Cover Stories

There is a good deal of uncertainty in the air as independent resellers move into 2020. The Essendant-Sycamore deal hovers over the industry amid dealer concerns. Numerous promises have been made yet dealers remain unsure of what benefits might accrue. Almost simultaneously, buying groups are merging and if the results seem more universally positive, the…

When the majority of project sales involved systems furniture with workstations as far as the eye could see, accessories and ancillary products were well defined. At the most basic level every employee needed a chair mat, monitor arms, task lighting, a waste basket, wire management and sometimes a keyboard tray. Things have changed just a…

There is no set supplier of breakroom products in most markets. If they act fast, dealers can set themselves up as the number one source for breakroom snacks, beverages and accoutrements. Breakroom products present an opportunity for virtually every independent dealer. Office snacks and beverages have been provided for employees, in varying degrees, for a…

Any dealer can successfully sell managed print services and open the door to increased tech sales. The category might be more involved than other products lines, but if done right it is likely to deliver solid new sales and profit dollars. The choice is yours. MPS pioneer finds continued success Laser Resource, Grand Rapids, Michigan,…

The health and wellness category is gaining traction. Products are in demand and employers appreciate the positive impact they can have on employee attitudes and productivity. What defines products in the health and wellness category isn’t as straightforward as it first appears. Sit-stand desks and their permutations are solidly established, as is ergonomic seating. Then…

Furniture sales are likely to continue strongly for the near future. With that in mind, make sure your furniture efforts are primed and ready to go Office furniture provides independent dealers with strong sales possibilities. It’s a category with some familiarity for almost every salesperson and a capital purchase that every business needs to make….

As sales of office products slow, independents look for different categories to grow sales. Coffee, snacks and cleaning supplies are just a few of the non-office products items that dealers sell today to enable them to grow sales and market share. By Michael Chazin Dealers have almost always sold other product categories in addition to…

Dealers active in janitorial sales have increased their knowledge, added experienced staff and started to compete at a much higher level. Success has opened up sales for new product lines and expanded sales of existing products. By Michael Chazin In the last decade distribution of janitorial supplies has changed dramatically as increasing numbers of independent…