Awards & Engraving

January '19

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A&E JANUARY 2019 • 37 administrator, teacher, counselor, advisor, principal level," Garcia advises. It is crucial to go out and present your products to each customer and outline how each will meet their specific needs. To that point, Millburn zooms in on the customers' individual needs. It's not enough to pitch them a generic product; awards retailers should bring a little customiza- tion and pizzazz to the sales presentation. For example, narrow in on the design. "Most if not all academic customers have nice logos," he states. "These logos look great on awards. They also look great as a custom award." If you show the prin- cipal a National Honors Society plaque customized with the school logo in full- color, chances are he or she will love it. "Schools love to see their wonderful and colorful logos as the main feature of their custom award," he elaborates. "Like everyone else, academics are looking for something different," Avenson adds. "You want to be able to give some- thing that will look fantastic wherever it is displayed and is also worthy of the achieve- ment." It's up to you as the producer to lead the customer to that perfect fit. "Incorpo- rating video and other technologies into the award is also something that offers excite- ment and high-perceived value to the pur- chaser," he finishes. Overall, selling to this market is fruitful as long as the awards shop shows the same com- mitment to a high grade as those receiving the honors. "You need to approach this market with a serious commitment to the status of the winner and the institution," Avenson advises. "Think about the importance of getting them something that explains what they are about and what their achievement means with serious interpretation." More WOW for Less What's Free? Set-Ups Personalizations * Art Services * Virtuals * Copy Changes ON BLANK ORDERS OVER $400 * free shipping *Exceptions apply І 800-544-1131 Colleges and universities often have budgets to spend on high-end awards. IMAGE COURTESY R.S. OWENS A&E

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