Imprint Canada November/December 2015

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, ;@9F?=K LG AFKL9?J9E QGM K@GMD< CFGO 9:GML The popular social media platform recently unveiled four key changes to its interface which greatly impact how you communicate with your audience. Resident social media expert Lowell Brown breaks them down for you.

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9 :MKAF=KK GOF=J K ?MA<= LG :=LL=J HJG>ALK Entrepreneur Bill McBean shares his experiences and tips for creating the best odds for success. Internal and external resolutions to help boost profits are highlighted.

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F=O HJG<M;L KHGLDA?@LK New product showcases featuring the latest wearable, advertising specialty, and decorating supplies and equipment offerings from industry suppliers.

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Volume 22, Issue 6

Itâ&#x20AC;&#x2122;s that time of year; the Holiday season once again has crept up on us and - if youâ&#x20AC;&#x2122;re like the many people I know - you tend to put off gift giving until the last possible minute.

Well if that sounds like you, then itâ&#x20AC;&#x2122;s time to start thinking about what last minute holiday gifts you can give to key clients and staff.

In the 20-plus years that Iâ&#x20AC;&#x2122;ve worked in the promotional products business, despite all the significant changes that have occurred in the industry, Holiday gift selections for your clients and employ=PM 1WTQLIa <MI[WV Q[ WVKM IOIQV ]XWV ][

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and loyalty.

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Are you using Instagram as a marketing tool for your business? Instagram is a great way for businesses to tell a visual story about their brand. As itâ&#x20AC;&#x2122;s quickly becoming a social media power tool, more and more businesses are using Instagram to grow their business in an online setting.

There are over 130 million active users on Instagram each month and there are approximately 1 billion photos liked every day. The potential to reach millions should not be ignored.

If you want to improve on your Instagram marketing techniques, consider these marketing tips and your business could be on its way to viral marketing success.

75 /#& )/, )''/(#.3 1#." -". !Hashtags are a major component of Instagram. Itâ&#x20AC;&#x2122;s a key strategy to increase your brand visibility on Instagram.

Be sure to include brand specific hashtags (with your business name), general hashtags related to your business, and trending hashtags (by using Instagramâ&#x20AC;&#x2122;s Explore feature to find posts related to trending hashtags).

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IMPRINT CANADA November/December 2015 - Volume 22, Issue 6

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Acts of war on any country have deep effects through out the world. Global economies are all interconnected and will continue to operate, rippling with daily fallouts fuelled by fear. These attacks are not only on citizens, but also on ideals and the economies that are built upon them.

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While we live across the ocean from the focus of these most recent attacks, concerns continue to grow louder as to how our country will react - not if, but when - future attacks get closer to home.

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We refer to Pierre Trudeau as the â&#x20AC;&#x153;Father of Modern Canadaâ&#x20AC;? as a result of his handling of this crisis and of the polarizing reaction to Separatist Canada that challenged his leadership throughout his career At the time of this writing, a State of Emergency has been extended in France until February 2016. I was young, but old enough to remember how Canadians felt when we had our civil liberties threatened back in 1970.

./, & , Over the past month, most of my conversations, both inside and outside the realm of business, have been focused on the fallout of tragic events which recently occurred in Paris and other parts of Europe, Africa and the Middle East.

Even family dinner conversations have gone from the nonsensical to in depth queries of fanatical political and religious extremists. During one such conversation, I recounted how the father of our newly elected Prime Minister - who is currently receiving rock star treatment at World Economic Summits - showed fearless conviction when he invoked the War Measures Act shortly after the kidnapping of Deputy Premier and Minister of Labour, Pierre Laporte and British Diplomat James Cross in October 1970.

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The dynamics of religious and political conflicts are changing faster than we can ask the questions. How can you fight and eradicate an enemy you canâ&#x20AC;&#x2122;t even see? How long until the cyber attacks that futurists are predicting cripple our economy?

We all hope Prime Minister Justin Trudeau can lead our country and its children - now grandchildren of the Modern Canada - just as his Dad did some 45 years ago.

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Tony Muccilli : tony@imprintcanada.com

PRODUCTION MANAGEMENT

Adriano Aldini : news@imprintcanada.com

CONTRIBUTORS

Lowell Brown, Jessica Hooper, Joanna Wiseberg, Bill McBean

MARKETING COORDINATOR

Steve Silva : feedback@imprintcanada.com

OFFICE ADMINISTRATOR

Maria Natale : shows@imprintcanada.com

GENERAL INQUIRIES

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

ADVERTISING SALES

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Tony Muccilli (Toronto) Tel: (905) 856-2600 Fax: (905) 856-2667

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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.

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CANADA CANADA

Industry News #& ( Ă .#0 1 , (()/( - 9 867; , -/&.-

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.,)(! /(#. - & - !,)1." 2* ,# ( #( 5 5 ( #(. ,( .#)( & *,#(.1 , ' ,% .Gildan Activewear Inc. (GIL; TSX and NYSE) announced results for the three months ended October 4, 2015.

Consolidated Results for Q3 2015 Before reflecting restructuring and acquisitionrelated costs of approximately $3.3 million after-tax in the quarter relating primarily to the integration of acquisitions, Gildan reported adjusted net earnings of $126.4 million or $0.52 per share on a diluted basis, up 2.9 per cent and 4 per cent respectively for the same period last year.

During the quarter, Gildan benefited from lower manufacturing costs due to savings from its investments in yarn-spinning and other capital projects, lower cotton and purchased input costs, and the non-recurrence of the transitional manufacturing costs which were incurred in 2014.

Segmented Operating Results Net sales for the Printwear segment for the quarter were $440.5 million, up 1.1 per cent from Q3 2014. The increase in Printwear sales was due to continued unit volume growth in the U.S. printwear market, the impact of the acquisition of Comfort Colors and unit sales volume growth of approximately 13 per cent in international printwear markets. This increase more than offset

lower net selling prices and unfavourable productmix for Printwear and the negative impact of the decline of international currencies relative to the U.S. dollar.

Unit sales volume growth in the U.S. reflected the benefit of the pricing actions taken in December 2014 and continued penetration in the high-valued, higher growth fashion basics and performance segments of the U.S. printwear market. Sales in Europe recovered in the third quarter with growth momentum building throughout the quarter, and Gildan continued to achieve strong growth in Asia Pacific.

Net sales for the Branded Apparel segment increased 1.7 per cent from the same period last year to $234.0 million.

According to the NPD Groupâ&#x20AC;&#x2122;s Retail Tracking Service, market share for GildanÂŽ branded menâ&#x20AC;&#x2122;s socks for the month of September was 14 per cent and the GildanÂŽ brand is now in the number two position in that category.

FIEL announced the addition of embroidery to its list of available in-house decoration methods. Distributors can now choose among screen printing, heat transfer printing, and embroidery when purchasing decorated products. â&#x20AC;&#x153;We are adding embroidery to our operation because we want to provide our customers with a wider array of decorating options,â&#x20AC;? said Asif Bandeali, Executive Vice President. â&#x20AC;&#x153;This is new step for us and we are very excited.â&#x20AC;?

FIEL currently uses polyester thread available in 14 colours and provides personalization for embroidery in three fonts: Block 2, Brush Script, and Prestige Script.

For more information, visit www.fiel.com/embroidery.

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HanesBrands (NYSE: HBI), reported record third-quarter results, which included 14 per cent growth in for net sales to to $1.59 billion (all figures U.S) in the quarter ended October 3, 2015.

Year-To-Date Results The seventh consecutive quarter of record results was Consolidated net sales of $2,024.9 million in the driven by continued acquisition benefits, global supply first nine months of 2015 were up 6.1 per cent over chain performance and core sales and margin growth in last year, reflecting an increase of 10.5 per cent in the Innerwear and Activewear segments.

Branded Apparel segment sales and 4.0 per cent sales Th e company highlighted the following key accomplishgrowth in Printwear segment sales. ments for its Q3 2015.

Core Sales Growth: In constant currency, total company core net sales increased 3 percent, excluding acquisitions and the exit of a retailer from Canada.

Adjusted Operating Profit and Margin Growth: Excluding actions, adjusted operating profit increased 15.8 â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re very excited to have Ted on the Canadian per cent to $251 million, and adjusted EPS increased 16 team. His industry knowledge and strong relaper cent to $0.50. tionships will bring an increased level of strength Acquisitions Contribute to Results and Integrations and focus to our team,â&#x20AC;? said Craig Ryan, VP Sales, on Plan: The April 2015 acquisition of Knights Apparel alphabroder Canada. Joe DeVault, Senior VP added net sales of $84 million to Activewear results in the Strategic Sales, alphabroder added â&#x20AC;&#x153;Having Ted on third quarter. In the International segment, DBApparel board will allow us to further strengthen partnerwhich was acquired August 29, 2014, contributed net sales ships with our largest, North American customers, of $179 million in the third quarter. ensuring the alphabroder One Source Solution is In addition, Hanes used its cash flow to repurchase 10.7 even stronger than ever.â&#x20AC;? million shares of its stock for approximately $311 million. â&#x20AC;&#x153;We had another great quarter of double-digit growth that reflects our continued value-creation potential,â&#x20AC;? Hanes Chairman and Chief Executive Officer Richard A. Noll said. â&#x20AC;&#x153;We again have increased our operating profit and EPS guidance as we continue to drive growth and margin improvement through innovation and acquisition integration. We also reached another milestone in our strategic use of cash flow with the resumption of share buybacks.â&#x20AC;?

For 2015, Hanes has updated its full-year guidance, including increased expectations for adjusted operating profit and adjusted EPS. The company now expects full-year net sales of approximately $5.85 billion, adjusted operating profit of $880 million to $890 million, and adjusted EPS of $1.66 to $1.68.

&*" ,) , ( #, - #'*-)( .) ., . !# Ă )/(. & alphabroder Canada is pleased to announce the hiring of Ted Simpson as VP, Strategic Sales. In his role, Ted will focus on alphabroder Canadaâ&#x20AC;&#x2122;s largest accounts, leveraging his years of promotional products experience to continue to build strong relationships and support the efforts of sales reps in the field. He will also spearhead the CanadaU.S. collaboration for those accounts with a North American footprint, creating better access and support for cross-border initiatives.

,#' #( -#!(- ( ,!#4 , & Prime Line recently announced an exclusive distribution deal with Energizer. The partnership will result in Prime Line becoming the exclusive supplier of Energizer Power Bank products to the North American promotional products market.

Energizer joins other name brands in the Prime Line portfolio such as Leeman New York, Rubikâ&#x20AC;&#x2122;s and BUILT.

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The Holidays are a perfect time to show clients and employees how much you value their relationships, and what better way to do that with an awesome gift for the Holidays?

Nobody wants to receive a gift that they wonâ&#x20AC;&#x2122;t use (chances are those are the ones that will be regifted.) Instead, take some time to think about what sort of gift each of your clients and/or employees would appreciate receiving, and more importantly what theyâ&#x20AC;&#x2122;ll actually want to use.

Many of the people on your shopping list probably already have everything they need; so in reality holiday gifts are more of a want item.

As a lover and purveyor of high-end merchandise, here are some of my favourite last-minute picks for this Holiday season.

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Based on the timeless buffalo check design, this beautiful Velura blanket is made of 100% polyester and is a perfect way to snuggle up and a warm compliment to the Fall and Winter season. The oversized blanket measures 60â&#x20AC;? x 70â&#x20AC;?.

3TR^aPcX]V CX_) Debossing your logo on a suede patch and stitching it in the corner will add a upscale touch to this beautiful throw.

The brown suede will  contrast beautifully with the classic buffalo check design.

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)).- #.. (Roots is a Canadian brand that is always a favourite for both the younger and older sets. Bundle up in style this winter with these comfy fully fleece-lined mittens which feature fold-up cuffs. Sure to be appreciated and useful, these fleece lined mittens are perfect for the cold Canadian winter ahead.Â

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In all my years, Iâ&#x20AC;&#x2122;ve rarely met an executive that didnâ&#x20AC;&#x2122;t love wine. Replace the paper bag with this useful and attractively designed zippered insulated wine tote.

It folds over to display the vintage, and features a heat sealed interior, PEVA lining and PU fabric backing which adds durability and function. The exterior pocket for storage is perfect; package it with a nice bottle of wine, a couple of chocolate truffles, a corkscrew and youâ&#x20AC;&#x2122;re all set!

#!". * * % , Digital music is all the rage these days so why not light up your recipientsâ&#x20AC;&#x2122; holidays with this cool and colourful personal speaker.

This eye-catching speaker offers a surprisingly big sound with its seven colour LED display that pulsates while playing music from a connected Bluetooth phone or tablet.

It comes with a USB to micro cable to charge the built in battery.Â

For those of you with foodie clients or staff, this book is sure to be a hit. After receiving this book, youâ&#x20AC;&#x2122;re clients will be inspired to shop local. The Ontario Table features succulent recipes and reveals the best food farms across Ontario in a stunningly beautiful array of pictures.

Joanna Wiseberg has been in the promotional products business for over 20 years. Red Scarf Promotions opened in June 1994 after a short time with Fred Cooper Ltd. a pioneer in the promo business. Prior to that, she was a manufacturerâ&#x20AC;&#x2122;s rep for Opera Belt designing for retail private label. Her background includes: textiles, leather, pattern making, design and production. Sheâ&#x20AC;&#x2122;s always been drawn to interesting and unique textures, designs and products. Moving forward, the new Red Scarf Gift Co is now part of the promotions mix offering products to consumers. For other gift ideas, visit www.redscarfpromotions.com or contact 416 781 3622

IMPRINT CANADA _ 1RYHPEHU 'HFHPEHU

Introducing our New Styles In 2016, Gildan® is delivering more silhouettes, more style, and more bright, bold colours. Grab 3 of our new additions in the DryBlend® family, with proprietary wicking technology, and offered in core colours.

Whatever you choose we’ve got you covered from casual to competitive: over 70 total styles and over 90 colours. No wonder so many people make it Gildan® every day! Visit mygildan.ca to learn more.

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PRITCHARD PAPER PRODUCTS CO. LTD. PRIVATE AGENT DND PROMOTIONAL MEDIA PVH CORPORATE OUTFITTERS RAD DISTRIBUTION INC. RE-FLEX 2000 INC. REDI-MEDIC REDWOOD CLASSICS APPAREL RUBENSTEIN RB DIGITAL SAGE SARDAR GARMENTS & TEXTILES SEVILLE GEAR SHOPWORKS SILVER SPIDER KNITTING LTD. SIMPLEX PROMO SPECTOR & CO. SPELLBOUND/PUKKA SPIRITO STAHLS' CANADA STORMTECH PERFORMANCE APPAREL SUMMAGO COLLECTION INC. TECHNOSPORT CANADA TG GRAPHICS THAT'S MY BALL THE CORPORATE PRO SHOP THE LOGOWORKS INC. THE PRINTED DRINKWARE CO. TRANSFER EXPRESS TRIMARK SPORTSWEAR GROUP TROMART AWARDS LTD. TROTEC LASER CANADA TWIGA INDUSTRIES INC. VALUE-RITE BUSINESS PRODUCTS INC. VERSATRANS WESTMOUNT DISTRIBUTORS WHITERIDGE INC. WINDMILL CANADA WINNER GARMENT IND. LTD. WOODS TRANSFERS

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S1 - UNDERSTANDING COLOUR TO MAXIMIZE EFFICIENCY AND PRODUCTIVITY Presented by Value-Rite Business Products Inc. This presentation will help attendees understand what colour management tools are actually doing to produce colour. We will cover each piece of a good colour management workflow from ink restrictions to colour verification. We will also discuss how to control the different variables that change colour on the final product before and after printing and what to do when I produce an "accurate" colour that still isn't what my customer wants to see. In the end attendees will understand what tools are available to help them produce results their customers are happy with in an efficient way.

Ryan Lee,Wasatch 5A830H 90=D0AH ( 0 < ~ !)" ? <

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reduce machine downtime using automation personalization software for either embroidery or print. Experience a variety of solutions to improve your business efficiency and enable your customers' creativity. Personalization is trending in the garment decoration business whether you are into embroidery, digital print, laser engraving, rhinestone or another form of apparel decoration. Find out how your organization could capitalize on this personalization movement and boost productivity and profitability.

Jamie Kiekebelt, Pulse Microsystems Ltd.

In this session you will learn strategies the proâ&#x20AC;&#x2122;s use to build awareness to a mass or targeted audience about your company products and services and how to use the rapidly growing social platform to not only engage this audience, but drive them to your website to take action, or convert leads to clients.

Lowell Brown, Insight Design & Communications Inc. 5A830H 90=D0AH ( ? < ~ !)" ? <

Lowell Brown is the CEO and Social Media Marketing Advisor of Going Social (www.goingsocial.ca) and CEO of Insight Design & Communications Inc. (www.insightdesign.ca), a Torontobased website design and digital marketing company.

S3 - USING VECTORS IN EMBROIDERY Presented by Rubenstein Bros./RB Digital

S2 - AUTOMATION AND PERSONALIZATION FOR PRINT AND VECTORS IN EMBROIDERY

S4 - USING INSTAGRAM TO SHOWCASE PRODUCTS AND SERVICES AND DRIVE WEB TRAFFIC

Learn how the use of vectors in the design creation can increase you productivity and quality of your designs. See how you can combine vectors with embroidery and most known Graphic software such as Corel or Adobe.

Keri Anderson, Pulse Microsystems Ltd.

Presented by Rubenstein Bros./RB Digital Whether you run a bustling production factory, an online store, or a chain of retail shops, find out how you can improve your workflow, decrease your labor costs, and

Going Social specializes in effective social media marketing for individuals, businesses, and organizations. Lowell also actively leads workshops, seminars and webinars on the latest social media marketing trends and strategies. For more information contact Lowell at www.goingsocial.ca.

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Remember that trending hashtags are timesensitive, so be sure to include trending tags that are relevant to your business to aid discovery.

85 & . .) )/, )&&)1 ,-m (. , -.Youâ&#x20AC;&#x2122;ll want to always consider your target audienceâ&#x20AC;&#x2122;s mindset. Think about why your target audience is on Instagram. Spend some time reviewing your Activity â&#x20AC;&#x153;Followingâ&#x20AC;? tab to see what your followers are â&#x20AC;&#x153;liking.â&#x20AC;?

Letâ&#x20AC;&#x2122;s say you sell financial consulting services and youâ&#x20AC;&#x2122;ve established that your customers are travel aficionados. Why not post some vacation photos in the Caribbean with a catchy description reading â&#x20AC;&#x153;Wouldnâ&#x20AC;&#x2122;t you love to take a family vacation down South? You can if you start making better financial decisions! Call us today for a free consultation.â&#x20AC;? Keep in mind you always want stay relevant to what youâ&#x20AC;&#x2122;re selling.

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Over posting on Instagram is frowned upon and may result in lost followers. Nobody wants their newsfeeds overpowered by one user. You donâ&#x20AC;&#x2122;t need to post multiple times a day on Instagram. We suggest posting at most once per day. Test out different posting times to discover the most effective time of day to post.

:5 (! ! #." - ,The more active you are on Instagram, the more exposure your business will receive. Start by searching for relevant hashtags, liking posts, and leaving comments. You can also #regram images and give post credit to the original user. Always remember that engagement is a two-way street: if you expect people to engage with your business, then people will expect you to engage with them as well.

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Our favourite social media platform, Instagram recently has been aggressively releasing new features and tools. In this article, Iâ&#x20AC;&#x2122;ll explain four recent changes to Instagram that you need to know about.

Think of the creative ways you can put these changes to work for your business. How will these creative features help you build your brandâ&#x20AC;&#x2122;s awareness, increase engagement with clients and bring more leads to your business?

1) Landscape Images and Video Square dimensions do not have to be the norm anymore. Whether you have a great landscape picture you want to share without having to crop or you have some amazing widescreen video, you now have the ability to share it in itâ&#x20AC;&#x2122;s original form directly to Instagram. Note: to get this new feature you have to update your Instagram app â&#x20AC;&#x201C; so do that first.

When choosing a photo or video, you can tap the format icon to adjust the orientation to portrait or landscape instead of square. Once you share the photo, the full-sized version of it will appear in your feed.

2) Threaded Messages & Upgrades to Instagram Direct About a year ago, Instagram added a feature called Instagram Direct which enabled users to send photo or video messages to contacts privately. Instagram has launched improvements to Instagram Direct including threaded messages and sending content from your feed as a Direct message.

Threaded messages make it easier to go back and forth with the people you talk to the most.

Similar to how your text messages work in a thread, now your direct posts follow a threaded format.

The other change to Instagram Direct is that you will now find an arrow next to the like and comment icons under every post. Tap it to send that post to a friend or group as a message using Instagram Direct.

It will appear as part of your conversation, and you can tap the photo or video to see and like the original post.

You can also send hashtag pages and location pages by tapping the arrow icon in the top right-hand corner.

This feature is similar to the common @username way of sending a direct message to your friends and contacts, but with Instagram Direct, itâ&#x20AC;&#x2122;s sent privately â&#x20AC;&#x201C; just between you and those you send to.

3) Instagram Ads Instagram has officially launched ads management via the Facebook Power Editor. Itâ&#x20AC;&#x2122;s not yet available to everyone. To see whether or not you have access to Instagram ads: 1. Go to Power Editor and click the Manage Ads tab at the top of the page.

2. Click on the left side of the page and click Create Campaign.

3. Click on the dropdown next to Objective and hover over Clicks to Website.

If you see New Create ads for Instagram, then you should be able to start creating Instagram ads in Power Editor. If you donâ&#x20AC;&#x2122;t see this option, know that theyâ&#x20AC;&#x2122;re rolling out Instagram ads slowly.

4) Scheduled Posts with Third Party Apps You can now use third party apps such as Hootsuite and Latergram to schedule your Instagram posts. These tools are not fully automated solutions like with other platforms, however, it makes it convenient to have your posts pre-scheduled and ready to go when itâ&#x20AC;&#x2122;s time to publish.

With Hootsuite, for example, you must use push notifications to publish your scheduled posts. You have the option to Send Now, Schedule, or Autoschedule your Instagram posts via Hootsuite. At the time you chose to publish, youâ&#x20AC;&#x2122;ll receive a push notification via Hootsuite.

Once youâ&#x20AC;&#x2122;re ready to publish, you will tap Open in Instagram, paste your caption (thatâ&#x20AC;&#x2122;s automatically copied in Hootsuite), and tap to share the image.

Have you tried scheduling your Instagram posts with a third party app? Again, if you havenâ&#x20AC;&#x2122;t yet, you will need to update your Instagram App to take advantage of most of the updates mentioned in this article.

Try putting these tools to use for your brand; scheduling your posts may save you time and headaches, and advertising within Instagram may reap significant ROI. Lowell Brown is the CEO and Social Media Marketing Advisor of Going Social (www.goingsocial.ca) and CEO of Insight Design & Communications Inc. (www.insightdesign.ca), a Toronto-based website design and digital marketing company. Going Social specializes in effective social media marketing for individuals, businesses, and organizations. Lowell also actively leads workshops, seminars and webinars on the latest social media marketing trends and strategies. For more information contact Lowell at www.goingsocial.ca.

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Industry News

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With 2015 almost in the books, if youâ&#x20AC;&#x2122;re not Answers to these critical questions may lead you looking forward to 2016 you may end up missing to make tough choices. For example, just because potential opportunities that your competithe head of your customer service department has tion is already eyeing. been in the position for the past 10 years, Iâ&#x20AC;&#x2122;ll explain why now is the time to doesnâ&#x20AC;&#x2122;t mean he or she should make the profit-generating moves remain in that position, espethat will boost your business, and cially if the dynamics of the Iâ&#x20AC;&#x2122;ll offer my advice on what you job has changed due to marcan do to create the best odds ket conditions. for success.

Without effectWhen you run a ive leadership, your business, there are employees have no always some certainidea what is importties as you look into ant, what to manage, the future. You know or what success and your best competitors failure look like. will always work to In order to have become better. You effective employees, know your customers your business first will demand more. has to have effective +][QVM[[ W_VMZ[ \PI\ KWV[\IV\Ta M^IT]I\M _Ia[ \W JWW[\ XZWL]K\Q^Q\a

You know youâ&#x20AC;&#x2122;ll have leadership, and this IZM \PM WVM[ \PI\ \aXQKITTa \W [\Ia IPMIL WN \PM KWUXM\Q\QWV to work smarter and starts with the owner. harder every day to 2. Conduct a comprehensive analysis your improve your bottom line. You should also know that this year may bring with it new taxation and systems and procedures.

In essence, systems and processes are what opernew regulations that may add expenses and affect ate your business, though a lot of owners overlook the way you operate your business. And of course, this simple concept. Examine which processes are you face the usual headaches and worries that working, which need to be improved, and which come with the day-to-day business of running a exist only because â&#x20AC;&#x153;itâ&#x20AC;&#x2122;s the way itâ&#x20AC;&#x2122;s always been business. done. â&#x20AC;?

My book, The Facts of Business Life: What Every For example, your inventory has to evolve with Successful Business Owner Knows That You Donâ&#x20AC;&#x2122;t., the market, as do your pricing policies. Inventory provides a great guide for any business owner to and pricing parameters change because what sold use year after year. As the title suggests, the book well one or two years may have little-to-no demand lays out seven of the most critical facts, which I today.

Your systems and procedures must be able consider foundational truths, for successful busito keep up with these constant changes. ness owners to use to their advantage every day.

Or maybe your business has fallen into bad Often, entrepreneurs donâ&#x20AC;&#x2122;t make the best planhabitsâ&#x20AC;&#x201D;for example, overlooking employees who ners. We are action-oriented people. But by taking donâ&#x20AC;&#x2122;t perform as expected, or have negative attia long hard look at a few critical pieces and puttudes which impact fellow employeesâ&#x20AC;&#x2122; attitudes. ting a plan in place right now, you can seriously In particular, look for inconsistencies in how increase your businessâ&#x20AC;&#x2122; chances for success. employees handle tasks, especially those that dirI suggest breaking down your planning into what ectly impact customers, and those that aff ect the you need to do internally with processes, employdata you use to make decisions about the business. ees, yourself â&#x20AC;&#x201D; and what you need to do externally It may not be politically correct to say so, but â&#x20AC;&#x201D; with customers, marketing campaigns, and so if youâ&#x20AC;&#x2122;re not controlling your processes, you donâ&#x20AC;&#x2122;t on. Below I provide a few tips: really â&#x20AC;&#x153;ownâ&#x20AC;? your business. Youâ&#x20AC;&#x2122;re essentially just a Ă spectator watching others play with your money.

Great procedures and processes need controls, 1. Evaluate your leadership. and these controls in turn create great results and Entrepreneurs tend to be ready, aim, fire types, disciplined employees. Rededicate yourself to but the truth is if you donâ&#x20AC;&#x2122;t hone your leaderupholding processes integral to your business, and ship skills, there is little chance your business will remember that processes operate your businessâ&#x20AC;&#x201D; improve. Being a great leader begins with a selfand employees operate the processes. analysis of your strengths and weaknesses.

Do you supply the business with what it needs to be successful? Things like the right equipment, your focus and time, required capital, assigning responsibility, expectations and so on.

Do you have the right people in the right positions? Are employees being compensated based on merit or? Do you let bad habits slide?

Look at the other leaders in your business; are they well trained and on the same page as you?

Do they know what success looks like and deliver expected results?

3. Create a cost-cutting, profit-building mission.

Look for ways to increase gross profit and cut costs as they have a dramatic positive effect on profits and cash flow.

For example, look for easy â&#x20AC;&#x153;turn keyâ&#x20AC;? gross profit opportunities, and get creative when looking at your costs.

Take a good look at your books; donâ&#x20AC;&#x2122;t assume that you know how much things are costing you, or that your employees are reacting to new sales

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opportunities. Sometimes you donâ&#x20AC;&#x2122;t have to make cuts, but rather simply you need to renegotiate vendor contracts.

For example, maybe you can save money on shipping by renegotiating rates with your shipping company, or you can get an added discount in purchase for early payment. Ask yourself these questions: What expensive mistakes have been made in the pas and how can we avoid making them again?

What can we do to increase bottom line profits and increase cash flow?

Iâ&#x20AC;&#x2122;m not recommending knee-jerk reactions like massive layoffs or switching to inferior-quality materials. Donâ&#x20AC;&#x2122;t cut out the wrong things, but do look for smart, well-thought-out ways to save money and start building up your cash position and profits. We all have heard â&#x20AC;&#x153;Cash is kingâ&#x20AC;? and it is, especially when itâ&#x20AC;&#x2122;s there when you need it.

4. Re-engage employees.

In todayâ&#x20AC;&#x2122;s environment, you need employees who care about your business as much as you do.

And thatâ&#x20AC;&#x2122;s what you get with engaged employees.

Engaged employees are energized, they handle problems on their own and actively look for ways to improve the business.

So how do you get engaged employees?

You need to show your workforce how much you care about them. Sometimes that is as simple as acknowledging a simple â&#x20AC;&#x153;thank youâ&#x20AC;? for a job well done. Or you may want to offer them a paid afternoon off and/or give them movie passes.

One thing that worked well for me in my businesses is supporting the activities my employeesâ&#x20AC;&#x2122; kids were involved in. Also, make sure your employees have what they need to stay engaged.

For example, try to eliminate the frustrations in their job if possible and always make sure they have the latest safety equipment if applicable. Training employees to handle emergencies or workplace accidents is also a good idea.

Itâ&#x20AC;&#x2122;s these simple things that all add up to developing an engaged staff who will want to work for you.

5. Set specific/realistic goals In other words, aim high but be specific. If your goals arenâ&#x20AC;&#x2122;t measurable, you wonâ&#x20AC;&#x2122;t be able to gauge your progress and eventually youâ&#x20AC;&#x2122;ll stop pursuing them. Setting realistic goals, putting a plan in place, and routinely checking in with employees to gauge their progress is the best way to be successful.

Remember, what gets measured gets done!

Donâ&#x20AC;&#x2122;t be lulled into complacency or let the continued talk of doom and gloom handcuff you.

Successful owners know they have to fight not only to win market share but to retain it as well. You have to constantly be setting and reaching goals to keep your business moving forward.

If you take your focus off of improving your business, competitors will step in and take what you have worked so hard for. Itâ&#x20AC;&#x2122;s just the law of the marketplace jungle.

Ă 1. Boost your product/service offerings.

The products and services you offer are the core of your business. Think about what you can do to differentiate your products or services with what you already have in place. People need what they need, when they need it. Make it easy for your customers to get what they want. And donâ&#x20AC;&#x2122;t ignore the

power of impulse purchases or convenience items, even if they are not matched up with your core products.

Always be looking to make new and better offerings to your customers. Doing so provides added value for your customer and for you.

2. Target your marketing campaign.

Who are your customers? Think about it. Are you marketing to them in a way that makes sense?

Is the money youâ&#x20AC;&#x2122;re pouring into ad placement be better spent on direct mail? Does a targeted social media campaign make sense for your company?

It takes marketing to bring clients in. It takes customer service and quality to keep them coming back.

Many companies see marketing as an expense, but itâ&#x20AC;&#x2122;s actually an investment and deserves your focused attention. And remember, your attention should be focused on what products are selling, where your customers go for information, who purchases your products, who are the easiest customers to attract, and which products bring the most gross profit.

8c cPZTb \PaZTcX]V c^ QaX]V R[XT]cb X] 8c cPZTb Rdbc^\Ta bTaeXRT P]S `dP[Xch c^ ZTT_ cWT\ R^\X]V QPRZ 3. Find ways to impress loyal customers.

In business, few things are as important as your customer base. Thatâ&#x20AC;&#x2122;s why itâ&#x20AC;&#x2122;s essential that you find ways to protect yours by keeping loyal customers.

Of course, the first step is offering great products and services and delivering those products and services via a very helpful, engaged staff.

To go a step further, consider what would keep customers continually coming to your business.

Remember, habits are hard to break. The more customers come to your business, the stronger relationship they create with it and your employees, and the more comfortable they feel. Find the answers to this and youâ&#x20AC;&#x2122;ll quickly find your sales and profits will grow almost irrespective of market conditions.

You canâ&#x20AC;&#x2122;t ignore the market and what your competitors are doing to keep their customers, but the prize goes to the owners who become more creative and donâ&#x20AC;&#x2122;t offer just the expected.

This is where the term â&#x20AC;&#x153;think outside the boxâ&#x20AC;? really applies because the only limit is your imagination.

The future can hold great things for your business, but in order for that to happen you have to be looking ahead. By taking the time now to plan ahead, youâ&#x20AC;&#x2122;re making big opportunities possible for your business. *JW]\ \PM *]\PWZ#

Bill McBean is the author of The Facts of Business Life: What Every Successful Business Owner Knows That You Donâ&#x20AC;&#x2122;t (www.FactsOfBusinessLife.com). A graduate of the University of Saskatchewan, and Mount Royal College, McBean began his career with General Motors of Canada Limited in 1976. McBean founded his first business several years later when GM approached him about opening an automobile dealership in Yorkton, Saskatchewan. Over the next decade, McBean had grown the business into one of the most profitable dealerships in the region. Following his success in Canada, McBean purchased an automotive dealership in 1992 his friend Bill Sterett in Corpus Christi, Texas. McBean rearranged the local marketplace by acquiring a large portion of the market share from his competitors and by acquiring competitors over a period of 11 years. During that period, the manufacturers he represented continually awarded him and his company honors for sales, service, customer retention, and financial excellence. Due to the companyâ&#x20AC;&#x2122;s success and reputation, it attracted the interest of major public companies, and in 2003 was purchased by AutoNation - the worldâ&#x20AC;&#x2122;s largest automotive retailer.

McBean has since started several successful businesses outside the automotive industry and is currently general partner of McBean Partners - a family-owned investment company. He is also partner and chairman of Our-Mentors, a company that works with owners to improve their businesses for long-term success, and Net Claims Now, which provides companies in the restoration industry with invoicing, accounts receivable collections, cash flow services, business coaching, and business lead generation services.

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+,0%)%/)d +1* /d 0d (# .5d%),.%*0d * d/$+3 The 2015 Western Imprint Canada Show took place September 11 & 12 at the BMO Centre in Calgary, and while Albertaâ&#x20AC;&#x2122;s struggling economy has affected the industry, there was still much optimism among attendees and exhibitors.

Much of the discussion on the Show floor was that in economic downturns, attending trade shows was even more crucial -- if not to buy then certainly to see what is available and where the trends are heading -- so that buyers donâ&#x20AC;&#x2122;t lose ground when things turn for the better. Over 900 buyers concurred with this sentiment and attended the two-day event, which moved to new dates from its traditional late October timeline.

Congratulations to Alstyle Apparel and RB Digital/Rubenstein Bros. for winning the Best Booth Design and Best Sales Environment Awards, respectively. Congratulations also goes out to Erin Kerr-Macdonald of Shiver Promotions in Calgary for winning the Amego Electric Bike Contest.

THE 18TH ANNUAL WESTERN IMPRINT CANADA SHOW WILL RETURN TO CALGARY SEPTEMBER 16 & 17, 2016.

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OUTSTANDING SELECTION OF

STYLES

& COLORS With a heritage built on ďŹ&#x201A;eece, our 13.3 oz ďŹ&#x201A;eece collection includes a broad selection of styles â&#x20AC;&#x201C; all made with NuBlendÂŽ PILL-RESISTANT TECHNOLOGY that yields a higher stitch density for an extra smooth print surface.

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WINNER GARMENT

S A F E T Y T H AT F I T S . www.winnergarment.com Winner Garment is one of Canadaâ&#x20AC;&#x2122;s leading manufacturers of safety workwear. Open since 1975, we are 100% Canadian owned and operated with 51,000 square feet of state-of-the-art facilities in Edmonton, with in-house embroidery and silk screening available.

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Flame- and Arc-Resistant, and Hi-Visibility apparel is our specialty and we carry an extensive stock program p g for fast delivery.

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MONTHLY MANUFACTURING SALES SEPTEMBER 2015

SOURCE: STATISTICS CANADA

September manufacturing sales down in 13 of 21 industries Manufacturing sales declined 1.5 per cent to $51.1 billion in September, following a 0.6 per cent decrease in August. Lower sales in the motor vehicle assembly and the petroleum and coal product industries were responsible for the decline.

Constant dollar manufacturing sales were down 1.6 per cent, indicating that the volume of goods sold was lower in September.

In the motor vehicle assembly industry, sales fell 10.3 per cent to $5.0 billion in September following four months of gains. In August, sales had reached $5.6 billion, their highest level since March 2007. The decline in September mostly reflected lower numbers of vehicles produced. In contrast to the motor vehicle assembly industry, sales in the motor vehicle parts industry edged down 0.1 per cent in September.

Sales in the petroleum and coal product industry were down 7.1 per cent to $4.8 billion in September, the fourth consecutive decline. The decrease largely reflected partial shutdowns at a number of refineries during the month for maintenance work. Although refineries often shut down for part of September, this year the shutdowns were more extensive than usual. Prices for refined petroleum products declined 4.0 per cent, according to the Industrial Product Price Index.

Figure 1

Manufacturing Sales Clothing, Textile & Textile Products (September 2015 vs. September 2014)

300

2014

$222 million

$237 million

150 ($) millions

75

0 Source: Stats Canada

$124 million

$136 million

Textile Mills ( %

Sales decline in Ontario Sales decreased in four provinces in September, with the largest decline in Ontario.

In Ontario, sales were down 2.5 per cent to $24.4 billion. The decrease stemmed mostly from a 10.1 per cent drop in motor vehicle assembly sales and a 7.1 per cent decline in the petroleum and coal product industry. These decreases were partly offset by a 13.1 per cent advance in machinery sales.

Sales in Quebec declined 1.0 per cent to $12.0 billion in September, the third consecutive monthly decrease.

The petroleum and coal product industry posted the largest decline. Sales of aerospace product and parts, chemicals and fabricated metal products also fell. Lower sales in these industries were partly offset by a 10.2 per cent gain in the primary metal industry.

Alberta manufacturing sales decreased 1.4 per cent to $5.7 billion in September, the third consecutive monthly decline. The decrease was due to a 10.6 per cent drop in petroleum and coal product sales. Higher sales (+13.0 per cent) in the machinery industry offset some of the decrease.

Inventories decrease

2015

225

Higher sales in the machinery and primary metal industries offset some of the declines. In the machinery industry, sales rose 9.6 per cent to $2.9 billion as a result of widespread gains. Primary metal sales were up 4.3 per cent, also as a result of numerous gains.

$141 $142 million million

Manufacturing inventories were down 0.4 per cent to $73.0 billion in September. Inventory levels decreased 4.2 per cent in the petroleum and coal product industry and 2.6 per cent in the primary metal industry.

The inventory-to-sales ratio rose from 1.41 in August to 1.43 in September. The inventory-to-sales ratio measures the time, in months, that would be required to exhaust inventories if sales were to remain at their current level.

Unfilled orders decline Textile Product Mills

Clothing Manufacturing % &

Unfilled orders decreased 0.7 per cent to $96.1 billion in September, as a result of a 0.9 per cent decline in the transportation equipment industry.

New orders decreased 2.8 per cent, mostly as a result of declines in the transportation equipment industry.

Source: Statistics Canada

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