Cross-Selling From Office Products to JanSan, Food Service and MRO with Alex Gordon of The Highlands Group

Your next growth category may already be inside the account. Alex Gordon of The Highlands Group joins host Adam Fox to explore how distributors can grow existing customer relationships by expanding into adjacent categories like JanSan, Food Service, MRO, and Breakroom. As traditional category lines continue to blur, Alex discusses why distributors should take a closer look at what their customers are buyinig beyond thier core business. The same decision-makers purchasing office supplies may also influence facilities, maintenance, breakroom, and other areas, creating opportunities to capture more of the account.  But expanding into a...