Print and Apparel Convergences – How Can an Apparel Decorator Sell Printing?

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The lines between commercial printing and apparel decoration are disappearing. More customers want one trusted partner who can provide everything from business cards and brochures to branded apparel, signage, and promotional products. So where does that leave today’s apparel decorator? This week, Aaron and Terry welcome print industry veteran Mark Pomerantz, founder of SalesWisdom, to explore what apparel decorators can learn from the world of print sales. With more than 40 years of experience helping print professionals grow their businesses, Mark shares practical sales strategies, relationship-building techniques, and ideas for expanding your offerings without losing focus. We’ll also discuss why print and apparel are converging, what that means heading into PRINTING United Expo, and how decorators can position themselves as complete branding partners. If you’ve ever wondered whether adding print could grow your business, this episode is for you.

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News

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Dad Joke

Aaron: What do you call a chicken staring at some lettuce?

A chicken sees a salad.

(Chicken Caesar Salad)

Selling Printing

Terry: Welcome Mark! We gave up reading carefully crafted bios a while ago and just like to learn directly from our guests about who they are. Tell us about your journey in the print industry.

Aaron: Mark, you’ve spent more than 40 years in the print industry. What changes have surprised you the most, and what fundamentals of selling have stayed exactly the same?

Terry: Many apparel decorators are excellent craftspeople but reluctant salespeople. What’s the biggest mindset shift they need to make to become better at sales?

Aaron: In one of your blogs, I believe it is where I read this, you said: ” We should bet on ourselves.” What does that actually look like for a small shop owner who’s trying to grow?

Terry: A lot of decorators wait for customers to tell them what they want. How can they become trusted advisors instead of order takers? 

Aaron: We’re seeing commercial print and apparel decoration overlap more than ever. Why do you think those industries are converging?

Terry: If an apparel decorator wanted to start offering print products, where would you recommend they begin without becoming overwhelmed?

Aaron: What questions should decorators ask every customer that they’re probably not asking today?

Terry: You’ve worked with countless sales professionals. What’s one habit that consistently separates top performers from average salespeople?

Aaron: Many decorators worry they’ll come across as “pushy.” How do you help people become more confident about asking for additional business?

Terry: What are some opportunities decorators miss because they’re focused only on the shirt instead of the customer’s overall brand?

Aaron: With PRINTING United Expo bringing together every segment of our industry, what should apparel decorators be looking for beyond the latest equipment?

Terry: As we wrap up, if every listener could make just one change to their sales process this month, what would you tell them to do?

Terry: Thanks for your time. Where can people learn more about what you do and where should they connect with you? 

Our website https://saleswisdom.net/  

Our YouTube channel  https://www.youtube.com/@WiseOwlMark 

My Blog on LinkedIn https://www.linkedin.com/in/markpomerantz/recent-activity/articles/ 

My LinkedIn profile https://www.linkedin.com/in/markpomerantz/

And be sure to find me at Printing United Expo 2026 in Las Vegas NV, Sept 23-25 so we can meet IRL!

The Secret Sauce

We serve up bite-sized tips for our #regulators to instantly spice up their decorated apparel business. Just like the perfect wing sauce, these quick tips can transform your business experience, adding flavor and depth to your operations. Each video in this playlist is a nugget of wisdom, carefully selected for its potential to bring immediate value to your work. So, whether you’re a seasoned pro or just getting started in the decorated apparel industry, dip into our ‘Secret Sauce’ for insights that can help you soar.