1. Don’t overlook scarves and gloves. While some customers might hesitate to put a logo on a jacket, decorated scarves or gloves make nice add-on sales.

 

2. Think beyond outdoor uses. Many work places are chilly, so suggest a fleece jacket or vest to accompany a t-shirt or sport shirt sale.

 

3. Show three distinct weights and styles. If wind resistance is important to your customer, show a wind shirt, soft shell and hybrid jacket to demonstrate the range of options available.

 

4. Always suggest outerwear when working with a uniforming client—especially if the job duties require the employee to work in the elements.

 

5. Compare against retail. The new soft shells and CRBN Jacket will show your customer that they’re getting a retail look at a promotional price.

 

6. With customers who resist outerwear because of the cost, point out that there is a higher perceived value among end users. Thus outerwear can be worth the extra expense.

 

7. Depending on the weather and the part of the country, outerwear is worn often (sometimes daily) and the logo is always exposed.

 

8. Pay attention to fit. Some styles are more tailored and have a youthful look. Others have a traditional fit and will appeal to a larger range of customers.