Awards & Engraving

November '17

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selection of products to match the variety of customers. "Provide a variety of options such as trophies, medals, and team gear," she advises. Offering different options increases the chance of having something for every customer. Avenson breaks that point down into a few specifics. "Try to judge your cli- ent's budget for the type of product (they want)," he says. For example, if your client needs to spend a smaller dollar amount, match them with a plastic award versus a higher priced metal product. Just don't forget that there are times where the upsell works. "You can possibly upsell for the large school tournament display trophy," he says of those teams that generally purchase lower price items. And don't forget the add-ons. "Products such as slides, socks, shirts, bags and arm sleeves are a great way to increase sales and to show team pride with customized team gear," notes Walsh. These kinds of add-on items allow awards retailers to sell to more than just the players—now they're selling to parents, friends, coaches, and other stu- dents that want to show their team pride. Once you've employed the right mar- keting tactics, it's time to go out there and sell to those winter sports customers. "It's not just about give me what you made for me last year," Garcia finishes. Even the customers are looking for a change. IMAGE COURTESY VISIONS/AWARD CRAFT In areas that have warmer temperatures year-round, sports like golf have become increasingly popular to play through the winter months. School-tied teams often go for the traditional plastic and resin trophies, but will purchase larger tournament trophies. IMAGE COURTESY JDS INDUSTRIES INC A&E NOVEMBER 2017 • a-e-mag.com 25 A&E

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