Melinda Gleghorn, MAS
Regional Sales Manager
Victorinox Swiss Army, Inc.
UPIC: swisarmy
The best insurance against losing an employee to a competitor is prevention. Employee-retention programs are effective tools for end users and invaluable to distributors and suppliers, as well. Good salespeople can be hard to come by, and recruiting is a fact of life. If it’s not being done by your competition, the salesperson is sure to be contacted via LinkedIn or other networking groups.

The regional associations with whom I’m associated strongly discourage competitor recruiting at their networking events and tradeshows. If there is an industry-wide standard, I’m not aware.

Again, I’d like to emphasize employee satisfaction. Those shown appreciation for a job well done, fairly compensated and fully engaged will make difficult targets for your competitors.

Michael Emoff
Owner
Shumsky
UPIC: SHUMSKY
Our industry is built in such a fractional way that there will never be standards for ethical recruiting. Unfortunately, the reality is that you should expect poachers and other aggressive recruiters to grasp for anything that appears to be better than what they have. In fact, I believe you will see more of this as larger companies feel pressure to show bottom-line performance. In addition, in today’s world of high connectivity, many industry professionals are interconnected on Facebook, LinkedIn, Twitter, etc., and you will never be able to keep your employees under the radarscope no matter how hard you try. Here is my advice to protect your investment: 1) If possible, implement (or refresh) a non-compete agreement with your sales reps. 2) Do your best to keep your employees happy  (for example, provide a fair compensation plan, provide a fun and productive work environment, keep teaching and mentoring). 3) Repeat step two.

Murray Siegel, CAS
Marketing Director
Towel Specialties
UPIC: TOWLSPEC
While this is a nagging problem, and you have my sympathy, it is impossible to regulate this type of behavior in our industry. There are many people who are paid a bounty for recruiting, so they will use all means necessary to acquire leads. Your response is to do your homework, learn what to do to keep your reps happy and make them see that the grass may not be greener on the other side. But remember, the grass just might be greener, which means that your sales reps might eventually seek out other opportunities and eventually leave anyway. You also need to weigh if the benefit that you gain from publishing the rep roster on your website is greater than the risk of losing the reps.

Matt Kaspari
Brand Loyalist
Kaspo, Inc.
UPIC: Kaspo705
If you are doing your job as a business owner, your team will want to stay with you. It is unfortunate that there are people in our industry who are not creative enough to build their own teams and have to cherry-pick. Anyone on my team who wants to work for a company that practices business this way may not be a good fit for my culture or my team. Remember that the people on your team can work for anyone they wish. Make your place to work a place at which people choose to work.

Gary M. Murphy, CAS
President
Image West
UPIC: IMAG0007
Take the high road and write to this individual or company. Merely inform them that you are aware of their misguided practices for recruitment and, in the same breath, thank them for acknowledging the fact that your personnel are so creditable they’d like to employ their services. Possibly sarcastic, this is reality, and you morally don’t appreciate their waning ethics for recruitment.

Cathy Kyle, MAS
Owner
Kyle Promotions
UPIC: KYLEPRO
I rate the practice of recruiting salespeople from their current distributorships somewhere between disturbing and despicable. It’s a lot like shootin’ fish in a barrel. It’s disappointing that the very services we pay to use also provide a platform for other distributors to recruit from our ranks. Sadly, no one thinks anything of it anymore, as it’s the way of the world.

Vern Smith
Principal
Chenango Graphic
UPIC: cgraphic
Many large distributors push the ethics envelope in their thirst for new blood. As an independent, I don’t mind being asked to consider changing (I am contacted on a regular basis.), but if I knew information intended for clients was being used by headhunters I would not be pleased. Some corporate entities that have a presence in both the supplier and distributor arenas may be using “find a distributor” links to craft their recruiting lists. They know who they are, and they feel that it is okay as long as they can get away with it.

>> Answer Our Question
A Supplier Asks: Last year we introduced a new fashion product to the industry. A distributor said its client, a well-known celebrity, was interested in adding our product to the client’s retail line, so we sent random samples and designed numerous virtual images for the distributor. After following up, we didn’t hear from the distributor again and never received an order. Recently, we saw the product for sale on the celebrity’s website, using a slightly modified version of the layout we created. When we called the distributor to ask what happened and why we didn’t get the order, we were told: “Oh, the client really beat us up on the price, so we went direct to a Chinese factory.” What would you do?

What’s your answer? E-mail answers along with your name, title and company name to Question@ppai.org by May 31 for possible inclusion in an upcoming issue of PPB magazine.

Mad Hatter Promotions, Ltd.
Richard Tidd, Owner
PPAI# 256397 UPIC: madhattr

1.            How did your company get its start?
One day, a guy I knew asked me to help him sell t-shirts. I gave him $3,000. A year later, when the business didn’t work out, I took it over with a friend of mine. We operated it together for 18 years, and for the past 5 years I’ve run it alone.

We got into promotional products in 2002, and today they account for about 55 percent of our business. Originally, we were called Mad Hatter Screen Printing and Embroidery, but adopted Mad Hatter Promotions to reflect the change. This year we’re expanding with the purchase of an enclosed trailer. We’ve found a lot of success in the tournament market—baseball, softball and the like—and a trailer will save us the hassle of setting up a tent and booths everywhere we go. It also helps establish a new, retail element of our business.

2.            What’s your favorite thing about being in the promotional products industry?
In the promotional products business, every day is like Christmas. You work with a customer to develop a product, and you don’t see it until it arrives at the shop. Open the package, and there’s something you’ve created. We’re always creating something new. We don’t have a niche clientele, so they come from all over the community. I enjoy helping people become successful, and it’s made me successful.

3.            When did you know that you wanted to work in this industry?
It wasn’t that we decided we wanted to move into the promotional products business. It was more of a defensive move. Our customers told us about promotional products businesses selling t-shirts, so we returned the favor and started selling promotional products. Since then, we’ve grown and learned the industry, and now it’s more than half of our business. It’s not only given us more to offer our existing customers, but brought new clients to us as well.

4.            Why did you join PPAI?
We’ve used SAGE for a number of years. It made sense to us to take advantage of what PPAI had to offer, particularly if we’d be paying the same amount. And while we are still determining which of PPAI’s benefits work best for us, I do appreciate an organization that’s working for us.

DistributorCentral (UPIC: DC)—Jason Nokes, promoted to president and COO; David Shultz, vice president of operations; Tiffany Tarr, vice president of sales

Distributors

Boundless Network (UPIC: Bound784)—Sarah Philips promoted to supplier relations manager

Club Colors (UPIC: CLUBCO)—Jason Abrahams, marketing manager

EME Promotional Products (UPIC: E532363)—Lauren Fox, vice president

Guy Brown Management (UPIC: GUYBRO)—Rob Beckley, strategic account manager; Rebecca Randall, client services coordinator

HALO Branded Solutions (UPIC: HBS)—Eric Ekstrand, MAS, vice president of sales for the Mid-Atlantic region

Image Source (UPIC: IMAGESCE)—Sheryl Williams, promoted to vice president of finance and operations

Newton Manufacturing (UPIC: NEWTON)—Dan Livengood, promoted to senior sales manager of business and professional development; Kevin Peska, promoted to senior sales manager, Western region

PrintGlobe (UPIC: PrintGlo)—Dena Largent, staffing specialist; Adrienne Jimenez and Priscilla Stevens, account managers

Promo Depot, Inc. (UPIC: PROMDPT)—Rick Ard, promoted to president

Suppliers

Beacon Promotions, Inc. (UPIC: BEACONP)—Kristin Altenburg, Dawn Muhlbauer and Lisa Pelzel, inside sales representatives

The Corporate Marketplace (UPIC: TCMPI)—Mary Anne Fontana of Mid Atlantic Factory Reps (UPIC: MAFReps) to represent the company in the Mid-Atlantic states

Mid-Nite Snax (UPIC: midnite)—Margaret Dengler, marketing director; Michael Fisher of Modern Flare Sales (UPIC: MODEP003) to represent the company in Canada, and Todd Turquand of Top Shelf Marketing to represent the company in Southern California

>>In Memoriam: MiPPA Executive Director Donna Hall
On February 25, Donna Hall, executive director of the Michigan Promotional Products Association (MiPPA), passed away at her home after a long illness. She was 61.

Hall was a graduate of Redford Union High School in Redford, Michigan, and received an accounting degree from Eastern Michigan University in 1975. She was a member of the Belleville Area Chamber of Commerce and formerly treasurer of Van Buren Township. Hall also belonged to the Moose, the Eagles and the Goodfellows.

She is survived by her daughter, Shari Keith, her father, Richard Denton, and four siblings: Mike Denton, Lori Mazzola, James Jameson and Mark Denton. She was preceded in death by her husband, John Esser, and mother, Ruth Denton.

Services were held on March 3 at St. Anthony’s Catholic Church in Belleville, Michigan. Memorial contributions may be made to the Cholangiocarcinoma Foundation for research, Angela Hospice or to St. Anthony’s.

In a memorial piece on the MiPPA website, Roger Burnett, RAC vice president and former president of the MiPPA board, recalled an exchange in which Hall encouraged him to “Do something big, don’t be afraid.” He wrote: “The big idea that Donna so believed in is still alive today, and, in her honor, I look forward to the opportunity to take the lessons on character that Donna gave me and use them to make our vision a reality. In doing so, we perpetuate the legacy of those that came before us. It’s good for me, it’s good for the industry. That’s paying it forward—Donna Hall-style.”

May 1-4
SAGE Seminar Series
SAGE Quick Technologies, Inc.
Richmond, Virginia; Raleigh and Charlotte, North Carolina; Greenville, South Carolina

May 4-5
ISS Columbus
Imprinted Sportswear Shows
Columbus, Ohio
www.issshows.com

May 8-10
ASI New York
Advertising Specialty Institute
New York, New York
www.asicentral.com

May 10-11
PMANC Showcase
Promotional Marketing Association of Northern California
Monterey, California
www.pmanc.com

May 15
ASI Advantages Roadshow
Advertising Specialty Institute
Denver, Colorado
www.advantagesroadshow.com

May 15-16
UMAPP Annual Golf Tournament and Booth Show
Upper Midwest Association of Promotional Professionals
St. Paul, Minnesota
www.umapp.org

May 15-16
NWPMA Spring Showcase
Northwest Promotional Marketing Association
Portland, Oregon
www.nwpma.org

May 22-24
SAGE Seminar Series
SAGE Quick Technologies, Inc.
Pittsburgh, Pennsylvania; Cleveland, Ohio; Detroit, Michigan
www.sageworld.com

May 23-25
ASI Advantages Roadshow
Advertising Specialty Institute
Vancouver, British Colombia; Calgary and Edmonton, Alberta
www.advantagesroadshow.com

May 31
ASI Advantages Roadshow
Advertising Specialty Institute
Houston, Texas
www.advantagesroadshow.com

June 3-6
PROMOTIONS EAST
Specialty Advertising Association of Greater New York
Atlantic City, New Jersey
www.promotionseast.com

June 12-14
Sage Seminar Series
SAGE Quick Technologies, Inc.
Denver, Colorado; Phoenix and Tucson, Arizona
www.sageworld.com

June 19-22
SAGE Seminar Series
SAGE Quick Technologies, Inc.
New Orleans and Baton Rouge, Louisiana; Houston and San Antonio, Texas
www.sageworld.com

June 20
PPAI Executive Directors Learning Forum
Promotional Products Association International
Grapevine, Texas
www.ppai.org

June 20-22
RAC Leadership Development Workshop
Regional Association Council
Grapevine, Texas
www.regionalassociation.org

June 27-29
SAGE Seminar Series
SAGE Quick Technologies, Inc.
Jacksonville, Tampa and Ft. Lauderdale, Florida
www.sageworld.com

July 10-12
SAGE Seminar Series
SAGE Quick Technologies, Inc.
San Diego, Santa Ana and Oxnard, California
www.sageworld.com

July 17-19
ASI Chicago
Advertising Specialty Institute
Chicago, Illinois
www.asicentral.com

July 23-25
PPAI Women’s Leadership Conference
Promotional Products Association International
Indianapolis, Indiana
www.ppai.org

July 24-25
SAGE Seminar Series
SAGE Quick Technologies, Inc.
Portland, Oregon; Seattle, Washington
www.sageworld.com

August 8-9
SAAC Show
Specialty Advertising Association of California
Long Beach, California
www.saac.net

August 15-16
PPAMS MidSouth PromoShow
Promotional Products Association of the Mid-South
Nashville, Tennessee
www.ppams.com

August 19-20
MAPPS Show
SAGE Quick Technologies, Inc.
Dallas, Texas
www.sageworld.com

August 21
UMAPP “Selling Solutions Showcase”
Upper Midwest Association of Promotional Professionals
Bloomington, Minnesota
www.umapp.org

August 22
HPPA Hot Stuff Expo
Houston Promotional Products Association
Houston, Texas
www.houstonppa.org

August 22-23
PPAF Expo
Promotional Products Association of Florida
Orlando, Florida
www.ppaf.com

August 22-23
PPAM Holiday Showcase
Promotional Products Association Midwest
St. Louis and Kansas City, Missouri
www.ppam.org

August 28-29
AzPPA 2012 Expo
Arizona Promotional Products Association
Phoenix, Arizona
www.axppa.net

August 30
GAPPP Holiday Showcase
Georgia Association of Promotional Products Professionals
Atlanta, Georgia
www.gappp.org

August 30
TSPPA Fall Show
Tri-State Promotional Professionals Association
Mason, Ohio
www.tsppa.org

In 2008, the Florida legislature passed a home healthcare bill that, within its 28 pages, included a provision outlawing the giving of “remuneration of any size” to doctors, nurses or any referral source in healthcare. While the intent was to outlaw big honoraria, country club memberships, cruises, etc., from being given to these individuals in exchange for their endorsement or referrals, the legislation was written so broadly that it also prohibited pens, notepads, coasters or any other product businesses might use to help promote their brand to healthcare professionals.

Promotional products, at the time, were not on Florida legislators’ radar. Upon becoming aware of the law, GCPPA and PPAFlorida instituted a campaign to build awareness about the promotional products industry in the state capitol and to push for a change in the law.

After two legislative sessions, the tireless work of Mary Ann Stiles of Stiles & Grace, P.A., the lobbyist representing the industry in Tallahassee; two promotional products days in the state capitol; and the work of Senator Jack Latvala and Representative Jim Frishe, who sponsored the amendment, the legislation that rectified the 2008 law passed in the final minutes of the 2012 session. The language amending the 2008 law was included in House Bill 787 relating to nursing care.

PPAFlorida’s Wayne Greenberg, MAS, of JB of Florida-A Division of Geiger, who helped develop and push the legislative reform program, says: “You can’t give up. In Florida, there are 2,000 bills introduced in the legislature in an average session. Maybe 70 make it to floor for discussion. The numbers are so great; don’t give up if in the first year or two your amendment doesn’t make it through. Keep at it and consider it part of the learning process for those you need to pass it. Don’t for a second think a politician knows what a promotional product is.”

The amendment to the earlier law dictating no remuneration at any level changes to the language to read: ‘Remuneration’ means any payment or other benefit made directly or indirectly, overtly or covertly, in cash or in kind. However, if the term is used in any provision of law relating to healthcare providers, the term does not apply to an item that has an individual value of up to $15, including, but not limited to, a plaque, a certificate, a trophy or a novelty item that is intended solely for presentation or is customarily given away solely for promotional, recognition or advertising purposes.”

“It was a challenge, but if everyone works together, it can get done,” says Joseph Miller, co-owner of AIA-LogoTools and GCPPA’s RAC delegate, and one of the architects of the Florida associations’ initiative. “We only succeeded with the support of our constituents, who not only contributed their resources to the project, but helped build awareness in Tallahassee and keep the pressure on our legislators.”

GCPPA and PPAFlorida also worked to educate lawmakers on promotional products, their importance as an advertising medium particularly valuable to small businesses and the size of the industry—nearly 22,000 people work in the industry in Florida alone. The associations scheduled a series of Promotional Products Days to bring the industry to the state capitol. Suppliers set up tables to present their products, show how they’re used and dispel the notion that they’re just gifts and giveaways.

The members of GCPPA and PPAFlorida have put forth considerable effort, resources and work into getting the law amended. And while it took more than two years to reach completion, their endeavor corrects the unintended consequences of the 2008 law and gives the industry renewed visibility and influence within the Florida legislature.

In the advertising sales manager role, Fralicks will be responsible for overseeing sales efforts in support of the Association’s initiatives, and researching and developing new market opportunities. Fralicks approaches the position with a holistic viewpoint. She says: “I want to find ways to partner with our members and develop marketing plans that incorporate all aspects of what PPAI has to offer—be it publications, The PPAI Expo or otherwise—and not to approach each aspect independently.”

After graduating from Lamar University in Beaumont, Texas, Fralicks began a 15-year stint in retail management, working for a number of different companies. Leaving retail, she turned to advertising sales, which lead to management, running three national, niche-specific publications. Fralick’s career prior to joining PPAI also included time at Condé Nast’s Modern Bride DFW, selling advertising for the Dallas Market Center, and a director of development position at the University of North Texas.

Fralicks’ new position at PPAI draws on her management skill set and her experience in publications. “It is a unique opportunity to continue my relationships with the suppliers and be able to integrate advertising into the mix of their exposure with the distribution chain,” says Fralicks. “PPAI has a diverse portfolio of great products designed to keep the market moving forward and that can reinforce, throughout the course of the year, all of the great exposure that happens at Expo. I look forward to creating custom options for our members.”

PPAI President and CEO Paul Bellantone, CAE, (second left) at the Irving Heritage Society reception with (from left) Congressman Joe Barton, State Representative Linda Harper-Brown and Irving Mayor Pro Tem Rick Stopfer.

At a reception on March 13, PPAI was honored by the Irving Heritage Society, the Chamber of Commerce and a group of more than 75 civic leaders as one of the 20 oldest businesses in Irving, Texas. The Association was established on November 20, 1903, and has been based in Irving in October 1979. At 109, PPAI was the oldest of the companies recognized at the reception. PPAI was presented the Certificate of Special Congressional Recognition by U.S. Congressman Kenny Marchant and The State of Texas House of Representatives’ special recognition by State Representative Linda Harper-Brown.

“We are truly humbled to be recognized among businesses with such rich histories,” says Paul Bellantone, CAE, PPAI president and CEO. “We continue to be grateful for all the Irving Heritage Society does to preserve that history, and the City of Irving and the community do to provide for a prosperous and supportive climate in which to work and do business.”

PPAI’s Bob McLean (second from right) participates in the ribbon cutting that kicked off AMPPRO’s Expo.

On February 28, PPAI’s executive vice president, Bob McLean, traveled to Mexico City for Mexico’s premiere promotional products event, La Expo de los Promocionales, hosted by the Asociación Mexicana de Profesionales de la Promoción, A.C. (AMPPRO). Running from February 29 to March 2, AMPPRO’s event was held at Mexico City’s World Trade Center.

McLean’s trip, his third visit to AMPPRO’s event in as many years, was an opportunity to learn more about the companies and people in Mexico’s promotional products industry, and to explore ways AMPPRO and PPAI can collaborate in the future. On the first day of the show, McLean presented an update on PPAI and the U.S. market place as well as an overview of PPAI’s certification program and its recent changes.

“My trip to Mexico City was an opportunity to learn more about AMPPRO and the companies working in the country and to identify ways PPAI can help them grow,” says McLean. “I look forward to working with the association in the future. I also spoke with a number of our U.S. members who had made the trip down for the show. They were impressed with the event and the number of strong leads they received; most told me that they planned to be back next year.”

In an agreement with AMPPRO, PPAI was able to offer as a Member Advantage benefit, 90 percent off booth fees for Association members seeking to exhibit at La Expo de los Promocionales. Companies that took advantage of the offer include Addventure; Brandcharger HK; Crystal Sensations; Footprints USA; High Caliber Line; Hirsch Gifts, Inc.; Milano Worldwide Corp.; Nissan Time; Panther Vision and Sagaform, Inc.

“I’m ecstatic about the results for PPAI’s members,” says Marco Saldivar, show director with Grupo MFV Mexico, the tradeshow management company responsible for the event. “They were the first to believe in the show and all of us appreciate their participation. We also appreciate the support we received from PPAI itself, we wouldn’t have gotten the response we did without their efforts.”

Bob Stevens, president of Lakewood, California’s Footprints USA (UPIC: footprnt), says: “This has been a great first experience and a terrific show. It’s really exceeded our expectations. We see a strong market, and met hundreds of possible distributors to sell our product.”

Paul Bellantone, CAE, (right) speaking with Nancy Hoffman of Geiger at the Town Hall meeting hosted by PMANC.

Since his move to the president and CEO’s office last summer, Paul Bellantone, CAE, has regularly visited with the regional associations and businesses that represent the promotional products industry. Traveling first with then-PPAI Board chair Eric Ekstrand, MAS, and now with the 2012 chair, Steven Meyer, MAS, these visits have proven an opportunity to connect and learn about the industry’s members and businesses.

On February 28, Bellantone and Meyer traveled to Northern California, where they visited with industry companies and participated in a Promotional Marketing Association of Northern California (PMANC) Town Hall.

Bellantone and Meyer connected with Rod Brown, CAS, chief financial officer of Pleasanton, California, distributor MadeToOrder (UPIC: mto) and member of the PPAI board, for their first visits in California. The three traveled to distributor Zazzle.com, Inc. (UPIC: zazzle) to learn more about their business, plans for the future and what PPAI can provide their company.

Afterward, they returned to MadeToOrder, where Bellantone and Meyer sat in on a vendor presentation from Visions/Awardcraft (UPIC: AWRDCRFT) and met with the company’s senior sales partners.

“Visits like these help put a face on the organization,” says Brown. “It is important for members of PPAI and the industry to meet the leadership of the Association and connect with the people within it. Paul and Steven are here to listen and to share their observations on the industry. It’s a value to members to be exposed to what’s happening out there.”

On February 29, Bellantone and Meyer began the year’s extra day with a visit to Alpi International (UPIC: ALPI0002), a supplier in Oakland, California.

“It was a good visit,” says Francesco Indrio, the company’s CEO. “Steven has a supplier background, so we have a lot in common, and I appreciated the ideas and observations Paul shared on the revolutions and changes in the market.

“I was proud to show them our accomplishments here,” Indrio adds. “We’ve grown during the recession, and that comes from ingenuity and offering real service to our customers.”

The trip closed with a town hall meeting with members of PMANC. Bellantone and Meyer spoke before the audience of distributors, suppliers and multi-line representatives about the industry, its challenges and what PPAI is doing to benefit them and their businesses.

MaryAnne Bobrow, CAE, executive director of PMANC, says: “What was most telling for me was not so much the words that were spoken but the strategic approach PPAI is planning for its future. Membership-based organizations face enormous challenges in determining how and what kind of benefits will ensure the health of their respective communities. PPAI is no different. As it prepares to engage in its strategic planning process in March 2012, PPAI will explore ways to ‘fulfill the membership promise’ to its constituencies.”