Management

In sales, one of the biggest challenges in converting a prospect to a customer, or a customer to a client is getting more “face time” to continuously explain our value proposition. This is where most sales folks fail. Most sales folks, even seasoned professionals, don’t appreciate the importance of creating “excuses” to get back in…

HALO Branded Solutions, Sterling, Ill., announced the hiring of Rick Goddard as the company's new chief information officer. Goddard will succeed Dale Moir, who announced his intention to reduce his role at HALO last year. Goddard will report to Adam Weisman, HALO's chief operating officer. Goddard provides HALO with more than 15 years of experience…

Bag Makers, Union, Ill., welcomed Melissa Hoffman to the team as a regional business development manager. Based in Phoenix, Ariz., Hoffman will serve the company’s customers in California and Arizona. Hoffman most recently served as National Sales and Marketing Manager for…

Prospecting is a necessity for any promo business, but it definitely has its ups and downs. It can occasionally feel like all your hard work just isn’t cutting it. In a world of competition, standing out against other businesses can be one of the most challenging aspects. Distributors have to constantly think about what will grab the attention of potential clients. Strategies that worked in the past might not necessarily work today. Whatever your approach may be, the good news is that there are ways to make prospecting go more smoothly...

Question: Is there a good time to convert from one accounting system to another? Answer: Actually, you can convert at any time of the year, but there is a “best time” that makes things as fast and easy as possible. If your fiscal year is Jan. 1 through Dec. 31, the best time to convert…

The promo industry has come a long way from the days of cheap giveaways, the proverbial "trinkets and trash." The best companies have put the focus on value, quality and responsible sourcing, helping the industry to a record-breaking $23.3 billion in 2017 revenue. So why can't it shake the nagging perception that it sells mostly cheap swag—and why does it matter?...

The Vernon Company, Newton, Iowa, announced that it recently hired Jack Miller as its Western regional sales manager and Pat Patton as its Eastern regional sales manager. While integrated into the sales management team, both Miller and Patton work with Vernon's top…

At the end of the last few PPAI Expos in Las Vegas, we've made it a point to catch up with Paul Bellantone, PPAI's president and CEO. The conversations cover his feelings about the show, usually as it's being broken down around us (as was the case this year, too), and tap into larger themes regarding the industry and the economy overall...

Raining Rose Inc., Cedar Rapids, Iowa, has promoted Nate Robson, the current director of promotional sales, to serve as director of business development starting April 1. He will be working in coordination with all the Raining Rose…

AIA Corporation, Neenah, Wis., hosted a red-carpet celebration at Celebrity Cars of Las Vegas during the 2019 PPAI Expo this week, to commemorate a record-breaking year and recognize the achievements of its owner community. Matt Gresge, CEO of…