Product Media Magazine - January & February 2023

Lightupyour imagination

Being thenumber 1worldwide in brandedpocket lighters,meansalwaysbeing open to our customer’s needs. Becauseweknowthatdespiteits small size,our lighters arepowerful in termsofbrand communication.Yes,everything is possible with ourprint techniques, and your brand messagewill standout and become partofpeople’slives.Because everybodyhas aBIC®athome,soeverybody will have your brandathome.That’sgiving lighttoyour brand’slife, in an iconic,safeand high-quality way.

Ready?

Welcome to this issue of Product Media magazine –our newyearedition andone wherewe arefinallylooking at a year whichwill go to plan.It’slooking like a game of twohalvesas we approach2023–anticipation andsometrepidationasthe global economy shifts throughthe latest uncertaintieswithsupplychainsbut with afollowing wind on face-to-face events showing no signsofslowing down,our industry is one that looksahead with some semblanceofpositivity.

At theend of 2022,the BPMA conducted itsProduct Awards,opening theentries to theindustryfor thefirst time,recruitingpanelsofover50judges whoconcluded theirresults in time for this issue. Read on formorefantastic award-winningproduct stories.

TherecentAA/WARC figures showed that notonlyare largebrandscontinuing

ProductMedia Magazine is availabletothe whole promotional merchandiseindustry.

It is theofficial magazine of the BritishPromotional Merchandise Association (BPMA)

to keep up theinvestment into events andexperiential, butthe B2Bcommunity is also looking at face to face as an area they cannot affordtolet drop,with conferencingbeing high on theagenda formanycompanies.

Attendingthe mostrecentB2B MarketingExpoinNovember2022, the mood andtonewas forrelevant, useful, andsustainable itemstodemonstrate values andcommitmenttocustomers Unsurprisingly,digital is playingafar larger role in thecommunicationsmix, butthose responsiblefor allocating budgetsand spendare focusedonthe ‘brand in theirhands’power that comes from well thoughtthrough branded messagestoremainfront of mind.

Themargins maybesmaller,but demand is still strong.Sustainability is nownolongera‘nicetohave’ with end usersexpecting anddemanding more solutions andtraceability –anaspectthe industry needstoget on boardwith. This is followingthe widely held view that

BritishPromotional Merchandise Association

Fetcham Park House, LowerRoad, Fetcham,Leatherhead,Surrey, KT22 9HD

if your business is notona sustainable pathwaywithin thenextfive years, this will be life limiting foryourorganisation. Embracingand changing behaviour is nowessential andthe promotional merchandiseindustryshould andcan be part of this journeyfor everyone.Look outfor thecommentaryonsustainable buyinginthisissue

So what’s next for2023? Whilethe UK hasentered arecession,the forecasts predictitwill notbeasdeepand severe as first thought–coldcomfortfor some butfacingadiveinQ4will be followed by steady recovery accordingtosomeofthe majorfinancialthinktanks.

In this issue,lookout forour look to theyearahead,our viewsonadoption of sustainable best practice with reports from Ad NetZeroplusyourusual pre-show guides forMerchandise World andofcoursethe stunning resultsfrom theBPMAProduct Awards.

Editorial

editor@productmediamagazine.co.uk Advertisingand MediaPack

Printedby Mailing GuyLtd Photography shutterstock.com Freepik.com

WELCOME Theopinions, beliefsand viewpoints expressed in this publication do notnecessarily reflect theopinions, beliefsand viewpoints of thepublication or theeditor. Thepublisherscannot be held responsible forany lossordamage, 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 JANUARY/FEBRUARY 2023 Contents 22 38 29 4 News Need to know informationfor the industry 8 AskClive Indulge your clothing creativity 11 PSI Aftertwo yearsabsence, the German show returns 13 MerchandiseWorld Britain’sbiggest promoshowis back whereitshouldbe 14 Getready for2023 Howwill thesectormeetthe challenges of this year? 22 BPMA ProductAwards Checkout thewinners 27 Buying sustainably Thenew rulesexplained 29 Diversity Theindustrymustadapt to be more inclusive 31 TheAdvantage Awards Cataloguegroup memberspick theirwinners 32 Ad NetZero Industry summit report 34 Sustainability Practicalsteps forbusiness 35 Technology Energy saving solutions 36 BPMA networking event Meetingwithpurpose 34 Roving Robey TheBPMA’smembershipmanager is on theroad 13

DTB expands into digital print with Arc acquisition and new team members

Garment and bagsupplierDirectTextiles

+Bags (DTB) has acquired ArcTextiles, a supplier of digitally printed textiles.

The acquisition continues DTB’s strategy of expanding its expertise in branding, across clothing, bags, and general promotional items.

Alan Chidgey,the owner of Arc will take on an expanded new role at DTBinrecognition of therisein demand fortransfer print. He will lead thedevelopment of DTB’snew digital offering including further expansion of thetranSMARTbrand of direct to paper sustainable digital transfers.

Clive Allcott, commercial director of DTBsaidthe synergies of products and staff would significantly enhance opportunities to serve customers.

“Our two companies have shared a close relationship formanyyears and will combine theirproducts to bringthe best of thesetothe industry,”headded.

Alan Chidgey said: “The collaboration perfectly complements DTB’salready innovative branding methods, which combined withARC’s digital product range will significantly support the continued growth of DTB.”

DTBhas also invested further in machineryand staff,adding a 10-head oval printing machine at its Lincoln sitetoincrease its capacityby about 6,000 units per day.

In addition, thecompanyhas invested in anew twin-belt Adelco dryerprovidin moreflexibility as thesplit belt is reversible, allowing DTBtorun another carousel alongside giving an extra1,000 unitsofcapacityper day.

The companyhas also appointed Sue Fells to theroleofbusiness development manager,responsible forthe ongoing development of customer relationships, and ensuring DTBhelps clients maximise their potential.

Fells brings experience from her various roles within theindustry, working on both thesupplier and distributor side.

She said: “I am thrilled to finally be a part of theDTB Europe team. They stand foreverything Ihavealwaysheldinhigh esteem –excellent customer service, incredible print and embroideryquality as standardand alwayslooking to grow, develop and invest intonew territories. I’mlooking forwardtoworking withthe 180staff and also to meeting customers

bothold and new.”

MarkSomerfield, sales director at Direct Textiles +Bags added: “Sue is sucha valuable asset to have in and amongst the team. The experience and relationships she brings withher will only elevateDTB to new heights.”

Students’ real-life lesson in manufacturing at FirstEditions

First Editions gave students an insight intothe innovations and challenges of manufacturing when they visited the reusable drinkware specialist.

Year 9pupils from OurLady Queen of Peace Catholic Engineering Schoolin Skelmersdale took atrip to thecompany’s factoryinTyseley,Birmingham, to see First Edition’s manufacturing and branding processes.

Students from thespecialist engineering schoolweregiven afactorytour,followed by atalk about First Editions’ethical supply chain and theimportance of sustainability

in business.

First Editions’operations manager Harry Walbaum said: “The children were really engaged during thetour –they asked alot of questions and Iwas impressed withtheir existing overall knowledge about plastics and recycling.”

Managing director MarkAlderson added: “The students of todaywill be thebusiness leaders of tomorrow, so it’svital that

they see it’spossible to runaprofitable and growing UK manufacturing business built on genuine ethical and ecological principles. It wasa pleasure to have them visit us.”

Teacher,Sophie Devlin, who supervised theschooltrip,said: “Itwas abrilliant experience forthe children to see aworking factoryand thesustainable waythe companymanufactures.”

Alan Chidgey and SueFells have joined DTB

P&Pmoves back to Februaryand the NEC

Registration forgarment decoration showPrintwear &Promotion LIVE! has opened withshowmovingbackintoits traditional Februaryslot after this year’s Covid postponement to April.

Thereare expected to be morethan 100exhibitors at theshow, withfeature areas including two seminar suites in the shape of theDecoration Advice Suite andthe Knowledge Centreproviding advice from industryspeakers.

Topics coveredwillinclude everything from social media advice to tips on transfer printing, withtimetables to be

released soon.

The Video Wall also makes areturn for2023allowing visitors to sit and relax while watchingthe latest promotional videos from keysuppliers from across theindustry.

The showison26-28 February, which is generally aquieter time in thegarment decorator’s busy calendar, allowing more visitors to attend Hall 20 at theNEC.

The Outdoors Company celebrates 15 years in business and looks to Europe

of their brand sitting alongside recognised and respected brands, aligning abrand with thevalues and ideals of leading companies suchasthe environmentally conscious Patagonia sends out apowerfulmessage

TheOutdoor Companyteam has awealth of knowledge and expertise when it comes to range of products eachbrand offers

Geiger growth sees new team members added

Geiger has welcomed several new starters to support thecontinued growth of theUKbusiness.

Recruits have joined across multiple disciplines, including five new sales and customer service coordinators, plus twowarehouse operatives, working from their West London office and distribution centre. In addition, thecompanyadded two production coordinators to their expanding team in thePhilippines.

The Outdoors Companyhas celebrated 15 years supplying promotional merchandise, gifts and corporatewear solutions from leading outdoor brands.

Setupin2007, directors Paul Morley-Smith and MarkDix spotted amarketopportunity to supply high-end premium outdoor brands to thecorporateB2B marketwhile running a skiing companyinFrance.

After ayear of planning and negotiations withoutdoor retail brands, The NorthFace wasthe first large companytobackthe big idea, kick-starting thebusiness.

It nowpresents aone-stop corporate supplier foroutdoor brands in theUK, thanks to relationships withleading outdoor players suchasThe NorthFace, Berghaus, Patagonia, Montane, RAB, andColumbia.

Manybusinesses areattracted by theidea

As well as supplyingpremium outdoor wear,the companyalso offers embroidery and print services, ensuring these expensive garments arepersonalised to thehighest standard.

From 2023,The Outdoor Companywill be operating adedicated EU distribution hub in The Netherlands and will be able to offer promotional distributors an end-to-end service of garment supply withdecoration and delivery direct to theend-user client.

Geiger has also welcomed on boardaccount director Nikki de Bruin (pictured below), who has almost 20 years of experience within the promotional merchandise industry.

De Bruin said: “I am very excited to be working at Geiger.Iamvery passionateabout promotional merchandise and lookforward to working withall my new clients.”

Managing director,Vicky Kinasz added: “I am delighted to have so manynew employees join us in this exc growth period of Geiger UK.Ican’t wait to see what eachofthem bring to the team and am looking forward to working with them all.”

Laltex celebrates 60 years in merchandise

Laltex Group is celebrating 60 years of its UK division this year

The company, whichwas established in November 1962 when Harold Macmillan wasprime minister has grownfromone division to seven, and nowdistributes products around theworld.

Chairman Rajan Mulchand is the longest serving team member and is now supported by 200members of theLaltex family in theUKalone.

Neil Horner,managing director,said:

“What an amazing journey it has been so far, from selling flip overcalculators and light pens to what feelslikeprettymuch everything else. We’vedeveloped and changed so muchoverthe course of the last 60 yearsand we arelooking forward to what thenext 60 years have in store forus.”

As it enters its seventhdecade, Laltex would liketoacknowledge and give thanks to its customers, theBPMA, catalogue groups and other trade

suppliers who participateinits Premium Portfolio catalogue, all of whom have collectively been part of its journey

The team at Laltex Group celebrated its anniversaryata gala anniversaryin November

New look for Recognition Express as it focuses on dynamic and varied future

Merchandise companyRecognition Express is launching its thenew-lookcorporate identityfromJanuary2023.

The previous logo servedthe business well formorethan 40 years, but no longer reflects thedynamic business and varietyof products thebusiness deals with.

Recognition Express managing director Chris Masters, said thenew lookwould take thecompanyintothe next phaseofits development.

“Our longevityinthe marketplace and ongoing success of our franchisees speaks foritself.The futureofRecognition Express is looking as bright as our new identity,”he said.

The rebrand wasunveiled to franchisees at theRecognition Express annual conference in September and is theresult of focusgroup input from across the network of Recognition Express business owners.

Branding agencyCreative62 developed thenew corporateidentitytodeliver flexibilityacross print, digital and social media.

“Wequicklyagreed thename Recognition Express should be retained.Itiswell known

in themarketplace, and we believed both elements of thenamewerestill very relevant. Recognition is about recognising prospects, customers and staff by giving them branded merchandise, name badges and uniform, awards and gifts,” said Masters.

The new logo retains theblue and orange colours of theoriginal but moves to amorecontemporaryand vibrant palette, withasubtle nod to thelines in the previous logo

The strapline wasalsoupdated to ‘Partners in promoting your brand’ to encompass therelationships with customers.

Recognition Express is one of thelongest serving members of theBPMA. Established in 1979,the companyintroduced Europe to theconcept of name badges and has been expanding its range of promotional products and branded clothing ever since.

ListawoodtargetsEuropeangrowthwith personneland plantinvestment

Listawood has appointed Grzegorz Kasperek as head of operations in thePolishmanufacturing plant it has established forits growingEuropean customer base.

Kasperek has morethan20 years’experienceinmanufacturing management, operations and quality control,having previously workedas director responsible alarge international manufacturer’s multi-siteoperations.

Alex Turner,Listawood CEO,said it was part of thecompany’sEuropean growth strategy

“Additional investments in team members as well as theimplementation of fully automatic colour glazing lines, digital print technology and automatic

direct printing machinerycontinues to strengthen our offer,delivering innovative and affordable drinkware products to our distributors worldwide,” he said.

Listawood’sextensive drinkware collection includes well-known staple styles and manyunique and patentprotected lines. Continuous investment enables Listawood to be on-trend while simultaneously providing an environment whichcan reacttothe increasing demand forEuropean-made products at competitive prices.

Withmanufacturing facilities in theUK and theEU, thecompanystocksmore than six million drinkware items available forquickturnaround.

Shorter pen provides alongerlife

Prodir is making thecase forsustainable writing instruments withits new DS6 SMini pen.

The Mini is 24.4mm shorter than comparable models anduses up to 20%less material, claims theSwiss pen company.

As well as taking up less space in abag, thepen is made from 100% recycled ABS, and is produced with40% lowerCO2 emissions than standardABS thanks to aspecial process.

TheCO2 reduction symbolisapplied in relief on theDS6 Scap alongside the recyclinglogo to demonstrateits credentials.

Afloating ball 1.0refill withlead-free tip and low-pollutant ink can be replaced when theink runs out, prolonging thelifeofthe pen.

It is available in eight standardcolours andany PMSspecial colour from upwardsof 10,000 units.

SETYOURCREATIVE INSTINCTSFREE

Overthe manyyears that Ihave been associated withthe promotional sector on botha distributor and supplier side, there has been anoticeable progression within thebranding industryespecially in garment printing. It wasn’t toolong ago that printers would tut and shaketheir headswhena start-up business would design alogo with morethan four colours. If fact, in many cases morethan one colour would get an “it’sgoing to be expensiveprinting that” response.

Fast forward20years and it’snow a worldofdigital print and acronyms. DTG (directtogarment), DTF(direct to film), DTP(direct to paper) to name but afew The designers of todayonly see aworld of colours and adigital palettemeaning that thebranding industryhas had to work hard to keep up withdemands.

Oneofthe products that has improved

over this period is thedye sublimation marketfromoff theshelf to full bespoke cut and sew projects. On topofthis, the addition of sustainable and eco RPET polyester have provided theperfect branding solution in full digital colour

As aresult, dyesublimation allows artworkers and creators afull artistic licence in colours and design. This aligned with an extensive product range of knitted goods including clothing, blankets and towels makes dyesublimation printing agreat choice forthat ‘Wow!’ factor Contact your dyesublimation or

digital print specialist and impress your customers withwhat can be done.

Branding options have advanced to the extent that the onlylimitation is your imagination, says Clive Allcott

Fluid recognises friends and family with annual awards ceremony

Fluid celebrated its 2022 annual conference and awards dinner at The Celtic Manor Resort witha themeofGrowing Together

The team celebrated this through a supplier showcase and aGreat Gatsbythemed awards dinner

Fluid managing director Miles Lovegrove deliveredakeynoteaddress focusing on Fluid’s2030vision and defining operating rhythm.

He went on to announce that Fluid had planted nearly 50,000 trees through its ATreeWithEvery Order campaign, and congratulated theteam on theorganisation receiving BCorprecertification. This followedanevaluation and verification process across thefour areas of governance, workers, environment, and customers.

BCorpstatus means acompanyis recognised as having met high standards of social and environmental performance, transparency, andaccountability.

Fluid wasthe first promotional merchandise companyinthe UK to gain B Corporation certification in 2019 andhas been recertified threeyears on by BLab UK “B Lab UK recognises recertifiedB Corps as businesses that areleading by example,” said Jon Birrell, Fluid’smarketing &sustainabilitydirector. “There’s lots more work to be done as we move forwardwith ourongoing commitment to purpose beyond profit.”

To celebrateGrowing Together over theprevious year,the Fluid 2022 Family &Friends awardwinners were also announced.

Paul Maye from XD Connects, which pickedupabrace of awards, said:“Ijust wanted to saycongratulations to youand thewhole team on afantastic and wellorganised (again) conference overthe weekend. We aredelighted andhonoured to receivethe Supplier of theYear award and Sophie is overthe moon to receive Account Manager of theYear so thanks to everyone at Fluid.”

SALSA stamp of approval for Eat My Logo

Eat My Logo has once obtained SALSA Accreditation forthe fifthyear SALSA stands forSafeand Local Supplier Approval and provides customers withpeace of mind and ultimate confidence when placing orders withthe business.

The SALSA audit investigates all aspects of thebusiness from food production to packaging, storage, allergen labelling, traceabilityand even suitabilityofthe building.

Eat My Logo undertakes an audit by SALSA everyyear to checkthat high standards in all areas arebeing

maintained and has invested asubstantial amount of bothtime and money intoensuring that itsproducts meet high industrystandards, as well as the requirements of buyers.

Director Ruth Poar said feedback was fantastic withthe auditor praising the standardofrecordkeeping and also the teamwork

“The cultureatEat My Logo is at the heartofeverything we do and to hear fantastic feedback on howinvestedthe production team areinmaintaining standardsthrough this culturewas amazing,” said Poar

ARETURN TO GERMANY

KNOWLEDGESHARING

An importantpillar of thePSI framework programme is theadded value and the expertswill showinteresting opportunities and possibilities in hottopics suchas packaging andsustainability.A highlight is thekeynotebyAlexander Stork. The deputy head of economics andconsultant for energy, sustainability,mobilityand logistics at theBVMW, DerMittelstand, is dedicated to thequestion of ‘Sustainability: aflowery topic or abusiness booster?’

The Europeanpromotional merchandiseshowcasePSI will be divided into thethematicblocks of ‘Sustainability’, ‘Added value, and ‘Practical knowledge’,withexperts providing international tradevisitors with strategies formeetingnew developments andcurrent challenges.

Accordingtothe organisers,the current visitor registrationsfor thefirstface-to-face PSI since 2020 reflecthow happy we areto see each other again.

“Weare very pleasedwiththe response from home and abroad,” said PSI director PetraLassahn.“Demand has noticeably increasedand particularly in termsof quality,the visitorregistrations so farhave givenusanenormous boostinmotivation.”

Above all, theshowcelebratesthe personal exchange of knowledge and experience -witharound400 exhibitors, andover30guestspeakers in thePSI Forum. Thereare also thetop-class representatives from international industry including theBPMA’sTom Robey,aswell as theAssociation’s MerchandiseWorld partnerSourcing City in theInternational Lounge.

THINKINTERNATIONAL

Thepromotional products industry is an industrythatthrivesontrade andexchange across countriesand continents.Asan

internationalnetwork,the PSI supports itsmembers in establishingnew markets andgoodcontacts -not least through itsclosecooperation with industry associations alloverthe world.

German-based promotionalproducts GWW, willberepresented withits own stand. High-ranking representativesfrom aimfap,ASI, BAPP, FYVAR,IFEMA, IPPAG PIAP,PPP,and SBPR arealso available for personalexchange in theInternational Lounge in Hall 10.AmongthemMichele Bell (USA),MichelDebout (Bel), Gabriel Moese(ESP), Jason Grenham (GBR), Lars Dahlstrom(Swe), Marijkevan Hoorne and Joop vanHeelen(bothNed).

PRACTICAL KNOWLEDGE

In thePSI Forum, renowned experts will provideguidance. Digitalisabig theme of course, and includes asession by DennisArntjenfromKMU Digitalwithhis keynote ‘Hybridsales in times of digital change’which will demonstrate how digitisation canbeused forsales success

Michael Bromberger from GERNET PrintpackGmbHwill deliver‘Digitization as abusiness guarantor.This is how business worksintimes of Industry 4.0’,looking at standardised workflows to guarantee secureorder processing reliableproduction processes and bindingdeliverytimes

Hendrik Habermann from the habermann hoch zwei agencyshows howspecialseriesoffer emotional added value forthe customerbypresenting the best practices of this profitablegenre of promotionalproducts.

WORKWEAR AND PROMOWEAR

Textile Theme Daywill be on 11 January andwillfocus on sustainable areas of workwear andpromotional clothing. Apanel discussionofthe Academyfor Textile Finishingwillfeature AikoWichmann from thecityofDortmund discussingwith consultantMaike Ewuntomah and Stefan Roller-Assfalg from AkaMerch undTextil GmbH what thestatusofsustainability requirementsisinpublic tenders.Abig question is,are ecological criteria such as seals, textiletendersand contracting changing?

PRACTICAL APPLICATION

In addition to theconcentratedtheory, tradevisitors can gain practicalexperience of currentlettering andfinishingtechniques at thespecialshowonfinishing and personalisation. Specialists such as Roland DG andStahls’ Europe invitevisitors to personalisevarious products, from pencils to T-shirts, with theirown hands. Formoreinformation, go to psi-messe.com

After atwo-year break, PSI is putting its focus on an extensive supporting programme for its comeback in Düsseldorf from 10-12 January

BWelcome

BACK

Finally,weseemtobegetting back to some level of ‘normality’. With thelatest Merchandise World back in its traditional start of the year slot andinthe centrally located Midlands venue, theCBS Arena, the industrycan start to buildagain after thedisruption of thepast two years.

As our industrysages predict elsewhere in this issue (the year in preview,p14), early indications arethat 2023 will be another challengingone withrising inflation fuelling costs, supply challenges, and labour shortages all to be contendedwith.

It would be understandable if businesses were to sticktheir head in thesands, but that’snot what we do in this sector.Wedustourselves down, get out thereand do business.

And what better place to do so than in Coventrywhere theindustryassembles to network,find out what’snew,and celebratesuccess. This year,morethan ever that makes good business sense.

As DavidLong, founder of theBPMA’s Merchandise Worldpartner Sourcing City puts it in this issue, it is atime to be brave andembrace thepossibilities of themarket as we find it. Let’sface it, if youdon’t then your competitors definitely will.

“Exhibitor numbers areverygood, as arethe numbersofdistributors already registering, so it is clearthat distributors areeager to see thelatest products, and suppliers keen to do business,” Long said. “A positive attitude and braveinvestment should drive thebest companies through whatever happens.”

The start of theyear is thetimewhen professional distributor companies wish to meet suppliers to discover thenew and best-selling promotional products forthe new selling year

Over 1,700professional distributor companies withapproaching4,500 visitors areinvited to theUK’slargest promotional merchandise trade exhibition at the perfecttimetosee thelatest and hottest promotional products forthe coming year

Withsustainabilityanevermorecommon ask from end users, exhibitors increasingly featureproducts tailored to theESG requirements of buyers. The show’sEco Worldareaassembles some of thebest foreaseofcomparison –this year should featuremoresustainable options than ever

The showwillalsobethe first chance to see all of theBPMAProduct Award winners in theflesh.The BPMA stand will featureall of those chosen through themost exhaustive and comprehensive judging process in theindustry(see p22 forfull details of thewinners).

n

TheEssentials

•Where - CBS Arena, Judds Lane, Coventry CV6 6GE

•When – 25-26 January2023. Showopens from 8.00 and closes 17.00onDay 1, and 15.00onDay 2. There’sfreelunch, teaand coffee, and breakfast is servedonbothdays from 8.00-10.00.

Oneaward that has not yetbeen revealed, and will be announced on thenight,isthe Grand Prix –the best product of theyear This will take place at thegalaBPMAawards dinner on 25 Januarywhen theindustry will also learnwho is thebest of thebest.

So,despitethe headwinds, thereare plenty of reasons to attend Merchandise World–tocelebratethe best in the industry; to find out what products will makethe running in 2023,and to get back in touchwithpeers and colleagues.

We look forwardtoseeingyou there.

•Why – The start of eachyear is themain time when everyone involvedwithsales in professional distributor companies wish to meet supplierstodiscoverthe newand best-selling promotional products forthe newselling year

•How - visitors can register at merchandiseworld.co.uk. Thereisafree station transfer shuttle bus to andfrom Coventrystation every30minutes between 08.00-17.30 on Day1and 08.00-15.30 on Day2.Freeairport transfers from Birmingham International areavailable by prior arrangement. Call 0844 5045006 for details.

The industry is set to gather once more for the biggest event of the merchandise year

2023:

t thhe e challllennge e a ahhead thechallenge ahead

Youcould be forgiven fornot feeling overlyoptimistic as we face 2023 head on. Withmedia reporting a veritable diet of facts and stats on the economythat leave most needing alie down in adarkroom, let’s lookatthis again from adifferent perspective.We’re in recession, it’s official, howeveraswe’re in the business of behaviour change, we should represent ashift change in approach

Manysectors thrive in recessions suchascinemas and on theback of restrictions on our behaviour hampering theabilitytoget out and about this is no surprise. We’restill looking at face to face interaction as being acritical ingredient in success

formanybusinesses and with demand still high, could promotional merchandise be set to continue avoiding budget cuts?

Brands reported their intentions in thelatest IPABellwether report at the end of 2022. The survey, undertaken

Sustainability,supply chain, budgets, and making the case for merchandise. How will the industry cope with atough year?

by over1,000 marketers every quarter whichlooks at marketing spend and importantly marketconfidence, said they would continue to invest in face to face and activitywhichrequires interaction alongside other channels.

Sustainabilityinthe mix is also no longer a‘nice to have’tickbox – it’spart of the financial success forcompanies to not just saythey have apolicybut demonstrateittoo Businesses who don’t followtheir sustainableplaninthe next five years will damage their long-termsuccess.

Withthe rawmaterials markets still fluctuating, manyeconomies including theUKare set to experience adip in Q4 22-23 but withmajor financial think tanks forecasting a steady climb out of recession, thedark days of Januaryare followedbythe promiseofbrighter times ahead.

DRIVING THE INDUSTRY AHEAD

Budgets, sustainability, and supply chains arethree pretty chunky themes forthe year ahead, so what is the industryassociation doing to help memberstackleachallenging year ahead?

Plans have been in theworks for some time at theBPMAtofurther work on research and standards.

Recent member surveys showed more materials, more reasons to believe in the power of merchandise in the mix areneeded and whilst manyofthe results which already showthe effectiveness of merchandise haven’tfundamentally shifted, theneed forupdated studies to detail theeconomic impact will uplift theindustrypurpose and presence.

The BPMA has threekey working groups bringing together theBPMA Boardand senior industrypractitioners to drive theagenda forward. Look out formoreonstandards and compliance, sustainable best practices and studies on merchandise.

While 2023 will undoubtedly be a challenging one forour sector,has it ever really been anydifferent? In an ever-evolving business world, merchandise cannot affordto stand still. The year ahead will be tough forsome, but it will also present opportunities to showhow merchandise can help out customers to tackle thechallengesthattheyface. It is time to rise to that challenge.

LET’SSUPPORTOUR INDUSTRY HAYDN WILLETS, CHAIR,BPMA

So,what aroller coaster of ayear 2022 turned out to be! Almost everyone Ihavespokentohas had an extremely positive year in termsof numbers achieved and invoiced. But boyhas it been hardworkattimes –every facet of thesupplychain has been under pressure, it seems, as the demand forpromotional merchandise went intooverdrive.Personally,it seems as if Ihavenever worked so hardinmylife. Luckily, Ihad no hair at thestart of theyear as Imay have lost afew overthe last fewmonths.

As theaccountants close thebooks on 2022,wenow lookforward to hopefullyapositive 2023. The reality is we truly do not knowhow it will panout. Itry to alwaysbepositive but therewillbefinancial challenges ahead. Costs will continue to increase along withinterest ratesand inflation. Will this mean that therecession we

areinwillflick theswitch in anegative direction forour industry? It is often stated that merchandise is aquickwin forcompanies looking to save on or cut budgets.

The BPMA and thewhole industry has to demonstratetoawider audience howrelevant, compliant, and sustainable merchandise can be. Howitcan support, help to deliver and drive home themarketing message companies and brands are trying to achieve. TheBPMAwill look to continue to deliverthismessage and supply toolsour members can utilise to conveythe benefit of investing in merchandise.

Therewill be lots of business to be wonin2023but we mayhaveto fight abit harder forit, up our game and approach to clients and withthe itemsthat arepresented. Suppliers and distributors will need to work together to meet and exceed theexpectations of theend customer and to help our industrytomoveforward in theeverevolving marketplace.

Support theindustryattend events that take place engage and learnwith and from eachother.Let us all tryto maintain themomentum for2023.

HAYDN WILLETTS

BPMA CHAI R

This is notjust anymembership. This is BPMA membership.

From valuable benefitsand resourcestoadvice and guidance,members gainmorebeing part of theBPMA. As averified BPMA member,the supportyou need for everyaspectofyourbusinessisatyourfingertips

To join hundreds of UK basedDistributorsand Suppliers who enjoythe supportand benefits of membership, please call 01372 371183 or contact membership@bpma.co.uk

bpma.co.uk

BPMA membership is subject to application, credit checks,referencesand BPMA Board approval.Toviewour termsand conditions,please visitbpma.co.uk.

At thebeginning of thenew year we will see Merchandise World taking place. Exhibitor numbers are very good, as arethe numbers of distributors already registering, so it is clear that distributors areeager to see thelatest products, and suppliers keen to do business. If theeconomy stabilises and inflation comes under control,2023could be aclose repeat of 2022.However,ifrecession hits hardthatwillbereflected in the industry. Apositive attitude and braveinvestment should drive the best companies through whatever happens.

THE SUPPLYCHALLENGE

ANDREW LANGLEY, MANAGING DIRECTOR JUNIPER TRADING, BPMA BOARD DIRECTOR

media the government and the Bank of England that arecession is coming, and will last until 2024,isadifficult and very bravecall forsuppliers to make.

ATIME TO BE BRAVE DAVID

LONG,

CHAIRMAN, SOURCING CITY

After threetumultuous years it is hard to predict what awaitsin2023. In recent years so muchunexpected has happened, so who really knows what awaits in thecoming months?

What we do knowisthat we face inflation, increasing interest rates, weak sterling, apotential recession and an ongoing energy crisis. Add to this warand political unrest, and making anyprediction becomes much moreaguess.

Contrarytowhat might be expected and in spiteofall that has happened, it has been asuccessful 2022 formanyinthe promotional merchandise industry.End users returning to spending post-Covid and catching up on postponed projects, along withleaner companies in the industry, has meant an increase in profits formany–alongside thepain of having stretched resources to fulfil the opportunities. The resilience of our industryalwaysgives reason for optimism, this remains thecase, but we are not immune to outside influences

The supply chain is facing battles on manyfronts and managing this and providing consistent and reliable service to our clients continues to be achallenge. Following Brexit and Covid, we nowface double digit retail inflation, but often 25% plus rateson rawmaterials. Some commodities have doubled and then we have the impact of exchange rate movements. Shipping times have increased dramatically from theFar East, with regular four-week sailing times now looking morelike6-8 weeks at best. The worldissimply not functioning in theway it waspre-Covid, withwar in Europe creating new issues and further disruption.

From aUKmanufacturer’s perspective we also have dramatic increases in energy costs, and wage demands to be met in what is still a tight labour market.

So givenall themultiple hits that the supply chain is facing, it is imperative that we maintain communication and build in contingencies to manage this process. Onesuchmitigation would be to stockmoreand employmore people.

However, increasing capacityand stockholding, tying up cash (which nowcosts more) and incurring more overheads when advised by the

The supply chain needs to be cautious and not overpromise based on past experience, but recognise that we have to adjust to thenew normal. Distributors in turnneed to manage expectations of end users, bothin termsofprice rises and potential lead time extensions.

It has been hardthis year and I

DAVID LONG

SOURCIN GC IT YC HA IR MAN

ANDREW LANGLEY

BPMA BOAR DD IRE CTOR

BPMA EDUCATION PROGRAMME

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believewill continue to be difficult forthe foreseeable. China remains liable to local lockdowns and has seen manyfactories close, reducing supply options. The globalshippinglines are showing no signs of increasing supply to speed up sailing times, and thewar in Ukraine appears to be sadly with us forsome time. This will impact on longer term energy costs which has knockoneffects on so many industries. Governments all overthe worldare facing paying off debts from lockdownwhichispushing taxes up,reducing globaldemand, as will interest rate rises.

On amorepositive note, thesupply chain has shown remarkable resilience to come through thelast fewyears and continue to develop innovative and crucially,whole ranges of new sustainable merchandise. Ourindustry is leading theway in recognising that merchandise needs to be meaningful Conversations Ihavehad withmajor US and EU distributors demonstrates that theUKisway aheadonthis crucial issue. This provides agreat opportunityfor UK based businesses

This countryhas agreat mix of suppliers, from skilled and specialist UK manufacturers to extremely professional wholesalers of high quality, compliant imported product. Bothsuppliers and distributors have proventhat they can bounce back

brilliantly,from Covid and will meet these challenges of inflation and recession. Past experience tells us that our trade contracts sharplyin recession but then rebounds much

faster on the other side Now is the time to deepen those brilliant relationships and to work witheach other especially in communicating regularly

Industry makessustainabilitypledge

Environmental, Social andGovernance or ESG is nowatop priorityfor business and customers –the need foraction even greater.Atthe startof2020, theBPMA wassetting out its sustainable plans at a specially convened meeting in London not knowing afew weekslater,the pandemic wastounfold. Delaying theurgentplans theBoard had agreed, theBPMABoard hasbeen working away on revisedplans taking intoaccount theaccelerated pace of climateactivism and need foraction.

At this year’s Merchandise World, the BPMA will be asking its members to take apledge. Apledge centred on thepresent and futureroleofmerchandise, its industry commitment to embrace thedirection of travel and arecognition of thesteps needed on thejourney.Citing thethree anchors of anyactivity, theBPMAhas said it will:

•Deliveraunified position, understanding and commitment on supply chain sustainabilitytowards suppliers, distributors and stakeholders

•Develop and implement common activities and toolsthatcan drive change and impact

•Strive to embed sustainabilityintocompany procurement processes throughout the industryand withend users

STEPPING FORWARD FORTHE INDUSTRY

Called theBPMAStepForward Pledge, thebackbone of principles is summarised in keypoints, embracing theverydifferent stages all organisations mayfind themselves at. The StepForward Pledge aims to encourage members to take steps in embedding sustainabilitywithin their products, services, operations and in thecommunities in whichthey operate (wherever they areontheir journey).

•Tointegratesustainability considerations intoall our business decisions

•Tominimise theimpact of sustainabilitywithin our products, across our operations and transportation activities

•Tocomply withlocally legislated requirements and continually strive to improve our sustainabilityperformance

By signing on to thepledge, BPMA members will commit to measuring and tracking their sustainabilityperformance eachyear (between nowand 2030). The BPMA appreciates everyorganisation is at different stages on their sustainability

journey and therefore, adoption of thePledge will be subject to each company’scurrent status.

Members visiting theshowin Januarycan visit thestand to register their interest in thePledge before it’sofficial launchinSpring 2023. Involving providing astatement of their environmental, social and governance policies whichwill be registered with their member profiles on line, the inaugural year of thePledge will see the BPMA asking all current members to voluntarysign up withthe agreement to thePledge mandatoryfor all new members joining in 2023.

Serious about thecommitment to forging an industryfit forfuture, BPMA BoardDirector Melissa Chevin who is working on thelong-termsustainability plans forthe Association commented recently when taking part in apanel about sustainable buying: “Looking for theBPMAlogo and nowthe inclusion of thePledge will give buyers confidence our industryiswiththem on their sustainable journey.”

To find out more, visit theBPMA stand at Merchandise Worldin January2023.

range of products.

We R e fi l l a b l e GLACÉSOFT

call it “Sup and we aren exaggerating.

per”.Ormaybe :firstofall reaonthe clip;and nd all printed nfootprint.Isn’t it Super?

AWINNINGcombinat ion

This January,the long-awaited results from the BPMA’s Product Awards are being announced. PM details the categories, the winners and what the judges thought

The BPMA ProductAwards202223 embraced astepchangein thelatestchapter of theBPMA’s development of itsAward programmes. Opening theProduct Awards programme up to thewiderindustry wasa very calculated move to providethe basis of afaircompetition said TomRobey,the BPMA’s Membership Director

“Sincemigrating theAwardsfromthe Merchandise WorldAwardstoProduct Awards whichfeatured those exhibiting at Merchandise World, we’venow invited thewhole industrytotakepart to ensure we capture allthe exciting, innovative developmentthis sector has to offer deliveredinasimpletoenter,well executed competition,” he said. “Thisisyear oneof this wider scope and as we announce this year’s winners, we hopewewill inspiremore suppliers to getonboard and be recognised in this competitive scenario.’

Thanking thejudges fortheircontribution, Brian Hayward, theAward Chairfor theProduct Awards, Hayward notedthe importance of an impartialprocess andthe quality of judges participating in allthree rounds.

“We’ve takenthe judging process into anotherlevel now–wehad over 50 judges participating from theindustry andspecial guests from other Associations and member bodies such as MadeinBritain,” he said. “We wanted to showsuppliers we were taking this seriously,puttingtheir productsthrough their paceswithascoringprocesswhich

wasrigorousand thorough at eachstage to determinethe winning entries. We were also able to select aGrand Prixthisyear –another first butyou’llhavetowait until the BPMA Awards Dinner on 25th January for that result. ACATEGORYFOR

EVERY

JUDGES TOOK AHARD LINE WITH ENTRANTS’ CLAIMS

Overall, thejudgesfound theentrants had put forwardsome well thought through entries,citingprices,USPsand providinga wealthofinformationtohelppresent their entries in thebestlight.CEO CareyTrevill briefed thejudgestolookfor theevidence to back claimsonresults, sustainabilityand more.

“Feedbackfromjudgesthisyear was incredibly thorough andinsightful showing us that awell-crafted entryisaboutmore than thewords –weasked forentrants not to justsay it butshowtheir evidence,” she said.“Judges were on thelookout for theinformation that wouldset thewinning entries apart. We knowasanindustry sector likemany, we arestill sharpeningupon havingall thecertificates andtests available on demand and thejudges fedbackthe expectations they had of seeing thebeltand braces of everyproduct whichhelped an entryhit thetop scores or languish in the lowerranks.”

Receiving alot of feedback on the judging, Trevill added:“It wasatougher competition this year anditwas meant to be.These Awards should represent thebestand we setout to ensureevery step waswatertight. We invested in new Awards software to help us carry out theprocesswhichallowedustoscore eachentrywitha series of questions and rounds to determinefairlythe final

Winners of theTechnology (left) and Work &Playawards

winningentriesand of course introducing theGrand Prix at theBPMAAnnual Awards this year.”

SELECTING THE WINNERS

Thefinal judging process took placeat PAGE’s offices in late November aftertwo roundsoftoughonline judging which producedashortlist.The final panel meeting face to face consisted of: Diane Jaggard,Encore;Richard Pettinger,Ignite Incentives; Lawrence Angelow,Advantage Group,plus members of theBPMABoard; AngelaWagstaff,Allwag Promotions (BPMA President);Melissa Chevin, GF Consulting;Graeme Smith, Cyan Group; HelenBrennan, BrandAddition; Jamie Marshall,PremierPrint&Promotions, and Neal Beagles, RoantreeIncentive Marketing.

The proceedings were overseen by the BPMA’s CEOCarey Trevill andTom Robey, and chaired by Brian Hayward.

THE WINNERS

Announcedon4th January2023, the BPMA Product Awardwinners2022-23 are:

APPARELPRODUCT OF THE YEAR

• Platinum winner: The Outdoors Company RabDownpour Eco Waterproof PromotionalJacket

• Gold winner: United Brandsof Scandinavia Hiker Jacket

• Silver winner: PromoCollection Full Size SublimationBucketHat

AWARD &GIFTING PRODUCT OF THEYEAR 



• Platinum winner: WCM+AOak Column AwardwithMetal Wrap

• Gold winner: Laser Crystal President Award-3DEngraved&Printed

• Silver winner: WCM+A Real Wood Pillar Awards

 BAG&FOLDER PRODUCT OF THE YEAR 

• Platinum winner: JuteBag Ninga Recycled PET(RPET)Recron GreenGold Tote Bag

• Gold winner: samedaybags.com Salvage Recycled Shopper Tote Bag

• Silver winner: Juniper TradingLtd COMO recycled PETA4, A5

BUYING WELL, BUYING SUSTAINABLY

Expertise in buying is something we’reall seeing dwindle as the skills gap growsmeaning industry professionals areneeded more than ever.Thousands of B2B marketers gathered at London’s ExCel forthe return of B2B Marketing Expo.The two-dayevent washeavily focusedondigital anddirect with many BPMA members exhibiting at theshowasthe demand formerchandise shows no sign of slowing down.

The BPMA hosted aface-to-face panel to discuss theskills of buying, theroleof procurement and importantly theneed to put sustainable business at thetop of theagenda. BPMA CEO Carey Trevill was joined by BoardDirector and consultant Melissa Chevin, Matt Bourndirectorof communications forthe Advertising Association and Ad NetZerochampion, and Piscari founder and negotiation and buying expert, MikeLander, well known forhis procurement series ‘Ask Mike’ in TheDrum magazine.

WHAT’SONTHE BUYER’S MIND?

Addressing themindset of today’sbuyer,the panel discussed what challenges buyers are facing and why. Tacklingfirst theconversion rates, CPI-U,staff and supply chains,Lander warned themix of factors wasa heady cocktail driving decisions about holding stockon- or offshore, leading to significant margin erosion.

Add staffing retention and salaryincreases and it wasn’t aprettypicturefor anybuyer However, demand forevents isn’t dropping withorganisations putting great storeinthe value of face-to-face. Visitors to B2B openly discussed howthe need forevents to help drivecustomer engagement wasa priority so planning ahead washighonthe agenda

THE SUSTAINABILITYCHALLENGE

Examining theroleofthe buyer, thepanel discussed theneed to manage risk, deliver thebest deals and thefact they arethere to securethe right price. Matt Bournpointed out that thebuyer can drive behaviour change by adopting theright approach to sustainability. Buying intelligently is at the heart of thedecision-making process and something everypart of thesupplychain needs to take responsibilityfor,headded.

Melissa Chevin spent some time discussing thecommon termswe’re all

using and importantly themeanings behind them. Explaining howmuchhas moved forwardinmaterial choice, Chevin provided examples of bottles withsocial enterprise stories to theway thepromotional merchandise industryhas innovatedtoplay its part in thesustainable movement.

Reflecting on theamazing results promotional merchandise in the communications mix can achieve, the panel discussed thefirmbelief thechange in behaviour must come from within to ensureweall move towards sustainable goals.

Urging theaudience to consider the cradle to gravejourney of theproduct, thepanel called on them to seek and ask suppliers forassurance on thetraceable aspects of products and select businesses to work withwho already incorporate sustainable practices in their production methods and packaging.

TIME FORACCOUNTABILITY

Asking thepanellists fortheir thoughts, Matt Bournsaid thetime foraction is now–a message reflectedatthe November Ad Net ZeroSummit (see page 32).

“Wemustaccount forthe carbon impact of everypromotional product we distribute on behalf of businesses around theworld, bothfromthe waythe product is made, but also through thepositive impact it can have on thecustomer’s behaviour and so theplanet we live on,” he said. “Those

businesses that move fastest to asustainable footing will secureanessential competitive advantage, not just withtheir customer base but also in attracting and retaining thevery best talent.”

WEIGHTING GAME

Addressing theroleofthe buyer, Mike Lander concluded: “Sustainabilityshould nowbea core featureofany procurement/ sourcing activity. When writing RFPsor negotiating withsuppliers, think carefully about therelativeweightings/importance of your keynegotiating variables, suchas savings, sustainability, DE&I,quality, reliability, innovation and risk.”

Representing thedeep dive theBPMA is undertaking, Melissa Chevin said buyers increasingly favour suppliers focused on sustainabilitywhen making purchasing decisions.

“This makes our environmental, social and governance efforts crucial in delivering long-termvalue creation and growth

The cost of inaction could be potentially high, bothfinancially and reputationally Atransparent supply chainisone of the ways companies can set themselves apart from their competition and fortify their sustainabilitystrategy,” she added.

The BPMA is nowworking hardonvaried workstreams to help theindustrykeep on trackfor asustainable future. Look out for moreinformation at Merchandise Worldin January2023.

AdiscussionatB2B revealed the greater need for accountability when it comes to selecting and buying merchandise

TheIndustry’s

Whoand How. My PSI. Live.

youshouldn’tmiss our industry’sbig reunion in theupdates, meet theexperts, expand your network. first-hand whyexcitinginnovations, newsustainable products andlatest ways of refinement will inspireyour s–and boost your business.

s why you shouldn’t miss our industry’s big reunion 23: Get the updates, meet the experts, your d learn why exciting innovations, new sustainable and latest ways finement will inspire your customers – and boost your busin

The leading European trade the

European trade show for the promotional products industry

Exhibition CentreDüsseldorf

ADIVERSE APPROACH

Asanindustry, anecdotally,we’re roughly 50/50when it comes to thesplit and representation of women. When we consider the diversityofthe promotional merchandise industry, we mayhavea mental image of thewider industryas perhaps whiteand of acertain age. Likemanyindustries, diversity is atopic of priorityfor firms as they seek to enhance and grow their workforce.

As an entrepreneuriallydrivenbunch, we tickthe ‘talent from working class backgrounds’box very firmly but what about blackor Asian talent? Older talent? Do we understand and improve theexperiences of disabled talent? And what about LGBTQ+?

It’struethat whilst we may be alittlelatetothe partyon these areas, an approach from agroup of strong-minded women to theBPMA’sCEO, Carey Trevill has set in motion amovement to not only improve theexperiences and representation of women, but also participateina UK-widestudy of diversity and inclusion in business.

ALLIN

The BPMA is in themidst of becoming an All In Champion –a movement whichinvolves thewider marketing industry and has been surveying thousands of organisations

on theirexperiences, understanding moreabout thediversity goals our businesses needs to embrace and helping thepromotional merchandise industry benchmarkits progress.

Part of alonger-term diversityproject, theBPMA is kickstarting this process in 2023 witha membersonly lunchtocelebratethe women of thepromotional merchandise industryin March 2023 andlaunching thefirst All In census to BPMA members in thesamemonth.

STRATEGIES FORSUCCESS

Joining thelunchinMarch is Kathryn Jacobs OBE, CEO of Pearl&Dean and co-author of The Glass Wall: Success Strategies forWomen at Work andBusinesses That Mean Business. Receiving theOBE forher services to women in industry, she will be sharing some of her strategies forsuccess and joining aQ&A.Other speakers from theindustrywill be

joining thelineuptoshare experience and advice.

BPMA members can look out formoreinformation from theAssociation and booking

details on theBPMAevents page forthe Marchlunchand all members will be invited to contributetothe All In Census on 15th March 2023.

The BPMA is kickstarting efforts towards greater diversity with aspecial event in March

ADVANTAGEMEMBERS GATHER TO LAUD INDUSTRY

Morethan 100dinersenjoyed alively,hybrid eventofWorld Cupfever,early Christmas festivitiesand awards at the 23rd Advantage Groupannualmembers meetingand celebrationdinneratThe BelfryHotel andResort,Sutton Coldfield Priortothe AdvantageAwards, member PromoBrand took theopportunityto celebrateits 10th anniversary in business by rewardingtwo suppliers fortheir digital innovation. These went to PF Concept and XD Connects andwerecollectedbyRob Durant andPaul Maye respectively

This Group’s muchanticipated main awards followed andwerepresented as follows:

• Group Supplier of theYear: Winner for thesecond year runningwas XD Connects

-Highly Commended –LaltexPromo and Preseli

-Commended –Bagco,Hainenkoand ImpressionEurope

Twonew awards were also introduced this year.AccountManagerofthe Year went to Alex Daniels of Midocean Brands, andCustomer Service Team of the Year whichwas awarded to LaltexPromo Members awards were also presented on thenight.

• Bestuse of AdvantageWebsite: Beeline Promo Products

• GroupMember of theYear: Taking theWinner’s position forthe third consecutive year wasMojoPromotions, an incrediblefeat in theface of some strong competition.

-Highly Commended –Nadel and WillsmerWagg.

-Commended–Galpeg, PromoBrand and Stay Sourced whogot aspecialmention forbeingthe most consistent performers in theawardssincetheyjoined thegroup

Fourth time best forTotal Merchandise

Sourcing Cityhas also been handing out awards, withTotal Merchandise winning thelarge distributor categoryfor the fourthyear in arow

The Colchester-based company, which has just celebrated 18 yearsinbusiness this year,won theaward whichisvoted forbythe industry’sprofessionals.

Director Jason O’Connor said the awardwas down to theefforts of the team of 50 that spans sales and customer service, products, tech,artwork,accounts andmarketing.

“It means alot.It’ssuchaprestigious

awardfromone of theindustry’sleading voices. It’sastellar line up of winners this year and we areglad to be among these giants.”

Fellowdirector Michelle Rae Stoddart applauded theefforts of theTotal Merchandise team over thelast two years of turbulence.

“This is acelebration of thestaff as muchasitisofthe industryasawhole. It’satestament to their hardworkand therelationships they’vebuilt across the industry,”she said.

The companysaid it has big plans for

Earlier in theday,atthe members meeting, Vibrant Colour wasawarded Catalogue Coverofthe Year forits MastersofMerch concept. The meeting also featured presentations from SenatorPens andthe BPMA.

Advantagedirector,Lawrence Angelow said: “I am delighted to report on another fantastic and well attended event. Ifeel forthe firsttimesincethe pandemic that we aretruly gettingbacktosome sense of normalityand that theappetitefor networkinghas returned, which hastobe good news forthe industryoverall.”

He added: “Although we no doubt face achallenging year ahead, Ihope this confidence and positivity canremain strong.Finally,I wouldliketothank our wonderfulmembers andsuppliers fortheir ongoing support, something we never take forgranted.”

2023. “A very exciting year is coming up,” said O’Connor

In other distributor categories, Ross Promotional Products (£1-3m) and Big Bear (up to £1m) pickedupawards.

Pinpoint Badges wasspecialist supplier of theyear withXDConnects themajor wholesaler of theyear

THETIMEFOR CHANGE IS NOW

Backin2019, theBPMAjoined the Advertising Association as part of its end user connection. Going on to get involved in areas likeUK Advertising Export to represent merchandise on theworld stage, theBPMAalso signed up as Ad NetZerosupporters. Since then, it has been representing merchandise in the very present and developing conversation about net zero targetswiththe abilityof merchandise take asustainableposition, educating end users on what is possible.

In November 2022,the Advertising Association hosted its second summit and BPMA members were givenaccess to attend theonline sessions free of charge. The summit is part of thecatalyst for change whichiscoming from atop-down end user drive to change theway we work andthe work we make. Asking those attending to reflect and re-lookatevery aspect of theworkwemake, thefirm messagewas changewasn’t coming –it washerenow

Thanking thoseattending, Ad NetZero stated its commitment to helpingthe wider industry change to help tackle theclimate

crisis. Echoing thestrapline, All forNone, this globally attended summit washosted at thesametime as COP27overtwo days covering everything from ensuring claims were marketedcorrectly,making your business moresustainable by taking steps to change,topanel discussions addressing howbig business is changing and expects its supply chaintodothe same.

GREEN CLAIMS

On advertising claims –and foradvertising read all marketing materials from social to direct to catalogues – speakers from the Competition &Markets Authority(CMA) and The Advertising Standards Authority(ASA) reflected on theGreen Claims Code and theCAP Code sections dedicated to setting out theway claims must be laid out and why. Speakers on this session demonstrated some obvious examples of claimsthat definitely didn’t do what they said on thetin withgrabs at headlines

to capitalise on aclimateclaim to appear sustainable.

Citing theneed forcustomers to be given theright information and keep it simple, Cecilia ParkerAranha, director of consumer protection at theCMA urged everybusiness to not only get to knowthe GreenCode but consider whythe clarityofclaims was so important to acustomer.Echoing the comments, Justin Davis, climatechange & environment project manager at theASA explained its research showedthe level of confusion and rejection of overly complex claims from consumers waspalpable as they struggled to get theirheads around theinformation presented about claims or offsets, linking therelevance to them or abilitytounderstand theactualimpact that might be created.

With the 2030 targets for limiting greenhouse emissions getting ever closer,the marketing sector focused on required action at the Ad Net Zero summit

Greenclaims code checklist

1. The claim is accurateand clear forall to understand

2. There’sup-to-date, credible evidence to showthat thegreen claim is true

3. The claim clearly tells thewhole storyofaproduct or service; or relates to onepart of theproduct or service without misleading people about theother parts or theoverall impact on theenvironment

4. The claim doesn’t contain partially correct or incorrect aspects or conditions that apply

5. Wheregeneral claims (ecofriendly,green or sustainable for example) arebeing made, theclaim reflects thewhole lifecycle of the brand, product, business or service and is justified by theevidence

6. If conditions (or caveats) apply to theclaim, they’reclearly set out and can be understood by all

7. The claim won’tmislead customers or other suppliers

8. The claim doesn’t exaggerateits positive environmental impact, or contain anything untrue –whether clearly stated or implied

9. Durabilityordisposability information is clearly explained and labelled

10 The claim doesn’t miss out or hide information about the environmental impact that people need to make informed choices

11. Information that really can’t fit intothe claim can be easily accessed by customers in another way(QR code, website, etc)

12. Features or benefits that are necessarystandardfeatures or legal requirements of that product or service type,aren’tclaimed as environmental benefits

13. If acomparison is being used, thebasis of it is fair and accurate, and is clear forall to understand

Themessage wasthatmarketing and advertising needs to consider its role in theclimate crisis. If you’re going to make aclaim about your supply chain,itmust be evidenced, qualified, real and if you’re makingaclaim,it’sgot it be understood by the person on thestreet.

MERCHANDISE TAKE AWAYS

With over30sessionsduring the summit, therewerenumerous topics to cover. Guiding BPMA members to listentosessionssuchasHow To Make Your BusinessMoreSustainable Getting Your House in Order andJargon Bustingand theBusiness CasewithSteve Malkin of PlantMark, PM has coveredsome keypointsfromthe summit below.

• Inyourjourney towards net zero, consider Scope1 (direct emissions), Scope 2(indirect emissions from purchased energy) andScope 3(indirect value chain) emissions.

• Acknowledgethe difference between carbon neutraland netzero–withthe latter includingScope3 emissions in its calculations.

• Activate your supplychain and consider consumption-based data to comply with Scope3emissionsand achieve net zero

• Don’tunderestimatethe importance of robust, quality datawhenyou aremeasuringeffects, impactsand outcomes

• Data is thekey to achievingyourclimate objectives: thefirst thing to do is to start gathering data. Those whoembrace using carbon calculators earlieronwill findthis easier

• Everygood leadership team todayhas sustainability on itsagendaand the economic benefits in takingasustainable positionand actingonitshould bepart of everybusinessplan

• Choosingsustainabilityisfutureproofing your business.

• Makesustainabilitya win-win for stakeholders: goodfor theplanet and good forthe future. Thecustomer today wants to seecompanies take action on climate change and businessesneed to support customers in making sustainable choices

• Thetimeisnow,2030isthe first milestone, butweneedtokeep innovatingbeyond that.The industry needs to come together andprovide open-sourceknowledge on sustainable initiatives

• Investigate howtobecome aBCorp companyand/or EcoVadis and think about howstarting acertification journey in your office and othersites can actasa catalyst foraction.

• Getyour house in order.Takemajor advantage of this if youare moving offices andcan further factor in sustainability measures. Also,consider gettingyouroffice buildings BREEAM certified.

• Shiftthe strategyofhow yousell your products

• Concernfor theenvironmentand sustainability is at an all-timehigh. However, there’sado-saygap and our industry is part of thedialogue neededto helpclose that gap

• Enable& Engage:Wecan allhelp by closingthe disconnectbetween microactionsand themacro-issue, by enabling(shapingand stretching buying behaviour) and engaging (building knowledge and sharingprogress) audiences.

• Sustainability is more visible and influentialinproduct-led categories than in service-led categories. In thelatter, thereisaneed to leverage education and transparencyspecifically.End users have been urgedtoconsideraudience attitudesand underpin theirstrategy with transparency and accuracywhen it comes to sustainability claims

GREEN WASH –DON’TBECAUGHTOUT

Information is all around us and theold saying ignorance is bliss literally doesn’t wash here. Making sureyou knowthe claims youare making about sustainable products and processes arecorrect is your responsibilitywhether youmanufactured theproduct or not. Your customers expect youtounderstand theclaims made, provide theevidence whichsupports it wholly and makeitclear.Ifyour companyisinvolvedin an offset scheme, thesameapplies.

HAVE YOU ANSWERED ‘NO’,OR COULDN’TPROVIDE ACLEAR ANSWER,TOANY OF THESE STATEMENTS?

If so,visit Gov.uk andsearch‘Green Claims Code’ formoreadvice. For marketingclaims, visit asa.org.uk and search ‘environmentalclaims’tosee the greenwashingadvice and Codes which apply to thepromotional merchandise industry.

WHATHAPPENS IF YOU MAKE A CLAIM AND IT’SPROVEN TO BE UNTRUE?

If abusiness doesn’tcomplywith consumerprotection law, theCMA and other bodies– suchasTrading Standards Services or sector regulators –may bring courtproceedings.

The Advertising Standards Authority (ASA) can also take action formisleading green claims whichappearinadvertising.

If your claim is found to be in breach of consumerprotectionlaw youcan be forced to makechangestoyour claim or make apayment of redress to any consumers that mayhavebeenharmed by thebreach. It’sthereforerecommended that youseek independentlegal advice.

More information about Ad NetZerocan be found at adnetzero.com

STEP IN THE RIGHTDIRECTION

There are changes that all businesses can make to help cut their carbon footprint. Are you doing enough asks Melissa Chevin

World leaders recently convergedonSharm El-Sheikh forthe COP27 climate change conference, providing an ideal opportunitytoexamine what our ownbusinessescan do to make positive progress on this most urgent of issues

Ditchthe myths

Perhaps themost common misconception about ‘going green’isthatthe changes needed aresimply toocostly formany businesses –but thetruth is that the potential benefits go waybeyond fulfilling legal or moral responsibilities.

Another fear is that implementing environmental measures might hold back business growth.However, in many cases, changing your operations to benefit the environment forces youtoinnovate and differentiateyour companyfromthe competition.

Switchingtomorelocal suppliers not only boosts efficiency, withsoaring fuel prices it can also significantly reduce costs.

What’syour goal?

When setting green targets it’s important to decide what youwanttoachieve Be sure to followthe most up-to-date scientific research on climate change so that you’re making theright decisions

forthe environment as well as foryour company. Doing therightthing forthe environment shouldbethe biggestreason forgoing green,but thereare lots of other benefits. Beingenvironmentally-friendly can enhance your business’sreputation with consumers,stakeholders and employees alike

Fuel forthought

Withheating and lighting bills increasing at afrightening rate,it’smoreimportant than ever to be awareofthe amount of energy you’re using, and consider changes to reduce it. Makesureyou have an up-to-dateEnergy Performance Certificate (EPC)for your premises. This will provide youwitha detailed assessment of your business’s energy efficiencyand highlight areas forimprovement.

If your building has alot of windows, take advantage of all that naturallight.Ifyou do need to have artificial lighting on, make sureyou change over to energy-efficient alternativessuchasLEDs. Consider using blinds and other shading products –these can bothreduce heat loss in winter and control solar gain during thewarmer months, saving on air conditioning.

Savings can be made in themost surprising places. Forexample, laptop computers can consume up to 80%less electricitythan their desktop counterparts.

Wastenot

Everybusiness produces waste–what matters is howtheygoabout reducing it. Some solutions can be simple –doyou really need to print so muchmaterial? And for those things whereyou do need hardcopy, howabout using recycled paper?

When looking at equipment foryour workplace, do youreallyneedtobuy new? Might arefurbished or lightly-used purchase makemoresense,bothinterms of cost and your company’scarbon footprint? As forthe tech you’ve done with, don’t forget to recycle that too.

Use sustainable materials in your products, packaging and marketing –and trytouse theminimum amount of suchmaterial. This doesn’t mean youcan’t be eye-catching–youonly have to consider howApple has simplified its ownlegendarypackaging in recent years foraprime example.

Think local

We’reall increasingly conscious of themiles products and services we use everyday have travelled to reachus. As mentioned earlier,putting theemphasis on local suppliers not only makes economic sense, it can also do wonders forbrand reputation. Added to which, younever knowwhat unexpected partnership opportunities might await on your doorstep

Reduce your footprint

The UK is aiming to achievenet zero carbon emissionsby2050, so this should be one of your goals too. The first step is to measure your carbon footprint –thiswilltellyou exactlyhow farawayyou arefromnet zero so youcan plan your environmental strategy in amoreefficient, targeted way. Youcan find acarbon calculator at carbonfootprint. com/calculator.aspx.

Support your cause

As well as considering what targetsyour organisation can achieveinthe short term,it’s also important to thinkbig andset longer term goals. Howabout supporting acharity that aligns withyour eco-friendly goals? Again, it’s not just about feelinggood –getting behind a project can also appeal to potential customers who feel passionateabout thesamecause.

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

ENERGY SAVING TECH

Withcrazy times currentlyinthe globaleconomyour market will lookfor newpromotional itemswithin thetechworld to makelifesimplerormorecost effective fortargetclients andconsumers

Products that achievethis aremoreuseful, contemporaryand hencegeneratea higher ROI.

Mosteconomiesare suffering with raging inflation, as thecostoflivingspirals and the globalenergy crisistakes moneyout of every consumer’s pocket.Given theseworrying trends whatbettertimefor ourindustry to lookfor products which alleviate andhelpovercome thecurrent trend.Energy saving gadgets will be theareatowatch over thecoming months.

So,let’stakea quicklookatthe sortof items that maywellbeonmanymarketers shopping lists fortheirnextpromotionsoon.

Solar power

Wirelessheadphonesand earbuds are themust-have audioaccessory formost families,sotostopthe need forcharging from batteries or mains power, howabout solarchargingmodels? Neverstopto recharge again by relyingonthe sun.

Keepingwiththe solar themewillbethe growingtrend forgadgets with solarcharging options whetherspeakers,power banks, back packs, torchesand even phone cases. The solarpanelsonmanyofthe better versions of these devices arenow sensitiveenough to charge through clouds andwindows.

Smart gadgets

Energysavinggadgetscan also be simple likea timer forthe shower to reduce theamount of heatand waterused or maybe somethingmore sophisticated like aWi-Fi plug to allowyou to operate electricalappliances in thehouse while on theway homefromwork. There’snothing betterthan comingbacktoahouse withlights andheat on when youwalkin- whichhas beenactivatedwhenyou leave theoffice.

The powerofyour voice is also of course nowverypopularand devices suchasAlexa, Siriand Google Assist mean that many devicesinthe house canbecontrolledand turnedoff with asimplevoice command.

Let therebelight

We areseeing manylamps suitable for decoration and fashion in theoffice or home nowmovingtoLED bulbs to dramatically reduce thepower needed to supply them.Coupled withthe latest versions of Bluetooththese sometimes also include abuilt-inspeaker -making an innovative gift and wireless charging amust formanyhouseholdstostayconnected.

Powertothe people

Oneofthe very latest all-in-onegadgets forthe home andwithpossible power cutsaround thecornerisa homepower station.These giant devices can store up to 300,000 mAh (1300 watts) of powerand in theevent of apower cut whether plannedorfrombad weather thesegadgets cancharge all phones, laptopsand tablets in thehomekeeping everyone in touchand connected.

Sometimescosting up to £500 RRPthey arenot forevery promotional budget butfor thevery, very topbudgetclients, whoknows?

Energysavingdevicesfor sure will become very popularand alongwithgadgets witha 'sustainable'story arelikelytobeverymuch on everyone’s ‘must have’listofpromotional gadgetsverysoon. Watchthisspace for moreTechupdates in thenext issue.

MattPluckrose is managing directorofDesktop Ideas

Asenergy prices soar ever higher,can technology lend ahelping hand, asks Matt Pluckrose

WORKING THEROOM

The BPMA launched anew industry networking event format in November,providingachance for distributors to catch up withleading industrysuppliers.

Amongst afull BPMA calendar of events towards theend of 2022,the BPMA chose Gaucho in Birmingham as an ideal venue for catchingthe current flavour of theindustry.

The speed networking themed event waswell attended and provided a chance for18event sponsor suppliers to network with30distributors attending.

Cross industrysupport

All successful events aresponsored and theBPMAwas fortunateenough to have a long list of event sponsors sign up within 72 hours of launch. XD Connects wasthe firsttoconfirmwithinminutes with Kingly Juniper Trading, Paul Striker,The Outdoors Company, EasyPrint T-Shirts, Cotswold Outdoor,Alvastone, Listawood, The Sweet People, The PenWarehouse, CHX Products, First Editions, Eat My Logo,midocean Brands, Jadan Press, Direct Textiles &Bags, and Victorinox followingrapidly behind.

Distributor companies attending included Branded4UK,ASP Promotions, Aardvark Promotions, AllwagPromotions,

Pro-Ad,

Guest speaker

After manyaconstructive conversation, attendees had thechance to pause and reflect on themeal while listening to guest speaker,James Sandbrook, founder of Human and co-founder of Marketing Meetup on theimportance of marketing through storytelling.

The BPMA would liketothank all event sponsors, attendees, theguest speaker and further industrypartners in attendance such as IgniteIncentives, PAGE Partnership,My Advantage and Sourcing Cityfor making this first networking event suchasuccess.

Withpositivefeedbackand an obvious appetitefor further events of similar format in 2023, keep an eyeonthe BPMA events page fordetails and confirmed dates.

What they said

Distributors attending thenew format event gave it thethumbs up with 78% rating it Excellent and 22% saying it wasVeryGood.

Distributors came to develop relationships (67%), create new contacts (44%), to enjoynetworking (77%), andtofind out about new developments and trends (45%).

Distributors said:

“It wasveryambitious awet Tuesday afternoon but it workedand waswell attended, whichgoestoshowthere is arenewed desiretonetwork in our industry.Nice venue too.”

“Everyone seems really happy to be spending time together and exchanging on howthings are going at themoment.”

“It wasgood to socialise again within theindustry.”

“Great vibe, good venue, witha very upbeat feel.”

“Friendly,informal, informative.” Suppliers rateditwith 54% calling it Excellent and 27% saying it was Very Good (27%).

Of industrysuppliers present, 63% would attend asimilar event again, with 77% of distributors extremely likely to attend.

Suppliers said:

“Good to network during theday (its normally in theevenings!) Also,agood cross section of qualitative distributor members withwhichtoengage.”

“It wasareally lovely setting and location -easy to get to and the venue itself had great service with fantastic food and drink. As well as drinking withthose we knowand likeonTuesday, what wasn’t to like?

The format with theswappingevery course wasverywell done.”

“Great to see so manydistributors in ashort space of time, in arelaxed environment.”

“It felt morepersonal. Youhad more time so speak and communicateand have one-on-one attention.”

Asthe industry starts to build again, distributors and suppliers had the chance to explore opportunities at an innovative BPMA event

Navillus Print Gifts,Premier Print & Promotions, Geiger, TC Branding,Heartlands Business Gifts, UName It Promotions, Cyan Group,Involution, Jack Nadel, andPromolab

LEARNING ON THEJOB

Factory visits provide agreat insight into promotional manufacturing and branding opportunities, reports TomRobey

Learnersonthe BPMA Education Platform from JackNadel, Buypromoproducts, Promolab Merchandise andBio Laboratories were welcomed in Novembertothe Juniper Trading factoryinWellingborough.Andrew Langley,managingdirector andBPMABoard Director accompanied by thewider Juniper team, hosted afactorytour of thefacility and afterlunchheldapresentationonJuniper Trading,leathergoodsdecorationtechniques andmaterial options

Covering thewideproduct range, including wellbeingjournals, business journals, silk stone paper Como notebooks made from RPETreclaimed from waste plastic bottles and withwood free stone paper,the group accompanied Andrew through thefabrication and decoration processes at theunit.

Adeeper dive into brandingoptions, bespokepossibilities,challenges and limitationswhen workingwithleather,RPET and polyurethane productsthere were many questions and an increased understanding from thegroup on howthese detailsaffect clientbriefsand howtomanageclient expectations throughout theorder process.

Fifteen points areaccredited to learners taking part in eachfactoryvisit as part of their TPMorCPM course. Learners study at theirown pace withsix months access to theonline learning platformand once enough points areearned, learners areable to book on to exams held monthly

The BPMA Education platformisopen to BPMA members and their staff.Further factoryvisits areplanned throughout 2023. Formoreinformation contact the BPMA team:education@bpma.co.uk

SowEasyvisit

The BPMA wasthe first industryvisitor to SowEasy’snew Slough offices and factoryunit. Withonly afew weeks of being at thenew facilities, TomRobey wasinvited to present an overview of thesectortoSow Easy staff and allowedaprivileged lookthe company’snew facility.

Having increased turnoverfivefold since 2015,the companyiscontinually investing in thebusiness. Withan expanding team of 25,morethan threemillion products per annum are dispatched from thenew Slough HQ

Accredited BPMA supplier members since 1992 as well as engaged Briman group members, thecompanyholds a muchcoveted 30-year BPMA logo.Other notable memberships and accreditations include Sedex, Made In Britain and The ClimateCoalition.

Afamily runbusiness, patented Seedsticks areonly part of the company’srange. Withthree generations of production machines and avast stockatthe new facility to fulfil anyrange of orders, theUK manufacturer can coverany enquiries forthe foreseeable future. Continuous investment in production machinery allows SowEasytostreamline the production process.

Pickand pack forclient campaigns requires alot of management and withthe expanding team on topofthe order process and fulfilment, orders leave thefacilityontime.

The promotional products and corporategifts arefor businesses that care about theenvironment. All products Sow Easy offers aresustainable

The BPMA group wasintroduced to theassociation’s resources online as well as theeducation programme. Exporting overseas and options on improving freight and carriage times were discussed withthe production team withpossible actions and solutions to be implemented.

Oxley CEO of Prominate UK

eppi magazine remains at the forefront of developments and contributes towards international exchange. Learning about the different approaches to our industry directly benefits myself and my business.

Mike