PPB July 2016

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JULY 2016 • PPB • 21
QUESTION
in their new capacity. Be frank,
yet calm. Maybe ask another
longtime, trusted
confidant/friend in this firm
about your relationship with
them and how to secure more
business with the new decision
maker. Again, remain calm, and
don’t ever complain to someone
who can’t help you. Reach out
with pride and professionalism
24/7.
Gary M. Murphy, CAS
President
IMAGE WEST
UPIC: IMAG0007
THERE ARE MULTIPLE LUCITE
award manufacturers. It’s time to
find one of the many who are
trustworthy. Reporting this sup-
plier on an industry scorecard
and executing a proactive out-
reach to Lucite clients are appro-
priate actions.
Kevin McHargue
Director of Business
Development
PromoPlacement, Inc.
UPIC: P629267
WE DO NOT DO BUSINESS with
folks that do business directly
with the clients in our industry.
On occasion a client has asked
for something that I had to get
from another vendor, and that is
when I might find a vendor that
will go directly to the client.
So many steps are taken to
ensure that all is invisible when
we do our orders with most
PPAI companies, and then to
have one actually tell me that
they do business with the clients?
I am not in the habit of compet-
ing with myself for business.
Why would it be necessary to go
to all the expense and time to
have a PPAI number, or an ASI
number, or a SAGE number if
anyone can go right around you
and get the same pricing? It
wouldn’t. I also hesitate to pro-
vide companies with logos to do
presentations; I prefer to do that
in-house. That way if the client
doesn’t purchase that item, the
vendor won’t be either giving the
company’s name and logo to
someone in their circle that will
go after your client, or going
after them on their own.
Business can be nasty. It can
be tasteless. So you have to pro-
tect your interests. We use only
the top companies and they must
have a five-star rating. I think
this protects our interests. But
then again, you will always have
someone trying to go around the
company or individual who really
worked hard for the account.
If someone will do this for
you (meaning they’ll give you
leads), then they will do it to
you. Simple as it seems, it is up
to all of us to police those situa-
tions.
Debi Hendrix
Vice President
Graphics Network, Inc
I WOULD DEVOTE MY VALUABLE
time, energy and resources to
developing mutually beneficial
relationships with people I trust
and enjoy doing business with.
Trying to change the behavior of
others, whether they are unethical
or just uncooperative, is frustrating
and futile. Put them in the rear-
view mirror where they belong
and focus on the future.
David J. Hawes, MAS+
Brand Architect
Geiger
UPIC: Geiger
DO YOU HAVE AN ANSWER?
A DISTRIBUTOR ASKS:
We are in the midst of planning our annual end-user
showcase and were wondering if anyone has some
interesting twists or ideas to make it more appealing
to our clients. We currently ask our best suppliers to
exhibit, and we don’t charge the suppliers; also, we
provide lunch for everyone—attendees and suppli-
ers. We try to have it at a venue that is centrally
located, has good parking and easy access. Our goal
is to increase the number of vendors and attendees
25 percent each year and at the same time offer
something unique to clients. Although we have had
great success in the past, we are always looking for
ways to improve and get better attendance. I would
love to hear what others have been successful with.
WHAT’S YOUR ANSWER? Email answers along
with your name, title and company name to
by July 22 for possible
inclusion in an upcoming issue of PPB magazine.