PPB April 2019

event,” says Dan Edge, director of sales for Newark, New Jersey-based supplier Peerless Umbrella Co. “These are times for useful products that people want and will use, thus their logos will be front and center for all to see.” Kevin Hagan, vice president of sales for St. Louis, Missouri-based supplier Incentive Concepts, says tailgating provides an opportunity for branded products to spread a company’s message to avid sports fans and build brand loyalty. “Clients can utilize promotional gifts to capitalize on fans’ support of their favorite team,” Hagan says. “Adding a brand’s logo to a portable grill, tailgating table or bag toss game will keep the client’s name and message front and center.” Tips For The Pitch Murray Siegel, director of marketing for Baltimore-based supplier Towel Specialties, says distributors can help their clients convert the popularity of tailgating parties into brand loyalty opportunities by using promotional products. “Distributors should present products that have practical uses, both at the tailgating event and around the house,” Siegel adds. “That way, they’ll get exposure during and after the event. The right products will last longer because the recipient may consider the product a souvenir or memento from a fun event.” Specific tips for distributors who want to pitch a tailgating-themed campaign include leveraging virtual samples for idea generation, Edge says. “Ask your suppliers to create mock-ups for you,” he adds. “It’s an easy and less expensive way to show what the brand will look like on various items. Chairs, tables, hammocks and pop-up tents are all prime for tailgating and a virtual sample is a great way to help sell this idea.” Hagan says one way to help ensure that a sales pitch is successful to a client interested in a tailgating-themed campaign involves having a wide breadth of products, everything from portable grills to backyard games. “Asking questions, understanding the client’s goals, and developing solutions-oriented recommendations are also important,” he adds. “These are the keys to earning the business.” Get the party started with the all-in-one Music Vacation, a portable set that includes two chairs, a cooler, umbrella and speakers. Perfect for tea (or tequila) for two. AAA Innovations PPAI 110972 www.aaainnovations.com Made of lightweight and durable 420D polyester with a PEVA lining, the Agoura Insulated Cooler with Side Frame is a portable, easy-to-carry, must-have for any tailgating party. This cooler features a large, 36-can main zippered compartment, a front pocket and a collapsible side frame that helps keep the bag in place when open. Logomark, Inc. / PPAI 110898 / www.logomark.com Game Day Gear | APRIL 2019 | 37 GROW