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Check out the Newest Trends for 2012 Imprint Canada's New Product Spotlights feature the latest offerings for the coming year from industry-renowned suppliers

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WEARABLES START ON PAGE 22

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WHAT'S INSIDE THE INCENTIVE DILEMMA Sales expert and author Paul Shearstone examines the key criteria required in building sales incentive programs that actually work 6

QUESTION + ANSWER

Our resident screen printing experts at The Lancer Group answer your techincal printing questions

KEEPING SCORE: PART 2

8

In this second installment, Mark L. Venit looks at issues as they relate to industry specific accounting practices 20

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CANADA’S NO. 1 SOURCE. FOR CORPORATE APPAREL.

Follow us:

twitter.com/imprint_canada November/December 2011 - Volume 18, Number 6

November/December 2011 For me personally, aside from strained 'back of the neck' muscles, the biggest drawback to using these things is that all of society, as a whole, is being weaned into being less patient with common aspects of our lives.

Count to Three...and Breathe I saw what was my first pay phone in over two years recently. I had to do a double take as I really hadn't noticed one for so long. I approached to examine it as though it was some great archeological find. It had some dust on it and since I fancy myself as an Indiana Jones type of guy, I wished I had a brush to clean away all the years of neglect so I could examine its details. Fifty cents to make a call - last time I used a pay phone, it was either 10 or 25 cents (really, I can't remember).

Not many people rely on these things anymore to communicate when they are away from home or the office. Cell phones, Blackberrys, iPhones, Androids Skype, et cetera, have all become as common and as essential as wearing clothes. Never leave home without them or you will feel naked.

Want to connect/communicate with someone?

Punch in a few numbers and characters and POOF! - connection/message complete. Need to research something? Connect, download, done - instant service! Unless of course you are forced to wait and give up a whole fifteen seconds of your life to view a commercial message before your search is complete. Arg! A quarter minute of my life when I could have accomplished so much...all that time I will never get back!

When you really think about it, you can't help but realize how we have become spoiled by the efficiency that advances in technology provide us compared to just a few years ago. Yet we tend to forget at times that not all things get delivered to us with the same speed of accuracy and delivery. We tend to hyperventilate more than we use to when we wait for some services and products rendered by others.

Having to wait seven telephone rings before someone picks up the phone; being put on hold for a few seconds for someone to confirm information; my buyer wanting to know when I am going to deliver right down to the minute; my supplier not knowing if it will be in stock but will get back to me shortly (what is shortly)? Its like road rage sometimes, only without the road.

Remembering to breath is vital not only because it comes naturally, but because it gives us an opportunity to put things into perspective.

Not every aspect of our lives is vital enough to come down to milliseconds.

Preventing technology from imprinting new patterns of unfavourable behaviour towards others will be something we all will need to continue to improve upon.

As advances are made in technology, we must remember to count to three and breathe simply because we can - and these devices can't.

News

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SUPPLIER NEWS THE INCENTIVE DILEMMA TORONTO IMPRINT CANADA SHOW KEEPING SCORE: PART II BUSINESS PROFILE: HI-PRO SPORTSWEAR RETAIL BRAND UPDATE

Q&A

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SCREEN PRINTING

New Product Spotlights

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SUPPLIES & EQUIPMENT SHOWCASE

PUBLISHER Tony Muccilli : tony@imprintcanada.com

PRODUCTION MANAGEMENT Adriano Aldini : news@imprintcanada.com

CONTRIBUTING WRITERS

Mark L. Venit, Paul Shearstone

MARKETING COORDINATOR Steve Silva: feedback@imprintcanada.com

OFFICE ADMINISTRATOR Maria Natale: shows@imprintcanada.com

GENERAL INQUIRIES feedback@imprintcanada.com, (905)856-2600

ADVERTISING SALES Tony Muccilli (Toronto) Tel: (905) 856-2600 Fax: (905) 856-2667 Imprint Canada is published six times per year by Tristan Communications Ltd. The contents of this publication may not be reproduced either in part or in whole without the consent of the copyright owner. The views expressed in this publication are not necessarily those of the publisher. Request for missing issues are not accepted after three months from the date of publication.

TRISTAN COMMUNICATIONS LTD. Publications mail agreement no. 40025740 Return undeliverable mail to: 190 Marycroft Avenue, Unit 16, Woodbridge, Ontario, L4L 5Y2 Email: shows@imprintcanada.com ISSN: 1480-1884

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GST Registration #: RT892913294

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News [Supplier] St Regis Crystal merges with Mi Pen Company St Regis Crystal has has acquired Mi Pen Company.

"It's something that we've been looking at for quite some time," explains Richard Firkser, president & CEO of St Regis. "We have the same corporate values and we operate in the same marketplace, so the synergies made a lot of sense."

The recent acquisition of Mi Pen by St Regis is one

of a number of deals made over the past several years.

"St. Regis has made a number of acquisitions in last two years, but they've all been in recognition products," says Firkser, "It made good business sense to diversify into non recognition products."

In early October, all of Mi Pen's operations were moved to the St Regis facility in Markham.

Kobe Sportswear Partners With Team Middaugh Curling Kobe Sportswear is proud to announce a new partnership with Team Middaugh Curling. Under the terms of the agreement, Kobe Sportswear will become the official on and off-ice apparel supplier to the athletes and will feature them in upcoming media campaigns beginning this holiday season.  Team Middaugh features some of curling’s best stars including Sherry Middaugh, Jo-Ann Rizzo, Lee Merklinger, and Leigh Armstrong. The team will be

making a bid to qualify for the 2013 Olympic Trials to represent Canada at the 2014 Winter Olympics in Russia.

Along the way, they will be outfitted in a variety of apparel from Kobe Sportswear including its premium Fuzion activewear line utilizing FT2 technology. “Sherry and her team are at the top of their game this season and Kobe Sportswear is proud to support them in their quest for the Olympic Trials� said William Chen, Kobe Sportswear marketing executive.

Join SanMar Canada's Anniversary Celebration ć F "VUIFOUJD 5 4IJSU $PNQBOZ 4BO.BS $BOBEB are celebrating the five year anniversary of the introduction of The Authentic T-Shirt CompanyŽ and $PBM )BSCPVS¼ to the industry. Stop by your local The Authentic T-Shirt Company/SanMar Canada showroom and take part in the celebration!

New Holiday/Winter Promotions

this year with free freight. All your holiday gift giving ideas are ready and waiting to ship, so you can get into the holiday spirit instead of worrying about standing in lines or fighting for parking spots.

Call The Authentic T-Shirt Company/SanMar Canada; East: 800-668-0899, West 800-663-7965 or visit www.sanmarcanada.com for details.

SanMar Canada is making holiday gift shopping easier

Technical Seminar in Halifax a Success Twiga Industries' Technical Seminar, held at *OL 6's Open House in Halifax, Nova Scotia, was a hit among attendees who were eager to learn and discuss the "howto's" of producing quality embroidery.

The two-day event centered around technical issues that embroiderers go through on a daily basis, followed by an open discussion which gave attendees an opportunity to glean specifics on issues facing their business.

"We are very pleased in our ability to help embroiderers out there looking for ways to

Gildan Activewear asked: “Who do YOU support?â€? and the votes are in Now in its second year, the Gildan “I Support‌â€? Program has drawn nominations for over 130 different charities from members of the apparel and promotional products industry while positively impacting more than 90 charities in North America with donations exceeding $87,000 U.S. year to date.

With the announcement of the top 10, the program moves to phase two, where a panel of judges will select five of the 10 to receive additional donations from Gildan totaling $100,000.

This year, as an exciting addition to the campaign, participants from the U.S. that nominated a registered 501 (c) 3 charity were also able to direct an immediate $50 donation from Gildan to their favorite charity via Gildan Good CardsÂŽ resulting in over $87,000 in donations to date.

The top 10 charities in the “I Support‌â€? 2011 campaign are: t "MCFSUB "OJNBM 3FTDVF $SFX 4PDJFUZ t "NJ[BEF (MPCBM 4FSWJDF -FBSOJOH t "OHFM $PWFST t #SFBL "XBZ ć F "MUFSOBUJWF #SFBL $POOFDUJPO *OD t $BNQ %SFBNDBUDIFS t 'PSHJWFO .JOJTUSZ *OD t 0VS -JUUMF 3PTFT 'PSFJHO .JTTJPO 4PDJFUZ t 3&70-65*0/ t 3POBME .D%POBME )PVTF PG 3PDIFTUFS ./ *OD t :&4*86") *OD Five of the charities announced will be chosen by a panel of judges to receive donations ranging from $10,000 to $50,000 U.S. from Gildan based on their demonstration of the characteristics of Accountability, Sustainability and Impact, lynchpins to the Gildan Genuine Stewardship philosophy that serves as the impetus for the “I Support‌â€? program.

Recipients of the donations will be announced in January of 2012. For more details on Genuine Stewardship, the “I Support‌â€? timeline and selection process, please visit

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improve their technical skill sets," said Alnoor Remtullah, president of Twiga Industries.

For information on future seminars in your area, please visit www.twigaind.com.

Spector & Co. Highlights Corporate Culture with Book and Video Launch In conjunction with its 20th anniversary, 4QFDUPS $P has launched a book and video entitled The Spector Way. "At the core of our philosophy are our 'Seven Rules of Engagement,' which are illustrated in this book in a creative and insightful way with some fun and truthful supporting stories," says company president Rob Spector, noting the company's growth from "only a few employees in the '90s to over 300 today."

"The engaging video includes heartfelt comments from our entire management team openly expressing, in their own words, their views on the unique culture we all believe in at Spector & Co.," added Spector To view the video, go to 4QFDUPSBOEDP DB DVMUVSF@CPPL

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GILDAN FLEECE… SIX GREAT NEW STYLES FOR EVERY TASTE! The best-selling Heavy Blend collection delivers no-pill performance in the industry’s tightest knit fleece… challenging you to create great screenprint designs. New to this collection are Ladies Full Zip Hood and Fashion Pants, featuring slimmer cut and feminine finishing details. Also new is the retro-inspired Cross Dyed Vintage Zip and the sporty Contrast Hood. Also check out our all-new DryBlend Stadium Blanket… perfect for keeping the fans warm at the late fall classic.

Contact your favourite distributor for more details about these new exciting styles.

NEW 12900 DryBlend Fleece Stadium Blanket

DISTRIBUTORS Toba Sportswear www.tobasportswear.com MPT-Shirts 877-342-5678

NEW 18400FL Heavy Blend™ Missy Fit Open Bottom Sweatpants

Modes Géantes/ Giant Fashions www.giantfashions.com SanMar Canada www.sanmarcanada.com

NEW 18400B Heavy Blend™ Youth Open Bottom Sweatpants

NEW 185C00 Heavy Blend™ Adult Contrasted Hooded Sweatshirt

NEW 18600FL Heavy Blend™ Missy Fit Full Zip Hooded Sweatshirt

NEW 18700 Heavy Blend™ Vintage Classic Adult Full Zip Hooded Sweatshirt

Technosport www.technosport.com Westmount Distributors www.westmountdist.on.ca

M YG I L DA N .C A

News [BusinessDevelopment]

The Incentive Dilemma

Building a sales incentive program that works

by Paul Shearstone

In the ever-changing promotional products landscape, it can become especially tricky for business owners to reward individual success and performance due to the integrated team efforts which are essential in meeting customers' everincreasing needs.

The cohesion between departments is vital as salespeople rely dearly on marketing and support staff to ensure promises made are kept.

Further to that, customers are more likely to make their buying decisions based on a vendor's overall capabilities, not because of a key individual's efforts.

However, it's all too common practice for managers to rush through the development process when creating an incentive program that aims to meet all the criteria they may wish to satisfy. Some of these programs are not as successful as they could be because they fail to fully appreciate what motivates salespeople and drives them to overachieve.

The dangling of the proverbial carrot is an ancient art that is commonly understood to be at the heart of human behavior, psychology, motivation, and in particular, business. Manufacturers and distributors commonly use this technique with their channel partners in an effort to add unique motivational value to move specific products or services. The reason this technique has stood the test of time is because, for the most part, it works! At times, however, elements of the technique are executed improperly. Sales incentive programs under perform or fail as a result.

The monetary value of incentives are often not the critical factor in motivating sales people to succeed. Take my own example: I was fortunate to work in an industry that provided an unending supply of incentives and awards for overachievement. I knew that, if I won every trip, every TV, every incentive offered, the money would come with it!

For me, the money and the goodies were not my primary motivation. My philosophy was simple; “If you win all the incentives there are to win, you couldn’t help but be at or near the top every time.” Corporations use incentive programs to drive behavior and I agreed to play the game and conform

to their wishes; what gets rewarded, gets done.

The problem, from the vendors’ point of view, is that not all salespeople are motivated the same way. Consequently, not all incentive programs work. Why is that?

written off as having missed the target, when in reality, they just weren’t rolled out and managed properly.

From my experience, here are some observations:

the expression, “Timing is Everything!” This is particularly sage and important advice for the successful incentive program planner. Marketing execs can’t know when every competitive incentive program will rear its aggressive head, but they can take strides to ensure their program is given first look.

Any successful salesperson will tell you, most sales are made as a result of due diligence on the front end. Simply put, the better the preparation, the more likely the sale. The same can be said for incentive initiatives. Real incentive programs, like new movie releases, are something to be anticipated. The right amount of promotion ensures greater acceptance and interest that often usurps focus on competing programs.

1. The 80-20 Rule: 20 per cent of the salespeople make 80 per cent of the sales and profits. Too often, sales incentives – perhaps in an effort to be fair – are geared to the entire sales force. The risk in a program like this is that the glove that fits everyone, in the end, fits no one. Enlightened marketing strategists know that the top 20 per cent are already motivated.

Simply put, a strategy that’s geared to light a fire under the next 20 per cent – the next logical group – doubles the business in a more cost efficient manner.

2. The KISS Theory: Salespeople by nature are like electricity, they naturally take the path of least resistance. That’s not to say they are lazy or untoward. In fact, it’s just the opposite; good salespeople look to simplicity to make things happen.

Often, incentive programs fail miserably because of innate complexities either in their recording and reporting systems or in how rewards are won.

If you put the salesperson in a position where they are forced to assess:To get this, I first have to sell this, plus these and not these and they must include these, you are creating a recipe for confusion, sales frustration and failure. In the end, the incentive program becomes a disincentive!

The remedy? Manufacturers must keep the program sweet, simple and attainable. There can be no ambiguity. Anything less will result in a lack of interest, as well as a waste of time and money that can sometimes spill over into other departments whose task it is to administer and account.

3. Education: Edison may have invented the light bulb, but it never went anywhere until a salesman understood its benefits and made the first sale… and probably sold a lamp to go with it!

Incentive programs don’t just sell themselves. Too often, expensive motivational programs are overlooked in the field because reps either don’t understand their value and/or are unsure how to sell them. Many times, good programs are

4. Competition: Everyone’s heard

5. Reward: Any reward-value can become an unmotivated anticlimactic activity if the time span between winning and getting is too long. Successful incentive programs reward immediately! As a rule, the faster the reward is delivered, the greater the enthusiasm for the program.

Although on some levels, salespeople are a complex breed, when it comes to incentives, they are – for the most part – quite predictable. Their nature is to react to excitement or challenge faster then most, and then move on. One way to maximize their natural bent and ensure greater program success is simply to cater to their natural motivators. Get them their stuff QUICKLY!

6. Recognition: At the risk of making salespeople appear shallow or monolithic (they are not), recognition amongst their peers is still the quintessential motivator, whether there’s an incentive program or not.

The rule again is, there is no such thing as TOO much recognition. Salespeople by nature gravitate to the limelight much like other performers, and so there should be no shortage of achievement and overachievement recognitions that find their way – in a timely manner – to the public’s eye.

Psychological studies have shown that the pursuit of recognition, in and of itself, can make the difference in targeting that critical second 20 per cent on the sales achievement ladder. Experts agree that successful sales teams find motivation in their own champions. Highlighting the sales leaders instills excitement and a definable hierarchy that beckons all players to become a part.

Another fact that is frequently overlooked is that recognition, whether part of an incentive or not, is the least expensive means of motivation. In many cases, it’s free! Often, shaking the hand of the president in front of the company is all it takes to galvanize the need to overachieve.

The Bottom Line: Manufacturers and Distributors must take greater care when designing motivational incentive programs.

Take a page out of the Sales 101 book that says, “Find out what they want, then, give it to them!” But always remember: make sure to keep it simple, keep it clear, promote it properly, reward immediately, and don’t try to target everybody.

About The Author: Paul Shearstone is one of North America’s experts on Sales and Persuasion. An International Keynote Speaker, Author and Writer, Paul enlightens and challenges audiences as he informs, motivates and entertains. His newest soughtafter motivational sales seminar is ‘The Excellence Delta’.

To comment on this article or to book Paul for your next event we invite to contact Paul Shearstone directly at 416-728-5556; www.success150.com or paul@success150.com.

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News [Questions+Answers] Answers to your questions are provided courtesy of the experts at Lancer Group International - a leading manufacturer of screen printing textile inks, supplies and many other related imprinted textile products.

Established in 1973, Lancer Group has become a global leader in all aspects of textile screen printing for well over 30 years. They can be reached at 1-800-665-4875; www.lancergroup.com & www.discoverylancer.com.

Question: Do i have to sharpen my squeegees blades? If so, how often?

Answer: Usually for textile screen printing it is not necessary to sharpen squeegee blades. When it gets to a point where they are too dull, replacing them is the best option. They are usually priced around $1.50/inch. The cost to replace them outweighs the expense of a squeegee sharpener.

Today’s squeegee blades are made from a nylon material as opposed

the rubber of old. They stay sharp longer and will resist wear brought on by cleaning agents and solvents. Printers can also invest in triple durometer blades. They offer a stiff core with softer outside edges.

These blades will last for decades without requiring to be sharpened.

Triple Durometer squeegee blades usually retail for about $4.00/ inch. It is a bit of a price difference but in the long run may be worth it.

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Q; I am looking for my first flash dryer. I wanted some advice on features to keep in mind during this buying process....and can i use a flash cure to completely cure plastisol prints if i don't have the budget for a conveyor dryer just yet?

If you are looking for a flash dryer that will properly cure plastisol ink, I would recommend sourcing something that uses quartz bulbs. They are a very consistent source of dry heart. Basically when switched on the bulbs light up for a predetermined amount of time and then shut off. The result is always the same. This way you can run tests to see how long it takes to cure the ink and then with the timer accurately recreate it in production.

Ceramic panels will cycle between off and on which results in inconsistent temperatures. If you use this type of heat source for curing you will get different results from garment to garment. When curing plastisol ink, consistency is the key to success. Wash-ability will be compromised if ink is under or over cured. The best possible solution is to invest in a conveyor dryer. They have enclosed elements and vary only a few degrees when cycling.

Q: My exposure unit is old and i am looking to replace it. What features should i be looking for and how much should i spend? The one i had was an antique basically given to me for free and it took 15-20 mins to burn a screen.

There are three types of bulbs that generate enough UV light to properly expose photo emulsion, the least of which is halogen. That is probably what you are using currently. An upgrade would be fluorescent tubes that have the UV filters removed. Units fitted with this light source are usually quite affordable. They cost anywhere between $2-3,000. Exposure times will vary depending on the emulsion being used but a rough guide is 4-7 minutes.

Metal Halide or single light source units are by far the best. They can expose emulsion as fast as 30 seconds. You can use them to make thick stencils for high density printing plus they are suitable for everyday use. These units start at about $6,000. The price will increase based on size or screen capacity.

For smaller screen printing shops in Canada that process 15-20 screens per day, fluorescent tube light would be adequate. For larger shops that process more screens and offer special effect printing, a single light source unit is essential. I would never recommend halogen light as it is quite slow and inconsistent.

New

Spring Collection

10 New Styles Coming January 2012

Roots 73 is a Registered Trade mark of Roots Canada Ltd. used under license.

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Toronto Imprint Canada Show Toronto Congress Centre, North Building

EXHIBITORS A.J.M. INTERNATIONAL LTD. ACTION ILLUSTRATED ALL GRAPHIC SUPPLIES ALO ALSTYLE APPAREL AMANN-HFK AGENCY AMERICAN & EFIRD CANADA INC. AMERICAN APPAREL ASH CITY ASI CANADA ATDESIGNS INSIGNIA INC. ATTRACTION AVANI CREATIONS INC. BABYLOCK CANADA BARUDAN CANADA INC. BELLA BIC, INC. CAMPEA/M.T.P. CANADA SPORTSWEAR CORP. CANADIAN ENGRAVERS SUPPLY CANSEW INC. CANVAS CAPCO SPORTSWEAR INC/KC CAPS CMB SERVICES COTTONTEX CANADA INC. CUSTOMIZED MATS CYNB INTERNATIONAL D.K. INTERNATIONAL DUNBLANE AND TURNERS ECORITE DISTRIBUTORS INC. EMBLEMTEK SOLUTIONS GROUP INC. EMBROIDERY SYSTEMS CANADA EMTECH EMBROIDERY ENGRAVER'S EXPRESS INC. ESP FAME TEXTILE CANADA INC. FERSTEN WORLDWIDE

FILA FRUIT OF THE LOOM GAMUT CANADA INC. GILDAN ACTIVEWEAR GUNOLD CANADA GURU SPORTSWEAR HEADWEAR CANADA HONG-TEX INC. IMPRINT CANADA IMPRINTOR BADGE-A-MINIT INK4U INTERFORME INTERLININGS INVESTORS GROUP J & J MANUFACTURING JERICO SPORTSWEAR JOTO PAPER LTD. KING ATHLETICS KNP HEADWEAR INC. KOBE SPORTSWEAR INC. LEVEL 33 LUDACHRIS HATS LTD. M & O KNITS MACARON INC. MAGNUS PEN CORP. MARATHON THREADS CANADA MARKETEX APPAREL INC./OPUS MIDLAND CLOTHING MODES NAGI FASHIONS INC. NEXEN SPORTSWEAR INC. PARAGONE PARKDALE NOVELTY PATCHES & LABELS PERMABOSS PIONEER PROTECTIVE PRODUCTS PRESTO-CREST LTD. PROCAN INC. PROMOTIONAL MEDIA

10 Imprint Canada | November/December 2011

QUALITY KNITTING RE-FLEX 2000 INC. REBEL APPAREL INC. REDWOOD CLASSICS APPAREL RICHLU MANUFACTURING RUBENSTEIN BROS. (ONT) LTD. SANMAR CANADA SCREENTEC CORPORATION SHARPER IMAGE APPAREL SHOPWORKS SIMPLEX PROMO SPECTRA APPAREL CANADA STAHLS' CANADA STORMTECH PERFORMANCE APPAREL STRATEGIC SALES TEAM SUNSHINE EMBROIDERY PUNCHING TEAMCO SPORTSWEAR INC. TECHNOSPORT CANADA THAT'S MY BALL THE JOHN FORSYTH SHIRT CO. THE PRINTED DRINKWARE CO. TOTAL GRAPHICS NETWORK TRIMARK SPORTSWEAR GROUP INC. TWIGA INDUSTRIES VALUE-RITE VERSA TRANS WESTHALL APPAREL WESTMOUNT DISTRIBUTORS WHITERIDGE INC. WILLOX GRAPHIC SUPPLIES WINDMILL CANADA WINGS DIGITIZING WINNER GARMENT IND. LTD WOODSTRANSFERS.COM ZORREL INTERNATIONAL INC.

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Toronto Congress Centre, North Building Imprintcanada.com/shows

Toronto Imprint Canada Show

WANT TO IMPROVE YOUR SKILL SET? Check out Imprint Canada’s Educational Line-Up featuring informative seminars hosted by renowned industry experts THURSDAY JANUARY 5, 2012

10 a.m. - 5 p.m.

TACTICS: EATING YOUR W1: SURVIVAL COMPETITORS AND CAPTURING THEIR CUSTOMERS

FULL DAY PRE-SHOW WORKSHOP

By Mark Venit, MBA, Apparel Graphics Institute

$99 Advance / $125 On-Site

S1:

SATURDAY JANUARY 7, 2012

8:30 a.m. - 10 a.m.

S5: VENIT’S 24 WAYS TO GET CUSTOMERS TO LOVE YOU!

By Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site SATURDAY JANUARY 7, 2012

10:30 a.m. - 12 p.m.

S6: TINY DESIGNS AND TRICKY FABRICS

FRIDAY JANUARY 6, 2012

8:30 a.m. - 10 a.m.

By Frances McAvity, Gunold Canada

$30 Advance / $45 On-Site

PRICING EMBROIDERED & SCREEN PRINTED APPAREL

SATURDAY JANUARY 7, 2012

By Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site

S7: LOGOS TO WIN EVERY BID

1 p.m. - 2:30 p.m.

By Stahls' Canada

S2:

FRIDAY JANUARY 6, 2012

10:30 a.m. - 12 p.m.

$30 Advance / $45 On-Site

THE 6 BEST WAYS TO RUIN YOUR BUSINESS

By Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site

S3:

FRIDAY JANUARY 6, 2012

1 p.m. - 2:30 p.m.

WHY HEADWEAR?

By Craig Lockhart, A.J.M. International

$30 Advance / $45 On-Site

S4:

FRIDAY JANUARY 6, 2012

3 p.m. - 4:30 p.m.

COREL DRAW- BEYOND THE BASICS

By David Ihm, Total Graphics Network

$30 Advance / $45 On-Site

FOR FULL SEMINAR DESCRIPTIONS, PLEASE VISIT WWW.IMPRINTCANADA.COM ,PSULQW &DQDGD _ 1RYHPEHU 'HFHPEHU

TO REGISTER for any of these informative sessions, COMPLETE AND RETURN THE FORM on Page 14. Please take note of the codes (i.e. S3) and check off the corresponding seminars on the form.

Note: seating is limited, reserve your space today.

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Toronto Congress Centre, North Building Imprintcanada.com/shows

Toronto Imprint Canada Show

OFFICIAL SHOW SPONSORS

REGISTRATION FORM

SHOW HOURS FRIDAY JANUARY 6, 2012 10 A.M. - 5 P.M. REGISTRATION OPENS AT 9 A.M. SATURDAY JANUARY 7, 2012 10 A.M. - 4 P.M. REGISTRATION OPENS AT 9 A.M.

2012 Toronto Imprint Canada Show GENERAL INFORMATION: (all fields must be completed in full.)

By registering to attend the Imprint Canada Shows, you agree to the Rules & Regulations set out by the Shows Advisory Board. You agree to abide by the Show Code of Conduct. You understand that this Event is open to the trade only and agree not to bring clients nor anyone else not in our industry to this Event. By providing your information on this form, you consent to receive e-mail, fax, written and other communications from the Imprint Canada Show and its exhibitors. Photography and/or video recording of any kind is strictly prohibited without prior written consent of the Imprint Canada Shows. We cannot confirm receipt of fax/mail registrations until after December 12. For instant confirmation, please register on-line at www.ImprintCanada.com.

Only one registrant per form will be processed. Please copy this form as necessary for additional registrants. Badges will be mailed only to those registrations received by December 2, 2011.

FIRST NAME: (One registrant per form. Registrant must be at least 16 years old.)

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4. Register for one or more Show workshops or seminars (Page 11). Admission to the Show is FREE with your paid registration.

3. JOB TITLE:

S

A. B. C. D. E. F. G. H. I. J. K. L. M. N.

REGISTRATION OPTIONS

3.Register onsite at the Show, cost $20 (GST included). Note: The Imprint Canada Show will admit buyers into the hall for FREE if they hold a badge from a previous Imprint Canada Show.

FAX:

E-MAIL ADDRESS:

P

2. Complete the form (right) and fax it to (905) 856-2667.

LAST NAME: (Full name must be provided. Incomplete registrations will be discarded.)

BUSINESS NAME: (Registrant must belong to an industry-related registered business. Proof of business registration may be required.)

1. PRIMARY & SECONDARY TYPE OF BUSINESS:

1.Register online for FREE at www.imprintcanada.com and be entered to win a GPS courtesy of Imprint Canada.

FRIDAY JANUARY 6, 2012 -- 10 a.m. - 5 p.m.

SATURDAY JANUARY 7, 2012 -- 10 a.m. - 4 p.m.

PROMOTIONAL/AD SPECIALTY PRODUCTS PREMIUMS & INCENTIVES EMBROIDERY/MONOGRAMMING DIGITIZER HOME SEWER/EMBROIDERER SCREEN PRINTING DIGITAL DECORATOR (TRANSFERS, SUBLIMATION, ETC.) COMMERCIAL PRINTING DIGITAL PRINTER SPORTING GOODS RETAILER WHOLESALER/DISTRIBUTOR MANUFACTURER OTHER: _______________________________________________________

2. SHOW/PRODUCT INTERESTS: (Check all that apply) A. B. C. D. E. F. G. H. I. J. K. L. M.

PURCHASING IMPRINTABLE APPAREL PURCHASING AD SPECIALTY/PROMOTIONAL HARDGOODS PURCHASING EMBROIDERY EQUIPMENT PURCHASING EMBROIDERY SUPPLIES PURCHASING SCREEN PRINTING EQUIPMENT PURCHASING SCREEN PRINTING SUPPLIES PURCHASING DIGITAL PRINTING EQUIPMENT PURCHASING DIGITAL PRINTING SUPPLIES PURCHASING OTHER EQUIPMENT AND/OR SUPPLIES MEET/VISIT SUPPLIERS FACE-TO-FACE ATTEND SEMINARS SEE NEW PRODUCT LINES FOR POTENTIAL FUTURE PURCHASE OTHER: ____________________________________________________________

SEMINARS:

A. C. E. G.

OWNER/PART OWNER PURCHASING/BUYER MANAGER OTHER: ____________________________

B. PRESIDENT D. SALES F. PRINTER/TECHNICIAN

4. WHAT IS YOUR PURCHASE ROLE WITHIN YOUR COMPANY? A. C. E.

AUTHORIZE/APPROVE IDENTIFY/SPECIFY NEEDS OTHER: ____________________________

B. EVALUATE/RECOMMEND D. NO PURCHASING ROLE

5. ANNUAL SALES VOLUME: A. C. D. F.

B. $100,001 - $250,000 D. $500,001 - $999,999 E. OVER $5 MILLION

UNDER $100,000 $250,001 - $500,000 $1 MILLION - $5 MILLION UNKNOWN

6. ARE YOU A MEMBER OF ANY INDUSTRY ASSOCIATIONS? A. YES: WHICH? _______________________________

B. NO

7. HOW MANY EMBROIDERY HEADS DOES YOUR COMPANY UTILIZE? A. 1 HEAD C. 6-12 HEADS E. WE DO NOT EMBROIDER

B. 2-5 HEADS D. 12 OR MORE HEADS

8. HAVE YOU ATTENDED A PAST IMPRINT CANADA SHOW? A. YES

B. NO

C. CAN’T RECALL

Please check off the seminar(s) you wish to attend. Prices in parentheses are the on-site prices. Register in advance in order to qualify for lower prices. See www.ImprintCanada.com for seminar details and codes.

W1 - $99 ($125)

S1 - $30 ($45) S5 - $30 ($45)

S4 - $30 ($45) IF PAYING BY CREDIT CARD:

VISA MasterCard

S2 - $30 ($45) S6 - $30 ($45)

CREDIT CARD NUMBER:

S3 - $30 ($45) S7 - $30 ($45) EXPIRY:

NAME AS IT APPEARS ON CREDIT CARD:

PLEASE FAX COMPLETED FORM(S) TO (905) 856-2667 OR 1-877-895-7023

OR, IF PAYING BY CHEQUE: PLEASE MAIL FORM(S) AND CHEQUE TO: TRISTAN COMMUNICATIONS LTD., 190 MARYCROFT AVENUE., UNIT 16 WOODBRIDGE, ONTARIO L4L 5Y2

Register by December 2, 2011 to receive your badge in advance!

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Imprintcanada.com/shows

ACCOMMODATIONS & TRAVEL Radisson Suites Hotel Toronto Airport

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640 Dixon Road, Toronto, ON M9W 1J1 1-800-395-7046

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Book Online: http://www.radisson.com/imprint Group Code: IMPRIN Rates: Starting at $130

Book Online: http://tinyurl.com/3hhwnkv Group Code: IMP Rates: Starting at $99

WESTJET 1-877-952-4696 Code: CC7009 10% discount off our best available regular fare at the time of the booking (excluding web and promotional fares). Travel arrangements must be made by calling WestJet's Specialty Sales Team and quote CC7009 at the time of booking. Discounted rates are available for travel up to 3 days prior and 3 days after your event. For travel outside of these dates, we will offer the best available fare at the time of booking. Fares are not applicable to group travel. For groups of 10 or more travelling together, please contact us for fare information.

AIR CANADA Code: FC6YARD1 To book a flight with your promotion code, access AirCanada.com and enter your promotion code in the search panel.

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News [BusinessDevelopment]

Keeping Score: Issues in Industry Specific Accounting – Part II

by Mark L. Venit

In Part One, we looked at accounting philosophies and perspectives, different types of accountants, software considerations, and general ledger issues.

Now, let’s look at industry-specific aspects of constructing your general ledger categories (or “accounts”) and how you can gain more insight from it in terms of monitoring costs, performance levels, and, of course understanding the key components of determining your bottom line and why it is what it is.

For a look-see into industry-specific general ledger accounts, I’ve posted a general ledger format I routinely recommend to clients. (See chart at right) Depending on the size and particulars of your company, each area in it could be expanded -- like having pull-downs of pull-downs, or breaking down categories in a myriad of ways by department and on a consolidated basis.

There are some intentional inconsistencies of entries to show there’s more than one way to handle various aggregated categories, such as advertising, payroll, et cetera.

Please note that this chart is not quite what firms with operations involving extensive manufacturing use. Defining such operations, they are those which manufacture the garments and/or have several pre and post-decoration phases, including pre-treating, specialty dyeing, multiple tagging (licenses, bar-coding, romance tags, security tagging), labeling or re-labeling, folding, bagging (including heat sealing, attaching headers and/ or hangers), et cetera.

In these applications, where apparel decorating is only one phase of the product’s creation, a more specific manufacturing–oriented accounting system is more appropriate.

Operating Ratios Currently, I know of no definitive sources for accessing industry-specific operating ratios of apparel graphics companies for free. The only such empirical study for the apparel graphics industry ever published, weighted for mathematical leveling of the core data, was done by yours truly in 2000 (in Impressions Magazine) and focused exclusively on custom operations; it has no validity for sales agencies, contract operations, or pre-printers.

SGIA produces an annual Operating Ratio report, but it’s based on voluntary responses, virtually all from members. It isn’t a representative sample or statistically valid, but does offer good comparative benchmark information.

The barrier to knowing what your ratios should be, is that no two companies have identical profiles nor is there current data available from any industry publication or organization. That said however, you can establish your own benchmark ratios for your company, in all its various endeavors, and gain the capability to track them for trends or for comparisons by specific months or seasons.

Defining you own benchmarks means you can begin to measure performance - in production, sales, overhead, by per/impression cost or per/thousand stitches, per/decorated location, per/hour, per/whatever, or by selling margins or profitability - and get a reasonably good handle on what’s working and what isn’t.

Understanding how the various components of production operations (pre-production preparation, contract work, teamwear, custom work, preprints, among many other aspects) impact your profitability and amplify or understate labor costs will soon become the means for evaluating your own success, particularly in employee productivity, which is the largest single component of your Profit & Loss Statement after garment purchases.

Other Issues How you distribute your company’s overhead costs into your departments and other expense accounts, and how you segregate sales categories, along with other goals in keeping better score, are all issues where your accountant (who is hopefully a Type Two bean counter) will really earn his or her fees.

By offering insight into controlling costs, modifying prices, and finally getting performance-based information from your numbers, you and your friendly bean counter will help frame the right questions. Providing him or her with the chart of accounts I’ve shown here will undoubtedly help your accountant see your company in a completely new way and motivate your accountant to give you the advice you really need.

Given the variables I’ve cited - accounting perspectives, accounting software choices, general ledger considerations, benchmarking operating ratios - and the finer details in the art and science of accounting, a decision to fine-tune and upgrade your accounting system will pay dividends on the dividends you’re in business to earn.

Think of the exercise as a path to building your own Early Warning System and Report Card.

Happy 4th Quarter! -- mlv Mark L. Venit, MBA, President of Apparel Graphics Institute LLC, provides management and marketing consulting and proprietary research to apparel graphics companies throughout the Americas and Europe. He’s the author of several books and over 500 articles on management and marketing published in trade magazines and professional journals; his columns are featured in Imprint Canada and in the online Impressions Newsletter. His newest book, The Business of T-Shirts: A Textbook for Success in Marketing and Selling Decorated Apparel, released in March 2011, is available from Stahls Canada and from the author.

He’s also chairman of the board of ShopWorks Software, the apparel graphic industry’s leading provider of industry-specific business software, headquartered in West Palm Beach, Florida. ShopWorks software is used every day by more than 3,000 industry professionals working in over 500 screen printing, embroidery, garment manufacturing, and promotional products companies in the United States, Canada, and the United Kingdom. Venit is engaged extensively as an expert witness, qualified in all US and Canadian jurisdictions in the areas of trademark and copyright applications and business conventions and trade practices in the apparel graphics industry. A former professor of advertising and marketing, Venit earned his bachelors and masters degrees at Temple University in Philadelphia, Pennsylvania.

Mark can be reached at: markvenit@cs.com, 410.641.7300.

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The general ledger below isn’t meant or expected to be used in its entirety, nor does it work for all businesses, but you’ll get a good idea of the issues being addressed by management and you and your accountant will have a diverse menu of food for thought.

Suggested / Recommended Chart of Accounts for Apparel Graphics Companies Source: Apparel Graphics Institute LLC / Mark L. Venit, MBA 2011

REVENUE

E +EVQIRXW 7GVIIR 4VMRXIH - Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (a): F +EVQIRXW )QFVSMHIVIH - Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (b): G +EVQIRXW 9RHIGSVEXIH - Custom - Preprint - Contract - Athletic - Other - Discounts - Returns & Allowances Total (c): H 4VSQSXMSREP 4VSHYGXW - Custom - Retail (Preprint) - Contract - Other - Discounts - Returns & Allowances Total (d): I 3XLIV 4VSGIWWIW

( + - Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (e): J 'SRXVEGX 7IVZMGIW - Trade Accounts - Non-Trade Accounts Total (f): K 4VITEVEXMSR 'LEVKIW - Art Preparation - Screen Preparation - Digitizing Preparation - Programming/Threading - Garment Preparation Total (g): *MRMWLMRK 'LEVKIW *YP½ PPQIRX 'LEVKIW *VIMKLX 3YXFSYRH 1MWG 6IZIRYI 6IRXEP -RGSQI 6IXEMP -RGSQI 6S]EPX] -RGSQI )QTPS]II 'SRXVMFYXMSRW )ZIRX -RGSQI 838%0 %00 6):)29)

COST OF GOOD SOLD +EVQIRXW - Garments for Custom Screen Printing Freight - Inbound -Garments for Retail (Preprint) Lines Freight - Inbound - Garments for Athletic Printing Freight - Inbound ----- Garments for Custom Emrbroidery Freight - Inbound - Garments for Retail (Preprint) Lines Freight - Inbound - Garments for Athletic Embroidery Freight - Inbound ----- Garments for Other Decorated Apparel Freight - Inbound ----Total Garment Costs 4VSQSXMSREP 4VSHYGXW - Custom Freight - Inbound - Retail Lines Freight - Inbound - Other ----Total Promotional Products Costs - Purchase Discounts / Rebates ----Misc. Cost of Goods 838%0 '378 3* +33(7 730(

EXPENSES

4E]VSPP 8E\IW - RRSP - Unemployment - Medical - Provincial Wage - Local Wage Total Payroll Taxes

&EH (IFX &ERO 'LEVKIW 'PIERMRK 'SQQMWWMSRW 'SRXVEGX 7IVZMGIW - Art - Digitizing - Embroidery - Finishing - Screen Printing - Other Total Contract Services

4E]VSPP 7IVZMGI 4SWXEKI %HQMR 4SWXEKI 1VOXK 4VSJ (IZIPSTQIRX - General - Management - Employees Total Professional Development

%HZIVXMWMRK - Custom - Preprint - Contract - Other Total Advertising

'SRXVMFYXMSRW 'VIHMX 'EVH *IIW (ITVIGMEXMSR (MVIGXSVW *IIW (YIW 7YFWGVMTXMSRW )(- 7IVZMGI )QTPS]II &IRI½ XW - Child Care - Dental/Optical - Disability Insurance - Life Insurance - Medical / Surgical - Pension / Profit Sharing - Other Total Employee Benefits )QTPS]II 0IEWMRK )RXIVXEMRQIRX *VIMKLX -RFSYRH

I\GPYHMRK KEVQIRXW *VIMKLX 3YXFSYRH *YP½ PPQIRX 7IVZMGIW -RWYVERGI - Liability Coverage - Vehicles - Other Total Insurance -RXIVIWX - Finance Charges - Loan Interest - Credit Card Purchases - Other Total Interest -RXIVRIX 7IVZMGIW 0IEWIW - Equipment - Vehicles - Other 0MGIRWIW 4IVQMXW 0MGIRWMRK *IIW 1VOXK 7EPIW 4VSQS 1IVGLERX (MWGSYRXW 1MWG 4E]VSPP - Officers Salaries - Administrative/Office - Art Department - Digitizing Department - Embroidery Production - Sales Department - Screen Printing Production - Shipping/Receiving - Casual Labor - Other Total Salaries & Wages

4VSJIWWMSREP *IIW - Legal - Accounting - Consulting Total Professional Fees 1EXIVMEPW 7SJX[EVI 6IRX 1SVXKEKI 6ITEMVW 1EMRX - Building/Property - Computers - Equipment - Other Total Repairs & Maintenance 6IXEMP 7EPIW

F] PSGEXMSR X]TI 6S]EPXMIW 7EPIW 7YTTSVX - Travel - Other 7SJX[EVI 7YTTPMIW 3J½ GI 7YTTPMIW %VX (IT X 7YTTPMIW 4VMRXMRK - Art - Ink - Solvents - Other Total Screen Printing Supplies 7YTTPMIW )QFVSMHIV] - Thread - Backing - Misc.

Total Embroidery Supplies 8E\IW I\GPYHMRK TE]VSPP VIPEXIH XE\IW - Corporate / Federal - Corporate / Provincial - Corporate / Local - Mercantile - Property - Other Total Taxes 8IPITLSRI 8VEHI 7LS[ %XXIRH 8VEHI 7LS[ )\LMFMX 8VEZIP 9XMPMXMIW )RIVK] :ILMGPIW ;IFWMXI ;IF (IZIPSTQIRX 838%0 )<4)27)7

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Legends Are Made >OP[LYPKNL 0UJ PZ PU[YVK\JPUN [OL 3LNLUK ;YHJRZ\P[ 1HJRL[ :[`SL *VUZ[Y\J[LK ^P[O H 4PJYV 9PW Z[VW [OPZ QHJRL[ PZ M\SS` TLZO SPULK HUK PZ >H[LY HUK >PUK 9LZPZ[HU[ +L[HPSPUN PUJS\KLZ HKQ\Z[ HISL ]LSJYV J\MMZ aPWWLYLK ZPKL HUK PUZPKL WVJRL[Z H KYH^Z[YPUN ^HPZ[ HUK LHZ` LTIYVPKLY` HJJLZZ MVY J\Z[VT KLJVYH [PVU ;OL TH[JOPUN WHU[ PZ THKL MYVT [OL ZHTL TH[LYPHS HUK MLH[\YLZ aPWWLYLK ZPKL WVJRL[Z HUK HU LSHZ[PJ ^HPZ[IHUK ^P[O KYH^Z[YPUN (]HPSHISL PU H M\SS ZPaL YHUNL PU HU HYYH` VM JVSV\Y JVTIVZ For more information, please contact Whiteridge Inc., Tel: 866-463-4441 or visit www.whiteridgeinc.com.

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:WHUKL_ [OLZL SLNNPUNZ OH]L HU HWWYV_PTH[LS` PUZLHT JT HUK MLH [\YL HU LSHZ[PJ ^HPZ[IHUK (]HPSHISL PU ?: ?3 PU )SHJR HUK *OHYJVHS For more information visit: www.americanapparel.net/wholesaleresources/.

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Be Safe and Be Seen in Any Condition :\THNNV PZ WYV\K [V ZOV^JHZL [OL /P =PZ 9L]LYZPISL :HML[` >PU[LY 1HJRL[ HZ WHY[ VM P[Z ZHML[` JVSSLJ[PVU :[`SL PZ H K\YHISL HUK SPNO[^LPNO[ QHJRL[ ^OPJO TLL[Z *:( A (5:0 YLX\PYLTLU[Z 0[ PZ THKL MYVT WYLTP\T /LH]` U`SVU IYLH[OHISL MHIYPJ PZ /= *LY[PÃ&#x201E; LK HUK MLH [\YLZ WVS`LZ[LY [OLYTHS SPUPUN -LH[\YLZ PUJS\KL LTIYVPKLY` aPWWLYZ H M\SS ZPaL OVVK HUK ZPKL LU[Y` ZSP[Z ^P[O aPWWLY JSVZ\YL MVY LHZ` HJJLZZ ;OL 6\[LY 1HJRL[ PZ )SHJR ^P[O [OL 9L]LYZPISL :PKL PU 3PTL )SHJR ^P[O ¹ 4 :JV[JOSP[L 9LÃ&#x2026; LJ[P]L [HWL (]HPSHISL PU :PaLZ! : ¶ ?3 For more information, please contact Sumaggo, (866) 793 7478 or visit www.sumaggo.com.

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>VVS RUP[ IVUKLK ^P[O 7VS`LZ[LY TPJYVÃ&#x2026; LLJL (]HPS HISL PU )SHJR /LH[OLY )SHJR HUK *OHYJVHS /LH[OLY )SHJR PU ?: ?3 (]HPSHISL PU JVVYKPUH[PUN ^VTLU»Z Z[`SL! -> Please contact Fersten Worldwide, Tel: 800.565.7462 or visit www. fersten.com.

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Performance Jackets Have Two-Layer Performance

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Stylish Hoody has Media Pocket ;OL 9P]LYZPKL -SLLJL -\SS APW /VVK` PZ WLYMLJ[ MVY `V\Y JHUVL VY RH`HRPUN [YPWZ VY ^OLU `V\ÂťYL ZPTWS` SV\UNPUN HYV\UK [OL KVJR VY IVH[ >P[O H QLYZL` RUP[ OVVKLK SPUPUN HUK TLKPH WVJRL[ [OPZ OVVK` ^PSS RLLW `V\ JVa` PU [OL YP]LYZPKL IYLLaL For more information, please contact Trimark Sportswear, Tel: (800) 723-8383 or visit www.trimarksportswear.com

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Moisture Wicking Cap is Built for Performance ;OPZ 4VPZ[\YL >PJRPUN WLYMVYTHUJL JHW PZ HU L_JLSSLU[ JOVPJL MVY HU`IVK` ^OV HWWYLJPH[LZ HU HJ[P]L SPMLZ[`SL HUK [OL V\[ KVVYZ ;OL \S[PTH[L -,9:; +9@Â? [LJOUVS VN` ^PSS RLLW `V\ KY` HUK JVTMVY[HISL ^OPSL WYV[LJ[PUN `V\ MYVT OHYTM\S <= YH`Z 4VYLV]LY [OL JHWÂťZ JVU[YHZ[PUN WHULSZ VU WLHR HKK H MYLZO HUK JVSVYM\S LSLTLU[ [V P[Z KLZPNU :[`SL -7 PZ THKL MYVT ;V^LY 5`SVU 4PJYVĂ&#x201E; ILY HUK JVTLZ PU >OP[L 5H]` >OP[L .YHWOP[L )SHJR 9LK HUK )SHJR .YHWOP[L For more information, please contact Fersten Worldwide, Tel: 800.565.7462 or visit www.fersten.com

Get Noticed With High Visibility Safety Wear :\THNNV PZ WYV\K [V ZOV^JHZL [OL /P =PZ 0U 1HJRL[ ^P[O ;OPUZ\SH[L 8\PS[LK 0UULY 1HJRL[ ;OL 6\[LY 1HJRL[ :[`SL PZ H SLUN[O YHPU QHJRL[ THKL MYVT JLY[PĂ&#x201E; LK / = WVS`LZ[LY > 7 IYLH[OHISL MHIYPJ ^P[O WVS`LZ[LY SPUPUN -LH[\YLZ PUJS\KL H M\SS ZPaL OPKKLU OVVK \U KLY JVSSHY ^OPJO N\HYKZ HNHPUZ[ ^PUK YHPU H MYVU[ WSHJRL[ ^P[O ZUHWZ I\[[VUZ HUK š 4 :JV[JOSP[L [HWPUN MVY ]PZPIPSP[` ;OL PUULY QHJRL[ Z[`SL OHZ H KL[HJOHISL ZSLL]L VW[PVU [V ILJVTL H ]LZ[ HUK MLH[\YLZ HU PUULY aPWWLY MVY LTIYVPKLY` HUK 4 :JV[JOSP[L [HWPUN ;OPZ QHJRL[ HSZV JVTLZ ^P[O H -SLLJL 0UULY 1HJRL[ VW[PVU :[`SL (]HPSHISL PU : ?3 PU /= 3PTL [OPZ QHJRL[ PZ JVTWSPHU[ [V *:(A (5:0 YLX\PYLTLU[Z For more information, please contact Sumaggo, (866) 793 7478 or visit www.sumaggo.com.

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Proudly Made in Canada Collection! *OLJR V\[ 9LK^VVK *SHZZPJ (WWHYLS Z UL^LZ[ Z[`SLZ HKKLK [V [OL 4HKL PU *HUHKH *VSSLJ [PVU ;OL JVSSLJ[PVU PUJS\KLZ [OL JVa` <UPZL_ Va -\SS APW 4VJR 5LJR 1HJRL[ Z[`SL

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:\THNNV PZ ZOV^JHZPUN [OL /PNO =PZPIPSP[` 7VS` *V[[VU -SLLJL -\SS APW /VVK` HZ WHY[ VM P[Z UL^ ZHML[` JVSSLJ[PVU :[`SL PZ JVUZ[Y\J[LK MYVT JLY[PĂ&#x201E; LK / = WVS`JV[[VU Ă&#x2026; LLJL MHIYPJ HUK MLH[\YLZ HU V\[ZPKL OVVK M\SS MYVU[ aPWWLYZ YPI J\MMZ HUK IV[[VT H IPN RHUNHYVV WVJRL[ VU MYVU[ HUK 4 :JV[JOSP[L [HWPUN ;OPZ NHYTLU[ PZ JVTWSPHU[ [V *:( A (5:0 YLX\PYLTLU[Z For more information, please contact Sumaggo, (866) 793- 7478 or visit www.sumaggo.com.

;OL *YLZ[VU -SLLJL 2HUNH /VVK` PZ WLYMLJ[ MVY SH`LYPUN VU JVVS KH`Z *VTMVY[HISL ZVM[ HUK K\YHISL P[ÂťZ L]LY`[OPUN `V\ JV\SK ^HU[ PU H OVVK` (SVUN ^P[O [OL QLYZL` RUP[ OVVK SPUPUN [V RLLW `V\ ^HYT PU [OL L]LUPUNZ [OPZ OVVK` PZ H T\Z[ OH]L MVY HU` V\[KVVYZTHU

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(14 PZ WYV\K [V YL PU[YVK\JL [OL A 4 IVHYK [VX\L A 4 J\MM [VX\L [V (14ÂťZ L_[LUZP]L ^PU[LY SPUL \W )V[O [VX\LZ HYL THKL MYVT H SPNO[^LPNO[ HJY`SPJ YPI RUP[ HUK IV[O OH]L H UL^ PTWYV]LK Ă&#x201E; [ ;OLZL [VX\LZ VMMLY H NYLH[ ]HS\L ^OPSL WYV]PKPUN ^HYT[O MVY [OVZL JVSK ^PU[LY KH`Z (]HPSHISL PU ISHJR HUK UH]` For more information please contact AJM International at 1-800-3616256 or visit their new website www.ajmintl.com

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Improved Fit Gives Even Better Value

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Sheet Sizing: 12â&#x20AC;?x12â&#x20AC;?, 14â&#x20AC;?x10â&#x20AC;?, 14â&#x20AC;?x21â&#x20AC;? and 22â&#x20AC;?x33â&#x20AC;?

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AD SPecialty Weekly Agenda for Those On the Go :WLJ[VY *V PZ ZOV^JHZPUN P[Z 5LV:RPUย >LLRS` (NLUKH 0[LT (. > PZ H WVY[HISL HUK WYHJ[PJHS HNLUKH ^P[O V]LYHSS KPTLUZPVUZ VM ยน _ ยน -LH[\YLZ PUJS\KL HU PU[LYPVY N\ZZL[LK WVJRL[ VU IHJR PUZPKL JV]LY H TH[JOPUN LSHZ[PJ JSVZ\YL HUK H YPIIVU IVVRTHYR ,HJO HNLUKH MLH[\YLZ SHUN\HNLZ ,UNSPZO .LYTHU -YLUJO 0[HSPHU HUK :WHUPZO ^P[O SH`V\[Z MVY WLYZVUHS KH[H H JHSLUKHY TVU[OZ H[ H NSHUJL TLHZ\YLZ HUK JVU]LYZPVUZ PU[LYUH[PVUHS ZPaLZ PU[LYUH[PVUHS [PTL aVULZ HUK ^LLRZ H[ H NSHUJL MVY For more information, please visit www.spectorandco.ca.

Moblie Screen Cleaners =PZWHR PZ ZOV^JHZPUN +PNP4H[LZ 4VIPSL :JYLLU *SLHULYZ -VY \ZL ^P[O JLSS WOVULZ HUK V[OLY TVIPSL KPNP[HS WYVK\J[Z [OL Z\WLY ร UL TPJYVร ILY MLH[\YLZ H UVU THYRPUN ZPSPJH NLS WHK THR PUN [OLT ZHML [V \ZL VU HU` 7+( VY [HISL[ (KOLZP]L MYLL YL\ZHISL ^HZOHISL HUK YLWVZP[PVUHISL [OL ZJYLLU JSLHULYZ JHU IL KLJVYH[LK PU M\SS JVSV\Y MVY `V\Y UL_[ L`L JH[JOPUN WYVTV For more info, please visit www.insaneproducts.com.

Give a Gift of Style!

-0,3 PZ PU[YVK\JPUN [OL UL^ :WPY P[Z .PM[ )HN 0[LT 4-: PZ H TPJYVร ILY :\LKL ZWPYP[Z IHN ^P[O ULJR KYH^Z[YPUN JSVZ\YL .YLH[ MVY OVSPKH` NPM[ NP]PUN HUK MVY HU` OVSPKH` [OLTLK WYVTV[PVUZ To see all of FIELโ s new and innovative offerings, please visit FIEL.com.

A Perfect Gift Idea ;OPZ Va Z[HPUSLZZ Z[LLS IV[[SL MYVT (JYV )HN .PM[ 4VKLS PZ WLYMLJ[ HZ H NPM[ VY MVY WLYZVUHS \ZL 0[ MLH[\YLZ H JHYHIPULY MVY HKKLK JVU]LUPLUJL" H[[HJO P[ [V `V\Y IHJRWHJR S\UJOIHN VY L]LU `V\Y ILS[ 0[ JVTLZ PU ZPS]LY HUK PZ WLYMLJ[ MVY ZJYLLU WYPU[LK SVNVZ )7( MYLL JVH[PUN \ZLK For more info on this product, please contact Honta/AcroGift at (905) 305-0688 or visit their site at www.acrobag.ca

Premium Pens Now Available in Satin Silver 4HNU\Z 7LU PZ ZOV^JHZPUN [OL ZVWOPZ[PJH[LK 0U]HKLY :H[PU :PS]LY 4L[HS ;^PZ[ (J[PVU )HSS 7VPU[ 7LU 7HJRHNLK PU HU LSLNHU[ ]LS]L[ ZSLL]L [OPZ WLU PZ H NYLH[ WYLTP\T VW[PVU [V VMMLY `V\Y TVZ[ KPZJLYUPUN JSPLU[LSL 0TWYPU[PUN HUK SHZLY LUNYH]PUN KLJVYH[PUN VW[PVUZ HYL H]HPSHISL For more information, please visit www.magnuspen.com

New Pure Glass Water Bottle ,:7 PZ PU[YVK\JPUN [OL 5L^ 7\YL .SHZZ >H[LY )V[[SL 0[LT + ;OL 5H[\YHS PZ H Va )7( -YLL W\YL UH[\YHS NSHZZ IV[[SL [OH[ MLH[\YLZ H ^PKL TV\[O VWLUPUN MVY PJL J\ILZ HU LHZ` ZJYL^ VU JHW H YL[YHJ[HISL LHZ` OHUKSL HUK H ZPWWPUN ZWV\[ ^P[O LHZ` JSVZ\YL ;OL 0TWYPU[ (YLH JHU IL KLJVYH[LK VU LP[OLY ZPKL VY HZ H ^YHW For more information, please visit www.esppromo.com.

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Get Ready for Hockey Season

Pressure Sensitive Fusible Backing for Appliques ;OPZ PZ H \UPX\L VUL ZPKLK M\ZPISL ^P[O H WYLZZ\YL ZLUZP[P]L YLSLHZL WHWLY :WLJPÄ JHSS` KLZPNULK MVY HWWSPX\L TH[LYPHSZ" SVNVZ LTISLTZ HUK WH[JOLZ -\ZL [OL IHJRPUN [V MHIYPJ KPL J\[ [OL HWWSPX\L KLZPNU YLTV]L [OL YLSLHZL WHWLY WSHJL P[LT VU NHYTLU[ HUK LTIYVPKLY VY ZL^ P[ PU WSHJL For more information, please contact American & Efird Canada, Tel :(800)-361-0787, canada.client@amefird.com or visit www.amefird.ca.

3HUJLY .YV\W 0U[LY UH[PVUHS PZ VMMLYPUN 7YV :[P[JO! 9LHK` [V ^LHY UHTLZ HUK U\TILYZ 5V ZL^ PUN YLX\PYLK 7YV :[P[JO PZ +PZJV]LY` *HUHKH»Z WVW\SHY WYL ZL^U 7YV ;^PSS U\TILYZ HUK SL[[LYZ ^P[O aPN aHN Z[P[JOPUN [V WYL]LU[ MYH`PUN VM [OL LKNLZ ( OLH[ ZLHS HKOLZP]L PZ HWWSPLK [V [OL IHJR [V MVYT H WLYTHULU[ IVUK ^P[O [OL MHIYPJ 7YV :[P[JO PZ H]HPSHISL HZ H J\Z[VT J\[ /H]L `V\Y J\Z[VT [LHT SVNVZ U\TILYZ HUK ZWLJPHS[` P[LTZ JYLH[LK [V SVVR SPRL [OL WYVZ For more information, please contact Lancer Group International, Tel: (800) 665-4875 or visit www.lancergroup.com.

Ensure Top Quality Embroidery Every Time *HUZL^ 0UJ PZ VMMLYPUN -9 LTIYVPKLY` [OYLHKZ HUK YLHK` ^V\UK IVIIPUZ 2LLW V\Y Ä YZ[ YLZWVUKLYZ HUK [OVZL VU [OL MYVU[ SPUL ZHML ^OPSL LUZ\YPUN [VW X\HSP[` LTIYVPKLY` YLZ\S[Z 9LSPHIPSP[` HUK WLYMVY THUJL ^OLU P[ JV\U[Z [OL TVZ[ For further information, please contact Cansew Inc. at 1-800-361-7722 or info@cansew.ca. To see the full product range, visit either www.cansew.com or www.cansewspecialops.ca.

Tired of Dedicating a Print Head to a Flash Cure Unit?

0M `V\ ^HU[ [V WYPU[ LPNO[ JVSV\YZ VU `V\Y LPNO[ JVSV\Y H\[VTH[ PJ JVUZPKLY [OL -SHZOIHJR H ZWLJPHSS` KLZPNULK Å HZO J\YL \UP[ [OH[ TV\U[Z VU HU` -YLLKVT VY 1H]LSPU WYLZZ THKL I` >VYROVYZL 7YVK\J[Z ;OL -SHZOIHJR \ZLZ H ZO\[[SL Z`Z[LT [V H\[VTH[PJHSS` ZSPKL P[Z [OPU X\HY[a LSLTLU[ IL[^LLU [OL NHYTLU[ HUK ZJYLLU ([ H [LTWLYH[\YL VM KLNYLLZ P[ Å HZOLZ [OL KLZPNU HUK [OLU H\[VTH[PJHSS` YL[\YUZ [V P[Z Z[HY[PUN WVZP[PVU (M[LY LHJO Å HZO [OL NHYTLU[ PZ JVVSLK ^P[O I\PS[ PU [\YIV MHUZ 6UL VM [OL -SHZOIHJR»Z TVZ[ \UPX\L MLH[\YLZ PZ [OL MV\Y TVKLZ [OH[ JHU IL ZL[ [V HJJVTTVKH[L HU` [`WL VM WYPU[ QVI Workhorse has 3 distributors in Canada: The Discovery/Lancer Group: Tel: 1-800498-1207 tsales@lancergroup.com; Cosmex Graphics, Tel: 514-745-3446 sales@ cosmexgraphics.com; Willox Graphic Supply, 604-255-7725 willox@telus.net.

HAVE A QUESTION ABOUT THE EQUIPMENT OR SUPPLIES YOU USE IN YOUR BUSINESS? Email us at news@imprintcanada.com We’ll have one of our resident experts answer it directly for you

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Print on Virtually Any Substrate

New Proofing Paper

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For more information, please visit 1-800-565-5686 or visit www.jotopaper.com.

Easily Customizable Semi Custom Sport Transfers 5L^ PU MYVT +\UISHUL HUK ;\YULYZ HYL :LTP *\Z[VT ZWVY[Z [YHUZMLYZ :PTWS` JOHUNL [OL [L_[ [V Z\P[ `V\Y SVJH[PVU ZJOVVS SLHN\L HUK JOVVZL MYVT [O Z[VJR JVSV\Y ZLSLJ[PVU 5V ZL[\W JOHYNLZ HWWS` +LPZNUZ HYL H]HPSHISL MVY OVJRL` IHZLIHSS MVV[IHSS ]VSSL`IHSS ZVJJLY IHZRL[IHSS HUK L]LU[Z Order direct from www.dunblaneandturners.com or contact 1-800-361-0599.

High-Volume Automatic Press ;OL -HSJVU , JVSV\Y H\[VTH[PJ [L_[PSL WYLZZ VMMLYZ MHZ[LY ZL[ \W MLH[\YLZ ^OPJO PUJS\KL HU LHZ` Ă&#x2026; PW WYPU[ OLHK KLZPNU ZJYLLU OVSKLYZ MVY [OL 5L^THU WPU YLNPZ[YH[PVU Z`Z[LT ZX\LLNLL HUK Ă&#x2026; VVK IHY WUL\TH[PJ JSHTWZ HUK JLU[YHS VMM JVU[HJ[ HKQ\Z[TLU[ 0[ HSZV MLH[\YLZ H PUJO I` PUJO WYPU[ HYLH HUK PUJS\KLZ 7S\N Âş5Âť .V -SHZO [LJOUVSVN` Workhorse has 3 distributors in Canada: The Discovery/Lancer Group: Tel: 1-800498-1207 tsales@lancergroup.com; Cosmex Graphics, Tel: 514-745-3446 sales@ cosmexgraphics.com; Willox Graphic Supply, 604-255-7725 willox@telus.net.

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For more information on Epsonâ&#x20AC;&#x2122;s full line of proofing media, visit www.proimaging.epson.ca

Keep Your Screens From Clogging *HUZL^ 0UJ PZ VMMLYPUN [OL :WYH`^H`

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HKOLZP]LZ * ZVS]LU[ KLNYLHZLY HUK *SLHY 1L[ JVTWYLZZLK HPY HSS PU Z[VJR For more info, contact Cansew Inc. at 1-800-361-7722 or info@cansew.ca. To see the full product range, visit either www.cansew.com or www.cansewspecialops.ca.

For more info, please contact Lancer Group International, Tel: (800) 665-4875 or visit www.lancergroup.com.

SUPER BRITEÂŽ POLYESTER

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American & Efird Canada Inc. American & Efird Canada Inc. Walter H. Molloy Agencies Inc. Tel: (514) 352-4800 Tel: (416) 781-5002 Tel: (519) 684-7798 1-800-361-0787 Fax: (416) 781-0175 Fax: (514) 352-5075 1-800-262-9166

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Edmonton, Alberta

Atlantic Canada

Quebec, Quebec

Winnipeg, Manitoba

Vancouver, BC

R.B. MacDonald Sales Inc. Tel: (780) 465-9174

Sheppard Sales Agency Tel: (902) 443-8047

Chabot & Graham Inc. Tel: (418) 681-6147 Toll-Free: 1-800-463-4798

Glesby Agencies Inc. Tel: (204) 697-2888

R.B. MacDonald Sales Inc. Tel: (604) 689-8343

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HI-PRO SPORTSWEAR

T

here is a lot that can be said for customer service.

For one, regardless of the industry you’re in, it should be among any company’s top priorities. Customer service needs to be one of the foundations of any business; it’s about sending your clients away happy and having them come back with even happier feedback (feedback you hope they pass on to others about your business).

This description, in a nutshell, is what Hi-Pro Corporate Sportswear is all about.

Founded in 1988, the Vernon, BC-based company started out as an apparel manufacturer specializing in melton leather jackets which were distributed through retail and promotional channels. By 1992, with the increased competition from cheaper overseas manufacturing, Hi-Pro Sportswear decided to shift its focus from manufacturing to the distribution of corporate apparel.

“To us, customer service is the most important thing and it’s where we excel,”says Bob Sattler, president of Hi-Pro Sportswear. Having purchased the business from the original owners in 2007, Sattler took the helm with an extensive background in customer service having spent 35 years in the hospitality industry providing graphic arts and services.

“We’re strictly here to make our clients happy; if our clients aren’t happy, neither are we,” says Sattler.

“Our clients have our assurance that the quality we deliver will satisfy them 100%.”

In the four years since Sattler took ownership, Hi-Pro Sportswear has diversified its focus and expanded from strictly corporate clothing into a strategic mix of team wear, sports uniforms, in addition to the full spectrum of promotional hard goods. In previous years, Hi-Pro Sportswear was traditionally known for its apparel, with a deep entrenchment in the forestry industry. More recently however - with the downturn in BC lumber and the overall economy in general - the company has expanded its focus to target mining and petroleum sectors as well.

Nowadays, the company’s 700-plus clients range anywhere from Shell Albion Oil Sands and Teck, to mom and pop shops all throughout BC, Alberta and as far east as Saskatchewan.

In addition to expanding into other industries and provinces, Hi-Pro Sportswear has also expanded its decorating scope; whereas before the company used to strictly focus on embroidery and screen printing, it now offers the full gamut of digital printing and heat transfer decorating to its embellishment mix.

“Our philosophy is to always provide real value to our clients,” says Sattler, who emphasizes to customers that it’s better to spend a bit more on a product that will be used and one which reflects

the overall objective of a promotion, rather than saving a few bucks just for the sake of slapping a logo on a giveaway.

In striving to always maximize its clients’ budgets, Hi-Pro Sportswear carefully and thoroughly examines client objectives, and then goes on to develop a tailored program best suited to achieve said objectives.

Positive Attitude = Happy Workplace “If you are not having fun at your job, then it’s my philosophy that you should find something different to do,” stresses Sattler. This mantra extends to the company’s culture; Hi-Pro Sportswear is very adamant that all employees enjoy their respective positions and bring a positive attitude to the workplace. This feel-good philosophy extends to

Hi-Pro’s clients, who know that when they come to do business they will always be greeted and treated in a friendly, outgoing environment. “We get things done, but we have fun doing it,” says Sattler.

Even when discussing the current economic situation - which has seen better times - Sattler is quite upbeat. He notes that in times of financial uncertainty, promotional budgets are usually the first to be trimmed. And despite the company having to navigate cutbacks in certain client sectors, they have stayed flexible enough to diversify and retain market share. “We need to continue to innovate and think of new ways for our clients to derive value from promotional products.”

You Never Stop Learning Having come from a background which was not rooted in promotional products, Sattler admits that the learning curve was quite steep when he first took ownership of Hi-Pro Sportswear.

Having been accustomed to working on the client side of things when dealing with promotional campaigns, the challenge in getting up to speed specifically in regards to selling and marketing - was a notable one. “I don’t think you ever fully know everything,” says Sattler. “In this industry, there are always new things to learn.”

One thing Hi-Pro Sportswear has learned is how to handle rush orders - something it is required to do on pretty much a daily basis for it’s clients.

Armed with a effective sales and support team, the company is able to turnaround it’s clients’ requests regardless of the time constraints.

“We are always open and accessible to our client base and they know that when they work with us, their needs are the most important priority,” stresses Sattler. “We bend over backwards to meet our clients deadlines.”

This commitment to customer service and order fulfillment is a big reason why Hi-Pro Sportswear will continue to thrive in the western Canadian marketplace for many years to come.

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News [RetailBrandUpdate]

Joe Fresh Opens First Permanent U.S. Store in New York Joe Fresh has opened its first permanent U.S. store in Bridgewater Mall, Bridgewater, N.J., and another in Roosevelt Field Mall, Garden City, N.Y. The Canadian apparel brand created by Joseph Mimran - who founded Club Monaco in 1985 and then sold the company to Polo Ralph Lauren in 1999 - also made its New York City debut in Manhattan’s Flat Iron District, on November 3, with a second store opening on Fifth Ave in Spring 2012.

In addition, the retailer is opening two Joe Fresh Holiday Fashion pop-up stores in Manhattan. (This past summer, the brand operated a summer pop-up in East Hampton, N.Y.) Joe Fresh, part of Loblaw Cos. Ltd., is available in more than 300 Loblaw stores across Canada and also in 10 standalone locations.

Source: Chain Store Age

Reitmans to Convert 25 Cassis Stores Reitmans (Canada) Limited announced that it has decided to close its 25 Cassis stores, primarily through conversion to other Reitmans banners, as it refocuses its sales and merchandising efforts with a view to enhancing sales in these store locations.

The Cassis banner represents less than 2 per cent of total annual sales of the company, amounting to approximately $20 million as of January 29, 2011. Costs associated with the Cassis banner closures, including asset write-offs and severance related costs, amount to approximately $4 million after tax and will be reflected in the company’s third quarter results.

Source: Reitmans (Canada) Limited

Reebok and The NHL Team up With Champs Sports Reebok’s Sports Licensed Division (SLD), the authentic outfitter of the National Hockey League (NHL), announced a unique partnership with Champs Sports to

fresh

IDEAS

Printing and applying foil to your designs are easy and creative ways to bring graphics to life. To see just how easy they can be, visit our website and download our easy-to-follow print instructions.

In no time, you’ll be adding these stunning techniques to the screenprinting options in your own shop, and exploring new ways to be as creative as you can be.

FruitActivewear.com/FreshIdeas

establish it as a pinnacle retail destination for the NHL in both Canada and the United States.

Champs Sports is creating unique “shop-in-shops,” where customers will be engaged with a unique NHL/Reebok brand and shopping experience.

The shop-in-shops, dedicated strictly for NHL/Reebok apparel & headwear, will help to differentiate Champs Sports from other mall retailers by creating an integrated NHL shopping & marketing retail experience in select cities across the U.S. and Canada. The shop will feature men’s and women’s jerseys, apparel and headwear, focusing on the sports lifestyle category.

“As the authentic outfitter of the NHL, Reebok’s Sports Licensed Division is thrilled to partner with Champs Sports and the NHL to provide fans with an inspiring NHL retail opportunity,” said NHL Director of Merchandise Keith Leach. “Hockey fans are among the most passionate in sports, and we are happy to provide them with greater accessibility to shop for their favorite NHL team apparel.”

“The NHL is proud to partner with Champs Sports and Reebok in creating a progressive retail experience that serves our strong active young demographic,” said Jim Haskins, NHL Group Vice President of Consumer Products Licensing, “This initiative celebrates the NHL brand with product that showcases the fashion and authenticity unique to the NHL fan.”

Source: Reebok International Ltd.

The 2011/2012 Global Economic Update

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