Product Media magazine - September/ October 2022

productmediamagazine.co.uk THE MAGAZINE FORTHE PROMOTIONAL INDUSTRY SEPTEMBER/OCTOBER2022 ALLBACK TO MK MERCHANDISE WORLDISTHE PLACETOBE P24 EVERYONE WELCOME THE BPMA PRODUCTAWARDS AREOPENTOALL P11 CANNES DO ATTITUDE MERCHANDISE MAKES WAVES ON LA CROISETTE P26 Celebrating brandedfood & confectionery P16 PROMOTIONS WITH BITE

ProductMedia Magazine is availabletothe whole promotional merchandiseindustry. It is theofficial magazine of the BritishPromotional Merchandise Association (BPMA) BritishPromotional Merchandise Association Fetcham Park House, LowerRoad, Fetcham,Leatherhead, Surrey,KT22 9HD Allphone enquiries: 01372371183 www.productmediamagazine.co.uk www.bpma.co.uk Editorial editor@productmediamagazine.co.uk Advertising andMedia Pack advertising@productmediamagazine.co.uk Circulation circulation@productmediamagazine.co.uk EditorialServices Stuart Derrick Design andProduction ATGMedia www.atg-media.com Printedby MailingGuy Ltd Photography shutterstock.com Freepik.com It’s showtime! Welcome to thelatestissue of Product Media and as we getready to open thedoors to MerchandiseWorld in September, theBPMA’s magazine hasbeen busy findingout more aboutthe showand tuckingintothe content forour latest specialfeature on food anddrink.Lookout forthe delicious specialfeature in this issue andour guide to MerchandiseWorld Sincethe last issue,its fair to saya lot hasbeenhappening in theworld Sadly,the warinUkraine continues heatwavesacrossUKand Europe,Covid spikes,inflation, furtherenergycost risescoming… andthe change in Prime Ministerwhichwill be announcedby thetimeweare published,it’saheady cocktailfor thecountry,the economy andbusinesses. At PM,whilstthere isn’tanythingwe candotoinfluencemanyofthe areason that list, we canprovide theinspiration to promote andsell more. In timesof recession, it’s importantfor endusers not to stop promoting andwithafar greater return on investment formerchandise vs digital channels forexample, our industry cangoget those budgetsknowing they representamazing valuefor their customers. TheBPMAhas also been busy over thesummerand with plannedmeetings with theMinister forExports (who was thereone minute andreplaced thenext!), we areworking closely with theExport SupportTeamtounpickthe export and import issues facedbythe industry We’vecovered thehighlights in this month’s issue. Ournextissue,Issue 45 November December,istakingarefreshing look at Drinkware&Ceramicsand we’relooking foryourcontributions.Thisisyour platform to talk aboutyourinnovation and products so if you’dliketoget involved in thefeature,pleaselet us know If youwould like to contribute to thenextissue with your news, articles or findout aboutspecial features, getintouch with us viaeditor@ productmediamagazine.co.uk.For advertisinginthe next issue, newmedia spaces andfor opportunities in 2022 and 2023,pleaseget in touchwithTom Robeyatthe BPMA CareyTrevill BPMA CEO WELCOME Theopinions, beliefsand viewpoints expressed in this publication do notnecessarily reflect theopinions, beliefsand viewpoints of thepublication or theeditor. Thepublisherscannot be held responsiblefor anylossordamage, nor can responsibility be acceptedfor anyclaimsbyadvertisers, contributors, or otherpersonsand organisations. No material maybereproducedwithoutthe writtenpermissionofthe publishers. TheBPMAhas therighttorefuseeditorial content andadvertisements on sightofartwork,particularlywhere theremay be aconflict of interest SEPTEMBER/OCTOBER2022Contents 4 News Need to know informationfor the industry 8 AskClive On thetrail of organic cotton 11 BPMA Product Awards Newly inclusive, theawardsare open to all 16 Food &confectionery Brandedoptions areafeast forthe senses 24 MerchandiseWorld Milton Keynes beckonsthe industry 26 Cannes Lions Merchandisefliesthe flag forGB 28 BPMA Charter Membersassembledtodiscuss hottopics 32 Briman Voice Profilesofmembers Juniperand SowEasy 34 TotalMerchandise TheEssex distributor’sdigital journey 35 Finance Take back control 37 Marketing Learnfromclassic campaigns 39 BPMA News Latest from theAssociation 42 Roving Robey TheBPMA’smembershipmanager is on theroad 32 16 33

Samoa from Castelli closes the book on recycling Castelli has created thenew Samoaruled notebook, made from 100% high qualityrecycled paper to satisfy thegrowing demand foreco-friendly and sustainable promotional products. Its FSC certified coverhas been engineered from 100% recycledpaper fibres whichconsists of 60% post-industrial wastesuchascardboardcoffee cups and is available in arange of colours inspired by nature.Thedurable, 120gsm dyed cardcover hasbeen tested to ensurethathighest branding techniques can be achieved, including blindand foil embossing as well as full-colour digital printing. Samoa’s160 internal pages featurepaper that is carbon neutral produced from 100% recycled fibres made from stationerywasteand post-consumer waste, helping to save trees, water, energy,and greenhouse gas emissions. Bespoke advertising pages and bands on 115gsm 100% recycledwhite paper can also be inserted or wrapped around your Samoanotebookfor asound eco-credential promotional product.

Alain Milgrom, president-founder SOLOGroup,said: “The stillfragmented promotional markettodayismoreand moredemanding service and efficiencies across thevalue chain. Ourobjective has always been to deliverthe best serviceto our customers, alwaysactingin‘Fair Spirit’. This includes offering afull-service solution to stimulatethe appeal forpromotional textiles withend-users. When combining thestrengths of bothcompanies, this is exactlywhat Ienvision to happen,inthe best interests of all our customers.” Stephen Gibson, CEO of midocean said midocean had alwaysenvisioneda collaboration withanestablished textile specialist of promotional textiles. “Thiswillinstantly strengthen the company’spresentation as amulticategory-specialist supplier,resulting in the most comprehensive item portfolio in the industry,instantly available including print/ decoration.”AudéliaKrief,CEO of SOLO Group said that combining bothcompanies would give customers direct access to extensive inventories of promotional textiles that will be decorated and drop shipped to end-users as efficiently and quicklyas resellers have become used to forhard goods.Paris-based SOLOwas established in 1991 and had revenue in 2021 of €160m, with morethanmidocean200employees.employsmorethan 800 people and had 2021 revenue of €130m. 1

4 | productmedia | SEPTEMBER/OCTOBER 2022 www.productmediamagazine.co.uk NEWS PRODUCTMEDIA ProductMediaMagazine editor@productmediamagazine.co.uk

Samoaproducts comply withREACH and all components have been curatedtoensurethe item is 100% recyclableinits entiretywithany unavoidable CO2emissions being offset towards controlled emission reduction projects within Europe.

SOLO Group and midocean join forces for one-stop merchandise offering Frenchpromotional textiles company SOLOGroup has acquired Dutch-based merchandise business midocean to better serve theneeds of European buyers witha one-stop shop SOLOGroup and midocean engaged in 2020 in commercial cooperationtoexplore thecompatibilityofbothcompanies when offering aselection of theSOLOGroup portfolio including decoration to resellers in Europe.Thisprovedsuccessful and appeared aperfect fit in termsofgeography, operational set-up and companyvalues.

6/23/2022

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER 2022 | product media | 5 NEWS PRODUCTMEDIAIf youhaveany storiesfor ProductMediaMagazine, send by email to: editor@productmediamagazine.co.uk

Double awards forKinglyboost organic

DTBaddstwo to growingteam

Kyra Lawrence, sales team leader at DTBsaid: “The team is growing rapidly at theminute. Carol is another fantastic addition who will help us all. Withher knowledge of DTBand its systems, she is, and will continue to be, amassive asset to thesales office.”

+ manager, adding more experience and general sales support, Fairhurst will help develop the

Meanwhile, Lisa Greenassumes theroleofjunior account manager handling theaccount management of select DTBcustomers as well as supporting theother team members within thesales office Lawrence added: “Lisa is avery bubbly, friendly character who has slotted straight intothe team. Her training is going incredibly well,and she will be full of DTBknowledge and looking after her ownaccounts in no time.”

credentialsoftextile supplier Clothing specialist Kingly has marked adouble achievement by gaining an important textile standardand winning a major promotional gift award. The companyhas been approvedfor GOTS (GlobalOrganic Textile Standard) certification, making it one of only 52 socks manufacturers worldwide to meet the standard. It is theonly GOTS accredited producer of socks in theUK. GOTS shows that thecompanyhas conformed to acertain standardfor the organic composition of its socks. Organic cotton used in textiles must not have used chemical pesticides, genetically modified seeds, or artificial fertilisers. Thereare further requirements in terms of employment conditions and production methods including theuse of water, so achieving thecombination is achallenge. Kingly’s GOTS-certified cotton socks have also been awarded the2022Promotional GiftTheAward.companyhas previously wona Promotional Gift Awardin2020for its upcycled socks in compostable bags. The socks were made from fibres mechanically recoveredfromrecycled clothing, and the bags were made of potatostarch. Kingly is also committed to zero-waste and has adopted this approach to eliminate textile wasteinevery aspect of production. Offcut wasteisretained and re-used, and wastefibresare retained and find anew life as stuffing forprinted pillowcases, furniture, and so on. RobArmour,CEO of Kingly,said: “Kingly’s

foDateesttomormanagerasFaappointments.newCarolirhurstjoinsaccount,addingeexperiencethealreadyablishedamattheOldlbysite.Responsibleraccountmanagementandgeneralsalessupport,Fairhurstwillhelpdevelopthevaluablerelationships

Gilt Edged Promotionsmoves as company develops Northampton-based promotional diary, notebookand calendar supplier,Gilt Edged Promotions, has purchased and movedintonew premises on Moulton ParkThe new space, on Deer Park Road, has been completely refurbished, making it an exciting new chapterfor thebusiness just afew streets away wasfromtheir previousManaginghome.director,Natalie Eichmann, said thebusiness needed to move to develop“Wehavebeenlooking to move for some time, but finding theright space and location wasofparticular importance. When this gemonMoulton Park popped up,itwas theperfect fit. Ournew office and upgraded facilities have enhanced our operational efficiencies and will help us to continue to grow and evolve Withthe renovation we have been able to incorporatesome environmentally friendly measures, whichwecontinue to build on,” she said. The new space will makeoperations morestreamlined and efficient and allowfor greater teamworking and brainstorming opportunities across the business.GiltEdged Promotions lookforward to welcoming clients to thenew space over thecoming months.

Direct Textiles + Bags (DTB) has added to its sales team withtwo

DTBhas with existing customers.

CrZeroWasteFacilityisabenchmarkthatothermanufacturersshouldaimtomatchucially,wehavebeenabletointroducethesechangesandmeetthesestandards,andremainprofitable.”

6 | productmedia | SEPTEMBER/OCTOBER 2022 www.productmediamagazine.co.uk NEWS PRODUCTMEDIA ProductMediaMagazine editor@productmediamagazine.co.uk

Throughout thecatalogue beautifully crafted images reflect somakingdoAllthequalityofeachitemonofferoftheseimagesareavailabletownloadatLaltex’stradeportalthemperfectforsharingoncialmedia.

USB2Uinvests in UK facility to servegrowing demand Tech gift specialist USB2U has movedtoa brand new,state of theart purpose-built premises on Northampton’s Moulton Park Industrial Estate. The companyhas committed a significant investment to thenew facility that has been perfectly designed and constructed to meet its current and future business requirements. Sebastian La Porta, managing director said: “Withcurrent marketconditions impacted by Brexit, post Covid-19 economic recovery and globaltransport issues, we have found an increase in demand forour UK stockand production. By offering UK stockprinted and finished in house in our new facility, our customers can avoid thelong lead times and increased costs involved with sourcing directly from China and rest in theknowledge that ourteam can deliver. An increase in demand has meant that thecompany’sprint and production split has shifted to predominantly UK based in recent years. The office move will enable it to fully utilise thewarehouse and production space needed to provide customers withthe lead times and quality that they USB2U’want.snew facilityalso boasts more green credentials, including electric car charging points, making it moreenergy efficient in thelong term Premium Collection from Laltex aims high Laltex has launched anew 36-page catalogue featuring an exclusive range of executive promotional gifts. The Premium Collection showcases ahandpickedrange of gift ideas from eachofLaltexGroup’s specialist promotional merchandise divisions.Thosewho took advantage of the pre-sell special offer have already receivedtheir catalogues and have commented on howwell thenew style of catalogue is being received byAvtheirclients.ailableplain or overprinted with your logo,the catalogue is theideal marketing tool to re-engage with clientsand offers inspiration forthose seeking ahigherend option fortheir next promotional campaign. There’salsoahandy electronic version that can be downloaded and shared withcustomers in an instant, completely free of charge.

WHAT YOUBUY CAN CHANGE THE WORLD SMALL ACTIONS, BIG DIFFERENCE Scan the QR code and find out more! DISCOVER HOW YOUCAN MAKE A MORE SUSTAINABLE CHOICE WITH OUR GREEN POINTS!

US 2w .productmediamagazine. AskClive Overthe last monthorsoIhave been asked on acouple of occasions what is thedifference between organic cotton and ‘sustainable cotton’. It is aquestionthat needed some research Let’sstart withthe basics. Organic cotton is grownand produced by certified standards whichincludes non-genetically modified organism (GMO) seeds and without theuse of chemical fertilisers and pesticides. Certification fororganic cotton comes in two types, afarm-level certification and afinished product certification. With morecertifications available promising aclean conscience for cotton buyers, Clive Allcott takesalook at what theymean SUSTAINABLEIMPROVEMENT development that “meets theneeds of the bothcommitted to sustainable cotton manufactureusing theBCI certification and areheavily promoting these benefits. Organic cotton still has its place and commands astrong position. However, with only 1% of theworld’scotton production being organic, and withahighdemandfrom theretail sector,prices arerocketing and thereisaneed foranalternative eco solution. Sustainable cotton has to be another step in theright direction but will need to work hardonits communication. Messages suchasethical manufacturing, transparent supply chains,independent Connectwith us On the web: preseli.biz By phone: 01352 730 006 By email: sales@preseli.biz Preseli has been asupplierofpopular products to the promotional industry for 30 years. We have built our reputation on great service &time-proven reliability. We pride ourselves in being experts in areas like Lanyards and are glad to help share our experience &knowledge. If you would like to sign up to our regular e-shots &have access to our product guides for your reference and staff training then do please contact us to subscribe. Lanyards and Conference items Keyrings and Metal items Business and Leisure gifts Umbrellas Ties andScarves Extensive UK stocks Connecting Brands With People

The time has come to start tinkering withyour Premier League team in a quest to become thegreatest manager in thepromotional merchandise industry. AMTTrade’s fantasy league forthe promo sector returns forthe 2022-23 season withthe chance to win £100 of Amazon vouchers and aleather vintage football.Lastseason’s victorious manager was Graham LeachfromImpress Ipswich. (pictured) This year is thefifth season AMThas been running theleague. To enter theprivate league, go to fantasy.premierleague.com/ and use the league code: mq5olt. The league name is Promo include VAT of such with so much in the is to

at AMTTrade

baaboutBrian‘DannyBoy’inIraqin2004Woodsaid:“I’mpassionatebuildingabrandwhichappealstoall,regardlessofpeoples’ckgroundorability.WithanexcitingandinnovativeclothingrangenowestablishedandthepartnershipwithEverythingGlobalinplace,IfeltnowistherighttimetoengagetheKAcommunityinachallengeserieswhichwilltrulytesttheirabilitytoKeepAttackingnomatterwhat’sinfrontofthem.” BPMA has been trusted forover50years to offer support and guidance to buyers as well as leading thepromotional merchandise industry in delivering excellence and compliance through astrict code of conduct, governing areas suchasquality, accuracy and fair tradeterms.

charges,

more

AaronLoveridge, operations director of Fluid said: “Being aBPMAcharter member is very important to us, especially as we continue to grow as a business. We’re really pleased hatheBPMAsdecided to ourcommemorate15yearsofmembership.”GeorgieYeats from theBPMAadded: “Weare delighted that Fluid Branding Ltd is aBPMA15-year member.Onbehalfof theAssociation, we would liketothank youfor your continued support overthe years and lookforward to working with youthroughout 2022 and2023.” Find out about thelatest developments in Charter status on p28.

as an unlock feature, and multi-select for job dashboard reporting

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER 2022 | product media | 9 NEWS PRODUCTMEDIAIf youhaveany storiesfor ProductMediaMagazine, send by email to: editor@productmediamagazine.co.uk New features from PromoServe Promotional merchandise software companyAIM Smarter has revitalised its CRM system PromoServe withnew features.These include processing reverse VATcharges, setup of products fo multi-brand businesses, refining sales orders and commercial invoices,aswell as bespoke development features forstreamlining order processing actions.Itiscurrently working to implement morenew features to thesoftware,such an invoice unlockfeature, drag and drop and multi-select options forjob bags, dashboardreporting and an all new fully optimisable e-commerce websitesolution along withsomuchmoreinthe future.PromoServe is designed to allow promotional merchandise distributors and suppliers to manage their end-to-end business operations including marketing, sales, CRM, supply chain, procurement, financials, and projects. The companyhas also announced the promotion of Nathan Wisniewski (pictured) to PromoServe general manager

Fluid-15years with theBPMA Fluid is commemorating 15 years of being amemberofthe British Promotional Merchandise Association (BPMA).Theteam celebrated its 15th birthday last year,the company’s inceptionwas in 2006 andthisyear marks 15 yearsof membership in its trade organisation theBPMA. The

reverse

Everything Global links with military man Everything Branded, has teamed up withdecorated former soldier Brian Wood and his sports clothing brand Keep Attacking. It is supporting Keep Attacking’sKA Event Series, aseries of threetough but inclusive events held on military training areas to give members of the public thechance to engage in either 4.5or9-mile challenges. As akey sponsor Everything Global assisted in thelaunchofthe second KA challengeevent in July witha further two events to follow later in theyear.They areopen to those willing to breakout of their comfort zone and rise to anychallenge thrown theirway Everything Global’sfounder Paul Rowlett reached out to Brian Wood withthe offerofcorporate endorsement and soon forged a relationship beyond thecommercial. Bothare entrepreneurs who have servedwiththe British Armed Forces “It wasa no-brainer”, explained Paul, “Thisguy is anational treasureand a warhero, andhecontinues to give back.His product is incredible and Everything Globalisproud to endorse boththe sportswear and theman.”

Merch League –AMT Trade. Forhelpentering theleague, please call Fabio01483 447929 These

Fantasyfootballreturns

for more new the software,

Brian Wood’sstory wasdramatised in theBBC series DannyBoy in 2021, exploring theformer Colour Sergeant’smedal-winning career and thepivotalroleheplayedinthe battle of

Visit us at chxproducts.co.uk WEBSITE Assets to promote your products MARKETING HUB Request asample pack online SAMPLE PACK

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BPMA ProductAwards

IN THEINDUSTRY ITSTIMERECOGNISETHEbest of thebest The more inclusive BPMA Product Awards are open to all suppliers of merchandise www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | productmedia |11 It’stimetoget your entriesinfor this year’s BPMA Product Awards andwith some changesinthisyear’sentrycriteria, moresuppliers can nowtakepartin theseinternationally recognised Awards. Previously, only exhibitors at Merchandise Worldcouldenter;the BPMA hasnow opened up entriestoany supplierinor supplying theUKmarket. This change makes theBPMAProduct Awards truly inclusive “The Product Awards have represented some of thebest in theindustryfor manyyears andwe’re nowincluding the whole industrytoberepresentative of whatproductsare available in ourvibrant marketplace. We’rereally looking forwardto seeingthe quality of theentries and nowit’s opentoall,we’re expectingsome great levels of competition forour judgingpanels to consider. We’vealso introduced aGrand Prix forthisyear,”saysCEO CareyTrevill. WHO CAN ENTER THIS YEAR? TheBPMAhas opened theProduct Awards to anysupplier who hasregistered statusin theUKoranothercountry,has been trading formorethana year and tradesinthe UK market, andisa tradeonly or multi-channel supplier. By expandingthe remitofsuppliers theBPMAaims to recognisea wider market andrepresentthe industry WHICH PRODUCTS CAN ENTER THIS YEAR? Witha range of revampedcategories, suppliers will find something forevery product in thescopeofthe Product Awards. Suppliers can enter anyqualifying products on themarketwhich were available between Januaryand November2022, produced, marketed, or manufactured by thesupplier presentingthe product. Thereisnolimit to thenumberofentries acompany can submit (notingthe charges that applyafter thefirst entrysubmissionunless stated otherwise) andyou can, where relevant, enter thesameproduct intomorethan onecategory.Entrants areadvised to follow entryinstructions carefullyand include all requested and relevant images, information andcertifications to ensureyour entrystands agreater chanceofsuccess.

UPDATED CATEGORIES RECOGNISE EVERYSHAPE, SIZE, AND TYPE OF MERCHANDISE

Thisyear’s categoriesrange from the traditional productspecific and innovation awards to newsustainability awards. With winners to be announced in early January 2023, just in time forthose exhibitingat Merchandise World, theBPMAwill be showing off all theProduct Awardwinnersatthe show. “It’sbeen an importantpart of theProduct Awards to keep recognition going across theyearwhentheyare winners,” says BPMA’s Membership Director,Tom Robey “The winners awardedearlierthis year are still featured and talked about in places like ProductMedia,withwinners proudly displayingtheir certificatesand trophies at tradeshows as well as highlighted by distributorstoend users as industry recognised products.” Thisyear, oneoverall winner will be crowned'winner of winners' withthe ProductAwardsGrand Prix, awarded by the final panel judges.The luckywinner of this awardwillhavetowait though to receive their GrandPrix as this won’tberevealed until theBPMAAwardsDinner in January2023. WHATARE THE JUDGES LOOKING FOR? In everycategory,the BPMA hassupplied the rangeofproducts relatedtothe category,the evidence they look fortosupport theentry includingimages,videos, presentations and certifications plus pricesofcourse DON'TFORGET YOUR SAMPLES TheBPMAhas asked PM readers thinking about entering theProduct Awards that they as of toproduce aproductwhenrequested is it’san note IS JUDGING THIS acrack team of from andexperiencedBPMA thereare whowillbe fororiginality, andany in thecategory. In addition,entrants also be askedtosubmit members to understand the value proposition Judging takesplace overtwo rounds: two online rounds anda finalface to face panel With different judges in eachroundofonline judging, theselection process is rigorous and aimedatmakingsureevery roundisassessed in line withthe criteria set out. The BPMA ProductAwardsisadministered by theBPMA team, but they don’t get involvedinjudging only ensuring thecompetition is runfairly andofcourse settling theodd judging dispute! Brian HaywardofPAGEisthisyear’sProduct AwardChairand toldPM: “Welovethese Awards. It’s agreat high pointinthe year as we gather our together to really put these through theirpaces, and recogniseand reward theextraordinarytoo LikemanyAwards, we’veevolved again this year andwecan’t wait to see what comes through.I’m Chairingthe finalpanelsession wherewebringthe round two judges togethertoexamine theshortlistand the in person so we can examinethe scores andallocatethe Awards. With aGrand Prix nowinthe mix, it’sgoing to be exciting.” WHERE CAN YOU ENTER? To enter these year’s Product Awards, visit bpma.co.uk/productawardsfor more information,terms andconditions plus prices forentry. Please note,BPMAmembers receive acomplimentaryentryand an early birdratewithnon-member entries attracting afixed fee.

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12 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk BPMA ProductAwards APPAREL PRODUCT OF THE YEAR Entrants to thiscategorycan include all promotional apparel, clothing, headwear, ties, scarves,uniforms, workwear,and sports clothing. Itemssubmitted in this category should be able to carrydecoration for brandingpurposes.Doesnot includeface coverings or PPE. Judges arelookingfor outstanding examples to demonstratescope of apparel and innovation in thesector. andbackpacks, laptopand tablet sleeves, drawstringbags, shopperand tote bags, carrierbags,giftwrap, cooler bags,can coolers andany item forcarryingitems of anydescription. DRINKWARE PRODUCT OF THE YEAR Thiscategorycovers all drinkware, sports bottles, flasks,reusable coffee cups, travel mugs, mugs, glasses, coasters and bar accessories. Alldrinkware materialsare permittedinthis category(plastic, ceramic, glass etc). As atop 10 mostrequested item,the continued adaptionofbranding techniques, designand application gives entrants in this categorya chance to demonstratethe refreshing innovation available in market. EXHIBITION PRODUCT OF THE YEAR Thiscategorycovers abroad scopeto capturethe high demand ranges for exhibitions and events.This can include festive products forall faiths,party products, sweets, chocolate, biscuits, drinks, mints, fridge magnets, other magnetic products, badges, dog tags, lanyards, wristbands rosettes,medals, membership cards and holders,slapbands, logobugs, stickers, all other paperproducts(not considered stationery), seedproducts,balloons, small flags, small displaymaterials and small signs. FOOD &DRINK PRODUCT OF THE YEAR Anytype of edibleproduct whichcan be directly brandedorispresentedinbrandedpackagingasapromotionalproduct.Thiscanincludesweets,drinks(cans,bottles),cakes,biscuits,chocolate,confectionery,re-brandedtrademarkedorregisteredbrandedgoods(e.g.brandedLovehearts),sachetdrinks(herbal,tea,coffee,hotchocolate) HEALTH &TRAVEL PRODUCT OF THE YEAR Entrantstothis category caninclude keyrings (whose primary functionisa keyring), trolley tokens (andholders),car accessories, ice scrapers,air fresheners, pedometers,health monitors, heat/coldpacks, safetyproducts (not includingclothing), PPEequipment, sanitisers, thermometers, first aid kits, other health packsand ‘personal’ kits, tissues, facemasks, personalhygiene products, lip balms,ear plugs, shoe shines, eyemasks, The BPMA Product Awards open on 01.09.22 and close on 01.11.22. All entries aresubject to an entryfee unless otherwise specified and thefee will be determined on your BPMA member or non-member status. Only complete entries can be submitted. Eachentrywill be subject to vetting prior to judging. Winners announced in January2023and Grand Prix winner will be announced at theBPMAAwardsDinner in January2023. BPMA PRODUCT AWARD CATEGORIES2022/23 AWARD &GIFTING PRODUCT OF THE YEAR Entrants forthiscategorycan includeany AwardorGiftcategory product. In addition this can includeexecutivegifts that arenot coveredbythe othercategories.Products suitable forthiscategory areexecutivedesk items,personal executive products, trophies andawards, andgiftpacks. The description of ‘pack’ can coverpackscontaining more than one product or wherethe packaging representsa major part of thegift.Asinall categories,you willneedtoincludethe way in whichthe product is packaged. BAG&FOLDER PRODUCT OF THE YEAR Entrants can include folders,business bags and cases, bags andholdalls, rucksacks Get your products recognised, like these winners from 2021

www.productmediamagazine.co.uk small lowcostmirrors, slippers, flip-flops, travel pillows, luggage accessories,airport products,traveladapters, travel wallets anddocuments holders, luggage tags, travel card holders INNOVATION OF THE YEAR Embracing theinnovation across theindustryiscaptured in this category.Products enteredinthis categorymustbeable to demonstrate true innovation in theirproduct sector.This will include products new to themarketwhich have been launched and distributed in 2022 whichrepresent an innovative design, significant change to an existing range, present aunique or first to marketvariation,aninnovationinproductionorfinishing techniques which provide aunique or first to marketbenefit. You’ll be askedtostate clearlywhy your productshould winthis award to makethe mostofyour latest innovationtohit theindustry. WRITING INSTRUMENT PRODUCT OF THE YEAR Entrants to this categorycan include all pens (regardlessofcost) pen sets (withorwithout packaging), stationery sets, including styluses which primaryuse is apen or stationery product, ballpens, gel pens,rollerpens, pencils,fountain pens, highlighters. STATIONERYPRODUCT OF THE YEAR Entrants to this categorycan include anystationery item; pencil cases, pen pots, stationerypacks, activitypacks wheremostofthe productsare stationerybased, clipsand fasteners, staplers, rulers, scalerules, paperproducts, pads, books, notebooks, note, page tagsets, blockpads, block holders, binders, document holders, calendars anddiaries. UK MADE PRODUCT OF THE YEAR Entrants to this categorymust be able to demonstratethe product Tell your product story here Making an impact with your productmatters.Tell your latest storywithnew advertisingspace in ProductMedia Magazine. Advertisingnow open to all industry suppliers. Contact advertising@productmediamagazine.co.uk to findout more.

NOWOPEN FORENTRIES It’s time to recognisethe best promotional merchandise products in ourindustry. TheBPMAProduct Awards arenow open andwithentriesaccepted from anysupplier*, theseinternationally recognisedAwards welcomethe best andbrightest products in the industry to step forwardfor judging. AGrandPrixawardhas beenaddedtothe lineupwith thechampion of championsrevealedatthe BPMA Awards Dinner in January2023. Find outmoreat bpma.co.uk/productawards forentry criteria, categories,entry fees plus termsand conditions. *The BPMA ProductAwardsopenon01.09.22and close on 01.11.22. Anysupplier meetingthe qualifying criteria canenter Pleasesee bpma.co.uk/productawards formoreinformation. Allentries aresubject to an entryfee unless otherwisespecified andthe feewillbedetermined on your BPMA member or non-memberstatus. Only complete entries canbesubmitted.Each entrywillbesubject to vettingpriortojudging. Winners announced in January2023and GrandPrixwinnerwillbeannounced at theBPMAAwardsDinner in January2023. Terms andconditions apply.

components, andthe

SUSTAINABLEPRODUCT OF THE YEAR Entrants to this categorycan submit a product,product set or productline which is classified as sustainable, re-usable,recyclable, recycled includingorganic (e.g.organic cotton). Entrants to this categorymust include uploaded informationonthe product certificates or certificatesonthe production process,logistics etc. Uncertified products product sets or productlines mayalso be submitted. Entrantsinthiscategorymust be able to demonstratetheirsustainable credentialsinat least one aspect of the product material, production,presentation (includingpackaging).Classification of sustainable can include recycled materials whichcan be evidenced, biodegradable or oxobiodegradable with relevant certification andtesting.Entrants should referenceany tomembershiporaccreditationheldrelevantthiscategory.Youwillneedtoincludethewayinwhichtheproductispackaged

producers make to

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focus

behind

behind it.You will Please notethat forall product awardcategories youwill need to include theway in whichthe product is packaged. need to include theway in whichthe product is packaged. TECHNOLOGY PRODUCT OF THE YEAR Includes chargers, speakers,headphones earbuds, phonestands(whose primary purposeistoholdaphone), USB hubs, chargingand datacables, clocks, watches, webcam covers, mobile accessories, lens cloths, USBflash drives, computer memory& mouse mats. WORK &PLAYPRODUCT OF THE YEAR Entrants to this category can include leisure, sporting goodsand activity accessories: picnic accessories, whistles, outside activityaccessories, insideactivity accessories, puzzles,games,softtoys andplush products, balls,stressproducts, golf products andaccessories, umbrellas, parasols,bunting,large signs, bannersad flags,tools, torches andtapemeasures. With achance to enterproducts that engage, providehours of entertainment through to thepractical andsafe, products in this category highlightthe diversityof products in themerchandisemix GRAND PRIX All winnersfromeachcategory are automatically entered intothe GrandPrix. TheGrand Prix awardwillbeawarded after allcategorywinners have been selected: duringRound2 eachJudging Panel member will select their ‘top three’ productsinorder of preference and allocate 3, 2, and1markaccordingly. The GrandPrixwinnerwillbethe product that collectsmostpoints from thefinal Judging Panel.Inthe eventofa draw,the remainingproducts will be subject to a secondvotebythe JudgingPanel. The thGrandPrixwinnerwillbeannouncedateBPMAAwardsin2023. or here To findout more about thenew advertising spaces available in ProductMedia Magazine at competitiverates plus editorialfeature support, contact 01372 371183

able

testingand

theproduct

innovation.

enteredwas eitherwhollymanufacturedin theUK, undergone substantial finishingor transformation in theUKtoberecognised as British made. Thismeansatleast 50%of substantial finishing or transformationhas takenplace here.Entrants to this category can submit anyqualifying product under the classificationand shouldinclude detailson production journey, thebusiness in theUK undertaking theworkand theteambehind thework.

SUSTAINABLEINNOVATION OF THE YEAR This categoryisopentothose sustainable productslaunched to themarketbya sustainable-focusedcompany that is to demonstrateauniquesustainable Your entrywilldetailthe product,processes,its composition of thematerials, evidence. Aspects to includeinthisentry arethe ecological footprint of and itsjourney and theteam its innovation andproduction. In this the overall contribution that environmental, social, andeconomicaction in thecontext of asustainabilitystrategyis important. Awarenessand areplaced moreonthe productionofsustainable productsand thehistory

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER

entry,

Food and confectionery managed to maintain demand during the pandemic. Now times are normalising, what’s on

Food and drink gifting has grown during thelast two year as the recognition, reward and thank you gifting opportunities were presented in aunique waydue thecircumstances theUKfound itself in. Gift boxes including sweets, chocolateand biscuits have become astapleofthe branded gift market, withcorporates ordering vast quantities to recognise theirstaff,say thank youorsimply welcome anew colleague in style.

distributors maynot be fully awareof, said Eat My Logo business managerdevelopmentDanielClarke INTERNAL MARKETING

“Customer buying reasons arevaried, including brand anniversaries, achieving target specialoccasions, charity days, or system launches, collaborations, outstanding achievements, motivation and just because’s.But looking at our order books, therewas one thing that stood out theamount that were forinternal use.”

the menu? 16 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk Food &confectionery

Geiger first workedwithEat My Logo several years ago but following some guidance on buying reasons and some proactive promotion have seen regular large-scale orders from keycustomers.

The demand forBritish made has also growninthis time too. Since our exit from theEU, thenumberofsuppliers and distributors who proclaim theirBritish made ranges has increased ten-fold. While we have experienced challenges withexporting food and drink items since theend of thetransition, theinternal UK marketis booming and shows no signs of slowing. Of course, not all promotional food and drink needs to be exported. There is amassive marketopportunityon our doorstep that many suppliers and forthe senses

Account manager Simon Kaye said: “Late last year,Eat My Logo helped us pull off one of thelargest time sensitive orders we have ever been involvedin. They needed to turnaround 72,000 Halloween decorated cupcakes and get them deliveredto36sites Myyperiod.”Logosupplied aneat spreadsheet withall the delivery details and the goods were delivered on time and in good condition and thoroughly countrcountrteenjoyedbymyclient’samsupanddownthey.y. targets, special occasions, product cupcakes and get them delivered to 36 sites within a two-day period.”

Eat My Logo supplied a neat with all teams up and down the

Afeast

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | productmedia | 17 Food &confectionery Project Merch also landed severallarge projects forproducts to be used internally The distributor wasabletooffer their established clientsproducts forcelebratory events, giving them awhole new sales angle.Sales director Chris Dawson said: “Edible gifts have always been agreat option when companies arelooking to celebrate anniversaries or milestones. Withthe addition of avegan range, offering individual delivery andasalwaysfantastic service, Eat My Logo has helped increase our sales and deliversome rather tastytreats.” During thepandemic, Eat My Logo successfully pivotedits product range towards bites that could be sent to thehuge numbers of people working from home. It landed thecoveted Platinum Awardfor its CupcakeGift Boxes in theMerchandise WorldAward &Gifting Product of theYear. The Postal CupcakeGiftboxes were designed to allowcustomers to send branded cupcakes via RoyalMail in azero plastic packaging solution. Witheachbox holding either 4or6cupcakes, its delivery Celebrate… business on aplate Three quarters of orders placed withEat My Logo arepurchased by businesses to use forinternal events withtheir ownworkforce. Whether it is just atray of cupcakes to one location or 80,000 bespokebiscuitstohundreds of locations, end users areseeking engaging and impactful edible products to help them celebrateinstyleWhiledistributors areused to dealing withmarketing teams, it’smoreoften than notthe HR and internal communications personnel that hold theresponsibilityfor ordering internal celebratoryproducts. Distributors that make theconnection withthese teams can enjoyaccess to awhole new budget and increase their revenue without cannibalising other sales opportunities. Eat My Logo has helped hundreds of distributors become their clients ‘goto’ foredible branded treats. Alarge majorityofthe UK’s leading organisations utilise branded treats as part of their internal engagement strategies. A LinkedIn surveyofmorethan600 HR and internal comms contacts by Eat My Logo found that 60%ofthem had used branded cupcakes and biscuits. Withthe currentlandscape (rising cost of living, disparateworkforce, hybrid working, retaining workforce),end user businesses arefighting to boost staff engagement and positivity. Small gestures go along waytocreating agenuinely healthy work culture. Eat My Logo can send as manyorasfew products as needed to either asingle siteorhundreds of different locations. Its products range from traditional bakery items suchas cupcakes and shortbread biscuits, along withinnovative choices suchascakejars, millionairebites, and doughnuts. option as aRoyal Mail small parcel made it a very attractive and versatile gifting option. It wasalsocreated to have as little environmental impact as possible. The box wasdesigned to protect thecupcakes, keep them fresh and also avoid theuse of plastic. Everything from theouter cardboardbox to theinternal product inserts arecardboard based. COMPLEX MARKET Debbie Willsmer,managing director of Willsmer Wagg has noticed amassive growth in supplying food, drink and gift boxes to thecorporatesector. While thedemandhas alwaysbeenthere at

eatmylogo.trade Register Today at

The companyalso offers aDeluxe Weekend Wind-DownPack–atreat filled pack containing asmall bottle of Prosecco Boston bottle opener and asleek stainless steel travel mug, plus aselection of while thereisn’t such, thebox,

“Working and communication patterns have changed and simply because youcannot physically attend an award ceremony does not mean that you cannot sit virtually,haveyour bottle of fizz, popcorn, chocolates and celebratewith your colleagues and company,”she added. This brings withitanew level of complexity. While an attendee at aphysical event can choose what they want or are able to eat of drink, if acompanyissending out items, they have tofindout beforehand and ensurethey only send what is suitable forthe individual. “Wehavejust had an order for1,500 boxes whereeachpersonisgrouped by food allergy,non-alcoholic, alcoholic cocktail or beer,sothereisa lot of picking and individually named items,” said WillsmerLaltexmarketing executive,LucyKinney said thecompanyhas seen asurge in orders forstaff appreciation gifts overthe last two years fordelivery both at home and in “Wtheworkplace.ithmanystaff members working remotely during and post-pandemic, thoughtful gift packsare agreat wayto keep staff engaged and boost morale within your team,” she said. Laltex’s treat-filled ‘TakeaBreak’Packhas been apopular option this year,she said “Thisisa lovely gesturethat will go along wayinshowing your staff members how muchyou careand, as it’sone of thelowest cost options it won’tblowyour budget.”

amenu of options as

it will endeavour to accommodate special requests suchasspecific confectionerybrands or to meet dietary requirements.Forbranding, customers can choose to have afull colour A6 label applied to

“For over25years we have supplied corporatehampers and have long standing relationships withthe artisan food manufacturers, whichgoeshand in hand withour alcohollicence. Ibelieve therewill always be amix of virtual and face to face along withhybrid workingnot location specific so it is really important to make all staff feel part of ateam and receivinga welcome or seminar celebratorybox does just that,” she said.

Christmasstartsearly for Distinctive The High Wycombe-based confectionery supplier wasestablished morethan 20 years ago and has been aBPMAmember forjust as long. ARE YOU EXCITED ABOUT 2022? We areveryoptimistic about 2022 and thebuild up to our busy season. Advent is our busiest season. It starts in June and has us all flat out until they aredelivered by mid November.Wehavea largerange of premium advents to offer suchas Lindt, Lindor,Milka, Mini Mars, Toblerone, and Ritter Sport. All of our premium calendars areeco-friendly and climate neutral.Wealso have moresustainable options suchasbiodegradable and compostable inlays or fully compostable calendars. However, most of our premium options need ordering early,sowedoencourage clientstothink ahead during thesummer months.Especially if they areconsidering one of our shaped options suchasthe Lindt Laptop,the 3D truck, or bespoke individually shaped Lindt advent options. HOWISTHE POST PANDEMIC MARKET? The demand foredible products has alwaysbeenthere, even in thepandemic. In fact we sawarise in companies ordering chocolateboxes, advent calendars and biscuit options as asweet treat to keep in touchwithclients and keep their staff happy. WHATARE CUSTOMERS LOOKING FOR? Ourclients lookfor high quality, andoften sustainable products. Manyare asking foracompletefulfilment/postal service, whichweoffer.Wehavedifferent mailout options to save on postage too. This was abig hit overlockdownascompanies wanted to send to home addresses, and this has continued. HOWHAVEYOU TAILORED YOUR PRODUCTS? As well sustainable and eco-friendly packaged products, dietaryrequirements suchasvegan chocolateand sugar free sweet options areindemand. We have added some new shaped calendars into therange: theluxuryLindt extralarge Christmas Tree Advent and LuxuryLindt Laptop Advent withtwo different fillings. We have included Lindt Countdown Calendars suitable forRamadan, Diwali and other important occasions. We are adding moreand moreproducts to our range that offereither only biodegradable packaging or theoption of having this premium snacks including luxurychocolate, crisps and biscuits. Laltex offers acompletefulfilment service, and

inside or out. Alternatively,orin addition, thereisalso theoption of afull colour sleevethat wraps around thebox perfect forlarger messages. s s s e

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 19 Food &confectionery Christmas, since Covid themarkethas evolved. Willsmer Wagg is nowsourcing and supplying custom seminar,wellness, onboarding, virtual festivaland celebratory gift boxes as astandardpart of its offering.

Member Networking Lunch 15 November 2022 | Birmingham Join us foranexclusive member networking lunchatGauchoinBirmingham on Tuesday15thNovember 2022.Enjoy awelcome drinkand deliciousthree course lunch, connectwithyourpeers andhearfromour guestspeaker to fuel conversation, discussion anddebate This is amembersonlyevent.Tickets fordistributorsare limited to amaximum booking of four percompany Thereare limited spaces forthisevent.Supplierscan onlyattend in atable host capacity. Pleasecontact the BPMA formoreinformation by emailing events@bpma.co.uk.Booking termsand conditions apply. Ticketsfor this membersonlyevent areavailablenow andare on afirstcome, first served basis. Please visit bpma.co.uk/events or contactthe BPMA formoreinformation via events@bpma.co.uk Interested in hostinga table? Thereare twosupplierhostopportunities pertable BPMA supplier members please contactTom Robeyon 01372371183 formoreinformation.

MORE

Local authorities or district councils can provide export certification forcertain products not coveredbyofficial EHCs issued by APHA and DAERA. This can relate to products that are: •not of animal origin •processed meat products •manufactured food and drinks The type of certification that needstobe provided is specific to theproduct being exported and therequirements of the destination country. Youshould provide theinformation you have gathered on theimport requirements of thedestination countrytoyour local authorityordistrict council. This will inform what theexport certification needs to say. The minimum required by non-EU countries in suchcertification is usually confirmation that theproduct is: •produced in accordance withdomestic hygiene rules •fit forhuman consumption •freelyavailable forsale within theUK While it is complex to export, thereisa huge marketfor UK made food and drink. If youwould likemoresupport to grow in new markets, youcan contact the Department forInternational Trade (DIT) and speak to one of its advisors who arethere to help anyUKbusiness looking to export.

Exportingfood &drink It’sbeenachallenging time forpromotional merchandise and exporting branded food and drink items has been no exception. In some instances, British manufacturers have decided to forgothese previously lucrative markets due to thechallenges at customs borders. WHY HAS IT BECOME COMPLEX? source of information of those individual products to countryexport requirements. When commercially exporting food or drink from theUK, it is theexporters responsibilityto checkthe restrictions and export conditions that apply beforeyou export. In GreatBritain, theAnimal and Plant HealthAgency(APHA)isresponsible for issuing export healthcertificates (EHC)for certain products of animal origin (POAO)to specific countries. In NorthernIreland, DAERAisresponsible forissuing these EHCs forPOAO.

REPORTING TRADE BARRIERS

Unfortunately,thereisnosingle

WHERE CAN YOU GO FORHELP?

The DIT has also asked everyexporter and trade body to highlightits service to report trade barriers. If youare experiencing issues, you can either report thesetothe BPMA which is working collaboratively withthe trade teams or visit great.gov.uk/report-trade-barrier

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 21 Food &confectionery Popkakeryanticipates premiumvegan treats market growth ARE YOU EXCITED ABOUT 2022? Yes, we areseeingahuge uplift in orders whichisofcourse good news. We have expanded our vegan, gluten free and dairyfreerange of products as there aremoreand moreenquiries forthese products as they tickall theboxes. It is mucheasier to manage various dietary requirements if youbuy veganasitcaters formost requirements. We have also refreshed our brand and we have anew logo.Weare lookingtogrowthe business substantially this year AFTER THE COVID FAMINE, ARE WE SETFOR AFEAST? Well, we certainly hope so! We are looking forwardtothe runupto Christmas this year as manyofour clients choose to buyedible products forcorporateand client gifting. We have awiderange of premium and indulgent products whichare moreintune with what clientsare considering forcorporate gifting especially forChristmas as they tend to lookfor something alittlebit different. WHATDOCUSTOMERS WANT? After all thehardtimes that we have been through and even in thetough economic times, everyone would like to reward their staff or send alittle something to clients to showhow much they appreciatethem. Ourproducts even though they aremorepremium than the rest arestill very competitively priced. And withawide range of veganand gluten free products whichtasteexactly thesame as thepremium products, there is awideselection foreveryone. WHAT’SNEW FROM YOU? VEGAN,VEGAN and VEGAN but premium VEGAN! ARE EVENTS COMING BACK,AND REQUIRING CONFECTIONERY? We do see an uplift in events but we are still closelywatching what’shappening withthe newwaveofCovid. Let’shope that theevents carry on.

ForMilton Keynes, DavidLong, founder of Sourcing City, organiser of theshownotes that times areagain “interesting”. “Atpresent thepromotional merchandise marketseems buoyant, and after the‘Covid years’this is very welcome. However, inflation, soaring energy bills, UK political and economic instabilityand international crisis areinthe background and it is hardto predict howthis will affect themarketinthe coming months and beyond,” he said.

“The industrystands on and whether avisitor or exhibitor,aninvestment in time or money to be at theshowwillreap dividends. We all knowthat from to people, and

awide range of products overrode any apprehensions.Overthetwo days, 896qualitydistributors streamed through thedoor and theshow hall remained busy right up until closed on daytwoShoworganiser,EllaLong said: “Watching people so happytobetogether again, and to see oldand new relationships developing is alwaysrewarding. The industryisback together,and we were pleasedtohear people tellingusduring, and at theend of theshowhow positive it has made them feel and of thevarious benefits they had gained from coming.”

talking

Merchandise AGAIN The industry returns to Milton Keynes to help build for asuccessful end of the year network,and smile withindustryfriends. Nowayear on, theindustryisbackin Milton Keynes formoreofthe same and ready to buildonthe successofSpring’s showinCoventry.Anyconcernsanyone mayhavehad whether theindustrywas ready foramajor eventprovedunfounded, despitethe show organisers having to prove their agilityand shift thedates to thewinter wave of Covid. As soon as thedoors opened it wasclear that thepull of seeing 145exhibitors with The Septemberedition of Merchandise Worldisnearly upon us, barely ayear from its returnto Milton Keynes Arena at Stadium MK That 2021 edition of theshowmarkeda returntothe live events arena formany, and what started out as atentative exploration of face-to-face meetings quicklybecame an opportunitytoreacquaint withthe industry Suppliers and distributors put aside months of Zooms to press theflesh (hand sanitiser provided), see products up close,

relationships

In this scenario,everyone needs to win as muchbusiness as possible and Merchandise Worldisgoing to providethe ideal opportunitytodiscoverproducts for end users, and will be thebestplace for exhibitors and visitors to meet and build relationships, he said.

we learnmore

LET’SDOIT Merchandise World 24 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk

As well as thetop suppliers exhibiting from across theindustry, Merchandise Worldwill also have plenty of new exhibitors to meet, suchasBonBox, Briki, Delvaux, OceanBottle and Plastoria. Finding new products is the lifeblood of theindustryand thereisnowhere better to see everything in one place.

The September showisperfectly timed as people returnfromsummer breaks and then focusonthe rest of theyear and Christmas. Businesses looking to recognise and reward staff,clients, customers, and suppliers, should all be on thelookout for products and ideas to maketheir mark.

David Long concluded: “Visitor registrations have recently opened and it is clear that abumper turnout of distributors is expected.”Wehope to see youthere.

WHERE –Marshall Arena, Stadium MK,Milton Keynes WHEN –Wednesday14thSeptember 2022. Showopens from 9.00 and closes 17.00. Breakfast is servedfrom 8.00-10.00. There’salsofreelunch, tea and coffee. WHY –this one-dayevent for frontline teams and leaders from professional distributors will help them discovernew products forthe Peak Season and learnabout product branding techniques. Arelaxed atmosphereallows time forqualityconversations, negotiating trading partnerships, and building relationships withtop suppliers.

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | productmedia | 25 MerchandiseWorld

HOW -visitors can register at merchandiseworld.co.uk. Thereis afreestation transfer shuttle bus to Milton Keynes Central station between 8am and 5pm (no pickups between noon and 1pm). Free airport transfers from Lutonare available by prior arrangement. Call 0844 504 5006 fordetails. Worldisthe ideal place to do this.”

THEESSENTIALS

Carey Trevill, CEO of theBPMA, whichis co-owner of theshow, agreed on theneed forbusinesses to take aproactivestance. “Overthe past coupleofyears we have seen ourmembers demonstratelevels of ingenuityand creativityinkeeping goingduringCovid.Theywill now turnthattoensuringthat they adaptto whatever themarketthrowsatthem, with innovative products, great service levels, and theagilityfor whichtheyare known. MerchandiseWorld remainsour industry shopfront andthe placewherewecome together to do business, workinghardand playinghard.AmainfeatureofMerchandise Worldwill againbethe ECOWorld section. Recent shows have demonstrated theextent to whichenvironmentally friendly and sustainable products have movedintothe mainstream with100 exhibitors at Coventry offering them within their range. The move is clearand ECOWorld will again prove a popular stand fordiscovering new ideas.

The BPMA helped ensure that merchandise was part of the picture at adverting’s annual showcase in the south of France

26 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk Merchandiseinaction

MERCHANDISE CANNES DO When theBPMAfound the UK trade delegation was setting off to Cannes Lions, theannual gathering of advertising and marketing’s finest, they workedwitha range of BPMA members to securefantastic merchandise to represent the‘Great’ campaign, theflagship of Department of International Trade. Supplying badges from WCM+A, bags from DTB, pens from The PenWarehouse and Senator,notebooks from Juniper and fans from midocean, thetrade delegation hosted by theAdvertising Association at The CroisetteinCannes, sported their red, whiteand blue withpride!

Whilst some of thepeople maynot look familiar to thepromotional merchandise industry, they represent thegood and great of advertising, influencing spend and direction in thewider industry. The festivalfocused on thecontinuing need to invest in marketing, how effectiveness is made from awiderange of channels and mediums and withthe UK scooping alarge percentage of Cannes Lions this year,asacreative industrywe aregoing from strengthtostrength. With calls to keep spending, highly influential advertisers likeProcter &Gamble advocate keeping up thepresence rather than letting it drop away during hardtimes, citing therecovery from absence is harder than maintaining apresence.

PM’s advice is let your end users knowthe best waytokeep connected withtheir customers is to keep those long-termreminders on order!

• • • • • • •

28 | product media | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk BPMA CharterDay BPMA

The daywas split intotwo halveswithguest speakers addressing Charter members on thestate of negotiation and buying with procurement expert, MikeLander. As a regular contributor to marketing end user trade press, The Drum withhis procurement column, ‘Ask Mike’,his long career in procurement produced some eye-opening observations on buyers behaviour Providing actionable insights forthe collected businesses in theroom, Mike provided some starkwarnings about the economyand thelikely ways we couldsee contracts being negotiated in thefuture. Sparking debateand discussion, Mike

T hisyear, theBPMAhas completely overhauled itsCharter membership, open to thosemembers whohave reached additional standards in theindustry. Representingsomeofthe most established suppliersand distributors in the country,theygatheredfor an inaugural Charter Dayon30thJune this year in thebeautiful surroundings of theBPMA’shead officeat FetchamPark.

Charter members assembled to work through key issues facing the industry, including sustainability, procurement and exporting

SUSTAINABILITY, STANDARDS AND TALENT BPMA BoardDirectorClive Allcottresponsible forCharter standards, Commercial Director of DTB, opened themeeting, paying homage to hisfellowmembers fortheir continued leadership on standards in theindustryand introduced thetopics of theday.The BPMA set thescene further withend user views and thepositioning of theindustryonsustainable business, encouraging members to look beyond just theproduct as thestories of the overall sustainable progress in our industry were just as important. This included sustainabilityofcurrent business models, adaptation to thecurrent economic climate, stabilising theindustry, supply chains and theircontinued feasibility in light of significant pressures from different sides, promotion of UK standards and business to EU/ROW, looking at developing new markets, and leading on best practice. Innovation and communication of the goods available to theindustries, focused on end-to-end sustainable solutions, ensuring our industryacts responsibly in its role as part of thecirculareconomy, actively pursuing solutions whichanswer thesustainable requirements and high expectations of businesses and consumers. In addition, theBPMApledged to continue researchingand delivering effectiveness models whichprove theroleofmerchandise within thecommunications mix and its responsible role to uphold exceptionally high standards, providinganindustrymodel with sustainable business at thestart point of compliance and policies placing theUKasa leaderTogether withthe adoption of awider diversityand inclusion policytoaide businesses in their recovery,the BPMA stressed theneed forthe search and acquisition of people to build back thecore skills and talent needed to delivernow and in thefuture. BPMA CEO Carey Trevill stated this will ensure thenew talent theindustryneeds

can see itself working in theindustryand the career path ahead.

Charter Day

LIFTING THE LID ON NEGOTIATION

recognises theachievements of businesses from thepromotional products industryinthe areas

The BPMA is actively following up with select businesses whereissues appear to be particularly acute.

In thelastsession of theday,Carey Trevill asked theassembled Charter members for theircontribution to aplanned ministerial meeting in July.Introducing customs expert, Christopher Salmon from clearBorder who had been invited to help facilitate the discussion and work withTrevill on the preparationofthe papers, he shared his qualifying experience as Michael Gove’s advisor during theBrexitprocess Listeningtothe collective experiences of themembers,itwas clear theongoing and inconsistent customs approaches and freightissues were just two of thetipping points affecting exporting outcomes. Working through arange of options for‘asks’from Government, Salmon underlined theneed foraclear,single-minded proposition to ensure Government sat up and took notice of theimportance of theindustryand the detrimental impact on British business, contracts and jobs. Look out forthe further articleonthe outcome in this issue. The dayconcluded witha summaryof discussions and actions to be takenforward and withmoreevents to come, PM will report back on further Charter thought leadership and actions supporting theindustry.

SGS/FSC PEFCand SEDEX IMPRIM‘VERT. The juryjudged theproduct “worthy of theaward”. The PSI

a non-corrugated paper fibreboard, whichcan be recycled with domestic paper and card, and is sourced from sustainably managed forests.

BPMA Charter members can access the documents and resources via their Charter Asset page. Interested in becoming aCharter member? to TomRobey on 01372 371183 PAP21, The 9001,ISO 14000/1, BRCCertificate, ISO 5001 SustainabilityAward of affairs.

economy, ecology,and social

e

product also conforms to EN71 Toy Safetyregulations. The evidence of certification, whichwas provided to the juryincluded ISO

Chartermember B-Loony’sBalloonGrip Wins PSISustainable ProductAward B-LoonyLtd’s revolutionarycardboard balloon stickballoon holder was proclaimed winner in the‘Sustainable Product’ categoryatPSI’sseventh annual SustainabilityAwards ceremonyinDüsseldorf BalloonGrip balloon holders arethe world’sfirst truly sustainable balloon sticks, designed to secureand distribut air inflated natural rubber latex balloons forgiveaways and promotions. B-Loonyanswered theurgentneedfor an alternative to plastic balloon sticks by inventing thenow patented BalloonGrip balloon holder Plastic balloon sticks arebanned in theEUand Scotland witha proposed banset forEngland and Wales. This innovative product is made from

Speak

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 29 BPMA CharterDay provided an ex-buyers view on what he usually sawfromthe industryand ways to navigateand avoid arace to thebottom by qualifying hardevery opportunitytoavoid wasting time and resources.

UNDER THE SKIN OF EXPORT CHALLENGES

THREATS TO THE INDUSTRY Withevery part of thesupplychain under strain, thefocus turned to theknock-on effect of thechallenges theindustryfaced during thecurrent climate. The BPMA reported on thecontinued high level of complaints from everycorner of thesector and invited discussion on howthis can be addressed. In everyinstance, bothdistributors and suppliers pointed to communication being at theheart of making surejobscould move forward. Everymember in theroom recognised theveryreal issues facing supply,delays, continued staffing absences due to Covid, courierissues but thelack of communication wascausing serious problems and damaging reputations.

The collected members all requested a fargreater recognition and commitment to communication, even if thenewswasn’t good to alloweachparty to manage their responsibilities and avoid significant and permanent loss of business.

SUPER CLIP MADE IN EUROPE

bicgraphic.com MAKE IT EVEN MORE PREMIUM ADD A METAL SECTION IN SILVER, GOLD OR PINK GOLD ALSO REFILLABLE!

As amemberofthe Briman and Made in Britain, themessage about buying closer to home is one that is obviously important to thecompany. Withsupply chainissues ever morefront of mind, it is also acompetitive advantage withmorecustomers looking to source merchandise from closer to home.

“It’simportant to keep thebusiness developing and to come up withnew ideas all thetime,”saysJamie Gray.“We tryand produce Seedsticks bookshapesthatwillfit withany industry.”

“It’smorestraightforward forasmall companyasthereisalot of redtape in the retail market,” says Gray He thinks that thereisstill plenty of growth in thepromotional seed market whichwas wortharound £19m in 2020, according to Sourcing City. “Aswe’ve made thesector morevisible, other bigger playershavestarted to target it.Itwasn’t acategorywhen we started, so youcan’t stand still,” he adds. “We’ve grown everyyear from about 2015-16.”

Looking ahead thereis plenty tokeep SowEasybusy not least an upcoming move of premises, new machinery, and staff recruitment. It is also alive to thepossibility of acquisitions, says Gray Exports arealso on thecards too, although he says that it will probably have tobefromabase in Europe due to the problems of exporting post-Brexit. Whatever is around thecorner,Sow Easy is intent on keepinggrowing.

Giventhe rise of interest in and demand formoreenvironmentally responsible promotional products, SowEasy found itself in asweet spot to respond to achanging market.Aswell as beingaBPMAmember, SowEasy is aLicensed Seed Handler accredited by FERAand supports theForest Stewardship Council (FSC)and thePEFC. Seedsticks covers aremade from recycled paper and if aclient asks foraproduct made from 100% recycled materials this can be provided.All virgin material used is replaced by fast growingtrees in managed forests.Itsprinters arecertified to ISO14001and it adheres to guidelines on environmental issues suchasair pollution, water, waste management and efficient use of resources. All of thecompany’senergy needs for in-house manufacturing aremet by solar panels installed on its roof

Although thecompanyhas undertaken some retail work it remainspredominantly a promotional specialist.

Growt h

During thepandemic therewas amuchnoted shift towards appreciating nature and plants whichobviously benefitted thecompany. However, it wasatough time, and likemanybusinesses SowEasy struggled.“Ourturnoverwas down about 40% but we never shut our doors,” says Gray.“The pandemic changedthe perception of the products withpeople spending moretime at home and in their gardens. They have so manypositive connotations whether its helping kids learnabout growing, mental healthawareness, or thefundamental message of CO2inand oxygen out. It’sso powerful.”Goingintothe pandemic thecompany wasset to have its best year,something that is merely postponed Gray hopes, although he is alert to other clouds on thehorizon in theshape of inflation and possible recession. However, he remains optimistic for thefuture.“Onething Idid during thepandemic was start to call clients and just speak to them. Learning about their business and them as people. It workedtoo.Wegot one of our biggest orders during thepandemic.”

32 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk Briman Voice Plant based merchandise is amarket that continues to thrive and Briman member Sow Easy leads the field STORY Sow Easy has been active in thegardening and seed-based promotions marketsince 1988 Afamily firmformed by Steve Gray,the father of current managing director Jamie Gray,the business came about after Gray senior left Wilkinson Sword wherehehad worked, taking aproduct idea withhimOneofthe company’soffshoot products wasbooks of matches, and looking to use sparecapacity, it hadcome up withidea of using thematchbookformat to distribute seeds.Thus, SowEasy wasbornasastandalone companythat marketedSeedsticks, the company’smost well-known branded seed product. Eachmatchstickinacustomprinted matchbookcontains aseedwhich germinates when it is popped in thesoil. Offering branding of matchbooks and custom shapes ranging from planes and beer bottles to burgers and phones, the companyhas carvedout alucrative niche. Its product range has also expanded to include lots of other seed and plant-based offerings including promotional plants, branded seeds, printed seed packets, seed pencils, seeded paper and seed bombs.

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 33 Briman Voice

also workingon an artisan rangeofUKmade leathergoods, which willbemadetoorder,but witha distinctive natural,and arts andcraftsfeel HOWDID THE PANDEMIC AFFECT YOU? Like everyone in thetrade –badly. More so becausewehavea 22,000sq ft factorywitha high fixedoverhead and40staff.Weweren’t able to pivotovernight into sellingPPE,aside from our popular sanitiser holders, which kept us going.Then we started seeinggood sales on work from home items,likeflexible Juniper has carved a niche with quality,British made products that are made to last, says

MAKING MEANINGFUL merchandise

WHAT PRODUCTS ARE MOST POPULAR? Oureco notebooks areUKmade andina huge number of build your ownoptions. We alsohavelaunched aWellness notebookand specific Business Planner, as well as quarto sizesfor general linedbooks. Also new is a folderrange made in ourverypopular COMO rPET, available ex-stockinblack, or made to orderincolours.Weare MD Andrew Langley roll up desk mats.Asfirms started to want to reconnect with staffwesaw good sales of notebooks sent to homes. It wasverytough and stressful –Susanne andIworkedall hours. IS THERE AREBOUND? Yes, we arewell on theway to full recovery The last four months we have traded back at pre-Covid levelsfor thefirst time, butoverall forthe last year we have averagedbackto 85% of 2019 turnover.

WHEN WASJUNIPER FORMED? Juniperwas formed by myself andmy wifeSusanne,in2003, solely to serve thepromotional merchandisefield as a trade only supplier. My father rana shoe components business whichI initially worked in andled thediversification into non-shoebusiness andled me to the promotional merchandise trade.People often ask if it’scalled Juniperbecausewelikegin We do,but theratherboringansweristhat our first homewas called Juniper Cottage. HOW DID THE COMPANY FIND ITS NICHE? Ourinitial offer,was mainly as an importerof avarietyofPUand real leather products,well made, with goodUKbranding facilities, both as stocklines butalso made to orderevenfor smallervolumes. We set out to be aspecialist withmanufacturing skills andknowledge born from ourbackground in theshoetrade,and differentiate ourselves from generalists with lessspecific product knowledge. Over time we redeveloped andupskilledour UK production. WHAT’STHE USP? We sometimes joke that Junipertakes asimpleproduct andcomplicates the message. We want to createmerchandise that can be supplied in avarietyofcolours andmaterials, and that had variable component options,sothatwecould stand outasacompany that can achievea huge range of options, rather than just sell the same off theshelf items with logos to every distributor.Thishas been theJuniper USP from dayone and one we stillincorporate in productdevelopment,suchasour new BPMA platinum award-winning Jute bag whichhas hundredsofcombinations HOWIMPORTANT IS THE BRITISHMADE MESSAGE? Very.Weare members of theBrimanGroup of theBPMAand alsoMadeinBritain,and see moreand moreenquiriesstipulating UK made. Interestingly,inFrancewhere we export, we areseeinga distinctive anti-China messageplaying out andbeing UK made appears not to be an issue. Buying local and supporting local communities withreskilling, while reducing thecarbon footprint of merchandise, arekey messages.

WHATARE THE PLANS FORTHE FUTURE? We will continueour journey of thelast fewyears, by investing and expanding our UK production(which nowequatestoover 60%ofall sales) andtowards sustainable productsand materials. We areactively workingonwaystoreduce ourcarbon footprint, and have recently signed up to 100% renewable electricity. We alsowant to better communicatewhy we feel real leather is averysustainable option, whichI know canbecontroversial. Newproduct and material development is never ending,and we continue to refine ourmarketing package to helpour clients promoteour goods Morethan anythingwewanttoplay our part in thewider industrygoalof demonstrating that ‘meaningful merchandise’, that is embodiedbyquality, sustainable products,builtethically and to last, hasa place in thefutureofbrandsmarketing budgets.We arenot an industryof‘throwaway’ or ‘straight to landfill’.Merchandisesourced through theBPMA, areputablechainofdedicated professionals, is theright channel to access theseproducts.

Likeall businesses, TotalMerchandise was hithardbythe pandemic. However, it gave thethree founders and theirteam achance to take stockand think ahead to thefuture. “In alot of ways,wecame out of it witha renewed sense of purpose. We have more plansnow than ever,” he says. The team is looking at tech products as abig growth area andwants to makeit even easier forbuyers to transact withthe companybyimprovingits processes and online offering. An internal art department has also been introduced, which, due to its speed and efficiency, is already proving hugely popular withclients. “Therewill also be radical changes to the websiteinthe next couple of months,” he says.An advocateofgivingback, Total Merchandise has donated products worth tens of thousands to charities across the UK overthe years, including Little Haven’s Hospice and WellChild. As part of thecompany’s 18th birthday celebration, it is planning to donate£1,800 to EACH (East Anglia’s Children’s Hospices), a local charity. From being start-up outsiders, Total Merchandise is nowfirmly one of the mainstaysofthe British merchandise industry. It wasnamed BPMA distributor of theyear(£5m+) at the2020awardsand has scored ahat-trick of gongs in theSourcing City’sDistributor of theYearawardsoverthe lastWitthreeyears.hbusiness really starting to come back from about mid-July last year,according to O’Connor,heand his co-founders are optimistic about thefutureofthe company. Thebest is yettocome, he predicts

UP

34 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk Profile MOVING ON Total Merchandise is celebrating 18 years in business and 15 as aBPMA member. Product Media hears its story People find their waytothe promotional merchandise sector from avarietyofintriguing routes, and none moresothanJason O’Connor,co-founder of award-winning supplier TotalMerchandise. The sparebedroom origins of the companymay be common formanystart ups in thesector, buthis background as a DJ and music magazine publisher is slightly moreexotic.Havingbought merchandise forhis ownbusiness, O’Connor,and fellow Total Merchandise founders David Stoddart and Michelle Rae Stoddart, perceivedanopening. “Wewerequitegreen and had no preconceivedideas,” he admits from the company’sColchesteroffices. “It wasahuge, exciting learning curve.” Backin2004,when TotalMerchandise founded, this lackofknowledge, or perhaps respect forreceivedwisdom,turned out to be something of abenefit as thebusiness wasnot setinits ways from thestart. This resulted in an approach whichwas, at thetime, quiteunique within theindustry. He describes TotalMerchandise as aggressive on price. “It’sacompetitive industry, and we liketoleadthe way,”he says.The companyalsopursued asingular approach to not selling aparticular catalogue of goods but to picking its ownproducts and developing its ownwebsite. “Wewanted completecontrol of what we do in termsofwhat we sell and its pricing. Youchoose whereyou can be most competitive andthat’s wherewehavean edge,” he says. “Now lots of businesses are doing it –not just in merchandise but more widely,likethe retail discounters. Priceonits ownisnot enough, he admits, and thecompanydoes not want to fall short on areas suchascustomer service or product knowledge. “Price is still themaindriverfor getting people through thedoor,but youneed to offer moreifyou want to get their future orders,” he maintains. Nowcelebrating its 18th year in business, and its 15th as aBPMA expectcobusamember,O’Connorysthatmerchandiseyersnowhavensumerlevelations.“It’stheAmazon-model. They want it online and faster and they don’t want to be sold to. People have shifted towards that.” He likens theshift to TotalMerchandise’s digital approach,toClive Sinclair’s C5 “Everyone thought it wasnuts at thetime butnow we have scooters forhireonstreet corners. Some ideas take time to find their place. Buying patterns in merchandise have shiftedtoour wayofdoing things on the internet.”Giventhe focus online when it comes to promotion, O’Connor theorises that social media, withits algorithms and adverts, doesn’t have ahugepart to play in theworld of promo,beyond offering a likeworthy windowfront. While he agrees that maintaining an active presence is important, he doesn’t believethat many would-be clients turntothe likesofTwitter andInstagram formerchandise inspiration. “It’sstarted to become whitenoise,” he says. “The audience is there, but for merchandise it doesn’t work in thesame way. Ourcustomers don’t go on Facebook to look forpens.”

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | productmedia | 35 Finance Storm clouds are gathering for businesses with inflationary fears and spiralling costs. Anew credit management solution could be the answer,says Mike Collins Nineties pop chanteurs D’Ream once famously sang… “Things can only get better”but sadly in abusiness sense, they arecurrently wrong. Inflation is at arecord high. Oiland utilities likewise. Supplier and transport costs arealso on therise, with no immediateend in sight. It is moreapt to say… “things areonly going to get ofthNomoreexpensive”.wmorethanever,isetimetokeeptightcontrolyourexposureandrisk.Nowmorethanever,isthetimetomaintainandregulateyouressentialbusinesscash-flow.Nowmorethanever,isthetimetoinvestinbusinesscontinuityandgrowthforbusinesssurvival.Withallofthisinmind,nowcouldalsobethetimetoinvestinAccountAssyst2.0,asystemthatisdesignedforyou.

NEWPLATFORM Direct RouteAccountAssyst is proud to announce thelaunch of thenew and improved Account Assyst 2.0Credit Management Platformthat will transformyour business. After manyyears of extensive redevelopment, Account Assyst 2.0isnow an essential requirement foryour business when it comes to managing your customer risk and exposureand ultimately preventing baddebt. knomustAccountAssystchallengingtimes,2.0isnowthe-havebusinesssupportsolutionforpromotionalgoodssuppliersanddistributorsalike.Beingleadingcreditmanagementinnovatorsformorethan20years,DirectRouteAccountAssystwsthatitislisteningto VERSION

2.0KEY FUNCTIONS INCLUDE: Newcustomerrecruitment: •Efficient online credit application facility-open new customer accounts in under 3minutes •Optional director guarantees built in -plus free robust and effective termsand conditions. •Accuratecontractualformationsupported by datafrommajor credit reference agencies. CircleofKnowledge: •Real time invoice payment information, shared anonymously by fellow supplier credit control departments. •Exclusive early warning alerts on defaulting seriously overdue customers. •Personalised customer support -you can talk directly to areal person when youneed. Credit Control: •Chase more than 1,000 customers hourly using proven, customisable and effective online templates. •Fully automated, intelligent, slickchase processes that keep youinformed and in control •Access to Zero Cost Debt Recovery,including guarantor enforcement as required. To find out moresimply visit www.accountassyst. co.uk or alternatively contact Ian Jenkinson on 0330 229 1991or ijenkinson@directroute. co.uk to transformyour credit control,your cash flowand your business. MikeCollins is managing director of AccountAssyst TAKE BACK CONTROL Local Support Contact Details Please contact amember of our local support team for advice on any matter related to debt and credit management London and South David Barker dbarker@directroute.co.uk 07766545871 Midlands and East Anglia KenBrown kbrown@directroute.co.uk 07795214426 Wales and North West Ian Jenkinson ijenkinson@directroute.co.uk 07860 197476 North East,Scotland andNorthern Ireland MikeCollins mike@accountassyst.com 07866 427363

themarketand delivering client’sneeds that is keyto producing cash flowreturns that aresecond to none. ACCOUNTASSYST

Packed full of new pioneering and crucial functions and practices, all especially designed withthe purpose to navigate youthrough these ever increasingly

36 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk

CONDUCT AND COMMUNICATION Everyone in theindustryexpects good conduct especially when it comes to howweoperate; howorders areprocessed, work undertaken, payment termsand more. Central to all of this is communication. When things aregoing wrong, we all knowit'show we behave that can makeamassive difference to howwemanage theoutcomes. Withmore and morecomplaints coming through the BPMA, Membership Director TomRobey said: “Weget it. It’stough out thereand everyone is flat out doing their best to deliver. We know no one sets out delayanorder or makea mistakebut we’reencouraging everyone (and we mean everyone) to check their briefing, not assume anything even if it’sarepeat order,issue adetailed order forbothparties, checkall the details and most importantly ask thequestion about realistic timelines. It’snot thesame and foralong time we have worked to unrealistic timescales so we must check.Weknow everyone should be able to deliverfast but right now, it maynot be possible.” This comes down to talking about what’s happening and keeping everyone updated. Lackofcommunication is at theheart of the majorityofcomplaints wherenoinformation has led to issues withbeing able to updateend users especially around missed deadlines. Withstress and costs mounting, theindustry has made an overall plea to all parts of the supply chain to get past thecrisis talks and back to normal negotiations, knowing that what we face, we face together keep coming for the merchandise together

Business outlook WE’REALL IN THIS Challenges coming the promotional merchandise sector.The BPMA advises keeping aclear head and upholdingstandardshigh 2022has already presented the industrywitha heady cocktail of Covid, pentupdemand, supplychain issues,raw materialpricehikes and with therest of theyearlooking likeit’sgot a fewmoresurprises up its sleeve still to come, PM reports back on someofthe challenges we’reexperiencing andwhat,ifanythingwe can do SUPPLYCHAIN AND RAW MATERIALS The commoditymarketseems to have been on overdrive as rawmaterial shortages are nowalong-termwatchinggame to see just howfar they will go.For amarketused to maybe one or two price increases or changes ayear, forsome materials, theincreases would have numbered morethaneight and between 50-90% increases arenow not uncommon. Bad news formargins forthose on fixed contracts and withnoclear pictureof how2023willlook, theindustryisbracing for further increases. The only potential positive is this globally reported issue means thereiswidespread awareness and acceptance of costs aremore broadly understood even if they arenot readily accepted.Whilewe aredictatedtobyglobalmarkets, we can makesurethatall changes are communicated well and clearly.Withso manyfactors and influences affecting our marketplace outside of our control,there is some cold comfort in knowing this is out of our hands. FREIGHT AND COURIERS In thewords of Willy Wonkawhenfacing the ascent of theGreat Glass Elevator,wehaveno earthly wayofknowing whichdirection we are going when it comes to costs and whether that next delivery will actually arrive or even makeit through customs. The BPMA has been putting pressureonGovernment and therelevant industrybodies to address theartificial high the freight markethas settled at whichmight be bearable if thepackages arrivedsmoothly WithBPMACharter members reporting they nowhavededicated staff who “just locate parcels all day”,the situation is acuteand again, out of our hands. No one courier or freight business is better than anyother,yet thestress inflicted by theloss of consignments, costs incurredand of course reputations damaged is universally felt. Government is listening to this complaint from manysectors as one that is pivotal to reputations and success of everyBritish business.

Marketers can learn alot by studying the campaigns of the not so distant past, says Melissa Chevin The worldofdigital marketing has evolveddramatically overthe years, but thereare still important principles to be minedfromclassic campaigns of thepast. In this column, Iwant to lookat object lessons in marketing from twomajor brands, Volkswagen and Old Spice. VW’s iconic Kombi vanhad been ahuge favouritesince the1950s –but by 2013 it no longer met increasingly demanding safety standards.Thecompanychose to turnaround what could have been asad, minor footnoteof farewell intoacelebration of this much-loved vehicle, soliciting user-generated content focusing to saygoodbye During thecampaign period, Kombi sales went up by 12% and thelast production run wassoldout twiceover. VW turned apotential negative into areal positive,securing precious customer engagement in theprocess. Old Spicewas an iconic brand in the60s and 70s, withits dramatic surfer TV adsfeaturing

Melissa Chevin is BPMA boarddirector and marketing consultant withGF Consulting –mchevin@gf-consult.co.uk

HOOKED ON CLASSICS

‘Hello Ladies’was initially rolled out on YouTube, followedbyTVand other social channels, at one point filing around 185videos in just two days. Old Spicealso blazed atrail in collaboration, workingwithtop influencers like Ellen DeGeneres and leading brands suchas TacoTheBell.results tell their ownstory,and include around 105million views on YouTube, 1.2 billion media impressions and a300% increase in traffic to theOld Spicewebsite. Whyisn’t it making suchasplash (excuse the pun) today? According to entrepreneur and media expert Gary Vaynerchuck, it’sbecause OldSpice failed to continue to engage withits followers.Thetakeaway is that companiesengaged in digital marketing must be prepared to use these channels consistently and continually.It’snouse making abig splash if youcan’t maintain that initialimpact. Of course, youmay already be thinking that thesizeofyour ownoperation, compared withthese twomega-brands, would makeitdifficult to translatewhat they achieved to your ownstrategy

Marketing The daily choreofchargingyour phone is something we all have to make time for. This has howevercreated good sales opportunitiesfor our industry over the past five yearsassales of powerbanks cables andcharging plugs have resulted in atruly useful andversatile promotional segment in themarket. While these regular devices will remainverypopular today, here we lookintothe future and theholy grail of charging, andhow to achieveit. Firststepistolookatthe tech jargon forthisarea. So calledUSB-CPower Delivery is afast chargingtechnology supported by certain iOS/Apple and Android/Google/Samsungdevices, which delivers much higher levelsofpower than standardcharging. So howdowe achievethisand whatdoweneed? DeForfastcharging(USB-CPowerlivery),youwillneed: Device AUSB-C PD-enabled smartphone or tablet Cable AUSB-Cchargecable Charger -AUSB-CPD-enabled wall or car charger When it comes to tech, how fast is fast? Find out with aquick guide to the future of charging, by Matt Pluckrose GETUPTO SPEED BENEFITS OF USB CPOWER DELIVERY USB-C PD canchargeyour device up to 70%fasterthanstandard5Wcharging. This means less time pluggedinwhile your smartphonereaches100% charged andof course amuchmoredesirablemarketing solutionfor your client.When you’re looking foranurgentbatteryboost,a quick10-minute charge with USB-CPDmight be allyou need– this will soon becomethe charging solutionfamilyfight over, andmarketing giftingcampaigns‘can’tbewithout’ USB CPDPROVIDES UP TO 100W OF POWER Withupto100Wofpower available, USB-CPD can even charge larger devices, like tabletsand laptops. Allyou needisthe rightwall charger andUSB-CPDcable –and then youcan leave those heavylaptoppower cables at home. Incorporate these into agiftset andyour clients have thetravelaccessoryfor thefuture. So, whatdoour devices need in termsofpower? •Laptop 29-100W •Tablet 18-30W •Smartphone 18-45W •PowerBank18-25W USB CPDISUPTOTHE JOB USB-C connectors have beendesigned hand-in-handwithUSB-C Power Delivery,tohandlethese newhigher demands/levelsofpower. USB-Ccircuit boards have been speciallydesigned to carry this increased wattage without being damaged or overheating. Older connectors,suchasUSB-A, were first introduced in 1996,when much lesspowerwas neededthan that required by today’ssmartphones and tablets. So,the conclusionistowatch outfor fast charging. It is comingquickly so be informed anduptospeed Matt Pluckrose is managing director of DesktopIdeas

The good news is youdon’t need to do this on your own–thisisthe very reason manycompanies partner withdigital marketing agencies and SEO companies to complement theirown in-house marketing.Theseprinciples behind these campaigns remain thesame. Focus on user-generated content, and organic interactions. Createapersona consistent across all channels.Then sit back (but not fortoo long) and watchthe rewardsrollin.

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 37

Carmina Burana. However, by thetimethe digitalage it had become somewhat ‘passé’. Marketing executivesrealised that Old Spiceneeded afresh, integrated push which spanned oldand new media.

Create d ffere th nce h All information, the terms of participation and application forms canbefound at: www.promotionaward.com Entry deadline:November 25, 2022 Powered by Youhave aproduct with aspecial twist? Have organised a creativecampaign? Amerchandising item that movesthe masses? Then, submit your creations to the Promotional Gift Award2023! For20years, the famous communication prize has been distinguishing haptic advertising media, which create that special differenceand ensureyou the appropriate exposure. It pays to be quick off the mark: The “September Deal”isvalid until September 30: EUR 200 per entry (Regular fee: EUR 280). Newfeature! Public votingvia www.haptica.online 20 years of amazing ideas 20 years of innovation 20 years of haptic competition

www.productmediamagazine.co.uk SEPTEMBER/OCTOBER2022 | product media | 39 Robey stepsup TheBPMAsharednews overthe summer that membership lead, TomRobey,has been promotedtoMembership Director at the BPMA.Part of alongertermplan to develop theoffering andsupport forits members, this next important move by theBPMAsees theAssociation strengthen theinternal team further.Robey joinedthe organisationinlate 2019,recruited by Jon Birrellahead of the appointment of CEOCarey Trevill in early 2020,hehad alreadymadeanimpact and great impression with members. Duringthe pandemic andthe transitionfromthe EU, he provided endless support forthe industry in hismemberfacing role, provinghimself knowledgeableand resourcefulonbehalf of wilalronasstoknomembers.Togetherwithencyclopaedicwledgeofproductsourcing,he’saforcebereckonedwith.CEOCareyTrevillsaid:“Tomisafantasticettoourmembers,andwe’redelightedtoannouncethispromotion.WithgreatfeedbackfromtheBoardandourmembershisservicetotheindustry,TomwhoiseadyasoundrighthandattheBPMAlcontinuetodevelopthemembershipteamhereaswefocusontheneedsofourmembersandindustry.”PMwillbekeepinganeyeonhisprogressandlookoutforhisRovingRobeyreportinthismonth’sedition. Challengingexports In July,inthe midstofthe biggestpolitical turmoilthe UK has seen, theBPMAhad planned as part of theongoing pushwith Government. Meetingswiththe Export tradeteams were duetobeheldwiththe Ministerfor Exports, MP Mike Freer.Much discussion andpreparation were afoot in theweeks leadinguptothe meetingand a week before, BPMA BoardDirectorAndrew Langley andCarey Trevill putforward aset of ‘asks’ina papertothe Minister to aidnot only members of theAssociationbut the whole industry. No sooner hadpapers beensubmitted, MikeFreer stepped down around five minutes later, one of themanyMinisters using their resignation to makeapoint. As we know, afew days later Boris Johnson finallyannounced hisresignation. Neverones to wastea goodmeeting slot, themeeting went ahead withthe head of Export Policy andafter avery productive discussion,Langley and Trevill left themeetingunderstandingthe direction of Governmentonmatters of export.Theteam behind theExport helpline were in themeeting andhavea list of challenges presented by tradeassociations and SMEs alloverthe UK.Nodding vigorously as AndrewLangley laidbarethe scopeofchallengesfacing theindustry from inconsistentborder treatment to thetypes of transaction recognised in the Transition agreements, theBPMAisnow proactively workingonaset of proposals with Government, usingcase studiesto illustrate specific examples Witha newMinisternow in place, MP Andrew Griffiths(pictured), further meetingsand workinggroups will be rapidly addressingthe areasaffectingtrade.Whilst not promising to wave amagic wand,it’s clearPMGovernmentislistening.willcontinuetoreportback in the next issue andlookout forupdates from theBPMAontheirwebsite. If youwould liketoraiseanissue withthe BPMA on this topic, please contact CareyTrevill via email on carey.trevill@bpma.co.uk BPMA CALENDAR 2022 Wednesday14September Merchandise WorldPeak Season Event -Milton Keynes 28 September The Big Promotional ShowManchester 7October BPMA Professional development training, Milton Keynes 19 October Promotional Showcase -High Wycombe 20 October Promotional Showcase -Leicester 15 November BPMA Member networking lunch, Birmingham 22-23 November B2B Marketing Expo -London 2023 10-12January2023 PSIDussledorf January2023 Merchandise WorldNew Year Event Coventry

40 | productmedia | SEPTEMBER/OCTBER 2022 www.productmediamagazine.co.uk Part of theclub: thelatest memberstojointhe BPMA Being part of theBPMAcomeswithmany perksand includes theuse of thelogo to represent your membership status. Unlike manyother trade associations, theBPMA is amember to member organisationand requires references from other members as part of theprocess.Thismeans a strong referral base andimportantly exemplarystandards aremaintained Together with this rigorous process which also includes BPMA Boardapproval, financial checks form an importantpart of theprocess.Likemanygoodthingsinlife, BPMA membershipisreassuringly hard to secure! Recent additions to theBPMA arenoted below: Distributor •PMG Print Management Ltd Distributor •TomatoSource Ltd Distributor •Coast PromotionsLtd Distributor •Apple Print Limited Distributor •Big Bear Promo Ltd Distributor •MrBamboo Cup Distributor •1WorldPrint Distributor •Rosslyn MarketingServices Ltd Distributor •ScribesDigital PrintLtd Distributor •Project Agency LtdT/A Project Merchandise Distributor •Firefly Merchandise Distributor •CotswoldOutdoor Multichannel Supplier •Victorinox Retail (UK) Limited Multichannel Supplier •RD &MGREGG LIMITED Multichannel Supplier •RegalToys Multichannel Supplier •Bru Print andPackaging Multichannel Supplier •Insignia16 Ltd Multichannel Supplier •Brightways Concepts Multichannel Supplier •BeeNoticed Limited Trade ExclusiveSupplier •ANC Manufacturing Trade ExclusiveSupplier •Promotional Ceramics Ltd Trade ExclusiveSupplier If you’re interested in BPMA membership,visit bpma.co.uk or email membership@bpma.co.uk Companies who areno longer members of theBPMA arealso noted below •JEGroup Ltd Distributor •Juice Promotional Ltd. Distributor •Magellan WorldLtd Distributor •Logo X Distributor •Sussex Promotions Ltd Distributor •The Promotion Group Distributor •ApplewhiteGifts Ltd Distributor •Aztec Group (UK)Ltd Distributor •Blue Mole Ltd Distributor •Carmel London Ltd Distributor •ColorwayGraphics UK Limited Distributor •Connect 2Sussex Distributor •Direct Promotions (NorthWest) Ltd Distributor •Express CorporateLtd Distributor •Image Logo Uk Ltd Distributor •Expert Print Management LtdT/a Expert Promo Distributor •JoGroup Multichannel Supplier •SquireGolf Multichannel Supplier •StayDry Rainwear Limited Multichannel Supplier •Chili Concept UK Multichannel Supplier •Branded Products Services Ltd Multichannel Supplier •Collins Debden Ltd Multichannel Supplier •Crest Designs Bocking Ltd Multichannel Supplier •Baxter Murray Multichannel Supplier •The CedarwickConsultancyLtd Service Provider •ClearwaySales &Promotions Ltd Trade Exclusive Supplier •TKG Europe Trade Exclusive Supplier

DRESS UP STAND OUT FROM THE CROWD WITH OUR SPECTACULAR FINISHES: YOUR BRAND! 360High resolution full-colour printing AllBIC®pocket lighters meet or exceed internationalstandards and regulations requirements (ISO 9994,EN 13869, ASTM F400, US CPSC) 96% of people in Europe have alighter at home1 71% of flame usages in Europe arefor other purposes2 ¹Source:Statégir -U&A Flame &Spark –September 2016. ²Source:Action Plus Shopper Research -November 2017 The body &baseare made of Delrin, ahigh-resistant technical resin Each BIC® lighter undergoes more than 50 quality and safety checks Factories with ISO 9001and 14001 certifications Fullycontrolled in-house manufacturing process in Spain & France ESSENTIAL SAFE MADE IN EUROPE 60 0 bicgraphic.com A NUFACTURED ANDPR NT E N F CTORES PUFFY METGLITTER ALLIC HOLOGRAPHIC PUFFY PRINTING SAND

BPMA Charter networkingevent took place at theBPMAoffices in Surrey (see report on p28). Attended by manyBPMACharter suppliers and distributors, theassociation presented theexciting new Charter package, Charter toolkit and assets to attending members. Post event, we booked in Chartermembervisits to communicate theimportance of Charter membership to 42 | productmedia | SEPTEMBER/OCTOBER2022www.productmediamagazine.co.uk Roving Robey BLOWINGUPA Early July and awell-known BPMA member’s product showcase caused alot of social media and distributor activityafter asuccessfulevent hosted by Andrew Kouroushi, Stormtech director of UK sales and founder and CEO BlakeAnnable. Withthe introduction of new ranges, including thePolygiene Stay Fresh technology range whichwillbeadded to thecompany’sUKproduct lines in 2023, growth plansfor Stormtechseemset to continue.Thelaunchwas well attended by many BPMA distributor members and displayed high performance jackets, T-shirts and the company’srange of bags. Later in 2022,Stormtech is duetooffer decoration services to UK distributors. Stormtechfounder Annable explained: “In NorthAmerica, alot of our resellers ask us to do thedecorating as they maybe don’t have access to adecorator who is confident enough to print on them.” PREMIER PRINT &PROMOTIONS Witha successful and eagerly awaited BPMA Charter package launch, thefirst STORM BPMA Charter launch, the first members sales and marketing teams. My first visit wastoPremier Print& Promotions. Welcomed by Jamie Marshall, theoffice team and Winston therescue dog, we managed to grab half an hour to cover whyCharter membership is sought after by end users and themessages through collateral that can be communicated to the client base.

PREMIER PRINT @ PROMOTIONS

THE OUTDOORS COMPANY IN CONVERSATION WITH WEBINAR Jamie also took part in thefirst BPMA ‘In Conversation With…’ webinar in July Hosted by myself and taking theregular IndustryUpdateslots on aThursday at 12.30pm, alongside The Outdoors Company’sPaul Morley-Smith, we discoveredalittle about Premier Print & Promotions distributor historyand The Outdoors Companysupplier profile. It was interesting to discoverhow branded apparel is increasing in demand in thesector and thechallenges high qualityclothing as branded merchandise orders pose.

In Conversation Withwebinars aredue to re-start in Septemberwithrecordings later released as podcasts. We’relooking for willing BPMA distributors and suppliers to take part in these sessions, so if youare a BPMA member and have subjects you’dlike to coverasapanellist, please letmeknow.

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