S.P.Richards shows dealers the keys to succeed

Office World News, Sep/Oct 2003 by Ellis, Alicia

This year's 5th annual S.P. Richards Advantage Business Conference, held August 6 to 10 in New York City, was a buzz with new ideas, strategies and networking opportunities for dealers to grow their businesses. More than 3, 200 attendees converged on the New York City Hilton to view new products, be inspired by stories of triumph over adversity, and learn about new techniques and opportunities to thrive in this competitive marketplace.

A New York Nightlife reception started the conference off on Wednesday evening with a lighthearted fun-filled evening. Dealers were treated to a continental breakfast on Thursday morning before beginning their first day of classes. With more than 50 seminar sessions and forums available, dealers had plenty of categories to choose from in a variety of areas.

Keynote speaker, Nido Qubein, shared his life story with dealers and served as a testament to hard work and dedication. Qubein came to the United States with only $50 in his pocket and a limited knowledge of the English language. Today, Qubein is chairman of an international consulting firm, the recipient of many honors, including the Ellis Island Medal of Honor, and serves on the boards of more than 17 universities, companies and community organizations including a Fortune 500 financial corporation with $90 billion in assets.

After attending the first two of three dedicated dealer seminars and forums sessions, lunch was served with a dose of comic relief, courtesy of Dr. Robert Payne. Dr. Payne, touted by S.P. Richards as a government expert straight from Washington via Atlanta, began his speech rambling into the microphone about government contracts while his glasses continued a southern slide down his nose and falling onto the podium. Just as you began to really feel sorry for the poor man standing up there making a fool of himself, it became evident that he was no government expert but a quick wilted, fast-talking humorist whose entertaining view of the business world left us all giggling in our seats.

A special presentation immediately following lunch, included an S.P. Richards' update given by S.P.Richards' Executive Vice President, Paul Donahue, a marketing update by Sr. Vice President of Marketing, Bill Hurley, and Vendor of the Year Awards presented by Vice President of Merchandising, Martin Bonk. This year's Supplies Vendor of the Year was Visual Organizers. The Furniture Vendor of the Year and Growth Vendor of the Year Awards went to The HON Company. IT Vendor of the Year was Brother International Corporation and The Heritage Award (presented to overall Vendor of the Year) was presented to Bic Corporation. In addition, S. P. Richards presented its 2002 Branch of the Year Award to its Denver operation led by Charles Butler.

Friday morning, keynote speaker Tom Gallagher, President and COO of Genuine Parts Company, shared his winning business strategies with dealers and the secrets behind how Genuine Parts Company continues to lead the automotive aftermarket.

The Office Products Expo, held all day on Friday, featured more than 180 exhibiting vendors touting many different category options for dealers. Exhibitors ranged from the standard office products and paper manufacturers to office equipment, furniture, media, shredders, and casegoods suppliers. Software manufacturers offered hands-on demonstrations of their latest products, surge suppression companies showing off the latest protection products, and beverage companies handing out bottles of water, cups of coffee and energy drinks.

This editor got the opportunity to see and try a number of unique products. Some of the most interesting products included Black n' Red's notebook with built-in flat calculator; 3M's new Post-it Super Sticky Notes and Flag Pen with built-in flags; The HON Company's Perpetual line of space-saving products which included a rolling file cabinet with cushioned seat top; and Visual Organizers' Three Months-At-A-Time spiral calendar and their Create-A-Plaque kits. Avery's Marks-A-Lot Retractable markers were a hit, as was Sony's digital voice recorder, Sealed Air's Jiffy Mailers and Phillips dictation and memo devices. Durable Products' info stands and dictation folders stood out in the crowd as did Baumgarten's colorful badge holders and Sanyo's dictation equipment. Genicom LP and Tally AG announced that the business printer and consumables companies had agreed to combine operations and create a new company, TallyGenicom which showcased their variety of their fully compatible laser and inkjet cartridges in addition to a line of impact and laser printers. Oki Data Americas showcased their consumable products and papers and Cardinal Brands made a splash with their filing and storage products.

Niche markets and inventive product categories were abound at this year's show. Dealers looking to expand into new markets were given the opportunity to talk with representatives for compatible cartridges, computer accessories, shredders and binding equipment. Starbucks Coffee Company set up shop at the show and had a number of products on display which are currently available through the dealer channel. According to Starbucks, the sale of their premium coffees to businesses is growing and is a great niche for dealers to consider. Luxury goods and gifts were also making a play for dealers with a number ol executive products including Waterman, Parker, and Pelikan Pens; Bond Street Briefcases; and Bulova desk clocks. Northgate Innovations wants to show dealers how they can profit through the sales of computers and related products. A customized program allows dealers to build-to-order computers and have them drop- shipped directly to customers. These are just a few of the niche markets available to dealers.