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JULY 2009 ISSUE 14
Showing the way
LSi’s promo gift event is a big hit
PLUS: Head-to-head with three top industry names...
Neil Cleere of
The Pen
Warehouse
gets it write
to encourage
kids to read
Flash dance:
How one
meeting
changed
everything for
Chris Love
High-flying
Harvey Jeal on
the challenges
of producing
promotional
clothing

From the Editor
Here comes the sun – perhaps!
I’m getting to grips with this industry now.
It’s taken a little while to begin to understand
how it works, but I can see now why so many
of you love it, even if at times it frustrates and
confounds you!
This month, I’ve been chatting to some of
the top movers and shakers in that industry and
that’s also helped shed new light. It’s also encouraging
that we are beginning to see chinks of
light after a pretty dark patch for everyone, with
many people talking about more orders and lots
of quotes. All very positive, so let’s hope those
green shoots don’t wither on the vine.
Of course, the news hasn’t all been good, with perhaps the biggest shock
being US giant Norwood filing for Chapter 11 bankruptcy and its subsequent
takeover by BIC. It will be interesting, in the coming months, to see how this
union influences BIC’s product mix over here in Europe. Just as significant, the
acquisition effectively now makes BIC the largest supplier of imprinted promotional
products.
I guess this is the summer issue. It’s hot and sticky as I write – though it’s
also just chucked it down with rain. With something as unpredictable as the
British weather, it’s always wise to make the most of the sun when it appears,
however fleetingly! In the next issue, autumn will be in sight and thoughts will
be turning to APG Live! Then it’s on to Christmas and of beyond that, the Trade
Only National Show, which is looking more exciting every day – see page 5 of
this issue for the latest developments.
Aidan Goldstraw
PPD Editor
Contacts
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5
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Contents
N E W S
Big response for bpma survey
Norwood rescued by BIC
Show business pays for LSi
BTS gets up close and personal
Love is in the air for Malcolm
Listawood’s £400,000 revolution
Factory boss invests in his people
P E O P L E
18 Christopher is Best man for the job
14
15
16
28
29
11
37
51
P R O D U C T S
Sling-driven thing for summer
Willie Wetsuit dives into market
Innovative drinks idea
Branding the key to getting a grip
Sleek silver favourite is back
I N S I D E R
Flash of inspiration: Chris Love
The write stuff: Neil Cleere
Real high-flier: Harvey Jeal
F E A T U R E S
To contact the Editor or to send any news, views,
comments or letters, email: editor@ppda.co.uk
Funny stories Odd pictures
Send your scandal to: gossip@ppda.co.uk
If you are having problems getting your
copy of Promotional Product Distributor,
email: circulation@ppda.co.uk
8
35
38
40
47
55
Idea drives ahead
Printers and decorators
Toys not just for the boys
Lifestyles emerge as crucial
PCD: Promotional Clothing Distributor
Expert help with Far East trading
R E G U L A R S
To advertise, email: advertising@ppda.co.uk
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Just register at www.ppda.co.uk and your priority copy will be
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17
20
22
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24
25
27
45
Green Day – Evan Lewis
A Changing World – Gordon Glenister
Rose Read – Paul Rose
The Hard Sell – Cliff Quicksell
Another Angle – Richard Belcher
Brand Blog – Melissa Chevin
Information Is Power – Nella Foulds
From The Show Floor – Nigel Bailey
Keep up to date on the latest news and views with the industry
magazine that has the biggest readership.
58
T I T T L E T A T T L E
Can’t wait for your copy of Promotional Product Distributor
Just log onto www.ppda.co.uk and view the publication online
using the very latest page turn software.
59
S U P P L I E R
D I R E C T O R Y
Promotional Product Distributor,
Unit 4 Rhodes Business Park,
Silburn Way, Manchester Old Road,
Middleton, Manchester M24 4NE
Tel: 0870 777 2138
Fax: 0870 165 7418
Web: www.ppda.co.uk and www.ppdmagazine.co.uk
The opinions, beliefs and viewpoints expressed in this publication
do not necessarily reflect the opinions, beliefs and viewpoints of the
editor or the publisher. The publishers cannot be held responsible
for any loss or damage, nor can responsibility be accepted for any
claims by advertisers, contributors, other persons and organisations.
Strictly no reproduction without permission. All rights reserved.

News
Diary Dates
Dates correct at time of going to press. If you
would like us to publish your event in our diary,
please contact us.
July
21st-23rd: ASI Show, McCormick Place,
Chicago, US
August
12th-14th: PromotionExpo, Jonkoping,
Sweden
30th-2nd
Sept: Promogift, Madrid
September
6th-9th: September Autumn Fair, NEC
Birmingham
8th: APG Live! The Cabaret Suite,
Lakeside Complex, Frimley
Green, Camberley
9th: APG Live! The E.on Lounge,
Ricoh Arena, Coventry
10th: APG Live! The Manchester
Suite, Manchester United FC
15th-17th: PSI Paris, Porte de Versailles,
Paris
16th-17th: ASI Holiday & Incentives Expo,
Las Vegas, US
30th: APG Live! Dublin, The Ballroom,
Red Cow Moran Hotel, Dublin.
30th-1st
October: Brand Licensing Europe,
Olympia, London
2010
January
13th-15th: PSI Dusseldorf, Messe Centre,
Dusseldorf, Germany
27th-28th: TONS 2010: Trade Only
National Show 2010,
IEC, Ricoh Arena, Coventry
Umbrella Company to
offer award-winners
The Umbrella Company has added the German
Fare collection to its range for distribution in the
UK and Ireland.
Both The Umbrella Company in the UK and
Fare in Germany are exclusively trade suppliers to
the promotional gift market and the very different
product ranges compliment each other perfectly,
the companies say.
The Fare collection features many patented
products – the company has won the “Red Dot”
design award several times. For more, visit tradeonly.com/umbrellacompany
KeepMe keeps it simple with website facelift
KeepMe Bags has launched a new version of its website.
Joint MD Steve Anderson said that because KeepMe’s
range had grown considerably over the last couple of
years, the company had needed to streamline and simplify
its web presence.
To that end, the new site is split into three basic product
sections - the stock range, the custom range and
the box range.
The browser just clicks on the kind of bag he is interested
in and the size and colour options are laid out
in plain English. There is also a bullet point breakdown
of key data.
For more, visit tradeonly.com/keepme
Biggest ever response
to bpma’s questions
The results of the bpma’s annual member
survey are in, with the organisation receiving
the highest ever level of responses.
Retaining customers and increasing profits
remain high on members’ list of concerns, as does
turning more quotes into orders.
The largest segment of bpma members have
fewer than five employees – 41 per cent of those
surveyed. Sixty-one per cent have fewer than 10.
Of those who responded, 47 per cent said they
operate a two-tier price policy, while 40 per cent
are strictly trade only and just 13 per cent present
a single price.
Of those respondents who buy from overseas,
Europe is seen as emerging source where China
used to be dominant.
A bpma spokesman said: “Time and time again
in the survey, there are clear indications of a clearly-defined
industry strategy for supplier channels
to be more transparent.
“There are requirements for an industry rating
system and the bpma already has plans to develop
industry benchmarking.
“Our plans include formalising a regional development
plan, which will involve supplier and distributor
round-table forums.”
Being part of an accredited trade organisation
and keeping in touch is still seen as the main reason
why people join the bpma, it says.
Trade Only and Sourcing City dominate the
sourcing communities, and the Trade Only National
show is clearly a favourite with members.
Members use the bpma logo in a number of
areas, notably on their websites and corporate stationery.
An increasing number are also using it in
email signatures, adverts and business cards, the
bpma says.
An opportunity to engage in round-table
discussions and regional dinners was an area of
particular interest in the survey’s responses.
More than half of the respondents expressed
interest in a nationwide conference particularly focused
on distributors, but perhaps supported by
suppliers.
The bpma’s spokesman added: “It’s also clear
that events that allow for members to meet more
frequently is important.
“Socially, members put golf as a great networking
event and this scored well. However, there was
interest to revisit the Dragon Boat event and consider
five-a-side football.”
The bpma offers a range of member discounts
and said it was clear members valued offers such
as Trade Only Search and the Trade Only show
discount. ISO accreditation discount was also seen
as a valuable benefit.
Others expressed interest in looking at a nationwide
courier service, given there are so many different
rates across the industry.
“This is something the bpma is already looking at
providing for members,” the spokesman added.
For more, visit tradeonly.com/bpma
Card experts sign up
CCA Occasions has joined Trade Only. CCA is a
leader manufacturer and supplier of personalised
Christmas cards. These can be individually tailored
to a business’s corporate colours and even carry
the scanned signatures of its directors. For more,
visit tradeonly.com/cca
4

Bankruptcy move by
Norwood ends in a
$125m BIC takeover
American promotional products giant Norwood
has been bought out by BIC Graphic
USA, after the former filed for Chapter 11
bankruptcy proceedings.
Norwood filed for bankruptcy citing an inability
to refinance debt of approximately $200 million.
CEO Paul Lage said: “We couldn’t come to a
consensual arrangement with our lender group.
We needed 100 per cent consent to restructure
the debt and we couldn’t get it.”
The total consideration of the BIC acquisition
is $125 million, plus around $37.5 million in assumed
liabilities.
Scale at heart of crisis, says ASI boss
In the grand scheme of things, what do
you see as the significance of the Norwood
failure
“I certainly wouldn’t call Norwood a ‘failure’. My
understanding is that Norwood had an incredible
amount of debt, built up under a different management
team, that was more than the company
could support.
“If there was a failure, it was one nearly a decade
ago, of people believing that ‘bigger is better’
and that carrying high debt is a good idea.
“In our industry, where innovation and service
are key, many suppliers find that smaller allows for
them to be more nimble.”
Was there something about the company’s
individual situation that went wrong for
them or was this just part of a wider problem
In which case, can we expect to see
others suffer the same fate
“What I believe makes the Norwood case interesting
is that Paul Lage is communicating the
Following the takeover, Lage said: “I have had
many years of experience with BIC and I am
excited about the potential of the new company.”
BIC Group CEO Mario Guevara added: “The
strategic combination of BIC Graphic and Norwood
will give us the opportunity to lead the growth of
the industry.”
PPD spoke to Timothy M Andrews,
president and CEO of the Advertising
Specialty Institute (ASI) about
Norwood’s recent difficulties
developments in a way that’s as transparent as
possible to the rest of the industry.
“Sales in the advertising specialty industry in the
US were down 17 per cent in the first quarter versus
last year. As we continue to track the economic
environment over the next several months, it’s
possible more business combinations, reorganisations
or mergers could occur.”
What does BIC’s acquisition bring to the
table from the buyer’s perspective
“The BIC and Norwood combination will emerge
as the largest supplier, based on revenue, in our industry.
Last year, Norwood reported sales of $314
million, while BIC reported sales of $191 million.
“That said, Norwood about a decade ago was
larger than it is today.”
Jackson’s death puts the skids under campaign
The death of Michael Jackson has derailed a
major marketing campaign by LSi.
At its recent Big Promo Gift Show (see next
page for details), LSi held a draw for two tickets
for one of Jackson’s planned shows at London’s
02 arena.
The company even hired the services of Navi,
dubbed the world’s number one Jackson impersonator,
for its high-profile event.
Following the show, LSi was also offering
customers free entry into a draw to win two more
02 tickets, for every £500 they spent.
That campaign was brought to a grinding halt
with the news of Jackson’s death on June 25.
The company has put up a brief note on its
website announcing that the promotion has been
News
Pavilion and a
co-located event
will make TONS
of difference
Next year’s Trade Only National Show will be
expanded with a new bpma supplier member pavilion
featuring 40 stands.
The company has also announced that Print for
Business and Promotion 2010 will be co-located
in the E.ON Lounge of the Ricoh Arena.
Details of the bpma awards dinner for 2010
have also been announced. The event will take
place on the evening of January 27 and moves to
Ricoh’s brand new Hall 3 on the casino level.
“It’s definitely destination Ricoh in January” said
Gail Kilcoyne, Event Manager for Trade Only. “We
are adding value and content to the show.”
Trade Only’s Exhibition Director Nigel Bailey
said: “We are delighted to be working so closely
with both the bpma and the IPIA again and to have
been able to increase their presence at the Ricoh
Arena this year. The bpma pavilion is going to add
exhibitors, interest and prestige to the event.
“The Print for Business and Promotion show
is designed to add quality footfall to both events
and allow promotional product distributors the opportunity
to add a natural bolt-on to their existing
business at little extra cost, especially beneficial in
the current climate.”
Gill Thorpe, Chair of the bpma, said: “Our pavilion
will allow first-time exhibitors and supplier
newcomers an opportunity to be seen and present
themselves and their products in a cost effective
and simple way.”
Andrew Pearce, Chief Executive of the IPIA, said:
“It makes perfect sense for the two trade shows to
sit side by side. The synergies between the shows
will ensure that the visitors’ precious time out of
the office will be maximised.”
■■The Trade Only National Show has been nominated
in the Best Live Marketing Event category at
the Meetings Industry Marketing Awards (MIMA).
The winner will be announced at a gala evening in
London on October 16. The Trade Only National
Show was also nominated in the Best Trade Show
category for the Association of Event Organisers
(AEO) Excellence Awards.
withdrawn, but managing director Lloyd Simpson
said LSi had not yet made any decision about
offering alternative prizes.
“It’s difficult to know what to do,” Simpson
told PPD. “We don’t want to rush in right away
and offer an alternative prize, as that could seem
heartless.”
He added that an announcement would be
made in due course, but admitted that the blow
had come as a complete shock.
“It’s the biggest marketing campaign we’ve
done.”
Despite the setback, Simpson said the show
had been been a great success, adding that such
events were “the way forward for distributors”.
5

News
Show business pays off for LSi
LSi played host to what it billed as “the largest
promotional merchandise show ever to
be held in the north of England” with its Big
Promo Gift Show.
Held at Saviles Hall in Leeds, the venue was
significantly larger than those used for previous LSi
shows.
MD Lloyd Simpson admitted: “We knew that
we’d have to pull out all the stops to make the
show a success.”
It seems the hard work paid off. The show had
420 pre-registrations, 280 people through the
door, 100 of them new prospects. More than 100
people attended the seminars throughout the day.
The show boasted 64 stands from 54 suppliers,
covering a total of 6,000 sq ft.
The visitors generated more than 1,800 individual
enquiry sheets, 230 individual quotes and over
£2 million of inquiries taken and quoted since.
Orders taken so far LSi says its “not telling”!
Simpson added: “It was a really great show. Are
we doing it next year You bet we are!”
For more details, visit tradeonly.com/lsi
■■Do you have a big event coming up that you
would like PPD to cover Just drop us a line at
editor@ppda.co.uk and include as much detail as
possible, including high resolution photos. We’ll
be glad to hear from you!
6

Features
Great idea that’s driving ahead
While others are busy altering and adapting
the external design of their flash drives, a new
product distributed by Desktop Ideas (DTI) is
taking branding inside as well as out.
StickyDrive is a versatile, customisable program
which can be installed on any normal flash drive.
When the user inserts the drive into their machine,
they’re greeted with a customised, branded
interface which allows them to access pre-loaded
content on the drive.
Its customised interface features company
brand, logo and custom message.
The brand and messages are incorporated into
the normal function of the drive, as opposed to a
simple and distracting pop-up.
StickyDrive features an integrated search tool as
well as its own music, photo and video players, negating
the need for external, separate programs.
And because all this happens in software, Sticky-
Drives can be updated to maintain fresh and current
design, look and content.
Content can be included on any flash drive and
launched using the StickyDrive interface, including
Microsoft Word documents, Adobe Acrobat PDF
files, promotional videos – the possibilities are
endless.
And to make sure your customers are right up
to date, the StickyDrive software can replace or update
documents remotely via the internet after the
drives have been distributed to recipients.
And of course, StickyDrive will feature an automatic
link to your website.
The potential benefits are clear, says DTI. The
StickyDrive software keeps products and service
offerings current, gives maximum exposure for
your branding, provides an updateable marketing
platform and provides a higher ROI on flash drive
give-aways.
As well as StickyDrive, DTI is also casting its eye
towards the next wave of storage gifts, as flash
drives, no matter how innovative, become more
commonplace.
One trend which DTI thinks is going to develop
is the move towards larger storage mediums with
The USB flashdrive has
been one of the major
success stories of the last
decade. PPD takes a look
at some of the new ideas
in this sector and finds out
what makes this product
such a universal hit...
more capacity, in the form of portable hard disk
drives.
This trend, DTI believes, will make memory devices
be seen again as a true executive gift rather
than a “throwaway” or “scatter” item.
Portable hard disc drives can go right up to one
terabyte (1000gb), offering a huge amount of
storage.
Consumer lifestyles are changing and with an
increased reliance on digital gadgets and tools for
things like music and video – all of which involve
files of considerable size – a portable hard disc
drive may just be the ultimate gift.
More at tradeonly.com/dti
Size does
matter...
4510
Portable HardDisk
Leather
from 160 GB
Promotional
Gadgets
4500
Portable HardDisk
from 160 GB
Desktop Ideas Ltd
sales@desktopideas.com
t. 0845 365 7624
New
catalogue
out now!
www.d-vice.info
8

Features
Careful choice is the
key to standing out
in crowded market
By Paul Maye of Primetime
There can be little doubt that Flash Drives are
the product of the decade – you will be hard
pressed to find a promotional product distributor
that doesn’t supply some form of memory stick
to their clients.
Where can the regular distributor buy them
– virtually anywhere! USB sticks, memory sticks,
flash drives, pen drives; call them what you want,
but the UK has a plethora of recent “specialists”
attempting to capitalise on the popularity of the
item, but PrimeTime were one of the first to offer
flash drives with printed logos to the promotional
industry.
And lets face it; the flash drive is absolutely now
a commodity – no longer a “nice to have” but a
“need to have”. And as with all commodities, a
price war has ensued.
Distributors are targeted almost daily with e-
mails of flash drive price lists issued by suppliers in
an attempt to keep up with the continually fluctuating
price of flash memory.
It’s a bit like the oil business – except car drivers
can’t deal directly with the cartels in the Middle
East, whereas the promotional product distributor
can buy directly from China if they so wish and cut
out their trusty UK trade only partners.
Understandably, the price benefit justifies this
action perhaps as a no-brainer.
But I would argue that when posed with the
origination question (Where can the regular distributor
buy them), the answer should be emphatically
from a trusted UK trade only supplier.
Outrageous! Why Because they probably know
what they are doing and what they are supplying
for one.
They will be aware of patent issues, the bad side
of which is a road distributors really don’t want to
go down. They will not be
supply anything but genuine
Grade A chips in their
memory sticks.
What about more basic
reasons, like credit, comeback
if there’s an issue –
maybe even supporting
a UK trade only supplier
partner By definition,
your trade only partner
will not be undercutting
a path direct to
your client.
Of course, one
thing the flash drive business
has over the oil business
is that there are
hundreds of varieties of
sticks that do exactly the
same thing, giving distributors a huge choice of
colours and designs to select or propose from.
Many of the suppliers offer the most popular
models which have developed into instantly recognisable
standards, like the “twister” for example
– who doesn’t sell it On the downside – these
popular models have been selling well for a few
years and are looking a little tired.
That’s perhaps one of the reasons that genuine
“own design: patented flash drives, like Primetime’s
“USB People” range, have done so well.
There seems to be no end in sight to the USB
stick’s popularity. Models evolve which are quite
literally the size of a fingernail but the branding
possibilities are clearly less.
Similarly, memory cards are brilliant but when
used, there is no brand visibility. Stick remains king.
Long live the king!
For more about our products, visit
tradeonly.com/primetime
A flexible and
useful gift that
customers will
keep handy
Perhaps one of the most positive aspects of
USB flash drives as a promotional gift is that they
are almost universally welcomed by the recipient
as something really useful – a handy-sized piece
of kit which they’ll use nearly every day.
That’s certainly the experience of Neil Harris,
marketing manager at USB-FlashDrive.com, who
says: “They’re certainly not a give-away that gets
thrown away.”
Neil adds: “USB flash drives are extremely affordable
and excellent value for money.
“Memory capacities have increased over the
years from moderate megabytes to gigantic gigabytes,
making flash drives even more appealing.”
There’s also added promotional value to the bit
of the drive you can’t see, Neil adds.
“Larger memory sizes also allow for more space
when uploading promotional material such as brochures,
multimedia and other data.”
Another great marketing aspect of the flash drive
is that you’re not confined to the familiar “plastic
tab” shape.
Indeed, USB-FlashDrive.com has established
something of a reputation for selling some of the
most unusual designs. These include casino chips,
vehicles and even beer barrels.
Neil concludes: “Simply put, USB flash drives
offer a multitude of advantages to both the giver
and receiver.”
For an in-depth interview with Chris Love, managing
director of USBFlashDrive.com, see page 11.
For more, visit tradeonly.com/usbflashdrive
9

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Our new online image library enables you to
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Go to www.bruneltradeservices.com/ppd and
see for yourself. An unbranded site with a range
of products and personalised images will also be
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Call 0117 300 2244 www.bruneltradeservices.com

Insider
Flash of inspiration
Six years ago, a chance
encounter with a piece of
technology was the basis for
Chris Love founding a whole
new company.
PPD caught up with the boss
of USB-FlashDrive.com to
get the whole story...
A customer came into Chris
Love’s office with some images
which he wanted uploading
to his website. However, they
weren’t on the expected CD –
but on a little bit of plastic.
“At first we were puzzled,” recalls
Chris, “but that soon grew into excitement
and by the end of that week
we were looking for a supplier.”
By that time, Chris was already
an established businessman. At the
tender age of 19, he and a friend
had set up a web design business,
Webexpectations.com.
“I managed to persuade my father
to let us use the cloakroom in
his warehouse as our ‘European HQ’
and from there, we gradually started
to convince local businesses that the
internet was going to play a major
role.”
That experience meant it was
straightforward for the company to
build a website from which to retail
the handy little dongles. Chris’s partner
continued to run Webexpectations.com
while he concentrated on
the new venture.
One of his first major challenges
was the cashflow conundrum, as
the company purchased stock from
China.
“Initially, on the one hand all goods
imported were paid for on 100 per
cent terms and on the other we were
giving 30 days’ credit!”
Fortunately, Chris’s previous success
allowed him to get past that
particular obstacle without the need
to resort to loans, enabling him to
grow the business organically.
Then came another epiphany.
“As the orders piled in, we realised
retail wasn’t necessarily the best way
for us to capitalise on this product
and that’s when we started to sell
in bulk.
“It wasn’t long before customers
would ask us if we were able to print
their logo on the drives and so we
started offering this as an additional
service.
“It was now clear to us that the
flash drive had enormous appeal
as a promotional product, and so
we stopped retailing the drives and
focused purely on the customised
market.”
“I like the jobs where we get to design
the customer a completely new
shape. We have designed beer barrels,
shoes, watering cans, inhalers,
batteries and poker chips, to name
a few.”
Has he ever doubted the wisdom
of essentially concentrating on a single
product
“The pros far outweigh the cons.
Specialising in one product gives us
major buying power with the factories.
It’s specialist suppliers that the
promotional gift industry needs, not
hundreds of clones all selling the
same stuff to the same customers.
“Whilst it is inevitable that one day
a new format will succeed the flash
drive, I don’t see this happening for
a while yet.
“We have USB 3.0 being released
on the mass market towards the end
of 2010. However, I see this making
little impact on the promotional gift
market as the price for this newer
version will be such that customers a
likely to opt for the cheaper USB 2.0,
at least until prices mature.”
As far as business is concerned,
Chris is entirely self-taught.
“I set my first company up with
very little business or managerial experience.
Starting up a company this
way required me to develop my skills
in many key areas, such as sales, accounting,
marketing and operations.”
Keeping on top of business, he
insists, is the key to success.
“I’m a stickler for having monthly
management accounts on my desk
no later than the 20th of the following
month.
“It’s no good realising you have a
sales slump when it’s too late to do
anything about it.”
One thing has certainly changed
for Chris Love since that chance
meeting back in 2003.
“I’m no longer convincing the
world that flash drives are the best
promotional product.
“Instead, I am convincing the world
why USB-FlashDrive.com is the best
supplier of this product.”
“It’s specialist suppliers that the
promotional gift industry needs, not
hundreds of clones”
Rockin’ the industry
– this guitar is just
of many unusuallyshaped
drives the
company has
produced. Right,
founder Chris Love.
Let us create
a totally unique
USB Flash Drive
Contact us:
Tel: 01753 491473 or
Email: amy@usb-flashdrive.co.uk
www.usb-flashdrive.co.uk
We have
100’s of models
in our range at
UNBEATABLE
trade prices!
11

News
BTS gets up close and
personal with service
Brunel Trade Services have made
a £500,000 investment in digital
print and software applications that
offer creative ways of personalising
promotional products.
BTS’s investment in personalisation
software comes from customer
demand for targeted promotional
products. Personalisation enables
the customer to target individuals,
resulting in high levels of recall and
campaign response.
Personalisation methods offered
by BTS will be tailored to customer
requirements.
Customers may choose to illustrate
a company or person’s name within
an image or to vary the advertising
text on each page of a calendar.
BTS has provided a web library at
www.calendargallery.co.uk for customers
to browse and select images.
The company says it will offer a consultative
approach to customer requirements,
matching the campaign
objectives with the most appropriate
personalised application.
BTS will be able to offer personalisation
on a number of different applications
including calendars, desk
pads, greetings cards and postcards.
The company recently demonstrated
the breadth of personalised
applications on an Easter card to the
trade. The cards were illustrated individual
names within images, and
contact details for mailing on the
reverse.
The campaign received an overwhelming
response, with 87 per cent
of customers contacted remembering
receiving the card, of which 28
per cent placed an inquiry.
BTS Managing Director Sue Tugman
said: “Now, even more than
ever, we are competing for reduced
advertising spend. Personalisation
can communicate advertising messages
in a powerful and memorable
way as well as adding value to any
promotional campaign.”
For more, visit tradeonly.com/bts
Order, and you could win
To celebrate the launch of its personalised
products, BTS is offering
the chance to win £200 in Marks &
Spencer vouchers.
BTS says its investment in personalised
images comes from customer
demand for targeted promotional
products.
Personalisation presents the person’s
or company name within the
image, enabling the customer to target
individuals, resulting in high levels
of recall and campaign response.
BTS has provided a library on its
website www.bruneltradeservices.
com, for customers to browse and
select images. An unbranded website
will also be provided.
To be in with a chance of winning
the vouchers, simply order any personalised
image product by August
31.
It’s time
for tee as
bpma gets
set for golf
The bpma will be hosting its
Annual Charity Golf Day on September
23 at Chobham Golf Club in Surrey.
The tournament provides an excellent
opportu§nity for suppliers
and distributors to network and is
also a great opportunity to reward
hard-working staff.
The 69-par 18-hole course, located
in a secluded mature woodland
area, challenges the skills of high and
low handicap players alike.
The evening raffle and auction proceeds
will be donated to Myeloma
UK, a bone marrow cancer charity.
Teams of four players are required.
You can submit your own teams,
otherwise individual entries are also
welcome and will be teamed up accordingly.
Bpma members and nonmembers
are welcome.
Refreshments throughout the day,
a goodie bag and a three-course dinner
are included in the price. Dinneronly
guests are also welcome.
Prices are £99 per player, £396
for one team, £673.20 for two teams
and £891.12 for three teams. All
prices exclude VAT.
For more information or to make
a booking, contact Daniela Arena at
the bpma on daniela@bpma.co.uk
Got a story for us
If you’ve got a good story to tell
about your company, don’t keep it
to yourself – share it with us here at
PPD. E-mail it to editor@ppda.co.uk,
preferably with hi-res pictures.
PSI’s warming up its star team Promise of support from bpma
The first ever PSI Congress will take
place in Germany on October 6.
The emphasis is very much on
teamwork, pointed up by the event
being held at the Allianz Arena in Munich,
where the stars of the FC Bayern
soccer team ply their trade.
PSI’s Michael Freter said: “This is
our way of filling the gap in the European
events calendar.”
12
The goal of the one-day event is to
bring together the entire “four-player
formation” in order to highlight and
discuss current marketing topics.
The “starting team” for an open
panel discussion at the congress incluedes
Dr Michael Gross, the former
Olympic swimming champion who is
now a successful agency owner.
More at tradeonly.com/psi
The bpma’s continued support
through both the supplier and distributor
sectors was the focus of this
year’s Patrons Dinner, held at the
House of Commons.
It sought to build on the success of
last year’s initiative, when the bpma
appointed four vice-presidents, two
for supplier members and two for
distributor members to pioneer activity.
Gill Thorpe, chairperson of the
bpma, commented, “It was clear that
many of the members were unaware
of our defined refocus last year.
“Trade only suppliers and Distributors
now have their own BPMA
champions and we will ensure that
their particular needs and requirements
are not only understood but
acted upon.”

Products
Newcomer is a
timely help for
detecting fever
With the Swine Flu epidemic sweeping the nation,
B&H Colour Change’s new brandable Cold
and Flu Symptom Pack is a timely newcomer,
helping in the quick detection of a fever.
The pack contains of a reusable liquid crystal
forehead thermometer together with a brandable
leaflet describing the different symptoms and
treatments for colds and flu.
The thermometer strip measures the body’s
core temperature by taking the temperature at the
forehead – a safe, non-invasive and trouble-free
way to take an adult’s or infant’s temperature in
just 20 seconds.
A fever can be quickly and accurately detected
with minimal discomfort and distress.
B&H’s marketing manager
Gilly Beaumont said: “Our liquid crystal forehead
thermometers are used regularly for healthcare
campaigns worldwide, including the recent
SARS epidemic.
“In light of the growing Swine Flu Epidemic,
this is an extremely useful item to have within the
home or work environment to aid in the detection
of a fever.
“The thermometer can be used again and again
and is particularly handy to have when travelling.”
For more, visit tradeonly.com/bhcolourchange
Get organised, and
be eco-friendly too
American company Univenture has expanded
its line of user friendly, environmentally friendly,
organisation products.
The UniKeep View Case Planner offers a compact
and portable way to keep a schedule and
have easy access to it while on the go. The perfect
daily planner, the A5 format allows users to
organize not only a schedule but also “to-do” lists,
grocery lists, and address books, all in one convenient
place.
Unikeep CEO Ross Youngs said: “With all of the
same features as our UniKeep View Case Binders,
these planners may be my favourite yet.
“I have personally carried one for several
months now, and I love this size for keeping my
schedule, personal documents and notes easy to
access wherever I go.”
Made from 100% polypropylene, the new planner
is durable, archival safe, and recyclable, with
a clear overlay allowing users to personalise their
planner with a custom insert.
For more, visit tradeonly.com/univenture
Carabiner pen that will
take you to new heights
For those looking to literally
scale the heights, Carole Group’s
popular Carabiner Ball Pen could
just be the perfect addition for
anyone wanting to write about
their achievements.
The pen, taken from the group’s
Pencyclopaedia range, is available
in five – presumably Carole don’t
recommend any hanging about
in placing an order (that’s enough
climbing puns – Ed)
Golf and barbecues may not
seem the most obvious partners
for a new promotional gift idea, but
Carole has cleverly combined the
two themes in its new seven-piece
BBQ Caddy.
It’s taken from the “Topico”
range and the bag can even be
printed, going a fairway (that’s
really is enough now – Ed).
Finally a current bestseller that
has burst on the scene (you’re
fired – Ed) is Carole’s four-piece
bubbles set, complete with patience
game on the lid.
For more, visit tradeonly.com/
carolegroup
Sling is just the thing
for long, hot summer
With Met Office officials predicting a long,
hot summer (and yes, we realise that we at
PPD have just put the jinx on just by mentioning
the fact!), Clear Prospects believes
it has the ideal product to help festival-goers
and beach dwellers to survive the impending
heatwave.
The company’s new “water bottle sling” offers
a simple solution to store and carry drinks bottles
with ease – ideal for ensuring that everyone has
access to a drink to help avoid dehydration when
temperatures start climbing.
Clear Prospects recently conducted an independent
survey of college and university students in
Manchester, in which the practicality of the bottle
slings received an enthusiastic response.
Manchester Metropolitan University student
Paul Hadfield said: “This is an excellent idea, really
simple and really handy.
“It can be a nightmare trying to dance whilst
keeping hold of a bottle at the same time – and it’s
not as if you can easily fit a bottle into you pocket,
so more often than not it ends up getting lost or
dropped on the floor.”
Another student, Jodie Hodgkinson, who attends
Trafford College and will be travelling to this
years’ Glastonbury Festival, said: “When it’s hot everyone
is always very thirsty, so often we end up
carrying big, bulky bags with us to keep the drinks
in – this is far from ideal.
“The festival organisers and people who sell
bottled water should give these out to everyone
for free! They would be really popular and I think
they could quickly become this summer’s next
‘must have’ fashion accessory.”
In line with the rest of Clear Prospects’ fabricbased
products, the water bottle sling is Britishmade
and available in a range of sustainable fabrics.
The slings are made to order, in any shape, size
and colour and can therefore be made to fit any
can or bottle size.
For more, visit tradeonly.com/clearprospects
14

Willie Wetsuit dives
into the market with
his safe sex message
Brightbutton is bringing a new
angle to the safe sex message
with a fun new product.
The appropriately-titled Willie Wetsuit
is a mini neoprene wetsuit condom
holder that protects the contents
from damage.
Brightbutton says Willie Wetsuit is
a “confident and fun way to carry a
condom”.
It cleverly uses the mini wetsuit
to protect the condom and also
comes printed with a safe sex motto
from Willie Wetsuit – “always protect
yourself before you dive in”. Ahem,
quite.
Available in seven different colours,
Willie Wetsuit can be imprinted with a
company logo or message in up to
four colours on both sides.
Willie Wetsuit also has a key ring
attachment too, so it’s easy to clip to
a set of keys or a bag.
Brightbutton granted PPD an exclusive
interview with Willie Wetsuit.
He told us: “When Brightbutton invited
me to be their mascot for their
new condom holder, I was over the
moon.”
Brightbutton founder William Ellis
added: “It’s been great working with
Willie Wetsuit, as he’s so committed
to spreading the word about safe sex.
When we set out to create a unique
condom holder, we felt that there
could only be one man for the job.”
Willie joins a wide range of
Brightbutton products, including
Cocoon, a unique promotional
lens cleaner) which won the
runner-up prize for the bpma’s Most
Innovative Product of 2008.
For more details about these
products, visit tradeonly.com/
brightbutton
Stirring stuff for chocolate fans
Stir Crazy is the latest hot chocolate drink from Sweet
Temptations launched to an amazing reception at the recent
Caffe Culture exhibition.
Sweet Temptations says the response to the product
was overwhelming, with staff on the stand struggling to
cope with the number of visitors wanting to find out more
about this luxury chocolate drink with a new twist.
The product, a 50g chunk of high quality solid chocolate,
comes with a spoon already affixed ready to stir into
hot milk, producing a delicious drink as the chocolate
melts.
With a great variety of 40 different flavoured chocolate
options, from orange to wasabe and banana to Indian
spices, drinking hot chocolate becomes a whole
new experience. Those who can’t want to wait for all the
chocolate to melt into the drink can simply lick it off the
spoon.
For more, visit tradeonly.com/sweettemptations
Products
Another new product
from Brightbutton
is Tulip, which
prevents earphones
from
damage and
tangling.
Tulip works
by holding the
left and right
earbud in
place, whilst at
the same time
the neoprene
fabric protects
the earbuds from
damage.
Designed to stay on
the wire, Tulip slides down
the earphone wire so you
can listen to your music.
Once you have finished
listening, it easily slides
back up the earphone
wire to control and protect
the earbuds – helping to
keep your earphones in
perfect condition.
Available in seven
colours, Tulip can be
imprinted in up to four
colours on both sides.
Brightbutton’s William
Ellis said “Tulip retains
the ease of wrapping the
earphone wire around the
listening device, but solves
the tangling by carefully
controlling and protecting
the left and right ear bud.”
Really a sign
of the times
Anokimobi has announced a
breakthrough, with the launch of
the world’s first solar powered
Electro Luminescent (EL) signs.
The signs are
e c o - f r i e n d l y,
highly visible
and cost-effective,
with the
potential to save
businesses millions
in electricity
costs.
The EL solar signs allow branded
messages to be broadcast to
previously untapped audiences.
Most suited to sunny climates,
a typical sign can provide between
six and 14 hours of continuous
illumination from daytime charging,
depending on the model. Unlike
signs that use solar power to
light very simple shapes made up
of LED lights, EL signs can broadcast
complex design sequences
and detailed messages.
More information at tradeonly.
com/anokimobi
15

Products
Innovative drink idea
puts the fizz back into
those family days out
The Can Seal in action
We’ve all been there – the kids are enjoying
a can of their favourite pop, their
attention is suddenly elsewhere, a careless
hand comes out and... well, you get
the picture.
At best, it means tears – at worst, it
may mean calling out a professional carpet
cleaner.
Or maybe you enjoy the odd slurp of
Coke, but find you don’t want to drink a
whole can. Unfortunately, it’s open and if
you don’t consume it quickly, it goes flat
– and there’s nothing work than flat fizzy
drinks!
Now, Kent-based MacDonald Fyne Associates
have come up with the Can Seal,
which claims to address both of these
problems. And because it’s brandable,
users take your client’s message wherever
the Can Seal goes. It comes in four
colourway options – blue with red nozzle,
blue with white nozzle, white with red
nozzle and white with blue nozzle.
The company says that the Can
Seal keeps drinks fresh even after a
week and is ideal for use with drinking
straws – an important consideration,
as most dentists these days
recommend that we consume
carbonated drinks through a
straw to prevent tooth decay,
particularly in children.
The product is made from
food grade polypropylene and
is dishwasher-safe.
So whether it’s keeping
the drink in or the bugs out,
it seems this particular product
has it in the can! For more, visit
tradeonly.com/macdonaldfyne
The product offers
strong branding
possibilities
Small wonder that chargers may
be popular with frequent travellers
Switzerland-based WorldConnect
AG has launched what it
says is possibly’s the world’s
smallest mobile charger.
Frequent drivers and travellers
will be familiar with the problem
– the mobile devices we
take for granted every day, such
as mobile phones, digital cameras,
MP3 players, GPS units
and PDAs each need their own
power adapter.
That means a lot of dead
weight to carry around with
you. It is also easy to lose one
of these chargers in the hotel or
elsewhere.
WorldConnect says the Swiss
Travel Products Micro Mobile
Charger is a universal solution
for supplying power to the
most diverse array of portable
electronic devices – so you can
leave your collection of chargers
at home.
The basic charger is equipped
with a Nokia connector. This charger
is compatible with almost
all common mobile phones,
GPS devices, digital cameras
with mini-USB connectors, etc.
through the use of plug adapters
that can be purchased separately.
The adapters feature innovative
technology and ensure easy
charging. They can be changed
easily depending on the model.
Just plug it into the power point
and you are charging.
The charger is compact and
weighs a mere 38 grams, while
its flat shape allows it to be
stashed in nearly any bag. It also
features a self-retracting charger
90cm cable to keep things tidy.
If all you need is a handy
phone charger to have for emergencies
in your car, then the
Phone Car Charger from the
same company could be what
you’re looking for.
It too has a retractable cable
to keep your glove box tidy.
For more, visit tradeonly.com/
worldconnect
The Micro Mobile Charger, claimed
to be the smallest mobile charger
yet. Above, the in-car charger features
a retractable cord.
16

PPD Magnetics Advert 22/6/09 09:01 Page 1
Regulars
One day to get
your message
over to others
UK manufactured
Fridge Magnets
at Far East Prices
The recent high profile campaign
by EDF Energy highlights
perfectly how event marketing
has changed in recent times
and can promote specific issues,
causes and topics to an
otherwise untouched audience.
Green Britain Day, being held
on July 10, is being marketed as
an occasion of “Britain leading the
fight against climate change”, and
is intended to become an annual
event.
The official day brings together
the Olympics as an event, Britain as
a nation and EDF as a core sponsor
itself.
The campaign is centered around
one central theme – green issues
and the fight against climate change
in particular.
Obviously, it’s a topic close to my
heart and is growing on the agenda
of many others.
EDF has invited charities to partner
with them on Green Britain Day,
whilst anyone else interested has
an opportunity to participate in any
way they can.
It appears that companies are
now prepared to put the main message
of helping the environmental
forward and, by association, are
eco-promoting themselves in its
wake.
As a specialist supplier of environmental
products, we are obviously
exposed to more “green marketing”
than most suppliers.
However, it has become noticeable
how the emphasis has
changed recently.
No longer are we seeing oldstyle
company and brand marketing
alongside the message of what our
items are made from.
More and more, the campaigns
are specific to green issues and
focus on how responsible an organisation
is, socially and environmentally.
Whole campaigns based on the
environment and social issues are
being designed as a key element
to a growing number of marketing
activities.
Companies are promoting their
internal philosophies and principles
ahead of particular products or
services they supply, meaning the
importance of how they are being
Green Day
Evan Lewis
perceived is becoming more important.
Clearly, a company the size of
EDF can afford to create its own
green day but the recent World
Environment Day (it’s held on June
5 each year) also saw hundreds of
smaller organisations centre their
marketing campaigns around a
green theme.
There are now enough “days”
championing a cause of one sort
or another that organisations can
search online for one that suits
them specifically and centre their
event or campaign on it. World
Oceans Day, for example, followed
very soon after World Environment
Day.
However, it centred on topics that
may have suited companies better
than World Environment Day.
It is clearly much cheaper to
work with existing events that help
promote your message than try to
start you own like EDF; however,
they are no less effective.
In fact, these events often carry
the credibility associated with their
organisers that can rub off on supporters
or partners to these events.
We have this year listed upcoming
events of this sort in our newsletter
and website; it’s worth pointing
these out to potential or existing
customers as perfect opportunities
for self promotion.
Who knows, you may just get
their business too.
Best deal in the UK!
High quality fridge magnets
Available from just 5 days as standard
Exceptional value for money
Widest range of standard shapes
Ideal for low cost promotions
T: +44 (0) 1485 529100 | E: sales@listawood.com | www.listawood.com
17

People
Best man for the job as
Christopher joins team
Best Promos has appointed Christopher
Dean as Sales Director.
Christopher’s main focus will be to drive forward
the company’s planned expansion.
Best Promos MD Steve Turner said: “We are delighted
that Chris has decided to join us.
“He is a very well known and respected person
within the industry and will bring us over 15 years’
experience of working with suppliers from around
the world and supporting distributors in the UK &
Ireland.”
Christopher said: “I am very pleased to be working
with Steve and Christine again, offering popular
products at extremely competitive prices.”
No IFs or buts over move
IF Solutions has appointed Neil Corkill
as Trade Sales Manager.
Neil joins the company from The Carole
Group, where he was National Accounts
Manager – Trade Division.
Neil said: “With IF Solutions’ enviable
customer service levels, experience and
reputation, it wasn’t a difficult decision to
make in joining the team.”
Adrian Baugh, MD of IF Solutions, said,
“We are delighted to have someone of
Neil’s calibre working with us.
“Neil will be working closely with Sam
Davies in marketing to coordinate our
participation in Pro 9 Amsterdam, the APG
roadshow and the Trade Only National
Show next year.”
■■Giorgio Silberberg
has joined
the team at Sweet
Temptations as
Head of Operations.
Giorgio has a
remit to streamline
and further develop
the operational
activities of the
company as part of
its drive to improve
and enhance
customer services.
Sweet Temptations’
MD Colin
Levene said: “We
welcome Giorgio’s
contribution and
expertise.”
Chanré signs for new
Pen Warehouse role
The Pen Warehouse has appointed Chanré
Williams as Marketing Manager.
Chanré joined the company in 2005 as part of
the Customer Services Team and was promoted to
Team Leader in 2006.
She has a degree in Business Management and
Industrial Psychology.
As Marketing Manager, her role will involve
monitoring market trends, generating leads, planning
The Pen Warehouse catalogues, liaising with
various magazine publications and advertising
contacts.
18

Proud Malcolm’s on
song as Alice-Emma
ties knot with Ben
News
Love was in the air for Malcolm
Garnett, managing director
of Distinctive Ideas, as he
celebrated the wedding of his
daughter Alice-Emma to Ben
Starr.
The ceremony took place on
May 21 and was followed by a reception
at London’s Renaissance
Chancery Court Hotel.
As well as being a family event it
was also something of a red letter
day for the promotional products
industry.
Sharing the celebrations with
Malcolm were many of his friends
from the world of promotional gifts,
including Martin Varley, CEO of Altitude
Group plc; Martin’s wife Jo
Varley, who heads up ICE London,
and David Garnelas, of Event Merchandising.
Adding to the industry
theme was the maid of honour,
Sophia Garnett (pictured below),
account manager at Merchandise
Mania.
Just to get everyone in the mood
for a knees-up, Malcolm wowed
guests with his unique version of
Mustang Sally – much to the embarrassment
of his daughters!
The happy couple honeymooned
in Las Vegas, Hawaii and
San Francisco.
Roantree celebrates
Distributor Roantree Incentive Marketing is celebrating
aftger being accredited with both ISO 9001
and 14001 certification.
The accolades follow months of assessment and
development of management and environmental
systems with Certified International Systems.
Head of Promotional Merchandise Richard Andrews
said: “This is a fantastic achievement for
Roantree at an exciting time for our business.
“It is a credit to the hard-working teams here
and necessary for ensuring that customers have
the confidence to work with a certified organisation.”
19

Regulars
More than ever, it’s
all about linking up
for greater success
I went recently to an enlightening presentation
hosted by leading research specialists
Nielsen.
Social networking has been the global consumer
phenomenon of 2008.
Two thirds of the world’s internet population
visit a social network or blogging site and the sector
now accounts for almost 10 per cent of all internet
time.
During the past year, Facebook accounted for
the largest increase, with user growth of 125 per
cent.
Because time spent on social networks is growing
at a dramatically faster rate than the internet
average, social networks are gaining a larger share
of all internet time.
In terms of sheer audience numbers, for example,
the greatest growth for Facebook has come
from people aged 35 to 49 (+24.1m). Furthermore,
Facebook has added almost twice as many
50 to 64-year-old visitors (+13.6m) than it has
added under-18 visitors.
Why I find some of these results fascinating is
how people relate to relevant communities. There
are now specific groups in the promotional sector
that relate to this.
Discussion groups give distributors and suppliers
and opportunity to engage and have their say
and also become friends. Linkedin has more relevance
to the business community.
Facebook has a global unique audience of 108
million against MySpace at 81m and Linkedin at
15m.
Social networks lend themselves greatly to generating
brand affinity for advertisers though these
fan sites, which in, essence act as advertising.
For example, Facebook’s “Addicted to Starbucks”
group has almost 124,000 members over 670
discussion topics and almost 10,000 wall posts.
A Changing World
Gordon Glenister
What social networking provides, over many other
forms of advertising, is authenticity and trust.
Facebook has a phenomenal retention rate of
84 per cent and this is judged on which members
come back to the site the following month.
More and more content is also being delivered
by mobile, with this set to increase rapidly over the
coming years.
So my advice to you is, get networking!
Sites to consider and join:
www.facebook.com: bpma group and
Gordon Glenister
www.linkedin.com: bpma group and Gordon
Glenister
www.twitter.com: bpma group
20

Regulars
Why your carefully
prepared email may
not even make it
past the first hurdle
I finally took the plunge and bought myself a
lovely little netbook, which is cool because I
am actually writing this article at 35,000ft –
not that PPD is financing this endeavour, but
it’s always good to try something new.
I was struggling for a topic this month.
Whenever I’m putting my blog together, I write it
in order to rant to the end user.
As my fellow distributors, you’re all well aware
of the myriad of stupid mistakes that these people
make.
You know the sort. “I need 17,000 mugs printed
full colour in Berlin by Tuesday and I only have a
budget of £500 – can you help”
“Of course we can, sir – now, did you want
those delivered by unicorn or overnight elf”
But it occurred to me that preaching to those
people in this magazine is a waste of good column
inches so, in an attempt to square up to my suppliers
and colleagues, I’d like to use this column to
submit a humble request.
Stop emailing me.
That’s it – I’m not trying to be rude (I really don’t
have to try), but the fact is that your marketing efforts
are a poor example of what our industry can
do for the world.
You can do better, and let me tell you why.
Every day, I get emailed price lists, special offers
and “newsletters” telling me who’s won the latest
iPod for selling the most widgets.
I know that it took you time to prepare them,
but the truth is that very few actually get my attention.
They don’t even get read.
What’s worse, some people have got multiple
versions of my email address, so I get the same
annoying email three times in a row. Guess what
That’s just an extra two things for me to delete.
It’s not that I’m not interested in the information
– OK, some of it really doesn’t interest me at all,
but I’m not going to name names.
The problem is that it is essentially junk mail –
the information is unsolicited.
Sure, it’s good to know that certain items are
being taken down to half price in an effort to clear
them, but don’t you think your account manager
should call me and let me know about it
Those suppliers with whom I have the best relationships
don’t ever send me special offers without
an upfront phone call – they ascertain whether
or not I want to know about the offer, and then
they send it through.
Even better, they will have gone to the trouble of
creating a mailer with my logo and end user prices
so that I can send it straight out to my clients.
Not only are these mails getting read, they’re
getting actioned and isn’t that supposed to be the
point in the first place
And let’s talk about those multiple email addresses.
Your data is filthy – it’s so filthy that they
won’t even put it on Channel 4 late at night.
Just how difficult would it be for you to call your
best customers and ask them if they have the best
address for you and then delete all of the others
Exactly.
And whilst I’m on my soapbox, do we really
need to get emails about special offers coming
Rose Read
Paul Rose
through not only from the supplier, but from sourcing
websites as well
These sites are doing their customers a disservice
– by duplicating the information, they make it
half as interesting and eventually, sick of seeing the
same name come up in our inbox five times a day,
they never even get a second look.
It’s a shame, because they mean well, but sadly
they are shooting themselves in the foot.
Whether or not our suppliers choose to take
on board any of these points really is anybody’s
guess.
None the less, it occurs to me that this column
– indeed this whole magazine – gives the distributor
an opportunity to speak to the marketplace en
masse.
For those of you with something to say, I encourage
you to submit an article – an open forum
really is something that we shouldn’t take for
granted. A lot like stress balls.
■■Paul Rose is an Account Manager with
Merchandise Mania. As well as this column,
Paul also writes a blog every Thursday. You
can find it at paulsmania.blogspot.com –
comments are always welcome.
■■Three employees of Glasgow-based Orb
International were among those who passed the
first ever bpma Academy. Pictured arriving at the
Houses of Parliament to receive their awards are,
from left, Theresa Richardson, Morvern McLeod
and Louise Henderson. Orb MD Mike Smith said:
22
“I was absolutely delighted to be able to send the
girls on the bpma course and it was great news
when all three completed the Academy successfully.
They have all gained a greater understanding
of the industry and have been able to use that
knowledge to good effect in their jobs.”
LM in the UK with
a new subsidiary
Promotional merchandise supplier LM Accessoires
GmbH has set up a UK subsidiary in association
with Thomas Van Riessen (Xindao and
Eastrop Trading) and Andrew Rosenberg.
The new company, LM Accessoires UK, now operates
out of offices in Basingstoke as the exclusive
UK distributor for the LM range. Additionally, LM
UK has started up a UK sampling operation offering
the majority of the range from its UK warehouse
on a next-day service.
Andrew Rosenberg, UK Area Sales Manager for
the German company for the past two years and
Sales Manager of the new company, says, “I am
really excited by the prospect of setting up the new
British company.
“With the founding of LM UK, we can offer a
great range with service levels second to none.”
For more, visit tradeonly.com/lm

Regulars
Define what you do properly,
and the customers will follow
The time has come, the time to
reinvent who we are; as individuals,
as companies, as an industry.
One of the greatest tools that any
salesperson or business owner can
have in the arsenal is the “elevator
speech”.
How the name was derived, noone
really knows – perhaps it was
given that name because knowing
what to say when someone asks
the question, “so what do you do”
is somewhat awkward, much like
standing in an elevator with a bunch
of strangers. What do you say Awkward.
Having a quick synopsis of what
you do is imperative, because you
never know who, when and where
you may meet that next new prospect
or client.
It could be at a networking event,
in line at the grocery store, at a party
or it just may be in an elevator – you
never know.
As I work with folks developing
their businesses, the elevator speech
or “what is it that you do” stumps
most people; however, it is critical
that you can confidently tell others
what you do.
There are really five key points you
want to work on – they are as follows:
Who are you
This is basically a brief introduction;
“Hello, my name is Cliff Quicksell
(yes, that really is my last name!)
and I’m president of Cliff Quicksell
Associates.”
It can be that simple. Make sure
that it flows and does not sound
The Hard Sell
Cliff Quicksell
scripted – that is a huge “don’t”.
What do you do, or what business
are you in
This is the tricky part. Most people
pigeonhole themselves here by saying
things like: “We sell logo’d items
with your company name” or “we
sell promotional products”.
The reality Is that you use promotional
products and other forms of
advertising media such as print packaging
and other collateral; you don’t
sell it (or shouldn’t be)!
A better way to put it would be
to say something along the lines of:
“Our company polices and controls
your company’s brand; we utilise all
forms of media to create memorable
and measurable marketing tools
that enhance and create awareness
of your companies name and/or
brand.”
Who do you do it for
Here you can expand a bit. If you
have a specialty or a niche market
that you work in, this is a great place
to interject that thought.
For example: “We do this for all
types of businesses. Our focus, however,
is on the sports and health
club sector. We have created some
incredible programs for many of our
clients, perhaps you’ve heard of ABC
Tennis and Fitness or Gold’s Gym;
those are our clients...”
What makes you different
This is what you would call your
unique selling proposition or USP.
What is it that makes you different, or
as my friend says: “What makes you
the blue M&M in the bowl”
When I ask this question of my
clients, the vast majority retort: “We
have exceptional customer service.”
Folks, that is NOT a USP – that
should be a staple of everyone’s business
and by the way, everyone says
that, so indeed it is NOT unique.
Perhaps a USP would be: “When
it comes to our marketing, we are
not traditionalists – we do things differently,
we are not ‘cookie cutter’
and furthermore we realise you are
unique too.
“That said, we customise and tailor
each of our marketing ideas and concepts
specific to you and your needs.
We work diligently to make every
programme we develop unique and
measurable, so you know the exact
return on your investment and marketing
spend.”
You never want to make a statement
where someone would be
yawning and saying “so what”
Make the message compelling
and make them want more information.
Why should I do business
with you How does the client
benefit
Here is where you can throw in an
example, such as: “Many of our clients
have had huge successes. Most
recently, we worked with a tennis
club that was struggling to gain new
members.
“After analysing their situation, we
identified that they were spending
nearly £2,500 to get a new member
with an ROI of £18,500. In addition,
they were only getting two new
members through their traditional
marketing efforts.
“We sat down with them and
developed an incredible direct mail
piece that totally focused and directed
into just 300 prospects’ hands.
“The results were astounding –
they generated 75 new members
with a projected run rate of over
£1.5m and all for the same budget.”
“So you see, it’s not only coming
up with something that’s effective,
it’s also having the ability to measure
the spend – that’s what makes us
unique, that’s why our clients keep
coming back.”
This type of delivery can, in most
cases, spark additional queries from
the individual you’re speaking with.
It’s intriguing and, most importantly in
today’s financial climate, it is certainly
a pain point that everyone feels.
If you hone these five points, write
them down and practise saying them
until it flows naturally, you will be far
above your competitors that don’t.
Software link brings a discount
Adproducts.com is offering its clients
an additional two per cent discount on
all orders.
The discount is available to customers
placing their orders electronically via PromoServe
Link.
Adproducts.com’s Managing Director
Vicky Robinson said: “We have been using
Promoserve for three years now.
“We have seen many continued improvements
and feel currently tat its
functionality is second to none.
“We have a great awareness at Adproducts.com
in promoting eco-awareness.
“The electronic ordering helps us to cut down
on paperwork hugely and improve our efficiencies.
“The great news is that it also gives us the
chance to offer an additional two per
cent discount, enabling us to build on
the many great business relationships
we already have and move forward at
a greater pace.”
The link, supplied free as part of
PromoServe and PromoServe Works
software, can also be used to interface
with other ERP systems for suppliers
who are not currently using Promoserve.
It’s quick, simple and easy to use and
keeps all data combined, It allows companies
to send and receive orders electronically
from other PromoServe users, and receive the
latest supplier and product updates electronically.
For more details about the software, visit
tradeonly.com/promoserve
Company tying its
future to new brand
Network Promotions, a long-established specialist
supplier of custom-designed ties
and scarves, has taken the decision to rebrand
this element of its business.
It will now be known to the trade by the new
brand name of Essentially Ties.
A spokesman for the company said: “This operation
will be a dedicatedm trade only supplier of
bespoke corporate neckwear.
“Our e-mail address will change to sales@
essentiallyties.co.uk but all other details remain
unchanged.”
For more, visit tradeonly.com/essentiallyties
■■Got a story for us We want to hear from you!
Simply e-mail editor@ppda.co.uk
23

Regulars
Why expenses row
could spell the end
for budget-dumping
When the Telegraph started to expose MPs’
expenses, I suspect that many people –
myself included – weren’t exactly surprised
by the revelations.
Obviously, some of the items put forward on
their expenses were out and out fraudulent and
some just absurd.
However, I’m glad that the Telegraph ran this
story, as it will start a long overdue debate about
how we are governed.
For me, this would mean a much smaller House
of Commons and an elected House of Lords.
The knock-on effect for our industry will be how
far all these reforms go and what changes, challenges
or benefits we expect.
One thing that’s for sure is that over the last
20 years, we have benefited from the practice of
“budget dumping”.
Most distributors who have councils or local government
bodies on their books have experienced
this procedure – where ineffective departments
would suddenly realise they had not spent their
budget and would buy whatever their supplier
would put up, and probably with an exaggerated
margin applied.
With deeper public scrutiny and the call for total
transparency into how money is spent, I suspect
we’ve seen the end of budget dumping.
With money short these days, my girlfriend
recently asked me to make and put up some
shelves.
As I am not very familiar with DIY – I thought
Eartha Kitt was a gardening set – I decided to pop
out for a walk before contemplating what to do.
While out, I realised that I did not have a clue
about the task in hand. So I popped in to the local
library.
For some reason, the staff looked surprised
when I asked: “Excuse me, do you have any books
on shelves”
■■A man takes his laptop back to Argos.
“This laptop overheats every time I plug it in,” he
tells the assistant.
The assistant replies: “I’m not surprised – that’s
a George Foreman grill.”
Another Angle
Richard Belcher
Appeal in the pink
Manchester-based Wildcat Marketing supplied
branded t-shirts for the “Keep Fit & Pink” 10km
walk to raise funds and awareness for the prevention
of breast cancer.
The shirts were worn by thousands of participants
in the charity walk through Manchester city
centre on June 14, in aid of The Genesis Appeal.
Alistair Macpherson, Director of Wildcat Marketing,
said: “The Genesis Appeal is a fantastic charity
that continues to grow each year.”
24

Regulars
Minority retort: Opportunities
are out there waiting for you
Brand Blog
Melissa Chevin
In today’s turbulent markets,
many companies are seeing
their traditional revenue streams
shrinking.
If there is one pertinent challenge
to the creative industry, it is how
to engage a wholly under-tapped
marketplace, currently estimated
(source: Diversity communications
consultancy Acknowledge Communications)
at £400 billion.
Conventional communication
channels are not enough to capture
those hard-to-reach communities –
the minorities. This market can be
characterised as a range of markets
including ethnic minorities, seniors
and the LGBT community.
Most organisations have been
slow to respond to these changes,
opting instead for a “one size fits all”,
generic marketing approach.
Acknowledge’s figures of £32
billion (the estimated disposable
income of the UK’s ethnic minority
market), £280 billion (senior
market) and £70 billion (the LGBT
market’s disposable income) should
make sobering reading for anyone
not up to speed.
Paul Campayne, Head of Diversity
Works for London, says: “Now, more
than ever, business should be investing
in marketing strategies that target
these diverse groups via targeted
products and messages.”
Table 1
Table 2
The strength of the promotional
merchandise industry is that it provides
the perfect platform for offering
a tailored communicative approach
to our increasingly diverse, multicultural
society.
Promotional products and services
offer unparalleled opportunities for
reaching and engaging with discrete
audiences.
In terms of cost versus traditional
channels, they can reduce wastage
Broadband’s set to race ahead
Virgin Media is piloting broadband
speeds of 200 Megabit per second
(Mbps) for a small group of users in
the UK.
Following successful trials in the
lab, 100 “lead adopters” in Kent will
have access to the high speeds, believed
to be among the fastest in the
world.
Virgin will be using the high speeds
to test applications such as 1080p
high definition TV and 3DTV.
The pilot will last six months before
the results are analysed.
and maximise efficiency.
Why do we need to look at these
niche markets Well, according to
the Office of National Statistics and
Brand Choice:
■■Disposable income in the
UK ethnic minority market is in
excess of £90 billion.
■■18.7% of the UK population is
65 and over.
■■8% of the population in the UK
are from ethnic communities.
■■In excess of 300 languages are
spoken in the UK.
■■One third of businesses are
owned and run by members of
ethnic minorities.
An MCC Insight Study, commissioned
in 2007, unveiled which
brands are prevalent amongst each
ethnic minority group.
A number of major brands already
communicate well with ethnic groups
in the UK as part of their marketing,
advertising and PR strategies.
Tesco and HSBC, to name but two,
have conducted specific campaigns
and reaped the benefits both from
a brand equity and financial perspective
(see Table 1, above).
Niche products, tailored to meet
specific needs, are also doing well
as can be seen here through brands
such as Dark & Lovely, a haircare
product designed specifically for the
UK’s black community.
Thirdly, a sector which will continue
to see major growth is the cosmetics
industry, as both products and communications
strategies are designed
with ethnic consumers in mind. See
Table 2 for details.
So, distributors, next time you are
speaking with your brand–led customers,
why not ask them how they
are targeting minorities
25

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Why the devil’s in the
detail when searching
for a business success
The distributor network on TradeOnlySearch.
com is increasing rapidly, hence more people
are looking each week at suppliers’ products
than ever before.
One area I am focusing on heavily at the moment
is the way in which we feature supplier information
on Trade Only Search. Another is how and
when we report that data back to suppliers.
Suppliers who have none or only a few of their
products on the site should be aware of the opportunities
they are passing up for what is really very
little outlay. Products can be uploaded simply and
easily in two ways: online, where we will help you
every step of the way, or you can provide us with
all the data and images and our team will upload
them for you.
Once a year at least (more frequently if necessary)
all your products will need updating and
again, this is something suppliers can do quickly
and easily online themselves or, again, hand over
information to our data entry team.
We ask suppliers for very detailed levels of information
(23 pieces for each product) and there is
a very good reason for this – we are committed to
providing the information Search distributor users
tell us is important to them.
Information Is Power
Nella Foulds
That includes good quality images, as we can
feature up to 10 images per product record.
Why, you may ask, are we going to all this trouble
The simple answer is, to deliver high levels of
service to our users as well as save both our supplier
and distributor members time.
If we have the right information in the right
place, everyone is happy – check out how tools
such as Quote Sheets (formerly Idea Sheets) work
and you will get the idea.
Regulars
Ashley’s services
snapped up by
top companies
Ashley Abrahamson of AA Promotions Ltd has
announced that he is now representing Solo Trading
Ltd and Ceramic Designs Ltd as their appointed
sales agent for the UK promotional market.
Both Kevin Ross, managing director of Solo
Trading, and Ceramic Designs MD Dennis Shaw
were quick to snap up Ashley’s services after he
announced his intention to take on agencies in the
industry.
Both Ross and Shaw say they are “over the
moon” with the appointment, as Ashley brings
with him a wealth of experience of selling to distributors.
ICE maiden cometh
Upmarket gifts company ICE London has appointed
Emma Greene as head of its marketing
department.
Emma (pictured) is a graduate
of the University of Leeds, where
she read philosophy. She also
completed a postgraduate conversion
degree in psychology, recently
working as a volunteer on an NHS
psychiatric ward.
She enjoys playing the piano, drama, Spanish,
fashion, comedy and current affairs.
27

Products
Branding proves
the key to getting
a grip on market
Great inventions can often sell themselves,
it’s said, but the principals
behind eGrips technology would beg
to differ.
American Fred Antonini hatched a
unique idea – a silicone, non-slip strip that
could be attached to mobile phones and
adhere to most surfaces.
After considerable effort getting from the
drawing board into manufacture, the Texas
supplier had a product that worked and
people loved – except it wasn’t selling well
in retail. The rise of eGrips as US industry’s
fastest-growing supplier can be traced to a
common business strategy – branding.
Partner Matt Malone takes up the story.
“The problem we ran into was that people
did not know what the eGrips brand
was. People didn’t know what the material
was. So, when we initially went into retail,
people saw it but it was a hard sell.”
It was, however, the right product at the
right time – eGrips Technology had devised
a perfectly-timed item for the boom in mobile
technology.
Four years later, the firm has become
the US’s fastest-growing industry supplier –
skyrocketing from just $200,000 in sales in
2006 to more than $4 million in 2008.
Branding other companies’ products, by
becoming part of the promotional gifts industry,
has played a major part in that success
story.
“It’s really been the gift to our company,
being in the promotional product world,”
says Antonini, who worked as an electronics
parts manufacturer before starting the
company in 2003.
“It’s got our product out in the hands of
millions of people. It’s given it brand recognition.
And we’ve been making money
while we’ve done it.”
In a matter of a couple years, eGrips
Technology has gone from doing 20 per
cent of its sales in advertising to more than
90 per cent.
For more, visit tradeonly.com/egrips
Cotton is a real
keeper as sales
go through roof
There doesn’t seem to be any stopping the
meteoric rise of the cotton bag.
KeepMe Bags says that sales of its cotton products
have quadrupled in the last six months, going
from 75,000 to 350,000 per month.
However, Steve Anderson, joint MD at KeepMe,
is unsurprised by the sheer scale of growth.
“I have never doubted the benefits of cotton,”
he said.
“When my brother and I got into the industry
of promotional solutions, we called our company
‘KeepMe’ because we knew that re-useability was
the key to promotional effectiveness.
“If a product with your logo emblazoned on it is
kept, valued and re-used by the recipient, it radically
increases your company exposure.
“Cotton looks good, it feels good, it’s green and
it’s affordable.
“But these benefits have to be recognised by
the public for it to work and, in the case of cotton,
the scale of customer appreciation has been
remarkable.
“The moment we made cotton bags available to
the UK industry, their use as part of a promotions
package generated a very positive response and
from there, the success story has really taken off.”
For more, visit tradeonly.com/keepme
Biodegradable range has the
bottle to deliver benefits
Everything Environmental has
launched the UK’s first promotional
drink bottle range manufactured out of
biodegradable plastic.
Available in two sizes, and ideal for
the summer months, the biodegradable
bottles give marketers the option
to screen-print up to four colours on
the product, offering an eco-friendly
solution to drink bottles in the promotional
sector.
Made from special biodegradable
and recyclable materials, which break
down when fully immersed in a landfill
or compost environment, the new bottle
range has been approved for child
and food safety applications.
It is readily available in a frosted
“clear” tone and can also be made to
order in different colours.
Everything Environmental MD Evan
Lewis said: “Whether used at the kids’
weekend sports activities or the drink
bottle that’s constantly on your desk at
work, the biodegradable drink bottle
has the versatility to promote a brand
in both the professional and private
realms of people’s lives.”
For more details, visit tradeonly.com/
everythingenvironmental
28

Sleek and silvery
is a hit – and now
it’s back in stock
After what it describes as an “incredible
reaction” and an almost immediate sellout,
gift company ICE London has now
received more stock of its silver-plated
USB drive.
The supplier says that the classy tech gift
proved to be a huge hit, both in terms of retail
orders and corporate use.
ICE London points to the item’s silver-plated
finish, affordable price and excellent space
for engraving as being behind the high demand.
A spokesman for ICE London
said: “Distributors
quickly grasped the
opportunity to show their end user clients
tremendous savings compared to the published
retail price, while still enjoying margins
unusually high for USB products.”
USB sticks are an essential item for anyone
who is an avid computer user (see
elsewhere in this issue of PPD for more
on this trend), so this sleek and shiny little
number has wide appeal.
“The option for personalisation
with initials, words or logo,
makes these items the perfect
gift,” the spokesman added.
Drive capacity is increasingly
important in this sector
of the market, reflected in ICE
London’s decision to extend
its range of 1gb and 2gb drives
to include more substantial 4gb and 8gb
models.
For more, visit tradeonly.com/ice
Products
These key ring lights, calculator and torch are just
some of the items featured in the Galaxy range
Stellar new range
as ICE unveils a
Galaxy of winners
ICE London is also introducing the Galaxy range as part
of its extensive and popular Lexon Design Collection.
The company says that the products within the Galaxy
range have an ultra-modern simplicity that makes them
perfect corporate items for any company in tune with the
contemporary business world.
The range shows everyday office essentials in a new
light, as each item sports a glossy outer-shell and smooth
rounded edges.
A spokesman for ICE London said: “As with all Lexon
items, the discounts from retail prices allow you to show
excellent value for money to you customers and enjoy
some of the highest margins available in the industry.”
For more information, visit tradeonly.com/ice
Bec says: Special offers on our NPBR Nylon tote bag with reflective strip!
5% Discount on plain goods plus free origination*
Please quote PPDNPBR1 when ordering to claim your discount.
NPBR07 Navy blue bag
NPBR09 Yellow bag
NPBR19 Orange bag
Dani says: Special offers on our NPC Nylon and PPC PVC pencil cases!
Free origination on orders above 250 units*
Please quote PPDCASE1 when ordering to claim your discount
NPC0104 Red Nylon pencil case
To take advantage of these special offers, contact our sales team on: 01352 730 006 by phone or email us at: sales@preseli.biz
* Free origination applies to the first colour only, additional colours are charged at the standard rate.
All offers are valid until 31st August 2009. Preseli reserves the right to withdraw this promotion at any time.
29

News
£400,000 revolution
begins at Listawood
Listawood has embarked upon an investment
program to modernise and automate
production in several of its key manufacturing
areas.
In doing so, says the company, it will have the
most technologically advanced printing and finishing
equipment of any mousemat or magnet producer
in Europe.
The £400,000 investment program has seen
installed a new HP Indigo press (pictured), together
with coating and finishing equipment designed
and manufactured by a UK engineering firm.
Listawood says the new machinery will enhance
the quality of its products while also delivering
much-needed capacity in key product lines.
MD Alex Turner said: “We are committed to providing
our customers with industry leading service
and have received five Supplier of the Year awards
in the last five months.
“Investment in technology helps us to meet the
needs of our customers quickly and effectively.”
Listawood says the investment has particularly
improved its offering on promotional fridge magnets.
Turner added: “Due to our state-of-the-art machinery,
we are now able to offer price points
traditionally associated with Far East sourcing on
our UK-manufactured magnets, combined with
our unbeatable lead times and award winning
service.”
Listawood produces millions of fridge magnets
every year and says the product is growing in
popularity.
A spokesman for the company said: “Magnets
are a low-cost, effective way of getting key messages
into the home and are particularly popular
with a long list of industry sectors, including local
government, take-aways, museums and galleries,
travel and tourism, educational and emergency
services.
“They’re also ideal for mailings and magazine
cover mounts.”
For more details, visit tradeonly.com/listawood
Eazzee does it for
a gold-medal deal
Leicestershire-based Eazzee.co.uk has been
awarded the contract to supply all merchandise
for the Special Olympics Leicester 2009.
The contract includes personalised clothing
and gifts for officials and competitors.
Special Olympics director Steve Humphries
said: “Eazzee are supplying merchandise of unsurpassed
quality through the www.sol2009.
com website.
“The level of service will be further enhanced
during games week, when merchandise trailers
will on site at a number of the high-profile
Special Olympics events.”
The games run from July 25 to 31.
A spokesman for Eazzee said: “The six-figure
contract is the most prestigious we have
been awarded and we are proud to supply the
games.”
For more, visit tradeonly.com/eazzee
£35-45K
OTE
Promotional Products Telesales Consultants
Glasgow, Manchester, London, Surrey - £15k
OTE £35-45K
We seek ten talented, dynamic telesales consultants to expand
our winning sales teams around the UK; positions are available
in– Glasgow, Manchester, London and Surrey
The successful candidates will be responsible for selling
promotional products and completing the ordering process. You
will be required to generate sales both from your own efforts
and from enquiries that come from existing customers. Previous
telesales / telemarketing experience is required and you must
have an excellent telephone manner.
The ideal candidates will have worked within a business to
business environment but anyone with a proven track record in
telesales will be considered.
You will receive a £15,000 basic salary with realistic OTE of
£35K-45K in the first year, and 2nd year OTE of £60k,
coupled with excellent opportunities for personal development
and career progression.
To be considered for this exciting new role, please send your CV
to Olivia.Rickard@dowlis.com or call her on 0870 224 6677
interviews will be held locally.
30

Features
Perfect finish Its time to call
in the printers and decorators
In business, everybody wants things yesterday
– and the promotional gifts industry is no
different in that respect.
That’s the motivation behind the new express
deliveries service being offered by Adproducts.
com.
The company’s Managing Director, Vicky Robinson,
said: “We have taken every opportunity to invest
in new systems and equipment to drive faster
deliveries of printed items.
“With plain stock held in our Manchester warehouse,
we are able to despatch our entire range,
printed, within five days of receiving an order and
artwork.
“With some of our biggest sellers, for example
the Calico ballpen, we despatch within two days.
PPD takes a look at some of the
industry’s top service suppliers...
“It is possible to take an order before 10am and
for us to print and despatch the same day.”
Some boast, but Robinson is adamant that this
is the way the promotional gift trade is developing.
She adds: “We are planning to drive our printing
lead times down to three days.
“This obviously gives us a great advantage over
UK competitors who hold stock in other countries,
and who perhaps aren’t investing as much in stock
and printing equipment.”
For more, visit tradeonly.com/adproducts
Transfer market’s in
good shape as Lewis
shoots – and scores
Clearly faster service
Laser Crystal says its express
service just got even quicker...
Due to an expansion of its facilities,
the company has announced
that all of its stock items (a total of
58 different shapes and sizes of
crystal) are available within three
working days of artwork approval.
So, if you ordered 500 paperweights
on Monday, and the artwork
was approved the same day,
they can be delivered into your client
by Friday of the same week.
Laser Crystal has also launched
a new end-user website.
What’s more, it also has a special
offer for PPD readers.
If you order 200-plus paperweights,
memo clips or key rings,
you get free origination of a logo
and common text, saving up to
£75.
For more, visit tradeonly.com/
lasercrystal
Premier’s top of the table – MD
Corporate printing service provider
Premier Impressions specialises
solely in the branding of
promotional and industrial products
and has more than 30 years
experience in the market.
Premier’s sales order processing
system provides customers with
real time information at all critical
points within the order cycle.
The system can be tailored specifically
to a customer’s requirements.
MD Alan Stride said: “We have
the ability to print on almost any
product or component part and
are able to print on most materials.
We provide much more than
a branding service – we provide
peace of mind.”
For more, visit tradeonly.com/
premierimpressions
Hereford-based Lewis Print, now in
its second year of trading, says it has
seen a substantial growth for demand
for its specialist trade services since
exhibiting at this year’s Printwear &
Promotion
Lewis Print offers trade customers a
wide variety of products and services
for personalising garments, as well as
promotional items.
Director Jimmy Lewis-Humbert has
more than eight years’ experience
in the industry and in the past has
worked for several promotional and
sportswear companies.
He decided to establish Lewis Print
to focus on offering trade services to
embroiderers, screen printers, print
shops, sportswear and workwear companies.
Lewis-Humbert says that his new
venture has been well received.
“As we offer our customers every
type of process for personalising garments
under one roof, we can offer
the best method for producing their
requirements.
“Our approach to trade work is not
about looking at the cheapest options
available, but the process that is correct
for both our customer and their
client. We offer cost effective solutions
but we will never compromise on
quality – we always want to understand
what the personalised garments
are to be used for in order to offer the
correct solution.”
One of Lewis Print’s best-selling
products is its range of bespoke transfers
and numbers.
Lewis-Humbert explains: “Our transfers
come in four different types.
“UniTrans can be washed up to
90C, dry-cleaned and tumble dried,
and is suitable for a wide variety of applications
such as cotton, poly-cotton
etc.
“For nylon application we have our
NylonTrans, suitable for jackets, bags
and umbrellas.
“For the sportswear market, we
have our SportTrans which offers excellent
washing properties and will
prevent ink migration caused by 100
per cent polyester garments.
“Finally, we offer our ColourTrans
transfer which is great for full colour
logos and photographic images, from
small detail to large back prints. It offers
excellent washing properties and
is competitively priced.”
Lewis offers transfers both for application
by the customer themself or
ready-applied in-house.
Lewis-Humbert says the latter has
proven popular with clients during
peak periods.
Finally, for when colours must be
absolutely spot-on, Lewis Print can
also offer that all-important Pantonematching
service.
For more details, visit tradeonly.
com/lewisprint.
35

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Insider
The write stuff
Neil Cleere founded The Pen
Warehouse in 1999 with partner
Mandy Warren. It’s grown from modest
beginnings to become one of the
leading names in the UK promotional
gifts industry.
PPD caught up with Neil recently to
talk about his roots, his business – and
much more.
The year was 1969 – not exactly the most
auspicious time for a Republic of Ireland
teenager to move to Belfast.
“I had moved from a very peaceful rural setting
to a very troubled part of the island,” Neil Cleere
remembers.
However, against the background of what
became known as “The Troubles”, there were other
big changes happening for Neil.
“My college education took on a much more
technical bias. I attended the Londonderry College
of Technology and the NI Polytechnic before ultimately
gaining a degree in mechanical engineering
at Queens University, Belfast.”
After university, Neil’ moved into production
management, followed by a spell in technical
sales.
“All of this experience was in surface finishing
and decoration.”
And behind it all, a plan.
“I decided quite early on that my long-term goal
would be to build a manufacturing business and
in 1987 I started Graphitec Designs, primarily involved
in the design and manufacture of cardboard
engineered displays and promotional items.”
Neil sold the business in 1994 for personal reasons
but continued to manage it for another five
years.
Then came The Pen Warehouse.
“When we started the business, we were very
lucky to have the support of Leccé Pen, based in
Italy.
“Their range was extensive and value for money
but like many European manufacturers of the
time, they were only interested in supplying large
volume orders. “We therefore had to make a commitment
to a significant UK stockholding and this
enabled us to produce small orders with a quick
turnaround. This allowed us to grow quite quickly.”
There was another key ingredient in this success
– people.
“There was no shortage of ideas that would
grow our pen business but recruiting staff that
could make it work proved to be pivotal to our
success.
“I consider myself very lucky to have surrounded
myself with hard working, flexible, self-motivated
staff.”
So what makes The Pen Warehouse stand out
from the crowd Two words, says Neil – “technical
expertise”.
“Many of our products are designed in-house
and this allows us to supply products to a standard
and design not available elsewhere.
“Several of our machines have been redesigned
with unique motion control that enables us to provide
high quality print at very high speed and large
print areas not normally available elsewhere.
“This combination of unique design and the
economies of scale associated with bulk purchasing
and high speed printing enables us to produce
great quality products at very competitive prices.”
As the company’s name suggests, The Pen
Warehouse hasn’t been tempted to diversify beyond
writing instruments and accessories.
“Firstly, we feel we would lose our identity in the
eyes of our distributors, because we are regarded
as a specialist supplier.
“Secondly, we have an agenda to develop and
extend our range of writing instruments way beyond
current levels and this will require a great
deal of focus. Other, unrelated product development
would be an unwelcome distraction.”
Talking of distractions, there’s little that seems to
divert Neil’s attentions away from his business.
“I am totally absorbed in The Pen Warehouse –
it’s difficult to say where my private life ends and
my working life begins.”
He does, though, admit to a passion for photography.
“As I shoot many of our publicity images and all
of our product images I can justify my indulgence
in what is a fairly expensive hobby,” he jokes.
Ask him to choose his favourite Pen Warehouse
product and he’ll find it a tough question.
“My favourite product is always the one I am
working on at the moment.”
“I am totally absorbed in The Pen Warehouse – it’s
difficult to say where my private life ends and my
working life begins”
Right now, that means evaluating the first production
samples of a new range of display boxes.
As far as past achievements are concerned, he
particularly singles out the space pen (“which required
the input of four different manufacturers
in three separate countries”) and the company’s
Biofree range, which has a special additive that kills
known pathogens.
“Both of those products took years to bring to
a successful completion, and a great deal of negotiation.”
But as always with Neil, his eyes are very much
on the road ahead. “With rising costs of raw materials,
particularly brass, the need to evaluate alternatives
is always high on our agenda.
“The evaluation of composite materials that
have the same characteristics as brass in terms of
weight and feel will remain an ongoing and important
project for us.
“Another very important project is the development
of both flat and round pens suitable for full
colour printing.”
Of course, 2008 has brought its own exceptional
set of challenges for commerce around the
world, but Neil remains bullish about his company’s
performance.
“We’ve been exceptionally lucky, as we have
seen no decline in sales over last year. We were
anticipating growth of about 22 per cent in the last
12 months, which was not realized, so it could be
argued that is a form of loss in itself.
“Personally, I don’t look at it that way, because
we didn’t scale up our infrastructure by 22 per cent
and therefore did not incur the associated costs
of growth.”
Of course, that doesn’t mean the company is
untouched by the effects of the credit crunch.
“We’re seeing much higher levels of bad debt
in recent months than in previous years and we
expect this to continue for some time yet, as the
weaker distributors run out of time and money.
“This factor, when combined with the overall
downturn in business, compounds the problem
for suppliers.
“Very weak balance sheets are characteristic of
many distributors and as the recession runs its
course some of the weaker distributors will be
pushed over the brink.
“Much greater depth is to be found in supplier
companies and I would expect a much lower
percentage of failures at that end of the supply
chain.”
One thing that comes over strongly when you
talk to Neil is his passion for education, a passion
reflected in The Pen Warehouse’s Story Sacks project.
Teachers are supplied with a small sack of
themed contents, normally a book and some
props to bring the story to life.
Neil says: “I come from a background where it
was totally unheard of for children to leave school
without being able to read and write.
“To my astonishment, I discovered that in our
local primary schools here in Aldershot up to 52
per cent of pupils have special needs.”
As for Neil Cleere, his story is far from over –
he’s busy right now, writing the next chapter.
37

Features
Now toys not just for boys as
technology marches onwards
In the past, cutting edge
technology was regarded
as a rather male-centric
domain. But things are
changing. PPD takes a
look at the innovations all
the family can enjoy....
Microsoft’s “Natal” controller system is set to offer new levels of realism in all sorts of
games, such as this motor racing simulation. Here, dad joins the pit crew replacing tyres!
Bags more for the girls as
multimedia meets fashion
Now, here’s something really different – a totally
new concept combining bespoke luxury bags with
hi-tech electronic equipment.
The first in a range of new products, bagtv is a
beautifully crafted ladies handbag, which comes in
a range of cool colours, leathers, and fabrics.
Integrated in the product is a high quality seveninch
TV screen linked to a combined DVD and
mpeg player.
The screen sits behind a protective transparent
shield and enables the owner to literally watch
films and videos either on DVD or downloaded to
the bag itself. How cool is that
The system comes with full connectivity for use
with computers or digital cameras through both a
USB port and SD card slot, allowing a slideshow of
photos to be played on the bag
It means women have access to all this tech on
the move, whether commuting to work or going
on holiday.
The smart, lightweight battery system is said to
be capable of delivering around two and a half
hours of playtime before it needs recharging.
And when it does, it comes equipped with its
own re-charger unit for use with the mains or in
car, together with all the audio and video cables
you need for connectivity with TV.
Added to which, of course, it’s a great fashion
item that’ll make the boys green with envy.
Whether the manufacturers event relent and
come out with a “manbag” version remains to be
seen.
Our only qualms about this item is that it does
make a traditional target for thieves even more desirable.
And at £199 a time, it’s a high-value item
to be carrying around.
At the moment, bagtv is available in the UK only
from web retailer fabnfunkygifts.com. It’s available
in matt black, patent black and patent red.
Spotted: New ways of
listening to Spotify
In the last edition of PPD, we put the spotlight
on Spotify, the free audio streaming service that
brings a huge range of music into your home for
the price of putting up with the occasional advert.
Since then, Spotify has released a YouTube video
of its iPhone application, which will allow streamed
music to be downloaded to the phone, so you can
listen to your favourite music even when you’re
outside the range of a decent 3G signal.
It’s thought that this “offline” service may be
extended to its desktop client, possibly as part
of Spotify’s ad-free premium service. No release
dates yet – we’ll keep you posted.
There’s no doubt that the success of Nintendo’s
best-selling Wii games console is largely
down to the intuitive interface and the way it
uses game controllers to simulate real physical
activity.
Now, bitter rival Microsoft is upping the stakes
with an accessory for its Xbox 360 console it has
codenamed “Natal”.
Natal takes things one step further than the Wii
– by removing the controller altogether.
Instead, it uses a sophisticated camera and
body movement sensors so that the player’s body
alone is used to control play.
The Natal trailer posted to video website You-
Tube shows a family playing a variety of games,
from motorsport challenges through to quiz shows.
In each one, body movements alone control the
action, rather like a sophisticated mime.
The Natal sensor also features face and voice
recognition, so in the quiz trailer the contestants
only have to shout out the answer rather than tap
on a keyboard or choose a multiple-choice button.
Natal can also incorporate your own physical
objects into its virtual world.
For example, the skateboarding game trailer
shows a teenager scanning the design of his own
physical board with a single voice command. This
design is then used as a “skin” for the skateboard
in the game itself.
The Xbox 360 has been gaining ground as a full
home entertainment console, offering such goodies
as pay-per-view movies.
With Natal, the interface to select such items
can also be voice-controlled.
Of course, how well this works in reality remains
to be seen.
The technical challenges involved in delivering
the vision of the YouTube video is huge, and many
people have already experienced the grim reality
of many so-called “voice recognition” systems in
the past.
It also ups the opportunity for more gamingrelated
injuries, particularly the penalty shoot-out
game trailed in the video.
Anyone who’s developed “Wii Shoulder” after
playing its absorbing tennis game will be aware
of the risks!
Microsoft itself stresses that Natal is still very
much a work in progress and there’s no firm indication
yet when it will be available to buy.
38

Retro gaming:
Firebox’s Sega
MegaDrive twin player
offers old school
entertainment.
Features
New bulk packed prices on
selected tumblers, tankards
stemware and tots.
Mind meld: This colourchanging
Thinking Putty
has a mind of its own.
Plenty of tricks
in the box from
website pioneer
Firebox undoubtedly started out as
a “toys for the boys” website, but
now says that it has a 40 per cent
female audience for its wide selection
of toys and games.
Now, Firebox has widened its horizons
even further by moving into the
promotional gifts market.
The company offers brand new playthings
alongside favourites many of us
will recognise from the past few decades.
Among the latter is the Sega Mega-
Drive twin player retro console.
Gaming may have changed out of
all recognition in the past few years, as
our report on the new Microsoft Natal
demonstrates, but there’s something
quirky, charming and immediate about
the games of yesteryear.
Other recent additions to the
Firebox site include a mini
ping-pong table,
notable because
it’s produced by the same people who
make the full-size Olympic-approved
tables. We can’t guarantee it’ll land you
a gold in 2010, however!
Firebox says that for promotional
items, selecting a product that is available
in-store or online gives a clear perceived
value to the item.
Customers also have the reassurance
that all relevant certification has been
passed in advance.
One common challenge is finding a
way to brand “retail” products – Firebox
says its Thinking Putty proves consistently
popular with a wide range of
audiences and promotions, as it is still
unique within the market but has the
ability to be fully branded.
For more, visit tradeonly.com/firebox
Game on:
This mini pingpong
table comes
from the same
people who
produce the fullsize
article.
New bulk packed prices on a selection
of our old and new range of tumblers,
tankards, stemware and tots.
half empty or half full
t: 0191 5846000
f: 0191 5845555
e: mail@dunelm-glass.co.uk
w: www.dunelm-glass.co.uk
neutral web: www.crystalbusinessgis.co.uk
39

Features
This is the life: How the
UK is catching on to
an emerging market
Carole Group is offering a wide range of
lifestyle-related products in its current TOPS
catalogue, ranging from the utilitarian to the
unusual.
Among the former is the “Flower” shopper bag,
featuring a cheerful flower design in a choice of
colours.
Also handy when you’re out and about indulging
in some retail therapy is Carole’s “Shoppy”, a
full-size shopping bag that folds up into a pocketsize
package you can carry with you at any time.
With summer finally with us, keeping food and
drink cool becomes a priority wherever we are,
and Carole has two dinky mini fridges to answer
that need.
Thinking along the same lines, the company
also offers “Nastrovje”, a bottle and shot glass
cooler aimed at vodka aficionados.
Then there’s “Bolero”, a digital wine bottle thermometer
that clips on to your white of choice.
A bottle of wine is arguably not the best preparation
for a game of chess, but Carole brings the
two together in a handy box including a full set of
pieces and a board, along with waiter’s friend, drip
catch, bottle stopper and thermometer.
The lifestyle products
sector is one which is
growing fast in this
country. PPD rounds up
the hottest offerings from
the major players...
The “Tack” keyring adds a fob watch to this everyday
item, so you won’t lose track of time while
fumbling for the right key.
There’s another take entirely on the passage of
time with the decorative stand in hourglass shape.
Here’s the twist: the bubbles of “sand” rise upwards
rather than down.
Other lifestyle products in the TOPS catalogue
include several a couple of picnic set ideas, sunglasses
and finally, the perfect accessory for the
British summer – the “Quatro” square stick umbrella.
For more, visit tradeonly.com/carole
Bubbles flow
up in this wacky
hourglass, while
there are some
colourful options
for shoppers.
The TOPS
catalogue
has everything
you need to keep
cool – and dry
– this summer,
while Carole’s
wine and chess
set, pictured
above, is a novel
combination.
Time to put fun in the summer
Firebox began life as a “boys toys” online retailer but,
as we’ve already reported in this issue of PPD, it’s expanded
its horizons with a move into the promotional
gifts industry.
Firebox offers a plethora of lifestylerelated
items in its current line-up,
but two especially caught PPD’s
eye, as the sunshine finally arrives
here in the UK.
First up are these neat beer glasses
made from recycled, branded bottles,
such as the famed Grolsch design. There’s
a Sol design too. Lime not included.
And what better for basking in the hopedfor
sun than this personal hammock
For more, visit tradeonly.com/firebox.
Relax: Firebox
has a personal
hammock for
soaking up the
sunshine.
40

Features
Making gifts special
makes a big impact
When it comes to promotional merchandise,
Castelli says there is a growing awareness
that a “special” gift for selected clients can
have a higher impact than adopting a more
“scattergun” approach.
By dedicating the same budget but buying fewer
items and targeting special customers, well-chosen
“lifestyle” products can be a cost-effective and successful
solution to marketing and promotions.
Castelli says that with its Italian roots, it has been
a natural progression for the company to extend
its range and offer a slice of the famed Italian lifestyle.
A newly-launched collection launch sees beautiful
pieces by Italian designer Nazareno Gabrielli
available in the UK exclusively through Castelli.
The range encompasses quality leather items,
such as briefcases, belts and wallets, ready-to-wear
fashion and travel accessories, to name but a few.
All the items carry the Nazareno Gabrielli signature
look – modest, yet fashionable. Carefully
designed and made to exacting standards in Italy,
a “NazGab” gift can add some style and luxury into
anyone’s life.
Castelli says the Nazareno Gabrielli items are all
beautifully packaged and presented and of course
offer branding or personalisation options to carry
not just a brand, but a personal message.
A spokesman for Castelli said: “A ‘lifestyle’ product
can reflect an individual style or value and is
a means of forging a sense of self that resonates
with personal identity. The cornerstone of lifestyle
products is to individualise the self with different
products that signal different ways of life.”
For more details, visit tradeonly.com/castelli
Koziol’s new line-up puts the ‘style’ in life
XX
Koziol has a number of interesting
and stylish lifestyle items in its
current line-up.
A great gift for our gardening-mad
heir to the throne would be the
“Camilla” watering can – which is
now also available in an XL version.
No matter how much we work
out, we’ve all come across that screw
cap bottle we just can’t get open. A
little help is at hand in the form of
the “Arnold” cap opener.
This summer, we’ll all have the
windows open more than usual – but
incoming breezes, though welcome,
bring their own problem of banging
doors. You could just wedge the door
with a bit of wood, of course, but
Koziol’s “April” model is a lot more
stylish and colourful.
For more details, visit tradeonly.
com/koziol.
41

For more details of our 'TRAVEL FOR LESS' promotion and future initiatives to help
our customers stimulate sales email us today on: sales@leather-business.co.uk
or ring the SALES HOTLINE on: +44 (0)1299 252099.
But hurry...recession 'bustin' prices are for a short time only!
To view our complete product range visit our website: www.leather-business.co.uk

News
Success stories: Jose Thomas with Madhavan, Farhana and John Thorp.
Jose turns scrap
into prospects of
a brighter future
It is a well-known and recognised
perk for most Indian leather factory
bosses that they get to sell
scrap for cash, which more often
than not goes straight into their
back pocket.
But at The Leather Business’s factory
in Chennai, managing director Jose
Thomas puts this cash to extremely
good use. He uses it to pay for extra
tuition for bright youngsters employed
in the organisation, helping them to
develop their skills, knowledge and
opportunities.
In the last 12 months alone, three
promising young people have been
plucked from the factory floor and –
as a result of English and computer
classes paid from the sale of scrap –
are now working in office positions,
with the opportunity of even further
advancement.
Thomas said: “Our first success
was with Madhavan, who we took
from the shop floor into quality control.
Now, he is working in the office
on costings, as well as retaining part
of his responsibilities in QC.
“It is a joy to see his progression
from a young man with no real direction
to someone who now has a
voracious appetite for knowledge and
advancement.”
John Thorp, who chairs the Indian
operation, said: “I am proud not only
of the young people who are taking
us up on this initiative but also of
Jose, whose honesty and integrity
helps provide inspirational leadership
to all our employees in India.
“With so many horror stories about
worker exploitation, I am delighted
that our customers rest safe in the
knowledge that they are dealing with
a transparent and ethically-run supplier.”
To compliment this, with so many
large corporate end users becoming
increasingly aware and rightly
concerned about worker exploitation
and bad working conditions in the
Far East, The Leather Business has
also produced a DVD which shows
the working conditions in their factory
and the way the finished products are
made.
Thorp added: “I know for certain
that many companies buying direct
from India are buying from sweat
shops and have no idea of the terrible
working conditions people are
subjected to.
“If you are offered a price that
seems too good to be true or appears
to be a real bargain, the probability is
that it comes from a sweat shop.
“It is also a fact that many factories
are specially dressed when customers
visit, with bedding removed from under
tables, children hidden etc.
“As soon as the visitors leave, the
factories revert to their former state.
“We, on the other hand, operate an
entirely transparent operation.”
The Leather Busihess is offering
free copies of the DVD to distributors.
For more details, visit tradeonly.
com/lb
Desktop innovation
docks with an award
An innovative idea for a
“desktop billboard” has helped
Leeds-based Gwenagen land
a top award.
The company was voted
Company of the Year 2008 by
Business and Industry Today
for both its customer service
and its innovative “Gdock”.
Gdock is a desktop stand
that’s ideal for mobile phones,
Blackberrys and iPods, with a
large area for a promotional
message. The product is produced
in the UK from recycled
cardboard.
Company founder Gwen
Merkelbach said: “It’s a highly
effective marketing and advertising
platform.”
Gwen (right) and Heather
Attwood from the company’s
sales department are pictured
with their latest accolade.
For more, visit tradeonly.
com/gwenagen
MD drives them wild
Merseyside-based Wildthang
has been immersing itself in sport
just recently.
In May, the firm’s staff took part
in the first ever “Liver Birds” midnight
walk, in aid of the Roy Castle
Lung Cancer Foundation.
Although primarily an event for
women, Wildthang decided to push
the boundaries a little and entered
a few of its guys – on the proviso,
requested by the charity, that they
dress up as girls!
Liz Legg, Wildthang’s Corporate
Fundraising Manager, said: “It was
a magnificent fund-raising event
and experience.
“We had a great time and really
got into the spirit of things.”
Perhaps a little too much. According
to Liz, Wildthang’s “Andrea” (aka
MD Andrew Dwerryhouse) was
talent-spotted by a top model
agency, which now wants to sign
him up. We’ll keep you posted.
The following month, Wildthang
turned its attentions to tennis, as
official merchandise partner for the
Liverpool International Tennis Tournament,
and produced an exclusive
limited edition range of merchandise
for the tournament.
For more, visit tradeonly.com/
wildthang
43

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save you hours every week
sourcing products, creating
and converting picture quotes,
raising purchase orders and
chasing suppliers.
CHALLENGE US
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how much time
you could save...
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for examples and case studies,
or call +44 (0) 844 509 0030

Two days out of the office will
help to transform our industry
From The Show Floor
Nigel Bailey
I am going to say this now, and
will keep repeating it right up to
show time in January: TONS2010
is much more than just a day.
You will all want to visit the most
important event of our working
year, but plan to come for two days!
Those of you exhibiting, make sure
you plan in enough staff and enough
literature and samples!
A lot of the feedback from last
year – and we did get a lot – pointed
to the fact that visitors missed out
because they did not allow enough
time to get the best out of the show
and some exhibitors were just caught
out by how busy the show was, right
up to the close.
I can hear the cries already of “I
can’t afford to take two days out of
the office”, but you can really, if you
plan in advance and want to have
the best chance to see all the latest
products, all the best catalogues and
find new suppliers – or are you going
to leave that to your competitors
With the show increasing in size,
there will be more of everything.
Once again, we are planning innovations
and once again, the customer
will be king.
You really cannot afford to miss
the event of the year, whether exhibiting
or visiting – there is so much
going on.
The stakes are high. With more
than 250 projected exhibitors expected
to show to a record number
of visitors, the Ricoh will be a hive of
activity on January 27 and 28.
With the added benefit of a series
of industry relevant Power Sessions
and seminars (and of course, the
best awards dinner to network at),
there is no better place to spend two
days to prepare yourself for the coming
year.
The teams here are currently
working flat out to deliver a great
show for you.
As I write this, pre-registrations are
kicking off (or more precisely, clicking
in), exhibitor inquiries are still coming
in for the last few stands and now
of course for the bpma pavilion. We
are even getting near-daily inquiries
Clients want to see proof
Re: the article on p20 of PPD
13 regarding supply chain transparency,
we understand the concerns
highlighted by Evan and a number of
other suppliers.
However, we also understand why
our customers are demanding this as
a prerequisite for supplying promotional
merchandise.
Our customer may be contacted
at any time by the press and asked
if they are using a particular factory
that has been using child labour, and
they need to quickly confirm whether
or not the factory is in their supply
chain.
BTC Group are meeting with
SEDEX in the near future, along with
a key wholesaler and one of our largest
customers, to discuss and reiterate
these concerns.
SEDEX are currently aware of the
complexity of our industry so we
aim to push for an amendment to
the system that will offer the same
Your Letters
ethical results while also helping to
protect supply chains.
There is not an overnight solution.
However, we still need to prove to
our customers that our suppliers are
doing their utmost to ensure their
supply chains meet or exceed minimum
ethical standards.
In the meantime, we are accepting
ethical audits such as SMETA reports
with the factory details removed,
thus protecting our supplier.
A few years ago, simply having an
ethical policy was enough, but now
our customers need proof. It is also
not limited to our largest customers.
As awareness of ethical issues grows,
so does the number of customers increasing
their level of responsibility.
Jon Birrell
Senior Marketing Manager
BTC Group
about dinner tickets.
We are again working closely with
the bpma and other organisations.
The bpma Pavilion has allowed
us to bring an exciting new aspect
to the show, while working with the
IPIA means that we can bring to promotional
product distributors easy
access to the £6 billion-a-year print
management sector.
It’s an easy bolt on to your existing
business – in many cases, the
buyers will be the same people you
sell promotional products to, so it’s a
very easy in and a great way to add
turnover and margin, especially in
the current climate.
The remainder of the year is going
to be interesting.
I want to see the promotional
products industry expand and I am
sure you all do too. We all need our
industry to grow; we all want a bigger
slice of that cake.
With business gift sales now over
the £1 billion mark, how are we going
to increase that
Only one way, really – we need
end users to buy more product.
That sounds simple, but growth in
our marketplace has been largely organic
and unorchestrated until now.
It is up to us all to grow our market.
Suppliers and distributors, all of
us need to work together to raise
awareness about promotional products
and how effective they are as
a stand-alone item or as part of the
marketing mix.
And we will play our part. We
want to empower and equip suppliers
and distributors with the best
tools possible.
Shows and exhibitions are a time
when the whole industry can come
together. The better equipped and
the more knowledgeable suppliers
and distributors are, the better they’ll
be prepared to champion promotional
products and enthuse enduser
buyers.
Online Marketing
Executive
Trade Only are looking for an Online Marketing
Executive based in Manchester to join their
dynamic team.
The successful candidate will be self motivated, have a strong
desire to succeed and be able to work on their own initiative
driving the business forward by assisting our product managers
to promote our market leading solutions.
You will have at least 2 years experience in all aspects of online
B2B marketing and have experience of mailings to prospective
and existing customers. You will be pro-active and innovative and
will implement a comprehensive communication campaign to
keep in close contact with our substantial customer base.
Trade Only are the industry leaders in technology and
information services to both suppliers and distributors for the
Promotional Products Industry in the UK and therefore offer a
competitive salary package along with excellent career
progression opportunities.
To apply for the exciting role, please send your CV to:
diane.mensley@tradeonly.co.uk
www.tradeonlysearch.com
Regulars
45

Here comes the sun!
How to stay fit and healthy as the summer finally arrives
PLUS...
High flier: We talk to Evolve Branding’s Harvey Jeal
Squeezyball flips the flip-flop with high-fashion spin

collection
61192
61003
61188
btcactivewear.co.uk
North
01254 245448
Midlands
0121 505 5177
London & SE
020 8959 5511
South West
01752 691202

New additions are a Result for
BTC’s ever-growing collection
BTC activewear has added the TECH range of
performance soft shell garments to its ever-growing
Result jacket collection.
BTC says the range is an innovatively styled,
technically advanced multi-activity collection designed
to provide ultimate weather protection.
The range of 10 key garments includes the
R135X Result TECH Performance Signature Soft
Shell Jacket.
Waterproof to 8000mm, breathable to
3000mvp and featuring the TECH three-layer fabric,
this is one of the first fully waterproof jackets
on the market.
The Result Osaka TECH Performance Combed
Pile Soft Shell Jacket is available in both men’s and
women’s sizes and in a choice of four colours.
It’s produced from soft athletic three-way stretch
fabric that’s water repellent, breathable and windproof
but also quick-drying and designed for a
comfort fit.
A BTC spokesman said: “The addition of the
TECH range treflects the well-deserved reputation
of this popular brand.”
For more, visit tradeonly.com/btc
De Walt and Lee Cooper
added to famous names
PCD
BTC has also recently added two familiar names
to its stable of leading workwear brands.
DeWalt offers high-performance workwear with
‘technology built in’ to allow the wearer to work
in comfort.
The BTC range includes the Multi-Pocket Work
Trouser, Heavyweight Polycotton Polo and Fleece-
Lined Site Jacket.
Also new is Lee Cooper - the first denim brand
born in Europe over 100 years ago. BTC is offering
a choice of five-pocket jeans.
More at tradeonly.com/btc
BTC has added DeWalt workwear and Lee
Cooper Jeans to its stable of brand names.
■■Beechfield Brands has produced the Little
Green Book, a four-page leaflet/mailer which
provides an overview of the new “Eco-Options”
products from the BagBase, Beechfield Headwear,
Quadra and Westford Mill collections. Products include
army and baseball caps, shoppers and totes,
backpacks and messengers, plus gymsacs and
reporter bags. Launched earlier this year, Beechfield
says the Eco-Option products are made in a
variety of ecologically sound, sustainably produced
fabrics, such as 100% organic cotton and cotton
canvas certified by Control Union to the Organic
Exchange OE 100 Standard, Fairtrade certified
cotton canvas, 100 per cent jute, and RePET 100
percent recycled polyester (made from recycled
drinks bottles). Beechfield Brands’ managing director
Roger McHugh said: “We are noticing a steady
increase in the demand for promotional products
made from environmentally responsible, sustainable
fabrics; the Eco-Option range answers that
demand directly. The Little Green Book will help
our customers to communicate the range of products
that are now available.” For more, visit tradeonly.com/beechfield
49

PCD
Fruit of the
Loom offers
new harvest
for students
Fruit of the Loom has launched its Collegewear
Yearbook – a new 20-page brochure packed with
stylish gear for today’s appearance-conscious students.
The brochure presents the complete Fruit of the
Loom Collegewear collection, which includes the
new Hooded Ts and Organic Cotton Ts; the sporty
Baseball and Ringer Ts; the company’s best-selling
Polo styles, plus a selection of fashionable Hooded
Sweats and Jog Pants.
There are many complementary styles for both
male and female students, all available in a palette
of the most popular collegiate colours.
The brochure also details a range of special
garment features that contribute to the products’
popularity.
Brand Director Alison McKenzie said: “We’ve developed
the Collegewear Yearbook as a carefullytargeted
sales and marketing tool that will appeal
directly to buyers in the further and higher education
markets.
“Our research shows a strong and growing demand
for good quality branded merchandise from
colleges and universities. Students love to wear
sweatshirts emblazoned with their university’s
name, polos embroidered with club and society
logos, and souvenir T-shirts celebrating Student
Union events.”
With universities and colleges at the forefront
of ethical and environmental activism, Fruit of the
Loom has also introduced its “Fruit Code”.
This outlines the company’s commitment to
minimising its impact on the environment, and to
making a positive contribution to the communities
in which it works.
For more, visit tradeonly.com/fotl
Here comes the sun
– and the exercise!
Many amateur sportsmen feel it with the first
faint sunbeams – the itch to be out in the
open.
German-based Daiber (available in the UK
through Cybernecard)claims its comprehensive
sports wear range provides any athlete with the
outfit suitable for his or her chosen sport.
A good choice for hot temperatures is the Running
Tank, available for both men and women.
The top is breathable, fast-drying and comfortable
due to moisture management. A reflective
print at the back increases safety.
The tank top is available in black/red, ocean/
white, berry/black, orange/black, yellow/black and
white/black. A new colour combination for ladies’
tank is royal/white.
The version for men is offered in royal/white,
red/white, orange/black, yellow/black and white/
black.
Daiber’s latest team wear collection also offers a
lot for individual athletes.
Probably especially useful, given the traditional
British weather, is the Team Rain Jacket.
Get one of these and the training schedule can
continue even in poor weather. It’s durable, wind
and water-proof.
Daiber says the jacket offers comprehensive
protection, thanks to its mini rip-stop structure with
PU coating and the integrated hood in the collar.
Two zipped side pockets, an inner pocket and
a mobile phone pocket offer enough room for all
small items, such as an MP3 player and house
keys.
The jacket can be ordered in royal/navy, black/
white, green/black and red/black.
Kids can also get on with their training without
getting wet, thanks to the addition of the Team
Rain Jacket Junior.
If the summer lives up to expectations, though,
athletes may find themselves with rather different
challenges.
Daiber’s Breathable Bike Gloves Summer help
keep a firm grip on bike handle bars and Nordic
walking sticks.
The gloves offer a low degree of moisture absorption
and temperature adjustment, as well as a
non-slip print on the palm.
The back of the glove is made of structured
elastic fabric, while the palm is made of synthetic
leather with ergonomic gel padding.
When exercising in the sun, good heat protection
is essential – headgear needs to be lightweight
as well as avoid heat accumulation.
For this problem, Diaber has its new Action
Cap.
It’s made of 100% polyester and it is breathable
and light due to the mesh inset. The checked
pattern on the upper peak gives a suitably sporty
look. The cap can be ordered in white, red, khaki,
grey, navy and black.
Sportsmen can also keep a cool head with new
Diaber’s Coolmax Cap.
This is made of material which is both breathable
and quick-drying.
It is available in white, chrome, red, navy and
black.
For more, visit tradeonly.com/cybernecard
50

A high-flying boss with
down-to-earth values
Insider
Tell us about the origins of
Evolve Branding
It started out as Conway Print &
Design way back in 1989, owned
and run by my brother in-law and
his wife.
Sadly, he died of leukaemia in
1991, but I elected to take on the
company, which at the time was
producing mainly screen print on
painted panels for the electronics
industry.
Over the years, with the support
of an excellent team, our output has
expanded and evolved to producing
thousands of branded items of trade
to trade merchandise, all specifically
branded for their clients.
How did you go about
developing the company
In 2003 I decided to change the
name to Evolve Branding Ltd. This
was more than just a name change,
however – it was both an updating of
our image and a statement of intent.
It’s easy to fall into a trap of complacency
after running a successful
business for so long, and it is essential
to keep evolving in an extremely
competitive industry.
The name keeps that in mind.
We have also always believed in
investment in the company and in
state-of-the-art technology and of
course, you can’t run a successful
business without dedicated staff.
Does the promotional garment
trade bring its own, unique
challenges
Each job comes with its own
unique challenges, from initial quote
to garment selection and type of
decoration, then to finally producing
and delivering.
Harvey Jeal of Evolve Branding is one of the
best-known figures in the promotional
garments industry. In this interview, he talks
to PCD about his roots, his company and
his approach to business...
But there are always new challenges,
and it’s especially exciting
when you can contribute to the development
of technology as well as
benefit from it.
For example, 2007 saw us get involved
with Promoserve, a computer
program for the gifts industry which
was being adapted with our input for
the garment side of the industry.
Also, we do have a slightly different
marketing strategy for clothing,
which allows us to change each season
and tailor to the weather.
What do you regard as Evolve’s
USPs
Commitment to price (without
compromising our high quality print
and embroidery), reliability of delivery,
commitment to customer service
and our ability to supply quality multiple
colour screen prints.
Currently, what are your most
popular lines and why
It constantly varies. The most popular
lines are essentially whatever the
customer wants.
T-shirts are almost always up at
the top of the list, though, and orders
can be huge.
Because the building trade is flat
at the moment, builders’ merchants
have been looking for new ways to
promote themselves and one recently
ordered 54,000 T-shirts. I suppose
you could call that popular...
How do you see Evolve
developing from here
We recently purchased our own
building with a total of 17,000 sq ft
(having moved from 6,500 plus sq
ft) so this has given us scope for future
expansion, new equipment etc
while still keeping us located in Peterborough.
And, of course, we will keep on
top of new developments and technologies
so we can remain a market
leader.
How is Evolve going about
navigating the credit crunch
I don’t believe there’s any special
trick – the way to succeed in any
economic climate is to work hard for
clients, continuing to do what you do
best whilst remaining flexible.
What do you do to relax
It’s hardly relaxing but for the last
16 years I have been involved in
Scouting and trained Scouts how to
fly parachutes and paragliders. And,
of course, I fly myself!
Harvey loves to get airborne with a spot of paragliding
51

PCD
Sock it to them with fun, festive products
Sorry to spring the festive season on you so
early, but for the promotional gifts industry, Christmas
always comes early!
Myrtle Beach have come up with a couple of
“ho ho ho” gifts that will make even the biggest
party-poopers feel a little festive and add atmosphere
to any Christmas Party.
Santa hats are not exactly in short supply
around December, but Myrtle Beach’s entry, a
snazzy-looking number in tartan.
We’re not sure what clan Santa’s from but
it’s certainly a lot of fun, and is decorated
with the traditional white pompom.
A spokesman for Myrtle Beach said: “The
cap is the perfect outfit, not only at Christmas
parties but also in pre-Christmas snowball
fights. The fleecy brim keeps your
ears warm even in freezing temperatures.”
Personally, we think
it might be a bit of an easy
target in a snowball fight, but
there you go.
The matching Tartan
Santa Sock also shows that
Christmassy items don’t always
have to be red and white.
It’s certain to attract the attention of
Santa Claus. These products are available
through Cybernecard in the UK – for more,
visit tradeonly.com/cybernecard
Innovative coating keeps you
looking cool and safe from sun
“Black is beautiful” is evidently
the message Diaber is aiming
to put over with its new range of
black polo shirts for women and
men, unveiled in its own James
& Nicholson brand.
And they not only look cool – they
are cool, thanks to their innovative
“Coldblack” coating.
This not only prevents the shirt
from heating up in the sun, it also
protects the wearer from dangerous
UV rays.
Coldblack was developed by German
company Schöller Technologies
AG, with which Daiber has successfully
cooperated for many years.
As dark-coloured garments absorb
more warmth than light-coloured
textiles, Coldblack reflects the visible
and invisible part of the light and so
improves the warmth management
of the garment.
The test results are impressive –
Swiss test labatory Empa examined
the performance of the shirt with a
sweating torso (its material layers are
Callaway’s back on the Fairway
52
Many of you will no doubt have heard that
Callaway Golf Apparel is no longer available
through Ashworth UK.
Now, Fairway Identity Golf has announced
that through its direct links with Callaway
Golf, it is able to supply the label’s 2009
Corporate Apparel Range, with immediate
effect.
Worn by professionals such as Phil
Mickelson and Ernie Els, the Callaway
Corporate Range has a distinctive style that
captures the essence of the game whilst being
designed to fit the lifestyle of today’s corporate
world.
For more, visit tradeonly.com/fairwayidentity
based on human skin).
The test showed that the warmth
absorption of the Coldblack shirts
was 50 degrees less than comparable
products.
Furthermore, the researchers
found that compared with other
shirts, wearers of the Coldblack shirt
only needed to sweat around half
the amount of water to maintain a
comfortable body temperature, adding
to the clothing’s comfort.
A Diaber spokesman said: “Put into
practice, this means that a wearer of
a garment equipped with Coldblack
doesn’t sweat that much.
“This not only improves the wellbeing
of the wearer, it also improves
the performance and concentration.
“That’s why this new coating is so
interesting for all parts of promotional
wear; business shirts for business
people, working clothes for the craft
and service sector or leisure time
outfits. Coldblack wearerw can stay
cool in all situations.”
The innovative textile equipment
not only delivers more comfort, it
also protects from dangerous UVB
and UVA rays, which increase the risk
of skin cancer.
The first James & Nicholson products
which are equipped with the
textile innovation are these polo
shirts for men and women in black
and silver.
Further products featuring the new
coating will follow, says the company.
The Diaber range of clothing is
available in the UK through Cybernecard.
For more details, point your web
browser at tradeonly.com/cybernecard

Everything for the action man,
with a highly fashionable edge
Perfect fit, high-quality materials and snazzy
colours – that’s the promise of a new
range of menswear from Daiber’s own
brand, James & Nicholson.
Daiber claims that its fashionable styles will
also make women’s hearts beat faster – ah
well, we can all dream!
Down to basics – an attractive two-colour
design gives a special look to the Club Polo.
This garment features a classic cut and
comes with collar, button placket and sleeve
bands in contrasting colours.
It can be ordered in navy and royal or red
and navy.
The Round-Neck Zip from the same range
features a stand-up collar and short zip, in a
classic, plain sweat shirt.
Thanks to high-class French terry quality and
the roughened inside, it is especially comfortable
to wear, says Diaber.
Elastic ribbed bands on neckline, sleeves
and waistband guarantee the perfect fit.
Fashion-conscious men can choose from
colours carbon, black, sports-grey, navy
and red.
For something a little more sporty,
take a look at the Men’s Doubleface
Jacket. The inner material of this
garment is made of micro fleece,
while the big hood and kangaroo
pocket helps to keep the wearer
comfortably warm even in inclement
weather.
The jacket is available in
the following combinations:
navy/red, red/carbon, black/
carbon, olive/lime-green,
carbon/orange and sports-grey/navy.
Talking of inclement weather, you can be prepared
for almost anything and still look good with
the Men’s Hooded Softshell Jacket.
Whether you’re off for a walk in the forest, a
stroll through the town or on the way to a business
meeting, the jacket measures up nicely.
It’s made of three-layer functional fabric and is
wind-repellent, water-proof and breathable.
Zips under the sleeves deliver additional ventilation.
The contrasting-colour hood sets off the look.
The jacket is available in brown/sand, red/black,
navy/indigo, brown/sand or black/grey.
As with all of Diaber’s catalogue, the James &
Nicholson range is available in the UK through
Cybernecard. For more
details, visit tradeonly.com/
cybernecard
Flipping great ideas – definitely not a flop!
With summer on the way, many of us will be
reaching for an ever-popular and iconic bit of footwear
– our flip-flops.
These rubber sandals have been an enduring
favourite with the British public for decades, thanks
to their simple, cool design and affordability.
Now, promotional gifts company Squeezyball
Merchandising has announced some new takes
on these old favourites.
Squeezyball has have been supplying branded
flip-flops for more than seven years.
In its latest collection, Squeezyball is offering
some innovative new ideas, including speciallymoulded
straps and bases. There’s also
the option of “noodle” textured
insoles. Squeezyball
says this offers
amazing comfort
and feels
like walking
on grass.
More at
tradeonly.com/
squeezyball
PCD
53

A F F O R D A B L E P R O M O T I O N S
THE BEST BUDGET
CATALOGUE OUT
THERE!
NEW
LOWER
PRICES
FOR 2009
This catalogue
features products
with excellent
gross margins.
Suppliers have
been chosen by
their ability to
manage orders
with quick lead
times. It has been
designed with the
customer in mind,
with clear easy to
read layouts it is
an inexpensive
mail out that is
great value for
money.
Cover
A
* Cover designs
may vary from
those illustrated
Cover
B
CALL
NOW TO
ORDER
Packed full of NEW products and more besides!
To reserve your copies of the Affordable Promotions catalogue just call:
Tel: 0844 880 2751 Fax: 0870 145 3861 email:catalogues@tradeonly.co.uk

Features
Don’t drop the pilot
– expert help is the
key to safe passage
In an increasingly competitive marketplace,
many businesses are looking for distinctive
promotional products to ensure that their
brands stand out from those of their competitors.
In the current economic climate, where price is
so commonly the first criteria, many distributors
are not only looking for a dependable stockist supplier
but an increasing number are now turning to
the Far East for a solution.
China has never been more accessible than it
is today and proof of this can be seen in the daily
influx of e-mails from Far East companies offering
products at seductively low prices.
Sourcing from the Far East provides an ideal
opportunity to create unique products for clients
whilst trying to maximize gross profit – it all seems
so easy.
So what are the risks
Well, to determine the risk involved perhaps we
should ask the following questions:
■■How much do we actually know about the
contacts we make on the other side of the
world
■■Can we be sure they are financially sound
when we hand over proforma payments
■■Will the product in question, if checked at
the UK ports, actually be allowed into the UK
Does it comply with all the necessary EU standards
and ever-expanding legislation
■■Does the factory comply with the required
CSR standards expected or even required by
the end user
■■How is the factory making these products so
competitively, and who is making them In particular,
can we guarantee no child or under-age
labour is being used in any part of the process
■■Do we really know enough about the general
factory conditions or the safety and compliance
of the materials being used on a day-today
basis
■■Do we know enough about these unknown
suppliers to place large volume, high value
orders with them
■■Last but not least, can we be absolutely sure
By Graham Winter
of PF Concept
that inspection carried out prior to despatch
from the Far East can guarantee that on arrival
in the UK the product will meet your required
quality standards If not, what is the returns
policy
Buying directly from the Far East is both complex
and time-consuming. Increasing legal requirements
for product compliance mean that local
knowledge and expertise, plus ability to control
quality at source, are essential for success.
The CE mark is familiar to us all and has been a
requirement for some considerable time.
However, RoHs, WEEE and REACH are more
recent additions to the ever-lengthening list of EU
legal standards, regulations and directives.
To add to this, more often now we are seeing
major blue chip companies requesting factory audits,
along with comprehensive testing and inspection,
to provide them with the reassurance that
they, their shareholders and their customers insist
upon.
One possible solution to these headaches is to
call on outside expertise.
For example, a company such as PF Asia Direct
(PF Concept’s Far East trading division) can help
pilot your way through these treacherous waters
and provide a “one stop shop” solution to the challenges
of sourcing and logistics from the Far East.
PF Asia Direct has eight offices in the Far East
and Bangladesh, with around 600 staff, providing
services such as on-site factory inspections.
It has a dedicated trading team based in the UK,
as well as a local customer service team you can
talk to in your language and during your business
hours.
The advantages of doing business with this vibrant
part of the world are clear – but it pays to
look before you leap.
55

The Trade Only
National Show 2010.
Unmissable...
It's true, fact, undeniable. You really cannot
afford to miss the Trade Only National Show on
the 27th-28th January 2010. As a result of last
years resounding success (with more than 1800
unique distributor visitors and 188 coming for
two days!) we have made the show even bigger
and better.
We've taken more space to meet increased
demand which means more exhibitors, more
workshops, more products, more launches and
most importantly more visitors!
The Trade Only National Show is the industries
most important event of the year, make sure
you get the message!
Timed right at the start of the year
Ideal launch platform for 2010 catalogues
and products
Open to all resellers
High profile marketing campaign
Free parking and free admission
High profile power sessions and keynote
speakers to attract visitors
Great central location
Targeted incentives to encourage visitors
Nothing beats the power of face to face contact!
Incorporating the bpma Pavilion
Print for Business and Promotion 2010
To book your stand or discuss sponsorship opportunities call the show team
on 0844 880 2751 or email nigel.bailey@tradeonlyshows.com
* The standard rate for stands at TONS2011 will not increase anymore than the rate of RPI. If RPI goes down, standard stand rate will be lower too.

Prices
held for
2011*
...spread the word!

Tittle Tattle
Where are they this week The Adproducts team
continues its world bar crawl...
58
■■Congratulations to PF Concept’s Rob
Durant and Nicola Dyce from Senator on
their recent engagement. Graham and
Andrew are no doubt rubbing their hands
at the thought of the continued savings
they’ll make on hotel rooms at shows etc.
Coo-rious adventures of
a social networking bird
HOT: Merge and purge
NOT: Written rants
GEOGRAPHY: Is Cornwall
abroad (No, Yvonne!)
FOR THE BIRDS:
Speckled Jim
Meet the newest tweeter on Twitter –
although he tends to go “coo” rather than
“tweet”.
A couple of months ago, PPD Editor Aidan
Goldstraw discovered a rather unexpected visitor
in his garden – a racing pigeon which had been
blown off course.
The birdbrain was obviously exhausted, so Aidan
and his wife Vikki began feeding him peanuts – a
food to which he appeared curiously addicted.
Blackadder fans the Goldstraws promptly
dubbed him “Speckled Jim” and he became quite
the family pet.
“He doesn’t do much apart from go coo and
poo,” says Aidan, “but he is the perfect pet for
someone as essentially lazy as I am!”
With a bit of TLC (and several tons of peanuts),
Jim recuperated and began to fly for long periods,
although always “homing” Chez Goldstraw.
Then one day, a familiar face appeared on
Twitter with its maiden “tweet”. It just said: “Coo!”
Jim then spread his social networking wings to
Facebook.
“We’re not sure where he picked up his IT skills,”
Aidan added, “though I’m guessing he doesn’t
touch type with just six claws.”
If you want to follow Jim’s adventures, he’s
“JimThePigeon” on Twitter, while his Facebook
page is at facebook.com/jimthepigeon. All donations
of peanuts welcome.
Word up for Sim
Tittle Tattle is proud to launch its very own
caption competition, in association with our
friends at Senator pens. For your first challenge,
here’s Sim Shalom caught in a candid
moment at LSi’s recent Big Promo Gift Show.
Send us your caption and you could win a
stylish LAMY Pico ballpen gift set (RRP £24) and
experience why this
pen was voted Most
Innovative Product of
the Year in the recent
bpma awards. So, thinking caps on, folks – and
let’s hear from you! Send your entries to editor@
ppda.co.uk - please include a phone number so
we can find out what colour you’d like.
Terms and Conditions
The winner of this competition will win a LAMY Pico
gift set. No cash alternative is available and the editor’s
decision is final. Entries must be received by August 31,
2009. Employees of Trade Only or Senator may not enter.
Winners will be notified by telephone.
Hello world! New arrivals make their entrance
Everybody say “aah”, now! Here are two new
arrivals for a couple of industry colleagues.
On the left is Isobel May, the second child for
Jeff Dutton of Sourcing City and his partner Clare
Edgar, formerly of Dowlis.
The newest member of the Dutton-Edgar clan
arrived on May 24 at 10.42am, weighing in at 7lb
14oz.
On the right is Harris, son of Total Merchandise’s
Jason O’Connor.
Harris made his grand entrance on May 10,
tipping the scales at a bouncing 8lb 10oz.
Mums and babies are all doing well – many
congratulations from us here at PPD, guys!

Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: advertising@ppda.co.uk
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
AWARDS
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
BAGS
Adproducts.com
www.adproducts.com
0844 855 1760
BESPOKE CLOTHING
Fanela
www.fanela.co.uk
01530 517777
BUTTON BADGES
Sanders Badges
www.sandbadge.co.uk
01527 575757
CALCULATORS
Adproducts.com
www.adproducts.com
0844 855 1760
CALENDARS
Moments Calendars & Diaries
www.moments.co.uk
01332 285911
CAPS
Headwear UK
www.headwear.com.au
01376 500772
CARRIER BAGS
Crazy Bags
www.crazybags.co.uk
01892 601330
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
CERAMICS
Listawood
www.listawood.com
01485 529100
Ceramic Designs Ltd
www.ceramicdesigns.co.uk
01782 219955
Promotional Ceramics Ltd
www.promotionalceramics.co.uk
01782 279957
Keramikos
www.keramikos.co.uk
01773 522000
CERAMICS MUGS
Ceramic Designs Ltd
www.ceramicdesigns.co.uk
01782 219955
Promotional Ceramics Ltd
www.promotionalceramics.co.uk
01782 279957
CLOCKS
Adproducts.com
www.adproducts.com
0844 855 1760
CONFERENCE FOLDERS
Preseli Ltd
www.preseli.biz
01352 730006
The Leather Business
www.leather-business.co.uk
01299 252099
CONFERENCE PRODUCTS
Adproducts.com
www.adproducts.com
0844 855 1760
CRYSTAL
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
59

Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: advertising@ppda.co.uk
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
DIARIES
Moments Calendars & Diaries
www.moments.co.uk
01332 285911
Castelli Diaries Ltd
www.castelli.co.uk
01892 612200
DRINKING GLASSES
Ceramic Designs Ltd
www.ceramicdesigns.co.uk
01782 219955
Keramikos
www.keramikos.co.uk
01773 522000
DYE SUBLIMATION
Keramikos
www.keramikos.co.uk
01773 522000
ECO BAGS
Crazy Bags
www.crazybags.co.uk
01892 601330
Preseli Ltd
www.preseli.biz
01352 730006
ELECTRONICS
Adproducts.com
www.adproducts.com
0844 855 1760
ENVIRONMENTAL PRODUCTS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
EMBROIDERY
Paterson (Scotland) Ltd
www.patersongolf.com
0141 891 4242
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
EXECUTIVE
Adproducts.com
www.adproducts.com
0844 855 1760
The Leather Business
www.leather-business.co.uk
01299 252099
FLAGS/BANNERS
Adproducts.com
www.adproducts.com
0844 855 1760
FRIDGE MAGNETS
Foremost Magnets
www.foremost-magnets.com
01993 849770
GLASSWARE
Crystal Galleries Ltd
www.crystalgalleries.co.uk
01642 225799
GOLF PRODUCTS
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
Glenmore Golf Products
www.glenmoregolfproducts.co.uk
01772 204147
Paterson (Scotland) Ltd
www.patersongolf.com
0141 891 4242
HEADWEAR
Headwear UK
www.headwear.com.au
01376 500772
HI-VIZ PRODUCTS
Evolve Branding Ltd
www.evolvebranding.com
01733 269556
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
60

Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: advertising@ppda.co.uk
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
IRELAND
Kirby
Local Short Run Supplier
01 450 8725
Kirby
Keyrings; Magnets; Mugs
00353 1450 8725
KEYFOBS
Listawood
www.listawood.com
01485 529100
KEYRINGS
Adproducts.com
www.adproducts.com
0844 855 1760
The Leather Business
www.leather-business.co.uk
01299 252099
LANYARDS
Preseli Ltd
www.preseli.biz
01352 730006
LEATHER GOODS
The Leather Business
www.leather-business.co.uk
01299 252099
LEISUREWEAR
Evolve Branding Ltd
www.evolvebranding.com
01733 269556
Fairway Identity Golf
www.fairwayidentity.co.uk
North: 01253 336925
South: 01480 356464
Fanela
www.fanela.co.uk
01530 517777
MUGS
Keramikos
www.keramikos.co.uk
01773 522000
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
MOUSEMATS
Listawood
www.listawood.com
01485 529100
Branded Product Services Ltd
sales@branded-products.co.uk
01865 847143
NOVELTIES
Adproducts.com
www.adproducts.com
0844 855 1760
PAD PRINTING
Branded Product Services Ltd
sales@branded-products.co.uk
01865 847143
PENS
Hainenko Ltd
www.hainenko.com
0208 882 8734
Adproducts.com
www.adproducts.com
0844 855 1760
POLO SHIRTS
Fanela
www.fanela.co.uk
01530 517777
PROMOTIONAL MAGNETS
Foremost Magnets
www.foremost-magnets.com
01993 849770
RECYCLED GIFTS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
RECYCLED PENS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
SCHOOLWEAR
Evolve Branding Ltd
www.evolvebranding.com
01733 269556
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
61

Supplier Directory
To feature in the supplier directory call: 0844 880 2751
or Email: advertising@ppda.co.uk
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
SPORTS BAGS
Brightways Export (UK) Int. Ltd
www.brightway.co.uk
01625 539759
SPORTS BALLS
Brightways Export (UK) Int. Ltd
www.brightway.co.uk
01625 539759
SPORTS BOTTLES
Thermal Mate Ltd
www.mugsandbottles.co.uk
01642 791195
SPORTS EQUIPMENT
Brightways Export (UK) Int. Ltd
www.brightway.co.uk
01625 539759
STATIONERY
Adproducts.com
www.adproducts.com
0844 855 1760
Castelli Diaries Ltd
www.castelli.co.uk
01892 612200
STICKY NOTES
Adpads
www.adpads.co.uk
01457 855350
STRESS PRODUCTS
Brightways Export (UK) Int. Ltd
www.brightway.co.uk
01625 539759
SUSTAINABLE PRODUCTS
Remarkable (Pencils) Ltd
www.remarkable.co.uk
01905 769999
THERMAL MUGS
Thermal Mate Ltd
www.mugsandbottles.co.uk
01642 791195
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
T-SHIRTS
Fanela
www.fanela.co.uk
01530 517777
TOOLS
Adproducts.com
www.adproducts.com
0844 855 1760
TRADE ASSOCIATION
IPIA
Independent Print Industry Association
www.ipia.org.uk
07966 688242
TRAVEL MUGS
Ceramic Designs Ltd
www.ceramicdesigns.co.uk
01782 219955
UMBRELLAS
Preseli Ltd
www.preseli.biz
01352 730006
The Umbrella Company
www.theumbrellacompany.co.uk
01142 242 4433
USB FLASHDRIVES
Listawood
www.listawood.com
01485 529100
Branded Product Services Ltd
sales@branded-products.co.uk
01865 847143
WORKWEAR
Evolve Branding Ltd
www.evolvebranding.com
01733 269556
WRITING INSTRUMENTS
Adproducts.com
www.adproducts.com
0844 855 1760
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
62

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