March 18, 2010 Sales Secrets for Success "Scalability" $ $
Dana R. Zezzo Vice President of Sales 440-344-5933|  [email_address] www.protowelsetc.com
Learn tried and true strategies for selling decorated apparel.  See why selling apparel using the "good, better, best...
Scalability Windows based thinking Learn what to take Learn what to do Learn what to say Selling Tips Implement Overview
"Scalability" Building the proper scale equals higher profit. $ $ $
Windows Based Thinking.
- Product Categories - Price - Decoration Method - Color - Fabrics – Technology - Brands - Functionality Building the Scale
 
 
 
 
Be aware of  YOUR surroundings. Asking the RIGHT questions. &
 
Building the scale What event will the item(s) be used for? What is the purpose of the item(s)? What budget are you target...
Building the Scale
Source: PPAI 2007 Estimate of Promotional Products Distributor Sales Selling Tip #1
Most Popular Promotional Products Know them to sell them! <ul><li>Wearables 30.71% </li></ul><ul><li>Writing Instruments 1...
Selling Tip #2 ALWAYS  SHOW BRANDS!
 
 
 
Selling Tip #3
$  Increase Profitability  $ The ultimate return on your time. Selling Tip #4 BUNDLE!!
Bundling doubles the chance of a re-order!
Towel n’ Tote Beach Bag Compression UPSELLING OPTIONS Selling Tip #5
UPSELLING  IN ACTION
If  you  own the art,  you  own the customer. Use your current customers logos to generate more business! Selling Tip #6
 
Selling Tip #6 Example Digitize ,  Digitize , Digitize! Tradeshow Tip Properly Working  a Tradeshow.
Selling Tip 102: What’s in the box? Think outside the box … Selling Tip #7 or on it!
Increased Profits Come from Selling  Solutions  Not Products. Solutions. Products.
Implement
Scalability Windows based thinking Learn what to take Learn what to do Learn what to say Selling Tips Implement Recap
Thank You! Dana Zezzo Vice President of Sales [email_address]
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How to Sell Decorated Apparel - Successfully!

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Learn tried and true strategies for selling decorated apparel. See why selling apparel using the &quot;good, better, best&quot; model can increase the number of sales that you close. Dana\'s model of scalability will move your customers\' thought process from &quot;Should I buy?&quot; to &quot;Which one should I buy?&quot; with less resistance and more customer confidence. Increased profits come from selling SOLUTIONS, not products!
Dana has spent the past two years growing the Pro Towels Etc. into the largest supplier of beach and golf towels. He has been in the promotional product industry for over 20 years. Dana is equally involved in both the industry and in his local community in Ashtabula, Ohio. He is a past president of TRASA - the Three Rivers Advertising Specialty Association, and currently serves on both the ASI Stitches Advisory Board and on the PPAI National Leadership Conference Advisory Committee. He also gives seminars across the country on industry related topics such as How to Market your Apparel Decorating Business, Selling Strategies and Social Networking for Promotional Professionals.

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How to Sell Decorated Apparel - Successfully!

  1. 1. March 18, 2010 Sales Secrets for Success &quot;Scalability&quot; $ $
  2. 2. Dana R. Zezzo Vice President of Sales 440-344-5933| [email_address] www.protowelsetc.com
  3. 3. Learn tried and true strategies for selling decorated apparel. See why selling apparel using the &quot;good, better, best&quot; model can increase the number of sales that you close. Dana's model of scalability will move your customers' thought process from &quot;Should I buy?&quot; to &quot;Which one should I buy?&quot; with less resistance and more customer confidence. Increased profits come from selling SOLUTIONS, not products! Dana has spent the past two years growing the Pro Towels Etc. into the largest supplier of beach and golf towels. He has been in the promotional product industry for over 20 years. Dana is equally involved in both the industry and in his local community in Ashtabula, Ohio. He is a past president of TRASA – the Three Rivers Advertising Specialty Association, and currently serves on both the ASI Stitches Advisory Board and on the PPAI National Leadership Conference Advisory Committee. He also gives seminars across the country on industry related topics such as How to Market your Apparel Decorating Business, Selling Strategies and Social Networking for Promotional Professionals. How to Sell Decorated Apparel - Successfully!
  4. 4. Scalability Windows based thinking Learn what to take Learn what to do Learn what to say Selling Tips Implement Overview
  5. 5. &quot;Scalability&quot; Building the proper scale equals higher profit. $ $ $
  6. 6. Windows Based Thinking.
  7. 7. - Product Categories - Price - Decoration Method - Color - Fabrics – Technology - Brands - Functionality Building the Scale
  8. 12. Be aware of YOUR surroundings. Asking the RIGHT questions. &
  9. 14. Building the scale What event will the item(s) be used for? What is the purpose of the item(s)? What budget are you targeting? What is your event date (in-hands date)? Who is the “real” end user? What is the theme/message of the campaign? Asking the Right Questions
  10. 15. Building the Scale
  11. 16. Source: PPAI 2007 Estimate of Promotional Products Distributor Sales Selling Tip #1
  12. 17. Most Popular Promotional Products Know them to sell them! <ul><li>Wearables 30.71% </li></ul><ul><li>Writing Instruments 10.39% </li></ul><ul><li>Bags 7.05% </li></ul><ul><li>Drinkware 6.32% </li></ul><ul><li>Desk Accessories 6.19% </li></ul><ul><li>Calendars 5.51% </li></ul><ul><li>Towels – working on it! </li></ul>Source: PPAI 2005 Sales Volume Estimate
  13. 18. Selling Tip #2 ALWAYS SHOW BRANDS!
  14. 22. Selling Tip #3
  15. 23. $ Increase Profitability $ The ultimate return on your time. Selling Tip #4 BUNDLE!!
  16. 24. Bundling doubles the chance of a re-order!
  17. 25. Towel n’ Tote Beach Bag Compression UPSELLING OPTIONS Selling Tip #5
  18. 26. UPSELLING IN ACTION
  19. 27. If you own the art, you own the customer. Use your current customers logos to generate more business! Selling Tip #6
  20. 29. Selling Tip #6 Example Digitize , Digitize , Digitize! Tradeshow Tip Properly Working a Tradeshow.
  21. 30. Selling Tip 102: What’s in the box? Think outside the box … Selling Tip #7 or on it!
  22. 31. Increased Profits Come from Selling Solutions Not Products. Solutions. Products.
  23. 32. Implement
  24. 33. Scalability Windows based thinking Learn what to take Learn what to do Learn what to say Selling Tips Implement Recap
  25. 34. Thank You! Dana Zezzo Vice President of Sales [email_address]
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