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Jeff's Rant

By Jeff Solomon, MAS

About Jeff

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

Compliance Chat

Jeff Jacobs
A Step in the Right Direction
Jan 23, 2015

One of the most frequent points of discussion with distributors this past week during the course of the PPAI Expo...

Lights, Camera, Promotion!

Brittany Hahn
The Importance of Compliance Regarding Promotional Products
Jan 21, 2015

What do you find most important when searching for supplier partners? Are you a bargain shopper? Do you look for...

Not So Technically Speaking

Dale Denham
I Don't Remember Your Name
Jan 13, 2015

Names are important, and I feel bad when I can't remember a name when I see someone. I have gotten...

Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
It's Showtime
Jan 5, 2015

Happy New Year! It’s a new year, and time for the promotional product industry’s two major shows—the ASI show in...

Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Measure the ROI at Trade Shows (Using the Right Mix of Creative and Promotional Products)
Dec 30, 2014

Every year more and more products are being introduced into the market, and after a while it all looks the...

Kiwi's Coaching Corner

Paul  Kiewiet
How Much Do You Care?
Dec 18, 2014

If you don’t care enough to figure out their pain, why should they care about you? Are you tired of...

Selling Smarter

Rosalie Marcus
Year-end Tips to Increase Sales Now!
Dec 9, 2014

While some may be slacking off this time of year, savvy promotional products sales professionals know that it's not too...

Beyond Words

Rebecca Kollmann, MAS+
Taming the Monster
Nov 17, 2014

Today, we’re going to look at something very small, but also very important. It’s unseen by many, lurking in the...

Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back
Oct 29, 2014

For some people, setting sales goals is not a waste of time. It's all about perceptions, really—perceptions that empower and...

Guest Blogs

Guest Contributor
How Can a 3D Printer Make You Money?
Oct 24, 2014

One of the most difficult parts of getting the sale is showing the customer exactly what they want when they...

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,...


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...

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...



While my primary business these days is publishing, I've been in the custom imprinted products business for over 25 years. My client base represents a nice steady flow of product business which means I still have a good understanding of what's happening our industry.

Recently, I've been blessed with a flurry of rather significant business opportunities, with quantities and dollar volumes that I haven't seen in my long history. In the course of working on these projects, some rude awakening of how the distributor/supplier relationship works, or occasionally doesn't work, have me scratching my head and asking, "...Really?"

As part of my mental health therapy I'm going to share a few ...Really? moments. No suppliers will be harmed during this Rant.

For one project, I needed a same-day quote for 5,000 pieces on a single item. There were not a large number of companies to choose from for this specialty product. I called one supplier that appeared to manufacture the product and was told normally a quote could take two days, but they would put it on a rush and I "should" have it that day. Two days to prepare a price on one item that they MAKE ...Really? A $15,000.00 NET sell on order isn't worth some attention ...Really?

I followed up mid-afternoon and was told I would have the quote at the end of the day. With the time difference, my last call only got me voice mail, as they had closed already. No quote. Thankfully in this case, a social media connection thru the industry made another supplier suggestion and that supplier was awesome!

In another project I needed stock sports artwork on the item. The quote from the supplier read: "Stock imprint designs are available at an additional cost." But the cost wasn't stated. Wouldn't it be helpful to note what the cost for the stock artwork is, especially since we discussed it ...Really?

My other pet peeve is general questions. I understand the value of having dedicated CSRs to service a territory, but I cringe when I get the "where are you calling from?" question. My experiences have shown that in these cases, I almost always have to leave a voice mail. When someone needs to ask a general question about a product, why do we need to work with someone who only handles a specific territory? Often I just need a quick answer to a simple question.

This rant could get very long, but I will close with one more. On another item, I asked the vendor if they had a picture of the product that I could show my client. The answer was no, but they could send a sample. What... they didn't have product images available? Couldn't they take a picture of the item with a camera phone someone in the office must have ...Really?

Make no mistake, I am very grateful for the business opportunities that have come my way, and I am thankful for the many fabulous suppliers who are going above and beyond their jobs to help me close a sale. On the other hand, how some companies function makes me ponder ...Really?

At times it seems as if the CSR is not equipped to do their job. Some apparently don't even care about helping. I wonder if the business owner knows that they lost a $15,000 order because the CSR was not responsive and didn't follow through. Do they realize that one person is the face of their entire company and how a distributor customer may perceive them? Do they want to know if they have a weak link in the chain or bad process in place that is holding up potential business?

I suspect the answer is no. It takes too much effort on the part of a distributor to tell them. And whom do you even reach out to? How do you know whom to contact? Do distributors fail by not making the effort to offer constructive criticism? Do suppliers fail by not making feedback easier to give? Is there such a thing as a "suggestion box" with anyone?

While this Rant addresses things that can go wrong with suppliers, distributors can also be part of the problem. As I share my frustration in situations I've experienced, I realize I can't fix some things. But what can I do to help make the supplier's job easier?

Am I communicating all the details clearly? What I need, when I need it, what the time deadline is? Did I ask for all the prices and charges to be clearly stated? Did I address the time difference in our locations? Was I clear on how and where to best contact me? Even if I think I have answered all these questions, maybe I didn't from the CSR's perspective. Should my last question be "Have I given you all the information you need to help me out?"

When working with a supplier, am I taking the time to double check all the information? Have I forgotten a small detail that will slow things down by requiring a phone call or email to me? When sending email, are my subject lines clear as to the content? Am I including order numbers, previous discussions, contact details and time frames? If distributors and suppliers concentrated a bit more on effective communication, business transactions would go much smoother. We can ALL improve on such simple things.

In a future Rant, we will follow up on this topic from a supplier's perspective.

On a different and much more fun topic, we have finalized the date for our 2nd Annual Sail to Success Cruise to the Bahamas. We depart Monday, September 9 and return Friday morning, September 13. Our 2012 cruise was awesome and we already have people booked on this years cruise. For more information and a short video of what you missed in 2012 visit our Sail to Success page.

Jeff Solomon, MAS, MASI is affiliated with a large distributor company. The 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.


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