PPB September 2019

information allows you to guide your client toward products, colors and decoration opportunities that they probably haven’t seen before. In addition, they will appreciate your professionalism for caring as much for their logo as they do. 2 Narrow your client's focus. Too many times distributors hand a client a catalog and expect them to pick out an item, know the best way to decorate it and tell themwhat they want. With that approach, it’s no wonder clients turn to the internet to buy products. If your client is doing all the work, why do they need you? When a client reaches out and asks for an apparel solution, show them a good, better and best option. Too many choices result in decision- making paralysis for your client. By showing them three or four good options in a variety of price points and available in colors that complement their logo, you are removing the confusion and pointing them in the direction you want them to go. 3 Be knowledgeable about decoration. There is a wealth of information on the internet about apparel decoration that will help you increase your knowledge. On PPAI’s website alone, there are 21 online educational webinars to help you better understand decoration. In addition, many apparel or decoration providers have great websites with online tools, online videos and much more to help you independently understand all the decoration techniques available. A resource that many distributors overlook is your local sales representative for your favorite apparel line. They want nothing more than for you to be armed with information and knowledge on how to sell their products better. Simply ask them and they will AGood, Better, Best Comparison Here’s a sample of how to put together a comparison based on quality and price point. By doing much of the work for your client, you help them avoid the decision-making paralysis that comes with too many choices and guide them toward good decisions. This chart is based on performance polos featured in Vantage Apparel’s catalog. Good Style 2600 Vansport Omega Solid Mesh Tech Polo – p. 12 Fabric 100% polyester, 4 1/2 oz. Vansport micro-mesh Features • Wicking properties and rapid dry time • Tightly knit to resist snagging • Easy-care, wrinkle-resistant and fade-free • Anti-curl, rib-knit collar Complement 2601 Price $XX Better Style 2620 Vansport Micro-Waffle Polo – p. 16 Fabric 100% polyester, 4 1/2 oz. Vansport waffle knit Features • Wicking properties and rapid dry time • Self-goods collar with collar band Complement 2621 Price $XX Best Style 2560 Pro Signature Polo – p. 24 Fabric 95% polyester, 5% Spandex, 4-1/2 oz. jersey body Features • Superior wicking and rapid dry time • UV protection properties • Self-goods collar Complement 2461 Price $XX When a client calls you to order apparel or hardgoods, make sure you know exactlywhat their expectations are for the product. Are they expecting ROI? Is this a product for good will purposes or exposure only?Who is the enduser of the product? | SEPTEMBER 2019 | 55 GROW