In this "Why It Matters" conversation, Jeff Solomon sits down with Robert Fiveash, co-founder of BrandFuel, to tackle a pressing issue in the branded merchandise industry: how distributors can move beyond cheap, disposable products and prioritize sustainable, high-quality solutions.
The industry has been caught in a cycle where low-cost promotional products have dominated purchasing decisions for too long. But is the short-term gain of saving a few dollars worth the long-term impact?
This conversation challenges distributors to rethink their approach, embrace ethical sourcing practices, and educate clients on the actual value of well-made merchandise.
The Shift From Cheap to Meaningful: Key Takeaways
✅ Clients Are Addicted to Cheap—Distributors Must Lead the Way
Many buyers default to the lowest-priced options, unaware that better alternatives exist. Distributors have the power to shift this mindset by presenting well-crafted, ethically sourced products that create lasting impressions.
✅ Sustainable Merchandise = Smarter Branding
A cheap giveaway that gets tossed after an event has no brand value. On the other hand, a high-quality, sustainably produced item becomes part of the recipient's daily life, increasing brand visibility and reducing waste.
✅ The Power of Choice: How Offering Options Drives Sustainability
Robert shares how giving recipients a choice between a few carefully selected, high-quality options increases retention rates and minimizes waste. When people pick something they actually want, it stays with them—rather than ending up in a landfill.
✅ Smaller, Innovative Suppliers Are Changing the Game
Some of the most exciting, ethically sourced promotional products come from small-batch, creative suppliers. These brands bring fresh ideas, sustainable solutions, and greater transparency to the industry. Distributors who seek out and support these companies will stand out from competitors offering the same old products.
✅ The Next Generation of Buyers Demands Ethical Sourcing
Younger buyers are more aware of sustainability, ethical labor practices, and supply chain transparency than ever. Companies that ignore these priorities risk becoming obsolete. Distributors who proactively embrace sustainable promotional products will be the ones leading the future of the industry.
Standout Quotes From the Conversation
📢 Robert Fiveash: "Clients are addicted to cheap products. Until we help them wean off the 'inexpensive plastic stuff,' we're going to stay stuck."
📢 Jeff Solomon: "Why does it matter? Because high-quality merch stays in the closet. The cheap stuff? It gets left behind at the hotel."
📢 Robert Fiveash: "Choice is the fastest way to sustainability. Let people pick what they actually want, and they won't throw it away."
Join the Conversation
As the branded merchandise industry evolves, the role of distributors is becoming more critical than ever. What's your experience with shifting clients toward high-quality, sustainable products? Have you successfully educated buyers on the long-term value of ethical sourcing practices?
We invite you to comment below Recent Posts. You can also share your thoughts in the LinkedIn Branded Merch Network Community.
Let's collaborate, challenge old habits, and push the industry forward together.
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