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And Then There Were Two …
In this week's episode of The Bachelorette, Caitlin must make a life-altering decision. With four hunky men left, she will send home two in search of Mr. Right. Will she base her decision on what the contestants are wearing?
Click here to find out.

This black camouflage set (603021) is made from 100% polyester fabric. Features a loose see-through mesh dress and black lace-trimmed top and bottom. Available from Weber's Camo Leather (asi/73777).

The fashion world has taken one of its boldest steps yet, declaring lingerie as one of the hottest trends in outerwear. It's a creative approach for sure – and one that most likely will not fly in the world of ad specialties. But it does open the door to a category that apparel distributors are a little scared of romancing. Why don't distributors pitch more lingerie?

"I think it's because it's such an embarrassing topic," says Mary Floding, customer coordinator for Weber's Camo Leather (asi/73777). "We've been offering lingerie for some time, so discussing it with our customers is just second nature. We all wear underwear; you just need to find the right approach when offering it to your client base."

One approach Floding says to take with customers is to pair it with another hot apparel item. "We offer bootie shorts," says Floding. "If a customer inquires about them, we'll tell them we have a coordinating lingerie top that would be a great add-on. It's just a different way of telling your customer rather than saying, ‘Do you need some underwear?'"

Regardless of your approach, Floding believes it's wise to keep at least a few lingerie pieces in you inventory. "Experiment with them," she says. "If you try to sell them to no avail, then you can remove them from your catalog. But you never know what will sell best for your business without trying."

Abdul Sammad is a sales manager at Wasatch Tees of Atlanta (asi/95320).

Wearables: How was Wasatch Tees of Atlanta founded?
Abdul Sammad: It was in 1977 when we first got started as a small business in Utah. The name Wasatch comes from the name of the Wasatch Mountains. It wasn't until 1994 when we moved to Atlanta. Around that time, the prices of T-shirts went down. There was no profit in selling tees. We diversified and added more apparel items to our inventory like aprons, towels, jackets and so on. In our area, there were about seven or nine T-shirt wholesalers in our Atlanta area and they either shut down or were bought out. We're fortunate to keep going.

Wearables: What kind of apparel items do you offer?
AS: We sell denim shirts, denim jackets, coaches jackets, windbreakers. Within the T-shirt category we offer hoodies and fleece. Accessories include fleece blankets, bandanas, bags, caps, aprons, bathrobes towels and more.  The accessory business has become almost 50% of our business. A couple of years ago we started offering printed products. Before that we used to sell only blank items but we have formed a very tight networking with out contract screen printers and embroiderers over the years. It's a strong revenue-generating stream for us.

Wearables: Why do you think your business stayed afloat while other T-shirt businesses in the Atlanta area didn't?
AS: We're more toward mid-town and more of the screen printers and embroiderers are in that area, so it's convenient for them to come to us. It's such a long time that we've been in business, so we have built good relationships with our customers. Customer loyalty is always number one. And if we didn't sell other items other than T-shirts, we might have been out of business.

Wearables: What is the biggest challenge for the company right now?
AS: Customer loyalty is little hard right now. Again, we pride ourselves in that category but the Internet has made everything so accessible for everyone. Even if a customer places a huge order with us and we provide the best customer service online, the next order they may go on ESPOnline and type something in the keyword. The first business that comes up may get the business. It's a challenge but at the same time I look at it as a blessing because are competitors are going through the same thing. We might pop up in a keyword search on certain searches.

Wearables: Where do you see Wasatch Tees in five years from now?
AS: Our goal is to double our sales. We have been investing heavily in our ERP [enterprise resource planning] system and we look to launch our new Web site in the first week of May. It will be a lot more user-friendly. We are also improving our inventory positions and we look to expand in all apparel categories. In order to improve our business, I think everything is in position now but we just have to keep at it.  

Summer sales are just beginning, and it's a great time to start thinking of creative ways to utilize products that get clients and their promotional audiences thinking about the warmest of seasons. Can you already smell the burgers on the grill and taste the lemonade mixed in a big pitcher? Yep, summer is the season for outdoor cooks to thrive – and aprons, of course, need to be in the mix.

Capitalize on this classic summertime scene by providing the apron for the barbeque chef. Aprons are extremely versatile and can be a great accessory or add-on for your restaurant and food service uniform clients, but don't forget all the great non-uniform promotions for which aprons are a natural choice.
"Aprons are an excellent way for clients to promote their company, especially during the busy outdoor grilling season," says Pam Pennington, national accounts manager for Aprons, Etc. (asi/36558). "Aprons represent a great unisex item that will be worn over and over again, so a marketing message stays out there longer."

From rib cook-offs and tailgating events to grocery giveaways and fundraisers, the apron's promotional potential is unlimited. Custom printed aprons are also a great way for food service clients to add a touch of personality to their kitchen and front of house staff.

How do you select the right apron for your client? "Basic aprons start with no pockets and no adjustable neck," says Pennington, "but to increase the apron's popularity for re-use, we suggest you consider adding features."

Some other considerations to keep in mind are how the end-user will be using the apron. The long, full style you might choose for an outdoor grilling promotion would be completely different than the short version that's perfect for the front of house staff in a restaurant. Add aprons to your product mix for a sizzling success this summer.

Our Favorite Wearables

This blanket (CA-7408) features a 600 Denier nylon front flap, PVC backing, is acrylic lined and can fold up to make it convenient and manageable for the use. Carry handle is made of webbed material. Available from Bag Designs USA Inc. (asi/38930).

Selling Tip: With the warmer months right around the corner, your clients will be looking for more ways to soak in the sun. Be sure to bundle a blanket with other traditional picnic items, specifically baskets.

Ask An Expert

Question: I need help finding some large picnic style blankets that are fleece on one side and have a waterproof fabric on the other. The kind that I am looking for pack or roll up into themselves and they have an area for decoration. Can you help me?
Answer: Look at Avaline (asi/37590); (800) 932-8256; www.avaline.com. Product FLPB200 is a fleece picnic blanket with a durable water repellent nylon black oxford shell. Features carry handles, Velcro pockets, tubular binding, anti-pill fleece, embroidery on pocket and easy fold design with black handles.

Or, look at Agua Promotions (asi/33205); (800) 366-2346; www.aguapromo.com. Product FL5060P is a fleece-lined picnic blanket with a nylon, water-resistant back that folds up with a carrying handle.

Finally look at IDM Enterprises (asi/62097); (800) 645-5983;www.customice.net. They offer three picnic blankets you can look at, including product FOX200 - a blank fleece/nylon picnic sport blanket that also has a water-repellent backing and folds into a compact carrying pack.

Selling Tip: Summer is right around the corner, and picnic blankets make an excellent gift. Encourage your clients to give away decorated blankets as a thank-you for hard-working employees.

Question: I've got one for you. I am looking for a cotton T-shirt with pocket that comes in tall sizing. Any ideas?
Answer: I found two tall-sized t-shirts that are 6 oz. One is long sleeved, the other is short sleeved. For the short-sleeved shirt, check out Corporate Image Outfitters LLC (asi/46741); (800) 959-4626; www.corporateimageoutfitters.com. Product K204-Tall is a 6 oz. cotton/polyester T-shirt that comes in black, heather gray, navy and tanstone.

Or, a long-sleeved shirt, try A Design N Time Inc. (asi/30264); (719) 347-0166; www.dntproducts.com. Product K227-T is a tall tee with a left chest pocket that comes in bright lime or bright orange.  Also try product K126-T.

Next look at Carhartt Workwear & Haws USA Inc. (asi/43861); (919) 267-3231; www.hawsusa.com. Product K126 is a 6.75 oz. long-sleeved tee with a left chest pocket.

A4 (asi/30121) recently coordinated with World Vision and Food For The Poor to send over 62,000 new garments to Haiti.

Boxercraft (asi/41325) has announced a new charity contest beginning April 2, allowing distributors, screen printers and embroiderers to nominate a community organization to receive a donation of spiritwear. For more information, click here.

Century 21 Promotions, Inc. (asi/44485) has announced an alliance with Rockland Embroidery, Inc. The alliance will give Fahrenheit Headwear an increased presence in the Eastern United States.

Executive Apparel, Inc. (asi/53418) has announced an upgrade of its ultralux polyester line and will include washability to its list of features.

Geiger (asi/202900) recently upgraded their media center, which allows their sales force to send video e-mails with a variety of thematic templates, upload videos to their LogoMall Web site with one click and create their own videos via a Webcam or other recording device.

Hanesbrands Inc. (asi/59528) has announced current and upcoming environmental initiatives through a new corporate social responsibility, click here to view the web site.

Heritage Sportswear (asi/60582) is informing its clients to celebrate Earth Day's 40th Anniversary by wearing an Anvil sustainable T-shirt (450) that's made of 50% ring spun traditional cotton/50% post-consumer P.E.T. recycled polyester and weighs 4.8 oz. Available in multiple colors in sizes S-3XL.

NanoHorizons Inc., the makers of SmartSilver, has announced that they were awarded the 2009 Best of Business Award in the Chemical Additives category by the Small Business Commerce Association of San Francisco.

The Quality Certification Alliance has announced that five additional suppliers have applied for accreditation. They are: Anvil Knitwear Inc. (asi/36350); Bag Makers Inc. (asi/37940); Cutter and Buck (asi/52315); Journalbooks (asi/91340); and Majestic 360.

SanMar (asi/84863) has expanded its next-day service to include all of Arkansas, Louisiana and Mississippi as well as regions of Alabama and Utah.

Stahls' Hotronix offers a new fusion designed to make heat printing as goof-proof as possible. Its new machine can be used as a swing-away or a draw press and features an EZ-On platen that provides 360 degrees access to the bottom platen for easier loading of garments.

Tri-Mountain (asi/92125) has just released an apparel line with one or more performance characteristics such as moisture-wicking, UV ray protection and anti-microbial. The Groove (235) is made of 100% polyester and features Tri-Mountain Ultra Cool moisture-wicking technology. A women's companion style (232) is also available.

Victorinox Swiss Army (asi/93755) has announced the promotion of Mike Smith to vice president of sales, corporate markets.

Zagwear (asi/365552) and Earth Day Network have teamed up to announce the launch of Earth Day Network's official online store.

Knowing these terms will make ad specialty distributors who just started sound like they've been in the business for years.

Panne: A silk or rayon velvet with lustrous pile flattened in one direction; also called panne velvet.

Ratiné: A rough bulky fabric usually woven loosely in plain weave from ratiné yarns.

Sackcloth: Originally a coarse cloth of camel's hair but more commonly cotton or hemp.

April 2-3, Knoxville, TN
Floriani Commercial Products Educational Workshop
(865) 719-0838; www.rnkdistributing.com

April 12-16, Seattle, Portland, Sacramento, San Jose, Concord
Advantages Roadshow
(800) 546-3300; www.asishow.com

April 16-17, Charlotte, NC
The Embroidery & Direct to Garment Extravaganza
(877) 793-3278; www.embroideryextravaganza.com

April 18-21, Marlboro, MA
New England Apparel Club Show
(781) 326-9223; www.neacshow.com

April 19-23, Van Nuys, Ontario, Newport Beach, San Diego, Phoenix
Advantages Roadshow
(800) 546-3300; www.asishow.com

April 23-24, New York City
Vintage Clothing & Antique Textile Show and Sale
(518) 434-4312; www.manhattanvintage.com

April 28
ASI Virtual Trade Show
www.asicentral.com

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