Awards & Engraving

September '19

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Page 59 of 84

A&E SEPTEMBER 2019 • 57 Don't be afraid to also add a little color to awards products. Garcia states that more and more, people are looking for color. "Sublimating and four-color white printing can increase the value," she states. This is true for both hard and soft goods, so don't limit yourself. If nothing else, physically go out and find the sale. Networking with school administrators, coaches, officials, and par- ents goes a long way when done correctly. "Network with energy and creativity and you will be successful," O'Neill believes. "Buy local also means get involved local." At the final buzzer, it all comes down to providing the best thing for the client. And even though change is imminent, it doesn't have to be detrimental. "Offer to make a special award that is for something inspirational and public for the school and be there for the presentation," O'Neill fin- ishes. "(In the end) you sell them!" 3 Pieces of Advice for Selling School Sports Awards By Mark Avenson, R.S. Owens 1. Remember, someone is going to get the account; it might as well be you. Be aggressive. 2. Let the customer/account know that, although price is the main object, they need to think about what the end-product will look like in a legacy display cabinet. 3. Get a sample in their hands and let them compare plastic to metal to resin. They need to see and under- stand the difference. Just because budgets are lower doesn't mean school programs aren't still looking for recognition products. IMAGE COURTESY PDU CAT Have several different products that run the gamut in price. A&E

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