From the Pub
By Matthew Barnes
Test Drive
You Just Logoed My Facebook
Mar 9, 2010Everybody loves to ride the wave. In just about 20 or so years the world has gone from the lovable...
Editor's Notes
Whiplash
Feb 15, 2010» My only regret in life is that I didn’t drink enough champagne.«
John Maynard Keynes, economist (1883-1946)...
Mike's Blog
Sleuthing with Google Alerts
Feb 23, 2010Well hey everybody, welcome to week two of "Mike talking about handy computer programs." If you missed it last...
Inseams
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....
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!
