PPB October 2016

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| OCTOBER 2016 | 23
INNOVATE
A Having an
understood
common process
is awesome,
putting you light years
ahead. Keep asking questions of
your process. What steps add
value or increase productivity
(measured as output over
input)? Or, looked at from
another way, which steps only
add costs and/or time that
diminish the output
value? Tweak as needed to your
advantage. Several little time
savers and/or value enhancers
add up big, allowingmore of
your time to spend on top-line
performance or simply enjoying
a bigger bottom line for the cost
savings. I recommend in today’s
world avoiding paper whenever
possible; instead, opt to
automate operational flowwith
cost-effective and productivity-
enhancing technology-based
tools.The ideal technology is
pre-packaged into one smooth
operational system that flows
from start to finish, from
database-driven proposals
through client invoicing,
incorporating CRMand
websites, with the power of the
cloud so the process and its
information can be accessed
fromanywhere at any time.
BRIAN GRALL
General Manager
Logo My, LLC
UPIC: LogoMy
In my 30-plus years of
promotional product sales I
have learned to keep it simple.
After getting a lead of interest
I fill out a call sheet. This will
be discarded after I start the
client fact sheet in the office.
This is a two-part NCR form I
created. It is a detailed account
of what the client’s interests
are and their personal contact
info. One copy goes with me
on the sales call, one remains
on my desk. I use this data to
make a false invoice on the
computer. I also enter this info
on my computer notes. I put all
details on the client fact sheet
and follow a timeless format I
learned many years ago while
in the media industry.
The Five Ws
Who is the client?
What are they looking for?
When do they need this item?
Where are they located (and all
related data)?
Why do they like (need) this item?
This is the sheet I use for
all details regarding the type
of products, especiallymy
preferred suppliers’ offerings,
that I will be looking up upon
return to the office. I enter
the suppliers’ product details,
pricing, setups, shipping, etc., on
the false invoice. I create a paper
folder and also a computer
folder for the client. I then call
on the client to show them
what products I have found that
meet their needs.They qualify
which items fit their needs and I
then put together my price offer
and show samples (samples
sell!) and other sales pitch offers.
I make sure to upsell here.The
false invoice is updated as the
salemoves along. Once I get
the sale, I create and send the
purchase order (P.O.) to the
supplier. I then create the
invoice. Inmy note file I enter
the order placement date, and
the tentative order shipment
date.This is determined from
the details on the supplier’s sales
literature. I now have a paper
trail and computer trail.
I have a file onmy desk that
I then put the paper folder in
using a FIFO (First In First Out)
order. So the order that has been
in the file the longest is the one
that is taken care of first. If I do
not receive an acknowledgement
from the supplier in a timely
manner, I call or email the
supplier company and confirm
the ship date.
GLEN D. ELEY
Owner
Eley Imprinted Products
UPIC: ELEYP001
We used to print everything
out and would store each
calendar year in boxes and
archive them. It’s a lot of boxes,
so we recently went paperless
in our office. We utilize our
software’s notes function so
all of our staff can see what is
going on with any given order.
It has eliminated 75 percent of
our printing.
AMY WILLIAMS
CEO
AB Unlimited Worldwide
UPIC: ABUNLTD
SOP. SOP. SOP. Standard
operating procedures create
efficiencies and streamline the
way things are done—the same
way, every time, by whoever is
doing the task.They enhance
the customer experience as well.
RYAN B. SMALL, CAS
President
Blue Dog Merch
UPIC: bluedog
Do YouHave An Answer?
A Distributor Asks
We have a client that hosts
numerous C-suite events
annually. They have asked for
some input on gift ideas for the
high level executives and have
given the feedback that they don’t
need another speaker, camera or
more headphones. Please share
suggestions on gift ideas [generic
What’s Your Answer?
Email answers along with your name, title and company name
by October 17 to for possible inclusion in an
upcoming issue of PPB magazine.
Julie Richie is associate editor for PPB.
rather than supplier-specific products] for high-level clients
that already have it all. The budget is up to several hundred
dollars per item.