How to Sell Decorated Apparel - Successfully!
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Learn tried and true strategies for selling decorated apparel. See why selling apparel using the "good, better, best" model can increase the number of sales that you close. Dana\'s model of scalability will move your customers\' thought process from "Should I buy?" to "Which one should I buy?" with less resistance and more customer confidence. Increased profits come from selling SOLUTIONS, not products! Dana has spent the past two years growing the Pro Towels Etc. into the largest supplier of beach and golf towels. He has been in the promotional product industry for over 20 years. Dana is equally involved in both the industry and in his local community in Ashtabula, Ohio. He is a past president of TRASA - the Three Rivers Advertising Specialty Association, and currently serves on both the ASI Stitches Advisory Board and on the PPAI National Leadership Conference Advisory Committee. He also gives seminars across the country on industry related topics such as How to Market your Apparel Decorating Business, Selling Strategies and Social Networking for Promotional Professionals.
Transcript of How to Sell Decorated Apparel - Successfully!
March 18, 2010
$ $
Learn tried and true strategies for selling decorated apparel. See why selling apparel using the "good, better, best" model can increase the number of sales that you close. Dana's model of scalability will move your customers' thought process from "Should I buy?" to "Which one should I buy?" with less resistance and more customer confidence. Increased profits come from selling SOLUTIONS, not products!Dana has spent the past two years growing the Pro Towels Etc. into the largest supplier of beach and golf towels. He has been in the promotional product industry for over 20 years. Dana is equally involved in both the industry and in his local community in Ashtabula, Ohio. He is a past president of TRASA – the Three Rivers Advertising Specialty Association, and currently serves on both the ASI Stitches Advisory Board and on the PPAI National Leadership Conference Advisory Committee. He also gives seminars across the country on industry related topics such as How to Market your Apparel Decorating Business, Selling Strategies and Social Networking for Promotional Professionals.
How to Sell Decorated Apparel - Successfully!
ScalabilityWindows based thinking
Learn what to take
Learn what to doLearn what to say
Selling Tips
Implement
Overview
Building the proper scale equals higher profit.
$$$
Windows Based Thinking.
- Product Categories - Price
- Decoration Method - Color
- Fabrics – Technology - Brands
- Functionality
Building the Scale
Be aware of YOUR surroundings.
Asking the RIGHTquestions.
&
Building the scale
What event will the item(s) be used for?What is the purpose of the item(s)?What budget are you targeting?What is your event date (in-hands date)?Who is the “real” end user?What is the theme/message of the
campaign?
Asking the Right Questions
Building the Scale
Source: PPAI 2007 Estimate of Promotional Products Distributor Sales
Selling Tip #1
Most Popular Promotional ProductsKnow them to sell them!
• Wearables 30.71%• Writing Instruments 10.39%• Bags 7.05%• Drinkware 6.32%• Desk Accessories 6.19%• Calendars 5.51%• Towels – working on it!
Source: PPAI 2005 Sales Volume Estimate
Selling Tip #2
ALWAYS SHOW
BRANDS!
Selling Tip #3
$ Increase Profitability $
The ultimate return on your time.
Selling Tip #4
BUNDLE!!
Bundling doubles the chance of a re-order!
Towel n’ Tote
Beach Bag
Compression
UPSELLING OPTIONS
Selling Tip #5
UPSELLING IN ACTION
If you own the art, you own the customer.
Use your current customers logos to generate more business!
Selling Tip #6
Properly Working a Tradeshow.
Selling Tip #6 Example
Digitize, Digitize, Digitize! Tradeshow Tip
Selling Tip 102: What’s in the box?
Think outside the box …
Selling Tip #7
or on it!
Increased Profits Come from Selling Solutions Not Products.
Solutions. Products.
ScalabilityWindows based thinking
Learn what to take
Learn what to doLearn what to say
Selling Tips
Implement
Recap
