PPB July 2016

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due to new business onboarding as well as
higher oil prices. We should finish flat to
slightly up YOY,” he says.
Biggest Concerns: “We are focused on
creating a company that attracts young, tal-
ented people. We recognize the buyers are
getting younger and their needs are chang-
ing. We want to remain relevant in the way
we think about and serve the needs of our
customers.”
Jeff Becker
President
Kotis Design
(UPIC: kotis752)
Seattle, Washington
Company: Jeff Becker began selling
t-shirts to fraternities and sororities at the
University of Washington in 2003. After
graduation, many of the same reasons stu-
dents bought from him applied to the corpo-
rate world. Since then, the company has
brought decoration in house, opened two dis-
tribution centers, greatly expanded its tech-
nology and now sells to clients across the
country. Key markets served include college,
beverage and corporate, with services includ-
ing in-house decoration, warehouse and ful-
fillment, web platforms and talents of a full
creative team.
Economic Outlook: “2016 started strong,
but we have seen a slow down since the mid-
dle of Q1. Clients are being cautious and
conservative with their spending, much of
which I’d attribute to their uncertainty in the
market (election, retails sales down, gas prices
low, international unrest, etc.). We have aver-
aged over 30-percent growth since our incep-
tion, and even though sales will definitely be
up compared to 2015, we may not hit that
30-percent mark.”
Biggest Concerns: “The biggest concern
I have right now is what our economy has in
store for us. I see the average American
spending less (i.e.: general retail sales down,
not upgrading to the new iPhone, spending a
higher percentage of wages on rent, etc.). The
loss, tightening or delay of budgets may be
out of our control. However, if we do our jobs
effectively, we should be able to show our
clients that the use promotional products will
drive sales to combat the decrease. We’ll just
have to fight more and get better in all
aspects of our business.”
Brian Grall
General Manager
(UPIC: LogoMy)
Evergreen, Colorado
Company: Just launched in 2015 in
Oregon and relocated to Colorado this year,
it serves mostly small-business clients, with a
smattering of corporate America, as well as
entities in the beverage industry,
education/government and nonprofits.
Economic Outlook: “Year-over-year
growth is good, but is ‘good’ ever enough?
We have added a few account executives so
far this year with intentions to carefully add
more by the end of the year. While never
content, our outlook for the long term
remains enthusiastic.”
Biggest Concerns: “Big-picture-wise,
staying relevant in a consolidating industry is
our biggest challenge. We are racing against
the industry consolidation clock to make sure
becomes established as a
relevant long-term player. On a more local
basis, the commercial real estate market is a
challenge presently, delaying our preference
for investment property for an office/confer-
ence/showroom. Otherwise it is the typical
startup—juggling many balls while develop-
ing sales.”
Tim Hennessy, Sr.
President
Concepts & Associates
(UPIC: 6971)
Birmingham, Alabama
Company: The 33-year-old company was
built on service with an outstanding group of
employees, and offers a full range of products
and brands, online company store programs,
an embroidery operation and global sourcing.
It serves markets in the U.S., Canada, Mexico
and Europe.
Economic Outlook: Hennessy reports the
company is doing well, having had its best
year ever in 2015. “We expect a moderate
gain in 2016, but with some good luck and
fortune, Concepts again could end having our
best year ever. There are a number of projects
we’ve worked on for a while that came to
fruition and we are picking up speed on some
things we’ve invested in. You pay your dues
and hopefully you get something out of it.”
He’s also noticed that the spend level has
come back in our industry. “It’s not yet to the
’07 or ’08 level yet but people seem to have
some money and they realize they need to
spend it to take care of their people. They are
doing more with less and have to reward
their people and clients. Client retention is
paramount—it’s the lifeblood of a company.”
Biggest Concerns: He notes two key
areas: Online offering of products from com-
56 • PPB • JULY 2016 GROW
“Year-over-year
growth is good
but is ‘good’ ever
enough? We
have added a few
account executives
so far this year
with intentions to
carefully add more
by the end of the
year. While never
content, our
outlook for the
long term remains
enthusiastic.”
2015 PPAI DISTRIBUTOR SALES VOLUME REPORT