In this episode of the Supplier Promo Playbook, co-hosts Lisa Fosdick and Adrienne Barker, along with MAS team member Kimberly Miller Ballerene, founder of The Promo Playbook and a respected leader in the promotional products industry, tackle one of the most crucial—and often misunderstood—aspects of supplier success: pricing.

Together, they explore the real mechanics of setting profitable prices in the promo space, from conducting a competitive analysis to balancing margin and markup, factoring in ancillary charges, and navigating the industry’s “alphabet soup” of pricing codes.

The conversation moves beyond theory, diving into how pricing impacts the entire sales process. From quoting and virtual samples to confirming purchase orders and managing client expectations, they share candid insights on what suppliers need to get right from the start.

Listeners will hear why a solid pricing strategy builds distributor trust, how to avoid costly mistakes, and why supplier–distributor relationships are the foundation for repeat business and long-term growth.

Adrienne offers pro tips from her decades in the industry, Kim shares the retail-to-promo pricing perspective, and Lisa keeps the discussion focused on actionable steps suppliers can implement immediately. This is a masterclass for both new and established suppliers who want to stand out, win more business, and grow with confidence in the competitive promotional products market.

➡ Learn how to price for profit without pricing yourself out of the market

➡ Discover how to adapt retail pricing to the unique layers of the promo supply chain

➡ Understand why quotes, samples, and clear communication are non-negotiable for sales success

Standout Quote: "If you can’t swim, don’t jump. Get lessons right away from the coaches—because in this industry, pricing and process can make or break your business."

Call to Action: Ready to take your supplier business to the next level?

Subscribe to Supplier Promo Playbook, leave us a review, and connect with us on LinkedIn to share your questions or topic ideas. Let’s grow your supplier success together.

Lisa's LinkedIn: https://www.linkedin.com/in/lisa-fosdick/

Adrienne's LinkedIn: https://www.linkedin.com/in/adriennebarkermas/

Kimberly: https://www.linkedin.com/in/kimberlymillerballerene/

Thinking of jumping into trade shows without a plan? You might be setting your brand up for wasted time and money.

In this episode of Promo Playbook, Lisa Fosdick, Kimberly Miller Ballerene, and Adrienne Barker, MAS, unpack everything suppliers need to know about navigating promotional product shows—national expos, regionals, end-user events, and even the new wave of cruise-style networking experiences. From budgeting and booth strategy to relationship-building and smart follow-up, they reveal what really drives ROI at trade shows. Whether you’re brand new or a seasoned supplier, this episode will help you avoid costly mistakes and maximize your presence.

Key Takeaways

→ Why attending a show as a guest first can save you thousands down the road

→ The hidden costs of exhibiting and why budgeting isn’t optional

→ How to handle rainmakers, takers, and complainers at your booth

→ The difference between retail shows and promo shows—and why expectations must shift

→ Why follow-up after the show is more important than anything you do at the show

Special Thanks Hosts: Lisa Fosdick, Kimberly Miller Ballerene, and Adrienne Barker, MAS

Connect with Lisa: (27) Lisa Fosdick | LinkedIn

Connect with Kimberly: (27) Kimberly Miller Ballerene | LinkedIn

Connect with Adrienne: (27) Adrienne Barker, MAS | LinkedIn

Follow Promo Playbook on LinkedIn: https://www.linkedin.com/company/the-promo-playbook/posts/?feedView=all

Thinking about selling to top promo distributors like HALO, Geiger, or Proforma? Wondering what buying groups or franchise networks expect from suppliers?

In this must-listen episode of Supplier Promo Playbook, hosts Lisa Fosdick and Adrienne Barker, along with guest Kim, break down what it really takes to work with national distributor groups, buying networks, franchise systems, and enablement platforms in the promotional products industry.

✅ You’ll learn the key differences between buying groups, franchises, affiliate networks, and platforms like CommonSkew and Facilis. ✅ Understand what these organizations look for in suppliers—from rebates and compliance to marketing support and sample programs. ✅ Get expert insight on why starting small with local or mid-size distributors is often the smartest move before pitching the big players. ✅ Discover the exact operational requirements (yes, accounting matters!) to get approved and stay in good standing. ✅ Learn where to find vendor relations contacts and how LinkedIn can be your best outreach tool.

This episode is packed with practical, strategic guidance for suppliers who want to grow and scale in the promo space.

📌 Key SEO Takeaways

• Understand the 5 main types of promo distributor models: buying groups, franchises, national accounts, affiliate networks, and enablement platforms.
• Learn why internal readiness—especially accounting, decoration, and customer service—is critical before you pitch a major distributor.
• Explore how vendor relations, rebate programs, and back-end content portals really work.
• Build relationships with small-to-midsize distributors first to gain proof of performance.
• Use LinkedIn to identify and connect with supplier/vendor relations contacts.
• Plan your marketing, compliance, and fulfillment strategy before approaching major players.
• Regional promo associations can be the best entry point for visibility and partnership opportunities.

🔁 Follow, Listen & Share CTA

If you're a promo supplier ready to grow, this episode is for you.

📥 Subscribe to Supplier Promo Playbook on your favorite podcast app ⭐ Leave us a review if you found value 🔗 Share this episode with your supplier network or team 💬 Connect with Lisa Fosdick and Adrienne Barker on LinkedIn — let us know your biggest takeaway!

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