PDF - PPD Magazine

JAN UARY 2010
ISSU E 17
SHOW TIME!
The industry’s best event of the year
Customised promotional paper products from the experts in calendar production.
Short runs, best quality, great prices.
calendars
cards
diaries
click and mix
notepads
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www.bruneltradeservices.com
Diary Dates
Dates correct at time of going to press. If you would like
us to publish your event in our diary, please contact us.
January
3rd-5th: The ASI Show, Orlando
5th-21st: AGF Roadshow 2009, various locations
11th-15th: PPAI Expo, Las Vegas
13th-15th: PSI, Messe Centre Dusseldorf
17th-18th: Trophex, NEC Birmingham
20th-22nd: PromotionExpo, Jonkoping, Sweden
27th-28th:
Trade Only National Show, Ricoh Arena, Coventry
February
1st-3rd: The ASI Show, Dallas
7th-11th: Spring Fair 2009, NEC Birmingham
10th: The Spectrum Show, Red Cow Moran Hotel, Dublin
March
28th February – 2nd March: Printwear and Promotion 2009,
NEC Birmingham
11th: The Spectrum Show South, Bayliss House Conference Centre, Slough
24th: The Spectrum Show Scotland, The Clyde Suite,
Glasgow Marriott Hotel
25th: The Spectrum Show North, The International Suite,
Manchester United Football Club
Next time in PPD...
■■TONS2010 review: A full report on the event of
the year.
■■USA Today: How it’s different across the pond;
the markets the trends and reports from key people
in the promotional product marketplace in the US.
■■ Make it a date: It’s calendar and diary season
already. PPD sees what’s new in the dating game.
■■ Tee time: Springtime means it’s time for us to
get a grip on golf.
■■ Win with awards: And the winner is... Step
forward, the trophy and awards people please!
All this and much more – make sure
you get hold of your own copy!
From the Editor
Contents
Still standing – and ready for 2010
If you are reading this, then you are still here.
So best wishes and good luck for the coming
12 months.
There’s no doubt that 2009 was a tough year
for many of you. While, at the minute, it does
seem that things are improving and the economy
is starting to perk up, there can be no complacency and the need to be on top of your game
remains as important as ever.
We have a packed issue this time, with lots of
news and current stories and of course, we have
the biggest event of the year to look forward to.
That’s something I am very excited about –
not just being there and having a great dinner (which I know I will anyway!), but
the more I get into this industry, the more fascinating I find it.
Having got properly acquainted with many of you now, I can’t wait to chat
and get your feedback, both on the show and where you think the year is going.
Once again, my thanks to the many of you who took time out of a very busy
end of year to contribute something to this magazine.
The contributions, and indeed the comments and feedback, we get are
amazing – we couldn’t do it without you.
So once again, the iPhone will be on charge ready to record your thoughts.
Certainly no need to find a pen or pad – there’ll be plenty of those at the
show!
So, say hello and have a chat. Me, I won’t tell a soul...
Aidan Goldstraw
PPD Editor
NEWS
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PEOPLE
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Funny stories? Odd pictures?
Send your scandal to: [email protected]
If you are having problems getting your
copy of Promotional Product Distributor,
email: [email protected]
Bodgers on board at SPS
PRODUCTS
13
24
Some really cool additions
Healthy outlook for new range
INSIDER
32
Success ahoy – Andrew Bourne
FEATURES
Contacts
To contact the Editor or to send any news, views,
comments or letters, email: [email protected]
Spectrum shows beckon
TONS2010 set for sell-out
Farewell to Wayzgoose Drive
Mike’s marathon report
BTC Group scores a hit
Sweet specialist upgrades
Steeled for success at show
Big hand for World Cup bid
Keramikos’s Mark dares to bare
On your marks for Olympics
Andrew’s writing a new chapter
PSI ready to celebrate
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26
33-52
53
58
74
76
Laltex: Running in the family
Moments: Making it a date
TONS2010 special preview
PCD – Promotional Clothing Distributor
Focus on workwear
Harsh truth about ‘circle of life’
Stress the positive with these products
REGULARS
To advertise, email: [email protected]
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Keep up to date on the latest news and views with the industry
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73
The Hard Sell – Cliff Quicksell
On The Same Page – Diane Mensley
Green Day – Evan Lewis
Another Angle – Richard Belcher
Melissa Chevin & Paul Rose
Information Is Power – Nella Foulds
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TITTLE TATTLE
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SUPPLIER
DIRECTORY
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Middleton, Manchester M24 4NE
Tel: 0844 880 2751
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Web: www.ppda.co.uk and www.ppdmagazine.co.uk
The opinions, beliefs and viewpoints expressed in this publication
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editor or the publisher. The publishers cannot be held responsible
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claims by advertisers, contributors, other persons and organisations.
Strictly no reproduction without permission. All rights reserved.
News
Spectrum dates are
a chance to get up
close and personal
Trade Only has announced the dates for
The Spectrum Shows 2010, as the marketleading catalogue of the same name goes
to press.
Gail Kilcoyne, Exhibition Manager for Trade Only,
said: “These exhibitions are always special as they
are much more intimate than other shows, giving
suppliers and distributors the chance to get up
close and personal and to ask the questions they
always wanted answered.”
The shows will be held at four venues across
the UK and Ireland. Nigel Bailey, Event Director
for Trade Only, said: “In terms of unique distributor visitors, only the Trade Only National Show and
APG Live! produce higher visitor numbers in our
industry; this highlights the importance of these
spring shows.”
The news comes as the 2010 Spectrum catalogue goes to press with record pre-orders and its
largest ever print run.
This confirms its status as the UK’s number
one general business gift catalogue. More than 70
leading suppliers are featured.
Diane Mensley, Operations Director for Trade
Only, said: “Surveys show that catalogues are still
very much key strategic items and as important as
the promotional products that they are a vehicle
for. Choosing the right catalogue is now an imperative business choice”
The 160-page Spectrum catalogue package also
includes free product research tools, free virtual
catalogue, free end-user web site and instant virtual sampling – much more than just a catalogue.
This year’s Spectrum events have been put
together after careful consideration of data and
demographic information gleaned from last year’s
shows and from exhibitor feedback.
The show dates are:
February 10: The Ballroom, Red Cow Moran
Hotel, Dublin – 11am-6pm.
March 11: Baylis House Conference Centre,
Slough – 10am-4pm. March 24: The Clyde Suite, Glasgow Marriott
Hotel, Glasgow – 9.30am-3.30pm.
March 25: The International Suite, Manchester
United FC, Manchester – 10am-4pm.
It’s ISO acclaim for
The Sourcing Team
Following an assessment by an independent
body, Wallington-based distributor The Sourcing
Team has been awarded ISO 14001:2004 certification in addition to the ISO9001:2008 quality
award it already had.
These prestigious awards show commitment to
environmental and quality management systems
and are recognised worldwide.
For more information, visit tradeonly.com/
sourcingteam
Green light for Mid Ocean buyout
TONS Mid Ocean Brands says it’s ready to reap
J40 the benefits of new leadership, after the
European Commission granted clearance
to the acquisition of joint control of the Mid Ocean
Group (MOG) by private equity investors NIBC
and ABN AMRO.
Mid Ocean, which has headquarters in The
Netherlands and Spain, also appointed a new CEO
on the back of the sale.
He is Willem van Walt Meijer, a seasoned business leader with who has previously held management roles at international companies such as
Unilever and Friesland Foods.
Former directors Francesc Angelet and Jordi Cot
have left the company.
Van Walt Meijer says Mid Ocean is now looking
ahead with confidence.
The new boss added: “The commitment of
ABN AMRO and NIBC is proof of our promising
future and great abilities. I am impressed by the
quality of the people and the entrepreneurial and
4
creative spirit in Mid Ocean Brands.”
Adverse trading conditions throughout Europe
has brought a steady growth sales curve in Mid
Ocean Brand to a halt. The company says it had to
critically look at its organisation and resources.
For more, visit tradeonly.com/midocean
Russell Vaughan
resigns his SPS role
Russell Vaughan has resigned from his position
as Executive Chairman of SPS (EU) Limited, formerly Pramic Limited trading as Supreme.
A statement from the company added: “For
the remainder of his notice period, he will no
longer be carrying out his role as Executive Chairman of the Trade Division SPS (EU) Limited nor
undertaking any further work on behalf of 4imprint
Group plc.”
Michael’s trust
helps children’s
musical dreams
PPD has received an update on the Michael
Kahan Memorial Trust, set up following Michael’s
tragic death at the hands of an attacker.
Trustee Nick Howson told us: “As a year has
passed since setting up the Trust, I thought it
would be opportune to update everyone who had
a connection with Michael.
“The purpose of the Trust is to support Michael’s
children – Kim, Max and Fay – in their enjoyment
of music, something that is very much in keeping
with Michael’s unbounded musical enthusiasm,
and undoubtedly an aim he would have celebrated.
“I want to express my thanks to everyone whose
generosity and enthusiasm has made setting up
the Trust easy. The list is already long – the community of Michael’s friends and loved ones is farreaching.
“The first step we took, once the Trust was set
up, was to get hold of instruments.
“For Max, we bought electric and acoustic guitars, a second-hand excellent upright piano for Fay,
and upgraded a generously donated drum kit for
Kim.
“Kim has started having lessons with Mark
Landon on the drum-kit, which is housed in its
own “studio” (a friend’s garage). Mark teaches for
Rochdale Music Services amongst others, and Kim
is enjoying these sessions on a fortnightly basis.
“Max impressed Wendy Jackson at Chethams
enough for her to take him on as a private pupil on
a weekly basis. He is a natural musician, and we
will be seeking pop/jazz/impro sessions for him
this year, as this is where his passion lies.
“Fay has made a great start on the piano, having weekly lessons with Andrew Shirtliff (ex-Chethams). Andrew is really pleased with Fay’s progress,
and she will be taking Grade I this November.
“Kim, Max and Fay are three fantastic young
people, supported by Julie, their mum.
“There are plans for a fund-raising concert both
for the Memorial Trust and the JMI Klezmer Bursary, which hopefully will be early in the New Year.
“It’ll be a fantastic evening with a starry line-up,
so when I have a date I will let everyone know.”
For inquiries about the fund, or to make a
donation, please email Nick Howson on
[email protected]
News
It’s looking like a sell-out – as
TONS sets its sights ever higher
As PPD went to press, organisers of the market-leading Trade Only National Show – taking place this month on January 27 and 28
– reported that the Jaguar Halls had sold out
and very few stands were left in the Atrium
area.
The show is expected to be a total sell out.
Now in its fourth year, the show claims a new
record, with more exhibitors and brands booked
than at any previous, similar show in the UK.
With every major UK supplier of promotional
products booked to exhibit, many new ones have
come on board, recognising that the Trade Only
National Show is the place to be.
These include: Xindao, Advantage International,
The PAGE Partnership, Paper Innovation, 3M, Richard Edwards, Rocket Products, Baynham Badges,
If Solutions, Express International, Inga and Jason
Plastics, Farndon House, Wallace Cameron and
First Editions.
Gail Kilcoyne, Exhibition Manager for Trade Only,
said: “Last January, we had a record 1,850 unique
visitors at the two-day event. This number excludes
any non-distributor visitors and also excludes reentries on the second day, and showed a 40 per
cent increase over 2008.”
The show takes place in the award-winning International Events Centre at the Ricoh Arena, Coventry. Entry is free for all distributors of business
gifts and promotional products.
Nigel Bailey, Event Director for Trade Only, said:
“Recognising the more challenging environment,
we are also giving away lunch to every visitor by
way of vouchers that on presentation at dedicated
outlets within the venue will be exchanged for a
sandwich, drink, piece of fruit and crisps.
“This is a brand new initiative and is expected to
be extremely popular.”
Nominated last year for two awards, the show is
noted for its “Customer is King” approach.
Once again, there will be free wi-fi throughout
the venue.
And as part of the expanded and improved ca-
tering facilities on offer, there will be an internationally-themed food court, as well as more outlets
offering a wider variety of catering options.
Kilcoyne added: “The car park is just a few steps
away from the entrance and it will be free again
for everyone.
“In case of inclement weather, we will have
stations set up with free umbrellas to aid people
walking from the car park to the show.”
Trade Only also report that plans for the bpma
Annual Awards Dinner – which this year is being
organised by the Trade Only team – are progressing well, promising a fantastic evening.
The expectation is that the dinner will be sold
out well ahead of the event, with current ticket
sales two-thirds ahead of last year.
Bailey added: “Despite 99 per cent customer
satisfaction last year, we have not rested, and this
year you will find additional ‘Here to Help’ people,
more trolleys, forklifts for exhibitors and even more
help from the highly-dedicated Trade Only team.
“Our aim is to make 2010 even better than previous years and to ensure your complete satisfaction.”
For more information about the show, to
register or to book dinner tickets, visit www.
tradeonlyshows.com/nationalshow/2010
COI unveils new ‘framework’
The Central Office of Information (COI) has
overhauled its “framework” or roster of agencies
that specialise in merchandise and promotional
items. A total of 58 suppliers from across the UK
secured a place in one or more of the five lots and
more than half are new to the framework.
PPD plans to take a more detailed look at what
is a very interesting list in a future issue.
COI’s Merchandising team evaluated more than
400 individual applications.
The successful companies were selected on the
basis of their proven expertise and experience in
one or more of the following specialisms:
■■In-house producers, manufacturers or stockists;
■■Suppliers of standard imported products;
■■Suppliers of bespoke imported products;
■■Suppliers that can provide online corporate
merchandise schemes;
■■Gift voucher suppliers.
The sustainability, recycling and green credentials of applicants in the first four categories was
taken into consideration.
Particular consideration was given to applicants
in the first and second categories with regards to
information on their supply chain, including factory
audit reports.
Each of the five categories has been sub-divided
into a wide range of labels.
Sarah Eastlake, the COI’s Head of Merchandising, said: “The new framework includes a broad
range of suppliers meaning greater choice and
flexibility for our government and public sector
clients.”
Juniper steps in
to acquire assets
of JJ Blackledge
Juniper has acquired the assets of JJ Blackledge
Ltd.
During the final weeks of last year, Juniper was
in discussion with the Bodgers family to ascertain
whether a viable production unit could be maintained at the site in Middleton, Manchester.
However, after much deliberation, the financial
evaluation and the distance between the two factories meant that a decision to not proceed was
taken.
Juniper has since acquired the assets, and is in
the process of transferring machinery and stock to
its Wellingborough factory. Andrew Langley, Juniper’s Managing Director, said: “Like many people
in the trade, I was genuinely saddened to hear of
the problems that befell Blackledge, a family company for whom I had always held in high regard.
“The Bodgers family have served our industry
exceptionally well for many years and I am sure
many people in our industry will wish John, Steve
and Alan well for the future.”
John Bodgers, former Managing Director and
owner of JJ Blackledge, said: “I would like to take
this opportunity to thank all the distributors and
colleagues from the trade that have supported us
in the past.
“We were obviously very disappointed that we
couldn’t sustain the production in Manchester.
“I am sure that Juniper will be able to maintain
the Blackledge quality of service and product and I
personally wish them well for the future.”
John Bodgers has agreed to help Juniper on a
consultancy basis. The task of integrating the two
companies has begun and Juniper will be updating
the industry with details of that process and future
product ranges over the coming months.
It is not anticipated that Juniper will replicate
the entire Blackledge range, for reasons of duplication.
For more, visit tradeonly.com/juniper
5
News
Parting of the Wayz – it’s the
end of an era for iconic base
It’s the end of an era for
Derby-based
BemroseBooth.
The company, which includes
the Moments calendar and diaries business, has agreed the
sale of its iconic Wayzgoose Drive
manufacturing facility to Ivygrove
Developments.
The company says it is currently
in advanced talks with regard to a
more suitable site in Derby that will
provide the business with flexibility
and modern manufacturing facilities
it requires.
BemroseBooth says the new site
will allow the company to satisfy its
customers’ requirements and exceed
their expectations at the same time,
as well as improving its competitiveness.
Jean-Paul Ansel, managing director of BemroseBooth, said: “We
operate in a difficult market and to
thrive in the long term, we must deliver excellence in customer service
and operate efficiently in order to be
highly competitive.
Farewell: Bemrose Booth has sold its Wayzgoose Drive facility
“Wayzgoose Drive has served us
well over the years but looking forward, it does not provide the facilities
we need. The infrastructure is inflexible and the site is far larger than we
require, and so it is preventing us
from developing the business.
“Our goal is to retain modern
manufacturing facilities in Derby and
we believe our current negotiations
will conclude favourably.
“Now we have sold the site and
following our subsequent re-location,
we will be able to concentrate our resources on growing and developing
the company, securing our success
well into the future.”
The announcement comes following a period of change at BemroseBooth, as the company strived
Purpose-built site’s key role
Bemrose was founded in 1826 by William
Bemrose, who started with a stationer’s shop in
Wirksworth and then set up a factory at Midland
Place in Derby, near to the railway station.
In the early days, the railways were major customers of Bemrose for tickets and timetables and
Bemrose today still produces all the railway tickets
in the UK.
In 1977, Bemrose moved from Midland Place
to Wayzgoose Drive. The factory was purpose-built
for printing and offices/factory extend to 250,000
sq.ft.
The strength of the Derby site has always been
its extensive product range in security and promotional products, including cheques, vouchers,
tickets, phone cards, direct mail, confidential printing, catalogue printing and binding, calendars and
diaries.
Bemrose Derby was part of the publicly-quoted
Bemrose Corporation until 2000, when Graham
Bennington led a management buy-out of the
printing businesses of Bemrose, which included
the sites at Hull and Thornaby.
The combined businesses had a sales turnover
of £60m and was acquired for £28m.
At its peak, the Wayzgoose Drive site had a sales
turnover of £40m and employed 650 people.
At the end of 2003, the management buy-out
team sold the BemroseBooth businesses to Appleton, a paper company based in Wisconsin, US.
Wayzgoose Drive continued to be a major part
of the group, although the use of paper-printed
security products such as cheques and vouchers
6
to address the challenges of a competitive market in the current difficult
economic environment.
The company has introduced a
series of focused business units –
Secure Mail, Promotional Products,
Ticketing, Telecoms, Secure Logistics
and Creative Services – and says it is
already seeing a commercial return
on this new structure.
A spokesperson for BemroseBooth
said: “Manufacturing processes have
been improved across the business,
securing efficiencies and making it
possible to exceed customers’ expectations.”
The group’s promotional products
business unit has already successfully relocated to Wyvern Business Park
and recently launched a radical new
range of promotional calendars for
2011 (see the feature on page 26).
The spokesperson added: “The
company’s agents and distributors
have had a positive reaction to these
and believe sales will be strong.”
For more, see tradeonly.com/
moments
BlueLime set
to squeeze in
recruitment
Hertfordshire-based BlueLime Promotions is expanding its brand with a move into recruitment for
the promotional industry.
BlueLime’s Tonya Cull is calling on both candidates and companies to register their interest in
the new service.
Tonya told PPD: “Having worked in the industry
for nine years, I found it hard to find companies
that were looking for staff with promotional merchandise experience.
was beginning to decline thanks to the rise of new
technology.
In 2008, Appleton sold BemroseBooth to American Industrial Acquisition Corporation (AIAC).
Since 2008, there had been a progressive reduction in the size of the site at Derby.
At the time of its sale, the site employed fewer
than 200 people.
Graham Bennington, who retired as CEO at the
end of 2006, told PPD: “It is very sad to see that
Bemrose Booth will be leaving the site at Wayzgoose Drive.
“This was one of the largest and most profitable
sites in the UK printing industry. Hopefully, BemroseBooth will still retain a presence in Derby.”
“Whether you supply to end user or sell to a distributor, there isn’t anywhere you can go to register
your interest in either a new role or for searching
new staff.
“Having started my own promotional company
in May last year, I wanted to expand the BlueLime
name to give something to this industry.
“I need companies as well as candidates to register their interest with us in order to start the ball
rolling.
Whether you are in sales, customer services, an
account handler, designer, printer, finance or administration, we’ll work with you to find a suitable
placement.
More at tradeonly.com/bluelime
Highly customised, promotional paper products
More than just calendars and diaries
Brunel Trade Services now offer an extended
range of promotional paper products, all with
the same quality you would expect from an award
winning calendar supplier.
And our digital print technology offers you
the added advantage of short runs at
affordable prices, even for highly
customised products!
Call us for a quote!
Visit us at the Trade Only Show,
Stand D30 on 27th & 28th January
www.bruneltradeservices.com
[email protected]
0117 300 2244
News
Mike caught on camera during
the race. Below, the day after,
overlooking Central Park.
Pain, laughter and elation as
crowds cheer on the runners
It was absolutely incredible – genuinely an
experience I will never forget.
After four months of training four times a week,
and pushing myself to the limits, I felt good enough
and confident enough that I would finish.
Then my competitive nature took over and I
wanted to finish with a respectable time of under
4 hours and 30 minutes, which was the sort of
time my training runs had me at.
However with one week to go, I tore a muscle
in my knee and meant I could not train and had to
rest up, hoping it would be all right on the day.
I was going mental, thinking: “What if it’s too
sore? What if I don’t finish?”, and so on. But come
race day, I decided the only thing to do was to
ignore the pain and block it out – I had to do it!
It was an early start, getting up at 5.45am to get
on the buses to take us to the start line, courtesy of
a police escort, which made us all feel special.
This bus journey to the start seemed to take
forever and made plenty of us nervous. We had to
run all the way back – and further still – and it was
taking ages on a bus. How long was this going to
take on our legs?
After an interesting couple of hours at the start
area, keeping warm and eating another breakfast,
it was time to line up and the nervous energy was
almost visible in the air.
As we crossed the start line, there was an incredible excitement. This was it – we were there
and actually doing it.
With 44,000 people lining up and running over
the bridge at the same time, you could not help
but get caught up in the euphoria generated by so
many people. Now it was down to the hard work
of running all 26.2 miles, and knuckle down to four
hours plus of running.
However, nothing could have prepared me for
the welcome from the some two million people
that line the streets and cheer you on.
The route goes through all five boroughs of New
York and takes you places you would not normally
see as a tourist.
Running through the Bronx was amazing. As I
entered the borough, a guy had a sign held up that
8
In the last PPD, we talked to Mike
Smith, MD of Orb International and
CEO of Sports Merchandise Global,
about his preparations for his first ever
marathon – in New York. Mike was
aiming to raise £5,000 for Marie Curie
Cancer Care. So how did it go? Mike
reveals all . . .
read: “Welcome to the Bronx – run like you just
stole something.”
To say that brought a smile was an understatement! And every time you smile, the pain disappears and another 100 yards goes by.
Another amazing feeling was after 16 miles,
turning into 1st Avenue and having four miles of
a straight road, but with literally hundreds of thousands people lining the streets ten-deep to cheer
everybody on – incredible.
That certainly helped to numb the pain as the
legs were certainly feeling tired at this point.
At 17 miles, I see my wife Clare and that gives
me another huge boost – she yells that I am looking good and running well (I choose to believe
her!)
At 20 miles, it really is mind over matter. With
“only” six to go, the end is in sight.
Well, let me tell you, the end was only in sight
with the Hubble telescope – it felt ages away.
The last few miles is run around and through
Central Park and it was incredible, the crowds and
atmosphere electric, and then the last mile – time
to push on...
I can see the finish line now, only a few hundred
yards to go ... and I’ve done it! I have completed
the New York Marathon!
It was quite emotional and there were several
people crying (not because of me!) and I did have
a wee tear in my eye, I must be honest.
I check my watch – I have completed the race
in 4 hours and 5 minutes. I am ecstatic – this was
way better than I had aimed for.
I am feeling great, but I can hardly walk. My legs
are in agony and it’s all I can do to stand upright.
What’s more, I’ve still got a walk of about a mile
just to get my bag, then a two-mile walk back to
the hotel.
That night, the beer tasted great, having been
basically off the booze for almost four months.
Everyone wears their medal out that night (and
for the next few days) and the New Yorkers really get behind it. As you go into hotels and pubs,
the locals are all saying “well done” and you feel
amazing.
I got home to a hero’s welcome from my fouryear-old son Tiarnan, and it was like finishing all
over again – another special moment.
Many people have asked if I will do another
one, and at this stage I don’t know. I don’t feel as
though I need to – I never thought I would actually
do one. That said, I lost two stone in the process
and felt great, so who knows?
However, I don’t miss getting out of my bed at
five in the morning just to go running!
Big thanks to Karen and the team at Orb who
had to listen to me for five months talking about
nothing else but the marathon and my training.
And huge thanks to everyone who supported
me with good wishes and sponsorship, allowing
me to achieve my target of £5,000 – of which
every penny goes to Marie Curie Cancer Care.
News
Goal! BTC Group scores a real
hit with Wembley exhibition
BTC Group hit the back of the net with its
private Promotional Merchandise Exhibition,
held at Wembley Stadium.
Attendees arriving at the stadium were greeted
by the bronze statue of Bobby Moore at its entrance, while the exhibition itself was held in the
room which also bears the name of the legendary England captain. There were free tours of the
stadium, while a David Beckham lookalike showed
off his soccer skills.
More than 300 people attended the show in
October.
A spokesman for BTC Group said: “Manufacturers were amazed by the quality of the buyers
visiting their stands and constantly commented
upon how knowledgeable they were about the
industry.”
The show was the first promotional merchandise event to be held at the new Wembley and
featured 63 of the UK’s leading suppliers, with
more than 7,000 individual products on display.
More than 100 people attended the related
seminars and there were a total of 1,165 inquiries
taken on the day, with resulting quotations over
the following three days alone amounting to £2.2
million.
The BTC Group spokesman added: “Plans are
already being drawn up for a repeat performance
next year.”
Jon Birrell, Senior Marketing Manager at BTC
Group, said: “We would like to say a huge thank
you to all of our supplier partners for making this
such a special event.”
For more, visit tradeonly.com/btcgroup
9
News
A net gain as sweet
specialist upgrades
Confectionery specialist Sweet Temp-
TONS
H26 tations has recently invested in a new
print and design facility at its premises in St Albans, Hertfordshire.
A spokesman for the company said: “By introducing this new element to the business, we
are now able to offer a much faster, efficient and
cost effective service to our customers, enabling
us to provide low minimum order levels, where
required, at lower costs.”
The products that will immediately benefit from
this new service are the full range of nets of chocolates with personalised swing tickets, along with
bars of chocolates with personalised wrappers,
which the company can now provide very quickly
and, it says, at reduced prices.
Other product ranges are being currently being
developed.
The new print facility is further complimented
by Sweet Temptations’ own in-house design and
artwork department, which works with customers
to create and produce eye-catching promotional
designs and suitable artwork.
For more, visit tradeonly.com/sweettempations
Premier looking towards new
goals after acquiring Almalad
The most comprehensive range of top quality
glass and crystal gifts in Europe
Full in-house artwork facilities | End user catalogues available
Extensive stock holding | Fast turnaround | 25 Years experience
Call for more information and catalogue
Tel: 00 44 1642 225799
Macma has moved
TONS If you’re trying to get in touch with Macma
E30 UK, please note that they have moved to
a new address in Surrey.
The full address is: 110 Weymede, Byfleet ,
West Byfleet, Surrey KT14 7DJ. The firm’s telephone number is 0845 206 2262 and the fax is
on 0845 206 2226.
More at tradeonly.com/macma
Fax: 00 44 1642 217928
Crystal Galleries Limited Edwards House,
2 Westerby Road, Middlesbrough, Cleveland, TS3 8TD
e-mail: [email protected]
w w w. c r y s t a l g a l l e r i e s . co. u k
10
Name that couple!
More PPD gremlins. In our coverage of the ASA
show last time, we referred tol Aodh and Margaret
Bourke. Of course, it should have been Aodh and
Judith. Heartfelt apologies.
Premier Print & Promotions Ltd has purchased
Almalad Ltd t/a TransWorld Incentive Gifts, based
in Colchester, Essex.
The business and staff will continue to trade as
normal. However, operations have re-located to
Premier’s site at Threshelfords Business Park in
Kelvedon, Essex.
Premier’s Managing Director Jamie Marshall,
told PPD: “Having known each other for many
years, both parties were delighted when the opportunity for this acquisition came about. “It brings together over 50 years of experience
in the promotions industry and Premier is now
looking forward to the challenges and scope for
further development that this opportunity brings.
“This is all part of Premier’s strategy and we are
actively looking for other opportunities to compliment our already significant portfolio of services.”
As reported elsewhere in this issue, Premier recently had another reason for celebration, when it
won Sourcing City’s Distributor of the Year Award.
Marshall said of the victory: ““I’m absolutely
delighted. All the team here have worked hard to
make this happen.
“We are now looking forward to next year and
the opportunities ahead.”
More at tradeonly.com/premier
■■Have you got news for us? PPD is the perfect
way to let the industry know what’s happening
with your business. Email your story, with high
resolution pictures if possible, to editor@ppda.
co.uk
News
Get new ideas in
a flash, as blog
goes live on web
TONS USB-FlashDrive.co.uk has added a blog
Z64 to its website to help inform and update
distributors.
Marketing Manager Neil Harris said: “Up to date
information on USB flash drives is integral to many
distributors, which is why we introduced a blog to
our website.”
The blog, updated weekly, features news, movements in the market, ideas and other information
that distributors may find beneficial when selling
the popular technology.
Visitors can then pass on the knowledge gained
from the blog to their own clients, word for word
if they like.
Distributors can also subscribe to receive blog
posts via email.
Harris added: “This is a fantastic way to update
distributors in real time.”
More at tradeonly.com/usbflashdrive
Accolade of quality
TONS Promotional Ceramics has had its work
D12 processes accredited to the internationally
recognised quality management system
standard, ISO 9001:2008.
Quality Manager Emma Stazaker said: “We are
delighted to achieve this accreditation, gaining
recognition for our commitment to quality and to
continuous improvement.
“In working towards this award, we have analysed and challenged every aspect of our operations,
resulting in many improvements to both what we
do and how we do it.
“All our staff have contributed to the achievement and have aided us to be come a more efficient, progressive organisation. “
More at tradeonly.com/promotionalceramics
Steeled for success:
Promo event draws
plenty of customers
The Steel City Marketing Promo Show 2009,
pictured above, gave end users an opportunity to meet 26 of the leading UK manufacturers and importers of promotional gifts,
eager to show visitors the top brands, best
sellers and hot new product ideas.
Visitors cited many reasons for coming along, including searching for inspiration for Christmas gift
ideas, as well as something new and different that
could be used as event gifts or giveaways.
Most simply wanted the opportunity to see,
touch and check out the quality of the products.
The Eco Showcase, an area devoted to recycled, reusable and ethically-produced promotional
items, was particularly busy with many companies
considering using “green” gifts for the first time.
Hot-selling products such as the USB People
flashdrives, promotional lifestyle packs and micro
first-aid kits also received a lot of interest.
In all, 136 visitors attended the show from 79
companies, representing the private and public
sectors.
Many of them were from South Yorkshire but
there were also visitors from Manchester, Leeds
and Birmingham.
More than 400 inquiries, sample and quotation
requests were generated during the day.
Steel City Marketing’s joint managing director,
Lorraine Mollart, told PPD: “The atmosphere
throughout the day was extremely positive, with
both exhibitors and visitors commenting that they
feel recovery is under way, and that targeted marketing is key to maintaining and developing business, with many clients citing business gifts as being high on the agenda over the coming months.”
For more, visit tradeonly.com/steelcity
Site gets makeover
A&A Marketing recently launched a redesigned
and updated website, with a view to making it
easier to get around in fewer clicks.
The site now includes the Merseyside firm’s
popular Classique and Ensemble ranges in both
html and Adobe Acrobat (PDF) format for easy
downloading.
For more, visit tradeonly.com/anda
12
Products
Music offer may
be key to a little
bit of hip hop
Really cool addition
Keyring nails problem
of making changes
TONS A recent addition to the Purple Zebra
M10 range is the Jumper Key Ring from Troika.
It’s an award-winning design which features a branding area of 13mm x 6mm.
The Jumper has a wire loop and is available in a
variety of colours and colour combinations.
For those of you who are always breaking your
nails when trying to release keys from a loop, the
Jumper has a simple mechanism to allay such
fears.
More at tradeonly.com/purplezebra
With winter upon us, Adproducts.
TONS
E10 com has appropriately extended its
best-selling promotional Calico range
to include the Calico Arctic Frost.
Vicky Robinson, the company’s Managing Director, says of the newcomer: “Like all our products, it
looks and writes well, with a great area for branding and once again is available in a variety of attractive colours.
“We are so excited about this range that we are
offering 250 free samples, available with a two-day
despatch and no express surcharge.
“The response so far has been phenomenal
and we are excited, as this is a great start to the
New Year”
More at tradeonly.com/adproducts
TONS Adco Products is hopping with excitement
H38 about its latest product.
The Padpod consists of a hardcover containing 100 sheets of white paper and is available
in sizes A4, A5 and A6.
Emma Jones, Adco’s Sales manager, said:
“We are really excited to be launching this new
product.
“Hardcover pads are in big demand - they are
ideal for full colour printing, look vibrant and offer
maximum advertising space.”
To celebrate the launch of the padpod, Adco is
giving away an iPod Shuffle to each company with
its first order for the product.
For a free sample or pricing contact the Adco
sales team.
More at tradeonly.com/adco
New: Adco’s
Padpod
13
News
World Cup bid gets
a big hand at game
TONS The innovative Clap-banners which we featured in a
B22 previous edition have been helping to back England’s
bid to stage the football World Cup in 2018.
The campaign had a significant presence at the England v Belarus
World Cup fixture at Wembley as fans celebrated the national team’s
qualification for the 2010 competition in South Africa.
More than 25,000 supporters encircling three quarters of the
ground formed a giant England 2018 banner in the South Stand,
flanked by a St. George’s Flag at either end of the pitch during the
national anthems, to create a dramatic public show of support. The
Clap-banners were also used to good effect to add noisy support for
the game in progress.
The fans’ efforts were supplemented by advertising encouraging
supporters to “back the bid”. More at tradeonly.com/clapbanner
Crazy Bags makes move to new HQ
TONS Promotional bags stockist and distributor
G56 Crazy Bags has moved to a new base in
Eridge Park, Tunbridge Wells to accommodate the sustained growth of the business.
The move marks a step change for the company as it continues its expansion within the national
and international promotional and retail markets.
Speaking of the move, founder and director
Andy Steavenson said: “This is a major milestone
for Crazy Bags. In a little under 10 years, we have
expanded the reach and capacity of our business,
now working with major brands, globally.
“We have been able to adapt and evolve with
the industry, identifying innovative fresh products
to keep us and the market moving forward.”
For more, visit tradeonly.com/crazybags
■■Hatters
Promotional
Merchandise
has
added Sasha Kay to its growing team. Sasha joins
Hatters as an account manager, where she will
work alongside Suzanne Harris and Jane Pegg developing and maintaining client relations.
Sasha, whose previous experience has centred
around the luxury travel sector, will be using her
specialist skills to help develop tailor-made packages for Hatters clients. “All of the Hatters team
and their clients have given me such a warm welcome,” said Sasha.
...on the new-look website
www.preseli.biz
...and in person at:
Trade Only Show
27 / 28th Jan, 2010
Ricoh Arena, Coventry
Promota Show
1 / 2nd Mar, 2010
NEC Arena, Birmingham
Terms: All distributor companies registering for login details by end February 2010 will be entered into
the draw. Contact us on 01352 730 006 or [email protected] for more details. Preseli reserve the right to
withdraw this offer at any time.
14
SAVE OVER
CATALOGUE 2010 £3000
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At Premium Portfolio we believe in a fairer way of
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even more industry leading supplier partners to
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At Premium Portfolio we don’t seek to make money
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through special offers, vouchers and incentives.
THE 2010 PACKAGE: A Catalogue and So Much More ...
THE 2010 CATALOGUE
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to pre-order call: 01942-68 7025 or email: [email protected] for details
*T&C’s Apply. Supplier List Subject to Change.
Features
Running in the family
It’s a large-scale business
with offices around the
world – but Laltex is also
a company which believes
in focusing on people,
as PPD Editor Aidan
Goldstraw found out
when he paid a visit.
Laltex UK’s current base on
Leigh Commerce Park
TONS Sanjay Mulchand is very fond of
J8
using the F-word. But fear not, this
particular one has nothing to do with
that so beloved of Gordon Ramsay.
No, in this case the word is “family”, and Laltex
Group is a real family success story, although its
origins are rooted in a time of change and uncertainty.
Sanjay says: “My grandparents were settled in
India but when partition came in 1947 they found
themselves in what is now part of Pakistan, and
faced with a lot of problems, my grandfather decided to move his family to Hong Kong.”
And it was there that Mr J Mulchand founded
his business. “Originally, we were watch manufacturers but by the mid 1950s a lot of his clients
who were buying his watches said: “We trust you,
you’re over there, can you also find other products
for us?
“And as this was before international travel was
widely accepted, my grandfather added a trading
arm to his business, so as well as selling watches
made in his factory he was also buying and selling
other products”
As Sanjay relates the story of Laltex’s birth, he
makes neat little notes of dates on the pad in front
of him, as a student carefully and proudly reciting
a well-learned history lesson.
“In 1961, we opened up the UK office and my
father Rajan came over in 1967 at the age of 18
to run it. He got married, had three children and
grew the business into what it is today.
“We were trading primarily in electronics and in
1978 we bought a company called Kingsonic Ltd,
which was selling gift items and toys.
“The acquisition proved successful so in 1982
we acquired Lloytron which was selling electricals,
and then in 1984 we started RJM International to
sell clothing and textiles.”
The dates flow down the pad, until it is time
for Sanjay himself to step into the Laltex picture,
in 1998.
He recalls wryly: “Well, I graduated on a Friday
and started work on a Monday!”
Straight into the executive suite? Fat chance.
“In my first few years I was working in different departments, including warehousing, shipping,
finance, buying, sales...”
And making plenty of tea, no doubt.
However, a year into the job, the young Mulchand did play a key role in a very significant Laltex
project, the move from the company’s old home
in Ardwick, Greater Manchester to its present HQ
at Leigh Commerce Park – a huge leap in capacity
from 64,000 sq ft to 225,000 sq ft.
It was in the following year that Laltex were
first alerted to the possibilities of the promotional
products market, which led to the set-up of their
Premium Portfolio division.
“Marion Oxley from Lesmar visited us at the
Spring Fair, which is very much an exhibition for
the retail sector and saw one of our desk clocks.
“She asked for a price and her eyes lit up when
she compared it to what she was paying for the
same clock from one of the big European importers.
“So she called me up the next week and said:
‘Can you send me a sample and quote me a price
for 500, just in black?’”
Alliance joins the dots for distributors
Laltex is also involved in another “family” – in
this case, an alliance of like-minded trade suppliers. They include a host of familiar industry
names, including Fanela, Keramikos, Adpads,
Plastech Print, Senator, Promotional Ceramics,
Remarkable and many others.
Sanjay explains the concept: “We suppliers
have got together to offer distributors a full cradle-to-grave service.
“They will receive a catalogue, a website,
16
special offers, flyers and much more. Of the 19
companies on board, 17 have a 100 per cent
trade exclusive policy.
“We rely on the distributor channel for our
business and we want to give our distributors
what they want. Because it’s done on a fair basis
between the suppliers, we pass on the benefits
to the distributor. We’re very excited about this
project.”
For more, see tradeonly.com/laltex
And that’s when Sanjay realised he had a problem.
“Because our stock had been brought in for the
retail market, the clock was boxed in 48s and we
did not split boxes, so we either sold 480 or 528
but not 500.
“The other problem was our case pack was in
mixed colours. So, in a box of 48 there would have
been 12 silver, 12 black, 12 green and 12 red, because a retailer wanted to take one carton from an
importer and have a nice selection on the shelf.”
“Very quickly, we realised that whilst we were
very strong on price, we were not geared up to
serve the promotional industry.
“And that’s when we looked carefully at the market, saw who the players were and thought that
with the right changes, we could give it a good
go.”
Before they knew it, Laltex were doing their first
show, with a very small stand and no catalogue.
That particular deficiency was put right the following year.
“That was the making of our team, many of
whom are still with us today.”
And we come back to that word, because in Laltex’s case, it’s clear that “family” doesn’t begin and
end with the name Mulchand. Sanjay is extremely
proud of the team Laltex has assembled, and he’s
very keen for them to take the credit, which is why
they’re also sitting in on this interview.
Among them is Product Director Neil Horner,
who frankly looks too young to have seen and
pretty much done it all (that’s a tenner you owe
me, Neil!).
Sanjay says: “Neil has been instrumental in our
development. I joke that he’s my kid brother but
really he’s been with me from the very beginning
and he has my utmost trust and respect.”
Also chatting with us is Marketing Manager
Adam Sweeney, who has around a decade under
his belt in the promotional products industry, first
at 4imprint and latterly at Product Source/SPS.
Busy elsewhere in the building is Andi Edge, one
of the more recent additions to the Laltex jigsaw.
“Andi was at Preseli for a short time but every-
Features
Building a top team: Sanjay Mulchand (second from left), with Andi Edge, Neil Horner,
Steven Lea and Adam Sweeney.
one really knows him from his Supreme days. He
was with Supreme for many years and very much
instrumental in their growth.”
Other key members of the team are National
Accounts Manager Lindsay Pownall and Sales
Manager Steven Lea.
But just when you thought it was all about track
records, Sanjay flips the picture.
“We very much believe in investing in staff and
every year we will take on several young people
who will join straight out of school at 16. If by
18 they’ve shown commitment and an increasing
maturity, we’ll give them the chance to work in an
admin or a sales team.
“So, for example, Neil’s assistant who helps Neil
on the purchasing side, he actually started life as
the office junior, as did one of our buying assistants in the Lloytron division.
“Photocopying, cleaning – we’ve all done it. Because we’re a family business, no job is too small
for anybody.
“We try to make it so that everybody knows how
to do lots and lots of different tasks, so we can all
multitask.
“So we’ve got people who may be in the sales
department but if necessary they have the skills to
post cash into the accounting system.
“Equally, it’s not only the imports manager who
knows how to open a letter of credit, there’s also
two or three people who know how to do that.”
Knowing what you’re doing is a key component
in Sanjay Mulchand’s strategy.
“We don’t just go after everything and anything.
For example, although we have a division which
sells clothing successfully into the retail market, we
don’t sell promotional clothing, we leave that to
the Fanelas and BTCs of this world.
“Similarly, we are very strong on travel mugs
but we do not sell ceramic mugs. We leave that
to Promotional Ceramics and Keramikos, because
the print technique is very different.”
One area where Laltex has invested heavily has
been in-house print.
As Neil Horner points out: “Although it doesn’t
appear to be a massive deal, it allows us to be very
flexible. Having stock and print in the same place
is invaluable. It allows us to react a lot quicker.”
“We have had situations where distributors have
called us up, in a pickle because they’ve been let
down by someone else, or their client has made a
The warehouse at Laltex’s headquarters in
Leigh is extremely well stocked
‘We try to make it so that everybody knows
how to do lots and lots of different tasks’
very last-minute decision and they’ve called us up
at 10 o’clock in the morning and said: ‘Look, these
goods are for an exhibition which starts tomorrow
– can you help?’
“If you’re shipping plain stock to a printer, you’re
losing 24 hours. If your print and plain stock is in
the same place, you can be a lot quicker.”
A similarly significant step was the company’s
investment in upgrading its computer software
into a unified ERP (Enterprise Resource Planning)
system, which pulls all the information together.
“It means that if someone calls up at four o’clock
and they want 5,000 pieces shipping that night, it
can still go out,” says Sanjay.
From its roots in the Far East, Laltex is still very
much an international company, with offices in the
US and Hong Kong and China.
“Because Laltex is family-controlled, we’re not
working with agents, we’re working with family
members.
“It’s in their interest to ensure nothing goes
The printing area is kept very busy with
branding Laltex’s plain stock.
wrong and therefore everyone pulls together in
the same direction.
“We also ensure that we meet. My first cousin
who heads up the US company, my first cousin
who heads up the Hong Kong office and myself,
we always meet three times a year.
“We talk about how we are doing in our respective markets, we talk about trends, threats and opportunities but above all we share ideas. It’s useful
– it’s our family council.”
So while we’re on the subject, how is Laltex The
Next Generation shaping up?
Sanjay smiles. “It’s funny you should say that.
Just last night, after I’d finished story time and
prayers with the children, my four-year-old son
and six-year-old daughter asked, when are they
next going to Laltex?
“Whilst they don’t have their own business cards
yet, they’re on their way!
“Joking aside, I would be more than delighted if
they chose to join the business, but they will not
be pressurised into it. I was never forced into it and
they will be given the same free choice.”
That said, Sanjay is acutely aware of his inheritance at both ends of the timeline.
“There is an expression in Hindi about family
businesses and how my grandfather, my father
and now myself, we’re considered gardeners.
“We class ourselves as gardeners of a lovely,
manicured lawn. As long as we’re the gardener on
duty we can live off it, we draw a salary and lead
our lives.
“But it’s not ours, we never own it. All we’re
doing is looking after it until we grow old and the
next generation comes in to take over”
And with that thought, it’s time for the chat to
stop and for me to be given the guided tour.
But before we can set off, Sanjay is waylaid by a
friendly greeting. It’s a retired member of the Laltex
team, who still comes in regularly – to have a spot
of lunch with Sanjay’s dad.
Another pleasant visitor to the garden.
17
Tittle Tattle Special
It’s a hairy ordeal for Mark as
he dares to go bare for Pudsey
The promotional products industry swung
into action at the end of last year to raise
money for the BBC’s Children In Need Appeal.
Mark Lee, the Managing Director of mug specialist Keramikos, easily wins PPD’s prize for the
bravest performance.
Mark agreed to subject himself to every man’s
worst nightmare (well, close to it) – and had his
legs waxed from ankle to thigh.
You can see how much he enjoyed the experience in the picture on the right.
After that noble effort, getting pelted with wet
sponges might seem a slightly easier option for directors Godfrey O’Donnell and Phillip Herrick, but
on an arctic-cold day in November they earned
every penny they raised for the charity.
The rest of the Keramikos team also got in on
the act by dressing up for the day.
A Keramikos spokesman said: “A fantastic day
was had by all – even Mark!
“We were delighted to lend our support to such
a worthwhile cause. So far £650, has been raised
and the donations are still coming in. We would
like to say a big ‘thank you’ to everyone that sponsored us.”
Meanwhile, a wet sponge’s throw up the M6 in
Blackpool, industry colleagues at SPS organised a
whole week of funding for Pudsey Bear’s appeal.
Activities included raffles, a “guess the baby“
competition, a pyjama party and face-painting.
An SPS spokesman said: “Everyone in the
company got involved in doing their bit. The total
donations raised were £550.”
No pain, no gain – Mark Lee’s legs get the treatment, while Godfrey O’Donnell gets wet.
Some weird and wonderful characters help to raise cash for Children In Need at SPS.
■■Another charity event which caught the imagination of the industry at the
end of last year was the Wear It Pink day in support of the Breast Cancer
Campaign. Staff at Adproducts.com, pictured above left, dressed in pink to
support the cause. Even the men got into the spirit of the day – well, at least
18
Sales Director George Goodfellow did! Next year, some of the Adproducts.
com team are planning on doing a parachute jump, so watch this space.
Also raising money for the charity were their industry colleagues at Carole
Group, pictured (above right) going about their daily office routine!
People
Bodgers on board
to boost SPS team
SPS has recruited Steve Bodgers to work on
the sales development side of the business.
A sweet challenge for
new account manager
Mark Prosser, pictured above, is the latest recruit at Sweet Temptations. He has been appointed as account manager for all new business with
the personalised confectionery specialists.
A spokesman for Sweet Temptations said: “Mark
has a proven successful history of very focused
customer service, with huge experience in getting
the very best deals for his customers, ensuring
they come back time and again.
Mark said: “I relish the opportunity to work with
ppd-dec17-keramikos-show.pdf 08/12/2009 15:31:10
Sweet Temptations.”
Steve, pictured right, will be responsible for
dealing with both key and developing accounts, as
well as getting involved in other parts of the sales
process.
Group Sales and Marketing Director Roman
Sucharzewski said: “We are pleased that Steve has
agreed to join us and we believe he will add his
great industry knowledge to developing our customer relationships further.”
Steve said: “I am looking forward to joining the
SPS team at Blackpool. My excitement is only
matched by the opportunity to carry on doing business with the customers and friends that I have
worked with over the years.”
Steve will join SPS in January 2010.
■■Things are changing at 3M, where there’s a new
Business Development Manager. Lucy Stringer
was recently promoted from 3M’s Loughboroughbased Healthcare business, where she worked
in Sales & Marketing. The promotional market is
also benefiting from a revamped customer service team, consisting of Jayne Pattinson, Annette
Cumming and Alison Milward, who will also be
supported by 3M’s Manchester-based customer
service centre. Lucy said: “We’re investing to grow
our business through improved manufacturing
processes, involving the inclusion of our factory in
Germany. For me, it’s a fantastic opportunity to be
involved with the brand leader.”
C
M
Y
CM
MY
CY
CMY
K
19
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18/6/09
09:12
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News
Pens are among
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Eco specialists
on their marks
for Olympics
TONS Eco gifts company EveryB21 thing Environmental is to
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water bottles, frisbees, pens and
pencils, lanyards, yoyos and skipping
ropes – all manufactured from recycled or sustainable materials.
Evan Lewis, the founder of Everything Environmental, said: “We’re
proud to be associated to such an
illustrious campaign, and the feedback from distributors is that we
were chosen to supply these products because of the transparency of
our supply chain, product authenticity, and our robust environmental
credentials.”
Everything Environmental’s wide
range comprises products such as
pencils made from sustainably harvested wood, jute bags to office
accessories made out of recycled
plastics and clothing made from organic cotton. Ninety-five per cent of
Everything Environmental’s products
are manufactured in EU countries.
Entrepreneur Lewis, who has specialised in the recycled business gift
market for the past 10 years, set up
Everything Environmental in 2005.
For more, visit tradeonly.com/
everythingenvironmental
Premier by name and by
nature to take top spot
TONS Sourcing City has anE36 nounced the winners of
its Distributor & Supplier
Awards for 2009.
Now in their third year, the awards
drew the largest number of votes
ever received, with votes for 259
companies coming from votes received from 367 companies.
The winner of the Distributor of the
Year was Premier Print & Promotions,
closely followed by Falcon Promotions & 4imprint Direct Marketing.
The Top Supplier award went to
BizzBadge, with Senator Pens and
Keramikos taking second & third positions. There were also awards for
distributors with a turnover of less
than £1m. Insinc just edged Face 2
Face for the top spot, followed by Allwag Promotions.
BizzBadge
scooped another
award as Specialist Supplier of the
Year, with Senator Pens and Keramikos again taking second and third.
Sourcing City will be hosting an
awards presentation night in Guildford on February 10.
News
Andrew is ready to
write a new chapter
with his own brand
TONS Industry veteran Andrew Williams is
A56 going it alone with a new company –
Pen.com Ltd.
Andrew, pictured right, has in-depth experience of the ultra-competitive pen sector, with 23
years at companies such as Staedtler, Carole Group
and most recently at Bic Graphic. The venture is
being backed by Sanjay Mulchand at Laltex.
The company will be based in Andrew’s native South Wales and among other products will
represent Klio Eterna in the UK and Ireland as its
exclusive distributor.
Andrew told PPD: “Klio is a company that,
through design and innovation, has seen its European business flourish despite the tough times.
“I look forward to presenting this vibrant range at
the Trade Only National Show.
“My experience over the last 23 years has allowed me to work within the business gift industry
and to form my own ideas on the supply of writing
instruments.
“Although a very competitive market, with some
great suppliers, I believe there is room for a collabrative, consultative style approach in working
with the trade and developing the business around
customer’s requirements.
“The company will also develop and offer products supplementary to the Klio range, and I look
forward to building the range into a great catalogue
and website.
“To enable this level of development I have
been extremely fortunate to obtain the backing of
Sanjay and family and 2010 looks set to be a very
exciting year for all those involved with Pen.com.”
Merlin
8x4
(Jan09):Layout 1
For more,
visitadvert
tradeonly.com/pencom
Cube’s back in
the spotlight to
solve EU puzzle
TONS Maybe you thought it had gone away, or
H10 perhaps you just threw yours into a cupboard years ago in a fit of frustration.
In fact, that most iconic 80s artefact, the Rubik’s
Cube, is still very much alive and kicking, and frustrating a whole new generation of puzzlers.
It was even brought out at the EU recently,
when José Manuel Barroso (pictured above), the
President of the European Commission, used it
as a metaphor for both the EU’s complexity and
its unity. The cube featured images of Mr Barroso,
the first European President Herman Van Rompuy,
and his deputy Baroness Ashton of England.
It was then presented to the Swedish Prime
Minister Herman Van Rompuy, to congratulate him
on solving the puzzle of gaining consensus on the
appointments.
The Rubik’s Cube has seen a resurgence of
public interest over the last 18 months, especially
as a promotional gift, according to supplier SPS.
The Blackpool-based company is the exclusive
supplier of the puzzle to the promotional market.
16/1/09
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“It’s regularly used by customers as an interactive marketing tool to get their message across,”
said an SPS spokesman.
More at tradeonly.com/sps
GREAT SMELLING AIR FRESHENERS
FOR FURTHER INFO & SAMPLES:
TEL: 0113 289 2202 FAX: 0113 289 3390
WEBSITE: www.merlinsmarketing.com
E-MAIL: [email protected]
21
News
PSI celebrates its 50th birthday
with rewards for loyal members
Europe’s promotional product industry sees
quite a festive start to the new year.
In January, PSI marks its 50th anniversary at the
Dusseldorf Exhibition Centre.
PSI Director Michael Freter, pictured, said:
“This special anniversary will of course be with us
throughout the year, but we will start the festivities
right with the trade fair.”
Freter added: “We want to have an even more
powerful presentation of our entire range of services at the fair.
“For the anniversary, we offer a special loyalty
scheme and a new membership package exclusively at PSI.”
Those members who decide in favour of a new
package at PSI are being offered a number of percentage points equal to their years of membership
deducted from the new membership fee (e.g. 10
years of PSI membership equals a 10 per cent
discount).
This applies exclusively for “upgrading“ to the
new package onsite at the trade fair. Included in
the new membership package are: the trade fair
with two admission tickets included, PSI Journal,
Business Newsletter, PSI Talk, service mail, ser-
will be added: the PSI Marketplace offers auctions
and fixed price sales of stock and surplus production as well as job advertisements, while the new
PSI Forum provides up-to-date information, with
the possibility of interaction between PSI members and service partners. The price is 55 euros
plus VAT per month. Membership is for a minimum of 12 months.
For its 50th anniversary, PSI is aiming to further
expand its international character.
More than 800 exhibitors from more than 30
countries are expected to present more than
25,000 novelties in Düsseldorf from January 13
to 15.
Also news at this year’s exhibition is the PSI
Start-Up Park.
This special area will offer small, young international companies the possibility to present themselves at the trade fair.
vice partners, list of distributors, list of suppliers,
research service, Product Finder as well as market
data.
Starting in the first quarter of 2010 new services
As first-time exhibitors, they benefit from a fullservice package which will cover all items relevant
for a successful entry into the fair and simplifies
trade fair preparations.
More at tradeonly.com/psi
‘Time to reach out’
is call from congress
L e t us c re ate
a t o t a ll y u n iq ue
e
v
i
r
D
h
s
a
l
F
B
S
U
Contact us:
Tel: 01753 491473 or
Email: [email protected]
www.usb-flashdrive.co.uk
22
We h av
e
100’s
of
in our models
r
UNBE ange at
ATAB
LE
trade
price
s!
The promotional products industry
needs to provide stronger evidence
for its effectiveness in future – that’s
the message from the first PSI Congress, held at the end of last year in
Munich.
The industry also needs to expand
its co-operation with advertising
companies and agencies, the congress decided.
Among those attended the meeting were top representatives of
GWW, ZAW and PSI itself, which has
a membership of around 7,000 distributors and manufacturers of promotional products all over Europe.
PSI’s Michael Freter said: “The
message sent from Munich is a signal of the spirit of optimism prevalent in the entire promotional products industry.”
Now, says the congress, the aim
is to provide reliable media data
on promotional products based on
more impact studies in future, and
to increase awareness of the advertising value of promotional products
among the industry, the retail sector
and advertising agencies.
The congress added that proof
that promotional products are more
than just marketing add-ons was
underlined by the fact that every
other company in Germany already
uses promotional products, with total
sales of promotional items amounting to 3.21 billion euro last year.
New developments are also possible with regard to the equal tax
treatment of promotional products,
where deductibility is currently limited to 35 euro, the congress heard.
On this subject, tax law specialist
Professor Dr Johanna Hey, of the
Department for Tax Law at Cologne
University, presented a report to the
congress, commissioned by GWW.
Brighter future
looks in the bag
In a move bound to be of interest
to the promotional products industry,
the world’s first Plastic Bag Free Day
took place at the end of last year.
Supported by the Marine Conservation Society, the day was an
attempt to reverse a trend that, in
a 2008 litter survey, found 8,174
plastic bags littering UK beaches on
just one weekend. On the day itself,
around 140 towns and communities
went “plastic bag free” for 24 hours.
Products
Healthy outlook for
an innovative range
TONS The Pen Warehouse has announced
D22 an innovative new “Healthy Living”
range, developed to meet specialist
hygiene needs.
The Vogue Biofree ballpen and the Medipen are
both included in the new range.
The Vogue Biofree is the first model to be introduced from Biofree range. Silver ion technology is
built in to the pen during manufacturing, to provide
continuous antibacterial and antifungal protection.
Marketing Manager Chanré Williams said: “This
element of the production process makes this ballpen the perfect choice for a wide range of markets
including pharmaceutical, medical, food retail and
many more in the healthcare sector.
Certification is
double joy for
Fluid’s bosses
Fluid Branding has achieved a double success
by attaining certification to both ISO 9001 and
ISO14001, the international Quality and Environmental Management System standards.
The awards place the Cornish company in an
elite group of promotional merchandise suppliers.
Following rigorous audits, Fluid Branding was
formally certificated by Independent European
Certification Ltd, a UKAS-accredited certification
body.
During the audit process, Fluid demonstrated
that its quality and environmental practices are
maintained at the highest level.
Director Matt Franks said: “We have shown that
remaining price competitive in these challenging
financial times doesn’t mean compromising on
quality or environmental issues.
“We decided to have a UKAS-accredited body
carry out the certification process.
“We work with a number of high-profile corporate and government bodies that only recognise
ISO 9001 and ISO 14001 certification if they have
been audited by a UKAS accredited and independent third party.
“The pleasing thing was that we barely had to
change our internal processes at all. The auditors
praised our internal management systems, going
so far as to say they ranked among the best they’d
seen.”
More at tradeonly.com/fluidbranding
24
“In addition to its sleek design and outstanding
quality, the Vogue Biofree provides a guarantee of
continuous, durable and effective protection based
on over 50 years of successful pioneering work in
this field.”
The Medipen has been developed for industries
such as healthcare, meat product retailing and
manufacturing, retail catering and similar environments where the highest level of hygiene is a prerequisite. Its smooth lines allow for easy sterilisation using standard sterile wipes.
Chanré added: “The Healthy Living range presents a new method in the practice of good hygiene.”
For more, go to tradeonly.com/penwarehouse
Green light for a
great gift idea
TONS Sticking with the medical theme, a recent
J12 arrival at Crystal Galleries is this optical
crystal keyring with green LED light.
With quantities available from 25+ the keyring is
an ideal gift for pharmaceutical companies, chemists or doctors surgeries and can be personalised
with a logo and contact details.
It’s supplied in an individual presentation box
and is available from as little as £5.50 each.
More at tradeonly.com/crystalgalleries
Thinking the unthinkable –
and how it may affect you
You may work from home – but would you be
able to continue working following an accident?
That’s the thought-provoking question being
posed by experts at Reich Insurance.
And here are some more.
If, following an injury, you could no longer run
your business, would you benefit from a lump
sum?
If you were unable to work for a couple of
months, would a guaranteed weekly wage help
you pay your bills?
If you were admitted to hospital following an
accident, would a daily cash payment help soften
the blow?
The answers to those last three, we suspect, are
a resounding yes.
That’s why Reich is urging those not yet so insured to take out a personal injury policy.
Every year, a staggering three million people
are admitted to hospital following an injury in their
own home.
And despite what you may have believed, 77
per cent of injuries occur outside of the workplace.
Another sobering thought, says Reich, is that
overall, you are 33 times more likely to be disabled
rather that killed in an accident.
And of course, that accident may not be as dramatic as a car crash or a collapsed building.
It could be as everyday an occurrence as a broken leg while playing football, or a slip and fall in
the winter snow.
No matter how trivial such incidents may seem,
they could have a devastating effect on your ability
to support yourself and your family.
A typical policy from Reich provides the following benefits:
■■24-hour cover;
■■£75,000 payable upon death;
■■£75,000 payable upon a permanent, disabling injury;
■■Up to £250 per week in cases of temporary,
total disablement;
■■Up to £10,000 in chauffeur expenses;
■■Up to £10,000 in domestic service expenses;
■■£50 per day for hospital confinement;
■■Up to £25,000 in relocation or home adaptation expenses.
The cost of such a policy, says Reich, is surprisingly low.
The benefits above could be provided for as little as £140 plus five per cent tax for two people.
A spokesman for Reich said: “All of this is backed
by a helpful and friendly UK-based service, with no
call centres to fight your way through.
“Reich will also hold your hand in the event of
a claim, to ensure you get a swift and fair settlement.”
For more information, visit tradeonly.com/reich
Features
Momentous times
TONS When one William BeJ30 mrose started his Derby
printing business in
1826, he probably never imagined it would grow into a group
of companies with operations all
around the country.
Then again, when Phil Gronert
was stuck in an old-fashioned telephone box, trying to speak to a potential customer, he probably never
imagined chatting to similar customers on a mobile phone while driving
up and down the M6 (hands-free,
naturally).
“I remember when I was a rep in
Liverpool standing in a phone box
with 10p and 2p pieces and the
person on the other end saying: ‘He
won’t be long – he’s just on the other line’ while I was feeding in these
coins!”
Like the much-missed broadcaster Brian Redhead, Phil is a paid-up
member of the Friends of the M6,
though the friendship is somewhat
ambivalent, given the 800 or so
miles he drives every week as National Trade Sales Manager for Moments calendars and diaries.
More of which anon, but first we
need to rewind a little.
Some time after the exit of the
Bemrose family from the picture, the
firm went on the acquisition trail and
snapped up first Lockwoods, another
calendar company, and then Incentives Two, which was rebranded as
4imprint.
Phil recalls: “We then had a team
of consultants in, who looked at the
overall structure of the Bemrose
group, and of course we had the paper-based security printing, rail and
car park ticketing (based in Hull, originally the Henry Booth factory, which
lends the group its other name), the
calendar printing, Letts diaries and
the promotional products.
“And they seemed to think that
the paper-based products should
separate from the business gift side.
“So at that point, the management
here did a management buyout of
the paper-based side, as did Letts,
who went in their own direction, although we retained the association
with Letts.
“At the time of the break-up, the
Bemrose Corporation was quoted
on the stock sarket.
“When we had the management
buy-out, it became a private company and 4imprint became the quoted
company, and they’ve gone in their
own direction since then.”
Another acquisition during this
time was Moments itself, a firm then
26
Phil Gronert and Parm Jalaf outside
Moments’ new office in Derby
What started as a modest little shop in
Derby has become a nationwide
group that includes one of the industry’s
most familiar names.
PPD Editor Aidan Goldstraw drops in on
the company behind Moments.
run by Chris Wheeler.
“Prior to that, we were mainly a direct sales company, employing sales
reps and selling directly to the end
user,” says Phil.
“We did dabble with setting up
a trade side of the business called
House of Time, which wasn’t overly
successful and as a result we bought
Moments, which was a trade company, basically off the shelf and that became the trade division of Bemrose.
They were based in Birmingham and
as the company evolved, they transferred up to Derby.”
Up to the huge and somewhat
legendary base in Wayzgoose Drive
– of which you can read plenty more
in this very issue of PPD.
Among the eastward migration
was Chris Wheeler himself, who continued to run Moments until a few
years ago – which is where Phil enters the picture.
He jokes that he even pre-dates
Wayzgoose Drive (“I’ve seen it built
and seen us move out!”).
Phil joined Bemrose as a sales
rep on Merseyside, was promoted to
area sales manager and the North of
England sales manager.
“When Chris Wheeler decided to
retire, he asked me whether I’d be
interested in coming over to the
trade side.
“It’s exactly the same business in
terms of the product, but an entirely
different way of selling it.”
Moments depends on two channels for its business.
The distributors will need no introduction to our readers, but there is
also a network of agents.
Phil has been responsible for looking after both channels.
“With the agents, we pay them a
commission but we invoice the end
user, whereas we invoice the distributors directly.
“The agents tend to be ex-calendar reps and a lot of our early season
business comes through them because having worked for a company
on a direct sales force, they’ve been
brought up to sell calendars and
probably 70 per cent of our early
season business comes through
them.
“Obviously, when you have your
own sales force, they have targets
and they have to adhere to them.
“With agents, they can put their
business with other companies, so
it’s about cajoling people and building relationships.
“Part of the reason I decided to
come over was that I’d been with the
company a long time, and actually a
lot of the people who’d moved over
to become agents, I knew.
“So it was like a “starter for ten” for
me. But it was a learning curve in the
first year all the same.”
Because the calendars and diaries
sector can be a tricky proposition. For
a start, there’s the seasonality factor
to take into account.
“There is always a late surge to
this business and this year’s been
exceptional because of the nature of
the economic climate,” Phil says.
“But we take orders and print all
year round and put those goods into
storage with the relevant dispatch
date on them.
“That frees up the capacity, because if you store all the orders up
till the end of the year you’d be in
trouble.”
Then there is the intensely competitive nature of the print industry,
coupled with the nosebleed-inducing
costs of its associated machinery.
And it’s those snowballing costs
which have spelled the end for
Wayzgoose Drive – the group now
has a new base on The Wyvern Business Park.
“Wayzgoose was a huge building
and very costly for us to run,” says
Bemrose Booth’s Marketing Manager
Parm Jalaf, who’s also sitting in on
this interview, “and the last time we
were at full capacity in that building
was many years ago.”
‘It’s about cajoling people and
building relationships’
Features
‘Once you tie people into buying
calendars, you do get that high
proportion of repeat business’
Newer technology meant greater
throughput was available with less
machinery and at the same time, as
the building got older maintenance
costs also sharply increased.
So now Moments is entering a
new era. Its base stock is printed in
Surrey, with a new plant in Wednesbury, West Midlands, handling the
overprinting and shipping.
Overall, says Phil, the change has
gone well.
“There have been a few hiccups
and teething problems along the way
and those have been combined with
an exceptionally late season, so there
have been issues, but we’ve not
been complacent or dismissive of
those and we’ve put things in place
to deal with those issues.”
But however the product is arrived
at, the focus for Moments remains
the same.
“It’s all about sourcing the right image and the wow factor, because one
image can sell a calendar for you.
“Everybody does a landscape calendar, but you’ve got to find that image that captures everyone’s imagination.”
And despite changes in technology, Phil is equally relaxed about the
future of printed items.
“People said that when personal
organisers came along, diaries would
An early calendar from the
days of William Bemrose
be a thing of the past.
“But in practice, people still like
to write in big letters and put circles
around things and underline them.
“Again, everybody’s got a calendar
on their PC but who changes screens
to look at a calendar when you can
just look up at a wall? So all these
fears were unfounded.”
And Phil reckons there are other
reasons for his confidence.
“A recent bpma survey asked a
cross-section of business people to
list the promotional items they had
on their desk and calendars came
second, next to pens, so that says
it all.
“When you look at all the business gifts out there, there’s only two
products that come the 1st of January nobody’s got – one is a calendar,
and one is a diary.
“Everything else just carries over,
because they’re not dated.
“Our products have to be replaced
every year. If you send me a calculator, I’ve got two on my desk and one
in my drawer – I’d have four then. I
don’t have to throw them away.
“And once you tie people into
buying calendars, you do get that
high proportion of repeat business.”
So it seems that more than 180
years on, there’s a lot more mileage
in Moments’ offerings yet.
However, for one of their most
loyal employees, it’s the end of the
road. Having recently notched up his
60th year, Phil Gronert is about to
retire.
Those of you who know Phil best
will not be surprised to hear that the
retirement in prospect is not exactly
of a sedentary nature.
For a start, he’ll be popping in at
Moments from time to time to do a
bit of work for them. The old idea
of retiring then getting hired back as
a consultant at double the salary?
“That’s the idea, but it hasn’t been
confirmed yet!” he laughs.
And when he’s not doing that,
he’ll probably be bashing his way up
a fellside in the Lake District.
“I have a passion for walking up
mountains. All through my life I’ve
tried to keep fit and healthy. But in
my quest to keep fit and healthy I’ve
dislocated my ankle, broken my leg,
done my cruciate ligament, had one
hip replacement and about to have
another one, so the moral of the
story is, be a couch potato!”
Feet up on the sofa? That’s one
date I imagine this calendar guy
won’t be keeping.
Designs on future
as move reaches
out to new market
The year ahead is a transitional one for Moments, says Parm Jalaf.
“We’ve really set ourselves well for the 2011 season and we’ve done a lot
of work this year, without which we couldn’t have done that. We’ve recognised
that this was going to be a difficult year but we have to look forward.”
Of the move out of Wayzgoose Drive, Parm says: “It was a strategic decision
to make us more competitive in the marketplace, offer better prices, better
designs.”
Part of the dividend of that decision has been a new direction in the designs Moments is putting before its customers in its recently-launched new
catalogue.
Parm explains: “We’ve refreshed everything to some extent, every calendar’s had something done to it, though 85 per cent of the range has basically
stayed the same.
“We recognised that
we have our loyal customers who buy the
same things from us
practically every year,
who like the same kind
of designs.
“But we’ve also deleted 15 per cent of
the range and replaced
it with something very,
very different from what
we’ve done in the past,
and that is very specifically targeted at a new
breed of customer – somebody who previously wouldn’t have thought of a
calendar or a diary as a promotional item or a giveaway.”
There’s some plain common sense behind this. Phil Gronert says: “The
traditional buyer has always been manufacturing-based, and manufacturing
in the UK continues to shrink year on year and where the industry as a whole
wasn’t very strong was targeting younger buyers.”
So, enter a new clutch of designers, who largely hadn’t worked in the calendar business before. They were given “a blank sheet of paper” and came up
with 13 very different and eye-catching designs.
Parm adds: “The traditional calendars are still there for those people who
want them, but we do believe there is a market for this new type of calendar.
“The move to the new site has enabled us to produce these, as we can
print differently now and we can have different types of finishes, wire and
packaging which we just couldn’t do at Wayzgoose.”
27
ORDER YOUR
CATALOGUES NOW
Activity Books Ad-loops Badges Bags Bar Tools Block Pads Boomerangs
Bottle Openers/Stoppers Bugs Business Card Holders Calculators
Calendars Caps CD Holders Clocks Cool Bags Coasters Compact
Mirrors Computer Brushe s Conference Folders Corkscrews Crayons
Credit Card Holders Crystal Glasses Diaries Drawstring Bags
Drinking Cups Drinking Glasses Desk Pads Digital Photo Frames
Document Wallets Erasers Eco-Friendly Fans Folders Flasks Fleeces
Frisbees Glassware Golf Items Hairbrushes Hand Warmers
Highlighters Hip Flask Ice Scrapers Jackets Jotter Pads Keyrings
Lanyards Laptop Bags Leather Goods Letter Openers Luggage Scales
Luggage Tags Lunch Boxes Magnetic Clip Dispensers Marker
Pens Memo Holders Memo Pads Mobile Phone Accessories Mobile
Phone Holders Money Boxes Money Clip Mouse Mats Mugs Notepads
Nylon Wallets Paper Clips Paper Clip Dispensers Paperweights Pass
Holders Passport Holders Pedometers Pen Boxes Pens Pencils
Pencil Cases Pencil Sharpeners Photo Frames Piggy Banks Polo-Shirts
Pom Pons Puzzles Radios Reflectors Rubik’s Cubes Rucksacks
Rulers Sewing Kits Shirts Shoe Shine Kits Shoppers Speakers
Sports Bags Sports Bottles Stationery Sticky-Mate Notes Stopwatches
Stress Items Sweatshirts Tankards Tabards T-shirts Tools Tape
Dispensers Tape Measures Thermo Mugs Tool Kits Toothbrush
Kits Torches Torch Keyrings Travel Adaptors Travel Wallets Trolley
Coins T-Shirts Tyre Pressure Gauges Umbrellas USB Gifts Wall
Clocks Wallets Watches Wheeled Trolley Bags Wristbands Yo-Yos
Promotional Gifts
2010
SPS2010_Covers_final.indd 2
9/11/09 18:26:01
Activity Books Ad-loops Badges Bags Bar Tools Block Pads Boomerangs
Bottle Openers/Stoppers Bugs Business Card Holders Calculators
Calendars Caps CD Holders Clocks Cool Bags Coasters Compact
Mirrors Computer Brushe s Conference Folders Corkscrews Crayons
Credit Card Holders Crystal Glasses Diaries Drawstring Bags
Drinking Cups Drinking Glasses Desk Pads Digital Photo Frames
Document Wallets Erasers Eco-Friendly Fans Folders Flasks Fleeces
Frisbees Glassware Golf Items Hairbrushes Hand Warmers
Highlighters Hip Flask Ice Scrapers Jackets Jotter Pads Keyrings
Lanyards Laptop Bags Leather Goods Letter Openers Luggage Scales
Luggage Tags Lunch Boxes Magnetic Clip Dispensers Marker
Pens Memo Holders Memo Pads Mobile Phone Accessories Mobile
Phone Holders Money Boxes Money Clip Mouse Mats Mugs Notepads
Nylon Wallets Paper Clips Paper Clip Dispensers Paperweights Pass
Holders Passport Holders Pedometers Pen Boxes Pens Pencils
Pencil Cases Pencil Sharpeners Photo Frames Piggy Banks Polo-Shirts
Pom Pons Puzzles Radios Reflectors Rubik’s Cubes Rucksacks
Rulers Sewing Kits Shirts Shoe Shine Kits Shoppers Speakers
Sports Bags Sports Bottles Stationery Sticky-Mate Notes Stopwatches
Stress Items Sweatshirts Tankards Promotional Gifts 2010 Tape
Dispensers Tape Measures Thermo Mugs Tool Kits Toothbrush
Kits Torches Torch Keyrings Travel Adaptors Travel Wallets Trolley
Coins T-Shirts Tyre Pressure Gauges Umbrellas USB Gifts Wall
Clocks Wallets Watches Wheeled Trolley Bags Wristbands Yo-Yos
SPS2010_Covers_AW_final.indd 3
10/11/09 11:07:41
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THE PEN COLLECTION
THE PEN COLLECTION
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THE UK MANUFACTURED COLLECTION
Promotional Gifts
2010
Promotional Gifts
2010
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THE UK MANUFACTURED COLLECTION
9/11/09 18:27:45
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THE LIFESTYLE COLLECTION
THE LIFESTYLE COLLECTION
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It’s here, order your new 2010 catalogues now! 160 pages combining the full range of UK
manufactured and imported products from SPS. Four eye-catching covers to choose from!
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THE LEADING TRADE SUPPLIER OF PROMOTIONAL MERCHANDISE IN THE UK.
Regulars
Get in the swing, and be in the
right spot to make a difference
All of the marketing indicators are
pointing to the fact that spending
on marketing and advertising is
on the upswing.
Clients are buying again, but
slowly and cautiously – and can you
blame them?
Given this fact, how will their buying be different when the economy
becomes stronger and stronger?
This two year recession has been
a major wakeup call; in fact, it has
been more like a painful slap in the
face and it hurt – it still hurts.
So how will clients be buying moving forward? What will they be looking for in a strategic partner? How
will they be analysing their marketing
spend and, more importantly, their
results?
Cautious buying
From all accounts and from my
interviewing of hundreds of end-buyers, their purchases moving forward
will be very cautious.
However, there will be money to
spend – because smart marketers
know that even in a down economy, those that market themselves
through an economic slowdown prevail much better on the other end.
In a recent seminar conducted
by Bob Hechler, President of Windbrella, he stated that: “Those companies that do not cut their budget
and that market aggressively through
a recession come out of the recession ahead of their competition,
stronger and earlier than those that
make cuts.”
As we know, not everyone has this
mindset, which is unfortunate. However, that in itself should be seen by
you as a huge opportunity.
What better way to market yourself inexpensively and efficiently than
with a strategic promotional marketing campaign?
Having a keen understanding of
your clients’ or prospects’ business
will be essential as the pendulum
swings.
In fact, those that go after business
the traditional way by asking surface
questions such as:
■■When do you need it?
■■What’s your budget?
■■How many do you need?
are going to be perceived as nothing more than peddlers and therefore, price for those people will be
their biggest nemesis.
Doing research on the company
and their marketplace is critical to
The Hard Sell
Cliff Quicksell
your success. That is why selling,
marketing and advertising on a vertical and horizontal axis are imperative moving forward – knowing your
client and their business will be a
major asset for those that choose to
take that posture in business.
The days of “shotgun marketing”
are all but gone. Clients are now
seeing the benefits of focusing their
marketing strategically – in fact, surgically!
If we can select a specific group
and target and market to their specific pain points, then we will have
better success rates and therefore
can justify the marketing expenditure, because we can make it both
memorable and measureable, both
of which are essential to “effective”
marketing.
Keep it memorable
You know all of the hype that
happens around Super Bowl time
regarding the commercial; in fact, we
anticipate those. Half-time has now
become a showcase of memorable
advertising.
Remember the Clydesdales playing football in the field and the referee (the zebra) had to have a look
at the instant replay?
Budweiser set the tone.
Then there was that incredible
Miller beer commercial where nothing was said, just a sledge going
through the Vermont countryside
and finding its destination.
The text simply said: “Happy Holiday from Miller Beer.”
Each of you probably remember
something that you’ve seen or read
that has stuck in your mind, that has
been memorable, so work towards
creating something memorable for
you and your clients – it has impact!
Now, as the pendulum swings,
clients more than ever are being
held accountable for the money they
spend.
Their shareholders and senior
management are requiring (and in
some cases demanding) that there
is some sort of measurement matrix
built into the spend.
Without measurement, how can
we monitor the success rate?
The average attrition rate of a CMO
or chief marketing officer is around
18 months, for whatever reason –
one reason for certain is the inability
to perform.
This is also an opportunity for you
as a strategic partner.
Helping your clients build the appropriate matrix into every dollar they
spend will help position you as a true
marketing partner and not just someone who provides “stuff”.
This opportunity is right there for
the taking – but will you take it?
When the pendulum does swing,
where will you be? Are you going
to be in the same place, hoping for
the best – or will you have adapted
and become more of a strategist, a
contribution to the growth of your
clients?
Be a smart step away from the
insanity and remember what Albert Einstein’s definition of insanity
is: “Doing the same thing over and
over again and expecting a different
result.”
If you continue to do the same
thing as you’ve done in the past, it
won’t work.
Now is the time – the pendulum
is swinging. Beginning today, position
yourself for great things to come.
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Insider
Success ahoy! Andrew lifts the
lid on his quest for perfection
“I guess you could say I was born into
the promotional products business,” says
Andrew Bourne, gracefully sliding past the
pun.
“My father Alan was in the industry for as long
as I can remember, and by age 20 I was working in his company, Bourne Publicity. That was 30
years ago!”
That was the first step on the road to his current
role, in the boss’s chair of Firebrand Promotions.
Andrew had sold Bourne Publicity to the company which became 4imprint and after working
there for a while, decided to branch out on his
own again.
That was seven years ago, and looking back on
progress over that time, Andrew says that Firebrand’s subsequent success is very much down to
his previous roles within the industry.
“It’s come from the experience I gained working
at both an independent company like Bourne Publicity, and then a plc company like 4imprint.
“I have taken strengths from both. At Bourne,
I saw the value of building excellent relationships
with staff, customers and suppliers; at 4imprint, I
saw the importance of tight financial and operational control.”
Applying this blend of experiences to Firebrand
has helped Andrew grow his company from zero
to a turnover of almost £4 million. As he says:
“That’s a decent size company in a fragmented
market like ours.”
A boost to the Firebrand business came in 2005
when Andrew acquired Business and Incentive
Gifts Ltd.
“The result was that we turned a loss-making
company into a very successful business.”
Andrew describes running Firebrand as a “search
for perfection”.
“Our success has come from a true desire to
give the very best service. It means we demand
the best from ourselves, and our suppliers.
“We aim to recruit the very best staff in the in-
It’s all hands on deck as
PPD spends some time
with Firebrand Promotions
boss Andrew Bourne
dustry, and surround ourselves with the very best
suppliers and service providers. In all these relationships, and with our customers, I am committed
to fairness and ethical common sense. The result
is that we are respected in the industry amongst
our customers, suppliers and competitors.”
Andrew says that Firebrand’s ethical values have
provided a stable bedrock for coping with the current, challenging market.
“It means that although sales are 15 percent
lower this year we have made a decent profit and
fared better than most.”
When he’s not on the bridge of Firebrand Promotions, Andrew retreats to the boating scene
on the Thames for some relaxation. “It’s fantastic fun and very social,’ he says.
32
Like many within our industry, Andrew remains
perhaps surprisingly bullish about the economy’s
prospects.
“Times like these are the right time to prepare
for the future,” he says.
“The only thing we have cut is cost. Our marketing and sales budget has been boosted, and we
have kept our team together ready for the upturn
with the result that not only have we not lost customers, but have gained them.
“The fact is, the more professional a company
is, the better placed it is to benefit when things
pick up.
“Although the marketplace is challenging, people are still spending on promotional products, and
as optimism inches up, people are coming back
into the market.
“Nevertheless, the future is unpredictable, and
all you can do, is get on with it. So every day we
look for the opportunities. We never waste time
on meetings, other than for a quick get-together to
agree a decision.
“My aim is not just to grow through sales, but
also to grow through acquisition. We have the experience, reputation, organisation and understanding of the promotional products market to enhance
the value of any acquisition, as we proved with
that of Business Incentives and Gifts Ltd.”
The one place you won’t find Andrew Bourne is
an ivory tower.
“The second I get into the office, I’m in the thick
of it − that is after having a strong black coffee!
“Our office is all deliberately open plan, so our
interaction is constant and supportive. And when a
big order needs to be collated and sent out quickly,
we all roll up our sleeves and get down to the
warehouse.”
Like many of the successful business people
we’ve profiled so far in these slots, Andrew sets
great store by assembling the right team.
“I am blessed with having the best people working with me. For me, Firebrand is living proof that
you can be professional, and have fun at the same
time.
“That kind of hard-working professional, with a
friendly voice and a true commitment to customer
service. is the reason why most of our business
comes through referrals.”
One thing which does come over strongly as
you talk to Andrew is that although he always has
a keen eye for opportunity, he’s a man very much
content with his lot.
“The beauty of loving what you do,” he says, “is
that I have no real unfulfilled ambition – I’ve got
what I want. If we get bigger, it’s all to the good.”
There is, however, another Firebrand in Andrew’s life. She’s a 30ft sports cruiser moored on
the Thames.
“It’s fantastic fun and very social. I spend days
or weekends on the boat when not at work, recharging my batteries.”
One way or another, it looks like Andrew Bourne
will be riding on the crest of a wave for some time
to come.
Trade Only National Show Preview
From The Show Floor
Nigel Bailey
Get ready to feel the passion at
a sparkling show that has it all
A happy new year to you all. I have experienced some turmoil and change in my life in
the last year, as some of you may be aware.
A lot has changed, but there are three things
that I have fallen back in love with recently.
Firstly, my birth city, which seems to have
changed a great deal for the better – less congested, more facilities.
Or maybe it’s just because I got cross with it and
avoided it as much as possible for a long time.
Secondly, music. It’s always been an important
part of my life, especially live stuff, and again for a
long time, the music did not get inside my soul.
It’s there again now and there is some great
stuff around and a wide variety – The Killers, Prodigy, Muse, Snow Patrol, Rihanna, Jay-Z, P!nk, Black
Eyed Peas, Florence...
The third thing is this industry. For a while, it
seemed to die and stagnate a bit, just getting by,
not a lot of new stuff, more of the same... perhaps
tied into all the worry and problems the world financial crisis dumped on us all.
But it seems now that things are on the move
again. This industry is about the people and their
dynamic and what they put in, and I think the
troubles have perhaps pushed some of this to the
fore.
And so I see excitement again, new things happening, new products and technology coming
along, spurred as always by times of crisis. New
optimism and hope is apparent and the buzz is
that 2010 is going to be a happening year.
So it’s time now to kick-start 2010 and there’s
really only one way to do that – and that’s to be
at what without doubt will be the industry’s best
show of the year.
All the top distributors and re-sellers will be
there, meeting old faces and finding new suppliers at the show that is open to the whole industry.
Join all the big names in the industry who have
decided that 2010 starts with the National Show
in January and are using it as their launch platform
for the year.
TONS2010, as we fondly call it, is going to be
the launch platform for thousands of new products.
Many exhibitors will be launching their 2010
catalogues at what for many will be their only major UK exhibition of the year. Collect hundreds of
new samples at this great, easy-to-get-to venue.
Attend the power sessions and keynotes to
learn more about your industry and ideas and programmes that can save you time and make you
money.
Admission and parking are free – you do not
need to be a member, just a reseller of business
gifts and promotional products.
With the show now almost upon us and preregistrations already at record levels, you will not
want to miss the first, biggest and best show of
the year, where all the best suppliers and all their
customers will be.
So why not pre-register now and check out how
you are going to get there?
‘We have enjoyed working with exhibitors to
create an even better experience for you’
Plan your visit, and who you wish to see, from
the exhibitor list on the show web site and make
online appointments through our exhibitor appointment facilitator. Check out the power sessions and select those you wish to attend.
Why not take advantage of our transport and
hotel offers? Then book your accommodation and
order your award dinner tickets. Look out for your
“Grab ‘n’ Go” lunch voucher, which will be with
your entry badge, or use the one inserted in this
issue of PPD. Alternatively, anticipate a tasty lunch
in our internationally-themed food court.
We have a great line-up of exhibitors this year
and have enjoyed working with many of them to
help create an even better experience for you. It’s
been exciting, too, coming up with more ways to
make the show better and even more user friendly.
There have been a few wobbles and scary moments this year – even more than last year – but
that’s the nature of the game and it’s coming up
with solutions that count, and we have certainly
done that.
Maybe I’ll tell you about the wobbles some time
– or maybe not!
We’ve also been delighted to take back the
management of the bpma Annual Awards Dinner
at the Trade Only National Show, and have pulled
out all the stops to create what we know will be
the best evening for you all.
Again, a few hairy moments – actually, some
of them were very hairy and much longer than a
moment come to think of it...
And there you are – you are ready to take advantage of the biggest opportunity to boost your
business that early 2010 has to offer you, and at
the same time enjoy a little relaxation too!
So, come and meet friends old and new at a
truly international event – destination Ricoh beckons.
Come and share my passion – perhaps fire your
own again if it is lost.
I do look forward to welcoming you to the Ricoh
Arena in January and yes, I’ll be the one in yellow!
For more information, go to www.
tradeonlyshows.com/nationshow/2010
33
Trade Only National Show Preview
Life can be so sweet when you
do business with a family firm
TONS Bite Promotions specialises in beF51 spoke chocolate and confectionery
Working closely with their clients, they commit
themselves to creating memorable goods in the
best possible quality, ideal for creative marketing
campaigns and the perfect complement to any
promotional event.
With approximately 50 highly-trained confectioners working from its state of the art facilities,
the family firm prides itself on being a UK manufacturer who understands the importance of using
only the highest quality ingredients to manufacture
products of real marketing value.
As the manufacturer, Bite Promotions can rapidly turn around projects, and have the necessary
flexibility to ensure all their clients’ requirements
are met.
Everything in their wide range of products is edible and include bespoke chocolates, bespoke candy and mints, personalised bakery items through
to novelty items such as pancake mix.
They are masters at printing directly onto food,
so chocolates with your company logo on them, or
hot cross buns with your marketing unique message, are all achievable. The marketing possibilities
are endless. With literally thousands of shapes and
sizes to choose from, all of which are immediately
available, clients can customise their chocolate to
make it stand apart.
Bite Promotions even have their own design
team, who are more than happy to help you create
your own bespoke marketing product and transform it something truly unforgettable.
They have their own mould-design department
to create bespoke chocolate shapes, and they can
even have a bespoke product delivered to you in
under 24 hours.
Combining their expertise and friendly, consumer-conscious service, Bite Promotions provide the
best products at competitive prices as they push
to become the market leader in supplying confectionery to the promotions market.
They are a registered Fairtrade manufacturer
and have been independently audited by Bureau
Veritas against their Ethical Standards, so you can
be confident that they exceed EU ethical requirements.
All of Bite Promotions’ products are manufactured to the same high standards required by the
British Retail Consortium and they have a fully
documented HACCP for every product. Customers
can rest assured that they comply with all EU food
regulations and that all their products are traceable
throughout the production process.
More at tradeonly.com/bite
130th birthday
for family team
Write way to
choose a gift
Clear choices for
product launch
TONS TONS2010 marks the start of a very speL34 cial year for one exhibitor. Billbo (UK) Ltd
Managing Director Martin Lenton and his
son, Sales Director Paul Lenton, will be celebrating the 130th year of their family manufacturing
business.
The original business of L Lenton & Co was
founded only five miles away from the Ricoh
Arena in Smithford Street Coventry by Paul’s
great-great-grandmother, Lavinia Lenton.
In Issue 18 of PPD, we will be telling the full
story.
Paul told PPD: “Brand new products and ideas
will be on show for the year ahead in foam, fur
and fabric to help create more low-cost giveaway
ideas for all kinds of events throughout the forthcoming year.”
More at tradeonly.com/billbo
TONS Newell Corporate Gifts & Promotional
E40 Products is the world’s largest manufacturer and supplier of promotional pen
brands for advertising, marketing, incentive campaigns, and corporate gifts.
When you’re looking for a pen to showcase your
company, you’ll want a brand that your customers
know and value.
All our famous brands speak for themselves:
Waterman, Parker, Quill, Rotring, Paper mate,
Sharpie, Berol, CardScan and Dymo.
They combine quality, innovation and style,
along with price points from 10p to £200.
Among the new products on show will be new
ranges and finishes from the Waterman, Parker,
Quill, Rotring and Paper Mate stables. Newell is offering “unique discounts and incentive opportunities” to those who visit their stand at TONS2010.
For more, visit tradeonly.com/newell
TONS Dunelm Glass is set to launch its new
C50 offerings at the show. A spokesman for
the company said: “We launched over 30
new products in 2009 but have saved some of the
best to introduce at the show.
“With everything from new budget glassware to
bespoke one off crystal items we have beefed up
the whole range and also added a twist to some
old favourites.
“Not only have we expanded our product range,
but we are showcasing several new personalisation methods.
“Due to our 30 year history of manufacturing in
the glass and crystal industry our product knowledge is unrivalled so feel free to come to our stand
and tap into our expertise on glass and crystal decoration. Our team can offer you and your team
advice on the numerous methods available.”
More at tradeonly.com/dunelm
products and packaging.
34
Trade Only National Show Preview
Bags of choice when it comes
to genuine green credentials
TONS Everything EnvironmenB21 tal, a trade only sup-
plier of personalised
recycled and eco friendly promotional and business gifts, will
showcase the industry’s largest
collection of 100 per cent environmentally responsible bags at
the Trade Only National Show.
Everything Environmental’s comprehensive bag range includes messenger bags, shoppers, rucksacks
and conference cases - all exclusively produced from recycled, ethically sourced, Fairtrade or organic
materials.
Everything Environmental is a licensed Fairtrade wholesaler
Evan Lewis, the founder and director of Everything Environmental,
commented: “While we have seen
many green bags featured in industry catalogues, we are proud to offer
the widest range of 100 per cent
eco friendly and ethically sourced
bags available from any UK trade
exclusive supplier.
“Our products are also retail-led
when it comes to design and style,
adding to their appeal for end users.”
With almost 12 years experience
in the environmental business gifts
industry, Evan Lewis set up Everything Environmental in 2005 to fill a
gap in the market, providing distributors with a one-stop shop for a full
range of recycled and eco-friendly
business and promotional gifts.
With more than 150 products
and extensive sourcing knowledge,
the company has now expanded to
offering the widest range of recycled
and eco-friendly gifts in the promotions and incentives sector.
More at tradeonly.com/everythingenvironmental
FREE Individual Personalisation on all
trophies and awards ordered in Jan and
Feb 2010. Just Quote PPD special offer.
Triple whammy – and
a top secret weapon!
TONS PF Concept is offering showG10 goers the chance to view its
“concept gadget of the year”.
The company is offering few clues
but promises: “You will never think
of mobile phones in the same way
again.” Intriguing.
PF Concept says that while many
companies are cutting back and rationalising their ranges, it’s taking a
major leap forward.
For 2010, PF Concept is launching
what they describe as “the ultimate
sales kit”, comprising three distinct
catalogues.
The main catalogue features more
than 8,000 promotional gift and textile products across 624 pages. New
to the range for 2010 will be 500 new
additions to PF Concept’s already vast
range, including new brands Wenger
(the Swiss Army Knife maker) and
Scripto, a classic writing instrument
brand dating back as far as 1923.
This is in addition to a greatly ex-
panded “Green Concept” section covering an extensive range of environmentally sensitive gift ideas, including
the increasingly popular bamboo and
recycled PET range of garments.
Supporting this for 2010, PF Concept is also launching a 312-page textile catalogue.
With this dedicated promotional
and corporate clothing cataloguem
the company says it can assist the
end user, via distributors, in finding the right value positioning in the
broad range. Famous names include
PGA Tour golf clothing selection and
Dunlop Workwear.
In addition to the above, PF is also
launching a separate “Best Value in
the Market” catalogue. This is a 100page mailing catalogue designed to
have immediate impact where it really matters, aimed at the budget
conscious marketing exec looking for
high volume, budget priced gift. More
at tradeonly.com/pfconcept
chunky crystal awards - size matters
the finest detail, the finest products, the finest service
t: 0191 5846000
f: 0191 5845555
e: [email protected]
w: www.dunelm-glass.co.uk
neutral web: www.crystalbusinessgifts.co.uk
35
Trade Only National Show Preview
QuoteUnquote
“Attending the annual Trade Only Show as
an exhibitor is a must in our calendar, our presence helps us to maintain our growth in the
industry and bring in new clients. It also enables us to meet up with our existing clients.
We look forward to a great show, as ever.”
Harvey Jeal, Evolve Branding
“Our partnership with the Trade Only Show
and our bpma Awards in 2009 were a such
a huge success, we decided to do it all over
again in 2010.
“This event will be even bigger and better,
with our own bpma pavilion and extra special
rates for our members exhibiting at the show.
“We had such wonderful feedback from our
members last year, both supplier and distributor.
“We are all looking forward to a fantastic
show and all the excellent networking and
fun (not to be missed) at the bpma awards
evening.”
Gill Thorpe, bpma
California dreaming
really can come true
TONS Visiting TONS2010 isn’t only good
K30 for your business – there are lots of
opportunities to win some superb
prizes too.
For example, you could be on your way to a
wonderful break for two in California, thanks to
BTC activewear.
The clothing specialist is sending all of its customers a scratch card, with winners only being
able to claim their prizes in person on the BTC
activewear stand at the show. But don’t worry if
you haven’t received a card – several thousand
more will be available at the show itself.
As well as the holiday, BTC activewear is offering
several hundred other prizes.
For more, visit tradeonly.com/btcactivewear
“We are so looking forward to the 2010
show. There could not be a better way to start
celebrating our 130th year as a family manufacturing business. We were founded in Coventry in 1880 and are now proudly returning
to show our new product range to our friends
within the industry, at the most prominent promotional event of the year.”
Martin Lenton, Billbo
“There is something reassuring about meeting in person – a handshake, an exchange of
business cards, even the opportunity to discuss the future over a cup of tea.
“Doing the right thing allows our customers
the opportunity to see the business solutions
Castelli bring. But most importantly, it allows
people to see the soul and spirit behind the
Castelli name. TONS delivers this and has
proved to be a success each time we attend”.
Mark Poland, Castelli
“With over 100 years of experience in the
calendar manufacturing industry, Moments is
delighted to be participating in Trade Only National Show 2010, the most important product
event of the year.
“Being the market leader in the provision of
promotional calendars and diaries, Moments
has a large customer base and Trade Only provides us with the best opportunity to network
with our key agents and distributors under one
roof.”
Phil Gronert, Moments
“The team at Keramikos are very much
looking forward to the 2010 National Show
after the tremendous success of last year
“We will have a bigger team on the stand
– already, they are making plans with their customers to join us for a coffee and biscuits.
“What a great way to start the year! See you
there.”
Godfrey O’Donnell, Keramikos
36
Theatre of dreams trip is a reality
If you’re a big sports fan, you won’t want
TONS to miss the chance to grab four tickets for
L12 a box at Manchester United’s game on
May 9 at Old Trafford, courtesy of Regent
Innovations.
This is the last game of the season at Old Trafford, so the atmosphere is bound to be electric,
and the Red Devils host the Potters of Stoke City.
Drinks are provided pre and post-match, and at
half-time, and a complimentary programme is also
included. All pre-registered visitors will be included
in the draw, which will be at the Regent Innovations stand, L12, on the 28th at 3pm.
Regent’s Julie Holt told PPD: “I myself, as a good
Manchester City fan, will be going with the winners!”
For more, visit tradeonly.com/regent
Meet the team and
get away to Europe
TONS If you’re still in holiday mood, the team at
L48 Preseli may be able to help by whisking
you away on a European city break.
Preseli recently launched a new-look website,
featuring a login area for distributors that allows
access to trade prices and exclusive downloads.
By registering for login details, distributors can
qualify to be entered into a draw for that all-important break.
The website also features a “meet the team”
section featuring the staff avatars which will be
familiar through Preseli’s advertising campaign in
PPD. For details, visit tradeonly.com/preseli or visit
the team on stand L48.
Trade Only National Show Preview
Two chances to
grab great clubs
Putting on the style to win
TONS We know for a fact that the promotional
X34a products industry contains some madkeen golfers, and no doubt most will be
dropping in on the YOB Golf stand, X34a, to take
part in the company’s putting challenge.
For the overall winner, there’s a fantastic prize
of a Callaway X22 Stand Bag, a full set of Callaway
Diablo irons, a Driver, 3 Wood and Odyssey Putter,
all together worth more than £1,200.
Visit on both days, because there will also be
two other daily prizes of a Callaway Diablo driver.
YOB Golf (aka “Your Own Brand Golf”) was
formed by PGA golf professionals Rob Woolhouse
and Tom Armitage (pictured above), who took a
unconventional approach to their professional status five years ago and decided to create a product
range that could be supplied to their fellow professionals who retailed products at their respective
club shops.
For more details, visit tradeonly.com/yobgolf
If you dream of pounding round the fairTONS
way when you’re actually pounding the
M14
show floor, Augusta Golf may have just
the prize for you.
Following on from its success at last year’s TONS,
each day the company will be holding a draw on
its stand, M14, where one lucky person will win a
set of Wilson Staff Di9 irons.
So, don’t forget to drop in on the Augusta Golf
stand. For more, visit tradeonly.com/augustagolf
✃
®
Have you won?
Take this ad to Newell at Stand E40 at the Trade Only
National Show to see if you have won a Waterman
Exception Blue Roller Ball RRP £83.33.
We will also advise you of some exclusive offers, to help
you kick off the new year.
This ad needs to be signed and coded for your offers to apply.
Newell Corporate Gifts & Promotional Products are the world‘s leading
manufacturer and supplier of pen ‘brands’ to the promotional and incentive
market, why choose anything less?
t: 08444 121 121 e: [email protected]
w: www.newellb2b.co.uk
Ref No
✃
37
Trade Only National Show Preview
New mugs and new tools will
help your search for customers
TONS Listawood will be seeing in the year
F26 2010 with the launch of new prod-
ucts and services, all of which it will
be launching at the Trade Only National
Show.
The leading supplier says that its new 2010 brochure, also to be launched at the show, features a
vast number of new products to complement its
existing range of promotional merchandise.
Managing Director Alex Turner said: “We are really excited about our new brochure.
“Its aim is to act as a selling tool for our customers, providing them with information as to which
products would be most suitable for their customer’s campaign and ways to help them to get the
most from our products.
“The new brochure is just one part of the marketing support that we will be offering our customers in 2010; at the Trade Only National Show, we
will be providing our customers with information
on how we can help them to generate more interest in promotional products, via a vast range of
selling tools that we are introducing.”
A selection of new products will also be on display from the UK manufacturer, including a new
selection of mugs and a range of UK-made welded
products, to mention only a few.
As one of the largest suppliers of promotional
products to the industry, Listawood claims that its
state-of-the-art, in house machinery enables it to
meet the needs of customers in terms of product
range, quality, flexibility and service.
For more, visit tradeonly.com/listawood
TONS Fanela describes itself as a “one stop
F30 shop” for all your clothing and clothing
personalisation requirements.
A spokesman for the company said: “We try to
keep it simple at Fanela.
“We have a ‘can do’ attitude – we understand
the industry and its demands.
“Small or large, every clothing order is a challenge and we always rise to meet it.”
More at tradeonly.com/fanela
TONS Prince William Pottery has more than 60
J88 years’ experience in the manufacture of
mugs.
Its exclusive Sandfield and Hillside mugs are
available in a range of colours readily available
from stock.
Should you require mugs that are wholly manufactured in England, Prince William Pottery can
supply these from stock.
The company is also now able to supply dyesublimation mugs, which allow for bright and
vibrant designs. Skilled staff are on hand to guide
customers from artwork to production.
More at tradeonly.com/princewilliam
38
TONS With more than 600 products to choose
J12 from, Crystal Galleries claims to offer the
most comprehensive range of quality engraved crystal and incentive gifts in Europe, all at
very competitive prices.
The Crystal Galleries team has spent a lot of
time sourcing new products ready to show at
TONS2010.
They come from as far afield as North America,
Europe and the Far East.
In addition, Crystal Galleries will also be offering other established brands, including Waterford
Crystal, Stuart Crystal, Edinburgh Crystal, CrystalEdge and Mario Cioni.
With over 27 years experience supplying engraved glass and crystal, Crystal Galleries has established an excellent in-house team of graphic
artists, engravers and glass cutters. The company
prides itself on its ability to respond to urgent demands, with no minimum order requirements.
More at tradeonly.com/crystalgalleries
TONS The Pen Warehouse is a strictly trade
D22 only supplier and offers a huge range of
unique writing instruments, from low cost
promotional pens to high quality executive gifts.
The company’s extensive in-house printing facility allows it to offer an express service and an
overnight printing service on selected products.
The Pen Warehouse also offers a wide range
of recycled and bio-degradable products and can
supply multicolour printing on most of its products,
including wooden pencils.
More at tradeonly.com/penwarehouse
TONS Filofax and Letts are two of the biggest
B43 names in the world of diaries and organisers, and both will be found on stand
B43 at the show. The Filofax range of iconic personal organisers, leather goods and pens can be
branded externally, while the firm’s digital printing
technology allows personalisation of the pages of
diary products. Letts will be showing its range of
corporate diaries. More at tradeonly.com/filofax
Trade Only National Show Preview
QuoteUnquote
“The Trade Only National Show is an outstanding and substantial trade event in the
promotional calendar which consistently exceeds exhibitor and visitor expectations each
year. The Ricoh Arena is a great central location.
“We are delighted to have an extended area
for bpma members, some of which haven’t
exhibited for some time or indeed are new to
the industry. Running our awards at the show
is a wonderful way of bringing our supplier and
distributor members together.
“It is a great opportunity for the industry to
celebrate achievement over what has been a
very challenging year.”
Gordon Glenister, bpma
“The Pen Warehouse is delighted to be
able to support the Trade Only National Show
again.
“ The exhibition always delivers great return
on investment in terms of time and money,
particularly as the event allows us to showcase
our products to, not only our existing customers, but an ever-changing crop of new distributors each year.”
Neil Cleere, Pen Warehouse
“The National Show has quickly established
itself as the industry’s most lively and innovative exhibition.
“It will provide us with the perfect, early
year platform to launch the new Abbeygate
Leathergoods and Abbeygate Diaries ranges,
catalogue and neutral websites, all exclusively
for the trade.
“The extra space we have booked this year
also enables us to show an extended range of
the Kenex recycled leather products we manufacture.”
John Nevada, Nevada Leathergoods
Write now, get an
expert’s opinion on
how you shape up
TONS Visitors to the Senator stand at this
F10 year’s Trade Only National Show will
leave feeling more knowledgeable
about not only the latest products and services in the world of promotional pens – but
also themselves.
That’s because Senator is offering them the opportunity to have their handwriting analysed by
professional graphologist Diane Simpson.
Diane is well known for the work she undertook on the Yorkshire Ripper enquiry, as well as
the highly popular “Pen Portrait” column that ran
in Marketing magazine for 12 years and numerous
national TV and radio appearances.
She is also the author of three books on the
subject of handwriting analysis, which is wellknown as an effective and reliable indicator of personality and behaviour.
The results are sure to be a talking point not
only at the exhibition, but also amongst colleagues
when back in the office.
In just five minutes, Diane (pictured) will be
able to tell how the writer controls people and situations, including the ability to delegate and think
ahead, and their likely response to stress.
Visitors will also have the chance to see how
the Armani Beach Collection, as presented at London Fashion Week, has influenced Senator’s 2010
range, which features a brand new colour palette
and new innovative materials.
Also on stand will be the exciting and extensive
“BTC Activewear will be in party mood for
the show. If 2009 is anything to go by, 2010
should be exceptional. We look forward to welcoming new and existing customers alike to
our stand – and be prepared to party!”
Glenn Hymans, BTC Activewear
“With the show in January, we see this as
the ideal platform to launch our new products,
meet up with customers and offer the perfect
start to a new year.
“The positive feeling that was generated at
the 2009 show gives us great optimism and
encouragement for the next year.”
Roy Deakin, The Bizz Badge Company
“We have exhibited at the Trade Only show
since it’s inception. Last year was by far the
best show and Fanela’s opinion is that it is now
the premier show in our industry. We have taken a bigger stand for 2010.”
Artie Pallari, Fanela
“The Impression Europe Team are looking
forward to appearing at the Trade Only National Show, where we will have many new
initiatives to present to our steadily growing
customer base.”
Malcolm Stephenson,
Impression Europe
TONS Pinbadge will be showcasing its easy to
D44 use e-procurement website at the show.
From a secure, unique area, users can
create personalised quotations, upload artwork,
submit orders and monitor progress – all with a
few clicks of their mouse.
Users can receive up to a five per cent discount
off Pinbadge’s trade prices when placing orders
via its online quotation system. Distributors who
produce their own quotes will be offered a three
per cent discount. Then, when the quote is converted to an order, there is another two per cent
discount.
Pinbadge’s range includes lanyards and metal
products such as lapel pin badges, keyfobs, corporate jewellery and also soft PVC items.
More at tradeonly.com/pinbadge
range of new-to-market products and first-to-market services that will be available from Senator in
2010.
Melissa Chevin, Marketing Manager for Senator,
said: “The Senator stand will be a hive of activity
with some intriguing product developments that
are sure to catch the attention of the crowd, as well
as many new must-see services and solutions.”
Due to the high levels of footfall anticipated,
please contact [email protected] to
book your graphologist appointment in advance.
More at tradeonly.com/senator
Celebrating its 22nd year as the UK’s
TONS
leading manufacturer and decorator of
H20
ceramics, glassware and plastic mugs,
expect to see big things from Keramikos at the
show.
There’s a lot to be excited about, says the Derbyshire-based firm, with a sneak preview of its new
mug shapes for 2010, as well as the launch of a
new website.
Of the website, a spokesman for Keramikos
said: “Features such as 3D virtual samples, media
centre, industry news, directors blog and ‘Request
a Quote’ show that we are thinking big and moving forward without compromising on quality and
service.”
All this is accompanied by a brand new catalogue which features all of the Keraramikos products and bespoke shapes availables.
The spokesman added: “Come and see us at
stand H20 and enjoy a refreshing tea, coffee and
biscuit whilst getting to know our friendly team and
view our large range that will be on display.”
More at tradeonly.com/keramikos
39
Trade Only National Show Preview
Put a cork in IT, as newcomers
help you bubble with success
TONS USB-FlashDrive.co.uk is raising a glass
Z64 to two newcomers in its innovative
range of data storage devices.
TONS Prime Time will be launching an array
J14 of new gadgets and electronic items, together with its brand new 2010 “Incentive
Ideas” catalogue at the show.
Teeming with practical and eye-catching gift
ideas with a fresh look and greater emphasis on
TONS Clearway is once again exhibiting its comprehensive range of clear insertable keyL2
rings, coasters and magnets.
The Clearway range also includes ice scrapers
and the popular CalendarMat, which has 12 pages
of full colour print to carry your customers’ promotions throughout the year.
Clearway says its service is personal, fast and
efficient.
Once again, boss Graham Keyser is looking forward to welcoming visitors to the Clearway stand
to demonstrate the company’s products and discuss their future requirements
Keyser added: “Clearway products are a well
proven staple of the promotions industry and an
important, competitively priced product, which has
a long life.”
“We manufacture from our own tools and so
Clearway products are exclusive to ourselves.”
More at tradeonly.com/clearway
40
budget items, the company is promising something for everyone on virtually any budget. Prime
Team will also be featuring its popular range of
USB drive “people”, pictured above.
More at tradeonly.com/primetime
TONS Sweet Temptations will be profiling its latH26 est promotional confectionery range for
2010.
This includes a selection of Easter eggs of various sizes and prices.
The company is also showcasing its brand new
range of promotional travel, “clic clac” and minihinge tins.
Visitors to the stand can also “take a dip” in the
chocolate fountain.
More at tradeonly.com/sweettemptations
The company’s new Cork USB Flash Drives,
pictured above, are made from natural cork and
look exactly like what you’d find in any wine and
champagne bottle.
What’s more they are perfect for any beverage
or celebratory promotions, such as a company/
product launch or trading anniversary.
USB-FlashDrive.co.uk also boast an entire range
of environmentally friendly products and these two
new additions are no exception, as natural cork is
an environmentally friendly material.
Not only are they “green”, they are exceptionally
robust and lightweight.
OK, so they sound too good to be true? Well
there’s more.
The drives also have large print areas for branding and you can even print on the top and bottom
of them.
However, there is a downside – there’s not a
drop of wine to be found.
That’s until your clients crack open a bottle to
celebrate their fantastic value gifts, that is!
For more, visit tradeonly.com/usbflashdrive
Six new products are
bound to be the Bizz
TONS The Bizz Badge Company is launching six
F32 new products at TONS2010, as well as offering extensions to some existing lines.
The company claims to offer unrivalled service,
low price guarantees plus a determination to provide factories which confirm to ethical trading standards, as well as having ISO accreditations where
possible.
In addition, Bizz Badge offers the trade comprehensive support, in the form of end user websites, plain electronic brochures, free samples, free
end user emails, free plain brochures and what
it describes as “the best ‘wow’ 3D visuals in the
industry”.
A spokesman added: “Of prime importance is
the development of strong customer relationships,
installing customer confidence and meeting all clients expectations time after time.”
More at tradeonly.com/bizzbadge
The Industry’s
Best Show of the Year!
Meet
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R I C O H A R E N A , C O V E N T R Y, U K
Wednesday, January 27th - from 9.30 am to 5.00 pm
Thursday, January 28th - from 9.30 am to 4.30 pm
Now in its 4th year the Trade Only National Show has again broken another
record with more exhibitors booked than ever before at a UK trade event!
Attending the National Show is a must, enabling you to see new products,
new catalogues, new collections, new suppliers, as well as attending
FREE Power Sessions led by our world class panel of speakers.
Free Flight Vouchers • Free Rail Vouchers • Free Hotel Vouchers**
Registration is easy and attendance is FREE! Enjoy two days at the most important
event in the promotional calendar and the biggest trade show of the year.
Register at www.tradeonlyshows.com
250+ LEADING
EXHIBITORS
THOUSANDS OF
NEW PRODUCTS
FREE WI-FI ACCESS
DOZENS OF NEW
CATALOGUE LAUNCHES
GREAT CENTRAL
LOCATION
TWO DAYS OF
NETWORKING
FREE PARKING
FREE LUNCH*
FREE ADMISSION
INCREDIBLE BPMA
AWARDS DINNER
COLLECT HUNDREDS
OF FREE SAMPLES
*Free lunch is available to Distributors only - terms and conditions apply, see web for details. **Terms and conditions apply, see web for details.
Incorporating the bpma Pavilion
To book a stand or discuss sponsorship opportunities call the show team
on 0844 880 2751 or email [email protected] www.tradeonlyshows.com
Nothing beats the power of face to face contact!
Trade Only Na
Wednesday, January 27th - from 9.30 am to 5.00 pm
Thursday, January 28th - from 9.30 am to 4.30 pm
Now in its 4th year the
Trade Only National
Show has again broken
another record with
more exhibitors booked
than ever before at a UK
trade event!
Entrance
A4
Elephant
GREAT CENTRAL
LOCATION
TWO DAYS OF
NETWORKING
B12
Squezy
Balls
B14
3
4
6
POD
Packaging
3
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Plastech
Print
Banners
2.5
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Action
Speciality
Advertising
2
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Bag
3
Trade
A52
5
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COLLECT HUNDREDS
OF FREE SAMPLES
*
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2
Peeks6 Suvic
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3
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Sharon
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The Electric
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6
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Laplock 2
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B42
B43
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Letts
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B46
Mitreprize
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D54
25
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F32
Bizz Badge /
Premium 1
Cameras
Fanela
10
30
6
50
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Masters
Sanford Newell 5
London
E54
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AT Cross Sourcing City 5
4
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Will
International
5
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E36
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Listawood
Juniper
(AT
Trading Ltd Promotions
t/a)
F30
Lowe
Aston
F22
16
5
E32
E34
2
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15
5
Macma
12
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Reeve
6
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Sports
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BIC
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12
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D40 Oldeani
70
F20
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15
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Senator Rou-Bil 1
IF
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8
Promotions 8
15
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3
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Impression Europe Ltd
30
6
2
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5
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F51
C52
Glenmore Golf
2
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Dunelm Remarkable 3 3 Arena Printing Jutebag 3 2
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Products
12
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Promotions
Branding
Services 18
Glass 12 (Pencils) Ltd
E60
E70
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1 C54
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FREE ADMISSION
INCREDIBLE BPMA
AWARDS DINNER
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Products 8
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DOZENS OF NEW
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X5
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3
6
Corporate Executive Gifts
International
Bags
6
FREE WI-FI ACCESS
X1
X8
6
3.5
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Falcon
Ashprint
THOUSANDS OF
NEW PRODUCTS
Waypoint
Exhibitions
3
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Registration
A10
250+ LEADING
EXHIBITORS
bpma Pavilion
X7
X10
3
Xindao
Attending the National Show
is a must, enabling you to
see new products, new
catalogues, new collections,
new suppliers, as well as
attending FREE Power
Sessions led by our world
class panel of speakers.
2
4
*
6
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Register at
www.tradeonlyshows.com
Free Flight Vouchers • Free Rail Vouchers • Free Hotel Vouchers**
*Free lunch is available to Distributors only - terms and conditions apply, see web for details. **Terms and conditions apply, see web for details.
Registration is easy and attendance is FREE! Enjoy two days at the most impo
ational Show 2010
The Industry’s Best Show of the Year!
1
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C56 - Go Distribution / Haredata
D14 - The Gift Voucher Shop
D68 - MSM
E56 - Clockworks
E58 - Orchard Melamine
F56 - DPS Embroidery
G54 - Strata Designs
H94 - Vela UK Ltd
J26 - Just Textiles
J28 - Best Promos
J50 - Baubles and Snowglobes
J52 - Laser Crystal
J88 - Prince William Pottery
J92 - Peter Bryson
L42 - Farndon House
L44 - Brand your USB
X1 - Euromarque Wines
X2 - Clearwater Hampers
X3 - Bio Laboratories
X4 - First Editions
X5 - Wallace Cameron
X19 - Suvic Products
X30 -The Card Company
X31 - Procurement
X32 - Tracy Adams
X33 - Scanglow
X34 - Just A Drop
X39 - Paperflags.co.uk
X43 - Pocket Memory
Z46 - Glencairn Crystal
Z47 - Characteristix
Z51 - Specialist Laser Engravers
Z52 - Skins4Things
Z54 - Konitz
Z57- PAGE
Z58 - McIvor Plastics
Z59 - Frontline Marketing
Z64 - USB Flashdrive.com
3
Z63 Z64
2 R&JP
2
2
Great
Central
Plastics
3 Stress
Planet
16
3
2
M17
M18
2
6
Preseli
K64
Deep In 2
Magna6 Balloons
4
8
6
12
2
4
G
Brookes
10
3
4
24.5
K46 LogoBugs
4
* *2
2
7
3
1
2
10
1.5 2.5
M16
6
L40
Snap
Promotions
7.5
M14
3
4
2 L30
M13
4 Augusta
Golf
4
Advantage
BTC activewear
4 1
4
8
Direct
Textiles
12
6
4
*
2
Univenture
10
10
3
12
2
2
2
Troika /
4 Purple
Zebra
L12 L14
28
4
15
M12
6
4
Kernow 7
4
Plusfile
14
6
2
10
4
Crystal
Impressions
/
6 Purple
Zebra
8
L34 L36
4
4
3
Oleffe 3
Editions
2
4
£1 billio
M10
2
L8
2
16
Z59 Z60 R&JP
4
14
Ceramic
Designs
2
Just
KHK
3
Wood 12
K66
J92
K16
Michael
Virden
32
J72
8
5
K18
4
8
4
Group
2
X19
2
Meet
the lead
supplie ing
rs to the
2.5
2
32
J46
Johnson
J52
6
3
6
3 Global PPW 3
Ideas UK
4
Castelli
2
Paper Innovation
1 H94
1
15
5
8
4
2
4
4
Nevada
Leathergoods 4
24
4
5
TPL 10 2
Capricorn
Coating 15 H56
H50
H54
Stay Dry 3
Merlin
Network
2
2
G52
Headwear UK
5
12
2 Promotions
15
8
G50
3
The
Leather 5
Business
17.5
7
3
60
Adco
3
Products
6
2 L2 L3
8
2 K30
J44
Mid
Ocean
Brands
6
2
8
J40
6
3
X25
6
3
K4
K6USB
Skymart
K20
4
Moments
10
6
K8
K10
2 Airborne
Advalite
Packaging6
20
4 J24
J30
H32
United Brands, Lexon UK 7
DeskTop Ideas,
10 10
Toppoint,
Liquid Lens
28
6
3
4
20
16
4
6
4
2
The Prime
5
Time
Company
Crystal
Galleries
X24
3
X26
L4 L6
48
J14
50
Sweet
4
Temptations
24
6
H30
5
H26
Windmill
Promotions
12
3
10
G30
Keramikos
5
5
J12
4
6
3
3
X27
8
6
8
10
H20
Cybernecard
UK
20
G26
5
G20
*
3
X28
48
100
6
3
X29
Bagco / Booth Bros 6
32
Laltex
100
3
X30
2 K2
Carole Group
SPS Eu Ltd and Fairway 10
Identity Golf
X23
4
9
3
3
3 X31
6
3
Clearway
3
6
3
X22
Promotional
Union
*
Delko 3
2
Print It 6
3
6
3
Regent
3
X15
Just
3
12
X16
X21
LA Design
X43
BPMA
2
3
22
I Name It
6
X20
Screenworks
6
X14
2
X18
3.5
Storm Graphics 6
4
X13
5
3.5
X44
6
2.5
X45
2 Success.tv
3
1.5
2
3.5
3
4
2
Incorporating the bpma Pavilion
To book a stand or discuss sponsorship opportunities call the show team
on 0844 880 2751 or email [email protected] www.tradeonlyshows.com
ortant event in the promotional calendar and the biggest trade show of the year.
THE
BPMA
AT T H E
T R A D E O N LY
N AT I O N A L S H O W
27TH JANUARY 2010
7.30PM TILL 1.00AM
AT T H E R I C O H A R E N A , C OV E N T RY
D R E S S C O D E : E L E G A N T A N D S O P H I S T I C AT E D
TO ORDER GO TO
www.tradeonlyshows.com/nationalshow/2010/galadinner
or call our ticket hotline on 0844 880 2751
Trade Only National Show Preview
Getting the message, loud and clear
TONS Tech business gift specialist Will InF22 ternational is launching a range of
unique audio speakers at the show.
The new range combines portability, sound
performance, entertainment and style in designs
ideal for the promotional market.
Will International’s MD Edward Qu said: “I know
people in this industry have been looking for a nice,
affordable audio speaker for quite a long time.
“The current offerings in the market are either
good in design but too expensive, or cheap in cost
but boring, such as those low end USB speakers
from the retail market.
“The market is lacking a speaker which is specially designed for the marketing and promotional
campaign.
“Our new range happens to fill this market gap.
We have around 10 different models and all of
them are world-wide patent protected and specially designed for the promotional industry.
“Each model has a big flat surface available for
high definition full colour process and more important, they are all affordable and low cost.
“For most models, the trading price is below the
£5 mark.”
There are three series in the current range: the
round ball series, which features two separate
speaker systems merged into a colour ball design;
the square series, with a unique textile surface finish which can be used for any full colour tranfer
printing and finally the PVC and paper foldable
series.
Qu added: “The PVC and paper folder series is
the most eye-catching. The speakers are all lightweight and have a flat design which will easily slide
into any laptop carry bag.
“And believe it or not, all the speaker boxes in
this series are all made from eco-friendly and recycled PVC and papers.”
For more information on this new range, visit
Will International on stand F22, or visit tradeonly.
com/willinternational
PromoSpeaker
Eco ly
nd
Frie
Low et
g
Bud
lor
l Co
Ful cess
Pro
ide
rldw t
o
W aten
p
www.promospeakers.com
See Us at F22
Trade Only 2010
iphone not included! iPhone is a trade mark of Apple inc@.
All images used in this promo are for demonstration purpose only.
Email: [email protected]
Tel: (+44) 01932 874 784
www.willinternational.co.uk
45
Trade Only National Show Preview
QuoteUnquote
“As the leading trade supplier of promotion
merchandise in the UK, we see the show as
an integral part of our marketing activity. It
gives us a fantastic opportunity to meet our
customers, to demonstrate the full capabilities
of SPS, and also to showcase our exciting new
product range.”
Roman Sucharzewski, SPS
“The Trade Only National Show has undoubtedly developed into a very impressive
event.
“Now the key show on the UK/Ireland promotional marketing trade calendar, TONS improves year on year and succeeds in creating
and maintaining that all important ‘buzz’. From
both a visitor and exhibitor aspect, this show is
not one to miss.”
Andrew Hill, Senator Pens
“Following the huge success of last year’s
show, we are really gearing up our stand and
team to welcome even more visitors this
time.”
Matt Pluckrose, Desktop Ideas
“Booth Brothers and Bagco have exhibited
at every Trade Only National Show since its
inception, and this year are looking forward to
presenting our full ranges.
“TONS remains a key element in our trade
marketing strategy and we regard this as the
leading exhibition for trade only suppliers of
promotional merchandise.
“The TONS team, venue and timing are exceptional and meet our requirements in every
way.”
Charles Booth, Booth Brothers
“Headwear UK as always is full of expectation for the year ahead and looks forward to
kicking off it’s year by presenting its new catalogue at the show.
“It’s a great vehicle for us – it’s such an
incredible stage to meet and greet many of
our existing customers, but also get the opportunity to meet the new blood entering the
wonderful world of promotional products.”
Roddy Rutland, Headwear UK
“Adproducts are delighted to be exhibiting.
We have had fantastic results from all the previous shows and are looking forward to another successful exhibition.
“Not only do we see a great number of
visitors, but the visitor quality is excellent too.
“This, combined with the venue and service
which Trade Only gives, makes it the best industry show by far.”
Vicky Robinson, Adproducts.com
“Sourcing City is excited to be exhibiting at
the show. It attracts a huge variety of visitors,
both new and old, to the promotions industry
and is the perfect opportunity to not only catch
up with existing customers but also introduce
potential customers to our services
“There is, of course, the Trade Only dinner
– an essential date in the industry calendar to
take the time to catch up.”
Alistair Mylchreest, Sourcing City
46
All change, as B&H
get ready to roll out
some new winners
At this year’s Trade Only National Show, B&H
the UK’s leading manufacturer of temperature sensitive promotional products will be
exhibiting their latest designs.
New additions to their already popular Mr Men
child safety range will be on show, together with
their full exciting range of colour change products
including colourful thermometer cards, forehead
and fever thermometers, magnet room thermometers, fun liquid crystal stress cards and rulers, UV
safety products, fabulous wine thermometers,
colour changing spoons, heat reveal coasters and
many more – all brandable from just 250 pieces
upwards.
B&H Colour Change is a leading innovator and
manufacturer of temperature sensitive promotional products and has been at the forefront of
specialist ink techniques since 1969.
Visit us on Stand C40 to see how these interactive products will continue to promote a company
or brand for many years to come!
Range grows bigger but catalogue
shrinks, thanks to green thinking
TONS BTC activewear has grown its offering
K30 by 25 per cent for 2010, with 44 market leading brands and massive stocks of
each held in the biggest distribution centre in the
industry.
As Russell Europe’s latest approved distributor,
BTC activewear has expanded its ranges of Jerzees
Colours, Jerzees Schoolgear, Russell Collection and
Russell Workwear.
Their “Magnificent Seven” range of workwear
brands – CAT, DeWalt, Dickies, Helly Hansen,
Mascot, Panoply and Snickers – has also grown
for 2010. The company has also significantly
increased its choice of outerwear, with products
from Result, Regatta and Stormtech.
New brand Cooltex joins Mascot and Gamegear
in offering a wide range of moisture-wicking base
layer systems.
BTC activewear’s bags offering has also grown,
with an expanded range from Shugon, joined for
the first time by ranges from Regatta and Nike Golf.
And while the BTC activewear offering has grown
considerably, the firm has launched a groundbreaking solution to keeping the size (and more
importantly for mailing, the weight) of their enduser catalogue to a minimum.
CataLite is a lighter and greener and saves more
than 150 tons of paper!.
More at tradeonly.com/btcactivewear
Power Sessions at the
Trade Only National Show 2010
THURSDAY 28TH JANUARY
WEDNESDAY 27TH JANUARY
Power Sessions are 30 minutes of high powered communication and interaction, just inviting you to come and learn!
Details of all the Power Sessions will be widely circulated at the event and will be visible on the display boards situated
around the show floors. Sessions take place in the state of the art theatre in the Jaguar Suite. Please make sure you
are on time for your preferred sessions.
10.00 am
Selling Above the Competition –
6 P’s of Success
12.15 pm
Training as a Business Tool
Sponsored by: Spectrum Catalogue 2010
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
10.45 am
25 Easy Ways to Boost Your Bottom Line
Sponsored by: bpma
Speaker: Gordon Glenister,
Director General, BPMA
Location: Jaguar Suite
Sponsored by: Mekon Creatives
Speaker: Pauline Gordon,
Managing Director, Development Matters Ltd
Location: Jaguar Suite
1.00 pm
Searching for Your Creative Bone…
it’s in there!
Sponsored by: Tradeonlysearch.com
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
11.30 am
Sales Questions That Open Doors
and Generate Sales
1.45 pm
Search Engine Marketing
since before Google!
Sponsored by: Adproducts.com
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
Sponsored by: Sitelynx
Speaker: Graham Hansell,
Founder and Head of Strategy, Sitelynx
Location: Jaguar Suite
8.45 am
Power Breakfast - Invitation Only
11.30 am
Sales are Great, But What About the
Profits? Methods and techniques to
significantly increase your profits
Sponsored by: Tradeonlysearch.com
Speaker: VIP Guest
Location: Jaguar Lounge
Sponsored by: The Bizz Badge Company
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
10.00 am
Top 10 Things Clients Really Want
Sponsored by: Spectrum Catalogue 2010
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
10.45 am
Training as a Business Tool
Sponsored by: Mekon Creatives
Speaker: Pauline Gordon,
Managing Director, Development Matters Ltd
Location: Jaguar Suite
12.15 pm
Tendering to Win Big!
Sponsored by: bpma Academy
Speaker: Gordon Glenister,
Director General, BPMA
Location: Jaguar Suite
1.00 pm
Mastering Your Telemarketing Sales
Sponsored by: Senator Pens
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
2.30 pm
Mining for New Business…
Keeping The Pipeline Full
Sponsored by: BTC activewear
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
3.15 pm
Developing Staff Skills - Measure
The Return on Your Investment
Sponsored by: Mekon Creatives
Speaker: Pauline Gordon,
Managing Director, Development Matters Ltd
Location: Jaguar Suite
4.00 pm
Distributor/Vendor Relations…
Maximizing the Connection
Sponsored by: BagCo
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
1.45 pm
Strategy Planning for Search Engine
Optimisation
Sponsored by: SPS EU Ltd
Speaker: Graham Hansell,
Founder and Head of Strategy, Sitelynx
Location: Jaguar Suite
2.30 pm
Stop Sitting On Your Hands…
create sales, don’t wait for
them to come calling
Sponsored by: PF Concept
Speaker: Cliff Quicksell, MAS,
CEO – Cliff Quicksell Associates, USA
Location: Jaguar Suite
3.15 pm
Getting The Most Out of Google
Sponsored by: Sitelynx
Speaker: Graham Hansell,
Founder and Head of Strategy, Sitelynx
Location: Jaguar Suite
Our Highly Regarded Speakers
Cliff Quicksell
A legend in his
own lifetime...
Cliff Quicksell, Jr., MAS has
been involved in the
promotional marketing and
sportswear industries for
the past twenty-five years.
During this tenure, he has achieved the MAS
professional designation, Master Advertising
Specialist. He has been actively involved in
PPAI, the international trade association for the
promotional products industry, serving on
various committees, as a facilitator at all PPAI
& ASI shows, and as a member of PPAI's
Ambassadors Speakers Bureau for over fifteen
years. Cliff's passion for education and training
is exemplified by his having served five terms
as the education chairperson for the regional
trade association CPPA of Maryland.
Gordon Glenister
Graham Hansell
Pauline Gordon
Director General,
BPMA
Founder and Head
of Strategy, Sitelynx
Managing Director,
Development Matters Ltd
Gordon started as Director
General of the BPMA on
29th March 2007.
Gordon has worked
extensively in the industry
for more than nine years and has expertise in
sales, marketing, and team building. As managing
director of his own incentive and promotional
company, he specialised in promotional gifts,
loyalty programmes, hospitality, event
management and team building.
Before founding 1st Incentives in 2001 Gordon
was head of marketing and new business
development at Roantree Incentive Marketing for
almost two years. Prior to this Gordon was with HP
Bulmer for nearly eleven years as a national
account manager.
Graham's early experience of
the Internet came whilst he was
part of the innovative team at
Britnet in 1995, one of the UK's
first web directories. Then in
April 1996 he left to set up Sitelynx as a firm
specialising in Search Engine Optimisation, having
identified the vast commercial opportunity surrounding
any media that allows direct conversation between
customer and company. In May 1997, Graham
incorporated Sitelynx Ltd. In 2005, Sitelynx was
reported as one of the top 5 search specialists in
the industry. As a recognised leading spokesperson
in this arena, Graham is constantly asked to review
and identify the next stages in the development of
the Search industry and gives regular talks on both
forward thinking ideology of the industry and the
wider implications of this space.
Pauline is an experienced
change management
strategist specialising in
leadership and facilitation.
She works closely with senior
executives, managers and staff at all levels,
whether in groups or individually to develop
personal insights and actions that allow them
to perform more effectively back in the
workplace. She has been a successful learning
and development consultant for over 15 years
and has worked extensively with a wide range
of organisations in both the public and private
sectors. Pauline brings enthusiasm and a
highly pragmatic approach to management
development, based upon her first-hand
experience of current challenges and realities
of industry.
47
Trade Only will be exhibiting at TONS 2010
so if you want to order your catalogues, test out the industry’s leading
sourcing portal or just have a chat, come along and meet the Trade Only Team
on the 27th and 28th January 2010 at the Ricoh Arena, Coventry.
Much more than the industry’s best general catalogue
The industry’s leading sourcing portal
The best group catalogue
The first and largest exhibition of the year
The biggest regional events of the autumn
The eagerly awaited spring roadshow series
AFFORDABLE
PROMOTIONS
The market leading magazine
Best selling mailing catalogue
See us on stand G30 at the Trade Only National Show
web: www.tradeonly.co.uk email: [email protected] tel: 0844 880 2751
Trade Only National Show Preview
Awards dinner promises night
to remember for all concerned
The bpma will once again be hosting the
most prominent awards at the most prominent industry event; the bpma Annual Awards
at the Trade Only National Show.
The dinner is on the middle night of the show,
January 27, and is now in its fourth year.
It was instantly hailed as the best industry night
of the year after the inaugural dinner in 2007.
Not only will the bpma be announcing the winners of the prestigious awards, that will recognise
the hard work of some of the best companies and
individuals in the industry, the evening will also
include welcome drinks, a superb three course,
meal, entertainment and dancing.
Managed by the Trade Only team, this year’s
dinner promises to be elegant and sophisticated.
Of course, the dinner provides the perfect opportunity for networking, meeting new contacts
and renewing old friendships.
This year sees the launch of new award categories to reflect the changing nature of our industry.
These include Campaign of the Year, British Manufacturer of the Year and Personality of the Year.
The categories are:
■■Supplier of the Year - sponsored by Brand
Addition
■■British Manufacturer of the Year - sponsored by Everything Environmental
■■Distributor of the Year under £1m sponsored by ID & C
■■Distributor of the Year £1m-£3m - sponsored by Senator Pens
■■Distributor of the Year £3m+ - sponsored
by AT Promotions
■■Green Company of the Year - sponsored
by Newell Rubbermaid
■■Personality of the Year - sponsored by
Brunel Trade Services
■■bpma Partner of the Year - sponsored by
Sharon Lee
■■Campaign of the Year - sponsored by High
Profile
■■Best Distributor Website of the Year sponsored by Will International
■■Company of the Year - sponsored by
Brunel Trade Services
■■Newcomer of the year - sponsored by PF
Concept
To be presented on the bpma stand at 3pm
on the first day of show:
■■Most Innovative Product - sponsored by
The Pen Warehouse
■■Academy Student of the Year - sponsored
by SPS EU
■■Best Exhibition Shell Scheme - sponsored
by Evolve Branding
■■ Best Exhibition Stand - sponsored by
Pinbadge
The bpma Annual Awards Dinner begins at
7.30pm in the E.on Lounge of the Ricoh Arena.
It costs just £79 per head, £750 for a table of
10, £900 for a table of 12 exclusive of VAT. For
further information or to book tickets, visit www.
tradeonlyshows.com/nationalshow/2010
49
Trade Only National Show Preview
New leather ranges set to be
unveiled – with lower prices
TONS The Leather Business will
G46 be exhibiting a range of
quality standard stock
and bespoke products, including
many new items for 2010.
Apart from its standard range of
high quality folders and leather items,
also featured at the show will be The
Leather Business’s new �Journal�
range of genuine leather notebooks
made from recycled paper, which includes a useful pocket on the inside
back cover.
Also new for the seasoned traveller is a new style of passport and
travel wallet incorporating SIM card
pockets.
Further displays will include examples of some of the bespoke items
produced by the Leather Business.
Commenting on the show, MD
John Thorp said: “We are yet again
looking forward to the high level of
quality and discerning visitors experienced at Trade Only’s previous exhibitions.
“I am also pleased to announce
that our 2010 prices will be lower
than our published 2009 price list.”
Corporate identity can be enhanced by the use of corporate
colour in products and designs. With
many qualities of leather available,
all budgets and design criteria can be
accommodated.
All products are ethically made by
adult workers in the company’s own
factory in India.
All local work and employment
regulations are met or exceeded.
All standard stock items from the
UK are offered on a seven-day lead
time, with shorter lead times available if required, with no surcharge.
For more, visit tradeonly.com/
leatherbusiness
Latest offering
is a glass act
TONS Leading mug decorator Promotional CeD12 ramics is adding a range of glassware to
its products and will be launching these to
the industry on its stand.
Claire Collis of Promotional Ceramics told PPD:
“We have a wide range of high quality glassware
available and believe that the styling of our products is fresh and contemporary.
“We think they will go down a storm with our
customers – our prices are unbeatable.
“Not everyone is a coffee drinker and these
products are ideal for any event where drinks are
going to be served, as well as any promotion that
is drinks or hospitality-related.”
More at tradeonly.com/promotionalceramics
TONS ID&C will be showcasing its new range of
C30 metal key rings and PVC products at the
show. The company has been a supplier
of branded lanyards, promotional merchandise
and security wristbands for more than 15 years.
Family-run, ID&C has a wide range of products
supported by a streamlined design and production process, ensuring that customers are provided
with an overall service experience.
The company says it puts the customer at the
heart of all its operational practices and constantly
looks for ways to improve and adapt to the changing needs of its customers. It also works with independent auditing companies to ensure its working
practices in the supply chain comply with ethical
trading standards.
More at tradeonly.com/idc
50
Expanded catalogue
has the right Profile
TONS High Profile is launching its new
B14 2010 catalogue at the show. As ever,
the range has been increased to
include a brand new lunch box and sports bottle,
both manufactured in the UK.
Other new products include a pizza cutter wheel,
an Oyster card holder, a dog food bowl, jumbo bag
clips, scoops and many more.
The catalogue will be available in plain cover
format and on disc, as well as online.
More at tradeonly.com/highprofile
TONS The Evolve Branding team has many years
F50 of experience in helping businesses and
organisations to promote awareness.
Projects range from contract orders, where garments are supplied by the client, through to a
total service where Evolve manages all stages of
production, from purchasing of stock to delivery of
finished product.
Using a wide range of inks, Evolve is able to produce images from full colour to specialist finishes
such as 3D and glow in the dark.
Its embroidery machines are able to reproduce
logos to the highest quality.
Evolve is housed in a modern production facility
in Cambridgeshire, which benefits from the latest
manufacturing technology, including screen printing lines and embroidery machinery.
As the processes are all in-house, jobs are carefully monitored through all stages of production to
ensure that the highest levels of quality are maintained and delivery times are met.
Evolve’s experienced design team uses the latest computerised technology to ensure that logos
and imagery are faithfully reproduced.
More at tradeonly.com/evolve
TONS Engraved glass specialist Michael Virden
K20 promising some interesting new products
and “virtually no price increases” at the
show. For the first time at TONS, Michael Virden
will also be offering some welcome refreshments
for the footsore.
More at tradeonly.com/michaelvirden
A
for
treatment every day!
& the red carpet
PRODUCTION
WIn A FLy-DRIve
HOLIDAy FOR 2
TO HOLLyWOOD
including flights, car hire, £1000 for accommodation
and visits to Universal Studios, Disneyland Park and
the LA city tour of celebrity homes!
We also have
300 PAIRS OF CInemA TICKeTS
on offer and hundreds of
64000/L
PReSenTATIOn bOxeS
DOn’T mISS OUT
Simply visit our stand at either Trade Only
(Ricoh Arena, 27-28th January) or Printwear & Promotion
(NEC, 28th Feb-2nd March), ask a member of our team for a
scratch card and beat the Great Depression with BTC activewear.
Full competition details available at www.btcactivewear.co.uk. E&OE.
for the red carpet treatment every day!
Trade Only National Show Preview
TONS Skins4things provides custom-made
Z52 “skins” for laptops, iPods, games consoles
and mobile phones.
The company designs and produces high quality vinyl skins which fit and stick to a range of electronic devices.
Skins allow brands to differentiate their products, inject style and personality and get their message across.
Skins4Things’ creative department works closely
with each brand to develop bespoke skins for their
customers, and also offers a fitting service.
All skins are manufactured in the UK, offering
the benefit of rapid turnaround times and there
are no MOQs.
The company uses high quality 3M material
with “Comply Performance” adhesive, which can
be removed without leaving any residue.
The material avoids air bubbles and is also
laminated to protect against minor knocks and
scratches.
Skins can be used for PR and promotions, corporate branding, gift with purchase and introducing
limited editions inexpensively at short notice.
More at tradeonly.com/skins4things
TONS Asia Promotions Direct (APD) is a Hong
C42 Kong based provider of promotional
items to the UK trade. Over many years,
the company has built up a wide range of factory
contacts in China and claims there are few things
it cannot source.
Its Hong Kong staff speak fluent English and
Chinese so are able to understand exactly what
you want and they are specialists in finding specific items or creating bespoke solutions to your
needs.
APD offers a “one stop” service that covers
sourcing, quoting, sampling, ordering and delivery
to clients in the UK, either by air or sea. All goods
are inspected before they leave, to ensure they
match the samples provided.
All of the company’s prices are in Sterling, so
clients have no exchange risk, and payments are
made to APD’s UK company.
APD also arranges all the importation and payment of duty and VAT and is registered for WEEE,
which is required for the importation of all items of
an electrical nature.
More at tradeonly.com/apd
TONS All of Castelli’s products are made in the
J60 company’s Italian factory which is why,
says the firm, that when you choose a
Castelli product, you can be assured of high manufacturing standards and benefit from reduced lead
times.
With significant investment across all levels,
Castelli boast a reliable service and high quality
products to fulfil your customers’ corporate requirements.
Visitors are invited to drop in and find out about
the launch of brand new trade customer benefits
for 2010.
A spokesman said: “We offer a comprehensive
Trade Support package which includes branded
catalogues, mailing brochures, marketing support,
free sample service, a secure trade website and
dedicated experienced sales teams to assist you
with your inquiries.
“Join Castelli in 2010 and together we can make
it a year to remember.”
The company’s new 2011 collection encompasses Italian-inspired design in an amazing range
of materials, colours and styles to promote your
customer’s brand effectively.
For more, visit tradeonly.com/castelli
Make the connection and get there
The £113 million Ricoh Arena in Coventry offers
international conference, exhibition and banqueting facilities. The venue is within a two-hour drive
of 75 per cent of the population of England and
boasts excellent rail and road links, plus 2,000 onsite parking spaces, which will be available free of
charge during The Trade Only National Show.
The show itself is in the sound-proofed columnfree 6,000 sq m Jaguar Exhibition Hall.
RAIL
The station for the Ricoh Arena is Coventry,
which is in the city centre and approximately six
miles away. Travel time from Euston is about an
hour. There are always cabs outside the station
and it is a 10-15 minute taxi ride costing around
£8. Taxi drop-off point at the Ricoh Arena outside
the main Atrium entrance. National Rail Enquiries:
08457 48 49 50 or www.nationalrail.co.uk
AIR
The nearest international airports are Birmingham International and Coventry. Courtesy coaches will pick up and drop off for certain agreed Birmingham flights.
See tradeonlyshows.com for flight, rail and
coach offers
SATNAV
CV6 6GE
WEB ROUTE PLANNERS
www.multimap.com or www.aa.co.uk
VENUE DETAILS
Ricoh Arena, 71 Phoenix Way, Foleshill, Coventry
CV6 6GE. Tel: 0870 811 6500 Email: enquiries@
ricoharena.com. Fax: 0870 811 6597 Web: www.
ricoharena.com
52
SHOW TIMES
January 27: Show opens at 9.30am, closes at 5pm.
BPMA Annual Awards Dinner: 7.30pm Drinks reception, Yorkshire Bank Lounge.
8pm Dinner, E.on Lounge. 1am Carriages. Entry by ticket only.
January 28: Show opens 9.30am, closes 4.30pm.
A simple way to
get in the swing
Plus: BTC Activewear catalogue goes green
PCD
Always look on the lite side of
life with eco-friendly catalogue
TONS BTC Activewear has revealed details
K30 of its new eco-friendly catalogue
programme for 2010.
Dubbed CataLite, the full-range catalogue will
be available from January for just 30p.
A spokesman for BTC Activewear saidL “The
ground-breaking Catalite means that our customers can now offer over 40 market leading brands
to their customers with either an unpriced version
or a marked-up version, overprinted with their details, for less than £1.”
BTC Activewear can also arrange postage through
its “Priority Post” scheme which allows CataLites to
be posted with an accompanying letter to end user
customers during January, which means the CataLites are “working” for a full 12 months.
BTC Activewear adds that the 136-page, A4 CataLite is not only cheap to buy, but equally important, postage costs are cut dramatically.
Name change
heralds next
decade for Jill
An Essex-based distributor of corporate wear
has unveiled a new corporate identity and logo for
2010.
IS Enterprises will now be known simply as ISE
and has rolled out its new name and look across
all branded materials and online platforms.
The change comes as the company celebrates
40 years in business, bringing the brand identity
right up to date with a colourful, modern design.
Director Jill Granger said: “The brand re-fresh is
a natural progression.
“Following the 2009 advertising campaign,
which focused on how fashion had changed with
each decade of the company’s existence, we decided that to mark our fifth decade, we should
update the brand identity for today’s market and
create something that will stand out for years to
come.”
Jill said she was confident that the name change
wouldn’t wrong-foot regular customers, as the
company had been informally known to them as
ISE for some time.
“It was just a matter of time before we changed
the company name.
“But we are still the same company, upholding
the same values and providing the same quality
service we have for the last four decades.”
The new identity is officially launched with the
2010 brochure, which features more than 20 new
products.
A new-look website has also been launched,
promising easier navigation and online ordering.
For more, visit tradeonly.com/ise
■■Staff at ISE backed Breast Cancer Day by coming to work bedecked in pink. The company raised
£80 for the charity.
54
The spokesman added: “It is now possible to
buy 300 catalogues, overprinted on the front and
back covers and posted out to end users, for less
than £2 each and equally important, less paper
means more eco friendly.”
There are four cover options to choose from
and for as few as 600 catalogues, customers can
have their own bespoke covers, which includes
customised front, back, inside front and back covers and spine.
“It is a complete mix and match package, where
customers can choose either a bespoke cover option or their own choice of one or more covers and
their own mix of unpriced or marked-up options,”
the spokesman added.
“We have listened to what our customers asked
for and believe our 2010 catalogue ticks all the
boxes.”
For more, visit tradeonly.com/btcactivewear
More magic moments and
a glittering new year ahead
TheMagicTouch is rolling out the “WoW” factor
for 2010 with an innovative new range of clothing
transfers.
WoW Vintage Film enables users to create aged,
retro or vintage effect designs from printed transfers.
This simple application is achieved using a distressed adhesive pattern on a PET film, pressed
onto the WoW transfer for approximately five seconds.
TheMagicTouch says the technology is perfect
for all designer fashion markets.
The company has also introduced what it claims
is a unique solution for “crystal effect” in garment
decoration using free font designs from the website.
This technology enables the user to produce
multi-colour, multi-layer crystal effects quickly and
cost-effectively.
A spokesman for the company said: “Users of
TheMagicTouch realise the many benefits gained
from the process to enhance both existing and future customers.
“Taking the time to produce a product sample
that is personalised with a logo, website or design
pays massive dividends, especially when clients
are least expecting a ‘freebie’ and constitutes costeffective marketing.
“The image transfer process pioneered globally
by TheMagicTouch has become an integral part of
the promotions industry and the process just gets
better, and continues to be affordable for all to enjoy and benefit from.
“The market is changing, as indeed are attitudes
and perception towards transfer technology, with a
realisation that the process assists in creating new
business and marketing opportunity.”
More details at tradeonly.com/themagictouch
PCD
Simple way to get in the swing
and enjoy warmer days ahead
“Keeping it simple” is the straightforward message from Fruit of
the Loom, as it looks forward to
warmer days with its range for
2010.
It’s also the title of the company’s
new catalogue.
Fruit of the Loom says that T-shirts
are its primary focus for this year,
with the launching of two men’s and
two children’s Ts. A new Lady-Fit Jog
Pants design is another newcomer to
the range.
The T-shirts are knitted from 100%
cotton Belcoro certified yarns – spun
in Fruit of the Loom’s state-of-the-art
factory in Morocco – for a softer feel
and cleaner printing process.
Commenting on the new styles,
Brand Director Alison McKenzie said:
“Fruit of the Loom is ‘keeping it simple’ in 2010 by concentrating on the
products that our customers know
and trust to win them business.”
The new Fitted Valueweight T has
a shorter body length compared with
the Classic Valueweight T, and side
seams for a more fitted shape.
A narrow neckline without top
stitching provides a clean retail finish,
while the cotton/Lycra rib crew neck
with taping affords superior comfort and shape retention. The shirt
is available in sizes S-XXL and eight
colours, including Charcoal – a new
“vintage look” colour for 2010.
The new Heavy Pocket T (185/195
gm/m2) is notable for its self-fabric
chest pocket. Fruit of the Loom expects this T-shirt to have maximum
appeal in the workwear market. It
has a rib crew neck with taping for
comfort and is available in five classic
corporate colours. Sizes range from
S to XXL.
The new Girls Valueweight T is
available in eight colours and sizes
ranging from 3-4 years to 14-15
years. It has a cotton/Lycra rib crew
neck and features shorter sleeves, a
smaller collar and side seams with
waist shaping.
The Kids’ Long Sleeve Valueweight
T features set-in sleeves and cotton/
Lycra ribbed cuffs and crew neck. It
comes in five colours and sizes 3-4
years to 14-15 years.
The brand new Lady-Fit Jog Pants
are shaped for greater comfort and
a better fit.
Features include a deep, 2x1 rib
waistband with self-coloured herringbone draw cord, and open cuffs
with twin needle stitching detail on
the hem. They are available in three
colours, and sizes XS-XL.
For more, visit tradeonly.com/fotl
56
PCD
Soft and huggable offerings as
Mantis World expands ranges
Mantis World is launching 11 new styles for
the new year across its range of four brands
– Mantis, Humbugz, Babybugz and TLC.
The line-up includes hoodies for little ones and
super-soft fabrics using wash effects and poly/cotton blends.
In the Mantis range, a new innovation is 50/50
polycotton fabric. With its inherent softness and
excellent drape, this fabric gives a flattering shape
in two new styles that have been introduced – the
M66 “unisex fit” polycotton t-shirt and its women’s
tee partner, the M67.
Mantis World says this fabric is already hugely
successful on the other side of the Atlantic and
anticipates growing demand in Europe.
The classic rib vest and lightweight long sleeve
top are two essential pieces for any woman’s
wardrobe, so the M64 Women’s Rib Vest and M65
Women’s Long Sleeve Top have been added.
The classic M64 vest is made with a high quality
soft rib fabric in a choice of six different colours.
The M65 Long Sleeve Top is made from a soft,
fine knit 130gsm combed cotton jersey is perfect
for layering, or worn on its own. In the children’s
Humbugz range, the humble kids t-shirt gets a
complete revamp with the launch of the HM15
Childrens Supersoft Tee.
As the name suggests, the fabric is ultra soft, to
give that well worn and well loved feel.
Made with a fine rib neckline, this style also features a contrast colour inside neck tape for a high
quality finish that reflects retail trends. Customers
have a choice of five sizes (starting from age 2-3
years up to 10-12) and eight colourways, which
have a washed look.
Meanwhile, the HM17 Childrens Supersoft
Hoodie is so soft that Mantis reckons kids won’t
want to take it off!
This fleece hoodie is ultra comfortable and is
brushed inside for added softness and warmth. It
opens at the front with a YKK zipper that is cleverly
concealed for easy printing and a zip-pull that can
be personalised.
Inspired by the Humbugz hoodie, the Babybugz
collection also features the BZ17 Baby Supersoft
Hoodie.
Made with the same attention to detail and high
end spec as the HM17, this hoodie also uses YKK
zippers and quality fabrics including a stretchy rib
at the cuffs and hem, for easy dressing and a comfortable fit.
The BZ17 is available in sizes for age three to 18
months and in the same range of cool colours.
This year a new baby t-shirt has also been added
with the BZ20 Envelope Neck Tee. It’s made with
soft and stretchy interlock. Another new addition is
a cute alternative to the basic babygrow, the BZ19
Baby Ringer Bodysuit. This short sleeve bodysuit
features a contrast rib binding to the neck, cuffs
and leg opening. Both styles are available in sizes
from three to 18 months.
Babybugz finishes the 2010 collection with its
BZ18S Baby Striped Pants. These pants are made
from soft combed cotton interlock with a comfortable elasticated waistband and available in two
sizes, for 6 to 12 and 12 to 18 months.
Mantis World’s latest TLC (Tender Loving Clothing) range now includes a new lightweight jersey
kids t-shirt – the HM104-TLC Organic Childrens
Tee, in a relaxed unisex fit.
This new children’s t-shirt is available in five
sizes starting from age two to 12 years.
■■Mantis World has moved to a new home in London’s Maida Vale, just a few minutes from Paddington Station. MD Prama Bhardwaj said; “We’re
very happy to move into our own space on a Victorian mews street. Luckily, it’s only five minutes
from our old office, so we have managed to keep
downtime and disruption to a minimum.”
For more, visit tradeonly.com/mantisworld
57
Features: Workwear
Range brings some colour into
a monochrome world of work
TONS With hip styles and snazzy
G20 colours, Diaber shows its
colours in the business world
dominated by black and grey.
Working hard to
impress public
The Fruit of the Loom family of 65/35 Polos
is specifically designed to cope with the extreme
demands that manual labour places on workers’
garments.
The shirts are more durable than standard cotton polos, they have a higher maximum wash
temperature and they provide superior comfort for
anybody involved in physically demanding work
activities.
Brand Director Alison McKenzie said: “Every
worker is an advertisement for their company and
their work uniform plays an important role in how
they are perceived by their customers and members of the wider public.
“A well-presented worker makes a good impression; a scruffy worker sends out an altogether different message.”
For more information, visit tradeonly.com/fotl
58
The products, which are available in
the UK through Cybernecard, are either
equipped with a practical, easy-care
finish or even better still, they are
non-iron, making them really easy to
care for.
So, after a long working day, the
wearer is ready to enjoy the evening
straight away!
Even the most demanding of businessmen can present a smart and stylish front
with Diaber’s Men’s Promotion Shirt Longsleeve.
It features a button-down collar, a yoke at the
back and a breast pocket give it that chic look.
The shirt is made from non-iron quality poplin and one of this product’s most impressive
qualities is the huge range of colours to
choose from, making it easy to ring the
changes.
There’s turquoise, orange, yellow,
peppy lime-green, red and purple as
well as more conservative shades of
classic black, royal and white.
Of course, the ladies cannot resist
such chic styles themselves, so Diaber
offers the matching counterpart Ladies’
Promotion Blouse Longsleeve.
Described as “ladylike and professional at the same time”, the Ladies Blouse
Longsleeve is another popular choice.
The open collar form is especially suitable
for combining the blouse with a blazer or pullover, while the waisted form accentuates the figure in a flattering way.
The blouse is made in non-iron quality twill and
again is available in a range of coloursm including
light blue, aubergine, black, lilac, white and light
grey.
The Men’s Business Shirt Longsleeve in noniron twill also guarantees an elegant appearance,
says Cybernecard.
The adjustable cuffs offer the perfect fit – a level of comfort reflected across the entire garment.
It can be ordered in light grey, black, aubergine,
lilac, light blue and white.
For the fairer sex, it’s offered in the same
colours as Ladies Business Blouse Longsleeve, so
both products harmonise well in the workplace
– a useful point if being bought for uniform wear.
Meanwhile, the Myrtle Beach range through
Cybernecard offers a series of snazzy accessories
especially for the women.
A selection of matching articles can be found,
including the dainty Crinkle Summer Scarf.
This can be used to soften severe business outfits and is a perfect spot of colour amongst the
corporate monochorme.
It’s available in black, navy, red, rose, yellow,
lime green and white.
More information on the entire Diaber range
of clothing is available by visiting tradeonly.com/
cybernecard
Diaber’s work shirts
come in a rainbow
of colours
Features: Workwear
Cheers! Practical clothing just
the job for hospitality workers
This range of bargear wear is
proving a favourite for customers
of ISE, the promotional clothing
company based in Colchester,
Essex.
Established in 1971, ISE caters for
the middle to top end of the market,
supplying to companies requiring a
long-term reliable source of supply of
corporate and workwear.
It handles a variety of different
brands including Fruit of the Loom,
Gildan, Jerzees, Kustom Kit, Quadra,
Mantis and Result jackets and headwear.
The range we’re featuring here
comes from Kustom Kit, and provides smart, stylish and functional
wear for staff in bars, restaurants or
at other function venues.
A bestseller in the range is the
Womens Bar Waistcoat Shirt Long
Sleeved, which is a 57
p e r
cent cotton/40 per cent polyester
and three per cent Lycra top in a
stylish waistcoast design. Featuring
a soft fused collar, adjustable belt
with a buckle fastening at the back
for adaptable feminine fit, it also
features handy lower pockets at the
front for order pads and suchlike.
The style of the shirt features a Vshaped front hem and a straight back
hem with two back pleats and button/cufflink fastened cuffs. It is suitable for women and is available in
sizes 8 to 18. The matching men’s
Bar Waistcoast Shirt is 85 per cent
cotton and 15 per cent polyester.
The shirt styles in the Bargear collection are also made from the same
57-40-3 mix of cotton, polyester and
Lycra.
The range includes the Women’s
Bar Shirt Short Sleeved with a fused
collar, comfort finish cuffs, a rounded
hem with shaped side seams.
The Women’s Bar
Shirt mandarin Collar Short Sleeved
features a stylish
soft fused mandarin collar, shirt tail
bottom and handy
side vent for extra
breathablity
and
there is also a
men’s version.
These items can
all be matched with
the 100% cotton
Unisex Bar Apron.
More details at
tradeonly.com/ise
Website with designs on
success for tie wearers
Dutch promotional firm TailorTies
has developed a web-based application for online users to easily create
a tie or scarf design.
“Because of this, we are one of
the leading suppliers in custom design ties and scarves in the Netherlands and abroad.
TailorTies was formerly known as
Ties & Scarves of Trendfactory BV.
With its new tie generator, customers
can experiment with tie and scarf designs, colours and upload logos.
“To give an even better service, we
have developed this tool.
TailorTies’ Willy van Buyten told
PPD: “For years, we’ve met the
expectations of our customers by
making fashionable tie and scarf designs.
Apart from the fact that it is fun to
create a design yourself, it’s a good
commercial opportunity to get more
out of your customers and even approach new clients. Nowadays, it is
important to look professional and
well-dressed.”
More at tradeonly.com/tailorties
59
If you want a product
catalogue...buy one.
If you want to be part of the
best catalogue group get a
website, Virtual Catalogue,
Brand on Demand and
Search Lite...join Envoy.
It’s so much more.
New Envoy catalogue 2010
golf & umbrellas
11601L
Envoy currently has vacancies for distributors in the West
Midlands, North West, London and Scotland.
11602L
There is no joining fee or contract if you want to become part
of one of the UKs best catalogue groups.
11604L
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116
PROMOTIONAL
MERCHANDISE
2010-2011
NG I
08801L
08802L
STRU
WR
TI
N
I
08801L
M
To find out further details please contact Diane on
0116 2376788 or email
[email protected].
Just to say:
“Rain! Fore! Great shot!
Thank you! Birdie! Welcome.
Good shot! My pleasure.
Glad you enjoyed it! Any time.
About that contract.”...
ENTS
08802L
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www.envoygroup.co.uk
32 Montsoreau Way Mountsorrel Leicester LE12 7HU
Tel: 0116 2376788 email: [email protected]
08807L
Just to say:
“Thanks, hello, I wish, sorry,
love to, can I order, just sign here,
look forward to, see you soon,
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88
Regulars
Why paper still has the power
to deliver the buyers for you
A New Year always brings an influx of catalogues from various groups and suppliers,
full of new and innovative products, with the
publishers offering a variety of packages if
you buy their catalogue.
A recent ASI survey (see the story below) shows
that the catalogue or actual printed book still influences more purchases of promotional products
than online sites.
Clarity of product and ease of read are the main
reasons behind this – a picture of the product on
a page still looks better than a poor image on a
website.
There is the possibility that clients will want to
purchase their chosen product via the website but
the fact is, there are still people who prefer to flip
through a printed catalogue.
That’s great news for all the catalogue producers
in the UK, of which there are many – but how do
you choose the best for your company and the
businesses you are selling to?
At Trade Only, we produce two very comprehensive catalogues, offering the best all-round packages to distributors.
These catalogues are not loaded with one particular supplier’s products – which gives greater
choice and more flexibility.
Spectrum, launched in January, has 70 suppliers
and more than 1,000 products.
The catalogue, which is generally available to
On The Same Page
Diane Mensley
distributors in the UK and Ireland, has a minimum
order of only 100 catalogues.
The new 2010 catalogue will be available to see
and order at the Trade Only National Show, and
Catalogues ‘drive decisions’
Paper catalogues still drive 93 per cent of purchasing decisions, according to an end-buyer study
carried out by the Advertising Specialty Institute in
the U.S.
What’s more, the study showed that 91 per cent
of the time recipients took action as a result of
something they noticed in a paper catalogue, with
nearly half (49 per cent) purchasing a product.
The ASI study provided research about catalogues generally, not specifically those published
by the Institute itself.
The study found that paper and online catalogs
were not only effective sales tools, but also served
as resources for buyers in three ways:
■■Sparking creativity. Nearly all respondents
(95 per cent) said that paper and online
catalogues provided them with creative ideas,
while 88 per cent agreed that paper catalogues
alone were useful in generating ideas.
■■Discovering new products. The majority of
respondents (91 per cent) said they were introduced to new products through catalogues.
■■Importance of customization. According
to 90 per cent of respondents, end-buyer
catalogues typically include contact information
so that items can be ordered, reinforcing the
importance of imprinting by distributors.
In addition, results showed that paper catalogues should be used in conjunction with their
electronic equivalents, with 71 per cent of those
surveyed saying that they consulted before making a purchasing decision.
ASI President and CEO Timothy M Andrews
said: “I believe the results of this study will surprise
distributors and suppliers and they can use the
knowledge here to their advantage.
“The study shows that catalogues are as important as ever in our industry, and that end-buyers
hold them in high regard as marketing resources.
“Catalogues are reliable, grow sales and provide
a big bang for your buck.
“If you have a client interested in planning
events or anything for a trade show, for instance,
provide them with a catalogue so they can start
shopping immediately.”
a new layout and pagination will mean this is our
best Spectrum catalogue yet.
Envoy is considered by many to be the “biggest
and best” group catalogue in the UK.
Design-led, Envoy features more than 80 suppliers, offering the best range of promotional products.
With a minimum order quantity of only 250
catalogues, Envoy offers area exclusivity to the distributors and excellent buying prices from a very
supportive group of suppliers.
Both catalogues offer an end user website with
your own network (page turning) catalogue, as well
as access to Trade Only Search Lite – the sourcing
database with more than 40,000 products.
The unique Brand on Demand is also available
for your website*, giving your customers the opportunity to load their logo onto any product in the
catalogues at the touch of a button.
This feature creates a real “wow factor” and encourages sales.
Now, all you have to do is choose which is the
best catalogue to use to promote your company
to your clients.
We look forward to seeing you and welcoming
you to stand G30 at the National Show on January
27 and 28 to show you why the catalogue still has
the power to deliver for your business.
* Quantity-dependent or at extra cost
Products are
sure winners,
says survey
The same ASI study revealed that end-buyers
identify promotional products as the most effective medium among all advertising, except the
internet.
End-buyers also prefer that distributors provide
“creativity” versus low prices on products – by a
factor of two-to-one.
The ASI says this indicates that distributors can
tap a real opportunity to strengthen business partnerships when they provide out-of-the-box ideas
for their clients’ marketing campaigns.
The study revealed that nearly half the respondents were confident of promotional products delivering a positive Return on Investment (ROI).
Those who have the highest expectations for
promotional products ROI will spend significantly
more money on them this year, the survey found.
The ASI’s Larry Basinait said: “There’s a lot of
good news here for distributors.
“Firstly, buyers clearly see the value of promotional products.
“Second, distributors who train their salespeople
to be creative partners to their clients are in hot demand right now. Most buyers are looking for smart
ideas, rather than simply the lowest-priced items.”
61
Increasing sales is as
1
2
Step 1:
Choose your Catalogue...
Step 2:
Activate your Virtual Catalogue...
Now more than ever you need to have the best possible
marketing resources to help your customers choose you
as their preferred supplier, and for 2010 we are making
all of these available to you in just three easy steps.
Your catalogue has products chosen from over 70 of the leading and most trusted
suppliers, the photography is stunning and the layout and design contemporary and
easy to use. With over 160 pages of products to suit every purpose and budget and
a choice of four different covers, your catalogue will always be kept at hand for your
clients to choose products from.
We provide you with the fastest and most comprehensive website in the industry,
you can choose designs, colours and featured products as well as select which
suppliers you want to include. All websites carry full product information down to
quantity breaks, extra costs and dimensions making it easy for your customers to
choose their ideal gift to suit their budget.
A
C
B
D
To help you always be ready to provide the very best service to your customers and
prospects we also give you a free Virtual Catalogue that is identical in every way to
your printed version, even down to the cover with your details on. Perfect for
prospecting, you can easily send a link to anyone that with a single click has them
browsing through the catalogue, and best of all, when they see a product that they
like, they click and are instantly taken to that product in your website.
The Spectrum 2010 marketing package has everything you need to grow
your sales and increase your profits, to take the first step just call or email
with your choice of cover and we will do the rest.
Choice of 4 catalogue covers
0
£
easy as 1,2,3...
NO
JO
FEE ININ
! G
Everything
you need to
be successful:
3
✔ 160+ Page
Catalogue
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Advertisement Feature
Escha claims to have the one
of the most extensive range of
injection moulded products in
Europe.
Escha - World of Promotion
The Allround Specialists
Around 1,500 items in their catalogue, their own offices in China, more than 30 years
of experience in the import business and a comprehensive range of injection-moulded
products - this is what Escha, the Baden-Württemberg-based company, represents.
■■Founded in 1970 by Edith Schaudt, the
company initially only imported cigarette
lighters and watches; from 1973 other
products slowly began to be added to this
list.
“At that stage, we had never imported
from China”, recalls Reiner Schaudt, who
manages ESCHA GmbH as the sole Managing Director, since his wife, Edith, retired
in 2008.
“The first contacts we had were with Japan, Korea, Taiwan, and Hong Kong. It was
only after 1980 that we began to import
from China.”
Pioneering times – for Escha, the promotional items sector, and the import
business.
“At that time, imports from China were
Reiner Schaudt: “We are all-rounders! We
have more than 1,500 items in our current
catalogue – that speaks for itself.”
really adventurous - we never knew when
the ship and the goods would arrive.”
Full range
Since then, times have changed in China
too.
Decades of experience have turned Escha into a truly professional import outfit.
Since 1994, the company has had its own
offices in Shanghai and Nanjing, which
simplifies logistics and creates reliability in
terms of product quality and adherence to
deadlines.
The initial core business of watches and
lighters has expanded to a full range.
Schaudt says: “We are all-rounders! We
Escha’s own offices in China create
reliability in terms of product quality and
adherence to deadlines.
have more than 1,500 items in our current
catalogue – that speaks for itself.
“Our range extends from toys to office
equipment, from umbrellas to rucksacks.
“Thanks to our close contact with the
manufacturers in China, Escha is able to
produce individual custom-made products,
adapted to the customer’s requirements.”
Injection moulding and
centrifugal casting
Since the year 2000, Escha has established
another business segment: plastic injection moulding and centrifugal casting from
EU production.
This work was initially done in coopera-
Advertisement Feature
The company’s own injection moulding
foundry in the Czech Republic completes
the company’s injection moulding and
centrifugal casting programme.
tion with partner companies but is now completed in the company’s own injection moulding foundry in the Czech Republic.
“Anyone who has the injection moulding done in Europe is, of
course, much faster, more flexible, and can guarantee a higher
quality. European products are of a higher quality than Chinese
products, particularly in the area of centrifugal casting,” says
Schaudt.
During centrifugal casting, the casting mould rotates at high
speed, like a centrifuge so that the liquid plastic lies against the
walls of the mould from the inside and forms a hollow space.
Thus, stable yet delicate results are achieved.
Escha has all the tools manufactured itself. It claims to have one
of the most extensive ranges in Europe.
“We offer 200 different savings boxes alone,” says Schaudt.
Full service competence
Escha currently employs 40 people. The headquarters in Staig is
the Logistics and Full Service Centre of the Company.
A high bay warehouse provides space for 9,000 Euro pallets.
Here, Escha keeps a large proportion of the products from the
range constantly available for its customers.
Punctually finished with a promotional label on the customer’s
request, Escha assembles, packages and sends the products, and
also does this on behalf of the customer.
“Full service is one of the areas that we would like to expand
and accelerate in the future,” announces Schaudt, “in the virtual
division too: we create internet shopping systems and look after
these so that commercial partners have a professionally-designed
website at their disposal quickly and simply.
“We will strategically expand the export business that has significantly grown in recent years and continue to push this forward.
“We are looking for additional fixed partners throughout Europe. Regardless of whether our customers are in Germany or
abroad, we place great value on long-term, co-operative business
relationships with our existing and future partners that are positive
for all those involved.”
www.escha.com
The headquarters in Staig is the Logistics
and Full Service Centre of the Company.
A high bay warehouse provides space for
9,000 Euro pallets.
Regulars
Ask the right questions – and
be sure to get a straight answer
Regular readers will know I’ve harped on
about “re-useable” and “recyclable” in the
past.
Having recently returned from China on a factfinding trip, my worst fears have been realised. For
those that missed my previous rants, I take great
exception to people claiming an item is “eco” just
because it can be re-used or is recyclable.
More worryingly, though, it appears buyers
are not only being duped by spurious marketing
claims, they are also being misled by product manufacturers and suppliers about the provenance of
the materials used. Importers keen to get on the
bandwagon are also happy to take at face value
what they are being told by producers in the Far
East.
Some, I fear, are adopting a policy of don’t ask
too many questions and you’ll be told what you
want to hear. Accordingly, these products are appearing with alarming regularity in the UK market.
On many occasions in China, I asked agents,
factories and re-sellers (after all, who knows what
they really are?) about a particular cardboard notebook and pen with wooden clip widely available
in the UK.
On each occasion, the first time I asked, I was
told they were recycled. The second time I asked,
they were confirmed as recycled – sometimes the
plastic in the pen was even biodegradable or recycled.
On the third time of asking, I’d be told it could
be recycled.
It was only at this point that they would acknowledge the pen was made from new paper
Green Day
Evan Lewis
and could be recycled and that’s what made it
eco-friendly.
Varying degrees of claims on the paper in the
notepad were suggested, but none could be guaranteed nor proof provided.
On several occasions, I was shown catalogues of
“eco bags” that were “good for the environment”.
On closer inspection, the bags were nylon, nonwoven PP or polyester but not made from recycled
or biodegradable materials at all.
When quizzed, the response was generally
that they were green because the user no longer
needed disposable plastic bags and as they were
re-useable, they were marketed under the “eco”
banner.
The same story played out time and again. Electronics, writing instruments, desktop items, umbrellas – you name it, they were being marketed
under a green banner and passed off as being
good for the environment.
Of course, it’s a generalisation and there are
suppliers in the Far East who are on the ball and
have certification for all the materials they use.
They are delighted to provide that proof and can
do so quickly and easily.
There are products that have been manufactured, and the production scrutinised closely and
carry all the certification, only then to be ripped off
with less care for the environment by unscrupulous manufacturers.
There are innocent parties in the middle of this
complicated web who are trying to do the right
thing and may not know they are buying copies
or imitations.
Whether you are dealing with a factory or agent
direct, or an importer in the UK or Europe, you
must ask for certification.
Don’t just ask if it’s eco-friendly and then accept that as proof – just because something looks
brown and recycled doesn’t mean it is.
Once you have established the material used,
also double check their ethical policies.
For further information on ethical practices, the
Ethical Trading Initiative’s nine-point Base Code is
a great place to start. See www.ethicaltrade.org for
details.
Celebration for second crop of graduates
The bpma held its second Academy graduation
xeremony at the House of Commons in November,
with 35 guests attending the special occasion.
John Greenway MP presented 20 students with
their certificates alongside Adrian Ferrandm the
bpma’s Director of Education, and Gordon Glenister, Director General of the trade body.
Academy student Beth Coleman, of Hambleside Business Gifts, said: “It was wonderful to see
my fellow graduates at the House of Commons
and find out how well everyone has done.
“It was clear the course had been challenging,
but valuable and very enjoyable for everyone who
took part.
“Personally, it was hugely satisfying to achieve
a distinction and be recognised in such a great
venue and by so many of my peers from within
the industry.” The Academy Certificate in Promotional Merchandise was launched by the bpma in 2008.
The association says it underlines its ongoing
commitment to drive best practice through staff
development, ensuring quality of service to clients
is maintained to the highest possible standard.
Another academy student, Allison Holland of
Brightkidz, said: “This course can help you to be-
66
come more knowledgeable, confident and professional in your work within the promotional products industry..”
Adrian Ferrand added: “As the industry starts to
recover from the recession, companies must invest
for the future – and the greatest single investment
they can make is in the quality of their people.
“After all, they’re the ones who make things
happen. Enhancing the skills and training of staff
through the academy gives extra reassurance to all
of our customers.
“Judging from the quality of this year’s Academy
graduates, the future of the industry will be in safe
hands.”
Regulars
Taches cut quite
a dash to boost
charity’s coffers
Let’s hope we’re on
the road to recovery
The brave chaps of Fluid Branding agreed
to down razors for a month, pop pride in the
bathroom cabinet and partake in the dubious art
of moustache growing – all in a good cause, of
course.
So what will 2010 bring – more doom and
gloom or a steady return to recovery?
The virile team of top-lip warriors brought some
Magnum PI-style panache to the South West promotions industry when they took part in Movember.
The event – which, as the name suggests actually takes place during November – raises awareness and all-important cash for The Prostate Cancer Charity/
Fluid team captain Matt Franks told PPD: “We
were all pretty nervous, to be honest.
“You can do all the mental and physical preparations in the world but you just don’t know how
your body will cope.” Well, quite.
The team were also concerned about the risk of
increased female attention, and the many dangers
and distractions this can pastime can present.
Hopefully, by the time you read this, those
taches will be just a horrible memory – but you
can still donate money by visiting fluidbranding.
com/movember.
Let’s hope for the latter. I am a bit more confident, if only because I haven’t seen Robert Peston
on the telly for a while.
According to a story I read in the Financial Times,
since the credit crunch, companies that attend corporate hospitality days such as Cheltenham and
Wimbledon have been giving out unbranded merchandise. Gone are the events where the corporate boxes have in-your-face branding on everything from the sign on the door to the napkins on
the table. Is this just a flash in the pan due to the
recession or are we moving into new territory on
how companies promote themselves? We’ll see.
Whatever happens, it will be an interesting year,
with the start of a new decade, a World Cup and a
General Election and not forgetting the Trade Only
National Show.
I will attending both days at the exhibition and
also the dinner. I am told there is a surprise act
this year – I’ve had a £10 bet on Britney Spears
with Stan Boardman supporting. I look forward to
seeing you all at the show – but just a note to
all you suppliers. I do get rather peckish walking
around the exhibition and the odd snack, sand-
Another Angle
Richard Belcher
wich is always welcome. There are always awards
at the show but I have my own – best lunch, best
snack and most flirtatious female on stand.
By the way, did you hear about the man who
was made redundant from working on the dodgem cars? He sued for funfair dismissal.
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67
Regulars
In this issue of PPD, we
bring together two of our
regular columnists,
Melissa Chevin and Paul
Rose, in a special feature
to discuss the relationship
between supplier
and distributor
Suppliers are from Mars, Distributors are from
Venus! We are inextricably linked as a result
of our combined objectives and goals.
Most of the time this works. However, occasionally the relationship between supplier and distributor may be characterised by confusion, misunderstanding and frustration on both sides.
Questions arise, such as:
■■Why can’t all suppliers understand the commercial imperative?
■■Why don’t some distributors provide feedback on large orders that don’t convert?
■■How can suppliers and distributors be
brought into closer and more profitable alignment?
In a bid to discuss these issues, and explore
whether the Mars-Venus divide really is prevalent
within the promotional marketing discipline, we
brought together Paul Rose (Merchandise Mania)
and Melissa Chevin (Senator) – with a combined
15 years of industry experience between them –
to debate some industry-wide topics.
Our discussions focus on the synergies that exist within our working practices, how this benefits
the industry at large and the brands we represent.
Which ‘best practice’ activities stand out
from both a supplier and distributor perspective?
Paul: You know, there was something that happened after the article I wrote in issue 14.
Just so you don’t go reaching for the back catalogue that you keep in your drawer, that’s the one
where I slated all junk email campaigns.
What happened was that several suppliers called
me and thanked me for expressing my opinion.
They felt that it presented them with a real opportunity to address the way in which they were
communicating with distributors, and some of
them actually did take action.
But here’s the thing that sticks in my throat (and
you knew it was coming didn’t you?): I have been
in this business for nearly eight years and time and
again, I am asked by certain suppliers what they
can do to get more business from us.
Yet, armed with this knowledge, they choose to
carry on just as they always have done before!
Seriously, how is it that there are some suppliers
out there who don’t know what we want? We are
your customers, after all.
How can you be amazed at these incredible
pearls of wisdom that I’m sharing?
There’s nothing clever here – it’s basic common
sense. You have at your disposal the greatest cliché in the selling world – asking us “how can we
help you?” will give you everything you need to
know.
So, in answer to your question, our best relationships are formed with those suppliers who are
68
Melissa Chevin
Paul Rose
Work together
to break down
those barriers
seen to really listen to what we have to say, and
then take action.
Melissa: From a supplier’s perspective, communication is the crux of the matter too, but with
more emphasis on the feedback side of things.
For example, we appreciate the sheer volume
of information that you as distributors are required
to submit for large tender applications: juggling
data from a raft of suppliers, presenting rationales,
critical paths, pricing, samples etc, and I commend
the distributors who do feedback with a full and
frank rationale as to why the tender was a success
or, on occasion, not.
You talk about the necessity for some suppliers to listen – similarly, distributor feedback is essential.
If we weren’t successful, understanding the
reasons as to why helps us to prepare more adequately in the future, supporting you better in the
process.
So, for those suppliers out there who want to
establish a more structured approach to gaining
feedback, what would you recommend?
Paul: Of course feedback is important, but
there are a number of suppliers who ask for it either too early or far too late and there are steps
that you can take to ensure that you’re making the
most of the feedback in question.
First, take a look back over your records and see
how long, on average, it took before your quote
got a firm answer of an order or a rejection.
It needn’t be an exact science but you’ll certainly
get a feel for it.
Second, diarise when you’ll call us back to follow up on your quote, and then stick to that date.
If, when we call you, we let you know that our
client needs more time to make a decision, find
out just how much more time we are talking about
here.
Seriously, don’t call us six months down the
line and open with “just wondering whatever happened to that quote” – that’s just a waste of time
for both of us.
Third – and this is crucial – ask better questions.
It is quite possible that we may well have come
to more than one supplier for a quote, so find out
what you can do to put yourselves first.
You see, it would be lovely for us to go back to
each of you and let you know that someone else
has given us a better price, but we simply don’t
have time for it. It seems that there is a massive assumption on the part of some suppliers that they
will be the only people that we went to.
This may well be true if our own customers
Paul: ‘Our best relationships are formed with
those suppliers who listen to what we say’
Regulars
Melissa: ‘It is imperative that there is supply
chain visibility and certifications are qualified’
want to look at a specific brand but if we want, say,
a cotton shopper, there are an awful lot of people
that we can go to, and believe me when I tell you
that we will!
If you could head up the industry’s trade
association, what key issue would focus
on?
Melissa: That is a relatively simple question for
me to answer, given the fact that the formative part
of my career was spent as a brand manager.
Education, education, education.
This would undoubtedly form the centerpiece
of my strategy.
Although the tide is now changing, at the time
I wasn’t fully aware that promotional merchandise
was such an effective part of the marketing mix – I
viewed it as a bolt-on activity.
I wasn’t aware, for example. how much value
it could add to my campaigns, how targeted and
measurable it was and how successfully it could
help deliver key messages to my target audience.
My focus would therefore be on end-user education, further elevating the credibility of the discipline.
Paul: I couldn’t agree more. If we don’t educate
our customers on the true power of promotional
merchandise, then we simply become peddlers
of swag, as opposed to marketing consultants –
which is how we should be viewed.
Both supplier, distributor and trade association
should work together to bring about a change in
perception on the part of the end user, where it’s
not so difficult for them to see the true value in
working with the best companies.
But I do wonder about the true value of being a
member of a trade association when it comes to
securing more business.
In the eight years that I have been doing this,
I have always made a point of asking customers
what was important to them when sourcing a partner like us.
The answers are pretty typical – price, quality of
product, good lead times, creativity.
But at no point has anyone asked if we were
members of a trade association.
them to make things right.
Anyone who knows me knows that I can kick up
a mighty big fuss before I feel the need to go and
report that company to some higher power.
Ultimately, these suppliers are looking to get
talked about within the distributors’ inner circle –
and not in a bad way.
A poor reputation will follow them around like
a bad smell and they will end up losing money,
which is so much more painful than not being a
member of a trade association.
Melissa: Would you buy a holiday from a nonaccredited travel agent?
Paul: Sorry, what’s a holiday? Seriously, though,
folks – no, I wouldn’t do that but that’s because
that sort of accreditation acts as a form of insurance policy for me.
If that company goes under while I’m away, I
know that I am going to be able to get home without it costing me a fortune.
It’s a similar situation for the CORGI registered
plumber working on my boiler.
Being CORGI-registered is his or her way of letting me know that they take the responsibility very
seriously, hence there is a much smaller risk that
they will blow my house up.
Buying merchandise just doesn’t carry that great
a risk.
The worst case scenario is that the customer’s
goods don’t show up in time for an event and they
therefore cannot use them.
Sure, it’s inconvenient but no one’s spending
the night on a camp bed at their mum’s house
are they?
Melissa: There is a real safety consideration
here too.
The effect on the brand can be catastrophic if
Paul: Well, more fool them – and by them I
mean the distributor.
If the MD of a household name called me to
source a variety of products, I’d make a point of
working with people that I know and trust.
None the less, if the items they want come
from new suppliers, then it’s my responsibility to
ask about the factory’s ethical policies and safety
records.
The fact is that the biggest brands out there
won’t even consider a piece of merchandise without all of these background checks.
It’s not a case of political correctness gone mad
– it’s health and safety at it’s highest level and we
need to respect that.
Melissa: Talking of regulation, in my opinion,
informing end-users should be a key function of
the educational program set out by our trade association.
Paul: Yes, any trade association should position
itself as an information provider to the end user,
which would force them to take a much greater
interest in the people like us who are providing the
products in the first place.
I would have no issue pointing any of my customers to a trade association website and letting
them know that we have ticked all of the boxes.
You’ll remember, I said that one of the key elements in any customer’s choice to work with us
is peace of mind and this would go a long way
towards helping them know that they can trust us.
Melissa: Isn’t that the issue? As consumers, for
example, we have CORGI, ABTA, ATOL accreditations but there is nothing that the promotional
merchandise buyer is aware of that they can fall
back on.
Is it not important for them and their brand to
have some kind of recompense, accountability,
piece of mind?
Paul: It can make a difference when pitching
larger tenders.
We ourselves are ISO9001 and it does help to
be able to tick that box, as indeed it would to mention all of our other associations.
However, I don’t really feel that if I buy from a
non-associated supplier that I don’t have any recall.
If they mess up my order, the buck stops with
the merchandise does not meet standard safety
regulations.
Anecdotal evidence from our own discipline has
seen a number of product returns due to the discovery of safety issues.
History has taught us that even big brands are
not immune.
Take for example, Cadbury-Schweppes who announced that there had been a salmonella scare
in their products, causing millions of chocolate
bars from stores across the UK and Ireland to be
recalled.
In April 2007, Nestle voluntarily recalled its Caramel Kit Kat Chunky bars, due to pieces of hard
plastic being found in the chocolate.
To this end, it is imperative that there is supply
chain visibility and that certifications can be genuinely qualified.
Sedex accreditation, for example, illustrates that
the member organisation is committed to continuous improvement of the ethical performance of
their supply chains.
REACH regulates the use of chemicals in manufacturing to protect human health and the environment, and the Business Social Compliance Initiative
(BSCI) demonstrates the businesses commitment
to the improvement of social compliance in the
global supply chain.
In the case of pens for example, if it transpires
that they were sourced from a non-credible plant
(toxic plastics, carcinogenic inks, removable parts,
not in accordance with child safety regulations),
the safety of the recipients and the reputation of
the brand is at stake.
Are suppliers and distributors really from a
different planet, like the men and women
in the bestselling book by John Gray?
Both: Distributors listening to suppliers, suppliers listening to distributors and the trade association listening to everyone – so essentially, we
would be talking the same language.
Not so different after all!
69
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Features
Mouse has the balls to make us
forget rather dodgy predecessor
If you bought an Apple computer
in the past four years, I’m pretty
confident you’re loving using it
– with one exception.
And that exception
would be the very much
inappropriately
named
Mighty Mouse.
This mouse, for those not
in the know, was the first such
device from Apple ever to boast a
scrolling device on board, for moving
deftly around long web pages and
suchlike.
Up until its advent, Apple mousers
were presented with a blank, white
canvas which could only move the
pointer and click.
And the Mighty Mouse looked
such an elegant solution to the task.
Instead of the huge scroll wheels disfiguring the faces of lesser mice, the
Mighty instead sported a tiny, nipplelike trackball.
Perfect, yes? Well, no, actually.
Beneath this beautiful face lurked a
darkness.
A darkness called dirty balls.
To put it more simply (and with
rather less tired innuendo), over
time the trackball picked up grease
and gunk off the user’s finger.
This would eventually overcome
the delicate mechanism and the
trackball would no longer track nor
scroll.
Oh sure, you could resuscitate
them for a while by dint of vigorous
scrubbing of the ball, but eventually
the mice stopped working.
Kaput.
For a company which lives or dies
by its design values, this was an unacceptable failure.
So much for Mighty Mouse. Say
hello to his successor, Magic Mouse.
Apple launched the Magic Mouse
at the same time as its new range of
Apple has made
the iMac range
bigger and better
Nearly all of us use one every day, so it’s
difficult to get excited about a computer
mouse, yes? No, says PPD Editor Aidan
Goldstraw, who explains why Mac users
will want to grab the latest bit of design
Magic from Apple with both hands
iMacs (which are also quite tasty, by
the way) and it now comes standard
with every Mac.
But for those of us already geared
up, you can buy one separately for
£55.
For that price, it better be good.
And it is.
The first thing to say is that the
Magic Mouse is entirely wireless, unlike its predecessor where Bluetooth
was only an option.
And at first glance, it would appear
to be a retrograde step. Where’s the
trackball?
The answer is that Apple have taken the technology from their latest
generation of laptop trackpads and
put it aboard a mouse.
So, to scroll down a webpage,
one simply runs a finger down the
mouse’s “spine”.
This “multi-touch area” covers the
top surface of the Magic Mouse, and
the mouse itself is the button.
It only clicks in one motion, but
can still tell whether you’re left or
right-clicking.
Clever stuff.
But the fun doesn’t end there. Apple has translated a range of gestures
from its trackpad technology as well.
So you can scroll left and right in
the same way, by just running a finger horizontally across the mouse’s
top surface.
Hold down the control key, and
the “vertical” motion now zooms the
screen magnification.
Swipe left or right using two fingers (yes, the mouse can tell how
many you’re using!) and you can
go backwards or forwards through
web pages or, for example, browse
through your pictures in iPhoto.
The mouse features a compre-
Time to expand your horizons
The Magic Mouse was launched at
the same time as Apple announced a
significant upgrade to its popular all-inone line of iMac computers.
Perhaps most noticeable was a
racheting-up of screen space, with the
available display sizes up from 20in
and 24in to 21.5 and a whopping
27in respectively.
This makes the new iMacs extremely suitable for even high-end
design work, and image, video and
audio editing, all of which traditionally
eat up screen space.
72
hensive new control panel (which
upgrading users will have to download via Software Update – don’t
worry, this is effortless) which also
enables you to swap the mouse to
left-handed operation should you so
wish.
So much for the theory - how
does it feel in practice?
The first thing you notice when
taking it out of the box is just how
low-profile this new mouse is – your
fingers all rest on the desk, covering
the mouse with your hand.
One immediate side benefit of this
feel is the absolute minimising of any
potential carpal tunnel problems.
The gestures take a little bit of
practice to begin with but soon become second nature and it wasn’t
long before I was scrolling, flipping
between pages and zoooming in
and out with the best of them.
Straight out of the box (which, like
most Apple packaging, is a design triumph in itself) the top surface has
slightly more resistance to swiping
than you might at first think.
In this case, and unlike its predecessor, a little finger oil actually
helps rather than hinders, as scrolling
seems smoother once you’ve been
using it for a few days.
The Magic Mouse feels wonderful
in your hand, almost a natural extension of your fingers, and it’s already
earned its keep doing some high
octane mousing while working with
Photoshop and InDesign.
It’s not a cheap mouse, but it does
its job probably better than any other
rival candidate. And like everything
else Apple produces, it has a “cool
factor” on your desk.
And what’s best of all? Say goodbye to dirty balls! Ahem, yes...
For more, visit apple.com/uk/
magicmouse
Even if you think you’ll only ever
want to browse the web and maybe
write a few Word documents, it’s
amazingly convenient to be able to
see all your work laid out at one time,
rather than clicking through various layers of windows.
The biggest screen also features a
higher HD resolution of 1920x1080
pixels, as well as a technology called
in-plane switching or IPS. Simply put,
it means that the display looks good
over a much wider range of angles
than a conventional LCD screen.
Regulars
At the start of each new year, many of us
resolve to get fitter, give up vices and get a
better work-life balance.
While these are all noble resolutions, they generally go out the window before the end of the
month.
This year, why not make different changes that
are based around your business and general practices?
Are you speaking to suppliers who can offer you
quality products and good customer service, as
well as competitive pricing?
You shouldn’t have to compromise on customer
service or product quality in order to get prices that
meet your clients’ budget and now is the best time
to start looking around.
The Trade Only National Show 2010 offers an
impressive range of suppliers with diverse products and they want your business!
Instead of catching up with old friends, make
a point of speaking to new suppliers who could
become new friends.
Do your processes maximise your staff’s productivity, enabling them to respond to your customers
needs quickly and ultimately win more business?
Gone are the days when you could bombard
your clients with lots of samples in the hope that
one is going to grab their attention.
In today’s market, buyers are more productsavvy and you have to make sure you ask the right
questions when taking the brief, in order to give
them the right product selection.
This may be obvious to most, but it is easy to
forget to ask for details of quantity and budget
Making a resolution
that’s easier to keep
Information Is Power
Nella Foulds
when your client is describing in detail the event
theme and type of delegate attending their event.
Once you have your brief, how do you go about
collating ideas and presenting them to your customer? When I first started working in this industry,
it was common practice to trawl through dozens of
brochures, but in recent years the rise of product
database websites has given us access to thousands of products at the click of a mouse.
Once you have found the products, you want
your customers to consider how you go about presenting the products. Tradeonlysearch.com has
packages available that enable you to make use
of its highly developed tools and even our budget
offering, Search Lite, gives you the ability to add
products to a professional-looking PDF, where you
can even include your logo.
Advanced Search will enhance your presentations, enabling you to produce a PDF of ideas with
comprehensive information, including the client’s
logo on the product, and it’s even possible to produce this while speaking to the client – it really is
that simple.
Tradeonlysearch.com has developed a range of
tools designed to save you time and make your
sales team more productive.
You no longer need the services of an expensive
designer to produce your product visuals; you can
easily produce these using the Brand on Demand
system or the Virtual Sampling tool. Even sample
requests and quote requests are made easy.
To see this for yourself, why not visit me on the
Trade Only stand (G30) and book a demonstration, where you can see these features in action
and then even trial the system.
Top accolade for Listawood
Award is another
reason to celebrate
TONS Staff at Listawood have been celebrating
F26 after being awarded a key Governmentbacked standards award.
Following an assessment by an independent body, the supplier was awarded BS EN ISO
9001:2008 certification.
The assessments were carried out by Alan Beale
for Certified International Systems. He is pictured
presentating the registration certification to Chris
Laker, Listawood’s Head of Commerce and Company Secretary
A spokesman for Listawood said: “The award
recognises our commitment to an exceptional
quality of service.
“With only three per cent of UK businesses
holding this certificate, Listawood are now at the
forefront of quality service and customer care.”
At the same time, Listawood was also presented
with standard BS EN ISO 14001:2004 certification
for its Environmental Management System and
OHAS 18001:2007, for Occupational Health and
Safety.
Mr Beale paid particular tribute to “the investment in people and training that enables Listawood
to provide an efficient service to their customers”.
Listawood’s Managing Director Alex Turner said:
“We are incredibly proud to have been presented
with these three awards. The certifications are a
credit to all the Listawood staff”
For more, see tradeonly.com/listawood
And there were even more reasons for celebrations at Listawood when the company was
awarded the Recognition Express Supplier of the
Year award.
Lawrence Bagley, Financial Director of Recognition Express, is pictured presenting the award to
Sales Director Sim Shalom, Mel Walker and Rebecca Raisbury of Listawood.
The presentation took place last month at Listawood’s Norfolk manufacturing facility.
Sim Shalom said: “We are extremely proud to
have won this award.
“We strive to offer our customers a service of
the highest standard and to have been presented
with this award is a real tribute to the Listawood
staff.”
73
Features
Circle of life never ends, as the
next contender chases a dream
Tell us the old, old story.
A story with which one
industry insider is
decidely fed up. Here, he
tries to answer that
enduring question: where
did it all go wrong?
As another top distributor goes bust, we
should perhaps reflect on how little has
changed in our industry over the last 20
years.
It appears that as distributors grow above a certain size, they develop fault lines that ultimately
lead to their decline.
It goes something like this. A successful, medium-sized distributor decides to go aggressively
for growth.
Large target customers are identified, particularly ones with fulfilment schemes. New, experienced and expensive sales staff are poached and
the company’s image gets a makeover – posh offices, new catalogue, funky website and heaps of
expensive advertising.
The sales people all have BMWs, Blackberrys,
liberal expense accounts and when they step on
an aircraft they always turn left.
There are flagpoles outside and Mercedes with
personal numbers. These days, the website will
also have a Twitter feed (whatever that is).
Sales increase rapidly, helped by regional acquisitions. Lavish city offices and showrooms with
prestigious addresses follow.
The trade press publishes flattering articles, plus
all the usual exciting news about new recruits,
growth, expansion and celebration.
There is a belief both within and outside the
company that they have developed a new formula
for success that has eluded traditional competitors.
The self-belief and arrogance grow rapidly in line
with sales turnover.
Industry dinners are an opportunity for largescale showing-off, with lots of braces and loud
laughter. Suppliers eager to please have voted
them “distributor of the year” and the award is accepted by the MD – modesty & humility are not
key features of the acceptance speech. The next
day, feeling at the top of his game, lauded by his
peers ad hung over, he orders a Bentley.
Articles appear in various publications, revealing
how the company is changing the way the promotional products industry works.
As a reward for the award, the same suppli-
ers are now squeezed for better prices, extended
credit and marketing contributions – all carefully
packaged as a “supplier Alliance”.
The scramble to join the gold rush becomes
unseemly, as suppliers decide that they mustn’t
miss out.
But behind the carefully crafted facade, there is
trouble in paradise.
It’s not such a fun place to work anymore. The
original, inspirational directors are not around so
much and are not engaged with the day-to-day
running of the business.
They spend lots of time with financiers, away at
their Spanish homes and enjoying new hobbies
such as opening restaurants or flying helicopters.
A shockwave hits the staff when the sales manager suddenly leaves, taking a senior sales guy and
three major clients.
To boost flagging morale, a lavish party is quickly
arranged and there follows a boozy bonding session, just like the old days. The new employees
are convinced – but some of the old hands are
not so sure.
Meanwhile, a couple of major contracts are up
for renewal, but the old magic is gone and they
are lost.
Pressure is applied to the sales team to get
sales volume at almost any price. The whole business plan is built on sales growth which will keep
lenders and suppliers happy. With a sales group focused purely on gross sales revenue and no regard
for profitability, problems are ahead.
As sales growth stalls and gross margins are
squeezed, there is increasing pressure on cashflow. Major suppliers are called in for a “blue sky”
pep talk about the rosy future and asked for even
longer to pay.
Some of the old hands are getting nervous and
are in good company with the debt insurers, who
have seen debtor days extending.
‘As sales growth stalls and gross margins are squeezed,
there is increasing pressure on cashflow. Major suppliers are
called in for a blue sky pep talk about the rosy future.’
74
When the overdue results for the previous year
are finally out, the credit rating is downgraded.
Suppliers start to insist on old debts being cleared
before shipment of new orders and service levels
start to fall.
The sales team are getting a hard time from their
clients about late deliveries and product shortages.
Out of the blue, new suppliers are approached for
quotes and orders.
Unaware of the situation with competing suppliers, they happily start business they had only
previously dreamed of. How soon that dream will
become a nightmare!
The bank is getting concerned. None of the
budgets and targets given to them for 18 months
have been met and the overdraft has increased
steadily.
The balance sheet is a mess and the bank has
asked an appointed accountant to report on the
company’s prospects.
The recommendation is that the company cuts
costs rapidly – an office is closed and there are
redundancies.
Rumours begin to circulate both within the trade
and also outside, as major clients are being told of
problems by competitors and disaffected staff.
The directors seek advice and explore the options – these range from walking away on the
day receivers are appointed, trying a CVA or other
standstill agreement with creditors, transferring assets to family members prior to a “phoenix company” emergence, or the wonderful, new so-called
pre-pack administration.
How marvellous this sounds. By prior agreement with a liquidator, you can end the existing
business and buy the assets at a knock-down price
before anyone else has an opportunity to negotiate for the remains of the company. Lovely.
The end finally comes when the only people
who cannot be given the usual bull about how
it’s all OK pull the plug – it does not pay to break
promises and bounce cheques on HMRC (PAYE
and VAT).
So it’s all over. Suppliers are badly hurt – but
will probably still deal with the phoenix company,
and distributors all race to pick up the stranded
customers.
But out there is another successful, mediumsized distributor who reckons they know where the
failed company went wrong. And so, here we go
again...
Name and address supplied
Get if off your chest!
Is there an industry issue which is affecting your
business or just generally raising your hackles?
PPD can offer you a platform for your views.
Normally, we would ask that you put your name
to your opinions.
However occasionally, and at our discretion, we
may offer the opportunity to remain anonymous if
there are genuine reasons of sensitivity etc. Please
send your submissions to [email protected]
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Link direct to our
non-branded website
Stressplanet is part of Biblio Products Ltd,
Seymour House, The Broadway, High Street,
CHESHAM, Bucks HP5 1EG, UK.
Feature: Stress Products
Squeezing an opportunity out
of versatile and popular choice
According to Wikipedia, “a stress ball is a
malleable toy, usually not more than 7cm in
diameter. It is squeezed in the hand and manipulated by the fingers, ostensibly to either
help relieve stress and muscle tension or to
exercise the muscles of the hand”.
Full colour option sees
big surge in demand
TONS SPS is now offering the option of full
H10 colour transfer printing on its range of
stress items.
The Blackpool-based supplier says that this innovation has seen a huge response from distributors, whose customers can now have images from
single to full colour overprinted onto the stress
items to give them added impact.
SPS has a large stock holding with quick lead
times and promise competitive prices to match.
Free samples are also available.
For more, visit tradeonly.com/sps
However, when is a ball not a ball?
There are many types of stress balls. Many are a
closed-cell polyurethane foam rubber, but a number of different types of “memory” foam are now
used.
Basically, that reflects the texture and its sqeezaiblity as well as the time it takes the stress ball to
return to its natural shape, from whence it has
been squeezed.
Stress balls are generally manufactured by injection moulding.
The resulting chemical reaction creates carbon
dioxide bubbles as a byproduct, which in turn creates the foam.
Despite the name, many stress balls are not
spherical, especially in our marketplace.
Many stress products are moulded in a huge
and ever-increasing variety of shapes, styles objects and designs and are printed either directly or
by transfer printing with logos. Bespoke options
are increasingly possible.
So once again, a promotional product has
evolved from an item that started out as a serious
medical item to help with such clinical conditions
as Repetitive Strain Injury (RSI) and Carpal Tunnel
Syndrome.
Indeed, it is almost certainly now one of the top
ten promotional products purchased.
So, what’s your favourite squeeze?
A rainbow of options
TONS Customers sourcing their products from
M18 Stress Planet are spoilt for choice when
it comes to colours – the company offers
nine different hues in its 70mm ball range.
The company has recently taken the decision
to hold UK stock in the most popular lines, so it
can offer what it describes as “ridiculously short”
lead times.
For one or two-colour balls, Stress Planet offers a
24 or 48-hour turnaround from artwork approval,
Three or full colour transfer print is available
within 12-15 working days on all stock items from
artwork approval.
More at tradeonly.com/stressplanet
Upturn ahead but it will still
be tough, EEF survey warns
UK promotional product manufacturers should
be seeing an upturn in business soon, according to
the Engineering Employers Federation (EEF).
Conditions in the UK’s manufacturing sector
continued to improve in the final quarter of 2009
but signs for a strong rebound in 2010 remain
elusive according to a major survey released by
the EEF, the manufacturers’ organisation, and BDO
LLP.
The fourth quarter survey confirms that the
worst of the downturn is behind the sector and
the weak pound and recovering world markets are
beginning to have a positive impact.
But confidence across manufacturing remains
fragile, as companies anticipate other obstacles
on the road out of recession, such as increased
exchange rate volatility and potential supply chain
risks.
EEF also warned that given the experience of
previous recessions, when investment took some
three to four years to recover, the steep cutbacks
76
seen during the current downturn present a significant threat to industry’s longer term competitiveness.
EEF Chief Economist Lee Hopley said: “Whilst
conditions are continuing to improve on the back
of recovering world markets and a weaker currency,
there is little to suggest that we are in for anything
other than a long, slow haul out of recovery.
“Manufacturers have been grappling with extremely difficult trading conditions for more than a
year now, but we’re not out of the woods yet.
“Cutbacks in investment remain of particular
concern. Whilst the need to address the public
finances in the long term is urgent, this must be
balanced with the need to continue with supportive measures underpinning a productive sector of
the economy.”
Tom Lawton, Head of Manufacturing at BDO
LLP, said: “Whilst it is pleasing to see that conditions in the sector have stabilised, manufacturers
still face a challenging year ahead.”
News in brief
SPARK SHARE: Dublin-based distributor Spark
Promotions has announced that Ciaran Doran and
Brian Flanagan (who runs the UK operation) have
purchased the shares of Brian Larkin and are now
the joint 50:50 owners.
Spark also has offices at Chiswick in London,
and in Germany, Poland, Ukraine, Hungary and
Slovenia. It specialises in providing promotional
merchandise to the pharmaceutical, beverage,
FMCG and telecommunications industries.
FINAL BOW: CMC finally went into administration, a full three weeks after ceasing trading. The
directors had originally requested for the company
to be placed into voluntary liquidation but the
company’s principal secured creditor, Bibby Financial Services Ltd, became concerned and representatives of Begbies Traynor were appointed as
administrators.
Strangely, Edward Symmons was instructed to
sell the order book and assets prior to this administration announcement. The closing date for offers
was October 14, but no announcements have yet
been made as to any successful buyer, as far as
PPD is aware.
STRESSED?
NOT ANYMORE when you see how low our prices are and all the support
being given to drive your stress away!
• New ‘end user’ brochure available by calling the office.
• Lead times 3-4 weeks from artwork approval.
• Bespoke shapes - MOQ 500 pcs.
• Customised colours or pantone matching MOQ 500 pcs FREE!
Please call our sales team for further details.
01628 850202
Bourne Park, Cores End Road, Bourne End, Bucks, SL8 5AS
Tel: 01628 850202 Fax: 01628 851122
[email protected] www.bizz-badge.co.uk
www.promo-4u.co.uk www.stressproducts.co.uk www.executivekeyrings.co.uk
Tittle Tattle
Is King Gino ready to serve up
a new career in promotions?
Things have been looking up for celebrity
chef Gino D’Acampo in the last 12 months.
Not only has he been crowned King of the
Jungle, but Gino has had recent exposure to the
tough world of the business gift industry – which
no doubt set him in good stead for his sojurn in
Australia.
Gino, aged 33, admits he is used to taking
charge in every area of life.
He says he has always felt a natural leader and
hoped that fellow celebs would see him in that
light.
“I am a bit of a control freak,” he says.
“I have always been a leader. In my business,
my restaurant, my family, with friends – I have always been the leader.”
And if one thing puts Gino in a really foul mood,
it’s a lack of shut-eye.
“If I do not sleep well, that really annoys me –
and you are going to have a bad day. I don’t mind
if I don’t eat, but I do mind if I don’t sleep.”
Gino will surely be looking for a new challenge
on his return to the UK – D’Acampo Promotions
has a certain ring to it, don’t you think?
King of promotions? Gino D’Acampo gets friendly with Angela Mallory and Jo Varley.
■■Hallowe’en may now seem several hangovers away, but Tittle Tattle couldn’t
resist sharing this candid shot with you. For the spookiest night of the year,
Grant Morgan of the Louis Kennedy Partnership managed to persuade his
nearest and dearest into transforming the Morgan family into the Addams
Family. Pictured ready to scare the life out of anybody are, from left, Gomez
Addams (Grant Morgan) Morticia Addams (Emma Morgan), Lurch (Joshua
Morgan), Wednesday (Charlotte Morgan), Cousin It (Sam Morgan) and Uncle
Fester (Jack Morgan). Thing, as ever, was played by Himself. Grant omits to
say who played the theme tune on the family harpsichord.
HOT: TONS 2010
NOT: Resignations
IN: Waxing
OUT: Green balloons
COLOUR: Yellow (of course!)
OBJECTS: Candelabra and
Gerberas
78
STOP PRESS:
Jim the Pigeon is
a proud dad. He
renewed his liaison
with fancy white
dove Blanche and
the fruits of his loins
already know how to
beg for peanuts. See
next issue of PPD
for pictures!
Be very afraid – duo may
be drawn into pop world
Now, we’re sorry, but the Morgan
family snap is not the only scary picture in this issue of Tittle Tattle.
In fact, those of you who chose to
expose themselves to The X Factor at
the end of last year will find this even
more frightening. After Jedward,
meet Stevstopher.
It really is shocking what people
will do for a vote in the Sourcing City
annual poll.
Steve and Christopher of BH1 Promotions decided that if one annoying
duo could almost go the distance in
the nation’s favourite pop show, why
shouldn’t they... oh hang on, that’s
not right, is it?
BH1 came third in the Small Distributor category of the awards in
2008 and hoped for big things last
time around.
“If we win,” the pair told prospective voters, “we can promise you one
thing – we won’t be singing”.
Unfortunately, they didn’t win. So,
horrific as it is to contemplate, does
this mean a single is on the way from
our dynamic duo?
Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: [email protected]
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
. . . . . .
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
BADGES
Pinbadge Ltd
www.pinbadge.com
01902 326460
BAGS
Adproducts.com
www.adproducts.com
0844 855 1760
BALLOONS
B-Loony Ltd
www.b-loony.com
01494 774376
BESPOKE CLOTHING
Fanela
www.fanela.co.uk
01530 517777
CALCUL ATORS
Adproducts.com
www.adproducts.com
0844 855 1760
CALENDARS
Brunel Trade Services
www.bruneltradeservices.com
0117 300 2244
CAPS
Headwear UK
www.headwear.com.au
01376 500772
CARRIER BAGS
Crazy Bags
www.crazybags.co.uk
01892 601330
.
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
.......................................................................................................
AWARDS
CERAMICS
Keramikos
www.keramikos.co.uk
01773 522000
. . . . . .
Promotional Ceramics Ltd
www.promotionalceramics.co.uk
01782 279957
. . . . . .
Listawood
www.listawood.com
01485 529100
CERAMICS MUGS
Promotional Ceramics Ltd
www.promotionalceramics.co.uk
01782 279957
CLOCKS
Adproducts.com
www.adproducts.com
0844 855 1760
CONFERENCE FOLDERS
The Leather Business
www.leather-business.co.uk
01299 252099
CONFERENCE PRODUCTS
Adproducts.com
www.adproducts.com
0844 855 1760
CRYSTAL
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
DIARIES
Castelli Diaries Ltd
www.castelli.co.uk
01892 612200
. . . . . .
Brunel Trade Services
www.bruneltradeservices.com
0117 300 2244
.
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
79
Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: [email protected]
Keramikos
www.keramikos.co.uk
01773 522000
. . . . . .
Promotional Ceramics Ltd
www.promotionalceramics.co.uk
01782 279957
DYE SUBLIMATION
Keramikos
www.keramikos.co.uk
01773 522000
ECO BAGS
Crazy Bags
www.crazybags.co.uk
01892 601330
ELECTRONICS
Adproducts.com
www.adproducts.com
0844 855 1760
EMBROIDERY
Paterson (Scotland) Ltd
www.patersongolf.com
0141 891 4242
. . . . . .
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
EXECUTIVE
Adproducts.com
www.adproducts.com
0844 855 1760
. . . . . .
The Leather Business
www.leather-business.co.uk
01299 252099
. . . . . .
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
FLAGS/BANNERS
Adproducts.com
www.adproducts.com
0844 855 1760
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
80
.......................................................................................................
DRINKING GLASSES
FLAGS/BANNERS
Paperflags
www.paperflags.co.uk
08451 256669
FRIDGE MAGNETS
Foremost Magnets
www.foremost-magnets.com
01993 849770
GL ASSWARE
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
GOLF PRODUCTS
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
. . . . . .
Glenmore Golf Products
www.glenmoregolfproducts.co.uk
01772 204147
. . . . . .
Paterson (Scotland) Ltd
www.patersongolf.com
0141 891 4242
HEADWEAR
Headwear UK
www.headwear.com.au
01376 500772
HI-VIZ PRODUCTS
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
KEYFOBS
Listawood
www.listawood.com
01485 529100
KEYRINGS
Adproducts.com
www.adproducts.com
0844 855 1760
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: [email protected]
The Leather Business
www.leather-business.co.uk
01299 252099
L ANYARDS
Pinbadge Ltd
www.pinbadge.com
01902 326460
LEATHER GOODS
The Leather Business
www.leather-business.co.uk
01299 252099
LEISUREWEAR
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
. . . . . .
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
. . . . . .
Fanela
www.fanela.co.uk
01530 517777
MOUSEMAT S
Branded Product Services Ltd
[email protected]
01865 847143
. . . . . .
Listawood
www.listawood.com
01485 529100
. . . . . .
SPS EU Ltd
www.sps-eu.co.uk
01253 340340
MUGS
Keramikos
www.keramikos.co.uk
01773 522000
N OV E LT I E S
Adproducts.com
www.adproducts.com
0844 855 1760
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KEYRINGS
PAD PRINTING
Branded Product Services Ltd
[email protected]
01865 847143
PAPER PRODUCT S
SPS EU Ltd
www.sps-eu.co.uk
01253 340340
PENS
Adproducts.com
www.adproducts.com
0844 855 1760
POLO SHIRTS
Fanela
www.fanela.co.uk
01530 517777
. . . . . .
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
PROMOTIONAL MAGNETS
Foremost Magnets
www.foremost-magnets.com
01993 849770
RECYCLED GIFTS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
RECYCLED PENS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
SASHES
PrintedSashes
www.printedsashes.co.uk
01494 774376
SPORTS BOTTLES
Thermal Mate Ltd
www.mugsandbottles.co.uk
01642 791195
STATIONERY
Adproducts.com
www.adproducts.com
0844 855 1760
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
81
Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: [email protected]
www.castelli.co.uk
01892 612200
STRESS ITEMS
SPS EU Ltd
www.sps-eu.co.uk
01253 340340
THERMAL MUGS
Thermal Mate Ltd
www.mugsandbottles.co.uk
01642 791195
TR ADE ASSOCIATION
IPIA Independent Print Industry Association
Independent Print
Industry Association
07966 688242
T-SHIRTS
Fanela
www.fanela.co.uk
01530 517777
. . . . . .
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
TOOLS
Adproducts.com
www.adproducts.com
0844 855 1760
UK MANUFACTURER
SPS EU Ltd
www.sps-eu.co.uk
01253 340340
UMBRELLAS
The Umbrella Company
www.theumbrellacompany.co.uk
01142 242 4433
UMBRELLAS
The Umbrella Company
www.theumbrellacompany.co.uk
01142 242 4433
USB FLASHDRIVES
Branded Product Services Ltd
[email protected]
01865 847143
. . . . . .
Listawood
www.listawood.com
01485 529100
WORKWEAR
Evolve Branding Ltd
www.evolvebranding.com
01733 370652
WRITING INSTRUMENTS
Adproducts.com
www.adproducts.com
0844 855 1760
To feature in the supplier directory call:
0844 880 2751
or Email: [email protected]
82
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Castelli Diaries Ltd
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STATIONERY