Building a Promo Brand That Distributors Trust: Positioning, Pricing & Platform Strategy

What makes one promo supplier stand out while others struggle to get noticed — even with a great product?

In this powerhouse episode of Supplier Promo Playbook, co-hosts Lisa Fosdick and Adrienne Barker, MAS, are joined by Kimberly Miller Ballerene, founder of The Promo Playbook and a longtime force in the promotional products space.

Together, they delve into the fundamentals of establishing a supplier brand that captivates distributor attention, fosters trust, and drives lasting success.

This is the episode every emerging (and rebranding) supplier needs to hear — covering everything from:

✅ How to strategically position your product in the promo channel

✅ What pricing models work for distributors and still make you money

✅ How to choose the right platform: ASI, Sage, Commonsku, or none?

✅ Why relationship marketing isn’t optional — and how to do it right

✅ What makes a supplier easy to work with from the distributor’s perspective

✅ How suppliers unintentionally create friction and lose opportunities

Kimberly shares years of high-level insight from working with both suppliers and distributors — and breaks it all down into practical, tactical steps any supplier can take now.

📌 Key Takeaways (SEO-Enhanced)

• Distributors choose suppliers they trust — not just ones with great pricing or flashy marketing.
• Pricing needs to support distributor margins and be clearly structured from the outset.
• Suppliers must understand how search engines in promo work — ASI, Sage, and commonsku all serve different user behaviors.
• Content, branding, and communication style must be consistent. That’s how suppliers build recognition in a crowded space.
• Relationship-building is the long game. Being memorable and follow-up-friendly matters more than being loud.
• Don't overcomplicate it. Be visible, be easy to reach, and be clear on what you offer.

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If you’re serious about building a supplier brand that grows with the industry, this episode is your next move.

✅ Subscribe to Supplier Promo Playbook wherever you get your podcasts 💬 Leave us a review and let us know your favorite takeaway 🔗 Share this episode with your supplier marketing or leadership team

👥 Connect with Lisa, Adrienne, and Kimberly on LinkedIn for more insights

🎧 Supplier Promo Playbook: Because success in promo doesn’t happen by accident. It happens by design.