SanMar Radio

John Lindgren and Cindy Crank are considered to be the driving forces behind SanMar's tradeshows, which have undergone a significant virtual shift this year in the wake of the COVID-19 pandemic.

In this episode, John and Cindy discuss how the tradeshow industry is reacting and adapting to COVID-19, weigh the pros and cons of physical vs. virtual tradeshows and ponder the future of these events.

THE FINER DETAILS OF THIS EPISODE

• What has the shift to virtual and remote work been like for John and Cindy?
• What's it like to attend a virtual tradeshow?
• How do they replicate the feeling of attending one of SanMar's shows in a virtual environment?
• One benefit a virtual tradeshow provides that its physical counterpart really can't.
• Looking toward the future of post-COVID tradeshows.

QUOTES

• "As time goes on, these different platforms are getting better and better with their communications and offerings."
• "What we don't have in the real world is clicks."
• "If you have goals of trying to find new products, if you are looking for a specific customer, get all your stuff in order and do your homework ahead of time."

LINKS

• SanMar U: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Lisa and Tara had the opportunity to speak with Davis Smith, the founder and CEO of Cotopaxi, a company that makes innovative outdoor gear while also giving back to the global community. It's also the newest addition to the SanMar family.

In this episode, Davis reveals what goes into making Cotopaxi's hip AND sustainable bags, discusses the company's core values and talks about how a kid named Edgar shaped his desire to help the world.

THE FINER DETAILS OF THIS EPISODE

• Davis explains where Cotopaxi got its name and what went into selecting the llama as its mascot.
• How Davis' love of adventure and exploration influenced the direction Cotopaxi has taken.
• How Cotopaxi produces sustainable, colorful, one-of-a-kind bags.
• What brought Cotopaxi to work with SanMar.
• Breaking down how exactly Cotopaxi gives back to communities.
• Davis' connection and reunion with Edgar, the boy who changed the track of Davis' life.

QUOTES

• "We didn't have a lot of money but we could definitely adventure."
• "Anyone that has adventured or seen the world or spent time in the outdoors has connected with something bigger than themselves."
• "We felt like if there was a time for us to focus on doing good, it was today."
• "It's just really important to build those rituals and traditions around those values so that they're not just words on the wall but they're something that everyone lives every single day."

LINKS

• Cotopaxi: https://www.cotopaxi.com/
• SanMar U: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Lisa and Tara chatted with Ryan Moor and Mel Lay, two of the founders of Allmade Apparel, an impact-driven company that was founded by a group of screen printers wanting to create positive change in the industry and the world. Allmade is the newest addition to the SanMar family.

In this episode, we discuss Allmade's origin story, including a life-changing trip to Haiti, their commitment to helping people and the planet, and Ryan even gives listeners a few tips for decorating face masks.

THE FINER DETAILS OF THIS EPISODE

• Ryan and Mel think back on their first entrepreneurial ventures.
• How a trip to Haiti opened Ryan's eyes and encouraged him to pursue a different kind of business.
• What Ryan and Mel hoped to change when they founded Allmade with a group of fellow screen printers.
• Why working with SanMar has allowed Allmade to "go to the next level."
• How the COVID-19 pandemic has brought out the entrepreneurial spirit in many people.

QUOTES

• "If you get a better shirt, you're actually gonna look like a better screen printer without having to do anything."
• "So it started about ethical wages and creating jobs for people, and then it quickly transformed into 'Hey, let's do that and let's make a t-shirt that's better for the planet."
• "A lot of barriers that may have been there before are no longer relevant."

LINKS

• Allmade Apparel homepage: https://www.allmade.com/
• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Renton Leversedge is the Chief Customer Officer at SanMar. He and his teams have played a pivotal role in quickly switching much of SanMar's production from making t-shirts to face masks.

In this episode, Renton breaks down how SanMar has completely reworked its production priorities, discusses how competitors have become collaborators and elaborates on the methods used to make face masks more attractive to the average customer.

THE FINER DETAILS OF THIS EPISODE

• Renton explains how SanMar became part of the pivotal, industrial force manufacturing face masks in this time of need.
• Discusses the unprecedented experience of SanMar working alongside companies who are usually its competitors.
• How the industry can make masks more appealing through branding.
• An in-depth look at the PPE gown SanMar is manufacturing for use on the COVID-19 frontlines.
• The tricky logistics of completely reworking supply chains during a crisis.

QUOTES

• "I enjoy being around people so I look forward to the day we're all back in the office."
• "If science says you should wear a mask, then [any] way we can make people feel better about wearing a mask, the better."
• "There's no substitute for being together."

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Kara Johnson, a senior merchandiser at SanMar is responsible for building products, setting prices and collaborating with a myriad of teams to develop products.

In this episode, Kara discusses how sustainability is now the status quo instead of just a trend, explains why she's so excited about the District Re-Tee and daydreams about the perfect reserved parking spot.

THE FINER DETAILS OF THIS EPISODE

• Kara breaks down her responsibilities as senior merchandiser and which brands she works with.
• How SanMar is able to design and create products faster today and how that helps keep up with some of fashion's every-changing trends.
• What's so special about the Re-Tee that Kara wore to this interview?
• The reason sustainability is easier to manage than you think.

QUOTES

• "You have to stay true to who you are."
• "We have the ability to truly affect change in our market and in the world."
• "It's scary to move that fast, but we've been able to do it."
• "We have to affect the change now because our customers are demanding that."

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Mark Bailey is SanMar's Senior Manager of Channel Sales on the Decorator and Digital Solutions Team, and a 21-year veteran of the company. His team believes in not only providing customers with their desired products but also in forging meaningful connections.

In this episode, Mark explains how his team keeps up with the latest trends, discusses the importance of customer input and dishes on a few decorative trends everyone would be wise to keep an eye on.

THE FINER DETAILS OF THIS EPISODE

• Mark describes his role in creating SanMar's PSST program.
• What's changed the most in the two decades Mark has spent with SanMar.
• Mark explains what the Online Solutions Team is responsible for and why it merged with the Decorator Relations Team.
• How does Mark's team figure out what customers really need?
• What are some of the questions customers have for Mark and his team?
• Mark lays out what's trending in product decoration right now.

QUOTES

• "My life has always been spent [with] boots on the ground and being in the trenches."
• "We decided we were going to take ownership and help our customers out."
• "We're helping them discover new opportunities that would give them a unique advantage in the marketplace."

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

Lisa Terry and SanMar's social media writer Josh Storey continue with their interviews from the show floor at PPAI in Las Vegas! Their guests are Brittany David and Danny Rosin: Brittany is the vice president of sales with SnugZ USA and the chair of the board for PPAI; Danny is the president of Brand Fuel, a merchandising agency based in North Carolina.

In this episode, Brittany discusses the importance of not just equality but inclusion in the promotional merchandise industry, and Danny delves into what companies can do to be equitable and give back.

THE FINER DETAILS OF THIS EPISODE

• Brittany discusses SnugZ's role as the "lanyard king" of the industry and how the company is a "creative leader."
• Why is an alpaca attending the SnugZ booth?
• Brittany explains PPAI recent, important political victory and what it means for the promotional products industry.
• What has she been most proud of in her time on the board?
• Which women in Brittany's life have inspired her?
• How did Danny foster his entrepreneurial spirit growing up?
• Danny relates how he discovered the value of philanthropy as a troublemaking teenager.
• What criteria make for a purpose-driven company, and who in this industry are giving back?

QUOTES

• "Oh, that's the SnugZ booth. Of COURSE there's an alpaca."
• "There's plenty of opportunities for women in this business, just like there's plenty of opportunities for great men too!"
• "Keep creating products that are connected to purpose."
• "Work, wealth and wisdom: what are you gonna bring?"
• "I'm one of those guys who, in college, needed to figure out a way to make some ancillary capital to do the things my parents didn't want me to do."

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

It's a new year, which means it's tradeshow season! At the PPAI Expo in Las Vegas, Lisa Terry and SanMar's social media writer Josh Storey spoke with industry experts Bobby Lehew and Kate Plummer. Bobby is the Chief Content Officer at Commonsku, a comprehensive sales and marketing tool. Kate is the Vice President of Sales and Marketing at customized awards manufacturer Clearmount.

In this episode, Bobby discusses the role of storytelling in business and dispels myths about the power of spontaneity, while Kate talks about her early start in business and explains how she's effectively built a community in her company, the industry and on social media.

THE FINER DETAILS OF THIS EPISODE

• Bobby explains what storytelling means to him.
• How has the nature of storytelling changed, especially in regard to the development of technology?
• What you people do to make your story stand out when everyone has their own platform.
• Bobby's advice for creating empathetic bonds with your customers.
• How Kate defines community and why it's essential to any successful company.
• Why it's important to keep your viewpoints open and keep expanding your horizons.
• What's your differentiation point?
• The relationship between education and mentorship in building a community.
• Finding a community that fits your needs.

QUOTES

• "Every major religion, every major thought, every major philosophical idea has been carried on the back of a story." -- Bobby Lehew
• "If you know your audience well, then you'll know what they come to expect from a story." -- Bobby Lehew
• "We make our decisions emotionally and justify them rationally." -- Bobby Lehew
• "Ingenuity is taking any product that anyone can get and then transforming that into an experience which no one else can emulate." -- Bobby Lehew
• "You'd be surprised at how many people are very open to sharing their secret sauce." -- Kate Plummer
• "I am like a pirate: if I can pillage your brain for information, I am going after it." -- Kate Plummer
• "Reach out; be part of it." -- Kate Plummer

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

The year is almost over, which also means that tradeshow season is coming up fast! For the occasion, Lisa and Tara and revisiting their interview with this show's very first guest, John Lindgren. He's SanMar's tradeshow expert and knows what it takes to have a successful presence at a tradeshow - he's been doing it for decades.

In this episode, John discusses his time working at SanMar's tradeshows, explains why no amount of technology can replace people, shares his stories of fire and floods, and gives helpful tips and tricks for a successful tradeshow experience.

THE FINER DETAILS OF THIS EPISODE:

• John lists the various "hats" he's worn throughout his time at SanMar and what it was tradeshows were like 20 years ago.
• What being and working at a tradeshow is like, and how these shows can truly benefit businesses.
• How SanMar's tradeshow presence has changed over time.
• Why John is hesitant to factor technology into SanMar's tradeshow exhibits.
• What "road shows" are and why they may be beneficial for some exhibitors.
• John's tips and tricks for those planning on visiting a tradeshow.
• Why even just attending a show can require as much planning as exhibiting at one.
• The Dallas Convention Center Incident.
• How John measures success at tradeshows.

QUOTES:

• "It's those little journeys I laugh at because I'm still doing them but in a totally different way."
• "When folks come to our SanMar booth, they want to see people - they want to talk to us."
• "Be smart about how you walk the floor."
• "You never know what could happen, including fire, rain or earthquakes."
• "We can't just show up and expect these shows to come to us or the people to come to us. We have to make sure we're doing our due diligence of making it worth their time."

LINKS:

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp

It's almost the end of the year and Lisa and Tara have decided to wrap up this first season of SanMar Radio. The podcast crew would like to thank everybody for listening and learning!

For this very special season finale, we take a look back through 2019 and highlight some of our favorite moments with our friends and colleagues at SanMar.

THE FINER DETAILS OF THIS EPISODE

• VP of Sales Dan Tushar reveals how customers can set themselves up for success.
• Susan Rye, director of strategic accounts, on her strategy for increasing sales.
• SanMar's decoration expert Jason Murphy on how you can set yourself apart from the competition.
• Director of Channel Sales Barb Herman explains just how valuable the industrial laundry market is.
• How Rachelle Manning, sporting goods channel manager, keeps up with trends.
• VP of Brand Management Shelley Renning on how SanMar has made its products and processes more sustainable.
• Lee Strom, vice president of marketing, shared his tips for effective messaging.
• Josh Storey, SanMar's social media guru, reveals how to get the most out of your social profiles.
• SanMar CEO and owner Marty Lott on how he believes the industry will change in the future.
• Exploring Amazon's impact on the digital marketplace with Director of Global Logistics John Janson.
• Pat Noonan, chief product officer, discusses how to weather the storm that trade tariffs are causing.

QUOTES

• "In the event the budget changes, have an option at a better price point."
• "Good customer service [is] good communication."
• "People want something that fits them and is in their authentic colour."
• "People love when we pull back the curtain and show them behind the scenes."
• "Most of the volume in this industry has been driven because of relationships."
• "They feel like they were involved in the solution and we cared enough to ask for their partnership."

LINKS

• SanMar U homepage: http://www.education.sanmar.com/
• SanMar's Facebook: https://www.facebook.com/sanmarcorp/
• SanMar's Twitter: @sanmar_corp
• SanMar's Instagram: @sanmar_corp