Navigator Newsletter

May/June 2017 Newsletter Print

President's Column

 

Tours, Rooms and New Venues

It has been an eventful last several weeks in the world of UMAPP and our distributor and supplier members.  There was a well-attended Factory Tour Day, an inspiring and informative Room Show, and finally an announcement about 2018 that is exciting, plus a call to action.

On April 24, over 30 distributor members met at Webb Company to attend a tour, presentation and a fabulous lunch put on by Daniel Webb and his incredible, enthusiastic team.  The distributors split into two groups and toured the Eagan facility to learn about their state-of –the- art imprinting methods and their focus on USA-made lip balm and innovative packaging and custom branding solutions.  The group learned a great deal about manufacturing and were to get a glimpse of the processes it takes to fulfill the dozens of daily orders.  From Eagan, the distributors made their way to Hastings and a visit to the beautiful offices and warehouse of Storm Creek. Owners Doug Jackson and Teresa Fudenberg put on a phenomenal presentation about how a jacket is selected and constructed and all of the attendees were able to decorate a 1500 Nick Short Sleeve Performance Tee with an inspirational message.  Attendees were able to purchase samples, win a variety of prizes and generally just have an enjoyable time.  Both of these factories really “rolled out the Red Carpet” and their dedication and commitment to these events was greatly appreciated!!

The next big event in the last several weeks was the annual UMAPP Room Show. This show was attended by over 130 distributors who interacted and learned from 11 supplier companies who they had voted to present to them in 2017.  All  the suppliers did an excellent job of talking about their product lines but, most importantly, they did an excellent job explaining what their companies excelled at and how they could truly partner with the attending distributors.  This is an event that never fails to produce great opportunities for the attendees and the suppliers walk away knowing they have had an impact on 130+ people who will order their products.  The luncheon was attended by all of the suppliers and distributors and I had the honor of awarding three specific awards.  These were Volunteer of the Year (Gary Haley - Beacon Promotions), Hall of Fame (Sue Kennedy - Bag Makers, Inc.) and Lifetime Achievement Award (Sue Tobias- Fields Manufacturing).  All of the recipients were able to make a speech and, although we had to keep them short, they were inspiring and thoughtful. It was a true honor to be able to present these to peers that I respect and admire for their dedication, longevity and overall professionalism.

Finally, I had the opportunity to announce some upcoming changes for 2018.  Although not 100% approved as of this writing, we are very close to finalizing changes in the schedule- moving the Room Show to February 19,  and the Fire & Ice Booth Show to mid May. In addition, we are in final negotiations to have the Booth Show at the new US BANK Stadium- home of this year’s Super Bowl LII (52). This will be an exciting venue and will require a large and passionately engaged committee to really put on a memorable event in 2018….  More to come on all this, but this will be a great opportunity to get involved in UMAPP and make the 2018 Booth show that memorable experience we all desire!!

Thanks and have a great summer . . . and keep your eyes peeled for more info!!

Carter Sharp, UMAPP President 

Back to top

Collegiate Scholarship

Congratulations to the Recipients of the 2017-2018 collegiate scholarships.

 

One of the benefits of working for a UMAPP member company is the opportunity to receive a $1,500 scholarship to help pay for tuition at college.  This benefit is available to staff of member companies and their sons and daughters.  

Scholarship America manages this program for UMAPP.  Applications are available online beginning in January of every year, and they must be postmarked by April 1.  Various information is needed for these scholarships, so it is important to start early.   This year, Scholarship America received 17 applications, which means UMAPP will award two scholarships in the amount of $1,500.   If 20 or more applications are received, UMAPP will award four $1,500 scholarships.  

 

Hailey J. Gross 

Daughter of H.A. Gross of Plaza Printers, Urbandale, IA. 
Hailey attends the University of Northern Iowa and is majoring in Education.  Her graduation date is 5/2019.  

 

Rachel Knutson


Daughter of Ward Knutson of Storm Creek, Hastings, MN 
Rachel will attend the University of Wisconsin-Madison and will be majoring in Chemistry.  Her graduation date is 5/2021.

 

Applications will be avaliable for the 2018-2019 academic year beginning in January 2018.  

 

Back to top

Award Winners!

 

Awards presentations held at the room show  

Every year, the luncheon held in conjunction with the Room Show also serves as UMAPP's annual meeting of members.  This is because we have the most members in one place, sitting down, at one time.   During this meal, UMAPP's president gives a State of the Association address, important updates or announcements, and also presents deserving individuals with a Lifetime Achievement Award, Volunteer of the Year Award, and the Hall of Fame Award.  Of course, the membership must do their part as well by nominating individuals for these awards.  

All members are invited to attend the luncheon.  

Please join us in congratulating these impressive individuals for their awards:   

Volunteer of the Year
Gary Haley | Beacon/Hub 
Nominated by Paula Coomer, Starline 
Gary Haley is on the left with UMAPP President, Carter Sharp

I nominated Gary Haley because of the dedication of taking the bull by the horns and tackling such a big project of Pro Dev Chair. He has gone above the bar that was set by getting key outstanding speakers while raising sponsorships way beyond what was expected to make sure that every component of the event was covered! It's a pleasure to have someone who is so dedicated to make sure the event is perfect!


 

Lifetime Achievement 
Sue Tobias, MAS | Fields Manufacturing 
Nominated by Brian Trowbridge, Marudas 
Sue Tobias is 3rd from the left.  Sue and family.  

During her almost 50 years in the promotional products industry, Sue Tobias has experienced both the distributor side as well as the supplier side, which in my estimation, gave her a unique perspective of how our industry works and how to assist others in being successful on their own with her insight and leadership abilities. Here is a brief overview of her associations and achievements. 

Shedd Brown: June 1968-1979 

TDC Playing Cards: 1979-1983 

RCI Playing Cards: 1983-1986 

Awardcraft: 1986-2000 

Fields Mfg.: 2000-present 

Served on SAAUM board for 13 years and was President for one year. 1985-1986 

Served on national committees with PPAI: Leadership Committee; PPB Magazine Advisory Board;

New Member Committee and currently serving on Hall of Fame Advisory Group. 

Featured in PPB magazine in 1999 as one of the “Real People”. 

Featured in PPB magazine in 2003 as one of the top women in the industry, featured on front cover. 

Received CAS certification in 1983; MAS in 1993; Life Certification of MAS in 2010: MASI in 2011

Inducted into the UMAPP Hall of Fame in 2003.  


 

Hall of Fame 
Sue Kennedy, MAS |  Bag Makers, Inc.   
Nominated by Rena Ashfeld, CAS, Advance Corporation 
Sue Kennedy is 3rd from the left.  Sue and family.  

Sue Kennedy has been a volunteer on the UMAPP Board for 22 years of the 26 years in the Promotional Products Industry. She has had involvement in several committees on the Board. Sue is passionate about the Industry, UMAPP and her fellow Board. I believe in recognition and to recognize someone that has dedicated 22 years to UMAPP needs to be awarded - in this day and age we are lucky to get a volunteer to stay on longer then Board service.

 

Back to top

Room Show

The 2017 UMAPP Room Show - What a day!  

May 15  | Hilton MSP Airport, Mall of America 

The day started with breakfast and registration beginning at 8:15 am, and the following exibitors fine-tuning their displays and presentations:

Ariel Premium Supply, Inc.
Beacon
Bullet
Compass Industries
Fey Line
Fields Manufacturing
iClick
Illini
ImagenBrands
LarLu
Starline


Presentations began promptly at 9 am and in proper Room Show form, lasted 25 minutes before distributors rotated as a group to the next presentation.   Next was a break mid-morning with the famous fruit and cheese kabobs, then more presentations.   

I made several new relationships at the room show with Suppliers that hopefully, will end up being as beneficial as the relationships you have helped me make in the recent past. l do more business when I have a great understanding of my client and can use the relationships I have with my Suppliers to meet my clients needs and we all win.   Distributor H.A. Gross of Plaza Printers in Urbandale, Iowa.  

Thank you for orchestrating a wonderful event. This format is far and away my personal favorite way to introduce Compass to distributors. The room temperature was not great and certainly not a “deal breaker” and fortunately, I did have free wi-fi. It’s hard for a New Yorker to say but I loved it just the way it was.   Exhibitor Gary Rosenberg with Compass Industries. 

I think it was an awesome venue. It’s the first time I’ve done this style and I didn’t quite know what to expect. Everything ran like clockwork.   Exhibitor Sue Tobias, Fields Manufacturing.  

Lunch was in the main hotel ballroom and consisted of Minnesota Chicken, mashed potatoes, vegetables, and a delicious dessert.  UMAPP's President, Carter Sharp, gave a State of the Association address, along with updates and information on the proposed move to US Bank Stadium for our largest trade show of the year.   

And the grand finale was the presentation of awards to our dedicated and professional members, Gary Haley (Volunteer of the Year), Sue Tobias (Lifetime Achievement) and Sue Kennedy (Hall of Fame).  

The event finished with a few more exhibitor presentations, and then a reception where door prizes were drawn for and given away.  

MANY THANKS TO:    Melinda Marr (chair of the Room Show Committee), Bob Engh (Co-Chair), Rena Ashfeld (picture taker and volunteer), and Barry Dresser (door prize organizer).   

Product Sponsors:   Fields Manufacturing (lanyards); Bullet Line (notebooks/pens), Imagen Brands (Crown/Vitronic) (show bags) and iClick (mobile wallets for marketing campaign).  

Our Lunch Sponsors: 

 

Back to top

Coupon Book

 

USING YOUR MEMBER SAVINGS?   The 2017 Coupon Book Has Discounts.  

As a UMAPP member, you receive discounts on Constant Contact (email and marketing service), FedEx, SAGE, Pantone, and the infamous UMAPP Coupon Book.  These discounts are accessible through the member portal on UMAPP’s website.  Look for the log-in box on the home page.   Haven’t set up your own member account?  Click the link in the log-in box for new accounts.                 

Over 190 pages of supplier discounts just for UMAPP members are available inside the Coupon Book.  Just use the discounts two or three times, and you've just paid for a full year of UMAPP membership.   This book is available to ALL staff of every UMAPP member company. Imagine if your reps are using this book every time they place an order. The savings!   

Note:  You must sign into your website account to access any of UMAPP's member discounts.   To create an account, visit the home page and click the link under the login box.    Log-In to your website account.    


 

Constant Contact, FedEx, SAGE, Pantone and Zoomcatalog discounts.

LOG IN to your website account.

  
Then look for the "Discounts" link on the left side. 

The accounts on the website are by individual (not company accounts).  If you work for a member company and need to create a website account, click here.    

Once the account has been approved by UMAPP staff, you can access the discounts by going to the "Member Area," logging in, and looking in the Quick Links for the discounts.

 

Back to top

Calendar of Events

 

WILD WEDNESDAY WEBINAR |  MAY 31  | 11:30 AM 

Free and available to staff of UMAPP member companies 

"Explosive Upselling:  Selling Value-Added Products and Services
to Bolster Profitability"
 

By Cliff Quicksell, MAS

Promotional Products salespeople are, for the most part, anxious to get the order and run. By running and not asking additional questions they miss out on additional sales and ultimately massive profits.  With the right questions and a few additional seconds you can see significant increases in your business

READ MORE


  

HOLIDAY SHOWCASE & END BUYER EXPO

Thursday, August 17, 2017    | Jimmy's Conference Center, Vadnais Heights, MN 

10:00 am - 2:00 pm 

The show where distributors are invited, and their clients are welcome, too! 

Exhibitor registration is open - already halfway sold out! 

Distributor and end buyer registration will open soon.  Plan ahead and invite your clients now to save the date.  

READ MORE

 

 

Back to top

Welcome New Members

 

 

Charles Danby 

Delta Apparel 

Supplier 

 

2750 Premier Parkway - Suite 100 

 

 

Duluth, GA  

 

 

312-543-0860

 

 

 

 

Ted Moravec 

Elite Creations 

Supplier

 

211 West Stephenie Drive 

 

 

Cortland, IL  60112

 

 

847-961-0707

 

 

 

 

Sheila Johnshoy 

Harland Clarke 

Distributor

 

712364 76th Way NE 

 

 

Otsego, MN  55330 

 

 

763-479-9865

 

 

 

 

Kerry Peterson 

Peterson Photo & Graphic Services 

Distributor 

 

1022 Wedgewood Lane North 

 

 

Eagan, MN  55123

 

 

651-470-0265

 

 

 

 

Patrick Roberts 

Power Sales  

Supplier 

 

9909 Lakeview Avenue 

 

 

Lenexa, KS  66219

 

 

913-324-4970

 

   

Back to top

Guest Column

 

Top-Shelf Tip No. 85:

"Brains, like hearts, go where they are appreciated."

Robert McNamara

Five Ways To Reduce Employee Turnover

Used with permission from Promotional Consultant Today.

A friend of mine told me a story recently. She had a marketing position open at her company. It took some effort to get the position approved and budgeted. Then she had to post the position internally first. After no luck, she was finally able to post it externally. Her HR department did not do a good job of pre-screening, so she saw many candidates who were not qualified. Finally, a candidate came along who looked promising. By then, the position had been open for two months and the workload was getting unbearable. She needed to hire quickly. She offered this candidate the position, and after some negotiation, the candidate accepted. Good news-she had the position filled. Bad news— the candidate quit two weeks after she started the job, so my friend was back to square one.

What can you do to ensure you hire the candidates and keep them engaged? Read these tips from hiring expert Magi Graziano, CEO of Conscious Hiring® and Development, in this issue of Promotional Consultant Today.

1. Hire the right candidates in the first place. It may sound obvious, but hire the right person to begin with. Not only do candidates have to prove their value to you, in turn, you have to show the real value of working for your organization. Show them why they are the right fit for the culture of your team. Ensure that the top candidates fit in terms of behavior, competencies, values, capacities and emotional intelligence.

2. Focus on the onboarding. You never get a second chance to make a first impression, right? Make sure your new employees get a good first impression of your organization. Be prepared for them. This is the time to get the new employee invested in the organization. It's your job to give them a sense of where their specific role fits into the larger goals of the company as a whole. Let them know you and the company are investing in them for the long term. Give the new employee a clear picture of the responsibilities, accountabilities and timelines of the position as well.

3. Promote a culture of growth. Give your employees ways to stretch their wings and try new skills and tasks. This could mean rewarding them with attendance to an educational conference or asking them to lead an internal team or task force. Likewise, encourage informal networks to share information across departments or teams. By doing so, it keeps the work interesting and engaging, and also encourages innovation and collaboration.

4. Reward contributions. Recognizing and acknowledging accomplishments and contributions to organizational goals is key to reducing employee turnover because appreciated employees are more likely to stick around. Create a process to recognize employee accomplishments and tie these accomplishments back to your company's core values and corporate goals. Make them understand their important place in your organization.

5. Work with company leaders on self-awareness. Be sure that, as a leader, you are equipped to handle the needs and responsibilities of your team as it grows over time. For example, as your team expands and you add managers or supervisors, realize that these new leaders may require training as well.

Source: Magi Graziano, as seen on NBC, is the CEO of Conscious Hiring® and Development, a speaker, employee recruitment and engagement expert and author of The Wealth of Talent. With more than 20 years' experience as a top producer in the recruitment and search industry, she empowers and enables leaders to bring transformational thinking to the day-to-day operation.

Compiled by Cassandra Johnson


Used with permission from Promotional Consultant Today

Back to top

Did you know?


Did you know . . . 

. . .  sales of bar soap are declining?  Sales fell 2.2% from 2014-2015 even though overall sales of soap, bath and shower products rose by 2.7%.  Research conducted by Mintel.com.

. . .  bonuses are becoming more popular to attract and retain employees?  More than three-quarters of firms expect to use hiring bonuses this year, up from 54% in 2010.  And more than half plan to use retention bonuses tied to length of service.  The Kiplinger Letter.

. . .  reading may help you live longer?  People who read books for more than three-and-a-half hours per week were 23% less likely to die during a recent study’s 12-year follow-up period, compared with those who did not read at all.  On average, book readers lived 23 months longer than nonreaders.  Study of 3,635 people by researchers at Yale University, New Haven, Connecticut, published in Social Science & Medicine. 

. . . flu vaccines protect for six months?  Enough to get most people through the annual flu season.  Vaccination reduces the chance of a doctor’s visit for flu by 50% - 70%.   Study of more than 1,700 Americans by researchers at US Naval Health Research Center, San Diego, presented at the 2015 International Conference on Emerging Infectious Diseases, Atlanta. 

“What other people may find in poetry, I find in the flight of a good drive.”  Arnold Palmer, golfer, 1929-2016.  

Back to top

UMAPP Connects . . .

UMAPP Connects . . . is a new committee that works with members to promote events that are near and dear to their heart.   Example:   You're participating in an annual dog walk to raise money for the shelter. Why not invite friends in UMAPP to participate with you?   Set up a common meeting place and make some new friends! 

  • Let us know via EMAIL when you have an upcoming event that you would like your friends in UMAPP to know about.  

  • We'll get the word out to our database of member (and nonmember) email addresses.  Let's get the nonmembers involved, too, and show them the value of belonging to our great Association.  

  • You take it from there and enjoy the fun!  

 

UMAPP Connects . . . is a great opportunity to promote your favorite charity or fundraising event.  Let us know how we can help you increase your attendance!

Back to top

Advertising with UMAPP

 

One of the benefits of being a UMAPP supplier member is the opportunity to advertise.   

Have you considered: 

1.  Advertising in this newsletter?  For just $75 per issue, this newsletter reaches up to 1,600 distributor sales staff via email, and it is always posted on our website.   Your company's home page is accessed by clicking the ad.  

2.  Advertising on the home page?  For only $25 per month, your ad on our home page could be seen by over 1,000 people per month.  Ads have a link that goes directly to your company's home page.  

3.  Sponsoring the monthly E-News?  An easy way to reach close to 1,600 distributor sales reps, this is an inexpensive option that also links back to your company's home page.   

For more information and to register, read more here.

Back to top

Industry News

Ariel Premium Supply is proud to announce the appointment of Jim Franklin to the newly created position of Director of Inside Sales. In his role, Jim will be responsible for building, training and managing a team of inside sales associates who will work more closely with Ariel’s distributor customers to share ideas, product knowledge and help enhance their sales efforts. Jim comes to Ariel with 25 years of industry experience, most recently completing a successful 9-year career with a leading industry internet distributor.

Prime Line® announced the hiring of industry veteran John R.B. Cudahy as Senior Manager of National Accounts. Cudahy joins the company during a period of rampant growth spurred by the combined entity of Prime and Jetline.

1•2•1 Marketing Services Group (121msg.com) is pleased to announce that Lori Schoening has joined the organization to further develop their growing regional and national accounts. Lori has over 27 years’ experience in sales, marketing and account management working with such clients as AARP, PBS, Disney and Visa. 

In addition to supporting existing direct mail and fulfillment clients, Ms. Schoening will provide dedicated sales and management of promotional materials, corporate gifts, display materials and awards. “I am excited to start a new challenge at 1•2•1 MSG. My motto is ‘Make a Difference Today’ and I look forward to making a difference in our customers’ business and within the organization,” Ms. Schoening said. “I am fortunate to be part of a company that prides itself on its commitment to excellence.”

BIC Graphic is pleased to announce it received a Proforma 2016 Most Valued Preferred Limited Partner Award. This honor is awarded to thirty-five suppliers with large volume sales with Proforma owners as well as outstanding overall customer service.  The award ceremony was held at the distributor’s annual Million Dollar Club celebration trip, held from April 9-12, at The Ritz-Carlton, Dove Mountain, Marana, Arizona. 

LarLu is pleased to announce the release of a New and Improved Web site.  The added features including On Line freight quotes, product art templates, and improved search options will save our customers so much time while serving them better, according to Joe Durand, Senior Vice President – LarLu.  Check us out at www.larlu.com

PWS has been diligently working through the accreditation process, which includes rigorous assessments and multiple third-party audits. The QCA board will use a scorecard representing the performance of the applicant and its supply chain on the third-party audits as the foundation for granting accreditation. 

BIC Graphic is pleased to announce it received the Vernon 2016 Supplier of the Year Award. The award was presented during the annual Vernon Sales Meeting held at the Renaissance Indian Wells Resort in Palm Springs, California, April 11-12, 2017.  Vernon sales reps and employees vote to determine the most valued supplier based on several criteria including Marketing Services, Customer Services, Sales Representation, Product Quality/Compliance and Overall Experience. 

Quality Resource Group (QRG) is one of PPB Magazine’s Greatest Companies To Work For in 2017. Headquartered in the Twin Cities with regional and branch offices throughout the Upper Midwest, QRG is a single-source, full service solutions provider for advertising merchandise and print.  QRG was selected among suppliers, distributors and service companies for its ability to emulate best practices that keep workers happy, satisfied and engaged. The PPB recognition is based on employee responses to an online survey exploring several key areas, including engagement, effectiveness, leadership, ethics, pay, benefits, training and work/life balance.

“The culture at QRG is built on five core values: professionalism, perseverance, doing the right thing, caring and reliability,” said QRG President Todd Pottebaum, MAS+. “Our commitment to these values fosters creativity and encourages personal growth. By empowering our employees and encouraging collaboration, we have developed a culture of camaraderie, respect and pride. I’m honored to work alongside this great team.”

The Pro Towels family announced that it has been named one of the promotional products industry’s 2017 Greatest Companies To Work For by PPB (Promotional Products Business) magazine. PPB is the industry’s flagship publication published by Promotional Products Association International (PPAI; ppai.org), the not-for-profit association for more than 14,300 corporate member companies and more than 510,000 industry professionals who lead the $21 billion industry.

Quality Certification Alliance (QCA) has awarded QCA Accreditation to Edgerton, Minnesota-based Fey Industries, Inc. (dba: Fey Promotional Products Group). Brands include Fey Line, Magna-Tel by Fey, Mi Line by Fey, Reflectix by Fey.

Prime Line® announced today that industry veteran Brett Schaffer, MAS, has assumed a new position as Midwest Regional Sales Manager for a territory that includes Nebraska, Ohio, Michigan, Kentucky, Illinois and Indiana.  Schaffer’s background includes diverse sales, operations and leadership roles in both the public and private sector. He joined Prime/Jetline in 2014 and had been working as Director of Warehouse, Shipping and Incoming Inspection at Prime’s Jetline facility in Gaffney, S.C. Schaffer also served on the SAAGNY board of Directors and was elected President in 2010.

The Pro Towels family is pleased to announce the immediate appointment of West Coast Branded Solutions in California to represent the Pro Towels Family in the Western region, including CA, OR, WA, AK and HI. 

John Bradford, owner of Links Print and Promotional Resources and Dynamic Marketing, has joined forces with 2020 Brand Solutions as Senior Account Director. In addition to merging his own business of 17 years into 2020's sales framework, he will help lead the charge of business development in local, state and federal government institutions as well as educational sectors, nationally.

Hub Pen Company and Beacon Promotions are proud to announce additions to their staff:  Lisa Fosdick as Director of Sales; Associate Account Executive Sue Jonah to their inside sales team; Darlenis Alonzo to their business development team; Susan Bousquet to their customer service team; Account Manager Karen Santos to the inside sales team; Bjanka Andov to their inside sales team.  

Back to top

Guest Column II

Top-Shelf Tip No. 79:

"It’s not the plan that’s important, it’s the planning."

Dr. Gramme Edwards

How To Craft A Winning Business Plan

Reprinted with permission from Promotional Consultant Today.

An employee recently came to me with an idea. He wanted the company to invest money to develop new functionality for the software solution we sell to our customers. My first question to him was, "How much money will it take?" He gave me a ballpark number. So I asked, "How did you get to that number? Do you have market research to show the need for this functionality and a rationale for the cost?" Of course, he didn't, so I suggested he work on a business plan.

There are many times a business plan is required, and it's not just when you are looking to launch a new business. However, a majority of businesspeople don't understand the key elements of a business plan and the role it serves.

Today Promotional Consultant Today reveals the key elements for developing a business plan shared by author MaryEllen Tribby in her Huffington Post article, "The Eight Key Elements of a Successful Business Plan and How to Make Them Work for You."

1. Executive Summary: Following the title page, the summary should tell the reader what you want and clearly state what you're asking for. Length of the statement should be from a half page to full-page depending on how complicated the plan. Within that space, you'll need to provide a synopsis of your entire business plan.

2. Market Analysis: This section should illustrate your knowledge about the particular industry your business is in and the market drivers that are affecting this industry. It's the foundation for setting up your opportunity. A market analysis also outlines pricing, distribution and marketing strategies that will allow the company to become profitable within a competitive environment. Begin your market analysis by defining the market in terms of size, structure, growth prospects, trends and sales potential.

3. Company Description: This section should include a high-level look at how all of the different elements of your business fit together. The company description should include information about the nature of your business as well as the crucial factors that you believe will make your business a success.

4. Organization and Management: This section includes your company's organizational structure and ownership of your company, and describes the roles, responsibilities and qualifications of your management team, as well as any advisory boards or board of directors.

5. Marketing and Sales Strategies: This section defines your strategies for building brand equity, market penetration and lead generation. It explains how you are going to fill the sales pipeline and move your prospects through that pipeline to secure the sale. Start with strategies, tactics and channels that you have used to create your greatest successes. Next, branch out to others that may be working for your competitors. Remember that this section will be continually updated based on your results.

6. Service and/or Product Line: In this section describe your service and product. What is it that you are actually selling? Make sure to emphasize the benefits or value to the market (not the features). Establish your unique selling proposition. This means you have to show not only how your product is different but also why it is better.

7. Funding Requirements: In this section state the amount of funding you will need to start or expand your business. Include best- and worst-case scenarios. Be realistic.

8. Financials: Develop the financials after you have analyzed the market and set clear objectives. You should include three to five years of historical data.

The biggest mistake that most businesses make is that they don't revisit their original business plan. We all know that it's a dynamic marketplace, with outside forces affecting businesses every day. Make it a discipline not only to make decisions based on business plans, but to also revisit your business plan and make adjustments on a regular basis.

Source: MaryEllen Tribby is founder and CEO of WorkingMomsOnly.com and MaryEllenTribby.com.

Compiled by Cassandra Johnson

Reprinted with permission from Promotional Consultant Today.

 

Back to top

Closing

 

This is a newsletter provided by the Upper Midwest Association of Promotional Professionals.  UMAPP is a professional trade association for companies in the promotional products industry.  UMAPP covers the states of Minnesota, North and South Dakota, Iowa, and Western Wisconsin.  Membership is by company, but all staff are included under the umbrella of the company membership.  

For more information, contact the UMAPP office at:  umapp.sue@comcast.net.  

Back to top