Survival of the Fittest

Promo Marketing’s Top Distributors Weigh In On Success Tactics

March 2009 By Cynthia Graham

Every year, Print Professional’s sister publication, Promo Marketing (PM), unveils the best and brightest distributors the promotional products industry has to offer. In reviewing last year’s information, one message became abundantly clear: promotional products’ distributors are serious about their business.

With sales figures ranging from $13.5 million to $260 million, those that made PM’s coveted Top 50 Distributors’ list showcased a keen voracity, not only in promotional product sales, but in employee growth, company expansion and professional development.

While numbers certainly mean something, it goes without saying today’s distributors live in a vastly different world from their peers of yesteryear. PM turned to its top 10 distributors to gain insight on how these industry leaders interact with the world around them and exactly what being a top distributor means to each of them.

1) Bensussen Deutsch & Associates
Woodinville, Wash.
www.bdainc.com
Principal: Jay Deutsch, CEO

PM: In your opinion, what does it mean to be a top distributor?

JD: It means we pay attention to our clients’ objectives. It means creating effective and cohesive merchandise programs that provide a tangible, useful and personal connection to our clients’ brands. It means providing the most comprehensive suite of merchandise services, and backing them with the best people around.

PM: What has been your strategy for success?

JD: BD&A’s strategy for success is proven processes, unmatched creativity, world-class expertise and relentless attention to quality. What makes us tick is being the best at these things and seeing our clients succeed as a result.

PM: What is your outlook for the promotional products industry?

JD: I’m bullish on it, but only for those industry members who can provide assured quality and ROI for their clients.

2) Corporate Express Promotional Marketing
St. Louis
www.cepromotionalmarketing.com
Principal: Dennis Multack, president

PM: In your opinion, what does it mean to be a top distributor?

DM: A top distributor is one a client can depend on for more than just product. Top distributors are capable of providing custom solutions that fit each client’s infrastructure and measurably produce the intended business results. Finally, they have the proper controls in place to protect the brands of their clients by assuring their products are safely manufactured, ecologically responsible and produced in accordance with the highest social standards.