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Video: Hot List Nominations Are Now Open
 Are you doing something unique, hip, fun or trendy in the industry right now? Do you know somebody who is?
Counselor is looking for nominations of people for its annual Hot List, which will be published in August – our Hot Issue. We’re on the lookout for anyone in the industry who is taking an interesting approach to business, shaking up the status quo or simply networking like a maniac at all hours of the night. We’re in search of those people who are making the industry a unique marketplace that’s fun and energetic.
We’re looking for video nominations. Click here to view our video and respond on YouTube with your own effort. Questions? Please send an e-mail to Karen Akers at kakers@asicentral.com. |
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Sales Challenge: Bridging the Gap Between Buyers
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You work hard to establish good relationships with your buyers. But when one of them leaves the company or shifts to a new position internally, you're left in a vulnerable position. A new buyer is a fresh opportunity for other distributors to woo the client onto their books. So, how do you bridge the gap between buyers and keep the client loyal to you?
It begins with acting quickly to forge a relationship with the incoming contact. "If I have advance warning that a buyer is leaving, I get them to endorse me to the person coming in," says Anita Brooks, owner of ASB Marketing, a Geiger (asi/202900) affiliate. "Getting that endorsement helps tremendously. When someone is walking into a job, they look to the person with experience and expertise. And if you get that person's endorsement, it gives the new person a lot of comfort and confidence in working with you."
An endorsement is a start, but you'll also want to have a sit-down meeting with the new person – an engagement that can sometimes be facilitated by the departing buyer. John Resnick, a partner at Proforma Printing & Promotion (asi/300271), recently traveled from his Boston base to New York to meet with the new buyer for a key client. "You want to get an appointment and establish a relationship as quickly as possible," says Resnick. "Show them how you've been a valuable resource and how you can help them and make their job easier."
Brooks agrees. "I assure them that I'm a team player and a consultant who offers creative ideas and great products," says Brooks. If the client doesn't immediately need your services, it's important to arrange a time to follow up. "If you say you're going to call in two weeks, you have to call in two weeks," she says.
Of course, a little gift for your new client contact doesn't hurt, either. For the New York trip, Resnick brought the buyer he was meeting a journal on which the man's initials were inscribed. There was a congratulatory message, too. "Where appropriate, we send gift packages with self-promotion items as well," says Resnick, noting that the transition into working with the new buyer has been seamless.
Sometimes, a buyer leaves without much warning. Even worse, a new buyer may have been in a position for months without a distributor knowing. "In those cases, my approach is more sensitive," says Brooks. She'll begin by trying to connect through a phone call. If she doesn't hear back, Brooks sends an e-mail explaining what she has done for the client and how she can continue to help. She's also sure to emphasize that she understands that starting a new position can be stressful and that she'd like to meet the person at their earliest convenience. "Empathy is important," Brooks says. "You want the first contact to show you are there to help them, that it's not just about you getting a sale."
Despite your best efforts, there will be times when a new buyer will drop you – perhaps because they already have a distributor they prefer. "You can't take it personally," says Resnick. "Move onto bigger and better things." But don't necessarily forget about the client altogether. Brooks, for example, continued to occasionally contact a large automotive client she lost when buyers at the company transitioned to different roles. The persistence paid off, with the company eventually opting to work with Brooks on an important order. "Sometimes you just have to keep trying," she says, "and if you connect with the right person at the right time, it will work out." |
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What's In My Closet?
Be a part of Wearables by appearing in "What's In My Closet?" We are asking our readers a simple question: What is your favorite branded apparel item in your closet? Send in a photo of you and your favorite garment, and tell us in a paragraph why you love it. We'll run one submission each issue, and that lucky winner will receive a $25 Visa Gift Card. Be sure to send a photo and your written entry to Editor C.J. Mittica at cmittica@asicentral.com. |
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Gildan Acquires Anvil Knitwear
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Gildan Activewear Inc. has signed a definitive agreement to acquire 100% of the holdings of Anvil, parent company of Anvil Knitwear (asi/36350). The deal is for a total purchase price of $88 million. Anthony Corsano, president and CEO of Anvil, will now become a member of Gildan's senior management team. Corsano will join Gildan's Branded Apparel division and focus on the continuing development of Anvil's strategy to grow its business of providing high-volume quality products for non-retailer brands.
"We believe that the acquisition of Anvil and the combination of the compatible cultures and strengths of our two companies will position Gildan to further enhance our product offering for our printwear customers and build further on our leadership position in this market," said Glenn Chamandy, president and CEO of Gildan, in a statement. "In addition, the projected economic returns from the acquisition are highly attractive and are expected to create further value for our shareholders."
Garry Bell, Gildan's VP of global marketing, says that in the next 30-60 days the company will sort out the organizational structure and decide how best to integrate Anvil's workforce and supply chain. "One thing for sure is our intent to approach the marketplace with a dual brand strategy," Bell told Wearables, "and continue the great work that Anvil has done in building that brand." He noted Anvil's "great brand equity," particularly in categories like women's wear and eco, adding that Gildan's manufacturing efficiency and volume infrastructure should help bring even more value to Anvil's offerings.
The acquisition will be financed using Gildan's bank credit facility, and Gildan will not assume any of Anvil's currently outstanding debt. For its fiscal year ended January 28, 2012, Anvil generated EBITDA of approximately $17 million on sales revenues in excess of $200 million. Gildan has annual revenues of nearly $2 billion.
The companies expect the deal to close by the end of May. |
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Bodek and Rhodes (asi/40788) has added SubliVie T-shirts to its product line. In addition, new colors, styles and accessories have been added to the company’s offerings in tie-dye and vintage designs.
Broder Bros. (asi/42090) has announced its 2012 Office Rewards Contest, in which customers who purchase $250 or more of Gildan products will be entered to win prizes. For more information, click here.
Ennis (asi/52493), owner of Alstyle Apparel & Activewear (asi/34817), reported that net sales for the fiscal year ended February 29 decreased 6% to $517 million. While print sales were up 1.9% to $278 million, apparel sales decreased nearly 14% to $239 million.
Gemline (asi/56070) has announced that Casey Wakula has been hired as regional manager of the MI, OH, KY and western PA territory.
Great Garment Graphics is offering several new webinars in May. Click here to find out more.
Inkcups Now Corp. has opened new locations in Guatemala and Mexico. Additionally, the company has hired Johann Arango for Central America sales and Jesus Ambriz Galvez for Mexico sales. The company has also announced the launch of the XJET, the world’s first UV LED inkjet machine designed for short-run and long-run industrial printing.
Leed’s (asi/66887) recently welcomed Pennsylvania Congressman Jason Altmire to the company’s facilities in New Kensington, PA. Altmire toured the offices and production floor and visited with the supplier’s 900 local employees.
Madeira USA has announced that E-Zee Weblon No Show – a low-profile, soft and sheer cutaway backing – is available from the company’s E-Zee Backing & Topping Division. Made of 100% embossed nylon, the backing offers low visibility and is designed specifically to be used on performance wear and moisture-wicking fabrics.
Pro Towels Etc. (asi/79750) has hired Mandee Cheek as its new Southeast ProService regional contact. She will support AL, DC, FL, GA, KY, MS, NC, SC, TN and Puerto Rico.
Quality Certification Alliance has announced that BDA (asi/137616), Broder Bros. (asi/42090), Gemline (asi/56070), Leed’s (asi/66887) and Logomark (asi/67866) have all completed the necessary requirements to maintain their QCA Certified status.
Roland DG has announced that the Lu Xun Academy of Fine Arts in northeastern China won the Grand Prize at Roland’s Creative Awards international contest.
Towel Specialties (asi/91605) has announced that Charlie Burnett will represent Hess and Associates in western Iowa for Towel Specialties. Additionally, Dean Salit will represent Hess and Associates in eastern Iowa.
Transfer Express (asi/91804) has added transfers made of rhinestones and rhinestuds to its custom and stock collections. The new designs can be used alone or in combination with another transfer or heat-applied lettering.
TSC Apparel (asi/90518) announced the grand opening of its new distribution center in Dayton, NJ. The addition of this northeast location complements TSC’s other centers in Cincinnati, OH, Atlanta, GA, Houston, TX and Fullerton, CA. |
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Braid: Sometimes called passementerie or spaghetti by dress manufacturers who use it for trimming or binding, braid usually refers to woven or plaited flat, round, or tubular narrow fabrics.
Core Yarn: A yarn in which one type of fiber is twisted or wrapped around another fiber that serves as a core. Core yarns are often used to make stretch fabrics where the core is spandex or rubber, while the outer wrapped fiber is a textured manufactured fiber, such as polyester or nylon.
Encapsulation: A process in which the fibers of a fabric are coated with a filmy substance to create certain high performance qualities, such as breathability. |
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