Sustainability CANADIAN NEWS January 06, 2026
ASI Orlando 2026: Boost Sales With Sustainable Business Practices
Sustainability is a nonnegotiable for a growing number of end-buyers.
Key Takeaways
• Buyers increasingly evaluate distributors on sustainability criteria, meaning companies that lack credible green practices risk losing business to competitors.
• Distributors should focus on achievable steps while avoiding greenwashing and emphasizing honest, measurable progress aligned with client expectations.
If distributors are serious about winning more business, they have to be serious about sustainability.
That was the message from Lindsay Hampson, president of Hamilton, ON-based sustainability consultancy ThisRock, during Education Day at ASI Orlando on Jan. 5.
In her session, “Sustainability That Sells: Winning More Business Through Green Practices,” Hampson laid out the importance of prioritizing sustainability to expand client bases.
Lindsay Hampson of ThisRock presents “Sustainability That Sells” during Education Day at ASI Orlando.
“Doing nothing is now a business risk,” said Hampson. “In RFPs, companies ask about green policies, emissions, supplier practices and certifications when comparing vendors. They may also reassess them every year.” If distributors don’t meet certain standards, they could lose out on promo business that their customer chooses to give to greener merch companies.
Hampson recommended that distributors start by crafting a basic sustainability statement for their company, and report their Scope 1, 2 and 3 greenhouse gas emissions whenever possible. They should also consider pursuing certifications that make sense for their size, budget and client expectations, like EcoVadis.
Other areas that distributors should consider are the sustainability practices of their suppliers, packaging materials like recycled paper (more eco-friendly than single-use plastic), bundling orders to decrease emissions, and analyzing energy used and waste generated by their employees. Over the next 90 days, Hampson said distributors should make a list of key clients’ sustainability requirements, create basic documentation of green practices and decide on a certification to pursue.
“Avoid overclaiming, greenwashing language and jargon, and don’t wait until you’re asked for your sustainability policy,” said Hampson. “Buyers want honesty, practicality and measurable practices that are aligned with their goals.”
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