Coach's Corner

by Fred Albrecht

January was another prolific sales month. In fact, while January has traditionally been our slowest month, this January broke 1.7 Million in booked sales, which was a 52% increase over last January. Billings broke the 2 Million mark for the first time in our history as well with an increase of over 44%.  

So what are we doing to "keep" up with the growth. Actually, my answer is simple, the "Growth" has to keep up with "US". Our team members are all trained. We will be assigning our new awesome Account Executives who have been training for the last 4 months and are now prepared to be a great partner. What this will do is "REDUCE" the ratio of sales reps that each Account Executive will manage, giving everyone even more time to work closer with each individual Sales Executive.

 

On the technology front, we just finished installing our 5th "Server" with the latest and greatest speed and upgraded our remaining servers. This will help our internal team do more work more efficiently. We continue to work with ASI to improve our Profitmaker software. In fact, we attended a 2 hour "Technology Summit" with Tim Andrews, president of ASI as well as his entire Technology team to learn about their 18 month plan.

During the week of February 23rd we will be installing a completely new phone system which will provide us with many of the same features as the largest Cincinnati companies, including Proctor & Gamble use. Included is a redundancy back up system to eliminate a chance for a "catastrophic" event, yes, it is possible for a power outage to occur and prevent our phone system from operating. We have not found one that works without power. The point is, we will have access to new software that will help us manage our phone calls and voice mails more effectively. These are all investments we are making in the "future". Honestly, our servers and our phones are more than adequate to manage our business even if a 50% growth were to happen for the next 18 months, which would be great but is unlikely!. We prepare for the future, 3-5 years at a time. In fact, looking back, we moved into our building 10 years ago with the eye on a 15 year growth plan. We are well into that plan and still have sufficient room for growth over the next 3 years.

 

Let's celebrate our January Sales Leaders success!

 

I want to thank all of our awesome employees who gave up their Saturday last week to attend our "Billing Training" held at Terrace Park Country Club. Our investment in our quest for excellence. Vince Lombardi once said "Nobody can achieve perfection, but if you strive for perfection you will achieve excellence." 

 

Coach Fred

 





Kali, the granddaughter of Jim Pierce just celebrated her 7th birthday. She is pictured here with one of her 4 horses. She is also an accomplished snowmobile driver. Jim tells me she would have more horses but he does not want to spoil her. Oh, in her free time she raises chickens and sells eggs. We will recruit her to sell promo very soon.

 

 

My good friend and one of our very first Sales Executives sent this awesome photo to me and was kind enough to allow me to share. Jim Pierce from Montana was instrumental in helping Suzie and I grow ProForma Albrecht when he introduced his friends from a competitor to us. In all he helped propel us from 1 to 3 Million in sales back in January of 2000.

 


 

February Calendar for Planned Supplier Visits 

 

While it is not always possible to post an advanced calendar announcing our "supplier" friends who are visiting, we will try to keep you informed. Your Account Executive has access to our "marketing calendar" and can fill you in on "last minute" drop in visits.

 

All Sales Executives are welcome to join. Those who are not able can provide requests through your Account Executive, who will be happy to help you get ideas for your clients.

 

Thursday February 19th -

 

10:00 AM John Anderson representing - Showdown Displays, Chocolate Inn, LarLu, Alexander

 

2:00 PM - Vendor Mini Showcase - Gemline, Cecelia Ciccone, Vitronic - Rory Campbell

 

Tuesday February 24th

 

2:00 Mini Vendor Showcase

 

Matt Eyesoldt representing: Calloway, Innovation Line, Kanata Fossa

 

Sanford - Pete Engoglia

 

Starline - Brian Debottis

 

Thursday February 26th

 

Tri Mark - Corey Cardinal - 12:00 - Lunch and Learn (our office will be closed for 1 hour so all our employees will attend, we will also be switching over our phone system during this hour so the phones will be shut down during this hour)

 


Let's Rock & Roll!

 

 

Cindy Hite did not waste any time in the "library," which happens to be her client. She checked out the book, "How to Sell 5,000 Tumblers with Straws."  She walked out smarter and richer with a nice order for over $8,000.00. The beneficiary of her order, Hit Promotional Products and she scheduled the transportation via truck through our PLP vendor GTS! Way to use our awesome PLP suppliers! This is one of three orders, they also placed an order for 2,000 Kid's Super Hero Capes from Admaster Promos ASI 31062 and 15,000 37D1215 12 x 15 Plastic Bags from Bag Makers. The total project comes to over $16,000.00. When asked what the library was doing with these products: Cindy Replied,  "All products will be used for their summer reading program. Every child in Boone County Elementary Schools will receive a bag with the summer reading program material and their theme this year is "What's your Super Power?" Then, once a child logs a certain amount of reading hours, they can select a gift between the cape or the tumbler. We will also be working on a teen and adult summer reading program too, so more to come!!"

 

This is one of the most creative and worthwhile programs I have seen in a long time. Way to go Cindy Hite!

 

Patrice Shapiro earned the "great reward" when she helped her client select a custom award from Innocast Corp. ASI 62630. The order for 12 awards is worth over $5,000.00!

 

John Fairchild, our Energy King, knows more than "energy". In fact I know this one "charged him up" and made him "rock n roll" when his client, not far from the Rock n Roll Museum in Cleveland, a very large Pain Distributor purchased their Awards for their employees. In fact, 5 Diamond Studded Ear Rings and 3 1.5 K gold necklaces netted him a very cool order for close to $23,000.00. Congratulations John, what an awesome order!

 

Dave Enke, Ad Imprints. Check out his story as told by him for his awesome order for 120 Howard Miller Clocks, item 645-575 totaling over $9000.00. Read his story, I am sure it sounds familiar to all. Samples and quotes, samples and quotes.... "we have our vendors." Dave stuck to his guns, and won them over. Great Order Dave!

 

From Dave Enke to his AE, Ryan Becht:

 

Hi Ryan:

 

Finally- ordering in expensive samples (will be returned to vendor) to make a impression on a new customer that actually appreciates it for once. Yes, nice samples do help sell product. Am working on the artwork, as noted on the order - Howard Miller is very low on these 645-575 clocks, and cannot take a chance with no inventory with a new buyer.

 

Well, I do not have a song downloaded for the Rock Ola jukebox, so you will have to use yours.......... "Taking care of Business" by Bachman Turner Overdrive is "mine"- I am a hard core 80's rocker and will have no hearing later from concert going ...........!

 

On, another note, if you want to put a case history in Albrecht Advantage, this new customer had told me that he had 6 different Promotional Products salespeople call on him in 2 weeks. Very typical in this small market area of 250,000 people. Previous buyer was going on price with no margin left. New buyer is on board with us as I offered solutions and ideas on launching their new logo branding to their agents with a quality and useful gift in the 645-575 Howard Miller Clock. I am helping the customer to create a company "romance card" that will be inserted with each clock that is presented to their agents. Going the extra mile with service and ideas does make a difference, and more projects will be forthcoming.  

 

Anyway..... I have "passed" on many larger orders because of no margin, and will be getting after some more...........

 

Dave Enke

Action-Ad, Inc.

1035 Lincoln Road, Ste. 109

Bettendorf, IA  52722

PH: 563-355-9581

FAX: 563-355-9586

Div. Proforma Albrecht & Co.

 

 

PS: We will be adding Dave's theme song, "Takin Care of Business" to the Old "Rock Ola"!

 

 

 











Trimark Powered by Leeds - Spring Launch Video 

Trimark Powered by Leed's has a fun preview video of the new collection items!  We launched over 71 new styles!!! Check this short little video out for a glimpse into what's new:

2015 Spring Collection
2015 Spring Collection

In addition, here is the ecatalog which might be useful to send on to your customer.




Roots73

We are seeing so much buzz about the new Roots73 collection here at Trimark Powered by Leed's. It seems that the industry was really looking for a premium co-branding opportunity. This iconic brand features a variety of garments with world-class style and comfort. To better familiarize yourself with the brand - here is a short video.  In addition, I encourage you all to bring in a sample or two as I find this brand is one of the most tactile in the industry in that it MUST be seen/felt in person to truly appreciate it.  In addition, I attached the link to the FAQ again to provide additional information on the line.
Roots73 - The Iconic Canadian Brand.
Roots73 - The Iconic Canadian Brand.


Roots73 FAQ
http://s1929.t.en25.com/e/er?s=1929&lid=4374&elq=81cad508f1dc435b9343d584339236c5


Best Regards,
Corey Cardinal
Field Sales Manager - Trimark Powered by Leed's
Polyconcept North America
400 Hunt Valley Road
New Kensington, PA 15068
Phone: (800) 860-1555
Mobile: (248) 410-8690
CCardinal@TrimarkbyLeeds.com






Choosing Freight Carriers 
 
3rd Party Logistics. GTS is a great partner. If your order is large enough for a truck shipment ask your Albrecht Account Executive to get the freights specs and a quote from our PLP GTS.

Choosing a third-party logistics provider is kind of like choosing a good friend. You wouldn't enter into a long-term friendship with someone who will just offer you lip service or only stick by your side when things are easy.

 

In the same way, you want a provider who will offer the best available solutions but also be honest in telling you what will or will not work. One that will pull through for you and walk the extra mile to ensure that shipments are delivered safely and on-time.

 

So what does it take to find a 3PL like that? 

First of all, let's go over what not to do: Do not choose a provider based solely on the lowest price! 3PL partnerships must be looked at holistically, taking into consideration not just price but also service and data management. Does the 3PL have a proven track record? Is it up-to-date on the latest available technology?

 

Once you've analyzed the competitiveness of your candidates based on price, service offerings and data management capabilities, move forward from "math"  to "match." 

 

Here are five essential strategies for choosing the right 3PL partner:

1. Move beyond the sales team that's trying to sell you the business - ask the senior management how they manage their business today. Ask how they satisfy their clients' needs in the market.

 

2. Review the org. charts and ask about their escalation process when a problem is encountered.

 

3. Plan an on-site visit to meet the people that will be managing your business.

 

4. Ask for a list of client referrals and be committed to calling them. Ask how the client chose that provider and, more importantly, why they are still with them today.

 

5. Ask to see the implementation process on how the 3PL will manage change within your organization during the start-up process.

 

Keep in mind that the initial partnership experience will most-likely dictate your company's logistics success or failure while you re-engineer your transportation outsourcing. To put it plainly, it'll either be a good fit or a bad fit. That's why it's so important to take the necessary steps from the get-go.

 

Once you feel confident in your partner selection, move ahead with a multi-year commitment that allows the 3PL enough time to change the process necessary to maximize their value and protect your interests.

 

Click the image below to find out more!  


 



 



 



 


Lori Weisz shared this photo from her supplier Continental Cap
of the port congestion in Los Angeles


 

Breaking News: Check out this article from our trusted importer Phenix Direct - Stuart McClelland.

 

Even if you are not working on an import project, this is important information to know as this is adversely effecting any of the West Coast suppliers who are waiting on containers to unload with their inventory. Generally, it does not have the impact on the East Coast suppliers as they generally use the Port of Savannah or other East Coast Ports to bring in their goods. So I queried Stuart to see why the West Coast suppliers would not ship East, but then those same containers would be sent by train to the West Coast Ports to be unloaded by the same dock workers.

 

There is not much to do about it, just beware as you look forward to importing projects or when suppliers tell you their goods are in containers at the port, you know they are being sincere.

    

US West Coast congestion hits new high as ILWU, PMA lay blame on manning.

Congestion at West Coast ports is the worst it has been since longshoremen began hard-timing employers in early November, and conditions are expected to worsen as terminal operators and the International Longshore and Warehouse Union use manning issues to see how much pain they can inflict on each other.

The strategies being deployed by the Pacific Maritime Association and the union are expected to continue even though both parties have agreed to negotiate their coastwide contract under the auspices of the Federal Mediation and Conciliation Service. Employers and the union are intensifying their efforts to punish each other despite the involvement of the federal mediator in the negotiations.

Terminal operators, which are incurring huge expenses because of plunging productivity, have been attempting to cut back on labor costs wherever possible. For example, terminal operators stopped night gate operations in Seattle and Tacoma several weeks ago, and in Oakland during the past two weeks.

Most of the 13 container terminals in Los Angeles-Long Beach continue to operate night gates, but they recently stopped ordering longshoremen to work on vessels during the night shift. With mountains of containers building on the docks, employers said it had become counterproductive to unload more containers at night and add to the congestion. Therefore, the terminals in Southern California have maintained yard and gate operations at night in an attempt to make room for containers that would be discharged from ships the next morning when vessel operations resumed.

These actions, while based upon basic operating procedures, have a residual impact as well on work opportunities for longshoremen. Dockworkers in Seattle, Tacoma and Oakland have lost all of their night work, and crane operators in Southern California have lost their vessel work at night. When longshoremen don't work, they don't get paid.

The PMA said none of this would be necessary if ILWU crane operators in the Pacific Northwest ports would return to their normal productivity of about 28 container moves per crane per hour. Those numbers plunged below 20 moves per hour in late October when the ILWU began to implement work slowdowns to pressure employers in the coastwide contract negotiations, the PMA has said numerous times since then.

In Southern California, the ILWU's strategy has been to short employers the skilled yard crane operators that are crucial to keep containers moving through the yards and out of the gates. The PMA reported that in early November the ILWU locals informed employers that the number of yard crane operators the union would dispatch each day would decrease from 110 to 35. Horrendous delays and gridlock resulted immediately. (See chart on homepage of JOC.com.)

The ILWU disputes those numbers. "The shipping companies have 700 steady crane operators at their disposal, who are trained and certified, who do not report to the dispatch hall," said Adan Ortega, spokesman for ILWU Local 13. "They are ILWU Local 13 members who are telling us that they are only reporting for work three to four days a week.";

Ortega said the manning decisions being made by employers, if reversed, would result in the dispatch of enough longshoremen "to staff a semi-full contingent of three gangs at night as well as the three gangs used during the day," he said. Furthermore, crews being ordered by employers to work in the yards each day "are at 50 percent," Ortega said.

Employers and longshoremen are paying a dear price as the manning war continues. The congestion and shorting of labor in Southern California have had the paradoxical result of increasing work opportunities for general longshoremen (those not trained to operate equipment), and subsequently boosting employer costs. According to numbers posted on the PMA website, for the four-week period ending Dec. 19, man-hours paid by employers to the ILWU were 20 percent higher than during the same period in 2013. Yet, the ports of Los Angeles and Long Beach reported that in December container volume in the port complex was down 1 percent from December 2013.

Even though general longshoremen are earning a good deal of money during this crisis as they pick up 20 percent more man-hours, skilled equipment operators are losing work opportunities if the union is purposely refusing to dispatch them, as the PMA has stated. This is playing into the PMA's strategy, though, as employers would like to see longshoremen who are losing work opportunities to begin pressuring the ILWU negotiators in San Francisco to reach a contract agreement so everyone can go back to work.

The main issue that has been holding up the negotiations, at least for the past few weeks, is reportedly that the ILWU wants terminals to mandate that ILWU mechanics inspect each chassis before it leaves the terminals, and that employers give the ILWU mechanics jurisdiction over "red-lined" terminals where the International Association of Machinists does chassis maintenance and repair work. Also, the ILWU wants jurisdiction over off-dock sites operated by the chassis-leasing companies. Those companies are not members of the PMA. They have no contractual relationship with the ILWU and no obligation to hire ILWU mechanics to do M&R work on their chassis.

The ILWU mechanics account for about 10 percent of the registered longshoremen in Southern California, so the employers' strategy is at least in part to stir up dissension in the ILWU by withholding work opportunities from the larger body of longshoremen who have no stake in the chassis issue.

While everyone is suffering during this standoff - longshoremen, terminal operators, shipping lines and the thousands of truckers who wait in long lines at congested marine terminals - cargo interests are also paying dearly. More than 100 shipper-related organizations in recent months have reported lost export opportunities, seasonal import merchandise being marked down in price because of late deliveries to the stores, huge charges for the late return of equipment and the significant costs involved in re-routing West Coast-bound shipments to ports on the East Coast and in Canada.

Meanwhile, terminal congestion is getting worse by the day. Gene Seroka, executive director of the Port of Los Angeles, told a West Coast conference of freight forwarders and customs brokers in San Diego in October that terminal operators were utilizing 90 percent of their available land because of the congestion. After 80 percent utilization, service is degraded because there is nowhere to store containers. This results in wasteful, multiple handling of containers. Last weekend, Seroka told the annual conference of the California Trucking Association in Monterey that marine terminal utilization is now running at 95 to 97 percent of the available land. 
 

 


If you would like to review any of our past issues, we now have them archived.
Click Here for the archive page.

Fred Albrecht

513-753-2580


Proforma Albrecht & Co.


Give us a call today!