Videocast
On Christmas Eve, an old miser named Ebenezer is visited by the Ghost of Wearables Past to show him every person he has wronged with each ill-mannered encounter. Will this cold-hearted, tight-fisted man finally change, or will he still "Bah, humbug" his way through life? Find out for yourself in this Wearables Christmas Classic.

What did you think of this video? Send your feedback to cmittica@asicentral.com

Sales Challenge: Selling Bathing Suits Out of Season
As seasons come and go, you may think what end-users want depends on the weather. During the summer time, customers are interested in only bikinis, and in the winter time your customers may only want jackets. But Cris Nigro, owner of Proforma Creative Precisions (asi/300094) in Foxboro, MA, says that's not the right approach to take when trying to attract your client base.

"As a distributor, you have to know your client and find what type of promotion will work with them," Nigro says. "If it's December and you're looking to attract them to bathing suits, consider resort spas, hair salons and travel companies. Attach a note with the bathing suit saying ‘Wouldn't you like to fit into this by June?' "

Nigro believes it's all about the message or idea you're trying to promote, so selling bathing suits during the winter months may be easier to sell then expected. Also, the smart consumer is always looking for deals on apparel, and "last year's trend" may be available at a reasonable price.

"With the way the economy is, everyone is looking for discount items," Nigro says. "Customers will look for a bathing suit that's 20% off, even if it's last year's style. And before you know it, it will be summer time. Then you can concentrate on selling bathing suits, with the idea of jackets in the back of your mind for winter."

Listen to ASI Internet Radio
A team of ASI editors has launched the first-ever ASI Internet Radio show. For a half-hour each Tuesday, we debate the most important topics facing the industry, as well as offer an off-beat look at the market.

If you missed any of our shows, don't worry. Recordings are available at asicentral.com/radio. And, don't forget to join us every Tuesday morning 10:30 a.m. Eastern time when we broadcast our radio show live. We'll be taking calls from the audience, so please call us at (215) 953-4979 to hear your voice on the air.

Trend Alert: Holiday Hats
Before you have yourself a merry little Christmas, consider spreading the holiday cheer with a few gifts for your clients, or even some favorite elves of the company. And what makes a better gift than a nice holiday hat? Jeff Jacobson, vice president of Jacobson Hat Co. Inc. (asi/63090), says the traditional Santa hat is good, but there are plenty of other unique styles that can get recipients just as excited for the season.

Although Christmas comes but once a year, don't think your customers are only interested in holiday hats in December. Jacobson notes that his company sees sales increase in that niche at the beginning of fall and even with Christmas in July promotional events.

"Holiday hats are versatile items and that's why I think they are intriguing to end-users," Jacobson says. "With a traditional Santa hat, you can even wear it on the top of your head or pin it upside down on your fireplace for an instant stocking. For an even better gift idea, fill the inside of the hat with treats and office supplies. Your employees will appreciate the extra effort."

ASICentral: How Well Do You Know Designers?

Everyone knows pop icon Gwen Stefani ... lead singer of the 90's band No Doubt, successful solo recording artist, wife of Gavin Rossdale, mom. But did you also know she designs clothes?

Of course you did! But do you know who she's designed clothing for? A-ha! Bet you know a lot of designers, but the brands they've worked for might not be so obvious. So, we've come up with a game that tests your knowledge of designers. Introducing the ...Advantages Design Match Game

Take the challenge now!
Got questions, comments or any type of feedback regarding anything ASICentral, don't hesitate to contact us at feedback@asicentral.com. Also, follow ASICentral at

Like most customers, government agencies seek vendors that can clearly define why they are a better choice than the competition. The ability to articulate a value proposition is an important element to success in government contracting, and with an annual budget of $500 billion and an additional $787 billion in stimulus funds, no business owner can write off the opportunity to capitalize on government spending.

We talked to Lourdes Martin-Rosa, American Express OPEN advisor on government contracting, to learn about her three strategies that companies can implement in order to stand out:

1. Rebrand to promote a specialty. Perform a self-audit and figure out what makes your business better than others. "Find out how you can improve your business," Martin-Rosa says. "Your best source to find this out is a customer. Ask them what they liked and disliked about their most recent purchase from you. If there are no complaints, you can ask them to write up a testimonial to post online about something specific they enjoyed about your services." 
2. Look beyond existing core competencies. Monitor www.fbo.gov for trends in government spending. As the government shifts focus from one area to another, figure out how your business can fit in. "You have to get your company ‘contract-ready,' " Martin-Rosa says. "F.B.O. stands for federal business opportunity and that's exactly what it is – an opportunity for your business. The Web site is great because it will post any contract over $20,000. And if a contract is posted over $100,000, a federal agent will award you a no-bid simplified acquisition."
3. Seek ways to solve customers' emerging challenges. Keep in tune with key issues and propose a new solution. "If you have a critical problem at your business, discover a way to solve it," Martin-Rosa says. "Let's say there's a management problem or someone is not operating your machine properly; hire someone that can execute that job the right way and it will increase your revenue. By having a shift in focus, you'll leap ahead of your competitors."

Our Favorite Wearables

Button-Down Shirt (BG-7217)
Available from Blue Generation (asi/40653), this men's button-down shirt is made of a 65% polyester/35% cotton blend. Features a soft touch finish, button-down collar, adjustable cuffs, button-sleeve plackets and a patch pocket with pencil compartment.

Ask An Expert

Question: I have a few customers asking me for hoodies with laces. They seem to be quite popular now. I have not been able to find any and I would appreciate any help you can give me.
Answer: There are plenty of suppliers with hoodies that feature drawcords. Try G & L Clothing (asi/55570); (515) 243-7431; www.gandlclothing.com; product J149. This thermal lined, zip-front hoodie features a brass zipper front closure, front hand warmer pockets and an inside pocket with zipper closure.

Or, try Staton Corporate and Casual (asi/89380); (800) 950-6611; www.statononline.com; product W280-C. This ladies' full-zipper hoodie features cotton spandex trim on the cuffs and bottom band. Available in five colors.

Also, try Dyenomite (asi/51185); (888) 777-1916; www.dyenomite.com. The company offers tye-dyed hoodies that feature metal grommets and a front pouch pocket. Available in nine colors. Thanks!

Selling Tip: Hoodies are great gift items and extremely versatile as there are plenty of areas where they can be decorated: the sleeves, back, front, front pocket and so on. Consider embroidering the name of the recipient on the hoodie to give it added value.

Question: I'm looking for long-sleeve T-Shirts that keep the wearer dry. I've been searching what seems like forever for these types of garments. Any info would be greatly appreciated!
Answer: I will help you find this T-shirt. Try SanMar (asi/84863); (800) 346-3369; www.sanmar.com; product 203703. This long-sleeved turtleneck is made of 65% cotton/35% polyester and features a Dri-Fit fabric to wick moisture away.

Or, try Bodek and Rhodes (asi/40788); (800) 523-2721; www.bodekandrhodes.com; product 8401. This long-sleeved T-shirt is made of 100% polyester and features moisture-wick mesh, UPF 40 sun protection and is tagless. Available in 15 colors.

Finally, try Expert Performance T (asi/53404); (323) 526-5865; www.expertperformancet.com' product AE 301. This ladies' long-sleeved T-shirt with crew neck features moisture-wicking properties and is available in five colors. Good luck!

A4 (asi/30121) announced that it has launched its spring 2010 redesigned women's collection.

Broder Bros. Co. (asi/42090) has added econscious organic and sustainable apparel to its 2010 product selection. The use of certified organic cotton and recycled polyester is a primary selling point for this brand.

Cooler Graphics (asi/80345) will offer environmentally-friendly, recycled PolyEthylene Terephtalate (PET) materials in its 2010 product line, which will be launched at The ASI Show Orlando.

Cotton Connection (asi/46777) announced that it is providing free freight on all tote bags through December 31.

Cutter & Buck (asi/47965) is celebrating its 20th anniversary.

GroupeSTAHL has promoted Debra Romalia to director of Web marketing. Romalia will be responsible for ensuring that all Web sites under the GroupeSTAHL umbrella are as effective and customer-friendly as possible.

Hirsch International offers E-Zee Cut Hefty Cutaway stabilizer. It comes in a three-ounce weight that is designed for high-stitch counts up to 20,000 stitches.

Imprintables Warehouse is calling all artists and graphic designers to help design a logo for its www.myversacamm.com Web site. The deadline is Saturday, January 20, 2010 and the winner will receive an 8GB iPod Touch and $300 in Imprintables Warehouse store credit. For more information, contact (800) 347-0068.

River's End Trading Company (asi/82588) has acquired the rights to the Page & Tuttle, Forsyth, Munsingwear and Jockey brands. The company purchased the rights from PremiumWear (asi/72725), and PremiumWear's Tennessee facility will continue to handle the distribution and decoration of Munsingwear and Jockey apparel.

Siser North America offers new 3D Xpand, designed to be applied to 100% cotton, polyester or cotton/poly blends. When heat is applied, the cad-material puffs up to create a unique bubbly texture, perfect for letters and shapes.

Indigo: A natural dye material of a deep blue color. Natural Indigo is perhaps the oldest dye known to man (the oldest fragments of cloth are dyed with it) It was the original dye of Levi's blue jeans, and a trademark color for durability.

Tapestry: A heavy, handwoven, reversible textile used for hangings, curtains, and upholstery and characterized by complicated pictorial designs.

JANUARY 2010

Jan. 3-5, Orlando, FL
ASI Show
(800) 546-3300; www.asishow.com

Jan. 10-13, Marlboro, MA
New England Apparel Club Show
(781) 326-9223; www.neacshow.com

Jan. 15-17, Orlando, FL
Orlando Gift Show 
(678) 285-3976; www.orlandogiftshow.com

Jan. 18-22, Boston, Long Island, NJ, Philadelphia, Baltimore
Advantages Roadshow
(800) 546-3300; www.asishow.com

Jan. 22-24, Long Beach, CA
ISS Show
(800) 241-9034; www.issshows.com

Jan. 25-29, Raleigh, Charlotte, Atlanta, Nashville, Memphis
Advantages Roadshow
(800) 546-3300; www.asishow.com

Jan. 27, Atlanta, GA
Stitches Roadshow
(800) 546-3300; www.asishow.com