was run on a homemade enterprise resource planning system. It handled SanMar’s unique needs just fine, albeit with more manual processes than were ideal. But SanMar was growing quickly, and by the end of 2017, a decision had to be made. Knapick says, “One of the conversations that we had was to think about where we wanted to be in 10 years and ask is what we’re built on right now going to be able to support whatever we think it is we’re going to be?” Business has nearly tripled since that point, based on estimates, with another four years still to go until the 10-year mark of the decision to launch a new ERP. SanMar’s Microsoft Dynamics system went live on May 4, 2020. Knapick now speaks in terms of the company’s goals in 20 to 50 years. If its ability to handle the surging order volume has digital solutions, there is also the physical element worth considering – how such a volume of goods can be moved from place to place at a speed that meets expectations. As the company began to grow in the late 1970s, Marty Lott viewed SanMar as an inherently logistical operation. Jeremy Lott now brings a more personal focus to SanMar’s line of some 3,000 products, but the need to keep up with demand has only increased. John Janson, SanMar’s VP of global logistics, says the relationship-focused mindset the company brings to its operations is at the core of its fulfillment efforts. Whereas PPAI 100 suppliers as a whole ship orders on time 97% of the time, SanMar does so 99% of the time. The key is in the company’s approach to dealings with its ground and ocean carriers, allowing it to maintain preferred status when shipping containers are hard to come by during a pandemic or a ground carrier’s capacity is weakened by labor strife. “We’ve really taken that overall SanMar strategy – that business is personal – and driven that all the way up into the supply chain,” Janson says. “We talk about it all the time, doing the right thing by the carrier. We’ve renegotiated with UPS a couple times since I’ve been here, and we didn’t do it by threatening them with another carrier. We did Must Read | Suppliers Rank Score Company 2022 Revenue (Millions) Change Since 2019 31 177.22 Sun Coast Merchandise $109.5 12% 32 ADG Promotional Products $68.4* 31% 33 PowerStick.com $13.2* 17% 34 Stormtech $57.1* 21% 35 BamBams $18.6 2% 36 Perry Ellis International $30.0 12% 37 Ball Pro $19.0 46% 38 Gildan Activewear $251.2 12% 39 Incentive Concepts $45.7 12% 40 3M Promotional Markets $98.2 11% Score equals the total number out of a possible 500. * Estimate. 2019 revenue calculated based on figures reported to PPAI and others. All 2022 revenue figures have been certified by a company representative unless denoted. Revenue Growth Industry Faith Professional Development Responsibility Innovation Employees Happiness Online Presence Suppliers Earned HIGH MARKS in The Following Categories 46 • JULY 2023 • PPAI
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