Wholesaler Essendant has announced a new sales operating model and organizational changes.
The core wholesale business is now set up along customer channel lines as opposed to the previous generalist account management approach. The four distinct channels are: jan/san and foodservice, office products and furniture, technology and e-tail/retail.
This development has led to some rep changes, although Essendant said it represented an opportunity to better support each customer segment with resources that are in tune with its specific needs.
“In this model, all of our customers will have a partner with expertise in the products, industry and needs that aligns to their customers’ businesses,” the company wrote in a note to suppliers.
The wholesaling business is led by Renee Starr, whose job title has changed to SVP, wholesale commercial. In this role, she is in charge of the sales, customer care and marketing teams.
“While we cannot disclose specific components of revenues, we’re pleased with our progress across the jan/san, foodservice and technology categories,” an Essendant spokesperson told INDEPENDENT DEALER. “Other categories, such as office products, remain profitable; and we look forward to helping our customers unlock new opportunities to gain share and drive performance.”
The changes at the wholesaling unit come as Essendant has “elevated” its 3PL fulfillment services, unveiling its Connected Commerce program, promising “out-of-the-box integrations, e-commerce services with analytics and tools to increase store traffic, and fast order fulfillment.”
It also launched its CPO digital/e-commerce business that trades in categories such as power tools across both B2B and B2C channels.
Another development has been the establishment of a Center of Excellence, with former US Foods exec Dave Rickard joining the company as interim chief transformation officer.
“Dave comes to Essendant with an impressive background in strategy, revenue management and transformation across large-scale B2B and distribution-led companies,” said Essendant. “His deep experience, combined with the internal experience of our associates, will help drive our business and our customers’ businesses forward at an accelerated rate.”
The organizational changes at Essendant come a few weeks after former Staples Canada CEO David Boone was appointed interim CEO following the retirement of Harry Dochelli.