For awards retailers, promotional products will fall into one of two categories. One is when a customer needs a large volume of the same item (for example, 5,000 pens or 1,000 Frisbees). This is usually sourced to an outside vendor.
The second is when a customer needs a small number of nicer items. This is a great opportunity for the typical awards retailer. Let your current customers know that you can help them with promotional products. Make up some samples and put together a small display in your showroom. Give customers a small promotional item with each order they pick up. You want to get it in their head that when it’s time to get promotional items, they should think of you first.
—Dan Messerschmidt, JDS Industries