Place Your Bets on 
PROMOTIONS EAST
If "The Boss" tells you to meet him in Atlantic City, you better listen. While Bruce Springsteen may not be strolling the boardwalk this June, there are still plenty of reasons to visit New Jersey.
Don't miss the promotional product industry's premier east coast event of the year. Distributors will be treated to four days filled with the hottest products, valuable educational sessions and networking opportunities. And the best part? The 2012 Grand Prize Giveaway: a Cadillac SRX Crossover! Pick up your raffle ticket at show registration for your chance to win. The drawing will take place on June 6 at 2:15 p.m.
Hosted by SAAGNY and its five regional partners, PROMOTIONS EAST will take place June 3 to June 6 at the Atlantic City Convention Center.
Come see the best of the promotional products industry during the following exhibiting hours: 9:30 a.m. to 5 p.m. on June 5; and 9:30 a.m. to 3 p.m. on June 6.
Learn Your Lesson: A Spotlight on PROMOTIONS EAST Education
In typical fashion, PROMOTIONS EAST will offer educational sessions and workshops to school attendees on the latest products, technologies and industry news. With so many options to choose from, how do you know which program is best suited for your needs? To help you get started, check out the following guide:
SUNDAY, JUNE 3
SUPPLIER ROUND TABLE: "Emerging Technologies to Help Your Business"
4 p.m. to 6 p.m.
Room: 313
Round Table Participants: Danny Friedman, Added Incentives; Jeremy Lott, SanMar; David Natinsky, SAGE; and Marin Varley, Trade Only
Moderator: Dale Denham, MAS
Price: $25 in advance, $40 at the door
Hear leading industry experts discuss the newest technologies and find out how these technologies can be used to boost your bottom line.
MONDAY, JUNE 4
Developing a Sound Marketing Plan ... Your Road Map to Success
9 a.m. to 10:30 a.m.
Room: 322
Speaker: Cliff Quicksell, Jr., MAS
Do you have a written marketing plan in place? If not, this workshop will push you in the right direction to analyze your current clients and help determine your next several niche markets. The entire process from creating a plan to executing a plan will be discussed. Attendees will get the templates for a marketing plan, an executive summary and a follow-up tracking EXCEL sheet for their marketing activities.
What's a Customer Worth to Your Business, and Why Should I Care?
9 a.m. to 10:30 a.m.
Room: 321
Speaker: Branndon Stewart
Details of this workshop TBA.
License to Print Money: The Six Steps to
Customer Acquisition
9 a.m. to 10:30 a.m.
Room: 301
Speaker: David Blaise
Very few promotional products distributors have a process for customer acquisition and even fewer have one that is effective. In this session, business growth expert David Blaise will discuss the Six Steps to Customer Acquisition and how they will replace cold calling sales techniques. Attendees will learn the secrets of targeting power players, how to immediately differentiate themselves with new prospects and the three critical missing steps that cause many customer acquisition efforts to fail.
Advertising & Marketing, Part 1
9 a.m. to 10:30 a.m.
Room: 305/306
Speaker: Paul Kiewiet, MAS
This course is required to attain the CAS designation, but attendees do not need to hold a CAS to attend the session. Promotional products professionals will be introduced to the key terms and concepts involved in general marketing. In particular, they will learn how specialized marketing techniques can be employed for the promotional products profession.
Cold Calls Got You Down?
9 a.m. to 10:30 a.m.
Room: 320
Speaker: Danny Wood
Attend this intensive 90-minute cold calling boot camp, which will give you the confidence necessary to book a lot of appointments. Learn why traditional cold calling methods are ineffective, how to turn the gatekeeper into an ally, how to avoid the "call me later" trap, how to differentiate yourself from the competition and much more.
Creativity Challenge II:
Thinking in an Emerging World
10:45 a.m. to 12:15 p.m.
Room: 301
Speaker: Mary Ellen Nichols, MAS
In this interactive session, participants will learn some creative brainstorming techniques. Then, they will work together on a promotional products case history to solve a client challenge.
Savvy Self Promos for Women
10:45 a.m. to 12:15 p.m.
Room: 304
Speaker: Rosalie Marcus
You may be an advertising specialty superstar, but that loses all value if others don't know about your company. In this session, attendees will learn how to talk about themselves, their business success and their accomplishments with ease. They will discover self promotion tips to use anytime and anywhere, networking secrets to attract business and how to create voice mail and e-mail messages that get noticed.
Big Game Hunting: How to Find and Land
Large Accounts
10:45 a.m. to 12:15 p.m.
Room: 305/306
Speaker: Paul Kiewiet, MAS
Working with large client accounts can be lucrative or disastrous. Attendees will learn how to prospect, qualify and land those big accounts.
The Promotion Agency Concept, Revisited
10:45 a.m. to 12:15 p.m.
Room: 322
Speaker: Dennis Gorman, MAS
This interactive workshop will discuss the traditional methods used by promotional products distributors in contrast to those used by advertising agencies. The seminar suggests a model for a "promotion agency" concept using aspects of both. Attendees also will explore the "new" media of social networking and will learn how to add nontraditional services and products to distinguish their agency from the rest.
Grow Your Sales to $1 Million and Beyond
10:45 a.m. to 12:15 p.m.
Room: 320
Speakers: Deanna Castello and John Campbell
Deanna Castello and John Campbell will help distributors get back to the basics to grow their sales through proven sales and marketing tactics. Attendees will write down their goals and develop a plan to achieve them.
LUNCH & LEARN: Bringing Out Your Inner Gaga
12:30 p.m. to 2 p.m.
Room: 312
Speaker: Roni Wright, MAS
Price: $25 for Regional Association Members in
advance, $40 at the door; $40 for Non-Members,
$50 at the door
Attend this empowering lunch to bring out your inner drive and strength. Take your passion and turn it into success. Like Lady Gaga, celebrate and embrace who you are.
KEYNOTE PANEL: Rock Stars of the Promotional Products Industry
2:15 p.m. to 3:45 p.m.
Room: 303
Panelists: Tim Andrews, president and CEO, Advertising Specialty Institute (ASI); Paul Bellantone, president and CEO, Promotional Products Association International (PPAI); Jonathan Isaacson, president, Gemline; Jo-An Lantz, MAS, executive vice president, Geiger; Anne McKeough, vice president of global sales, Staples Promotional Products; and Ira Neaman, president,
Vantage Apparel
Moderator: Joel Schaffer, MAS, president, Soundline LLC
In this session, attendees will have the rare opportunity to watch the leaders of ASI and PPAI discuss their frequently conflicting views about the most important issues plaguing the industry today. This panel will rock you and your business world. Attendees will hear about government regulations, about Asia and about supplier and distributor loyalty.
10 No-Nonsense Ways Social Media Can be
Applied to Your Business
4 p.m. to 5:30 p.m.
Room: 322
Speaker: Mark Graham
Who has time to tweet and update Facebook while trying to keep up with an already demanding schedule? Mark Graham of RIGHTSLEEVE.com will relate actual experiences about his distributorship's journey with social media and some of the ways he has used Web 2.0 platforms to generate meaningful ROIs.
Explosive Upselling: Value-Added Products and Services to Bolster Profits
4 p.m. to 5:30 p.m.
Room: 301
Speaker: Cliff Quicksell, Jr., MAS
It is challenging to make a decent living in a promotional products world filled with untrained salespeople and the Internet. Led by Cliff Quicksell, Jr., MAS, this workshop will give you proven strategies to help you in your sales efforts. He will discuss several applications that have driven 500 percent profits on just the add-on to a sale. If you want to increase your profits to more than 60 percent, attend this session.
Rock Your Referrals: Proven Strategies for Non-Stop Referrals
4 p.m. to 5:30 p.m.
Room: 304
Speaker: Rosalie Marcus
In the world of sales, referrals give you instant credibility. In this interactive session, you will discover proven ways to easily get more referrals and double your sales. Topics include: how to confidently ask for a referral, how to quickly get referrals, how to encourage more referrals and how to form powerful referral alliances.
Advertising & Marketing, Part 2
4 p.m. to 5:30 p.m.
Room: 320
Speaker: Paul Kiewiet, MAS
This CAS-required course continues the foundations established in part 1, but with a greater focus on how promotional products are positioned in the advertising marketplace. Learn how to effectively use trade shows, develop a successful advertising campaign and manage the process through a marketing plan.
Strategic Planning Made Easy
4 p.m. to 5:30 p.m.
Room: 321
Speaker: Michele Packard-Milam, CAE
If your company has customers, it will benefit from having a strategic plan. In this interactive course, attendees will learn the basic components of a business plan and they will have the opportunity to write out their first draft.
Incentive Programs ... Made Easy
4 p.m. to 5:30 p.m.
Room: 305/306
Speaker: Bill Gregory
Learn the basics of how your customers can use an Incentive Awards Program to address issues with their workforce or customers. Incentives motivate people to work smarter, which results in reduced cost of operation, increased productivity and saved dollars for the company that implements the program. What's in it for your customer and for you? Find out.
TUESDAY, JUNE 5
20 Low Cost Marketing Ideas to Build Your Business Right Now
8 a.m. to 9:30 a.m.
Room: 322
Speaker: Mark Graham
Strictly employing traditional marketing methods is not a smart idea in today's business climate. Current buyers are consulting different channels to conduct research and make purchasing decisions than they were a decade ago. Promotional products distributors must use new marketing tools to stand out and appeal to the modern buyer. This session will explore 20 innovative marketing ideas that can be implemented with relative ease at minimal or no cost.
The Top 7 Threats Facing Distributors ... and How to Destroy Them
8 a.m. to 9:30 a.m.
Room: 304
Speaker: David Blaise
What are the biggest threats to your business? In this interactive session, David Blaise will reveal the top 7 threats as ranked by approximately 1,000 distributor companies across North America. More importantly, he will take you beyond the threats and lead you to the specific solutions that will allow you to overcome them.
Adobe Illustrator 202
8 a.m. to 9:30 a.m.
Room: 321
Speakers: Dennis Burnham, MAS; Lynn Millinger, CAS
This advanced session will take those with a working knowledge of Adobe Illustrator to the next level. Attendees will learn advanced typesetting, how to apply Pantone colors correctly, how tints differ from transparency, fill and stroke techniques for promotional products and much more.
Turn Up the Heat: An Insider's Guide to Building Business Success
8 a.m. to 9:30 a.m.
Room: 301
Speaker: Roni Wright, MAS
Bring your business to the boiling point by using the principles of "212°: The Extra Degree." In this session, attendees will learn the importance of establishing service culture, how to shift perspective to develop new opportunities and how to inspire leadership both in and outside of their organization.
Decorating for Success Workshop, Part 1
8 a.m. to 9:30 a.m.
Room: 320
Speaker: Larry Mays
This session is perfect for anyone who wants to sell more decorated apparel. Attendees will work with a brilliant fabric sample set with more than 40 examples of outstanding decorating techniques. In particular, they will learn about special effect decorating techniques, simulated process, 4 color process and more—all in comprehensible explanations.
Second Nature Selling
8 a.m. to 9:30 a.m.
Room: 305/306
Speaker: Dennis Gorman, MAS
Second Nature Selling is a unique approach to professional selling that lacks method or strategy. In this session, Dennis Gorman, MAS, examines a handful of elements that are the core of success for every salesperson and then shows attendees how to incorporate them into their own selling personality. Because of the Internet, there are more transactional buyers who utilize modern technology and have little interest in working with salespeople. Learn how to effectively deal with this new class of buyers.
LUNCH AND LEARN: Fashion-EAST-a,
The Promotions East Fashion Show Luncheon
Noon to 1:30 p.m.
Room: 312
Announcer: TBD
Cost: $25 for Regional Association Members in advance, $40 at the door; $40 for Non-Members, $50 at the door
During this session, volunteer models will showcase the newest offerings from leading wearable and promotional product suppliers. Attendees also will learn the key selling features of each item.
WEDNESDAY, JUNE 6
Wellness: An Emerging Market with Huge Potential
8 a.m. to 9:30 a.m.
Room: 301
Speaker: Joel D. Schaffer, MAS
With rising healthcare and workers' compensation costs, wellness programs are sound investments. Promotional products and programs are critical to their success. The industry has a multibillion dollar opportunity in front of it if suppliers and distributors get aggressive. This seminar evaluates the marketplace, the buyer, the areas of concentration and the huge potential.
How to Conduct Market Research
8 a.m. to 9:30 a.m.
Room: 304
Speaker: Mary Ellen Nichols, MAS
This seminar explores the basics of performing market research. Attendees will learn about available research resources, tips on questionnaires, focus groups, other types of qualitative research and more.
Leveraging LinkedIn to Build Your Business
8 a.m. to 9:30 a.m.
Room: 322
Speaker: Lynn Pechinski
Attendees will learn new ways to improve search engine optimization. There will be an emphasis on the major advantages of LinkedIn, including: brand sharing, network growth, relationship nurturing and how to establish yourself as an expert.
Business Ethics
8 a.m. to 9:30 a.m.
Room: 321
Speaker: Lori Patrick, Esq.
In this CAS-required course, attendees will learn about the importance of ethical standards and the steps in ethical decision making. The course will provide an overview of trademarks, copyrights and intellectual property rights and how they affect your business.
Decorating for Success Workshop, Part 2
8 a.m. to 9:30 a.m.
Room: 320
Speaker: Larry Mays
Apparel decorating professionals understand a wide array of decorating techniques, know what today's clients want and how to be consultative sales representatives who have a strong grasp of art. Whether you're new to the industry or a seasoned veteran, this seminar will lead you toward a cutting-edge apparel selling organization. Note, this is a standalone educational program and it is not necessary to attend part 1 to benefit.
BRAND SESSION: Selling Incentives Utilizing the Power of Brands
8 a.m. to 9:30 a.m.
Room: 305/306
Speaker: Greg Canose
This session will provide a detailed account of how incentive programs are structured, planned and budgeted. Attendees will leave with a better understanding of what incentives are, how they are different from general imprinted promotional products and how interested distributors can profit from them. 
(Note: The schedule is subject to change. For more detailed information about PROMOTIONS EAST, free MAS and CAS certification points, activities and the grand prize giveaway, visit www.promotionseast.org.)
- People:
- Anne McKeough
- Bill Gregory
- Branndon Stewart
- Bruce Springsteen
- Cliff Quicksell, Jr.
- Danny Friedman
- Danny Wood
- David Blaise
- David Natinsky
- Deanna Castello
- Dennis Burnham
- Dennis Gorman
- Elise Hacking Carr
- Greg Canose
- Ira Neaman
- Jeremy Lott
- Jo-An Lantz
- Joel Schaffer
- John Campbell
- Jonathan Isaacson
- Larry Mays
- Lori Patrick
- Lynn Pechinski
- Marin Varley
- Mark Graham
- Mary Ellen Nichols
- Michele Packard-Milam
- Paul Bellantone
- Paul Kiewiet
- Roni Wright
- Rosalie Marcus
- Tim Andrews
- Places:
- Atlantic City
- New Jersey