Be Boundless

The New Norm: PPAI

Author: Jason Black

Published: 2012 01 10

Read More In: Industry Shifts Technology Tradeshows

A few weeks ago, like many of you, I went to the PPAI show in Las Vegas. I had some great conversations with suppliers and distributors about the direction our industry is headed and strategizing to win in the future.

I walked the show floor and found a few people that you may recognize, and caught a few of the conversations on camera. I thought I would share with you. My question for you is - How are you prepping to build your business for the long haul and how do you see buyers changing?

Comments

On January 18, 2012, Dennis Bevers said:

Jason,

I don’t do Vegas. Haven’t been to Dallas or any other ASI regional show in the past 5 years.

I get most of my supplier/product info via email and my Houston PPA Regional meetings (monthly).

I started my trade show year with the Southern Showcase Monday in Houston, picking up lots of catalogs (yes, I’m ‘old school’) and ideas, while meeting with 18 factory and multi-line reps.

Finished 2011 with 150% and 300% increases for November and December. Will continue my same efforts and strategies, as they seem to be working well.

On January 18, 2012, Pete May said:

Hey logo mark it’s the iPad NOT iPhone & I am way tooo busy!!
And the best in my industry, but I take my time and Focus….
Reps that Rep CAN’T sell and here’s one from the Great Bob Leadera @Prime
Line “if you love your job, you really don’t have a JOB”.
Remember only 98% of Salesman at distributors can sell, the others are Reps!!

I’m at my fav place www.pechanga.com & I don’t do bids but if it’s big enough
I will…..28 years in business now & best buddy is the great Tom Rierdon!!
Misspelled name but u know!!!
Hey, where’s Markoff Ind….Brad Markoff?
Pete lol

On January 18, 2012, BILL WARDLAW said:

WITH THE CONNUNICATION WE HAVE TODAY AND TO NEW THINGS
COMING DOWN THE LINE THE SUPPLIERS WILL NOT NEED THE
THE PEOPLE THAT ARE BEING CALLED SALE PEOPLE OR ACCOUNT
REPRESENTATIVEIS TODAY

On January 19, 2012, Roger Burnett said:

You mean smoke signals and carrier pigeons no longer get the job done???

On January 19, 2012, Jack Counihan said:

Jason: Thanks for the info.

I have been involved in the promotional products industry since 1971 (distributor, multi line rep, and owner of two supplier companies). Things have definitely changed in 31 years and then will change even more in the next 5 years.

Technology is king. Computers, I Phones, Facebook, Twitter, etc, etc can be mind blowers.

We recently formed AwardQuarters to handle only new products and specials. NEW is still a major selling point. We sell only through promotional product distributors.

I was leaving the office when you email arrived. Wife has called 3 times informing me I’m running late to entertain some sales people. Will touch base with you next week.

Best of Sellin’
Jack Counihan

On January 19, 2012, jason black said:

Change is a process…in our era, things will tend to change at an unprecedented rate… with technology and all the “bells and whistles” that come with it… it sometimes feels taxing just to keep up.

my suggestion… just try to apply and learn where you can. the better you can capitalize on change, the better off your business and customer relationships will be.

best of luck

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