Lightboxx / BsWei / Elnur / Shutterstock.com Anna Marynenko / DDevecee / Mascha Tace / Shutterstock.com contents Promotional Products Business The Official Business Monthly of Promotional Products Association International MAY 2022 4 Perspectives Strategic Planning: What is it, and why should you do it? 8 Feedback 11 INNOVATE 12 Question My Client Deserves A Thank-You For Referrals, But Indefinitely? 14 Eye On Apparel T-Shirts 28 Marketing Pantone Connect Brings 15,000 Colors To Designers’ Fingertips 31 GROW 32 Profile Lunar Branding, Greg Gregorian 36 Promotional Products Work Sports 42 Editor's Picks Awards & Recognition 54 Sales The Art Of The Upsell 57 THINK 58 Viewpoint Sparking Brilliance 69 Fast Forward Chili’s Grill & Bar Celebrates 47 Years With First Ecommerce Store 74 Five Minutes With Javier Melendez, Walker-Clay, Inc. 77 CONNECT 78 Close Up Sandra Kelley, MAS 82 PPPC Communiqué 85 Inside PPAI 91 New Members 94 Datebook 98 The Creative Calendar 46THE EXIT INTERVIEW: TINA BERRES FILIPSKI After 26 years heading publications—including PPB magazine—for PPAI, Tina Berres Filipski departed the Association in January. 60CRISIS OR OPPORTUNITY? The promotional products industry walks a cultural, ethical and logistical tightrope doing business in China. Amid an uncertain economic and geopolitical future, some companies are exploring alternatives. 20 SHINING EXAMPLES OF EXCELLENCE PPAI’s Supplier Star Award empowers distributors to vote for the best suppliers in the industry based on their own experiences. | MAY 2022 | 3
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