September 22, 2009
Filed under: Sell This Product
When it comes to an abundance of recycled products, understanding the product, material and cost needs of clients helps “up” your selling game.
Last January, Crown Products (asi/47700) launched its Ecologic product line in response to many inquiries for more environmentally friendly products. The line includes customizable, reusable and recyclable products made from recycled materials. It’s part of the company’s commitment to bring sustainable products to the marketplace, and to protect natural resources for future generations.
John Ratcliff, vice president of national accounts at Crown Products, says the company anticipated eco-friendly products entering the promotional products industry when the trend became popular in retail several years ago.
“Those earth-conscious customers have been loyal and not concerned about the slightly higher price they pay,” Ratcliff says. “Their eco-mindedness outweighs the price.”
Recycling, waste management, technology and Fortune 500 companies particularly have been asking for more eco-friendly products to demonstrate their corporate commitment to the environment. The biggest pitfall for distributors when telling their clients about eco-friendly product offerings is lack of knowledge of the market.
“Understand the product,” Ratcliff says. “This is a must. Jump on the bandwagon and know the eco lingo. Understand the content and know what the components are.”
Knowing what your client is looking for in terms of product, material and price point, as well as having nationwide trends and statistics to support your statements, makes you a more compelling salesman or saleswoman. Choosing to use recycled promotional products helps close the loop by creating demand for the material being collected by recycling programs.
FAST RECYCLING FACTS
From the 2009 Advantages September Supplement.