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Friday
January 27, 2012 2011 Industry Sales Top $18.5 BillionFiled under: News About ASI, Research The numbers are in, and the results couldn’t be much better. ASI’s 2011 distributor sales research report shows total industry sales of $18.5 billion, up 6.2% from 2010. Sales have increased for eight straight quarters, with a 6.5% 2011 fourth-quarter sales increase reported – the highest since the first quarter of 2011. What this proves is that the industry rebound begun two years ago is real – and lasting. A majority of distributors feel optimistic about 2012 sales, which is another indication of continued growth. The bottom line is that companies, charities, schools, hospitals, teams – you name it and there’s a logo on it – are continuing to buy ad specialties for a very simple, undeniable reason: they work. Highlights of the survey, conducted by ASI’s executive director of research, Larry Basinait, include:
To read the report, click here. ASI commissioned the exclusive survey to estimate industry sales for 2011. The industry outlook for 2012 was also included in the study. Invitations went to ASI distributor members who were the primary contact with their firms, and had been in business at least one year. One thing we can’t do is become complacent. We need to keep the economic ball rolling throughout 2012 – and beyond. So let me know what you’re planning to do this year to keep your numbers up, or tell me what worked best for you in 2011, by posting a comment or e-mailing me here. I’m also on Twitter, LinkedIn and YouTube.
Wednesday
December 28, 2011 Business Grab BagFiled under: Community, Industry Initiatives, Research, Using Ad Specialties How many of you gave gifts to clients and prospects this year? According to a recent gift-giving survey from ASI, average spending on such gifts was up 13.9% to about $30 per gift this year. Our executive director of research, Larry Basinait, found clients aren’t the only ones benefiting from corporate beneficence. Employers who answered our survey say they spent an average $42.52 per employee “thank you” gift this year, up 19.6% from 2010. Like last year, our survey shows gift cards and cash remain the most popular employee gifts, with 38% of respondents planning to give gift cards to employees. Cash bonuses are second, but fell by 8 percentage points to 24% since 2010. Does gift-giving work? Nearly a quarter of respondents say giving gifts to clients and prospects results in sales and leads, with over one-quarter (27%) of those surveyed saying the gift resulted in a referral and 24% reporting generating a lead or a sale. Other survey highlights include:
Over at “The Joe Show,” Joe Haley demonstrated a number of the year’s hottest business gifts, including: Coffee table books, from National Geographic Society, asi/73383. Beautiful books from National Geographic not only include incredible photography, but they can also be customized and personalized. iPad keyboard, from Pingline, asi/78137. High-tech products and accessories like the Bluetooth-activated keyboard – which makes typing a whole lot easier – are on everyone’s wish list. Outdoor jacket, from Trimark Sportswear Group Inc., asi/92122. Jackets are essential and appreciated, come in men’s and women’s styles and are perfect for people who work and play outdoors in the winter months. Leather wrapped thermos, from Sweda Co. LLC, asi/90305. Practical and elegant, it’s just the thing for the sales rep on the go. Customized wine and spirits, from A Plus Wine Designs, asi/30223. Make a strong showing with a giveaway that’s perfect for holiday parties and to leave with clients on visits. Leather Nook cover, from Royce Leather, asi/52390. Sure to give the iPad a run for its money, the new Nook tablet is a best-seller this year, and accessories will show thoughtfulness. Throw blanket, from KTP Design Co., asi/63773. Winter months bring images of snuggling up in front of a warm fire. Enhance that experience with a custom woven afghan that companies can imprint with any image or logo. Ogio bag, from SanMar, asi/84863. Duffel bags are perfect for travel and going to the gym. This bag has flexible spines, allowing it to stand or bend at will. Ornaments, from Faro USA, asi/53697 & Marbex Inc., asi/68708. A finely-crafted holiday ornament doesn’t have to be expensive or elaborate. Most can be easily mailed, hung from a company’s tree or given out to visitors. What was your favorite gift to give this year? Let me know by posting a comment or e-mailing me here. I’m also on Twitter, LinkedIn and YouTube.
Tuesday
November 15, 2011 Power on to 2012Filed under: Members, News About ASI, Research We spent three great days in California at the 2011 Power Summit – braving surprisingly chilly weather – debating, networking and strategizing with a diverse assemblage of about 250 industry leaders and aspiring leaders. For photos, videos and news of the Counselor Power 50, click here. During the summit, we heard from experts like John Hamm, an executive coach and author of “Unusually Excellent: The Necessary Nine Skills for the Practice of Great Leadership.” My main takeaway from John was this: Be honest – with your employees and with your customers. The Power Summit is always a whirlwind of ideas, discussions and debates. For me, three main themes emerged from this year’s gathering. The first is focus. Focus on your business and refocus your efforts as we barrel toward the end of 2011 and into 2012. The second theme is technology. Power your business with the latest technology and increase efficiency and your bottom line. The third theme is talent – recruiting it and developing an even deeper bench. And once you’ve built that team, don’t forget to bring them into as many discussions as possible. You’d be amazed at the great ideas that surface from brainstorming sessions. One of the highlights of the summit was the release of ASI’s latest research study, “Defining the Disconnect: An Analysis of Channel Beliefs vs. Customer Needs in the Advertising Specialty Industry.” This is the very first industry study to tell suppliers and distributors straight out if they’re delivering products end-users really want. If you haven’t already, I urge you to read it in its entirety by clicking here. Circulate it to as many industry friends as possible. The next ASI Power Summit will be at the Ritz-Carlton Golf Resort in Naples, Florida, November 11-13. It’s never too early to register. For more on the 2011 summit, please check out my Tim’s Take videos by clicking here and here. If you attended, I’d love to know your thoughts. Post a comment or e-mail me here. I’m also on Twitter, LinkedIn and YouTube.
Wednesday
November 9, 2011 What Do End-Users Really Want?Filed under: Industry Initiatives, News About ASI, Research, Using Ad Specialties This week, ASI released its latest study, which addresses the key question, “Are you delivering what end-users really want?” The answer may surprise you. In the first industry study to tell suppliers and distributors if they’re delivering the right products, ASI documents the discrepancies in attitudes and opinions between buyers, sellers and end-users of the products fueling our $17 billion industry. “Defining the Disconnect: An Analysis of Channel Beliefs vs. Customer Needs in the Advertising Specialty Industry” lays out a plain case for paying attention to customers’ wants and needs. At the same time, it points the way to new selling opportunities. Significant findings of the study show:
For a downloadable PDF of the study, click here. I suggest reading it in its entirety – and letting its findings help you improve the way you think about your products. It may help you boost your bottom line. To read our press release, click here. I encourage you to share the results any way you can: tweet about it, post the link on Facebook, email it to everyone in your company. The study — authored by our executive director of research, Larry Basinait — compares opinions about ad specialty preferences and usage patterns from suppliers through to end-users. The study also examines overall opinions about ad specialties as well as specific product types: shirts, caps/headwear, bags/totes, writing instruments, mugs/glasses, desk/office/business accessories and calendars. Some key study takeaways include:
Please let me know what you think by posting a comment or e-mailing me here. I’m also on Twitter, LinkedIn and YouTube.
Monday
October 24, 2011 Move Over, Doom and GloomFiled under: Research In my experience, the one trait shared by successful business leaders is confidence. The more confidence you have in yourself and your company, the more you inspire employees, clients and potential customers. Confidence is so critical, it can even impact the economy, according to a recent government report. Even though the economy is creeping upward (retail sales rose 1.1% in September, exceeding private sector expectations of a 0.7% advance), consumer confidence remains gloomy. A recent Q3 industry survey found much of the same doom and gloom. Even though sales rose for the 7th straight quarter, distributor confidence has dropped nearly 20 points in the last year. In ASI’s Q4 2010 survey, 75% of all distributors felt sales for 2011 would be higher than sales in 2010. In our just-released Q3 2011 survey, only 56% of all distributors feel sales for 2011 will be higher than sales in 2010. Overall, the industry news remains positive: During the third quarter, there was a 5.1% year-over-year increase in sales among ASI members, which translates to an increase in sales of $221 million over the third quarter of 2010. One-half (50%) of distributors reported an increase in the third quarter. Sales for the third quarter of 2011 were approximately $4.6 billion. No one living through this extraordinary period is peering through rose-colored glasses – not in the face of declining incomes, high unemployment and government distrust. But whenever we feel our confidence shaken, it might be worth considering the good news that is indeed out there. Keep investing in your business and your people and continue exploring new marketing opportunities and technology. In other words, stay as confident as our recession-busting industry allows. You have good reason. And for more info, click here. Let me know what your Q3 experiences have been – and what’s giving you confidence – by posting a comment or e-mailing me here.
Wednesday
October 5, 2011 Are You Ready For Some Football (Products)?Filed under: Media Coverage, News About ASI, Research, Using Ad Specialties Whether you’re betting on the Packers or the Bears, the Tarheels or the Cardinals, chances are you’re gearing up for some kind of NFL or college football party this season. Knowing how important football – and tailgating – is to millions of Americans, we conducted a survey on the use of gridiron-related promotional products. Results show a whopping 66% of those surveyed have been given a free football-related shirt that also advertises a business. The survey concerned tailgating habits along with the use of ad specialties in high school, college or professional football tailgating or parties. All told, 62% told us they’ve attended a tailgating event at a football game. So it’s clear that football-related promo products are a safe bet for businesses looking for inexpensive and effective advertising. For a Joe Show demo of some cool tailgating promotional products, click here. We sent out a press release with the survey results and it generated a lot of interest, including a story in the Big Lead Sports blog, which ranks No. 4 in the U.S. among all online sports properties in terms of unique visitors. Other survey highlights you might be able to use to liven up a sales pitch:
Larry Basinait, our executive director of research services, also found the most popular NFL teams among those surveyed are Dallas Cowboys (10%), Chicago Bears (8%) and Pittsburgh Steelers, Green Bay Packers and New England Patriots (all 7%). And like David Puddy in the “Face Painter” episode of Seinfeld, many tailgaters (17%) also report painting a part of their body before a game. In fact, nearly twice as many women as men have painted a body part for a football party (20% vs. 11%, respectively). That one really surprised me! Fans surveyed about their favorite football-related item cited everything from an autographed Joe Namath helmet, Dallas Cowboys clock, Green Bay Packers Crock-Pot and stuffed Penn State Nittany Lion to vehicle flags, terrible towels, bobbleheads and custom golf carts. Do you have a treasured souvenir? What’s the one product you always bring to tailgating events and games? Let me know by posting a comment or e-mailing me here.
Monday
September 19, 2011 What’s In Your Bag?Filed under: Industry Initiatives, News About ASI, Research, Using Ad Specialties Once again our industry is tapping into a growing worldwide trend by capitalizing on the plastic bag bans enacted in states as diverse as Alaska, California and North Carolina, and countries like Italy and India. According to Counselor’s 2011 State of the Industry report, bags accounted for 9.7% of all revenue from the sale of promo products last year, or $1.7 billion. And searches for bags in ESP rose more than 10% in the last year, with more than 10,000 bags from over 800 different suppliers currently available. California really seems to be on the cutting edge of this trend. The Los Angeles Times reports that a city councilman favors a bag ban that goes even beyond action already taken in other California cities and counties, calling for stores to stop using plastic and paper bags. There’s no question recyclable bags help reduce the billions of plastic bags circulating around the globe. It’s estimated that if each bag is used multiple times – at least once a week – four or five reusable bags can replace 520 plastic bags a year. There’s also no question bags make for terrific marketing vehicles. When compared with other promotional products like pens and caps, bags generate the highest number of ad impressions in a month – 1,078 for a single bag – because they’re used repeatedly in and out of the office, and the message they carry is seen by significant numbers of people. Don’t believe me? Next time you’re at the mall, a grocery store or a college campus, take a look at how many bags – and advertisers – you see. I rest my case. We spoke to distributor Michelle Altobelli of Altobelli Advantage, Inc., who called bags “a functional, usable, ageless item,” and suggests distributors help clients maximize their potential by tying in a marketing program to make it a really worthwhile promotional investment. What’s in your bag? Let me know by posting a comment or e-mailing me here. I’m also on Twitter, LinkedIn and YouTube. |
