Become a Master at Selling Apparel Webinar Panel Gina Barreca Marc Held Cliff Quicksell, Jr., Nicole Rollender

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1 Become a Master at Selling Apparel Webinar Panel Gina Barreca Director of Marketing Vantage Apparel Gina has 14 years of decorated apparel sales, marketing & merchandising experience. She joined Vantage s sales team in Marc Held National Sales Manager Bodek and Rhodes Marc is an accomplished wearables educator training thousands of distributors during his 13 year tenure in the promotional products, screen printing, embroidery and sporting goods industries. Cliff Quicksell, Jr., Cliff Quicksell Consulting has been a distributor, a supplier and a trainer in the industry for more than 25 years, all the while sharing his secrets to success in creative marketing and distinctive apparel program design. Nicole Rollender Editor of ASI s Wearables & Stitches Magazines. Before joining ASI, Nicole was managing editor of two monthly trade publications and served as special projects editor for The Journal of Commerce & the Shipper Group of magazines.

2 Become a Master at Selling Apparel Moderator: Natalie Townes, ASI Professional Development Sponsored By:

3 Apparel is the #1 promotional product sold. It constitutes nearly 30% of our $19 billion industry

4 Why Sell Apparel? In a groundbreaking research study from ASI, statistics show advertising specialties strongly influence end-users buying decisions 84% of end-users can name the advertisers on the items they receive

5 Even more remember the advertisers on wearable items

6 Why Sell Apparel? 62% have done business with the advertiser AFTER receiving the item

7 More do business with the advertisers who choose wearables

8 Why Sell Apparel? End-users keep products for 7 months

9 The Typical Promotional Product is Kept for 7 Months wearables are kept even longer

10 Power of Promotional Products The average cost-per-impression of a promotional product = $0.004 beating any other form of media (except billboard)

11 Average Cost-Per-Impression

12 Wearable items CPI beat billboard advertising

13 Casual: polos, active wear, sportswear Business: wovens, blazers, sweaters Uniforms: sports, industrial, hospitality Outer Wear: fleece, jackets, rain gear Caps/Hats: baseball, stocking, theme (cowboy hats, derby, etc.) performance wear Bags: paper, plastic, canvas, mesh, vinyl, leather and hard sides Accessories: ties, scarves, socks, underwear, umbrellas and more What s Available?

14 Fabrics and Colors Trends and Growth Areas Performance Eco-Friendly Youth Inspired Work Wear Brands

15 Hot Markets Women s Collegiate Children s Corporate Construction Green Grass/Golf Sports Outdoors Hunting & Fishing Urban Private Labeling/Branding Seniors Hospitality Safety Marketing & Brand Managers Human Resources Sales Manager Retail Buyer Meeting Planner Owner

16 Garment Construction Quality Look Life

17 Sizing and Program Pointers Sizing: S-5, M-2.5, L-5, XL-3, 2XL-1 Women/Men/Youth Distribution online, company based vs. volunteer Stocking & Discounting Presentation Tips In-house spec samples (film, iron-on) Portfolios of project & product work Tools (stitch grid, PMS, thread chart) Neat, orderly samples, poly bagging In-house computer generated art-work Detailed printed quotes Over-run samples (apparel, hats, garment bags & hangers)

18 Decorating Techniques Screen Printing: What to ask your screen printer Recommendations from Cliff Quicksell, Cliff Quicksell Consulting 1. Machines: automatic vs. manual 2. Pre-production: press proofs 3. Daily & weekly capacity 4. Emphasis on finishing 5. Rush policy 6. Specializations -4CP, simulated CYMK, Mixed Media 7. Staff training / years of experience 8. Damage replacement policy 9. Ancillary options; fulfillment and packaging 10. Humidity, equipment, art/film storage, dryer type

19 Digital Printing What to know When is it appropriate How is it being used

20 Embroidery Stitch Counts

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22 Embroidery Disks-Headwear-Garments Swatches-Proof on similar fabric Puff-40% higher stitch counts Sequins

23 Decorating Techniques Embroidery: What to Ask Your Embroiderer Recommendations from Cliff Quicksell, Cliff Quicksell Consulting Machines / digitizing software used Pre-production sew-outs Availability of single head machines Daily & weekly capacity Emphasis on finishing Rush policy Specializations -4CP Mixed Media Appliqué's Staff training / years of experience Damage replacement policy Ancillary options; fulfillment and packaging

24 Unique Decorating Capabilities Glitter-adds sparkle to prints Glow in the dark-novelty Ink Reflective-Used in safety programs Rehance -Done with pastes and converts in the dying process Photo-chromatic-inks & thread which change colors when exposed to UV light Therma-chromatic-inks which change color when exposed to heat High-density inks that are raised and when cured have an effect of leather or a patch Caviar beads-gives a textured feel to a print Recommendations from Cliff Quicksell, Cliff Quicksell Consulting

25 Add on Sales & Packaging Organic bags/rafia Garment bags Combo packages Gift boxes/poly bags Hangers

26 Sell a Profitable Apparel Program! Value Added Buy Sell vs. Sell Buy Your real costs Increase profits and reduce risk

27 Q&A Type your questions into the Q&A box now Thanks to our esteemed panel Gina, Marc, Cliff and Nicole Print handouts from this webinar at and at Invite your salespeople to listen to this webinar at beginning next week Watch your for future educational webinars from ASI