17 MARKETING OPPORTUNITIES

                                                    FOR USING PROMOTIONAL ITEMS

1.     Promoting Branch Openings - Program should be designed to convey added benefits and can also be tied to

        present products or services offered.  Indicative of a company's growth and success.

2.     Introducing New Products/Services - Progam should be designed to create customer awareness and build customer

        acceptance.  Capitalize on benefits which the competition does not have.

3.     Motivating Salespeople - Program should be designed to stress the rewards salespeople will gain through participation.

        A successful program should spark motivations and cause sales to rise.

4.     Opening new accounts - Program should be designed to stimulate interest and action.  The client does not

        necessarily have to be a financial institution.  This opportunity is most often selected in the off-season to avoid

        stagnation and slide backward.

5.     Stimulating Sales Meetings - Program should be designed to stimulate interest and participation by stressing the

        benefits an individual will receive by attending the meeting.

6.     Developing Trade Show Traffic - Program should be designed to promote the company's image.  It should be creative

        and timely to effectively generate new business and strengthen holds on current customers.

7.     Balancing Improper Product Mix - Program should be designed to remind customers to balance sales throughout

        the year.  This opportunity exists in companies with inventories and those who provide services and experience

        fluctuation due to the economy, season and/or change in customer attitude.

8.     Activating Inactive Accounts - Program should be designed to revitalize activity prior to customers taking their

        business elsewhere.  An incentive may be offered.

9.     Changing Names or Products - Program should be designed to emphasize the new name and at the same time assure

        the same quality and service as in the past.  The change should be correlated as part of an up-to-date, ever-improving

        company.

10.   Using Sales Aids for Door Openers - Program should be designed to portray a positive image. The first contact a

        client has with prospective suppliers is an important attitude determining factor for the entire relationship.

11.   Motivating Consumers Through Premiums - Program should be designed to call attention to products/services

        being promoted.

12.   Moving Products at Dealer Level - Program should be designed to encourage sale of product(s) at the dealer level.

        Product sale is of grave concern to both the distributor and the manufacturer as consumer demand determines

        if products are to continue or cease being manufactured.

13.   Improving Client or Customer Relations - Program should be designed to attain/maintain a favorable

        buyer/seller relationship

14.   Building An Image - Program should be designed to equate the company name with goodwill and community

        service.  A company's image must be built and constantly supported as this image affects purchasing decisions.

15.   Motivating Employees - Program should be designed to accentuate pride in work and foster a pleasant work

        environment.  This opportunity represents more than half of the program business available and includes, but

        is not limited to, safety, attendance and suggestion programs.

16.   Promoting New Facilites - Program should be designed to notify existing and potential customers of the

        company's success and new location.  Program provides an opportunity for additional fanfare and celebration.

17.   Introducing new Salespeople - Program should be designed to introduce new salespeople not only to their

       employees but to customers as well.

       **Above information from PPAI Professional Developent Article