He advises that distributors avoid purchasing agents and instead seek out marketing, advertising or human resources departments that are more concerned with showcasing their companies. A picture is not always worth a thousand words. Sometimes wearables may look better in a catalog than they do in person. Consider setting up a sample room in your office where customers can examine all possibilities before laying their money on the table. Corporate America is bombarded with catalogs for wearables, and some distributors mistakenly show clients low-quality items.
Many clients are willing to pay a premium for top-quality wearables.
Test the wearables yourself. To insure they're selling only the highest-quality products, Marketing Horizons' employees wash, dry and wear apparel items before selling them to customers. They look for items that fade, shrink or fall apart. Help clients stand out. Companies often give away pens, self-adhesive pads and cups at trade shows, but businesses that want to make a bigger splash may want to give prospects more expensive items, such as shirts and hats.