partial payment upfront to hold the inventory as long as I was confident in the client and the order. RAMA BEERFAS, MAS, CPSM Owner Lev Promotions San Diego, California PPAI 218331, D1 I don’t know what the supplier’s terms are, but most suppliers have some sort of disclaimer to the effect of “incomplete P.O.s will not be processed,” and they usually give instructions as to what constitutes a “complete P.O.” If you expect inventory to be held without providing a complete P.O., I would, at least, make a phone call. AARON SALTZMAN CEO Silver Line Promotions Southfield, Michigan PPAI 787299, D2 I made a post about a similar situation a few weeks ago as a supplier and almost 60 people responded to not hold stock and to require a deposit for any stock holds. Another 20 or so private-messaged me, advising against any stock holds. I’d definitely suggest checking with your other suppliers on orders with a similar situation. JUSTIN LACKMAN National Sales Manager AdNArt - CNIJ - Fantasia Champlain, New York PPAI 132744, S4 I think it’s time to change your process. We never, ever submit a P.O. without print-ready, vectored, approved artwork. This goes for screenprinting, embroidery and hardgoods. Artwork is the first thing we get approved and out of the way before moving forward in the order/P.O. process. KELLIE HERNANDEZ Director of Sales and Operations Dragonfly Apparel & Branding Segin, Texas PPAI 717380, D1 Q A Supplier Asks: When you’re exhibiting at a trade show, what do you use to stack all of your promotional products so they’re not all flat on the table, and where do you find it? Just use boxes or plastic totes of different sizes and put them under the tablecloth or have smaller pieces of fabric draped over them. That way, you have different elevations on the table. It works great and it’s unusual, and it makes you different from everybody else. I’ve also used different sized baskets and put groups of items that either look good together or go together, depending on the event. So, I may have made a USA-made basket, I may have a golf basket, I may have a pink basket for breast cancer awareness, etc. This also helps to keep people from taking your samples. My self-promos are then usually laid out on the table, so it’s obvious that those are for them to take. THERESA DECOURSEY ZIDE Owner-Operator ManaTee Promotions Rockledge, Florida PPAI 719572, D1 You couldmake some really great-looking displays just out of crates from the dollar store. LORI TRAFFORD CEO iPROMOTEu/ Chesapeake Promotion Corporation Regina, Saskatchewan PPAI 642288, D2 When I worked on the supplier side and as a rep, I used cardboard risers and got black, non-wrinkle material that was large/oversized enough to cover the risers withmaterial to spare. For smaller items, I used a large, hard-sided artist case and lined the inside withmaterial, and attached the samples to this material. These cases would stand on the table, open, at about a 45-degree angle. When the show is done, just close the case and walk away. MARCUS J. COHEN, MAS CEO Tropical Promotions and Recognition, a division of Global MultiResources, Inc. Fort Lauderdale, Florida Do You Have An Answer? A Distributor Asks: Fellow distributors, what are some of the steps that you have taken to grow your business from a sales standpoint? Even if you’re not an owner, what has been the most effective way of growing your book of business? Is it phone-based cold calling, in-person cold calling, networking, etc. I know referrals are very important, of course, but what else, besides that, has proven most effective for you? Email your response(s) to Question@ppai.org for the chance to be featured in a future issue of PPB. Danielle Renda is associate editor of PPB. | DECEMBER 2021 | 13 INNOVATE
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