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Sales Tip of the Week – Screwed Up Orders

Filed under: Fun, Sales Tip, Uncategorized

salesIs the order screwed up? Don’t despair. Advantages magazine shares steps you can take to save face with your clients, and maybe even become their hero.

If you know a product the client requests is of poor quality, try to point them to something that’s, perhaps more expensive, but a better choice in the end. The cheap product will likely leave them disappointed. Turn it around quickly. Don’t play the blame game, just fix it. Deliver the new items in person. Let them keep the botched order if they want. Call your suppliers. They want to help you out of a jam.


Sales Tip of the Week – Reading Your Buyer

Filed under: Uncategorized

pokerWant to know how your buyer feels about your proposal? Advantages magazine shares some tips on how to figure out what your buyer is thinking, just by their expressions.

Just like in poker you can read your buyers. They have “tells.” Their mannerisms and facial expressions reveal how your proposal is being received.  A tilted head is positive. If the prospect’s body remains relaxed and he leans forward, you’re on the right track. A genuine smile, of course, is also good. Watch out for negative gestures that indicate displeasure or uncertainty. These include scratching the nose, putting a finger to the mouth, rubbing the temples or placing a thumb under the chin. If your prospect does any of these for more than a moment, pause. Ask for feedback.


Sales Tip of the Week – Follow Trends

Filed under: Sales Tip, Uncategorized

Next Big ThingYou’re hip, you’re with it, you know all the latest trends … but did you know that it could lead to more sales? Advantages magazine shares some tips on how you can not only find the latest trends, but make them work for you.

Following trends makes for better promotions. Trend alerts are everywhere. Follow blogs. Sign up for RSS feeds from resources related to areas of interest. Subscribe to magazines or newsletters that follow trends within the industries you service. Stay observant on the streets, at the mall and when travelling. Every day you’re presented with clues as to what the next big “thing” will be.


No More License Registration Screens on ESP!

Filed under: ESP Updates and Tips, Uncategorized

Well, hello there. How was your birthday? Just kidding, we have more important things to discuss (not that your birthday isn’t important, happy birthday!). You know those pesky registration screens that come up unanticipated in ESP Web? I’m here to tell you, you they are gone!

Plus, ESP Web has this nifty new login page, where you don’t even need to login more than once! Click here to learn about the new ESP Web login page and when you are done, you’ll be an ESP Web Ninja. How cool is that?

Click here to learn more about logging into ESP Web.


Sales Tip of the Week – Create The Perfect Tagline

Filed under: Uncategorized

Looking for a slogan? Advantages magazine shares a few of their tips on how to create the perfect tagline. What is your favorite tagline? Post here.

A slogan can make or break a promotion. In fact, a really clever slogan can turn a so-so product into a “wow!” Here are some tips for brainstorming the perfect tagline: Use humor, where appropriate. Use literary devices, such as rhyming and alliteration. Consider using a play on words. Make it short and sweet.


Behind the Scenes with ASI Show’s Karen DiTomasso

Filed under: Fun, General, Uncategorized

Karen DiTomasso

On February 5th, Karen DiTomasso – vice president of sales for ASI Show – celebrated 26 years with ASI. We recently sat down with Karen to find out what 26 years has meant to her and what the future holds. Find out how she started in a world of Medical Technology specializing in Oncology to working in sales, and what her favorite promotional product is.

Q: What is your title and job description?
KD: I am the vice president of sales for ASI Show. I manage a team of seven account managers with a lot of interaction between myself and the team. I deal directly with the customers, helping our suppliers to get the best ROI from our tradeshows, Roadshows and hosted buyer events.  I attend all the shows, walk the floors, and interact with all the suppliers. My team also sells exciting keynote sponsorships with a recent big highlight this past Dallas show with President Bush where we had four sponsors. My team ultimately is responsible for selling an audience to our suppliers and it is important to our exhibitors who invest in our shows that we have quality attendees.

Q: What was your position when you first started?
KD: I originally started with a company that the Cohn family owned called Medical Data Institute. It was a mirror image of what ASI was doing for the promotional product industry, but for the medical equipment industry. I started there in sales and moved up to president. I transitioned into the ASI Show while I was still running Medical Data Institute. I was asked to spearhead and oversee both the supplier and distributor side. When our shows started to grow it required having the distributor team separated under other direction, so I stayed with the core supplier sales team. I started out as supplier director of sales and worked my way up to vice president.

Q: What do you like about your position?
KD: I enjoy the customer base and love interacting with both the distributors and suppliers. We built some great relationships and I’ve developed some good friendships. I came from a medical industry, so all of this is different for me. I grew into an area of sales which is what I always wanted to do so it gave me an opportunity to grow. I also love the products. There are products for everything in this world that you could possibly want.

Q: What is one promotional product that you must have?
KD: One of our exhibitors had a stretchy band that you put around your waist when you are power walking or at the gym, and you can put your cell phone in it or glasses so you don’t have to hold anything. I just saw it and thought I want one of those!

Q: Which is your favorite ASI Show?
KD: Orlando is the flagship show. It’s the first show of the year in the industry and it’s our largest show.

Q: What has it been like to work here for 26 years?
KD: I can’t believe it’s been 26 years! I’ve had so many opportunities in 26 years that has really kept it creative and different. It’s almost like starting a new job every two weeks – it’s fresh and that’s what I love. Every year brings on new challenges and more opportunities. The Cohn family has been very supportive and a great family to work for.

Q: What does the future hold for you here at ASI?
KD: We have new leadership here at ASI Show and are going to be developing more products. We are looking at different ways to bring suppliers and distributors together, not necessarily trade shows, but more organized power meetings. I am so excited because all of these things are off-shoots from the trade show and this will help our members to make more money. We launched a Hosted Buyer event in October 2012 where we go out with a select group of supplier and distributors and give them 20 minutes of one-on-one, to build programs, relationships and business. We have four of these coming up.

Q: What would you be if you weren’t vice president of sales for ASI Show?
KD: An Interior decorator. I change everything in my house every year; the color, the accessories.

Q: What do you enjoy outside of work?
KD: I have a beach house and we try to use it all the time, even in snowstorms if we can. I prefer to be down by the beach in the winter, when no one is around, where I can put a hoodie on, walk by myself and relax and ride my bike.

Q: If your story here were to be made into a movie, who would you want to play you?
KD:  She is no longer with us, but Natalie Wood. I was so in love with the movie West Side Story. We would just have to bleach her hair blonde.

– Interview by Lauren Medina


Sales Tip of the Week – Engage Clients Through Social Media and E-mail Contests

Filed under: Sales Tip, Uncategorized

According to the sales pros over at Advantages magazine, you can build a relationship with clients through contests.  Check out this new sales tip and let us know what you think – do you agree? Post comments here.

Engage clients through fun social media and e-mail contests. Ask them to name a product or come up with uses for a product and they won’t feel any pressure to buy. But you will be building relationships.


6 Tips for Better E-Mail Marketing

Filed under: Tip of the Day, Uncategorized

E-mail MarketingNot long ago I got an e-mail from my personal e-mail service thanking me for 15 years of dedicated commitment to their product. “Has it been that long?” I thought. Wow, I’m old.

Needless to say that in those 15 years, I’ve seen my share of e-mails, especially the marketing ones that have seemingly been around for as long as the Internet. Each day for the past several years I can count on some kind of offer in my inbox — usually from Old Navy, Barnes & Noble or Men’s Wearhouse — and I’ve become quite adept at separating the wheat from the chaff. Ninety-nine percent of all marketing e-mails I get go right into the trash, so the ones that I do open really have to be good for me to get all the way through to a transaction.

And as more people become e-mail savvy like myself, this behavior is the rule, not the exception.

So how do you succeed with e-mail marketing? This month’s Advantages magazine article titled “Rules of Attraction: Get Them to Commit” is full of great tips and advice on how to not only succeed with e-mail marketing, but with blogs, videos and social media. Read this article now, and in the meantime here are 6 great tips for better e-mail marketing:

  1. Subject line is critical: either pique their interest or get right to the point.
  2. Have a clear call to action: make it obvious what you want them to do.
  3. Drop the jargon and corporate speak; be human.
  4. Never send an e-mail with a “do not reply” address. Make sure you give people a chance to respond.
  5. Include images, but not too many. When e-mails are too visually cluttered, people can’t absorb it all.
  6. Maintain good segmentation of your e-mail list, with different lists set up to meet the needs of different clients.

Product Spotlight – 5 Facts About Outerwear

Filed under: Uncategorized

Facts about promotional outerwearDid you know: Jackets have the best advertiser recall of any promotional product? Amazingly, a whopping 95% of those who own logoed outerwear can recall the advertiser’s name.

Now, that’s some serious brand power! And thanks to ASI’s recently released Global Advertising Specialty Impressions Study, version 4, you now have access to tons and tons of stats and facts about the power of promo products. Don’t miss this study, and in the meantime here are 4 more facts about promotional outerwear:

  • 9% of U.S. consumers own promotional outerwear
  • Those with household incomes over $100,000 are more likely to own promotional outerwear
  • Nearly half (48%) of all outerwear recipients say they were likely to do business with an advertiser after given a logoed jacket
  • Democrats are more likely to own a logoed jacket than members of any other political party

Promotional Product Spotlight – 5 Facts About T-Shirts

Filed under: Uncategorized

T-Shirt FactsWho doesn’t like free stuff, especially when the free stuff is a wearable?! Of all the promotional products in this industry, T-shirts are by far my favorite.

In my latest blog post, my focus is on this staple wearable and some interesting data our Research team at ASI have uncovered about them in their latest Global Advertising Specialty Impressions Study. For instance, did you know?

  • Of the 12 metro U.S. cities polled, Atlantans (46%) owned the most promotional T’s
  • Consumers age 21-34 are most likely to own a promotional T-shirt (48%)
  • Independents (46%) are more likely to own promotional T’s than Democrats and Republicans
  • Latinos (52%) are more likely than any other racial demographic to own a promotional T
  • Men (45%) own more promo shirts than women (40%)

Don’t miss out on more promotional T-shirt facts, as well as the entire Global Advertising Specialty Impressions Study.


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