PPB September 2018

contents Promotional Products Business The Official Business Monthly of Promotional Products Association International SEPTEMBER 2018 ON THE COVER: Cover photography by Matthew Rakola 4 Perspectives Engaging The Next Generation 8 Feedback 11 INNOVATE 12 Question When Client Expectations Become Unrealistic 14 Eye On Apparel Headwear 22 Profile 2018 Women Of Achievement: Marsha Londe And Mary Ellen Sokalski, MAS 55 GROW 56 Market To Market Agriculture 64 Editor’s Picks Writing Instruments 70 Sales So, Why Should I Buy From You? 72 Marketing Is Ecommerce Taking Over The Promo Space? 75 THINK 76 Fast Forward I Can See Clearly Now 80 Management The Escalating Trade War 84 Viewpoint Old Business Vs. New Business 95 CONNECT 97 Inside PPAI 104 Day In The Life Julie Levi, Progressive Promotions, Inc. 106 Close Up Tim Kupper, Xpert Media Management 109 Datebook 111 Snapshots 114 People News 116 New Members 128 The Creative Calendar 86 THE UNTOLD STORY Transforming the promotional products industry one classroom at a time. From left, front row: Ben Taylor, Eric Granata, Ashley Moore Fens, Jason Lucash, Aaron Kucherawy; middle row: Julie Fritch, Britney Godsey, Justin Gukeisen, Meghan Kory, Robert Russell, Sarah Smith; back row: Michael Harper, Mike Szymczak, Zack Ottenstein, Dustin Wicks. Insets, top: Jake Director, middle: Kristi Catalonotto, Joshua White, bottom: Tim Howe, CAS 29 2018 RISING STARS These exceptional under- 40 leaders are inspiring positive change and leading the way to make it happen. | SEPTEMBER 2018 | 3