Shari Francis intergral part of Office Depot publishing a HUB Catalog.

1. Passion and Commitment Support Office Depot From Within - Caribbean Business Journal Page 1 of 2
Special Feature
Passion and Commitment Support Office Depot From Within
Jamaican-born executive, Shari Francis, Uses Spirit and Creativity to Keep Office Depot as a Diversity
Leader
- by Betty Armstrong
Office Depot has repeatedly been recognized by this magazine and other major diversity groups for its efforts in the
diversity space. Their service and commitment to historically under-utilized businesses (HUB) sets them apart from
their competition and allows them to be a benchmark for others. All of this external recognition stems from a strong
inner core commitment to suppliers. One key member of this core is Shari Francis, Manager for Supply Chain Diversity
and a two-time honoree as both a DiversityPlus Champion of Diversity and a Woman of Power.
Francis is a long-time employee of Office Depot who transitioned into the supplier diversity space after a stint with the
company’s merchandizing department. It was a strong fit for her skill set, and has helped her continue and build on the
legacy of supplier support at Office Depot.
Laying the Foundations for Opportunity
Francis’ main responsibilities lie with establishing the foundations for certified HUB-owned companies to participate in Office Depot’s direct repurchasing and
reselling relationships. “Good business decisions come from a diversity of opinion, and that’s what supplier diversity is. We are trying to engage all and not
discount any supplier,.” Francis said, adding, “What I’m here to do is to try and give these suppliers a leg up to get in the door and get their products seen by
the right people.”
According to Francis, the biggest challenge in the diversity space is getting people to consider new relationships and options. To help break through behavioral
norms and get diverse suppliers the opportunities they need, Office Depot has focused on mentorship, relationship building, and building new forums for
exposing HUB companies to vendors.
Building a Showcase For Diverse Vendors
One of the latest forums for HUB firms from Office Depot is the HUB catalogue, now in its second year. The catalogue is unique in the industry in that it focuses
solely on the product offerings of HUB suppliers available nationally to Office Depot’s clients and partners, carrying everything from ergonomic chairs to paper
clips. The catalogue also took a different approach by separating offerings by vendor so that buyers could learn the story about the vendor and their
certifications, so if a certain kind of spend is needed the right firm can quickly be identified.
Francis is particularly proud of the HUB catalogue and what it represents. “Certified companies and their products have a vehicle in which they can be
advertised and marketed to our end users - not just our customers, but other players in the industry,” she states. The showcase of the vast array of products
available from diverse suppliers helps Office Depot’s client’s build their own diversity spend levels while giving featured suppliers valuable national exposure at
a level they might not have ever been able to achieve independently.
Feedback on the catalogue has been positive on both sides of the equation. Clients have been pleased at the way Office Depot has responded to their demand
for more diverse supply sources, and vendors have reported increased sales after the first catalogue was released. Unique, innovative product offerings are
being seen and heavily rewarded with sales. HUBs, in fact, equalled $400 million worth of sales for Office Depot in 2009.
Emily McHugh, CEO of Casauri, Inc., a specialty bag maker, says Office Depot has given them valuable exposure and the opportunity to showcase their bags at
various venues including WBENC and Office Depot’s HUB Catalog.
Recognizing Success
The feedback from the catalogue hasn’t been the only place the Office Depot team has been recognized for their success. Francis and other members of the
team have won national diversity awards, and the firm is considered to be a benchmark for the industry.
McHugh notes that Francis has been a critical force in ensuring suppliers understand Office Depot’s needs. “Shari is head and shoulders above many supplier
diversity managers and she is accessible, you can actually get her on the phone. She is dedicated to working with her small business vendors and coming up
with creative ways to provide opportunities. She also takes the time to help put you in the right direction,” says McHugh.
However, Francis notes that the group is more pleased with the way that firms that have partnered with Office Depot have achieved their own successes.
The company takes a long-term partnership approach, often cultivating relationships for years to help small and diverse firms grow to the point where they can
do business with the firm. “Just because you are not ready now, doesn’t mean you won’t be ready in the future,” states Francis.
One company that has been a standout success from Office Depot’s mentor-protégé approach to their programs has been Kleen Slate, founded by Julia Rhodes.
Office Depot was the first to bring the firm’s products to the market, starting with only two products. This was in keeping with Office Depot’s “start small” ideal,
which helps firms beginning a relationship with Office Depot by helping them place one or two products and grow to success gradually. Even for firms that start
nationally, the relationship begins with a small order to test the waters and ensure a good fit for success.
Kleen Slate now has multiple SKU’s with Office Depot and is considered one of the more innovative companies in the field. They have also taken the mentor-
protégé to heart and mentor other women-owned business in the industry looking to grow. “They’re an example of where we can see the fruits of our
development efforts,” said Francis, adding she always hopes for more HUB owners that are as open to mentorship, partnership, and development as the team
at Kleen Slate.
Making Way for the Future
In looking toward the future, Francis notes that the company isn’t looking to settle for what is, but wants to raise the bar. They push HUB partners to innovate,
consider cost and sustainability, and work to improve their own internal system. It helps the firm continue to lead in the diversity space.
Office Depot challenges partnering firms to innovate their industry so the company can continue to present their end users with fabulous products that answer
needs that they have. “Anyone can bring us a piece of paper, but what’s so special about that paper?” Francis asks. “We are a complex and international firm,
and vendors need to have done their homework.” The emphasis on an integrated and innovative approach does take time, but it also encourages vendors to
view the relationship as a partnership with mutual investment in ongoing success.
http://www.cbji.com/article.aspx?id=Passion-and-Commitment-Support-Office-Depot-From-Within-780 9/5/2011

2. Passion and Commitment Support Office Depot From Within - Caribbean Business Journal Page 2 of 2
Cost and sustainability are other key issues for partnerships. Commodity items are very tied up in the cost issue, though HUBs that bring something creative to
the table have more of a chance to set their price, within reason. On the sustainability front, the Office Depot approach focuses on developing business models
with firms that help them see beyond one day’s presentation or contract to what tomorrow may bring. The company feels this helps HUBs build a plan for their
firms so that they can manage bandwidth, financing, environmental issues, and any other issue no matter what happens.
The growth manages to continue - or at the very least, hold the line - even in these tough economic times. Francis’ love and passion for the work is a part of
the continued strength right along with Office Depot’s own strong systems, which help make diversity a regular part of normal business operations throughout
the firm. Whatever the future may hold for the business, this strong inner core will keep diversity at Office Depot on the leading edge.
http://www.cbji.com/article.aspx?id=Passion-and-Commitment-Support-Office-Depot-From-Within-780 9/5/2011