Imprint Canada November/December 2018

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Volume 25, Issue 6

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@GO LG := 9 ?J=9L E9F9?=J Managerial experts and co-authors James Manktelow and Julian Birkinshaw outline why self-awareness should be priority number one for managers seeking to improve their performance and that of their business. 6

@GO LG EGN= QGMJ ;DA=FLK H9KL HJA;AF? Customer service and sales specialist Jeff Mowatt breaks down what you must do to move your customers away from buying based on price point alone. 8

?DG:9D J=L9AD MH<9L= Retail headlines from global markets are highlighted.

In today’s digital times, there are so many ways in which to communicate with your audience and to share what your business is up to. Social media has given us many innovative tools to reach our demographic creatively. From tweets to posts to timelines to news feeds, the amount of information that we get bombarded with nowadays is truly staggering. Everyone is fighting for people’s finite attention spans (which - largely as a result of the proliferation of social media - has become shorter and shorter). Oftentimes, the content you post simply gets lost in all the digital noise out there. You need to cut through all of that if you want .NNMK\Q^M ^QLMW KWV\MV\ K]\[ \PZW]OP

your content to make an impression and to \PM [\I\QK QVNWZUI\QWV aW]Z I]LQMVKM Q[

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Technology can enhance trust-based relationships with your clients, but there is no substitution for face-toface time. Here are 11 tips that will help you use high-tech tools in a smart and meaningful way.

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Technology does a lot but it can’t do everything; sometimes we forget that. We can get so dependent on email and social media that we lose sight of what people really need from us especially in business. Yes, clients expect to connect with us in many virtual ways, but they also crave the deep and meaningful connections that can only come from face-to-face (or at least voice-to-voice) connections. It can be tricky to walk the line; too little tech and you’ll seem out of touch, too much and you’ll lose the personal touch that helps keeps customers loyal and engaged. In my book, The Success Code: A Guide for Achieving Your Personal Best in Business and Life, I explain how you can find the right balance.

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ImPrint News CAN_MArch_April_AB_FINAL.indd 1

2/23/18 4:39 PM

Follow us on twitter: @imprint_canada

Q 867> '* ,#(! ." )()'3 In a recent article on Canada’s economy, the Financial Post reported that for the first time in 10 years, Canada’s policy makers are worrying the economy is running too hot instead of too cold. The report highlighted the fact that over the past decade, the Canadian economy has been operating with stimulus from the Federal Government and the Bank of Canada (in the form of low interest rates). The report noted that, according to the Federal government and the Bank of Canada, the Canadian economy has been running at full capacity - with unemployment rates at nearhistoric lows and consumer spending and housing holding

up well in the face of rising interest rates, while businesses have been investing in labour and infrastructure.

little upside, given the economy’s capacity coupled with the Bank of Canada’s efforts to cool it down.

The report also noted that the averted trade war with the U.S. - whose economy is thriving - is only providing more fuel for Canada’s growth.

In theory, the article suggested that reducing deficits would ease pressure for rate hikes, which would be a huge plus for Canada’s most indebted households, many of which are younger families with huge mortgages in places like Toronto and Vancouver.

The Financial Post article points to the notion that two per cent is the benchmark limit most analysts believe to be the top end for Canada’s economy before inflation starts to really pick up. In 2017, the economy actually exceeded that pace by more than a full percentage point and is expected to remain above two per cent over the next couple of years.

In 2019, it will be interesting to see if the measures being taken by the Bank of Canada and the Federal government are sufficient in tempering our economy, and if those measures are indeed in the best interests of families who are in need of a reset button to catch up with their finances.

The article also highlighted how the Bank of Canada’s efforts of raising interest rates serve as a tool to cool the economy. These interest rate hikes are juxtaposed against the Liberal government’s stimulus initiatives which have added combined deficits of $38 billion in its first two budgets. The article points out how this strategy has drawn criticism, suggesting the Liberals are taking on unnecessary debt, with

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Industry News

IMPRINT CANADA November/December 2018 - Volume 25, Issue 6

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Clearmount is proud to announce that it has recently moved to a bigger facility to better serve its customers. The new address is: 5240 Finch Avenue East, Unit 2, Scarborough, ON M1S 5A2. All contact information remains the same: Tel: 416-429-7097 / Fax: 416-429-7849 / www.clearmount.com / info@clearmount.com.

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#& ( à .#0 1 , , *),.- ."#, +/ ,. , , -/&.Gildan Activewear Inc. (GIL: TSX and NYSE) announced during the third quarter (Q3), total sales grew 5.3 per cent compared to last year, despite the impact of Hurricane Florence, which limited shipments during September. During the quarter, Gildan also secured a new private label underwear program for 2019 with its largest mass retail customer. In Q3, sales growth was constrained due to the impact of Hurricane Florence in the month of September, which disrupted the Company’s distribution operations in the Carolinas, impacting overall sales by approximately $30 million in total. Despite this impact, net sales for the third quarter ended September 30, 2018 of $754.4 million were up 5.3 per cent compared to the prior year driven by a 12.1 per cent increase in activewear sales, partly offset by a 16.6 per cent decline in the hosiery and underwear category. The increase in the activewear category, which generated $612.4 million in sales for the quarter – including a 27.6 per cent increase in international sales – was driven by higher unit sales volume and net selling prices. Net earnings for the three months ended September 30, 2018 amounted to $114.3 million, or $0.55 per share on a diluted basis, compared with net earnings of $116.1 million, or $0.52 per share on a diluted basis, for the same period last year. For the full press release, please visit http://www.gildancorp.com/press-releases

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PUBLISHER

Tony Muccilli : tony@imprintcanada.com

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ADVERTISING SALES

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Steve Silva : feedback@imprintcanada.com 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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Without self-awareness, you can’t be a great leader. It’s identify opportunities that come from your strengths. just that simple. • Observe any threats. What could undermine you or If you don’t have a good grasp of who you are - your cause problems at work? Is your job or technology changing in a way that could be worrisome? Could strengths and weaknesses, the nuances of your personany of your weaknesses lead to threats? ality, how others perceive you - then you can’t lead in the authentic way that engages To learn more about perpeople and enables them to do sonal SWOT analysis, please their best work. And here’s the read: Personal SWOT Analysis: real problem: You won’t know Making the Most of Your Talents what areas you need to work on. and Opportunities (http://mnd. Being a great manager tools/2-1). requires skills in many differ3. If you don’t already have ent areas, yet you can’t fix everyclear personal goals, set them thing at once. You must apply now. Setting goals gives you your focus where you need long-term vision and shortthe most help. That takes selfterm motivation, both of which awareness. you need to be a successful manYet studies consistently show ager. Th at’s why the authors recthat most human beings have @Q\PW]\ I OWWL OZI[X WN [\ZMVO\P[ IVL

ommend that you invest a few blind spots that hold us back. _MISVM[[M[ UIVIOMZ[

_WVo\ SVW_ _PI\ hours in thinking about what We don’t know ourselves very [SQTT[ VMML[ \W JM _WZSML WV UW[\ you’d like your future to look well—that is, unless we make a like. Consider areas like career, conscious, deliberate effort to do so. family, education, relationships, personal finances, and That’s why we made “Know Yourself â€? the first chapter in our new book: Mind Tools for Managers. It identifies personal enjoyment. Remember the SMART acronym; your dreams should the 100 skills that a manager can master to become a be Specific, Measurable, Achievable, Relevant, and Timebetter leader. They were identified in a survey of 15,242 bound. This helps you clarify your ideas, focus your efforts, managers and professionals worldwide. In the book, we provide practical advice for each of these skills and direct use your time and resources productively, and increase the reader to the MindTools.com website for a deeper dive your chances of achieving what you want in life. To learn more about personal goal setting, including into specific skill-building articles, worksheets, videos, accessing a structured goal-setting program, please read and more. Personal Goal Setting: Planning to Live Your Life Your But back to self-awareness: Our study found this quality is deeply valued by many professionals. In fact, 59.8 Way (http://mnd.tools/3-1). To learn more about SMART per cent of managers believe that it’s highly important to goal setting, please read SMART Goals: How to Make Your understand how their own behavior impacts other people. Goals Achievable (http://mnd.tools/3-2). We provide five tips, excerpted from our book, to help 4. Shore up your self-confidence. The way we view our you raise your self-awareness and be a better manager. own abilities is a key determinant of self-efficacy and 1. Discover where you stand on the “Big Fiveâ€? personality self-esteem. We can pump ourselves up with positive model. We recommend the Big Five Personality Traits self-talk and listen to people who flatter us, but this can lead us to become overconfident and to fall flat on our model. It’s based on findings from several independent faces. Alternatively, we can put ourselves down and listen researchers in the 1950’s and ultimately named “The Big to naysayers and critics, leading us to back away from Fiveâ€? by Lewis Goldberg. opportunities and not achieve our potential. (No one The model measures five key dimensions of personality: wants to be managed by a flustered boss who doubts his openness, conscientiousness, extraversion, agreeableness, or her own judgment!) and neuroticism. By understanding how you score on The key is to strike a healthy balance between these each dimension, you can make sure you’re in the right two extremes. Research has shown that being slightly role and/or take action in “low scoreâ€? areas to improve overconfident in your own abilities is useful because it your performance. allows you to take on challenges from which you can learn. To learn more about the Big Five Personality Traits To learn more about building self-confidence, please model and discover strategies for addressing disadvantaread Building Self-Confidence: Preparing Yourself for geous scores, please visit The Big Five Personality Traits Success! (http://mnd.tools/4-1) Model and Test: Matching Personalities with Roles (http:// mnd.tools/1-1). To take the online test, please visit: http:// 5. Manage your bad moods. Just as we need to be appromnd.tools/1-2. priately self-confident as managers, we also need to be 2. Learn your personal strengths (and weaknesses). The aware of and manage the emotions we project to members of our teams. From the moment we come in the door in SWOT analysis is a popular tool that helps businesses the morning to the time we leave, people read our words identify their strengths and weaknesses, but it can also and our body language. help managers identify their own strong and weak areas. • Look at your strengths. What skills, certifications, or connections do you have that others don’t? What >da bcdSh U^d]S cWPc bT[U do you do particularly well? What resources can PfPaT]Tbb Xb STT_[h eP[dTS Qh you access? • Examine your weaknesses. What tasks do you strug- \P]h _a^UTbbX^]P[b 8] UPRc $( ' gle to do well and why? What do the people around _Ta RT]c ^U \P]PVTab QT[XTeT you see as your weaknesses? What poor work habits do you have? What’s holding you back from being cWPc Xczb WXVW[h X\_^acP]c c^ fully successful at work? d]STabcP]S W^f cWTXa ^f] • Explore opportunities. Brainstorm emerging trends that excite you in your market or issues that customers QTWPeX^a X\_PRcb ^cWTa _T^_[T complain about that you can address. And be sure to thor and

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News {Business Development}

How to Move Clients Past Pricing by Jeff Mowatt

Do your team members ever give you this excuse when your company loses a customer, “Our competitors are hammering us on price. That’s why we’re losing business.” It’s a convenient excuse that puts the blame on those nasty competitors. But the truth is, many customers don’t only buy based on price alone. If that were true we’d all live in the cheapest homes, buy the cheapest vehicles, and every time we went out to eat, we’d always eat fast food. As you know, customers buy based on overall perceived value. The question becomes, what do today’s customers value - to such a degree that they willingly pay a premium? The answers may surprise you.

What customers really want

Having worked with over 400 client organizations and conducted surveys of over 11,000 of their customers, we discovered Customers rarely make purchasing decisions based solely on price. there are some 35 factors that customers consider (often subconsciously) when they decide to pay a premium. Here are two that I talk about in my training seminars and speeches.

Selection is Overrated

Today’s customers suffer from decision fatigue. It begins first thing in the morning when they decide what to wear, which lane to drive in, and which of the hundreds of emails or posts on their portable devices are worth their attention. So when it comes to buying something, the last thing customers want is a large selection that makes choosing overly complicated. What customers really want in today’s world of too much clutter is what I call A.I.D. - Analysis, Interpretation, and Direction. Customers want you to analyze the various options available for that customer, interpret those options based on the customer’s individual needs, and direct the customer to a maximum of three choices. In other words, for complex purchases, customers don’t want to work with an order taker. What they value is a trusted advisor.

Don’t be better, be different

When it comes to discussing your offerings with potential customers, claiming your product or service is better than the competition won’t likely motivate them to switch to you. Chances are your established competitors are not selling junk. In customers’ minds, if what they’re currently buying is reasonably good, then it’s not worth the risk and hassle of switching over to you for a slight improvement in quality. Unless you’re offering something that provides a different as opposed to better - way to achieve an outcome, customers often stick with the devil they know. That brings us to how you communicate your uniqueness. After listening to the customer’s specific needs, describe to them the conventional solutions to their particular problem. Then explain that given the customer’s unique needs, conventional approaches won’t achieve the desired outcome, and how they may instead create unintended negative consequences. Then reveal how you are bringing a different type of solution; one that addresses their unique needs while avoiding undesirable consequences. Now the customer sees you as significantly different and price becomes less relevant.

Bottom Line

Trying to beat your competitors’ prices is rarely a profitable strategy; especially if you’re not a huge organization with massive economies of scale. Instead, remember that what customers really want is greater overall value. Often getting your customers to move beyond price simply means training your team members to change the way they talk with customers. To boost your profits and market share, could it be time for a tune-up of your team’s customer communications skills? About the Author: This article is based on the bestselling book, Influence with Ease by Hall of Fame motivational speaker, Jeff Mowatt.

Jeff ’s Influence with Ease® column has been syndicated & featured in more than 200 business and online publications. To obtain your own copy of his book, or to inquire about engaging Jeff for your team, visit www.jeffmowatt.com.Jeff heads his own training company and has written and produced 13 self-study coaching tools.

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Video marketing cuts through all the noise, all the static tweets, and all the images that bombard users on a relentless basis and forces the digital user to take notice. Video content, which used to be locked to the TV in your living room is now a faint echo of the past. People are watching less TV and more digital video, particularly mobile video.

What is IGTV & Facebook Live? Recently Instagram launched Instagram TV (IGTV) in the summer of 2018, and it was something of an exemplar that many didn’t see coming. Just like how Instagram Stories was born in competition to Snapchat, think of IGTV as a competitor to YouTube. Instagram has said that by 2021, mobile video will account for 78 per cent of total mobile data traffic, and Instagram is betting that mobile video is going to get even bigger with the launch of IGTV. Here’s what Instagram’s Co-Founder & CEO, Kevin Systrom, had to say about it: “IGTV is built for how you actually use your phone, so videos are full screen and vertical. Also, unlike on Instagram, videos aren’t limited to one minute. Instead, each video can be up to an hour long. “We’ve made it simple, too. Just like turning on the TV, IGTV starts playing as soon as you open the app. You don’t have to search to start watching content from people you already follow on Instagram and others you might like based on your interests. “Like TV, IGTV has channels. But, in IGTV, the creators are the channels. When you follow a creator on Instagram, their IGTV channel will show up for you to watch. Anyone can be a creator you can upload your own IGTV videos in the app or on the web to start your own channel.� Any business or user can create long-form videos on IGTV and start their own IGTV channel. Currently, videos are restricted to 10 minutes for most accounts, and up to one hour for larger accounts, but Instagram has said that eventually they will remove the time limit. IGTV’s videos can be watched directly in the Instagram app or by clicking the IGTV button on someone’s Instagram profile, plus you’ll also get a notification in the native Instagram app when someone you follow posts a new video to IGTV.

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Facebook Live - which originally launched a few years ago - is a tool for sharing real-time video straight from your smartphone. What your phone camera sees, anyone tuned in on Facebook sees. Think of it as your own live television channel - albeit one where you can broadcast as frequently or infrequently as you like. Much like IGTV, Facebook Live was created as a response to competing services like Youtube and leverages the website’s existing audience. Both Facebook Live and IGTV allow viewers to like or comment on content while watching them, thereby facilitating engagement.

How to leverage video for your business Here are five tips you should heed when using video:

1. Promote your Facebook Live: There’s not much point in doing a Facebook Live if your fans aren’t online and don’t know it’s happening. After all, you are doing this for them! Be sure to promote your Facebook Live ahead of time (at least one week) and offer a few reminders before the event. Asking for your fans for input ahead of time really helps to get them involved.

 2. Plan (and plan some more): At the risk of coming across as scripted rather than off-the-cuff, you should have some sort of plan before going live. Who will speak first? Who will ask the questions? What topics are you going to talk about? You should also have your Facebook Live video title and caption ready so you can just press live when it’s time to begin.

 3. Consider the viewer experience: This is critical and the viewer’s experience is paramount. Are you going to be providing a video that people will want to watch? The more you plan, keeping your audience in mind, the better your product will be.

 4. Do a test run before first: Be sure that your internet connection is stable and strong, your sound is good enough, background noise is minimized and that you are setting your posts to public. Try creating a few test videos to ensure the audio and visuals are good to go.

 5. Have a back-up plan: What will you do if the live feed cuts out? What about if viewers are asking awkward questions? How about if a passer-by interrupts your broadcast? Discuss your contingency plans and remember that it’s “liveâ€? so you will need to keep rolling whatever happens! So, what type of content should you broadcast? There are different types of video broadcasts you could include - either as a live broadcast or on IGTV. Here are a few videos ideas you could try to incorporate:

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Behind the scenes: There will always be people interested in taking a behind-the-scenes look at your business, especially if they are already familiar with your products or services. This is your opportunity to break down the traditional boundaries between business and customer and show some personality. It’s not about selling; it’s about sharing what makes your business unique. The great thing about behind the scenes videos is they are uniquely yours - and can never be imitated. Get interactive with live Q&As (Facebook Live): Facebook Live allows real-time interaction with your audience, as anyone who is tuned in to your broadcast can type a message that will appear on your screen. That makes Facebook Live a great channel for question and answer sessions. Your audience gets their queries resolved - and the live element of the feature reinforces the connection between you and your audience. The learning goes both ways too. Q&A sessions can teach you a lot about your audience and how they think. Hey, you might even stumble across an idea for your next marketing campaign. Demos / Launches: Is your business launching a new product or service? Why not show it in action? A well written product description is all good and well, but it pales in comparison to the impact that a video demo gives your audience. There is arguably no better way to pique the interest of your viewers than a well thought-out video launch. 4. Keeping Clients Abreast of News: Keeping clients informed of timely trends and developments goes a long way in cementing your role as an advisor to them. Providing informative and light-hearted news segments at regular intervals not only provides your audience with relevant content, but it establishes you as an authority in your area of expertise thereby reinforcing your credibility.

5. Always include a CTA (call to action): Whenever you post a video there should be a link back to your website, or products, or a piece of content that they can learn further from. Ready to get started? With a little planning and creativity, you could be well on your way to producing engaging, valuable video content that cuts through the noise and attracts your audience. Video can become a key part of your content marketing strategy; product demos can be repurposed on your website or YouTube; Q&As can be written up as blog posts; your news summaries can be distributed through email newsletters. The sky is the limit! Good luck and start shooting!

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You should always try to remember that your client relationships are built on emotions and trust, so use technology only in a way that maintains, enhances, and propels those relationships to the next level. Throughout my career, I’ve made it a point of focus to build strong personal relationships. Human needs haven’t changed; relationships mattered in the days of pencil, paper, and snail mail, and they still matter now in the days of Facebook, Skype and Instagram. Ideally, you would meet with all of your clients in person, but of course that’s not always practical. Still, you should invest in at least one face-to-face meeting with your top clients on a regular basis. Then, use a carefully balanced mix of technology to maintain the relationship. Here are a few of my tips for leveraging tech to maximize your relationships.

1. Don’t let “faceless� and “voiceless� technology become your primary communication tool.

3. Overcome the phobia: pick up the phone regularly.

7. Keep your website responsive and agile.

Many people dislike the phone. Conversations can be long and meandering, and we’re all busier than ever. But you must overcome your phone phobia. In terms of relationship building (not to mention problem solving), there is no substitute for the give and take that happens voice-to-voice. Schedule actual phone conversations with clients to catch up and find out how they are doing. Keep that human connection alive!

Is your website in alignment with your business image and your mission? Successful companies have responsive websites that adapt and format content layout to any device in order to ensure optimal user experience. If it’s been a while since you’ve changed your design, your website may be long overdue for a tune-up and a facelift.

8. Use email to send articles your client might enjoy. Trusting relationships thrive on frequent contact. To solidify your connection to clients (especially when you haven’t talked in a while), send them little links and articles you know they will enjoy. This gesture shows you are thinking about them and know where their interests lie. Just keep these communications in balance. Bombarding clients with superficial links and articles may actually weaken the value of your contact with them and undermine your relationship.

9. Send e-newsletters to all your clients.

Nothing can replace the effectiveness of a face-to-face encounter (even if it’s through Skype), especially in the early phases of your client relationship. Meaningful phone conversations can be great too. It’s fine to use solutions like email, texting, and e-blasts to stay in close contact with your clients. These can enhance and strengthen a well-established relationship. But they should always be supplemental.

2. Skype important meetings if you can’t be there in person. Ideally, “in person� interactions are best for relationship building - especially with key clients - but of course they can’t always happen. Your presence shows your clients that you care about them. Video conferencing is second best. Make sure you’re using this tool often, as it’s a great way to read body language and facial expressions, all of which are crucial for building trust and establishing positive and productive relationships.

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4. Pay attention to how the client communicates. If a client seems to prefer phone, text, or in-person communication, make a note of it and honour their preferred style while maintaining your own dedication to person-toperson contact. This shows them you care about and respect their preferences. Find a happy balance between the client’s style, yours, and the demands of the day.

5. Match the medium to the message. If you want to distinguish yourself and have something very important to say, write a letter! If you are trying to book an appointment with a busy person, or trying to figure out something complex, or trying to discuss a potentially sensitive issue, then pick up the phone. If you only want confirmation of a small piece of information and you’ve recently spoken with a client, feel free to use email. Let your instinct be your guide.

6. Be thoughtful and deliberate with social media. Your competition is taking advantage of these platforms and so should you. But make sure your online presence is well planned and executed. Your Facebook or LinkedIn posts should meaningfully connect back to your brand and mission and provide value to clients and other readers. Don’t bombard your followers with inane content as this negates your credibility. Post less and make sure your content is good.

This a good way to engage regularly with clients and stay on their minds. Create compelling content that connects with the various lines of services you are currently offering and craft interesting articles for your clients around related topics.

10. Personalize your communication. Sometimes e-blasts make sense, but whenever possible, include a small personal note at the top that lets the client see they matter to you.

11. Allow clients to login and access their information. Whenever possible, empower clients by putting information at their fingertips. This not only saves time for your clients when they need to get a small piece of information, but also goes a long way toward building mutual trust. If you harness the power of technology correctly, it can do wonderful things for your business. But remember that it is only one tool in your toolbox. Use technology to enhance business, but don’t let it overshadow your mission to keep trust-based client relationships at the centre of everything your business does. *JW]\ \PM *]\PWZ#

Paul G. Krasnow is the author of The Success Code: A Guide for Achieving Your Personal Best in Business and Life. He is a financial representative at Northwestern Mutual Life Insurance Company, where he has been a top producer for 40 years. Early in his career, Paul suffered a financially devastating bankruptcy with a line of clothing stores he owned, but went on to join Northwestern Mutual, where he has created an impressive financial portfolio and a strong network of clients, many of whom have become lifelong friends. Paul regularly speaks for multiple life associations in the U.S. and has given seminars for law firms and CPA firms in the Southern California area. For more information, please visit www.paulgkrasnow.com.

Your Embroidery Experts From a single head embroidery machine to multi-head and specialty embroidery machines, Tajima has you covered.

Vancouver 1-888-739-1864

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MontrĂŠal 1-800-361-0100

Atlantic 1-877-928-3354

rbdigital.ca

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stand and turn around the negative thinking that underpins your own negative emotions. We recommend cognitive restructuring -first developed by psychologist Albert Ellis in the mid-1950’s - to improve negative moods or combat fear, apprehension, or anxiety about a person or event. Specifically they suggest a technique based on the seven-column Thought Record copyrighted by Christine A. Padesky, appearing in Mind Over Mood. To learn more, please read: Cognitive Restructuring: Reducing Stress by Changing Your Thinking (http://mnd.tools/6-1). Until you truly know yourself, you will never be a great leader. Only through self-awareness can you play to your strengths, understand your own personal goals, forge authentic connections with your team and colleagues, and inspire others to do the same. Start getting to know yourself today and see where it can help take you and your team tomorrow.

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James Manktelow and Julian Birkinshaw are coauthors of Mind Tools for Managers: 100 Ways to Be a Better Boss (Wiley, April 2018, ISBN: 978-1-11937447-3). James Manktelow is founder and CEO of MindTools.com. He has written, edited, and contributed to more than 1,000 articles, more than sixty workbooks, and seven books and e-books on management and leadership, including Manage Your Time and Manage Stress. Julian Birkinshaw is professor of strategy and entrepreneurship, deputy dean for programs, and academic director of the Institute of Innovation and Entrepreneurship at the London Business School. He is the author of fourteen books, including Fast/Forward, Becoming a Better Boss, and Reinventing Management. For more information on their book, please visit www.wiley.com.

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FRIDAY JANUARY 11

S3 • Back To Basics

S1 • Machine Maintenance

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

8:30 a.m. – 10 a.m. This informative seminar will help you understand the parts of your machine, what each part does and why. Your machine is your moneymaker: Learn to take care of it and have it sew consistently from Monday to Friday, January to December. Discover how a stitch is made, why there are tension knobs and how to set-and-forget them, stopping touching, and more!

Brush up on everything you may have forgotten or may not have known about embroidery: Needles? Backing? Bobbins? Hooping techniques? Embroidery-frame options? You may think you have these down pat, but you may be surprised by the valuable “basics� that you were unaware of, or simply forgotten, that can add up to more success. Presented by Bill Garvin, Gunold Canada

S4 • Love Embroidering Hats

Presented by Bill Garvin, Gunold Canada

3 p.m. – 4:30 p.m.

S2 • Digitizing, A to Z 10:30 a.m. – 12 p.m. A is for All Stitch Types: understand them by attending this seminar. D is for Digitizing: learn why it accounts for 95% of the quality in your work. E is for Embroidery: we will cover all formats. P is for Puff, as in 3D Puff: discover things you don’t know about it, as well as small text. Learn this and more in the A-Z Digitizing session.

Frustrated with embroidering hats? Learn to love this crucial component of the embroidery business. Discover what keeps causing the thread to shred and break your needles. Understand why your designs do not sew as well on the cap driver frame, as they do on flats. Why doesn’t the design stay in registration? Plus proper digitizing for hats: the keys to success and tips & tricks to make embroidering hats loveable – and profitable! Presented by Bill Garvin, Gunold Canada

Presented by Bill Garvin, Gunold Canada

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Compared to the United States, where e-commerce comprises 23.6% of total apparel, e-commerce in the Canadian apparel market is underdeveloped.

Imports increased 2.6% in August 2018, and 1.8% during the first eight months of 2018. During the period, Chinese apparel exports to Canada decreased by 1.4%. Bangladesh recorded a 3.3% decrease, while Cambodia and Vietnam recorded increases of 8.3% and 11.8% respectively. Perhaps the most interesting developments in the first eight months of 2018 were the 378% increase in apparel exports from Portugal to Canada, along with the 25.2% and 17.1% increases in Romania and Italy’s apparel exports. India’s apparel exports to Canada year to date increased by only 1.2%, while the Philippines and Thailand’s exports decreased 22.5% and 13.0% respectively.

During 2017, Canadian e-commerce sales totaled C$2.3 billion and accounted for only 7.2% of Canadian apparel sales. Total Canadian e-commerce sales increased during August by 13.9% on an unadjusted year over year basis. Year to date, e-commerce sales were up 14.3%. Over the next four years, Canadian apparel e-commerce sales are forecasted to grow at a faster rate than in the U.S..

Growth in the men’s market was attributable to sales increases in men’s accessories, sleepwear, and outerwear. The pants/tops category which accounted for 52.2% of men’s sales increased by 1.4%. In the women’s market, fashion accessories and hosiery were the categories that saw the largest increases while outerwear and the other clothing categories registered negative growth. While apparel’s growth in the first half of 2018 was disappointing, it’s safe to massume that for all of 2018 retail apparel sales should outperform the 1.4% increase in Canadian retail apparel sales in 2017.

During August 2018 sales of Canadian clothing manufacturing shipments bounced back from July’s decrease, increasing by 4.8% compared to the same month a year ago. During the first eight months of 2018 sales of Canadian clothing manufactured shipments increased by 9.4% The work “lacklustre� may be an ideal way to characterize Canada’s retail sales during August 2018, as during the month total retail sales decreased 0.1%. Clothing sales in the eighty retailers making up Statistics Canada Large Retailer Survey increased 0.8% in August and were up 0.3% year to date. Sales in clothing specialty store sales on an adjusted basis, increased 3.3% during August 2018. The increase was the smallest since February 2018. Year to date, clothing specialty store sales for all of Canada through August 2018 were up 5.1%.

The capacity utilization rate of Canadian clothing manufacturers during the second quarter of 2018 decreased by 14.4% from the same quarter a year earlier. During 2017 the capacity utilization rate averaged 71.6%, up 70.2% in 2016.

Sales growth on an unadjusted basis during the same eight month period was greatest in Alberta (+13.2%) and B.C. (+12.5%). Of interest was that year-to-date, Ontario was the province that reported the least growth in clothing specialty store sales year.

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PRINT & CUT TRANSFER MEDIA

Source: Fibre2Fashion.com

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