Though automobile sales may be declining, many dealerships are looking for promotional products to give a much-needed boost.
“People can have the Model T in any color — so long as it's black,” said Henry Ford, founder of Ford Motor Co. Although Ford might have been onto something with the Model T, it’s a good thing the idea didn’t catch on for promotional products, particularly in the automotive industry.
November 10, 2008
Selling promotional products to religious entities requires direct targeting and building relationships.
John Bagwell knows marketing to religious entities is different than marketing to any other customer. When Dallas-based Bagwell Promotions created a Web site just for reaching out to churches, Bagwell took the utmost care to make sure the site reflected the market he was trying to reach, going through the online catalog to eliminate any items that didn't fit the mission of the new site.
October 27, 2008
Some promotional products distributors choose that path because it poises them as experts in a particular area.
If you’ve been in the promotional products industry more than a few months, I’m sure you’ve heard about the controversy concerning whether niching is good for your business. It is my goal to inform you of the opportunities of niching and how they may affect your business.
October 10, 2008
Effective marketing unlocks the profit in eco-friendly products and processes; here's how.
The worldwide "greening" of industries is not a passing trend, as social responsibility has become a mainstay in conducting business these days. Companies in the decorated apparel industry are doing their homework to properly educate and deliver green products and an eco-friendly philosophy to customers. But effectively marketing green products presents unique challenges for apparel decorators, so it pays to learn some green marketing lessons from the big boys.
October 01, 2008
Specialty detailing, functional features and washes give wholesale wovens advantages that rival those at retail.
The old saying, "You can't please everybody," doesn't apply to woven shirts in the wholesale apparel market. Today's wovens manufacturers offer an array of styles, fits and performance qualities to suit even the pickiest of customers. Specifically, in the corporate realm, these wholesale manufacturers have added specialty detailing that will allow custom decorators to give retail wovens a run for their money.
October 01, 2008
Understanding the basic rules of customer service can build customer loyalty and offer competitive advantage.
In case you haven’t noticed, customer service isn’t what it used to be. Enter a department store and you’ll be hard pressed to find someone to serve you — sometimes even to take your money — much less someone who’s knowledgeable enough about the product to be of genuine help.
August 12, 2008
Drawing up successful sales proposals requires a clear understanding of your client’s needs.
Many companies and their decision-makers require written proposals, and many salespeople shudder at the thought of writing one. However, writing a good proposal doesn't have to be painful, providing you keep a few points in mind.
August 07, 2008
Did you know that last year more than $33 million in revenue was received by nonprofit trade and professional organizations, business leagues and chambers of commerce? As a promotional products distributor, you can capitalize on this by staying abreast of current industry trends and statistics.
July 09, 2008
Don't expect finding opportunity during bad economic times to be easy. It requires rolling up your sleeves and doing your homework.
If you've been reading Promotional Impressions for a while, you know that the vertical markets we cover represent moving targets. Among other factors, they're subject to the ups and downs of the business cycle and to industry structural change. In addition, when the economy's good, a particular market may offer a large, inviting target. But when it stumbles, as many are currently doing, you may have to roll up your sleeves and do a lot more research to uncover opportunity.
July 08, 2008
Clubs and associations promote a feeling of comradery and exclusivity. Now, you can capitalize on their promotions by providing customized products.
Clubs and associations have been around for centuries. The English poet Thomas Occleve (c. 1368 – 1426) was one of the first to acknowledge membership in a club, in his La Court de Bone Compaignie (The Court of Good Company). Since then, clubs and associations have sprung up for a variety of reasons, targeting all sorts of members. Professional societies, service clubs, sports clubs and country clubs are just a few examples.
July 08, 2008
Used correctly, CRM provides the information you need for continuous sales improvement.
Roughly two-thirds of Customer Relationship Management (CRM) implementations fail. How can this be? After so many years, why haven't sales leaders and CRM vendors figured this out?
July 08, 2008
A new embroidery process can provide a unique look that may be just the thing to dazzle your customers.
A new look for childrenswear and other items is now possible using a novel embroidery technique. A patented process called Fuwari 3-D embroidery not only produces dimensional embroidery but also a soft, velvety feel.
July 08, 2008
Childrenswear vendors are mirroring top trends in adult apparel such as fashion-forward colors, super-fine fabrics and larger-spec sizing.
In the face of a faltering economy, promotional products distributors should take notice of the childrenswear market, which is seeing noticeable sustainability despite organizational budget cuts and smarter spending at home.
July 08, 2008
Learn the most effective ways to sell to student organizations to create a whole new niche of steady sales.
While selling to the school market is a competitive niche, there are ways to get your foot in the door if you can figure out what advantages your business offers over existing suppliers. For example, you may make it easier for schools to take orders and collect money with a custom Web page. You may have a direct-to-garment printer that allows you to do four-color process with no minimums. You may be able to offer higher quality and more creative artwork. Or you may own a digital cutter that allows you to put designs on a wider range of apparel and accessories.
July 03, 2008
Impressions survey shows industry focused on growth and expansion despite the spate of bad economic news.
Despite the dark clouds looming over the U.S. economy at the start of the year, apparel decorators and promotional consultants responding to the 2008 Impressions Decorated Apparel Universe Study were largely upbeat and focused on the strategies required to sustain and grow their companies.
July 01, 2008
Promotional products have proven their value in the marketplace. Have you proven their value to your customers and prospects?
Last month, I wrote in this commentary that promotional consultants should not forget that all economics is local and that the state of the national economy might not represent the economy in your state or even within your locale.
June 11, 2008
Despite its intimidating nature, the government can yield large, consistent orders if you learn that selling tactics differ from those of typical for-profit companies.
If your preconceived notion of working with the government involves red tape, narrow rules and no-frills reliability, you know the government fairly well.
June 11, 2008
Government agencies can yield varying clientele. Check out the latest stats to determine your potential at selling promotional products to the government.
June 11, 2008
Asking the right questions can help you gain a better understanding of the customer and move the sale process forward.
Powerful questions can help you demonstrate your expertise. Powerful questions also can demonstrate that you are not an average person selling a product, service or solution. And finally, powerful questions can help you determine the best way to present your solution.
June 11, 2008
As the entire industry adopts more 'green' practices, here's some advice on how to approach running a water-based ink job for the first time.
To print water-based inks, you may have to change emulsions from what you normally use for plastisol printing. Manufacturers of water-based inks make special emulsions for use with these inks and also sometimes a hardener that is meant to help prevent the emulsion from breaking down.
June 11, 2008
Tunic lengths, burn-out prints and sheer fabrics — all popular at the juniors level — hit the bull’s eye in women's wear for 2008.
"Blurring the lines" is a popular concept in women's wear. For females, casual wear is becoming more appropriate as corporate wear. Athletic tops and bottoms are everyday outfits, suitable for shopping, grabbing coffee with friends and — of course — going to the gym. And the latest shrinking divide is between women's wear and juniors styling.
June 11, 2008
In case you haven’t heard, all economics is local.
The sale of promotional products depends on a variety of factors, including cyclical and structural changes in markets; changes in advertising budgets and strategies; the promotional consultant’s knowledge, experience and attitude; the relationship with the client; and the state of the local economy.
May 06, 2008
Despite the current economic recession, promotional products distributors report that business is holding steady when it comes to promotions for the construction industry.
On the surface, the construction industry appears to be in a state of considerable change. Even though some of the latest trends, such as the increase in defaults on subprime loans, aren’t exactly what anyone wants to hear, it’s not all bad news. There’s still room for promotional products sales.
May 06, 2008
As one of the nation’s largest industries, construction employment is expected to grow just over 10% between 2006 and 2016.
May 06, 2008
Asking the right question is a skill to be learned and used. Knowing the difference between a weak question and a strong one will make or break the sale.
Feeble questions do nothing to help you stand out from the crowd or give people a reason to buy from you. Yet, many of the salespeople I encounter still have a tendency to ask these types of questions. It's critical that you ask high-quality, thought-provoking questions instead of feeble ones.
May 06, 2008
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Promotional Products Go Green
One of the hottest promotional products advertising trends today is the introduction of environmentally friendly decorated goods. Whether your customers are seeking eco-friendly apparel or other custom promotional clothing and soft goods, be the first to know about the latest promotional products advertising trends by keeping up-to-date with Impressions Magazine.
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