the perfect pitch
Story by Susan O'Connor, Photo by Courtney Fiztwater

Even a brief conversation with Kathleen Pruitt reveals a leader and consummate salesperson. Mix those qualities with integrity, and the recipe for a successful business is a surety. Her business, Pruitt Promotions, is a testament to success through integrity.

“Integrity is vitally important to what I do,” she said. “We always want our customers to know that they are more important than the bottom line. And when we make our customers the most important, everything falls into place.”
The daughter of entrepreneurs, Pruitt has always had an independent streak. Her parents, Elmer Lee and Mary Doty, started Doty Buick Company and Doty Real Estate.

“My parents taught me to be what I call a non-conformist. I’m not concerned with fitting in or being part of the crowd. I’ve never liked crowds and being average is never good enough. It’s what sets you apart that people remember. My previous jobs gave me some of the experience I needed to set myself apart from other businesses.”

After four years at Arkansas State University, Pruitt decided to move to Dallas. “I packed my car – went by myself. My parents panicked,” she said with a twinkle in her eye.

In Dallas, she completed a bachelor’s degree in journalism at the University of Texas at Dallas, and worked at Republic Bank, selling asset/liability software to downstream banks.

But after three years in Dallas, home was calling her. “I thought, ‘I’m tired of the concrete.’ I missed the farm fields and wide-open spaces. When I was home I’d roll down my windows and just smell the country. You don’t get that in the city.”

Pruitt worked as an account executive at KAIT from 1986-91, an experience she describes as quite valuable, then began Pruitt Promotions in 1992, a business that sells custom printed promotional products, business gifts and wearables. Some of her large clients include the City of Memphis, St. Jude’s Children’s Research Hospital and Le Bonheur Hospital. Pruitt Promotions also has a Little Rock branch office.

“What has set us apart from day one is that we don’t just sell product. We go in, talk with our clients, look at what events are coming up, then we tailor products to help them achieve their goals. That is the most important reason corporations use us – the ideas we come up with for them. We don’t sell products. We sell ideas.”

Pruitt’s mother began working with her six months after she started the business and continued to be an integral part of Pruitt Promotions until her death in 2005.

Her husband, Ken, joined the business in 2003. They have two children, Mitchell, 15, and Katie, 10.

What impact did you family’s entrepreneurial bent have on your later career choices? Growing up in a family of business owners, I watched my parents work long hours and reap the many rewards. The topic at dinner was usually business, while my brothers, my sister and I listened quietly. You learn a lot of positive things this way without even realizing it. It has always been a challenge for me to try to work for someone else. I had ideas that I wanted to act on to increase business for a client, but had to work within the framework of that company.

When your mother joined the business, what did she bring to the table that contributed to your success? She was my inspiration, my mentor and someone I could safely bounce ideas off of. Her input and just being a sounding board were invaluable to me. I couldn’t have accomplished many of the things I have done without her support. On top of that she was the best salesperson I have ever known. Clients bought from her because they liked and trusted her. She had an extraordinary way with people. We worked together seamlessly.

In what ways did having a mother who was a successful career woman mold you? Watching her I learned how to interact with clients and how to build a business. If you always conduct business with integrity and consistently do what is right for your clients, the business will grow. That has always been proven true. She also taught me to never give up. We are not quitters. We are survivors. The funny thing is she never verbally instructed me on how to do any of this. Everything was learned from watching her, some of it when I was a young child.

What are some of your top sellers? Tote bags, insulated mugs, journals, healthcare and safety items are always top sellers. We are also selling a lot of USB drives pre-loaded so a custom page comes up when the jump drive is inserted into the computer port. Many of our products have taken on a more retail look. This has been a very popular trend in our industry.

What is the most unusual item that a business has requested? That is easy. Early in the business, a hospital called us. They had a urologist and let’s just say that he wanted something unusual and very specific. The idea was that it would sit on a physician’s desk and when they needed to refer a patient they would think of the urologist. He loved the product we came up with. We work with over 10 hospitals in three states, so it is not unusual to receive requests for specific body parts with custom imprints.