Coach's Corner
by Fred Albrecht
In this edition, I wanted to bring to you many of the tools we have available for you to use to "market yourself" and what we do. We have a plethora of programs, services and tools. Which are right for you? Only YOU can decide. However, we can try to make it easier for you to find. Therefore, this edition and some future editions will be labeled "Marketing Edition" and the date. Did you know you can look back at all of our Albrecht Advantage editions by clicking the "archive" button below?
This week, I wanted to point out the "basics". Did you know you have an "Electronic Catalog", we actually have it with prices and without prices. You can copy this link and use it in your signature or in any email you want to send to a client who wants to "browse". These are all PLP partners with awesome idea generating pages.
Every edition should provide you with some kind of "sales" training as well. So here you go, I did some research on "Objections" and ran across my friend Jeffrey Gitomer. We hear them all the time:
1) Your price is too high, I can buy off the internet.
2) These seems to be good but I will have to check with mu "partner" or "boss".
3) We do a "lot of marketing" and advertising why do I need "swag" or "chotchkies".
4) I already buy this kind of "stuff" from my brother in law!
5) I am comfortable with the company I already deal with, or I already have a distributor.
These are all very common "objections", we all hear and sometimes "use" ourselves. Think about when you use this "stall tactic", why? A primary reason is that the person selling to me has not addressed the concerns that are important to ME before they ask for the sale. Those that don't get the "stall" or the flat out "NO" (more likely from me they just get the NO) are people who have not clearly communicated how the product or service they are selling me will help ME solve a challenge or issue.
Why not take 6 minutes and hear it from Jeffrey himself, check out his video on Your Tube, you can actually click the video below.
 | | "I want to think about it." "I want to think it over." Crap! | Sales Training |
Learn more and earn more in 2015
Let's grow together, grow our own skills and grow our sales!
Coach Fred
Do you have any "objections" you would like to share? We can put them out in the next edition and see if we can develop some suggestions on how to overcome them from your peers. Send me an email fred@albrechtco.com
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Proforma's Mobile Sourcing App We are often asked for our special deals or PLP contacts. We have an APP for that! This app will give you up to the minute access to the electronic version of the Proforma sourcing guide. It tells you which suppliers do what, the contacts as well as all the special perks including our price structure, free specs, samples etc. It includes promo, print, packaging and technology vendors.
Click the image to sign up now! 
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 Rock & Roll!
Terry Schneider came up wth a great order for close to $11,000.00 for a direct mail postcard for a company that specializes on "financing" for people who have filed Chapter 7 bankruptcy. The vendor is a local printer, T.L. Krieg Offset and direct mailer United Mail. Terry knows her printing. I bet you did not know that Cindy Hite was once her CSR at a local printing company many years ago. Terry encouraged Cindy to go into sales and 25 (maybe longer, but I promised not to say exactly how long) years later, Cindy encouraged Terry to come sell for Proforma Albrecht & Co., thus the "circle of life" :-) Thank you Cindy Hite and thank you Terry for encouraging Cindy to go into sales. Win Win for all! We love having you both in the Proforma Albrecht family.
Faye B's Reminders is back in the news. This time an order for 1008 for 15 Liter Galvanized Buckets for an EMC Meeting Gift. Custom made by Phenix Direct worth over $12,000.00.
Blue Flame Promotional Agency, has reactivated a somewhat "dormant" account with some awesome new business worth over $7800.00 of San Mar PC61 and LPC61 men's and ladies shirts, decorated by Blue Frog Embroidery in California. The shirts were used for a special event in Las Vegas.  Blue Flame Promotional Agency is on a roll, they backed that up with an order for an Electrical Supply company for an assortment of Richardson Hats, item PTS-20, San Mar Hats, C869 Mossy Oak Caps and 9103A Bush caps from Mega Cap. In all 318 Caps decorated by Top Skill embroidery in California for a total sales of $5800.00. All being used to tout their "renewable energy, the copy reads " IES Renewable, That's Wassup Bitches!, edgy and fun, I love it! Cathy Rossner shared a great story for us as well. One of her new clients, Tamarack Junction, a small casino in Reno Nevada was a referred from a West Coast supplier multi-line rep. Cheri Partridge who passed on a lead from Picnic Time that turned out to be a $15,000.00 order for Picnic Time ASI 78065 250 item 224-82-515  Verona Wine Baskets and 12 122-15-515 Vino Wine baskets. These were used as Christmas Presents for VIP players. Just one of a handful of leads she has received from a supplier partner than turned into nice clients. It pays to support your local reps and suppliers.
By the way, any chance Cathy gets, she will place the name of the local rep on each order asking the supplier to give them credit for the sale, she does this on her purchase orders in "factory" instructions. This tells the factory and us that a local supplier rep has helped her and deserves credit. Only you can tell us which reps are paying great attention to you and in turn inform the supplier. Each supplier has their own policy in place to award credit, we have no control over their policies and sales procedures. Rising Star: Every once in a while we like to feature one of our "Rookie" rising stars. If you recall a few years ago, Joe Altieri started the business with no sales and has steadily increased his business over the past few years, reaching over $380,000.00 in a short time.
Pictured, Mandy Croft, husband Brian, Son Bryson and daughter Shelby Faye.
Does it surprise you that Chan and Faye are such proud parents and grand parents?
Our latest "Rising Star" is the daughter of Chan and Faye Williams of
Faye B's Reminders, Mandy Croft.
Mandy joined the Team in February of 2014, breaking the $75,000.00 mark in her first year. In the first month and a few weeks of February, Mandy has already booked over $30,000.00 and continues to reach new heights each week!. All while being Mother to two awesome children and wife to her husband Brian. Oh by the way, she helps Miss Faye in the office as well. Mandy is working hard to build her own clients from her own contacts. Keep up the awesome work, Mandy!
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Proforma Directory of Marketing Materials and Services -
Here is a great electronic directory that clearly shows all of the different Marketing Materials and Services available through the Proforma Store. All costs associated with the programs are your NET costs, as we contribute 1% of our sales to the "Marketing Fund" to drastically reduce the cost of these products and services. Click image to access.
While much of the following presentations are targeted to a new owner, there is still some great basic information as well as "who to contact" at the support center for a variety of Marketing services, take a moment to work through this awesome site to give you more details of the departments available to you as a Proforma Albrecht Sales Rep. There are over 130 people in the support center that are there to support our marketing needs. Click image to access.
 Download the latest ESP Newsletter Tips in WORD Format to access all of the links in the newsletter. Includes a link to register for: How to Grow your Brand on Facebook: ESP Social, coming March 10th.  Get your very own personalized Whiteboard video!  | | Proforma Albrecht & Co. Products and Services |
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What our VP of Corporate Culture Zoey did during her
"Snow Day" Off.
Thank you for your patience and concern for our office team when we decided to close the office at 2:00 PM on Monday. We received many emails from our sales executives encouraging us to close and also thanking us for protecting the safety of our team members.
Unfortunately on that day we did have one team member slide off the road into a tree on the way in, he and his passenger, also an Albrecht employee were fine but his car is not so happy. My point is, we take their safety very seriously and do appreciate your patience. Naturally, our creative folks know how to make lemonade out of lemons, here is what they found to do with their families when they finally arrived home!
 |  |  | | Krista Guiliano, our account executive tells me that her children have been waiting for some "real snow" to check out the sledding, they found time to make a snowman. Pictured are Luca (spider man) and Ava having a great time. |
 | Emily Jones (in the Dark Blue Jacket) and her family found a local park to have some fun in the snow.
Pictured: Emily, her husband Jason and her daughters Kayla and Katherine. By the way, Emily is the sister of Lara Glassmeyer, both are awesome account executives. |
 |  | | In case you questioned, our "resolve", here is a photo of Ashton Sutter's, our assistant controller, ride home. You can barely tell the road from the ditch The trip was well worth it, as her son Porter was waiting for mom to greet her when she arrived home! |
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A snow day "selfie" from Rachel Schmitz, account executive with her husband Dave.
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Ryan Becht, Account Executive, found a little sunlight left to try out the 4 Wheeler with sons Owen and Bentley.
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 In this busy world of ours, nobody wants to waste their own time. Unfortunately, there are folks out there who won't think twice about wasting yours. So how can you save yourself from falling into a trap?
Over almost seven years of responding to Requests for Proposals (RFPs) and attempting to delicately balance just how much time should be spent on which opportunities, I've noticed a pattern of red flags. Here are five signs that it might be a better decision to walk away than to pump precious resources into a proposal. 1. The prospect's loyalties are somewhere else.
They've been working with their current vendor for 15 years and there are no outward signs of trouble. Yet you just received an RFP demanding responses to 150 questions, pricing on 70 products and samples encrusted in diamonds and delivered next Monday. If we don't have inside information from a reliable source that the prospect is seriously considering a new direction, the imbedded relationship alone might be enough reason to walk. The unfair demands lead us to number two. 2. They're asking for too much in unrealistic timeframes.
Pulling together a quality proposal can take every bit of three weeks, from writing to editing to sourcing and revising. Not to mention the time you'll spend on conference calls with partners and subject matter experts. That's a huge investment, so you want to make sure it's worth the time for everyone involved. I've seen ridiculously detailed requests come through with just a week to turn them around and no guarantee of business. In addition to being disrespectful to a potential partner's time, this move always makes me wonder if it's a rouse. Do they need five responses to satisfy corporate requirements before signing off on a decision that's already been made? 3. The lines of communication are silent.
Their answers to your questions are vague if they respond at all, and you don't have an internal advocate at the company to tell you truly and honestly what's going on. How can you propose the best solution without a clear understanding of the situation? 4. They're fishing for ideas
Tread lightly if a company is looking for highly personalized suggestions or consulting in a non-committal situation. Some will even include disclaimers in the request that any information you submit becomes the property of the recipient. How easy is it to forward those ideas to an existing partner? 5. It's all about the money.
Of course, price is always a factor, but if it seems to be the only factor and you're looking at the numbers wondering how in the heck you can make this profitable, do yourself a favor and consider bowing out. We've seen some RFPs culminate in online pricing auctions, which is essentially a reverse eBay situation that sees your price going lower and lower in real-time until you finally hit a floor and stop bidding. Or time runs out. Those situations are demoralizing, stripping all consideration of service, value and expertise away, sometimes for the sake of a dang nickel. Who wants to pursue a partnership like that?
Those are my five cents! I swear I'm not paranoid or overly pessimistic by nature. I've just seen too much time wasted and too many spirits crushed by these tricks to keep silent any longer. |
Found On Facebook
Jetline even has stress balls in camo
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Devon & Jones Editable Flyer
Attached is a flyer highlighting Devon & Jones Crown Collection and the BEST NON-IRON WOVENS IN THE INDUSTRY! This is the new and improved Chestnut Hill, yet still coming from the same mill as Jos. A. Bank and Brooks Brothers. We've also added a couple of tall options and collar stays in the spread collars. All $20 net for S - XL. Patterns include: micro tattersall, banker stripe, gingham check, glen plaid and solid twills, oxfords and broadcloths. You can also use the flipbook for a closer look at the patterns (click image): Page two references the new DRYTEC20 polo. DG150. 100% cotton performance polo! The wicking properties start in the yarn process! You can wash and wear this repeatedly and it will hold up perfectly! Like the old CH100 from Chestnut Hill, this polo is bullet proof: DG150: - non iron - no fade - no collar curl - no pill - no shrink - moisture wicking - 22 colors - men's up to 6XL - ladies' up to 3XL - tons of stock! - sell millions! thanks :) Flyer attached - add your contact info, your logo or both! To customize these flyers, you just need to click in the logo area, press control C on the logo, and then control V in the box area. Then you would be able to increase/decrease the size of the logo by dragging the corners of the box. The pricing can be adjusted by clicking in the price box, and adjusting it. Thank you! Danielle Danielle Augustine | Outside Sales Account Executive - Ohio alphabroder | 6 Neshaminy Interplex | Trevose | PA | 19053 Office 1.800.521.0850 | Mobile 614.716.8749 | www.alphabroder.com
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What's HOT for Spring 2015? Our most buzzed about items...
Want to know what all the buzz is about? Visit Gemline.com to see some of the hottest products of 2015!
To download an unbranded version of this flyer, click the image.
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If you would like to review any of our past issues, we now have them archived.
Click Here for the archive page. |
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