“It was because of Jack Ferrel. He broke my barrier. He gave me a nice order, maybe a $1,000 order and gave me a couple references,” Burcham said.
After that she was doing business with Basha Hartly from the Pioneer Library System. Then she it was on to business with Jim Miller, former publisher of The Transcript.
“It’s been the most exciting journey a person can have,” she said.
Now Burcham handles local, regional and national accounts such as Pepsi, Allstate, Coors and ESPN. She said some of the top buyers of her products are nonprofits, schools, construction companies, financial and corporate companies.
“Now everybody is as friendly as pie. It’s made it really easy,” she said.
She also attributes her 20 years of success to hard work, networking and being very involved in the community. Burcham said she is always donating to Meals on Wheels, various churches and many of the chambers of commerce in the state.
Ad Specialties & More is not the kind of place you just pick up a catalogue and pick something out either. Burcham said clients will usually call her or employee Lisa Turner and tell them what the event is, what the budget is and if they have any ideas. Then she and Lisa come back with even more ideas for them.
Sometimes within minutes clients can be given a presentation of ideas for the event, she said.
“It’s fun finding just the right promotional product for whatever their event might be,” Burcham said. “Every day is a new day. You never know what they’re going to be looking for.”
As Burcham reflected on business trends over the years she said there has been a shift in what the clients want. While the focus used to be on pens, mugs, and calendars, she said apparel is a much bigger sales item now than it ever was.