A 50-year career doesn’t happen by accident—it happens by learning fast, saying yes wisely, and teaching what you know. I sit down with Jeff Heeren, SVP of Sales at RJ Schinner, to unpack the real mechanics of growth in Jan-San distribution: how a family legacy informed his approach to markets, why leaving a minority stake opened a bigger path, and how a regional wholesaler became a national force with smart bets on footprint, private brands, and people.
Jeff takes us behind the scenes of pivotal decisions: acquiring small footprints and rebuilding them for delivery, the infamous Texas launch that ruffled feathers (and taught vital vendor lessons), and the moment national brands wouldn’t back RJ—pushing the team to build Empress and own its value chain. He explains how a flat hierarchy and radical transparency turn finance into a solutions partner, letting teams solve complex customer requests in minutes. We explore the template for national accounts—standing cross-functional rhythms, vertical expertise in med-surg and MRO, and operations that run like a Swiss clock.
The conversation widens to mentorship, talent, and the future. Jeff shares how Bill Stanley shaped his mindset, why young professionals thrive when given a clear path and autonomy, and how independents will keep winning even as consolidation rolls on. With onshoring rising and consumables demand steady, the next five years will reward distributors who invest through cycles, build brand equity, and keep decisions close to the customer. It’s a candid, practical playbook for sales leaders, operators, and entrepreneurs who want to grow without losing their soul.
If this resonated, follow the show, share it with a teammate, and leave a quick review—what lesson will you put to work this week?
Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™
Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books
Link to David Mirarchi's website
David Mirarchi
Link to RJ Schinner Co, Inc
RJ Schinner | Home
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