Wholesale & Distribution International - Spring 2016 - 76


NON-DURABLE

H.T. BERRY COMPANY

www.htberry.com / Revenue: $40 million / HQ: Canton, Mass. / Employees: 50 / Specialty: Paper, janitorial and foodservice distributor/
Chris Nolan, president: "Throughout the years, the best thing we've done is listen to our customers."

Efforts

H.T. Berry has become one of the largest
distributors of its kind in New England.

Rewarded
H.T. Berry's sustainability
initiatives allow it to grow
its operations and deliver
on customer needs.

BY STEPHANIE CRETS

T

he

entrepreneurial

spirit

has run through H.T. Berry Company since its inception in 1964
by Henry Thomas Berry. Berry wanted
to become the best paper products distributor in the northeast area. After saving about $3,000, he rented a truck and
a warehouse and got to work, gradually
establishing himself in the industry. He
would even load the distribution trucks
himself in the beginning, until the company caught on and began to grow.
Now, his son-in-law Chris Nolan keeps
that spirit alive, working as president of
the company for the past 12 years. He says
one of his jobs is to ensure everyone who
works for H.T. Berry is excited to come to
work every day and finds passion in what
they do.
"We have leaders in the industry working at all levels," Nolan says, "People feel
part of something and that's what we
want them to feel like."
Nolan says the entrepreneurial attitude also keeps customers around. And
with the company's value-added offerings and high level of service, H.T. Berry's
customers become very loyal. "Throughout the years, one of the best thing we've
done is listen to our customers and to
utilize some of our customers' advice on

76 www.wdimagazine.com Spring 2016

market trends into our overall company
strategy," he adds.
Thanks to customer suggestions,
H.T. Berry has made significant investments in its technology. Online ordering was upgraded to be more than just
a shopping list, upgrades were done to
the synergy ordering systems and the
company added inventory and budgetary controls for its customers. "We are
implementing these ideas into our core
strategy and our customers are embracing them," Nolan adds.
H.T. Berry distributes paper goods,
janitorial supplies and disposable foodservice products to all New England

states to a variety of industries including
commercial, educational, hospitality and
healthcare. But in recent years, its product mix has changed a lot. While it stocks
and embraces a lot of name brands, such
as Kimberly-Clark, Rubbermaid and
George-Pacific, H.T. Berry saw a need to
create its own private label called Natures SQUARE. This allows the company to ask customers what they want in a
product and then create that with quality
specifications.
"Some customers will want a name
brand because of the confidence in that;
other customers want to see something
new," Nolan says. "We believe by offering


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
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