10 / 108
Recognizing The Problem
The November 2014 issue of
PPB
featured
a column by Joe Scott, MAS, vice president
of Chanhassen, Minnesota-based distribu-
tor Scott & Associates, Inc. and a former
PPAI board member, emphasizing the
importance of healthy supplier/distributor
relationships in the industry’s changing
landscape. Scott’s article, “We Are The
Problem,” drew a number of comments and
observations from his fellow industry pro-
fessionals. A selection is included below.
The promotional products land-
scape is much lumpier than ever, all
along the chain. Online distributors;
branding distributors with agency style
relationships; franchising, buying group
and amalgamator networks; multi-state
logistics and print providers; large and
mom/pop traditional distributors and
“low-ballers” are all slicing and dicing
the end-user market. The promotional
products are the distraction—all the
distributors really have to sell is their
expertise and time. That’s where the
margin is.
Suppliers, too, have to understand
the differences and needs of all these
companies. They need to keep an eye on
other suppliers; provide products, value
and reliable service; and weigh the risks,
benefits, overhead and revenue. And
they need to do so knowing that what-
ever they decide today will need to be
adjusted in the near future. Here’s to
American free enterprise!
Bruce Schermerhorn
Midwest Regional Sales Manager
CPS/Keystone
Chicago, Illinois
UPIC: keystone
Thanks, Joe, for sharing much of
8 •
PPB
• JANUARY 2015
FEEDBACK
FEEDBACK