1. 5 Easy Ways to Expand Your Promotional Products Business Andrew Talbot www.industrysoftware.co.uk

2. Business Expansion Strategies Markets Products New Existing NewExisting Cost Database Marketing - High CRM - Information Driven Database Marketing - High Risk CRM - Customer Driven

3. Select the Easiest Option for your Business In Order of Easiness Existing Products to Existing Customers New Products to Existing Customers Existing Products to New Markets New Products to New Markets

4. Existing Products to Existing Customers Mail Order / Corporate Scheme Low cost delivery via the internet Suitable for all types of businesses Go looking for this type of business

5. Existing Products to Existing Customers Database Marketing – how much do you know about your customers Segmentation Analyse your current top customers Data Mining

6. Existing Products to Existing Customers Send this to all customer who have not ordered for XX days Send this to all customers we have not spoken to for XX days Send this to every customer that has ever purchased a metal pen Send this to every customer that has spent more than £1000 on pens but less than £500 on clothing Send this to every customer in the education sector that has a marketing budget of more than £50K

7. Existing Products to Existing Customers Do you know what existing products you could sell Use new creative sourcing tools – www.e-merch.comwww.e-merch.com Talk to your suppliers what is selling Be pro-active send ideas to your clients

8. New Products to Existing Customers Print Management is used by all your customers Your existing contacts may well be the decision makers We can train and educate you re the suppliers & products Existing skills are transferable

9. New Products to Existing Customers You already understand Artwork & Design Use in-house or outsource You can upsell to existing clients – how about an artwork CD You can design logos, signs,websites or exhibition stands

10. New Products to Existing Customers Everybody uses Office Products Competitive Market but technology solutions available Choices of Wholesalers, Kingsfield Heath, Spicers, Integra etc

11. Existing Products to New Markets Identify Niche Markets by reviewing your existing sales Consider a product and what market it could be used for For example the medical industry have large budgets & buy specific promotional products

12. Existing Products to New Markets What do you do well? Opportunity to launch a mail order range Workwear & Uniforms Tech Products available at low margins Companies with many employees

13. New Products to New Markets Highest Risk Strategy Should only be an option if you have a great idea or skills you want to make the most of Could be Anything Maybe worth setting up as a separate brand organisation so not to loose focus

14. In Summary – Your Main Opportunities are Print Management Mail Order / Corporate Scheme Artwork & Design Office Products Niche Markets

15. What relevant skills do you have? Customer Relationships Artwork skill & knowledge Admin Infrastructure These are all transferable Product / Sourcing knowledge

16. Is this for me? What is your ambition for your business Will your staff adapt Do you see the growth you want / need in your current business strategy Are you prepared to invest in technology / staff training

17. Real Life Examples £1 million turnover distributor attracts a £1 million turnover programme Distributor adds £1 million Print Management Turnover in 1 year Distributor doubles turnover without increasing number of staff

18. What tools do I need? Depends on what strategy you want to follow

19. How does technology help? Start with a low overhead business model by using technology to reduce staff costs Technology can also to be used to improve marketing results Help build the appropriate image Can help improve product knowledge

20. Want to learn more Job Skills Training Courses available Talk to the experts Visit our stand at this show Research - ask your customers opinions industrysoftware.co.uk