October '14

For the Business of Apparel Decorating

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20 1 4 O ctO b e r Printwear | 53 tional rate or deliver when your machines are not booked to capacity. CHOOSE YOUR CUSTOMERS If a customer demands you give rock-bot- tom pricing on top-quality garments with little turnaround time, that is not hag- gling—that is unreasonable. The customer doesn't have the power to define your prof- itability. It is your company, and it is your job to establish and meet your profit goals. Not every customer that walks in your door is a good customer for your business. If the customer expects you to make every concession, you can always choose to not meet his or her demands. The custom- er may take his or her business elsewhere. Believe it or not, that is an acceptable solu- tion. It frees you from spending time on a low-profit order and allows you to find a more profitable customer. There's a secret about the customer that is demanding on all three fronts of price, quality, and delivery: It is possible the cus- tomer burned bridges with several other apparel-decoration professionals. If this is the case, no matter how much the customer carries on at you, he or she may have no oth- er choice but to pay your prices or live with- in the terms you establish. Let the customer have a concession—delivery time, garment quality, or even a bit of a price break—but do not concede to more than one. Haggling is second nature to some peo- ple. When you recognize the hagglers and let that customer win on a point that is important to him or her, you will likely develop a long-term relationship with that customer. The key to haggling successfully is to know what you can give up and where you need to hold firm—and to allow the customer to win as well. Successful haggling occurs when both sides walk away feeling like they got what they wanted. Every time you haggle on price, you give away part of your paycheck. Let customers win in other areas instead of lowering your prices. pw CALL US FOR GREAT IN-HOUSE FINANCING OFFERS! 1.877.996.9411 OR WWW.GT3PRINTERS.COM Ink manufactured in compliance with the following 2008 CPSI Act requirement. • 16 CFR, part 1303, Lead in paint (<90 ppm lead) • CPSIA 2008, Section 108, Phthalates (<1,000 ppm DBP< BBP, DEHP, DnOP, DINP, DIDP) CPSIA C O M P L I A N T GET $2,000 CREDIT WITH PURCHASE*** GET $ 1,000 * in artwork credit at credit on any Business Tools by InkSoft Online Business Software Subscription GET $ 1,000** ALSO Not Just Tees... We've Got You Covered from Head to Toe. Images for illustrative purposes only. Promotional offer is valid on GT-3 purchases made in the US between August 1, 2014 and October 31, 2014. *One credit voucher issued per serial number. Credit voucher issued via mail when printer has been shipped. Artwork credit voucher activation requires internet connection and registration on website, within 180 days from date of GT-3 installation or the credit is null and void. **Credit voucher is issued via mail after GT-3 printer has been shipped. Credit voucher is first applied to registration fee, any remaining credit balance is automatically applied to monthly subscription fee. No cash value. Offer expires after 90 days from date of delivery of GT-3 printer. Customer is responsible for monthly program fee and any optional upgrades, purchased through InkSoft upon subscription activation. Requires internet connection, registration and account establishment, including payment method and authorization. and Business Tools are products of InkSoft and Brother International Corporation makes no representations or warranties regarding such product. ©2014 Brother International Corporation. All rights reserved. • GET THE MOST OUT OF YOUR INVESTMENT BY GETTING A PRINTER THAT DOES MORE THAN T-SHIRTS • RELIABLE, WITH OVER 2 YEARS OF MARKET USE AND OVER 9 YEARS OF MANUFACTURING GARMENT PRINTERS • PRINT OVER ZIPPERS, OVER THE FULL FRONTS OF CAPS, TOWELS, STONE COASTERS AND MORE

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