Sales leaders in the promotional products industry shared what they’ve learned over the years during several educational sessions at The PPAI Expo Conference on Monday.

Bright eyed and bushy tailed, Jenna Quaranta, director of sales at HPG, PPAI 100’s No. 4 supplier, kicked off the day at 7:30 a.m. with “ROLL CALL: Where High Performers Report For Duty.” It wasn’t a panel – it was a wake-up call!

Quaranta helped attendees develop a performance mindset, emphasizing discipline, accountability and proactive planning. Attendees learned how to proactively plan their year, quarter by quarter, as well as how to qualify and protect their accounts and strengthen their mental game.

Joelly Goodson, self-titled (but universally agreed upon) branding badass at BAMKO, PPAI 100’s No. 4 distributor, hosted “Branding Beyond The Product.” This session focused on how to transform your role from transactional “stuff seller” to indispensable solution-provider and creative marketing partner. Attendees learned practical strategies to build value-driven client relationships, leverage storytelling and deliver standout, sustainable campaigns.

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Sponsored by DCX, “Building A Strong Sales Culture” featured Charles Freund, director of sales at Fairware; Nicola McLeod, sales leader at Charles River Apparel, PPAI 100’s No. 39 supplier; Stephen Musgrave, senior vice president of sales at DCX; Debbie Abergel, chief strategy officer at Nadel, PPAI 100’s No. 38 distributor; and PPAI Board Director Samantha Kates, president of Spector & Co., PPAI 100’s No. 18 supplier.

This session explored practical strategies for creating environments where sales professionals feel supported, motivated and empowered to succeed – through leadership practices, communication rhythms and cultural touchpoints that strengthen team cohesion and performance.

Joshua Pospisil, MAS, director of e-comm and digital sales at PromoShop, PPAI 100’s No. 20 distributor, led the session titled “Staying Nimble In Our Ever-Changing Times!” Pospisil dove into tactics and strategies on how to keep your business afloat during our trying times of change.

  • Attendees learned how to re-engage old customers, while gaining new ones.
  • He also covered social marketing, email marketing, specific tools to use that can help you be more efficient, as well as some tips and tricks when it comes to AI.


In “The Power Of Stories In Promo Sales,” Kate Nash, director of business development at Raining Rose, PPAI 100’s No. 48 supplier, ditched the dull product pitches and illustrated how to wrap promotional products in stories that stick. Attendees discovered how to make even the most basic swag sound like it belongs in a Hollywood trailer.

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Sponsored by PCNA, PPAI 100’s No. 5 supplier, “The Power Of What’s Next: 2026 Trend Insights For Smarter Selling” covered lifestyle shifts, evolving consumer values, new aesthetics, product innovations and other key trends. PCNA’s Liz Haesler, global chief merchandising officer, and Mary Furto, senior vice president of marketing, explained how these insights can be transformed into powerful promotional solutions that capture attention, inspire buyers and accelerate sales growth.

Wrapping up the day was “Sales Tax Made Simple For Promo Pros.” Daryl Jendras, CPA, managing director of business services member SALT Cap, a promo-focused tax consulting firm, broke down the real-world sales tax traps that distributors and suppliers face every day. From double taxation on drop shipments to surprise nexus rules when sales reps cross state lines, Jendras revealed how the rules actually play out in our industry.