Speakers
Rich Berg
AIA Corporation (asi/109480)
Rich Berg is senior vice president Owner Success & Business Development for AIA Corporation (asi/109480). He's been in the promotional products industry since 2005, holding sales and business development leadership positions with distributors including Staples Promotional Products, Corporate Imaging Concepts, Facilisgroup, and Deluxe Corporation/Safeguard.
Rich and his teams have sold promo to Fortune 500 companies including Microsoft, Amazon, IBM, JPMorgan Chase, Coca-Cola, Disney, General Motors and many others across various industries. In addition, Rich has helped numrous small and mid-sized promo products distributors grow their sales and profits.
How To Win the Business of Fortune 500 Companies
Power Session
Booth 290 | 7/24 | 11:00 AM - 11:50 AM
Fortune 500 firms have countless promo product needs, typically spending $5 million to $25 million on promo every year. Engaging these iconic brands requires a strategic, personalized approach, including doing thorough research, building relationships, demonstrating value, and communicating effectively and creatively. (What's not required is owning a $100 million distributorship; small to midsize companies often successfully compete against larger distributorships.) In this session, you'll discover tactics to help you capture the Fortune 500's attention and land their business, and leave knowing:
• When to pursue or pass on RFPs
• How to find the promo buyers at huge firms
• What “maverick” spend means - and why you should want it
• How to expose a large distributorship's weaknesses
• The margins needed to win the bid
• Why a $10,000 order at 25% margin is better than a $2,000 order at 40%
• How to solve cash-flow challenges for large orders.
Jay Busselle
FLEXpoint
Jay Busselle is managing partner of FLEXpoint Social Selling. It's been about 30 years since he started printing and selling "unofficial replica" T-shirts in the mid '80s of his favorite skiing and skateboarding companies. He landed his first industry job while in college as a cut-and-paste artist for a Yellow Pages publishing company. It didn't take long before he was working for a screen printer, and soon thereafter, for his family owned promotional advertising agency. Jay is a board member (referred to as "chefs") for PromoKitchen, an all-volunteer nonprofit group focused on mentorship in the promo industry. He's a highly rated industry presenter and a trainer on topics like branding, marketing and LinkedIn. He is also a self-proclaimed CTO - Chief Taco Officer - and has found his home hanging out with the other promo peeps and apparel geeks on the island of misfit toys.
Standing Out From the Crowd: The Art of Differentiation
Social Media & Marketing
Room W196C | 7/23 | 10:00 AM - 10:50 AM
In a crowded, competitive industry like promo, it's critical to set your company and offerings apart. One way to do so is by developing a differentiation strategy: building a brand and a business that's different from those of your peers. In this session, you'll discover five distinct categories of differentiation - with industry-specific examples for each - that will help empower your brand, fuel your content and drive sales.
Create Your "Personal Content Accelerator" To Eliminate Social Media Stress
Social Media & Marketing
Room W196C | 7/23 | 3:10 PM - 4:00 PM
To get your business noticed and spark conversations on social media, it's vital to share relevant, intriguing content that will have a positive impact on your core audience. But doing this every day (or even once a week) can feel overwhelming and stressful … unless you have a clear strategy to follow. In this session, you'll discover the four keys to creating your Personal Content Accelerator - a proven tool that will help you plan to quickly post the right content for the right followers.
You'll learn how to organize your thoughts, showcase what makes you unique and create online engagement that leads to sales. Plus, you'll see social media examples from some of best marketers in the industry and delve into how AI can help your efforts. Don't miss this chance to demystify the content-creation process once and for all.
Spotlight Yourself: Telling Your Story & Sharing Your Narrative
Power Session
Booth 290 | 7/24 | 3:00 PM - 3:50 PM
When every distributor has access to promo products, getting noticed by potential customers comes down to what you offer that no one else can: yourself. In this session you'll explore the crucial 3 Ws that form your marketing story: Who are you? What do you do? Why should anyone care? Plus, you'll expand into nailing down the “how” that creates your narrative- the real reasons buyers will want to work with you. You'll leave knowing:
• How to craft compelling marketing narratives, including through AI
• When to share your story vs. when your narrative is needed
• How to be instructional and intentional in your messages.
Martine Cadet
Kaderique Consulting Group LLC
Martine Cadet is the founder and owner of Kaderique Consulting Group, a boutique digital media agency that helps small-business owners with branding and expanding their online presence and visibility. She is also a social media content strategist and creator, adjunct business professor and professional speaker. She teaches her clients how to convert viewers into paying clients, never run out of things to say, and feel confident in connecting with audiences by mastering the skill of storytelling.
Content Marketing Strategies for Reaching the Right Buyers
Social Media & Marketing
Room W196C | 7/23 | 11:00 AM - 11:50 AM
Content marketing puts you in control of your company's story. In this session, you'll learn essential content marketing strategies specifically designed for B2B businesses and discover how to create content that resonates with your target audience, builds trust and drives conversions from prospect to client. From developing a content plan to leveraging various channels, you'll be equipped with the knowledge and skills to build your credibility and show your audience why you're the right choice for their promo needs.
Video Marketing Workshop: Maximize the Power of Your Personality
Social Media & Marketing
Room W196C | 7/23 | 1:30 PM - 3:00 PM
During this fun, interactive session, you'll discover the immense potential of video marketing in the promo industry. You are your best brand ambassador - you need to showcase yourself by creating impactful videos that engage your audience, communicate your company's message and drive sales. From planning and simple scriptwriting tips to easy production tools and the best platforms to get your message seen, you'll leave armed with practical tips you can implement immediately to add quality videos to your marketing efforts.
Matthew Cohn
ASI
Matthew Cohn is vice chairman of the Advertising Specialty Institute (ASI). He was born in Philadelphia, and while in college at the University of Pennsylvania’s Wharton School of Business, he led the team that developed ESP; it quickly became the promotional products industry’s most widely used research tool and business platform – and continues to be the most important tool for distributors today. In 1998, he launched ASI Show, which made the Tradeshow Week 200, a listing of the largest shows in the U.S. The show has also been recognized by the Tradeshow Week Fastest 50 as one of the fastest-growing shows in North America, as well as twice named to the Inc. 500 fastest-growing companies in the U.S.
The Philadelphia Business Journal has recognized Matthew in its “40 Under 40” awards; he’s been named among the “Top 100 People to Watch” by Business Philadelphia magazine; and he’s been honored as one of the “100 Most Influential People” in the trade show industry by Tradeshow Week. Matthew and his wife, Lea, have two children, Sydney and Mackenzie Skylar; these fourth-generation family members have completed internships at ASI and worked at numerous ASI Shows.
How to Get the Most Out of Your Trade Show Experience (Free coffee & tea)
Special Event
Room W192B | 7/23 | 9:00 AM - 9:50 AM
With so many great events taking place at the ASI Show, it can be a daunting task trying to fit everything in. As a new attendee, we know how important it is for you to get the most out of the time you have - but where do you start? Join ASI's Vice Chairman Matthew Cohn as he shares great tips for working the show more effectively, and hear about all the free services and amenities available to distributors/decorators while at an ASI Show.
Lisa Cross
NAPCO Research
Lisa Cross is the principal analyst of NAPCO Research, where she conducts market research and analysis on emerging trends, business-development strategies and changing dynamics in the commercial printing, sign and display graphics, in-plant, and packaging industry, and the market forces that are driving those changes. With decades of experience monitoring, researching, surveying and reporting on the graphic arts and marketing industries, she works with customers to use research to solve business challenges, enhance customer engagement and identify market opportunities. A former print industry journalist, she has authored award-winning articles on topics ranging from technology trends to business strategy to “green” printing.
Printing Industry 101: All About Print Products & Your Sales Opportunities
Power Session
Booth 290 | 7/24 | 2:00 PM - 2:50 PM
Print is a broad and profitable product category - in fact, it has annual revenue of $100 billion. Many of your current promo clients already use print to support their operations, create market awareness and sell products. In this session, you'll dive into the print industry and learn about the key players, profitable product opportunities, demand trends, production methods, and how you can add print to your promo business.
Mike DOttaviano
ASI
Michael D'Ottaviano, MASI, is an executive director of corporate accounts at ASI. He specializes in strategic solutions, helping ASI distributors members realize opportunity and grow their businesses by utilizing creative website design combined with innovative marketing campaigns. He also works with distributors to develop social media campaigns to increase web presence and grow their customer base. Michael is passionate about technology and implementing integrated solutions to help distributors streamline their business processes and grow their businesses.
ESP Websites & Company Stores: Insider Tips To Get More Orders
Business-Building Fundamentals
Room W196A | 7/23 | 3:10 PM - 4:00 PM
Join us to learn practical insights and best practices to create a unique online presence that aligns effortlessly with your goals and resonates well with your clients. Explore the details of customizing your ESP Website or Company Store in this demonstration.
From AI to Engagement: Discover the Future of Promo Technology with ESP+
Power Session
Booth 290 | 7/25 | 11:00 AM - 11:50 AM
In this session you'll explore the ESP+ platform, meticulously crafted over years of innovation. Discover how AI enhances product ideation and presentation customization. Streamline client interactions with our versatile online portal, facilitating seamless communication and order processing. Whether you're familiar with ESP Online or ESP Web, join us to learn about roll-out plans and preview ESP+. Embrace the future of client engagement, where you'll spend less time in front of a screen and more time providing value to your clients.
Mary Furto
PCNA (asi/78897)
Mary Furto is the VP of Marketing for Polyconcept North America (PCNA), responsible for brand strategy, demand generation, marketing communications and digital experience. Before joining PCNA she was the CMO of the safety division of Honeywell, and she has over 20 years of marketing experience at Boise Paper. She is passionate about utilizing digital marketing and data analytics to drive customer engagement with compelling value propositions and messaging. She enjoys collaborating with distributor partners on the latest trends and modern marketing tactics to help them succeed.
Tools To Help You Sell More Merch
Business-Building Fundamentals
Room W196A | 7/23 | 11:00 AM - 11:50 AM
Whether you're new to promo or a longtime veteran, this session will help increase your sales by sharing essential tools you can use today. PCNA experts will delve into common industry terminology, materials and subcategories, and discuss what you need to know about bags, drinkware, stationery, apparel and other top product categories. Elevate your knowledge to expert status, and leave ready to pitch the industry's leading styles and latest merch trends to your clients.
Tools To Help You Sell More Merch
Power Session
Booth 290 | 7/24 | 1:00 PM - 1:50 PM
Whether you're new to promo or a longtime veteran, this session will help increase your sales by sharing essential tools you can use today. PCNA experts will delve into common industry terminology, materials and subcategories, and discuss what you need to know about bags, drinkware, stationery, apparel and other top product categories. Elevate your knowledge to expert status, and leave ready to pitch the industry's leading styles and latest merch trends to your clients.
Liz Haesler
PCNA (asi/78897)
Liz Haesler is the Global Chief Merchandising Officer for Polyconcept North America (PCNA), responsible for retail brands, product development, supply chain and pricing. Prior to joining PCNA in 2019, she worked with product and supply chain in leadership roles at Target, Best Buy, Staples and Dick's Sporting Goods.
Tools To Help You Sell More Merch
Business-Building Fundamentals
Room W196A | 7/23 | 11:00 AM - 11:50 AM
Whether you're new to promo or a longtime veteran, this session will help increase your sales by sharing essential tools you can use today. PCNA experts will delve into common industry terminology, materials and subcategories, and discuss what you need to know about bags, drinkware, stationery, apparel and other top product categories. Elevate your knowledge to expert status, and leave ready to pitch the industry's leading styles and latest merch trends to your clients.
Tools To Help You Sell More Merch
Power Session
Booth 290 | 7/24 | 1:00 PM - 1:50 PM
Whether you're new to promo or a longtime veteran, this session will help increase your sales by sharing essential tools you can use today. PCNA experts will delve into common industry terminology, materials and subcategories, and discuss what you need to know about bags, drinkware, stationery, apparel and other top product categories. Elevate your knowledge to expert status, and leave ready to pitch the industry's leading styles and latest merch trends to your clients.
Joan Miracle
ASI
Joan Miracle, BASI, is an executive director of corporate accounts at ASI. She's been providing business counseling to entrepreneurs for over 30 years, with 13 years in the ad specialty industry. Her background includes successfully running a $46M operation, including the startup of numerous businesses from real estate development and acquisition to open profitable operations. Her main focus and passion have been in sales and sales training, assisting new business owners with startup marketing, leveraging technology for success, and helping established businesses grow through strategic marketing plans that emphasize online marketing and improving operational efficiency.
From AI to Engagement: Discover the Future of Promo Technology With ESP+
Business-Building Fundamentals
Room W196A | 7/23 | 10:00 AM - 10:50 AM
In this session, you'll explore the new ESP+ platform, meticulously crafted over years of innovation. Discover all the newest features in the tool, including how we've incorporated AI to enhance product ideation and presentation customization. You'll see this new version of ESP in action and learn how it streamlines client interactions with a versatile online portal, facilitating seamless communication and order processing. Whether you're familiar with ESP Online or ESP Web, join us to learn about roll-out plans and preview ESP+. Embrace the future of client engagement and promo tech - where you'll spend less time in front of a screen and more time providing value to your clients.
Promo Industry 101: What To Do When You're New
Business-Building Fundamentals
Room W196A | 7/23 | 1:30 PM - 3:00 PM
Starting out as a promotional products distributor is an exciting time, and with a little help from our experts, it can be a seamless transition for your business. Learn all about the industry and the first steps to take to ensure your success, including establishing a business plan, targeting the correct markets, using the right tools and resources, continuing your industry education and so much more.
From AI to Engagement: Discover the Future of Promo Technology with ESP+
Power Session
Booth 290 | 7/25 | 12:00 PM - 12:50 PM
In this session you'll explore the ESP+ platform, meticulously crafted over years of innovation. Discover how AI enhances product ideation and presentation customization. Streamline client interactions with our versatile online portal, facilitating seamless communication and order processing. Whether you're familiar with ESP Online or ESP Web, join us to learn about roll-out plans and preview ESP+. Embrace the future of client engagement, where you'll spend less time in front of a screen and more time providing value to your clients.
Bill Petrie
brandivate
Bill Petrie is the founder and creative director of marketing agency brandivate. With over 23 years working in executive leadership positions in the promotional products industry, he helps suppliers and distributors to grow their businesses by creatively and effectively communicating their brands to connect with their target audiences. As a PromoKitchen chef and Past President of the Promotional Products Association of the Mid-South (PPAMS) and the RAC (Regional Association Council) Board, he has extensive real-world practice creating successful marketing campaigns, designing award-winning branding, executing content marketing strategies, developing industry-leading education, and implementing marketing and sales plans that generate immediate and positive results for brandivate clients. In 2023, Petrie was inducted into the PPAMS Hall of Fame for his innovative contributions to the branded-merchandise industry.
The Importance of Being a Creative Chameleon
Entrepreneur's Essentials
Room W196B | 7/23 | 11:00 AM - 11:50 AM
To succeed in this industry, you need to position yourself as a truly indispensable marketing resource rather than as a salesperson. To make this happen, it's critical to morph your creative approach for every buyer by understanding their needs before you meet with them. In this session, you'll receive an actionable blueprint to differentiate yourself from any competitor, plus the tools you need to be a “creative chameleon” regardless of your audience. You'll leave armed with the confidence that comes from knowing you'll create wow and wonder in every meeting - and win the sale.
Cliff Quicksell
Cliff Quicksell & Associates
Cliff Quicksell, Jr., MASI, is the president and CEO of Cliff Quicksell & Associates. During his 35+ years in the industry, his passion for education and training has been exemplified by his having served five terms as the education chairperson for the regional trade association CPPA of Maryland, and he currently serves on the CPPA board as president. The author of over 1,200 articles and recipient of numerous awards for innovation and creativity, Cliff speaks, trains and consults internationally to associations and national business groups on more effective ways to market themselves and their products and services, as well as how to motivate their personnel.
Self-Promo Campaign Workshop: Get Creative With Your Brand
Entrepreneur's Essentials
Room W196B | 7/23 | 1:30 PM - 3:00 PM
While digital marketing is an important tool, people always enjoy receiving “lumpy mail” at their home or office. A package's bulk instantly sets it apart from regular flat letters and builds excitement - which means shipping a great self-promo item can significantly improve your prospecting and sales. In this interactive workshop, you'll share ideas with fellow distributors to collectively create an unforgettable marketing campaign based on self-promos. Plus, you'll learn how you can do the same for your clients' campaigns. Don't miss this unique, high-energy session that will spark your creativity and keep it burning long afterwards.
Packaging for Profit: Implement the Most Underused Trick in Your Toolbox
Power Session
Booth 290 | 7/24 | 12:00 PM - 12:50 PM
It's vital to differentiate yourself from the competition, and packaging is one of the easiest ways to do that. Packaging is an industry hot topic - in fact, it was named by ASI as the 2022 Promotional Product of the Year. Utilizing this often-overlooked tool in your marketing arsenal will help you stand out and close more sales. In this session, you'll hear real-life case histories, explore production dynamics, and learn how Millennial and Gen Z promo buyers are driving changes in traditional packaging.
Ramon Ray
Entrepreneur
Ramon Ray is a small-business expert and successful entrepreneur with expertise in technology, marketing, sales, business startup and growth, and personal branding- and he's proud to be known as “unapologetically positive.” He's authored five books, including Celebrity CEO, plus thousands of articles that have helped countless small-business owners and their companies to thrive.
Ray has been an expert witness to the U.S. Congress speaking about small-business growth, was invited by the Office of the President to speak at the White House on personal branding, and interviewed President Obama in the President's first live Google Hangout. In addition, he's the founder of SmartHustle.com, ZoneofGenius.com and five small businesses - three of which he's sold. Ray has inspired and enlightened audiences around the world through his incredible energy and his ability to connect and care.
Keynote With Ramon Ray - Connect With Your Clients: Staying Human in Today's Digital World (Free coffee & tea)
Special Event
Ballroom S100 | 7/25 | 8:30 AM - 9:45 AM
Everyone craves connections with other people- a warm smile, a firm handshake, a big hug. But in this age of technology innovation, that connection is often reduced to a smiley face in an email, an emoji in a text or a funny video on social media. The trick is for sales pros and business owners to build and maintain human-centered relationships with buyers who they may rarely meet in person.
In this high-energy keynote, entrepreneur and best-selling author Ramon Ray will show you how to expertly reach and interact with prospects and clients using LinkedIn, smartphones and DMs … without sounding like an AI-generated robot. You'll discover how to add authenticity, empathy and other human elements into your content and your transactions, and leave no doubt that your team is made up of real people offering real promo solutions.
Jenna Sackett
Stahls' (asi/88984)
Jenna Sackett, commercial sales executive at STAHLS', is an expert in helping businesses unlock their full potential through heat print technology. With 11 years of experience the world of apparel decoration — plus a passion for innovation and a knack for transforming ideas into reality - she specializes in tailoring custom solutions that deliver quality, efficiency and better brand awareness.
Unlock the Power of Customized Promo Products With Heat Print on Demand
Product Decoration
Room W194B | 7/23 | 10:00 AM - 10:50 AM
In this session, you'll see firsthand how you can heat print on demand to customize an assortment of products, including clothing, accessories and corporate gifts. This approach reduces your financial risks while broadening your company's decorating capabilities. Through interactive demonstrations, you'll learn valuable strategies and techniques for maximizing the potential of heat print on demand technology to craft compelling and lucrative branded merchandise.
Choosing the Right Apparel for Brand Promotion
Product Decoration
Room W194B | 7/23 | 11:00 AM - 11:50 AM
In this interactive session, you'll dive deep into the critical role that the right apparel pieces play in helping you communicate brand messages. You'll discuss brand identity and target-audience analysis, and leave knowing fabric and garment types and decoration techniques that will elevate your - and your customers' - brand visibility and leave a lasting impression.
Beyond the Logo: Impactful Apparel Branding Workshop
Product Decoration
Room W194B | 7/23 | 1:30 PM - 3:00 PM
Apparel decorating is easy - iconic branding is not! In this hands-on session, you'll discover how to transform your buyer's brand from a typical left-chest logo into a memorable, iconic fusion of brand strategy, emotion and creativity. Plus, you'll see examples of successful campaigns that were able to build brand awareness, communicate current trends and showcase unique decorating techniques. You'll leave ready to set your business apart as so much more than “just another T-shirt shop.”
Maximizing Your ROI: Efficient Ways To Print Headwear
Product Decoration
Room W194B | 7/23 | 3:10 PM - 4:00 PM
If you're not capitalizing on the growing headwear market, you need to start now. In this hands-on session, you'll gain headwear-specific insight and see decorating techniques that will help increase your company's decoration capability and profit. By mastering these efficient printing methods, you can enhance your productivity, reduce costs and deliver high-quality branded headwear for every buyer.
Carolyn Strauss
Carolyn Strauss Consulting
Carolyn Strauss, CSP, is an expert in sales, business execution and team building. She works with CEO groups, organizations and leaders across the U.S. to help them increase sales and empower their teams. The former CEO and business owner spent 18 years on-camera on the Home Shopping Network, personally selling over $160 million of her clothing line. She has appeared on PBS, CNN, ABC, NBC, Food Network and Lifetime Television Network. A frequent keynote speaker, Strauss is also the author of five books, an active member of the Screen Actors Guild, and believes that a good day includes chocolate.
"I'll Take It!" How To Make Closing Quick & Easy
Entrepreneur's Essentials
Room W196B | 7/23 | 10:00 AM - 10:50 AM
All of your work as a salesperson really comes down to one pivotal moment: when you either close the deal or don't. For many sales pros, closing is their #1 challenge … but it doesn't have to be difficult or daunting. In this illuminating session, you'll discover an easy-to-navigate path that ends with your client saying, “I'll take it!” You'll leave knowing:
• How to avoid the seven biggest mistakes most sales pros make
• The exact words to say that make closing fast and simple
• Eight myths that are holding you back
• The emotions you want your prospect to feel while they're talking with you
• How to ensure objections don't derail the sale.
Presentation Skills To Build Confidence & Get the Sale
Entrepreneur's Essentials
Room W196B | 7/23 | 3:10 PM - 4:00 PM
Whether you're meeting with clients and prospects one-on-one or in a group, face-to-face or online, one thing remains the same: The way you present your ideas can make or break the sale. In this session you'll discover the skills you need to present with confidence and ease, leading to a high-energy, unforgettable delivery. You'll leave knowing how to:Create memorable openings
• Share stories that connect with your buyer
• Convey complex ideas and information in creative and fun ways
• Understand how people perceive you
• Use body language and tone of voice to make a positive impression
• Manage distracting bad habits
• Keep people's attention in virtual meetings.
Keynote With Carolyn Strauss - "I Want THAT!" 5 Ways To Make You & Your Company Irresistible (Free coffee & tea)
Special Event
Ballroom S100 | 7/24 | 8:30 AM - 9:45 AM
Sales and persuasion expert Carolyn Strauss knows how to make buyers desperately want the items she's selling. In fact, as a premier clothing designer on the Home Shopping Network, she sold over $160 million in merchandise to people who never actually expressed interest in making a purchase.
In this dynamic keynote, Strauss will share the 5 secrets she used to move HSN viewers from apathy to action, and how she built incredible rapport that kept them coming back to her company - and to her. You'll learn how tap into the part of the brain that makes decisions and how to light a fire inside your clients and prospects, ensuring that every pitch ends with them saying, “I want THAT!”