BIC Announces Q3 Sales Increase
France-based BIC Group, the parent company of Top 40 supplier BIC Graphic (asi/40480), announces that it increased its revenues by 2.1% in the third quarter to reach 559.6 million euros ($610 million). On a comparative basis, which includes exchange rates and excludes acquisitions and other events, sales increased by 3.8%. The company’s net promotional product sales increased by 6.3% in the third quarter, with a 7.2% increase on a comparative basis. Read Article
ASB Acquires Peter Kleine Company
Top 40 distributor American Solutions for Business (ASB, asi/120075) has acquired the Peter Kleine Company (asi/243420). Financial terms of the deal were not revealed. The Peter Kleine Company is made up of approximately 12 employees and will continue to do business from its 36,000-square-foot warehouse facility in Lititz, PA. The distributor will maintain its identity as Peter Kleine Company, a division of American Solutions for Business. Read Article
5 Ways to Upsell Fall/Winter Apparel
Find out how to pitch fall and winter apparel in order to expand your client base, make more sales and upsell current customers in the fourth quarter. READ ARTICLE
The Joe Show: Power-Packed Promo Products
In this episode of The Joe Show, Product Editor Joe Haley has ideal items for the fall athletics season, including a double-sided printed flag, performance T-shirts and a custom blanket with edge-to-edge printing. Plus, he has a completely customizable bow tie that’s perfect for the hospitality industry.
Quick, Effective Strategies for Upselling Your Clients
Looking to increase your sales in the fourth quarter and into 2017? Check out these proven strategies for upselling to existing clients and expanding into new profitable markets. READ ARTICLE
Health Plan Rates Slated to Rise 25%
The U.S. Department of Health and Human Services (HHS) reported this week that premiums on midlevel health plans offered through the Affordable Care Act (ACA) will increase by an average of 25% next year. This comes as HealthCare.gov prepares to open 2017 enrollment on November 1, and Election Day takes place one week later. Both Hillary Clinton and Donald Trump have promised to make alterations to the law in an effort to counter rising prices and narrowing options.
HHS also reported that consumers in some states will have fewer insurance companies to choose from within the public marketplace. The Obama administration says that, with federal subsidies in the form of tax credits, 75% of customers will find plans for less than $100 a month, and also announced last week that it expects 11.4 million monthly enrollees on average in 2017, up from 10.5 million in 2016.
Consumer Confidence Drops Sharply
A divisive presidential election and slowing growth in the jobs market could be behind the precipitous drop in consumer confidence that occurred in October, economists say. The Consumer Confidence Index plummeted from a downwardly revised 103.5 in September to 98.6 in October. The descent was worse than the slip to 101.5 that economists had been expecting.
Produced monthly by The Conference Board, the survey revealed that 26.2% of consumers felt business conditions were good, down from 27.7% in September. Relatedly, 17.7% of consumers opined that business conditions are bad – a rise of two percentage points from the previous month. Survey respondents were also downbeat on jobs, with the percentage of those saying jobs are “plentiful” falling from 27.6% to 24.3%.
Q&A: Why Customers Decide to Buy
How and why do consumers decide what to buy, and how do they use products? The Center for Cultural Studies & Analysis is a research institute that synthesizes penetrating insights of marketing and buyer behavior through a deep understanding of human culture. Director Margaret J. King and Senior Analyst Jamie O’Boyle discuss the hidden motivators that influence consumer decisions.
Q: What specifically drives consumers’ desire for promotional products? A: It depends on the product – T-shirts, decals, hats, bags and more are an easy sell because you are selling a pre-existing affiliation. As social primates, we have a need to signal our group status – for reasons like hierarchy (“I buy from a designer you’ve heard of but can’t afford”), inclusion (“I’m one of you”) and individuality (“I’m wearing the T-shirt of a band you never heard of”) – but they are all filling our needs as members of a social matrix. Decals, patches, key fobs and luggage tags – anything that says “I belong” fills this role.
When it comes to giveaways at places like trade shows, reciprocity is a major driver of behavior. This is one we actually inherited from our ape progenitors: the social contract. With apes, it’s most frequently expressed by grooming – literally, “You scratch my back; I’ll scratch yours.” With people it’s usually “I give you something; you give me something in return.” In this case, what the recipient is giving you in return is their attention. They are in your debt for a brief moment – and this is the golden moment when you get to make your pitch.
ASICentral Announces Scavenger Hunt Winner
ASI Central announces that Nancy Hall, social media marketing manager at Logo Sportswear, is the winner of the recent Great ASI Halloween Scavenger Hunt. Hall successfully located all five iterations of the hunt’s Halloween-themed image hidden on webpages at ASI Central. For her efforts, Hall received $100 in cash.
In the News
Geiger (asi/202900) welcomes TEAM Sarah & Vickie as an affiliate in the company’s Midwest division. Vickie Block and daughter Sarah Neikrug have spent the last five years nurturing client relationships in the Chicago region. Click here for more information.
People on the Move
Heritage Sportswear (asi/60582) has added Kelly O’Brien and Courtney Doyle Vokovich to its team of sales experts. O’Brien will manage accounts in MI and Northwest OH, and Vokovich will service customer accounts in GA and Jacksonville, FL.
Click here to see all of this month's industry personnel announcements.
SanMar Directly Connected to ESP
Top 40 supplier SanMar® is now directly connected to ASI’s ESP®, giving distributors instant access to real-time inventory, live product data, direct electronic order entry and automatic order status updates. Find out more.
ASI Awards 1st Intern Scholarship
Julianna Krueger, who worked in the Varsity Line division of Neil Enterprises Inc. in Vernon Hills, IL, wins $1,000 scholarship. Find out more.
SUN, FUN & SALES AT ASI SHOW ORLANDO, JANUARY 18-20, 2017
Plan the perfect winter getaway to ASI Show® Orlando, where you can source promotional products for your clients and network with industry colleagues while soaking in Florida’s warm January weather. Even better, as a benefit of your ASI membership, you can attend education on January 18 and exhibits on January 19-20 for FREE when you register with promo code PROMOGRAM.
Meet with top suppliers who will launch new products and fresh ideas to start your sales year off right
Take advantage of ALL-NEW education – including NEW courses, tracks and speakers for 2017
Network with other industry colleagues during events like the ASI Show Bash (formerly known as the Gala Celebration) at Universal Orlando™.
And make the most of your time in Orlando by taking advantage of our exclusive attendee discounts on car rentals, train tickets, shuttle fares and Disney! For more information on ASI Show Orlando, visit www.asishow.com, or call a registration specialist at (800) 546-3300.