Opinions

      The emotional side to sales

      Emotional intelligence (EI) – or emotional quotient (EQ) as it’s sometimes referred to – is the ability to understand and…

      Three reasons why business leaders should rethink their office landscape

      Despite significant changes to the office landscape, the one thing that hasn’t changed is the traditional individual workspace. Perhaps surprisingly,…

      School supply charitable giving

      Every year during the BTS season, the building where I live holds a school supply drive asking residents to donate…

      School’s (nearly) out!

      Schools may not be out just yet, but this time of year should mean just one thing for resellers –…

      EPIContent – answering the digital dealer dilemma

      As you may know, TriMega, Independent Stationers and IOPFDA/NOPA joined forces earlier this year to create a repository of non-wholesaler…

      What makes a great salesperson tick?

      “There are two kinds of salespeople in the world,” the office products dealer said, “there’s the good ones, and then…

      Thinking outside the “big box”

      Over the past two decades, the office supplies industry has fundamentally changed. Most significantly, the internet has accelerated the rise…

      New rules for spray dusters

      It’s a common misconception that a spray duster – that handy aerosol that is just perfect for blasting away those…

      A brief history of the cool office

      Once upon a time, every office looked the same. If you went into a business in the 1950s anywhere in…

      Keeping a pulse on the growing handmade movement

      According to NPD data, retail sales of colouring and art supplies reached $1.1 billion in 2015 after growing over $125…

      Standing at work is equal to running ten marathons

      If you’re not standing during the day, you’re shooting yourself in the foot. Extended daily sitting has been found to…

      No time to prospect?

      As a consultant, I have the opportunity to meet all sorts of office products reseller salespeople. I work with some…

      Five questions to help mobile workers transport devices safely

      We may all know about the boom in mobile working, but one important element of this – how we get…

      What women want

      Leen Nsouli looks at reasons the OP industry should be taking the rise of working women seriously. As the large…

      Rolling stones and OP sales

      Sales and marketing consultant Dave Fellman explains why sales really is just a numbers game. What my client said was:…

      Is it time to say goodbye to the catalogue?

      Catalogues. They are expensive, restrictive, inflexible and old-fashioned; yet 95% of office supplies dealers still use them. For many dealers,…

      E-commerce trends 2016

      PTC Associate’s TJ Crayne explains how to stay relevant as e-commerce continues to drive sales and the digitisation of the…

      Rose-coloured bifocals

      Sales and marketing consultant Dave Fellman looks at the importance of gaining more value from customers. When I was a…

      Five ways a reseller can help reduce office injuries

      VOW’s Simon McLoughlin explains how resellers can help customers create a safer workplace for the benefit of both employers and…

      Planning for a successful cold and flu season

      Essendant’s Barb D’Ugo offers advice on how to put together an effective sales strategy for making the most of the…

      Big read

      Staples CEO reiterates Essendant promises

      Staples Inc CEO Sandy Douglas wrote to Essendant counterpart Ric Phillips earlier this week to express his “unwavering excitement” at…