From Reactive to Proactive: Redefining Safety Standards in the Promotional Industry (A Four-Part Series)

• Ask end-buyers to split testing costs. Shouldering the burden of testing can be something that can be shared by all parties. Tafil reported that suggesting this option to end-buyers is “definitely an option.”

• Collect materials domestically. “One of my manufacturers, he basically gets all his materials that are made in the U.S. and just ships them to China. It costs a little more but the stuff’s made here so … everything’s made up to a higher code,” Tafil said.

For the distributor:

• Develop a network of preferred vendors. The standard equation for the promotional products industry is there are 35 to 50 suppliers for 80 percent of a distributors’ business. Doing homework on a new supplier for every deal isn’t practical, but Smith says, being aware and informed regarding your manufacturer’s compliance ratings is easier to do when you work exclusively with a select few.

• Take charge of testing. Request results, or better yet, conduct your own tests. A supplier should be more than willing to provide the paperwork and results you need to feel comfortable with the sale.

• Do your research. “When in doubt, ask for the name of the manufacturer … of the products you’re sourcing and take the initiative to understand if there is or has been an issue with [them],” Smith said.

For everyone:

• Get smart. “Education is the most important thing all of us can do,” McKeough asserted. “We must continue to improve our knowledge of import sourcing and the complexities involved with that necessary step in our business model.”

• Admit when something goes wrong. In the event that a recall is necessary, supplier and distributor must stand together in solidarity and guide the recall. This will reassure both end-user and consumers, while helping maintain brand equity in the long run, Smith said.