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4 Days, 5 Tracks, Unlimited Opportunities–Your Ticket to the Next Level.
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NEW for 2010 - Sunday, June 6th Supplier Roundtable!
SUNDAY, JUNE 6
4:30 p.m. - 6:30 p.m.
Supplier Roundtable and Social - Don't Be Up A Tree
Facilitator: Brett Schaffer, CAS, Soundline
Matt Barnes, Promo Marketing
Mel Ellis, Humphrey Line
Harvey Mackler, gempire/Floral Promotions
Murray Siegel, Towel Specialties
Jeffrey Lederer, Prime Resources
Additional participants to be announced.
Session Code: 270
MAS: 2.0 points
Join us and find out what's new in the industry.
MONDAY, JUNE 7
9:00 a.m. - 10:30 a.m.
How to Get Sales NOW with Web Marketing
David Blaise, Blaise Drake & Company, Inc.
Session Code: 271
CAS: 1.5 points
Technology will never replace salesmanship, but smart industry professionals are learning how to leverage the web to attract more clients, establish rapport and close more sales. You’ll walk away from this session with a crystal clear idea of how to begin using effective, affordable technology like squeeze pages, sequential auto-responders, audio video and social media to position yourself as an expert and grow yourselves NOW!
David Blaise of Blaise Drake & Company Inc., Brookfield, Wis., is a direct marketing entrepreneur and business consultant.
Bridging the Gap of Generational Differences
Petey Parker, Petey Parker and Associates
Session Code: 272
MAS: 1.5 points
Discover how to understand, embrace and celebrate diversity by playing to the strength, qualities and uniqueness of each age group. This content-rich seminar will provide statistics, descriptions and insight on the different ages and stages that you can use in your business and personal life. You’ll discover: Generalizations regarding the Gens; How to hire, fire, retain; Different styles of management and motivations; Perception and reality of the differences of the X & Y, Baby Boomers & Young Lions!
Petey Parker of Petey Parker and Associates is a speaker, sales trainer, consultant and author.
The Co-Op Workshop - Finding Your Client Money for YOUR Next Promotion
Joel Schaffer, MAS, Soundline
Session Code: 273
CAS: 1.5 points
Co-op funds are still the greatest source of untapped funding for promotional products. Walk into a camera shop, sell them a plastic bag and get Nikon to pay for it. Visit a plumbing wholesaler, sell them tool aprons, tee shirts or cups and get someone to pay for the entire promotion. Wake up promotional products distributor! Your competition (radio, TV, newspapers etc.) know where to find the money. You need to know too. This interactive workshop is aimed at distributors and can give suppliers greater insight into their market and how to help distributors obtain a sale. The focus of this session is to educate participants as to the opportunities that exist in the B2B market for the use of co-advertising as a way to fund promotional products. This session explains the opportunity and gives the methodology and techniques.
Joel D. Schaffer, MAS, is CEO and Founder of Soundline, LLC.
Industry Overview Part 1
*CAS-required course*
Joseph Scott, MAS, Scott & Associates
Session Code: 274
PPI-1: 1.5 points
This workshop meets the criteria outlined for CAS required PPI Part 1 and PPI Part 2. This CAS-required course serves as the foundation for learning the fundamentals of the promotional products industry. Learn about the history of the promotional products industry; types of promotional products; the roles of the distributor, supplier, manufacturer, multi-line rep and the end-buyer; the business of promotional products sales and marketing; and types of promotional programs.
Joseph Scott, MAS, is the vice president of Scott & Associates, Inc.
11:00 a.m. - 12:30 p.m.
How to Create Killer Marketing that Ignites Sales
David Blaise, Blaise Drake & Company, Inc.
Session Code: 275
CAS: 1.5 points
Most marketing messages fail to spark sales because something’s missing – in fact, a LOT is missing. In this session, we’ll reveal the five critical elements of an effective marketing message and show you how to integrate them into everything you do. These five elements will allow you to attract attention, convey credibility, elicit action and position yourself as the only logical choice. So, if you’re tired of sending out e-mails, sales letters and brochures that are widely ignored by the majority of recipients, don’t miss this session.
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David Blaise of Blaise Drake & Company Inc., Brookfield, Wis., is a direct marketing entrepreneur and business consultant.
Going Digital: How to Use and Sell Digital Promotions
Rob Watson, MediaTree
Session Code: 276
CAS: 1.5 points
This program shows attendees how to create and sustain a digital promotion. Discover how a simple and cost-effective sweepstakes or digital download campaign can drive more consumers online to interact directly with the client’s brand – all while having real-time opportunities to purchase products, sign up for more information as well as educate themselves on different products and services.
Rob Watson is an 11-year marketing communications verteran and the president of MediaTree.
P.P.P. - Plan, Prepare & Progress: 10 Essential Steps to Acheivement
Kippie Helzel, MAS, CPS/Keystone Line
Roni S. Wright, MAS, The Book Company
Session Code: 277
MAS: 1.5 points
One thing our economic condition has shown us is that nothing remains the same. We must be flexible and focused as to what we need and want to accomplish. Here are 10 steps to guide you through goal-setting, visualization and achieving results. What do you want out of life, your career, your team and your business? Where do you see yourself in five years? You’ll explore fundamentals of goal-setting, understand the importance of a strategic plan and develop the skills to work the plan for maximum results.
Industry Overview Part 2
*CAS-required course*
Joseph Scott, Scott & Associates
Part two of the session on Monday, June 7, 9:00 a.m.
Session Code: 278
PPA-2: 1.5 points
Top Money-Making Strategies for Selling Branded Products
Bill Martocci, Carlisle Sale & Marketing
Kevin Doughtery, Director of Special Markets, Orrefors Kosta Boda USA
Session Code: tba / MAS/CAS Points: 1.5
Brand Reps know who buys brand and why, and they benefit from helping you sell more of their brands. Tap into this vast resource to boost sales and profits of branded products.
Bill Martocci, Carlisle Sales & Marketing, and incentive manufacturer representative, has over twenty years of sales and management experience. Prior to joining the incentive industry, he built his own insurance agency from scratch and worked in the electronics industry selling computer components to system integrators and distributors. Recently, he served as Director of Special Markets with Carson Optical, where his nationwide network of Ad Specialty reps were among the best in all territories. Bill is active in industry trade associations such as IMA, SAAGNY and currently serves on the IMRA Board of Directors.
Kevin Doughtery is Director of Special Markets for Orrefors Kosta Boda USA a long-standing incentive industry supplier. Previously, Kevin was Sales Director for Movado, another industry supplier with a long history in the incentive business. With more than 10 years experience, Kevin brings a wealth of understanding and market knowledge to help promotional products distributors build their incentive sales.
1:30 p.m. - 3:00 p.m.
KEYNOTE: You Won't Make it if You're Not Happy - You're Happy by What You Put on Your P.L.A.T.E.
Rory Aplanalp, Aplanalp Associates
Rory will get you with it using the P.L.A.T.E. approach to life. P – put good stuff in – because all around you are bombarded with bad news; L – let go of the past, you can’t do anything about it now; A – attitude of gratitude, you can walk into the room, some can’t walk; T – take the time to throw starfish (and you will find out what that means); E - exercise the 5 Minute Rule. A supreme motivator, Rory will have you out of your chairs and ready to charge ahead for a more productive and enjoyable business and personal life!
Rory Aplanalp is president and CEO or Aplanalp Associates, Inc., an international speaking and training organization.
3:30 p.m. - 5:00 p.m.
Igniting the Creative Spark in YOU!
Cliff Quicksell, Jr., MAS
Session Code: 345
CAS: 1.5 points
Today more than ever clients and potential clients are looking for a unique point of differentiation – no longer are clients looking for the next cute widget, they’re looking for substance, more importantly – RESULTS! Each of us has this remarkable gift to be creative; however most of us do not utilize this tool to the fullest or even at all. Shy? Fear! This seminar will help you unlock those mental blocks and see the industry and what you do in a whole different light. Having EXPLOSIVE creativity can be yours. Several real world case histories will be shared may of which you can use for yourself. Begin to THINK creatively all of the time, stop thinking about the product and more about the solution and your profitability will soar. See your true potential – it’s in there, we just need to light the fuse! When you leave this class, you’ll be on FIRE and ready to go – I guarantee it!
Session Code: 345
CAS: 1.5 points
Making a Difference TODAY!
Rory Aplanalp, Aplanalp Associates, Inc.
Session Code: 281
MAS: 1.5 points
Improve performance and achieve success by changing the way you talk to YOURSELF! In this session, you will learn the importance of your internal dialogue and how to change it from limiting to empowering. Taught with humor, insight and personal experience, these simple, easy to apply and remember principles are instantly beneficial. You’ll increase your ability to maintain focus on desired outcomes even in times of setbacks, develop new motivation when faced with difficult tasks and strengthen relationships with co-workers and others. You’ll learn how to exceed sales goals and improve communication skills, improve organization and effectiveness, change limiting behavior, techniques to guide customers through the sales process – AND, that the most important conversation you will ever have is the one you have with yourself!
Rory Aplanalp is president and CEO or Aplanalp Associates, Inc., an international speaking and training organization.
Tool Time! Distributors Tool Kit for an Effective Trade Show Experience
Sharon Schiffelhuber and Gary Haley
Session Code: 282
CAS: 1.5 points
This presentation will arm distributor sales people with the tools they need to help their clients have a more effective trade show experience. It picks up the client presentation from the point the client asks you, “I’m going to a trade show, do you have any ideas on how I can have a better trade show experience”? If you don’t have a plan or idea, then you should attend this presentation. This session will show you how to help your clients plan their trade show promotions, understand their marketing focus for the year and allow you to become a more valuable asset to their marketing planning.
Promotional Programs - Advertising and Marketing - Part 1
*CAS-required course*
Mary Ellen Pahlka-Nichols, MAS, Bodek and Rhodes
Session Code: 283
ADV-1: 1.5 points
This workshop meets the criteria outlined for CAS required PRO Part 1 and PRO Part 2. This CAS-required course serves as the foundation for learning the fundamentals of the promotional products industry. Learn about the different types of promotional programs and the differences between product selling, idea selling and program selling. This two-part program discusses the elements of each program, how to use each program effectively and how to uncover and quality opportunities for different types of program sales.
Mary Ellen Pahlka-Nichols, MAS, is director of marketing communications at Bodek and Rhodes.
Motivate and Inspire Performance With Branded Products
Bill Gregory, Quality Incentive Company
Session Code: tba
MAS/CAS Points: 1.5
Brand Products motivate and inspire performance to levels no other medium can match. Experienced incentive professionals share case histories and ideas for using name and retail brands in incentive, reward and performance improvement programs. Get tips and tools to motivate and inspire your clients to buy this valuable service from you.
Bill Gregory is Director, Special Markets with Quality Incentive Company. With nearly 20 years experience in the incentive business, Bill assists distributors in designing “special” programs that don’t fit neatly into standard program categories. Bill is especially talented in the role of teacher, having developed a variety of beneficial sales tools and successful methodologies to help distributors sell incentive programs successfully.
TUESDAY, JUNE 8
8:00 a.m. - 9:15 a.m.
Get Those Monkeys Off Your Back
Theresa Moisant, Moisant Promotional Products
Session Code: 285
CAS: 1.5 points
Simplifying Today’s Challenges: Do it right the first time, you don’t have time to do it the second time. Plan it, Organize it, DELEGATE IT! Be aware of the monkeys – they are the time drains. And most of all – Get over It!
Theresa Moisant is the owner and president of Moisant Promotional Products.
Legislative Overview
Steve Slagle
Session Code: 284
MAS: 1.5 points
Get an up-to-the-minute look at the most pressing issues and legislation impacting the Promotional Products Industry. This session will bring you up to date on what’s happening in Washington D.C. and around the country. You’ll learn the status of the Physician Payments Sunshine Act S.301; how the Health Care Reform Bill threatens the promotional products industry; all about the Consumer Product Safety Improvement Act of 2009; H.1815 and the Health Workforce Act of 2009. These issues are important to everyone in the industry. You need to be educated on these issues and aware of what steps are being taken to protect your industry nationally and in your region.
Anne Lardner is senior manager, public affairs at PPAI.
Free Tech Tools Exposed - With Real Life Application
Jennifer Reissaus, MAS, Advertising Specialties Alliance
Session Code: 287
CAS: 1.5 points
The internet has many tools to help improve your productivity, organization, client collaboration and marketing – all for FREE. Are you taking advantage of these tools? In this fast-paced session, participants will be introduced to free online tools for your day-to-day business processes, including alternatives to big-name software packages. We’ll cover what the tools can do for you and where to get them. Don’t miss this opportunity to explore new ways to solve common problems with uncommon tools. Assumes a working knowledge of web browsers. Primarily for PC users, although Mac availability will be covered where possible.
Jennifer Reissaus, MAS, is a partner at Advertising Specialties Alliance and an eight-year veteran of the promotional products industry.
Promotional Programs - Advertising and Marketing - Part 2
*CAS-required course*
Mary Ellen Pahlka-Nichols, MAS, Bodek and Rhodes
Session Code: 286
ADV-2: 1.5 points
Part two of the session on Monday, June 7, 3:30 p.m.
WEDNESDAY, JUNE 9
8:00 a.m. - 9:15 a.m.
Get Connected with Social Media
Mark Graham, RIGHTSLEEVE
Session Code: 288
CAS: 1.5 points
Today, your virtual presence is just as important as your brick-and-mortar image – sometimes, even more so. In addition to your Web site, there are a variety of social media tools such as blogs, Twitter, YouTube, Flickr and Facebook that you can use to engage with your clients in a different way. In this workshop, social media will be defined and the different tools explored. Additionally, participants will assess various social media properties within their promotional products distributorship and find out how social media can change the way your company communicates with its client base.
Mark Graham is the founder of RIGHTSLEEVE, one of the industry's most innovative distributors.
Consumer Product Safety Improvement Act (CPSIA) – The Impact on our Industry
Robert (Rick) Brenner, Prime Resources
Jennifer Karmonick, Arnold & Porter, LLP
The CPSIA will have a tremendous impact on the promotional product industry. Compliance will be a challenge for all supplier s and distributors. It is important that everyone be aware of their obligations under CPSIA. This session will provide a general overview of the law and the requirements of product scanning, certified lab testing, distributor/end-user product information and CPSIA certification. We are fortunate to have Ms. Karmonick, a product safety and litigation expert, participating in this session.
The Power of Apparel Brands
Bob Horwitz, Idea Workshop
Session Code: 290
MAS: 1.5 points
Consumers and corporate customers continue to seek branded products for the recognized value and confidence they communicate. During difficult economic times, buyers are attracted to branded products for these reasons. This presentation will provide participants with the tools and insight into brands and the benefits they provide to distributors and their clients. Selling branded apparel changes the selling strategy away from price and toward the value and benefits of the products. In this workshop, participants will discover what makes selling branded apparel different than selling commodity items, as well as gain comfort in selling higher priced branded apparel and making higher margins. Discover ways that brands can open doors to new corporate clients.
Bob Horwitz is president and CEO of Edan Prairie, Minnesota-based supplier Idea Workshop, a brand management company.
sm@rt Art
*CAS-required course*
Brandon Mackay, MAS, SnugZ USA
Session Code: 289
ART: 1.5 points
This workshop is designed for non-technical professionals in the industry. We discuss the sm@rt Artwork Readiness Guidelines and how to avoid extra charges or delays caused by inappropriate artwork. We explore sm@rt codes and sm@rt e-mail guidelines as well. This is essential knowledge for top performers in the promotional products industry and is a CAS certification requirement.
Brandon Mackay, MAS, is the CEO and president of SnugZ USA.
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