Vincent WhaleyPremier Printing Professionals/Distributors First

  

CAS ‐ 1.5 pts Tuesday, January 12 

8 ‐ 9:30 am 

New And Novice Distributor Training: The Basics Of Your 

Distributorship 

The views and opinions expressed by presenters or others who have provided materials to and for this meeting are not necessarily those of PPAI. PPAI assumes no responsibility for, nor endorses, any of the comments, recommendations or materials that are provided.

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Speaker: Vince Whaley – Premier Printing Professionals

Tuesday January 12, 2010. 8:00 – 9:30AM

New and Novice Distributor Training - The Basics of Your Distributorship

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BasicsBasics for New Distributorsfor New Distributors

StructureStructure• Factories / Suppliers• Distributors

ProductsProducts• Ad Specialties• Premiums• Awards & Incentives• Business Gifts• Membership Identifiers

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BasicsBasics for New Distributorsfor New Distributors

100%0%X85%15%H – W80%20%G – V75%25%F - U70%30%E - T65%35%D – S60%40%C – R55%45%B – Q50%50%A - P

COSTCOSTPROFITPROFITCODECODE

Reading Price Codes,Reading Price Codes, ProfitsProfits andand CostsCosts……

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BasicsBasics for New Distributorsfor New Distributors

How to read theHow to read the PricePrice CodesCodes

• #’s of columns

• The “#” always precedes the “letter” (code)

• Look for the code (3AB2C, 5R, etc.)

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BasicsBasics for New Distributorsfor New Distributors

Price Codes:Price Codes: 2AB2CAB2CD5R

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BasicsBasics for New Distributorsfor New Distributors

What AboutWhat About Artwork?Artwork?

Biggest Area of Concern

PPAI’s sm@rt Artwork Readiness Guidelines

PPAI artStudio - www.ppai.org/artstudio

Artwork Source / SAGE ArtworkZone

4,300+ Supplier Art Departments

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Marketing BasicsMarketing BasicsGrowing Your BusinessGrowing Your Business

Where Do IWhere Do I Begin?Begin?

• Your “Warm” Markets• Reciprocal Markets• Project 100• Networking• Be a “Joiner”

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PPAI BuyerPPAI Buyer’’s Study 2000s Study 2000

In a survey ofIn a survey of 16621662 randomly sampled participantsrandomly sampled participantsDid you knowDid you know……

TheThe annualannual promotional budget of respondents was...promotional budget of respondents was...

4.6%Don’t know30.3%Greater than $100,00013.4%$50,001 – 100,0008.7%$30,001 – 50,00014.9%$10,001 - 30,00021.2%$2501 - 10,000**

7%$2500 or less%%Budget RangeBudget Range

**This means 1 out of 5 businesses have budgets averaging**This means 1 out of 5 businesses have budgets averaging$2,501$2,501 -- $10,000 per year for promotional products purchases.$10,000 per year for promotional products purchases.

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Marketing BasicsMarketing BasicsGrowing Your BusinessGrowing Your Business

NothingNothing Happens UntilHappens UntilSomebody Sells SomethingSomebody Sells Something

Your 1st Goal: 2525 New Customers

Where Do You Find Them?

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Marketing BasicsMarketing BasicsGrowing Your BusinessGrowing Your Business

• Build Horizontally

• Grow Vertically

• Allows You To Become an EXPERT

• Develop Your Target Markets

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Marketing BasicsMarketing BasicsGrowing Your BusinessGrowing Your Business

• You are Paid for Your Ideas

• You are Paid for Results

• The “value” of Ideas

• Questions / Interviews / Insights

• The “value” of Listening / Observing

• Take Notes

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Marketing BasicsMarketing BasicsGrowing Your BusinessGrowing Your Business

If you help enough other people getwhat they want, you automatically

get what you want.

- Zig Ziglar

ServiceService BEFOREBEFORE the salethe sale

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Marketing BasicsMarketing BasicsNow That You Have an OrderNow That You Have an Order

Document EverythingDocument Everything• Client Folder• 3-ring Binder

The need for good notes / recordsThe need for good notes / records• Communications w/suppliers• Communications w/client• From start to finish

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Marketing BasicsMarketing BasicsDelivering The OrderDelivering The Order

Which WouldWhich Would YouYou Prefer?Prefer?

a. Personal Delivery

b. Drop Ship Delivery

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Marketing BasicsMarketing BasicsDelivering The OrderDelivering The Order

Which givesWhich gives youyou another opportunityanother opportunity

…to serve?

…to sell?

……to representto represent yourselfyourself well?well?

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Vince Whaley

208-206-9920

vince@gentlemanemail.com

©2010 – DFI/PPP All Rights Reserved

New and Novice Distributor Training - The Basics of Your Distributorship