『With guest Mark Lina - Manutan - From Competitors to Partners: Shifting the B2B E-Commerce Mindset - Going Circular Pays Off』のカバーアート

With guest Mark Lina - Manutan - From Competitors to Partners: Shifting the B2B E-Commerce Mindset - Going Circular Pays Off

With guest Mark Lina - Manutan - From Competitors to Partners: Shifting the B2B E-Commerce Mindset - Going Circular Pays Off

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"In the linear economy, you buy what you need. In a circular movement, you have to work with what is already there." In this episode of Going Circular Pays Off, hosts Sandra Horlings and Jaden Panetta sit down with Mark Lina, Business Developer for the Circular Economy at Manutan. Together, they explore how a European leader in B2B e-commerce, warehouse equipment, and office supplies is scaling building a sustainable business across 17 countries.Mark shares a powerful perspective shift: coming from a traditional commercial mindset, he viewed other circular players as rivals. Today, those same competitors are Manutan's vital logistical and architectural partners. Tune in to discover how Manutan turned an office redecoration hurdle into an innovative 'Refurbishment as a Service' model, proving that green entrepreneurship expands market share and unlocks budgets clients didn't know they had.🎧 Chapters & Key Topics:(00:00) Introduction: The shift from technical challenge to human mindset.(01:34) Meet Mark Lina: Driving the linear-to-circular transition at Manutan Europe.(03:00) Corporate Intrapreneurship: Growing the internal circular team from 9 to 24 specialists.(04:00) The Aha Moment: Transforming customer budget constraints into refurbished furniture wins.(04:55) Full-Package Logistics: Solving existing office furniture waste before bringing in the new.(05:35) Data-Driven Impacts: Meeting the growing market demand for validated traceability reports.(07:22) Co-opetition: Why local circular manufacturers became Manutan's main supply chain partners.(08:44) Overcoming Customer Bias: Rebranding "old garbage" into high-quality, certified workplaces.(09:33) Inside the Hubs: Operational refurbishment, metal work, and painting in Paris and Wapenveld.(10:52) Guaranteed Quality: Offering 3-year warranties and product environmental footprint tracking.(11:32) The PI Score: Guiding purchasers with an automated A-to-D environmental impact rating.(12:12) Opening New Doors: Using circular services as the ultimate commercial foot-in-the-door.(12:55) Social Sustainability: Partnering with external companies to hire people distant from the labor market.(13:50) Refurbishment as a Service (RaaS): Upgrading 490 office chairs along the way.(14:48) Navigating the Sales Team Hurdle: Proving cheaper circular alternatives drive additional turnover.(16:20) The PI Score Combined: Merging customer decarbonization data with traditional category management.(17:03) The Sit-Stand Desk Case: Saving a key account's budget by retrofitting existing components.(18:25) Digital Mouth-to-Mouth: Leveraging LinkedIn to create joint sustainability awareness with clients.(19:35) Next-Gen Talent: Future readiness and why younger generations demand resource circularity.(20:53) Mark's Call to Action: Start small, track the baseline, step by step.💡 The Takeaway"I came from a commercial mindset, so I was looking for our competitors. But now I see that in the circular economy, they can be a really good partner because you cannot do everything yourself. You need each other to be successful and you both grow." — Mark LinaListen now on your favorite podcast platform and get inspired by these ecofriendly business stories!👉 Want to unlock new business pipelines through circularity? Share this episode with your network and visit innoboost.com for actionable toolkits to embed sustainable business practices into your commercial model.Show notes⁠Discover more⁠ about circular services at Manutan. ⁠Follow Mark Lina ⁠on his journey, Going Circular. ⁠Visit innoboost.com⁠ for more insights, research and tools. Drop us a note if you want to share your story via sandra.horlings@innoboost.comCreditsThis is a podcast by Innoboost | Creating profit to be proud of Hosts: Sandra Horlings & Jayden Panetta Production & Edit: Malou van der Starre Sound: Studio Takt - Joris van Grunsven
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