Coaches Corner
by Fred Albrecht
May was another robust month with sales breaking the 2.3 Million mark. Year to date, we continue to show sales increases exceeding 10% in spite of a "monster month" last May. Based on continued sales activity we are confident our sales will grow very close to 20% for 2015. Our May sales leaders came through with some amazing numbers with 4 approaching or exceeding the $100,000.00 mark. Leading the way is Bob Aronesty, with sales exceeding $197,000.00, Lynn Nativo was close behind with $114,000.00. Congratulations to all of our sales leaders for another fantastic month.
Coach Fred
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Rock 'N Roll
Larry Cohen has a large food franchise that also runs church camps for youth for local communities. His relationship creates opportunities for consistent reorders. Recently he placed orders for 3155 Caps from DK Headware in NC totaling close to $17,000.00. He followed up with 06493 Athletic Sleeves for a cool $26,000.00 from ASI 87651 Sleefs Inc.
 Cathy Rossner came through for Genentech once again. This time she provided 48 466364 Men's Polos, 5 604940 Men's Polos and 55 545322 Women's Polos all NIKE brand from San Mar decorated by Blue Frog. The order totaled over $5400.00. The shirts are being used as teen gifts for a sailing event.
Irv Russotto pitched another nice uniform piece for Ripley's Aquarium and it resulted in an order for 240 K528 Performance Polos from San Mar , decorated by his "go to" decorator, Digital Graphics in Knoxville. The order came to over $5000.00.
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Ad Spending Forecast To Rise In 2016
Global ad spending next year will increase by an average of 4.2%, according to a new report released by research firm Schonfeld & Associates. Model data also shows that the 2016 average ad-to-sales ratio - which measures ad dollars spent as a percent of total revenue - will reach 2%.
"It's fairly modest growth," said Carol Greenhut, president of Schonfeld & Associates. "We're seeing a little more growth every year, and we are returning to spending levels seen before the recession. The industry is shifting from traditional media to Internet spending. There's a lot of spending going on, but not in the same places."
Per Schonfeld, the top ad category next year will be the automotive industry, which will spend over $44 billion in advertising - a year-over-year jump of 2.8%. Key brands like Ford, General Motors, Honda, Toyota, Nissan and Volkswagen will all spend at least $2 billion on advertising in 2016.
Other leading advertisers will include large diversified food companies and the wireless communications industry, which will spend $30.7 billion and $23 billion on ads respectively next year. In contrast, Schonfeld expects the pharmaceutical industry will decrease ad spending by 1.7% next year to $21 billion, a significant reversal compared to past trends.
The industry with the highest average ad-to-sales ratio will be the consumer products sector, which is poised to spend 6.5% of its total sales on advertising in 2016. The communications, products and services sector, along with the computers/software and health care industries will have ad-to-sales ratios of greater than 3%, as well.
Drawing spending data from publicly-reported information, the Schonfeld report forecasts ad spending and accompanying ratios for more than 5,000 companies across 320 industry segments.
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CPSIA - It is nothing to overlook, another great reason to show your client why Proforma Albrecht selects the Best of the Best suppliers and not the "cheapest" internet guy we can find. I bet Kirklands wishes they had spent a few more dollars and used a reliable PLP for their purchase.
Monogrammed Retail Mugs Recalled
The Consumer Product Safety Commission (CPSC) announced last week that it has recalled approximately 10,000 ceramic mugs that were sold in Kirkland's stores because the items can spark and pose a fire hazard if used in microwaves. The products were manufactured in China and imported by non-ASI-listed Tri-Vista Designs Inc. of Deer, Arkansas.
The recall involves 16-ounce white ceramic beverage mugs with metallic gold accents. A monogram letter A, B, C, D, E, G, H, J, K, L, M, R, S or T is printed in gold on the mug. The items, which retailed for $6.99, were sold nationwide in Kirkland's stores between March and May of this year.
The CPSC said Tri-Vista Designs has received one report of a mug that began to spark while in a microwave, but no injuries have been reported. "Consumers should immediately stop using the recalled mugs in the microwave and return them to any Kirkland's store for a full refund," the CPSC wrote in its recall notice.
Consumers were also encouraged to visit Tri-Vista Design's website at www.trivistadesigns.com for more information on the drinkware recall.
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| CLOSING JULY 7
Sales Automation is designed to systematically put you in more selling situations by 'warming' leads with a direct-mail piece that demonstrates your capabilities. These monthly campaigns are sent over a 4-week period, setting the stage for continuous follow-up calls. Follow-up phone calls are conducted by the Appointment Setting team. August Sales Automation |
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"To Improve Results, Give Clients
What They Really Want..."
Hi Fred,
As a promotional products advisor, the best thing we can ever do for our prospects and clients is to give them what they really want... not in terms of our products, but in terms of their own desires.
Every prospect you meet has an objective. Some want to create a specific marketing result in the business. Some want to look good to the boss. Some are in search of advancement. Others just want to do the bare minimum until it is time for them to go home.
Deliver on these objectives,
and the sky's the limit!
If your prospect is interested primarily in his own career advancement and you're talking to him about branding, you've lost him.
If your prospect is primarily interested in attracting new business and you're talking to her about customer retention, she's not interested.
In every client contact, we must first determine what motivates this person to action, and then focus every aspect of the selling process on delivering that result.
For example, if the client wants to look good to his or her own boss, your presentation and all your recommendations should be directed toward that goal. What is the boss looking for? What causes him or her respond positively? What, specifically, does the boss want to accomplish?
If your client's primary objective is to do as little as possible until it's time to go home, focus on your ability to handle the entire project for them.
To find out what clients really want, you need to ask questions. But not just any questions, the right questions.
In the Getting Started: How to Launch a Wildly Successful Career in Promotional Products Sales, we give you the specific questions that allow you to determine what is most important to each of your clients, so you can deliver it consistently.
Since 1998, Top Secrets of Promotional Products Sales has helped to transform typical distributors into true promotional advisors. We do this by providing you with all the necessary tools and strategies you need.
Click here if you're just getting started or doing less than $250,000 a year in promotional products sales.
Click here if you're already established and generating $250,000 a year or more in annual gross sales. Click here if you just need to get new clients now with no problem and no excuses.
You don't have to do it all yourself the hard way. You don't have to wait years to figure out the things you need to know. If you need help taking your business to the next level, click the link in our Resources box that best describes your current situation or call 1-800-494-2721.
Here's to your success!
Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
845 N Park Rd Ste 303
Wyomissing, Pennsylvania 19610
United States
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| | © Top Secrets of Promotional Products Sales. All Rights Reserved. |
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Must-Have NEW Stylus Pen with Screen Cleaner from Hit!  Click image to see VIDEO. On one side, a smooth writing pen - on the other side, a soft safe stylus! And...in the cap, a handy screen cleaner is on hand and ready to take care of your smudged up well-loved electronic device! Click image below for online details. 
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New Offero Glass at LESS than EQP from Allen Colorcraft.
 Omnis...Latin for all or every. Graceful in hand and lovely to the eye. The Omnis glass is an incredibly versatile glass for "all or every one" of your favorite wines, spirits and beers. The Omnis glass enhances the nose of your favorite beverage for improved taste and enjoyment of your drink. The beautiful hand poured design sets this glass apart and gives the perfect coupling of form and function. To drink from Offero® place your lips on the lowest part of the glass. Sip your drink, allowing the extended back to slowly embrace your nose and face with your drink's aromas. CLICK image for full size PDF. CLICK here to see it online.
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"Prospecting Touchpoints - Do you give up too easily?"
By Lisa Leitch, CSPx2
Do you give up too soon? That is exactly what buyers tell us about salespeople who are prospecting for their business. Many buyers like to play hard to get! Many salespeople will attempt to call a prospect two to three times and then give up, feeling rejected and that the buyer is not interested.
Busy decision makers seldom respond to a single or multiple prospecting touch point. It can take between seven and twelve contacts just to connect with a buyer or executive.
Great sales people know the importance of persistence when prospecting. And they use a wide variety of touch points and messaging to connect with their prospects.
These include; telephone calls, emails, networking events, trade shows, conferences, LinkedIn, direct mail, inviting the prospect to an event, sending them articles of interest (regular mail is more effective than email), or even dropping by their office.
However, calling a prospect and saying, "I'd like to take 30 minutes of your time to review our new product line" or "I just want to introduce myself and my company" doesn't work, anymore.
You need to get creative and create a compelling message. A message that addresses a potential problem your prospect is facing. For example...;
"Mrs. Smith, Don Simmons from HR Consulting. I recently learned that you are in the process of merging with Big Company Inc. Our research has shown that employee absenteeism can increase by as much 45 percent during mergers such as yours. This can affect productivity, quality, and customer satisfaction. I'm not sure what you are experiencing right now but if you're noticing an increase in absenteeism, maybe we should talk. You can reach me at..."
The key is to be persistent and diligent in your follow-up. One message, one call, or one other touch point is simply not enough. You need to create multiple touch points and each one must deliver a unique, creative and compelling reason for that person to call you back or personally answer your next call.
Be tenacious, be consultative, be innovative - your buyers will actually respect you...;
Lisa Leitch, CSPx2
Sales Strategist, Trainer & Coach
P.S. Use our Opportunity form, to help you effectively plan your calls and follow the consultative sales process!
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Check out these ESP Tip of the Day videos!
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* * * Breaking News! Everyone Buys Polo Shirts! * * *
Two things are for certain: everyone loves to make more money and everyone buys polo shirts. No really.... it's true.
The entire collection of Team 365 styles are priced from XS - 2XL - usually priced through XL so you can MAKE MORE MONEY!! On top of that we are running a huge sale up to 25% off!
Add these styles to a program and we'll lock it in!
Sell with confidence! Team 365 is a "better" positioned brand. Superb quality for the price point and stock is plentiful! Mainly in KS, some in PA.
Performance Polos - 91% poly, 9% spandex ---> higher perceived value. Snag test results are strong coming in over a 4 on a 5 point test!
TT20 - $10.99 on sale for $9.99 - ($1.00 OFF!)
TT22 - $11.99 on sale for $9.99 - ($2.00 OFF!)
TT24 - $13.99 on sale for $10.49 - ($3.50 OFF!) 
Performance Hoodies - $3 Off!
$19.99 on sale for $16.99 (youth at $13.99!)
TT30 / TT30W / TT30Y 
Seam-sealed, WaterPROOF Jacket - Was $31.99, now $29.99 (wicked steal!)
TT86 / TT86W
The TT74 and TT76 are $5 OFF!
As always, sell millions!
THANK YOU! :)
Danielle
Team 365 Catalogs - SORTED BY TEAM COLORS!
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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Did You Know... Gemline Carries Thermos!
 Thermos' vacuum insulation technology keeps hot things hot and cold things cold longer than ever. With traditional containers, heat or cold finds its way inside...
Thermos vacuum insulation creates an airless space between two walls...virtually eliminating temperature change. So your drink stays icy cold or steamy hot no matter what the forecast.
Click image to the left for a full size PDF. Click image below to watch the video.
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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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