Branding Together: How Creative Merch Sales Strategies Shape the Future of Print & Promo
Mark Pomerantz of SalesWisdom talks about creating demand, building stronger client relationships and why the future of the industry may look more like fusion than competition.
In this episode of Branding Together, co-hosts Theresa Hegel and Cassie Green of Apparelist explore the evolving relationship between the print and promotional products industries, from intentional merch and customer experience to workforce development and sustainability trends.
They’re joined by print industry veteran Mark Pomerantz, founder of SalesWisdom, for a conversation on creating demand, building stronger client relationships, navigating the convergence between print and promo, and why the future of the industry may look more like fusion than competition.
Mentioned in this episode:
- PRINTING United Alliance Reinforces Long-Term Commitment to Workforce Development, Training, and Education for the Printing Industry
- Q1 Industry Sales Rise 1.8% as Inflation, Iran Conflict Weigh on Market
- Next Level Apparel Joins Oritain’s Global Membership Program
- Why Showrooms Still Matter in the Digital Age
Key Takeaways
• Mark Pomerantz of SalesWisdom emphasized that companies must focus on “demand creation,” not just demand fulfillment. Businesses that proactively suggest ideas, products and solutions create stronger long-term growth opportunities.
• Customer relationships are the true intellectual property of print and promo companies. Mark stressed that understanding customers deeply matters more than owning the latest equipment.
• Convergence between print and promo is no longer primarily technology-driven – it’s customer-driven. Buyers increasingly want to consolidate vendors and work with fewer trusted partners that can deliver multiple services.
• Companies expanding into adjacent markets don’t need to be instant experts. Mark encouraged businesses to start by learning from customers, gathering data and building partnerships instead of waiting until they feel fully qualified.
• Strategic growth should come before equipment purchases. Mark warned against buying technology first without a clear customer demand or business plan to support it.
• Differentiation today comes from experience, culture and teamwork – not just products. Companies that align their teams around a shared customer-focused playbook create stronger, more memorable client relationships.
• Mark predicts the industry is moving beyond “convergence” into “fusion,” where print, promo, packaging and branded experiences increasingly operate as one connected ecosystem for customers.