Impressions - September 2016 - 43

Speak Their Language
Unlike your other customers, promotional products distributors have their own way of speaking and
labeling things. For example, you'll need to understand that RFQ means "request for quote" and that
"end-column pricing" means they really want a good deal. Be prepared to meet safety guidelines
regarding inks with the Consumer Product Safety Improvement Act (CPSIA), and have documentation on what you do in your shop to accommodate that law.

4. Follow these best practices -
beginning to end. Unless your pricing
grid is easy to understand, sometimes
your rates may surprise customers. Make
sure they understand your upcharges for
printing on dark shirts or polyester, for
example, and when you charge for screens.
The time to correct the pricing always is
at the order-entry phase, not after the job
has been produced.
As your order is being entered, have
your creative team check out the supplied
art file. For most jobs, the art already will
be created, so all you have to do is separate and print. However, review this at the
beginning of the process, not several days
into production.
After the order is entered and a job number is assigned, send an art proof to the rep
to verify everything is correct.After it has
been approved, separate the file. Require
that the art be approved two business days
before production begins to give the screen
room time to burn the screens.The more
you adhere to a benchmarked timeline,
the easier it will be to keep to a solid production schedule.
When inventory arrives, open the box
and check the contents against the packing
list to ensure everything is present. Each
packing slip should then be checked against
the numbers in your system for the order.
Any discrepancies should be reported immediately to your internal customer service
team so they can discuss with the client.
If this happens on the same day that the
goods arrive, your client can work with
the apparel distributor to resolve the issue.
Stage your jobs and print them according to the directions for the order. Most
promotional agencies work for brands, so
Pantone color matching is crucial. Otherwise, the entire order could be rejected.
If the order includes making a preproduction sample that will be sent to the
client, it is absolutely crucial that this sample
be printed as perfectly as possible. Have at
least two people review it for smudges, dirt,
alignment and Pantone Matching System
(PMS) color matching.
When that sample goes out, you are
telling the client,"Every shirt that leaves
this building will look just like this one." If
he notices a tiny flaw, he will assume it will

Promotional distributors also follow trends, which lead to new sales. Read up on what's hot and join
the discussions on industry forums or groups. If something starts to get legs, be prepared to discuss
it, master the technique or source the item.

PPDs constantly are looking
for ideas to sell.This is where
your work experimenting with
new techniques or mastering
certain processes will pay off.

be included on every shirt you produce.You
may even have to reprint the sample just
to prove the tiny flaw won't be included.
Also, a great standard is to print a shop
sample to use when production begins
after the sample has been approved.They
must match perfectly, from the first shirt
down the dryer belt to the last. In contract
printing, it's not uncommon for the client
to check the work and pull out anything
he doesn't like.
For shipping, most promotional agencies
will give you their UPS or FedEx shipping
numbers to use, and everything goes out
third party. This means you can't mark
up the freight like you normally would.
It also means you need to control which
package is assigned to each account, as it
can be easy to pick the incorrect one.There
is nothing worse than getting a call from
your customer's accounting department
asking about an unknown order that was
shipped using its account by mistake. Once
that happens, everything you do will be
scrutinized. Ship one thing at a time and
double-check your work.

Your shop standard should be to send
the invoice the day after the job ships. Do
this by email and, if possible, include the
tracking number. If any customer is out
60 days or more on your receivable list,
place that company on credit hold before
accepting more work.
Printing for promotional agencies provides steady business.While it can be feast
or famine, it also helps augment your shop's
organic sales efforts.The best way to handle
this type of account is with common sense,
crystal-clear expectations and a mutual
understanding that you are a valued partner in the supply chain. The better you
make them look, the more work you'll get
in return. 
Marshall Atkinson is the owner of Atkinson
Consulting LLC, a service firm focused on the decorated apparel industry for process improvement and
efficiency, sustainability, employee training, social
media marketing and long-term strategic planning.
For more information or to comment on this article,
email Marshall at matkinson4804@gmail.com, or
follow his blog at atkinsontshirt.com.
SEPTEMBER 2016

P.43


http://www.atkinsontshirt.com

Impressions - September 2016

Table of Contents for the Digital Edition of Impressions - September 2016

Impressions - September 2016
Contents
First Impressions
From the Show Director
Overheard
First Look
Scene at ISS
On Design
Shop Talk
Embroidery Production
Screen Printing Production
Screen Printing Technique
Sublimation
Direct-To-Garment
Heat Printing
Ad Index/Online Directory
Classifieds
Impressions - September 2016 - CT1
Impressions - September 2016 - CT2
Impressions - September 2016 - Impressions - September 2016
Impressions - September 2016 - Cover2
Impressions - September 2016 - 1
Impressions - September 2016 - Contents
Impressions - September 2016 - 3
Impressions - September 2016 - 4
Impressions - September 2016 - 5
Impressions - September 2016 - First Impressions
Impressions - September 2016 - 7
Impressions - September 2016 - From the Show Director
Impressions - September 2016 - 9
Impressions - September 2016 - Overheard
Impressions - September 2016 - 11
Impressions - September 2016 - 12
Impressions - September 2016 - 13
Impressions - September 2016 - 14
Impressions - September 2016 - 15
Impressions - September 2016 - First Look
Impressions - September 2016 - 17
Impressions - September 2016 - 18
Impressions - September 2016 - 19
Impressions - September 2016 - 19a
Impressions - September 2016 - 19b
Impressions - September 2016 - Scene at ISS
Impressions - September 2016 - 21
Impressions - September 2016 - On Design
Impressions - September 2016 - 23
Impressions - September 2016 - 24
Impressions - September 2016 - 25
Impressions - September 2016 - 26
Impressions - September 2016 - 27
Impressions - September 2016 - 28
Impressions - September 2016 - 29
Impressions - September 2016 - 30
Impressions - September 2016 - 31
Impressions - September 2016 - 32
Impressions - September 2016 - 33
Impressions - September 2016 - 34
Impressions - September 2016 - 35
Impressions - September 2016 - Shop Talk
Impressions - September 2016 - 37
Impressions - September 2016 - Embroidery Production
Impressions - September 2016 - 39
Impressions - September 2016 - 40
Impressions - September 2016 - 41
Impressions - September 2016 - Screen Printing Production
Impressions - September 2016 - 43
Impressions - September 2016 - Screen Printing Technique
Impressions - September 2016 - 45
Impressions - September 2016 - 46
Impressions - September 2016 - 47
Impressions - September 2016 - Sublimation
Impressions - September 2016 - 49
Impressions - September 2016 - 50
Impressions - September 2016 - Direct-To-Garment
Impressions - September 2016 - 52
Impressions - September 2016 - 53
Impressions - September 2016 - Heat Printing
Impressions - September 2016 - 55
Impressions - September 2016 - Ad Index/Online Directory
Impressions - September 2016 - Classifieds
Impressions - September 2016 - 58
Impressions - September 2016 - Cover3
Impressions - September 2016 - Cover4
Impressions - September 2016 - O1
Impressions - September 2016 - O2
Impressions - September 2016 - O3
Impressions - September 2016 - O4
Impressions - September 2016 - O5
Impressions - September 2016 - O6
Impressions - September 2016 - FW1
Impressions - September 2016 - FW2
Impressions - September 2016 - FW3
Impressions - September 2016 - FW4
Impressions - September 2016 - FW5
Impressions - September 2016 - FW6
https://www.nxtbook.com/emerald/impressions/202404
https://www.nxtbook.com/emerald/impressions/202403
https://www.nxtbook.com/emerald/impressions/20240102
https://www.nxtbook.com/emerald/impressions/202312
https://www.nxtbook.com/emerald/impressions/20231011
https://www.nxtbook.com/emerald/impressions/20230809
https://www.nxtbook.com/emerald/impressions/2023
https://www.nxtbook.com/emerald/impressions/20230506
https://www.nxtbook.com/emerald/impressions/202304
https://www.nxtbook.com/emerald/impressions/202303
https://www.nxtbook.com/emerald/impressions/20230102
https://www.nxtbook.com/emerald/impressions/202212
https://www.nxtbook.com/emerald/impressions/20221011
https://www.nxtbook.com/emerald/impressions/20220809
https://www.nxtbook.com/emerald/impressions/20220506
https://www.nxtbook.com/emerald/impressions/202204
https://www.nxtbook.com/emerald/impressions/202203
https://www.nxtbook.com/emerald/impressions/20220102
https://www.nxtbook.com/emerald/impressions/202112
https://www.nxtbook.com/emerald/impressions/20211011
https://www.nxtbook.com/emerald/impressions/DigitalDecorator_2021
https://www.nxtbook.com/emerald/impressions/20210809
https://www.nxtbook.com/emerald/impressions/teamactivewear_2021
https://www.nxtbook.com/emerald/impressions/202106
https://www.nxtbook.com/emerald/impressions/202105
https://www.nxtbook.com/emerald/impressions/imp_0421_digital
https://www.nxtbook.com/nxtbooks/impressions/202103
https://www.nxtbook.com/nxtbooks/impressions/20210102
https://www.nxtbook.com/nxtbooks/impressions/202012
https://www.nxtbook.com/nxtbooks/impressions/dd_fall2020
https://www.nxtbook.com/nxtbooks/nxtbook_bhtest/impwessons
https://www.nxtbook.com/nxtbooks/impressions/20201011
https://www.nxtbook.com/nxtbooks/impressions/202009
https://www.nxtbook.com/nxtbooks/impressions/teamactive_2020fall
https://www.nxtbook.com/nxtbooks/impressions/202008
https://www.nxtbook.com/nxtbooks/impressions/20200607
https://www.nxtbook.com/nxtbooks/impressions/202005
https://www.nxtbook.com/nxtbooks/impressions/dd_2020
https://www.nxtbook.com/nxtbooks/impressions/202004
https://www.nxtbook.com/nxtbooks/impressions/202003
https://www.nxtbook.com/nxtbooks/impressions/202002
https://www.nxtbook.com/nxtbooks/impressions/202001
https://www.nxtbook.com/nxtbooks/impressions/201912
https://www.nxtbook.com/nxtbooks/impressions/dd_2019
https://www.nxtbook.com/nxtbooks/impressions/201910
https://www.nxtbook.com/nxtbooks/impressions/201909
https://www.nxtbook.com/nxtbooks/impressions/teamactive_2019fall
https://www.nxtbook.com/nxtbooks/impressions/201908
https://www.nxtbook.com/nxtbooks/impressions/20190607
https://www.nxtbook.com/nxtbooks/impressions/201905
https://www.nxtbook.com/nxtbooks/impressions/201904
https://www.nxtbook.com/nxtbooks/impressions/201903
https://www.nxtbook.com/nxtbooks/impressions/teamactive_2019spring
https://www.nxtbook.com/nxtbooks/impressions/201902
https://www.nxtbook.com/nxtbooks/impressions/201901
https://www.nxtbook.com/nxtbooks/impressions/201812
https://www.nxtbook.com/nxtbooks/impressions/dd_2018
https://www.nxtbook.com/nxtbooks/impressions/201810
https://www.nxtbook.com/nxtbooks/impressions/201809
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2018fall
https://www.nxtbook.com/nxtbooks/impressions/201808
https://www.nxtbook.com/nxtbooks/impressions/201806
https://www.nxtbook.com/nxtbooks/impressions/201805
https://www.nxtbook.com/nxtbooks/impressions/201804
https://www.nxtbook.com/nxtbooks/impressions/201803
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2018spring
https://www.nxtbook.com/nxtbooks/impressions/201802
https://www.nxtbook.com/nxtbooks/impressions/201801
https://www.nxtbook.com/nxtbooks/impressions/201712
https://www.nxtbook.com/nxtbooks/impressions/201710
https://www.nxtbook.com/nxtbooks/impressions/201709
https://www.nxtbook.com/nxtbooks/impressions/201708
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2017fall
https://www.nxtbook.com/nxtbooks/impressions/20170607
https://www.nxtbook.com/nxtbooks/impressions/201705
https://www.nxtbook.com/nxtbooks/impressions/201704
https://www.nxtbook.com/nxtbooks/impressions/201703
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2017spring
https://www.nxtbook.com/nxtbooks/impressions/201702
https://www.nxtbook.com/nxtbooks/impressions/201701
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer
https://www.nxtbook.com/nxtbooks/impressions/201612
https://www.nxtbook.com/nxtbooks/impressions/201610
https://www.nxtbook.com/nxtbooks/impressions/201609
https://www.nxtbook.com/nxtbooks/impressions/201608
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2016fall
https://www.nxtbook.com/nxtbooks/impressions/20160607
https://www.nxtbook.com/nxtbooks/impressions/201605
https://www.nxtbook.com/nxtbooks/impressions/201604
https://www.nxtbook.com/nxtbooks/impressions/201603
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2016spring
https://www.nxtbook.com/nxtbooks/impressions/201602
https://www.nxtbook.com/nxtbooks/impressions/201601
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer_201512
https://www.nxtbook.com/nxtbooks/impressions/201512
https://www.nxtbook.com/nxtbooks/impressions/digitaldecorator_2015fall
https://www.nxtbook.com/nxtbooks/impressions/201510
https://www.nxtbook.com/nxtbooks/impressions/201509
https://www.nxtbook.com/nxtbooks/impressions/201508
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2015fall
https://www.nxtbook.com/nxtbooks/impressions/20150607
https://www.nxtbook.com/nxtbooks/impressions/digitaldecorator_2015summer
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer_201506
https://www.nxtbook.com/nxtbooks/impressions/201504
https://www.nxtbook.com/nxtbooks/impressions/201503
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2015spring
https://www.nxtbook.com/nxtbooks/impressions/201502
https://www.nxtbook.com/nxtbooks/impressions/201501
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer_201412
https://www.nxtbook.com/nxtbooks/impressions/201412
https://www.nxtbook.com/nxtbooks/impressions/201410
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer_2014fall
https://www.nxtbook.com/nxtbooks/impressions/201409
https://www.nxtbook.com/nxtbooks/impressions/201408
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2014fall
https://www.nxtbook.com/nxtbooks/impressions/digitaldecorator_2014summer
https://www.nxtbook.com/nxtbooks/impressions/20140607
https://www.nxtbook.com/nxtbooks/impressions/sportsfanretailer_2014spring
https://www.nxtbook.com/nxtbooks/impressions/201404
https://www.nxtbook.com/nxtbooks/impressions/201403
https://www.nxtbook.com/nxtbooks/impressions/teamspirit_2014spring
https://www.nxtbook.com/nxtbooks/impressions/201402
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201401
https://www.nxtbook.com/nxtbooks/nielsen/impressions_sportsfanretailer_201312
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201312
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20131011
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201309
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201308
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2013fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20130607
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201304
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201303
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2013spring
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201302
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201301
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201212
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20121011
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2012fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20120809
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20120607
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201204
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201203
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2012spring
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201202
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201201
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201112
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20111011
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20110809
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2011fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20110607
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201104
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201103
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2011spring
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201102
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201101
https://www.nxtbook.com/nxtbooks/nielsen/impressions_sourcebook2010
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20101112
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20100910
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2010fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20100708
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201004
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2010winter
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201003
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201002
https://www.nxtbook.com/nxtbooks/nielsen/impressions_200909
https://www.nxtbook.com/nxtbooks/nielsen/impressions_eco_2009fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_teamspirit_2009fall
https://www.nxtbook.com/nxtbooks/nielsen/impressions_200910
https://www.nxtbook.com/nxtbooks/nielsen/impressions_20091112
https://www.nxtbook.com/nxtbooks/nielsen/impressions_sourcebook_200906
https://www.nxtbook.com/nxtbooks/nielsen/impressions_201001
https://www.nxtbookmedia.com