Impressions - Team & Spirit Apparel - Fall 2016 - 19

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hat are the benefits of putting together a team package
when selling to the team market? I get asked this question
- a lot - and there are many parts to consider. Is there a list of products that should be included in the package? What materials should
the products be printed with? How do you price the package? Should it
include apparel for parents and fans, too?
Tackling these questions is simple. Encouraging your customers to order products in packages gives you the ability to sell more
products and make more money on every sale. That's something I
believe we can all live with (especially the higher profits part). More
importantly, selling team packages allows you to become more of
a one-stop shop for your customers, which makes it even easier for
them to buy from you.
Showing multiple products also increases awareness for your company's vast offerings, communicating to your customers, "We sell
more than just team jerseys." Following is your guide to promoting
and selling team packages:

cost conscious, so your packages should focus on value. Travel leagues,
on the other hand, are more about "the look," so high-end garments and
products will sell better.
Many decorators think only in terms of brands when it comes to
putting together team uniform packages, but a better approach is to
organize products in value tiers - think Bronze, Silver and Gold, or
"good," "better" and "best" offerings.

INCORPORATE FUNDRAISING
Remember this: For every player on the team, there are at least four

WHAT TO INCLUDE
At the minimum, your package should include jersey and pants/
shorts packaged together, even if the bottoms aren't custom. Th is
makes it easier for the items to be purchased by teams, and saves
them from having to go to additional suppliers.
Also, you can drive the package value up (think profits) by adding
items such as socks, hats, bags, compression garments, warm-ups
and pullovers.
Try offering three price-point ranges, like this tiered system
expample:
1. Basic: Jersey and pants/shorts
2. Pro: Include a hat and socks
3. Elite: Include a warm-up set, hat, socks and bag
Another approach is to package team and away jerseys together.
Once you have the team packages set up, you can focus on fan
wear and warm-up packages, as well as additional items you can
offer to the team, such as duffle/equipment bags, helmets,
cleats/shoes, gloves, etc.

When creating team
uniform packages, offer
three price points and allow
teams to choose the package
that best fits their needs.

PERSONALIZE YOUR PACKAGE
Most importantly, make sure you understand the market/team and
sport you're working with. Each package should be sport-specific.
For example, a baseball package should include a hat, but a
football team package shouldn't. It's also important to know
whom you're selling to - be it a recreational or high school team,
or a travel team. These may seem like simple points, but you'd be
surprised how often they are overlooked.
From my experience, recreational and high school teams are more

A Supplement to Impressions

Fall 2016 * 19
Impressions - Team & Spirit Apparel - Fall 2016

Table of Contents for the Digital Edition of Impressions - Team & Spirit Apparel - Fall 2016
