect.

June 2024: Celebrating the 30th anniversary of Officeworks’ Richmond store

We don’t look at categories such as furniture, breakroom, technology, etc, in isolation.

Instead, the question is: what are customers – existing or prospective – asking for that would complete their basket and which we don’t stock? Essentially, we want more customers, shopping more often, spending more.

You can find a complete solution at Officeworks, in store and also online. We’re very disciplined about acknowledging when products are in decline and introducing new lines to capture growth. We’ve substantially reduced our filing range, for instance, because we want to drive sales per square metre in our stores and be as efficient as possible.

Seasonality plays into this as well.

In recent years, we have launched our Born craft range, which has delivered excellent growth and opened up a new market for Officeworks, aligned with our ‘create’ customer mission.

OPI: It’s an election year in Australia too, which typically means a bit of disruption and lack of consumer confidence.

OPI: Let’s talk about your competition – everyone from Winc and COS to the dealer groups, the likes of Amazon and, as you also mentioned, Temu. Particularly as regards Amazon, most people we’ve spoken to in Australia over the past few years have said: “It’s coming, but it’s not a real threat yet.” Would you concur?

SH: I wouldn’t actually. I suspect everyone is affected by Amazon. As far as Temu is concerned, it’s a definite competitor. This operator is spending a huge amount on advertising in an effort to get established in the market.

They are both phenomenal forces, fierce competitors and exceptionally good at what they do. They are not to be underestimated.

Nor are Winc or COS – although they have a different strategy and customer experience proposition to us.

All our competitors – bricks-and-mortar, online, both – have strengths and weaknesses, as do we. We just need to focus on what we’re good at and stick to our knitting. Of course we can do more to grow our business, but it’s essential we do our homework to ensure choices and investments align to our strategy and we can deliver an easy and engaging customer experience.

If you let people down, it can really damage your brand and reputation.

OPI: You launched Officeworks for Business a few months ago. Tell me a bit more about this initiative.

SH: Officeworks for Business is the start of us building our B2B loyalty programme for small- and mid-sized customers, offering them savings on many products and a range of other benefits.

We’re also improving our customer service options with two-hour click-and-collect and two-hour delivery offers. And we can now deliver to over 3,000 post codes, which has most Australian businesses covered.

March 2025

OPI: I wanted to delve a bit into your financials but caught you during the quiet period just before your half-year results are announced – just after we’ve gone to print – so I assume this is a no-go area.

SH: Unfortunately, that is correct. But you know last year’s results: sales were up 2.3% to A$3.43 billion while earnings of A$208 million were 4% higher than in the prior year. EBITDA was A$360 million, a 7.5% improvement compared to the previous financial year.

The trajectory remains good, but what I would say is that our B2B business is being challenged in the current economic environment. We have seen strong growth in the past couple of years but trading conditions remain difficult.

SH: Business confidence is certainly at low levels at the moment, and I don’t expect this will change for some time.

BIG INTERVIEW Sarah Hunter

We have essentially shifted our business to embrace the mega trend of digitisation

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Sarah Hunter BIG INTERVIEW

OPI: You introduced Flexiworks during COVID. Does this programme still exist?

SH: It does and it’s useful. We’ve just signed up a big health insurer in Australia to help with its hybrid working efforts. It’s essentially a personalised and direct experience for team members who work on a hybrid basis.

The company sets up the system to create an allowance whereby those employees can buy whatever they need to be delivered directly to their home. They can click-and-collect from a store as well, if preferred.

A lot of customers are embracing the initiative as a sustainable way of making hybrid working feasible for them. For now, it’s a differentiator some of our customers can’t get anywhere else.

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OPI: On the topic of differentiation, can you expand a little on your CSR and sustainability efforts which, I think, you are very passionate about?

SH: I am. Doing what’s right for people and planet has been part of Officeworks’ DNA for a very long time. Wanting to have less impact on the planet and doing the right thing in terms of

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ethical sourcing is non-negotiable and just part of running a good, sustainable business.

What we’ve really doubled down on is to work on our product range so customers can shop and do the right thing for the planet too.

Our People & Planet Positive range has seen considerable growth. Since 2020, this range, designed to support communities and reduce our environmental footprint, has generated impressive year-on-year growth of 10%.

The price point needs to be the same – that’s crucial as we want to democratise access to great quality, sustainable products. From a customer perspective, it helps differentiate us from the competition and hopefully means they want to shop with us over someone else.

Internally – I touched on this earlier – we aim for our team to make a conscious decision to come and work for us. It’s a competitive market for talent and many potential recruits seek an employer with a positive impact.

I want employees to feel proud to put on their blues. I want them to feel safe at work – included, valued, embraced and encouraged.

And I want them to be proud of the community in which they live and work. We track this every year with our YourSay survey and the feedback is pretty phenomenal.

Let’s also not forget: our team are our best ambassadors. If you have an engaged and happy team, they’re going to deliver great experiences for customers.

OPI: What is the situation now in Australia with hybrid working? Is there a strong movement to go back to the office?

SH: It depends on the organisation you work for, much like elsewhere in the world. Big global businesses with Australian operations tend to have back-to-office mandates. But the majority still work on a 2/3 basis – either two days in the office, three at home or vice versa.

Robotics in Officeworks’ customer fulfilment centres

OPI: Before we wrap up, what have you learnt over the past six years?

SH: As a retailer with considerable scale, looking after your supply chain is absolutely critical. This is one of the big strategic shifts that have happened under my leadership. We were running an outsourced strategy, learnt the hard way and have now insourced it and invested tens of millions of dollars to modernise our supply chain.

Data, analytics and AI technology power our support centres behind the scenes. We are now midway – about 18 to 24 months – into a demand and replenishment transformation.

This includes integrating and leveraging AI to enhance inventory forecasting and optimisation. In parallel, our global sourcing is evolving, along with the diversification of our supplier base.

OPI: Where do you see Officeworks in, say, five years’ time?

SH: I’d love to see Officeworks fulfil its potential to be the country’s most trusted brand. We have so many opportunities to continue our growth momentum – let’s embrace them and do it in a way we can be proud of.

FOCUS

Retail STRAIN

A recent announcement from the UK’s WH Smith has once again put the spotlight on the future of stationery retailing

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– by Andy Braithwaite

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owards the end of January, WH Smith dropped a bombshell when it announced it was looking to offload its High Street division comprising around 500 stores located throughout the UK. The iconic retailer – established in 1792 – confirmed it was “exploring potential strategic options” for the network, which it described as “profitable and cash generative”. Possible outcomes include a sale, with private equity firm Alteri and retail turnaround specialist Hilco reportedly involved in discussions, or even closure if a buyer is not found.

Explaining its decision, WH Smith said: “Over the past decade, [we have] become a focused global travel retailer. The group’s Travel business has over 1,200 stores across 32 countries, and three-quarters of the group’s revenue and 85% of its trading profit comes from Travel.”

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STORE CLOSURES The focus on the Travel unit – which has included international expansion into markets such as North America – comes at a time when the High Street division has been suffering ongoing declines. This ties in with the general malaise of the UK retail sector.

According to Statista, there were almost 13,500 store closures in 2024.

Latest reports from the UK financial press suggest that, if a deal is done, up to half of the stores could be shut down by their new owners. This will further impact the ‘traditional’

office supplies segment where WH Smith has long been a major player.

Just five years ago, stationery accounted for half of the operator’s High Street revenue of £580 million ($725 million) and around 60% of store trading profits of £60 million. At the time, WH Smith said the category was still “an important area of investment” as the market remained “robust”. It also made acquisitions to diversify online in sub-categories such as greeting cards, specialist pens and personalised wedding products.

There is an argument WH Smith’s troubles are partly self-inflicted. Its stores have generally suffered from a lack of investment and been viewed as a cash-generation engine to fund growth in the Travel segment.

The report card of the ‘big box’ stores in Europe since they were sold by their US owners has generally been poor

Nevertheless, this latest development is indicative of the challenges facing the wider office products and stationery retail channel.

Hilco, one of its reported suitors, famously failed to save the former Staples UK retail network six years ago and the report card of the ‘big box’ stores in Europe since they were sold by their US owners has generally been poor, with many struggling to adapt.

Following the collapse into administration of various retail operations in France, Germany and the Netherlands over the past few years (although the Office Depot name was kept alive in France following a subsequent buyout), the most recent ‘victim’ was Office Depot in Sweden. Last November, it announced the closure of almost 40 stores in order to focus on its B2B arm (see News, OPI December 2024, page 6).

Different propositions (from left): WH Smith and Bureau Vallée

I’m not worried about our retail operations

Staples Portugal: A “stable” performance

Therefore, exploiting this recognition and developing the B2B channel was clearly a strong motive for making the acquisition in the first place. This strategy has been paying off, with B2B revenue growing by 15% in 2024.

There were also wider group benefits related to Firmo’s own manufacturing and distribution operations. The addition of Staples has provided a significant outlet for these products and underscored the value of having a multichannel business model.

This does not mean Firmo is merely treading water with its store strategy. Carvalho is fully aware of the need to diversify the product assortment and develop services. Packaging and copy & print (including a print production centre based at the company’s headquarters) are two growing areas, for example.

A new format is in the pipeline too. The current stores are between 1,500-2,000 sq m (15,000-20,000 sq ft) and are mostly located in retail parks. An opportunity has been identified for smaller shops in high-traffic areas such as city centres. Carvalho is keeping details close to his chest, but the first opening is slated for this year.

March 2025

SUCCESS STORIES One European OP retailer that has been seeing growth is France’s Bureau Vallée. Last year, the group’s network in France generated revenue of just over €500 million ($524 million), a year-on-year increase of 3.1%. At the same time, the number of stores in its home country edged up to 319 – out of a total of 399.

“Services are the future of retail,” says Managing Director Adrien Peyroles. “They foster human interaction and promote the very essence of local commerce.”

Most of Bureau Vallée’s locations are run by franchisees and their entrepreneurship is something the whole group can tap into. A new development is an IT workshop concept created by two partners in Belgium. Peyroles now plans to use central resources to develop this idea on a larger scale.

Something the likes of Firmo and Bureau Vallée have in common is they are family-controlled and -run businesses: there is a long-term vision and the ability to be nimble.

Also fitting this description is Kontorab, a Sweden-based company with about 30 outlets which has recently taken over several of the country’s former Office Depot locations.

As Carvalho notes: “You need to be resilient and ready to tackle the ups and downs you will surely face. You also have to understand what’s happening [in the market] and be prepared to invest as and when necessary.”

Of course, there are other success stories in OP retailing. An obvious example is Australia’s Officeworks which has been going from strength to strength. Read more about its recent developments in this issue’s Big Interview with Managing Director Sarah Hunter (page 18).

All eyes will soon be turning to the US as The ODP Corporation (ODP) prepares to unveil the results of a strategic review for its Office Depot chain. Like WH Smith, ODP’s stores have been acting as a ‘cash cow’ to fund other areas of the business. However, now the operator has offloaded its Varis procurement platform, there are question marks about the future direction of the whole group.

Look out for updates on ODP’s developments on opi.net and a report in the next issue of OPI magazine.

FOCUS Retail in 2025

LAST MAN STANDING At a retail level, if you exclude France, this leaves Portugal in a ‘last man standing’ scenario following the acquisition of the country’s Staples chain by local player Firmo in 2021. Thankfully, it is doing better than its former peers.

“Of course, we need to be aware of global trends and the wider business context, but I’m not worried about our retail operations,” says Firmo CEO Rui Carvalho.

He reveals the performance of the 34-store network has been “stable” for the past three years. Given what has happened elsewhere, this could be viewed as a creditable achievement. Carvalho points to two areas which set Portugal apart from other ex-Staples subsidiaries in Europe.

Firstly, Staples enjoys an extremely high level of brand awareness in Portugal, not dissimilar to that of the US. Secondly, the majority of sales in the country have traditionally been from the retail side, with only a relatively small B2B presence to date.

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SPECIAL FEATURE

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OPI once again highlights 50 of the most influential and inspirational female leaders in our industry – by Heike Dieckmann

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hen we first shone a light on women executives in our sector in March 2023, it was what you may call an inaugural stab in the dark. Judging by the feedback we’ve received, it was deemed a resounding success which is fantastic. So here we go again!

Let’s begin with a caveat. We are hugely conscious of the fact that countless individuals have done amazing things for their companies, communities – professional and otherwise – or even countries behind the scenes. Our remit, however – both in 2023 and again now – is to highlight women in outward- and customer-facing leadership roles.

Our list aims to be a snapshot of what globally is ‘out there’ – with a current cap of 50, we sincerely hope it’s comprehensive.

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A WORK IN PROGRESS Overall, gender equality in our sector remains elusive – true diversity in the broadest sense even more so (a topic OPI will explore in more detail another time).

Take a look at the top job positions of most of the leading operators in our sector, across channels, product verticals and geographies.

Females are firmly in the minority, no doubt.

There are exceptions, however, as the following pages show. A shout-out here goes to individuals such as Sara Armbruster, Susan Gambardella, Sarah Hunter, Pooja Jain Gupta, Carey Jaros and Andi Owen – they have truly shaped the organisations they work for and, I’m convinced, will continue to do so.

All these women, incidentally, have also been in their current roles for several years and featured in our 2023 list.

As have many others, and it would be safe to say some true industry veterans have amassed decades of service in their companies. On this note, there appears to be a palpable correlation between longevity of service and outstanding achievements, and the progressive nature of their employers.

Overall, gender equality in our sector remains elusive Step forward the likes of Avery, Fellowes Brands and RAJA Group – these organisations have helped to nurture and mentor numerous women in our list towards their leadership positions.

We also welcome plenty of new individuals to our list – 12 in fact, so an almost 25% churn. They have all proved their mettle in the ever-diversifying sandpit our industry plays in these days and bring something exciting and new to the table.

All 50 OPI Influential Women are listed in alphabetical order by surname. Enjoy the read!

Influential Women SPECIAL FEATURE

Darlene Akers, CEO, Akers Business Solutions As founder and CEO of Akers Business Solutions, Darlene Akers created and heads a leading manufacturers’ rep firm in the US – and one of the few female-led rep groups in the industry.

Being a women-owned small business is a valuable asset for manufacturers and end users that prioritise diversity in their operations, she says. “When I began in the industry 30 years ago, all I would see was a sea of suits when walking into a conference. Today, the rise of women in senior leadership positions has marked a transformative shift in our sector. We’ve made remarkable strides in closing the gender gap at the top. Women leaders have brought a focus on empathy, collaboration and mentorship.”

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Sara Armbruster, President/CEO, Steelcase Sara Armbruster became President/CEO of Steelcase in 2021, bringing with her over two decades of experience in corporate strategy and business innovation.

Under her direction, Steelcase has strengthened its position as an industry leader in supporting transformation across all the places where work happens – offices of all sizes, educational institutions, healthcare organisations and homes.

In addition to diversifying the company’s portfolio, Armbruster has led meaningful increases in profitability.

Beyond her role at Steelcase, Armbruster is known for creating a positive impact for people and the planet through her business and community engagement, serving on the board of several non-profit entities.

Anna Bordes, CEO, ADVEO France Anna Bordes has been at the helm of leading French office and school supplies operator ADVEO since mid-2022. She has steadily continued the transformation strategy at the group following the investment in a state-of-the-art logistics facility in Dammartin-en-Goële, near Paris.

The sale of sister company ADVEO Benelux to PBS Holding in August 2024 has enabled Bordes, her management team and main shareholder – Sandton Capital Partners – to focus their energies on the French market.

The main priority is further developing ADVEO’s network of resellers that go to market under the Calipage, Plein Ciel and Top Office brands. The latter was boosted in early 2025 by the acquisition of 18 stores from its former owner.

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Nisha Brown, VP Marketing & Product Management, ODP Business Solutions Nisha Brown assumed the role of VP Marketing & Product Management at ODP Business Solutions, part of ODP Corporation, in 2023.

Brown was previously Senior Director of CX Strategy & Marketing at Georgia-Pacific, where she spent seven years and also served as Director of Marketing for Building Products. Prior to that, she honed her marketing skills at organisations such as Gypsum Management and Supply, Atlas Roofing Corporation, Sto Corp and Leap Forward Group.

Most recently, ODP Business Solutions hailed its expansion into the hospitality market as a “milestone in its B2B evolution” and a “strategic step forward”.

Hospitality was highlighted as a key focus area for ODP in its Q3 results.

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Angie Bukta, President, Canadian Workplace Solutions Angie Bukta became President of Canadian Workplace Solutions (CWS) in January 2023 and recently celebrated the organisation’s second anniversary since the successful amalgamation of Basics Office Products and CIS Office Plus.

Under her leadership, the buying group remains focused on exploring growth opportunities while strengthening its position in the market. CWS is also a stakeholder in the joint venture alliance with Novexco. By combining purchasing, CWS and Novexco believe they can strengthen the wider independent dealer community in Canada and make it a more attractive distribution channel for manufacturers, not only for branded items but also for private label opportunities.

Previously with CIS, Bukta has been a fervent supporter of the Canadian IDC for almost 30 years.

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Anne Cashman, General Manager & Managing Director, Avery Australia/NZ As General Manager and Managing Director of Avery in Australia and New Zealand, Anne Cashman says the vendor’s obsession with customers as well as continuous evolution and innovation keeps her and her team energised. A major focus currently is centred on simplifying processes and developing new eco-friendly products.

Cashman’s time in our industry goes back to the mid-1990s when she first joined Avery. Having worked for a number of operators in both Australia and the US before commencing her current position in 2018, she is excited about what the future might bring: “The goal is assuring Avery’s continued strength and it remains a privilege to play my role in this.”

SPECIAL FEATURE Influential Women

Ashley Burke, Managing Director, VOW Wholesale Ireland, evo Group Ashley Burke has been with evo Group for an impressive 30 years and is currently Managing Director for VOW Wholesale Ireland. She likes to lead by example, always demonstrating dedication, passion and a can-do attitude. Burke believes that open and honest communication is essential to creating an environment where people feel comfortable sharing their ideas as well as concerns.

Navigating challenges – COVID and Brexit to name but two – and adapting to change as market conditions and customer needs evolve have been a key aspect of her success. She remains committed to VOW Wholesale’s continued growth in the Irish market and speaks highly of evo Group and how it empowers women in the business to achieve extraordinary things.

Jeanette Caswell, Managing Director, Office Friendly Having joined Office Friendly in 2021 – with 25 years of industry experience already under her belt – over the past year Jeanette Caswell has led the UK dealer group through an adoption of additional services for member businesses.

In 2024, the group celebrated 30 years of support and community to independent dealers in the UK. At the time of writing, it was also in the final stages of discussions with fellow UK dealer group, Integra Business Solutions. The idea is to bring together the two organisations, thereby combining skill sets and achieving greater scale. The aim of the merger is to support group members and supply partners to jointly face the next phase of change and advance the overall progression of the UK independent dealer channel.

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Amanda Dauphinais, Global VP of Auto Care, Packaging & Expressions, 3M As Global VP of Auto Care, Packaging & Expressions, Amanda Dauphinais leads the international portfolio teams for the Meguiar’s, Scotch and Post-it brands in 3M’s Consumer Business Group. Under her guidance, cross-functional teams drive category growth through innovation and brand initiatives that solve consumer needs in the auto appearance, stationery and office supplies markets.

Another newcomer to OPI’s Influential Women list but a seasoned 3M executive since 2010, Dauphinais says: “3M has a rich history of diversity and inclusion initiatives, including the Women’s Leadership Forum, which helps women expand their networks and achieve their personal and professional ambitions. I’ve been fortunate to be involved in this fantastic forum.”

March 2025

Margaret De Francesco, General Manager, Dynamic Supplies Australia Margaret De Francesco serves as General Manager of Dynamic Supplies Australia. Appointed to the role in 2019, she leads the sales, marketing and operations functions of this diversified distributor in Australia and New Zealand.

The primary challenge impacting Dynamic – and its reseller partners – is the declining demand for printed materials. As an organisation that was solely reliant on the distribution of the print category, it understood the necessity to future-proof the business which required significant category diversification.

Four years ago, the portfolio consisted of 12 print brands. Today, under De Francesco’s leadership, this has been extended to 40 technology as well as 34 adjacent office products, stationery and facilities brands. Key market opportunities currently centre on the replacement cycling of devices.

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Influential Women SPECIAL FEATURE

Hanneke Faber, CEO, Logitech Hanneke Faber joined Logitech as CEO in December 2023, following the departure of Bracken Darrell in June of that year.

Faber has more than 30 years of experience in global business leadership in a variety of consumer, B2B and e-commerce organisations. In that time, she has driven growth and significant transformation across multibillion dollar businesses at three of the world’s leading product companies: Unilever, Ahold Delhaize and Procter & Gamble.

Throughout her career, Faber has focused on innovation across diverse portfolios, fostering a deep connection with end users in both mature and emerging markets.

Lidia Fati, Co-founder and Head of Strategy & New Markets, Dacris Lidia Fati is co-founder and Head of Strategy & New Markets at Dacris, a Romanian reseller specialising in complete solutions for offices.

A new entry to our Influential Women list, Fati says societal shifts in gender equality are now better reflected in business in Romania, with women taking on more prominent roles in leadership and decision-making.

At Dacris specifically, 70% of top management and 60% of middle management positions are held by women. This brings unique perspectives to product selection, customer engagement and business strategies, Fati believes: “For me, leadership is about making decisions that resonate with both our team and our customers while creating solutions that enhance the workplace experience.”

Christa Furter, Managing Director, Viking Europe (RAJA Group) When RAJA Group bought the European Viking business, well-known and highly experienced industry executive Christa Furter was chosen to lead the reseller and redefine its commercial organisation and the processes necessary for the development and profitable growth of the company.

Three years in and an effective turnaround programme has been established.

Some of the most prominent initiatives include: bringing back local customer service centres to each of Viking’s operating countries; re-establishing an Irish warehouse and rebranding its own brand labels. The business is also focusing on its digital and IT transformation and creating a well-rounded multichannel portfolio that can serve customers of any size.

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Susan Gambardella, President, Kimberly-Clark Professional North America In her role as President of Kimberly-Clark Professional (KCP), Gambardella is leading the organisation through a growth transformation strategy to accelerate financial and operational results in a dynamic market environment. Under her leadership, KCP has been named Supplier of the Year by multiple channel partners for its commercial excellence and customer emphasis.

While maintaining a dedicated commercial focus on the Professional business, Gambardella also spearheaded the integration of Kimberly-Clark Professional into one North America segment with the company’s consumer business units.

She is a member of the ISSA Hygieia Network Executive Advisory Council. In 2024, she was included in Fortune’s Most Powerful Women community.

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Irma Garbella, Managing Director, Mondoffice (RAJA Group) Irma Garbella has over 27 years of experience at Mondoffice – RAJA-owned since 2019 – having served as Managing Director since 2013. In 2021, she was also appointed to the Board of Directors of Netcomm, the Italian Consortium for Digital Commerce.

Garbella has led the reseller through considerable change, focusing on business development, market expansion and brand evolution. Key achievements include the transition from mail-order to a B2B e-commerce platform, the adoption of omnichannel strategies and the expansion of logistics operations.

She currently manages a team of 330 employees, 65% of whom are female, with women also representing 50% of middle management. She feels passionate about talent development, employee well-being and sustainability.

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Stephanie Gentle, Managing Director, Beaverswood Since being featured last in our Influential Women list, Stephanie Gentle has been busy, both professionally and personally. Having had a third child in late 2023, Gentle, as Managing Director of UK-based Beaverswood – part of IWS Group – eased her way back to work gradually before going full-time again last September.

The company has certainly done well under her highly experienced leadership, most recently winning the Best Warehouse Visual Management Product Manufacturer 2024 accolade. As Gentle says: “Successful leaders have high-performing teams. I am so proud of our team – they are passionate, energetic and, above all else, customer-savvy. That’s what makes Beaverswood so special and it’s a huge contributor to our on-going growth.”

SPECIAL FEATURE Influential Women

Nathalie Gaspard, President, Lyreco Group Nathalie Gaspard, granddaughter of Lyreco founder Georges-Gaston Gaspard, has been a leading figure within the group for many years.

She first joined the company back in 2003 as a sales representative, having attended the renowned ESCP Business School.and then spent two years at Editions Atlas learning about marketing. She went on to work in Lyreco’s marketing and finance departments, before moving to the position of Group Communications Director in 2017.

Gaspard has been serving as President of Lyreco since 2020. To the outside world, she has an almost invisible role at the reseller, with the commonly acknowledged assumption she will be her grandfather’s successor one day.

Vicky Gerardi-Schmid, VP International, Printus Vicky Gerardi-Schmid serves as VP International of Germany’s Printus Group, the award-winning Geman online and mail order operator specialising in office supplies which, incidentally, also counts OTTO Office among its many divisions.

Gerardi-Schmid is one half of the power couple at the helm of the organisation – the other being her husband, company founder and CEO Hans Schmid.

In addition to her corporate role – which involves keeping an ear to the ground and observing global trends in the business supplies industry – Geradi-Schmid is a fervent supporter of promoting academic excellence in marketing. In this capacity, she sponsors the Alfred Gerardi Gedächtnispreis, an award that recognises outstanding dissertations in dialogue and data-driven marketing.

Simone Hindmarch, Co-founder and Managing Director, Commercial Over the past year, Simone Hindmarch has taken Commercial, the UK reseller she co-founded with her brother Arthur Hindmarch, to a new level. Fully aware of the monumental shifts in our industry – and beyond – Hindmarch has begun to re-engineer the organisation to operate as one voice across all its components.

Everything Commercial does is aligned around its rock-solid and deeply entrenched social and environmental principles, whether it’s cybersecurity, managed services or any transactional product categories, traditional or digital.

Never one to stand still – and with sky-high revenue ambitions – Hindmarch most recently launched ESG Consultancy, adding another string to her bow by helping organisations of all sizes with their ESG strategies.

March 2025

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Anja Hochmeier, Head of Customer Solutions, E-Business and Marketing, PBS Holding Anja Hochmeier is a new addition to our Influential Women list. That said, she is no newcomer to our sector, having been Head of Customer Solutions, E-Business and Marketing at Austrian multichannel operator PBS Holding since 2013.

Her real passion, she says, is the transformation of old business models into true multichannel thinking. Indeed, bridging the gap between the traditional bricks-and-mortar and the digital world – always with the customer at the centre – is her remit at PBS Holding and something she constantly strives for.

Acutely aware of being “outnumbered” in our industry in gender terms, Hochmeier highly values her position and the opportunities in an organisation that makes no distinction between the sexes.

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Influential Women SPECIAL FEATURE

Kristy Howe, SVP & General Manager, Safco Products Kristy Howe took charge of Safco Products, part of Liberty Diversified International, in 2023. It was a crucial time for the vendor: the industry was recovering from COVID and Safco was still in somewhat of a transformation phase following the acquisition of US-based manufacturer Mayline and the move of a production facility.

Although new to the sector at the time, Howe had extensive experience in customer-focused evolution through previous roles in both B2C and B2B industries and she was eager to redefine and revitalise Safco. And that she has done, launching – among other accomplishments – the Onsemble business. See also Small Talk, page 16, and/or listen to our podcast with Howe on opi.net.

Rachel Huckle, CEO, Staples Canada As CEO of Staples Canada, Rachel Huckle has guided the company’s transformation into The Working and Learning Company. Huckle brings with her an impressive track record of leadership, innovation and transformation.

She joined Staples Canada in 2019 as Chief Retail Officer, was promoted to President/COO in 2022 and took the top job a year ago.

Huckle is a fierce supporter of women in business and openly shares her own experiences and lessons learned. She says: “Today, more than ever, we see women thriving, leading and shaping the future with their talent, resilience and vision. But our journey is far from over. By empowering women we are not just changing the face of retail – we are redefining its potential.”

Sarah Hunter, Managing Director, Officeworks During her six years at the helm of Australia’s Officeworks, Sarah Hunter has instigated and overseen a broad range of initiatives at the retailer. Among them are endeavours to penetrate the B2B market in a much more focused way, an ever-growing emphasis on the education vertical and a steely determination to make Officeworks an operator that expertly looks after both its staff and the planet.

Hunter is passionate about Officeworks’ retail origins and confirms this channel – despite a strong ‘every-channel’ pivot – remains the beating heart of the operator because it puts customers – and their shopping experience – front and centre of all decision-making. To find out more about Officeworks’ journey – and its ambitions for the future – see our Big Interview with Hunter on page 18.

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Amy Hutchinson, CEO, BOSS Federation As CEO of BOSS, Amy Hutchinson has continued to modernise the UK trade association since taking charge in 2019. Hutchinson and her team strive to support all members and their businesses through a wide range of initiatives.

These include: ensuring members stay informed of new legislation and remain compliant; bringing sub-sections of the industry together to tackle topical challenges; learning from market leaders and sharing experiences; and raising a collective voice to government when necessary.

Hutchinson is also a keen supporter of the BOSS Leaders of the Future Community, which allows the younger generation and newcomers to improve their knowledge, progress their careers and build networks in our industry.

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Pooja Jain Gupta, Managing Director, Luxor Group Pooja Jain Gupta was always interested in the family business – India’s Luxor Group. She learnt the ropes from her father DK Jain, the company’s founder, at a very young age. After completing her college education, she joined the firm at a junior level, working her way up to becoming VP. When her father sadly and suddenly passed away in 2014, Jain Gupta became Luxor’s new Managing Director. With the comprehensive company knowledge she had gained combined with her passion for the business, she was the ideal person to take Luxor forward.

Known for her strategic vision and determination, she regards employees as part of the ‘Luxor family’ and believes that DK Jain would be proud his legacy is thriving – the business now operates in more than 90 countries worldwide.

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Influential Women SPECIAL FEATURE

Carey Jaros, President/CEO, GOJO Industries Carey Jaros brings real passion to GOJO’s mission of ‘Saving Lives and Making Life Better Through Well-Being Solutions’. Her focus at all times is on continuously extending GOJO’s position as a market-leading, growth-orientated company that cares about the health of people.

Jaros joined the vendor in 2014 as a board member, then held executive roles as Chief Strategy Officer and COO before becoming President/CEO in 2020.

Last November, she received the Jack D Ramaley Industry Distinguished Service Award at the ISSA tradeshow in recognition of her outstanding service to the cleaning industry. Jaros attributed the award to her team, acknowledging that “any time a leader is recognised, that recognition ultimately belongs to the team”.

Danièle Marcovici, CEO, RAJA Group RAJA Group, under the long-standing leadership of Danièle Marcovici, has been a growing force in our industry for the past few years. It first acquired Bernard, JPG, Kalamazoo and Mondoffice from Staples Solutions and then snapped up Viking from Office Depot Europe.

Last year, the group acquired Retif, a retail supplies specialist with a network of 88 stores in Benelux, France, Germany, Italy and Spain. 2024 was, of course, a big year for Marcovici and her team, celebrating 70 years since the group was founded.

Marcovici is a longtime activist for gender equality. In 2006, she created the RAJA Foundation which has since funded over 720 projects benefiting approximately 250,000 women and girls.

Susan Lada, VP of Merchandising, S.P. Richards Since joining S.P. Richards (SPR) in May 2012 as Import Merchandise Manager, Susan Lada has consistently demonstrated exceptional leadership and strategic expertise at the wholesaler. This has propelled her through a series of promotions to her current role as VP of Merchandising in April 2023.

In this position, Lada has responsibility for supporting SPR’s supplier partners as well as leading its merchandising team which she does with a keen eye on collaboration and a desire to inspire and grasp all opportunities.

Prior to SPR, Lada – known at the wholesaler for her passion for international travel – honed her merchandising skills at several well-known corporations, including The Home Depot, The Coca-Cola Company and Fruit of the Loom.

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Kim Leazer, CEO, FSIoffice Kim Leazer began her career at FSIoffice over 42 years ago as an outside sales rep. Like so many children growing up in a family business, she had been immersed in all things OP from an early age, learning from her late father, company founder Jimmy Godwin.

In her 23 years as VP of Sales and Customer Service, she developed and grew the company through a razor-sharp focus on major accounts, pricing and contracts, e-commerce, customer service and, most recently, product category expansion and specialisation.

CEO since 2018, Leazer today works alongside the Godwin family management team, always on the lookout for continued growth.

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Amie Lyone, Co-CEO, COS Amie Lyone is one half of the leadership duo at Australia’s COS, having taken over from her father – company founder Dominique Lyone who sadly passed away last October – with her sister Belinda (page 37) in 2021.

She has spent over two decades shaping COS into an industry leader focused on people, community and sustainability, fostering a culture of care and responsibility and at all times reflecting the reseller’s family values. Her passion for service excellence drives initiatives that enhance customer experiences and strengthen engagement.

Lyone has been instrumental in advancing COS’s sustainability efforts, through investments in solar energy, electric vehicle trials, and a mission to reduce single-use plastics.

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Kris Malkoski, Segment CEO, Learning & Development, Newell Brands In 2023, Newell Brands unveiled a new corporate strategy. This is focused on disproportionately investing in innovation, brand building and go-to-market excellence in its largest, most profitable brands and markets while at the same time enhancing organisational effectiveness and agility.

Under Kris Malkoski’s leadership, the new operating model has begun to see impressive results. The vendor excelled in last year’s back-to-school shopping season in the US, with 30 basis points of growth. Under her guidance, Newell Brands also created its ‘Year of Creativity’ in 2024, which included the launch of the Sharpie Creative Marker and Paper Mate Inkjoy Bright Gel pens, while growing the acrylic marker category by 32%.

SPECIAL FEATURE Influential Women

Belinda Lyone, Co-CEO, COS With almost 20 years at COS, Belinda Lyone is an individual driven by her dedication to deliver the right products to keep workplaces, hospitals, and schools healthy, safe and productive. As Co-CEO of the Australian reseller, she has expanded COS’s reach through strategic acquisitions and a focus on ethical and sustainable procurement.

Lyone’s commitment to fostering partnerships with minority-led businesses and social enterprises reflects her dedication to creating lasting positive impacts on people and the planet. She combines her deep expertise in sourcing with a hands-on approach to leadership, ensuring COS remains a trusted partner which champions service excellence, innovation and environmental responsibility.

Perpétua Malta, Global Sales Director, Bi-silque As Global Sales Director, Perpétua Malta has been instrumental in transforming Bi-silque into an organisation that consistently delivers exceptional value worldwide. With over 25 years at the Portuguese visual communication vendor, she has a track record of aligning customer needs with strategic goals while achieving sustainable growth.

Throughout her tenure, Malta has navigated her team through significant organisational change. Her leadership style emphasises a hands-on approach, placing people – both within the firm and among its customer base – at the centre of every decision, thus ensuring Bi-silque remains a highly trusted partner to businesses worldwide.

Kathleen Noe, COO, Fellowes Brands Kathleen Noe is COO at Fellowes Brands and has accumulated over 30 years of experience in corporate finance, operations and transactions.

Following a degree in accounting, Noe pursued her CPA certification and began her career with KPMG in Chicago. She joined Fellowes in 1996 and has since held a variety of leadership roles across multiple disciplines, culminating in her current position as COO, where she oversees operations, finance, IT, legal and corporate transaction activity.

As a growth-minded leader, Noe has played a pivotal part in supporting and driving expansive business strategies at Fellowes while maximising financial performance to accelerate growth and unlock new market opportunities.

March 2025

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Jill O’Neill, VP of Merchandising, Independent Suppliers Group Another new entry to our Influential Women list, Jill O’Neill started her career as a part-time receptionist at Boise Cascade Office Products, moving up the ranks to the position of Supplier Manager. She left in 2004 for a brief stint at Grainger – then an outsider to our sector, now firmly embedded in it – before joining Essendant.

After 13 years at the wholesaler, she added another string to her bow – the dealer group side – where she is now VP of Merchandising. O’Neill highlights the importance of some of the pioneering women in our industry: “The likes of Carol Moerdyk from Boise Cascade and Janet Zelinka from Essendant helped lay the foundation that hard work and dedication to their craft can result in leadership positions for women – we should continue the progress they made by mentoring and supporting as many as we can.”

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Influential Women SPECIAL FEATURE

Anneliese Olson, President, Imaging, Printing & Solutions, HP Inc Anneliese Olson is the new President of HP Inc Imaging, Printing and Solutions – a global business that delivers services, software and hardware for the home, office and graphics markets.

Charged with leading the transformation of the business, Olson brings with her a wealth of international experience, having lived in and worked for HP in Asia and the US. Most recently, she served as SVP and Managing Director of the North America Market, where she led the strategy and sales for the firm’s largest revenue-generating region.

A passionate advocate for sustainability, diversity, equity and inclusion, Olson actively promotes emerging talent and the advancement of women.

Andi Owen, President/CEO, MillerKnoll Andi Owen is President/CEO of MillerKnoll, a vendor of a broad collective of brands with fiscal 2024 revenues of $3.6 billion. Owen was instrumental in brokering the deal that brought Herman Miller – where she had served as CEO for the prior three years – and Knoll together to create MillerKnoll in 2021.

The company reached a major milestone last year when it unveiled two new flagship locations in London and New York.

Under Owen’s leadership, MillerKnoll has expanded its focus beyond the home and office. Recognising the link between physical spaces and well-being, for example, it has delivered expansive solutions to support wellness and promote inclusion in the healthcare industry, for example.

Michele Parzianello, Chief Sales Officer, Staples Inc Having joined Staples Inc in 2019, Michele Parzianello has a background in digital, e-commerce, marketing, merchandising and sales across both B2C and B2B sectors. Throughout her career she has worked with leading brands where she has successfully led efforts to drive transformations, growth and efficiency.

As a curious, analytical and results-driven leader, Parzianello thrives in dynamic, fast-paced environments, leveraging data and innovative strategies to solve complex business challenges.

In her current role as Chief Sales Officer at Staples, she’s responsible for the sales and profitability of a multibillion-dollar P&L that includes Staples Business Advantage and Staples Technology Services.

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Allison Phillips, VP of Strategic Business Development, Avery Allison Phillips has embraced reinvention, transformation and growth throughout her 40+ years in the business products industry, including 35 with Avery.

As VP of Strategic Business Development, Phillips has been instrumental in reshaping the vendor’s legacy. Over the past nine years, she has overseen the acquisition of ten companies in North America and supported 21 globally, driving these new additions to account for nearly 40% of Avery’s business.

Her perennial focus on enhancing customer experiences, creating innovative products, and staying attuned to market trends has helped Avery expand into key industries such as hospitality, badging and credentials, horticulture, kids’ labelling and visitor management.

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Elina Rahkonen, CEO, Wulff Elina Rahkonen was tasked with executing Wulff’s ‘buy and build’ strategy and that she has done at the Finland-based business products reseller, against what has been a “weakened general market situation”.

With a solid background in finance and a strong history of M&A, Rahkonen – Wulff CEO since 2019, with a prior stint as CFO between 2014 and 2017 – over the past two years has overseen a broad number of acquisitions (as well as the sale of the Wulff Beltton business in 2023). These most notably occurred in the SMB financial services segment which is part of its Worklife Services division.

Indeed, the last two purchases came in quick succession, in November 2024 with Esse and, just as OPI went to press in February, with a 70% stake in accounting firm Convido in a deal worth up to €1.4 million ($1.5 million).

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Influential Women SPECIAL FEATURE

Carissa Ryan, VP of Merchandising, WB Mason Carissa Ryan’s love for this industry and the company she works for is evident.

She began her career at US mega dealer WB Mason in 2006 and has been there ever since, steadily ascending through the ranks in various marketing and merchandising positions.

As VP of Merchandising for the past six years, Ryan has played a key role in driving growth, enhancing the product assortment and expanding the company’s market presence. She also leads the planning of Mason’s key events, including its National Sales Convention and Trade Show.

Ryan serves on the Advisory Board of Stonehill College’s School of Business, working with the department to offer mentorship to future business leaders.

Shelley Salomon, Global VP, Amazon Business As Global VP of Amazon Business, Shelley Salomon manages teams across ten countries. With over 21 years at Amazon, she specialises in enhancing business procurement, helping businesses reduce costs and improving productivity with advanced analytics.

Salomon has led a variety of Amazon teams, including Consumer Electronics, Devices and Softlines, integrating technologies such as augmented reality and AI to elevate customer experiences. She was also in charge of Amazon Shipping, a logistics service for third-party e-commerce firms.

Initially on an interim basis but now permanent, Salomon took on her current role in April 2024 when Alexandre Gagnon took a leave of absence.

Louise Shipley, Head of European Marketing, Fellowes Brands Louise Shipley has been with Fellowes Brands for 21 years. As Head of European Marketing, she has built the Workplace Health Solutions division for the vendor, initially focusing on ergonomic accessories. All product development for the ergonomic solutions category in Europe is now managed by Shipley and her team.

In line with Fellowes’ emphasis on education around health and well-being in the office environment, Shipley launched ‘Professor Ergo’ to help communicate the benefits of using the correct equipment in the workplace. Other achievements include the ‘4 Zone Approach’, demystifying European display screen legislation, plus ‘Emma the Work Colleague of the Future’, which starkly demonstrated the detrimental health impacts of poor working habits.

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Nina Skramstad, Managing Director, Lyreco Norway Happy employees mean happy customers which, in turn, mean a happy company – that’s how business should work, according to Lyreco Norway’s Managing Director Nina Skramstad. To achieve all of the above, it’s essential to have a ‘dream team’ in place which boils down to the coming together of three priorities: financial performance, collaboration and team spirit.

This mantra has stood Skramstad in good stead: Lyreco Norway has had a difficult – non-euro currency inflicted – but ultimately good year, overachieving on several of its goals. Now focusing on Lyreco Group’s 100th anniversary in 2026 and its strategy beyond, Skramstad and her team are in the midst of a transformation that involves its people, partners and the planet at large.

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Vivian Slater, Managing Director, Banner (evo Group) Vivian Slater is a highly experienced leader in the business supplies industry, with a career spanning key roles at Guilbert UK and office2office. Having gained experience in consulting and project management outside the sector, she returned in 2015, joining Banner, part of evo Group, as Corporate Sales Director.

In this role, Slater drove significant business growth and led the successful acquisition and integration of Staples UK in 2020. Her customer-focused approach led to her appointment as Managing Director of Banner in early 2023.

Under Slater’s leadership, Banner has achieved record-breaking growth and strengthened its position as a leading partner for public and private sector clients across the UK and Northern Ireland. Her commitment to operational excellence and customer-centric solutions continues to drive the company’s success.

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Anne-Marie Sutton, CEO, NXP Anne-Marie Sutton is an execution-focused professional with a proven track record of optimising and growing complex manufacturing businesses in New Zealand and Australia.

An accountant by trade, with sales and operations credentials honed in the labels industry, she is currently CEO of NXP, a thriving privately-owned business supplies operator in New Zealand with 189 staff and three distribution centres in the country’s largest cities of Auckland, Wellington and Christchurch.

Since early 2022, Sutton has been focused on strengthening the foundations of the company to create a high-performing base from which it can expand.

Operational excellence and a customer-first outlook are her mantra.

SPECIAL FEATURE Influential Women

Bärbel Sorgler, Head of Purchasing, LogServe (Soennecken) A seasoned professional with over two decades of experience in the industry, Bärbel Sorgler took the position of Head of Purchasing at LogServe, the wholesale branch of German dealer group Soennecken, in 2021.

LogServe works with approximately 300 suppliers and offers an extensive range of around 45,000 products. Sorgler’s approach at the group – which this year celebrates its 150th anniversary – is driven by the primary objective of offering products and services that help future-proof its members’ businesses.

Sorgler is a keen advocate of fostering strong supplier relationships and constantly strives to ensure LogServe – and Soennecken as a whole – meets the highest standards of quality, relevance and sustainability.

Amy Steel Vanden-Eykel, CMO, Staples Inc A long-time Staples Inc executive and now CMO, Amy Steel Vanden-Eykel and her team are behind campaigns such as Experts in Your World of Work and Business Is Human, which have meaningfully increased Staples’ appeal in key verticals including facilities, healthcare and education.

Steel Vanden-Eykel began her career at Staples in strategy, then spending over a decade in merchandising where she accelerated growth and drove profitability in areas like technology hardware, services and office supplies.

In 2019, she ran Go-to-Market for Staples.com and Staples Advantage, concentrating on building the team’s digital and selling capabilities. Steel Vanden-Eykel was promoted to CMO in 2021.

Beth Wright, Chief Commercial Officer, Fellowes Brands A fervent and long-standing supporter of women in leadership positions in our industry (see Big Interview, OPI March 2023, page 20), Beth Wright has dedicated much of her time over the past two years driving Fellowes Brands’ continued growth in the commercial furniture sector.

She and her team are frequently found collaborating with dealers and the design community at the state-of-the-art Fellowes Design and Experience Center in Chicago, focusing on delivering tailored solutions for a wide range of needs.

Wright’s passion for fostering strong relationships in this channel fuels her commitment to helping Fellowes’ commercial customers enhance their profitability and success in the project business.

March 2025

Elena Wuchner, CEO, EON Workplace Plenty has happened since Elena Wuchner first appeared in our Influential Women list in 2023. For a start, the company she founded in 2000 has rebranded from EON Office to EON Workplace, adapting, as she says, to the “evolving workplace landscape”.

In addition to launching a brand new EON Technology division, thereby adding copier and printer solutions to its portfolio, she also oversaw the acquisition of SameDay Office Products, a local, woman-owned dealership.

This January, Wuchner was named as the 2025 President of the Workplace Solutions Association, a division of ISSA and the trade association for office products and furniture dealers. She remains deeply involved in her local community and tirelessly spearheads the cause of women in our sector.

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Influential Women SPECIAL FEATURE www.opi.net 42

influential

influential W

W MEN

MEN

in the business products world

Darlene Akers, CEO, Akers Business Solutions Sara Armbruster, President/CEO, Steelcase Anna Bordes, CEO, ADVEO France NEW Nisha Brown, VP Marketing & Product Management, ODP Business Solutions Angie Bukta, President,inCanadian Workplace Solutions the business products world Ashley Burke, Managing Director, VOW Wholesale Ireland (evo Group) Anne Cashman, General Manager & Managing Director, Avery Australia/NZ Jeanette Caswell, Managing Director, Office Friendly NEW Amanda Dauphinais, Global VP of Auto Care, Packaging & Expressions, 3M Margaret De Francesco, General Manager, Dynamic Supplies Australia NEW Hanneke Faber, CEO, Logitech NEW Lidia Fati, Co-founder and Head of Strategy & New Markets, Dacris Christa Furter, Managing Director, Viking Europe (RAJA Group) Susan Gambardella, President, Kimberly-Clark Professional North America Irma Garbella, Managing Director, Mondoffice (RAJA Group) Nathalie Gaspard, President, Lyreco Group Stephanie Gentle, Managing Director, Beaverswood Vicky Gerardi-Schmid, VP International, Printus Simone Hindmarch, Co-founder and Managing Director, Commercial NEW Anja Hochmeier, Head of Customer Solutions, E-Business and Marketing, PBS Holding NEW Kristy Howe, SVP & General Manager, Safco Products NEW Rachel Huckle, CEO, Staples Canada Sarah Hunter, Managing Director, Officeworks Amy Hutchinson, CEO, BOSS Federation Pooja Jain Gupta, Managing Director, Luxor Group Carey Jaros, President/CEO, GOJO Industries NEW Susan Lada, VP of Merchandising, S.P. Richards Kim Leazer, CEO, FSIoffice Amie Lyone, Co-CEO, COS Belinda Lyone, Co-CEO, COS Kris Malkoski, Segment CEO, Learning & Development, Newell Brands Perpétua Malta, Global Sales Director, Bi-silque Danièle Marcovici, CEO, RAJA Group Kathleen Noe, COO, Fellowes Brands NEW Jill O’Neill, VP of Merchandising, Independent Suppliers Group NEW Anneliese Olson, President, Imaging, Printing & Solutions, HP Inc Andi Owen, President/CEO, MillerKnoll Michele Parzianello, Chief Sales Officer, Staples Inc Allison Phillips, VP of Strategic Business Development, Avery Elina Rahkonen, CEO, Wulff Carissa Ryan, VP of Merchandising, WB Mason NEW Shelley Salomon, Global VP, Amazon Business Louise Shipley, Head of European Marketing, Fellowes Brands Nina Skramstad, Managing Director, Lyreco Norway Vivian Slater, Managing Director, Banner (evo Group) Bärbel Sorgler, Head of Purchasing, LogServe (Soennecken) Anne-Marie Sutton, CEO, NXP Amy Steel Vanden-Eykel, CMO, Staples Inc Beth Wright, Chief Commercial Officer, Fellowes Brands Elena Wuchner, CEO, EON Workplace NEW

The only senior executive event for the business supplies industry addressing our unique challenges alongside unmatched networking opportunities

With rapid technological advancements reshaping the global business supplies sector, staying informed is key to remaining competitive. At this year’s OPI Global Forum, we’re tackling two major industry shifts – AI and the evolving workplace – with expert insights and practical takeaways.

SPEAKERS INCLUDE:

BOOK NOW! Discounted rates are available until 31 March, with free cancellation until 18 April 2025.

We also have special rates for OPI members and independent dealers.

Ric Andersen, VP & General Manager, The HON Company David Boone, Interim CEO, Essendant David Dewane, Chief Experience Officer, Physical Space, Geniant John Fellowes, President & CEO, Fellowes Brands Jason Heredia, VP of Design & Client Engagement, HNI Workplace Furnishings Jeremy Myerson, Chairman, WORKTECH Academy & Professor Emeritus, Royal College of Art Mark Newhall, Founder & CEO, Execution Specialists Group LLC James Rogers, President & CEO, ISG Kelli Wolf Moles, Partner, McKinsey & Company

FOR MORE INFORMATION, UPDATES ON SPEAKERS, THE FORUM AGENDA AND TO BOOK, VISIT WWW.OPI.NET/GF2025

CATEGORY UPDATE

Vision for the

FUTURE

Insights from key industry players within the viscom sector highlight the evolving landscape, growth areas and inevitable challenges that lie ahead – by Kate Davies

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lexible working models are redefining office and learning environments, prompting visual communications to adapt. The sector remains vital for manufacturers and resellers, accounting for substantial portions of their revenue.

At Spain-based vendor Rocada, for example, viscom supplies contribute 50% to the company’s total sales. China’s Deli Group similarly positions viscom within its top five product offerings. According to Deli’s Regional Manager for the EU, Pavel Dubrouski, 2023 and 2024 were especially successful for its OEM whiteboard business in the US. Meanwhile, Bi-silque’s Global Sales Director Perpétua Malta describes viscom as a “cornerstone” of the company’s portfolio, essential for effective communication in professional and educational settings. She highlights sustainability, digital integration and customisation as crucial trends which keep the sector relevant.

For ACCO Brands EMEA, the category’s success reflects broader changes in workplace supplies. Steve Keen, VP for Product, explains: “As offices and home offices are increasingly redesigned to align with modern work requirements, businesses are investing in viscom to boost efficiency and help employee productivity.”

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SMART TRANSFORMATION One of the most notable shifts is the adoption of digital and interactive solutions. For example, Showdown Displays Europe has observed a surge in demand for digital displays and printed products.

Rochelle Scheerhoorn, Director of Strategic Accounts and Business Development at

Schoolmate Boards from Bi-silque are available in steel, cork and felt surfaces

the vendor, notes: “Traditionally, there’s a tendency to hold back on these items because of cost concerns and perceived complexity.

This has completely changed over the last two years as companies throughout Europe have been seeing the potential of these items.”

Suppliers now require certain ISO certifications just to enter the playing field Similarly, Rocada anticipates further amalgamation of interactive products, positioning them as the next evolution in office and educational environments.

Arnau Verdaguer, Export Sales Area Manager, explains: “An important future trend – already gaining traction – is the rise of interactive whiteboards, which are entering the market with strong momentum. We’re actively working on this and are planning to offer a wide range of electronic solutions on an international scale in the near future.”

PRIORITISING SUSTAINABILITY As businesses place greater emphasis on responsible sourcing, there’s added pressure on suppliers to meet stricter environmental standards. “With growing attention on EU production, suppliers now require certain ISO certifications just to enter the playing field,” says Scheerhoorn.

Gordon Christiansen, Partner at sales and marketing agency Highlands, also emphasises the growing pursuit of sustainable solutions in Europe, with the US market catching up.

“Consumers are increasingly interested in

DEMAND FOR MOBILITY Hybrid work models have heightened interest in portable viscom solutions, with mobile whiteboards, flipcharts and soundproof systems emerging as particularly popular choices. Malta refers to these as “standout performers” within the category, driven by their ability to facilitate collaboration.

“Designed for unparalleled flexibility, Bi-silque’s modular boards support circularity and sustainability, enabling easy reconfiguration and adaptability across various professional and educational environments. Their user-friendly design aligns with the growing demand for versatile and multifunctional tools,” she adds.

Christiansen concurs that adaptability is vital in today’s workplaces, with versatile items leading the way for the foreseeable future.

“No matter what the work setup is for the day, businesses seek multi-use products which help them maximise space with minimal effort.”

Examples include Rocada’s Transformer Mobile Flipchart which doubles up as a desk and Ghent’s GRVT Mobile Collaboration Hub, offering customisable configurations with whiteboard options built in.

CATEGORY UPDATE Visual Communications

products that last longer, can be repaired and use fewer plastic materials. This means adopting more sustainable practices and prioritising higher-quality materials,” he says.

Sustainability is now a mainstream issue, and industry leaders are responding with eco-conscious innovations. Showdown, for instance, has reinforced its commitment to sustainability by reducing plastic usage in packaging, transitioning to eco-friendly print materials and securing ISO 14001 certification for environmental management.

Bi-silque has launched initiatives under its Together for a Sustainable Future programme, such as earning cradle-to-cradle and Ecolabel certifications for a significant portion of its products. Added to that, the vendor has introduced the BioFusion range which incorporates natural materials like cork, coconut fibre, rice husks, coffee grounds, shell bivalves and hemp to minimise plastic use.

Supply chain improvements remain key.

“Collaborating with responsible suppliers ensures sustainable sourcing,” Malta says. “By prioritising local and regional partnerships, we reduce transportation-related emissions and secure high-quality materials that align with our environmental and social responsibility goals.”

Businesses seek multi-use products which help them maximise space with minimal effort

Ghent’s GRVT Mobile Collaboration Hub

CUSTOMISATION AND AESTHETICS As companies try to bring the comforts of home to the office – creating more appealing and personalised workspaces which make employees feel valued – customisation has gained traction.

Scheerhoorn has noted a preference for frameless, sleeker and more sophisticated products, with rising calls for black and anthracite finishes aligning with contemporary interior design trends.

March 2025 45

Visual Communications CATEGORY UPDATE www.opi.net 46

“While there will always be a need for entry-level products, from my experience, the sub-categories which are performing best are those that offer a point of differentiation to the user. Businesses are seeking special designs as they strive to create inviting and visually cohesive spaces,” Christiansen reinforces.

Ghent’s Patient Communication Boards, for instance, reflect this evolution, blending custom branding with high functionality.

Personalised with colours, logos and content, they benefit workplace aesthetics and improve communication in medical facilities.

Rocada has also embraced design-led solutions. According to Verdaguer, the manufacturer’s Nordic-inspired products, incorporating oak wood finishes to bring warmth and a rustic feel to workplaces, are performing particularly well in Europe and Asia.

However, customisation comes with its own set of challenges. “Most office resellers are not ready for large-scale personalised requests,” Scheerhoorn explains. “There’s a real demand for printed customisations, but to fully capitalise on this, they need either a graphic design team or a highly advanced IT system integrated into the back-end of the website.”

STRATEGIC ADAPTATIONS The viscom category is not immune to the ongoing economic uncertainties which have impacted the entire business supplies industry. Although Keen acknowledges these pressures, he remains optimistic that ACCO Brands’ diverse portfolio accommodates a wide range of budgets, allowing businesses to invest in the right areas without financial strain.

Similarly, Bi-silque is streamlining production processes and leveraging economies of scale to balance cost efficiency with product innovation. This approach makes sustainable, multifunctional products accessible to a broader customer base.

Outdoor Menu Case & Chalk A-Board Swing from Showdown Displays

To further boost market resilience, Malta says the manufacturer is prioritising serviceable, repairable and modular products – extending product lifespans and supporting circular economy initiatives.

On a practical note, transportation is a major challenge. Distributing large whiteboards presents difficulties, Verdaguer points out, especially when distributors need to drop-ship items. In response, Rocada has developed its SkinWhiteBoard range, which consists of frameless boards and allows the creation of any surface length using smaller units.

Also on a logistics note, Deli Group’s Dubrouski explains that packaging is a key consideration when selling viscom products.

“Whiteboards require extremely durable, reinforced packaging, especially for Free on Board deliveries from China. Our product development team continuously test and improve packing quality to overcome this difficulty,” he says.

Most office resellers are not ready for large-scale personalised requests

Multifunctional and magnetic boards from Rocada’s NATURAL product range

THE FOREFRONT OF INNOVATION Scheerhoorn notes a post-pandemic change in market trends, particularly the developing overlap between business supplies and the hospitality division. “The connection between office resellers and hotel, restaurant and catering products has become more apparent.

In response, we have expanded our range to include wooden and pavement signs and chalkboards,” she explains.

This diversification illustrates how resellers can adapt to cross-sector requirements, expanding their portfolios to serve a broader group of customers during unsteady times. As innovation drives the viscom category forward, key players are poised for sustainable growth, offering solutions that not only meet today’s demands but also anticipate future needs.

HOW TO...

MASTERING

Focus SAFETY & WORKWEAR

safety sales STRATEGIES

Frank Hoard, Director for the Facility Supply Channel at Independent Suppliers Group (ISG), shares how dealers can successfully compete in the industrial safety and workwear category

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mployee safety and well-being are non-negotiable in any workplace.

Despite this, the independent dealer channel (IDC) has largely avoided the industrial safety market. Whether it’s the overwhelming scope, complex regulations or uncertainty about where to begin, many dealers hesitate.

According to Polaris Market Research, the global industrial safety market was worth $6 billion in 2021, with $3 billion generated in North America and Europe. By 2030, this figure is expected to reach $10.6 billion.

The landscape is certainly competitive, with industrial and non-industrial suppliers as well as e-commerce players leading the charge. However, in a maze of standards and regulations, terminology and fines, the category is yearning for reliable suppliers that can navigate their way to sustainable growth.

Furthermore, with strong revenue potential, a decentralised supply chain and opportunities for vendor consolidation, independent dealers can no longer afford to ignore industrial safety.

The National Safety Council – a non-profit safety advocate – estimates the average cost for claims from 2021-22 in the US was $44,000.

Add to that the additional headaches of lost production time, fines and regulatory agencies’ attention, and it’s clear why an ounce of prevention is worth a pound of cure.

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OPPORTUNITIES ABOUND The safety channel is an effective pathway to diversify beyond shrinking product categories.

Transitioning the customer base from

traditional white-collar markets to blue-collar environments may feel like uncharted territory.

Nevertheless, now is the time to supply products for skilled trade and industrial workers – where remote work isn’t an option and safety is paramount.

Industrial safety products are rarely sourced from just one distributor. Even in situations where single sourcing exists, decisions often hinge on convenience rather than quality. Dealers can address this by offering multiple brands, flexible ordering and technology-driven solutions while also providing value at both a professional and personable level.

Now is the time to supply products for skilled trade and industrial workers – where remote work isn’t an option

Smaller companies – potential customers for the IDC – in particular are more likely to be disengaged from reliable safety representatives, yet still face the same risks as larger businesses. While many buyers default to big suppliers such as Grainger, MSC or Fastenal, these operators rely heavily on self-service models – catalogues, websites or, occasionally, lockers and inventory drawers – which can be costly and impersonal.

By comparison, independent dealers can compete by offering more tailored solutions.

and ANSI regulations within the customer’s industry; requesting facility tours to observe safety practices; taking detailed notes and asking follow-up questions for clarity.

Key questions to ask when canvassing for industrial safety business are:

ISG’s Frank Hoard has over 25 years’ experience within the industrial safety channel

Dealers should lean on suppliers for support and resources or join a cooperative

PRESENTING A PROGRAMME With all this insight at their fingertips, dealers can develop a customer safety profile along with a tailored safety supply proposal. This conversation should ideally happen face to face to demonstrate commitment and differentiate the approach from price-driven competitors.

The proposal should confirm the findings from previous discussions, addressing the specific safety challenges and regulatory requirements identified. It should also highlight the value proposition, demonstrating how the solutions meet the customer’s unique needs.

Adding even more gravitas, examples of cost savings through vendor consolidation could be provided, along with supporting materials such as visuals, product samples or case studies.

Assuming dealers listened, learnt and tailored the proposal to customer needs, entering the industrial safety category should be easy and beneficial for years to come.

Most reassuringly, the category offers resilience against market fluctuations, strong growth prospects and an enduring relevance that transcends industry trends. Dealers can become essential partners in creating safer, more productive workplaces – a mission that should be as visible as a neon yellow vest.

March 2025

CUSTOMER TARGETING In order to expose the level of potential within industrial safety and workwear, dealers must focus on customers that employ blue-collar workers – sectors including manufacturing, construction, service providers and municipalities make large investments in employee safety. That being said, it’s not enough to just sell new products. Dealers must move beyond transactional relationships and assess and develop their customer base through prospecting the industrial market or more deeply investigating current clients.

It’s important to have conversations with safety officers who can share the standards their businesses work to. These discussions should centre on understanding risks, compliance requirements and operational needs – not just making a sale.

The person with this information may hold titles such as Environmental Health and Safety Manager, Safety Officer or Risk Assessment Manager. In some cases, it could also be someone in HR or a safety hygienist, depending on the company’s structure and focus on safety protocols.

Asking customers the who, what, when, where, why and how is key. Unfortunately, it’s a lost art in generating business but regardless, be humble and let customers know that the goal is to truly understand their needs. Prepare for the conversation by reviewing OSHA

• What risks are you protecting workers from?

• What safety standards do you follow?

• Are safety products integrated into either your ISO certifications or quality management systems?

• How often do safety audits occur?

• What type of injuries are most common?

• How frequently do you review and update safety protocols?

HOW TO... Safety & Workwear

LEARNING CURVE When entering an unfamiliar category, start with education. Dealers must familiarise themselves with industry terminology and regulatory frameworks. In the US, for instance, understand the roles of the Occupational Safety and Health Administration (OSHA) and the American National Standards Institute (ANSI). In Europe, be aware of EU-OSHA and European Standards.

Customers will also have to follow regulations from other agencies, such as the International Organization for Standardization (ISO), transportation departments, environmental agencies and fire marshals.

An in-house safety specialist isn’t necessarily required for initial success, however. Instead, dealers should lean on suppliers for support and resources or join a cooperative. By being part of a group like ISG, they can easily access safety products and leverage established relationships with industrial safety suppliers, streamlining access to brands such as 3M, Honeywell, PIP and Jackson Safety.

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ADVERTORIAL

The future of

WRITING OPI explores how Schneider is fostering innovation and improving production processes to build on its well-established foundation for a greener future

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ustainability isn’t just a trend for Schneider – it’s a deeply rooted commitment that has shaped the company’s ethos for decades. And its dedication is gaining momentum.

The Germany-based manufacturer was pioneering sustainable practices in the writing instruments sector long before environmental responsibility became a widespread concern. This dedication was recognised with the German Sustainability Award 2024, cementing Schneider’s reputation as a leader in eco-conscious innovation. An expert jury commended the business for its long-term efforts to take on issues such as durability, recyclability and use of renewable resources, among other key attributes.

“Many of our competitors historically overlooked sustainability. For us, it has always been a priority,” says Schneider Managing Director Frank Groß. “In 1998, we became the first writing instruments manufacturer to certify all production sites under the EU’s Eco-Management and Audit Scheme (EMAS) and we have upheld that standard ever since.”

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SUSTAINABLE MATERIALS To this day, Schneider remains the only vendor in this category certified by EMAS across all manufacturing locations. In addition, it was the first licence holder of the trusted environmental label Blue Angel. Today, ten out of 12 certified writing instruments come from this operator.

Schneider’s commitment to sustainability is evident in its use of recycled and bio-based plastic, which sits at the core of the company’s manufacturing strategy. Nearly 40% of the

product range now features components made from resource-saving materials, and the company is continuing to expand its efforts, working towards all lines incorporating eco-friendly supplies in the near future.

“Our approach is different,” explains Groß.

“Rather than creating a separate ‘eco-series’ with compromises, we seamlessly integrate sustainable features into our existing high-quality assortments – while maintaining the same price points for our customers.”

This focus on material sustainability is an important element of the manufacturer’s roadmap – a journey dedicated to minimising the environmental impact of writing instruments throughout production and use.

For instance, Schneider is developing new eco-friendly inks and pastes as well as utilising renewable raw materials and recycled fibres for ink reservoirs. Research into renewable additives is also underway, pushing the boundaries of sustainable production beyond plastics.

We seamlessly integrate sustainable features [...] while maintaining the same price The Tomo fountain pen, unveiled at Creativeworld 2024, showcases Schneider’s dedication to sustainability. The pen is designed not only with longevity in mind, but with a reduced carbon footprint. It uses recycled plastic in the manufacturing of both its cap and barrel, making it an eco-conscious choice for consumers.

DESIGNED TO LAST Refillable writing instruments play a vital role in Schneider’s sustainability mission. The Plug+Play system, for example, has eliminated a common problem with refills – not knowing which refill fits which product. All ballpoint pen models from the Plug+Play assortment are suitable for different refill formats with their universal fit, encouraging long-term use instead of reaching for disposable alternatives.

“Customers appreciate this system,” Groß says. “We’re seeing strong adoption in commercial sectors, as well as observing a change in behaviour of end consumers in B2C, although the latter is not yet equally evident in all countries unfortunately.”

Nevertheless, with refill options available across multiple product lines, Schneider is ensuring that customers have access to sustainable choices without compromising on performance. “Our goal is to make refilling second nature for users,” adds Groß. “This is an essential step towards reducing plastic waste and promoting long-term sustainability.”

HOMEGROWN SUCCESS A hallmark of Schneider’s identity is its ‘Made in Germany’ philosophy. With production sites in Schramberg and Wernigerode, the manufacturer

From top: Slider Rave, Job highlighter, refillable pen as part of the Plug+Play system

maintains strict quality controls while continuously optimising the entire value chain.

“We invest heavily in cutting-edge technology and resource-conserving production methods to reduce our ecological footprint,” Groß states.

“Our customers trust the ‘Made in Germany’ label as a symbol of durability, quality and innovation in every one of our products.”

By keeping production local, Schneider has shorter transport distances, reducing emissions and maintaining a high level of supply chain control. Adding to its sustainability credentials, all production sites use electricity from 100% renewable sources – from hydropower, its own combined heat and power plants and photovoltaic systems.

ADVERTORIAL Schneider

Another standout product, the Job highlighter, has undergone a full-scale sustainability transformation. “Since 2024, all plastic components of the Job highlighter have been made entirely from recycled materials, including the ink reservoir and tip,” says Groß. Its green credentials earned it the aforementioned Blue Angel label, and it was also a finalist in the German Sustainability Award’s Sustainable Products category in 2024.

In addition, Schneider has revamped the Slider Rave ballpoint pen, now featuring a barrel made from 68% recycled plastic.

Groß notes promising growth opportunities for each of these products, especially in Europe, and the vendor supports participating retail partners with promotional campaigns, sampling initiatives and social media outreach.

OVERCOMING CHALLENGES Pioneering sustainability in writing instruments comes with challenges. Identifying eco-friendly materials that match conventional plastics in durability and performance, and meet the visual and mechanical demands of Schneider products require extensive research. Only when this has been achieved can they replace standard virgin materials in series production.

Moreover, sustainable raw substances often come at a premium compared with virgin equivalents. Groß explains: “Experience has shown that end customers are not prepared to pay extra for sustainable writing instruments.

This means we have to realise cost savings by increasing efficiency in the production process.”

Our goal is to make refilling second nature for users Another challenge is reducing CO2 emissions.

Schneider addresses this by sourcing 94% of its purchasing volume from European suppliers while continuously investing in renewable energy and carbon reduction initiatives.

Schneider’s HQ and production site in Schramberg, Germany

March 2025

A BRIGHT FORECAST The future of Schneider looks full of continued innovation and sustainability. “Our product roadmap envisages a medium-term switch to resource-saving materials for all series products,” Groß confirms.

With its unwavering environmental commitment, Schneider continues to set industry benchmarks, earning a place this year on the European Office Products Awards shortlist (see Event, page 54) in the Sustainability Excellence: Vendor category.

“Our journey is far from over,” concludes Groß. “Sustainability and creativity go hand in hand and we’re excited to shape the writing instruments sector with both in mind.”

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EVENT

Expanding HOPE

This year’s NBPI City of Hope campaign is all about broadening scope – of industry engagement, fundraising initiatives and, crucially, treatment possibilities

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ue to the devastating wildfires in the Los Angeles area in January, City of Hope made the decision to alter proceedings for its customary annual National Business Products Industry (NBPI) Tour and Hall of Fame dinner, held in Duarte, California. As a result of so many people having been affected locally – including many City of Hope staff – an on-campus event was ruled out and replaced with a virtual ‘tour’, which took place on 4 February 2025.

While the much loved ‘hands-on’ approach and all-round networking were sorely missed, the huge upside was that more industry peers attended the virtual get-together – over 300.

They heard about the history of the NBPI and its campaign from NBPI Chairman Steve Schultz, City of Hope supporters as well as past honourees – including the legendary Jack Miller. A long-serving City of Hope clinician – Vijay Trisal M.D. – and patient speaker Barb Gargano then shared their insights, highlighting once more just why our industry’s support is so important.

Spirit of Life honouree John Fellowes concluded the presentation with an overview of his Expanding Hope campaign. In a follow-up chat with OPI’s Heike Dieckmann, he further elaborated on his fundraising ambitions.

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OPI: Tell me a bit about your Expanding Hope campaign, John. Why that title?

John Fellowes: It’s a twofold thought process. The first relates to City of Hope and how the organisation is expanding in terms of treatment and technologies to provide the best outcome for patients.

KEY EVENTS 13-14 May Bob Parker Memorial Event, Streamsong Resort – Bowling Green, Florida 2-3 June Hope Award Golf & Gala, The Ritz-Carlton Reynolds – Lake Oconee, Georgia 23 June Saving Lives Honouree Event, Medinah Country Club, Illinois 24-25 September Memorial Golf, Pre-Events & Spirit of Life Gala Dinner, Navy Pier, Chicago, Illinois

A couple of years ago, in 2023, Andrew and Peggy Cherng – the couple who created fast-food chain Panda Express in the US – donated $100 million to City of Hope to help fund what is now the Center for Integrative Oncology. This is an initiative that leverages the best cancer-fighting approaches of both western and eastern practices.

Often, cancer treatments are separated into western treatments such as radiation, chemotherapy and stem cell therapy while on the other, eastern side, you have herbal medicines, acupuncture, etc.

The thinking behind bringing these two complementary approaches together is to find the ideal formula which works for the best patient outcome, all based on clinical data and tested evidence.

While there are numerous ways in which integrative oncology can work, one example is using therapies like acupuncture or herbs to boost the immune system and mitigate irritation after rounds of chemotherapy – providing quicker recovery and less pain.

OPI: What’s the second goal?

JF: It’s to broaden the fundraising engagement deeper into organisations, across industries and also beyond borders.

We want to continue to preserve the amazing base of supporters, who are the foundation of our City of Hope activities, but we also want to create opportunities to increase that base.

One of the new events we hope will have a big impact on funds raised is our ‘Step, Run, Ride’ initiative. This is a way for people to invest in their own health through an activity challenge while raising money through family, friends and colleagues.

It will take place in three stages – May, June, and July – and participants can do one, two or all three challenges: commit to walking 200,000 steps in May – about 6,500 a day; running half a marathon on 14 June; or riding

EVENT City of Hope

a bike for a specific personal goal distance in July. Details for this and other initiatives are posted on our LinkedIn page, NBPI Benefiting City of Hope.

Another headline event is our Saving Lives Day at the prestigious Medinah Country Club near Chicago on 23 June. We will be taking over all 650 acres of this multisport facility, offering numerous packages that cater for a wide array of interests.

First, we will have golf opportunities on three courses, including Medinah No. 3, host of the upcoming Presidents Cup in 2026. In addition, we will have a three-part field tournament comprising bocce, croquet and putting. Lastly, there will be a racket package offering tennis, pickle or paddle ball. It’s going to be a fantastic day – we’re planning to have a real festival atmosphere with music, food and drink, etc.

Overall, we have 30 events planned over the next few months. As the name suggests, we want to expand everything we do with and for City of Hope and, as a result, bring hope for treatment and recovery to more patients.

JF: It’s been a lifelong commitment. Fellowes Brands as a company has been an active supporter since our industry’s City of Hope campaign kicked off in 1982 with $65,000.

Personally, I’ve been a supporter of City of Hope for over 20 years and on the NBPI committee for about ten years now.

We want to [...] find tomorrow’s advocates and evangelists for the City of Hope campaign

OPI: What’s your fundraising ambition?

JF: The goal is always to surpass the previous year; in 2024, we raised $14.1 million. But I’m thinking a bit longer term too. Before COVID, we were growing while, recently, the fundraising has hovered at around the $13-$14 million mark. How can we get on a real growth trajectory again?

All that said, the target isn’t only monetary.

We want to generate more engagement to sow the seeds to find tomorrow’s advocates and evangelists for the City of Hope campaign, in order to assist financially with discovering future treatments and cures.

OPI: What has been your involvement with City of Hope?

John Fellowes with his team at the City of Hope campus in Chicago

OPI: City of Hope has massively grown its footprint and now has several campuses in the US – in Duarte, Orange County, Phoenix, Atlanta and Chicago. Does the fact you’re based in Chicago and therefore close to a facility make a difference?

JF: It’s been invigorating to see this expansion across the US and we are fortunate to be in one of those locations. Last autumn, along with my leadership team, we were able to visit the Chicago campus and spend some time with the City of Hope team. These relationships have continued to grow. We actually have one employee who is being treated at this centre.

It’s been grounding for our team to have a personal connection and hear first-hand experiences of the incredible culture at City of Hope, but also to learn about the extremely effective treatments which have created a transformational outcome for this individual.

Cancer touches everyone one way or another – directly, through family, friends or colleagues. So many times, our care for the people impacted compels us to want to make a difference and invest in future cures. Our support for City of Hope offers that opportunity and together we will get there – $1 at a time.

March 2025 53

EVENT

THE QUEST FOR

innovation I

25

EUROPEAN OFFICE PRODUCTS AWARDS 2025 PREVIEW nnovation is the lifeblood of any industry. Continually finding it can be difficult, especially in mature sectors such as the business supplies space. It also comes in many guises: an engaging marketing campaign that draws in new audiences; products which tap into trends; companies persistently thinking outside the box to deliver excellence to their customers; and individuals who excel at pushing this industry forward in an inclusive and progressive manner.

For the 24th time, a group of seasoned senior executives from all channels came together to debate who has done any of the above and deserves a place on the European

Office Products Awards’ (EOPA) shortlist and, ultimately, at the winners’ table.

A total of 13 awards are up for grabs, with two new categories having been added to the mix. Best Workplace recognises organisations which go the extra mile in creating a comprehensively positive work experience. Online Reseller of the Year, meanwhile, is open to any operator of business supplies that primarily operates online.

All winners will be revealed during a special celebration dinner on 11 March 2025 – the second night of OPI Partnership (see Event, OPI January/February 2025, page 58) – at the Hotel Okura in Amsterdam.

EOPA 2025 SHORTLIST Business Product of the Year • ACCO Brands EMEA – Leitz Ergo Compact Workstation Pro • ACCO Brands EMEA – Leitz IQ OptiMax Office Micro Cut Paper Shredder Security P5 35L • Arco – Arco Responsible Choice Workwear Range • Fellowes Brands – Breyta Ergonomic Solutions • Natural Hygiene – Sanni Bin • Newell Brands – Dymo LetraTag 200B

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Marketing Campaign of the Year • Essity Professional Hygiene – Essity Lyreco Omnichannel Campaign Sweden • Lyreco Group – The Green Room: Mind, Body, Workspace • Pilot Corporation of Europe – Pilot Naruto Shippuden Licence • P-Wave – NHS England Body Awareness Partnership

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Sustainability Excellence: Reseller • Commercial • Lyreco Group • Red-Inc Sustainability Excellence: Vendor • Essity Professional Hygiene • Greenspeed

• Schneider • tesa • The Cheeky Panda Reseller of the Year • ACS Group • Bureau Vallée • Lyreco Group • Printus/OTTO Office • Schäfer Shop Group • United UK Wholesaler of the Year • JGBM • PBS Holding • Soennecken/LogServe • soft-carrier • VOW Wholesale Online Reseller of the Year – NEW • 123inkt • Bol.com • Böttcher • Galaxus • Lomax Vendor of the Year • Bisley • Essity Professional Hygiene • Exacompta Clairefontaine • Fellowes Brands • Pukka Pads • Reckitt Pro Solutions

Best Workplace – NEW • ACS Group • Durable • Fellowes Brands • Lyreco Group • Prima Software Young Executive of the Year • Lucas Andersen, Email Coordinator, Lomax • Ross Ayley, National Account Manager, Durable UK • Alex Bonarius, Global Sales Director, Pukka Pads Executive of the Year • Linsey Adams, Head of Trade Marketing & Customer Activation EUANZ, Reckitt Pro Solutions • Sophie Choiselat, Business Unit Manager, Avery France • Robert Harper, Marketing Director, Prima Software • Ross Jones, Head of Sales, Northern Europe & ANZ, Reckitt Pro Solutions • Simon Weavers, Sales Director, The Cheeky Panda Business Leader of the Year & Industry Achievement No shortlist – winners announced on the night.

EOPA EVENT

BUSINESS PRODUCT OF THE YEAR ACCO Brands EMEA – Leitz Ergo Compact Workstation Pro ACCO Brands has extended its Leitz Ergo range and created a full ergonomic workstation, designed to fit both in the home and the office. With the workstation concept, Leitz supports dealers in selling a complete solution instead of a single product.

ACCO Brands EMEA – Leitz IQ OptiMax Office Micro Cut Paper Shredder Security P5 35L The Leitz IQ OptiMax shredder redefines secure document disposal with its novel bin rotation technology and ultra-quiet operation. The rotating bin innovation ensures even distribution of shredded paper and allows space for an additional 140 sheets to be shredded before it needs emptying.

Arco – Arco Responsible Choice Workwear Range In partnership with Lyfcycle, Arco has launched a unique clothing collection that is made to last and ethically sourced. Tapping into the massive growth area of sustainability as well as safety and workwear as a category, the product can be fully traced – from raw material sourcing of all components through manufacturing to final mile delivery.

Fellowes Brands – Breyta Ergonomic Solutions Fellowes Brands’ Breyta collection of ergonomic accessories redefines workspaces. Each product has been carefully designed with hybrid working trends in mind. The line consists of a monitor and laptop stand, carry case and footrest – all easy to transport, set up and operate, and with employee comfort, performance and compliance in mind.

Natural Hygiene – Sanni Bin Feminine hygiene waste disposal is a burgeoning sub-category in our sector. Sanni Bin is a fully biodegradable, flat-pack solution for feminine hygiene in washrooms in every location. It removes the need for costly service contracts and supports customers’ sustainability endeavours.

Newell Brands – Dymo LetraTag 200B The DYMO LetraTag 200B label maker creates durable, smudge-free labels in a variety of finishes.

Featuring thermal printing innovation, it automatically connects through Bluetooth wireless technology and prints from smartphones or tablets with the new DYMO app.

MARKETING CAMPAIGN OF THE YEAR

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Essity Professional Hygiene – Essity Lyreco Omnichannel Campaign Sweden In March 2024, Essity Professional Hygiene launched a campaign to drive awareness – and sales – of the Tork brand and its assortment. In partnership with Lyreco Sweden, the initiative was aimed at the commercial segment and focused on user journeys on- and offline.

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Lyreco Group – The Green Room: Mind, Body, Workspace Lyreco’s Green Room webinar series was created to share industry knowledge, expert insights and innovative perspectives on the workplace solutions market. The third instalment focused on burnout: what it looks like, how to overcome it, and its effects on individuals and teams. The objective of the campaign was to reach new audiences (a younger demographic), increase brand awareness and generate new business leads.

Pilot Corporation of Europe – Pilot Naruto Shippuden Licence Pilot Corporation combined the brand power of its well-established FriXion pen with the on-trend design of the famous anime Naruto Shippuden to market an exclusive collection of six unique pens. Highly professional and comprehensive, the campaign was launched in 35 countries, creating visibility in stores and online for a target audience of pre-teenagers/teenagers.

P-Wave – NHS England Body Awareness Partnership As part of a major drive to highlight early cancer diagnosis, P-Wave entered a first-of-its-kind partnership with UK health service NHS England with a campaign that encouraged men to consult their GPs if they see blood in their urine. This could be detected by using P-Wave’s Slant6 urinal mats, distributed through a wide range of resellers to B2B customers across the UK.

RESELLER OF THE YEAR

Commercial Constantly adding to its unique value proposition, Commercial is at the forefront of sustainable innovations, providing industry-leading solutions which reinforce its commitment to people and planet. The reseller is on track to reach its goal of carbon net zero by 2028.

ACS Group Ambitious and agile, ACS Group is constantly on the lookout for new opportunities, be that in terms of product offering, target audience or a solution-focused outlook. AI certainly helps with the latter and the company has been making considerable investments in new, AI-related technologies.

Lyreco Group Lyreco’s sustainability journey began with its ISO certification in 1997.

Since then, it has gone from strength to strength in terms of reducing its environmental impact and supporting local communities. Lyreco’s most recent commitment is to the Science Based Targets initiative, which mandates that, by 2026, 76% of its suppliers will have science-based targets.

Red-Inc Red-Inc has been on a mission since first opening its doors in 2008. B-Corp certified since 2016, it aims to create a pioneering, low-impact business which specialises in driving decarbonisation throughout the supply chain while tackling a myriad of wasteful habits.

EVENT EOPA

SUSTAINABILITY EXCELLENCE: RESELLER

Bureau Vallée Bureau Vallée continues to defy the many challenges bedraggled retail sectors are facing globally.

This operator is always on the ball in an effort to diversify and remain relevant – in its home market of France as well as in its growing portfolio of subsidiaries in Europe and North Africa.

Lyreco Group While keeping a strong OP focus, Lyreco is always keen to embrace change and has strategically positioned itself to maximise category potential – with safety and workwear, for instance. Making digital a central pillar of its business model is also a key target.

SUSTAINABILITY EXCELLENCE: VENDOR Essity Professional Hygiene Going way beyond best practice, Essity Professional Hygiene is not only recognised as one of the most sustainable companies in our industry (see Green Thinking, page 15), it also supports its customers with their targets and journeys.

Greenspeed Greenspeed is a perennial award contender – and cradle-to-cradle expert – that in 2024 further upped its green and all-round corporate social responsibility credentials by receiving B-Corp certification.

Schneider A company that has been flying the sustainability flag for many years, Schneider goes quietly about it, always improving production methods, sourcing strategies and customer awareness levels (see Advertorial, page 50). tesa Last year’s category winner tesa continues to take a chance with one of its top products, completely reinventing it time and again in the name of sustainability.

Schäfer Shop Group Omnipresent in its markets – eight of them at present – Schäfer Shop is a company that perennially seeks to add value to its customers. Celebrating its 50th anniversary this year, it remains on the lookout for new avenues to explore and is never afraid to challenge the status quo.

United UK With catering a big component of its business now, this David in a world of Goliaths has grabbed opportunities as they presented themselves and completely reinvented its operations over the past two decades.

March 2025

The Cheeky Panda Innovation is at the heart of The Cheeky Panda. The vendor challenges the notion that raw material alternatives don’t exist for certain products. Bamboo – rather than trees – is its go-to resource for its ever-broadening range.

Printus/OTTO Office Extremely private and with many reseller operations under its umbrella, Printus – and OTTO Office as one of these operations – remains a force to be reckoned with in Germany.

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EOPA EVENT

WHOLESALER OF THE YEAR JGBM JGBM is a family-run office machines and technology distributor serving both the business products and IT markets. While somewhat niche, everything JGBM does it does extremely well, inspiring complete trust in its capabilities and future progress.

PBS Holding Austria’s PBS Holding stands firm in a tough environment in many of its markets. With an ever-expanding geographic footprint, this is a formidable multichannel – including wholesale – player across Central and Eastern Europe.

Soennecken/LogServe Soennecken’s wholesale component LogServe remains a significant asset for the long-standing but constantly adapting dealer group. soft-carrier Against a hugely challenging business backdrop, soft-carrier knuckles down and impresses with its diversified range and service offering.

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VOW Wholesale Reinvigorated and stable once more, VOW is on a growth trajectory with engaged customers that value its ongoing category evolution.

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ONLINE RESELLER OF THE YEAR 123inkt 123inkt.nl is a web shop with approximately four million customers in the Netherlands and Belgium. It specialises in printer and office supplies.

Bol.com Founded in 1999, Bol.com is an online marketplace and web store serving consumers in the Netherlands and Belgium. Its product range is estimated at an eye-watering 42 million, with 47,000 sales partners to boot.

Böttcher Germany’s Böttcher continues its phenomenal growth, having recently posted record revenues again. In 2024, sales were up 20% compared to the prior year. Now the operator is forging ahead with its goal to hit the €1 billion ($1.05 billion) mark.

NEW

CATEGORY Galaxus Impressing with its progressive marketing and social media presence, Galaxus, the enormous online shop of Switzerland-based Digitec Galaxus, is beginning to make inroads into the world of B2B. Lomax Highly engaged with its customer base and with a relentless drive to always improve its offering, Denmark’s Lomax kept its eye on the ball during a potentially disruptive period when the planned acquisition by Lyreco failed.

VENDOR OF THE YEAR Bisley As working environments have evolved dramatically, Bisley has kept pace and moved beyond traditional, low-margin, commoditised offerings to an on-trend portfolio that addresses current customer priorities.

Fellowes Brands Fellowes Brands maintains its focus on key aspects of contemporary work environments. Its reputation as a consistent and trusted partner remains solid and unchallenged.

Essity Professional Hygiene A global hygiene and health company, Essity Professional Hygiene’s core differentiators are its unwavering focus on sustainability as well as quality.

Pukka Pads One of the smaller vendors in our sector, but one with big ambitions – geographically as well as in terms of product scope.

Exacompta Clairefontaine Innovative, expansive and with a constant eye on sustainability, Exacompta offers an impressive blend of strong communication, excellent partnerships and collaboration.

Reckitt Pro Solutions Reckitt’s B2B offering has gone from strength to strength, constantly scaling up to becoming a dominant force in our sector.

To book tickets for the EOPA Presentation Dinner on 11 March in Amsterdam, please visit opi.net/eopa2025

YOUNG EXECUTIVE OF THE YEAR Lucas Andersen, Email Coordinator, Lomax Since starting at Lomax in the Email Marketing team while still a student, Lucas Andersen has been through a steep learning curve at the online reseller. Having done a further internship, he was offered a full-time role as Email Coordinator in which he continues to make his mark as a true rising star with outstanding future leadership potential.

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CATEGORY In this new category, recognising, empowering and rewarding staff is the core criterion.

The EOPA judges looked for innovative strategies that extend beyond best practice.

They focused on those organisations which go the extra mile in terms of building a workplace culture that benefits employees, customers and the wider community.

A huge amount of effort was put in by companies entering this category, all aptly illustrating that happy staff are generally more engaged and motivated, resulting in superior customer service and all-round better business results.

A good workplace – where people are the beating heart – also enormously helps with employee recruitment and retention. The shortlisted organisations are: • ACS Group • Durable • Fellowes Brands • Lyreco Group • Prima Software

EVENT EOPA

BEST WORKPLACE

Ross Ayley, National Account Manager, Durable UK Recently promoted to National Account Manager for Durable UK, Ross Ayley has played a pivotal role in the company’s growth, particularly by identifying and targeting new markets such as the hospitality vertical.

Aside from his product knowledge and strong affinity with customers, Ayley fosters a collaborative environment and has built a solid team that jointly drives the vendor forward.

Alex Bonarius, Global Sales Director, Pukka Pads Alex Bonarius has immersed himself in this industry from day one.

Hugely passionate about sales, he’s advanced the companies he’s worked for – first Rapesco and, since 2023, Pukka Pads. As Global Sales Director, he’s now responsible for international business development, currently waving the flag for Pukka Pads in the US in particular.

EXECUTIVE OF THE YEAR Linsey Adams, Head of Trade Marketing & Customer Activation EUANZ, Reckitt Pro Solutions Linsey Adams now oversees Reckitt Pro Solutions’ operations across the UK, Europe and Australia. Her positive and collaborative outlook and innovative approach are the cornerstones of her professional success.

Sophie Choiselat, Business Unit Manager, Avery France Sophie Choiselat joined Avery France in 2007 as an Assistant Product Manager. Her highly successful journey at the vendor is a testament to her exceptional skills, strategic vision and unwavering dedication.

Robert Harper, Marketing Director, Prima Software Robert Harper is the driving force behind Prima Software’s recent growth through his creative and original approach to strategic marketing. He is constantly looking to leverage new technology in pursuit of effectively communicating with both prospective and existing clients.

Ross Jones, Head of Sales, Northern Europe & ANZ, Reckitt Pro Solutions Having joined in 2021, Ross Jones currently leads a large team of salespeople, providing direction and inspiration to spearhead Reckitt’s phenomenal expansion of its B2B component.

Simon Weavers, Sales Director, The Cheeky Panda Since joining in 2022, Simon Weavers has been heavily involved in growing The Cheeky Panda’s business. With a passion for sustainability, Weavers is extremely well placed to fly the flag for this innovative vendor.

THANK YOU TO ALL OUR SPONSORS March 2025 59

5 MINUTES WITH...

CAREER Q&A Describe your job.

My role is National Key Account Manager for the OP sector of SC Johnson Professional UK.

Don Burgin Who is your celebrity lookalike?

I’ve been told I resemble comedian Tom Allen.

Personally, I think I’m like Jason Statham.

If you weren’t at SCJ, what would you like to be doing instead?

Running a farm or livery business.

What would you sing at karaoke night?

Your Song by Elton John.

Do you have any family traditions?

Every Sunday, my whole family meets at my parents’ house for lunch.

Guilty pleasures?

Haribo Starmix and Sauvignon Blanc.

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

To buy a house with some land in Scotland.

Do you have any pet peeves?

Noisy eaters really make my blood boil!

What TV programme would you love to be part of?

The Traitors.

Don Burgin, SC Johnson (SCJ) Professional

What words do you use the most?

I don’t think they can be published.

What song puts you in a good mood?

Red Light Spells Danger by Billy Ocean.

If you could have the answer to any question, what would you ask?

What are next week’s winning lottery numbers going to be?

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

To have a full head of hair.

Worst character trait?

My colleagues think I have a tendency to say ‘yes’ to everyone without considering the consequences for myself.

Most prized possession?

My fabulous 17.2hh Irish Sport horse called Hetty (below).

Where would you like to go if time travel was an option?

I’d go back to the golden era of Rock ‘n’ Roll.

Where would you most like to visit?

I would love to visit Versailles, France, and take in the grandeur.

What is the best career decision you have ever made?

Joining SCJ Professional five years ago.

How do you deal with challenges?

Being open, honest and transparent.

What type of place do you prefer to work from?

I enjoy the dynamic nature of being in front of customers and on the road.

Worst job ever?

Collecting eggs on a chicken farm. It was physically demanding and the environment wasn’t exactly a glamorous one.

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What’s your life philosophy?

I’m here for a good time, not a long time!

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with family Llama trekking

Any advice to people who are new to this industry?

I’m fairly new to the world of business supplies myself and I’ve found that being warm and welcoming is always a good start.

6-8 OCTOBER THE CUMBERLAND HOTEL, LONDON

EUROPEAN Forum 2025

Join us for an outstanding event that stimulates thought and debate while exploring the future of the European business supplies sector n

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Bringing together senior executives from all sectors to better understand the continued changes in our industry Practical takeaways that will enable informed strategic decisions on the direction of your business Learn how peers and industry experts are dealing with the challenges and opportunities ahead

Book now and take advantage of the early rate:

www.opi.net/ef2025 Special rates for members too

FINAL WORD

EXPANDING horizons

T

he safety and well-being of employees should be top of mind for every business leader. Heavy industries such as manufacturing, construction, engineering and energy are particularly relevant in this regard, but it’s also important in local authority, education and healthcare settings.

Demand for workwear and robust health and safety solutions is growing at an unprecedented rate. For resellers, this presents a compelling opportunity to diversify their portfolios and tap into a market that can deliver sustained growth.

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ESSENTIAL KIT Safety and workwear are no longer niche categories. They have become essential components of operations, driven by stringent regulations, heightened emphasis on employee welfare, and an increasing focus on governance and compliance. For business supplies resellers – which already have strong relationships with clients in multiple sectors – expanding into safety and workwear is a natural progression.

But where should they start when entering this space? What needs to be considered?

The first step is to recognise the breadth and depth of the category. It encompasses everything from commonly bought items such as gloves, protective footwear and high-visibility vests and jackets, right the way through to specialist equipment like fire-resistant clothing and integrated head and hearing protection.

Each product serves a critical purpose, often tailored to specific industries and applications. This diversity can seem daunting at first, but offers potential to cater to a wide range of customer needs.

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CUSTOMISATION OPTIONS Another key trend in safety and workwear is customisation. Businesses increasingly seek personalised solutions that reflect their branding while maintaining compliance.

Offering customisable options such as branded high-vis vests or embroidered uniforms can be a significant differentiator.

Buyers now demand fast delivery times, real-time stock availability and seamless purchasing experiences. For resellers, ensuring an efficient supply chain and investing in digital platforms to serve

customers with product and regulatory safety information is crucial to staying competitive.

THE NEED TO UPSKILL While the potential is huge, entering the safety and workwear market comes with challenges. For traditional office products resellers, the move into health, safety and workwear will require a shift in mindset and some upskilling. Technical expertise is really important.

Customers will expect to be guided through product selection, ensuring their choices align with industry standards and provide the necessary minimum levels of protection.

Partnering with a supplier like Arco that offers training, knowledge shares and accessible resources can help bridge this gap.

Peter D’Amery, Regional Sales Director, Arco

Demand for workwear and robust health and safety solutions is growing

Another challenge is inventory management. This segment includes an enormous breadth of SKUs given the number of workwear styles, multiplied by the range of sizes. As such, stocking every item is just not feasible. Resellers need to work closely with a trusted partner that holds significant inventory and offers efficient ordering processes to ensure end user needs are met.

Focus SAFETY & WORKWEAR

FUTURE-PROOFING The global workwear market is projected to grow steadily over the next decade, driven by capital investment projects, urbanisation and industrial growth.

Ally this to more awareness of workplace hazards – working at height, in confined spaces or in areas with respiratory risks – and this category offers resellers a chance to future-proof their businesses by diversifying into a resilient and essential adjacency.

Arco is a leading supplier of safety equipment and workwear in the UK. Regional Sales Director Peter D’Amery is dedicated to helping resellers take advantage of the opportunities in this category.