Posts Tagged ideas

An Economic Lesson from the Past

An enterprising early-American offers inspiration and a review of basic economic principles.

An enterprising early-American offers inspiration and a review of basic economic principles.

In 1806, Fred Tudor departed Boston and arrived in the Caribbean port of Martinique with a shipload of ice harvested from his dad’s pond in the dead of winter. Despite naysayers, Tudor made the ice last by insulating it with sawdust and hay.

The first day of Tudor’s arrival was a smashing success with people paying high prices for the ice. But the next day brought about a problem. All the ice had been unloaded but, in an act of misguided kindness, the boys at the dock had washed off the insulation. This created a puddle of water and lots of screaming people offering to pay any price for the ice they now missed. Thus, Tudor’s ice idea was a failure.

Tudor returned to Boston, poorer but wiser. Yet he had learned two key parts of marketing—the importance of adequate storage and the profitability of high demand in the face of scarce supplies. He set about raising new capital and bought the rights to harvest ice from several local ponds. Travel got risky as the War of 1812 broke out and he put his plans on hold. After the war, however, Tudor sent a ship to Havana—not with ice but with thick cedar planking and sawdust—and built an icehouse to keep the ice fresh. Then he had ice delivered to test whether the icehouse worked. It did.

Next, Tudor asked for a 10-year exclusive contract to be the sole ice supplier in Cuba and Martinique. No one thought it was a big deal since folks were not used to having ice in those locales. Then he started giving the ice away, especially to bartenders, along with exotic frosty drink recipes. The free ice created a demand, so Tudor began charging higher and higher prices. (Remember, he held exclusive rights.)

This ingenious marketing concept was later adopted by King Gillette and is commonly called the razor or razorblade theory. It works because the company practically gives the razor away and once customers need new blades they find only your blades fit that razor.
Tudor returned to New England, bought up the ice rights of hundreds of ponds and commissioned the manufacture of huge ice saws to cut ice blocks from the ponds. He compounded the strategy throughout the South; it’s been said he invented the mint julep just to sell more ice. For 80 years, Tudor and his heirs were the “Ice Kings” of America, all from a product nature supplies for free. And he became a multimillionaire in the process.

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ROI Sells

The Sixth Sense

Are you incorporating The Sixth Sense into your selling strategies? If you’re not selling with heart and passion, my guess is you’re not delivering the value end buyers, promotional consultants and distributors not only expect but demand in today’s market. Joe Scott, MAS, provides a telling observation. He views the shifting sands of media in a weak economy as a distinct advantage for our industry. As Scott states, “A lot of organizations are decreasing their marketing presence during this economy. If they switch to an engaging medium like ours they’re going to get noticed, and they will be able to track ROI. We have a phenomenal opportunity in front of us. We just need to realize we have the best promotional solution there is—end of story.”

If that doesn’t get you fired up about your chosen profession I don’t know what will. Hall of Famer Bill Bywater, my mentor and rabbi, has always told me to follow the dollar. His clear, simple advice is more applicable today than ever. No matter the overall economic conditions, there are always industries that are prospering. Whether you agree with the recent stimulus package adopted by our congressional leaders or not, the legislation offers insights to selling opportunities. Firms focusing on engineering, environmental concerns and energy to name just a few will benefit from well-conceived strategies that include our products as they communicate their capabilities. A call to your state economist may be one of the best calls you make this year. Find out about conditions in your state and capitalize on the opportunities they represent.

The present times may be the most difficult you have ever experienced in this business or any other. And because it’s not business as usual, it’s more important than ever to get back to FUNdamentals. If you’re not having fun it shows. Enthusiasm breeds enthusiasm, and there is no doubt in my mind that enthusiasm breeds sales. And besides, which of your clients would not benefit from a messenger delivering a positive, results-oriented solution. Former Board Chair Paul Kiewiet, MAS, CIP, once told me a story about Kellogg’s and its advertising strategy during the Great Depression when its chairman astutely decided to double its spend on marketing and advertising. In the 1930s there were more than 60 cereal companies in the U.S. Today you can count the players on one hand.

Former PPAI board member Joel Schaffer, MAS, has been delivering webinars to distributors telling them “where to go.” He has carefully assessed top buyers in our industry as researched by PPAI and determined new opportunities in healthcare, professional services and fund raising. Joel has diligently studied the markets and shares his findings with passion. No doubt other suppliers are doing the same. This is yet another illustration of the importance of the distributor-supplier relationship and why heart connections make such a difference. As Benjamin Franklin so wisely stated, “If we do not hang together, we shall surely hang separately.”

Tell your stories in ways that create attention. I believe ROI is best understood when we define it with our real life experiences. The result is real value, and the picture you paint becomes one every buyer not only understands but relates to in a personal, sensory way. Like Chip and Dan Heath, authors of Made to Stick, I believe we make heart connections when our selling strategies employ simple, unexpected, concrete, credible, emotional stories.

For me it’s the canvas backpack from Two Fingers Tequila I received while walking down the pedestrian mall at Arizona State University more than 30 years ago, the 1940s hand fan from the Lennarson Swanson Funeral/Furniture/Hardware Store that serves as my personal air conditioner, the 1970s bottle opener advertising my father’s Chevrolet Oldsmobile dealership or the satin jewelry roll I received just last year when I purchased shoes for The PPAI Expo Awards Dinner. There’s no doubt where I’ll shop for my next pair. The services we provide and the products we sell result in tangible, effective connections. Even though some of the businesses they advertise are long gone, the products employed to create customer loyalty remain to be seen and are used lovingly yet today. Think about your stories and share them with passion. Your ability to deliver results is another important component of the FUNdamentals.

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Great Sales Tips during a downturn…

Make a compelling offer

It seems like everywhere you turn there are ideas and tips for selling your way through the recession. But how many of them actually work? Here are a few no-brainers that have risen to the top of the “What do we do now?” pile.

1. Include a compelling offer in your ads
Use free information about your products or services to produce inquiries or interest in your website.

2. Get contact information and follow up
Most customers don’t buy the first time.

3. Eliminate risk
The biggest reason people don’t purchase things they want or need is that they don’t want to risk disappointment or, worse, losing money. Eliminate this risk with liberal money-back guarantees.

4. Excite customers
Sending thank-you notes and gifting them with free trips or coupons will make customers like you and recommend you to others.

5. Make it easy to buy
Create several points where customers can make purchases on your website.

6. Charge more
Frequently when customers balk at prices it’s because the reason isn’t justified. Make sure to explain your value to prospects.

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Valentine’s Day Themed Promotions

Heart Themed Valentine's Day Promotions

Heart Themed Valentine's Day Promotions

Valentines Day is just around the corner, do you have your holiday promotional items yet?

While Valentines Day is traditionally a holiday for sweethearts, it’s also become a popular holiday for special sales and marketing campaigns with slogans like “We’ve got a sweetheart of a deal for you”. If you’re using giveaways for promotion and advertising, a Valentines Day gift campaign could work very well for you.

Gallant has a large variety of heart shaped gifts and Valentine themed promotional ready for your logo!

Check out a sample of out Heart Promotions here.

For more information go to GallantGifts.com or call 1-800-330-1343 for a custom quote!

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Cool Promotional Ideas – Customized Napkin NotePad

POWER NAPKIN
The Napkin Notebook, which is available with one- or two-ply sheets, is made with linen-embossed or coin-edge cocktail napkins. Get it with 10 or 15 pages for a memorable retreat giveaway or off site meeting tool.
Call 800-GALLANT(330-1343)
for a custom quote

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Promotional Packaging that POP’s


Ensuring the contents of a package are delicious is at the core of our business,
but the packaging itself is equally important — in fact, it can be the deciding factor during a sale.

When developing new packages, we always consider color trends and the latest packaging materials. We also assess what is available through retails channels and global sources, and strive to create packages that are current yet corporate.

Because we drop-ship many gifts directly to end-users, how a package arrives is critical. We have a protocol that’s quite rigorous yet fun — we take the product, package it inside the proposed master carton and start the testing process, which includes conducting the “courier drop kick” test across the parking lot. We’ve also been known to ship a package across the country and back again just to make sure the beautiful packaging still looks that way when it arrives.

The Evolve drinkware line is eco-friendly — and so is the packaging. In a recent survey, distributors told us that the overwhelming top-two product lines their customers requested in eco-friendly materials are packaging and drinkware. We’ve combined both by working with a U.S. vendor to create eco-friendly packaging for biodegradable drinkware.

Embossed Labels – embossed labels add a professional touch to boxes and envelopes.

Packaging has always been what makes the proverbial “first impression” when marketing a product. Hence, the amount of research and time that goes into preparing products for the shelves and consumers. It makes sense to apply those same concepts to packages, boxes, bags and specialty envelopes used in the promotional world. Can you imagine how your spouse or significant other would feel if you gave him or her a gift in a plastic grocery bag? What does that say about the time and preparation you invested?

We often receive requests to use our embossed labels on boxes or envelopes. The labels provide a cost-effective yet professional-looking means to dress up a package or envelope, even those just containing invoices. Likewise, a company can use labels to celebrate anniversaries or special events without more costly custom-printed packaging.

Patented Self-Locking Gift Box and 2-Piece Gift Box
A mug is a mug, and a coaster is a coaster — both commodity items that can be fairly boring and unappreciated when given as standalone gifts.
But add some gift packaging and a little creativity, and your gift will never be forgotten.

Everyone enjoys opening a present. Remember those holiday mornings spent anxiously waiting to see what was in all of those boxes? The same holds true for gift-giving all year round, as the anticipation of unveiling “what’s in the box” creates excitement and a feeling of gratitude toward the gift-giver even before the box is opened. Charles believes that packaging is one of the most important aspects of gift-giving; therefore, every
Charles gift item comes in attractive, designer gift packaging — most at no additional charge. Take that mug and put it in a designer box, maybe with some coffee or candy, and a mug will never be just a mug again.

Retreat Mini Doctor’s Kit -

Unique miniature doctor’s bag holds all the makings of an at-home spa treatment.
SafeHaven learned long ago the importance of product presentation — after all, that’s what promotional products are all about. First impressions are very important as they can attract or distract, excite or disappoint recipients in seconds. The packaging and first-impression communication is important as it presents the good will, value, emotions and integrity of the giver. For example, handing out a personal-care item sends a “caring” message. People respond very well to those whom they feel care about them.

Case Study: A medical-industry company was hosting its sales meeting and retreat. The distributor chose the Mini Dr’s Bag with customized contents including golf items and sunscreen and added the tag line: “Day of Golf — Dr.’s Orders!” The item was a hit with all the recipients; it was adorable, useful and fit easily into their suitcases to take home.

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Promotional Lanyards 101

Lanyards are a staple in the promotional products industry,
but selling them can be daunting when there are so many options of materials and attachments. If you focus on the major requirements of lanyards, the process can easily be simplified.
It is definitely worth the time to present this product for your customer’s programs because most companies will buy lanyards at one time or another and repeat orders are common. Once you put in the initial work, the results of lanyards placed in your programs can be very beneficial.
But which lanyard to choose? The answer is simple if you identify your customer’s needs. Once you identify the needs of the promotion, you can easily find the right lanyard to fit the client’s expectations.

When asked about how to provide lanyards, here are the steps I recommend they ask yourself to help them determine the best lanyard for the job:

Identity Your Budget.
Lanyards range dramatically in price based on the imprint method, style, quantity and attachments. So, figure out how much money your client has to spend, and investigate the options that fit their budget. For example, if you know they would like the least-expensive lanyard, you can offer an economical polyester over a dye sublimation lanyard.
Do Some Logo Evaluation.
Often the imprint will determine the best lanyard choice for your customer. The imprint area is quite small on lanyards; therefore, choosing the best material and imprint method for the job is pertinent. If you’re working with a logo with multiple colors or fine details, a dye sublimation lanyard may best accomplish the look. If the logo is simple, a screen-printed lanyard is a great option. The fonts also make a difference in determining the best material. For example, if the logo is a serif font, it will require a very smooth, flat material, such as polyester or cotton.
If the logo has a bold, block-style imprint, then a nylon material is best. Does your customer want a PMS color-match on the imprint? Be aware that some materials allow for that, while others do not. Lanyards come in several different widths ranging from 3/8-inch to 1-inch. A more detailed logo will require a wider imprint area.
Identify the Lead Time – Call Gallant for Special Import Pricing….
How soon does your customer need the lanyards? Lanyard suppliers can finish some processes, such as screen printing, much faster than other options, including dye sublimation or woven lanyards. Timing can greatly affect your decision. Is your customer able to consider an overseas quote, or did he or she forget to order lanyards that are needed the next day? Ask your supplier if they have options available on a same- or next-day ship program to accommodate fast turnarounds. Once you determine the lead time, you will be able to evaluate how extensive your options are.
Don’t Forget About Attachments.
One of the most confusing aspects of ordering lanyards is sorting through all of the attachment options. When you discuss this with your client, be sure to ask, “What do you want or need to connect to the lanyard?” It may be a badge holder, key card, cell phone, lip balm or keys. No matter what it is, the product must have a hole or other connection device. Here is a safe way to consider the appropriate attachment:
If a badge has a rounded hole, a swivel hook or j-hook style attachment is your best option. If the badge has a rectangular slot, a bulldog clip is ideal. If there is no slot for an attachment, you will need a bulldog clip attachment with pads included to hold a credit-card style badge firmly. Many badges come with their own attachment device, such as a bulldog clip. If the badge has a bulldog clip, it will clip sufficiently to the split ring or o-ring of the lanyard.
Lanyards can be assembled with metal or plastic components. Both options are quite sturdy and similar in price. But determining your audience will help establish the appropriate components. For example, metal crimps are a great recommendation for schools as they are hard to pry apart. However, plastic may be a better option if your customer wants a very clean, finished look. Also, lanyards have the option of a convenience release. Always remember to ask if your customer wants a convenience release on their lanyards.
Consider the Type of Event.
You can be really creative with lanyards. Consider asking questions such as: “Will you use the lanyard for a one-day event or for multiple occasions?” “Will the end users wear the lanyard every day at work?” “Is there a theme for the event?” Depending on the answers, you can better determine the best lanyard. For example, if the end users will wear the lanyard every day for work, white may not be a good color suggestion. Also, they may want a snap buckle release to scan an entry pass. If there is a theme, such as a Hawaiian luau, choose a fun dye-sublimated Hawaiian floral pattern for the background. If it is a one-day event, you can substitute a water bottle strap or an eyewear retainer to double as the lanyard for the day. Afterward, the end user has something to keep long term — extending the life of the promotion!
Most important, use the expert knowledge of your favorite suppliers.
If you are ever uncertain of which style to choose, call your lanyard supplier and let them walk you through the process. The more information you can provide, the better your supplier can determine the best lanyard for your promotion. With the information you collected from the above considerations, we are able to easily make recommendations your clients will be thrilled about.

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Desk Promotions – Customized Calculators

DO THE WAVE – for Big Time Desk Promotions

Who knew basic math could be fun?
The Wave Calculator adds a burst of unexpected color and motion to an ordinary calculator, with red or blue swirling liquid on the side. Batteries are included, so you can start calculating right away.
Call 800-GALLANT(330-1343)for a custom quote

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HR Article – Motivating Staff after Layoffs

Handle With Care: Motivating After Layoffs

Back in February, Womble Carlyle Sandridge & Rice did something that law firms rarely do: It streamlined its workforce by laying off 45 support staff in its 11 offices along the East Coast.”This was quite a blow,” says Carmen Canales, chief talent officer at the law firm, based in Winston-Salem, N.C. “People were in fact scared and surprised, because for a law firm or professional services environment, this is not something that happens every day.”Layoffs are among HR’s worst nightmares. Telling people they’ve lost their job can be a difficult or even traumatic experience, not just for HR or the employees about to leave, but also for the employees who remain. Numerous questions pop up in their minds. Will there be more layoffs? Were the other employees treated fairly? Will I be next?Many HR professionals are savvy at helping fragile employees who’ve lost their jobs transition to new careers or employers. Offering severance packages, a job search counselor, training and other forms of assistance is common. However, HR must pay close attention to all workers, not just those left behind. Productivity and job satisfaction can plunge if employees aren’t motivated, engaged, treated fairly, reassured and kept continuously in the loop.
Promote the Truth
Almost every day, newspaper headlines announce employee layoffs. Ford Motor Co., Starbucks, United and Continental airlines, Polaroid Corp.…the list seems endless of employers that are closing plants, downsizing or streamlining their business operations.Womble found itself in the same predicament. This was the first layoff the company had ever experienced. Still, Canales suspected everything would turn out well if the people who were being laid off were treated fairly and if the remaining employees knew it. So on that fateful Tuesday, 45 employees were notified that they would lose their jobs. Canales says what came next softened the blow. They were offered immediate support or counseling by a local outplacement firm. Some received severance pay for one month, others for longer. They could also attend a series of how-to workshops that covered a variety of topics, such as interviewing or résumé-writing techniques or depending upon their position and tenure, could work with a personal job coach for several months. That same day, the remaining 1,500 employees were told about the layoffs through a series of meetings and individual conversations with management. Canales says discussions revolved around why the layoffs were necessary, what the former workers received and how the firm would proceed. Canales adds that the firm’s managing member—Keith Vaughan—traveled to every office over the next several weeks to help ease employees’ fears and address their questions about the firm’s plans for the future. By having an effective communication outlet, employees could talk about changes in a positive way and see how they could be more productive.”We did have lots of meetings,” Canales says. “We told them that people were offered fair transition services, that we had a good strategic plan in place with the right amount of staff. We said, ‘We’re happy to have you here and want to know what we can do to make you feel more comfortable.’”Since then, she says, managers constantly engage employees by encouraging them to come forward with creative ideas on how their office could be more efficient.”That’s motivating, because people are starting to see that what they say matters,” Canales says. “We’ll keep asking [for their input] and where possible, use it to [impact] the strategy of the firm to serve our clients and talent well, to keep the talent we have here, keeping them happy and engaged.” Open Communication Many companies still believe it’s best to provide employees with minimal information about layoffs to prevent them from talking about it. But just the opposite is true. “In the absence of information, people make up stuff and panic,” says Simma Lieberman, who owns a business consulting firm that bears her name in Albany, Calif. “There’s resentment, and they get very paranoid. HR needs to stand up for those being laid off in terms of how they’re treated and the benefits they get.”As an example, she points to one technology company that hired her several years ago to deal with the aftermath of a layoff. The company laid off more than 200 people, many of whom were preparing for retirement. They received no benefits except outplacement services for one day. Security guards escorted them out of the building. Senior management didn’t provide any explanations or communicate with existing staff about what had occurred, which turned otherwise loyal employees against the company.”It was horrific what the company had done,” says Lieberman. “The remaining employees were so demoralized. I couldn’t fix it.”Not every layoff is a one-time deal. Companies frequently engage in several rounds that create workplace anxiety and tension, which in turn negatively impacts the workforce.Back in the early 1990s, when Ron McKinley was the vice president of Long John Silver’s fast-service seafood chain, he says half of the 600 employees at the company’s headquarters lost their jobs through a series of layoffs.Tensions rose. Some employees started to panic. So McKinley went from unit to unit, talking with employees in small groups.”I said, ‘The very best thing anybody can do to prevent being laid off is to do his job well,’”says McKinley, now vice president of HR at Cincinnati Children’s Hospital Medical Center in Ohio. For some, just talking it out helped relieve their anxiety. For others who were more visibly stressed, he told them they could be jeopardizing their health and suggested that if they wanted to quit, HR would help them write a résumé and find another job. This type of approach demonstrates compassion. He says it helps employees have closure and gracefully exit the workplace with their self-respect and dignity intact.The same holds true for employees who will not be laid off. HR needs to engage them in conversations, too. Tell them that they won’t be affected and to keep performing at their high level, which at the very least, will boost their morale.Meanwhile, McKinley suggests that HR cover its bases by administering a few small “pulse” surveys. He says that’s partly how his department finds out about employee confusion, ugly rumors or if there are employees—such as new hires—who are in the dark.

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Fresh Promos: Personalized Perfumes and Cologne

Customized Polo Ralph Lauren Perfume

Customized Polo Ralph Lauren Perfume

Freshen up with these Personalized Perfumes & Cologne

Complexion Mist is a soothing, alcohol-free hydrating mist ideal for outdoor events or tournaments. The spray, which is offered in 100 mouthwatering fragrances such as honey, coco, mango and passion fruit, is packaged in a brushed aluminum or clear plastic spray bottle topped off with a clear or silver atomizer.
2 Oz. Body Mist

2 Oz. Body Mist

Call 800-GALLANT(330-1343) for a custom quote

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