EducationTips

How can awards retailers target academic customers?

To get into the academic awards market, visiting the schools and establishing relationships with the right people is essential. I suggest tapping into one of your existing contacts to make an introduction for you. Be sure to bring samples of products you have done for others and plan your visit by checking out the organization’s website, Facebook page, and other resources.

The best way to make the right connections is to simply call up to the school and ask for the person in charge of ordering the awards, then set up a meeting. Customers are more likely to do business with you face-to-face rather than over the phone. Establishing a close business relationship with this person can ensure you many orders over the years.

When meeting with potential clients, you should have a lookbook with pictures of their options and examples of past orders. This allows the customer to see the quality of your work and visualize what kind of awards and designs you could provide for them.

-David Gross, Condé

Condé Systems president

David Gross

David Gross is the president of Condé Systems, Inc. For over 30 years, he has developed and built the Mobile, Alabama based company into the premier source for printers, substrates, and consumables serving the sublimation and digital heat transfer industries. David's goal has always been to provide business owners the superior guidance and resources needed to be successful at these exciting and profitable decorating technologies. Gross regularly contributed articles to A&E magazine as part of his “Road to Sublimation Success” series and continues to contribute to GRAPHICS PRO. He has co-authored several books including RTSS: Harnessing the Power of Sublimation for Outstanding Profits, RTSS: Cashing In On The ChromaLuxe Revolution, The Sublimation Journal, and others. He can be reached by email at dgross@conde.com.

View all articles by David Gross  

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