SanMar Radio

John Janson is the senior director of global logistics for SanMar. The last year and a half has definitely challenged and tested his team, along with the rest of us, to say the least. In this episode, John delves into how the COVID-19 pandemic has shaken up supply chains all over the world, how SanMar is faring, and what we need to accomplish before we can be “back to normal.” THE FINER DETAILS OF THIS EPISODE John breaks down how SanMar's global supply chain worked prior to the COVID-19 pandemic. What causes product shortages, and how has the pandemic played into that? Looking into how the Suez Canal blockage affected SanMar and the global supply chain at large. Why it's important for customers to get their orders into us early. What milestone does the industry need to hit to know it's turning a corner?   QUOTES “We're not doing anywhere near as well as we'd like to be doing, but we're doing significantly better than lots of other people are doing.”  “If you grade us on a curve we're not doing bad!” “We're trying to make ourselves as attractive to a customer as we can be.” “We are professional whack-a-mole players right now.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar's Facebook: https://www.facebook.com/sanmarcorp/ SanMar's Twitter: @sanmar_corp SanMar's Instagram: @sanmar_corp

Vicki Ostrom is SanMar's futurist and trend editor - she reads the cultural and apparel tea leaves to help us stay in the know.  In this episode, Vicki discusses some unexpected trends that have sprung out of the pandemic, muses over why retro styles make such a splash, and looks at how sustainability is factoring into the average customer's purchasing decisions. THE FINER DETAILS OF THIS EPISODE How the pandemic has shaken up personal fashion. The reason Vicki believes retro trends are so popular. Vicki reveals her favorite trend at the moment. The trends Vicki sees coming out over the next few months. QUOTES “We're just ready to have some fun! Everybody's tired of being tired and sad.” “We're dressing for ourselves now more than we're dressing for others.” “We can actually make [a] serious difference in the world quickly.” “I want to live on this planet, and I need to have a planet to live on if I want to do that.” “It just takes some creativity to just bring that little spark of joy to your customer.” LINKS SanMar U: http://www.education.sanmar.com/ SanMar's Facebook: https://www.facebook.com/sanmarcorp/ SanMar's Twitter: @sanmar_corp SanMar's Instagram: @sanmar_corp

James Shimizu is the Chief Marketing Officer of the Superior Group of Companies (SGC), whose WonderWink brand of scrubs is the latest to join the SanMar family.    In this episode, James discusses how WonderWink’s fabric selection makes their products more appealing to consumers, looks at how the pandemic has affected the company, and looks into the non-medical professions that use scrubs. THE FINER DETAILS OF THIS EPISODE James gives Lisa, Tara and the listeners a crash course in what makes WonderWink products unique. What is WonderWink’s relationship with SanMar and how did this latest partnership come to be? How WonderWinks scrubs are made to be more comfortable than their competitors’. What goes into making scrubs that won’t fall down when you least expect it (like in the middle of a surgery). Which WonderWink products are SanMar exclusives.   QUOTES “It’s hard to look at the Wonderwink logo and not smile.” “Of course we want everything to look good and feel good but at the end of the day it really needs to perform. “Fit...is the foundation to what WonderWink is.” “We’re frankly just so honored to be able to support the health care industry.” “We think Scrubs Day should be every day!” LINKS WonderWink: https://wonderwinkscrubs.com/  Superior Group of Companies: https://superiorgroupofcompanies.com/  SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Emily Gigot is SanMar’s sustainability manager and is spearheading our company’s initiative in helping to reduce climate change. In this episode, Emily explains what it means to make a climate commitment, delves into SanMar’s own sustainability strategies, and discusses how small changes in our everyday lives can make a positive impact on our planet.   THE FINER DETAILS OF THIS EPISODE What is SanMar’s climate commitment? Breaks down what the Paris Agreement hopes to accomplish. How SanMar sets its internal climate goals. The big and small ways that companies big and small can reduce their carbon usage. What individuals can do to battle climate change in their own lives.   QUOTES “We really don’t have time to waste. We need to take steps now to make sure that the future is bright and future generations are able to thrive.” “I’m of a mind that putting more heads together is better than one.” “Consumers need to be able to make an informed choice.” “Every car off the road makes a difference.”  LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Ryan Ellis is the CEO of TravisMathew, a well-known lifestyle and golf brand that has recently joined SanMar’s family of brands. In this episode, Ryan delves into TravisMathew’s meticulous fabric-making process, discusses the positive changes that the past year of quarantine has brought about, and gives us a sneak peek of what’s next.   THE FINER DETAILS OF THIS EPISODE Ryan gives listeners a crash course in TravisMathew’s history. How TravisMathew tries to push golfwear beyond the golf course and clubhouse. Breaking down how TravisMathew researches and selects fabrics for its products. How TravisMathew has cultivated a healthier work-life balance for its employees. The philosophy behind TravisMathew’s designs. A day in the life at TravisMathew.   QUOTES “We have a lane, we know what it is, and so it’s very easy for us to just drive right down that lane.” “It’s really a space that we’re dominating right now.” “One fabric can make all the difference.” “It’s not about working hard; it’s about working smarter.”   LINKS TravisMathew homepage: https://www.travismathew.com/  SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Natalie Tenner and Rob Crowley are the chairs for SanMar’s Diversity and Inclusion Council, which works to foster an open-minded and equitable environment in the company’s workplaces. In this episode, Natalie and Rob discuss their role models, lay out their strategies for workplace education and conflict resolution, and suggest methods for making SanMar an even more welcoming place than it already is.   THE FINER DETAILS OF THIS EPISODE Natalie explains what got the ball rolling with creating SanMar’s council, and Rob specifies why this group is a council, not a committee. Rob and Natalie discuss the personal reasons and values that lead them to join the Diversity and Inclusion Council.  What is psychological safety, why is it important, and how can it be fostered in the workplace? How the Diversity and Inclusion Council has faced resistance since launching, and how Natalie strives to listen to people and meet them where they are. The reason Rob thinks it’s difficult for people to understand the concept of privilege. Who have been major inspirations for championing diversity and inclusion in Natalie and Rob’s lives? Which companies they feel are leaders in promoting and fostering diversity and inclusion.   QUOTES “He viewed a council as something that was constant and never going away; it would never expire and would last the life of SanMar.” “I want to make sure that future generations, and even people who are here now, have a place where they feel that they’re included.” “There’s a lot of great things about SanMar but I think we have some work to do in this area.” “How much better can people be at their jobs if they feel truly empowered and emboldened to be who they are?” “The people who are hiring and firing and promoting need to understand what a bias is.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

This year, SanMar is celebrating its 50th Anniversary and to kick things off, we talked with our founder, Marty Lott and his wife Sharon. Marty and Sharon started SanMar with $1 in the company’s checking account. From there they have worked together selling t-shirts at concerts, unloading boxes at warehouses and teaching their sons the ins and outs of the business. In this episode, Marty and Sharon reveal how SanMar started with a backpack created for college students, discuss the challenges of running a family business and share how being a family…and being a SanMar family…has been at the core of what they’ve created.   THE FINER DETAILS OF THIS EPISODE What it means to Marty and Sharon for SanMar to celebrate half a century of operations this year. How they define success on their terms. Marty tells the story of the first backpack he created and how SanMar grew out of it. Sharon shares the story of the infamous yellow T-shirts. How they manage work-life balance in a family business. Why you should tie a rope around your tent. What Marty and Sharon love most about their SanMar family.   QUOTES “Fifty years has gone way too fast in my mind.” “Doing what makes you happy is success.” “My greatest joy now is watching my children be in the business.” “As long as you and your partner think alike, have the same goals and have the same values, you’ll be fine.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Shelley Williams is the Vice President of Marketing here at SanMar. This year has been a whirlwind for her as she is relatively new to the company and the industry in general, having joined up just a couple months before the pandemic hit. In this episode, Shelley discusses how the pandemic compelled SanMar to focus on building relationships, speculates on which advancements spurred on by quarantine will carry forward and emphasizes you should never forget it’s okay to ask for help.   THE FINER DETAILS OF THIS EPISODE How the COVID-19 pandemic made Shelley and others reassess their approach to customer care and communication. What SanMar did to adapt its normally in-person practices to a virtual format during quarantine. Breaking down what has and hasn’t gone so well for SanMar’s approach throughout this unusual year. Which COVID-inspired changes and work-arounds may be carried forward even after quarantine ends. Shelley reveals what she’s most proud of when she thinks back on the year. What Shelley is hopeful for in the coming year.   QUOTES “You need to reevaluate every message you’re putting out there.” “[COVID] isn’t gonna stop us from doing great work. We’re gonna figure this out.” “We’re all in it together and you know we’re doing crazy things, but we can do it.” “Just because it’s successful doing it the way we’ve always done it, doesn’t mean we have to not look forward to what’s coming.” “What you’ve always done isn’t going to always work.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

To get the low-down on what’s going on in our industry, Lisa and Tara spoke to some of SanMar’s channel managers across the country, including Rachelle Manning, Ken Snyder and Mark Bailey. In this episode, our guests discuss how the sporting goods industry has dealt with nearly every sport being canceled this year, they elaborate on how they’ve found ways to make virtual meetings work for them,and they explain why they’re feeling optimistic about the rest of Q4 of 2021.   THE FINER DETAILS OF THIS EPISODE Sporting Goods Channel Manager Rachelle Manning discusses how the communal nature of sports brings people together even during hard times. Industrial Laundry Channel Manager Ken Snyder reveals that he was pleasantly surprised at how flexible SanMar’s customers have been during the course of the pandemic. Decorator and Digital Solutions Channel Manager Mark Bailey gets into some of the unexpected product trends to come out of this past year.   QUOTES “Everyone is seeing a little bit of light at the end of the tunnel.” “I always think there will be a place for in-person meetings, but I think it’s gonna be really different down the road.” “Those vertical collateral materials really helped them understand where they needed to move to, and we gave them what they needed to make it as easy as possible.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

To get the low-down on what’s going on in our industry, Lisa and Tara spoke to some of SanMar’s territory managers across the country, including Matt Foley, Chris Smith, Ben Prasad and Alisha Proffit. In this episode, our guests discuss how Q4 looks around the country, which industries are doing well, and how customers have adapted to the current business climate.   THE FINER DETAILS OF THIS EPISODE Matt notices a shift away from PPE purchases. Why virtual meetings are here to stay. How Ben pulled off a parking lot tradeshow. What Alisha thinks has been a silver lining that’s come out of the pandemic.   QUOTES “When the world shut down and everyone went virtual, business pretty much went there as well.” “Sustainability has been a really big story for us this year.” “If we don’t have the right answers now, find a solution, find a network and I think we’re a great network to find those solutions.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

John Lindgren and Cindy Crank are considered to be the driving forces behind SanMar’s tradeshows, which have undergone a significant virtual shift this year in the wake of the COVID-19 pandemic. In this episode, John and Cindy discuss how the tradeshow industry is reacting and adapting to COVID-19, weigh the pros and cons of physical vs. virtual tradeshows and ponder the future of these events.   THE FINER DETAILS OF THIS EPISODE What has the shift to virtual and remote work been like for John and Cindy? What’s it like to attend a virtual tradeshow? How do they replicate the feeling of attending one of SanMar’s shows in a virtual environment? One benefit a virtual tradeshow provides that its physical counterpart really can’t. Looking toward the future of post-COVID tradeshows.   QUOTES “As time goes on, these different platforms are getting better and better with their communications and offerings.” “What we don’t have in the real world is clicks.” “If you have goals of trying to find new products, if you are looking for a specific customer, get all your stuff in order and do your homework ahead of time.”   LINKS SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Lisa and Tara had the opportunity to speak with Davis Smith, the founder and CEO of Cotopaxi, a company that makes innovative outdoor gear while also giving back to the global community. It’s also the newest addition to the SanMar family. In this episode, Davis reveals what goes into making Cotopaxi’s hip AND sustainable bags, discusses the company’s core values and talks about how a kid named Edgar shaped his desire to help the world.    THE FINER DETAILS OF THIS EPISODE Davis explains where Cotopaxi got its name and what went into selecting the llama as its mascot. How Davis’ love of adventure and exploration influenced the direction Cotopaxi has taken. How Cotopaxi produces sustainable, colorful, one-of-a-kind bags. What brought Cotopaxi to work with SanMar. Breaking down how exactly Cotopaxi gives back to communities. Davis’ connection and reunion with Edgar, the boy who changed the track of Davis’ life.   QUOTES “We didn’t have a lot of money but we could definitely adventure.” “Anyone that has adventured or seen the world or spent time in the outdoors has connected with something bigger than themselves.” “We felt like if there was a time for us to focus on doing good, it was today.” “It’s just really important to build those rituals and traditions around those values so that they’re not just words on the wall but they’re something that everyone lives every single day.”   LINKS Cotopaxi: https://www.cotopaxi.com/ SanMar U: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Lisa and Tara chatted with Ryan Moor and Mel Lay, two of the founders of Allmade Apparel, an impact-driven company that was founded by a group of screen printers wanting to create positive change in the industry and the world. Allmade is the newest addition to the SanMar family. In this episode, we discuss Allmade’s origin story, including a life-changing trip to Haiti, their commitment to helping people and the planet, and Ryan even gives listeners a few tips for decorating face masks.   THE FINER DETAILS OF THIS EPISODE Ryan and Mel think back on their first entrepreneurial ventures. How a trip to Haiti opened Ryan’s eyes and encouraged him to pursue a different kind of business. What Ryan and Mel hoped to change when they founded Allmade with a group of fellow screen printers. Why working with SanMar has allowed Allmade to “go to the next level.” How the COVID-19 pandemic has brought out the entrepreneurial spirit in many people.   QUOTES “If you get a better shirt, you’re actually gonna look like a better screen printer without having to do anything.” “So it started about ethical wages and creating jobs for people, and then it quickly transformed into ‘Hey, let’s do that and let’s make a t-shirt that’s better for the planet.” “A lot of barriers that may have been there before are no longer relevant.”   LINKS Allmade Apparel homepage: https://www.allmade.com/ SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Renton Leversedge is the Chief Customer Officer at SanMar. He and his teams have played a pivotal role in quickly switching much of SanMar’s production from making t-shirts to face masks. In this episode, Renton breaks down how SanMar has completely reworked its production priorities, discusses how competitors have become collaborators and elaborates on the methods used to make face masks more attractive to the average customer.   THE FINER DETAILS OF THIS EPISODE Renton explains how SanMar became part of the pivotal, industrial force manufacturing face masks in this time of need. Discusses the unprecedented experience of SanMar working alongside companies who are usually its competitors. How the industry can make masks more appealing through branding. An in-depth look at the PPE gown SanMar is manufacturing for use on the COVID-19 frontlines. The tricky logistics of completely reworking supply chains during a crisis.   QUOTES “I enjoy being around people so I look forward to the day we’re all back in the office.” “If science says you should wear a mask, then [any] way we can make people feel better about wearing a mask, the better.” “There’s no substitute for being together.”   LINKS SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Kara Johnson, a senior merchandiser at SanMar is responsible for building products, setting prices and collaborating with a myriad of teams to develop products. In this episode, Kara discusses how sustainability is  now the status quo instead of just a trend, explains why she’s so excited about the District Re-Tee and daydreams about the perfect reserved parking spot.   THE FINER DETAILS OF THIS EPISODE Kara breaks down her responsibilities as senior merchandiser and which brands she works with. How SanMar is able to design and create products faster today and how that helps keep up with some of fashion’s every-changing trends. What’s so special about the Re-Tee that Kara wore to this interview? The reason sustainability is easier to manage than you think.   QUOTES “You have to stay true to who you are.” “We have the ability to truly affect change in our market and in the world.” “It’s scary to move that fast, but we’ve been able to do it.” “We have to affect the change now because our customers are demanding that.”   LINKS SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Mark Bailey is SanMar’s Senior Manager of Channel Sales on the  Decorator and Digital Solutions Team, and a 21-year veteran of the company. His team believes in not only providing customers with their desired products but also in forging meaningful connections.   In this episode, Mark explains how his team keeps up with the latest trends, discusses the importance of customer input and dishes on a few decorative trends everyone would be wise to keep an eye on.   THE FINER DETAILS OF THIS EPISODE   Mark describes his role in creating SanMar’s PSST program. What’s changed the most in the two decades Mark has spent with SanMar. Mark explains what the Online Solutions Team is responsible for and why it merged with the Decorator Relations Team. How does Mark’s team figure out what customers really need? What are some of the questions customers have for Mark and his team? Mark lays out what’s trending in product decoration right now.   QUOTES “My life has always been spent [with] boots on the ground and being in the trenches.” “We decided we were going to take ownership and help our customers out.” “We’re helping them discover new opportunities that would give them a unique advantage in the marketplace.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Lisa Terry and SanMar’s social media writer Josh Storey continue with their interviews from the show floor at PPAI in Las Vegas! Their guests are Brittany David and Danny Rosin: Brittany is the vice president of sales with SnugZ USA and the chair of the board for PPAI; Danny is the president of Brand Fuel, a merchandising agency based in North Carolina.   In this episode, Brittany discusses the importance of not just equality but inclusion in the promotional merchandise industry, and Danny delves into what companies can do to be equitable and give back.   THE FINER DETAILS OF THIS EPISODE   Brittany discusses SnugZ’s role as the “lanyard king” of the industry and how the company is a “creative leader.” Why is an alpaca attending the SnugZ booth? Brittany explains PPAI recent, important political victory and what it means for the promotional products industry. What has she been most proud of in her time on the board? Which women in Brittany’s life have inspired her? How did Danny foster his entrepreneurial spirit growing up? Danny relates how he discovered the value of philanthropy as a troublemaking teenager. What criteria make for a purpose-driven company, and who in this industry are giving back?   QUOTES “Oh, that’s the SnugZ booth. Of COURSE there’s an alpaca.” “There’s plenty of opportunities for women in this business, just like there’s plenty of opportunities for great men too!” “Keep creating products that are connected to purpose.” “Work, wealth and wisdom: what are you gonna bring?” “I’m one of those guys who, in college, needed to figure out a way to make some ancillary capital to do the things my parents didn’t want me to do.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

It’s a new year, which means it’s tradeshow season! At the PPAI Expo in Las Vegas, Lisa Terry and SanMar’s social media writer Josh Storey spoke with industry experts Bobby Lehew and Kate Plummer. Bobby is the Chief Content Officer at Commonsku, a comprehensive sales and marketing tool. Kate is the Vice President of Sales and Marketing at customized awards manufacturer Clearmount.   In this episode, Bobby discusses the role of storytelling in business and dispels myths about the power of spontaneity, while Kate talks about her early start in business and explains how she’s effectively built a community in her company, the industry and on social media.    THE FINER DETAILS OF THIS EPISODE   Bobby explains what storytelling means to him. How has the nature of storytelling changed, especially in regard to the development of technology? What you people do to make your story stand out when everyone has their own platform. Bobby’s advice for creating empathetic bonds with your customers. How Kate defines community and why it’s essential to any successful company. Why it’s important to keep your viewpoints open and keep expanding your horizons. What’s your differentiation point? The relationship between education and mentorship in building a community. Finding a community that fits your needs.   QUOTES   “Every major religion, every major thought, every major philosophical idea has been carried on the back of a story.” -- Bobby Lehew “If you know your audience well, then you’ll know what they come to expect from a story.” -- Bobby Lehew “We make our decisions emotionally and justify them rationally.” -- Bobby Lehew “Ingenuity is taking any product that anyone can get and then transforming that into an experience which no one else can emulate.” -- Bobby Lehew “You’d be surprised at how many people are very open to sharing their secret sauce.” -- Kate Plummer “I am like a pirate: if I can pillage your brain for information, I am going after it.” -- Kate Plummer “Reach out; be part of it.” -- Kate Plummer   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

The year is almost over, which also means that tradeshow season is coming up fast! For the occasion, Lisa and Tara and revisiting their interview with this show’s very first guest, John Lindgren. He’s SanMar’s tradeshow expert and knows what it takes to have a successful presence at a tradeshow - he's been doing it for decades.   In this episode, John discusses his time working at SanMar’s tradeshows, explains why no amount of technology can replace people, shares his stories of fire and floods, and gives helpful tips and tricks for a successful tradeshow experience.   THE FINER DETAILS OF THIS EPISODE:   John lists the various “hats” he’s worn throughout his time at SanMar and what it was tradeshows were like 20 years ago. What being and working at a tradeshow is like, and how these shows can truly benefit businesses. How SanMar’s tradeshow presence has changed over time. Why John is hesitant to factor technology into SanMar’s tradeshow exhibits. What “road shows” are and why they may be beneficial for some exhibitors. John’s tips and tricks for those planning on visiting a tradeshow. Why even just attending a show can require as much planning as exhibiting at one. The Dallas Convention Center Incident. How John measures success at tradeshows.   QUOTES:   “It’s those little journeys I laugh at because I’m still doing them but in a totally different way.” “When folks come to our SanMar booth, they want to see people - they want to talk to us.” “Be smart about how you walk the floor.” “You never know what could happen, including fire, rain or earthquakes.” “We can’t just show up and expect these shows to come to us or the people to come to us. We have to make sure we’re doing our due diligence of making it worth their time.”   LINKS:   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

It’s almost the end of the year and Lisa and Tara have decided to wrap up this first season of SanMar Radio. The podcast crew would like to thank everybody for listening and learning!   For this very special season finale, we take a look back through 2019 and highlight some of our favorite moments with our friends and colleagues at SanMar. THE FINER DETAILS OF THIS EPISODE VP of Sales Dan Tushar reveals how customers can set themselves up for success. Susan Rye, director of strategic accounts, on her strategy for increasing sales. SanMar’s decoration expert Jason Murphy on how you can set yourself apart from the competition. Director of Channel Sales Barb Herman explains just how valuable the industrial laundry market is. How Rachelle Manning, sporting goods channel manager, keeps up with trends. VP of Brand Management Shelley Renning on how SanMar has made its products and processes more sustainable. Lee Strom, vice president of marketing, shared his tips for effective messaging. Josh Storey, SanMar’s social media guru, reveals how to get the most out of your social profiles. SanMar CEO and owner Marty Lott on how he believes the industry will change in the future. Exploring Amazon’s impact on the digital marketplace with Director of Global Logistics John Janson. Pat Noonan, chief product officer, discusses how to weather the storm that trade tariffs are causing. QUOTES “In the event the budget changes, have an option at a better price point.” “Good customer service [is] good communication.” “People want something that fits them and is in their authentic colour.” “People love when we pull back the curtain and show them behind the scenes.” “Most of the volume in this industry has been driven because of relationships.” “They feel like they were involved in the solution and we cared enough to ask for their partnership.” LINKS SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Lisa and Tara are switching things up this week by turning the interviewer’s microphone on themselves, SanMar social media guru Josh Storey is asking the questions this time.   In this episode, our usual hosts discuss the ins and outs of their daily jobs, explain how their work helps make SanMar U what it is, and reveal the key building blocks to recording a good podcast.   THE FINER DETAILS OF THIS EPISODE   How Lisa and Tara used their backgrounds in radio and film to fit right in at SanMar. Why there’s no such thing as a “normal day” for a project manager. The reason project management is both about healthy relationships and also wrangling cats. The research and experience that went into creating SanMar U. What goes into preparing for a SanMar Radio episode and why Lisa and Tara don’t let their guests know the questions up front. How our hosts measure success. What podcasts Lisa and Tara listen to on their own time. Lisa and Tara’s advice for those looking to start their own podcast and what they have planned for 2020.   QUOTES “No two projects are ever the same.” “I love being challenged and I love being able to create something out of nothing.” “Giving people a chance to just tell their story is a really freeing experience.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp SanMar U email: sanmaru@sanmar.com

Ray Hong is a Custom Apparel Project Manager at SanMar, and is responsible for overseeing bespoke products from initial quote to final delivery. In this episode, Ray discusses what it’s like to help design and create unique products, reveals the right questions to ask customers who need help clarifying their ideas, and explains how to stand out in a fast-paced market.   THE FINER DETAILS OF THIS EPISODE   How Ray came to work with SanMar and join the custom orders program in its infancy. Which products can be customized and how does Ray with work with customers during the customization process? How long does the customization process take? What Ray thinks is the most exciting (and occasionally scary) part of customization. Ray’s method for helping customers figure out what they’re looking for when they don’t have a clear idea. How alpaca wool figured into one of the more unique projects Ray and the team have worked on. Where Ray thinks custom clothing design is headed in the near future and how he personally measures success.   QUOTES “Pretty much anything that we produce through our network...can be customized.” “We want to gather all the information that we can at the beginning so there’s no surprises later.” “When we go and do something custom — completely custom — it’s kinda like off-roading.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Rhea Aslin is the senior brand director at SanMar, overseeing merchandising and design for several of our key brands. In this episode, Rhea explains how developing a brand is like telling a story, discusses what she does to stay on top of fashion trends and describes how the apparel market is having to evolve to meet customer expectations. THE FINER DETAILS OF THIS EPISODE   Rhea lays out her responsibilities as the company’s brand director and which brands she oversees. Which SanMar brand has been Rhea’s favorite over the years? How customers’ expectations of what their apparel can do is changing the way we develop product. Rhea explains what it’s like to go on a product “shopping trip.” How difficult it can be to develop a product and not have that piece be picked up for production. Which trend does Rhea look back on in regret? How she and her team analyze trends and try to predict which will stay and which will go.   QUOTES “My job as a brand director is to make sure all those ideas that the merchandisers have come together as one story.” “Did I produce the best results for the company that’s entrusting me to do my job? That’s how I measure success.” “We’ve programmed people to expect a lot and for a lower price.” “When you stop trying is when you become stale.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Pat Noonan is SanMar’s chief product officer. His teams oversee product design, manufacturing, sourcing, and quality assurance across the company. In this episode, Pat shares how his time in the Navy taught him how to keep things in perspective, how SanMar’s relationship-based approach to sourcing helps us weather global challenges and how our industry is changing lives for the better. THE FINER DETAILS OF THIS EPISODE   Pat discusses his time in the Navy — including his family sword — and how that experience helps him now at SanMar. How SanMar’s service mentality made the transition from military to civilian life easier for Pat. Pat walks us through the lifecycle for the design, manufacture and distribution of an average SanMar product. What are some of the challenges SanMar faces when sourcing products? How SanMar is dealing with the current trade situation between the United States and China. What SanMar does to ensure product quality across multiple production locations worldwide. How SanMar maintains sustainability across its supply chain and how Pat personally measures success. Why Pat is so proud of SanMar’s Canvas for Good initiative.   QUOTES “We get inspiration certainly from the marketplace but also from our global partners.” “We’ve become much more deliberate and intentional in how we bring a product to market.” “Apparel sourcing is defined by how dynamic it is, and honestly that’s kind of part of the fun of it too.” “We’re really involved in all stages of production to ensure that we get consistent, high quality products.” “We are gonna be able to offer a truly sustainable, value-oriented product here in the years ahead, and I’m really excited about it.” “We’re lifting up lives and making a hugely positive difference!”   LINKS   Canvas For Good: https://canvasforgood.com/ SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Adam Gould is a senior manager of sales operations at SanMar, overseeing many of our company’s customer service interactions. In this episode, Adam reveals his tips for training an effective customer service team, discusses how technology helps employees who work remotely feel closer as a team, and explains how you can turn a challenging customer service experience into one that works in everyone’s favor. THE FINER DETAILS OF THIS EPISODE Adam explains how his team works with the rest of SanMar and why working with all different kinds of people is one of his favorite parts of the job. Adam relates his extensive customer service experience and discusses why he still finds interacting with clients refreshing. What SanMar does to most effectively train its customer service specialists. Discusses the relatively high number of employees that work from home and how SanMar has successfully pivoted to support them. Adam’s advice for SanMar customers looking to train their own customer service providers. How you can flip a tense or difficult customer service experience around. Adam describes his own personal measure for success in his line of work. Some of the highs and lows of Adam’s customer service work at SanMar. QUOTES “All along the way it’s been really fantastic to watch people grow and succeed.” “It’s nice to be able to get out in front of our customers and see what’s actually happening in the industry.” “We are well taken care of and we take care of our customers the same way.” “You have to listen to the whole problem before you start to solve.” “It’s really exciting to see people enjoy what they do and do it really well.” LINKS SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter:@sanmar_corp  SanMar’s Instagram: @sanmar_corp

Barb Herman is SanMar’s director of channel sales, and for the majority of her career, she has focused on the “biggest little industry you’ve never heard of” — industrial laundry.  In this episode, Barb explains what makes industrial uniforms durable yet stylish and discusses the important role that industrial laundry and uniforming services play as they work behind the scenes to support businesses that impact our everyday lives.   THE FINER DETAILS OF THIS EPISODE   Barb explains how industrial laundry has been a part of her life since high school. If you want an idea of how big a business industrial uniforms are, just check out its fleet of trucks. Examine how industrial laundry delivery is a relationship-based business. The wide range of products that industrial laundry services deliver to businesses. How industrial laundry is one of the last “blue collar cool” services and is very important for certain employment demographics. What SanMar does to make its industrial laundry (IL) uniforms both appealing and durable. What we do to stay fashionable while our apparel remains functional. The industry’s methods for making a sustainable product.   QUOTES “There’s no such thing as a textile emergency — even though we all feel that way many days.” “The industrial laundry industry’s kind of credited with keeping people safe, looking good and keeping people feeling good about going to work every day.” “It’s an incredible story for the environment; it’s a great story for public safety and employees.” “You just know you look good because somebody did their job.” “They’re the hidden business that helps business run.”   LINKS   The funny video about snag-proof polos that Barb refers to: https://vimeo.com/99675384 SanMar’s Uniforming Services Team: https://www.sanmar.com/resources/services/uniformingservices SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Rachelle Manning is SanMar’s sporting goods channel manager. She has been involved in sports and in the sporting goods market for most of her life and she works with her team to help customers strategize and grow their businesses. In this episode, Rachelle discusses how utilizing technology can drastically improve sales, how customers can keep up with what’s trending in the market and how knowing the difference between Tennessee Orange and Clemson Orange can be a real game changer.   THE FINER DETAILS OF THIS EPISODE   Rachelle recollects her early days with SanMar and how she had to relearn some key clothing terminology when she came on board. How Rachelle grew up with sports and what the current sporting goods market is like. Why speaking the same lingo as those in the sporting goods market can make or break a sale. Where Rachelle thinks the greatest opportunity for growth in the sporting goods market is and why she feels it’s difficult to break into this industry. Why the Color Guide can be a customer’s key to success. Which trends Rachelle thinks people should keep an eye on and what you can do to stay on top of the latest fads. Rachelle’s favorite part about going on roadtrips for her job. Why the recent changes in the sporting goods and online retail industries don’t scare her.   QUOTES “Sporting goods is all I know.” “Team sports is basically where we hang our hat.” “The more items we get on those team stores, or spirit stores or school stores, the more successful we’re gonna be.” “We have to sell by color because people buy by color.” “People want something that fits them and is in their authentic color.”   LINKS   SanMar’s Color Guide: https://www.zoomcatalog.com/catalogs/color-guide-2019 SanMar’s Team & Fanwear Guide: https://viewer.zoomcatalog.com/team-and-fanwear-2019 SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Lee Strom is SanMar’s Vice President of Marketing, having spent most of the last two decades managing a wide variety of personalities, from analysts and project managers to digital marketers and creative staff. In this episode, Lee describes how SanMar’s approach to marketing, and SanMar itself, has changed during his many years with the company, debates the merits of a physical catalog in today’s day and age, and discusses his own future with SanMar.   THE FINER DETAILS OF THIS EPISODE   How Lee came to work for SanMar 18 years ago, and how the marketing department,and especially the website, have evolved since he started. Why the way SanMar presents itself has been the biggest thing that’s changed in Lee’s nearly two decades with the company. The changing role of SanMar’s physical catalog and what relevance it still has today. The reason marketing departments are having to deploy a wider range of tactics in appealing to today's customers. Lee’s advice for SanMar customers on how to more effectively market their products. The story of Professor Noggin and how it’s possible to fall behind by being too far ahead. What’s in store for SanMar’s marketing strategy and Lee’s own career. Lee explains how SanMar operates responsibly and gives back through A Canvas for Good.   QUOTES “We don’t have 2,000 products, we have 2,000 stories to tell.” “I think this industry finds you and I believe it found me.” “In marketing, we are the left brain to the right brain of everything, all in one department.” “I don’t see any slowdown. If anything, I see an acceleration of what marketing needs to do to stimulate customers.” “This industry allows us to bring communities together and people together in beautiful ways.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

John Janson is SanMar’s director of global logistics, overseeing a 20-person team responsible for coordinating orders across our warehouses and ensuring customers receive them as quickly as possible. In this episode, John reveals why he thinks he has one of the best jobs around, explains how SanMar is keeping up with newer next-day delivery expectations, and explores the effects of “Amazonization.”    THE FINER DETAILS OF THIS EPISODE   What logistics entails and how John came to be so experienced at it. How John came to start meeting customers face-to-face and why he prefers that kind of interaction. Looking at the widespread effect Amazon has on logistics and supply chains. Why John believes standards for delivery will become more demanding in the near-future, and how SanMar is planning to meet that challenge head-on. The reason change is John’s favorite part of his job. What John’s personal metric is for measuring success. Taking a peek at John’s surprising hobby. What SanMar is doing to ensure its supply chain is as sustainable as possible.   QUOTES “I’ve been in the industry for almost 30 years and this is far and away the best opportunity I’ve had.” “There’s very few parts of the United States that we can’t ship it on one day and deliver it before three o’clock in the afternoon the next day.” “SanMar is a global logistics company that sells apparel.” “If we’re helping to drive profitable growth and expanding our customers’, that’s a win.” “SanMar’s just gone so far above to make sure that we’re doing things the right way and in a good way.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Dan Tushar, SanMar’s vice president of sales, is involved in every aspect of the sales process and works with our customers to optimize their success. In this episode, Dan shares why it’s so important to have a diverse customer base, what it means to be a leader and how helping your customer find solutions can often be your most successful sales strategy.   THE FINER DETAILS OF THIS EPISODE   How Dan is involved with every step of the sales process. What approach SanMar takes with its sales strategy. How the company builds trust with its customers. Why customers need to understand the value they bring to their clients. Dan’s tips that customers can use to increase their sales. How selling has changed and some mistakes he’s learned from. The difference between managing and leading, and why Dan thinks you can’t really learn how to lead. Some of Dan’s favorite customer experiences. What he loves most about being a father and grandfather.   QUOTES “My job really hasn’t changed; who I manage has changed.” “We have to get our inspiration from our customer’s success.” “Be diverse in the kind of clients you bring in.” “I think generally people want to be led. They don’t want to be managed.” “Whatever I did, whatever I sold, I wanted to be in front of people.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Jorge Colindres is the general manager for SanMar in the Americas — that is to say, North, South and Central America. He hails from Honduras  and takes a special interest in SanMar’s apparel manufacturing operation there. In this episode, Jorge discusses how efficiency has played and continues to play a big role in his work, and explains how SanMar works with and supports the Honduran community.   THE FINER DETAILS OF THIS EPISODE   How a lottery brought Jorge and his wife to the United States and ultimately to SanMar. Jorge lays out his work history before he came to SanMar and explains how efficiency was at one point his biggest priority. Why Honduras is such a central location for manufacturing in the western hemisphere. How SanMar works with other companies in the region to maximize sustainability. The role SanMar plays in assisting the Touching Hands Project nonprofit and other community-focused organizations in Honduras. Why optimizing every step of the supply and production process is Jorge’s favorite part of his job. The reason a successful company should always be curious. What we can do to more effectively inform our customers about the time it takes to manufacture and ship products.   QUOTES “You keep on learning every day. The important thing is to be curious and keep on exploring.” “Apparel is the sector of Honduras that generates more exports, and we’re right there with the big players in the amount of jobs being generated.” “When you go green, it also helps the other green.” “If you’re growing faster than the rest, it means you’re doing something right.”   LINKS   The Touching Hands Project: http://www.assh.org/touching-hands/Home SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Shelley Renning is SanMar’s Vice President of Brand Management whose position allows her to, in her own words, “play with clothes all day.” Shelley helps select which brands SanMar sources its products from. In this episode, Shelley discusses how she and her team work to identify and solve customers’ apparel challenges; she dives into how trends and fast fashion are changing the way people do business; and she explains why it’s so important to step out of your comfort zone and connect with others.   THE FINER DETAILS OF THIS EPISODE   Why getting into consumers’ heads is Shelley’s favorite part of the process. The various methods her team uses to understand what SanMar’s customers needs. The challenges SanMar faces when creating customers’ ideal products. The difficulties of keeping up with trends and customer demands at the same time. What “fast fashion” is and how it is impacting our industry. The one upcoming trend Shelley is really excited about. Why customers want to know more about the origin and manufacturing process of apparel and how SanMar is accommodating that need. How SanMar decides which brands to bring on board, and which products they choose to keep or part ways with. The products that have surprised Shelley the most during her time at SanMar. Why people are Shelley’s favorite part about being a leader. How SanMar employees know to select the right product for their customers. Who Shelley looks up to in her work and why she believes we all need to take more risks.   QUOTES “Those Top 5 styles, they may be one of our top sellers but the reality is they may not fill the end-user’s need.” “It’s not about us. It’s not about me. It’s about what the consumer wants.” “It is like a puzzle, and you’re trying to find the right pieces to make a whole.” “We’re kind of taking input from all places at all times, but that’s what makes it fun.” “How do we tell the story especially when there’s so many products and so many stories to tell?” “At the end of the day, the numbers will be there if we’re serving their needs in the right way.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Jason Hooks is the assistant manager of SanMar’s Preston distribution center located just outside of Seattle. A self-described “cheerleader,” he works with the center’s pickers and packers to ensure that customers receive exactly what they ordered on time. In this episode, Jason discusses the ups and downs of working out of a relatively small warehouse, explains how new technology has made order picking even more accurate, and recounts some of the distribution center’s furrier visitors.   THE FINER DETAILS OF THIS EPISODE   Jason lays out his responsibilities managing our distribution center. What brought Jason to SanMar and how he made his way up the ranks to where he is today. What staff at the Preston center do to facilitate their “family values” culture. How Jason navigates language barriers leading his multilingual team at the Preston center. Why size and location are obstacles the distribution center needs to work around. The new technology that allows warehouse staff to pick orders with even greater accuracy than they were able to before. How Jason sees distribution technology changing even further in the near future. Jason explains what the “PSST” acronym means and how the system benefits SanMar distribution. How the distribution center team measures success. The biggest piece of advice Jason has for customers looking to receive their orders on time. What our distribution centers hope to achieve in the near future. The unusual pests the distribution center staff are forced to bear with at times.   QUOTES “A lot of my day is just making sure that things are going okay.” “Every day’s a little bit different and I think that’s one of the things that keeps them coming back.” “Any email that needs to reach a large audience is going to be in both English and Spanish. I want to make sure that people get the message.” “We’re looking to be able to service more customers on a daily basis and we’ve been able to do that!” “The material handling world is evolving really, really rapidly.”   LINKS   SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Bonnie Wells is a credit manager at SanMar and has been with the company for 14 years. Her accounts receivable team works directly with customers to ensure that they have the best possible experience purchasing from SanMar. In this episode, Bonnie discusses why it so important to enjoy the work you do, how her team works to build customer relationships and how you can make even the most difficult customer conversations into positive experiences.   THE FINER DETAILS OF THIS EPISODE   What does Bonnie do as a credit manager and why does she have so much fun working in that department? An overview of what brought Bonnie to SanMar and what she’s done here over the years. Which customer and colleague moments have been the most fulfilling to Bonnie. Building strong professional and personal relationships with customers. Why one of the most important traits of a credit department employee can’t  be taught. How Bonnie measures success on her team. The specific challenges the credit team faces working remotely. What prompted Bonnie to launch Bonnie’s Got Your Back.   QUOTES “We’re here to help your business and make it a fun process.” “It’s so rewarding helping people to grow and reach their goals.” “I’ve loved my journey here and I’ve got 30+ years left!” “If somebody is following their passion, they are going to give you 100% more.”   LINKS SanMar U homepage: http://www.education.sanmar.com/ SanMar’s Facebook: https://www.facebook.com/sanmarcorp/ SanMar’s Twitter: @sanmar_corp SanMar’s Instagram: @sanmar_corp

Mike Knapick is SanMar’s Chief Information Officer. His team ensures that the technology at SanMar is working - for both customers and employees.In this episode, Mike shares the value of technology in our industry, how to prioritize tech that can help your company and why we should install those computer updates more often than we do.   THE FINER DETAILS OF THIS EPISODE:   How Mike and his team stay on top of SanMar’s technological prowess and compliance. Mike describes the serendipitous timing that brought him to work for SanMar. The SanMar method for determining which new programs and systems should be prioritized. Why customers should think of keeping up with tech as a time investment rather than a financial one. How the Promo Standards organization SanMar works makes tech requirements much more accessible across the board. The unique challenges SanMar, our clients and our competitors face when processing orders through a digital database. Figuring out that tech adoption sweet spot: when’s too early? When’s too late? Some simple tips for avoiding security breaches you can use every day. Why you should hammer that “UPDATE” button on the programs and apps you use ASAP. QUOTES:   “The technology work that we do needs to have business value.”   “Once I have that standard in place, I can turn it on for any other customer in a matter of hours, maybe days.”   “Where do you want to be on the forefront of adopting new technology?”   “If you want it to work right away, perfectly, then don’t be the first one out the door.”   “If every day we’re getting incrementally better, that’s what I think of as success.”   “Prioritize your technology investments and be okay with asking for opinions about it.” LINKS: Promo Standards - https://promostandards.org/   SanMar U homepage: http://www.education.sanmar.com/   SanMar’s Facebook: https://www.facebook.com/sanmarcorp/   SanMar’s Twitter: @sanmar_corp   SanMar’s Instagram: @sanmar_corp

Since starting SanMar in 1971, Marty Lott has made kindness and honesty key to the company’s daily operations and wants to make it as much a family business as a corporate one.In this episode, Marty discusses how he founded SanMar, explains why being honest and being nice are woven into our company’s policies and where he thinks the industry is headed.   THE FINER DETAILS OF THIS EPISODE:   Debunking some myths about SanMar’s creation and how a college project and brewery got Marty on the path to founding SanMar. How entrepreneurship and a strong work ethic runs in Marty’s family. What it’s like for Marty to work with his sons and how he balances work and family time with them. How Marty and others at SanMar have made family values core to our corporate culture. Marty explains how his wife has been key to SanMar’s success and even dishes out some marital advice! Who are some of Marty’s personal business heroes and what lessons has he taken from them? Why he is so grateful for SanMar’s culture. How SanMar has grown with technology over the years and how the company will have to adapt for the future. Marty’s advice for customers and new distributors in the industry. What makes Marty excited about his work every day. Why SanMar’s corporate culture is the legacy he’d like to leave behind. QUOTES:   “We continue to put millions of dollars every year into inventory accuracy so that when we tell somebody we have something, we actually have it.”   “I always liked work better than school.”   “Life is better when people are nice. It’s hard to be nice when you don’t tell the truth.”   “I recognized there was a real opening in the business world for someone who just told the truth.”   “If you don’t know the truth, you should find it out before you speak.”   “If it makes somebody else happy, do it.” LINKS: SanMar U homepage: http://www.education.sanmar.com/   SanMar’s Facebook: https://www.facebook.com/sanmarcorp/   SanMar’s Twitter: @sanmar_corp   SanMar’s Instagram: @sanmar_corp

Susan Rye, Director of Regional Sales, learned the value of differentiating herself from the competition at an early age and it has served her well as she has worked to find solutions for customers. She shares her insights into the changing landscape of sales and what it means to be a disrupter in our industry. In this episode, Susan explains why it’s so important to pay attention to the little things that make a big difference for your customers, how you can help customers add value through creating experiences and how being a “disrupter” helps her find fresh solutions. THE FINER DETAILS OF THIS EPISODE:   What led Susan from the hotel and hospitality industry to a career in sales at SanMar. Why it’s important to be customer-centric and pay attention to the little details that mean a lot to customers. The part of the job that still brings a smile to Susan's face after all these years. Why we need to take a "collective" and imaginative approach to selling. How we can help customers imagine what could be possible. Why creating memorable experiences for customers adds a priceless value. The experience that led Susan to challenge other people's expectations in business. Why Susan believes she works for her team, rather than the other way around. The importance of exploring better ways of doing things and not falling into complacency. QUOTES:   “Value has a price; price alone has no value.”   “We understand that the little details are incredibly important to people.”   “I am so happy to be aligned with a company that has the same philosophy I do.”   “I think great customer service is doing many little things really well.”   “You’ve got a happy employee, you’ve got a happy customer.” LINKS: SanMar U homepage: http://www.education.sanmar.com/   SanMar’s Facebook: https://www.facebook.com/sanmarcorp/   SanMar’s Twitter: @sanmar_corp   SanMar’s Instagram: @sanmar_corp

Jason Murphy is SanMar’s Strategic Manager of Affiliate Relations — though we like calling him our decoration expert. The Decorator Relations Team he’s part of works with the embroiderers, screen printers and other decorators to find solutions to challenges they may have in their shops. Want to know how dedicated he is to the art of decoration? He used to run a decoration shop out of his own garage!   In this episode, Jason explains how his decoration expertise helps SanMar customers make the best possible purchases, emphasizes why attending tradeshows is crucial to keeping up with trends and talks about how shops can set themselves apart from the competition.   THE FINER DETAILS OF THIS EPISODE:   How Jason went from working on F-18 planes to embroidering hats. Why he finds the problem-solving side of his job so rewarding. How you’ll get a lot more out of attending a tradeshow than browsing the web for style inspirations. The decorator’s key to measuring success and how social media plays a big part in it. His biggest piece of advice for decorators entering the industry. The consequences of not digitizing well. Some neat trends that have caught Jason’s eye lately. What smaller decorators and shops can do to set themselves apart from the competition.   QUOTES:   “We are a solutions-providing portion of SanMar.”   “My favorite part, truly, is helping those customers take that next step.”   “Every shop I go into, I learn something too.” LINKS: SanMar Decorator Relations Team: https://www.sanmar.com/resources/decorator-relations SanMar U homepage: http://www.education.sanmar.com/   SanMar’s Facebook: https://www.facebook.com/sanmarcorp/   SanMar’s Twitter: @sanmar_corp   SanMar’s Instagram: @sanmar_corp

Vicki Ostrom is SanMar’s futurist and trend analyst. Technical as that title might sound, what it really means is that she’s responsible for knowing what looks are in, out or about to make big waves in order to ensure that SanMar products are not merely functional but stylish as well.   In this episode, Vicki discusses how she follows trends to keep SanMar and its customers on the leading edge of style and also explores the new arena of e-sports.   THE FINER DETAILS OF THIS EPISODE:   How Vicki analyzes trends and applies them to SanMar’s existing product line. Her journey from clothing design to trend analysis. How customers can make the best use of Vicki's trend reports. Which trend Vicki wishes wouldn’t come back, and one she thought would never take off. The surprising intersection of real world and video game fashion. The most rewarding part of Vicki's trend editor work. Why she doesn't look to the fashion runways for inspiration. Where Vicki sees the future of fashion trends heading and why she's optimistic. QUOTES:   “There are actually a lot of new customers you can serve with your companies now if you just look for them.”   “I think there's such a hunger out there for people to really be able to understand all of the many, many pieces of information that are out there.”   “Learning those economic statistics is important so you can reach the customer you're trying to find.”   “That's really what trend is all about: connecting the dots.”   “There's a huge range of interests and tastes out there that actually I think you can find enough customers to make it economically viable.” LINKS:   The Style Network: http://www.education.sanmar.com/tsn-blog/ SanMar U homepage: http://www.education.sanmar.com/   SanMar’s Facebook: https://www.facebook.com/sanmarcorp/   SanMar’s Twitter: @sanmar_corp   SanMar’s Instagram: @sanmar_corp

Product experts and corporate trainers Holly Rox and Brandon Kerr are on the air with SanMar Radio today to break down how exactly we ensure our staff knows the ins and outs of each of our products, as well as figure out what would be the best training for our customers. They’re an enthusiastic pair who recognize that good training needs to be engaging and enjoyable.   In this episode, Holly and Brandon share how they work with both staff and customers to ensure that product training is concise, effective and fun.   THE FINER DETAILS OF THIS EPISODE:   What drew Holly and Brandon to SanMar’s product training team. How SanMar’s training program and techniques have evolved over the years. Finding the right balance between technology and in-person training to ensure employees receive the most effective instruction. Drawing the line between having fun and teaching, and how the two can intertwine. How SanMar’s training program aims to make each employee a “trusted advisor.” Why good training is a daily rather than monthly or yearly practice. Do customers need to be technically knowledgable to take full advantage of SanMar resources? Figuring out which training methods are the best through trial and error. Five questions SanMar employees should ask their customers to find the right product for them. Holly and Brandon’s tips for customers looking for the best way to train their staff. QUOTES:   “We can show video when it makes the most sense, but we also still have that live trainer there to help and support those learners.”   “When you can use humor to help people learn, I think when there’s a purpose behind it, that’s when it’s most effective.”   “The longer people wear it, the more money, the more advertising dollars you get out of this particular promotional piece.” LINKS:   SanMar U homepage - http://www.education.sanmar.com/   SanMar’s Facebook - https://www.facebook.com/sanmarcorp/   SanMar’s Twitter - @sanmar_corp   SanMar’s Instagram - @sanmar_corp

Given the wide variety of social media platforms out there—Facebook, Twitter, LinkedIn and even Instagram—it can be difficult to figure out which sites you should prioritize, especially if you have a small team. Luckily Josh Storey, a social media writer at SanMar, knows the answer and is happy to dish out some tips on SanMar Radio.   In this episode, Josh discusses the unconventional career path that brought him to SanMar, how smaller companies can take advantage of the platforms available to them, and why you should be careful posting on both professional and personal social media accounts.   THE FINER DETAILS OF THIS EPISODE:   What Josh does as SanMar’s social media “guru” and how theater ultimately led him to the role. SanMar’s social media goals. Why Instagram is Josh’s favorite social media platform. The kinds of content that most resonates with people. Josh’s top three tips that will help mid-sized companies make the most out of their resources and social media platforms. How authenticity benefits social media brands. Online strategies for living up to SanMar’s “Be Nice” values when other people are not being so civil. Where Josh think social media is headed in the near future. How frequently Josh schedules content across the various social media platforms. The dangers of social media cross-posting. QUOTES:   “The content I enjoyed seeing online was something that taught me something, that told me something I didn’t know.”   “I need to give [customers] something they can use to make their day a little easier.”   “I’m not quite sure where it’s heading but I think that awareness is gonna take it to a good place.”   “Determining what your goal is, as with any marketing campaign, that’s the most important thing.” LINKS:   SanMar U homepage - http://www.education.sanmar.com/   SanMar’s Facebook - https://www.facebook.com/sanmarcorp/   SanMar’s Twitter - @sanmar_corp   SanMar’s Instagram - @sanmar_corp

Emily Gigot is SanMar’s social responsibility specialist. In her role, Emily works to ensure that SanMar leaves as small an environmental footprint as possible and that everybody along the company's supply chain can work comfortably and is treated well. In this episode, Emily dives into what corporate social responsibility is, why it’s important, and how SanMar operates ethically and sustainably.   THE FINER DETAILS OF THIS EPISODE: How Emily’s social responsibility role at SanMar works and what her primary goals are. How her experiences in Thailand pushed Emily to take up a corporate social responsibility position. Why supply chains are currently not equitable and how companies can better working conditions all the way up and down the line. What is SanMar’s specific role in social responsibility? How can we get people to care about switch over to environmentally friendly fabrics? The steps SanMar is taking steps to live its values, support local communities, and do right by the environment.   QUOTES: “What’s the right match between what people care about and what you can really be effective at?” “[Thailand was] an opportunity to see the other side of the supply chain.” LINKS: SanMar U homepage - http://www.education.sanmar.com/ SanMar’s corporate responsibility page - https://www.sanmar.com/aboutus/corporateresponsibility Sustainable Brands - https://sustainablebrands.com/ Global Reporting Initiative - https://www.globalreporting.org/Pages/default.aspx

Welcome to SanMar Radio, where Tara Wingo and Lisa Terry talk to the experts and dig into the promotional products industry to find the answers and inspiration you need to grow your business. Their first guest is John Lindgren, SanMar’s tradeshow expert, knows what it takes to have a successful presence at a tradeshow - he's been doing it for decades.   In this episode, John discusses his time working at SanMar’s tradeshows, explains why no amount of technology can replace people, shares his stories of fire and floods, and gives helpful tips and tricks for a successful tradeshow experience.   THE FINER DETAILS OF THIS EPISODE:   John lists the various “hats” he’s worn throughout his time at SanMar and what it was tradeshows were like 20 years ago. What being and working at a tradeshow is like, and how these shows can truly benefit businesses. How SanMar’s tradeshow presence has changed over time. Why John is hesitant to factor technology into SanMar’s tradeshow exhibits. What “road shows” are and why they may be beneficial for some exhibitors. John’s tips and tricks for those planning on visiting a tradeshow. Why even just attending a show can require as much planning as exhibiting at one. The Dallas Convention Center Incident. How John measures success at tradeshows. Next episode: We speak with Emily Gigot, SanMar’s Social Responsibility Specialist. QUOTES:   “It’s those little journeys I laugh at because I’m still doing them but in a totally different way.”   “When folks come to our SanMar booth, they want to see people - they want to talk to us.”   “Be smart about how you walk the floor.”   “You never know what could happen, including fire, rain or earthquakes.”   “We can’t just show up and expect these shows to come to us or the people to come to us. We have to make sure we’re doing our due diligence of making it worth their time.” LINKS:   SanMar U homepage - http://www.education.sanmar.com/

From tips on tradeshows, to the keys to corporate social responsibility, to the best way to handle your social media accounts and more, hosts Lisa Terry and Tara Wingo have got you covered. They talk to the experts and dig into the promotional products industry to find the answers and inspiration you need to grow your business. SanMar Radio premiers in January. Subscribe today!