Brown & Bigelow Merges With The Brandmarket
Counselor Top 40 distributor Brown & Bigelow (asi/148500) has merged with Newport Beach, CA-based The Brandmarket (asi/145006), the companies have announced. Financial terms of the deal, which was finalized late last week, were not disclosed. "We're very excited to have The Brandmarket as part of our Orange County presence," said Bill Smith, Jr., executive vice president at Brown & Bigelow, in an interview yesterday with Counselor. "We plan to support them by helping with their back office operations, with national marketing and through technology."

Per the agreement, The Brandmarket will maintain its identity and website, but be absorbed into Brown & Bigelow's Tustin, CA, office. Kathleen Watts Smith, founder of The Brandmarket, will hold a key sales and development role and will be joined in the relocation by "select" members of her staff. "We really needed more buying power to give us a chance to grow our clients," she told Counselor. "I look at this like a creative merger because of our agency approach to selling promotional products."

Founded in 2001, The Brandmarket has serviced clients like ESPN, General Mills and Verizon. While not offering specific sales figures, Watts Smith said her company's revenues have increased in 2011. "It's been a great year, especially with our current clients," she said. Ranked by Counselor as the 23rd largest distributor in the ad specialty industry, Brown & Bigelow reported 2010 North American sales of $57.6 million. Its deal with The Brandmarket is its third similar transaction in the last 14 months, following agreements with Best Promotions in March and The Adcentive Group in October of 2010.

Axis Signs Deal With AdConcepts
New York-based Counselor Top 40 distributor Axis Promotions (asi/128263) has announced that it has reached a partnership agreement with MA-based Advertising Concepts Inc. (AdConcepts, asi/110390). The deal is effective as of January 1, 2012 and will result in a combined Axis office in the New England area. While financial terms of the transaction were not disclosed, Larry Cohen, president of Axis, told Counselor that all five of AdConcepts' employees in its Massachusetts office will be joining the combined Axis operation.

"We have worked together with AdConcepts over the years and have developed a friendly and collaborative relationship," said Larry Cohen, president of Axis. "The combination of our offices will provide larger resources for us to operate in the New England area. There's no dominant player there right now, and we see a lot of opportunities. Our business has been up in 2011, and this gives us the chance to grow that even further."

As part of the deal, AdConcepts' San Diego office will continue to use its own name and ASI number, with plans to further develop its Southern California presence along with Axis' support. That office will be run by Brian Firicano. "Larry and I have developed a mutual respect along with common philosophy, goals and objectives," said Frank Firicano, president of AdConcepts, who will take on the role of vice president of business development for Axis' newly combined New England operation. "I will continue to actively engage in the sales process and plan to focus more of my efforts on the development of larger clients in the New England as well as Southern California markets, and accept responsibility for recruitment and development of new sales personnel."

Members of the Axis Promotions regional West Newton, MA, office and AdConcepts of North Andover, MA, expect to complete their joint relocation to a combined office in Burlington, MA, by June 30, 2012. With annual revenues of about $33 million, Axis Promotions ranks as the 33rd-largest distributor in the ad specialty market. AdConcepts posts more than $2 million in annual revenue and Cohen says the company increased its sales by about 20% in 2011.

Counselor's How-To Minute: Always Be Closing
In a video report, Counselor is presenting a business strategy video each week that will focus on how distributor firms can overcome a specific challenge or rise to the occasion on an opportunity in front of them. This week: How to nail the sales close. Need strategies for becoming a better closer, and ensuring that your clients always sign on the dotted line?  

In a quick, minute-long video, Counselor Senior Writer Dave Vagnoni walks viewers through three simple steps they can take to find closing success. Click here to watch the video.

Optimism Rises Among Small Business Owners
Small business owners had a rosier outlook about the economy in November, marking the third straight month in which optimism increased. That finding was detailed in a survey released this week by the National Federation of Independent Business, which said its index of small business optimism increased 1.8 points to 92.

The increase in optimism appears to be the result of more owners expecting that business conditions or sales will not worsen in the next six months. In fact, the survey found that a growing number of business owners expect sales gains in the months ahead. "After so many months of pessimism, November's modest gain made it feel like spring, again," said NFIB Chief Economist Bill Dunkelberg. "We have good reason to be optimistic about last month's report and hopeful about what it means for the future. Still, our current reality is very much the ongoing economic winter."

Dunkelberg is referring to the fact that, despite the good news, the optimism index remained well below the average reading prior to 2008 levels from previous recoveries. Plus, the November reading is two points below January's index, optimism hasn't increased significantly throughout 2011.

The survey results, based on the responses of 781 randomly sampled small businesses in NFIB's membership, additionally found that: owners reported an overall employment increase of .12 workers per firm; and, a seasonally adjusted net 7% of owners plan to create new jobs over the next three months – a four-point improvement from October and the strongest reading in 38 months.

The Joe Show: New Products For The New Year
In this episode of The Joe Show, Managing Editor Joe Haley celebrates an early New Year’s and shows off some new items in the ad specialty market. Looking for a new take on the traditional wristband? Want some ideas for unique items perfect for the high-tech and wellness markets?

Click here to watch this new-products edition of The Joe Show.

Podcast: Distributor Wish-List From Suppliers
On Tuesday’s ASI Internet Radio Show, the hosts took questions from callers looking for advice on how they can get the most out of their partnerships with suppliers. Whether it’s how to get better payment terms or how to get more ideas from suppliers, the hosts were at the ready to provide answers and advice.  

Click here to listen to the supplier partnerships segment from Tuesday’s show.

Counselor Chat: How To Secure Your Data
Want to guard against hackers and other threats to your company’s data? Need advice for the best ways to ensure that your company’s most important and confidential information is secure? Counselor hosted a live online chat this week that answered these and other questions. Go to www.asicentral.com/counselorchat to check out the transcript from the chat.

And, make sure to join us for our next live chat, which will take place on January 10 at 2 p.m. ET. We’ll be sharing strategies and advice for how to increase your business through LinkedIn. Go to www.asicentral.com/counselorchat to post a question.

Work Toward Your ASI Certification
Nearly 13,000 ASI members are actively working toward their BASI and MASI certifications. Taking part in the ASI Education Certification Program is free of cost and completely user-friendly for ASI members. Achieving your BASI or MASI designation is a great investment in yourself and your career.To get started right now, visit www.asicentral.com/onlinelearning.

ASI’s Online Learning Center has more than 300 on-demand courses available 24/7. Here are some brand-new classes we’ve added:

Ask an Expert: Overcome Your Fear of Firing
In this self-paced course taught by ASI SVP of Human Resources Carol Albright, you’ll learn how to avoid the biggest termination mistakes employers and HR managers make.

Prove It! Show Clients the ROI of Promotional Products
In this webinar, Larry Basinait, ASI’s executive director of research, teaches you how to educate your clients about the true value and return on investment of ad specialties that’s based on exclusive ASI research.

The Write Stuff: Top Pen Trends & Sales Tactics
In this webinar, Counselor Editor Andy Cohen and a panel of experts and offer tips and tactics for capitalizing on one of the most popular product categories in the ad specialty market: writing instruments.

Budget-Friendly Marketing Strategies
In this self-paced course, you’ll learn 20 advanced – but budget-friendly – ways to increase your business right now.

In The News
American Products Publishing (asi/35599) has announced a new product line of "Hometown" wall calendars that will be available to communities or counties with populations of 10,000 to 50,000 people.

Clik Clak Co./World Packaging (asi/98289) has announced that the company's headquarters have moved from Brooklyn, NY, to 300 Wilson Avenue, Norwalk, CT. The company will maintain a satellite office in Brooklyn.

Crown Products (asi/47700) held its National Sales Meeting last week in Mobile, AL. Sue Kennedy, who represents Crown in MN, WI, IA, ND and SD, won the company's Sales Rep of the Year award.

Cutter & Buck (asi/47965) has been named the exclusive apparel sponsor of PGA magazine's Merchandisers of the Year conference, which will take place in Orlando prior to the PGA Merchandise show next month.

Gemline (asi/56070) has released a YouTube video featuring the company's Vertex Xtreme Messenger Bag (2240) going skydiving. Check out the video at http://www.youtube.com/watch?v=rtLQjSo2CZQ.

Glow Bright Products (asi/30985) has purchased a new laser cutter for its fluorescent acrylic products, which will allow the company to offer custom-shaped acrylic items to meet increased demand for unique products.

Richardson Seating Co. (asi/82365) was recently featured on ABC News in Chicago for donating stools to the newsroom's makeover as well as manufacturing all of their products in their factory on the city's Near West Side. To see the online article, visit http://abclocal.go.com/wls/story?section=resources/lifestyle_community&id=8416239.

Motivators Inc. (asi/277780) employees recently collected toys and helped spread holiday cheer for child patients at Winthrop-University Hospital in Mineola, NY.

People On The Move
R.S. Owens (asi/75530) has announced that Allison Schaeffer has been named the company’s new national customer care manager.

SnugZ USA (asi/88060) has announced that Kathy Vichakchon DiFrancesco has been hired as business development manager.

ASI SHOW

ATTEND ASI ORLANDO FOR FREE — DEADLINE APPROACHING
ASI distributor and decorator members who register for ASI Orlando (January 16-18) by Monday, December 19, can attend ALL three days for FREE. Tracking to be bigger and better than ever — with more exhibitors, more distributors and a larger show floor — ASI Orlando is THE show of choice for the first quarter.

• 700+ leading suppliers – including nearly all the Top 40
• Thousands of new items and catalogs for 2012
• 50+ FREE education sessions (all part of the ASI Certification Program)
• 24/7 networking, including the Counselor Distributor Choice Awards
• A brand-new Gala Celebration at Disney’s Animal Kingdom
• A heavyweight debate between Bill O’Reilly and James Carville

(Co-sponsored by Pepco Poms, asi/77280 and Showdown Displays, asi/87188)

Register today for ASI Orlando at www.asishow.com. ASI distributor and decorator members enjoy FREE admission, discounted tickets to the Gala at Disney’s Animal Kingdom® and a FREE hotel room. But hurry! The deadline for FREE admission is Monday, December 19.

THINKING OF ATTENDING ASI SAN DIEGO?
If you plan to attend ASI San Diego (April 2-4), now is the time to register! ASI distributor and decorator members who register by tomorrow, Friday, December 16, can order a FREE ticket to the brand-new Gala Celebration at Belo Nightclub (a $100 value).

With an unprecedented three-day schedule, ASI San Diego is going to deliver an unforgettable event…

• Quality time with cutting-edge suppliers
• Hot, innovative ad specialty items your clients will love
• FREE education sessions (all part of the ASI Certification Program)
• Non-stop networking, including the popular Women’s Networking Reception

(Sponsored by BamBams, asi/38228)

• A moving Keynote by actor and activist Michael J. Fox

(Co-sponsored by Warwick Publishing, asi/95280)

Be part of the excitement! Register today for ASI San Diego at www.asishow.com and order your FREE Gala ticket. ASI distributor and decorator members also enjoy FREE admission and a FREE hotel room.

Follow The ASI Show on Twitter and become a fan on Facebook today!

The following are the dates and locations for The ASI Show in 2012:
Orlando, January 16-18, 2012
Dallas, February 1-3, 2012
San Diego, April 2-4, 2012
New York, May 8-10, 2012
Chicago, July 17-19, 2012

Plus, don’t miss the ASI Advantages Roadshow, the industry’s #1 traveling show. Visit www.advantagesroadshow.com for the complete schedule and go to www.asishow.com for information on all ASI Shows.