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COMPANY UPDATE
Pins Boost Patches Sales
WHEN WAYNE Irwin ac- its only business. Irwin added
quired the wholesale company lapel pins seven years ago.
now called, Irwin Sales, in They replicate the themes on
Baytown, TX in 1991, the fi rm the company’s patches, and
carried fewer than 1,000 differ- also include one lapel pin rep-
ent designs of patches, most of resenting each of the country’s
which are designed to sew on 50 states. “The pins are popu-
a man’s cap. “We didn’t have lar with collectors, as well as to
he points out. “They almost
a catalog, and when a request people who buy our patches,”
automatically raise the sales
came in, we laid patches on a Irwin says. As a consequence,
ticket on a patch.” One reason
copy machine. Many of them pins now account for about 40
why is their affordability. The
came out black,” Irwin recalls, percent of Irwin Sales’ overall
majority of three to four inch
“and it took 104 pages to make business, he reports. This is
patches wholesale for between
a full catalog.” all in addition to growing sales
$1 and $1.50, and have a sug-
Today it would take three of patches.
gested retail price of $3.50 to
times as long just to duplicate “Lapel pins offer the same
$4. Lapel pins wholesale for $8
the company’s more than 3,000 opportunities for our retailer
patches. And patches are not customers as they do to us,” continued on page 90
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88 December 2009 www.covermag.com
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