imprint canada november/december 2015
DESCRIPTION
Vol. 22 Issue.6TRANSCRIPT
Get caught up on the latest industry news. 4
The Imprint Canada Show returns to the Toronto Congress
Centre on January 8-9, 2016. Show hours, registration
information, educational seminar line-ups, exhibitor and
sponsor listings, prizes and giveaways. 8
The popular social media platform recently unveiled four
key changes to its interface which greatly impact how you
communicate with your audience. Resident social media
expert Lowell Brown breaks them down for you. 12
Entrepreneur Bill McBean shares his experiences and tips
for creating the best odds for success. Internal and external
resolutions to help boost profi ts are highlighted. 14
New product showcases featuring the latest wearable,
advertising specialty, and decorating supplies and
equipment off erings from industry suppliers. 22
Statistics Canada highlights manufacturing and inven-
tory data across all industrial sectors and provinces for the
month of September. 34
A Tristan Communications Ltd. Publication Volume 22, Issue 6
IMPRINT CANADATHE MARKETING AND INFORMATION SOURCE FOR IMPRINTABLE PRODUCTS
It’s that time of year; the Holiday season once again has crept up on us and - if you’re like the many people I know - you tend to put off gift giving until the last possible minute.
Well if that sounds like you, then it’s time to start thinking about what last minute holiday gift s you can give to key clients and staff .
In the 20-plus years that I’ve worked in the promotional prod-ucts business, despite all the sig-nifi cant changes that have occurred in the industry, Holiday gift selec-tions for your clients and employ-ees is - and will always remain - extremely important.
Not only is it the time of the year to celebrate, it also the ideal time to say “thank you” to your for their support, dedication, hard work and loyalty.
450+ INSTOCK STYLES 30+ DECORATION TECHNIQUESOuterwear • Apparel • Headwear • Winter
Technical • Innovative • Reliable • Affordable
New 2016 FW Catalog
1-800-565-7462 • [email protected] it all at www.fersten.com
Are you using Instagram as a marketing tool for your business? Instagram is a great way for businesses to tell a visual story about their brand. As it’s quickly becoming a social media power tool, more and more businesses are using Instagram to grow their business in an online setting.
Th ere are over 130 million active users on Instagram each month and there are approximately 1 billion photos liked every day. Th e potential to reach millions should not be ignored.
If you want to improve on your Instagram marketing techniques, consider these marketing tips and your busi-ness could be on its way to viral marketing success.
Hashtags are a major component of Instagram. It’s a key strategy to increase your brand visibility on Instagram. Be sure to include brand specifi c hashtags (with your business name), general hashtags related to your business, and trending hashtags (by using Instagram’s Explore feature to fi nd posts related to trending hashtags).
OVER 150 NEW STYLES
COMING JANUARY 2016
WORKWEAR | TEAM 365 | CORPORATE OUTFITTING
Your ONE source for all your apparel needs.
www.alphabroder.ca
THE HOME OF
IMPRINT CANADA
Over the past month, most of my conversations, both inside and outside the realm of business, have been focused on the fallout of tragic events which recently occurred in Paris and other parts of Europe, Africa and the Middle East.Even family dinner conversations have gone from the nonsensical to in depth queries of fanatical political and religious extremists. During one such conversation, I recounted how the father of our newly elected Prime Minister - who is currently receiving rock star treatment at World Economic Summits - showed fearless conviction when he invoked the War Measures Act shortly aft er the kidnapping of Deputy Premier and Minister of Labour, Pierre Laporte and British Diplomat James Cross in October 1970.
We refer to Pierre Trudeau as the “Father of Modern Canada” as a result of his handling of this crisis and of the polarizing reaction to Separatist Canada that challenged his leadership throughout his careerAt the time of this writing, a State of Emergency has been extended in France until February 2016. I was young, but old enough to remember how Canadians felt when we had our civil liberties threatened back in 1970.Th e dynamics of religious and political confl icts are changing faster than we can ask the questions. How can you fi ght and eradicate an enemy you can’t even see? How long until the cyber attacks that futurists are predicting cripple our economy? Acts of war on any country have deep eff ects through out the world. Global economies are all interconnected and will continue to operate, rippling with daily fallouts fuelled by fear. Th ese attacks are not only on citizens, but also on ideals and the economies that are built upon them.While we live across the ocean from the focus of these most recent attacks, concerns continue to grow louder as to how our country will react - not if, but when - future attacks get closer to home.We all hope Prime Minister Justin Trudeau can lead our country and its children - now grandchildren of the Modern Canada - just as his Dad did some 45 years ago.
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Imprint Canada is published six times per year by Tristan Communications Ltd. Th e contents of this publication may not be reproduced either in part or in whole without the consent of the copyright owner. Th e views expressed in this publication are not necessarily those of the publisher. Request for missing issues are not accepted aft er three months from the date of publication.
TRISTAN COMMUNICATIONS LTD.Publications mail agreement no. 40025740Return undeliverable mail to: 190 Marycroft Avenue, Unit 16, Woodbridge, Ontario, L4L 5Y2 Email: [email protected]: 1480-1884 GST Registration #: RT892913294
IMPRINT CANADA
PUBLISHER Tony Muccilli : [email protected]
PRODUCTION MANAGEMENTAdriano Aldini : [email protected]
CONTRIBUTORSLowell Brown, Jessica Hooper, Joanna Wiseberg, Bill McBean
MARKETING COORDINATORSteve Silva : [email protected]
OFFICE ADMINISTRATORMaria Natale : [email protected]
GENERAL [email protected], (905)856-2600
ADVERTISING SALESTony Muccilli (Toronto)
Tel: (905) 856-2600 Fax: (905) 856-2667
November/December 2015 - Volume 22, Issue 6
IMPRINT CANADA
TM
Epson SureColor F2000
Industry News
IMPRINT CANADA
Gildan Activewear Inc. (GIL; TSX and NYSE)
announced results for the three months ended
October 4, 2015.
Consolidated Results for Q3 2015 Before refl ecting restructuring and acquisition-
related costs of approximately $3.3 million aft er-tax
in the quarter relating primarily to the integration
of acquisitions, Gildan reported adjusted net earn-
ings of $126.4 million or $0.52 per share on a diluted
basis, up 2.9 per cent and 4 per cent respectively for
the same period last year.
During the quarter, Gildan benefi ted from lower
manufacturing costs due to savings from its invest-
ments in yarn-spinning and other capital projects,
lower cotton and purchased input costs, and the
non-recurrence of the transitional manufacturing
costs which were incurred in 2014.
Segmented Operating ResultsNet sales for the Printwear segment for the quar-
ter were $440.5 million, up 1.1 per cent from Q3
2014. Th e increase in Printwear sales was due to
continued unit volume growth in the U.S. print-
wear market, the impact of the acquisition of
Comfort Colors and unit sales volume growth of
approximately 13 per cent in international print-
wear markets. Th is increase more than off set
lower net selling prices and unfavourable product-
mix for Printwear and the negative impact of the
decline of international currencies relative to the
U.S. dollar.
Unit sales volume growth in the U.S. refl ected the
benefi t of the pricing actions taken in December
2014 and continued penetration in the high-val-
ued, higher growth fashion basics and perform-
ance segments of the U.S. printwear market. Sales
in Europe recovered in the third quarter with
growth momentum building throughout the quar-
ter, and Gildan continued to achieve strong growth
in Asia Pacifi c.
Net sales for the Branded Apparel segment
increased 1.7 per cent from the same period last
year to $234.0 million.
According to the NPD Group’s Retail Tracking
Service, market share for Gildan® branded men’s
socks for the month of September was 14 per cent
and the Gildan® brand is now in the number two
position in that category.
Year-To-Date Results Consolidated net sales of $2,024.9 million in the
fi rst nine months of 2015 were up 6.1 per cent over
last year, refl ecting an increase of 10.5 per cent in
Branded Apparel segment sales and 4.0 per cent sales
growth in Printwear segment sales.
HanesBrands (NYSE: HBI), reported record third-quar-
ter results, which included 14 per cent growth in for net
sales to to $1.59 billion (all fi gures U.S) in the quarter ended
October 3, 2015.
Th e seventh consecutive quarter of record results was
driven by continued acquisition benefi ts, global supply
chain performance and core sales and margin growth in
the Innerwear and Activewear segments.
Th e company highlighted the following key accomplish-
ments for its Q3 2015.
Core Sales Growth: In constant currency, total com-
pany core net sales increased 3 percent, excluding acquisi-
tions and the exit of a retailer from Canada.
Adjusted Operating Profi t and Margin Growth:
Excluding actions, adjusted operating profi t increased 15.8
per cent to $251 million, and adjusted EPS increased 16
per cent to $0.50.
Acquisitions Contribute to Results and Integrations
on Plan: Th e April 2015 acquisition of Knights Apparel
added net sales of $84 million to Activewear results in the
third quarter. In the International segment, DBApparel
which was acquired August 29, 2014, contributed net sales
of $179 million in the third quarter.
In addition, Hanes used its cash fl ow to repurchase 10.7
million shares of its stock for approximately $311 million.
“We had another great quarter of double-digit growth that refl ects
our continued value-creation potential,” Hanes Chairman and Chief
Executive Offi cer Richard A. Noll said. “We again have increased
our operating profi t and EPS guidance as we continue to drive
growth and margin improvement through innovation and acquisi-
tion integration. We also reached another milestone in our strategic
use of cash fl ow with the resumption of share buybacks.”
For 2015, Hanes has updated its full-year guidance, including
increased expectations for adjusted operating profi t and adjusted
EPS. Th e company now expects full-year net sales of approximately
$5.85 billion, adjusted operating profi t of $880 million to $890 mil-
lion, and adjusted EPS of $1.66 to $1.68.
Prime Line recently announced an exclusive distribution deal
with Energizer. Th e partnership will result in Prime Line becom-
ing the exclusive supplier of Energizer Power Bank products to the
North American promotional products market.
Energizer joins other name brands in the Prime Line portfolio
such as Leeman New York, Rubik’s and BUILT.
FIEL announced the addition of embroidery to its list of
available in-house decoration methods. Distributors can
now choose among screen printing, heat transfer printing,
and embroidery when purchasing decorated products.
“We are adding embroidery to our operation because we
want to provide our customers with a wider array of decor-
ating options,” said Asif Bandeali, Executive Vice President.
“Th is is new step for us and we are very excited.”
FIEL currently uses polyester thread available in 14 col-
ours and provides personalization for embroidery in three
fonts: Block 2, Brush Script, and Prestige Script.
For more information, visit www.fi el.com/embroidery.
alphabroder Canada is pleased to announce the
hiring of Ted Simpson as VP, Strategic Sales. In his
role, Ted will focus on alphabroder Canada’s lar-
gest accounts, leveraging his years of promotional
products experience to continue to build strong
relationships and support the eff orts of sales reps
in the fi eld. He will also spearhead the Canada-
U.S. collaboration for those accounts with a North
American footprint, creating better access and
support for cross-border initiatives.
“We’re very excited to have Ted on the Canadian
team. His industry knowledge and strong rela-
tionships will bring an increased level of strength
and focus to our team,” said Craig Ryan, VP Sales,
alphabroder Canada. Joe DeVault, Senior VP
Strategic Sales, alphabroder added “Having Ted on
board will allow us to further strengthen partner-
ships with our largest, North American customers,
ensuring the alphabroder One Source Solution is
even stronger than ever.”
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A TIMELESS FAVOURITE GETS A MODERN FASHION UPDATE IN 2016: THE NEW ANVIL® PULLOVER HOODED FLEECE COMBINES A FRESH LOOK AND SUPER-COMFY FEEL. ENJOY THE SOFTNESS OF A COMBED RING SPUN COTTON/POLYESTER BLEND TOPPED OFF WITH EDGY DETAILS. AVAILABLE IN 6 VERSATILE COLOURS.
E V E R Y D AY FA S H I O N
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Based on the timeless buff alo check design, this beautiful Velura blanket is made of 100% polyester and is a perfect way to snuggle up and a warm compli-ment to the Fall and Winter sea-son. Th e over-sized blanket measures 60” x 70”.
Debossing your logo on a suede patch and stitching it in the corner will add a upscale touch to this beautiful throw. Th e brown suede will contrast beautifully with the classic buff alo check design.
In all my years, I’ve rarely met an execu-tive that didn’t love wine. Replace the paper bag with this useful and attractively designed zippered insulated wine tote. It folds over to display the vintage, and fea-tures a heat sealed interior, PEVA lining and PU fabric backing which adds durability and function. Th e exterior pocket for storage is perfect; package it with a nice bottle of wine, a couple of chocolate truffl es, a corkscrew and you’re all set!
Digital music is all the rage these days so why not light up your recipients’ holidays with this cool and colourful personal speaker.
Th is eye-catching speaker off ers a surpris-ingly big sound with its seven colour LED display that pulsates while playing music from a connected Bluetooth phone or tablet. It comes with a USB to micro cable to charge the built in battery.
Roots is a Canadian brand that is always a favourite for both the younger and older sets. Bundle up in style this winter with these comfy fully fl eece-lined mittens which feature fold-up cuff s. Sure to be appreciated and useful, these fl eece lined mittens are perfect for the cold Canadian winter ahead.
For those of you with foodie clients or staff , this book is sure to be a hit. Aft er receiving this book, you’re clients will be inspired to shop local. Th e Ontario Table features suc-culent recipes and reveals the best food farms across Ontario in a stunningly beautiful array of pictures.
News
IMPRINT CANADA
Th e Holidays are a perfect time to show clients and employees how much you value their relationships, and what better way to do that with an awe-some gift for the Holidays?
Nobody wants to receive a gift that they won’t use (chances are those are the ones that will be regift ed.) Instead, take some time to think about what sort of gift each of your clients and/or employees would appreciate receiving, and more importantly what they’ll actually want to use.
Many of the people on your shopping list probably already have everything they need; so in reality holiday gift s are more of a want item.
As a lover and purveyor of high-end merchandise, here are some of my favourite last-minute picks for this Holiday season.
Joanna Wiseberg has been in the promotional products business for over 20 years. Red Scarf
Promotions opened in June 1994 after a short time with Fred Cooper Ltd. a pioneer in the promo
business. Prior to that, she was a manufacturer’s rep for Opera Belt designing for retail private
label. Her background includes: textiles, leather, pattern making, design and production. She’s
always been drawn to interesting and unique textures, designs and products. Moving forward,
the new Red Scarf Gift Co is now part of the promotions mix off ering products to consumers.
For other gift ideas, visit www.redscarfpromotions.com or contact 416 781 3622
mygildan.ca
In 2016, Gildan® is delivering more silhouettes, more style, and more bright, bold colours. Grab 3 of our new additions in the DryBlend®
family, with proprietary wicking technology, and offered in core colours. Whatever you choose we’ve got you covered from casual to competitive:
over 70 total styles and over 90 colours. No wonder so many people make it Gildan® every day! Visit mygildan.ca to learn more.
Introducing our New Styles
FREE ONLINE REGISTRATION AT IMPRINTCANADA.COMFREE ONLINE REGISTRATION AT IMPRINTCANADA.COM
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PRITCHARD PAPER PRODUCTS CO. LTD.PRIVATE AGENT DNDPROMOTIONAL MEDIAPVH CORPORATE OUTFITTERSRAD DISTRIBUTION INC.RE-FLEX 2000 INC.REDI-MEDICREDWOOD CLASSICS APPARELRUBENSTEIN RB DIGITALSAGESARDAR GARMENTS & TEXTILES SEVILLE GEARSHOPWORKSSILVER SPIDER KNITTING LTD.SIMPLEX PROMOSPECTOR & CO.SPELLBOUND/PUKKASPIRITOSTAHLS' CANADASTORMTECH PERFORMANCE APPARELSUMMAGO COLLECTION INC.TECHNOSPORT CANADATG GRAPHICSTHAT'S MY BALLTHE CORPORATE PRO SHOPTHE LOGOWORKS INC.THE PRINTED DRINKWARE CO.TRANSFER EXPRESSTRIMARK SPORTSWEAR GROUPTROMART AWARDS LTD.TROTEC LASER CANADATWIGA INDUSTRIES INC.VALUE-RITE BUSINESS PRODUCTS INC.VERSATRANSWESTMOUNT DISTRIBUTORSWHITERIDGE INC.WINDMILL CANADAWINNER GARMENT IND. LTD.WOODS TRANSFERS
FREE ONLINE REGISTRATION AT IMPRINTCANADA.COMFREE ONLINE REGISTRATION AT IMPRINTCANADA.COM
S1 - UNDERSTANDING COLOUR TO MAXIMIZE EFFICIENCY AND PRODUCTIVITYPresented by Value-Rite Business Products Inc.Th is presentation will help attendees understand what colour
management tools are actually doing to produce colour. We
will cover each piece of a good colour management workfl ow
from ink restrictions to colour verifi cation. We will also dis-
cuss how to control the diff erent variables that change colour
on the fi nal product before and aft er printing and what to do
when I produce an "accurate" colour that still isn't what my
customer wants to see. In the end attendees will understand
what tools are available to help them produce results their
customers are happy with in an effi cient way.
Ryan Lee,Wasatch
S2 - AUTOMATION AND PERSONALIZATION FOR PRINT AND VECTORS IN EMBROIDERYPresented by Rubenstein Bros./RB DigitalWhether you run a bustling production factory, an online
store, or a chain of retail shops, fi nd out how you can
improve your workfl ow, decrease your labor costs, and
reduce machine downtime using automation personaliza-
tion soft ware for either embroidery or print. Experience
a variety of solutions to improve your business effi ciency
and enable your customers' creativity. Personalization is
trending in the garment decoration business whether you
are into embroidery, digital print, laser engraving, rhine-
stone or another form of apparel decoration. Find out how
your organization could capitalize on this personalization
movement and boost productivity and profi tability.
Jamie Kiekebelt, Pulse Microsystems Ltd.
S3 - USING VECTORS IN EMBROIDERYPresented by Rubenstein Bros./RB Digital Learn how the use of vectors in the design creation can
increase you productivity and quality of your designs. See
how you can combine vectors with embroidery and most
known Graphic soft ware such as Corel or Adobe.
Keri Anderson, Pulse Microsystems Ltd.
A Division of Canada Sportswear Corp.
S4 - USING INSTAGRAM TO SHOWCASE PRODUCTS AND SERVICES AND DRIVE WEB TRAFFICIn this session you will learn strategies the pro’s use to build
awareness to a mass or targeted audience about your com-
pany products and services and how to use the rapidly grow-
ing social platform to not only engage this audience, but
drive them to your website to take action, or convert leads
to clients.
Lowell Brown, Insight Design & Communications Inc.
Lowell Brown is the CEO and Social
Media Marketing Advisor of Going
Social (www.goingsocial.ca) and CEO
of Insight Design & Communications
Inc. (www.insightdesign.ca), a Toronto-
based website design and digital mar-
keting company.
Going Social specializes in eff ective social media market-
ing for individuals, businesses, and organizations. Lowell
also actively leads workshops, seminars and webinars on
the latest social media marketing trends and strategies. For
more information contact Lowell at www.goingsocial.ca.
courtesy of
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WIN A CATERED OFFICE STAFF PARTY !The company with the most qualified buyers at the Show
will win a privately catered party at their office.Courtesy of Imprint Canada & North American Logistics
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IMPRINT CANADA
Remember that trending hashtags are time-sensitive, so be sure to include trending tags that are relevant to your business to aid discovery.
You’ll want to always consider your target audience’s mindset. Th ink about why your target audience is on Instagram. Spend some time reviewing your Activity “Following” tab to see what your followers are “liking.”
Let’s say you sell fi nancial consulting services and you’ve established that your customers are travel afi -cionados. Why not post some vacation photos in the Caribbean with a catchy description reading “Wouldn’t you love to take a family vacation down South? You can if you start making better fi nancial decisions! Call us today for a free consultation.” Keep in mind you always want stay relevant to what you’re selling.
Over posting on Instagram is frowned upon and may result in lost followers. Nobody wants their newsfeeds overpowered by one user. You don’t need to post multiple times a day on Instagram. We sug-gest posting at most once per day. Test out diff erent posting times to discover the most eff ective time of day to post.
Th e more active you are on Instagram, the more exposure your business will receive. Start by search-ing for relevant hashtags, liking posts, and leaving comments. You can also #regram images and give post credit to the original user. Always remember that engagement is a two-way street: if you expect people to engage with your business, then people will expect you to engage with them as well.
News
Lowell Brown is the CEO and Social Media Marketing Advisor of Going Social
(www.goingsocial.ca) and CEO of Insight Design & Communications Inc.
(www.insightdesign.ca), a Toronto-based website design and digital marketing com-
pany. Going Social specializes in eff ective social media marketing for individuals, busi-
nesses, and organizations. Lowell also actively leads workshops, seminars and webinars
on the latest social media marketing trends and strategies. For more information contact
Lowell at www.goingsocial.ca.
Our favourite social media platform, Instagram recently has been aggressively releasing new features and tools. In this article, I’ll explain four recent changes to Instagram that you need to know about.
Th ink of the creative ways you can put these changes to work for your business. How will these creative features help you build your brand’s awareness, increase engage-ment with clients and bring more leads to your business?
1) Landscape Images and VideoSquare dimensions do not have
to be the norm anymore. Whether you have a great landscape pic-ture you want to share without having to crop or you have some amazing widescreen video, you now have the ability to share it in it’s original form directly to Instagram. Note: to get this new feature you have to update your Instagram app – so do that fi rst.
When choosing a photo or video, you can tap the for-mat icon to adjust the orien-tation to portrait or land-scape instead of square. Once you share the photo, the full-sized version of it will appear in your feed.
2) Threaded Messages & Upgrades to Instagram DirectAbout a year ago, Instagram added a feature called
Instagram Direct which enabled users to send photo or video messages to contacts pri-vately. Instagram has launched improvements to Instagram Direct including threaded mes-sages and sending content from your feed as a Direct message.
Th readed messages make it easier to go back and forth with the people you talk to the most. Similar to how your text mes-
sages work in a thread, now your direct posts follow a threaded format.
Th e other change to Instagram Direct is that you will now fi nd an arrow next to the like and comment icons under every post. Tap it to send that post to a friend or group as a message using Instagram Direct. It will appear as part of your conversation, and you can tap the photo or video to see and like the original post.
You can also send hashtag pages and location pages by tapping the arrow icon in the top right-hand corner. Th is feature is similar to the common @username way of sending a direct message to your friends and con-tacts, but with Instagram Direct, it’s sent privately – just between you and those you send to.
3) Instagram AdsInstagram has offi cially launched ads management
via the Facebook Power Editor. It’s not yet available to everyone. To see whether or not you have access to Instagram ads:
1. Go to Power Editor and click the Manage Ads tab at the top of the page.2. Click on the left side of the page and click Create Campaign.3. Click on the dropdown next to Objective and hover over Clicks to Website. If you see New Create ads for Instagram, then you
should be able to start creating Instagram ads in Power Editor. If you don’t see this option, know that they’re rolling out Instagram ads slowly.
4) Scheduled Posts with Third Party AppsYou can now use third party apps such as Hootsuite and
Latergram to schedule your Instagram posts. Th ese tools are not fully automated solutions like with other platforms, how-ever, it makes it convenient to have your posts pre-scheduled and ready to go when it’s time to publish.
With Hootsuite, for example, you must use push noti-fi cations to publish your scheduled posts. You have the option to Send Now, Schedule, or Autoschedule your Instagram posts via Hootsuite. At the time you chose to publish, you’ll receive a push notifi cation via Hootsuite.
Once you’re ready to publish, you will tap Open in Instagram, paste your caption (that’s automatically cop-ied in Hootsuite), and tap to share the image.
Have you tried scheduling your Instagram posts with a third party app? Again, if you haven’t yet, you will need to update your Instagram App to take advan-tage of most of the updates mentioned in this article.
Try putting these tools to use for your brand; sched-uling your posts may save you time and headaches, and advertising within Instagram may reap signifi cant ROI.
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IMPRINTCANADA.FULL.11.2015.indd 1 10/30/15 2:28 PM
Industry News
IMPRINT CANADA
With 2015 almost in the books, if you’re not
looking forward to 2016 you may end up missing
potential opportunities that your competi-
tion is already eyeing.
I’ll explain why now is the time to
make the profi t-generating moves
that will boost your business, and
I’ll off er my advice on what you
can do to create the best odds
for success.
When you run a
business, there are
always some certain-
ties as you look into
the future. You know
your best competitors
will always work to
become better. You
know your customers
will demand more.
You know you’ll have
to work smarter and
harder every day to
improve your bottom line. You should also know
that this year may bring with it new taxation and
new regulations that may add expenses and aff ect
the way you operate your business. And of course,
you face the usual headaches and worries that
come with the day-to-day business of running a
business.
My book, Th e Facts of Business Life: What Every Successful Business Owner Knows Th at You Don’t., provides a great guide for any business owner to
use year aft er year. As the title suggests, the book
lays out seven of the most critical facts, which I
consider foundational truths, for successful busi-
ness owners to use to their advantage every day.
Oft en, entrepreneurs don’t make the best plan-
ners. We are action-oriented people. But by taking
a long hard look at a few critical pieces and put-
ting a plan in place right now, you can seriously
increase your business’ chances for success.
I suggest breaking down your planning into what
you need to do internally with processes, employ-
ees, yourself — and what you need to do externally
— with customers, marketing campaigns, and so
on. Below I provide a few tips:
1. Evaluate your leadership. Entrepreneurs tend to be ready, aim, fi re types,
but the truth is if you don’t hone your leader-
ship skills, there is little chance your business will
improve. Being a great leader begins with a self-
analysis of your strengths and weaknesses.
Do you supply the business with what it needs
to be successful? Th ings like the right equipment,
your focus and time, required capital, assigning
responsibility, expectations and so on.
Do you have the right people in the right pos-
itions? Are employees being compensated based
on merit or? Do you let bad habits slide?
Look at the other leaders in your business; are
they well trained and on the same page as you?
Do they know what success looks like and deliver
expected results?
Answers to these critical questions may lead you
to make tough choices. For example, just because
the head of your customer service department has
been in the position for the past 10 years,
doesn’t mean he or she should
remain in that position, espe-
cially if the dynamics of the
job has changed due to mar-
ket conditions.
Without eff ect-
ive leadership, your
employees have no
idea what is import-
ant, what to manage,
or what success and
failure look like.
In order to have
eff ective employees,
your business fi rst
has to have eff ective
leadership, and this
starts with the owner.
2. Conduct a comprehensive analysis your systems and procedures.
In essence, systems and processes are what oper-
ate your business, though a lot of owners overlook
this simple concept. Examine which processes are
working, which need to be improved, and which
exist only because “it’s the way it’s always been
done.”
For example, your inventory has to evolve with
the market, as do your pricing policies. Inventory
and pricing parameters change because what sold
well one or two years may have little-to-no demand
today. Your systems and procedures must be able
to keep up with these constant changes.
Or maybe your business has fallen into bad
habits—for example, overlooking employees who
don’t perform as expected, or have negative atti-
tudes which impact fellow employees’ attitudes.
In particular, look for inconsistencies in how
employees handle tasks, especially those that dir-
ectly impact customers, and those that aff ect the
data you use to make decisions about the business.
It may not be politically correct to say so, but
if you’re not controlling your processes, you don’t
really “own” your business. You’re essentially just a
spectator watching others play with your money.
Great procedures and processes need controls,
and these controls in turn create great results and
disciplined employees. Rededicate yourself to
upholding processes integral to your business, and
remember that processes operate your business—
and employees operate the processes.
3. Create a cost-cutting, profi t-building mission. Look for ways to increase gross profi t and cut
costs as they have a dramatic positive eff ect on
profi ts and cash fl ow.
For example, look for easy “turn key” gross prof-
it opportunities, and get creative when looking at
your costs.
Take a good look at your books; don’t assume
that you know how much things are costing you,
or that your employees are reacting to new sales
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IMPRINT CANADA
Industry News
opportunities. Sometimes you don’t have to make
cuts, but rather simply you need to renegotiate
vendor contracts.
For example, maybe you can save money on
shipping by renegotiating rates with your shipping
company, or you can get an added discount in pur-
chase for early payment. Ask yourself these ques-
tions: What expensive mistakes have been made in the pas and how can we avoid making them again? What can we do to increase bottom line profi ts and increase cash fl ow?
I’m not recommending knee-jerk reactions
like massive layoff s or switching to inferior-qual-
ity materials. Don’t cut out the wrong things, but
do look for smart, well-thought-out ways to save
money and start building up your cash position
and profi ts. We all have heard “Cash is king” and it
is, especially when it’s there when you need it.
4. Re-engage employees.
In today’s environment, you need employees
who care about your business as much as you do.
And that’s what you get with engaged employees.
Engaged employees are energized, they handle
problems on their own and actively look for ways
to improve the business.
So how do you get engaged employees?
You need to show your workforce how much you
care about them. Sometimes that is as simple as
acknowledging a simple “thank you” for a job well
done. Or you may want to off er them a paid aft er-
noon off and/or give them movie passes.
One thing that worked well for me in my busi-
nesses is supporting the activities my employ-
ees’ kids were involved in. Also, make sure your
employees have what they need to stay engaged.
For example, try to eliminate the frustrations in
their job if possible and always make sure they have
the latest safety equipment if applicable. Training
employees to handle emergencies or workplace
accidents is also a good idea.
It’s these simple things that all add up to
developing an engaged staff who will want to work
for you.
5. Set specifi c/realistic goalsIn other words, aim high but be specifi c. If your
goals aren’t measurable, you won’t be able to gauge
your progress and eventually you’ll stop pursu-
ing them. Setting realistic goals, putting a plan in
place, and routinely checking in with employees to
gauge their progress is the best way to be successful.
Remember, what gets measured gets done!
Don’t be lulled into complacency or let the con-
tinued talk of doom and gloom handcuff you.
Successful owners know they have to fi ght not only
to win market share but to retain it as well. You
have to constantly be setting and reaching goals to
keep your business moving forward.
If you take your focus off of improving your
business, competitors will step in and take what
you have worked so hard for. It’s just the law of the
marketplace jungle.
1. Boost your product/service off erings. Th e products and services you off er are the core
of your business. Th ink about what you can do to
diff erentiate your products or services with what
you already have in place. People need what they
need, when they need it. Make it easy for your cus-
tomers to get what they want. And don’t ignore the
power of impulse purchases or convenience items,
even if they are not matched up with your core
products.
Always be looking to make new and better off er-
ings to your customers. Doing so provides added
value for your customer and for you.
2. Target your marketing campaign. Who are your customers? Th ink about it. Are
you marketing to them in a way that makes sense?
Is the money you’re pouring into ad placement be
better spent on direct mail? Does a targeted social
media campaign make sense for your company?
It takes marketing to bring clients in. It takes cus-
tomer service and quality to keep them coming back.
Many companies see marketing as an expense, but
it’s actually an investment and deserves your focused
attention. And remember, your attention should be
focused on what products are selling, where your
customers go for information, who purchases your
products, who are the easiest customers to attract, and
which products bring the most gross profi t.
3. Find ways to impress loyal customers. In business, few things are as important as your
customer base. Th at’s why it’s essential that you fi nd
ways to protect yours by keeping loyal customers.
Of course, the fi rst step is off ering great products
and services and delivering those products and ser-
vices via a very helpful, engaged staff .
To go a step further, consider what would keep
customers continually coming to your business.
Remember, habits are hard to break. Th e more
customers come to your business, the stronger
relationship they create with it and your employ-
ees, and the more comfortable they feel. Find the
answers to this and you’ll quickly fi nd your sales
and profi ts will grow almost irrespective of market
conditions.
You can’t ignore the market and what your com-
petitors are doing to keep their customers, but the
prize goes to the owners who become more creative
and don’t off er just the expected.
Th is is where the term “think outside the box” really
applies because the only limit is your imagination.
Th e future can hold great things for your busi-
ness, but in order for that to happen you have to
be looking ahead. By taking the time now to plan
ahead, you’re making big opportunities possible for
your business.
Bill McBean is the author of The Facts of Business Life: What Every
Successful Business Owner Knows That You Don’t (www.FactsOfBusinessLife.com). A graduate of
the University of Saskatchewan, and Mount Royal College, McBean began his career with General
Motors of Canada Limited in 1976. McBean founded his fi rst business several years later when GM
approached him about opening an automobile dealership in Yorkton, Saskatchewan. Over the next
decade, McBean had grown the business into one of the most profi table dealerships in the region. Following
his success in Canada, McBean purchased an automotive dealership in 1992 his friend Bill Sterett in Corpus
Christi, Texas. McBean rearranged the local marketplace by acquiring a large portion of the market share
from his competitors and by acquiring competitors over a period of 11 years. During that period, the manu-
facturers he represented continually awarded him and his company honors for sales, service, customer
retention, and fi nancial excellence. Due to the company’s success and reputation, it attracted the
interest of major public companies, and in 2003 was purchased by AutoNation - the world’s largest
automotive retailer.
McBean has since started several successful businesses outside the automotive industry and is currently
general partner of McBean Partners - a family-owned investment company. He is also partner and chair-
man of Our-Mentors, a company that works with owners to improve their businesses for long-term success,
and Net Claims Now, which provides companies in the restoration industry with invoicing, accounts receiv-
able collections, cash fl ow services, business coaching, and business lead generation services.
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The 2015 Western Imprint Canada Show took place September 11 & 12 at the BMO Centre in Calgary, and while Alberta’s struggling economy has affected the industry, there was
still much optimism among attendees and exhibitors.
Much of the discussion on the Show floor was that in economic downturns, attending trade shows was even more crucial -- if not to buy then certainly to see what is available
and where the trends are heading -- so that buyers don’t lose ground when things turn for the better. Over 900 buyers concurred with this sentiment and attended the two-day
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Congratulations to Alstyle Apparel and RB Digital/Rubenstein Bros. for winning the Best Booth Design and Best Sales Environment Awards,
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THE 18TH ANNUAL WESTERN IMPRINT CANADA SHOW WILL RETURN TO CALGARY SEPTEMBER 16 & 17, 2016.
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© 2015 Fruit of the Loom
Canada, Inc.
Phone: 780-453-8989 • Fax: 780-455-779912003 Kingsway Ave. Edmonton, Alberta, Canada T5G 0X8
E-mail: [email protected]
Toll Free Phone: 1-866-956-8989 • Toll Free Fax: 1-877-455-7788WINNER GARMENT INDUSTRIES LTD.
Winner Garment is one of Canada’s leading manufacturers of safety workwear. Open since 1975, we are 100% Canadian owned and operated with 51,000 square feet of state-of-the-art facilities in Edmonton, with in-house embroidery and silk screening available.
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SOURCE: STATISTICS CANADA
Manufacturing sales declined 1.5 per cent to $51.1 bil-lion in September, following a 0.6 per cent decrease in August. Lower sales in the motor vehicle assembly and the petroleum and coal product industries were respon-sible for the decline.
Constant dollar manufacturing sales were down 1.6 per cent, indicating that the volume of goods sold was lower in September.
In the motor vehicle assembly industry, sales fell 10.3 per cent to $5.0 billion in September following four months of gains. In August, sales had reached $5.6 bil-lion, their highest level since March 2007. Th e decline in September mostly refl ected lower numbers of vehicles produced. In contrast to the motor vehicle assembly industry, sales in the motor vehicle parts industry edged down 0.1 per cent in September.
Sales in the petroleum and coal product industry were down 7.1 per cent to $4.8 billion in September, the fourth consecutive decline. Th e decrease largely refl ected partial shutdowns at a number of refi neries during the month for maintenance work. Although refi neries oft en shut down for part of September, this year the shutdowns were more extensive than usual. Prices for refi ned petroleum products declined 4.0 per cent, according to the Industrial Product Price Index.
Higher sales in the machinery and primary metal industries off set some of the declines. In the machinery industry, sales rose 9.6 per cent to $2.9 billion as a result of widespread gains. Primary metal sales were up 4.3 per cent, also as a result of numerous gains.
Sales decline in OntarioSales decreased in four provinces in September, with
the largest decline in Ontario.In Ontario, sales were down 2.5 per cent to $24.4 bil-
lion. Th e decrease stemmed mostly from a 10.1 per cent drop in motor vehicle assembly sales and a 7.1 per cent decline in the petroleum and coal product indus-try. Th ese decreases were partly off set by a 13.1 per cent advance in machinery sales.
Sales in Quebec declined 1.0 per cent to $12.0 billion in September, the third consecutive monthly decrease. Th e petroleum and coal product industry posted the lar-gest decline. Sales of aerospace product and parts, chem-icals and fabricated metal products also fell. Lower sales in these industries were partly off set by a 10.2 per cent gain in the primary metal industry.
Alberta manufacturing sales decreased 1.4 per cent to $5.7 billion in September, the third consecutive monthly decline. Th e decrease was due to a 10.6 per cent drop in petroleum and coal product sales. Higher sales (+13.0 per cent) in the machinery industry off set some of the decrease.
Inventories decreaseManufacturing inventories were down 0.4 per cent to
$73.0 billion in September. Inventory levels decreased 4.2 per cent in the petroleum and coal product industry and 2.6 per cent in the primary metal industry.
Th e inventory-to-sales ratio rose from 1.41 in August to 1.43 in September. Th e inventory-to-sales ratio meas-ures the time, in months, that would be required to exhaust inventories if sales were to remain at their current level.
Unfi lled orders declineUnfi lled orders decreased 0.7 per cent to $96.1 billion
in September, as a result of a 0.9 per cent decline in the transportation equipment industry.
New orders decreased 2.8 per cent, mostly as a result of declines in the transportation equipment industry.
Source: Statistics Canada
MONTHLY MANUFACTURING SALESSEPTEMBER 2015
0
75
150
225
300
Manufacturing SalesClothing, Textile & Textile Products
(September 2015 vs. September 2014)
($) millions
$222million
$142million
$124million
$136million
$141million
$237million
Source: Stats CanadaTextile
Mills
Figure 1
Textile ProductMills
ClothingManufacturing
20152014
September manufacturing sales down in 13 of 21 industries
© 2015 Fruit of the Loom
Canada, Inc.
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