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Sales Start With An Introduction

Sales Start With An Introduction

Five Ways To Get Strong Referrals Read More »

Six Silent Business Killers

Six Silent Business Killers

If you see your business in these warning signs, it needs help fast.

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Close Up: Mark Trotzuk

Close Up: Mark Trotzuk

“I am motivated by solving problems and helping my clients create something new and exciting.” Read More »

Six Clients You Need to Fire Now

Six Clients You Need to Fire Now

How to know when to let bad clients go Read More »

A Quiet Crisis

A Quiet Crisis

What’s really causing our industry to stagnate Read More »

The Good, The Bad And The Ugly

The Good, The Bad And The Ugly

A surprising revelation about the incentives market

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10 Ways To Get Up To Speed Quickly On Product Responsibility

10 Ways To Get Up To Speed Quickly On Product Responsibility

For most distributors, the topic of product responsibility (a.k.a. product safety) in the promotional products industry is hardly top of mind. While you are vaguely aware of the various laws and regulations, and you know it is important to keep up with the topic, right now you have more important priorities, no extra resources and most of your customers don’t seem to care. Read More »

Are You Guilty Of Undue Influence?

Part of my job over the past few years has been to navigate the ever-changing laws pertaining to the Consumer Product Safety Commission (CPSC), Consumer Product Safety Improvement Act (CPSIA), Prop 65, and others, and communicate the information to our employees. Most employees lose interest in these educational conversations once I mention the word “compliance” or “third-party testing.” Getting their attention back is easy—all I need to do is promise that my lab connections will make sure that all products pass regardless of what supplier they choose. I am able to make these promises because I assure my lab contacts that they will get all of our business if they pass products for me, and if they don’t, I threaten to pull our company business and go to another lab. I can do that, I have the power … or so I thought. It turns out that threatening these lab employees to pass our required tests is an example of exerting undue influence. Read More »

Five Barriers To Going ‘Green’

Five Barriers To Going ‘Green’

In the promotional sector, most suppliers and distributors report that the general demand for “green” products has waned. While interest may have dropped, there is still a thriving and growing market in this niche space. In fact, marketplace trends paint a quite different picture. Read More »

Hire Learning

Hire Learning

The banner at our booth at Expo East 2013 read “Do you love HR? We didn’t think so.” Human resources is a topic that very few people get excited about—I have yet to meet someone who went into business for the purpose of hiring and managing employees. Tackling thorny “people issues” is hard and can be frustrating. But the reality is that once you hire employees, you own myriad challenges that, if not handled well, can grow into significant problems. Read More »

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