From the Pub
By Matthew Barnes
Mike's Blog
Copyblogger and Why Your Writing Ability Matters
Aug 30, 2010Copyblogger is a great writing advice website I've discovered recently. It's focused on advice for crafting effective business and...
Editor's Notes
TAKE THE MAKING MONEY QUIZ!
Aug 23, 2010I pretty much squealed with delight when I discovered that there was a quiz inside, this one is the,...
Embellished
The Kids Aren't Alright
Aug 18, 2010The news talks about everything endangering our children: toxic toys, fattening fast food, etc. Yet no one addresses the real...
Industry Voices
In a Recession, Dress Up To Cheer Up
Jan 20, 2010A few weeks ago, I had dinner with Executive Apparel's president and its director of product development in Orlando, Florida....
Test Drive
A Site for Sore Eyes (and Wallets)
Jul 29, 2010I'm happy to announce Promo Marketing has just launched its very own line of distributor websites. The sites are...
Solutions for Challenging Conditions
After nearly 10 years of working with distributors and suppliers, I grew comfortable with the annual business cycle. It was a relatively predictable flow that seemed consistent year-in and year-out. The year started with new product launches and an exhausting trade-show tour. The spring months focused on sales efforts and inventory projections. Summer served as the calm before the storm. And each year ended with the fall-winter selling and planning rush.
In years past, many suppliers realized nearly 50 percent of their revenues in the fourth quarter alone. And at the same time, each supplier was required to make the ensuing year’s product selection and complete their catalog production.
To get a glimpse of today’s seasons, we can take the simple representation above and shift to Mach speed. For many reasons, including cost increases and competitive pressures, suppliers are working with more responsibilities and fewer resources, more social and safety requirements, less staff, and tighter financial constraints. Time is perhaps the only commodity that has remained status quo. But nfortunately, there isn’t enough time in the week for most suppliers.
Many end-buyers are facing similar challenges, making the sales process for distributors much more difficult. To improve the selling opportunity, it is imperative for each distributor salesperson to partner with their customers, learn their customers’ challenges and objectives, and meet their promotional marketing needs.
We, as an industry, are looking forward to an improved economy, but each of us has to carry on through the existing financial climate. Use Promo Marketing to help your business persevere: Turn to page 46 to learn how you can prosper in the financial market despite the current conditions. Or, for a look at the hottest products for 2009, browse the Supplier Product Preview, beginning on page 20.
This has been an extremely tense year for most American businesses. Next year promises much of the same. Make it your challenge to create and improve your selling opportunities and solve your customers’ needs.
Best of luck and happy selling!
