Advertisement
 
External Blogger

Jeff's Rant

By Jeff Solomon, MAS

About Jeff

Jeff Solomon, MAS is the creator of FreePromoTips.com, the industry's most popular business resource program. Jeff’s Rant will touch on topics with his straightforward approach to life and business.
 

Kiwi's Coaching Corner

Paul  Kiewiet
The Smart Way to Grow Your Business
Oct 23, 2014

How do you step up and begin moving your business to better results? Well first of all you need to...



Compliance Chat

Jeff Jacobs
Draw Your Attention to Drawstrings
Oct 17, 2014

I guess it has something to do with the time of year. The weather in much of the U.S. begins...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



Selling Smarter

Rosalie Marcus
How Appreciative Are You? 5 Easy Ways to Stand Out and Say Thank You: Part One
Oct 14, 2014

In today's highly competitive promotional products business environment, you have to distinguish yourself from the competition. Here are five ways...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
The Dash Between Two Dates
Oct 6, 2014

Let's face it. We're all busier than ever. Most of the busyness is dashing—dashing here, dashing there. Sadly, many people's lives...



Beyond Words

Rebecca Kollmann, MAS+
Going Direct
Oct 13, 2014

I thought that would capture your eyes today because it’s a perennial hot topic in our industry. Today, we’re going...



Not So Technically Speaking

Dale Denham
Yes, We Should Be Scared About Bad USB Drives
Oct 7, 2014

Due to recent USB exploits available online (although not yet proven to cause any damage), sales of USB drives in...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time
Sep 24, 2014

How about that shocking headline? Did it grab you? Well, there is some meat behind the sensationalism. Buckle in and...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Playing the Price Game: It’s a Choice. Choose Wisely
Sep 22, 2014

The Internet, the obvious low barrier to entry, unskilled salespeople, the economy—each of these drive price wars and ultimately erode...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Be Dazzled

Elise Hacking Carr
Got Control Issues?
May 14, 2014

Does chaos define you? How you respond to certain situations says a lot about your character. Here are five quotes...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Friday Sales-thought of the Week!

Dale Limes, MAS
Reverse Engineer Your Sales Success
Mar 18, 2013

Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Guest Rant: Is Specialization the Dying Trend?

 

In an effort to practice what I preach, I've been away from the FreePromoTips World Headquarters spending some quality time with my family. This rant has been put together while we are on The Big Island of Hawaii. If you are interested, I've posted a few images on the FreePromoTips Facebook Page and have tried to stay away from sharing our more typical business oriented content.

Most of you are unaware that there is a brain behind my Rant's. That is my friend and industry colleague Glenda Stormes-Bice, MAS. Glenda cleans up the grammar and structure of what I write. We seem to be on the same page regarding most of topics I cover. She does help guide me should I get too far off track. Glenda is a great writer and with me lounging on amazing beaches and having a great time in Hawaii, it's appropriate to share this piece that she recently wrote for her own company. Enjoy!

Last month a cover for The Economist magazine featured a photo of Rodin's "The Thinker" sitting on a toilet with the caption "Will we ever invent anything this useful again?"

Having spent the past two months surfing through catalogs and going to shows big and small, I am thrilled to report that innovation in the industry is not dead. There are some great new products this year. But the industry has changed. There are not as many new products as there used to be. I don't think its invention fatigue; I think it's a tougher economy. The cost of invention is high and the risk/reward is uncertain. Everyone is more careful now.

The smartest (and my favorite) suppliers make up for this by creating improvements on products that are successful already, and also being more innovative on the most important part of any product...the DECORATION.

But there is a supplier trend out there that doesn't impress me. I call it the "Look-we-now-sell (insert product here)!" trend.

There are some great supplier lines that have a diverse set of products. For the most part, those suppliers have years of experience knowing what imprinting processes they are skilled at and continue to develop/source products that work with those skills. Those suppliers are good at what they do and I turn to them regularly.

I also use a lot of suppliers who are experts in a specific product. For instance, I only sell pens from suppliers who manufacture pens. With them I can have an educated conversation on why their pens are better quality, where the cartridges are sourced, and what the write-out is on the ball points vs. roller balls. This is valuable information that helps me sell their product more effectively and more importantly, gives me the knowledge I need to best meet my customer's needs. But I ask those same questions of a supplier who just happens to have expanded their line by adding pens, and all I get is a blank stare or a fumbling of ums and uhs.

This year the addition seems to be bags. And beyond the "Look-we-now-sell-bags!" sales pitch, you will find a lack of any real knowledge about materials, construction, or detailing—all very important factors to know when trying to meet a client's needs. If you can't tell me WHY your bag (or pen, or whatever) is better or different then someplace else, how can I feel a level of confidence with offering it?

I don't fault suppliers who are looking to increase their revenue stream. My issue is with the "me-too" method. An attempt at grabbing market share by trying to sell everything just dilutes a supplier's worth as specialists in anything. There is no value with suppliers all doing the same thing. Who is an expert in that situation? No one.

In this job, I often need to become knowledgeable on any number of topics in order to be successful. I appreciate being able to turn to the experts in our industry to get the understanding I need. From now on, when I see product and line experts, I am going to stop and thank them for being so good at what they do.

I am also going to tell them I hope they continue to invent cool new things and improve methods to print on them. I just hope none of them try and add toilets to their product line next year.

Glenda Stormes-Bice, MAS is the head zookeeper at Glendandy Marketing, Inc., an Iowa distributorship proudly partnering with Banker Advertising Company. She can be reached at glenda@glendandy.com and on twitter, LinkedIn and Facebook.

Jeff Solomon, MAS, MASI is affiliated with a large distributor company. The FreePromoTips.com website and e-newsletters he publishes are packed with beneficial information and exclusive FREE offers from a few forward-thinking supplier companies. Don't miss out on what's happening! Opt in to receive their e-newsletters! LIKE their page on Facebook and follow them on twitter. Jeff can also be found on Linkedin.

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments: