July 23, 2015
ASI ended its last major show of the 2015 season with fireworks and fanfare in Chicago, with attendance up nearly 3% over 2014, tons of fun at our new networking clubs and a fast-paced keynote by Denver Broncos QB Peyton Manning.
We accomplished so much in Chicago it’s hard to re-cap. In the middle of it all, we celebrated winners like The Magnet Group CEO Bill Korowitz (at right) as Person of the Year and Senator’s Michael Nick as International Person of the Year during the glittering black-tie 2015 Counselor Awards, which featured spectacular fireworks.
Although I loved all the speeches (hands down, Bill’s was the funniest and, as he warned us, also the longest), I was really touched by Fran Ford, president of Castelli North America, who presented one of the Marvin Spike Lifetime Achievement Awards to ASI’s own Ron Ball (below).
“For the past 30+ years, this man has been there for so many of us, helping us grow our businesses, but somehow the light never shined his way,” Fran said. “We grew and somewhere behind it all, he stood, never wanting to shine his star! I am so honored to introduce my dear friend… one who has always been there for me and so many others.”
There wasn’t a dry eye in the house when Ron went on to thank Fran, the Norman Cohn family and even me. “Thank you for all the support and confidence in me throughout my years of service to ASI and this industry,” Ron said. “This is a great way to end the wonderful career I’ve had at ASI for over 40 years.”
Thank you, Ron.
For more on the awards and for our editorial coverage, visit www.asicentral.com. And, click here to read a positive story on the show in the Chicago Tribune (circulation 455,000), featuring ASI’s Joe Haley and a number of industry products.
A few more words about Manning: He flew to our show, incredibly, just hours after being honored in Los Angeles with another ESPY Award for Best Record-breaking Performance of the past year.
It was a real thrill to meet him, and not just because I’m a Hoosier who remembers when the Baltimore Colts moved to Indianapolis in 1984 after 31 seasons in Maryland (the secret, 600-mile dead-of-night trek is among the most famous sporting moves ever). After struggling for years, the Colts enjoyed their greatest success to date under Manning, the team’s starting quarterback from 1998 to 2011.
So, yes, as an Indiana native, I’m a fan.
Luckily, Manning was a nice guy to boot – unpretentious and way funnier (and taller!) than I expected, going so far as to crack a joke in his best New Orleans drawl about buying a bunch of Papa John franchises just before his home state legalized marijuana: “As a guy who sells pizza in Colorado, I can tell you the business is really good there right now.”
Anyone who might have wondered what a football player could tell a business audience didn’t have to wonder for long. The tips and insight Manning shared during his 30-minute presentation and follow-up Q&A with me (below) were relevant to anyone, whether you own a promo products business or earn millions tossing footballs:
Traditionally, Chicago is the biggest ad specialty show of the summer – and ASI’s very last big show of the season – neither of which will change. ASI remains committed to putting on a great big show in the city of big shoulders in 2016.
We are, however, introducing major improvements for California and New York with our new Engage hybrid format. Engage combines the best of traditional trade shows, intimate hosted buyer events and roadshows. We’re very excited about its debut.
Don’t forget: Registration for ASI’s 2016 ASI shows (Orlando, January 4-6; Dallas, February 9-11; and Chicago, July 12-14) and all our high-profile keynote presentations will be available in early August at www.asishow.com.
May 11, 2015
Shark Tank investor Barbara Corcoran is a pip. I just love her, and so did our audience at the ASI Show® New York. Corcoran, ASI’s keynote speaker, shared a ton of unlikely insider business tips, while dishing out fascinating personal tidbits about her life.
She was raised by incredibly loving, supportive parents in a small New Jersey town, in a house with one bathroom and 10 kids. Growing up, Manhattan loomed right across the Hudson River, as foreign and unattainable as Oz. But by the time she was in her 20s, she was taking the town by storm, eventually building a $5 billion real-estate empire. What a story!
She attributed her success, in part, to her imagination. When she was a kid, “I found I could put a ribbon on a rock and that kids would pay you for that rock.”
Although she’s almost 70, you wouldn’t know it from the way she raced around the show floor after the keynote, taking pictures and checking out the products. She stopped by Showdown Displays (asi/87188), our keynote sponsor, and took a photo with the entire team. And when she was told Showdown didn’t sell direct, always choosing to work with a distributor, one savvy distributor stepped right up and handed her his business card, which she tucked into her purse.
As you can see from the photos, she had a lot of fun at our show, goofing around at the hotdog stand and getting her pic taken at the ASI Promocar. As she says, “Fun is good for business.”
To me, the best part of any show is learning similar stories about our members, finding out how they built their business, who mentored and supported them, and how they handle adversity. In her speech, Corcoran said she always watches new hires to see how soon they recover from failure and whether they indulge in pity parties. To her, “failing well” is a sign of strength.
She also applauded everyone in the audience of nearly 300 for being small-business owners. “It’s a fabulous act of the universe to actually be in business for yourself, having nobody tell you what to do,” Corcoran (@barbaracorcoran) said. “Congratulations for having the guts to run your own business.”
I think everyone enjoyed the keynote – and the two-day New York Show, which attracted 175 exhibitors and nearly 1,600 distributors from 32 states and seven countries. I’m happy to report the show also drew 141 female-owned and 120 minority-owned companies, along with 97 businesses based in New York City. And, 11 companies also chose ASI’s show to host their sales meetings.
We got great feedback from the likes of distributor Brian Dawson, of EmbroidMe.com (asi/384000), who said his company loves holding its regional meeting at the New York show. “It’s a valuable way for us to expose our franchises to the promotional products world,” he said. “We speak with our vendors, look at different opportunities, what’s new and what’s awesome in the market. It’s just a great time to meet and learn more about the business.”
In addition to working hard, we played hard in Manhattan, too, staying out way too late at the Counselor® Hot 25 party, held this year at Dream Downtown, with jaw-dropping views of the city. We celebrated 2015’s hottest product design and best ad awards, products and 10 fastest-growing suppliers and distributors.
Kathy Cheng, president and owner of Toronto-based Redwood Classics Apparel (asi/81627), took the top spot on this year’s Hot List. Click here for Counselor’s 2015 list of the industry’s hottest, most innovative game-changers.
Hard to believe, but the last show of the season – Chicago – is just around the corner, July 14-16, featuring a keynote by Denver Broncos quarterback Peyton Manning. If you haven’t already, contact Karen DiTomasso, ASI’s VP of sales, at email@example.com, about sponsorships or exhibiting.
March 26, 2015
ASI’s Long Beach keynote speaker Jillian Michaels – an internationally known fitness expert who single-handedly built a healthy-living empire – was as down-to-earth as a friendly neighbor. While waiting backstage, she kicked off her high heels and showed our crew pictures of monarch butterfly caterpillars from her Malibu backyard.
She’s only 5-foot-2, but she radiates presence. And, she was so beautiful up close I was nearly mesmerized. Can you tell how much I enjoyed our on stage conversation? Right from the start, she enraptured our audience with her personal story of being an unhappy, overweight teenager who was bullied in school and yet managed to overcome it all, thanks in great part to her family’s support.
“As a kid, I was lucky enough to have two people who really believed in me,” she said. “Having people who support you and who believe in you is really critical.”
Through hard work and determination, along with a strong mentor and helpful clients, Michaels established a huge personal brand and starred in a hit reality TV show. I bet everyone who heard her positive, inspiring message left motivated to make changes in their life and in their business. I know I did.
Our conversation was a highlight of the ASI Show® Long Beach, held Tuesday, March 24, through Thursday, March 26, at the Long Beach Convention Center. Our show attracted 203 exhibitors and 1,643 distributors from 925 companies from 31 states and three countries. I was very happy to hear that the show also attracted 126 women-owned companies and 114 minority-owned companies.
We got great feedback from attendees like Rob Cunningham, of Uniflex (asi/92480), who said he really enjoyed the show. “We’ve had a lot of good traffic and great sales conversations with distributors.”
Distributor Bob Lewellen, of Kaeser & Blair (asi/238600), told us his company likes holding meetings in conjunction with ASI shows because they present good opportunities to meet face-to-face. “Our dealers like to come to the show so they can get product ideas and find new suppliers to do business with,” he said. “Plus, all of our dealers attend education – there is always something to be learned. The seminar choices give you a chance to focus on what’s important to you.”
There were lots of opportunities for fun, too, from networking events like dinner at Gladstone’s restaurant, to paddle boarding and beer tasting at our new networking clubs.
Hundreds of people also visited the ASI Promocar, a Mazda Protégé we covered inside and out with hundreds of promotional products donated by ASI suppliers. The Promocar (hashtag #ASIpromocar) is part of an ASI PR campaign called “Driving Serious Fun,” designed to drive attention to $21.5 billion promotional products industry and to spread the word about the industry’s creativity and ingenuity.
After Long Beach, the Promocar sets off on a 2,700-mile journey across 12 states. Make sure to follow the car along the way through pics and blog posts on Facebook, Twitter, Instagram and on ASI’s website, www.asicentral.com. The car already has 190,000 miles on it, so wish us luck!
November 17, 2014
The results of ASI’s just-released corporate gift-giving survey show six in 10 companies plan on thanking clients and employees with holiday gifts this year. What’s most surprising to me is that the number isn’t 10 in 10. Smart business owners know the best way to keep clients coming back – or to court new business – is to show appreciation.
Gifts don’t have to be extravagant, but according to Advantages magazine annual “Gift Guide,” gifts that are thoughtful, cool, unique or useful will provide the greatest ROI.
While I admit I lingered over the celebrity robotic avatar offered in the Hammacher Schlemmer catalog (asi/59444) for a mere $345,000, a more reasonable choice for clients might be titanium luggage tags from Eddystone Designs (asi/51666). They’re terrific – indestructible, color laser-printed and shimmery to boot. I expect to own mine forever.
According to our survey, the main goal of giving gifts to customers is to express appreciation and develop relationships, as well as to generate good will and increase company awareness. I know whether I receive a Swiss chocolate tower, etched bottle of wine or a bacon-scented iPhone alarm clock this year, I’ll remember the giver for months, if not years – especially if it’s logoed. After all, phenomenal advertiser recall is what promotional products are all about.
For 2014, survey respondents told us that when choosing a gift, they consider an item’s attractiveness, durability and usefulness above all else. This year, nothing says “useful” like an imprinted power charger – a high-tech item that’s riding the rage wave. Give it to clients and they’ll carry it everywhere they go, from home to office to airport lounge.
Sure, you might consider giving a few top clients a case of lobsters or a branded (and memorable) Adirondack chair from AAA Innovations (asi/30023). But our survey results show most companies plan to spend an average of $43 per customer or prospective customer, with food/beverages, desk accessories, writing instruments and calendars topping the list.
When it comes to rewarding employees, most companies are spending about $50 per worker, with gift cards, food/beverages, apparel and cash bonuses as the most popular choices. Here at ASI, we thank each of our full-time employees with a check at our annual holiday party. You might consider a high-quality optical crystal slanted block clocks from Best Deal Awards (asi/47791).
If you’re still unsure what to give, or what to suggest to clients planning their holiday orders, here are a few tips culled from the pages of ASI’s magazines:
The bottom line is that people love gifts. When we asked survey respondents about the best corporate gift they ever received, answers ranged from days off, gift cards and a donation made to the recipient’s favorite charity all the way to fishing rods, Cincinnati Reds tickets in the corporate suite, blown glass insulated beer glasses and a weekend stay at a resort – with babysitting included.
Finally, even though December is the biggest gift-giving month of the year, you could set yourself apart from the crowd by sending your gifts out on, say, Penguin Awareness Day on January 20.
September 17, 2014
A major theme of this year’s U.S. Power Summit was helping prepare the promotional products industry for the future. The keynote speaker, Forbes publisher Rich Karlgaard, advised business leaders committed to growth to hire more people who can deliver different solutions to the organization, while futurist John Smart encouraged companies to invest in e-commerce and mobile platforms.
And since suppliers and distributors must be prepared to meet the ever-growing demand for faster service and order processing, we also invited industry experts to discuss the “need for speed” during a session highlighted by an actual drone demo. While flying drones (pictured, right) are really cool, our bigger point in bringing them to the power summit was to get industry people to start thinking about ways they can be utilized in in areas like warehouse inventory and Amazon-like delivery.
This year, the 2014 ASI® Power Summit in Scottsdale, Arizona, attracted about 200 of the most influential distributors, suppliers and decorators in the industry. From the early feedback I’ve gotten, everyone enjoyed the superior content and business discussions, which were helped along during fun activities like golf and a visit to a nearby ranch for lassoing and skeet shooting. The fine scotch helped too, I’m sure.
Click here for Facebook photos of the action.
We packed a lot into three days. During my Q&A with alphabroder CEO Norman Hullinger, we even broke some news about his plans to double the size of the company in the next five years – and for sales to hit $1.6 billion. In 2013, the number-one supplier on the Counselor® Top 40 list posted sales of $697 million.
Future growth for alphabroder will come from acquisitions and organic growth, especially growth in ad specialty distributorships. But the really big news from alphabroder concerned expanding beyond apparel to a line of hard goods – an expansion that will likely come about through acquisitions as well as internally.
Throughout the power summit, ASI’s editorial staffers provided full coverage of happenings along with video interviews from all major presentations. To read more:
When I say we packed a lot into this year’s U.S. Power Summit, I mean we packed a lot into this gathering. We also released the names of the industry’s most powerful people with the 2014 Counselor Power 50 list. Click here to read our press release with more detail and click here for the full list, topped by Marty Lott and Jeremy Lott of SanMar.
Finally, we also released the 2014 Global Advertising Impressions Study, a cost analysis of promotional products versus other advertising media. For the study, our research team conducted thousands of in-person interviews with businesspeople and students in key cities across North America, Canada, Europe and Australia. This year’s data updates prior years’ reports by expanding interviews into two cities in Mexico (Monterrey and Mexico City) and several additional mid-major markets: Tampa, Charlotte, Minneapolis, Denver and San Diego.
Ultimately, the comprehensive study provides buyers and sellers of promo products with powerful data to convince clients worldwide that ad specialties can increase sales and brand exposure.
If you were at the Power Summit, thanks for joining us! I’d love to know what you thought – and any suggestions you may have for next year’s event, which we’re already planning at the St. Regis Monarch Beach Resort in Dana Point, CA in November 2015 (www.asicentral.com/psreg).
September 3, 2014
For the 18th consecutive quarter, suppliers in the $20.5 billion promotional products industry are reporting bigger sales, with revenues jumping an average of 5.1% in Q2.
Data shows more than half of suppliers (59%) improved Q2 sales, with 23% reporting revenues were unchanged and 18% with declining sales. At the same time, the U.S. is reporting a healthier job market, a recent surge in stocks and buoyed consumer confidence.
Such confidence is also being felt by six in 10 industry suppliers, who tell ASI they expect 2014 sales to be even better than 2013. More than three-quarters (78%) of supplier firms with $5 million or more in annual sales believe their revenues will improve in 2014. About 58% of smaller suppliers (less than $5 million in annual sales) anticipate their sales will increase this year.
Suppliers quoted in the latest Counselor PromoGram sound cautiously bullish:
The 5.1% quarterly growth among suppliers was a stronger showing than in Q1, when average sales increased by 4.8%. Last month, Counselor reported Q2 distributor sales rose by 6.1%.
July 17, 2014
ASI celebrated its 15th anniversary of hosting a national trade show in Chicago in a very big way. This show had it all: art, commerce, education, networking and, above all, fun and flair.
The show featured 50 education sessions, leading suppliers, 22 team-building distributor sales meetings and a multimedia keynote by graffiti artist, entrepreneur and motivational speaker Erik Wahl on using creativity to supercharge your potential.
Go to www.asicentral.com for complete coverage of the show, including blogs and videos from ASI’s ace on-site editorial team.
To me, innovation was the word of the day on a bustling show floor. I saw tons of new packaging ideas, along with some traditional decorating techniques applied to new products. And, everyone seemed to really benefit from the new Signage + Decoration pavilion and the two days of demos inside. After seeing the techniques, I’m sure distributors will gain a new appreciation for the decorating suppliers do for them.
The feedback from the Erik Wahl keynote was also tremendous. He actually painted right on the stage and spoke about the importance of creativity to business – which are not two words most of us use together in the same sentence. But it makes sense to think outside the box for inspiring ideas.
I think my favorite part of the show was the heartfelt speeches made by winners at Wednesday night’s 2014 Counselor® Awards. I especially loved the speech by Gary Hellinger, of Gary Plastic Packaging Corp. (asi/55990), who won the Marvin Spike Lifetime Achievement Award. ASI Chicago was the very first trade show he’s ever been to. And I almost choked up as he described his operation in the South Bronx, where he has 600 employees working three shifts. What a sweet guy.
At the ceremony in the very cool Museum of Broadcast Communications in Chicago we also announced the Top 40 Distributor and Top 40 Supplier rankings – the largest companies in the industry based upon 2013 revenue. For more info, go to www.asicentral.com. For the complete list, click here.
Our Counselor Person of the Year, Norman Hullinger, CEO of alphabroder (asi/34063) (pictured with me, right), was loudly applauded by his team members for expertly guiding the company through an unprecedented period of change, acquisitions and re-branding. As I said during my speech, talk about daring!
Throughout the show, it’s been great to talk to people and to hear how bullish they are on the second half of the year. Suppliers and distributors alike are very positive on our industry and are looking forward to a stronger finish than ever.
ASI Chicago took place Tuesday, July 15, through Thursday, July 17, at McCormick Place and featured 750 exhibiting companies – including numerous Counselor Top 40 suppliers and 105 exhibitors new to Chicago this year. Total distributor attendance was more than 4,300, from distributor firms based in 42 states and eight countries. The show is the largest ad specialty trade show of the summer.
The reviews were excellent:
One of many special benefits ASI members could take advantage of included free education, which featured strategic sessions on scoring sales as well as a new Screen-Printing Success Track, part of ASI’s new relationship with ST Media, sponsored by Workhorse Products. We also unveiled the new Signage + Decoration Pavilion, produced in partnership with ST Media, featuring well-known equipment companies and live education allowing attendees to explore niche sales ops and speak to experts in potential new markets.
Exhibitors were delighted with the show because it gave them a terrific opportunity to display their latest, greatest products, talk to numerous distributors and discuss creative ad campaigns. Jennifer Grigorian from Hit Promotional Products (asi/61125), said, “The ASI Shows deliver very good traffic. We always leave with new relationships and really benefit from spending one-on-one time with our customers.”
The show also featured the debut of the #ASIpromocar, an “Art Car” decorated with a variety of promotional products donated by ASI suppliers and driven 750 miles from ASI headquarters in Philadelphia to the show, where it was on display and available for people to sign and get their photo taken.
The car is intended to drive attention to the creativity and ingenuity in the promotional products industry, and it was a big hit. I sure hope everyone got the chance to see it – and to sign it! (See ASI’s Matthew Cohn signing at top). Now, all we have to do is drive it safely back to ASI headquarters outside Philly. I’m very happy to report we only lost a single pen during the drive out. I’m now taking bets on how many we’ll lose on the trek back.
An unprecedented roster of business and leadership trailblazers includes Steve Wozniak and Peyton Manning. For information on exhibiting or sponsorship opportunities, contact Karen DiTomasso, vice president of sales, at firstname.lastname@example.org.