Filed under: Sales Tip
It’s not all about the money, says Advantages magazine. Remember that a customer is not only interested in the cheapest deal, but their entire.
When you promise to save your customer money, you always fulfill your promise. Rarely, however, do you get the business. Salespeople believe that they can “win” business by being cheaper. The trouble is that, when you give a customer your “bottom” price, they still end up doing business with the person that they liked the best and who showed them the best offering – whether that was you or not.
Filed under: ESP Updates and Tips, General
It’s time to have some fun with ESP Websites! I know, how can you possibly have fun in ESP Websites? I’ll tell you. Left navigation, everyone, let me say it again…left navigation! We just recently added several new fabulous templates that have so much to offer (like a left navigation).
So sign onto ESP Websites and check out these brand-new, just-for-you templates! While you’re at it, if you haven’t published a website, ever, dig into these really helpful articles on our ASI Knowledge Base:
Accessing ESP Websites, Build Your ESP Website: Quick Launch, and hey, if you’re not all about taking the learn-it-yourself route, sign up for an ESP Websites training with one of our really great Technical Support representatives.
Filed under: Fun, General, Profile
South by Southwest (SXSW) is a set of film, interactive, music festivals and conferences that happens once a year. This year, ASI is sending Jake Krolick, ASI’s creative director of marketing, to attend the festival to see promotional products in full effect. Find out why events like SXSW are so important to this industry and what you can expect to see from Jake’s journey.
Q: Why did you decide to attend SXSW?
JK: SXSW is the largest event of its kind. It’s all about discovery and what’s new, and a great way for me to showcase the promotional product industry in a real-world situation. I’m really excited about bringing back good content and showing it to this industry.
Q: How are promotional products used at SXSW?
JK: Promotional products are everywhere. We will see them from different bands, at merchandise tables and at parties. A lot of companies sponsor day parties and have items that are branded with their logo. For example, Jack White is having The Third Man Record party where they have items they will be giving out, and for purchase, that you can only get at SXSW. The party also has a gift bag with T-shirts, coffee mugs, stickers - all items to promote themselves. Rachael Ray also has a day party where she has food and music and she hands it all out in Rachel Ray-branded cups.
Q: Why are events like SXSW so important to this industry?
JK: It’s important for the industry to be aware of events like SXSW. This specific venue launches products, ideas and music all in one, but it shows us what will trend for the next year. It’s not just SXSW, it’s other major event like the X Games, New York Fashion Week, the Olympics. It’s important for the industry to see what comes out of these events.
Q: What is one of the top promotional products at SXSW?
JK: The hottest item right now is a wristband. The reason the wristband is so hot is because there are non-stop parties and only a limited number of people can attend. The people who are lucky enough to attend get a wristband to get into one of these sold-out shows. So these people are getting the hottest item without really knowing they are getting a promotional product.
Q: What are you most excited for outside of promotional products?
JK: Besides for all the content I will bring back, I am excited about the music. Besides working at ASI, I have been working in the music industry for 20 years. I am a huge music snob, so I am excited to see a few bands that I have never seen live before, such as Together Pangea, Gardens & Villa, and Plastic Visions. I do have a Spotify profile, so if anyone is interested they can follow me.
Q: What content will you bring back from SXSW?
JK: Be on the lookout for photos of different promotional products from different bands, merchandise tables, and parties. I will also produce eight videos. For example, I will interview three bands about how they promote themselves, and two publicists on how they find new products to promote the bands and why they pick the things they do.
Make sure to check out our Facebook page to see photos and videos from SXSW.
Filed under: Fun, Sales Tip
This week’s sales tip, provided by Advantages magazine, reminds us that it’s not all about “ME”. It’s important to interact with your client with them in mind. How do YOU feel about this week’s tip? Post comments here.
Simply inserting the word “you” into a question to your client can make a big difference in your interactions and success. Begin every conversation from the “you” point of view. For example: “What are your thoughts on …?”
Filed under: ESP Updates and Tips, General
Hi there, everybody! Do you have a question about an ASI product or service? Ask me! If you are interested in learning neat tips and tricks about ESP and other products, read this column! And hey, if it generates a question or an interest in another topic for next time, email me!
This is the new one stop location for all things ASI Knowledgebase, from member benefits to product searching, the sky is the limit – so sit back and let the learning begin!
Filed under: Fun, Sales Tip
This week’s sales tip, provided by Advantages magazine, reminds us that clients have other options when it comes to buying. It is important to form a special bond that the client can’t get from anywhere. Check out this new sales tip and let us know what you think - how do you form connections with your clients? Post comments here.
your clients can buy from anyone or any catalog or website. But making an emotional connection with your clients can work wonders in forming bonds they won’t break for a cheaper price. Share stories that will interest them. Remember their big life events. Send handwritten notes.
Filed under: Fun, General, Uncategorized
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
February 26, 2014
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.
Filed under: Education, Fun, General, Tip of the Day
Data breaches and security seem to be in the news a lot lately. LinkedIn and Target were recently hacked, and now Apple has come out and admitted a serious security flaw in its mobile operating system.
Now more than ever, distributors have to be absolutely sure that their customer information is protected. Counselor’s cover story for March is all over data security and how you can protect yourself. Read on for more, and in the meantime here are the Top 10 worst passwords to use.
February 19, 2014
Filed under: Sales Tip
For whatever the reason, orders get screwed up. It’s an inevitable fact of doing business in any product-based industry like ours. But just because you err doesn’t mean you can’t fix the situation, or even improve your image in the long run. This week’s sales tip, provided by Advantages magazine, gives some sound advice on how to fix a sticky situation.
Is the order screwed up? Don’t despair. There are steps you can take to save face with your clients, and maybe even become their hero. Why not try the following? 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.
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