USP November 2011

USP Star Quality

Charisma: what it is and how to get it

like them apples?

Win a custom iPhone case

EFTOS 2011

Preview of the big Spicers show

live it

The latest in stereo technology

november 2011 ISSUE 98

THE EDITOR’S LETTER CONTENTS 3

NEWS PITCH INVADERS The latest news and products to help you deliver the perfect sales pitch

4

MARKETPLACE EFTOS 2011 PREVIEW Making the most of the Spicers Everything For the Office Show

10

SALES ACADEMY BREAKTIME Fun and games and 20 personalised iPhone cases up for grabs

NINA ROSANDIC Over the years I’ve signed up to countless offers, services and products that I don’t necessarily want or need, and can normally ill-afford. One minute you’re on your way to get a cheap and cheerful lunch sandwich from Sainsbos, the next minute you’ve signed up to a life-long direct debit with a dog charity, booked up 12 hair treatments with a local salon and paid out for a ‘VIP photoshoot experience’ (I love dogs but my mother’s a hairdresser and I detest photos). Why, oh why, then would I part with my cash? Sometimes it’s a case of the only (non-aggressive) escape from a never-ending pitch, which is fine for a one-off sale, seeing as you would happily run into traffic to avoid future ordeals. However, more often, it’s the immediate appeal of a good sales rep, felt at the first glance, and built on with funny quips, clever banter and a warm, honest and friendly approach. Sometimes you want to buy off of the salesperson more than you actually want to buy the product – it’s all about charisma guys. Turn to page 12 to find out from behaviour consultant Andrew Leigh about what ‘charisma’ is and how you can go about getting it.

However, knowing your industry and your products is pivotal for staying on top of your game. Next month, Spicers’ Everything for the Office show kicks off in Coventry, giving you and your colleagues a chance to sample the latest in office supplies products and innovations, check out what to expect in our preview on pages 4-8. It’s not all work and no play; we suggest how to spend those Christmas bonuses in our Live It section. Yes...

Christmas... I said it. Roll on December!

12

STAR QUALITY Behaviour expert Andrew Leigh tells us what charisma is and how to get it

14

LIVE IT HOW TO SPEND IT The latest in film, music and technology – the best way to spend your commission

12

Editor

USP EDITOR NINA ROSANDIC | nina.rosandic@intelligentmedia.co.uk MANAGING EDITOR JULIA DENNISON | julia.dennison@intelligentmedia.co.uk COMMERCIAL DIRECTOR VICKI BALOCH | vicki.baloch@intelligentmedia.co.uk SENIOR ACCOUNT MANAGER – MEDIA SOLUTIONS MATTHEW MOORE | matthew.moore@intelligentmedia.co.uk ACCOUNT EXECUTIVE – MEDIA SOLUTIONS KRYSTLE DAVIS | krystle.davis@intelligentmedia.co.uk

DESIGNER SARAH CHIVERS | sarah.chivers@intelligentmedia.co.uk PRODUCTION ASSISTANT SINEAD COFFEY | sinead.coffey@intelligentmedia.co.uk PUBLISHING ASSISTANT/CIRCULATIONS MANAGER NATALIA JOHNSTON | natalia.johnston@intelligentmedia.co.uk PUBLISHER DAVID COLLINGBOURNE | david.collingbourne@intelligentmedia.co.uk DIGITAL MANAGER DAN PRICE | dan.price@intelligentmedia.co.uk

ON THE COVER 04 EFTOS 2011

Preview of the Spicers show

10 LIKE THEM APPLES?

win a personalised iPhone case

12 STAR QUALITY

Charisma : What it is and how to get it

14 LIVE IT USP magazine is published by...

Intelligent Media Solutions | Suite 223 | Business Design Centre | 52 Upper Street, London N1 0QH tel: 0207 288 6833 | fax: 0207 288 6834 | email: info@intelligenmedia.co.uk | web: www.uspmagazine.com Follow USP on Twitter at Twitter.com/uspmagazine Printed in the UK by Buxton Press www.buxtonpress.co.uk

The latest in high-end stereo equipment

NEWS PITCH INVADERS 03

KONICA MINOLTA LAUNCHES ENTRY-LEVEL PRODUCTION SYSTEM

NEWS NEC Display Solutions has been recognised as the Projection and Display Manufacturer of the year at the 2011 AV Awards. Clive Couldwell, editor of event host AV Magazine said: “The standard of entries across all categories was extremely high this year and all those shortlisted can be extremely proud of their achievement.” The judging panel consisted of senior representatives from user companies and key industry players. NEC outshone four other shortlisted companies to win the award. Simon Jackson, VP NEC Display Solutions UK commented: “I am immensely proud of the quality of NEC’s products and its people. We continually strive to strengthen our partnerships within the industry to achieve the qualities which demonstrate what NEC Display Solutions represents as the leading provider of commercial display solutions... I am delighted to accept this recognition.”

MD TO GROW A MO NEWS Kiran D Mistry, MD of stamp makers William Jones Clifton and Mark C Brown, is growing a moustache for ‘Movember,’ a charity event that encourages men to grow moustaches for one month in aid of testicular cancer. Jane Scott, sales and marketing manager, said: “As well as Kiran growing his first ever moustache, we are also raising money for the charity by offering to make personalised mugs showing pictures of the hairy faces.”

HIGH DEMAND FOR AVERY LABELS PRODUCT Avery has extended its Multi-Function Labels range in response to an increasing consumer demand for a multipurpose labelling solution that can be used across a range of applications and printing technologies, including laser, inkjet, multifunction devices and photocopiers.

The comprehensive range of labels is now available in seven different sizes, in packs of 100, 40 or 10 sheets.

The labels are designed for use in whatever printer is required for the job, with consumers benefitting from sharp-printing results, excellent label adhesion and a JamFree guarantee that ensures no printer jams.

Multi-Function Labels are ideal for a range of jobs: from mailing out letters and parcels to labelling folders, documents, office items and products. Free online software and templates are available online, ensuring that consumers can easily personalise their labels. The labels are also FSC-certified, meeting consumers’ environmental expectations.

Consumers can also take advantage of the Big Carrot Reward Scheme, further incentivising purchases of Multi-Function Labels with shopping voucher rewards of up to £12. For more information, visit www.avery.eu.

All the products and developments you need to deliver the perfect sales pitch

NEC PICKS UP AT AV AWARDS

bizhub PRO C6000L offers a flexible choice of online finishing options including hole punching, folding, stapling and booklet making. For more information, visit: www.konicaminolta.co.uk/PPD_colour.

PITCH INVADERS

PRODUCT Konica Minolta Business Solutions (UK) has launched the bizhub PRO C6000L entry-level production print system for central reprographic departments, demanding corporate environments, public sector and commercial printers taking their first step into the digital market. The small footprint of the bizhub PRO C6000L is a particular advantage for locations where space is often limited. “The bizhub PRO C6000L provides an affordable entry-level solution for customers that want to move to the benefits of digital production, such as print-on-demand without a major price tag,” says Jonathan Wilson, market development manager at Konica Minolta.

The bizhub PRO C6000L utilises Konica Minolta’s Simitri HD polymerised toner for enhanced image quality, with duplex mode, embedded IC-601 print controller, job management programme, colour management tool. The

NOVEMBER 2011

USP

04 mARKETPLACE event preview

EFTOS: show Preview Spicers’ Everything for the Office Show (EFTOS) provides a fantastic opportunity to catch up with other dealers and investigate the latest and impending trends and innovations in office supplies. Jonathan Hills takes a look at what this year’s show has to offer, who will be there and why dealers should be attending

USP

november 2011

mARKETPLACE event preview 05

The Everything for the Office Show is a free annual event held by Spicers to unite the industry’s customers, suppliers and service providers. The two-day show takes place on 7 and 8 December and offers professionals within the office supply and workplace solutions industries the opportunity to network, explore the latest trends and innovations and get to know what’s new for 2012.

In addition there are a range of new exhibitors and free seminars, including a keynote speech to be given by Sir Clive Woodward.

What’s new?

Spicers is expecting at least 100 exhibitors from a range of products areas, including business machines, furniture, workplace solutions and core stationery and a host of ‘show only’ offers so that dealers can experience more products than in previous years.

Spicers is positioning suppliers in categorised areas to help dealers navigate their way around the hall, as well as putting ‘Spicers category specialists’ at the start of each section to highlight to visitors the different suppliers, feature areas and relevant promotions therein.

Attendees can also enter a competition to win an iPad 2 with wi-fi, 3G and 64GB of storage, which will be given away from the 5 Star stand to whoever can complete the 5 Star wire buzzer challenge the quickest.

What’s different about the show?

The layout of the show has been specifically designed to ensure that dealers get the most out of their experience and see as much as possible while attending the event.

The showroom has been divided into specific support areas to allow dealers to either get straight to the point or browse sections that they may be considering moving into for the New Year.

november 2011

USP

06 mArKetpLACe event preview

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S O T F E D N E T T A WHY A WORD FROM THE EXHIBITORS

THE VERDICT FROM THE DEALERS

“We’re looking forward to meeting the resellers and sharing our

“It’s really interesting to see what the product actually looks like when

knowledge and advice on ways they can work closely with us to tap

you attend the show. Often you just get a box from the warehouse and

into the growth sectors of the market.

you don’t actually get to see what is inside, but by going to the show you

“As well as a range of show-specific promotions over the two days, Brother will be launching a new large scale promotion to Spicers customers on the back of its Route 66 campaign.

“The show is a great opportunity for dealers to refresh and expand their knowledge of the office products available. We are

actually get to see and get a feel for what you are buying.

“The displays are useful as they show you how a product is made and what it does, particularly useful for things like office furniture.”

EMMA GRAHAM, SALES ACCOUNT MANAGER, ALPHA OFFICE SOLUTIONS

showcasing our full range of office products and dealers will also be invited to try them out and speak to the Brother team about latest

“For us, it’s all about looking positively forward to next year, as

developments in the industry.”

business is pretty good at the moment and we want to see where the

PHIL JONES, BROTHER

future is going.

“CEP Office Solutions are very much looking forward to be exhibiting

they are going to be doing in the future and how they are going to be

again at the upcoming Spicers EFTOS.

supporting us dealers.

“The show is a good chance to see what Spicers are about, what

“We will be displaying all of our new desktop accessory products

“Although we weren’t able to make it last time, there certainly will

which will be available in the 2012 Spicers catalogue, including our new

be a couple of us there this year… Three of four years ago was the last

AcryLight and Isis Arctic White ranges.

time we went, so we really need to go to catch up on things, to be honest.

“Hopefully, these new products will give all dealers something fresh

“They also have some good motivational speakers this year so

and innovative to talk about to their customers next year helping to

it’s certainly worth going along. We’ll certainly pick the bones out of

increase sales. We look forward to seeing you there.”

it anyway.”

ALUN LLOYD, CEP OFFICE SOLUTIONS

CHRIS MURPHY, MD, MURCOM OFFICE PRODUCTS

“EFTOS will see us unveiling a range of new solutions designed to

“We are attending the EFTOS show as it is the best way of quickly

answer genuine consumer demands to make office life easier.

assimilating the new products that are being featured in the range for

“With growth in SMEs, we would also hope our new range of merchandising and marketing solutions solutions for small businesses attract significant interest.

“Finally, EFTOS will also see us announcing our 2012 rewards

2012. Last year’s show proved to be an excellent use of time and the new venue made the whole day a more pleasurable experience.

“Attending a show like this helps our business by enabling staff to focus on promoting new products and ideas, thus helping

programme, revealing how dealers can continue to leverage the Avery

us to grow the business now and in the future.

brand power, incentivise sales and reward their consumers next year.”

Additionally it helps by providing links to

GREGG CORBETT, AVERY

manufacturers, which can be invaluable when needing technical information and assistance,

“EFTOS is a fantastic opportunity for Spicers’ suppliers to meet directly with dealers and give them a preview of the new products and promotional support they can expect in 2012.

“At this year’s EFTOS, dealers will receive samples of the latest

not available from the wholesaler.

“Additionally, EFTOS is also a great way of networking with other dealers who, of course, experience the same

additions to our new range, along with a special show offer and details of

challenges as we do.”

a strong promotion to kick off quarter one 2012.”

TIM CRABTREE, MD,

ALEX SINCLAIR, PILOT

ABBOTT OFFICE SOLUTIONS

USP

november 2011

OVER 100 EXHIBITORS EXPECTED

ADVERTORIAL

STAEDTLER PROMOTES KEY PRODUCTS AT EFTOS Leading stationery manufacturer STAEDTLER will be focusing on key products selected for the 2012 catalogue at EFTOS, including the award-winning digital pen, the comprehensive range of Lumocolor markers and the popular collection of Textsurfer highlighters.

Throughout the show there will be live demonstrations of the digital pen, STAEDTLER’s ingenious breakthrough in electronic writing that looks like an ordinary ballpoint pen but enables the digital capture of handwritten notes and drawings which can then be transferred directly to a computer for editing or further processing.

As usual, there will be enticing special offers across all the product groups, such as a free 2GB USB stick with every digital pen and additional free products in packs of highlighters, pencils and pigment liners. Finally, there will be free samples and the chance to win a digital pen on the stand. www.staedtler.co.uk 0845 600 5930

CREATING ORIGINALS

VISIT THE TRODAT UK STAND, and be one of the first to see our brand new range of products for 2012 Also featuring the ‘award-winning’ Trodat ID Protection Stamp and the Trodat Printy 4.0 – the world’s first climate neutral stamp.

A real triumph for the environment! Even the inevitable CO2 footprint is offset by investments in climate protection projects recommended by the WWF®

www.trodat.co.uk *www.environment.trodat.net

Visit the stand to find out more, and what else we have in store for 2012.

sTAY seCUre Fellowes offers its stop iD fraud advice Identity fraud costs the UK economy more than £1bn every year.

Research conducted in 2010 by Fellowes worryingly showed that 94% of people in Britain consider themselves to be at risk from ID fraud and 82% of people who worked in an office environment admit that the identities of employees and/or customers of their company could be at risk of being acquired by ID fraudsters.

Companies and individuals deal with vast amounts of information every day including customer and employee contact details, confidential reports, financial details, bills and credit card statements.

If this information gets into the wrong hands it can have a devastating effect: companies can lose thousands of pounds, their reputation and also put their employees and customers at risk.

The best way to dispose of confidential paper or sensitive information is by shredding onsite with a cross-cut shredder to ensure they are disposed of securely. Many companies still use strip-cut machines, which do not offer adequate protection and often CDs or DVDs are overlooked and thrown away when no longer needed so ideally companies should invest in cross-cut shredders with the capacity to destroy CDs too. For highly sensitive information, Fellowes’s Microshred range of shredders ensures the highest level of safety by cutting the paper into even smaller particles.

QUESTIONS TO IDENTIFY YOUR CUSTOMER’S SHREDDING NEEDS 1. Customers with strip-cut shredders need to upgrade to high-security cross-cut shredders, which are recommended by the Home Office, police and many regulative bodies.

2. Do you have customers who have a large number of staff working from home? Do they have a personal shredder?

3. Recommend that senior management or departments such as HR and finance need a desk-side shredder to ensure sensitive data is destroyed immediately.

4. Off-site shredding also gives the opportunity to offer a free Fellowes shredder audit to identify whether the organisation could save money and improve its data protection procedures by replacing off-site shredding completely or introducing shredders in certain areas.

5. Target customers who purchase high levels of CDs. The amount of sensitive information being held on CDs is much greater than on paper. CDs are often not correctly labelled or are mislaid.

6. Do you have a policy in place to protect your clients’ and employees’ data?

For more information about Fellowes range of shredders contact 00800 1810 1810 or visit www.fellowes.com For more information on how to protect yourself against identity theft visit www.stop-idfraud.co.uk

08 mArKetpLACe event preview

2,000 ATTENDEES EXPECTED ACROSS THE TWO DAYS

Seminars The keynote speech will be delivered by Sir Clive Woodward, the rugby coach who led England’s rugby players to World Cup glory in Australia in 2003. The keynote speech will focus on leadership, motivation, teamwork and peak performance and will be held at 11am on 8 December.

An array of other seminars will be held alongside EFTOS including a ‘Breakthrough Breakfast’ seminar to encourage innovative thinking.

There will also be category and catalogue based sales seminars to put a new spin on the office supplies industry in 2012.

Location The Ricoh Arena proved to be the obvious choice again for this year’s EFTOS as it provides purpose-built facilities to house Spicer’s seminar and exhibition format, as well as providing a great location for the gala dinner.

In addition, accessibility is very important as Spicers wants to ensure dealers from all areas of the country can come along.

And the award goes to...

The Everything for the Office Awards will be celebrating the best innovations in products and services. The winners will be announced at the event’s gala dinner.

How much does cost to attend?

Registration to attend the show is free, as is registration to attend any of the seminars – there will also be free parking and refreshments provided.

How do I book a place at the show?

Visit www.spicers-eftos.co.uk, click on the registration tab and enter your details. You will then receive an ‘e-badge’ that will enable you to visit the exhibition for the duration of the show.

Attendees can register for seminars separately but will have to get in early to avoid disappointment – as this year’s keynote speaker is Sir Clive Woodward, it is strongly recommended that you apply early to guarantee a place for this presentation.

TOP SHOW FEATURES  Exclusive ‘show-only’ special offers from a selection of suppliers  Pre-bookable keynote presentation from Sir Clive Woodward  Networking opportunities with over 100 of the leading suppliers, industry specialists and the Spicers team

USP

november 2011

mARKETPLACE event preview 09

It’s slick, stylish and the quality is second to NONE. Available in 11 out of this world colours in a wide range of sizes.

Why accept imitations when you can have the original?

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+44 (0)1553 696600 +44 (0)1553 767235 enquiries@exaclair.co.uk www.exaclair.co.uk

november 2011

USP

10 SALES ACADEMY BREAK TIME

Breaktime WIN A PERSONALISED IPHONE CASE

As half of the universe takes ownership of an iPhone, no longer is it special nor unique to be carrying around the trendy hi-tech unit. What better way to set yourself apart from the crowd than to personalise your phone case with your own artwork? SubliCase is the new personalised offering from MagiTouch, which not only protects your iPhone from the inevitable bumps and scratches (or it that just me?) but you can also brandish your company name, favourite photo or team colours. The high gloss case is available with either black or white rimmed edges, and is not only perfect in your hand but also makes a perfect ‘thoughtful’ Christmas gift, bound to get you brownie points in for the New Year. Plus, we have an almighty 20 to give away!

PUBQUIZ 1. Affenpinscher, Keeshond and Leonberger are all types of what?

2. What is the hardest natural substance?

3. In which city is Trainspotting set?

4. What colour was Coca-Cola originally?

5. What does the information technology term RAM stand for?

All you have to do to be in with a chance of winning this fantastic prize is answer the simple question:

6. Who is the only player to have won two consecutive FA cups with two different teams?

7. Who wrote the Sinead O`Connor hit Nothing Compares 2 U?

What is the name of the voicebased virtual assistant that comes with the iPhone 4S?

8. Name the four American states that start with the letter `I`.

A: Suri B: Siri C: Sara

9. Who painted the famous painting, The Scream?

Send your answer with the subject line ‘iPhone case’ to nina.rosandic@intelligentmedia.co.uk

10. In what year did Ladislao Biro invent the ballpoint pen?

Closing date for entries is December 10. Winners will be chosen at random. Only successful candidates will be notified. Judges decision is final.

DO YOUR NUMBERS Fancy taking a break from the sales calls, client meetings and proposal writing? Put your feet up and switch your brain on to our break time puzzle.

No prizes, just the satisfaction in beating the grid.

HARD

8

2 9 4 5 3

6 7 1 3 2 9 3 7 1 8 6 1 9 2 6 1 3 4 7 9 8 5 1 6 3 4 3 USP

NOVEMBER 2011

9

2

7 4 3 9

7 5 8

5

4 3 1

1 9 5 8 9 2

4 8 7

5 7 3 6

5 7 6 1

1

5

ANSWERS: 1. Dog 2. Diamond 3. Edinburgh 4. Green 5. Random Access Memory 6. Brian Talbot (Ipswich and Arsenal) 7. Prince 8. Idaho, Illinois, Indiana and Iowa.

9. Edward Munch 10. 1946

EASY

12 sales academy star quality

author bio Andrew Leigh is author of Charisma, published this month by Prentice Hall Life, and a founding director of UK development company Maynard Leigh Associates.

USP

november 2011

Sales academy star quality 13

Star quality Behavioural change consultant Andrew Leigh talks to USP about building charisma to make an impact when forging business relationships It’s one of the great myths of selling. In his famous play Death of a Salesman, playwright Arthur Miller brought the myth to life in the sad character of Willy Loman. Loman mistakenly believes if you want to be a success, charisma, or being “well-liked” as he calls it, is more important than ability. Though his approach was flawed, he was at least right that some people do possess a star quality that draws people to them.

These days charisma seems to pop up everywhere. We complain our politicians are charisma-challenged, countless wannabes try to exude it on reality TV shows, and anxious sales executives seek help to polish their charisma credentials. If we’re honest, most of us would rather fancy being charismatic. But how practical is that? Must you be born with star quality? Or can you somehow acquire it?

The good news is that practically anyone can enhance their charisma. The bad news is that it takes some work and dedication.

Close up, your charisma lies somewhere along a spectrum. At one end are people like Mr Cellophane Man from the musical Chicago.

These unfortunates literally make no impression when they enter or leave the room. They are almost entirely devoid of charisma. Yet in reality few people are stuck at this end of the spectrum.

At the other end are the true charismatics, for instance ex-US president, Bill Clinton. In the brief moments when he talks to you, he makes you believe you are not only the most important person in the world, but also he’s flown across the Atlantic just to be with you. Or for example, the singer Dolly Parton about whom the film critic Robert Ebert once wrote that meeting her

made him feel “as if I were being mesmerised by a benevolent power”.

The rest of us are mainly somewhere in between, yet virtually everyone has the potential to move along the spectrum towards being charismatic. In the Maynard Leigh personal impact workshops for instance, we have seldom encountered anyone incapable of improving their charisma to some extent. However, we find it easier to talk of ‘personal impact’, which helps make it rather less mysterious.

When we ask people: “What do you mean by impact?” they sometimes reply: “It’s all about clothes, smiling, eye contact and grooming.”

They are not entirely wrong. These elements do affect how you come across, sometimes in a major way, but these are only the more obvious aspects of what creates charisma.

When you come across well and are persuasive, people listen to you, notice what you say, seek your views, respond to your requests and so on. When your charisma is strong you’re not merely present, you also have presence.

Making this kind of impact involves three inseparables, the A-B-C of charisma: Aim – what you want to achieve; Being yourself – which includes specific behaviours such as energy, confidence, authenticity, courage, passion and demeanour; and chemistry. Personal chemistry is about interactions and relationships.

However, while you can influence them, you do not control them.

Improving your charisma therefore means learning more about these three inter-related elements of aim, being yourself, and chemistry.

Charisma is partly innate – yes it helps to be

born with it – and partly a matter of applied learning; people develop their charisma as they go along. If there is a secret to becoming more charismatic it’s being willing to step out of your comfort zone and starting to experiment with new behaviours.

The idea that you must be born with charisma is mainly a ‘self-protecting’ idea encouraged by those already possessing lots of it. It’s possible, it just requires a bit of work.

Even small changes in how you come across to people can have surprisingly encouraging consequences. Finally, can you really be a success at selling without charisma? Almost certainly yes, since some of the best salespeople are in fact surprisingly self-effacing, modest and less razzle dazzle than might be expected. It’s great to have charisma but if, like Willy Loman you have no ability, simply being charismatic won’t get you very far.

What on earth is charisma?

Naturally the Greeks got in early a few millennia back by inventing the term, which meant “gift”. Later, the early Christians used it to describe “gifts from God” that allowed someone to perform extraordinary feats of healing and prophesy.

Today, we can sum it up as using your personality to make a powerful and memorable impression on people.

Celebrities that could boast charisma include Obama, Michael Jackson, Nelson Mandela, London’s Mayor Boris Johnson, Johnny Depp and the late Steve Jobs.

november 2011

USP

14

LIVE IT

The best way to spend your free time and money

FILM

BIT OF BANTER

MONEYBALL From the makers of the The Social Network comes another true story, this time reflecting the world of baseball. Enter Brad Pitt, playing Billy Beane, the cash-strapped Oakland Athletics manager whose issue is: “There are rich teams, there are poor teams, then there’s 50 feet of crap, then there’s us.” Having lost out to the New York Yankees in the 2001 postseason, and losing key players, Beane enlists the help of Peter Brand (Jonah Hill), a young Yale economics graduate with radical ideas about how to assess players’ value. The duo use computer software and stats to assemble a motley team under the disapproving eye of the game’s scouts and pundits. The film makes use of the familiar formula of unlikely lads going for gold, (think Dodgeball, think Coach Carter, think The Full Monty) but well-received all the same. Will they emerge triumphant? Not to give the game away, but convention tells us, most probably.

THAT DOESN’T LOOK ANYTHING LIKE ME

Released 25 November

GOOD BEARDS Canadian company Beardowear has launched a new fashion line to help keep you warm this winter – a woolly hat with a built-in beard.

The special beanie hat is “always guaranteed to be full, perfectly coiffed, and super soft” with no itching or scratching. The acrylic beard, which is the brainchild of Canadian-born winter sports enthusiast Jeff Phillips, is adjustable and claims to fit any face.

MUSIC

GADGET

You can have too much of a good thing, and radio DJs might’ve taken note last year when draining every last drop of Lungs. However, red-haired vixen Florence has been back in the studio with her, erm, machine to give us a fresh powerful set of tracks to see in the new year. Mesmerising vocals, dramatic instrumentals, the delicate touch of the harp and haunting thump of drums; Paul Epworthproduced Ceremonial is a magnificent follow-up to her successful debut.

If you like your music, get your mitts on the Orbitsound T12 soundbar, an elegant highgloss speaker unit with unique ‘spatial stereo’ technology, producing true, stereo surround sound, wherever you are in the room.

Orbitsound designer and former musician Ted Fletcher has worked with legendary producer Joe Meek, The Eagles and Elton John and has produced the technology as a means of reproducing music in a way that is faithful to the original live or studio recording. The latest version of the unit has been tweaked for a more powerful bass line and extended volume controls – a great accompaniment for the season’s parties.

FLORENCE AND THE MACHINE

USP

NOVEMBER 2011

ORBITSOUND T12V3

ODOURS Burton-on-Trent has got its own designer scent which apparently smells of Marmite, leather, pickle and beer.

The city, known for the smell of ale from the surrounding hops fields, has inspired the bizarre new perfume, reports the Daily Telegraph. Aside from the hops, Eau-de-Burton reflects the scent of Burton-invented Marmite and Branston Pickle, and the leather boots and footballs used at Burton Albion.

BAD

“I need topping up with Tetley tea!”

“My iPhone needs topping up with juice!”

Buy Tetley tea and get a FREE iPhone charger In every case of Tetley On The Go 300s you get all you need for 300 servings of Tetley, including 12oz On The Go cups, lids and drawstring tea bags made with 100% Rainforest Alliance Certified™ tea. No spills, no washing up and – thanks to the insulated cup design – a cuppa that stays nice and hot on the desk.

It’s the perfect all-in-one‚ office catering solution!

And with every Tetley On The Go 300s case you buy, you’ll get another ideal office solution – a FREE Dexim desktop iPhone charging station! Quote promotion code TL831187.

(Available through VOW only)

Minimum 30% certified tea

www.tetley.co.uk

That’s better. That’s Tetley.