The word “tariff” tends to trigger deep sighs and quick math. In the promotional products industry, it’s been a buzzword, a budget headache, and a barrier all rolled into one. But what if it didn’t have to be so scary? I sat down with Brian Padian, National Sales Manager at High Caliber Line, to talk candidly about how they’re handling tariffs—and how their calm, clear, and client-first approach is helping distributors navigate this tricky terrain with confidence.

A Plan, Not a Panic

When tariffs started creeping back into the headlines, the promotional products industry felt the tremor. Distributors were nervous, suppliers were scrambling, and suddenly everyone had the same question: How much is this really going to cost me?

For High Caliber Line, though, the answer wasn’t panic—it was planning. During a recent conversation with Brian Padian, their national sales manager, one thing became crystal clear: High Caliber didn’t just brace for impact—they built a strategy that kept them grounded while others were spinning.

“We believed tariffs were coming, so we ordered close to $10 million in stock,” Brian said early in our chat. That foresight gave them a critical head start, ensuring that popular items—like key tags and power banks—were already in the U.S. and protected from sudden price hikes.

This approach matters, especially in today’s fast-turn world. Internet orders, in particular, can’t always accommodate pricing fluctuations on the fly. “If I order 100 pens online, I expect to pay $150. It’s hard to come back and say, ‘Actually, now it’s $210 because of tariffs,’” he pointed out. That kind of surprise doesn’t build trust. And trust is non-negotiable for High Caliber.

Cap Tariffs: Keeping Things Predictable

Of course, not everything can be pre-stocked. Custom overseas orders are a different beast, and Brian’s team handles them with what he calls a “cap tariff” system. It’s straightforward: If an item is quoted at $1, and the tariff cap is $0.15, the final cost will never exceed $1.15—even if the actual tariff fluctuates.

“We want our customers to present something black-and-white,” Brian explained. “Use $1.15 as your base. Add your margin. Done. We won’t charge more later.”

It’s simple, clean, and consistent—words that aren’t usually associated with tariffs, but High Caliber is rewriting the script.

Rerouting the Supply Chain

Tariffs aren’t just influencing prices—they’re reshaping supply chains. Factories in China, Brian shared, are shifting operations to nearby countries like Thailand. Some are even moving a portion of their workforce and raw materials across borders to avoid tariff-heavy routes, without compromising on quality or delivery.

What does that mean on the ground? Slightly longer lead times, but more flexibility. “It’s helping us get away from the overreliance on China,” Brian said. “We’re learning to pivot, and it’s making us better.”

The Talk-First Mentality

If there’s one thing Brian emphasized over and over, it’s this: Don’t hide behind email. Tariffs aren’t something to tiptoe around—they’re something to talk through.

“Talk to us first. Then talk to your client,” he said. “Get your questions answered. Don’t just send an email.”

This kind of openness—both internally and externally—is what helps High Caliber cut through the noise. They host weekly roleplay sessions with their team to practice tough tariff conversations. They prep. They clarify. They help their distributors feel ready instead of rattled.

Education Over Assumptions

So many of the headaches around tariffs, Brian believes, come from a lack of clarity. “There are so many misconceptions,” he told me. “People don’t know when tariffs apply, who pays them, how they’re calculated, or whether they’re even commissionable.”

The reality is this: tariffs are disclosed when goods leave the port, and suppliers (like High Caliber) pay them before anything lands in the U.S. “We’re not guessing,” Brian said. “We’re doing the math, and we’re doing it honestly.”

And when customers feel unsure? “We’re not here to trap anyone,” he added. “We’re here to help people sell through it.”

That’s where Brian’s most memorable quote really hit home:

“The tax isn’t anyone’s fault—distributors didn’t cause it, and suppliers didn’t either.”

Staying the Course

The final thing Brian brought up wasn’t about logistics—it was about mindset.

“This isn’t COVID,” he reminded me. “This is manageable. But we have to be smart, we have to be clear, and we have to be willing to communicate.”

And communicate they do. From top sellers to less common SKUs, High Caliber is adjusting carefully and transparently. If price increases become necessary, they won’t hit all at once, and they won’t hit hardest where it hurts most.

Their goal is consistency, and Brian isn’t shy about it. “We’ve created something people want,” he said. “Best products, best pricing, most stock, concierge-level service. What else would you want?”

Tariffs may be complicated, but how we handle them doesn’t have to be. High Caliber Line’s approach is proof that with transparency, preparation, and a whole lot of real talk, it’s possible to turn a challenge into an opportunity. Whether it’s rerouting supply chains or picking up the phone to walk a client through the numbers, Brian and his team are leading with clarity—and showing the rest of the industry what “high caliber” really looks like.