It's amazing how something so small can create some large problems.
We were doing some cleaning the other day and came across a pen that was leaking slightly. Luckily, the pen was in a coffee mug, so it didn’t ruin anything major. However, it got me to thinking about all of the things that could possibly go wrong with something as minor as a pen.
Pens are the most commonly purchased promotional product, easily outdistancing calendars and drinkwear. So obviously, there are a lot of pens being brought and handed out to customers and potential customers. And with the majority of pens costing less than $1, it’s a bargain. Amazingly enough, despite their relative low cost, many people want to pay even less.
(Time to cue up Rich's Mantra: "Cheap is not always good. Good is not always cheap." Repeat until you're convinced).
Anyway, getting back to our "bargain" pens. If something goes wrong with one of these pens, just how much of a bargain is it? And when we started thinking about everything that could possibly go wrong, we found 14 potential problems. From a pen! Yikes!
1. Information on the imprint is wrong
2. Imprint color is wrong
3. Imprint is bad/comes off easily
4. Pen barrel color is wrong
5. Pen trim color is wrong
6. Ink color is wrong
7. Plunger mechanism is broken
8. Pen doesn’t write
9. Ink skips
10. Not enough ink
11. Ink leaks from pen
12. Pen cap is missing
13. Pen is broken
14. Pocket clip breaks off easily
OK...now we're talking 14 potential problems with something that usually costs about 50 cents or so.
Ah, but wait. I can hear the skeptics among you saying "So what? It's just a pen. If something goes wrong, I'll just throw it out and use another."
Good argument. Except that the pen then becomes A WASTE OF MONEY. No matter if it cost 30 cents, 50 cents, 75 cents or $1, that company has just wasted some amount of money. And if that's the way they want to spend their advertising dollars, that's just a shame.
And let's not forget what happens if that leaking pen happens to leak in a pants pocket, a shirt pocket, a purse or on some very important papers. The cost of that leak is now MUCH MORE than the price of that pen.
Which is why you need to be extremely careful when buying pens. Ask for recommendations. Ask for samples. Ask for whatever else you need to make sure that you don't fall victim to one of the 14 problems listed above. Or even one of them.
Wednesday, December 05, 2007
Tuesday, November 20, 2007
The cost of doing business
I'm always amazed at how prices -- unless they're printed out and stuck onto an item -- seem to be negotiable. It's as if a sign attached to an item means "This is the price. Pay it." No sign, and it's haggle city, baby!
We recently came across a situation that reinforced that notion. We created a brochure for a customer. When he received his bill for the design services, he balked at the price -- big time. "I could have done this for a lot less... like nothing."
Of course, as we all know, nothing hardly means nothing. We'll conveniently overlook the cost of his time and the cost of the computer to do the work. But still, there was something about his argument that struck a nerve.
I pointed out that yes, he could have done it himself. Just like he can fix a leaky faucet himself, or rewire the electricity in his house. And yes, in the end it would be done. But, I cautioned, would it be done right? And would it really be free?
I don't know what a plumber costs these days. Let's say, for the sake of using a round number, a plumber is $100 per hour. So you have a leaky faucet, the plumber comes to your house, you explain the situation, he looks at the faucet, goes to his truck, gets one of his "never seen that before" tools, goes under the sick...twist, twist, grunt, grunt, grunt -- and he extracts himself from under your sink. "Done," he says.
As you get the bill, you think "Damn, I could have done that myself...and for a lot less."
Of course you could, if:
-- you had enough experience to know what you're doing
-- you owed the right tools
-- you knew you could do the job right, the first time.
Cause if you didn't have any of the above, you might have to spend some money to get:
-- a book to help explain what you have to do
-- the right tools to do the job
-- a chance that your sink won't leak into your basement and flood your house.
But if you did everything right, it wouldn't cost you anything (except the book and the tools).
We used this analogy with our customer. Our designers already have the books (in their heads, based on years of experience). They already have the tools (computers and programs to do the job correctly), and if the artwork isn't prepared correctly, we can fix it (without the basement getting flooded).
You can use the same example for fixing your car, painting the house, bringing down a tree, etc. There's a reason these things are referred to as "professional services." Best to let a professional do it.
We recently came across a situation that reinforced that notion. We created a brochure for a customer. When he received his bill for the design services, he balked at the price -- big time. "I could have done this for a lot less... like nothing."
Of course, as we all know, nothing hardly means nothing. We'll conveniently overlook the cost of his time and the cost of the computer to do the work. But still, there was something about his argument that struck a nerve.
I pointed out that yes, he could have done it himself. Just like he can fix a leaky faucet himself, or rewire the electricity in his house. And yes, in the end it would be done. But, I cautioned, would it be done right? And would it really be free?
I don't know what a plumber costs these days. Let's say, for the sake of using a round number, a plumber is $100 per hour. So you have a leaky faucet, the plumber comes to your house, you explain the situation, he looks at the faucet, goes to his truck, gets one of his "never seen that before" tools, goes under the sick...twist, twist, grunt, grunt, grunt -- and he extracts himself from under your sink. "Done," he says.
As you get the bill, you think "Damn, I could have done that myself...and for a lot less."
Of course you could, if:
-- you had enough experience to know what you're doing
-- you owed the right tools
-- you knew you could do the job right, the first time.
Cause if you didn't have any of the above, you might have to spend some money to get:
-- a book to help explain what you have to do
-- the right tools to do the job
-- a chance that your sink won't leak into your basement and flood your house.
But if you did everything right, it wouldn't cost you anything (except the book and the tools).
We used this analogy with our customer. Our designers already have the books (in their heads, based on years of experience). They already have the tools (computers and programs to do the job correctly), and if the artwork isn't prepared correctly, we can fix it (without the basement getting flooded).
You can use the same example for fixing your car, painting the house, bringing down a tree, etc. There's a reason these things are referred to as "professional services." Best to let a professional do it.
Thursday, October 25, 2007
We're growing...
We recently hired our first employee. Below is a copy of the press release we sent out...
Amber McGoff Joins Proforma Creative Services
Atco, NJ – October 25, 2007 – Proforma Creative Services is pleased to welcome Amber McGoff as the newest member of its design team. Her main function will be to create and design graphic communications and marketing collateral to help local businesses to meet their printing and promotional products needs.
Rich Bradley, President of Proforma Creative Services, says, “Amber has 3 years of design experience and is extremely familiar with the printing business as her family owns a printing company in her hometown. Her expertise in design and printing will enable us to better serve our customers. We are very excited to welcome her to our team, and offer our customers even more design capabilities.”
A native of Scranton, Pa., McGoff is a recent graduate of Drexel University’s Antoinette Westphal College of Media Arts and Design. She was previously employed with Duplicraft Printing and Euro RSCG, and is a member of the Phil Sigma Pi National Honors Fraternity.
Proforma Creative Services, established in 2003, is part of a Proforma network of 600 independent offices throughout North America. With state-of-the-art technologies, Proforma Creative Services enables its clients to grow with innovative marketing solutions such as direct mail, promotional products and business document printing.
With 29 years of experience, Proforma remains clearly focused on providing solutions to North American businesses for their printing and promotional needs. A leading provider of promotional products, printing, business documents, and e-solutions, Proforma has received numerous awards and is recognized as one of the top five largest companies in our industry. Proforma serves over 50,000 clients through more than 600 member offices in North America. The Proforma Worldwide Support Center is located in Cleveland, Ohio. www.proforma.com.
Amber McGoff Joins Proforma Creative Services
Atco, NJ – October 25, 2007 – Proforma Creative Services is pleased to welcome Amber McGoff as the newest member of its design team. Her main function will be to create and design graphic communications and marketing collateral to help local businesses to meet their printing and promotional products needs.
Rich Bradley, President of Proforma Creative Services, says, “Amber has 3 years of design experience and is extremely familiar with the printing business as her family owns a printing company in her hometown. Her expertise in design and printing will enable us to better serve our customers. We are very excited to welcome her to our team, and offer our customers even more design capabilities.”
A native of Scranton, Pa., McGoff is a recent graduate of Drexel University’s Antoinette Westphal College of Media Arts and Design. She was previously employed with Duplicraft Printing and Euro RSCG, and is a member of the Phil Sigma Pi National Honors Fraternity.
Proforma Creative Services, established in 2003, is part of a Proforma network of 600 independent offices throughout North America. With state-of-the-art technologies, Proforma Creative Services enables its clients to grow with innovative marketing solutions such as direct mail, promotional products and business document printing.
With 29 years of experience, Proforma remains clearly focused on providing solutions to North American businesses for their printing and promotional needs. A leading provider of promotional products, printing, business documents, and e-solutions, Proforma has received numerous awards and is recognized as one of the top five largest companies in our industry. Proforma serves over 50,000 clients through more than 600 member offices in North America. The Proforma Worldwide Support Center is located in Cleveland, Ohio. www.proforma.com.
Tuesday, October 23, 2007
The "other side" of the table
We're still recovering from working at our booth last week at the Builders League of South Jersey Associates Expo. It was our first time setting up a solo display at a trade show, although we previously set up with two other Proforma owners at a Chamber of Commerce show about 4 years ago.
Trade shows are, by nature, a huge challenge. There are dozens upon dozens of small and large details that need to be done just to make sure the show runs smoothly. And even if everything runs smoothly, there's no guarantee of success.
Our biggest decisions involved what to do at our booth. We made arrangements to get the Proforma corporate booth, which showed up on time as promised. The only problem was, the booth was much smaller than we had anticipated. We expected an 8- to 10-foot booth. Instead, it was a 6-x-5 tabletop booth. After setting it up on the ground, we decided at the last minute to put it on a table, like it was supposed to be. As I looked at this booth sitting on the ground, I had this really bad image of the drawfs dancing around the paper mache copy of Stonehenge in the movie Spinal Tap.
However, once we moved the booth, then our display didn't quite work. After some bending, folding, and generous amounts of duct tape, we had our booth looking good.
We set up our samples and handouts -- golf ball markers and gooey brains (no, not together). We also had lots of our sales literature available. So far, so good. (Editor's note -- if you want us to send you a sample of either the brains or the golf balls markers, send us an e-mail).
However, 60 minutes before the show was to start, our partner (who had all of the clothing that we were going to display) hadn't shown up. Calls to her cell phone went unanswered. However, she showed up, set up and was ready to go as the doors opened. Whew!
Our next challenge was hoping that our autograph guest, Philadelphia Flyers Hall of Famer (and current radio announcer) Brian Propp, would show up. Luckily, was early.
The last detail was my wife (and the company's graphic designer) showing up on time. With the parking situation being a bit challenging, she was a bit late, but arrived with her samples in time to chat up the numerous guests who stopped by our booth.
All in all, the show was a great success. We made numerous contacts that hopefully will turn in to clients int he coming months. Brian Propp was a fantastic guest -- extremely cordial, willing to chat with fans, pose for pictures and autograph everything that was asked of him. Our booth even won second prize in the booth display contest. All in all, a good evening.
Of course, we probably would have taken first prize if it weren't for those dancing dwarfs at our booth.....
Trade shows are, by nature, a huge challenge. There are dozens upon dozens of small and large details that need to be done just to make sure the show runs smoothly. And even if everything runs smoothly, there's no guarantee of success.
Our biggest decisions involved what to do at our booth. We made arrangements to get the Proforma corporate booth, which showed up on time as promised. The only problem was, the booth was much smaller than we had anticipated. We expected an 8- to 10-foot booth. Instead, it was a 6-x-5 tabletop booth. After setting it up on the ground, we decided at the last minute to put it on a table, like it was supposed to be. As I looked at this booth sitting on the ground, I had this really bad image of the drawfs dancing around the paper mache copy of Stonehenge in the movie Spinal Tap.
However, once we moved the booth, then our display didn't quite work. After some bending, folding, and generous amounts of duct tape, we had our booth looking good.
We set up our samples and handouts -- golf ball markers and gooey brains (no, not together). We also had lots of our sales literature available. So far, so good. (Editor's note -- if you want us to send you a sample of either the brains or the golf balls markers, send us an e-mail).
However, 60 minutes before the show was to start, our partner (who had all of the clothing that we were going to display) hadn't shown up. Calls to her cell phone went unanswered. However, she showed up, set up and was ready to go as the doors opened. Whew!
Our next challenge was hoping that our autograph guest, Philadelphia Flyers Hall of Famer (and current radio announcer) Brian Propp, would show up. Luckily, was early.
The last detail was my wife (and the company's graphic designer) showing up on time. With the parking situation being a bit challenging, she was a bit late, but arrived with her samples in time to chat up the numerous guests who stopped by our booth.
All in all, the show was a great success. We made numerous contacts that hopefully will turn in to clients int he coming months. Brian Propp was a fantastic guest -- extremely cordial, willing to chat with fans, pose for pictures and autograph everything that was asked of him. Our booth even won second prize in the booth display contest. All in all, a good evening.
Of course, we probably would have taken first prize if it weren't for those dancing dwarfs at our booth.....
Tuesday, September 04, 2007
My apology -- for everything, to everyone
I'm sure I'm not the only person who finds this whole Michael Vick thing tremendously fascinating.
A celebrity athlete, in the prime of his career, charged with a heinous crime against animals that ends up putting his football career in jeopardy sounds more like the plot of a bad made-for-TV movie than something that could actually happen in real life. But what I found particularly interesting was how Vick crafted a very generic apology. It's become almost as interesting to see how people implicated in wrongdoing "apologize" for their crimes without ever admitting to anything.
A few years ago, Jason Giambi made a very carefully worded statement about his use of steroids (or not). It was tough to tell what he was apologizing for, since he never actually admitted doing anything wrong.
Vick's apology took that to a whole new level.
"First, I want to apologize, you know, for all the things that -- that I've done and that I have allowed to happen. I want to personally apologize to commissioner Goodell, Arthur Blank, coach Bobby Petrino, my Atlanta Falcons teammates, you know, for our — for our previous discussions that we had. And I was not honest and forthright in our discussions, and, you know, I was ashamed and totally disappointed in myself to say the least."
OK...good start....apologizing for the "things" he's done and allowed to happen. Of course, we'll expect to find out what those "things" are...
"I want to apologize to all the young kids out there for my immature acts and, you know, what I did was, what I did was very immature so that means I need to grow up."
OK, now he's immature, and done "things." Go on..
"I take full responsibility for my actions. For one second will I sit right here — not for one second will I sit right here and point the finger and try to blame anybody else for my actions or what I've done.
I'm totally responsible, and those things just didn't have to happen. I feel like we all make mistakes. It's just I made a mistake in using bad judgment and making bad decisions. And you know, those things, you know, just can't happen."
Nope, those things can't just happen. Whatever those things are, that is.
"I offer my deepest apologies to everybody out in there in the world who was affected by this whole situation. And if I'm more disappointed with myself than anything it's because of all the young people, young kids that I've let down, who look at Michael Vick as a role model. And to have to go through this and put myself in this situation, you know, I hope that every young kid out there in the world watching this interview right now who's been following the case will use me as an example to using better judgment and making better decisions.
"Once again, I offer my deepest apologies to everyone. And I will redeem myself. I have to."
Yup, redeem away....just be careful not to mention what "things" you did wrong.
Absolutely amazing. He did mention the word "dogfighting" once in his apology, but never to say that he was involved with it. Or that he (allegedly) was the money behind the operation.
Nooooooo.....what he seemed like (to me anyway) was that he was most sorry that he got caught.
And that's truly sorry.
A celebrity athlete, in the prime of his career, charged with a heinous crime against animals that ends up putting his football career in jeopardy sounds more like the plot of a bad made-for-TV movie than something that could actually happen in real life. But what I found particularly interesting was how Vick crafted a very generic apology. It's become almost as interesting to see how people implicated in wrongdoing "apologize" for their crimes without ever admitting to anything.
A few years ago, Jason Giambi made a very carefully worded statement about his use of steroids (or not). It was tough to tell what he was apologizing for, since he never actually admitted doing anything wrong.
Vick's apology took that to a whole new level.
"First, I want to apologize, you know, for all the things that -- that I've done and that I have allowed to happen. I want to personally apologize to commissioner Goodell, Arthur Blank, coach Bobby Petrino, my Atlanta Falcons teammates, you know, for our — for our previous discussions that we had. And I was not honest and forthright in our discussions, and, you know, I was ashamed and totally disappointed in myself to say the least."
OK...good start....apologizing for the "things" he's done and allowed to happen. Of course, we'll expect to find out what those "things" are...
"I want to apologize to all the young kids out there for my immature acts and, you know, what I did was, what I did was very immature so that means I need to grow up."
OK, now he's immature, and done "things." Go on..
"I take full responsibility for my actions. For one second will I sit right here — not for one second will I sit right here and point the finger and try to blame anybody else for my actions or what I've done.
I'm totally responsible, and those things just didn't have to happen. I feel like we all make mistakes. It's just I made a mistake in using bad judgment and making bad decisions. And you know, those things, you know, just can't happen."
Nope, those things can't just happen. Whatever those things are, that is.
"I offer my deepest apologies to everybody out in there in the world who was affected by this whole situation. And if I'm more disappointed with myself than anything it's because of all the young people, young kids that I've let down, who look at Michael Vick as a role model. And to have to go through this and put myself in this situation, you know, I hope that every young kid out there in the world watching this interview right now who's been following the case will use me as an example to using better judgment and making better decisions.
"Once again, I offer my deepest apologies to everyone. And I will redeem myself. I have to."
Yup, redeem away....just be careful not to mention what "things" you did wrong.
Absolutely amazing. He did mention the word "dogfighting" once in his apology, but never to say that he was involved with it. Or that he (allegedly) was the money behind the operation.
Nooooooo.....what he seemed like (to me anyway) was that he was most sorry that he got caught.
And that's truly sorry.
Saturday, September 01, 2007
Read! Subscribe! Buy!
I'm one of those people who actually use the internet for information (yeah, yeah...just the they guys who read Playboy for the articles). I especially like to find "experts" on the subjects of Promotional Products (no surprise there), sales and marketing.
Almost always, these experts offer us free e-mail tips, just for subscribing to their daily or weekly newsletters. Seems pretty simple -- you get information you may want to read delivered directly to your in-box. Pretty easy.
In fact it's so easy, I subscribe to at least 6 such newsletters. Of course, all of these "experts" know how to help you sell more, make better profits, regrow your own hair and become rich beyond your wildest dreams. Here's an actual example of one of the marketing "tips" an expert sent (I'm going to paraphrase so I don't get my butt sued).
"When leaving a message on a prospect's voicemail, be sure that the absolute last thing you say is the person's name. This will show a sincere interest in the person and will give them a warm and fuzzy feeling about calling you back."
As if it was that easy.
"Hi, Mr. Prospect. I don't know you and you don't know me. Buy my stuff. I'll call to check in with you in six minutes, Mr. Prospect."
Of course, we know it doesn't work that way. Every salesperson and every customer has their own unique style, and there is no "one size fits all" strategy.
But that doesn't stop the so-called experts from trying. And here's the interesting point -- those experts aren't really trying to get you to increase YOUR sales -- they're trying to increase THEIR sales.
In addition to the free newsletter, there is always an offer to buy their six-month course for $299, with $14,000 worth of free gifts (a bit of an oxymoron, if you ask me. And check this out -- one of the free gifts was an e-book valued at $85 -- compared to a paperback which sells for $9.95). Obviously, someone is buying these. And even more obviously, someone is getting rich off of it.
So... coming soon....our special, three-times-a-day newsletter. This newsletter will be jam-packed with worthless information designed to help you sell more of whatever you sell. And it will be written with lots of short sentences! And exclamation points! And words that are capitalized FOR ABSOLUTELY NO REASON WHATSOVER!! Sign up now! Tell a friend. And you will also want to buy our 66-part companion sells guide for $199 -- which includes over $65,000 in FREE GIFTS!!! Lots of info! Lots more short sentences! All designed to make me FABULOUSLY WEALTHY!!!!
All you have to do is call our toll-free number and leave a message.
And make sure the last thing on that message is my name.
All the best....
Almost always, these experts offer us free e-mail tips, just for subscribing to their daily or weekly newsletters. Seems pretty simple -- you get information you may want to read delivered directly to your in-box. Pretty easy.
In fact it's so easy, I subscribe to at least 6 such newsletters. Of course, all of these "experts" know how to help you sell more, make better profits, regrow your own hair and become rich beyond your wildest dreams. Here's an actual example of one of the marketing "tips" an expert sent (I'm going to paraphrase so I don't get my butt sued).
"When leaving a message on a prospect's voicemail, be sure that the absolute last thing you say is the person's name. This will show a sincere interest in the person and will give them a warm and fuzzy feeling about calling you back."
As if it was that easy.
"Hi, Mr. Prospect. I don't know you and you don't know me. Buy my stuff. I'll call to check in with you in six minutes, Mr. Prospect."
Of course, we know it doesn't work that way. Every salesperson and every customer has their own unique style, and there is no "one size fits all" strategy.
But that doesn't stop the so-called experts from trying. And here's the interesting point -- those experts aren't really trying to get you to increase YOUR sales -- they're trying to increase THEIR sales.
In addition to the free newsletter, there is always an offer to buy their six-month course for $299, with $14,000 worth of free gifts (a bit of an oxymoron, if you ask me. And check this out -- one of the free gifts was an e-book valued at $85 -- compared to a paperback which sells for $9.95). Obviously, someone is buying these. And even more obviously, someone is getting rich off of it.
So... coming soon....our special, three-times-a-day newsletter. This newsletter will be jam-packed with worthless information designed to help you sell more of whatever you sell. And it will be written with lots of short sentences! And exclamation points! And words that are capitalized FOR ABSOLUTELY NO REASON WHATSOVER!! Sign up now! Tell a friend. And you will also want to buy our 66-part companion sells guide for $199 -- which includes over $65,000 in FREE GIFTS!!! Lots of info! Lots more short sentences! All designed to make me FABULOUSLY WEALTHY!!!!
All you have to do is call our toll-free number and leave a message.
And make sure the last thing on that message is my name.
All the best....
Sunday, July 15, 2007
Promotional advertising -- big and getting bigger
Did you ever stop and think about who buys or uses promotional products?
The easy answer is, "a lot of people."
According to two recently completed studies the sales of promotional products (or advertising specialties) was either $18.6 or $18.8 billion -- BILLION -- in 2006.
The Advertising Specialty Institute said that sales grew 4.5% to more than $18.6 billion. The Promotional Products Association International, said that sales grew 4.2 percent, to $18.8 billion.
Just to put that in perspective, that's more money than was spent on cable tv advertising, more money than was spent on internet advertising, more money than was spent on Yellow Pages advertising and more money than was spent on outdoor advertising, and more money than Paris Hilton spent on lawyers.
There's a reason so many companies invest in promotional products as part of their marketing mix. Quite simply, they work. It's a unique form of advertising that gets directly to the person you intended it to -- they don't have to look it up in a book, or be tuned to the right channel and the right time to see your message, or be surfing on the right page.
The three largest product categories were wearables (t-shirts, sweat shirts, jackets, hats), which accounted for nearly 31% of sales. Writing instruments and calendars placed second and third, respectively.
If you are not using promotional products as part of your advertising, you may want to consider doing it. After all, there are 18.8 billion reasons to do so.
The easy answer is, "a lot of people."
According to two recently completed studies the sales of promotional products (or advertising specialties) was either $18.6 or $18.8 billion -- BILLION -- in 2006.
The Advertising Specialty Institute said that sales grew 4.5% to more than $18.6 billion. The Promotional Products Association International, said that sales grew 4.2 percent, to $18.8 billion.
Just to put that in perspective, that's more money than was spent on cable tv advertising, more money than was spent on internet advertising, more money than was spent on Yellow Pages advertising and more money than was spent on outdoor advertising, and more money than Paris Hilton spent on lawyers.
There's a reason so many companies invest in promotional products as part of their marketing mix. Quite simply, they work. It's a unique form of advertising that gets directly to the person you intended it to -- they don't have to look it up in a book, or be tuned to the right channel and the right time to see your message, or be surfing on the right page.
The three largest product categories were wearables (t-shirts, sweat shirts, jackets, hats), which accounted for nearly 31% of sales. Writing instruments and calendars placed second and third, respectively.
If you are not using promotional products as part of your advertising, you may want to consider doing it. After all, there are 18.8 billion reasons to do so.
Saturday, July 14, 2007
The Million Dollar Salesman
I'm a Million-Dollar Salesman.
That's right. After four years and one month in business, we've finally broken the million-dollar mark.
I'm not going to use this space (or your time) to give an Academy Awards-type acceptance speech, but I do want to thank everyone -- family members, friends, clients, past clients and potential clients -- for helping us get to where we are.
Now comes the second million. Or, as my friend Brendan Quinn of Proforma Corporate Concepts told me, "You'll be surprised how much quicker the second million happens." As if I want to wait another 49 months to find out. Of course, it's easy for Brendan to be glib about it -- he sells over a million dollars per year of printing and advertising specialties.
OK, I've got something to shoot for. And with your help, I'll get there.
Thanks!
That's right. After four years and one month in business, we've finally broken the million-dollar mark.
I'm not going to use this space (or your time) to give an Academy Awards-type acceptance speech, but I do want to thank everyone -- family members, friends, clients, past clients and potential clients -- for helping us get to where we are.
Now comes the second million. Or, as my friend Brendan Quinn of Proforma Corporate Concepts told me, "You'll be surprised how much quicker the second million happens." As if I want to wait another 49 months to find out. Of course, it's easy for Brendan to be glib about it -- he sells over a million dollars per year of printing and advertising specialties.
OK, I've got something to shoot for. And with your help, I'll get there.
Thanks!
Wednesday, June 27, 2007
Guess what? We sell paint
I was talking with a friend the other day, who was asking how business was going. After a brief discussion, he asked me about my networking efforts."Give me your elevator speech," he said.
"We sell printing and advertising specialties," I said. "Basically, if your name or logo goes on it, we can print it."
"That sucks," he replied (I told you we were friends, at least up until then.)
"You might as well say that you sell paint.""Paint?" I questioned. "I never said anything about paint."
"Of course you didn't. And a painter doesn't sell paint either. He sells a mood, a revitalization, a new look to a room or house. You can buy paint almost anywhere; that's not what he's selling. He's selling the entire service. He's selling the fact that you can look at a tiny swatch of paint, and he'll work with you to redesign a whole new look for your room or house. You'll trust him to come in, not leave paint stains on your carpet, and paint your walls to make the room look new and different. You're buying a lot more than paint -- that's what you have to get across to your customers, too."
Wow. I really, really hate it when he's right.
Especially that right.
So we tried to come up with something that encompasses all that we do. With over 700,000 items available, not to mention our experience in sales, marketing and graphic design, it's pretty tough to condense everything to 30 seconds or less. But here goes our new, revised elevator speech.
"We develop solutions to your marketing problems, and create ideas for your next sales meeting, promotion, trade show or giveaway involving all phases of printing, promotional products or corporate clothing."
Let us know what you think. Just don't ask us about paint.
"We sell printing and advertising specialties," I said. "Basically, if your name or logo goes on it, we can print it."
"That sucks," he replied (I told you we were friends, at least up until then.)
"You might as well say that you sell paint.""Paint?" I questioned. "I never said anything about paint."
"Of course you didn't. And a painter doesn't sell paint either. He sells a mood, a revitalization, a new look to a room or house. You can buy paint almost anywhere; that's not what he's selling. He's selling the entire service. He's selling the fact that you can look at a tiny swatch of paint, and he'll work with you to redesign a whole new look for your room or house. You'll trust him to come in, not leave paint stains on your carpet, and paint your walls to make the room look new and different. You're buying a lot more than paint -- that's what you have to get across to your customers, too."
Wow. I really, really hate it when he's right.
Especially that right.
So we tried to come up with something that encompasses all that we do. With over 700,000 items available, not to mention our experience in sales, marketing and graphic design, it's pretty tough to condense everything to 30 seconds or less. But here goes our new, revised elevator speech.
"We develop solutions to your marketing problems, and create ideas for your next sales meeting, promotion, trade show or giveaway involving all phases of printing, promotional products or corporate clothing."
Let us know what you think. Just don't ask us about paint.
Wednesday, June 13, 2007
Price vs. quality
I saw a great quote from sales trainer Zig Ziglar regarding the ongoing "price vs. quality" battle. The quote is pretty self-explanatory.
"Many years ago our company made a basic decision. We decided that it would be easier to explain price one time than it would be to apologize for quality forever... And I'll bet you're glad we made that decision, aren't you?"
As usual, something to think about....
"Many years ago our company made a basic decision. We decided that it would be easier to explain price one time than it would be to apologize for quality forever... And I'll bet you're glad we made that decision, aren't you?"
As usual, something to think about....
Monday, June 11, 2007
The yard sale and the lesson learned
We were recently involved in our yearly neighborhood yard sale. You know, where you haul out all your junk to the curb to sell on a weekend and whatever doesn't sell gets hauled out to the curb during the week to get taken to a dump.
Anyway, this year's sale was a bit different for us. Nooooo, we didn't have someone come along and offer us a quadrillion dollars for our stuff/junk, nor did we find an original Picasso inside a lampshade. Instead we made money for a good cause.
While My Trophy Wife and I set about to try to sell things we longer used, our daughter set up a stand to benefit Alex's Lemonade Stand. I don't know where she got the idea, except that my daughter's name is Alexis (everyone calls her Alex), and the little girl who had the original Alex's Lemonade Stand was also named Alex.
Anyway, thoughout the course of the day, numerous people stopped to check out what we had for sale. Many also stopped for a cup of lemonade (at Alex's Alex's Lemonade Stand, as her sign said). Some didn't even take the lemonade, but merely donated money -- and these were the bargain-hunters who frequent yard sales. One family was driving by our corner stopped and donated $10 -- without ever getting out of their car OR asking for the lemonade.
It's amazing what a kid can do. The original Alex -- Alexandra Scott -- opened her stand in 2000 when she was 4 years old. She did it to raise money to help her doctors find a cure for her childhood cancer. In 2004, when Alex unfortunately passed at the age of 8, she had raised more than $1 million for childhood cancer research.
By January of this year, with the help of thousands of volunteers both young and old and the assistance of numerous Alex's Lemonade Stands, the Alex's Lemonade Stands Foundation has raised more than $10 million. (For more information, check out www.alexslemonade.org).
Now, my Alex didn't raise $1 million at our yard sale. But she worked hard to raise $73 that day for Alex's Lemonade Stand.
And us? We raised a grand total of $63 at our yard sale.
Guess who had a better day?
Anyway, this year's sale was a bit different for us. Nooooo, we didn't have someone come along and offer us a quadrillion dollars for our stuff/junk, nor did we find an original Picasso inside a lampshade. Instead we made money for a good cause.
While My Trophy Wife and I set about to try to sell things we longer used, our daughter set up a stand to benefit Alex's Lemonade Stand. I don't know where she got the idea, except that my daughter's name is Alexis (everyone calls her Alex), and the little girl who had the original Alex's Lemonade Stand was also named Alex.
Anyway, thoughout the course of the day, numerous people stopped to check out what we had for sale. Many also stopped for a cup of lemonade (at Alex's Alex's Lemonade Stand, as her sign said). Some didn't even take the lemonade, but merely donated money -- and these were the bargain-hunters who frequent yard sales. One family was driving by our corner stopped and donated $10 -- without ever getting out of their car OR asking for the lemonade.
It's amazing what a kid can do. The original Alex -- Alexandra Scott -- opened her stand in 2000 when she was 4 years old. She did it to raise money to help her doctors find a cure for her childhood cancer. In 2004, when Alex unfortunately passed at the age of 8, she had raised more than $1 million for childhood cancer research.
By January of this year, with the help of thousands of volunteers both young and old and the assistance of numerous Alex's Lemonade Stands, the Alex's Lemonade Stands Foundation has raised more than $10 million. (For more information, check out www.alexslemonade.org).
Now, my Alex didn't raise $1 million at our yard sale. But she worked hard to raise $73 that day for Alex's Lemonade Stand.
And us? We raised a grand total of $63 at our yard sale.
Guess who had a better day?
Wednesday, April 11, 2007
Good and cheap
At one of my networking meetings the other day, Scott Santos from Tony and Lenny's Auto Services (free plug: www.tonyandlennys.com) had an interesting take on the auto repair business. However, since it's pretty much a universal truth, it bears repeating here:
Good is not always cheap,
and cheap is not always good.
In Scott's world, it would apply to buying brakes or oil changes or other items for your car. In our world, it would apply equally well to the promotional products business. You can get a cheap pen, but how much is it really worth if it doesn't write, or doesn't have a lot of ink, or worse yet, it leaks! (trust me, people will definitely remember your name then -- just not for the right reasons.
Remember, promotional advertising is not the best time to go cheap. Because, as Scott reminds us, cheap is not always good.
Good is not always cheap,
and cheap is not always good.
In Scott's world, it would apply to buying brakes or oil changes or other items for your car. In our world, it would apply equally well to the promotional products business. You can get a cheap pen, but how much is it really worth if it doesn't write, or doesn't have a lot of ink, or worse yet, it leaks! (trust me, people will definitely remember your name then -- just not for the right reasons.
Remember, promotional advertising is not the best time to go cheap. Because, as Scott reminds us, cheap is not always good.
Saturday, March 24, 2007
Scenes from the Cherry Hill Chamber show
I had a chance to take in the annual Cherry Hill Chamber of Commerce Business Expo this past week. As always, it was a solid, well-run show with numerous companies set up at the show, trying to showcase themselves and attract business. And after all, isn't that what a Business Expo is all about?
I also went with another reason in mind. We often talk to our clients about trying to differentiate themselves. At a show such as this, it isn't always easy. With more than 100 exhibitors, it's not very easy to be different. However, after seeing what promotional items were being handed out at the booths, it's pretty obvious that not a lot of companies spent a lot of time trying to be different -- or more precisely, trying to get attention.
A very unscientific walk-through showed the following items being given away at booths:
-- Pens (19 booths)
-- unimprinted hard candy (7 booths)
-- Sticky notes/memo cubes/memo pads (3)
-- Food clips (1)
-- Stress balls/toys (3)
-- Computer screen calendars (1)
-- Mints in imprinted tins (2)
-- T-shirts (2)
-- Apples (1)
One company had an impressive display of promotional items -- tote bags, calculators, frisbees and t-shirts. I'm wondering how they figured out who got what when they were speaking to prospective customers.
What really struck me -- besides the fact that not everybody had something at their booth, were the hard candy people. We almost always advise our clients NOT to give away anything edible (one you eat it, the message is gone -- literally), but to give away something that's not even imprinted reeks of cheapness. After all, this is a business expo, not Halloween. After incurring all of the expense of joining the Chamber and setting up at the Expo, the worst possible place to try to save money is in deciding what to hand out at your booth.
If your company is participating in a show in the near future, please feel free to give us a call to arrange a no-cost, no-obligation meeting to discuss your booth activity and promotional plans.
I also went with another reason in mind. We often talk to our clients about trying to differentiate themselves. At a show such as this, it isn't always easy. With more than 100 exhibitors, it's not very easy to be different. However, after seeing what promotional items were being handed out at the booths, it's pretty obvious that not a lot of companies spent a lot of time trying to be different -- or more precisely, trying to get attention.
A very unscientific walk-through showed the following items being given away at booths:
-- Pens (19 booths)
-- unimprinted hard candy (7 booths)
-- Sticky notes/memo cubes/memo pads (3)
-- Food clips (1)
-- Stress balls/toys (3)
-- Computer screen calendars (1)
-- Mints in imprinted tins (2)
-- T-shirts (2)
-- Apples (1)
One company had an impressive display of promotional items -- tote bags, calculators, frisbees and t-shirts. I'm wondering how they figured out who got what when they were speaking to prospective customers.
What really struck me -- besides the fact that not everybody had something at their booth, were the hard candy people. We almost always advise our clients NOT to give away anything edible (one you eat it, the message is gone -- literally), but to give away something that's not even imprinted reeks of cheapness. After all, this is a business expo, not Halloween. After incurring all of the expense of joining the Chamber and setting up at the Expo, the worst possible place to try to save money is in deciding what to hand out at your booth.
If your company is participating in a show in the near future, please feel free to give us a call to arrange a no-cost, no-obligation meeting to discuss your booth activity and promotional plans.
Saturday, March 10, 2007
Ready to hit the links?
If you're involved in organizing a golf outing for your group or company, be prepared for one of the longest, most passionate "conversations" your organizing committee will have. It's the conversation which begins with the innocent question, "what type of give should we give the golfers?"
Corporate Logo magazine conducted a survey of recreational golfers to find out which gifts they would prefer to receive. And, to make it even more informative, it's broken down by price point:
Less than $10
Balls
Glove
Spikes
Tees
Divot Tool
Ball Marker
$10- $50
Balls
Clothes
Towel
Head Cover
Glove
Shirt Poncho
Green fee gift certificate
More than $50
Clubs
Shoes
Round of golf
Pull-over windbreaker with course logo
Driver
Shirt
Wind Jacket
Two other ideas that we spotted that are a bit more unique are:
-- A humidor that comes with six imprinted Callaway golf balls, as well as a cigar cutter
-- An all-in-one clip on "caddy", that holds a scorecard, tees, pencil and a ball dispenser.
See you on the links!
Corporate Logo magazine conducted a survey of recreational golfers to find out which gifts they would prefer to receive. And, to make it even more informative, it's broken down by price point:
Less than $10
Balls
Glove
Spikes
Tees
Divot Tool
Ball Marker
$10- $50
Balls
Clothes
Towel
Head Cover
Glove
Shirt Poncho
Green fee gift certificate
More than $50
Clubs
Shoes
Round of golf
Pull-over windbreaker with course logo
Driver
Shirt
Wind Jacket
Two other ideas that we spotted that are a bit more unique are:
-- A humidor that comes with six imprinted Callaway golf balls, as well as a cigar cutter
-- An all-in-one clip on "caddy", that holds a scorecard, tees, pencil and a ball dispenser.
See you on the links!
Monday, January 22, 2007
The 7 (formerly 4) P's of Marketing
Once upon a time, in a college far, far away, they taught students the four "P"s of Marketing. In no particular order, they were:
Price
Product
Placement
Promotion
All pretty self-explanatory. You have a product, determine its selling price, the proper placement for that product in stores, etc., then you promote it. And hopefully, people buy it and everyone lives happily ever after.
Not so fast.
Somewhere along the way, three extra "P"s joined in the marketing parade so now there are actually 7 P's of Marketing.
The three "new" P's are:
-- Process: What a consumer has to go through to get the product. Or, what a company has to go through to get a product to market.
-- Packaging: Millions of dollars are spent to develop eye-catching, attention-grabbing packaging that will hopefully cause a customer to pick up the product and buy it.
-- People: the feeling you get from the salesperson. Think about it -- how often you buy (or don't buy) something based on the person trying to sell it to you.
Hard to believe that marketing is even more complicated than before. Any comments?
Price
Product
Placement
Promotion
All pretty self-explanatory. You have a product, determine its selling price, the proper placement for that product in stores, etc., then you promote it. And hopefully, people buy it and everyone lives happily ever after.
Not so fast.
Somewhere along the way, three extra "P"s joined in the marketing parade so now there are actually 7 P's of Marketing.
The three "new" P's are:
-- Process: What a consumer has to go through to get the product. Or, what a company has to go through to get a product to market.
-- Packaging: Millions of dollars are spent to develop eye-catching, attention-grabbing packaging that will hopefully cause a customer to pick up the product and buy it.
-- People: the feeling you get from the salesperson. Think about it -- how often you buy (or don't buy) something based on the person trying to sell it to you.
Hard to believe that marketing is even more complicated than before. Any comments?
Thursday, January 18, 2007
Think about it...
Heard a funny line at a seminar last night, and tought I'd pass it along. I'm sure you know someone like this..
I know some people who stopped to think, and didn't start up again....
Enjoy the day!
Rich
I know some people who stopped to think, and didn't start up again....
Enjoy the day!
Rich
Sunday, January 14, 2007
What a girls' soccer team can teach about business
I was watching my daughter's 10-and-under soccer team play last Saturday, and to say they weren't playing well would be quite an understatement. Not to say that there are any future Mia Hamm's on the team, but they were playing this game like it was their first time together. You know, when the coach starts out by saying "This is a ball. We can't use our hands." etc. etc. etc.
After watching them suffer their first defeat since Thanksgiving, it suddenly struck me. It's not that we think that the girls will win every game (although they've pretty much done that since forming in September), but we've come to expect a level of play from them. And when that level of play -- that consistency -- isn't there, the results are disappointing.
The same thing applies to business. How often do we return to do business with the same companies over and over and over again? Is it because they're the closest? The cheapest? Or maybe, just maybe, you get consistent service and quality from them. It's a comfort level that you've reached with them, for whatever reason.
Businesses spend thousands -- actually, probably millions -- of dollars a year trying to find out why consumers go to one store over another. I mean, is there really THAT much of a difference between McDonald's and Wendy's and Burger King? Probably not. And how about supermarkets? You could probably blindfold most people and they couldn't tell if they were inside a local Shop Rite or Acme (pronounced as three syllables in Philadelphia) or any other brand.
Usually, it comes down to that certain "something." Maybe the restrooms are cleaner. Maybe the lighting is better in the parking lot. Maybe it's the color scheme in the company's logo. Maybe your parents always shopped there. Whatever "it" is, the store has "it", and that makes it tough for you to change. Just like it makes us soccer parents tough to comprehend when our team doesn't play consistantly.
This is a ball. We kick the ball into the net. That's our goal.
And in business, our goal is to help you meet your goals as well. And hopefully, you like the color scheme in our logo...
After watching them suffer their first defeat since Thanksgiving, it suddenly struck me. It's not that we think that the girls will win every game (although they've pretty much done that since forming in September), but we've come to expect a level of play from them. And when that level of play -- that consistency -- isn't there, the results are disappointing.
The same thing applies to business. How often do we return to do business with the same companies over and over and over again? Is it because they're the closest? The cheapest? Or maybe, just maybe, you get consistent service and quality from them. It's a comfort level that you've reached with them, for whatever reason.
Businesses spend thousands -- actually, probably millions -- of dollars a year trying to find out why consumers go to one store over another. I mean, is there really THAT much of a difference between McDonald's and Wendy's and Burger King? Probably not. And how about supermarkets? You could probably blindfold most people and they couldn't tell if they were inside a local Shop Rite or Acme (pronounced as three syllables in Philadelphia) or any other brand.
Usually, it comes down to that certain "something." Maybe the restrooms are cleaner. Maybe the lighting is better in the parking lot. Maybe it's the color scheme in the company's logo. Maybe your parents always shopped there. Whatever "it" is, the store has "it", and that makes it tough for you to change. Just like it makes us soccer parents tough to comprehend when our team doesn't play consistantly.
This is a ball. We kick the ball into the net. That's our goal.
And in business, our goal is to help you meet your goals as well. And hopefully, you like the color scheme in our logo...
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