A few years back I was speaking at Fruit of the Loom’s national sales meeting, I had the pleasure of sharing the stage with a gentleman whose name escapes me, however, his message during our offstage conversations still resonates with me today.
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What do you do when a prospect tells you they can buy the promotional products you’re recommending cheaper on the Internet?
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I recently returned from a few days at Disneyland. My wife and I agreed to be chaperones for Grad Nite. On Grad Nite, Disneyland is open until 2 a.m. with just high school graduates and their chaperones. (It sounded like a good idea at the time.) I’m sure this goes on at locations all around the country, but being from Southern California, Disneyland is the place to be.
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Many promotional products professionals are really getting beat up on price and see the industry’s products becoming commodities. Many people tell me that their customers are demanding them to match or beat impossibly low prices. What is happening out there?
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You would think that $2 a slice is referring to buying pizza by the slice, but in this case, I’m referring to slicing a piece of paper—one piece of paper.
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There is a market of around $20 billion dollars for what you’ve got to sell. Most of us would be very happy with just a few crumbs from that table. So what’s holding you back?
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Some topics never really go away. Like “the wave” in a stadium, an issue comes around… there is a lot of standing up, screaming, arm waving, then it passes by just as quickly as it came. The topic making the rounds is the current challenge to the longstanding supplier-distributor relationship model our industry is accustomed to.
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There’s no avoiding the fact that safe and compliant promo products come at a price. Rarely is a product that has been manufactured and shipped in a socially responsible and safe manner without a competitor in the marketplace at a lower price.
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When you receive end quantity pricing from a promotional products supplier, do you pass it on to your client?
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Even as a commodity, what we sell is a branding and awareness-building staple. It’s fascinating to me that those who degrade our industry with fervor STILL use these products.
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