Bankers Advertising

10 According to a recent study, 76.1% of respondents could recall the advertiser’s name on a promotional product that they had received in the past 12 months. In addition, 75.4% of respondents said they kept their logo product because it was useful.

9 Whether you call them SWAG (stuff we all get), promotional products, advertising specialties, or trinkets, promotional products are the only medium that engages all five senses. Your customers can see, hear, touch, taste and even smell them.

8 Open New Accounts – Stimulate interest and action during your off-season to avoid stagnant accounts and backward slide!

7 Promote New Facilities – Use a promotional product to notify existing and prospective customers of your new locations.

6 Motivate Employees – Don’t forget the reason your company is successful – employees need motivation, just like your customers! Help grow a healthy and positive work environment using higher-end promotional products as a ‘thank you’ gift or incentive to meet safety goals or a sales achievement.

5 Change Your Company or Product Name – Don’t lose out on this opportunity to keep everyone informed about changes in your company. Put a reminder in front of them that they’ll hang on to for years to come.

4 Develop Tradeshow Traffic – Skip the candy and think out of the box at your next meeting, convention, or tradeshow with a unique promotional product. Visitors will be swarming your booth for a piece of the action!

3 Improve Customer Relationships – Each customer wants to know you appreciate their business, why not give them a solid gift to hold in their hand to make them sure?

2 Start Conversations – Searching for new business? Snazzy promotional products will get you in the door. Make it unique and personal to be certain you are not forgotten.

1 Brand Building – If your name is forgotten, you’re in big trouble. Create a continuous presence with promotional products that promote your brand. They are the perfect solution to boredom with standard advertising.

Make promotional products from Bankers Advertising Company an integral part of your marketing mix and watch clients grab onto your message. Our website offers a great selection of promotional products. Get your creative juices flowing, and check it out here!

**This article was published in our weekly newsletter.

I am halfway through my 14th year at Bankers Advertising. For most of that time I have been handling the issues that may arise with an order after it has been shipped. A common call I receive is for billed freight charges. When you’re selling an order it can be fairly easy to overlook the freight costs that will be added to the total. If the product that is being purchased is heavy or ships in large boxes – that cost can add up quickly. If rush shipping is needed, those costs can skyrocket and the freight can be almost as much as (or even more than) the product cost. If the client is not aware of those charges they can be shocked when they receive their invoice.
If you know that the product is going to be heavy or shipped in large boxes, I always recommend getting a freight quote. The same goes for any upgrade to the shipping method. There can be a huge difference between ground shipping and overnight. Even 2nd day Air can be expensive. There are many shipping options available and knowing exactly when your client needs their order can save a lot of money. Even with overnight shipping via UPS you can choose between Early AM – before 8:00, Regular – before 10:30 in most locations and Saver which gets it there before the end of the day. The later in the day it can be delivered, the less it costs. If you know there will be several large boxes or the product will be heavy, using a trucking company can often save money as well. Determining how a product
should be shipped or what might cost more can be difficult. I found some very useful information in an article by Jenna Markowki called, “Why Does My Shipping Cost So Much?” She does an excellent job of breaking down the pieces and explaining how the shipper determines the cost per box.
Weight: This factor is pretty straightforward. Your order will cost more or less depending on how much it weighs when placed on a scale. The more it weighs, the more expensive your shipping will be.
Dimensional Weight: Weight is all well and good, but not all of our items are very heavy. For example, items like Koozies, lunch coolers, and tote bags are actually pretty light. However, they are typically shipped in large boxes. This is where dimensional weight comes into play. Even though your items may not weigh a lot, a large box still takes up a lot of room on the truck (or train, or plane). Dimensional weight is the cubic size of your package. This is calculated by multiplying the height by the length by the width, or height x length x width. You can measure in either inches or centimeters.

According to UPS, to determine the dimensional weight for domestic shipments, you divide the cubic size of your package (height x length x width) by 166 to get the dimensional weight in pounds. For international shipments you divide the cubic size of your shipment by 139 to get the dimensional weight in pounds. Or, if you measured in centimeters, you divide by 5,000 to get the dimensional weight in kilograms.

So which one will you be charged for: actual weight or dimensional weight? Well, it depends on which one is bigger! Whichever of the two weights is the largest is your billable weight, and will be the weight that is used to calculate your shipping cost.
You can think of it like this: Let’s say you have a box of USB drives that weighs 20 pounds in a 6” x 8” x 10” box, so a dimensional weight of 3.5 pounds. You also have a box of custom stress balls that weighs 20 pounds in a 24” x 14” x 15” box, so a dimensional weight of 36.3 pounds. Even though both boxes weigh the same amount, since the stress balls come in a larger box, and therefore have a larger dimensional weight, they will cost more to ship simply because that box takes up more room on the truck.
Transit Distance: Another important factor in calculating your shipping is how far your promo items have to travel. The more distance between the factory your items are shipping from and your delivery location, the more expensive your shipping will be.

A few other items that can affect the cost are damage resistant packaging, flammable or perishable items, international shipping, drop shipments and  whether you are shipping to a business or residence. It sure is a lot to keep in mind. If you are ever in doubt you can call your sales manager and ask for a freight quote. We’re always happy to help!
-Keisha Tompkin

by Bob Kral, Vice President of Marketing, Bankers Advertising

In today’s market there are several things we need to do to maintain and grow our business. Keeping “Top of Mind” position with our clients (we want them to know who to call when they are ready to order) and creating a position of value are two critical areas that will affect our sales success. To help you add value, your Bankers Staff is excited to introduce a New Sales Tool “Bankers Award & Recognition Handbook” to the Bankers sales force.
Recognizing and Awarding employees is one of the most important things any business can do. Studies have shown that companies that offer recognition programs out perform their competition, increase employee loyalty and are more highly thought of in the community. Recognition and Awards are not just for businesses. Many Non-Profits, Schools, Civic Groups, Clubs, and Fraternal organizations are large users of awards and recognition items.
Your customers (nearly everyone you work with has some kind of recognition or award program) use awards for such things as: Sales Achievement, Retirement, Promotions, Years of Service, Dealer and Customer Recognition and more.
Schools, Civic Groups and others use recognition to: Recognize Membership, Award Donors, Show Support, Thank Sponsors, Commemorate Special Events and more. There are lots of opportunities to add extra sales to your total by letting any customer know you are their Award and Recognition source. The Handbook  offers you many pieces of information to share with any client. In fact we suggest that you leave a copy with your best prospects as you are making your rounds for fall sales. (Most awards are determined at the end of the calendar year, so leaving a copy now will help you get a top of mind with the client as someone they can turn to when they are ready to order).
Here is a quick review of what is included in your Bankers Award and Recognition Handbook:
• Pages two and three outline the advantages of A&R for the client and recipient.
• Page four outlines benefits gained from an A&R program.
• Page five lists the most popular types of awards.
• Pages six and seven identify Top Markets for Award sales and the area of a business to contact for the different awards.
• Page eight is a quick reference for the different types of awards and benefits each offers.
• Page nine is a key to your success. The Worksheet helps collect all the information you need to help your client select the perfect award and other promotional items that are needed to make their program successful.
• Pages ten and eleven include examples of different award types and layouts.
• Pages twelve and thirteen share success stories about A&R programs that are currently being sold by your Bankers Sales Force Peers. (This core group and others are your experts and are willing to discuss any concerns you might have.)
• Pages fourteen and fifteen include a Glossary of Terms that will be helpful to you when talking to your client about the different types of awards and techniques used in the manufacture of A&R products.
If you only share one thing with your client it should be the statement on the back cover. In a very few words this conveys the importance and benefits of a program that recognizes achievement. You are in the driver’s seat. Only ONE in TEN of your competition is showing or selling awards. Award sales are not price sensitive and you can sell without the threat of online competition, you‘ll earn higher commission levels, and A&R orders repeat every year.

REMEMBER – Your customers are already buying awards. WHY aren’t they Buying Them from YOU???
Good Selling!

Everyone Is In Sales

You might think that salespeople are those individuals who make cold calls, have expense accounts or go out and “knock on doors.” Or maybe you think that salespeople are those who have the word “sales” in their title and are “supposed” to develop business for your organization. Maybe you’re thinking “Sales is not my job” or that you’re not in sales because you work in accounting or production, or you’re the owner. What do these job functions have to do with sales? The short answer: everything.

This concept is not limited to those with direct sales-related responsibilities—it includes even those whose function may not be “front-line sales” in nature. No matter a person’s title or job description, Everyone Is In Sales.

Success in sales is not about how much you talk, it’s about how well you actively listen. It’s not about how often you share your company’s accomplishments, it’s about the number of solutions you can bring to your customer’s business. And it’s not about how much you enjoy spending time with other people, it’s about making every such encounter a valuable and meaningful experience. No matter what title you have, sales or otherwise, these things are important.

Sales is a part of the communications process. In fact, we are reframing the word “sales” to “communications,” so begin thinking dialogue instead of monologue. This type of sales/communications is not about gimmicks, shortcuts or techniques learned in seminars. Moreover, it has nothing to do with fast talking, bait-and-switch tactics or misleading others. Sales is about relationships, integrity and authenticity. It’s about trust and being a good listener. It’s about caring for others. When you do these things, you are in sales—because you are a communicator.

Everyone Is In Sales because we all have information we desire to share with others. If something is important to you, don’t you try to express it to another person? You may not think of this as sales, but it is. If you are in accounting, you have to communicate with people to get your job done, collect money and close the monthly books. This means you are in sales, because without others you could not get your job done. If you are in IT, when a problem develops, you have to communicate to someone what is going on and troubleshoot. This, too, is sales—just a different kind. Even if you are talking to your boss in your review or talking to the principal about your child’s low performance in school, you are selling your position.

In all of the above instances, isn’t it true that we are selling or trying to communicate a certain message? Are we not trying to get our point across and be heard? Everything we write, say and do involves sales, or as we have reframed it, communications. In order to be successful in any function in an organization, you must realize that you play an important role in the sales process. From there, the goal is to perform this role with the utmost in ethics, honesty and integrity. Sold yet?

by Ryan T. Sauers

***Ryan T. Sauers is president/owner of Sauers Consulting Strategies, whose focus is growing the sales of printing- and promotional-products related businesses.

The newest trends in promotional item distribution happen to coincide quite closely with the newest trends in business and society. The most  significant new trends that have emerged are the growth and emergence of different types of technology, general efficiency, maximized utility, and green friendliness. Promotional USB drives, portable screwdriver kits, and water bottles made of recycled materials are examples of these trends.
Hi-Tech Accessories – nearly one in three people in the U.S. own a smartphone and one in ten own a tablet computer. Of course, all of those folks love to accessorize their devices. Custom cases, portfolios, styluses, stands for tablets, car mounts, desk stands, chargers, speakers, headphones, screen cleaners and wipes are all popular advertising media.

Bright, Vibrant, Full Color Logos – Life comes in full color so why shouldn’t your promotional products? Full color logos used to be limited to certain promotional products or worse, had to be built up from a series of expensive spot colors. Luckily, change is in the air! For 2013, many of our vendors offered full color printing on a wide range of products, including logoed bags, imprinted drinkware, promotional apparel and more. And they’re coming at a cost savings to you.

Certification – What do you do to protect your brand? It’s a question that more and more organizations are considering. We’re proud to be at the forefront of a growing trend in the industry by offering select promotional products that are endorsed in the follow areas: Quality Assurance, Supply Chain Security, Environmental Stewardship, Product Safety and Social Compliance.

These new trends and themes can be applied to almost any company and any business. You just need to help your clients find a way to integrate these promotional items into their general marketing strategy. If your clients have any sort of online businesses, services, or products – any technology based promotional product would be well suited.

For example, many top universities distribute logoed USB drives to help spread their brand to prospective Trends for 2013 students. If their business thrives on making life easier or more efficient for their clients or if their business clients could use a product that has multiple or versatile uses, items that fit the efficiency model are effective promotional products for them. Finally, if their company participates in any green initiatives, they can prove this by distributing environmentally friendly  promotional products.

Apparel suppliers are preparing to introduce their newest products inspired by seasonal changes and flattering fits.  Fashion trends for 2013 include a variety of bright colors like compass gold, true royal, ink blue, oak moss and purple orchid. There is still a  strong demand for polo shirts but the requests have shifted from cotton to moisture-wicking fabrics and from traditional polos to “fishing  shirts” or polos with single pockets on the chest and versatile designs like athletic wear that can be worn to the office. It’s also been noticed that  when a client orders shirts, they want the men’s and ladies’ shirts to match in style and color.

Stay up to date with promotional product  industry trends. From colorfully printed products to eco-friendly offers, the promotional items you promote can make a big impact on your  customers.

2013 T-Shirt Trends
Here is what is popular with t-shirt for 2013:
Fitted Cuts – Bulky is out
Blends – Cotton / poly and cotton / rayon are in
Fabric Treatments – Wicking , anti–microbial and more
Colors – Neon’s and heathers are hot
Decoration – Not just screen print and full front – a variety of decorations are now offered.
Education Market – Student groups & campus organizations are big t-shirt users
Sports – Teams and organization us t-shirts as their top fundraising item
Uniforms – T-shirts make an inexpensive uniform for many types of clients (restaurants, lawn service, construction companies and more)