Tuesday, july 21

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First time at an ASI Show? Be our guest as we welcome you and other industry newcomers. Get tips for working the show more effectively and learn about all the available services and free amenities available to distributors/decorators at an ASI Show. Over a light breakfast, you’ll gain some great advice on how to make your first and future ASI Show experiences memorable.

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Success begins with a clear understanding of the fundamentals. In this overview, you’ll learn:

• The single favor that determines 85% of your customer service success
• The best way to leverage your supplier relationships
• Industry price codes (and how the money pot is split)
• Art vs. artwork: What’s acceptable and what’s not
• Industry charges and buzzwords: A quick guide to setup procedures and imprinting methods

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A seasoned promotional products distributor reveals the most common mistakes new distributors make and how to avoid them. Learn the expensive lessons from those that came before you, and you are much more likely to experience immediate success in the advertising specialties business.

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What does a typical client want from you? What does he or she expect? In order to help our clients and position ourselves as promotional consultants, we need to get inside our clients’ heads and understand their mindset. In this session, we’ll reveal the top 10 criteria that advertising specialties clients say are most important to them in their dealings with distributors. Then, we’ll expose “the inner monologue…” the things that clients are thinking but will never tell us out loud.

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New distributors, join us for a networking lunch with your peers and learn firsthand from an industry pro how to best develop and work with your supplier network. Over lunch, you will have an opportunity to brainstorm questions that will be presented to an ASI four-star supplier panel. The insight form this panel will lay the foundation for you to establish highly effective supplier relationships.

Seats are limited!
Seats are limited for this FREE New Distributor Networking Lunch. Only the first 150 new distributors who attend the morning sessions of this information-packed track of New Distributor classes are eligible to receive a ticket. Tickets will be available on a first-come, first-served basis at the New Distributor Registration Table located outside the classroom. Tickets will be available beginning 11 a.m.

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Are you selling stuff or are you selling promotional solutions? The key to success is positioning yourself as an expert... but how do you do that when you’re new to the industry? Clients are looking for you to provide more than just promotional products with great service and on-time delivery. They want you to understand their marketing objectives and develop promotional campaigns to achieve their goals. This task is much easier than you think, using the seven-step consultative selling approach. Join us and learn how to brand yourself as a proactive advertising specialties consultant.

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In this session, you’ll discover the crucial steps you need to take to attract new prospects and customers by adding a variety of tools to your marketing arsenal, including direct mail, email marketing campaigns and relatively new marketing tactics like social networking. You’ll also become well-versed in how to craft a self-promotion campaign and measure its success. You’ll leave with solid tactics to:

• Develop an elevator pitch that immediately piques the interest of potential customers
• Launch a self-promotion campaign that will deliver off-the-charts results
• Develop a networking plan to generate red-hot leads
• Successfully launch an effective (and inexpensive!) email marketing campaign

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In ad specialty sales, whoever is asking the questions controls the conversation. That’s why it’s critical to have an arsenal of proven rapport-building tools and questions that you can use to qualify clients, diagnose promotional problems and position yourself as a solutions provider. This session delivers the goods on what to say, how to say it and to whom. You’ll get specific, word-for-word questions designed to open clients up and position yourself as a true promotional expert.

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Learn to speak ‘Artwork’ – the special language used by graphic artists, designers and your suppliers. Learn how to deal with artwork from your customers and ensure that it meets industry requirements. Bulletproof your projects, making sure that artwork will not cause problems with delivery or customer satisfaction.

In this class you will learn:

• What artwork is good, what artwork is bad and how to tell the difference
• Which computer graphic programs are best for ad specialty distributors and what hardware you need to run them
• Graphic and electronic artwork terminology and types of file formats
• Which file formats suppliers want your artwork in

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In every profession, specialists get paid more than general practitioners. For this reason, it’s a good idea for every industry professional to learn how to cash in on niche markets and grow your client base proactively. In this session, we’ll discuss the primary methods of growing your business, reveal the top buyers of promotional products and work with you to develop a plan for approaching them.

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While many salespeople are excellent at making presentations, success in advertising specialty sales requires an ability to drive a steady stream of qualified prospects to your door. Learn the most effective methods to line up the prospects that are most likely to buy from you. If your livelihood depends on getting in front of new prospects, this hour-long session will pay major dividends for years to come.

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Do you want to earn 40%+ margin on every order, even in a tough economy? Understand your buyers’ perspective and what they REALLY want from you.

You’ll learn how to apply 10 powerful strategies to make you more money in 2009, plus:

• Quotes vs. proposal with the three option formula
• Bottom line difference between mark-up and margin
• Negotiating strategies to create win-win without arm wrestling with your client

A powerful workshop that won’t let you leave money on the table when you leave this session!

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If you are one of the many that cannot afford to wait for new clients to just show up at your door, this session is for you! Discover the MVPs of marketing and learn how the ideal marketing (M)essage delivered by the perfect combination of marketing (V)ehicles will attract the specific (P)rospects you want. Launch your plan quickly using an affordable combination of 20th and 21st century technology to create a high-impact marketing campaign that will attract the right clients fast.

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As a new distributor in the industry, you’re faced with many questions and challenges. This seminar will introduce you to the industry and the role of ASI as the information source to advertising specialty companies. Find the answers to your questions and learn how to satisfy your clients’ needs with a wide range of research and marketing services from ASI.

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To earn the sale in today’s competitive market, distributors must uncover clients’ needs, diagnose their problems and prescribe creative solutions. Asking the right questions helps build rapport and credibility, and establishes you as an adviser – not just a salesperson. This session is designed for every advertising and marketing professional who wants to grow their business by providing marketing ideas and business solutions.

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