THE INCENTIVE DILEMMASales expert and author Paul Shearstone examines the key

criteria required in building sales incentive programs that

actually work 6

QUESTION + ANSWEROur resident screen printing experts at The Lancer Group

answer your techincal printing questions 8

KEEPING SCORE: PART 2In this second installment, Mark L. Venit looks at issues as

they relate to industry specifi c accounting practices 20

Check out the Newest Trends for 2012

WEARABLES START ON PAGE 22

WHAT'S INSIDE

The Marketing and Information Source for Imprintable Products

Imprint Canada's New Product Spotlights feature the latest offerings for the coming year

from industry-renowned suppliers

ADMISSION TO CANADA'S PREMIERE

PROMOTIONAL PRODUCT TRADE SHOW FOR 2012

CAN WIN YOU THE HOTTEST TICKETS IN TORONTO

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

LEARN MOREABOUT OUR NEW UTK TECHNOLOGYTM

VISIT US AT THE PPPC NATIONAL CONVENTION IN TORONTO ON JANUARY 18 - 20 TO SEE THE 35 EXCITING NEW STYLES FOR SPRING 2012

OTHERS CLAIM THEIR OUTERWEAR IS WARM

UTK TECHNOLOGYTM PROVES OURS IS

PLUS:

UNIQUE THERMAL KOMFORT

*UTK temperature ranges are provided as guidelines only due to the variables contributing to each person’s response to cold.

Scan

I saw what was my fi rst pay phone in over two years

recently. I had to do a double take as I really hadn't

noticed one for so long. I approached to examine

it as though it was some great archeological fi nd. It

had some dust on it and since I fancy myself as an

Indiana Jones type of guy, I wished I had a brush

to clean away all the years of neglect so I could

examine its details. Fift y cents to make a call - last

time I used a pay phone, it was either 10 or 25 cents

(really, I can't remember).

Not many people rely on these things anymore to

communicate when they are away from home or the

offi ce. Cell phones, Blackberrys, iPhones, Androids

Skype, et cetera, have all become as common and

as essential as wearing clothes. Never leave home

without them or you will feel naked.

For me personally, aside from strained 'back of the

neck' muscles, the biggest drawback to using these

things is that all of society, as a whole, is being

weaned into being less patient with common aspects

of our lives.

Want to connect/communicate with someone?

Punch in a few numbers and characters and POOF!

- connection/message complete. Need to research

something? Connect, download, done - instant

service! Unless of course you are forced to wait

and give up a whole fi ft een seconds of your life to

view a commercial message before your search is

complete. Arg! A quarter minute of my life when I

could have accomplished so much...all that time I

will never get back!

When you really think about it, you can't help but

realize how we have become spoiled by the effi ciency

that advances in technology provide us compared

to just a few years ago. Yet we tend to forget at times

that not all things get delivered to us with the same

speed of accuracy and delivery. We tend to hyper-

ventilate more than we use to when we wait for some

services and products rendered by others.

Having to wait seven telephone rings before some-

one picks up the phone; being put on hold for a

few seconds for someone to confi rm information;

my buyer wanting to know when I am going to

deliver right down to

the minute; my sup-

plier not knowing if it

will be in stock but will

get back to me shortly -

(what is shortly)? Its like

road rage sometimes,

only without the road.

Remembering to breath

is vital not only because

it comes naturally, but

because it gives us an

opportunity to put

things into perspective.

Not every aspect of our

lives is vital enough to

come down to millisec-

onds. 

Preventing  technology

from imprinting new

patterns of unfavour-

able behaviour towards

others will be something

we all will need to con-

tinue to improve upon.

As advances are made

in technology, we must

remember to count to

three and breathe sim-

ply because we can - and

these devices can't.

Count to Three...and Breathe

November/December 2011News

4 SUPPLIER NEWS

6 THE INCENTIVE DILEMMA

10 TORONTO IMPRINT CANADA SHOW

20 KEEPING SCORE: PART II 20 BUSINESS PROFILE: HI-PRO SPORTSWEAR

34 RETAIL BRAND UPDATE

Q&A

8 SCREEN PRINTING

New Product Spotlights22 WEARABLES SHOWCASE

28 AD SPECIALTY SHOWCASE

30 SUPPLIES & EQUIPMENT SHOWCASE

Imprint Canada is published six times per year by Tristan

Communications Ltd. Th e contents of this publication may

not be reproduced either in part or in whole without the con-

sent of the copyright owner. Th e views expressed in this pub-

lication are not necessarily those of the publisher. Request for

missing issues are not accepted aft er three months from the

date of publication.

TRISTAN COMMUNICATIONS LTD.Publications mail agreement no. 40025740

Return undeliverable mail to:

190 Marycroft Avenue, Unit 16,

Woodbridge, Ontario, L4L 5Y2

Email: shows@imprintcanada.com

ISSN: 1480-1884 GST Registration #: RT892913294

www.imprintcanada.com

PUBLISHER Tony Muccilli : tony@imprintcanada.com

PRODUCTION MANAGEMENT

Adriano Aldini : news@imprintcanada.com

CONTRIBUTING WRITERS

Mark L. Venit, Paul Shearstone

MARKETING COORDINATOR

Steve Silva: feedback@imprintcanada.com

OFFICE ADMINISTRATOR

Maria Natale: shows@imprintcanada.com

GENERAL INQUIRIES

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

ADVERTISING SALES

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

November/December 2011 - Volume 18, Number 6

Follow us:

twitter.com/imprint_canada

News [Supplier]

St Regis Crystal has has acquired Mi Pen Company.

"It's something that we've been looking at for quite

some time," explains Richard Firkser, president & CEO

of St Regis. "We have the same corporate values and we

operate in the same marketplace, so the synergies made

a lot of sense."

Th e recent acquisition of Mi Pen by St Regis is one

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

"St. Regis has made a number of acquisitions in last

two years, but they've all been in recognition products,"

says Firkser, "It made good business sense to diversify

into non recognition products."

In early October, all of Mi Pen's operations were moved

to the St Regis facility in Markham.

Kobe Sportswear is proud to announce a new part-

nership with Team Middaugh Curling. 

Under the terms of the agreement, Kobe Sportswear

will become the offi cial on and off -ice apparel supplier

to the athletes and will feature them in upcoming media

campaigns beginning this holiday season. 

  Team Middaugh features some of curling’s best

stars including Sherry Middaugh, Jo-Ann Rizzo, Lee

Merklinger, and Leigh Armstrong.  Th e team will be

making a bid to qualify for the 2013 Olympic Trials to

represent Canada at the 2014 Winter Olympics in Russia.

Along the way, they will be outfi tted in a variety of

apparel from Kobe Sportswear including its premium

Fuzion activewear line utilizing FT2 technology.

“Sherry and her team are at the top of their game this

season and Kobe Sportswear is proud to support them

in their quest for the Olympic Trials” said William Chen,

Kobe Sportswear marketing executive.

St Regis Crystal merges with Mi Pen Company Gildan Activewear asked: “Who do YOU support?” and the votes are in

Now in its second year, the Gildan “I Support…” Program has drawn nominations for over 130 diff erent charities from

members of the apparel and promotional products industry

while positively impacting more than 90 charities in North

America with donations exceeding $87,000 U.S. year to date.

With the announcement of the top 10, the program moves

to phase two, where a panel of judges will select fi ve of the 10

to receive additional donations from Gildan totaling $100,000.

Th is year, as an exciting addition to the campaign, par-

ticipants from the U.S. that nominated a registered 501 (c) 3

charity were also able to direct an immediate $50 donation

from Gildan to their favorite charity via Gildan Good Cards®

resulting in over $87,000 in donations to date.

The top 10 charities in the “I Support…” 2011 campaign are:

Five of the charities announced will be chosen by a panel of

judges to receive donations ranging from $10,000 to $50,000

U.S. from Gildan based on their demonstration of the char-

acteristics of Accountability, Sustainability and Impact, lynch-

pins to the Gildan Genuine Stewardship philosophy that

serves as the impetus for the “I Support…” program.

Recipients of the donations will be announced in January

of 2012. For more details on Genuine Stewardship, the

“I Support…” timeline and selection process, please visit

Spector & Co. Highlights Corporate

Culture with Book and Video LaunchIn conjunction with its 20th anniversary,

has launched a book and video entitled Th e Spector Way."At the core of our philosophy are our 'Seven Rules of

Engagement,' which are illustrated in this book in a creative

and insightful way with some fun and truthful supporting

stories," says company president Rob Spector, noting the com-

pany's growth from "only a few employees in the '90s to over

300 today."

"Th e engaging video includes heartfelt comments from

our entire management team openly expressing, in their own

words, their views on the unique culture we all believe in at

Spector & Co.," added Spector

To view the video, go to

Kobe Sportswear Partners With Team Middaugh Curling

are celebrating the fi ve year anniversary of the introduction

of Th e Authentic T-Shirt Company® and

to the industry. Stop by your local Th e Authentic T-Shirt

Company/SanMar Canada showroom and take part in

the celebration!

New Holiday/Winter PromotionsSanMar Canada is making holiday gift shopping easier

this year with free freight. All your holiday gift giving

ideas are ready and waiting to ship, so you can get into

the holiday spirit instead of worrying about standing in

lines or fi ghting for parking spots.

Call Th e Authentic T-Shirt Company/SanMar

Canada; East: 800-668-0899, West 800-663-7965 or visit

www.sanmarcanada.com for details.

Join SanMar Canada's Anniversary Celebration

Twiga Industries' Technical Seminar, held at 's

Open House in Halifax, Nova Scotia, was a hit among

attendees who were eager to learn and discuss the "how-

to's" of producing quality embroidery.

Th e two-day event centered around technical issues

that embroiderers go through on a daily basis, followed

by an open discussion which gave attendees an oppor-

tunity to glean specifi cs on issues facing their business.

"We are very pleased in our ability to help

embroiderers out there looking for ways to

improve their technical skill sets," said Alnoor Remtullah,

president of Twiga Industries.

For information on future seminars in your area,

please visit www.twigaind.com.

Technical Seminar in Halifax a Success

GILDAN FLEECE… SIX GREAT NEW STYLES

FOR EVERY TASTE!The best-selling Heavy Blend collection delivers no-pill performance in the industry’s tightest knit fl eece… challenging you to create great screenprint designs. New to this collection are Ladies Full Zip Hood and Fashion Pants, featuring slimmer cut and feminine fi nishing details. Also new is the retro-inspired Cross Dyed Vintage Zip and the sporty Contrast Hood. Also check out our all-new DryBlend Stadium Blanket…

perfect for keeping the fans warm at the late fall classic.

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

Toba Sportswearwww.tobasportswear.com

MPT-Shirts877-342-5678

DISTRIBUTORSModes Géantes/Giant Fashionswww.giantfashions.com

SanMar Canadawww.sanmarcanada.com

Technosportwww.technosport.com

Westmount Distributorswww.westmountdist.on.ca

MYGILDAN.CA

NEW 185C00 Heavy Blend™ Adult Contrasted

Hooded Sweatshirt

NEW 18600FL Heavy Blend™ Missy Fit Full Zip Hooded

Sweatshirt

NEW 18700 Heavy Blend™ Vintage Classic Adult Full Zip

Hooded Sweatshirt

NEW 18400B Heavy Blend™ Youth Open Bottom

Sweatpants

NEW 18400FL Heavy Blend™ Missy Fit Open Bottom

Sweatpants

NEW 12900 DryBlend Fleece Stadium Blanket

News [BusinessDevelopment]

The Incentive Dilemma Building a sales incentive program that works by Paul Shearstone

In the ever-changing promotional products landscape, it

can become especially tricky for business owners to reward

individual success and performance due to the integrated

team eff orts which are essential in meeting customers' ever-

increasing needs.

Th e cohesion between departments is vital as salespeople

rely dearly on marketing and support staff to ensure prom-

ises made are kept.

Further to that, customers are more likely to make their

buying decisions based on a vendor's overall capabilities,

not because of a key individual's eff orts.

However, it's all too common practice for managers to

rush through the development process when creating an

incentive program that aims to meet all the criteria they

may wish to satisfy. Some of these programs are not as suc-

cessful as they could be because they fail to fully appreciate

what motivates salespeople and drives them to overachieve.

Th e dangling of the proverbial carrot is an ancient art

that is commonly understood to be at the heart of human

behavior, psychology, motivation, and in particular, busi-

ness. Manufacturers and distributors commonly use this

technique with their channel partners in an eff ort to add

unique motivational value to move specifi c products or

services. Th e reason this technique has stood the test of time

is because, for the most part, it works! At times, however,

elements of the technique are executed improperly. Sales

incentive programs under perform or fail as a result.

Th e monetary value of incentives are oft en not the critical

factor in motivating sales people to succeed. Take my own

example: I was fortunate to work in an industry that pro-

vided an unending supply of incentives and awards for

overachievement. I knew that, if I won every trip, every

TV, every incentive off ered, the money would come with it!

For me, the money and the goodies were not my primary

motivation. My philosophy was simple; “If you win all the

incentives there are to win, you couldn’t help but be at or near

the top every time.” Corporations use incentive programs to

drive behavior and I agreed to play the game and conform

to their wishes; what gets rewarded, gets done.

Th e problem, from the vendors’ point of view, is that not

all salespeople are motivated the same way. Consequently,

not all incentive programs work. Why is that?

From my experience, here are some observations:

1. The 80-20 Rule: 20 per cent of the salespeople make 80

per cent of the sales and profi ts. Too oft en, sales incentives

– perhaps in an eff ort to be fair – are geared to the entire

sales force. Th e risk in a program like this is that the glove

that fi ts everyone, in the end, fi ts no one. Enlightened mar-

keting strategists know that the top 20 per cent are already

motivated.

Simply put, a strategy that’s geared to light a fi re under

the next 20 per cent – the next logical group – doubles the

business in a more cost effi cient manner.

2. The KISS Theory: Salespeople by nature are like electricity,

they naturally take the path of least resistance. Th at’s not to

say they are lazy or untoward. In fact, it’s just the opposite;

good salespeople look to simplicity to make things happen.

Oft en, incentive programs fail miserably because of innate

complexities either in their recording and reporting systems

or in how rewards are won.

If you put the salesperson in a position where they are

forced to assess:To get this, I fi rst have to sell this, plus these

and not these and they must include these, you are creating

a recipe for confusion, sales frustration and failure. In the

end, the incentive program becomes a disincentive!

Th e remedy? Manufacturers must keep the program sweet,

simple and attainable. Th ere can be no ambiguity. Anything

less will result in a lack of interest, as well as a waste of time

and money that can sometimes spill over into other depart-

ments whose task it is to administer and account.

3. Education: Edison may have invented the light bulb, but

it never went anywhere until a salesman understood its

benefi ts and made the fi rst sale… and probably sold a lamp

to go with it!

Incentive programs don’t just sell themselves. Too oft en,

expensive motivational programs are overlooked in the fi eld

because reps either don’t understand their value and/or are

unsure how to sell them. Many times, good programs are

written off as having missed the tar-

get, when in reality, they just weren’t

rolled out and managed properly.

4. Competition: Everyone’s heard

the expression, “Timing is Every-

thing!” Th is is particularly sage and

important advice for the successful

incentive program planner. Market-

ing execs can’t know when every

competitive incentive program will

rear its aggressive head, but they

can take strides to ensure their pro-

gram is given fi rst look.

Any successful salesperson will

tell you, most sales are made as a

result of due diligence on the front

end. Simply put, the better the prep-

aration, the more likely the sale. Th e same can be said for

incentive initiatives. Real incentive programs, like new movie

releases, are something to be anticipated. Th e right amount

of promotion ensures greater acceptance and interest that

oft en usurps focus on competing programs.

5. Reward: Any reward-value can become an unmotivated

anticlimactic activity if the time span between winning and

getting is too long. Successful incentive programs reward

immediately! As a rule, the faster the reward is delivered,

the greater the enthusiasm for the program.

Although on some levels, salespeople are a complex breed,

when it comes to incentives, they are – for the most part –

quite predictable. Th eir nature is to react to excitement or

challenge faster then most, and then move on. One way to

maximize their natural bent and ensure greater program

success is simply to cater to their natural motivators. Get

them their stuff QUICKLY!

6. Recognition: At the risk of making salespeople appear

shallow or monolithic (they are not), recognition amongst

their peers is still the quintessential motivator, whether

there’s an incentive program or not.

Th e rule again is, there is no such thing as TOO much

recognition. Salespeople by nature gravitate to the limelight

much like other performers, and so there should be no short-

age of achievement and overachievement recognitions that

fi nd their way – in a timely manner – to the public’s eye.

Psychological studies have shown that the pursuit of

recognition, in and of itself, can make the diff erence in tar-

geting that critical second 20 per cent on the sales achieve-

ment ladder. Experts agree that successful sales teams fi nd

motivation in their own champions. Highlighting the sales

leaders instills excitement and a defi nable hierarchy that

beckons all players to become a part.

Another fact that is frequently overlooked is that recogni-

tion, whether part of an incentive or not, is the least expensive

means of motivation. In many cases, it’s free! Oft en, shaking

the hand of the president in front of the company is all it

takes to galvanize the need to overachieve.

The Bottom Line: Manufacturers and Distributors must take

greater care when designing motivational incentive programs.

Take a page out of the Sales 101 book that says, “Find out what

they want, then, give it to them!” But always remember: make

sure to keep it simple, keep it clear, promote it properly, reward

immediately, and don’t try to target everybody.

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

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

www.americanapparel.net/wholesaleresources

News [Questions+Answers]

Screen

PrintingHave a question?

Email us: news@imprintcanada.com

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

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

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

the rubber of old. They stay sharp longer and will resist wear brought on by cleaning agents and solvents. Printers can also invest in triple durometer blades. They off er a stiff core with softer outside edges. These blades will last for decades without requiring to be sharpened. Triple Durometer squeegee blades usually retail for about $4.00/inch. It is a bit of a price diff erence but in the long run may be worth it.

Q; I am looking for my first flash dryer. I wanted some advice on features to keep in mind during this buying process....and can i use a flash cure to completely cure plastisol prints if i don't have the budget for a conveyor dryer just yet?If you are looking for a fl ash dryer that will properly cure plastisol ink, I would recommend sourcing something that uses quartz bulbs. They are a very consistent source of dry heart. Basically when switched on the bulbs light up for a predetermined amount of time and then shut off . The result is always the same. This way you can run tests to see how long it takes to cure the ink and then with the timer accurately recreate it in production.

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

Q: My exposure unit is old and i am looking to replace it. What features should i be looking for and how much should i spend? The one i had was an antique basically given to me for free and it took 15-20 mins to burn a screen.There are three types of bulbs that generate enough UV light to prop-erly expose photo emulsion, the least of which is halogen. That is prob-ably what you are using currently. An upgrade would be fl uorescent tubes that have the UV fi lters removed. Units fi tt ed with this light source are usually quite aff ordable. They cost anywhere between $2-3,000. Exposure times will vary depending on the emulsion being used but a rough guide is 4-7 minutes.

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

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

Answers to your questions are provided courtesy of the experts at Lancer Group International - a leading manufacturer of screen printing textile inks, supplies and many other related imprinted textile products.Established in 1973, Lancer Group has become a global leader in all aspects of textile screen printing for well over 30 years. They can be reached at 1-800-665-4875; www.lancergroup.com & www.discoverylancer.com.

“I Support...

Charity”Design Contests

Do Some Good...

WIN an iPad!

Submit YourDesigns Today!

Two New Contests Monthly!

Genuine Stewardship

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

www.trimarksportswear.com/roots73

New Roots73 website. Visit us today to view our current collection

10 New StylesComing January 2012

NewSpring Collection

Imprint Canada | November/December 201110

A.J.M. INTERNATIONAL LTD.ACTION ILLUSTRATEDALL GRAPHIC SUPPLIESALOALSTYLE APPARELAMANN-HFK AGENCYAMERICAN & EFIRD CANADA INC.AMERICAN APPARELASH CITYASI CANADAATDESIGNS INSIGNIA INC.ATTRACTIONAVANI CREATIONS INC.BABYLOCK CANADABARUDAN CANADA INC.BELLABIC, INC.CAMPEA/M.T.P.CANADA SPORTSWEAR CORP.CANADIAN ENGRAVERS SUPPLYCANSEW INC.CANVASCAPCO SPORTSWEAR INC/KC CAPSCMB SERVICESCOTTONTEX CANADA INC.CUSTOMIZED MATSCYNB INTERNATIONALD.K. INTERNATIONALDUNBLANE AND TURNERSECORITE DISTRIBUTORS INC.EMBLEMTEK SOLUTIONS GROUP INC.EMBROIDERY SYSTEMS CANADAEMTECH EMBROIDERY ENGRAVER'S EXPRESS INC.ESPFAME TEXTILE CANADA INC.FERSTEN WORLDWIDE

FILAFRUIT OF THE LOOMGAMUT CANADA INC.GILDAN ACTIVEWEARGUNOLD CANADAGURU SPORTSWEARHEADWEAR CANADAHONG-TEX INC.IMPRINT CANADAIMPRINTOR BADGE-A-MINITINK4UINTERFORME INTERLININGSINVESTORS GROUP J & J MANUFACTURINGJERICO SPORTSWEARJOTO PAPER LTD.KING ATHLETICSKNP HEADWEAR INC.KOBE SPORTSWEAR INC.LEVEL 33LUDACHRIS HATS LTD.M & O KNITSMACARON INC.MAGNUS PEN CORP.MARATHON THREADS CANADAMARKETEX APPAREL INC./OPUSMIDLAND CLOTHINGMODES NAGI FASHIONS INC.NEXEN SPORTSWEAR INC.PARAGONEPARKDALE NOVELTYPATCHES & LABELSPERMABOSSPIONEER PROTECTIVE PRODUCTSPRESTO-CREST LTD.PROCAN INC.PROMOTIONAL MEDIA

QUALITY KNITTINGRE-FLEX 2000 INC.REBEL APPAREL INC.REDWOOD CLASSICS APPARELRICHLU MANUFACTURINGRUBENSTEIN BROS. (ONT) LTD.SANMAR CANADASCREENTEC CORPORATIONSHARPER IMAGE APPARELSHOPWORKSSIMPLEX PROMOSPECTRA APPAREL CANADASTAHLS' CANADASTORMTECH PERFORMANCE APPARELSTRATEGIC SALES TEAMSUNSHINE EMBROIDERY PUNCHINGTEAMCO SPORTSWEAR INC.TECHNOSPORT CANADATHAT'S MY BALLTHE JOHN FORSYTH SHIRT CO.THE PRINTED DRINKWARE CO.TOTAL GRAPHICS NETWORKTRIMARK SPORTSWEAR GROUP INC.TWIGA INDUSTRIESVALUE-RITEVERSA TRANSWESTHALL APPARELWESTMOUNT DISTRIBUTORSWHITERIDGE INC.WILLOX GRAPHIC SUPPLIESWINDMILL CANADAWINGS DIGITIZINGWINNER GARMENT IND. LTDWOODSTRANSFERS.COMZORREL INTERNATIONAL INC.

Toronto Imprint Canada ShowToronto Imprint Canada ShowToronto Congress Centre, North BuildingToronto Congress Centre, North Building

EXHIBITORS

®®

WHERESTYL EBEGINS

canada 866.275.7860 | www.alstyle.com

Tearaway labels available

Style shown: 5562

Your blank apparelsince 1976

Alstyle is NAFTA friendly.

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

Toronto Congress Centre, North BuildingToronto Congress Centre, North Building

Toronto Imprint Canada ShowToronto Imprint Canada ShowImprintcanada.com/shows

THURSDAY JANUARY 5, 2012 10 a.m. - 5 p.m.

SURVIVAL TACTICS: EATING YOUR COMPETITORS AND CAPTURING THEIR CUSTOMERSBy Mark Venit, MBA, Apparel Graphics Institute

$99 Advance / $125 On-Site

FRIDAY JANUARY 6, 2012 8:30 a.m. - 10 a.m.

PRICING EMBROIDERED & SCREEN PRINTED APPARELBy Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site

FRIDAY JANUARY 6, 2012 10:30 a.m. - 12 p.m.

THE 6 BEST WAYS TO RUIN YOUR BUSINESSBy Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site

FRIDAY JANUARY 6, 2012 1 p.m. - 2:30 p.m.

WHY HEADWEAR?By Craig Lockhart, A.J.M. International

$30 Advance / $45 On-Site

FRIDAY JANUARY 6, 2012 3 p.m. - 4:30 p.m.

COREL DRAW- BEYOND THE BASICSBy David Ihm, Total Graphics Network

$30 Advance / $45 On-Site

SATURDAY JANUARY 7, 2012 8:30 a.m. - 10 a.m.

VENIT’S 24 WAYS TO GET CUSTOMERS TO LOVE YOU!By Mark Venit, MBA, Apparel Graphics Institute

$30 Advance / $45 On-Site

SATURDAY JANUARY 7, 2012 10:30 a.m. - 12 p.m.

TINY DESIGNS AND TRICKY FABRICSBy Frances McAvity, Gunold Canada

$30 Advance / $45 On-Site

SATURDAY JANUARY 7, 2012 1 p.m. - 2:30 p.m.

LOGOS TO WIN EVERY BIDBy Stahls' Canada

$30 Advance / $45 On-Site

FOR FULL SEMINAR DESCRIPTIONS, PLEASE VISIT WWW.IMPRINTCANADA.COM

W1:

S1:

S2:

S3:

S4:

S5:

S6:

S7:

FULL DAY PRE-SHOW WORKSHOP

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

Note: seating is limited, reserve your space today.

HANE

S® a

nd H

ANES

FLA

G an

d DE

SIGN

® a

re re

gist

ered

trad

emar

ks o

f HBI

Bra

nded

App

arel

Lim

ited,

Inc.

and

are

use

d un

der l

icen

se. ©

2011

Han

esbr

ands

Inc.

All

right

s re

serv

ed. R

N157

63/C

A001

53.

Style P480

Style F170 Style P170

Style P473

Comfort for the entire family

fleece

Imprint Canada | November/December 201114

OFFICIAL SHOW SPONSORS

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

2012 Toronto Imprint Canada Show

FIRST NAME: (One registrant per form. Registrant must be at least 16 years old.) LAST NAME: (Full name must be provided. Incomplete registrations will be discarded.)

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

BUSINESS ADDRESS:

By registering to attend the Imprint Canada Shows, you agree to the Rules & Regulations set out by the Shows Advisory Board. You agree to abide by the Show Code of Conduct. You understandthat this Event is open to the trade only and agree not to bring clients nor anyone else not in our industry to this Event. By providing your information on this form, you consent to receivee-mail, fax, written and other communications from the Imprint Canada Show and its exhibitors. Photography and/or video recording of any kind is strictly prohibited without prior writtenconsent of the Imprint Canada Shows. We cannot confirm receipt of fax/mail registrations until after December 12. For instant confirmation, please register on-line at www.ImprintCanada.com.Only one registrant per form will be processed. Please copy this form as necessary for additional registrants. Badges will be mailed only to those registrations received by December 2, 2011.

GENERAL INFORMATION: (all fields must be completed in full.)

CITY: PROVINCE/STATE: (If outside Canada or the United States, please provide Country.)

POSTAL/ZIP CODE: FAX:EXTENSION:PHONE:

E-MAIL ADDRESS:

REGISTRANT PROFILE: (all fields must be completed.)1. PRIMARY & SECONDARY TYPE OF BUSINESS: P S

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

PROMOTIONAL/AD SPECIALTY PRODUCTSPREMIUMS & INCENTIVESEMBROIDERY/MONOGRAMMINGDIGITIZERHOME SEWER/EMBROIDERERSCREEN PRINTINGDIGITAL DECORATOR (TRANSFERS, SUBLIMATION, ETC.)COMMERCIAL PRINTINGDIGITAL PRINTERSPORTING GOODSRETAILERWHOLESALER/DISTRIBUTORMANUFACTUREROTHER: _______________________________________________________

3. JOB TITLE:A.C.E.G.

OWNER/PART OWNERPURCHASING/BUYERMANAGEROTHER: ____________________________

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

AUTHORIZE/APPROVEIDENTIFY/SPECIFY NEEDSOTHER: ____________________________

A.C.D.F.

5. ANNUAL SALES VOLUME:UNDER $100,000$250,001 - $500,000$1 MILLION - $5 MILLIONUNKNOWN

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

PURCHASING IMPRINTABLE APPARELPURCHASING AD SPECIALTY/PROMOTIONAL HARDGOODSPURCHASING EMBROIDERY EQUIPMENTPURCHASING EMBROIDERY SUPPLIESPURCHASING SCREEN PRINTING EQUIPMENTPURCHASING SCREEN PRINTING SUPPLIESPURCHASING DIGITAL PRINTING EQUIPMENTPURCHASING DIGITAL PRINTING SUPPLIESPURCHASING OTHER EQUIPMENT AND/OR SUPPLIESMEET/VISIT SUPPLIERS FACE-TO-FACEATTEND SEMINARSSEE NEW PRODUCT LINES FOR POTENTIAL FUTURE PURCHASEOTHER: ____________________________________________________________

B.D.F.

PRESIDENTSALESPRINTER/TECHNICIAN

B.D.

EVALUATE/RECOMMENDNO PURCHASING ROLE

B.D.E.

$100,001 - $250,000$500,001 - $999,999OVER $5 MILLION

A.6. ARE YOU A MEMBER OF ANY INDUSTRY ASSOCIATIONS?

YES: WHICH? _______________________________ B. NO

A.C.E.

7. HOW MANY EMBROIDERY HEADS DOES YOUR COMPANY UTILIZE?1 HEAD6-12 HEADSWE DO NOT EMBROIDER

B.D.

2-5 HEADS12 OR MORE HEADS

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

YES C. CAN’T RECALLB. NO

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

W1 - $99 ($125) S1 - $30 ($45) S3 - $30 ($45)

NAME AS IT APPEARS ON CREDIT CARD:

CREDIT CARD NUMBER: EXPIRY:

PLEASE FAX COMPLETED FORM(S) TO (905) 856-2667 OR 1-877-895-7023OR, IF PAYING BY CHEQUE: PLEASE MAIL FORM(S) AND CHEQUE TO: TRISTAN COMMUNICATIONS LTD., 190 MARYCROFT AVENUE., UNIT 16 WOODBRIDGE, ONTARIO L4L 5Y2

FRIDAY JANUARY 6, 2012 -- 10 a.m. - 5 p.m.SATURDAY JANUARY 7, 2012 -- 10 a.m. - 4 p.m.

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

IF PAYING BY CREDIT CARD:

SEMINARS:

VISAMasterCard

S7 - $30 ($45)S4 - $30 ($45) S5 - $30 ($45)

SHOW HOURSFRIDAY JANUARY 6, 2012

10 A.M. - 5 P.M.REGISTRATION OPENS AT 9 A.M.

SATURDAY JANUARY 7, 201210 A.M. - 4 P.M.

REGISTRATION OPENS AT 9 A.M.

REGISTRATION OPTIONS1.Register online for FREE at www.imprintcanada.com and be entered to win a GPS courtesy of Imprint Canada.

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

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

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

REGISTRATION FORM

Toronto Congress Centre, North BuildingToronto Congress Centre, North Building

Toronto Imprint Canada ShowToronto Imprint Canada Show Imprintcanada.com/shows

THE COOLEST TEES IN THE MARKET HAVE NOW ARRIVED.

M A D E W I T H R E C YC L E D P. E .T, 100% ORGANIC COTTON & MORE.

SALES 1-800-711-1600

FAX 1-800-463-5222

MONTREAL

TORONTO

VANCOUVER

CALGARY

MONCTON

TECHNOSPORT.COM

A 100% CANADIAN OWNED COMPANY

Imprint Canada | November/December 201116

Doubletree by Hilton655 Dixon Road, Toronto, ON M9W 1J3(416) 246-7915

Book Online: http://tinyurl.com/3hhwnkvGroup Code: IMPRates: Starting at $99

Radisson Suites Hotel Toronto Airport640 Dixon Road, Toronto, ON M9W 1J11-800-395-7046

Book Online: http://www.radisson.com/imprintGroup Code: IMPRINRates: Starting at $130

WESTJET 1-877-952-4696Code: CC7009

10% discount o� our best available regular fare at the time of the booking (excluding web and promotional fares). Travel arrangements must be made by calling WestJet's Specialty Sales Team and quote CC7009 at the time of book-ing. Discounted rates are available for travel up to 3 days prior and 3 days a� er your event. For travel outside of these dates, we will o� er the best avail-able fare at the time of booking. Fares are not applicable to group travel. For groups of 10 or more travelling together, please contact us for fare information.

AIR CANADACode: FC6YARD1

To book a � ight with your promotion code, access AirCanada.com and enter your promotion code in the search panel.

ACCOMMODATIONS & TRAVEL

Toronto Congress Centre, North BuildingToronto Congress Centre, North Building

Toronto Imprint Canada ShowToronto Imprint Canada Show Imprintcanada.com/shows

AIR CANADA

48SEC

7ROW

1SEAT

AIR CA

NADA

CENTRE

TUESDAY JANUARY 17, 2012

OTTAWA STTAWA STTAWA

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

ENATORS

VS.VS.VS.VS.VS.VS.VS.

APLEAPLE L L L L L L

EAFSEAFSEAFSEAFSEAFS

48SEC

7ROW

1SEAT

AIR

CA

NA

DA C

ENTR

E

TU

ESDAY J

ANU

ARY 17, 2012

OTTAWA STTAWA STTAWA ENATORS

ENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORSENATORS

VS.VS.VS.VS.VS.VS.VS.

TORONTOORONTOORONTOORONTOORONTO M M M M M M M MAPLEAPLEAPLEAPLEAPLEAPLEAPLEAPLEAPLEAPLE L L L L L L LEAFSEAFSEAFSEAFSEAFS

COURTESY OF TWIGA INDUSTRIES INC.

Toronto Imprint Canada ShowToronto Imprint Canada Show

courtesy of

courtesy ofcourtesy ofcourtesy ofOne lucky attendee will win a pair of the hottest tickets in town:

2 premium seats to watch the Toronto Maple Leafs

vs Ottawa Senators

One lucky attendee will win a pair of the hottest tickets in town:

2 premium seats to watch the Toronto Maple Leafs

vs Ottawa Senators

THE UN ISEX COLLECT ION

DESIGNED IN LOS ANGELES AND DISTRIBUTED BY: ALPHA, AMERICAN T-SHIRT, AMERICANA, BODEK & RHODES, BRODER BROS,

CAROLINA MADE, EVA TEES, GAUSS, GOLDEN STATE, HERITAGE, IMPRINTS WHOLESALE, MCCREARY’S TEES, MISSION IMPRINTABLES, NES,

ONE STOP, S&S ACTIVEWEAR, STATON CORPORATE & CASUAL, THINC, VIRGINIA T’S, WASATCH, WHOLESALE PRINTABLES

BELLA.COM 323 727 2005

*Showing: 3001 Unisex Jersey Tee in Athletic Heather (left) & Black (right)

www.qualitysportswear.cawww.budget-t.comwww.giantfashions.com

MONTREALCORPORATE OFFICE4900 RUE BOURGST.LAURENT.QCH4T 1J2CANADAPH: 514-731-3519FAX: 514-731-5895

CALGARYPLANTUNIT 134,2730-39 AVE,CALGARY,ABT1Y 7H6CANADAPH: 403-250-2087FAX: 403-250-8525Email: info@kingathletiques.comwww.kingfashions.com

www.technosport.comwww.westmountdist.on.ca

KF9011

KF9017 KF9047

KF9041

Our best fleece seller, made with reactive dyeswith the lowest carbon footprint in Canada, available coast to coast!

Proudly

Made in

Canada

newRAGLAN STYLE

www.kingfashions.com

xtra heavy hoodies

EPremiere fleece20 oz - 79/21 comb cotton/poly blenddouble lined hoodcontrast grey stitching or solid color

Available at our distributors

www.qualitysportswear.ca

www.westmountdist.on.ca

KP8011

KP8017

King

The name speaks for itself

100% CANADIAN MADE

In Part One, we looked at accounting philosophies and perspectives, diff erent types of accountants, soft ware considerations, and general ledger issues.

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

For a look-see into industry-specifi c general ledger accounts, I’ve posted a general ledger format I routinely recommend to clients. (See chart at right)

Depending on the size and particulars of your company, each area in it could be expanded -- like having pull-downs of pull-downs, or breaking down categories in a myriad of ways by department and on a consolidated basis.

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

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

In these applications, where apparel decorating is only one phase of the product’s cre-ation, a more specifi c manufacturing–oriented accounting system is more appropriate.

Operating RatiosCurrently, I know of no defi nitive sources for accessing industry-specifi c operating ratios

of apparel graphics companies for free. Th e only such empirical study for the apparel graphics industry ever published, weighted for mathematical leveling of the core data, was done by yours truly in 2000 (in Impressions Magazine) and focused exclusively on custom operations; it has no validity for sales agencies, contract operations, or pre-printers.

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

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

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

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

Other Issues How you distribute your company’s overhead costs into your departments and other

expense accounts, and how you segregate sales categories, along with other goals in keep-ing better score, are all issues where your accountant (who is hopefully a Type Two bean counter) will really earn his or her fees.

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

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

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

Happy 4th Quarter! -- mlv

Keeping Score: Issues in Industry Specifi c Accounting – Part IIby Mark L. Venit

News [BusinessDevelopment]

REVENUE

- Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (a):

- Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (b):

- Custom - Preprint - Contract - Athletic - Other - Discounts - Returns & Allowances Total (c):

- Custom - Retail (Preprint) - Contract - Other - Discounts - Returns & Allowances Total (d):

- Custom - Preprint - Athletic - Other - Discounts - Returns & Allowances Total (e):

- Trade Accounts - Non-Trade Accounts Total (f ):

- Art Preparation - Screen Preparation - Digitizing Preparation - Programming/Threading - Garment Preparation Total (g):

COST OF GOOD SOLD

- Garments for CustomScreen PrintingFreight - Inbound

-Garments for Retail (Preprint) LinesFreight - Inbound

- Garments for Athletic PrintingFreight - Inbound

- - - - - - Garments for Custom

EmrbroideryFreight - Inbound

- Garments for Retail (Preprint) LinesFreight - Inbound

- Garments for Athletic EmbroideryFreight - Inbound

- - - - - - Garments for Other

Decorated Apparel Freight - Inbound

- - - - - Total Garment Costs

- Custom Freight - Inbound

- Retail Lines Freight - Inbound

- Other - - - - - Total Promotional Products Costs

- Purchase Discounts / Rebates

- - - - - Misc. Cost of Goods

EXPENSES

- Custom - Preprint - Contract - Other

Total Advertising

- Art - Digitizing - Embroidery - Finishing - Screen Printing - Other

Total Contract Services

- Child Care - Dental/Optical - Disability Insurance - Life Insurance - Medical / Surgical - Pension / Profi t Sharing - Other

Total Employee Benefi ts

- Liability Coverage - Vehicles - Other

Total Insurance

- Finance Charges - Loan Interest - Credit Card Purchases - Other Total Interest

- Equipment - Vehicles - Other

- Offi cers Salaries - Administrative/Offi ce - Art Department - Digitizing Department - Embroidery Production - Sales Department - Screen Printing Production - Shipping/Receiving - Casual Labor - Other

Total Salaries & Wages

- RRSP - Unemployment - Medical - Provincial Wage - Local Wage

Total Payroll Taxes

- General - Management - Employees

Total Professional Development

- Legal - Accounting - Consulting

Total Professional Fees

- Building/Property - Computers - Equipment - Other

Total Repairs & Maintenance

- Travel - Other

- Art - Ink - Solvents - Other

Total Screen Printing Supplies

- Thread - Backing - Misc. Total Embroidery Supplies

- Corporate / Federal - Corporate / Provincial - Corporate / Local - Mercantile - Property- Other

Total Taxes

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

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

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

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

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

www.whiteridgeinc.com

Go Retro with This Cool Soft Shell

For more information, please contact Whiteridge Inc., Tel: 866-463-4441 or visit www.whiteridgeinc.com.

New Hockey Lace Panel Hoody

For more information, please contact Rebel Apparel Inc., Tel: (905) 459-5347 or visit www.rebelapparel.com.

Performance and Style In One Hoodie

For more information, please visit www.ashcity.com or contact 866-ASH-CITY.

Stylish Helmet Toque

For more information please contact AJM International at 1-800-361-6256 or visit their new website www.ajmintl.com

Two-Tone Short Sleeve Polo

For more information, call (888) 898-5623 or visit www.fuzionsportswear.com.

Stylish Pique Polos for Ladies

For more information, please visit www.canadianunionapparel.com or call (800) 263-7874.

Designed for Extremes

For more information, please visit www.ashcity.com or contact 866-ASH-CITY.

Legends Are Made

For more information, please contact Whiteridge Inc., Tel: 866-463-4441 or visit www.whiteridgeinc.com.

Look Cool & Be Warm

For more information please contact AJM International at 1-800-361-6256 or visit their new website www.ajmintl.com

Winter Leggings are a Must Have

For more information visit: www.americanapparel.net/wholesaleresources/.

A MUST-READ FOR ANY DECORATOR IN OUR INDUSTRY!

AVAILABLE NOW!!!

TO ORDER:Call 410.641.7300 - or - Email: markvenit@cs.com

Be Safe and Be Seen in Any Condition

For more information, please contact Sumaggo, (866) 793 7478 or visit www.sumaggo.com.

Full Zip Soft Shells With Active Stretch

For more information, please visit www.canadasportswear.com or contact Tel: (800) 659-5174.

Experience true luxury!

To see all of FIEL's new and innovative products, please visit www.fiel.com

Solid Colour Short Sleeve Polo

For more information, call (888) 898-5623 or visit www.fuzionsportswear.com.

New Express Service Gives You Endless Decorating Options

For more information, please contact Headwear Professionals, Tel: (800) 548-7942 or visit www.headwear.com.au.

Heavy Knit Technical Sweater

Please contact Fersten Worldwide, Tel: 800.565.7462 or visit www.fersten.com.

CANVAS COTTON FUSION FELT FELT HI DENSITY RIPPED POLY PRO VINTAGE YARN VINTAGE HAND

WWW.WESTHALLAPPAREL.CA PH 905-501-1033 FAX 905-501-0398

W1461

MAKE YOUR CUSTOMERS “IMPOSSIBLE”.....POSSIBLE WITH THE INDUSTRIES MOST EXTENSIVE DECORATING TECHNIQUES!

W1815 CH800 W1840 W1858

Gradient Soft Shell is Packed with Features

For more information, please contact Whiteridge Inc., Tel: 866-463-4441 or visit www.whiteridgeinc.com.

Stylish Hoody has Media Pocket

For more information, please contact Trimark Sportswear, Tel: (800) 723-8383 or visit www.trimarksportswear.com

Performance Golf Shirts

Please visit www.canadasportswear.com or contact Tel: (800) 659-5174.

Performance Jackets Have Two-Layer Performance

For more information, please visit www.ashcity.com or contact 866-ASH-CITY.

Moisture Wicking Cap is Built for Performance

For more information, please contact Fersten Worldwide, Tel: 800.565.7462 or visit www.fersten.com

Get Noticed With High Visibility Safety Wear

For more information, please contact Sumaggo, (866) 793 7478 or visit www.sumaggo.com.

New Easy Care Shirts

For more information, please visit www.canadasportswear.com or contact Tel: (800) 659-5174.

New Raglan Style Ladies’ Hoody

For more information,please contact King Athletics at 1-514-731-3519 or 1-403-250-2087, or visit www.kingfashions.com

Proudly Made in Canada Collection!

For more information, please contact Redwood Classics Apparel at (416) 754-9800 or visit www.RedwoodClassics.net

Mix and Match Colours with this Fleece Beanie

To see all of FIEL's new and innovative products, please visit www.fiel.com

High Visibility Poly Cotton Full Zip Hoody

For more information, please contact Sumaggo, (866) 793- 7478 or visit www.sumaggo.com.

Improved Fit Gives Even Better Value

For more information please contact AJM International at 1-800-361-6256 or visit their new website www.ajmintl.com Fleece Hoody is a Great

Layering Piece

For more information, please contact Trimark Sportswear, Tel: (800) 723-8383 or visitwww.trimarksportswear.com

Extreme Snag Protection Polos

For more information, please visit www.ashcity.com or contact 866-ASH-CITY.Vintage Wool Cap Will Keep You Warm

For more information, please contact Fersten Worldwide, Tel: 800.565.7462 or visit www.fersten.com

Flattering, Super Soft Shirt for the Ladies

For more information, please visit www.brandwear.ca or email info@brandwear.ca

phone: 800.361.0599 fax: 800.335.6973

www.dunblaneandturners.come-mail: sales@dunblaneandturners.com

Sheet Sizing: 12”x12”, 14”x10”, 14”x21” and 22”x33”

AD SPecialty Give a Gift of Style!

To see all of FIEL’s new and innovative offerings, please visit FIEL.com.

A Perfect Gift Idea

For more info on this product, please contact Honta/Acro-Gift at (905) 305-0688 or visit their site at www.acrobag.ca

Weekly Agenda for Those On the Go

For more information, please visit www.spectorandco.ca.

Premium Pens Now Available in Satin Silver

For more information, please visit www.magnuspen.com

Moblie Screen Cleaners

For more info, please visit www.insaneproducts.com.

New Pure Glass Water Bottle

For more information, please visit www.esppromo.com.

www.imprintcanada.com

Pressure Sensitive Fusible Backing for Appliques

For more information, please contact American & Efird Canada, Tel :(800)-361-0787, canada.client@amefird.com or visit www.amefird.ca.

Get Ready for Hockey Season

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

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

Workhorse has 3 distributors in Canada: The Discovery/Lancer Group: Tel: 1-800-498-1207 tsales@lancergroup.com; Cosmex Graphics, Tel: 514-745-3446 sales@cosmexgraphics.com; Willox Graphic Supply, 604-255-7725 willox@telus.net.

Ensure Top Quality Embroidery Every Time

For further information, please contact Cansew Inc. at 1-800-361-7722 or info@cansew.ca. To see the full product range, visit either www.cansew.com or www.cansewspecialops.ca.

HAVE A QUESTION ABOUT THE EQUIPMENT OR SUPPLIES YOU USE IN YOUR BUSINESS?

Email us at news@imprintcanada.comWe’ll have one of our resident experts answer it directly for you

First to introduce an industrial digital printer for thegarment industryFirst to introduce wet on wet for dark garmentsFirst to introduce white digital ink for T-shirtsFirst to offer inks that are OEKO-TEX StandardFirst to print up to 300 white shirts an hour

First to introduce the rotary carousel machineFirst to introduce pallet lifting, now used by nearly all carousel manufacturersFirst and only manufacturer with a 4 year guarantee First 16 color with smart electric headsPlus many other innovations for conventional prints

Best for short to medium run productionBest for 4 color process CMYKBest for printing over seams and zippersBest for the environment, no screens to wash upBest for fast set up, technical knowledge for mesh and emulsions not required

Best for high production with speeds up to 900cycles per hour. A good printer can probably handle 600 shirts an hourBest for printing spot process and solid colorsBest for specialty inks: puff, glitter, discharge, etc.Best for oversize prints up to 40” X 56”

SUPER STRENGTH® RAYON

SuperSafe™ Nomex®

SUPER BRITE® POLYESTER

ame r a ame r om ro o a o om email: a a a lie ame r om

Montreal, QCAmerican & Efi rd Canada Inc.

Tel: (514) 352-4800

1-800-361-0787

Fax: (514) 352-5075

1-800-262-9166

Toronto, OntarioAmerican & Efi rd Canada Inc.

Tel: (416) 781-5002

Fax: (416) 781-0175

Western OntarioWalter H. Molloy Agencies Inc.

Tel: (519) 684-7798

Edmonton, AlbertaR.B. MacDonald Sales Inc.

Tel: (780) 465-9174

Atlantic CanadaSheppard Sales Agency

Tel: (902) 443-8047

Quebec, QuebecChabot & Graham Inc.

Tel: (418) 681-6147

Toll-Free: 1-800-463-4798

Winnipeg, ManitobaGlesby Agencies Inc.

Tel: (204) 697-2888

Vancouver, BCR.B. MacDonald Sales Inc.

Tel: (604) 689-8343

Print on Virtually Any Substrate

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

New Proofing Paper

For more information on Epson’s full line of proofing media, visit www.proimaging.epson.ca

Easily Customizable Semi Custom Sport Transfers

Order direct from www.dunblaneandturners.com or contact 1-800-361-0599. Keep Your Screens From Clogging

For more info, contact Cansew Inc. at 1-800-361-7722 or info@cansew.ca. To see the full product range, visit either www.cansew.com or www.cansewspecialops.ca.

High-Volume Automatic Press

Workhorse has 3 distributors in Canada: The Discovery/Lancer Group: Tel: 1-800-498-1207 tsales@lancergroup.com; Cosmex Graphics, Tel: 514-745-3446 sales@cosmexgraphics.com; Willox Graphic Supply, 604-255-7725 willox@telus.net.

Ready to Sew-On Names and Numbers

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

HI-PRO SPORTSWEAR

There is a lot that can be said for cus-

tomer service.

For one, regardless of the industry

you’re in, it should be among any

company’s top priorities. Customer

service needs to be one of the foundations of any

business; it’s about sending your clients away happy

and having them come back with even happier

feedback (feedback you hope they pass on to others

about your business).

Th is description, in a nutshell, is what Hi-Pro

Corporate Sportswear is all about.

Founded in 1988, the Vernon, BC-based company

started out as an apparel manufacturer specializing

in melton leather jackets which were distributed

through retail and promotional channels. By 1992,

with the increased competition from cheaper over-

seas manufacturing, Hi-Pro Sportswear decided to

shift its focus from manufacturing to the distribution

of corporate apparel.

“To us, customer service is the most important

thing and it’s where we excel,”says Bob Sattler, presi-

dent of Hi-Pro Sportswear. Having purchased the

business from the original owners in 2007, Sattler

took the helm with an extensive background in

customer service having spent 35 years in the hos-

pitality industry providing graphic arts and services.

“We’re strictly here to make our clients happy; if

our clients aren’t happy, neither are we,” says Sattler.

“Our clients have our assurance that the quality we

deliver will satisfy them 100%.”

In the four years since Sattler took ownership,

Hi-Pro Sportswear has diversifi ed its focus and

expanded from strictly corporate clothing into a

strategic mix of team wear, sports uniforms, in

addition to the full spectrum of promotional hard

goods. In previous years, Hi-Pro Sportswear was

traditionally known for its apparel, with a deep en-

trenchment in the forestry industry. More recently

however - with the downturn in BC lumber and

the overall economy in general - the company has

expanded its focus to target mining and petroleum

sectors as well.

Nowadays, the company’s 700-plus clients range

anywhere from Shell Albion Oil Sands and Teck,

to mom and pop shops all throughout BC, Alberta

and as far east as Saskatchewan.

In addition to expanding into other industries and

provinces, Hi-Pro Sportswear has also expanded its

decorating scope; whereas before the company used

to strictly focus on embroidery and screen printing,

it now off ers the full gamut of digital printing and

heat transfer decorating to its embellishment mix.

“Our philosophy is to always provide real value

to our clients,” says Sattler, who emphasizes to cus-

tomers that it’s better to spend a bit more on a

product that will be used and one which refl ects

the overall objective of a promotion, rather than

saving a few bucks just for the sake of slapping a

logo on a giveaway.

In striving to always maximize its clients’ bud-

gets, Hi-Pro Sportswear carefully and thoroughly

examines client objectives, and then goes on to

develop a tailored program best suited to achieve

said objectives.

Positive Attitude = Happy Workplace

“If you are not having fun at your job, then it’s my

philosophy that you should fi nd something diff er-

ent to do,” stresses Sattler. Th is mantra extends to

the company’s culture; Hi-Pro Sportswear is very

adamant that all employees enjoy their respec-

tive positions and bring a positive attitude to the

workplace. Th is feel-good philosophy extends to

Hi-Pro’s clients, who know that when they come to

do business they will always be greeted and treated

in a friendly, outgoing environment. “We get things

done, but we have fun doing it,” says Sattler.

Even when discussing the current economic situ-

ation - which has seen better times - Sattler is quite

upbeat. He notes that in times of fi nancial uncer-

tainty, promotional budgets are usually the fi rst

to be trimmed. And despite the company having

to navigate cutbacks in certain client sectors, they

have stayed fl exible enough to diversify and retain

market share. “We need to continue to innovate and

think of new ways for our clients to derive value

from promotional products.”

You Never Stop Learning

Having come from a background which was not

rooted in promotional products, Sattler admits that

the learning curve was quite steep when he fi rst took

ownership of Hi-Pro Sportswear.

Having been accustomed to working on the cli-

ent side of things when dealing with promotional

campaigns, the challenge in getting up to speed -

specifi cally in regards to selling and marketing - was

a notable one. “I don’t think you ever fully know

everything,” says Sattler. “In this industry, there are

always new things to learn.”

One thing Hi-Pro Sportswear has learned is how

to handle rush orders - something it is required

to do on pretty much a daily basis for it’s clients.

Armed with a eff ective sales and support team, the

company is able to turnaround it’s clients’ requests

regardless of the time constraints.

“We are always open and accessible to our cli-

ent base and they know that when they work with

us, their needs are the most important priority,”

stresses Sattler. “We bend over backwards to meet

our clients deadlines.”

Th is commitment to customer service and order

fulfi llment is a big reason why Hi-Pro Sportswear

will continue to thrive in the western Canadian

marketplace for many years to come.

fresh I D E A S

Printing and applying foil to your

designs are easy and creative ways to bring

graphics to life. To see just how easy they

can be, visit our website and download

our easy-to-follow print instructions.

In no time, you’ll be adding these stunning

techniques to the screenprinting options

in your own shop, and exploring new ways

to be as creative as you can be.

FruitActivewear.com/FreshIdeas

©2011 Fruit of the Loom, Inc.

News [RetailBrandUpdate]

Joe Fresh Opens First Permanent U.S. Store in

New YorkJoe Fresh has opened its fi rst permanent U.S. store in Bridgewater Mall, Bridgewater,

N.J., and another in Roosevelt Field Mall, Garden City, N.Y. Th e Canadian apparel brand created by Joseph Mimran - who founded Club Monaco

in 1985 and then sold the company to Polo Ralph Lauren in 1999 - also made its New York City debut in Manhattan’s Flat Iron District, on November 3, with a second store opening on Fift h Ave in Spring 2012.

In addition, the retailer is opening two Joe Fresh Holiday Fashion pop-up stores in Manhattan. (Th is past summer, the brand operated a summer pop-up in East Hampton, N.Y.)

Joe Fresh, part of Loblaw Cos. Ltd., is available in more than 300 Loblaw stores across Canada and also in 10 standalone locations.

Source: Chain Store Age

Reitmans to Convert 25 Cassis StoresReitmans (Canada) Limited announced that it has decided to close its 25 Cassis

stores, primarily through conversion to other Reitmans banners, as it refocuses its sales and merchandising eff orts with a view to enhancing sales in these store locations.

Th e Cassis banner represents less than 2 per cent of total annual sales of the com-pany, amounting to approximately $20 million as of January 29, 2011. Costs associated with the Cassis banner closures, including asset write-off s and severance related costs, amount to approximately $4 million aft er tax and will be refl ected in the company’s third quarter results.

Source: Reitmans (Canada) Limited

Reebok and The NHL Team up With Champs SportsReebok’s Sports Licensed Division (SLD), the authentic outfi tter of the National

Hockey League (NHL), announced a unique partnership with Champs Sports to establish it as a pinnacle retail destination for the NHL in both Canada and the United States.

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

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

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

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

Source: Reebok International Ltd.

Look for it in the next issue

The 2011/2012 Global Economic Update

Value has always been at the core of the Fruit of the Loom® brand. We make our own yarn, knit the cloth, cut the

fabric and sew each garment ourselves. We do everything, in fact, except grow the cotton. It’s a unique approach

that underscores our commitment to the Imprintables Market and to providing you with a variety of quality basic

apparel at great prices. As proud as we are to produce our products, you can be just as proud to decorate them.

FruitActivewear.com | 905.607.5500

T A K E A L O O Kfresh

©20

11 F

ruit

of t

he L

oom

, Inc

.

www.canadasportswear.com