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  • November 18, 2021 11:16 AM | Dara Cormany (Administrator)

    Conditions may be improving slightly at the Port of Long Beach and Port of Los Angeles, as the number of cargo containers lingering on their docks has eased by more than a quarter in recent weeks. As a result, the San Pedro Bay ports, which together account for approximately 40 percent of all containerized imports into the U.S., have pushed back an announced container dwell fee which was set to go into effect on November 15; the new implementation date is November 22.

    The fees were first announced on October 25. Under the temporary policy, ocean carriers will be charged for each import container that falls into one of two categories: in the case of containers scheduled to move by truck, ocean carriers will be charged for every container dwelling nine days or more. For containers moving by rail, ocean carriers will be charged if a container has remained there for six days or more. The ports will charge ocean carriers in these two categories $100 per container, increasing in $100 increments per container per day until the container leaves the terminal. However, since the fee was announced, the twin ports have seen a decline of 26 percent combined in aging cargo on the docks.

    The ports’ Harbor Commissions have stated that any fees collected from dwelling cargo will be reinvested for programs designed to enhance efficiency, accelerate cargo velocity and address congestion impacts.

    “We’re encouraged by the progress our supply chain partners have made in helping our terminals shed long-dwelling import containers. Clearly, everyone is working together to speed the movement of cargo and reduce the backlog of ships off the coast as quickly as possible,” says Port of Long Beach Executive Director Mario Cordero. “Postponing consideration of the fee provides more time, while keeping the focus on the results we need.”

    Port of Los Angeles Executive Director Gene Seroka adds, “There’s been significant improvement in clearing import containers from our docks in recent weeks. I’m grateful to the many nodes of the supply chain, from shipping lines, marine terminals, trucks and cargo owners, for their increased collaborative efforts. We will continue to closely monitor the data as we approach November 22.”

    Before the pandemic-induced import surge began in mid-2020, on average, containers for local delivery remained on container terminals less than four days, while containers destined for trains dwelled less than two days. And while that standard has been but a memory for the last several months, there are signs of improvements. The Daily Breeze reports that as of Monday, at The Port of Long Beach there were 19,092 containers set to leave via truck that had been there for at least nine days and 564 set to leave via rail that had been there at least six days. This represents a 25-percent decrease from October 28.

    Whether this represents a sign that recovery is on the horizon for the bottlenecked supply chain is uncertain. As of last Tuesday, a record 111 container ships were waiting to dock and unload at the ports, according to data from the Marine Exchange reported in Business Insider.

    Used with permission from PPAI Media

  • November 18, 2021 11:14 AM | Dara Cormany (Administrator)

    For promo industry professionals, it’s easy to forget that there are people out there who don’t know what promotional products are or how they can work for a business. Selling to clients who already know the power of promo is simple, but what about everyone else?

    To someone who’s not familiar with the industry, promotional products might seem silly or unnecessary. Of course, promo professionals know that’s not true, but pitching to a potential client who’s skeptical can be tricky. While you and I know that every business can benefit from incorporating promotional products into their marketing plan, convincing your prospects can take a little work.

    Luckily, there are plenty of easily accessible resources to help you pitch to potential new business. Here’s a quick rundown of several of the tools available to you that can help convert a promo skeptic into a true believer:

    Presentations

    Digital sales presentations are a great way to show your prospects what’s hot and new in promo that they can view from the comfort of their home or office, on their own time. With the Presentation Publisher in SAGE, you can create completely custom, shareable presentations that let you easily receive feedback from your customer. They can even navigate to your website and order their favorite products directly from the presentation!

    The SAGE Presentation Publisher

    To give your presentation the extra oomph it needs to convert your prospect into a sale, don’t just add your products and call it a day. Use the SAGE Virtual Design Studio to add their logo to the sample photos so they can envision how the products will work with their brand image. Enter additional text in the description area of each product detailing why you think it’s a good fit and how it could help them grow their brand. And don’t forget to add their information from your SAGE CRM to the presentation to personalize it!

    Case Studies

    If you’re looking for a straightforward way to illustrate how promotional products get used by brands, then look no further than case studies. Case studies are blogs, articles, or even videos that outline what products a brand used, how they used them, and how they benefitted the business. They’re often pretty short and to-the-point, making the effectiveness of promo products shine.

    Video case study from SnugZ USA (SAGE #53744)

    If you have a SAGE Website Professional Plus subscription, you have access to our entire library of carefully curated case studies to post on your site or send to customers who need a little swaying. You can also find plenty of these helpful blogs on supplier websites. A few of our favorites for solid case studies are Hit Promotional ProductsSnugZ USA, and Gemline.

    #PromotionalProductsWork

    Video from PPAI’s #PromotionalProductsWork

    Want to promote the efficacy of promotional products on your social media or website? PPAI’s #PromotionalProductsWork campaign has tons of free resources for you to download and spread the word. With professionally researched statistics and information illustrating how promotional products can work for companies, this initiative is an excellent resource for both green and seasoned promo professionals. Check it out and learn more at https://www.promotionalproductswork.org/.

    Catalogs

    You might think catalogs are old school, but they are still a popular and effective way to pitch your business to new prospects. With a printed catalog, your clients will have something more tactile to flip through and browse at their leisure, and with your information on the catalog, they’ll know exactly who to call when something catches their eye.

    Check out all the cool pieces you can make in the SAGE Print Studio!

    With the Print Studio in SAGE Online, creating catalogs for your prospects is easy. You can choose from several pre-built catalogs that already have products added for different themes like golf, tech products, apparel, and more, or you can create a completely custom catalog from scratch for a more personal touch. Physical catalogs not really your thing? No worries. All the catalogs in the Print Studio, whether pre-built or custom, are also available as digital flipbooks that you can send in an email or message.

    Convincing brands and organizations new to the wide world of promo that these products can help them grow their business doesn’t have to be a hard sell. With the above tools and expert support from your SAGE team, you’ll be ready to tackle even the most hesitant of prospects.

    To learn about other ways to capture new business and grow your own, check out our blogs on email marketing and social media for small businesses.

    Used with permission from SAGE

  • November 18, 2021 11:12 AM | Dara Cormany (Administrator)

    Ah, sales: it’s what so much of business is all about. As much as we’d all like to believe that promotional products just sell themselves, a superstar selling team is essential for converting passing interest in promos into repeat orders for your business.

    Have a Plan

    When it comes to managing a sales team, it’s imperative to have a plan. Flying by the seat of your pants is a recipe for disaster. But don’t worry – it doesn’t have to be complicated! There are three simple questions you need to ask yourself to build a solid sales strategy:

    • Where does the business stand right now?
    • What are your goals for your team, sales and otherwise?
    • How do you want to accomplish those goals?

    Setting goals and discussing them with your team is essential.

    Once you have an idea of what you want to accomplish and how to do it, constructing a plan is easy – you just have to connect the dots. To really help your sales team shine, though, go the extra mile and help your salespeople craft personalized sales plans. Identify the strengths and weaknesses of your team and help each salesperson achieve their highest potential by playing to their strengths.

    Set Expectations

    When it comes to expectations, there are two key things to consider: setting and managing. Clear expectations are essential to running your team well. Once you have a plan (or plans, if you’re doing individual plans for your salespeople) in place, setting those expectations is simple: give your team goals and let them know how you’d like them to meet those goals.

    Managing expectations is just as important as setting them. Make sure your team knows what the stakes are for their goals – what happens when they meet their goals? What about when they don’t? If everyone has a clear picture of their expectations and the corresponding rewards and ramifications, your team will likely run much smoother.

    Communicate Clearly

    Keep an open line of communication with your team and help your salespeople stay up to date on goals, metrics, and other happenings. By communicating clearly and often, you can ensure that your entire team is on the same page and easily see what and who might need a little extra attention.

    SAGE Chat is a great way to keep an open line of communication with your sales team.

    Instant messaging is a great way to stay in touch and improve communication with your team. With SAGE Chat, you can message with your team members and even send products and searches directly from SAGE. Your salespeople can also chat with suppliers to get quotes, proofs, and more in a instant. Make your job and your teams’ easier by staying in communication with each other via SAGE Chat.

    Utilize Team Management Tools

    Help everyone on your team see how things are progressing by using a team management tool. Some managers keep track of everything on a whiteboard or a virtual leaderboard. Others send weekly emails outlining progress toward sales goals. While those are all great options if they work for you, gathering all the information and making it presentable for your team can be very time-consuming.

    SAGE Project Management seamlessly integrates with all other areas of SAGE to help you keep track of your projects with ease.

    With a tool like the Project Management module in SAGE, you can help your team see all your projects and orders at-a-glance, improving team communication and transparency. Because the Project Management module connects with all other areas of SAGE, including the CRM and Order Management modules, they’ll be able to quickly tell what clients have been taken care of and who still needs to be contacted.

    You can learn more about Project Management on the #SAGEBlog here.

    Keep Your Eye on the Prize

    Sales is a results-driven field. To manage your sales team well, you’ll need to keep your eye on the prize. Create a team environment that values transparency and is oriented around your overall goals. Help foster that environment by emphasizing the positive outcomes you’re all working towards and empowering your salespeople with the tools and education they need to succeed. It’s leadership 101 that your team will follow the example you set. If you’re focused on getting results, your salespeople will be too.

    This will be you and your team when you crush those goals!

    Never Stop Learning

    Good managers know that they can always improve and constantly strive to be better. To manage your team to the top of their potential, you can never stop learning and growing. Industries change over time, and if you let your mindset get too locked in, you’ll fall out of touch with your team. At the same time, it’s important that you encourage continued learning for your team. Don’t just train them once and set them loose – comprehensive training means continued support. Give your salespeople continuing education opportunities to help them be the best they can be.

    Managing a sales team can be a challenge, but you’ll be ready to lead your team to sales success with these tips and tools at your disposal. Read more about how to support your team with our blogs on motivationmindfulness, and burnout.

    Used with permission from SAGE

  • November 18, 2021 11:10 AM | Dara Cormany (Administrator)

    If You See Something, Say Something
    Because the CPSC and the DOJ Aren’t Playing11/16/2021 | Jeff Jacobs, The Brand Protector

    It’s a catchy phrase first used by the Department of Homeland Security in 2010, when the DHS launched the national "If You See Something, Say Something" campaign. The campaign was intended to help emphasize the importance of reporting suspicious activity to law enforcement and to raise awareness of the indicators of terrorism and terrorism-related crime. Credit where credit is due, though, the phrase was actually first coined by New York City’s Metropolitan Transportation Authority (MTA), then licensed to DHS.

    Anyway, what does that have to do with potentially dangerous or unsafe promotional products? Great question. It turns out the Consumer Product Safety Commission is not just asking you to report issues of product failure, they’ll fine you if you turn a blind eye long enough. And that applies to suppliers and distributors alike.

    In one of the most significant developments in product safety law in the last several years, Gree Electric Appliances Inc. of Hong Kong and its subsidiary Gree USA, pled guilty to willfully failing to report product failures to the CPSC as required by the Consumer Product Safety Act (CPSA). According to the U.S. Department of Justice and the CPSC, the Gree Companies knew dehumidifiers they manufactured were defective, failed to meet safety standards, and could catch fire. Gree failed to timely disclose that information to the CPSC. While CPSC civil penalties for not reporting have become fairly routine, (in fact the Gree Companies paid what was then a record $15.45 million civil penalty in 2016), this is the first time that corporate criminal enforcement action has been taken under the CPSA requirements.

    Think you don’t need to be concerned about selling electronics with batteries a little on the sketchy side? You know, those you don’t have test results for since you just sourced the electronics, but not the battery manufacturer? Do you know how many sales of faulty products it takes to get on the Fed’s radar?

    In filings for this case, the DOJ alleges “egregious conduct” by the Gree Companies, and makes accusations beyond failing to report, including selling products known to be defective, using fake UL certifications, and generally lying to the public about the safety of their products. Other liability trials have heard evidence the Gree Companies didn’t inform retailers of the full scope of affected products and delayed their recall announcement so that products that should not have been sold could be distributed to unsuspecting consumers. Could your organization survive the kind of penalties the Gree Companies will have to pay? As just a partial settlement, there’s a $91 million penalty and restitution to any uncompensated victims of fires caused by the defective dehumidifiers. Your boss could be on the hook, as well. In this matter, two Gree USA executives have been charged criminally by the DOJ and await trial.

    So, let’s say all this has opened your eyes to the risk of averting them when you come across unsafe promotional products, just what is it you should do? Like we said before, if you see something, say something. Under the Consumer Product Safety Act, manufacturers, distributors, and retailers that “obtain information which reasonably supports the conclusion that their product contains a defect which would create a substantial product hazard, or that creates an unreasonable risk of serious injury or death, must immediately inform the CPSC of the defect.” You don’t need to be the compliance officer in your company to understand the need for proper safety and sourcing protocols, and don’t settle for anything less than documentation that products you sell meet the applicable federal and state safety rules. On top of that, you need to ensure that documentation is supported by legitimate testing. Product safety is literally EVERYBODY’S responsibility in the eyes of the CPSC and DOJ. If you ever doubted it, this cautionary tale should let you know you are on the hook for it, so embrace it. It’s good for both you and your clients.

    Jeff Jacobs has been an expert in building brands and brand stewardship for 40 years, working in commercial television, Hollywood film and home video, publishing, and promotional brand merchandise. He’s a staunch advocate of consumer product safety and has a deep passion and belief regarding the issues surrounding compliance and corporate social responsibility. He retired as executive director of Quality Certification Alliance, the only non-profit dedicated to helping suppliers provide safe and compliant promotional products. Before that, he was director of brand merchandise for Michelin. Connect with Jeff on TwitterLinkedInInstagram, or read his latest musings on food, travel and social media on his personal blog jeffreypjacobs.com. Email jacobs.jeffreyp@gmail.com.

    used with permission from PromoCorner

  • November 18, 2021 11:08 AM | Dara Cormany (Administrator)

    Do You Have A Social Media Game Plan?
    Free Downloadable Planner11/18/2021 | Jessica Onions, Designer Patch

    Are you winging it when it comes to social media or do you have some sort of plan in place? If you’re the former, I urge you to reconsider creating a plan for your posts. It may seem a little daunting at first, but over time it will help you better hone in on what your audience likes to see and, in turn, increase your social presence.

    Here are four actionable ideas to help you get started on your social media planning journey.

    1. Create A Posting Schedule
    Erratically posting is kind of like throwing darts blindfolded. You’re not maximizing your potential performance and could be posting during times when very few of your followers are online. Take a quick look at your insights to see when your followers are online and start posting at these times. The times will most likely differ across various social platforms, so make sure you follow the times relevant for each one. If you are posting to a platform multiple times per day, I suggest you space things no closer than an hour to avoid spamming your followers and giving your other posts some room to breathe and be seen.

    2. Cross-Posting Do’s And Don’ts
    You don’t have to post everything on every platform. For example, flyers are great for Facebook but don’t work out very well on Instagram due to the square format of the platform. However, if you have something very important to share (closure, booth number, etc) create a graphic that works well on all platforms and share during your best times.

    3. Repurpose Existing Content
    Take that flyer you posted on Facebook and break it apart. Showcase lifestyle images with a multiple-image post on Instagram. Or take your recent blog post and turn it into a Facebook or Instagram Live stream so you can hold a discussion with your followers.

    4. Check Your Insights Each Month
    At the end of the month, check your insights on each platform to see how your posts are performing, then use this information to help guide what and how you post the next month.

    To help you get started, I created a FREE Downloadable Social Media Planner that includes a Month at a Glance, Weekly Planner, and Insights Overview. With it, you can write down your best times to post on each platform, curate post ideas, and organize your insights at the end of the month. If you would like to receive a copy, email me at jessica@promocorner.com and I’ll send it your way! (Note: you can either print the planners or use them digitally with a PDF viewer.)

    If you’re looking for more ideas on what to post, check out a few of my other blogs where I dive deeper into Social Media VideosUsing LinkedIn, and Creating Easy Social Posts. Until next month, happy planning!

    Jessica is the Art Director at PromoCorner and has been in the promotional products industry since 2010. With a degree in Graphic Design, she has been working in Marketing for 14 years creating advertising of all sizes; from social posts to billboards. Jessica shares her passion for design in her monthly blog, Designer Patch. She can be reached at jessica@promocorner.com.

    Used with permission from PromoCorner

  • November 18, 2021 11:05 AM | Dara Cormany (Administrator)

    Golden agers, mature adults, seniors. Whatever you call them, people in their 60s, 70s, 80s and older make up a massive portion of the population. While there’s no exact age that one achieves senior-citizen status, most dictionaries define a senior citizen as someone over age 65. 

    Around the world, there are more than 750 million seniors, with about 54 million in the United States, according to research group Brookings. By 2060, the National Council on Aging projects there to be 98 million older adults living in the U.S. The population for those 85 and older is projected to increase 118 percent between 2019 and 2040, rising from 6.6 million to 14.4 million. 

    While marketers spend millions wooing millennials (those born between 1981 and 1996) and Gen Z’s (those born after 1997), the senior market represents a prime segment of consumers, many of whom are independent, active and poised to flex their economic muscle. Baby boomers (those born between 1946 and 1964) are 10 times wealthier than millennials. In fact, boomers hold more than half (53.2 percent) of U.S. wealth, according to Bloomberg. The senior market is sometimes referred to as the forgotten market, but to paraphrase a quote in an article in The New York Times, while millennials are sharing about stuff, boomers are buying it.

    Older adults don’t have more money simply because they’ve been in the workforce longer—the Federal Reserve reports that millennials have substantially less wealth than baby boomers had at the same age. In 1989, when boomers were about the same age as millennials are right now, they controlled 21 percent of the country’s wealth. This is nearly five times what millennials currently own. 

    Americans ages 70 and older had a record net worth of nearly $35 trillion in the first quarter of 2021, according to the Federal Reserve. So, what are they doing with all this wealth? Many of them spend their money just like younger generations. For example, one in four people age 80 or older have a mortgage, according to the Center for Retirement Research at Boston College. Nearly half (46 percent) of homeowners between the ages of 65-79 are also paying off their house. 

    Older adults are also generous with their giving. Philanthropy Roundtable reports that charitable giving peaks at ages 61-75, when 77 percent of households donate. Only about 60 percent of households headed by someone age 26-45 donate to charity. 

    Seniors have substantial wealth to share now before they eventually pass it on to Gen Xers and millennials. Over the next few decades, financial experts are projecting the largest intergenerational wealth transfer in history as baby boomers pass down $30 trillion in inheritance. 

    In the meantime, many seniors are sitting pretty. They have money in the bank and they’re ready to enjoy their golden years. Read on to learn about this thriving market and explore some promotional ideas for reaching the potential end users within it. 

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    One is the loneliest number—especially in the U.S., where seniors are more likely to live alone than anywhere else in the world. In the U.S., 27 percent of adults over age 60 live alone compared with 16 percent of older adults in  130 other countries around the world. 

    This isolation can take a toll. Loneliness increases the risk of dementia by 50 percent, the risk of stroke by 32 percent and the risk of an early death by 26 percent. The nonprofit, Campaign to End Loneliness, reports that half a million people over age 50 go at least five or six days without seeing or speaking to anyone at all. For two-fifths of older people, TV is their main company. 

    The Administration on Aging notes that even just 15 minutes a day of virtual or in-person interaction with another human can help mitigate the effects of loneliness. Promotional campaigns can help bring awareness to the loneliness epidemic facing senior adults. Places like senior centers, libraries and recreation centers can use promotional products to educate older adults in their communities about programming, services and ways to stay connected.  

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    Marketers often woo younger consumers because they think that once they are hooked on a brand, they’ll be a customer for life. But that’s not necessarily true, says an article in The New York Times, because tastes and passions often change as they age. In contrast, baby boomers are more apt to find favorite brands and stick with them. This audience has the time and money to make it worthy of every company’s marketing message.

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    Consumers over 60 are overwhelmed with advertising that promotes retirement planning, insurance plans, health-care systems, senior living communities, and health supplements and devices. What they are interested in are comfort and convenience including tech products, travel excursions, luxury cars and vacation homes, along with home improvement to upgrade or reconfigure living spaces. Marketers who overlook their wants and needs are missing huge opportunities. 

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    Depending on their birth year, Americans can receive full Social Security benefits as young as 66 years old, but many want to continue working. In 2020, 9.8 million adults ages 65 and older were still in the workforce or actively seeking work. Promotions that help them find employment and train them to continue learning to excel in their jobs have value in this market. 

    Source: Administration for Community Living

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    Hurca / MicroOne / Shutterstock.com

     

     

    Think retirees want ocean views and white-sand beaches? Turns out, many prefer big cities where health-care facilities and other related services are more readily available. These are the most popular destinations in terms of number of seniors relocating last year:

    1. New York, New York: 18,300
    2. Los Angeles, California: 5,900
    3. Houston, Texas: 5,700
    4. Mesa, Arizona: 4,900
    5. San Diego, California: 4,500
    6. Phoenix, Arizona: 4,300
    7. San Antonio, Texas: 4,300
    8. Philadelphia, Pennsylvania: 4,000
    9. Chicago, Illinois: 3,700
    10. Jacksonville, Florida: 3,700 

    Source: AdvisorSmith

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    More than a quarter of all U.S. seniors live in California, Florida or Texas. Here’s a breakdown of states with the largest population of residents ages 65 and older:

    1. California: 10.8% 
    2. Florida: 8.3%
    3. Texas: 6.8%
    4. New York: 6.2%
    5. Pennsylvania: 4.5%
    6. Illinois: 3.8%
    7. Ohio: 3.8%
    8. Michigan: 3.3%
    9. North Carolina: 3.2%
    10. New Jersey: 2.8%

    Source: ConsumerAffairs.com

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    More than half a million people around the world have celebrated their 100th birthday. The U.S. is home to about 97,000 centenarians—more than anywhere in the world. By 2050, there are projected to be more than three million centenarians globally.  

    Source: World Economic Forum

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    They’re called the golden years for a reason—research shows that many people tend to get happier as they age. After age 55, people reach peak happiness levels with their finances, physical appearance and overall well-being. Adults reach their highest levels of happiness in their 80s. 

    Source: Bank of America and Merrill Lynch report 

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    • More than 835,000 Americans reside in assisted living communities.
    • 70% of residents are female
    • Most residents stay about 22 months and then move to a nursing facility or a higher level of care

    Source: National Center for Assisted Living

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    An estimated five million seniors are abused every year, with caregiver neglect being the most common type of abuse. Older adults with disabilities, memory problems or dementia are most frequently abused. Don’t let this abuse go unchecked. Work with community organizations on promotions and campaigns to raise awareness about elder abuse, the signs to watch for and how to help if abuse is detected.

    Source: National Council on Aging

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    Fraudsters love to target older individuals. They know these adults have sizable nest eggs, are more trusting of others and may not understand technology well. The FBI estimates that seniors lose more than $3 billion a year to fraudsters. 

    When they’re scammed, seniors lose $500-$1,500 on average, according to the Federal Trade Commission. The most common scam? Tech support scams followed by fake prizes, sweepstakes and lotteries. 

    Older adults also fall victim to romance scams. Fraudsters contact them through online dating sites or express false romantic interest to get money. Romance scams cost adults ages 70-79 an average of $10,000 in 2020. 

    How can you help? Work with organizations like banks, credit unions or senior centers on promotional campaigns to educate older adults about scams and what to do if they have been targeted. 

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    Labels, stickers and decals are mainstays in health-care facilities and long-term senior care facilities. Staff can use them to keep equipment and charts organized. They can also use them to communicate safety information and ensure visitors are checked in properly. 

    Label Works  /  PPAI 111141, S3  / www.labelworks.com

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    With the Vortex Golf Umbrella, seniors are prepared for sun or showers on the course. This automatic-open umbrella features elastic vent straps, anti-inversion struts and a thermoplastic rubber grip handle. 

    Crown/IMAGEN Brands  /  PPAI  113430, S10  / www.imagenbrands.com

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    Whether grandparents are going to the office or to their grandkids’ game, the Perka® Trent Tumbler keeps their beverage the ideal temperature for hours. A sweat-proof powder coat finish protects hands from the heat. This BPA-free tumbler is designed with a spill-proof, flip-cover sipper lid and includes a drinking straw. 

    Logomark, Inc.  /  PPAI 110898, S12  /  www.logomark.com

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    Senior rehabilitation centers and nursing homes can show their care with the Field & Co. Organic Cotton Check Throw Blanket. Made from 100-percent cotton, this blanket is both lightweight and eco-friendly. Choose from charcoal, navy (shown) and tan. 

    Leed’s  /  PPAI 112361, S13  / www.leedsworld.com

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    These luxury Lemon Verbena Bath Salts are crafted with only the finest mineral-rich sea salt and all-natural fragrances. The light, invigorating scent will perk users up, calm them down and remind them of your client’s brand every time they open the jar. Add other related products to create a luxury bath gift basket. 

    SnugZ USA  /  PPAI 112982, S11  /  www.snugzusa.com

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    Active seniors can stay cool during sports with the Toddy ICE Cooling Wrap. This lightweight, ultra-soft wrap is activated in water to provide fast-acting cooling on the court or field. Get it fully customized with full-color graphics that don’t fade. 

    Toddy Gear  /  PPAI 516677, S6  /  www.toddypromo.com

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    The Italian Gourmet Kit makes a fun gift for seniors in supper clubs. It includes a jar of marinara sauce, two bags of penne pasta and a box of breadsticks. 

    NC Custom  /  PPAI 111662, S7  /  www.chocolateinn.com  

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    Audrey Sellers is a Dallas-Fort Worth-based writer and former associate editor of PPB.

    Used with permission from PPAI Media

  • November 18, 2021 11:02 AM | Dara Cormany (Administrator)

    Over the years, as I navigated the waters of the promotional products industry, I have discovered that if I want to survive, stay relevant and top-of-mind, I have to do things differently from my competition. 

    In looking at my deliverables, the products and services I sold to my clients, I realized something was missing. I had to change my thought process. I needed to churn the waters. I needed to become a disrupter. That term often causes a negative response, bringing to mind someone who is contrary and difficult, but not in this case. Becoming a disrupter was an internal process. I learned to disrupt my mindset, flip what I did on its head and differentiate it by taking it to the next level. One of the things I identified was that many of my competitors were doing the same thing and most of the things they were doing lacked creativity. So, I became a disrupter.

    Over the ensuing years, I noticed the more I marketed myself in a creative and unique way, the more clients began to take notice. As I built certain campaigns that identified a challenge I was facing and created measurable Key Performance Indicators (KPIs) to measure my success, clients began to ask questions. Who created this campaign for you? What made you decide to have this created? Are they successful? What type of success rate have you had? Can I get the name of the company that created this?

    With every question, the answer was the same: “My company created this and, yes, we have great statistics and measurable KPIs.” When they recognized that my team and I created these marketing tools, the next question was usually, “Can you create marketing tools like this for us?” or “Can we use this same campaign?” I answered in the affirmative and a whole new segment of my company was launched. Let me share a few examples of how creative marketing campaigns, introduced as self-promotions, can potentially translate into campaigns your customers will want you to run for them.

    With a former client, I was responsible for designing creative marketing door-openers, such as one called “The Jury Is Out … Now You Be The Judge” (see image at top left). As you can expect just by the name, this piece was specifically targeted to law firms and legal-related companies and it garnered some amazing responses. One of the companies using the piece sent it to a large law firm and, on the follow-up call, my client was immediately put through to the marketing director who proceeded to smother him with accolades about this promotion. He said, “… I have never seen anything like this from your competition. Is it possible for our company to use it?” With some modifications to the verbiage, etc., the obvious answer was “Yes!” The craziest part of this whole story, as it related to me, is that the prospect told my client that the law firm had a $500,000 budget for this type of marketing. The main takeaway to remember is that clients and prospects want a promotion that sets them apart from others. 

     

     

     

     


    When I was working as a distributor salesperson, one of my first campaigns came from reading a book by the brilliant writer Roger VonOech, titled A Whack on the Side of the Head. It’s focused on helping the reader understand, more granularly, the creative process. One of the chapters speaks about unlocking mental blocks by comparing two unlike objects, such as a cat and a refrigerator. If you have ever been to one of my creative workshops, I discuss this in detail. 

    Armed with this idea, I created a self-promotion that compared me to a Swiss Army Knife. It explained the functions of the knife compared to the functions I performed as a salesperson. Here are two examples (see image at left):

    • The Key Ring: Always “accessible” when you need me.
    • File: We help “shape” your ideas for a well-groomed image.

    This promotion produced an 84-percent successful engagement rate and was written about in an end-user marketing magazine where a marketer with a large national construction company saw it and called me to ask if I would design a similar campaign for his company. He had a $1 million marketing budget and it turned out to be an amazing case history.

    As mentioned previously, one of the initial steps in building a successful campaign is to identify the challenge to be addressed. While working with one of my existing clients, we identified a large group of inactive clients whose business they wanted to rekindle. We created a box containing a puzzle with copy that read, “It’s Amazing How Time Flies … Let’s Reconnect.” The colorful graphics (see image below) and great copy that encouraged the recipient to put the puzzle together, created an engaging call to action with stellar results. With only 30 percent of the program initiated, the client had garnered a nearly 35-percent engagement rate with past clients to reactivate their business. These are the kind of metrics that get the attention of sales managers.

    Again, being a disruptor, I always analyze my internal systems to determine what I can do differently that will set me apart. Over the years, one change I’ve made is to thank clients on their annual business anniversary instead of giving year-end holiday gifts. This spreads my program throughout the year instead of trying to fit it into the busiest time of the year, and it keeps me from competing with others who are giving year-end gifts. For these reasons, this program proved to be a homerun. Here’s how we did it.

    We’ve always segmented our client lists, and for this promotion we further classified them as A-E, with A’s designating the best top-tier clients and E’s being profitable clients, but not ones that would generate significant sales. Every client gets something in this promotion, but the gift is predicated on the sales volume and profitability of the client. We also ran a report to find out the month and year we had first done business with each client and that was the catalyst for this promotion.

    We implemented the program, and I sent the CEO at my best client company a day golf bag with his company logo embroidered on the bag and a luggage tag which read: “Happy Anniversary from your friends at PROmotivations.” When he received the gift, he immediately called me and said this must be a mistake. “Cliff, my anniversary is not for another three months.” I chuckled and said, “No, this is our anniversary. Four years ago, this month, you started working with us and we wanted to say, ‘happy anniversary’ and thank you for your loyalty to our relationship.” 

    As you can imagine, he was floored and asked me more about how I produced the idea. He was so impressed with the success and overall feel of the program that he decided to initiate it for his company as well, and we got all that business. Running this monthly self-promotion also gave us time to be proactive and to provide a meaningful, personalized gift that was valued and appreciated by our clients.

    Doing things differently in ways that set you apart from your competition can be scary. Forget it, let go of the fear, plan a course of action and work through the details before you implement any program, but do it. Done is better than perfect.

    I always recommend starting a new promotion by trying it out on your company first. If you try something new, if you become a positive disruptor, you may be surprised at what new doors may open and what new channels you may find for more profitable sales. And in this way, you will be leading by example, not just talking about it.  

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    Cliff Quicksell, Jr., MAS+, president of Cliff Quicksell Associates, has been an active industry volunteer serving on various PPAI committees, as a speaker and facilitator at PPAI and ASI shows, and as a member of PPAI’s Ambassadors Speakers Bureau for more than 15 years. He has also served five terms as the education chairperson for Chesapeake Promotional Products Association and is currently board president.

    Quicksell has also been a speaker, trainer and international consultant to companies, associations and international business groups for more than 34 years and is the recipient of numerous awards including 30 PPAI Pyramid Awards, and is a five-time winner of the Printing Industry PSDA’s Peak Award for creativity and the CPPA Creativity PEAKE Award. He was PPAI’s Ambassador Speaker of the Year for six consecutive years and, in 1997, was the inaugural recipient of PPAI’s Distinguished Service Award. Counselor magazine named Quicksell one of the Top 50 Most Influential People in the promotional products Industry. 

    He writes two weekly blogs, “Jumpstart Monday” and “30 Seconds to Greatness.” Reach him at cliff@quicksellspeaks.com and www.quicksellspeaks.com.

    Used with permission from PPAI Media

  • November 18, 2021 11:01 AM | Dara Cormany (Administrator)

    Fifth in a series

    In this series, distributor owner and sales coach Josh Frey answers frequently asked questions on a wide range of sales topics.

    My background is in corporate gifts, and let’s just say I know a few things when it comes to selling holiday gifts. Back in the day, 60 percent of our business was dependent on Q4 sales and the overwhelming majority of the orders we sold and processed were holiday gifts.

    For some of us, holiday gift-selling is an “icing on the cake” sale if you have a stable client base ordering year around. For others, this is a huge part of your overall sales and take-home commissions. Regardless of where you and your promo business fit in, there are several things you can do to end your 2021 strong with a bump in profitable sales.

    Whether your clients’ offices are open, or their employees (and their clients) are working from home, now more than ever companies are trying to find ways to connect with their employees and clients. You can be that bridge, and there are a lot of products and services to offer. 

    Want to know how to get started? Don’t sweat it. I have got you covered with some sales strategies you can deploy to proactively and successfully sell and deliver on holiday gift orders in Q4.

    Here are my top five ways to crush holiday sales:

     

    Ideally, choose suppliers that offer a wide selection of gift categories (food/wine, brand name, personalization) and have deep levels of inventory and production capacity to process your orders on time.

    ––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––

    If a client asks for a specific product that is outside the offering you have built from these suppliers, redirect them to something you know is available. Be transparent with your buyers, let them know why you are recommending these products as alternatives and encourage quick decisions in return for guaranteed stock and delivery.

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    Many distributors start the holiday gift conversations with clients in September (or over the summer) but if you’ve waited, you may still be able to deliver. However, with supply chain shortages and production backups, the earlier you can get your clients’ orders placed, the more confidently you can assure them of on-time delivery and avoid stock/back order issues. Leverage the current supply chain challenges to get your clients to order earlier than ever before. It may not seem like it, but it’s an opportunity to close more deals, faster.

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    Now more than ever, clients want products that are unique, personalized and shipped directly to their employees’ or clients’ homes. There are numerous suppliers that offer custom kitting services for clients who request a compilation of products. Ask your outside sales rep at your preferred suppliers to see what services they offer and relay these opportunities to your clients. 

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    To make money in this business, you have to sell volume profitably. In my experience, I make this happen by spending the majority of my time on revenue-generating activities. Are you wasting your time calling factories and sitting on hold to find out if there’s stock or to learn the status of your orders? Most of the big suppliers have real-time inventory and order status updates at the click of a button. They have built out fantastic tools to keep you informed so you can sell more volume, efficiently. Take advantage of these resources that are available to you and free yourself up so you can focus on sales.

    With these tips you will be well equipped to now go out and crush your holiday and Q4 sales. Good luck!  

    ––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––

    Josh Frey is founder of Falls Church, Virginia-based distributor On Sale Promos and the Swag Coach Program. He is a 25-year industry veteran and front-line sales coach. Josh@swagcoach.com. Visit TheSwagCoach.com to register for his next Distributors Helping Distributors show and learn more about his promo coaching programs offered.  

    Used with permission from PPAI Media

  • October 22, 2021 11:28 AM | Dara Cormany (Administrator)

    Seasoned promotional products professionals will remember the fidget spinner craze of 2017: seemingly overnight, the world became obsessed with those little plastic spinners. Industry message boards filled with requests for help locating suppliers that carried fidget spinners, and discussion ranged from jokes and talk about how silly spinners were to more serious chats on supply chains, inventory updates, and more. For what seemed like months, the industry was a-buzz with fidget spinners.

    Just a small handful of the fidget spinner posts that infiltrated the Promotional Products Professionals industry group on Facebook in mid-2017.

    There have been dozens, if not hundreds, of articles written about the rise and fall of the fidget spinner empire since 2017. People were perplexed by the runaway popularity of fidget spinners, and kids nationwide were absolutely enthralled by the toys. Claims were made that fidget spinners and other fidget toys had health benefits such as easing stress and increasing focus. Child development experts debated the veracity of those claims, and teachers everywhere were overrun by classrooms filled with the faint whirring noise of dozens of kids fidget spinning away.

    Google search trends results for “fidget spinner” from January 2017 through now.

    Then, one day, the fidget spinner phenomenon fizzled out. But fidget toys didn’t disappear from the shelves – they just diversified.

    A SAGE search for “fidget” brings up all kinds of different fidget toys.

    Search in SAGE Total Access for the keyword “fidget” in 2021 and you’ll be met with page after page of different types of fidget toys. The infamous spinner is still there, but now there are also fidget cubes, ropes, buttons, puzzles, slime, putty, and so much more. You’ll also notice there’s a new top dog in the fidget toy game: fidget poppers.

    Though fidget poppers have yet to see the same level of crazed searching in our industry, they’re insanely popular with children right now. Walk into any gas station, grocery store, or major retailers like Target or Walmart, and you’ll find a display of brightly colored silicone pop-its. TikTok and YouTube are filled with videos about the poppers: unboxing, reviews, ASMR pop videos – the list goes on.

    Some of the top YouTube videos for fidget poppers – look at those view counts!

    So, what is it that makes fidget toys so insanely popular?

    Well, it’s actually pretty simple. People love to fidget! Even as I’m writing this blog, I’m fiddling with a bag clip from yesterday’s lunch left on my desk. Often, we just use whatever is at hand to fidget and fiddle with: paperclips, a USB drive, bobby pins. But fidget toys give children and adults alike a dedicated outlet for that extra energy, and though there’s not a ton of verified and peer-reviewed evidence out there yet, these toys seem to help us maintain focus and regulate our emotional states.

    Just one of the thousands of YouTube videos showing off different fidget poppers.

    These new-fangled fidget toys aren’t that new of a phenomenon, either. In 12th century Ming dynasty China, there were Baoding balls: two small balls that could fit in one hand and repeatedly rotate to reduce stress, were used to help soothe the user and put them in a more meditative mindset, according to AtlasObscura’s article titled “Quit Worrying, Fidget Toys Have Been Around Forever.” Similarly, Greek “worry beads” have been around for over 800 years.

    The takeaway? Though fidget toys might wane and wax in popularity and the number one fidget-du-jour changes regularly, fidget toys aren’t going anywhere. From stress balls to foam putty and fidget spinners to tangle puzzles, the market for these toys seems to be sticking around.

    Used with permission from SAGE

  • October 22, 2021 11:27 AM | Dara Cormany (Administrator)

    If you’ve spent any time in fashion circles this year, you know that sustainability is the hot topic of the moment. With discussions swirling about fast fashion, ethical production, and everything in between, consumers are more concerned than ever about how sustainable their fashion choices are. That concern extends to promotional apparel as well.

    As with anything else, there are degrees to sustainability. Some manufacturers only produce clothing made with renewable materials or are incredibly transparent about their labor practices. Others make an effort to use recycled components where possible. Whatever they choose to do, sustainability, like other eco-conscious measures such as low-waste living and recycling, doesn’t have to be an all-or-nothing game.

    Meme posted on Instagram from The Sustainable Fashion Forum.

    Like other earth-friendly initiatives, “sustainability” has become a bit of a greenwashing term. Greenwashing is a marketing spin used to persuade customers that a product or company is environmentally friendly through recycling imagery or eco-friendly buzz words – think oil and gas company putting out an ad touting their environmental dedication. The aim of greenwashing is to capture customers who prefer to purchase from environmentally-conscious brands.

    Just because clothing is advertised as sustainable does not necessarily make it so. With that in mind, how are consumers supposed to determine if their clothing selections are genuinely sustainable or just a bunch of PR hooey?

    Sustainability has two main legs: ecological responsibility and social responsibility. On the ecological side, clothing is made from renewable materials or manufactured in conditions that preserve natural resources. On the social side, sustainable clothing is manufactured under fair labor conditions, including paying workers living wages and not employing sweatshops or slavery practices.

    Few brands manage to satisfy all sides of sustainability, so it’s helpful to look at sustainability as a spectrum. On one end of the spectrum, you have fast fashion brands that don’t concern themselves with sustainability at all. On the other, you have slow fashion brands that practice sustainability in all elements of their business, and everyone else falls somewhere in between.

    Video from supplier BELLA+CANVAS (SAGE #67759) outlining their sustainability practices.

    When it comes to promotional apparel, the majority of available options fall into the middle part of the sustainability spectrum. When helping your customers choose sustainable uniform or promotional clothing items, look for the following things:

    • What materials are the items made of? Synthetic fibers like polyester can take over 200 years to break down naturally. Look for fibers like linen, hemp, or Tencel. Organic cotton is another good option; however, keep in mind that cotton is very water-intensive, making it less sustainable than some other options.
    • Where are the items manufactured? Different countries have different labor laws, so locating where your items were made is a reliable way to determine how socially responsible their manufacturing processes are. Look for countries of origin that have stricter labor laws and higher wages where possible.
    • Does the company have any green certifications? Look for documentation such as Fair Trade, Global Recycled Standard, GoodWeave, or Certified B Corporation certificates that indicate a third party has reviewed the company for its sustainability practices.
    • How easy is locating the above information? Transparency is essential to sustainability. If you’re having trouble finding information about a brand’s labor or environmental practices, consider why that might be.

    Determining what products are and aren’t sustainable can seem overwhelming, but know that every step in the right direction is just that – a step in the right direction. No one brand is perfectly sustainable, and it’s not realistic or reasonable to expect perfection. However, choosing items that satisfy some sustainability qualities is better than choosing products that have none, and every effort made to strive for sustainability makes a difference.

    To learn more about sustainable business practices, check out our blogs on cotton and forced labor, and corporate social responsibility.

    Used with permission from SAGE

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