already gear training

TRAINING MODULE 2TRAINING MODULE 2

What Do We Do?What Do We Do?

We specialize in a wide range of promotional We specialize in a wide range of promotional marketing products that will complement any marketing products that will complement any organization's logo. organization's logo.

Our goal is to provide our customer with a large Our goal is to provide our customer with a large selection of quality products that fit their budget.selection of quality products that fit their budget.

The strong relationships we have with our The strong relationships we have with our manufacturers enable us to provide our manufacturers enable us to provide our customers with superior service while expediting customers with superior service while expediting their orders in a timely and efficient manner. their orders in a timely and efficient manner.

Set a meeting with your Set a meeting with your customer.customer.

Mark the meeting in your Mark the meeting in your planner and confirm the planner and confirm the day before.day before.

Get their contact info. Get their contact info. You’ll need this for the You’ll need this for the invoice and shipping.invoice and shipping.

Ask if the items are for Ask if the items are for an event. Write down the an event. Write down the date.date.

Is there a budget?Is there a budget? How many items do they How many items do they

need?need? Keep a log of your Keep a log of your

contact with them.contact with them.

Customer Customer MeetingsMeetings

Customer MeetingsCustomer Meetings

COMMUNICATE PRODUCTION TIMES:COMMUNICATE PRODUCTION TIMES:• Local screenprinting tees & other items Local screenprinting tees & other items

5 5 businessbusiness days AFTER artwork approval days AFTER artwork approval Quote Signed & Deposit received (if applicable)Quote Signed & Deposit received (if applicable)

• Local embroidery apparel Local embroidery apparel 10 10 businessbusiness days AFTER swatch approval days AFTER swatch approval Quote Signed & Deposit received (if applicable)Quote Signed & Deposit received (if applicable)

• Misc. Promotional items Misc. Promotional items 10 to 15 10 to 15 businessbusiness days PLUS ground shipping days. days PLUS ground shipping days.

Ask manufacturer for EXACT times. It maybe Ask manufacturer for EXACT times. It maybe shorter. Do not assume!shorter. Do not assume!

Quote Signed & Deposit received (if applicable)Quote Signed & Deposit received (if applicable)

LLearn earn

IIndustry ndustry

TTermserms

Get L.I.T.Get L.I.T.

Learn Industry TermsLearn Industry Terms production timeproduction time

• The timeframe or how long it will take before items are The timeframe or how long it will take before items are ready for pickup or shipping.ready for pickup or shipping.

stockstock• Stock equals inventory. Is there enough to fill my order?Stock equals inventory. Is there enough to fill my order?

imprintimprint• The customer’s artwork on an itemThe customer’s artwork on an item

imprint areaimprint area• Size and shape of area that the artwork can occupySize and shape of area that the artwork can occupy

imprint colorimprint color• One or more colors in the artworkOne or more colors in the artwork

copycopy• The customer’s text. Copy changes are usually found in The customer’s text. Copy changes are usually found in

trophy and award orders.trophy and award orders.

Learn Industry TermsLearn Industry Terms suppliersupplier

• TheThe manufacturer or distributor of the items that we get manufacturer or distributor of the items that we get the merchandise fromthe merchandise from

• AG is a distributor and reseller – NOT a manufacturerAG is a distributor and reseller – NOT a manufacturer setup chargesetup charge

• An often mandatory cost to create tapes, plates or An often mandatory cost to create tapes, plates or screens for your order.screens for your order.

Digitizing (embroidery)Digitizing (embroidery)• Often referred to as a TAPE CHARGEOften referred to as a TAPE CHARGE• Sometimes based on Stitch CountSometimes based on Stitch Count

Screen Charge (silk-screening)Screen Charge (silk-screening) Plate ChargePlate Charge

run chargerun charge• special charge that covers the actual printing on the special charge that covers the actual printing on the

product. There is no run charge unless 2 or more colors product. There is no run charge unless 2 or more colors are in the imprint. are in the imprint.

Learn Industry TermsLearn Industry Terms

imprint areaimprint area example example 2 locations2 locations

• Body of penBody of pen• Pen clipPen clip

Additional chargesAdditional charges• 22ndnd Setup charge Setup charge• Run ChargeRun Charge


3 location imprint3 location imprint

Learn Industry TermsLearn Industry Terms texttext = = artart

• A customer may only be using A customer may only be using text/letters in their design. text/letters in their design.

• Text is STILL considered ART even Text is STILL considered ART even though there are no graphics.though there are no graphics.


T-shirt is T-shirt is NOTNOT a polo/dress shirt. a polo/dress shirt. You should You should alwaysalways use the correct term use the correct term. .

Many customers mix this up. Know the Many customers mix this up. Know the difference and clarify with them.difference and clarify with them.

Learn Industry TermsLearn Industry Terms netnet cost cost

• Our actual cost of an item or chargeOur actual cost of an item or charge retailretail cost/price cost/price

• The customer cost of an item or chargeThe customer cost of an item or charge quotequote

• A written and detailed cost of the orderA written and detailed cost of the order• May come from us or the supplierMay come from us or the supplier

purchase orderpurchase order (PO) (PO)• Our internal name used for tracking an order Our internal name used for tracking an order

from start to finishfrom start to finish• Your first and last initial with hyphen customer Your first and last initial with hyphen customer

namename

Learn Industry TermsLearn Industry Terms dots per inchdots per inch (dpi) (dpi)

• a measure of the resolution of a screen image on a printed a measure of the resolution of a screen image on a printed page. page.

embossemboss• impressing an image to achieve a impressing an image to achieve a raisedraised surface; surface;

debossdeboss • impressing an image to achieve a impressing an image to achieve a sunkensunken surface; surface;

overrun/under runoverrun/under run • the number of products in excess of the quantity specified, the number of products in excess of the quantity specified,

or fewer copies that the amount specified. The industry or fewer copies that the amount specified. The industry norm is 10 percent over or under norm is 10 percent over or under

PDF PDF (Portable Document File) (Portable Document File) • a universal electronic file format modeled after the a universal electronic file format modeled after the

PostScript language. This file can be viewed, navigated PostScript language. This file can be viewed, navigated and printed from any computer, regardless of fonts and and printed from any computer, regardless of fonts and software. software.


pre-production samplepre-production sample • provided by the supplier, an example or provided by the supplier, an example or

sample of the final, imprinted product. sample of the final, imprinted product. random samplerandom sample

• provided by the supplierprovided by the supplier• usually a blank item or overrun item from usually a blank item or overrun item from

another customer’s orderanother customer’s order end-quantity pricingend-quantity pricing

• Price of items at the highest listed quantity – Price of items at the highest listed quantity – the “end” quantitythe “end” quantity

ASIASI – – Advertising Specialty Institute Advertising Specialty Institute

How Much?How Much?

First questionFirst question ““How much does it cost?”How much does it cost?”

QuantityQuantity Price BreakPrice Break Less Than Minimum ChargeLess Than Minimum Charge

TimeframeTimeframe• What date do they need it?What date do they need it?

Item CostItem Cost Shipping CostShipping Cost Rush ChargeRush Charge

How Much?How Much?

Base Price includes Base Price includes 1 Color Imprint1 Color Imprint Setup & Shipping Charges NOT INCLUDEDSetup & Shipping Charges NOT INCLUDED

How Much?How Much?

2 Color2 Color Imprint Imprint• Additional setup chargeAdditional setup charge• Additional run chargeAdditional run charge

Net Net vs.vs. Retail Retail

• ASI CodesASI Codes A = 50% A = 50% B = 45% B = 45%

C = 40% C = 40% D = 35% D = 35% E = 30% E = 30%

F = 25%F = 25%

Create a Quote

&Request

art

Meet with Customer

Create awork order

Give to processor

Customer Approves

quote

Collect andTurn in deposit

Create Artwork &

Get approval

Fax decoratorEmail art

Deliver goods &AG invoice

Collect balance due

Tally commissionGet paid!

Get an AG invoice

Win Win in in

10!10!10 Step Process for 10 Step Process for Completing a SaleCompleting a Sale

QuotesQuotes

Every order must be quotedEvery order must be quoted Every customer Every customer MUSTMUST sign a quote sign a quote ExceptionsExceptions

You sign the quoteYou sign the quote Customer emails “I approve” because they Customer emails “I approve” because they

do not have access to a fax or cannot come do not have access to a fax or cannot come by the officeby the office

NONO purchase orders will be purchase orders will be processed without a processed without a signedsigned quote quote

Researching the QuoteResearching the Quote

OnlineOnline• Supplier websiteSupplier website

Apparel (local and Apparel (local and frequently used)frequently used)

• StatonStaton• BroderBroder• San MarSan Mar

• ESP ESP OnlineOnline PaperPaper

• Catalogs in the file Catalogs in the file cabinetscabinets

• Sales flyersSales flyers

ESP Online TrainingESP Online Training

http://www.asicentral.com/asp/open/CustomerSupport/productsupport/esponline/index.asp


Get a firm net/retail cost at quantity Get a firm net/retail cost at quantity requestedrequested

Add cost of decorating and for any Add cost of decorating and for any additional colors additional colors

Check stock and availability Check stock and availability Get shipping estimateGet shipping estimate Determine total cost of setup Determine total cost of setup

chargescharges


Verify cost – Check stock – Shipping quoteVerify cost – Check stock – Shipping quote

$215 - 40% = $129



Typically, trophies and awards will have special copy change charges and higher setup charges.

Researching the QuoteResearching the QuoteDetermine cost of decoratingDetermine cost of decorating

Researching the QuoteResearching the Quote EmbroideryEmbroidery

• Will the customer Will the customer use a use a stock stock designdesign??

Dakota CollectiblesDakota Collectibles Great NotionsGreat Notions $25 tape charge $25 tape charge

(retail cost)(retail cost)

• Custom logoCustom logo Review itReview it $50 tape charge $50 tape charge

(retail cost)(retail cost)

Researching the QuoteResearching the Quote Stitch CountStitch Count

• Accumulated total of stitches required to Accumulated total of stitches required to complete an embroidery design.complete an embroidery design.


5STAR Standard Embroidery Fonts5STAR Standard Embroidery Fonts

ARTWORKARTWORK Digitizing - $30 Digitizing - $30 net net

• Converting ANY artwork so it is usable for Converting ANY artwork so it is usable for embroidery. embroidery.

• This price is for a chest or pocket-sized print This price is for a chest or pocket-sized print only.only.

• $99 for full back print$99 for full back print

•Net – actual costNet – actual cost



Staton Staton San Mar San Mar BroderBroder


$5.95 + $2 = $7.95


Screen charges Front - $25 / Back - $20 / Sleeve - $20 / TOTAL $65

What is What is Vector Vector Art?Art?

ARTWORKARTWORK Vector - $15 Vector - $15 net / $30 retailnet / $30 retail

• Converting JPEGs, very small or fuzzy art so it Converting JPEGs, very small or fuzzy art so it is usable for silk screening and imprintingis usable for silk screening and imprinting

Actual conversion to vector art.

Artwork Artwork MUSTMUST be approved be approved• Via fax by signatureVia fax by signature• Via email by replying “I approve”Via email by replying “I approve”

No printing without approvalNo printing without approval• No embroidery without swatch approvalNo embroidery without swatch approval• No products with proof approvalNo products with proof approval• No silkscreen without approvalNo silkscreen without approval

ArtworkArtwork

QuoteQuote An acceptable quote…An acceptable quote…

• Is typedIs typed• Has COMPLETE customer informationHas COMPLETE customer information• Has detailed item descriptionsHas detailed item descriptions• Has quantities for each size/colorHas quantities for each size/color• Says what the price includes Says what the price includes (1 color imprint, etc.)(1 color imprint, etc.)

• Has production timeHas production time• Has # of shipping days Has # of shipping days (ground, air, etc.)(ground, air, etc.)

• Has shipping/handling costsHas shipping/handling costs• Contains a Contains a approval signatureapproval signature line line• Has a PO nameHas a PO name

Example QuoteExample Quote

“I Approve” by email

QuoteQuote

Download this Download this program to CONVERT program to CONVERT your spreadsheet to a your spreadsheet to a NON-modifiable NON-modifiable format that every format that every customer can view customer can view PDF CreatorPDF Creator

PDF Creator easily PDF Creator easily creates PDFs from any creates PDFs from any Windows program. Windows program.

WorkorderWorkorder

An acceptable workorder…An acceptable workorder…• Has COMPLETE customer informationHas COMPLETE customer information• Has item number(s)Has item number(s)• Has item description, color & quantityHas item description, color & quantity• Has current date & dueHas current date & due• Has SHIP TO infoHas SHIP TO info• Has Supplier fax and phone numberHas Supplier fax and phone number

Sample Sample WorkorderWorkorder

Must be Must be filled out filled out

completely.completely.

WorkorderWorkorder Every rep must complete oneEvery rep must complete one

• No workorder, no purchase orderNo workorder, no purchase order• Fax or email workorder to decoratorFax or email workorder to decorator• Email artwork to supplier/decoratorEmail artwork to supplier/decorator

Check stock & availability Check stock & availability BEFOREBEFORE submitting for processingsubmitting for processing• This is This is youryour responsibility responsibility• Are all your items local?Are all your items local?• Do some have to be shipped?Do some have to be shipped?• Are all colors and sizes in stock?Are all colors and sizes in stock?

Commission TallyCommission Tally Gather all invoicesGather all invoices

• AG invoice AG invoice • Call the supplier or decoratorCall the supplier or decorator• Check the file folderCheck the file folder• Go online and print itGo online and print it

Staton, San Mar, BroderStaton, San Mar, Broder Artwork SourceArtwork Source

Show proof of paymentShow proof of payment• Copy of checkCopy of check• Signed money slipSigned money slip• Credit card receiptCredit card receipt

Create tally formCreate tally form

CommissionCommission TallyTally

Standard Standard Operating Operating

ProceduresProcedures

After the 1After the 1stst Customer Meeting Customer Meeting

It is STILL your responsibility to meet with It is STILL your responsibility to meet with youryour customer customer (artwork, samples,…)(artwork, samples,…)

Do Do NOTNOT send customers to the office for send customers to the office for meetings without scheduling a substitutemeetings without scheduling a substitute

Okay to send customers to pick up Okay to send customers to pick up merchandise or making paymentsmerchandise or making payments• Alert office mgr that your customer is coming Alert office mgr that your customer is coming

and give order details.and give order details.• Is there a balance due?Is there a balance due?

Deposits & PaymentsDeposits & Payments Turn in within 24 hoursTurn in within 24 hours

• Test large bills with counterfeit penTest large bills with counterfeit pen We take checks with…We take checks with…

• Drivers License numberDrivers License number• Phone numberPhone number• PO NamePO Name• Current DateCurrent Date

Deposit is 50% or moreDeposit is 50% or more• Exceptions – DISD, DCCCD, County, CityExceptions – DISD, DCCCD, County, City• Get PURCHASE ORDER # for DISD customersGet PURCHASE ORDER # for DISD customers

Daily LogDaily Log

Check out the log bookCheck out the log book AG’s daily pickup and delivery is AG’s daily pickup and delivery is

listed by PO Namelisted by PO Name Ensure your order is on the routeEnsure your order is on the route Urgent service – outside courierUrgent service – outside courier Questions to Angelo – Fleet MgrQuestions to Angelo – Fleet Mgr

• (972) 748-3797(972) 748-3797

Family Reunions & GroupsFamily Reunions & Groups

Recommend they buy a few extraRecommend they buy a few extra Adding on 2 or 3 shirts after initial Adding on 2 or 3 shirts after initial

order (not a good idea)order (not a good idea) Might delay orderMight delay order Additional chargesAdditional charges New order must meet minimumsNew order must meet minimums

General PricingGeneral Pricing 36 Pieces or more36 Pieces or more

• Embroidered Chest imprintEmbroidered Chest imprint• S – XL sizesS – XL sizes

YOUTH Pique Polo shirts - $13YOUTH Pique Polo shirts - $13 ADULT Pique Polo shirts - $18ADULT Pique Polo shirts - $18 ADULT Dress shirts - $23ADULT Dress shirts - $23 Nylon & Fleece Jackets - $20Nylon & Fleece Jackets - $20

Above & BeyondAbove & Beyond

Office EtiquetteOffice Etiquette Turn off your computers Turn off your computers

when you leavewhen you leave Clean your workstationClean your workstation Organize your PC filesOrganize your PC files Server is NOT a workstationServer is NOT a workstation Don’t eat or drink food that’s not yoursDon’t eat or drink food that’s not yours Answer phones “Thank you for calling Answer phones “Thank you for calling

Already Gear and FMB”Already Gear and FMB” Learn to transfer calls Learn to transfer calls

• Feature 70 – dial extensionFeature 70 – dial extension

License InfringementLicense Infringement If the customer does not OWN the logo we If the customer does not OWN the logo we

don’t have the right to print and sell it!don’t have the right to print and sell it! Explicit written permission before using Explicit written permission before using

Royalty Free ArtworkRoyalty Free Artwork We have full rights to use artwork from We have full rights to use artwork from

these sites in our businessthese sites in our business Feel free to let your customers view these Feel free to let your customers view these

sitessites

Login: alreadygearPassword: 1600gear

Login: alreadygearPassword: 1600gear

Winning BidsWinning Bids Info you may need about Already GearInfo you may need about Already Gear

• Texas Resale #32019945438Texas Resale #32019945438• EIN# 20-4979232EIN# 20-4979232• DUN & Bradstreet# 78325940DUN & Bradstreet# 78325940• ASI# 119205ASI# 119205• In business since 2000In business since 2000• TX Corporation since 6/2006TX Corporation since 6/2006• NCTRCA DBE certified - #BFDB36311Y0109NCTRCA DBE certified - #BFDB36311Y0109• HUB certifiedHUB certified

Thank YouThank Youand Welcomeand Welcome

to theto theTEAM!TEAM!

already gear training

Education

charge special charge

ndsetup charge

charge retailcostprice

tape charge

industry terms supplier

industry terms text

customer cost

industry terms dots