Solutions | Voices Q A Distributor Asks: What are some tips you would give to distributors just starting out? Don’t just sell products. Build relationships with your clients. And one thing that probably won’t get said – find yourself a good graphic designer. You’ll be surprised how many clients don’t have usable artwork KEVIN HUBBARD CEO One City Enterprises Las Vegas, Nevada PPAI 807308, D1 Q A Distributor Asks: What’s the farthest you have driven to pick up an order so you didn’t miss an event? Funny you ask. A customer contacted me today wanting something in four days. I would have made $100, and we would have driven 2.5 hours round-trip. We decided to pass. I’m a “yes” person, but I just had a nightmare with two rush orders for a customer. I just couldn’t bear to do it. DEENA KELLY Owner Kelly Promotional Products Franklin, Indiana PPAI 226074, D1 I’ve made several four-plus hour road trips because that was the only way to meet the in-hands date. That said, most of the drama was on me because I took the order knowing there was zero wiggle room for error. Then “surprise,” something happened! Looking back, I probably should have walked away from most of these orders, but I’m a people-pleaser and always seem to be up for the challenge! Will I likely do it again? Probably! BRYANTWILSON Owner Customizzed Promotional Products Wilmington, North Carolina PPAI 671308, D1 Q A Distributor Asks: I have a large client that orders a bulk order and then has them drop-shipped to their remote employees in residential areas. Drop-ship fees have skyrocketed. How can I gently break the news to my client? Regardless of whether it was food or a little water bottle or even a small keychain, I would ask them what the total budget is per person, including shipping. Typically, this brings you back down to about an $8 item and then maybe a $15 ship charge. I’m sure they will understand. And think of how much money it will save without them having to ship everything themselves. KAREN HERZOG President Adco Marketing Larkspur, California PPAI 217279, D5 Don’t just sell products. Build relationships with your clients. —Kevin Hubbard I’ve made several four- plus hour road trips because that was the only way to meet the in- hands date. —Bryant Wilson PPAI • JANUARY 2023 • 31
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