Promotional Products: A Winning Margin

The beauty of a specialized distributor, according to Emmer, is the infrastructure, educational base and support it provides to print clients. "Independents need to be aware of credit loss and product liability, whereas Kaeser & Blair indemnifies its dealers from both. And while printers aligned with us don't need to carry inventory or perform collections, an independent will require 25 to 30 percent capitalization to get the best pricing and discounts available," Emmer continues. "Some people have used their credit cards for that purpose, with disastrous results."