Post on 23-Jan-2020
Promotional Products + Print = Profits
A Panel Discussion by Members of the
Print Services & Distribution Association (PSDA)
Matt BrunoDirector of Membership
Print Services & Distribution Associationmbruno@psda.org
312-673-4867
Who is the PSDA?
- 2016 will mark the 70th Anniversary of the PSDA!
- PSDA is the largest community of distributors and resellers of print, marketing and related services and supply chain partners who actively sell through the trade
- 6000 Individuals at 600 companies
- Distributors, Manufacturers and Suppliers to the Print Industry
Nathan GoldbergPresident
Specialized Office SystemsNGoldberg@SOSsystems.com
602-485-0900
Joe Walkup, CASPresident
Innovative Business Productsjoe@thinkibp.com
615-835-0099
Our Panelists:
Our Panelists:
Greg SchroederWard/Kraft, Inc.
gschroeder@wardkraft.com800-821-4021 x4132
Steven OsterlohVice President of Marketing
Ennis, Inc.Steven_osterloh@ennis.com
972-775-9832
Why are we here?
- Simply put: print opens revenue opportunities that far exceed that of Promo alone
$20 Billion = annual promotional items vol. in 2014 (US)
$79 Billion = annual commercial print vol. in 2014 (US)
- Are you missing the opportunity?
4 Reasons To Get In
- Is it Promo or Print?- The lines between the two are becoming grey, who is getting in first?
- Ease and Frequency- Print has an increasingly easier point of entry, and creates more order
frequency
- Stickiness- Adding print to your portfolio creates stickiness and opportunity inside
- Relationships- Be able to do more, provides more opportunity to solve client problems
Promo or Print?
Promo or Print
- Customized Printing Products- Calendars- Direct mail- Stickers/labels- Invitations or Holiday Cards
- Competition- Playing defense- Keep competitors out
- Promo advantage- Brand Consistency- Print on anything
Ease and Frequency
Ease and Frequency- Promo
- Annual orders, which require investigation and expertise
- Print Ease- Print has an increasingly easier point of entry, and creates more order
frequency- No longer need to have print expertise, but be a consultant
- Print Frequency- Print orders are ongoing as opposed to annual – “Mailbox Money”- On-going business supplies
Stickiness
Stickiness
- Problem Solving- Solving client needs
- One source- Creating a single source solution for your clients, and becoming their “go-to”
on all things printed
- If created event based promo items, who is doing the promotional marketing
- Using distributors and manufacturers as print resources- Creating strategic partnerships that allow you to cast a wider net
Relationships
Relationships- Get in deep
- Problem solving doesn’t end with the buyer. A strong relationship can get you into new avenues in areas like marketing, distribution, logistics, etc..
- Know your buyer’s pain points- Adding print allows to expand your ability to help ease the pain
- Just ask- How do you get in? Just ask…
- Small bites
- What do you see in office
Review
1. The line between print & promo is blurring, take advantage
2. Print is easy to get in, and has higher order frequency
3. Adding print to your offerings increases your stickiness
4. Using existing relationships, and solving more problems
Final thoughts
• Panelists’ favorite products and resources
• Build relationships with manufacturers and print distributors to help you develop expertise, and help your clients
• Print is easy to sell and powerful to add to your client solution toolbox
• In the next 30 Days
JUST ASK!
PSDA UPCOMING EVENTS
April 11-13, 2016
Gaylord Opryland Resort
Nashville, TN
-Print 101 Session intended specifically for Promo suppliers entering into print
www.p2psummit.org
Matt BrunoPrint Services & Distribution Association
mbruno@psda.org312-673-4867
Greg SchroederWard/Kraft, Inc.
gschroeder@wardkraft.com800-821-4021 x4132
Steven OsterlohEnnis, Inc.
Steven_osterloh@ennis.com972-775-9832
Nathan GoldbergSpecialized Office Systems
Ngoldberg@SOSsystems.com602-485-0900
Joe WalkupInnovative Business Products
joe@thinkibp.com615-835-0099