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ProForma Presentation at National Sales Meeting in Denver

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ProForma Convention in Denver - Selling Promotional Products / The Land of Opportunity

ProForma Convention in Denver - Selling Promotional Products / The Land of Opportunity


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  • 1. Promotional Products…The Land of Opportunity Presented by Dana Zezzo Vice President of Sales, ProTowels Etc. A 16 year veteran of the promotional products industry, Dana has extensive knowledge of wearables, plastics, towels and everything in between. He’s been partnering with Proforma for the past 6 years.
  • 2. Agenda • Industry Introduction • Industry Organizations • Pricing • What’s Hot! • Next Steps • Contact/Q&A Promotional Products…The Land of Opportunity > Agenda
  • 3. Industry Introduction
  • 4. Top 10 Product Categories Compliment print pieces:  Wearables  Writing Instruments  Garment tags  Bags  Thank You/Welcome card  Drinkware  Flyers  Desk/Office/Business  Stationary Accessories  Mailing Fulfillment Services  Calendars  ID Labels – Tamper  Recognition Awards Proof/RFID  Computers  Shipping Labels  Sporting goods  Packing Lists  Automotive
  • 5. Top 10 End User Markets Compliment print pieces:  Employee Relations & Events  Brand Awareness  Recruitment Packs  Tradeshows  Guides  New Customer/Account  Banners Generation  Not-For-Profit Programs  Direct Mail Pieces  Public Relations  Raffle Tickets  Customer Referral  Newsletters  Internal Promotions  Gift Certificates  Dealer/Distributor Programs  Forms  New Product/Service Introduction
  • 6. Industry Organizations – Tools & Resources to Help You Succeed
  • 7. ASI: Advertising Specialty Institute  Tools  ESP – sourcing, idea generation, presentation, business management capabilities - ASI convention session: ESP online – Sourcing Your Way to Success Thursday, July 9 at 7:30am & Friday, July 10 at 7:30am  LogoMall Plus – end user-friendly website for clients to search  Catalogs, Media File, Magazines & Quarterly Register  Exclusive Proforma pricing - Registration forms for ESP & Logomall found on USB drive  Membership Options  Proforma Group Membership - #300094  Individual Membership  www.asicentral.com (request individual login)  ASI page on iNET  Vendor Development > Industry Organizations > ASI
  • 8. PPAI: Promotional Products Association International  Education/Research  CEUs: Continuing Education Credits (this session counts!)  CAS/MAS certification available  Industry studies available  Bookstore & Resource Center  Pantone products, industry resources, education & research  Membership  Proforma Group Membership #196835  Individual Membership  www.ppa.org (request individual login)  PPAI page on iNET  Vendor Development > Industry Organizations > PPAI
  • 9. PPPC: Promotional Products Professionals of Canada  Tools  Online product sourcing, Publications  Education/Certification  Online seminars  CAS/MAS certification  E-University  Membership Options  Proforma Group Membership #10503  Individual Membership  www.promocan.com  Login: DRF7718 1NEQ803 Franchiser  PPPC page on iNET  Vendor Development > Industry Organizations > PPPC
  • 10. Pricing – Calculating Net Cost
  • 11. Discount Code Chart  Universal chart for distributors  Calculate your net cost  PLP Sourcing Guide / Price Lists page on iNET  Vendor Development > PLP Sourcing Guide > Price Lists
  • 12. Additional Charge Examples  Additional color charge – flat or running  Screen charge  Plate charge  Embroidery tape charge  Set-up charge  Die charge  Artwork/Composition charge
  • 13. Pricing Terms  EQP = End Quantity Pricing 150 300 500 1000 2000 1.90 1.80 1.70 1.60 1.50 2AB2C  NQP / NCP = Next Column / Next Quantity Pricing 150 300 500 1000 2000 1.90 1.80 1.70 1.60 1.50 2AB2C
  • 14. What’s Hot! – Understanding What You’re Selling
  • 15. Apparel (Wearables)  Sell a ‘solution’ – not a product  Retail look (fashion details / accessorize)  Performance fabrics  Eco-Friendly 4 Steps to Selling Apparel  Wear it!  Show samples  Knowledge is power  Be creative
  • 16. Writing Instruments  Evolving/new styles  Multi-functional  Niche marketing  Cross-Merchandising (bundle)  Did you know that… - 99% of recipients will use a writing instrument - 92% remember the pen’s brand and / or message - 98% use the pen several times a week - 83% use it daily · Source: ISZ Media Analysis for Identity Magazine, 2008
  • 17. Bags  Bright colors, versatile fabrics, fun patterns  Eco-Friendly  Companion styles (not only for apparel!)  Coordinating Programs (bundle)  Coolers, luggage, etc. is also a bag
  • 18. Desk / Office / Business Accessories  Go beyond the norm  Lifestyle…  Timing is everything  New year – inspire change, End of year – organization, Spring & Summer – healthcare products, Fall – gifts, etc  Eco-friendly, Hi-tech, Advanced imprinting techniques
  • 19. Decoration  Alternative techniques hot!  Laser etching, rhinestones, water-based inks, etc  Adds Perceived Value  EX: Up sell t-shirt with digital imprint.  In-House vs. Contract  Quality digitizing = Quality embroidery New to decorating? Check out Decorating 101 on the iNET! Vendor Development – PLP Sourcing Guide
  • 20. Case Study
  • 21. Next Steps – Where do I go from here?
  • 22. After Convention I will…  Visit a silk screener / embroider facility  Tour a MVPLP/ PLPs facility  Utilize MVPLP/PLPs  Proven suppliers who have a relationship with Proforma.  Contact my local sales rep  Order sample kits  Go to an industry tradeshow  Subscribe & read industry publications  Visit with PLP ProTowels Etc. during Vendor Showcase - Friday, July 10 from 12:30pm – 5:30pm
  • 23. About  Innovative products & solutions  Superior product quality  Award-winning decoration  Exceptional international & domestic manufacturing capabilities  Exclusive home of the Cutter & Buck Golf Towel Collection
  • 24. Why ProTowels?
  • 25. QUESTIONS?
  • 26. Thank you for attending! Please remember to: • Complete your session surveys • Have your CEU Tracking Card stamped to receive the appropriate credits towards your MAS/CAS Certification • Have FUN! See You Again Soon!
  • 27. THANK YOU!