Off the Cuff: Issues in Industry Specific Accounting – Part 2 of 2
In Part One, we looked at accounting philosophies and perspectives, different types of accountants, software considerations and general ledger issues. Now, let’s examine industry-specific aspects of constructing general ledger categories (or accounts). Doing so can give you more insight in terms of monitoring costs, performance levels, and, of course, understanding how key components determine your bottom line.
July 20, 2009

Off the Cuff: Issues in Industry Specific Accounting – Part 1
I have worked with more than 600 industry companies as a management consultant and been involved in the sale or merger of scores of companies. In that time, I have done many industry-specific business appraisals, and have met and worked with hundred of accountants. I can conclude there are two major types of accountants when it comes to counseling the owners of apparel decorating firms —  “mechanics” and “consultants.” Which type of accountant do you have?
July 06, 2009

Off the Cuff: How to Measure Key Barometers of Business Health — Part 2
In Part One, I focused on the seven key barometers of business health and marketing performance — cost of garments, production payroll, advertising, rent, telephone, utilities and professional development — and what each ratio tells me about a company’s financial performance and its management and marketing cultures.
June 22, 2009

Off the Cuff: How to Measure Key Barometers of Business Health — Part 1 of a Two-Part Series
One of the main reasons Impressions asks me to write an online column is simply what I do for a living; I’m a full-time management and marketing consultant in the apparel graphics industry. I’ve been at it 30 years and still look forward every day to plying my trade.
June 08, 2009

Off the Cuff: Avoid Errors with Order Acknowledgments
Based on my field observations in this industry, I estimate that more than 95% of embroiderers and screen printers don’t acknowledge or confirm orders — especially orders received by phone and where there’s no paper trail. The verb “acknowledge” here refers simply to the act of sending out a written confirmation of an order placed with the vendor who’s selling this order.
May 11, 2009

Off the Cuff: Convince People to Buy From You — Part Two
In Part One, we looked at how companies handle incoming inquiries on the phone and the first impressions people get when visiting companies in our industry. Now let's turn to improving your company's marketing identity, educating and informing your prospective customers, and improving the follow-up with these prospects.
April 27, 2009

Off the Cuff: Convince People to Buy From You — Part One
Why should a customer buy from you instead of your competitor? What’s so special about your company that it would inspire a customer to choose your services over your competitor’s? What are you doing to create — and then reinforce — the perception that buying from your company is a wiser choice?
April 13, 2009

Off the Cuff: Make Hay While the Sun Shines!  Literally.
Each year, many apparel decorators go from 1st Quarter famine to 2nd Quarter feast — it’s a common phenomenon in our industry, though there are always exceptions to this rule. As peak season blooms with a burst of incoming orders, few companies consider expanding their advertising investments during the strong spring months. That’s because the majority of industry entrepreneurs believe in the conventional wisdom that you don’t need to advertise when times are good, and use that as a way to cut marketing expenses overall.
March 16, 2009

Off the Cuff: Good Phone Habits and Follow-Up Drive Growth
Learn how good phone technique and follow-up will help create loyal, long-term accounts.
March 02, 2009

Off the Cuff: How Freelancers Can Contribute to Your Bottom Line — Part 2
Follow these tips and tricks to find and hire the right freelancers.
In Part I of this column, we discussed some of the challenges in finding free lance artist. Now we’ll explore where to focus your search.
February 13, 2009