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Step 1
Join the Advertising Specialty Institute (ASI), since it's the only way you can order items for customers directly from the vendors. You must be a member. It's a high fee, more than $1,000 a year. However, if you are serious about making good money, it's the only way to go.
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Step 2
Know the benefits. As an ASI member, you will receive 50 percent off everything you order from ad specialty companies. If you work under some else's membership, you split the 50 percent profit.
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Step 3
Get a good supply of samples and catalogues from the ASI vendors. They have plenty of free samples available for new and existing members.
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Step 4
Order a nice give-away for yourself. When you call on customers, you want to make a good, creative first impression. The owners and salespeople in the promotional products industry are typically the designer of the clients' promotions. Larger ad specialty shops may keep an artist/designer on staff, but you will do all your own designs.
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Step 5
Hire a professional artist to work on special jobs. Many commercial artists work freelance. Use her to work up spec samples when you've landed a big appointment.
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Step 6
Take a year and learn the business while working for a larger ad specialty firm before you start your own. Find one that does not require you to sign a non-compete contract, so that when you leave, you can get right to work on your own company.
