PPB November 2021

compiled by Danielle Renda Clue Me In On The Ri g ht Questions To A sk I’m a screen printer who’s new to promotional products. What are some of the standard questions I should have in my toolbox when speaking with customers? Q A Screen Printer Asks: We are quickly becoming a go-to for all printed products and starting to receive a lot of calls for promotional items. Being a novice in this industry, what are some of the basic questions, other than quantity, that I should ask clients or prospective clients when they call requesting a promotional item? Thirty-plus years in the business and I’m still learning every day. I think as our industry expands andmore people know about it, plus the more people are searching every day for everything online, we end up with buyers who seem like they have it all figured out. As your knowledge base grows and your customers learn to lean on you for ideas and solutions, not just as a “find this for me please” service, then you will become more confident. There are great ideas for networking in your regional, and supplier reps who would love to tell youmore about how their products are used and past successes to help you. MARK SHINN, MAS, MASI President, Promotional Marketing Association of Northern California (PMANC) Newcastle, Washington Get to know some of your local reps. They want you to sell their lines and will help you. When I started over 30 years ago, I read one or two catalogs a day, checking for things I might sell, looking at imprints to see whomight have bought that and getting a grasp on details. Today, you can do this on websites—pick some favorite suppliers and explore what else they do. Ask questions of every factory rep you meet. And if there are any factories near you, go on tour, understand how things are done. Ask for help as you did here. JUDY SHARP Owner and President Sharp Ideas, Inc. Fresno, California PPAI 108483, D4 Ask them first, what is the quantity? Then, what is the color of the item they are requesting? Then, who is providing art files, and can they create [art] exactly as required to fit inside the imprint area? What are the colors to imprint? Then, confirmwhether the supplier’s limits can accommodate the client’s needs. What is the due date the client needs for products, balanced against the supplier’s production schedule? What is the shipping method and does the client want to use third- party billing? Can the client receive the products on skids (which can be a huge savings)? Once you learn to ask these, and about 100 other fact-finding/detail- driven questions, and you’ll know all that it takes to be a promotional products distributor. And also, in today’s business climate, always ask about inventory levels. EDDIE BRAWNER Marketing Solutions Provider Innovative Business Products LLC Nashville, Tennessee PPAI 281290, D5 Maxx-Studio / Shutterstock.com 10 | NOVEMBER 2021 | INNOVATE