New To Promo | Must Read Where The Creatively Minded Find Resources And Innovation Joshua Clark, recently hired chief operating officer of S&S Activewear, built what he calls a “toolbox to help companies scale” before coming to the promo world last May. Having served in operations roles for almost 30 years at companies like Target, Grainger and WESCO, he’s something of a supply chain expert. So why make the leap to the promo industry and PPAI 100’s No. 5 supplier? “In evaluating any company for potential fit, I examine its culture and speed of operations,” Clark says. “S&S’s culture reflects the creativity of its customers.” Any industry knows how to chase a bottom line. But promotional products are so diverse in their offerings that achieving success requires finding countless ways to meet a marketing goal. “Our customers are creatives – we aim to enable that creativity by helping them bring their designs to life across a variety of apparel options,” Clark says. “That makes the overarching goals of our operations and supply chain practices different from other organizations.” Rachel Rosario’s past lives included roles at the National Mango Board, Home Shopping Network and Best Buy before joining Koozie Group, where she’s now the senior director of marketing and communications. “I had no idea how different retail would be to promo,” Rosario says. “Initially, I saw it as an extra step to a finished retail product. I quickly learned about all the industry’s intricacies, layers and additional challenges.” In the retail industry, someone like Rosario was used to having a direct connection with the purchaser. Now with PPAI 100’s No. 9 supplier, she can see the collaboration among partners required to get a promo product to accomplish its final goal. “As a supplier in promo, we’re creating content for distributors to share with their end-user customers,” Rosario says. “We encourage our distributors to ‘steal our stuff’ and use it in their marketing campaigns.” It’s the way the industry works together that makes it hum at a speed most industries can’t – Clark called S&S “swift and at a pace unlike other companies I’ve worked for” – and it not only attracts newcomers but engages them in a way that so often sticks. “Serving creators allows us to be more creative and innovative in our supply solutions,” Clark says. The reliable need for promotional products also allows people in Clark’s position the resources to realize that innovation. “Advanced software, robotics and automations solutions allow us to focus solely on efficiency and quality for our customers,” Clark says. A Home For Self-starters Perhaps what draws most entrepreneurs to the promo industry is that there are no gatekeepers. Hustle and creativity go a long way, as do relationships. Joshua Culp recently retired from the military after 27 years, freeing him up to focus full time on his distributorship, Hammerdubs. “[Promo] is an opportunity for veterans or people looking to start a business because there Clark called S&S “swift and at a pace unlike other companies I’ve worked for” – and it not only attracts newcomers but engages them in a way that so often sticks. —Joshua Clark PPAI • SEPTEMBER 2024 • 67
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