Today's Up to Date Report on Imprinted Items

Who We Are and What We Do

Matt Davidson — Wed, 10 Mar 2010 14:15:00 GMT

I have been challenged by a book I read called the "Collapse of Distinction" by Scott McKain. Mr. McKain spoke to my industry and even though I couldn't afford to be there I profited greatly by reading about him in our trade magazine, on his web site (www.scottmckain.com) and watching his videos on YouTube (especaily see the one about "TaxiTerry") He as caused me to rethink my business purpose statement. I though I had a good one before but realized I had written it from my perspective, not my customers. Here is my revised statement:
Who We Are: We put your logo to work in cost effective ways to help you reach your goals and objectives.
Our Points of Distinction:
     1. Marketing--Our goal is to educate and inform so our clients can make a great decision
     2. Research--Our goal is to find the best options and the right choice
     3. The Approach--We will respond by phone, e-mail, or in person usually in 1-2 hours and our focus is to understand the client's needs and write a written proposal to meet those needs.
     4.The Transaction
           A. Quote--to achieve clarity a written quote is required.
           B. Proof--to achieve satisfaction a proof of the logo to size is required.
           C. Confirmation--to achieve understanding a written confirmation noting a complete description of the details is required.
           D. Appreciation--to achieve gratitude a hand written thank you note is sent and, if appropriate, an appreciation gift will be delivered.
     5. Ongoing Evaluation through surveys, interviews, and e-mails is necessary to achieve excellence. We are never so smart we can't learn something new.
In Addition:
*18 years experience in the imprinted item industry
* Connected to the industry's largest database of over a million items and over 3,000 suppliers
* Participation in the local trade group, the Mid-Atlantic Promotional Products Association (MAPPA) to foster professionalism and help new distributors get off to a good start.
   * Participation in national trade groups, the Advertising Specialty Institute (ASI, #255454) and the Promotional Products Association International (PPAI)

I welcome your comments and response. M

Marketing Check-Up

Matt Davidson — Fri, 26 Feb 2010 03:53:00 GMT

One good thing I have found about a recession is that it sure makes you think about the marketing you should have been doing while things were going good. I know now the importance of at the end of the day asking myself, "What did you do today to build sales for tomorrow?". Here are some recent developments:
1. I learned about Constant Contact (see www.constantcontact,com ) at a professional products association meeting last month. I didn't do much about it because of spending time on taxes and getting over an illness. Last week I took a crash course in developing an e-mail newsletter and launched one yesterday morning about 9:00 a.m. Some results, so far of the 100 I sent out, 40 people have opened their newsletter from me. One was opened and I got an e-mail back in 15 minutes that resulted in a $300 commission a few minutes later on an umbrella reorder for a local church. I can tell that 2 people have been to this blog and several gone to web sites of suppliers. Hopefully, others will open their messages in the next few days
Note: This is definitely not a way to create spam. The only way to get the second edition in late March is to subscribe to my newsletter. I think it helps you figure out who your loyal clients are.
2. I made a New Year's resolution to send a "World of Thanks" card to every person who made an order with me as soon as they paid their bill. I got all of them out today for people who have done business this year. Try it. A little appreciation can go a long way.
3. Still doing capability statements on the various ways my programs can help a business, service group, government agency, school or church. If you want to see samples, let me know.
4. Are you involved in the community where you do business? For me it is Exchange Club and Chamber of Commerce. The Chamber started a new program called "Connect For Lunch" and I have been to 8 lunch meetings with strangers who are also members of the Chamber. Meet some nice people and eventually hope it will "pay off" in new business.
5. Read any good books? great stuff out there on marketing. See what you can find on Internet, social networking, blogs, etc. I shutter to think what my year last year would be like if I still tried to do business like I did 3-5-10 years ago. Most likely be out of business.
Never hurts to have a check-up from the neck up. Think about it. M

Recognize a Hero?

Matt Davidson — Tue, 16 Feb 2010 15:55:00 GMT

At a recent seminar of blogging, the speaker encouraged me to make my blog more personal and talk about the corporate culture of LOGO Dynamics. Since LOGO Dynamics is me, that makes my culture something to discuss. Frankly, I have tried to keep "me" in the background on my blogging but perhaps I should tell more about my off business time.
In 2008, the local family support resource person for the National Guard in Central VA asked me, "How can I get some cheap teddy bears?" To make a long story short, I passed the hat, contacted some friends and made a donation myself to raise about $900 for 200 teddy bears to be given to members of the 276th Engineer Battalion that was being deployed to Afghanistan. They wanted to give them to their children as they left town. (Happy to report that even though they spent a year in country, every made it back--their assignment defuse roadside bombs.)
Chapter 2, Gen. Stephen Huxtable of the VA National Guard contacted me in 2009 and said, "I just heard what you did. How can I get you to do more?" He went on to say that for projects like this one, he can't get any money out of the Federal Government. I told him I'd see what I could do.
Chapter 3, still working to fulfill Ch 2. Some plans are in the works. Will pass them on as details emerge. A bear is a 10" one with the National Guard or a unit symbol (like we did for the 276th) on a camo tee shirt. The bear has a floppy army cap on him. With shipping and set-up, bears are $5/ea. Gen. Huxtable wants to add coins for the older kids. I think it would be nice to give restaurant gift certificates to soldiers on their two weeks leave in the middle of their tour.
Check back for updates or call me on 804-241-1152 if you want to help. M

Designing A Tee Shirt--A Return to An Old Article

Matt Davidson — Wed, 20 Jan 2010 14:13:00 GMT

Someone recently contacted me with "Help, I'm in charge of tee shirts for our organization. What do I do?" Here is my response, basically the same as an article I wrote several years ago. Times have not changed very much on this one.
1. Components in price. Usually the imprint cost more than the shirt. Tee Shirts are cheapest in white or light colors because they are quicker to make. Dark colors look nice but almost all of them require two passes of ink to make the imprint look right also raising the cost. Tee shirts are a commodity and prices change often, usually every week. My price is based on two factors, the number of shirts I purchase in a year and how many color you want to see on the shirt. On the shirt cost, I purchase about $50,000 in apparel each year so prices are based on that far more than how many the client buys. Screen printing costs are based on quantity as well as number of colors. Price breaks are at 24-99, 100-249, 250-499, 500-999, 1000. I am happy to quote any quantity.
2. Design. We take what ever art the client has and work to make it the most professional we can. We have huge ability to find art with the power of the Internet. Recently a high school wanted to find art of their mascot, we searched Google images and found a graphic which we then used as a starting point for art. Everyone is very happy with the outcome and we have reprinted the order already. We never print without providing a proof in a graphics pdf file. We can't print one shirt because the screen would have to be destroyed. We can show colors and size in a pdf file so wasting a screen is not necessary.
3. Shirts are grouped by size and delivered that way. Recently someone at a school asked for the order to be broken down into what each classroom ordered. That is not a problem, there is an extra charge for that service.
Call today to discuss your next project, "off season" prices are in effect until about mid-March. M

The Power of A Good Idea-Awards

Matt Davidson — Thu, 07 Jan 2010 02:54:00 GMT

I have done an award program for an association for a number of years. It always "kicks off" my new year with a nice order. Would you believe in this down economy it is a better order than last year. What the companies do that are receiving the awards is they get a crystal pyramid shaped award from the association but they buy ones for the sub contractors on the jobs being recognized. In an added bonus for me, they purchase awards that they give to their clients as a sales incentive for the next job upcoming. It was already at a $8500 project and today they add 14 more awards which pushed the project over $11,000. Could this idea work for you and your project? I learned today it is better to be an opportunity seeker rather than a consequence avoider. Great selling whatever the product. M

Great Way to End the Year--Start A New One

Matt Davidson — Tue, 29 Dec 2009 02:56:00 GMT

I stopped by to see a client new this year and had an eye opening experience. I said, "Not sure how you got me off Google but glad you did". She said, "I put in promotional products in Richmond and LOGO Dynamics came up." We continued to talk and she said, "I called three others and they all came and brought us a mound of stuff. You came and talked to me about what I needed and then started to get it for us. I like how you worked for us."
I can certainly see how my competition in the promotional products business would make a presentation focused on "stuff" but to me if is secondary to the real issue--communication with the client. As I reflect on the year, I would say while it has been a "downer", I certainly feel good about my ability to market myself and my company. Much better than ever before. Statements like the above confirm it. Have a great new year. Good selling and good will. M

Wrapping up the Holidays, Looking Ahead to New Opportunitity

Matt Davidson — Thu, 24 Dec 2009 13:49:00 GMT

As 2009, comes to a close, I am thankful to survive a tough year. (Didn't realize how tough until meeting with my CPA this week). I was saying, "Flat is Up as far as sales go" but it looks like keeping everyone paid is a major achievement. In any case the year closed on an up swing so maybe the hits we all have been taking are coming to an end.
I am excited about the new year because it does look like I have a better handle than ever before on how to market myself in any economy and especially in a negative one. I suspect we are in for more of these in the future.
In any case, needs go on and the ones who position themselves as a problem solver, approach provider, and needs proposer are going to be ahead of the game. Business owners and managers will continue to have issues and situations that need "fixes" and I intend to be the one promoting that I am here to help.
On another note, late news is a Richmond unit, the 224th Aviation Btn. at Sandston will be deployed to Afghanistan in the new year. This unit flies Blackhawk helicopters and was deployed in 2006-2007 in Iraq. Several of my friends in the Exchange Club are planning an effort to revive Armed Forces Day as well as get a "Farewell Teddy" program going in which teddy bears are made available to the troops to give to their kids before they leave on deployment. More details to come.
Have a very Merry Christmas and all the best in 2010.

Principal Saw A Need-New Raincoats Was the Result

Matt Davidson — Thu, 10 Dec 2009 15:39:00 GMT

As everyone knows, schools are under financial pressure. Some are considering furlough days with no pay and in others there will be job cuts. One principal decided that even when he couldn't guarantee everyone a job for next year, he could at least keep his teachers and staff dry while on car and bus duty. He asked me about rain slicker and the result was a purchase of 15 in various sizes with the school logo on them. Lesson here: Do what you can. M

New Networking Program at the Chamber of Commerce

Matt Davidson — Thu, 10 Dec 2009 03:38:00 GMT

The Metro Chamber of Commerce has a new networking program called Connect for Lunch and I have been to three sessions with three different sets of business professionals. This is a national program that our local Chamber is partnering with to arrange the meetings. In the three sessions, I have met 8 people who all seemed genuinely interested in getting to know me and learning about the promotional products industry. I have tried to return the favor and I know more about their. Are you a Chamber member, you might want to try this approach out. All is costs for this initial period is a lunch in a good eating place. M

Hand Sanitizer-Caution

Matt Davidson — Fri, 30 Oct 2009 11:56:00 GMT

We supplied 1,000 bottles of hand sanitizer to a state agency to market a program they supervise. I think that is a good item to use this flu season (although I hear with swine flue it never really went out of season--cases all summer). One caution, if children are around hand sanitizer, be careful they don't ingest it. One school had it in the classroom and kindergarten kid licked the sanitizer off her hands and had immediate signs of alcohol poisoning. I understand it about 60% alcohol so I can see how that could happen. Snopes (www.snopes.com) has an article with details. A smaller body would not be able to handle a quantity of the alcohol as much as a larger one. M

Need Small Quantity Items for Speakers or Special Visitors?

Matt Davidson — Wed, 28 Oct 2009 12:22:00 GMT

I have a supplier that I have used for many years. Their niche in the imprinted item industry is small quantity items usually under $3.00-4.00. I can get as few as 12 from them. See their online catalog at www.elramcorp.com Any prices you see are list and I can get you the price on the highest quantity listed for 12 pieces. They are a great company and helpful to me when a client needs gifts for speakers at a conference or a stock of gifts for high profile visitors. Have a great day! M

Buyer Beware--Same is True on Imprinted Items as It is in Other Retail

Matt Davidson — Tue, 27 Oct 2009 13:52:00 GMT

In a struggling economy, an important message to ask is "What is the reputation of this company?" Business failure are increasing and will continue to do so as the good ones succeed and not so good ones fail. It is also true in the imprinted item industry. With any order and especially with one with a sizable dollar amount attached to it, a legitimate question to ask is "What is the reputation of this company?" If the salesperson can't tell you, they are not a subscriber to the industry databases. No business is perfect because people aren't but if a company consistently has bad reports on quality of items and poor customer service those reports should be taken into account. Everyone has a miscommunication, but a series of them and lack of response to legitimate complaints should not be tolerated. Buyer beware! M

Thanks to Everyone who Attended the MAPPA Fall Showcase

Matt Davidson — Mon, 26 Oct 2009 18:16:00 GMT

There were a lucky 13 who attended the MAPPA Fall Showcase last month. Everyone reported good ideas to use to promote their business and many mentioned items I would have never thought to suggest. I have delivered about $60 worth of free samples. Save the date for 2010, I think it will be a the Science Museum again. M

MAPPA Fall Showcase

Matt Davidson — Tue, 08 Sep 2009 15:26:00 GMT

Once again it is time for the fall end user show sponsored by the Mid-Atlantic Promotional Products Association (MAPPA). To those who have attended their comments to me have always been positive for the opportunity to see promotional items up close and personal. Certainly there is far more than I can carry to you or you can see with almost 18 years worth of samples in my Showroom. Come join us between 9:00 and 2:00 p.m. at the Science Museum of VA, 2500 West Broad Street on Wednesday, Sept. 30. There is a free lunch starting at 11:30 and until the lunches run out.
Over 60 suppliers will be represented and one thing I can tell you is we are not meeting at the Holiday Inn this year because we outgrew their exhibit space available.
Many of you use Sanmar products and their rep will have a great display of items including 90 from the new catalogue. Bic and Leeds will also be there.
I started using "Daisy Dollars" several years ago as a way to help you with samples to show others back at the office. That program will again be in effect. See me at Richmond ( call 241-1152 and I will meet you) or contact me for the Chesapeake Show, (day before at the Chesapeake Conference Center--same hours).
New this year is a video in the Registration Area to acquaint you to what you will see in the show. Please take a few minutes for this orientation. I think you will find it worthwhile.
If any questions, call me on (804) 241-1152. Matt D.

"Ten Reasons to Do Business with LOGO Dynamics"

Matt Davidson — Fri, 29 May 2009 12:28:00 GMT

Here are ten reasons to do business with LOGO Dynamics. Your comments are appreciated and solicited.
10. Matt Davidson is not particularly smart but he is accessible, matt@logomd.com, cell phone 804-241-1152, office phone 804-515-0300, fax 804-515-8050, Showroom at 7206 Impala Drive,Henrico, 23228 and come see clients anywhere in the region.
9. Guarantee prompt response to get you the information you need to make a good business decision. Messages left at the Showroom phone are immediately forwarded and usually responded to within an hour. Gotten out of a sick bed to make callbacks. Recently upgraded to a Blackberry to keep closer contact with e-mail messages. (Don't do buttons-had to get the touch screen)
8. Made the commitment to research a long time ago. SAGE has database of 900,000 items. Blackberry can get me on their mobile version in your office as long as I have a Verizon signal. You don't have to call 5 distributors to get the best price on a travel mug. I can find all the specials.
7. Fair pricing and worked hard to hold overhead to a minimum. For example, I am using the same screenprinting price list from 2005. Volume with local tee shirt warehouse and major golf shirt supplier is such that I can pass free freight along to clients. Work with clients on fair terms, all major credit cards.
6. My role is not just to sell, but to help my clients with other issues like art, sales, and marketing. I often do sales sheets in support of their efforts to market the imprinted items I handle for them. Ours is a full service approach, we are not peddlers.
5. Working to make our industry better as I am thankful for the people who helped me get started 18 years ago. I am the Professional Development Chair for the Mid-Atlantic Promotional Products Association (MAPPA) and am working to offer training to new people in the industry. Also member of national trade associations, ASI and PPAI.
4. Proven commitment to making the community better. Always help charities as best I can with prices. When asked to supply teddy bears for the 276th Engineers of the Virginia National Guard to give to the children of troops going to Afghanistan, supplied the 300 bears at cost and passed the word to friends who collected $800. Bears supplied at no cost to the unit Family Readiness Group. (Note: 276th is clearing roadside bombs. Keep them in your prayers)
3. Personal dedication to improvement so that no one can said, "He has 1 year experience repeated 18 times, rather 'he has 18 years experience'". Training commitment so that stock answers are not given but creative solutions.
2. With 18 years experience, we know the industry as well as the market. Our goal: complete client's satisfaction. Work hard to achieve it. I don't always know immediately the best answer but I have learned where to look to find that best answer. if I can't help, I know where to turn to for the help my client's need. We participated in the Open Ratings process with Dun & Bradstreet and 20 clients were contacted to offer their views on client satisfaction. With a 95% approval rating I believe we are doing something right in customer service. I'd like to get to 100% the next time. Of the things reported as "neutral", some I have little or no control over.
1. We primarily offer solutions, not items. Certainly we will respond when someone asks, "What is the best price on a tee shirt?" but other situations call for questions and an answer "tailored" to the situation. A recent client needed help with a training event. We looked at two solutions and found in the second a better alternative in both application and price.

"The More You Market the More You Learn"

Matt Davidson — Fri, 22 May 2009 14:50:00 GMT

Yesterday I was at the City of Virginia Beach Purchasing Dept. for an information session on how to do business with them. Content wasn't all that interesting because I will rarely respond to bid situations. I went to see if I could pass on information about LOGO Dyanamics and follow-up on the $4,000 order I did for the employee appreciation program for their Public Utilities Dept. I met the Purchasing Director and his assistant.
I know some things to tell other people related to employee appreciation programs based on these two conversations.
1. The assistant said, "We just order what they tell us they want". Items were picked from two companies. One company has since filed for bankrupcy. I think they are going to work out of it, could lose art set-up if they go under.
2. Items picked were similar but none could use the same art set-up because the imprint areas were different sizes. If I had been involved sooner, I would have related the items so we could avoid some of the $300 in set-up costs.
3. Don't forget taglines. Rarely is the imprint area so small, a message can't be added to a logo. You are trying to accomplish a task, get as much "bang" out of the "bucks" is my philosophy.
Keep marketing, helps you know what to talk about.    M

"Internet Makes Communication Efficient"

Matt Davidson — Mon, 30 Mar 2009 15:07:00 GMT

I handled an order Friday for the VA Dept. of Rehabilitation Services to supply 2500 soda can holders that will promote the DRS and Assistive Technology web sites. The item is one we were able to get in the past but the supplier dropped it, now someone else is making it but selling it to golfers. For the challenged it makes something you and I take for granted, possible. My thought while walking Daisy, the Wonder Dog, "Well if Virginia can use this item, what about California or New York?"
I sat down at 9:00 last night and worked until 11:30, got back on it at 8:00 this morning and finished at 10:30 and have sent messages to all 50 states and several places in Canada. Got a great idea, use the Internet! Keep you posted on results but so far only one state, Alabama, has come back with a bad address. M

"The Power of Appreciation"

Matt Davidson — Thu, 26 Mar 2009 14:58:00 GMT

I have been attending a seminar series on "Selling to the Federal Government" and went to a session last month in Williamsburg that was on developing team agreements to share contracts. I wasn't sure it would be helpful to my business but since the first session on capability statements was helpful I went. Fortunately, a guest not on the program, Barbara Booker-Williams spoke about her work helping small businesses get work with the City of Virginia Beach. i passed on a copy of my marketing kit to her and said if I can help anyone, let me know. To make a long story short, I ended up with a $4,000 sale to the Dept. of Public Utilities for employee appreciation gifts. I invited Ms. Booker-Williams to join my network on www.linkedin.com and this week she did. I wrote a recommendation for her, commending her for taking time from her busy schedule to come speak to small business owners like me and said, "To work our way out of this recession, we need dedicated public servants like Barbara helping small business people be successful". From her response, you would think I gave her $1,000 tip. She was overwhelmed that I took the time to write about her and told me my comments might be used in an annual report she has to do to the VA Beach City Council. She says she will be passing my name along to other city departments. I thanked her and send copies of other e-flyers I have done for schools and churches describing projects I have done.
I still don't know a lot about this social networking but I think this is something of how it is supposed to work. Our comments and recommendations are powerful, especially when they say things like "Keep up the good work", "Thanks for your help" and "The community is a better place to live because of you". Try it, it seems to be working for me.

"The Value of a Long Term Sales Relationship"

Matt Davidson — Mon, 23 Mar 2009 01:11:00 GMT

In many business situations, long term relationships involving sales are discouraged. Our Commonwealth is one example in which thanks to former Gov. now Senator Mark Warner, a system of procurement was developed based purely on whose price is the cheapest. On a regular basis I heard of dissatisfaction with the system, commonly called "EVA". My comment, "It's bigger than you and me and is here to stay.
I don't do nearly as much business for one state agency, the Dept. of Rehabilitative Services as I once did. All acquisitions are put online and sometimes the awards are for less than cost to keep cash flowing in a competitor's business. Friday I demonstrated again the value in having along term relationship with this agency. About six years ago, I supplied an order of plastic handles for soda pop cans that made it easier for people with diseases like MS and MD to hold a can. Something I suspect most of the population takes for granted. Unfortunately, the supplier had production problems and this item was dropped from his line. When I saw the item again in an e-mail I knew right away a segment of the market that could use this item. Samples are on the way from PA tonight and I hope the Commonwealth of Virginia will not use my diligence against me. I had one situation with this same agency where the Purchasing Agent said to my client, "Find out where that man got the items he supplied us so we can put them out for bid". Of course, I declined that request but that episode initiated a steep decline in requests for help from this marketing supervisor. I cerainly understand the Commonwealth's need to do business economically but sometimes they cross the line of decency. That's my opinion. M

"The Extent of Service"

Matt Davidson — Fri, 13 Mar 2009 21:09:00 GMT

What is the extent you can expect on service? Try and top this one.
A school client needed a chart to use in a training session for administrators to be prepared for crisis situations. (Sad to say that is the situation in schools today). We looked at doing it as a large 24" X 36" pad of paper where sheets could be filled in as a part of these training sessions and torn off after they were finished. Sorry to say with the cost of printing plates, to print one sheet would cost $500 and then the cost of paper would be added to that. No go but we didn't give up.
Best solution was a "white" board that is the same 24" X 36" size and the outline of the training session preprinted on the board. That option required about 2 hours of art time on our part but we finally got the art worked out and that approach saved approximately $300 over the other approach.
We hardly ever say, "It can't be done". Call us today to discuss your project.