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Sales

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Content and subjects related to the mechanics and management of the sales process, sales presentations, prospecting, program selling, and penetrating markets.

85 Results

  • Promo Industry and Pantone—What is Color?

    Contains 4 Component(s), Includes Credits

    What is color, and, more specifically, how is it used in the promotional products industry? This webinar discusses the ins and outs of our industry’s many imprint methods, basic color theory and the science behind color perception, and the best Pantone tools to achieve your client’s color throughout the production process.

    What is color, and, more specifically, how is it used in the promotional products industry? This webinar discusses the ins and outs of our industry’s many imprint methods, basic color theory and the science behind color perception, and the best Pantone tools to achieve your client’s color throughout the production process.

    Kari Banner

    Affinity Program Manager

    As PPAI’s Affinity Program associate manager, Kari works closely with PPAI’s Trusted Affinity Partners to ensure PPAI members receive best-in-class service and preferred pricing for the promotional products industry. 

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Choosing Promotional Products For Trade Shows: Beyond Giving Out “Stuff”

    Contains 3 Component(s), Includes Credits

    ​As promotional product professionals, we don’t always realize the impact that a “giveaway” can have for a trade-show exhibitor. After all, when we walk through a show floor, the items featured are not “promotions,” they’re samples, and the rules are different. This presentation is an overview for trade-show exhibitors on best practices for choosing and distributing promotional products for. Join Rama Beerfas, MAS, CTSM for this webinar that will briefly cover four areas to consider when choosing promotional products to increase booth traffic during a trade show for maximum impact on ROI/ROO. Whether you’re exhibiting or you’re recommending products to a client, and whether it’s an international trade show or your local Chamber’s tabletop show, this presentation will help you choose more wisely and overcome the “must give out stuff to everyone” mindset that many exhibitors have.

    As promotional product professionals, we don’t always realize the impact that a “giveaway” can have for a trade-show exhibitor. After all, when we walk through a show floor, the items featured are not “promotions,” they’re samples, and the rules are different. This presentation is an overview for trade-show exhibitors on best practices for choosing and distributing promotional products for. Join Rama Beerfas, MAS, CTSM for this webinar that will briefly cover four areas to consider when choosing promotional products to increase booth traffic during a trade show for maximum impact on ROI/ROO. Whether you’re exhibiting or you’re recommending products to a client, and whether it’s an international trade show or your local Chamber’s tabletop show, this presentation will help you choose more wisely and overcome the “must give out stuff to everyone” mindset that many exhibitors have.


    Key Takeaways:
    1.    Rama’s five rules for trade-show promotional products.
    2.    Read the contract—make sure your promotion is show-approved.
    3.    ROI/ROO with promo products at trade shows—yes, it’s possible!
    4.    Gamification of promo products in a trade-show/event venue.

    Rama Beerfas, MAS, CTSM

    Chief Solutions Specialist, Lev Promotions

    Rama Beerfas, MAS, CTSM, is the chief solutions specialist of San Diego, California-based Lev Promotions, a promotional marketing consulting company founded in 2002. Lev Promotions' three areas of expertise include promotional products, trade-show marketing and event marketing. The recommended products and services integrate client branding, goals and target market demographics using a holistic marketing approach.

    Beerfas’ professional background includes extensive work in retail, banking, hospitality management and the nonprofit sectors. She earned a bachelor’s degree in Spanish from Cal State, Northridge, and a bachelor’s degree in hospitality management from the University of Nevada, Las Vegas. Beerfas also earned her Master Advertising Specialist (MAS) certification from PPAI in 2017 and is received her CTSM (Certified Trade Show Marketer) through Exhibitor in 2019.

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Developing An Entrepreneurial Spirit And A Loyal Following

    Contains 4 Component(s), Includes Credits

    Origaudio has a legacy of creating unique products and a culture of innovation. Join Jason Lucash as he shares the unique story behind the company’s founding and how their innovate products are conceived and designed. Lucash will share tips on building your own unique company culture and the importance of experiential marketing in client satisfaction.

    Origaudio has a legacy of creating unique products and a culture of innovation. Join Jason Lucash as he shares the unique story behind the company’s founding and how their innovate products are conceived and designed. Lucash will share tips on building your own unique company culture and the importance of experiential marketing in client satisfaction. 

    Jason Lucash

    Co-Founder, OrigAudio

    Jason Lucash caught the entrepreneurial bug early, having launched his first business as a third-grader in the San Francisco suburb of Danville, California—and he’s had the same entrepreneurial spirit for innovation ever since. In his early career, Lucash successfully ran various marketing campaigns for Major League Soccer and later JanSport, where he increased the company’s collegiate business by 50 percent in three years. In August 2009, Lucash and his business partner Mike Szymczak launched Origaudio, which is now recognized worldwide. Lucash appeared on ABC’s hit show Shark Tank, where the company received an investment from billionaire businessman, investor and TV personality Robert Herjavec. Most recently Lucash was named Entrepreneur magazine’s “Emerging Entrepreneur of the Year” and has seen Origaudio named to Inc. magazine’s  prestigious “500 Fastest Growing Companies in America” list five times. Lucash, a UC Davis graduate, spends the majority of his time traveling the world speaking about entrepreneurship, creativity and out-of-the-box thinking. 

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo East 2019: Attrition Control And Forecasting

    Contains 3 Component(s), Includes Credits

    Did you know that in technical sales, 25 to 40 percent of the revenue you enjoyed last year will not be repeated this year? Regardless of the underlying reason, sales attrition happens. But unless you become aware of, accurately measure and account for and manage sales attrition, you will never achieve forecasting excellence. Join Vince DiCecco of Your Personal Business Trainer, Inc. as he introduces and discusses why attrition awareness and control is vital to the growth of your business.

    Did you know that in technical sales, 25 to 40 percent of the revenue  you enjoyed last year will not be repeated this year? Regardless of the underlying reason, sales attrition happens. But unless you become aware of, accurately measure and account for and manage sales attrition, you will never achieve forecasting excellence. Join Vince DiCecco of Your Personal Business Trainer, Inc. as he introduces and discusses why attrition awareness and control is vital to the growth of your business.

    Vince DiCecco

    Business Coach, Founder, and Owner

    Vince DiCecco is a dynamic and sought-after business coach and seminar leader with a unique yet practical perspective on the art and science of selling, strategic planning, business development, and leadership and management subjects. As the founder and owner of the metro Atlanta-based consultancy, Your Personal Business Trainer, Inc., Vince sparks the kind of passion within his client business owners and sales professionals that creates customer delight and loyalty, sharpens their competitive edge and delivers double-digit gains in profitability to an organization’s bottom line.

    As an award-winning professional with over 36 years of roll-up-your-sleeves experience in training, sales and marketing, Vince has made significant contributions to the success of two Fortune 200 companies, the United States Coast Guard and numerous small- to mid-sized businesses. He has been a presenting speaker at many industry expos—including SGIA—and is a monthly columnist and featured author for several trade publications—including Awards & Engraving magazine.

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo East 2019: Going Out For Business

    Contains 3 Component(s), Includes Credits

    A major difference between a salesperson and a sales professional is their approach to the sales process. Salespeople have been perceived as pushy, self-centered and even dishonest. With that in mind, many good-intentioned people in sales often restrain their actions when communicating with prospects to avoid being overly aggressive. Consequently, many underdeveloped sales superstars entirely forgo opportunities that could and should be initiated by being satisfied with sales that come to them exclusively via inbound calls and long-term clients with whom they have an existing relationship. Successful sales professionals master the art of assertiveness without aggression, particularly in opening sales conversation and follow-up, which is precisely the message in this module presented from both a conceptual and proven-effective, technique-based perspective. With a focus on comfortable skills refinement tips that drive incremental revenue in addition to incoming revenue, this presentation with Diane Ciotta results in improved confidence levels that impact overall success.

    A major difference between a salesperson and a sales professional is their approach to the sales process. Salespeople have been perceived as pushy, self-centered and even dishonest. With that in mind, many good-intentioned people in sales often restrain their actions when communicating with prospects to avoid being overly aggressive. Consequently, many underdeveloped sales superstars entirely forgo opportunities that could and should be initiated by being satisfied with sales that come to them exclusively via inbound calls and long-term clients with whom they have an existing relationship. Successful sales professionals master the art of assertiveness without aggression, particularly in opening sales conversation and follow-up, which is precisely the message in this module presented from both a conceptual and proven-effective, technique-based perspective. With a focus on comfortable skills refinement tips that drive incremental revenue in addition to incoming revenue, this presentation with Diane Ciotta results in improved confidence levels that impact overall success.

    Diane Ciotta

    Author, speaker and sales trainer

    Diane Ciotta established Training Classics in 1989 as a sales refinement company committed to teaching integrity-based selling techniques. Since then, she has influenced thousands of sales professionals through her high-energy skills enhancement seminars, and has diversified her company as the Keynote Effect. Ciotta is the author of Shut-up & Sell!, and has contributed to numerous publications.

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo East 2019: Defeating Marketplace Disruptors

    Contains 3 Component(s), Includes Credits

    How to defeat marketplace disruptors, earn more sales and win more business. The barbarians of disruption are at the gate and they want your customers and market share. So, what are you going to do? In this program, discussions include marketing strategies that will defeat marketplace disruptors, prevent competitors from stealing your customers and ways to capitalize and profit from new marketplace changes.

    How to defeat marketplace disruptors, earn more sales and win more business. The barbarians of disruption are at the gate and they want your customers and market share. So, what are you going to do? In this program, discussions include marketing strategies that will defeat marketplace disruptors, prevent competitors from stealing your customers and ways to capitalize and profit from new marketplace changes.

    Johnny Campbell, DTM, AS

    Promotional Product Profits

    Johnny Campbell, keynote speaker, author and founder of Promotional Product Profits an organization that helps people turn their personal challenges into breakthroughs, and their products and services into profits. Johnny gained his expertise in the insurance industry, where he worked as a corporate trainer and participated in leading hundreds of people through massive organizational changes. He is the past president of the National Speaker Association for the state of Illinois, and is an Accredited Speaker, a designation presented by Toastmasters International for excellence in public speaking. It is held by only Less than 100 professional speakers in the world. Johnny is also the bestselling author of the audio series “The Power of Resiliency,” and a TEDx speaker. His TED talk is called “How an Enemy Can Improve Your Life.” Based on Johnny’s sales results, experiences, and his ability to help clients overcome their challenges, as well as succeed in their businesses and life, he is called: “The Transition Man.”

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • VIDEO + PRINT +PROMO - Your Complete Guide to Video Books and Brochures

    Contains 4 Component(s), Includes Credits

    Learn about video brochures—the latest trend in promotions and marketing. In this session hosted by Robert Kenehan, president of Digital Book Printers, you will learn how video brochures combine the top features of video, printing and promotional product technologies, and how to effectively market this video brochures to your clients. During this session, you will become knowledgeable on how video brochures work, the standard options available and the enhancements that can be added. You will become an expert on screen and carrier size, navigation, capacity, loading, packaging and cover options, and will become familiarized with how video brochures are used in B2B and B2C applications, along with future trends and the environmental impact. Numerous product photos and examples will be shown throughout, followed by a Q&A session.

    Learn about video brochures—the latest trend in promotions and marketing. In this session hosted by Robert Kenehan, president of Digital Book Printers, you will learn how video brochures combine the top features of video, printing and promotional product technologies, and how to effectively market this video brochures to your clients. 

    During this session, you will become knowledgeable on how video brochures work, the standard options available and the enhancements that can be added. You will become an expert on screen and carrier size, navigation, capacity, loading, packaging and cover options, and will become familiarized with how video brochures are used in B2B and B2C applications, along with future trends and the environmental impact. Numerous product photos and examples will be shown throughout, followed by a Q&A session.

    Robert Kenehan

    President, Digital Book Printers

    Robert Kenehan, President of Digital Book Printers has been active in commercial printing and promotional products throughout his career. Upon graduating from Northern Illinois University in 1983 with a marketing degree, he started in print sales with Wallace Computer Services, now a division of RR Donnelley. In 1987, Kenehan received his Certified Forms Consultant designation and joined Design Business Forms, a Chicago-based commercial printing and business forms distributor. Over the years, Kenehan helped grow the business as their vice president of sales. In 2001, Kenehan purchased the company and DBP Communications was formed, which later grew to include full graphic design, direct mail, fulfillment and promotional products capabilities. 
    Starting in 2010, Kenehan and his team developed a line of proprietary, high security, printed checks, which have virtually eliminated counterfeit fraud within money services businesses issuing more than 20 million money orders annually. In the past few years he witnessed the global trend toward video-based custom printed promotional products, and in 2017,the Digital Book Printers division was formed to provide factory-direct, custom-printed video brochures exclusively through PPAI, ASI and other printing resellers.   
    In his spare time, Kenehan enjoys volunteering with his local rotary club, is active on nonprofit boards and performs in several musical groups, including Lake County Symphony Orchestra, Waukegan Symphony and Lake Forest Civic Orchestras.  

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Best of Expo 2019: In Brands We Trust

    Contains 3 Component(s), Includes Credits Recorded On: 03/08/2019

    It’s no secret that having a great brand can give can give you a competitive edge when promoting your business in the marketplace. The real question is, how do distributors really build brands that are memorable, marketable and profitable? Join Johnny Campbell to discuss the four most profitable brand-building strategies that top distributors are using to attract the best clients and dominate their marketplace.

    It’s no secret that having a great brand can give can give you a competitive edge when promoting your business in the marketplace. The real question is, how do distributors really build brands that are memorable, marketable and profitable? Join Johnny Campbell to discuss the four most profitable brand-building strategies that top distributors are using to attract the best clients and dominate their marketplace.

    Johnny Campbell, DTM, AS

    Promotional Product Profits

    Johnny Campbell, keynote speaker, author and founder of Promotional Product Profits an organization that helps people turn their personal challenges into breakthroughs, and their products and services into profits. Johnny gained his expertise in the insurance industry, where he worked as a corporate trainer and participated in leading hundreds of people through massive organizational changes. He is the past president of the National Speaker Association for the state of Illinois, and is an Accredited Speaker, a designation presented by Toastmasters International for excellence in public speaking. It is held by only Less than 100 professional speakers in the world. Johnny is also the bestselling author of the audio series “The Power of Resiliency,” and a TEDx speaker. His TED talk is called “How an Enemy Can Improve Your Life.” Based on Johnny’s sales results, experiences, and his ability to help clients overcome their challenges, as well as succeed in their businesses and life, he is called: “The Transition Man.”

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    .5 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Customer Lifecycle Marketing – Navigating Your Customers To The Target

    Contains 4 Component(s), Includes Credits Recorded On: 03/06/2019

    Join Matt Wagner to discover the concept of Customer Lifecycle Marketing. This webinar will teach you how to target-market more efficiently, detailing key concepts that will lead to fewer abandoned sales and greater customer loyalty.

     Join Matt Wagner to discover the concept of Customer Lifecycle Marketing. This webinar will teach you how to target-market more efficiently, detailing key concepts that will lead to fewer abandoned sales and greater customer loyalty.

    Matt Wagner

    Vice President of Sales

    Matt Wagner is the Vice President of Sales at industry supplier Fields Manufacturing. With a background in marketing, graphic arts and music business, Wagner carries with him a creative perspective on customer engagement to keep brands in the spotlight. Specializing in strategic planning, communication and tactical sales, Wagner is a national, award-winning sales representative with a passion for helping others succeed.  A Minnesota native, Wagner currently lives in St. Cloud, Minnesota with his wife of 10 years, Alicia, and his daughter Emma. In his spare time, Wagner enjoys playing music, home brewing, camping and hiking.

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    1 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Best of Expo 2019: Big Game Hunting

    Contains 4 Component(s), Includes Credits Recorded On: 02/22/2019

    In selling, large accounts are a different animal. Like big game, they are at once exhilarating and frightening. The tactics you use to sell to small clients might cause your death if you try them on the big game. In this session, Paul Kiweiet, MAS+ will share the strategies and tactics that can give you a chance to bag the big client and keep it from killing you. The rules are different. From prospecting, to pre-approach, then getting started and keeping them happy; profitable large accounts are rare and take a great deal of care and feeding. The payoffs can be huge but require patience, persistence and commitment. Not everyone can do it, but if you want to go for it – go in prepared.

    In selling, large accounts are a different animal. Like big game, they are at once exhilarating and frightening. The tactics you use to sell to small clients might cause your death if you try them on the big game. In this session, Paul Kiweiet, MAS+ will share the strategies and tactics that can give you a chance to bag the big client and keep it from killing you. The rules are different. From prospecting, to pre-approach, then getting started and keeping them happy; profitable large accounts are rare and take a great deal of care and feeding. The payoffs can be huge but require patience, persistence and commitment. Not everyone can do it, but if you want to go for it – go in prepared.

    Paul Kiewiet, MAS+

    Paul Kiewiet, MAS+ is an international speaker, writer, coach and facilitator. He earned the Master Advertising Specialist Plus from PPAI and the Certified Incentive Professional designation from the Association of Incentive Marketing and Certified Life Coach from Fowler Wainwright International Institute of Professional Coaching. He's the winner of nine Pyramid Awards from PPAI for creativity and results and has received two ASI Spirit Awards including Marketer of the Year. His magazine articles were recognized with the EXCEL Award from the Society of Non-Profit Association Publications He's the recipient of a Golden Key Award from the Incentive Manufacturers Representatives Association, President's Award from National Premium Sales Executives, and has been inducted into the Michigan Promotional Professionals Association Hall of Fame. Prior to founding Promotion Concepts, Inc. in 1982, Paul worked in the point of purchase merchandising, outdoor advertising and radio advertising and production disciplines. He has created sales promotion, marketing, incentive and merchandising campaigns for some of America's finest and most valuable brands including Kellogg's, Coca-Cola, Whirlpool, Kitchen Aid, Borden, Elmer's, Krylon, Kroger, Wal-Mart, Dow Brands, Tobler-Suchard, Andes Candies, Mentos, Soup Starter, Wyler's, Realemon, Hush Puppies, Rocky Shoes and Boots and RainDance. He sold Promotion Concepts in 2005 and has focused on people performance, leadership, corporate social responsibility and industry growth issues. His articles have appeared in numerous business publications and podcasts of his presentations have been featured on CBS Radio, the American Marketing Association, and on US Airways Sky Radio. He has been quoted in Fortune, Forbes, The Wall Street Journal, The New York Times, B2B Magazine, Kipplinger Newsletter and Wired magazine. He is a member of the National Speakers Association, a lifetime member of the Promotional Products Association International, The Incentive Marketing Association, and Promotional Products Association of Chicago, Michigan Promotional Professionals Association. He has been trained in Gallup University on positive emotions and Marcus Buckingham-trained for strength-based alignment. He has served as a trustee, board member and/or officer of the Forum for People Performance Management and Measurement at Northwestern University, National Premium Sales Executives, Association of Incentive Marketing and the Promotional Products Association International. Paul lives in Grand Rapids, MI and enjoys biking, running, music, arts and Lake Michigan. He has completed twenty 26.2 mile marathons, climbed 103 stories to the top of Willis Tower, climbed Mt Ararat, summited Mt Kilimanjaro, dove the Great Barrier Reef, survived a Warrior Dash, and standup paddle boarded all five of the Great Lakes. In 2015, we was inducted into the PPAI Hall of Fame.

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • How the U.S. Supreme Court’s Wayfair Decision Impacts the Promotional Products Industry

    Contains 4 Component(s), Includes Credits Recorded On: 02/20/2019

    What was the decision in South Dakota v. Wayfair and what does this ruling mean for businesses? Which states do I have to collect sales tax for and when do I have to start collecting? What are some options for complying with the numerous state and local sales tax collection requirements? Receive answers to these questions and more during this webinar delivered by Craig Johnson, executive director of the Streamlined Sales Tax Governing Board and Patrick J. Reynolds and Fred Nicely from the Council on State Taxation, an organization comprised of some of the largest multistate businesses nationwide.

    What was the decision in South Dakota v. Wayfair and what does this ruling mean for businesses? Which states do I have to collect sales tax for and when do I have to start collecting?  What are some options for complying with the numerous state and local sales tax collection requirements? Receive answers to these questions and more during this webinar delivered by Craig Johnson, executive director of the Streamlined Sales Tax Governing Board and Patrick J. Reynolds and Fred Nicely from the Council on State Taxation, an organization comprised of some of the largest multistate businesses nationwide.

    Craig Johnson

    Executive Director, Streamlined Sales Tax Governing Board, Inc.

    Craig Johnson is the executive director of the Streamlined Sales Tax Governing Board, Inc. In this position, which he has held since January 2013, Johnson functions as the chief operating officer for an organization that currently includes 24 different state governments. He is responsible for the day-to-day needs of the Governing Board and its committees. Johnson has been involved with the Streamlined Sales Tax Project since 2006, serving as one of Wisconsin’s representatives.

    Prior to this position, Johnson worked at the Wisconsin Department of Revenue for over 20 years.  During that time, he held the titles of revenue field auditor and a sales and use tax specialist in the Administration Technical Services Unit. Johnson was a frequent speaker on Wisconsin sales and use tax issues and is a certified public accountant.

    Patrick J. Reynolds

    Senior Tax Counsel, Council On State Taxation (COST)

    Patrick J. Reynolds is a Senior Tax Counsel with the Council On State Taxation (COST).  He is part of the COST advocacy team, where he is staff liaison to the Unclaimed Property Committee and the Sales Tax Committee, and he contributes to tax policy development, drafting, and legislative advocacy. 

    He received his JD from Creighton University School of Law and his BSBA – Accounting from the University of Nebraska at Omaha.  He is a member of the Nebraska and Texas state bars and is a licensed CPA.  

    Fred Nicely

    Senior Tax Counsel, Council On State Taxation (COST)

    Fred Nicely is a Senior Tax Counsel at COST.  His role as Senior Tax Counsel extends to all aspects of the COST mission statement:  “to preserve and promote equitable and nondiscriminatory state and local taxation of multijurisdictional business entities.”  Before joining COST, Fred served in the Ohio Department of Taxation for four years as Deputy Tax Commissioner over Legal and for the prior seven years as the Department’s Chief Counsel.  Fred’s undergraduate degree in psychology (with a concentration in accounting) is from the Ohio State University.  He obtained his MBA and JD from Capital University in Columbus, Ohio.  

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Best of Expo 2019: Networking And Prospecting On LinkedIn For Business

    Contains 4 Component(s), Includes Credits Recorded On: 02/15/2019

    With over 100 million business users in the U.S., LinkedIn is one of the best sources for leads. Of course, with over 100 million leads, finding the right people to meet with is like finding a needle in a haystack. In this session Bill McCormick will show attendees how to use the free search function on LinkedIn to find specific people; how to use the “Jobs” section to get into new companies; how to use the search function of Sales Navigator; and how to use LinkedIn in networking situations.

    With over 100 million business users in the U.S., LinkedIn is one of the best sources for leads. Of course, with over 100 million leads, finding the right people to meet with is like finding a needle in a haystack. In this session Bill McCormick will show attendees how to use the free search function on LinkedIn to find specific people; how to use the “Jobs” section to get into new companies; how to use the search function of Sales Navigator; and how to use LinkedIn in networking situations. 

    Bill McCormick

    Co-Owner

    Bill McCormick is co-owner of Team Creative Connections (PPAI 624673), and started in promotional products sales when he and his wife started their company in 2013.  Bill quickly found the value of LinkedIn, first as a lead generator, and then to increase sales.  Since then, they can attribute over $350K in sales to utilizing LinkedIn as part of their sales cycle.  
    Bill is passionate about the power of LinkedIn and combing that with the power of promotional products to help distributors find leads and generate sales.
    Bill recently joined the team of Social Sales Link, helping both individuals and sales teams leverage the power of social selling to attract, teach and engage targeted buyers.
    Bill lives with his wife Sue in Catskill, NY.

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    1 Credit

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo 2019: The Keys To Client Retention

    Contains 3 Component(s), Includes Credits Recorded On: 01/16/2019

    Attracting and winning new customers has become increasingly challenging and costly, which makes existing client retention incredibly important for a distributor attempting to maintain and grow the business. In this session, Matt Gresge will share the tactics and strategies his team has developed to help distributors retain clients, spot sales trends, proactively create repeat business, use reporting to build credibility, and identify growth opportunities with existing customers.

    Attracting and winning new customers has become increasingly challenging and costly, which makes existing client retention incredibly important for a distributor attempting to maintain and grow the business. In this session, Matt Gresge will share the tactics and strategies his team has developed to help distributors retain clients, spot sales trends, proactively create repeat business, use reporting to build credibility, and identify growth opportunities with existing customers.

    Matt Gresge

    Entrepreneur

    Matt Gresge is an entrepreneur, respected leader and a seasoned sales expert with more than 25 years of executive level leadership in advancing companies and growing profits in the business services industry. Gresge possesses a deep understanding of growing independent distributor networks and has a long track record of delivering results for customers, suppliers and stockholders.

    CAS-Apprvd.jpg

    .5 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo 2019: Build Your Business Selling Exhibits And Displays

    Contains 3 Component(s), Includes Credits Recorded On: 01/13/2019

    Learn the basic tools and techniques needed to win the sale for exhibit and display solutions. From asking the right questions to doing research and knowing your customer as well as the competition, Bill Roman will show attendees how to win the sale over the competition.

    Learn the basic tools and techniques needed to win the sale for exhibit and display solutions. From asking the right questions to doing research and knowing your customer as well as the competition, Bill Roman will show attendees how to win the sale over the competition.

    Bill Roman

    Senior Field Sales Representative

    Bill Roman is a senior field sales representative at Orbus Exhibit & Display Group. Roman has a master’s degree in communications from Western Illinois University. He began his career at Orbus in 2011 as the East Coast business development representative and now leads the Las Vegas team as the West Coast field sales representative.

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    1 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Expo 2019: The Quintessential Quote 

    Contains 3 Component(s), Includes Credits Recorded On: 01/13/2019

    Many opportunities to close a customer are missed because a quote has not been considered. Join Gordon Glenister for this session on increasing sales by refining your quote for your campaigns.

    Many opportunities to close a customer are missed because a quote has not been considered. Join Gordon Glenister for this session on increasing sales by refining your quote for your campaigns.

    Gordon Glenister

    Director General of the British Promotional Merchandise Association

    Gordon Glenister is a director general of the British Promotional Merchandise Association and has had over 20 years of experience in the promotional products industry. He has also run his own distributor business and worked with major international brands. Gordon believes passionately in the power of promotional products and its relevance to the marketing mix. Gordon launched the BPMA academy many years ago, an online education platform for industry professionals, this has now been superseded by a top-class development program. Gordon’s sessions will be lively and illuminating.

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    1 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • Grow Your Sales With ADA-Compliant Products!

    Contains 4 Component(s), Includes Credits Recorded On: 11/14/2018

    Although 56 million Americans are currently living with disabilities, ADA-compliant braille products remain a largely untapped market in the promotional products industry. When the Americans with Disabilities Act (ADA) was enacted 28 years ago, the act reaffirmed our nation’s commitment to ensuring that people with disabilities have the right to live, work, and fully participate in the community alongside their fellow citizens. Join us to learn about ADA compliance, braille products, and simple questions you can ask to uncover these opportunities within your client base!

    Although 56 million Americans are currently living with disabilities, ADA-compliant braille products remain a largely untapped market in the promotional products industry.  When the Americans with Disabilities Act (ADA) was enacted 28 years ago, the act reaffirmed our nation’s commitment to ensuring that people with disabilities have the right to live, work, and fully participate in the community alongside their fellow citizens. Join us to learn about ADA compliance, braille products, and simple questions you can ask to uncover these opportunities within your client base!

    Alexandra Eppel

    Sales and Marketing

    Alexandra started in the promotional products industry working part time through high school and college. Following graduation she spent four years at a large tech company to gain formal sales training. Two years ago she was reintroduced into the promotional products industry and currently works to gain new distributor partnerships. She is focusing on better connecting GMCline with distributors through revamping the website, traveling to regional and smaller shows, reaching out on social media platforms, and more.

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    0.5 Points

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • The Art Of Trade Show Marketing: From Booth To Boothmanship: A How-To Guide For Suppliers

    Contains 4 Component(s), Includes Credits Recorded On: 01/05/2016

    The number of trade-show exhibiting opportunities for suppliers grows annually. Major shows, regionals, traveling showcases and distributor shows combined present more than 200 shows, but with the increase comes escalating costs and questionable ROI. This seminar is built to help staff maximize return. Maximizing ROI starts the day contract is signed. This program is geared toward suppliers, but it contains valuable information for distributors who exhibit at trade shows as well. The program reviews many aspects of trade shows and sheds a new light on end-user shows.

    Join Joel Schaffer, MAS for this session on the art of trade show marketing. The number of trade-show exhibiting opportunities for suppliers grows annually. Major shows, regionals, traveling showcases and distributor shows combined present more than 200 shows,but with the increase comes escalating costs and questionable ROI. This seminar is built to help staff maximize return. Maximizing ROI starts the day contract is signed. This program is geared toward suppliers, but it contains valuable information for distributors who exhibit at trade shows as well. The program reviews many aspects of trade shows and sheds a new light on end-user shows.

    Joel Schaffer, MAS

    CEO

    Joel D. Schaffer, MAS is CEO and founder of Soundline, LLC, the pioneering supplier to the promotional products industry of audio products. He is the only person to have received both the ASI's Marvin Spike Industry Lifetime Achievement Award (2002) and PPAI's Distinguished Service Award (2011). He is a past director of PPAI's Board of Directors and has chaired several PPAI committees and task forces. He was elected to the PPAI Hall of Fame in 2016. Now celebrating 50 years in our industry.

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    1 Point

  • Trade Show Supplier Best Practices Package

    Contains 3 Product(s)

    As a value-add for participating in our trade-show, this collection of best practices will help you have your best show possible!

    Thank you so much for being able to take part in our trade show! As a value-add, this collection of best practices will help you have your best show possible! This session includes an industry overview with Christopher Duffy, MAS, best practices for booth etiquette with Joel Schaffer, MAS, and follow up tips after the show with Robyn Davis. 

  • SAGE Show 2018: Strategies To Up Your Sales Game In The Promo Products Industry

    Contains 3 Component(s), Includes Credits Recorded On: 08/30/2018

    Learn how to up the sales ante using tools that are right at your fingertips. Join Carol Gauger, MAS, PPAI Director of Member Engagement and Regional Relations, for this informative session and learn how using case studies, vertical market strategy and industry research can work for you to deliver sales inspiration, a new level of consultative selling, customer confidence and sales success.

    Learn how to up the sales ante using tools that are right at your fingertips. Join Carol Gauger, MAS, PPAI Director of Member Engagement and Regional Relations, for this informative session and learn how using case studies, vertical market strategy and industry research can work for you to deliver sales inspiration, a new level of consultative selling, customer confidence and sales success.

    Carol Gauger, MAS

    Director of Member Engagement

    Carol Gauger, MAS, was introduced to the promotional products industry in 1984 and has worked on both the supplier and distributor sides of the business prior to re-joining PPAI in 2010. Carol combines her industry knowledge and her association experience in membership, recognition, engagement and overall association management to direct the key initiatives in support of members at-large and the regional association community. She is also available to work with regional associations on volunteer and program development, strategic planning and Board optimization.

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    .5 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.

  • SAGE Show 2018: Sales Is A Contact Sport: Are You Top Of Mind With Your Client?

    Contains 3 Component(s), Includes Credits Recorded On: 08/30/2018

    In today’s highly competitive promotional products industry you need to be the first person your client thinks of when they have a project. Being top of mind with them can be the difference between being good and being a superstar sales professional. Learn techniques on how to always be on top of your client’s mind.

    In today’s highly competitive promotional products industry you need to be the first person your client thinks of when they have a project. Being top of mind with them can be the difference between being good and being a superstar sales professional. Learn techniques on how to always be on top of your client’s mind.

    Danny Friedman

    Sales Trainer

    Danny Friedman has over 25 years of sales experience and is a multi-million-dollar producer. Friedman's clientele include some of the top companies in the Fortune 500. Friedman combines his promotional products industry experience with other industries he has been in, including office products, real estate and being a multi-line representative in the sporting goods industry. He has been a sales manager and sales trainer for the past 12 years.

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    .5 Point

    1. Register and watch the session. Please note it will open in a new window. Please do not close the session launch page.

    2. Please make sure your pop-up blocker is turned off in order to access the session once you select it.

    3. Once you have completed the session, please close the event recording or webinar window and proceed to the session launch page for the Online Education Survey to receive credit. Please note, it will not be on your event recording or webinar window.