Looking to build your sales in 2015? Your Toolbox to Bigger Sales
Presenter: Christopher Gwaltney, ASI
1 What are Promotional Products?
Promotional products are practical, entertaining or decorative products imprinted with an advertiser’s name, logo, slogan or message.
A.K.A. Promotional merchandise, promotional items, promotional gifts, or advertising gifts, sometimes nicknamed swag or schwag.
2 How Can You Benefit From This Business?
The promotional products industry is worth $20.5 billion in sales. 40% Profit Margin
Return on Investment (ROI) How Distributors Do Business
Annual revenue potential per 3x Number of times a client buys from you a year $2,700 client Average order size Annual profit potential per $900 $1,080 client Average # of clients per distributor Average customer retention 282 82% rate Industry Outlook
• 19th consecutive quarter of growth • Industry Sales - $20.5 Billion – Avg. salesperson compensation up 3.3% – Q4 2014 sales up 5.9%
• Avg. Customer Retention Rate 82% – Highest in 5 years
• Counselor Q1 Confidence Index – 114 (Highest since ‘06)
*2013 Counselor SOI Report Regional Outlook – South
• 5% growth; $4 million increase – TX Sales: $2.3 Billion • Campaigning in battleground states (FL, KY, VA) • Manufacturing, Oil & Natural Gas, Real Estate
Regional Outlook – Midwest
• 2% growth; $100 million increase – IL Sales: $778 million – ND: Campaign to fill 20,000 jobs • Energy boom and industries that support it (construction, tech, agriculture) • Education: Large # of colleges and universities in region Regional Outlook – West
• 8% growth; $3 million increase – CA Sales: $1.6 Billion • Technology • 12% increase in venture capital for biotechnology and medicine • 3% increase in hotel occupancy; 5% increase in room rates • CA with budget surplus after $60 billion deficit in 2010-11 Regional Outlook – Northeast
• 9% growth; $3 million increase – NY Sales: $1.2 Billion • All-time high in private sector jobs NY, NJ, PA and MA • Health Care-heavy cities • Education: NH highest state with college enrollment (13% increase)
Overall Economy
- Bureau of Labor: Unemployment to drop to 6% by end of 2014 - ADP: 220,000 jobs added in April - U.S Bank Report: Small Business confidence at five- year high - New home sales to rise - Small Business lending to rise (delinquent loans only 1.45% of all loans)
Become a one-stop shop…
End-buyers are buying more than you think!
10 End-User Markets
Health Care: Private practice, hospitals, home care, pharmaceutical (14% of industry rev.)
Education: Schools, universities, technical institutes (12% of industry rev.)
Construction/Manufacturing: Unions, warehouses, private contractors (9% of industry rev.)
Finance: Banks, credit unions, investment companies (8% of industry rev.)
Technology: Software companies, digital media, web design (7% of industry rev.)
Automotive 4% Retail 4% Health Care 14% Restaurants/ Health Care Lodging 4% Education Nonprofit 4% Construction/Manufacturing Finance Technology Clubs/Assoc. 6% Education 12% Clubs/Associations Nonprofit Restaurants/Lodging
Technology 7% Retail Automotive
Construction/Manufacturing Finance 8% 9% 11 Biggest End-User Market
Thriving Health Care
According to State of the Industry research, the health-care market is the #1 buyer of promotional products from industry distributors. It accounted for 12.4% of distributor revenues in 2013 – a $2.54 billion total, which marks the 3rd consecutive year that the sector is the biggest purchaser of ad specialty items.
12 The Most Popular Items
13 How Easy Is It to Sell Promotional Products?
14 Market Your Brand
Channels Distributors Should Be Investing In
Marketing attracts customers, boosts your sales, and burnishes your reputation with prospects and others. Try these tactics:
• Digital Marketing – utilize pay-per click ads, Google Adwords and email blast programs • Social Media – the key to success is to rely on content • Direct Mail – try ‘bulky mailers’ with self promo items inside 15 Where Can You Connect with the Ad Specialty Industry?
Our Business is Helping YOUR Business Grow
16 A Boutique Event For Those Serious About Doing Business
Education and Exhibits: May 5-6 ● Javits Convention Center, North Hall
17 A Boutique Event for Serious Business
1. Resources 2. Education
3. Relationships 18 Resources
Over 200 leading suppliers, including 21 NEW companies, 14 companies ONLY in New York and 91 who were not at Expo East The most unique products that weren’t available earlier in the year Quality time on the show floor to discuss your clients’ projects with suppliers or discover items to present to your clients Joe Show LIVE – a free, high energy Keynote where you’ll leave with hot industry products to sell, presented by the supplier with valuable advice on how to sell it
19 Education
Two days of Power Sessions on the show floor Classes for every level of interest and experience NEW workshops, NEW speakers, UNIQUE tracks (including Get Started! for those NEW to the industry) A variety of subject categories, including sales, marketing, social media and more Earn credit toward your ASI Certification (position yourself as an industry expert) FREE to ASI members
20 Take a Look at What’s Offered
Lunch and Learn: Master Your Digital Marketing Strategy with ASI Products Next-Level Networking: Maximize Your ROI Earn More by Doing Less: How Million-Dollar Producers Sell Connect with Hot Prospects via LinkedIn Increase Your Close Rate: 7 Secrets to Success
…AND, that’s just the beginning!
Visit www.asishow.com for the full education grid.
21 How to Have a Better Trade Show Experience
Attend “How to Get The Most Out of Your Trade Show Experience” by Timothy M. Andrews, President and Chief Executive Officer of ASI (members only)
May 5 – 9 a.m.-9:30 a.m. Learn great tips for working the show more effectively Hear about the free services and amenities you get at the ASI Show as an ASI member Find out where to find great deals – like show specials – on the ASI Show mobile app Ask any questions you may have on how to make the most of your time
22 How to Have a Better Trade Show Experience
Know Pricing Before Talking to Suppliers
A/P Equals
50% Mark UP!
Distributor’s discount: 50% 45% 40% 35% 30% 25% 20% 15% 10% 0% P through Z codes: P Q R S T U V W X Z (or no code) A through X codes: A B C D E F G H I X (or no code)
ASI Catalogs uses the P through Z system, and so do many suppliers.
Discount codes can be shown in either capital or lowercase letters, often in parentheses or after a slash.
For example: $1.50 (P) or $1.50/P
23 How to Have a Better Trade Show Experience
Network, Network, Network!
Connect with suppliers and distributors on and off the show floor: Understand what their problems and concerns are and share yours
Partner up with the competition: Brainstorm with other ad specialty professional (1,800+ attendees)
Grow your network and find solutions to client challenges
Stop by the ASI Booth #237 to find new business-building tools
24 How to Have a Better Trade Show Experience
Attend AMAZING Events
NEW! Networking Clubs: Join suppliers and distributors for networking in a laid back environment for those with interests in adventure and dining. (registration required)
FREE! Keynote with Mega-Entrepreneur, Barbara Corcoran: Learn to build your brand using innovation, branding, leadership and guts, plus meet other suppliers and distributors just as excited as you. (Members get priority seating!)
FREE! Closing Celebration: Before heading home, take this last opportunity to exchange business cards and make new friends over refreshments.
25 Don’t Just Take Our Word For It
26 Don’t Just Take Our Word For It
27 Special Membership Offer
A waived application fee: $150 VALUE!
ESP and Website for only $99/month- $199 VALUE!
FREE Entry into ASI Show New York: $199 VALUE!
A hotel room reimbursement for the evening of May 5: $339 VALUE!
28 Benefits of ASI Membership…
• ASI Award-Winning Research and Marketing Packages, Catalogs and Web Sites ® o Purchase research packages, such as ESP Web™ and the ESP Buyer's Guide . o Gain access to every promotional product and the most up-to-date supplier information. o Take your business further by purchasing leading end-buyer catalogs.
• Free ASI Subscriptions ® ® o Receive 14 Free Issues of Advantages Magazine, Counselor PromoGram and Advantages Hot Deals.
• New Product Information from Suppliers o Receive supplier catalogs, samples and sales information as new products are released, direct from the ASI supplier.
• Free Education and Resources o Nearly 400 free education programs a year, including free education offered at the ASI Shows and ASI Roadshow
• Exclusive Subscription Opportunities with ASI ® o Request Counselor magazine, known for being the “voice” of the industry.
• Savings on Business Services o The average ASI member saves $4,000 a year on everyday business services. 29
Plus, as an ASI member, your Show benefits always include…
• Dozens of FREE education workshops, featuring topics for every level of experience
• FREE networking activities, including daily receptions and special events
• FREE Catalog Courier Service – making carrying samples and catalogs carefree on the show floor
• FREE shipping of catalogs and samples (part of the Passport to Winnings program)
• Thousands of dollars worth of prizes available in the Passport to Winnings program
• Special ASI member travel discounts and a hotel room REIMBURSEMENT 30 The ASI Show Family of Events
• Traveling to 40 cities throughout • ASI’s premiere hosted-buyer the US and Canada event for invited million-dollar • NEW for 2015! Distributors can distributors and highly sought bring their end-buyers (all after suppliers distributors and their buyers • Individual, private 20-minute attend for free) meetings with over 35 leading • Have meaningful conversations suppliers with local suppliers in an • Access to a wide breadth of intimate setting promotional items from a variety • Attend free education before the of categories show starts • High-end resorts with amazing • Earn 5 points towards your ASI amenities Certification • A manageable schedule • 10 points towards your ASI Certification
31 Become a member today at www.asicentral.com/asishowchicago or contact Christopher Gwaltney at [email protected] at (800) 546-1350 x3443.
32