Consulting Qualifications

For over 40 years, I have been actively involved in the promotional products industry. My CAS degree (Certified Advertising Specialist) is the promotional products industry’s professional designation, acquired through a combined result of years active in the industry, completed courses and industry contributions. 

At my distributorship, Jansco Inc, not only was I the president/owner but also the hands-on sales manager. I went to all of the national, regional and local industry shows strengthening existing relationships and investigating new ones. I booked Jansco’s sales meetings with our suppliers. Every new catalog arriving at Jansco was put on my desk for review. Those that piqued my interest were kept on my desk for further review and the others were filed, maybe never to be seen or used. What I thought had potential was passed along to our top salespeople.

In 1989, I formed a group of local distributor owners (now 12) for the purpose of sharing knowledge, tips, ideas and information on our always-changing industry. Month after month, year after year, we all shared the same frustration in doing business smoothly on a day-to-day basis with our existing and new-found suppliers.  With 4,000 ASI suppliers to choose from and hundreds of thousands of promotional products available, who, what and how do we choose? New suppliers have replaced old suppliers. Why?

I would like to share my 40 years of experience with existing and new suppliers to the promotional products industry. What’s the do’s and don’ts in marketing to distributors? I certainly don’t have all the answers but I’ve learned a lot along the way. Let me give you the Distributor’s perspective.

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