News May 07, 2025
6 Tips for Discussing Tariffs With End-Clients
Industry distributors can use these strategies to educate and connect with clients on a complex topic.
Tariffs on imported products implemented by the current presidential administration in 2025 are complex. Here are strategies for promotional product distributors on how to discuss tariffs with clients while being sensitive to their needs and maintaining business momentum.
1. Exercise Empathy: Clients may be struggling, contending with uncertainty or even benefiting from tariff policies. Regardless, use this time to check in with clients without pushing sales. Show genuine concern, listen closely and respond thoughtfully. This approach can strengthen long-term relationships and potentially uncover business opportunities.
2. Be Calm & Transparent: Clients need straightforward information without added anxiety. For example, discuss price increases calmly and clearly. Try: “Based on what we’re hearing from our supply chain partners, we’re expecting price increases in the months ahead.”
3. Present Solutions: As you discuss issues, offer potential solutions. Explain steps you’re taking to mitigate price increases, such as actively sourcing products from countries with lower tariff burdens or working with vendors who can provide Made-in-the-USA options, which may offer greater relative pricing stability. If applicable, mention how you’re absorbing additional costs to lessen impacts on clients.
ASI Media’s New Home for Industry Tariff Coverage
The team behind ASI’s award-winning publications has created a dedicated page replete with in-depth information on tariffs, featuring the latest news and analysis on how these changes are impacting promotional products companies.
4. Emphasize Proactive Steps: Advise clients to order in advance for projects that may be occurring later in the year. Doing so can help them benefit from lower prices and avoid possible inventory shortfalls. Explain solutions for warehousing items if advance ordering is an issue.
5. Present the Power of Promo: The latest research from ASI shows that promo products are the favorite advertising medium of both male and female consumers. Plus, promo products have an incredibly low cost-per-impression, meaning they deliver big value for comparatively less investment. Consider: A branded baseball cap that costs $8 will have a cost-per-impression of less than one-fourth of a cent.
6. Meet Them Where They Are: Have honest discussions about clients’ budgets and offer creative solutions within their spending parameters. Emphasize the importance of continuing marketing and brand-building efforts to avoid losing ground to competitors.
Click here for a downloadable PDF of these strategies.
Tariff Quick Facts
So far in 2025, the White House has, among other steps, taken the following actions on tariffs:
- Implemented an additional 145% tariff rate on imports from China
- Established a baseline 10% tariff on virtually all imports
- Set a 25% tariff on imports from Canada and Mexico not covered under the United States-Mexico-Canada Agreement
- Ended the de minimis exemption for products coming from China and Hong Kong. The exemption had allowed imports valued under $800 per person per day to enter the U.S. duty-free. Such imports are now subject to applicable tariffs
- Announced on April 2, but subsequently suspended for 90 days, “reciprocal” tariffs on countries around the globe. The administration said it based these tariffs on duties and other trade barriers particular countries had against the U.S.
- Enacted a flat-rate tariff of 25% on steel and aluminum imports from all countries