PPB November 2020

Understand your products and how they become marketing messages. Not sure what your background is but study more than you think is possible. Become experts and get to know the factory and multi-line reps—they will be your best friends. Narrow your focus. You don’t need five hat companies or pen companies. Find one or two that you really like and be loyal to them. I know that’s not one thing, but I’ll stop. Everything is important. Get clarity on your work, proofing, communication. It’s a great business but it’s far more complicated than many think. JUDY SHARP President Sharp Ideas, Inc. Fresno, California PPAI 108483, D4 Work smart and with a plan. I’m two-and-a-half years in and it is still so easy to get distracted by some of the low-hanging fruit (clients) that takes your eye off the prize. Find your favorite suppliers and really build that relationship. They are your lighthouse in the storm. NICKOLE MARTEL GAFFORD Branding Specialist LogoBranders, Inc. Montgomery, Alabama PPAI 197204, D7 It’s going to be a lot of work, a lot of learning, but reach out to others more for help. There are tons of people in this industry who love to give and support others. Pick suppliers that have good ratings to work with. Check out commonsku. Ask suppliers for EQP. If you are not good with paperwork, hire as soon as you can afford it and let someone else do your accounting. You will wear all of the hats in the beginning but if you stay in the boat, you will get to where you can give some of those hats away. Be real with your clients and prospects. KARESA WELLS Owner Cross Country Specialty Advertising Blanchard, Oklahoma PPAI 724800, D3 Don’t ever start selecting promotional products until … 1 You know what message your client wants to convey. Purpose before products, always. 2 Who is the real audience? What do they want the prospect to feel, change or do? 3 How do they plan to deliver the products? 4 What results do they expect? This is what makes you a great counselor: coming up with strategy, not just pushing products. You will find that most people don’t know what they want or really need. If you probe for answers, you can be their invaluable problem-solving partner for life. And don’t cut your price. Your margins cover your creative strategy and research time. Join your regional and national associations, like Rocky Mountain Region Promotional Products Association and PPAI. They have wonderful resources to help you learn with free seminars, many online, and connect with friendly competitors and accommodating suppliers. MARY ELLEN PAHLKA-SOKALSKI Marketing Coordinator Quinn Hanover, Pennsylvania PPAI 360359, S6 Do You Have An Answer? A Distributor Asks: As we are all watching our expenses, is it necessary to have a landline anymore? As a distributor, most of my business calls come in through my mobile device, as my client and suppliers have the number. Do clients and suppliers care that there isn’t a dedicated business landline? What’s Your Answer? Email your response to the question to Question@ppai.org for the chance to be featured in a future issue of PPB. Danielle Renda is associate editor of PPB. BigKnell / Shutterstock.com. | NOVEMBER 2020 | 15 INNOVATE