Awards & Engraving

October '18

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A&E OCTOBER 2018 • 27 Sales & Marketing Trade shows: attend trade shows and look at the competition, but what I am suggesting is much different. In almost every section of this great country is a city within driving dis- tance of most of you that has a convention center, and for many of you there will be a convention center or major hotel that hosts many trade shows or conferences presenting you with an opportunity to display at. This is how I started when I was 12 years old. It was April 25, 1958 at the Marriott Hotel in Indianapolis. My father took me, and I set up in the hotel lobby. I had a folding table with a piece of red material as a cover and I showed my awards to the American Horse Show Association execu- tive meeting. This one meeting, at the time, got me before the people in a particular segment of business. Times were different and today things are not the same, but the point is if you can get to the prospect in your field that you want to sell and drive those people to your sales force (your web- site), it can and will promote and develop your business to the next level. The catalog sales company generally working on precise markets While we should all understand that there are many other ways to price our products and market them, we must talk about selling and pricing our products in catalogs. I suspect many of you have given up on catalogs. One of the main problems with catalogs is by the time you finish a catalog, it is normally old and out of style. However, many people that you are selling still like the written catalog for reference. I encourage all of you to have your own small catalog that highlights your company and what it does that is special. Show what you are known for and what you specialize in. It is also important to have this brochure introduce and explain why you are different and worth a look on your website. If you have any questions, feel free to call 1-317-546-9000 or e-mail me at or write me at Stephen L. Capper A-1 Awards, Inc. 2500 North Ritter Avenue Indianapolis, IN 46218 A&E

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