PPB July 2019

provoking, but after seeing 3,000 to 4,000 stalls in five or six million square feet of exhibit space, and with little to no understanding of the language or culture, it’s easy to feel overloaded. For me, these trips are truly more about learning, observing, cultural immersion, adventure andmeeting people, and not somuch the deal or buy to be made. Today with product safety, working conditions and tariffs among myriad business issues, MadeToOrder tries not to be the importer of record, but I have become friends withmy contacts in Asia and I have hosted them in my home over the years. We always continue to seek out new ideas because you never knowwhat may develop. Ten years ago, when I was elected to the PPAI Board of Directors, my desire was to evolve the “I” in PPAI. That is still my passion. Since the timing of PSI in Düsseldorf this year didn’t conflict with the PPAI Expo, Paul and I decided to attend. I had been once before as a guest of Holland-based supplier Xindao, which I hadmet with previously in Asia, but this visit was a chance to promote cooperation between PPAI and PSI. I loved this show, loved Düsseldorf and was fired up about all the meetings and meet-ups with other promotional products suppliers and distributors. It was exciting and invigorating, and I vowed to go back every chance I get. But these trips cost quite a bit and take me away from running my business. Where is the real ROI for this effort? It is not a bright line and there is no guarantee you will find some miracle opportunity, but I have created some nice partnerships that have allowedme to jointly pitch to global clients. My company has had some significant wins where my EMEA [Europe, Middle East and Africa] partner has realized seven figures of annualized business when we jointly serve the global needs of clients by sharing concepts about importing, resources and vendors. MadeToOrder has also handled special projects for clients in the Netherlands, Germany, Sweden and Great Britain. They are not the same level of business we referred over to our EMEA partners, but they have been fun and interesting projects. I have nowmade more than 15 trips tomeet withmy EMEA partners and have created such strong friendships that PSI CEO Michael Freter has brought his family to vacation withmy wife, Barbara, andme at our summer home inWashington State. And we’ve visited the Freters as recently as last year when I picked up a new car at the BMW factory inMunich, Germany. Similarly, Patrick Tornqvist, at the time a partner at Xindao, and his family have come to stay, fish and hang out at our summer home, too. Now, after our recent trip to Sweden, I count Kjell Harbom, managing director at the SBPR, among my friends, along withmany others around the world. These professional friendships are warm, motivating and thoughtful as we explore and discuss ideas about the industry— everything from shows to products to networking. Barbara andmy business friends know that I love to grab a pen and write out ideas on the paper table liner at restaurants as we launch into all kinds of ideas about business. I love to “talk shop” in general, and on the international front it is even cooler. Some may have seen the announcement a fewmonths ago that I’ve decided it is time to step out of my operating role withMadeToOrder and transition those responsibilities tomy very capable teammembers. My hope is to build a new role for myself in keeping withmy passion for exploring and searching for new ways of doing business andmaking new professional contacts around the globe. In the months and years ahead, as I change focus from running a company, I hope to work with others to advise, consult and provide services for those needing professional introductions, candidates for acquisition, market intelligence, expert witness and the skills of an industry ambassador. After 40 years in this profession, I hope I have achieved some level of professional validity, a trustworthy reputation and a willingness to go anywhere, meet people and seek out new ideas, relationships and opportunities. I hope I can continue doing what I enjoy, which also includes my volunteer work in the slums inMexico to build hope, and traveling to Africa to deliver food and gifts to blind orphans. Again, coming back to the why of this adventure we call life in the promotional products industry: I love this stuff. And even if the commercial side does not pay off, the lifestyle, the travel, the cultural and business immersion with other entrepreneurs whom I now call friends is reward enough. As I like to say, “There is more to life than simply commerce.” It is a fantastic world to explore. Go be a part of it. This is why I do it. Rod Brown is owner of Pleasanton, California-based distributor MadeToOrder. rod.brown@madetoorder.com | JULY 2019 | 21 INNOVATE What’s on your mind? If you can articulate it as a Viewpoint article, send your thoughts to PPB@ppai.org for consideration in a future issue of PPB . For me, these trips are truly more about learning, observing, cultural immersion, adventure and meeting people, and not so much the deal or buy to be made.