Greetings Today Nov/Dec 2019

December 2019 Issue 2 Volume 21

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Editor Rachel King

t’s beginning to look a lot like Christmas, high street lights are being switched on, Christmas trees are going on sale and tinsel and twinkle lights are aplenty in window displays everywhere. But while we might be starting to think about getting merry and having a little bit of down time with family and friends over the holidays, plans for 2020 are in full swing.

Retailers have the Christmas shopping rush (fingers crossed) to contend with before everyone contemplates the buying options at the fairs in the new year. Meanwhile publishers are putting the final touches on preparations for the new releases that will be launched at the fairs and in the spring.

Everyone is busy busy busy, which is good to see, if not exhausting as well.

This time of year is often when we reflect on the year that was, and hopefully look at how we might do things differently and potentially better moving forward. Chris Fox looks back on the highs and lows of 2019 in his On The Line story (p38), while Ian Bradley’s It’s All About Sales (p31) considers how the political turmoil has impacted the high street and what some retailers have done to combat the fall in consumer confidence.

After this mixed year, John Ryan (p24) offers some ideas on how we can use both the physical and digital realms to improve things in the future, and Henri Davis discusses the different ways companies in the stationery and calendar sector are trying to protect the environment for the future in her Retail Advice column (p22). Nature and the environment is what started it all for ArtEco designs as their profile story reveals (p33).

Saving the environment may feel like a big thing, but every little step helps. Sarah Laker of Marple Stationery Supplies looks at how a number of little steps have created big ripples for her business and how she became one of the finalists in the Best Shop Competition in On The Shop Front (p29), she may not have won an award but her store and sales are seeing the benefits of her involvement, something other retailers can consider next year and beyond.

I was fortunate enough to attend the reception for the Best Small Shop competition at the House of Commons, which was a surreal experience for this Aussie (the UK parliament is a little more special than the Australian one in Canberra). The various retail finalists and sponsors were feeling optimistic about retail and the high street despite issues such as business rates and consumer confidence continuing to cause stress. Innovation and unique selling options are key points that independent retailers excel at and combined with clever use of online portals, many small businesses are thriving.

Another thriving business is The Art File which is this issue’s Cover Story (p14). On the back of a great 2019, more big things are planned for 2020 as they prepare for their product launches in January and wrap up a recruiting drive.

Our features look at Children’s Cards and Wrap (p26) and what’s going on for male ranges and Father’s Day (p18), plus it’s time to thank all the others who help us do what we do in our Services to the Industry feature (p34).

On that note, thank you for helping me navigate this greeting card world, enjoy the festive season and may everyone have a happy and prosperous new year.

the team Editor Rachel King rachel@lemapublishing.co.uk 01442 289955 (direct)

Advertisement Manager Simon Davis simon@lemapublishing.co.uk 01442 289940 (direct)

Managing Director Mark Naish mark@lemapublishing.co.uk Production Director Paul Naish paul@lemapublishing.co.uk Chairman Malcolm Naish malcolm@lemapublishing.co.uk Circulation Manager Robert Thomas robert@lemapublishing.co.uk

Keep in touch - follow us: @greetingstoday www.facebook.com/ greetingstodaymag greetingstoday

contents

REGULARS 05 News 08 Spotlight 12 Talk Of The Town 16 Ward’s Words 22 Retail Advice 24 John Ryan 29 On The Shop Front 30 Four Corners 31 It’s All About Sales 33 Meet The Newbies 37 Step Back In Time 38 On The Line

ONLINE

FEATURES 14 Cover Story 18 Male Cards 26 Childrens’ Cards & Wrap 32 Profile ArtEco Designs 34 Services to the Industry

Go to our website – www.greetingstoday.co.uk – for all the up-to-date news and new product information plus our Facebook and Instagram pages carry more photos from shows and events.

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At the heart of retail Greetings Today has a circulation of 6,076 Subscription per annum: UK £60 (free for people in the greetings industry), Europe £80, ROTW £100

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exhibitionnews

inthenews

Paperworld Presents Trends

Bold Start at Top Drawer As the first show of the year, Top Drawer S/S20 promises to bring a bold start to the new decade with a campaign and ethos that focuses on the very thing that connects its community. Live Design illustrates the elements that make the iconic show about so much more than just buying and selling, but also a place that stimulates the sharing of ideas and experiences.

Show Director, Alejandra Campos explains, “Passion for design is at the very heart of our DNA and shared by everyone who is part of Top Drawer – from retailers, exhibitors and designers to our curators, speakers and organising team. The 2020 Live Design campaign captures both the individuality and togetherness of this design community and celebrates its love and passion for innovation and creativity.”

Within the Greetings & Stationery sector this season, visitors will discover an array of leading names and new publishers including the likes of 1973, 30 x 40, The Art File, Arnelle Woker, Archivist, Belly Button Designs, Caroline Gardner, Deadpan Cards, East End Prints, Folio, Mean Mail, Meraki, Ohh Deer, Old English Company, Paper Plane, Pavillion, Portico Designs, Rama Publishing, Text From A Friend, The Pop Out Card Company, UWP Luxe, and Wood-ism – a father-son collaboration that supports Autism.

The PaperAwards, sponsored by G.F Smith, return for the 8th edition; recognising and celebrating design, creativity and innovation within the industry. The expert judging panel have selected their shortlist in the four categories: Engaging Print, Emotive Design, Exciting use of Colour and Best Stationery Design, with the vote now open to the industry to select their favourites on the Top Drawer website. Winners will be announced ahead of Top Drawer S/S20 and their work on display at the show.

Taking place from January 12-14 at Olympia London and carefully edited by a panel of experts to excite, inspire and, ultimately save buyers time with the knowledge that they will only see the best, Top Drawer S/S20 will showcase 1,500 brands – both established and brand new – across Greetings & Stationery, Gift, Home, Fashion, Craft, Spotted | Pulse, PLAY, Wellbeing and the Food Emporium.

Around 1,500 exhibitors from 60 countries have already registered for Paperworld in Frankfurt am Main. They will be presenting a wide range of products in the areas of office and stationery at the trade fair from January 25-28. Visitors will be immersed in the future of the modern office, and also discover the latest innovations in paper and stationery supplies for private use.

The international trade fair for paper, office supplies and stationery continues to evolve, picking up on market trends and presenting new aspects of the sector to trade visitors. For four days, the Frankfurt Exhibition Centre will be transformed into a trend and business platform, ensuring a successful start to the 2020 season for the trade and industry.

“What makes Paperworld so special is the unique mix of well-known manufacturers and new market participants, some of whom are presenting themselves and their products for the first time at an international trade fair. In addition, Paperworld has a highly impressive international

profile, accounting for some 80% of the exhibitors at the fair. This combination guarantees successful international business,” says Michael Reichhold, Director of Paperworld.

Paperworld continues to expand its position as a pioneer in the paper, office supplies and stationery sector, presenting a unique range of products in both “the visionary office” and “the stationery trends” - making it the only paper, office supplies and stationery trade fair to cover both sectors equally. This parallelism opens up new perspectives that are decisive for fresh ideas and exciting additional assortments.

Paperworld provides the writing instrument and highquality paper goods trade - whether specialist stationery shops, booksellers, gift shops, toy retailers or department stores and supermarkets - with everything they need for their product range. Buyers can discover the latest lifestyle trends in the product segments of high-quality writing instruments and pens, school supplies, greeting cards, paper goods, gift items, packaging, and small leather goods.

Sourcing Sector At Spring Fair Spring Fair is set to launch a new international sourcing sector to help buying teams unearth the most-inspired products for 2020 and beyond.

The new sector will give buyers the opportunity to explore markets outside of the UK and make connections with the best manufacturers from key sourcing regions around the world. All without the need to spend excessive amounts on travelling to those destinations.

The showcase will welcome manufacturers of gifting, cookware, home furnishings, textiles, toys, private label goods and white label products from a number of key markets, including China, India, Egypt, South Korea and Ghana. They will have the opportunity to exhibit the best of their portfolio of products to buyers from across the UK’s £378bn retail market.

Sourcing, based in Hall 18, will also look to inspire visitors with a roster of experts lined-up to speak at the hall’s dedicated Design and Sourcing Stage.

Charlie Cracknell, Portfolio Director at Spring & Autumn Fair said, “Building on the success of our Sourcing offering at Autumn Fair, Spring Fair 2020 is on course to deliver even more opportunities for UK retailers to embrace international buying opportunities. It’s also an easier, cheaper and more effective sourcing platform for visitors by cutting out the hassle of travelling overseas, and a way to meet the UK and European retail market for manufacturers and suppliers.”

Spring Fair runs from the February 2 – 6 at Birmingham’s National Exhibition Centre.

London Stationery Show Turns 10

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London Stationery Show, the UK’s only trade show dedicated to writing and paper products, has something to celebrate next year as April 2020 will mark the show’s 10th year.

As well as bringing together all the biggest brands in stationery and gifts, the team are also busy making plans for their birthday celebrations.

“Over the past 10 years the show has really evolved, moving from office products to retail and design-led stationery” says Event Manager Hazel Fieldwick. “We’re thrilled to be marking our 10th show and will be making sure that it’s the best one yet.”

London Stationery Show will be held April 21 – 22, 2020 at the Business Design Centre.

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inthenews Card Factory Sales Rise

Collins and National Literacy Trust Collins is partnering with the National Literacy Trust to support its Young City Poets programme to encourage disadvantaged children and young people across London to put pen to paper and enjoy and improve their writing.

The partnership between Collins and the National Literacy Trust will mean 480 primary and 870 secondary school children from 20 London boroughs will visit and tour iconic London venues, including the Museum of London, the Barbican and the Tower of London, and take part in a writing session with a poet.

Collins is donating a journal to each of the kids to write in on the day and encourage self-expression when they return home.

Research results from last year’s Young City Poets programme showed 81% of students believed their poetry writing improved, and 88% of teachers said the programme increased student’s writing enjoyment.

Shahrazz Hayat, Managing Director, Collins Debden, said, “I am delighted to be supporting this innovative programme to encourage young people to write. We want young people to discover the benefits of writing and hope this healthy habit continues beyond the programme. Supporting the Young City Poets programme gives pupils the chance to have their own high-quality journal which we hope will inspire them to keep writing, build confidence and develop their own style and way of expressing themselves.”

Fay Lant, Programme Manager, National Literacy Trust, said, “We know that by improving young people’s enjoyment of and attitudes towards writing, we will see a positive impact on their writing skills. Our Young City Poets programmes brings learning to life by giving children from some of London’s poorest communities the chance to leave the classroom and find inspiration for their poetry writing through visits to iconic London venues and working with a poet. We would like to thank Collins for supporting the programme by giving each child a special journal for them to keep. We know this gift will encourage children to continue writing for enjoyment outside the classroom.”

6 www.greetingstoday.co.uk

Card Factory’s Q3 trading reports reveal group sales are up 5% for the year till October 31 and overall LFL sales up 0.9% year to date.

The company also had an increase in average spend which they are attributing to an ongoing focus on range and customer experience.

Card Factory are on track to meeting its target of 50 net new stores by year end, with 12 stores opening in the quarter bringing the tally to 38 for the year to date. The company now has 1,010 stores including 11 in the Republic of Ireland.

Online sales grew 16.2% in the third quarter with a new platform and website expected to launch later in the year.

Karen Hubbard, Card Factory’s Chief Executive Officer said, “I am pleased with our year-to-date performance. Our ongoing focus on customer experience, and the quality and range of our card and complementary non-card products, has led to an increased average spend both in stores and online. This has helped us to substantially offset

the effect of the lower high street footfall experienced in the quarter and the corresponding impact on our like-forlike sales. Our quality/value proposition and new product ranges give us confidence that we are well positioned to deliver a good performance in our key Q4 trading period.

The Board anticipates profits for the full year to be broadly in line with its previous expectations.”

Retail Employers Favouring Older Generations Retail employers are turning their backs on younger workers in favour of older ‘loyal’ generations New research has revealed that 41% of business owners in the retail, hospitality and catering sector would choose to recruit an older worker than a younger candidate with exactly the same skills and experience.

The national survey of 1,000 SME business owners revealed that over a third (36%) would sooner recruit a 55-year-old than a 24-year-old, with less than a fifth (19%) of retail, catering and hospitality business owners preferring a 24-year-old with the same CV. In the data gathered by business healthcare provider, Benenden Health, it revealed business leaders preferred ‘loyal’ older employees over ‘Millennial’ employees due to issues such as lower productivity and higher absence rates.

Many employees also believed they had been overlooked for roles due to their age but percentages varied across the generations. Nationally, more than half (56%) of Generation Z employees (aged 16-23) felt they had been overlooked, compared to 47% of Millennials (aged 24-38), 29% of Generation X (aged 39-54) and 34% of Baby Boomers (aged 55-72).

More than a third (41%) of employees surveyed in the retail, hospitality and catering sector felt they their age had impacted their job prospects.

Retailer Confidence Drops A wages survey conducted by The British Independent Retailer’s Association (Bira) has revealed retailer confidence is at a three-year low.

The business confidence barometer, which forms part of Bira’s Wages Survey showed 50.8% of independent retailers are feeling anxious, which is up 10% than in 2018 (40.83%).

The number of retailers feeling very confident also dropped to 7.1%, which is down on previous years (8.28% and 12.5%).

The annual questionnaire of Bira’s membership to gauge how employment costs are affecting their businesses and see how confident they are about the future. Despite the lack of confidence, retailers have increased the number of full-time staff with 76.2% of respondents currently employing full time staff. Wages are also showing some positive signs with the fulltime hourly rates at an average of £8.53 per hour, 32p above the current National Living Wage of £8.21. However, one of the biggest signs that confidence amongst retailers is low is that only 17.3% of respondents said they were currently recruiting.

BIRA CEO, Andrew Goodacre said, “Despite the current doom and gloom about retail job losses, the retail industry is still one of the largest employers in the UK, employing three million people. It is many young people’s first step into working life and it can form a life-long, exciting career for many. The Government needs to work with retailers to ensure that this industry is still considered to be a worthy career choice, helping businesses to employ the best people.”

Royal Mail Reveal Christmas Stamps Royal Mail have revealed the images of its 2019 Christmas Special Stamps. The six stamp designs depict scenes from the Biblical story of the Nativity, from the Annunciation, the journey of the Magi and the birth of Jesus Christ.

The stamps were created by the talented duo and paper-cut artists, Hari & Deepti. Using layers of intricate paper and light-boxes, they create three-dimensional scenes and creations that bring magical stories to life. Their atmospheric work has been exhibited internationally.

Available in 1st Class, 2nd Class, Large letter rates and overseas values, the stamps are available at www.royalmail. com/christmas2019, by calling 03457 641641 and from 7,000 Post Office branches across the UK.

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The visionary office.

DU: 28.08.2019

The UK Calendar Industry Awards were recently held with much fanfare at the historic Stationers’ Hall.

Awards were given across 16 closely contested categories with Danilo walking away with three Calies wins and both Rose Calendars and Carousel Calendars picking up two awards each.

Hosted by comedian Stuart Goldsmith, the awards recognised and celebrated the innovation and design of this long-standing product area. Nigel Green from Eight Days a Week was honoured with the Calendar Ambassador Award 2019 for his involvement in the sector for many years.

The full list of winners is on www.theukcalendarawards.co.uk

World’s Oldest Post Office Faces Closure The world’s oldest post office in Scotland is facing closure after more than 300 years.

The Sanquhar post office in Dumfries and Galloway opened in 1712 and is recognised by the Guinness World records as the oldest post office in the world, ahead of a branch in Stockholm, Sweden which opened in 1720.

However, the business faces closure as its owners plan to retire in mid-2020. The post office was taken over by Dr Manzoor Alam and his wife Nazra in 2015 but it’s future is in doubt unless new owners can be found before May 2020.

The post office has become a tourist attraction for stamp collectors and post enthusiasts who have their letters stamped at the world’s oldest post office. It is also still an important part of the local community which has a population of about 2000 people.

The branch is on the market for £275,000 and comes with a three-bedroom cottage.

Best Small Shop Winners The 2019 Best Small Shop Winners have been announced at a reception hosted by the Independent Retailers Confederation with Papadeli coming out on top. The Bristolbased food retailer beat off strong competition from a range of stores from the length and breadth of the country to take out the top award at the event which was held at The House of Commons.

Runners Up were Exeter-based The Recycled Candle Company and Bookish, an independent book shop in Crickhowell, Powys. Rounding out the award winners were Cavanagh & Baker from the Isle of Wight who specialise in products from a 25-mile radius of the island, and finally Small Stuff from Sheffield, who sell ethical and eco-conscious lifestyle products and clothing for children.

The mood at the event was positive with people displaying a sense of optimism for the high street and independent retailers. John Norrie of Booost believes “The demise of the high street is not a reality.” In his address to the crowd he stated, “There has always been challenges to retail. Online is just another form of challenge.”

The competition celebrates the commitment and creativity of independent retailers on the UK’s High Streets and the central role they play in their local communities.

Speaking at the event, Meryl Halls, Vice Chair of the Independent Retailers Confederation, said, “It’s great to be able to celebrate the lifeblood of our high streets, our independent retailers, especially at this time of uncertainty and discord. The role of an independent retailer can seem like a thankless task but they are nothing if not survivors.

Small shop owners employ local people and contribute to local communities and we are so pleased to have been able to showcase the best of independent retailing and give a vision of how engaging and exciting our high streets can be.”

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The stationery trends.

Take part in a future-oriented dialogue with the entire industry Paperworld presents all the latest products, provides a meeting place for a who’s who of the industry and also offers a huge wealth of inspiration and knowledge.

Gain access to the trends and product assortments of tomorrow – at the leading international trade fair for the entire range of stationery, office supplies and writing materials for the home and commercial sectors. Book your ticket now! paperworld.messefrankfurt.com info@uk.messefrankfurt.com Tel. +44 (0) 14 83 48 39 83

70112-018_PW_Allgemein_Greetings_Today_100x285 • FOGRA 39 • CMYK • es: 18.07.2019

Calies Winners

England

25. – 28. 1. 2020 Frankfurt am Main

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spotlight

A selection of the latest greetings, gift and industry services releases

Ardea The designers at Ardea picture library have given their much-loved heart-shaped sheep a bit of a makeover this year, just in time for Christmas. Not only the star of its very own snow globe, the sheep has had a change of coat and become a snowball! This is the perfect example of the fun that Ardea can have with their images and they even offer a free service to tweak their manipulated images to make them perfect for you if you want some reasonable changes. For more quirky Christmas images just visit their website and search for Christmas or give them a call.

T: 02083 181401 www.ardea.com

Cherry Orchard Cherry Orchard are launching 24 fantastic male and female Month You Were Born cards! With floral imagery and details of the symbolic gemstone and flower for each month, the female designs combine both inspirational words and beautiful artwork to deliver a card that will really stand out on the racks with its eye-catching month of birth caption. The bright male month cards have text-based artwork and gentle humour. Inside the card are some facts about events and famous people who share the birth month.

The first 6 month of these designs will be delivered in December in packs of 6. All cards are priced at Code 60 with a £1.99 RRP.

T: 01684 295500 www.cherryorchardpublishing.co.uk

8 www.greetingstoday.co.uk

Abacus Cards Abacus Cards are excited to announce the launch of a stunning selection of photographic BBC branded notecards and wallets. The collection of notecard packs offers a fantastic range of designs spanning the three popular BBC brands Countryfile, Springwatch and Gardeners’ World. Ever conscious of the environment, they have updated the packaging on these new BBC notecard designs. As plastic-free packaging continues to gain momentum, they have opted for an attractive new cardboard hanging-style wallet to protect these lovely new designs. The cards are formatted to a 125mm x 125mm square and are accompanied by white cartridge envelopes. All are available un-captioned and are left blank inside for the sender’s own message. The packs contain 6 cards and envelopes, three cards each of two designs and are presented in an attractive cardboard wallet with a die cut euro hanging slot.

T: 01638 569050 www.abacuscards.co.uk

BrownTrout Publishers ‘The World of David Walliams’ is set for big things in the calendar world!

BrownTrout Publishers have teamed up with the top-selling teams up with children’s author and will produce a range of dated products.

David Walliams’ children’s books have now sold more than 11 million copies in the UK and have been translated into more than fifty languages.

BrownTrout can see its momentous success already and the opportunity to transfer this into calendar sales, is success not to be ignored.

BrownTrout managing director, Jack Straw, explains, “when thinking about the best way to expand our successful range of family organisers for the 2021 dated programme, ‘The World of David Walliams’ book cover artwork and internal images presented a perfect resource for us. It is so well suited for our customer base and we have no doubt that it will prove to be a strong addition to our exciting new collection of calendars, family organisers and diaries.”

This venture comes just as a brand new book is about to launch: ‘The Beast of Buckingham Palace’ – and at the time that the announcement for a theme park dedicated to ‘The World of David Walliams’ is planned to open at Alton Towers resort for Spring 2020.

As ‘The World of David Walliams’ expands, and the excitement surrounding it shows no signs of slowing, BrownTrout are excited to get behind this success and produce a brand new range of dated products; to be included in their upcoming 2021 range. Working alongside Harper Collins and CPLG (Copyright Promotions Licensing Group).

T: 01173 171880 www.browntrout.uk.com

Pioneer Europe In time for the release of Disney’s Frozen 2, Pioneer Europe Ltd has launched of a range of licensed balloons and partyware products that are sure to be the first choice for parties and themed celebrations this winter.

The new Qualatex® and Pioneer® Party ranges feature Elsa, Anna, Kristoff and Olaf on magical balloon designs and best-selling tableware items.

First up from Qualatex comes the show-stopping clear 22” single Disney Frozen 2 Bubble Balloon™ which makes a perfect centrepiece for all celebrations. As well as décor uses, Qualatex Bubble Balloons stay inflated for weeks, so they make great gifts. The fun range of balloons also includes 11” Frozen 2 printed latex balloons in assorted complementary colours, and available in 25 count or 6 count retail bags.

Frozen 2 parties are sure to be the most requested theme this season and the new Pioneer Party tableware range offers a onestop-shop to create a magical, themed Frozen 2 event. Plates, cups and napkins are available in compostable or standard variants, and the collection also offers Paper Drinking Straws (4ct), Party Bags (6ct), a Birthday Banner, a Triangle Flag Banner and a Table Cover.

T: 01279 501090 www.qualatexeurope.com www.pioneerparty.com

Ling Design The artists and designers at Ling Design have been hard at work, creating over 200 vibrant new greetings card designs available now to fill your shelves with different and special looks for January 2020.

This mammoth release features several never seen before ‘blue sky’ ranges from the creative team, as well as fresh additions to much-loved classic looks such as Galleria, The Wildlife and At Home from Ling Design and More Than Words from Talking Pictures.

Some of the highlights of the new releases include a Morris&Co. collection and Humbug.

The Ling Design team have worked with the official custodians of the Morris&Co. archive, to unveil the rich heritage of patterns and original artworks through a new greetings card collection, finished with gorgeous foil and emboss details. The luxurious corresponding gift packaging range is also available from Penny Kennedy.

Meanwhile big things are predicted for the stylish 2020 range Humbug. A signature striped background paired with striking gold foil, snappy messages and appealing illustrated, pad-on icons make it an easy and great value choice for a variety of sends.

T: 01892 838574 www.lingdesign.co.uk www.pennykennedy.co.uk

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Talk of the town Greetings retailers tell it how it is....

Debbie Bennett, Carabou, Cannock, Staffordshire What’s the story behind your store?

My sister-in-law and I set up the business in 2007. We sell a wide variety of gifts, cards and are balloon decorators.

What’s in your window at the moment?

We have a colour co-ordinated window at the moment and have a selection of home wares, gents and ladies gifts.

Our feature this month is Male & Father’s Day – is there anything you’re planning to stock or restock for next year?

We always find it difficult sourcing gifts for men – we have just taken the Harvey Makin range of mugs, desk plaques and stationery from Widdops.

What children’s cards and wrap do well for you? Do you like any particular ranges?

We sell a lot of relation cards with both the title and ages on.

How do trade mags like Greetings Today help you?

Trade mags keep us informed of current trends and showcase products we may not ordinarily come across.

Sustainability, the reduction of single use plastic and cards “going naked” are a focus in the industry right now – what steps have We have you introduced in your store or are you looking to do to be a bit greener? always had We have always had “naked” cards with the odd supplier sending “naked” cards them wrapped. The upside is that the card generally looks better without the wrap but the downside is that the envelopes disappear!! with the odd

“

What’s your biggest trend at the moment – llamas, sloths and unicorns are all generally popular, how about for you?

Unicorns are still good for us along with anything rose gold or glitter.

What’s the most surprising product, card or gift, that you sell – and what’s your favourite item in store?

Industrial style lamps went well for us. My favourite items are the Joma bracelets.

supplier sending them wrapped.

Did you attend any of the trade fairs such as Top Drawer or Spring Fair, if so what was your top find there?

As we are midlands based, we always attend the Spring and Autumn Fair. I don’t think that we’ve found anything out of the ordinary for some years now – although we keep looking!

Of all the items you stock, which card would you like to receive for your birthday?

I like Second Nature but UKG have come up with some good designs recently. Claire likes a card with a bit more of a verse but the image still has to be relevant!

”

If you could send anyone a card from the past or present, who would it be and why?

The matriarchs of the family – my Nan from the past and my mom from the present because they are both really kind, generous people who always (have) put others needs before themselves – especially their families.

Sonya Haandrikman-Sibbald, Celebrations, Carlisle, Cumbria What’s the story behind your store?

We have a long family heritage working within the greeting card & gift industry, dating back over 60 years and three generations.

Back in the 1960s, trading on market stalls across west Cumbria, Thomasina Gibson (Auntie Ina) and Tom & Eleanor Bailey (my grandparents) were the founders of what has grown to become Celebrations today.

My Mum, Tanya, then took over the markets in the 1980s before opening her first shop in Carlisle’s Bank Street in the early 90s.

In 2004, Mum and I moved Celebrations into a new building quadrupling the size and introducing a café bar into the mix. We purchased the home of the first Scottish bank to be built in England and there was huge restoration work needed to revive the old building.

What’s in your window at the moment?

We have an autumn theme Charlie Bear display in one of our windows and Gin themed window in the other. After the Christmas lights get switched on we go all out with sparkling, dazzling and delightful Christmas themed displays.

How do trade mags like Greetings Today help you?

We always love to receive the trade mags, such as Greetings Today. After 20 years of working together, mum and I still fight over who gets to take the mag’ home first (she always wins!). It’s great to see what’s new or up and coming from the comfort of my own home.

12 www.greetingstoday.co.uk

What’s your biggest trend at the moment?

We have a slightly more mature cliental so it’s the alcohol related products that are going well for us. We have teamed up with a local distillery, The Lakes Distillery, to offer our customers the opportunity to purchase a bottle of gin at the same time as they buy the glass. We invest a lot of time into staff training and encourage our team to up-sell which can make a difference to the team’s sales target; and in the run up to Christmas we are holding a few sampling sessions which will be a good boost for sales as well as staff morale.

Did you attend any of the trade fairs such as Top Drawer or Spring Fair, if so what was your top find there?

We tend to do most of our gift buying at the Spring Fair and look for a few niche suppliers in the card halls. My top find was the new range from Beau & Elliot by Navigate Ltd. Our feature this month is Male & Father’s Day – is there anything you’re planning to stock or restock for next year?

Widdop Bingham do a brilliant range of Male gifts and are really good at tying their gift product in with greeting card publishers to ensure the style and designs are on trend. They are really good at creating ‘useable’ products and branding them in a contemporary fashion.

What children’s cards and wrap do well for you?

In children’s cards UKG’s licensed juvenile ages are very popular as they have some of the leading licenses. In gift wrap, I like the Peter Rabbit range of roll wrap and bags, again by UKG. These are really good for our location which is close to the Lake District, and accompany the gifts we do by Enesco nicely. Overall for children’s cards and wrap UKG is fab.

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Bigger and B As the year draws to a close The Art File reflect on the successes of 2019 and provide some insight into what 2020 entails for the multi award-winning publishing company.

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his year has been an interesting year for not only the Greeting card industry, but for the entire country with numerous political, ecological and environmental challenges ebbing and flowing throughout the year, keeping us on our toes, but it seems that The Art File wanted to start the year with a bang on the back of its recordbreaking growth in 2018. The first three trade shows of the year gave The Art File’s team a large stage to launch its 250 designs across no less than 10 brand new everyday greeting card collections, accompanied with flourishes of new and vibrant Gift packaging lines (which have been a huge growth area for the publisher over 2019). Collections were picked up well, including the company’s soon-to-be award-winning Christmas collection. Both were major factors in the team enjoying a successful Spring Fair.

The middle of the year saw growing environmental pressures from both

retailers and consumers on the use of in-house design team, along with a the single use plastic cello bag, with host of immensely talented licenses some large retailers moving quickly and freelance designs continue to in the industry. The Production team offer a portfolio with a unique and at The Art File used eclectic mix – with PG Live to launch another 250 new The publisher’s the businesses first everyday greeting in-house design team, cards ready for launch ever plastic free ‘Naked’ greeting card talented licenses and in January 2020 across collections, ‘The Emily seven collections, and freelance designs Brooks Collection’, range extensions from and ‘Snap To Grid’ continue to offer Sara Miller London, I by esteemed Like Birds and more a portfolio with a designer Heather extensions from unique and Flynn. With both popular current Art File collections going everyday collections. eclectic mix down well with Alongside cards, customers and growing positivity they’ve got 5 fresh everyday gift bag around the whole naked idea, The Art and wrap collections to launch, as File will be publishing further plans well as a host of Social Stationery to remove single use plastic from its and thank you packs. Make sure you Everyday card collection before the contact your Art File Agent/Rep in end of 2019.

December to be amongst the first So, what does The Art File have to see and order the new collection, in store for you in 2020? Before you ready to go out on those shop floors continue reading, we’ll say it now… for January 2020. All of The Art Files my word, they’ve been busy behind current trade customers will receive the scenes… again. The publisher’s their copy of the new Spring Summer

14 www.greetingstoday.co.uk

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2020 Everyday brochure. Plus, all of The Art File’s launches can be found on their trade show stands throughout 2020. They will also have their Christmas 2020 collection launching at Spring Fair for the first time.

The Art File goes into 2020 on the back of its largest recruitment drive to-date, with new members of the team joining the business, ready to help continue to build the legacy this impressive family-run publishing house is creating.

We thought it would be a fitting gesture to give Ged Mace, MD of The Art File the last word in this feature… so here it goes, “During the last quarter we have been busy strengthening our team, which will allow us to continue to service our customers as demand continues to grow. I would like to thank all our customers for continuing to support us this year, we do what we do because of you, and we can’t wait to show you what we have in store from January 2020, watch this space.

COVERSTORY

Better

Come and see us at....

Top Drawer – Stand W41 – January 12-14 – Olympia London Scotland’s Trade Show – Stand G35 – January 19-21 – SEC Glasgow Spring Fair – Hall 2 Stand L01 – Feb 2-6 2020 – NEC Birmingham

Environmental Strategy For the past 6 months, The Art File has been conducting a series of research, development and testing of unwrapped (or naked) greeting cards, one of the most significant and important challenges the industry has to face. By working closely with customers, understanding their concerns and issues in regard to both the durability and merchandising of the supply and selling of plastic free cards, combined with identifying the key advantages of making the transition to unwrapped from both an environmental and marketing point of view, we’ve developed a plan for the future.

The Art File successfully launched their first two ‘naked’ greeting card collections (Emily Brooks and Snap to Grid by Heather Flynn) at PG Live back in June, these collections being on the market in a range of retailers large and small across the UK has

continuing Everyday collections given us the vital research and will be launched wrapped; to fall feedback they require in order for inline aesthetically with the rest of them to deliver an environmental the current wrapped collection. strategy that not only significantly However these collections will, reduces their use of single use over time, gradually transition into plastic, but still gives retailers the entire collection being supplied the ultimate final decision when unwrapped (or nested) as standard. it comes to how they want to However, due to the receive their stock. One of the fundamental pieces of information reasonings outlined in the above introduction, all of The obtained from research identified that some retailers face more barriers than others when The Art File want to do it comes to this transition.

The Art File want to do everything they can to help everything they can to help retailers and customers retailers and customers through this ethical journey. through this ethical journey Therefore, The Art Art File’s new Everyday greeting File are proud to deliver their card launches will also be environmental strategy for 2020 available clasped (a specially and beyond. All 10 of The Art designed easy peel branded File’s new Everyday greeting card clasp that keeps the card and collections will be unwrapped envelope neatly together), or (or nested) as standard from cello wrapped. Retailers can their January 2020 launch. All choose what option works range extensions to current and

‘

best for them. All they ask is for an extra few working days lead time if the stock is required clasped or wrapped.

Furthermore, The Art File has not only focused its efforts on the application of single use plastic on their everyday greeting cards, they’ve also began to systematically reduce the use of it (as well as excessive packaging) in their 2020 Christmas collection, which is being officially launched at Spring Fair next year.

The Art File will continue to work closely with its suppliers and customers to further develop their environmental strategy going into 2020 and beyond, as well as increasing the support and service to their customers through this positive challenge that faces our industry, and our planet.

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www.greetingstoday.co.uk 15

WARD’S WORDS SARAH WARD

GIFTWARE ASSOCIATION

The importance of industry awards Industry awards are a way of promoting your product and your brand. As the Gift Of The Year competition enters its 42nd year, the Giftware Association CEO Sarah Ward looks at why entering industry awards can be helpful to your business.

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with 20 categories covering the whole of the that they can use on their packaging, home and gift industry including Design & allowing them to prove the merits of their Craft, Ethical Gift and Home Fragrance. products to retailers as well as encouraging Like most industry awards, it’s an allthe end consumer with a mark of quality and inclusive competition where suppliers can let recognition. Who doesn’t want to buy an their products and hard work shine but also to award-winning product? And this is just our raise their products and ranges to a brand-new industry, every industry hosts a competition audience that they may not reach when it comes that will allow your products, websites and to judging. The GA prides itself on having a even staff to shine. huge roster of judges from the Our sister association industry press, plus retailers and The National Association of Like most buyers and these are exactly the Jewellers have just held their people that suppliers want to get competition for the jewellery industry awards, their products in front of. We have it’s an all-inclusive industry. Speaking to their had judges in the past ask for Marketing Manager, Greta competition where Baker, she told me “The NAJ the details of entrants to a whole category, whether you are highly Awards are a popular way suppliers can let commended finalist or a runner recognising the brilliance their products and of up, having your products seen by of your organisation, the hard work shine these judges is a huge draw. professionalism of a work We are also very fortunate to colleague or the positive but also to raise be partnered with Spring Fair a team or group has their products and impact to offer the winners a free stand made on your company. ranges to a brand- They are recognised in our at Autumn Fair – a premier sourcing show in the UK that new audience that industry amongst peers and will allow the ultimate winner to stakeholders.” So it goes they may not reach without saying that any awards get elevated to another level and show off their products. This year when it comes to in your industry are a great we have also partnered with Press judging. way to shout about others Loft who are offering a year’s and being the best in class free membership to their fantastic yourselves.

PR services to help our winner shout even more Of course, you need to ensure that it’s the about their win. With Gift of the Year being right award for you, as some applications an industry award it also has its benefits on can be lengthy and take a lot of time for the consumer side as well, as the winners get no reward to your business. So remember, a marketing package with logos and collateral make sure that your entry is at the right time for your business, you know exactly what your are talking about and you can reap the Sarah Ward is Chief Executive of the Giftware Association which is at the heart of the gift industry awards and opportunities that come with supporting members by offering invaluable advice and assistance. Coming originally from a retail winning. background she then worked at Penny Kennedy gaining extensive knowledge in the card, wrap and The Gift of the year award are open until stationery sector, and now utilises these skills across a broader environment. the 29th November and you can find out more here www.giftoftheyear.co.uk.

T: 0121 236 2657 www.ga-uk.org

ndustry awards have become increasingly popular over the years. It’s a way for companies and individuals to really make a name for themselves and shine within their industry. It’s important that organisations or companies put themselves forward for these awards as they are a great way of boosting morale within the company, generating PR coverage and improving brand recognition.

The Giftware Association has been running its industry competition, Gift of the Year, for 42 years now, starting out its humble beginnings with zero categories and 10 different gifts competing against each other. The competition has slowly grown to where it is today. The awards are recognised within the industry as a mark of achievement and a badge of honour

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16 www.greetingstoday.co.uk

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UKG

Make Dad’s Day When it comes to family celebrations, Father’s Day sometimes plays second fiddle to its feminine equivalent but while Mum might be doted on a bit more, there’s no reason why we can’t try and make Dad feel a little bit special.

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hether it’s evolutionary, cultural, societal or something else, mothers have often been held in a bit more esteem than dads and Father’s Day can almost feel like the forgotten family celebration.

UK Shoppers were predicted to spend £653 million on Father’s Day in 2019 which was less than half of what is spent on Mother’s Day according to a report by GlobalData.

Even the day itself was established after the mum version had been created and Father’s Day took a long time to gain any traction and attention. Unlike Mother’s Day which has its origins from the historic

Mothering Sunday, Father’s Day as a concept only started in around 1909 when a woman wanted to celebrate her Civil War veteran father who had raised six children as a single parent.

The idea worked in her local area of Spokane, Washington initially, but interested waned after a few years.

Despite varied efforts to promote the occasion, it wasn’t until the 1960s and 70s when it became officially recognised and then went global.

Now, Father’s Day isn’t just for fathers but other father figures including grandfathers, great-grandfathers, fathers-in-law, step-fathers, uncles, brothers, godfathers and other men who play important parts in children’s lives whether there is biology involved or not. All these relationships

Spot On Chris Beards, Mantons Cards, Port Erin, Isle of Man “Mantons stock a large range of everyday male cards and Father’s Day Cards. Wendy Jones Blackett, ICG, Sabivo and Blue Eyed Sun are among my favourites. As a specialist greeting card store (with a decent amount of space) we try and cover every possible angle rather than just sport and alcohol, in fact we have lost count of the different number of instruments we have on a card.”

Amelia Strawson Ling Design “When it comes to what I like in our male lines, for me it would have to be King Street for Ling Design and new range Menazzo from Talking Pictures, which just launched to go in store for January. King Street is packed with character and has animal-themed illustration. While Menazzo is for dapper chaps and has some innovative finishes to create something different.”

Kali Stileman “For Father’s Day our ‘super hero’ best dad card sells well for all the super hero dads out there!”

30 www.

18 www.greetingstoday www.greetingstoday.co.uk greetingstoday..co.uk .co.uk

£653 million The predicted spend on Father’s Day in 2019 are gradually being more widely used on cards with Hallmark and others offering a variety of options to celebrate these men on Father’s Day and on other occasions, with businesses recognising the everchanging definition of what a family is and who is important.

There is a noticeable difference in the way Mother’s Day and Father’s Day is promoted too. The marketing around Mother’s Day can be very sentimental and sweet, with cards and gifts to match, but for Dad the mood shifts. Sports, vehicles, alcohol, food and technology are the go-to themes for Father’s Day. The most popular gift is a tie, with clothing, electronics, personal care items such as shavers and cologne also proving popular. Tools, gardening items, sporting equipment, car accessories and books round out the rest of the big sellers. All these things feature in the cards that can go along with these gifts, so it helps to stock a mix of cards to cover the topics. Whether it’s drinking-related cards from The Art File or Dean Morris, a variety of sports are covered by Nigel Quiney, and Janice Daughters caters to the car enthusiast, there are plenty of options out there.

Dad is regularly promoted as a hero for his family for the sacrifices he makes and the good things he can do – even if it is just opening a jar! And while many men are heroes in their

own way, there are a number of ways these heroic acts can be represented.

Whether it’s a superhero-styled image or logo, licensed material from popular film franchises or even the action-man range from Danilo, the heroes can be symbolised in a number of ways that will appeal to different customer demographics.

Humour has always been and will continue to be popular in male ranges and for Father’s Day with Dean Morris a go-to brand depending on your sense of humour. Dad jokes are cringeworthy but funny and whether your dad could’ve been a comedian or not, many a man will appreciate a cheeky pun or silly one-liner.

Fathers have as many interests, hobbies and past-times as anyone else, even if they don’t get to spend as much time on them as they might have before having a family. UKG and Sabivo cover multiple hobbies such as music, food, boats, bbqs and more, so they can be a nice reminder of what dad likes to do for fun when he gets the chance. Just as women are fighting to still retain a sense of self after becoming parents, it’s important that dads get the same opportunity.

Making dad feel special on Father’s Day can go a long way to help those feelings, so whether a family go out for a meal, splash out on some gifts or experiences or send a card, one day to say thanks dad really isn’t asking too much.

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The home of the finest arts brands

UK Greetings UK Greetings has a newly updated male collection featuring everything from contemporary and sophisticated styling through to trend-driven, relatable humour. These exciting new additions are sure to bring energy, freshness and style into the line, alongside fun and contemporary sentiment â&#x20AC;&#x201C; perfect for the modern consumer.

We know all Dads are different, which is why UK Greetings have a diverse Fatherâ&#x20AC;&#x2122;s Day offering that caters to every type of Dad! From laugh out loud cards for a Dad who considers himself the joker of the family, to short and sweet cards for a Dad of many words and heartfelt sends for a Dad whoâ&#x20AC;&#x2122;s a big softie â&#x20AC;&#x201C; UKG has the perfect picks this Fatherâ&#x20AC;&#x2122;s Day. Speak to your UKG sales rep or contact UK Greetings Customer Care team for more information.

T: 01924 465200 www.ukgreetings.co.uk

Words â&#x20AC;&#x2DC;nâ&#x20AC;&#x2122; Wishes Words â&#x20AC;&#x2DC;nâ&#x20AC;&#x2122; Wishes have always had a strong representation within the â&#x20AC;&#x2DC;Maleâ&#x20AC;&#x2122; genre. Although they have historically concentrated on a â&#x20AC;&#x2DC;Traditionalâ&#x20AC;&#x2122; sentiment verse and imagery, which seems to be a perennial favourite, usually using classic male subject matters such as cars, beers, whisky, gardening tools and bikes etc., which continue to prove successful.

More recently they have been adding more modern and contemporary sentiment with a â&#x20AC;&#x2DC;twistâ&#x20AC;&#x2122;, mainly trend-inspired, geometric patterns, less verse, bold colours with strong foil fluting techniques, but still incorporating male subject matter.

The clever use of photography and also gentle humour mixed with good design is salt â&#x20AC;&#x2DC;nâ&#x20AC;&#x2122; peppered throughout their male designs within their collections.

T: 01942 233201 www.words-n-wishes.co.uk

The Museums & Galleries collection offers an exclusive mix of greetings cards and related gift stationery, from wrap, bags and tissue paper to premium notebooks and travel mugs. Contact your local agent, register online or call our sales team to find out more about our collection.

E: sales@mgml.co.uk

museumsgalleries.co.uk

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MALE CARDS

Mint Publishing

Mint Publishing’s Showcase range has jumped straight into Spring Season 2020 with some eye-catching fun Father’s Day designs. The quirky, contemporary and tongue-in-cheek designs all feature a small simple yet fun image and a message and are finished with beautiful gold foil.

Also adding to the collection is POW! with two new Father’s Day designs.

The fun-loving comic book style is a distinctive design that can’t be missed.

For more information visit the website or call the office.

T: 01373 462165 www.mint-publishing.co.uk

Rosanna Rossi We all know how tricky it can be to find the perfect male card, Rosanna Rossi has a popular range ‘Debonair’ which will make the search a lot easier. The masculine designs feature strong, solid colour palettes with bold graphics and typography. The focus is on the striking multi-coloured foil and emboss elements that create a statement of sophistication, and with its simple yet stylish designs the cards appeals to a variety of ages and tastes. The cards measure 150mm x 150mm and have a complementing grey envelope and are individually cello-wrapped.

T: 07900 698522 www.rosanna-rossi.co.uk

Dandelion Stationery T: 01332 695359 www.dandelionstationery.co.uk Make dad feel special this Father’s Day with a card from Dandelion Stationery.

Printed onto luxury 300gsm board, each card is hand-finished with subtle sparkles by a team of local people. All of their Father’s Day cards are supplied with rustic brown kraft envelopes that co-ordinate perfectly with the colour palette used on the cards. Card dimensions are 114mm x 162mm and are available to order in multiples of three. They can be supplied cello wrapped or plastic free.

20 www.greetingstoday.co.uk

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Nigel Quiney Each year in the UK Fatherâ&#x20AC;&#x2122;s Day takes place on the third Sunday of June.

It is a day to honour Fathers and other father figures, such as Grandfathers and Fathers-in-law.

Nigel Quineyâ&#x20AC;&#x2122;s Fatherâ&#x20AC;&#x2122;s Day collection celebrates this tradition and incorporates striking contemporary designs from their Pizazz Male range which features hobbies, retro games and bold text cards. The 2020 portfolio of Fatherâ&#x20AC;&#x2122;s Day designs has a total of 30 cards including other best-selling artists and are complemented by a blue envelope.

T: 01799 520200 www.nigelquiney.com

Art By Janice Vintage vehicles feature in a new range especially for men, designed by Janice Daughters. The range takes a nostalgic look back at some stylish vintage vehicles. Encompassing all sorts of travel including trains, boats and planes this collection called â&#x20AC;&#x2DC;Vintage Nostalgiaâ&#x20AC;&#x2122; appeals to a range of male tastes and those enthralled with past eras. These greetings cards are all 150mm x 150mm square and are blank inside making them ideal for any occasion.

T: 07860 633490 www.artbyjanice.co.uk

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RETAIL ADVICE

WITH HENRI DAVIS

Going Green……. what next?

It’s more than just card companies that are considering their packaging and the impact on the environment. Henri Davis looks at what some stationery and gift suppliers are doing in their attempts to be greener.

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his time last year we were all starting to think seriously about offering naked cards in 2019 to see how retailers and consumers would react.

Market leading publisher The Art File was offering their spring seasons range unwrapped to those retailers who wanted them. Whilst take up was limited they have done the same for 2020 because they believe that as the debate becomes more vocal an increasing number of independents will be interested in this option.

As more and more cards are offered naked, we need to consider if this is right for all cards? The Art File are known for producing trend inspired ranges using uncoated boards and the latest printing techniques and they believe some must be protected to prevent them from becoming grubby or damaged. Two examples are Mulberry & Olive and Fossile, both collections are die stamped and so can’t be machine varnished in any way.

They will pack these cards in a compostable bag which is not ‘excessive’ packaging because it is essential to protect them. A label will explain that ‘I’m wrapped for a reason’ and The Art File are confident that retailers and consumers will accept their reasoning behind this measured move.

But while the bulk of the talk has been about cards other suppliers have been busy working on the changes they need to make for their products.

Calendars is a good example of this, as a seasonal product we have only just seen what suppliers have been planning even though the publishers decided what they were going to do back in November

2018. Carousel Calendar’s new sustainable packaging for their 2020 range uses a cardboard envelope rather than the usual shrink-wrap and they are about to confirm the packaging developments they will make for their 2021 collection.

Those in the gift packaging sector have been busy as well, up until now the main focus has been on the materials being used for the items themselves but some manufacturers are now looking at the product’s packaging too.

Full Spectrum have recently launched a board presentation for the hugely popular wrap and tag pack, and they are getting a really positive response from retailers.

There has been a lot of talk about the fact that we have sold cards ‘naked’ before but that was back in the 1970s when the retail world was very different. Most retailers were independents and the development of the motorway system was just starting to make the growth of retail chains an option. Once retail went national the distribution methods started to change and plastics have been the protector of choice for transit and display ever since – these are two of the biggest areas of change that we all have to get to grips with in our business and personal lives.

This is a major challenge for pen manufacturers too, plastic blisters have been the preferred pack

Henri Davis is an independent retail advisor to businesses in the cards, gifts, stationery and heritage industries, with 35 years of retail experience. She has worked for Habitat, Next, WHSmith and the National Trust and now advises small and medium-sized businesses, including retailers, visitor attractions, manufacturers and suppliers. She is the first retailer deputy chairman of the Giftware Association and the recipient of this year’s Greats Honorary Achievement Award. For more information visit www.henridavis.co.uk.

22 www.greetingstoday.co.uk

format as retail has moved to multi packs and self-serve displays. Some major brands have been working on changing this for several years and have recently launched new packaging. uni-ball have announced that they have moved to a plastic free pack that is 100% cardboard.

As well as demanding changes from their suppliers, retailers have been working hard developing new displays that allow all sorts of products to be sold unwrapped, encouraging customers to bring their own containers and to refill as well.

Waitrose are trialling everyday refill stations for pasta, rice and dried fruit and the new Body Shop on Oxford Street uses upcycled, recycled or reclaimed fixturing as well as going back to their roots with refill stations for shampoos and shower gels.

It’s not just national retailers who are getting involved either, in September’s Greetings Today you read about Gifted in Thaxted having taken the huge step of installing a refill station for household, hair and body care products.

Reading Retail Week recently there was a great piece about retailers and their latest ideas on how to reduce their impact on the environment with some sobering statistics and intriguing initiatives. What is very clear is that the size and suitability of a product’s packaging will be assessed as part of category reviews and ranging decisions by many retailers in the future.

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RETAIL ENVIRONMENT

Be Virtual in 2020 In the digital age, John Ryan looks at ways retailers can make the most of both the physical realm and online sales in the year ahead.

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magine a world without greetings card shops.

It does actually exist and it’s half a world away, in China. This is the country where greetings are done, for the most part, by phone and where a wander around a shopping mall (there are relatively few high streets and most shopping is undertaken in shopping centres) reveals that both bookshops and card retailers are signally absent from the mix.

But this doesn’t mean that nobody bothers with anybody else in the world’s most populous nation.

Instead, greetings tend to arrive digitally accompanied by a QR code, sometimes entitling the recipient to a discount on something or to a gift when presented at the appropriate establishment.

All of which may sound a little bleak as the Christmas season comes into view. There are many who still enjoy arranging their Chrimbo cards on the mantlepiece in serried ranks, proving that they have more friends who love them more than others. Tis the season of competition, rather than goodwill.

Yet picture receiving a digital card that you can print off and add to the collection of paper ones that

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adorn the living room. Are you going to bother?

The answer is very probably not as most of the donkeywork in the process is down to you and it’s also a fact that digital greetings cards feel, to many of us, both second best and as if the sender really hasn’t given the whole thing much thought. The mental leap required for us to savour the moment when a greeting from somebody who cares appears on the screen of a phone is one that the great bulk of us find difficulty in making.

But consider what’s happening in some other areas of retail where digital at one point looked like a threat instead of any kind of new shopping channel. The fact of the matter is that many online merchants have looked at physical stores and realised that they may be missing out. In fashion, there are plenty of retailers operating in the virtual sphere who are busy taking space in the physical stores of their former rivals or are even opening standalone shops.

And there seems to be little resistance to the idea of shopping an online operation’s wares in a physical environment. But how can this possible apply to the little matter of selling cards? The answer would seem to be to take a look at what some of the better online retailers are doing in the offline world and

There are many who still enjoy arranging their Chrimbo cards on the mantlepiece in serried ranks

then to follow a process of buddying up.

This could take many forms, ranging from ordering a bespoke card online while in a store, to viewing a ‘curated’ physical range from an online purveyor, meaning that you, the retailer, will shift a few extra cards and the online operation will be encouraged to embrace the real world.

It’s a relatively simple equation, but it is quite surprising how little is done about it, even when the potential benefit for both parties is waiting to be seized.

It is, of course, a little late to be doing anything about all of this as Christmas 2019 beckons, but this does not mean it should be ignored as an idea.

2020 is just around the corner and if anything, those who fail to look at what might be done in that murky world that lies somewhere between the online and the physical will pay the price.

Somewhat prematurely, therefore, look beyond the next couple of months (hard to do) and think about how you might do things a little differently next year. As the shutters continue to be pulled down on what were once perfectly respectable retail businesses, now would be a good time to take a long hard look at yourself, what you do and what you could do.

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John Ryan is Stores Editor of Retail Week, a position he has held for more than two decades, and managing director of Newstores, a daily information service on what’s new in retail across the world. @newstores / www.newstores.co.uk +44 7710 429926

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CHILDREN’S CARDS & WRAP SPRING SEASON PRODUCTS

For The Kids

Redback Cards

Every parent wants their children to feel special on their birthday or on other major events, so many will go that extra mile to find the perfect card and wrapping for those allimportant gifts.

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e all remember the joy of being a kid and waking up on our birthday, excited by the prospect of ripping open our gifts and seeing what delights parents, grandparents, family or friends might have given us. It doesn’t matter how big or expensive the gift is, or how many there might be, presents are just fun to unwrap for kids of any age.

Whether you were seven and had a bike with a big red bow, a 10-yearold with a carefully wrapped box of Lego or even a toddler who received a great new teddy in a gift bag, there is something magical about unwrapping presents and that pleasure hasn’t changed for centuries.

The gifts we give our kids may change through the generations, what was a Walkman would now be a digital device, cabbage patch kids are now L.O.L. and board games have become more interactive but whatever the present may be, you still hope it brings a smile to the recipient’s face when it is revealed.

Also changing with the times are the themes and trends featured on kids cards. It’s the licensed categories where you will see more regular updates as a new children’s

Ling Designs

UKG

show becomes popular, another pop star hits the charts and more comic book franchises are released. Disney characters such as Mickey Mouse and Minnie have stood the test of time, but as films such as Frozen get sequels, Aladdin is given a liveaction reboot and new children’s shows like Bluey appear, then the pictures on cards and wrapping will follow suit (if it isn’t already tied-in with the release).

Perennial favourites such as dinosaurs, trucks, fairies and balloons go through periodical redesigns and changes in colour or style but they are tried and tested sellers that appeal to customers of all ages. Some animal trends may come and go, be it unicorns or llamas, but there is still space for a cute rabbit, puppy or kitten for any animal-obsessed young ones who might aspire to be veterinarians.

Number cards are key products for kids and while some retailers will stick to the ages 1 to 10, others will venture into the teenage years or the milestone ages depending on what their customers want.

Customer demographics can play a big part in age cards as different cultures celebrate different ages for a variety of reasons be it religious, cultural or simply a tradition. For example, turning 7 is a big thing in the Filipino culture as it’s the age when a child can be held accountable for his/her actions. 12 or 13 is when Jewish children will traditionally have a bat mitzvah or bar mitzvah. While a quineceanera is the celebration a 15-year-old girl might have if she has Mexican heritage. Sweet 16 used to be a coming-of-age celebration but that may be fading, although 18 marks the official entry into adulthood for many countries.

Another factor to consider with children’s cards is who is buying them and who the end recipient might be. Is it grandparents, parents, aunts, uncles or simply people buying cards for their children’s classmates at school? A son/ daughter, granddaughter/grandson, niece/nephew option will work for

What did they say?

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Presents are just fun to unwrap for kids of any age

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some but others prefer to keep it simple with a child-friendly design and happy birthday.

Primary colours will always catch kids’ attention, as will glitter, sequins, foil and anything shiny, which is why these elements will often feature on children’s cards.

The wrapping still has to tie-in though. Parents are becoming more environmentally conscious about wrapping paper and as one retailer told me, having something that is made from recycled material and can be recycled was a big hit for her and literally flew off the shelf. There’s also the packaging to consider with more producers coming up with ways of reducing the plastic used to protect the wrapping paper and even designing new ways of merchandising that doesn’t use plastic at all. It will eventually lead to a re-think of how wrapping paper is displayed the same way cards are being reconsidered with the naked debate but that is the nature of retail, always changing.

We may all get a little older each day but hopefully we also get a little wiser too.

26 www. www.greetingstoday greetingstoday..co.uk

Chris Beards, Mantons Cards, Port Erin, Isle of Man “We stock a large range of children’s cards including a section dedicated to children’s age and relations.

Companies like Jonny Javelin and ICG do some of the more unusual titles and the quality of the board and design is lovely. Our wrap is mostly

by Glick as their quality is fantastic and it fits in with our store perfectly.”

Joanne Sorrell, Cardies, Stevenage, Hertfordshire “When it comes to wrapping paper, my favourite designs are from the Paper Salad range from Glick. Nigel Quiney have also got a selection of children’s cards we find are popular with grandparents as they have the age and relation listed on it”

Amelia Strawson Ling Design “Who could resist the ‘Cheeky Monkey’ design from the Jack & Lily range, its full of energy and appeals to both parents and children with its sense of fun.”

Ling Design Jack & Lily is a cute and colourful range of eye-catching gift packaging designed for children. With cheeky monkeys, magical unicorns and adorable dinosaurs in party hats, it is a big hit with little people.

Jack & Lily is the first in house collaboration between Penny Kennedy and the Ling Design artists, which means that each item within the range features artwork created in the studio that is completely unique. There is also no trouble finding matching cards, because the collection goes side-by-side with the children’s Jack & Lily range from Ling Design.

T: 01892 838574 www.lingdesign.co.uk

Poet and Painter Poet and Painter have recently released their first ever range of Children’s number cards Numero! Created using collage, the range uses an off-beat colour palette, embracing the joy of being a kid while avoiding the gendered colour stereotypes - for all of the future makers and shakers, whatever they are going to be.

Laura Darrington Design

T: 07779 064894 www.poetandpainter.co.uk

Brand new for 2020, Laura Darrington Design have announced the arrival of their newest children’s range, The Artbox Collection. Featuring 24 epic designs perfect for your little people, this collection comes with a die-cut top edge, vibrant primary colours and a coloured envelope as standard. From sharks to cars, flamingos to roller boots – they have got all the bases covered.

T: 01162 849660 www.lauradarrington.com

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CHILDREN’S CARDS & WRAP

Kali Stileman The new cards for girls from Kali Stilemen come in the classic square design, as well as a Tiddly Widdly version featuring baking, dancing (what autumnal evenings are complete without the likes of GBBO or Strictly Come Dancing?), unicorns & mermaids. All the cards are printed on lovely matt board with glittery highlights. Available is square size 140mm x 140mm as well as 95mm x 125mm.

T: 01305 848899 www.kalistilemanpublishing.co.uk

Redback Cards Redback’s Shine collection continues to dazzle, winning ‘Best Contemporary Trend’ at this year’s Henries awards.

With wild animals and cool characters, children will be filled with delight as these designs are brought to life through their reversible sequin feature. An awesome way to celebrate a special occasion, kids will love the eye-catching colours. Better still, these sequined patches are peel-able and reusable, allowing the recipient endless fun as they customise their favourite jackets, bags or books. Look out for a whole host of shiny, new characters and something special to mark those milestone ages, joining the collection very soon!

T: 01752 830482 www.redbackcards.com 28 www.greetingstoday.co.uk

UK Greetings UK Greetings are adding 36 fantastic new designs to their Juvenile offering, with a focus on Disney. The new designs capitalise on fan favourite franchises, support film releases, offer contemporary new looks and include innovation in the form of paper engineering and lenticular formats. The designs are sure to surprise and delight both retailers and consumers, available to order from 20th December.

Star Wars: Be taken to a galaxy far, far away with these cosmic new Star Wars deigns. Featuring all your favourite heroes and villains with bold captioned ages! The new collection also includes a movie poster design to celebrate the final episode of the saga, plus an epic pop-up design.

Disney Marie: In hot pink with neon flock, these Marie cards bring the cat-titude and cute.

Disney Princess: From amazing pop-ups and a theatre folds to fun photography and colourful designs. Princesses of all ages will love these magical cards!

Disney Classics: With classic Disney favourites and soft artwork palette, these cares are ideal for a younger send.

Marvel: Wakanda Forever! Treat them like Marvel royalty with these awesome new Black Panther cards!

Lenticular design.

Minnie Mouse: Ombre polka dots, rainbow dresses and mermaid tails – no one does style like Minnie and these colourful juvenile cards! Make their day magical with Minnie and some colouring fun!

T: 01924 436384 www.ukgreetings.co.uk

ON THE SHOP FRONT

VIEWPOINT FROM AN INDEPENDENT

The Ripple Effect Small steps can lead to big things and you never know where it can take you. Sarah Laker looks back at what steps she took to become a finalist in the Indie Retail Best Small Shop competition

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n Nov 5th I attended a reception at the Houses of Parliament for 25 independent shopkeepers who were finalists in the Indie Retail Best Small Shop competition. As I stood there soaking up the buzz, I wondered how did I end up here?

Well when you throw a pebble into still water it starts a ripple, the effect of the ripple is far greater than the action itself.

The pebble was thrown back in September 2016, when Maped Helix asked me to be part of their Premier Partner Scheme. I had doubts, why choose my little shop out of all their UK accounts? I was reassured that I was exactly what they were looking for, someone who had passion, was adaptable, who would work with them and not afraid to try new ideas. I still wasn’t sure, but soon after I was visiting Maped’s Head Office, and the ripples started.

After the Premier Partner Scheme came Office Club’s encouragement for me to go online. This was a massive leap. My love will always be selling stationery in my shop, and guiding customers with their purchases, however having an online presence really enhances this and helps my retail offering.

Selling online meant the need for new, interesting stationery was paramount and so trade fairs feature heavily in my life, in particular the London Stationery Show. This is everything I love about stationery in one place – great products, new products, trends, colours, new and current suppliers. Then there’s National Stationery Week. In 2017 I entered the best dressed window competition and won! Another ripple was started and brought me and my shop to people’s attention.

I was asked to be a judge for a competition at the Manchester Stationery Show and it was a nice to know my opinion was valued.

2018 was a tough year, sales were down and I tried to see how I could reverse this. I attended more trade shows, seminars and conferences,

listened to industry experts, went on social media courses and more. I worked hard at promoting my shop. All the skills I’d learnt on my website were transferred into a new one and Giraffe Gifts was born. My shop front had an overhaul, fresh paint, new sign and a custom-made pencil planter was commissioned. The shop looked so different that it caused a stir in the local community and was referred to as Marple’s newest landmark.

My 2019 New Year shop window had the quote, “The New Year is like a blank book. The Pen is in your hands. It is your chance to write a beautiful story for yourself.” I could never have predicted what 2019 would bring.

In January, I was asked to be one of the new product judges for the London Stationery Show awards. Just before the awards, National Stationery Week announced that Paperchase and Rymans were sponsors and I felt that there should be something for indie shops. When I headed to London for the judging, I mentioned the lack of anything planned for indies in NSW and soon found myself heading up #stationeryshopsaturday, a day for independent sellers of stationery to celebrate their businesses and their passion for all things stationery.

Suddenly I was involved with promoting #sss nationally. It was a crazy few weeks, I even went on Sara Cox’s radio 2 drive time. And the event was a total success. Industry magazines were talking about it, my suppliers loved it, new

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When you throw a pebble into still water it starts a ripple, the effect of the ripple is far greater than the action itself

suppliers wanted me to stock their products. My customers were proud that my shop in Marple was promoting indie retail nationally.

But the ripples didn’t stop there. I’ve written magazine articles, blog posts and product reviews.

I was invited to Insights-X in Nuremberg, a big European trade fair. I loved it so much that I’ve just booked to go to Paperworld in Frankfurt next year. It surprises me that not all indie shops attend trade fairs. You never know what you might find or who you might meet. And nothing beats actually having the product in your hands and talking to the supplier, it’s just not the same looking online or in a catalogue.

I’m involved with #Stationeryshopsaturday again in 2020 and looking forward to what can be achieved with more time to plan and advertise. I’ve also been asked to sit on a retail panel at Spring Fair. It’s been quite a year. I’ve done things I never imagined and I’ve loved every minute of it. I may not have won in the Best Small Shop competition but I’m always pleased to get back to Marple and my loyal customers. I wonder where the ripples will spread in 2020.

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Each month an independent retailer takes up their pen (or taps away at their keyboard) as a guest columnist for Greetings Today. This month we hear from Sarah Laker, who runs Stationery Supplies in Marple, www.marplestationerysupplies.co.uk www.facebook.com/greetingstodaymag @greetingstoday

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Four corners

North, south, east, west, wherever you go, retailers know their business the best.

Four shop owners from the corners of the UK give their opinions on this month’s Greetings Today features.

North - Denise Laird, Spirito, Glasgow We are still in the midst of Autumn and the clocks have only recently changed back, but such is the seasonal nature of buying product for the greetings industry that we are already looking ahead to spring and it is great to see the new designs and ideas coming through for 2020. I think we are all drawn towards strong bold colour for children and spring and Rachel Ellen’s new designs are ticking all the boxes. The new children’s alphabet flat wrap design from Rachel Ellen is so colourful and I love that it is very versatile. Another lovely new collection from Rachel Ellen called “Pop” does exactly that, with wonderful bright colours printed on a luxurious board using a contemporary pattern and a bright envelope too – and the range encompasses both children’s and adult male cards. It is always a bit of a challenge to find fresh male cards that really hit the spot, but a couple of cards that have recently caught my eye for the men in your life are from Redback and include humorous silver foil text designs and an unusual sequin patch effect for the many football fans out there.

East – Joanne Sorrell, Cardies, Stevenage, Hertfordshire We’re in Christmas mode now, we tend to put out about half of our Christmas card stock in October as we are always short on space. It’s a balancing act of what people want to buy. But once November arrives we put out our whole selection of Christmas. Grandparents are often the early buyers, making sure that they get the best choice of the special relations – Grandson, Granddaughter, Son and Daughter-in-law, Daughter and Son-in-law being top of their list and buying their packs/boxes of cards.

Looking ahead to Father’s Day we mainly use Nigel Quiney, Second Nature, Paperlink, Wendy Jones-Blackett, Rosie Made a Thing and BellyButton. We tend to stick with a smaller selection for Father’s Day as it’s not a really busy season for us.

For children’s wrap we use Glick. Our favourite designs are from the Paper Salad range. We have recently ordered grandson and granddaughter juvenile age cards from Nigel Quiney which have been well received by the grandparents, they like the fact that they have both the age and grandson/granddaughter caption on one card. Another of our favourite children’s range is Kali Stileman Tiddly Widdlies.

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South – Dave Hockridge, Present Surprise, Chichester Little did we know at the beginning of the year that there would be an election to spoil our Christmas pudding! The card companies have come up trumps with topical cards from Dean Morris, Rambling Mansion and Simon Drew as well as the Matt range from Woodmansterne. It’s interesting that these cards are mostly bought for men, it seems that people are more likely to buy a witty or rude card for a male rather than for a female friend or relative.

Traditional male cards such as sport, cars, etc do still sell, but most buyers seem to want humour injected into the mix. The Holy Mackerel range is very popular – plasticine people with witty word plays. Twizler are also humorous cartoon type cards that are good sellers, but some customers do cross over to the rude. Most of these providers have a good range of Father’s Day cards when it comes to that time of year. Tracks Publishing have recently launched a range of “Fluff” cards which are looking to be popular this Christmas and we would expect them to be a hit for Father’s Day too. Some customers are buying these cards for children, although the majority of the cards we sell for kids are either with an age on them or the Quentin Blake range from Woodmansterne. We do still get customers looking for age cards for children over 10, although our experience is that children over 10 don’t want to be reminded how young they are. We stock cards for 13 and 16-year-olds (and number stickers) to satisfy this need, but invariably they just buy an ordinary card. It always makes us smile when someone asks for a card with 17 on it but they are usually adamant that is what they want. Hypa provide a good range of cards and wrap for children (Beatrix Potter, Mr Bean, Mr Benn, Mr Men) – lots of this range is bought for adults too! People do think kids will just rip open a present so wrap isn’t too important but we beg to differ!

West – Chris Manship, The Card Shop, Cardiff Father’s Day is probably the easiest event to plan for during the year for us, our independent suppliers do a fantastic job of producing Welsh sports themed cards (shame about the rugby results) which go down very well, also humorous cards will always be a popular choice with our customers.

Age cards for children are becoming a bit of a problem area as the majority of manufacturers are not producing cards with modern and relevant themes.

Children are playing computers and electronic games at an early age, but it’s hard to find the relevant stock that reflects this change in lifestyle and interest. Licensed cards from Danilo have always been very popular, but we are still looking for those lines which will break the mould for certain ages.

www.facebook.com/greetingstodaymag @greetingstoday

IT’S ALL

ABOUT SALES

One Way Or Another

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ell 2019 has certainly been one of edge of the main shopping centre. In owner Stuart those more “interesting” years for Delahoy’s words, “I pay for my footfall through the costs of being in this location. So now that I have retailing.

Most of my shop visits recently passing traffic, I have to make it work.” One of Stuart’s biggest challenges is the passing customers’ have included a conversation on how trade has perception of what a shop sells inside. If they think been this year. My customers regularly ask, they might find certain products “What is everyone else saying?” and don’t, then it’s no sale. If It’s interesting and reassuring to Whilst the term they don’t come in because know how other shops are doing. they don’t think it will be sold Whilst the term “Brexit” is now “Brexit” is now commonplace three years after the commonplace three years inside, then also no sale. It’s so important that the shop’s exterior referendum, it’s hard to quantify after the referendum, matches what you find inside and the effect on how consumers are it’s hard to quantify the vice versa. spending their money. What my Stuart talked about another customers know for certain is that effect on how consumers challenge too, “We’re seeing it’s had an effect on consumer are spending their very little innovation from gift confidence. money suppliers for fear of the product The trading patterns have been not selling to expectations. We’re looking sideways very erratic and unpredictable for most of the to consider what products might work for us. For year. Footfall has definitely been a contributing example, we started selling mini real cactus a couple factor as it makes so much difference to the potential for sales. I still believe that we are going of years ago and then expanded to small house plants this year. These have worked very well for us.” through a retail transformation as the internet In contrast Stuart finds that the innovation from finds its position in the overall scheme of things. greeting cards and also jewellery is excellent. “Since However, there is no doubt that there is a place we opened, we have continually increased the for good quality independent retailers. space and variety given to greeting cards. We are But there’s still plenty to be positive about planning a further extension to our card offer before and I hear lots of good news stories too. It’s Christmas.” become harder work to achieve good sales and Moving north I caught up with Philip Nield the shops that I see trying the hardest are those who has a high-profile Hallmark Gold Crown in that are achieving the most. When things get Nantwich, a medium sized market town with all tough it is actually the right time to invest in your the usual competition and another Gold Crown in shop. Whether that’s with new products, some Rugely. Philip explained how 2019 has been a very refurbishment or simply new ways of engaging difficult trading year, “We have seen a significant the customer, it all helps towards better sales in decline in the scented candle market and been difficult trading. challenged by additional competition in our high So as usual I took the opportunity to ask a street. Since starting in 1985 we’ve never had to couple of my customers how they are finding the work harder than this year. However, we have been year and what they’re doing about it? First up, encouraged to see the last couple of months sales Set Design based in Leicester’s city centre on the

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return and even exceed the same period last year.

We continually focus on our greeting card offer to maintain and hopefully grow sales. Along with some changes to our suppliers we strive to ensure that we are always in stock across our displays.

There are opportunities to become more specialised rather than compete with what everyone else offers. We’re always on the lookout for more upmarket gift lines rather than simply tried and tested ones.”

So, who knows where we will be by the start of 2020? There are so many questions and unknown outcomes surrounding the whole Brexit issue. Will it be like the “millennium bug” 20 years ago and actually not end up having the impact that we’ve been concerned about? We could have a new PM, a new government or even be out of Europe. After the last four years of political antics I’m not sure anyone could guess where we will be at this time next year. Whatever our individual beliefs, the only common thread that everyone seems to agree on is that we need it to be done and dusted, one way or another, and get consumer confidence back in the country, the economy and most importantly the High Street.

Ian Bradley (Midland Card Agencies, T: 07905 597498) is an experienced independent greetings industry sales agent in the Midlands, and shares experiences of life of the road bi-monthly with guest agents taking up their pen in between. www.facebook.com/greetingstodaymag @greetingstoday

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PROFILE ARTECO DESIGNS

ArtEco Designs Nature has always been at the ‘heart’ of ArtEco Designs as Martin Gaunt explains.

ArtEco Designs’ Martin Gaunt (centre front) and Jess Wynne (back left) on location in India with an armed escort and Bill Bailey

How did your business get started?

Previously I earned a living producing natural history for the likes of Animal Planet and the BBC. One of my last projects was a book and DVD called ‘The Heart of a Garden’. The book was a minor hit back in 2007 with BBC Gardeners’ Question Time making it their recommendation for Christmas.

Our first card range was really a spin off from that project, utilising our own image library. That’s why we were first known as ‘The Heart of a Garden’.

What inspires your work?

The natural environment but also the complex, varied people that we share it with. Good documentary is about listening and encouraging debate. I was often surprised how easy it was to think you knew best, when really what you knew best was simply just what you knew at that time. In card terms what inspires me the most is the cards that sell the best!

Most exciting part of your job?

Working in natural history I enjoyed the travel, the exotic locations and the odd

moment of adventure. Being rammed by a boat of sealers while filming on the ice floes in the Gulf of St. Lawrence, trying to wrestle my arm from the mouth of a bear in India – that sort of thing. Nowadays, I am just pleased that fewer people or things want to kill or eat me, and I enjoy putting a good

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Nowadays, I am just pleased that fewer people or things want to kill or eat me

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team together and developing new products. The creative process can be exciting and rewarding.

What is the biggest trend in the industry right now?

The problem with trends is that by the time they are recognised as commercially successful, they are

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already in decline. So to be ‘on trend’ you need to take a few risks. That said, I see no shame in taking what is proven to work and simply trying to improve upon it adding distinguishable character and value.

What card or range has been the most surprising success for you?

I am more surprised by the cards that don’t get the exposure and success they deserve. Many smaller publishers just do not get the distribution they need to be successful. However, I’m not at all surprised by the success of our Nature Guides collection, designed by Angie Spurgeon, the cards seem to have wide appeal and have become collectable.

Environmental issues are the focus in the industry right now – what steps have you introduced to be greener?

We were ‘greener’ from day one, with our own FSC audits and certification.

Our raison d’être has been to encourage a wider engagement with the natural environment and cards are a great medium. Currently we prefer to use a compostable vegetable-based, plastic-

free packaging; this improves the life of the product. While ‘naked’ might work for some, we did the impact sums and decided compostable was the best option for us and the planet at this time.

You’ve made some acquisitions recently, what prompted you take that route?

It’s been a tough market for all publishers, but it was after some ten years of hard-won but consistent growth that we realised that our experience was the exception, and not the rule. That growth has allowed us to take advantage of some great deals – our most recent acquisitions being the Romansleigh Group and Halcyon Cards.

Plans for 2020 and beyond?

Just to be open-minded and to do good business where we can make a difference, rather than simply imitate what other companies have been doing for longer than us. To be disruptive, in the positive sense.

What do you feel are the biggest challenges facing businesses currently?

We sell to the High Street and I come from a family of retailers, so I know the challenges they, and we, face.

Good working relationships can mean different things to different people, to me it means making the best possible return for my customer.

To that end we have become more involved with planning, managing and merchandising locations.

We think of ourselves as a ‘big-small’ publisher, with the portfolio of a larger company (2000+ designs) but offering the detailed, personal service of a smaller independent. We have just employed two more full-time Area Sales Managers and feel truly confident about making a difference in an everdemanding market.

meetthenewbies Sleepy Bee Studio The husband and wife team of Gavin and Charlie founded Sleepy Bee Studio in 2019; a creative design studio based in Cambridge, specialising in premium stationery and gifts. Charlie’s background is in buying, illustration and product design, while Gav is a graphic designer and artworker.

The stationery collections are all based on themes, with the first four all inspired by their hometown of Cambridge and aptly named Cambridge, Botanical, Darwin and Stargazer.

The greeting cards are where they really have fun with design; rather than sticking to one particular style they like to experiment with various media to suit the subject of the product.

The incorporation of ink and watercolour with modern typography or classic calligraphy opens up the collection to suit different tastes, ranging from delicate handmade cards with wax seals and handwritten bespoke notes, to the more modern use of gold foil and illustrations.

Packaging is a really important factor, so everything is presented in either recyclable or reusable materials whilst keeping the look of the product premium and something you almost don’t want to unwrap. All stationery is produced in the UK using FSC® certified stock and the bespoke tissue paper is produced by an Eco-Alliance company that plants a tree for each order that is placed.

Sleepy Bee Studio are doing their first trade show at Top Drawer Jan 2020 in the Spotted category (SP20) and are really excited to showcase their designs along with their new nostalgia greeting cards that have just gone to print!

T: 07411 720965 www.sleepybeestudio.co.uk

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The incorporation of ink and watercolour with modern typography or classic calligraphy opens up the collection to suit different tastes

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Graphic Factory

Founded in Istanbul as a family company which has taken part in important museum and design stores with their art prints and products in Turkey. They are proud of to win UNDP and STEVIE Awards with their designed communication and awareness campaigns for various major enterprise companies.

Designer Reyhan Karacadag was really impressed by the tradition of sending printed greeting cards during her visits to UK. Greeting cards design excited her because she knows greeting cards are not just about the card you are sending but within the card it holds love, hope, happiness, support, and the emotions of life and self. So the family business decided to invest and diversify and established Graphic Factory in the UK in May 2019. They named their company as “Graphic Factory” which stands for “design, creativity and production”.

At the moment Graphic Factory has more than 350 greeting card designs which also contains a special collection of cards by marbling artist Ebru Kocak Robinson.

T: 07570 103577 www.graphicfactory.co.uk

www.facebook.com/greetingstodaymag@greetingstoday www.facebook.com/greetingstodaymag @greetingstoday

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SERVICES TO THEPRODUCTS INDUSTRY SPRING SEASON

Many hands make light work No man is an island as the saying goes and the same can be said for a business. Whether a business is big or small, there is always a lot more going on than what people realise when they purchase the final product.

T

he greeting card industry will consider printing, accounting, in the UK is a large storage or even postage let alone and complex spider’s other operations such as marketing, web of businesses that merchandising or sales. That’s when compete, collaborate and inspire a good support network is vital. to create a plethora of products Support can come in many for consumers to buy. There are forms. A good group of family and businesses of every size and shape friends is often the first point of possible operating across the call for most business operators country (and globe) to design, when they start out, whether produce, package, deliver, display it’s mum doing the invoices, dad and sell the folded pieces of card doing deliveries or a bestie who and their corresponding envelopes. helps in any way possible on the Despite the British public spending weekends, every little bit helps. £1.7 billion on cards in 2018, the But as businesses grow, customers don’t know the the need for professional lengthy and involved services increases and it’s processes required these organisations that our to buy that birthday or industry relies on. anniversary card. Even Printers know how to many newcomers to the print, they can advise on industry be it publishers paper stocks, inks, decorative or retailers, probably techniques and more. It underestimate the isn’t just about finding work required, but at one that can do the job the end of the day everyone at the right price and at works together to get the the right time, forming a shelves stocked. good relationship can be a When a person great asset. decides to start their The same can be said for own business and make sales agents. Not everyone a product, be it cards, is a born salesman, yet if you stationery or something want to get your product out else, there is usually the grand there then you need to have idea that they’ve got something the right person/people to help unique and wonderful spread the word. Working with that people will love the right agent is the basis and more importantly for a great relationship. At a buy. But getting those recent meeting, one publisher goods into people’s (who shall remain nameless) Wire Fittings wouldn’t even divulge the name of hands is the tricky part.

Artists and designers their top agent for fear of losing that want to create, not all of them person to the competition.

£1.7 billion the British public spent on cards in 2018 30 www.

34 www.greetingstoday www.greetingstoday.co.uk greetingstoday..co.uk .co.uk

UKG

Social media and an online presence come into play here too, so getting the good website built that is user-friendly, easy to update and possible for customers to find is all-important. You may have great stuff, but if people can’t find you online then you’re missing out on sales, contacts and more.

Of course, once a small business is no longer operating out of a front room or garage, then storage, packaging and distribution all need to be considered and these things only become bigger considerations as sales increase and a business grows. These thirdparty suppliers are the unsung heroes of the card industry as they help relieve many an ordering headache. As Kali Stileman said of Jo Hill of Hill Shorter, “She prints the majority of my paper products, does all my packing and generally keeps me sane!”

But it isn’t just the production and design side of the business that has many facets, the retailers don’t operate in isolation either. Whether you’re a small

independent, or a member of a much bigger organisation, there are still many people behind the scenes that keep things running smoothly. Shop fitters help to build the right atmosphere of a store. The right POS system, technology and training help the day-to-day operations go smoothly. Having the best displays for your products is important for their visual impact and the ability to increase sales. Retailers have the ability to work with some publishers on their displays and merchandising and this can be a win-win situation for all of those involved. Ranges are displayed for maximum impact which helps customers find what they want, which improves sales and brand awareness.

There are many other areas that impact how we go about our work, day in and day out. But whoever helps you get things done deserves a pat on the back, high-five or maybe a box of chocolates at Christmas as a thank you as we all like to feel appreciated.

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SERVICES TO THE INDUSTRY

Wire We So Awesome

UK Greetings For more than 100 years UK Greetings have been proud to create greeting cards, gift dressing and social expressions products for big events and occasions that bring people together. They’ve grown to become one of the largest direct to retail publishers in the UK offering award-winning product and services.

Their record speaks for itself having won ‘Best Licensed Paper Products’ at The Licensing Awards with Disney Faces and winning the prestigious Henries award for ‘Best Service to the Independent Retailer’ for the ninth year in a row.

Darren Cave, Commercial Director said, “It’s a fantastic achievement to once again be recognised for our service to the Independent sector. The fact that we have won this award for nine years in a row shows that we are consistently committed to providing the best service to our customers.

Thank you to all of our customers who voted for us, this is such a special award within the industry and means so much to everyone at UKG.” Another aspect of their business that UKG is justifiably proud of is their Webshop. The online service gives customers direct access to their displays and UKG’s entire product catalogue. As a Webshop customer you have the ability to place orders at your convenience, track orders through to delivery and take advantage of exclusive marketing material and promotions. UKG are continuously developing the Webshop and have some exciting new features launching in 2020. If you’re interested in learning more about the online portal just visit the UK Greetings Youtube channel or contact the Customer Care team.

What else is on the cards for 2020? 148 new standalone designs will be launched in June, with a further 131 pre-sold in October to sell January. Plus the Wedding Collection for 2020 and Minor Seasons.

UKG will be on the road again from January 2020 presenting a Christmas spectacular across the UK with their Christmas Showrooms showcasing an amazing array of creativity for 2020! This is an exclusive event so make sure you book your place early.

T: 01924 465200 www.ukgreetings.co.uk

Have no fear, the quality of Wire Fittings display stands are significantly better than their puns.

Wire Fittings have been making display stands for 58 years. They supply many of the leading card publishers in the UK with both standard products and bespoke one-off designs, which are tailored for the individual customer requirement.

Five years ago, they were one of the pioneers for using wood and wire, which has now become a must in many retail outlets around the world. 2019 has seen several changes at Wire Fittings. New management have taken control and they have invested heavily in the systems and processes to ensure quicker deliveries.

Although they are based on the south coast, they now have technical sales staff based in the Midlands and North of England for the first time. These team members are able to work with customers on their bespoke requirements and produce display stands that are both practical and able to display the product to its best potential.

In 2020 there will be new products added to their extensive stock range, including specialist wood products. Having forged manufacturing partnerships with both wooden stand manufacturers and sheet metal manufacturers Wire Fittings are able to provide a one-stop solution to client’s needs.

Keep an eye out for their new product launch in January 2020. The product is designed for clients to be able to customize their stands to stand out and be unique from the competition.

T: 01929 422762 www.wirefittings. co.uk

Enveco With the environment becoming of greater concern to the industry and the community in general, Enveco are pleased to now stock Nativia biodegradable bags in their most popular sizes. Nativia film is made from renewable resources with the PLA bio-based resin sourced from corn or other plants such as sugar beet and potatoes. The film is fully compostable and will break down under the right conditions. Please contact Enveco for more information or samples.

T: 01908 378866 www.enveco.co.uk 36 www.greetingstoday.co.uk

www.faceb

STEP BACK IN TIME

Celebrating more than 25 years of publishing Greetings and Greetings Today, here we step back in time each issue to five, 10, 15, and 20 years ago in the greetings card industry – Malcolm Naish

November 2014 ■

Paperchase open up a mouth-watering agreement to supply 1,200 Staples stores in the USA. There are also plenty of rumours flying around of a possible Paperchase sale in the region of £150m.

■

Danilo link with ITV Studios to launch a range of ever-green favourite ‘Thunderbirds’.

Still as popular today as it was when the series was first launched in 1965/6, I attended their opening launch which I seem to recall was on board a boat in London docks.

■

Proof if ever was needed, that you can’t keep a good licence from frequently being reborn with all the improvements that have come with modern technology.

■

UK Greetings announce that they are to cease all UK printing by August 2015. I guess it had to come at some stage. Major competitors Hallmark had already announced a similar decision in March, perhaps illustrating how competitive card production and pricing was becoming.

■

We highlight the growing success of partners Jo Hancock and Paul Taylor, whose Cardzone group of card shops in late 2014 was over eighty. They continue to flourish today with their head office in Farnsfield.

November 2009 ■

I loved the Artscape front cover for this November. Certainly, a different type of greeting card to grace our front cover.

■

Back towards the end of 2009 much of retail was anxious about the increasing growth of the discounter. Led by the likes of Card Factory, many Independents were fearing for the future, but our then Editor Lewis Eckett pointed out that for example Wilkinsons had a box of 40 Christmas cards for a mere 97p. but at the same time five hand-made luxury cards at £2.90. Obviously, product mix was the name of the game.

■

Card Factory’s major shareholder Dean Hoyle appoints KPMG to carry out a strategic review that could lead to a sale of the company. With 480 stores it is a good buy and will allow Dean to spend more time on his first love – Huddersfield Football Club.

■

Clintons annoy the British Property Federation after placing Birthdays in administration then buying back 193 of their 323 stores a month later, making a tidy profit in their year-end books of £13.5m. and also re-negotiating down many of the rents. From Clinton’s perspective – good business!

November 2004 ■

Fifteen years ago Carte Blanche sponsored a ‘Me to You’ yacht for a global challenge that would involve nine months at sea over a route of 30,000 miles plus. Our then Editor the lovely Vicky Denton spent a day on the yacht to get a feel for the conditions that the crew would face over the next nine months or so.

For Vicky it was an experience and one she didn’t really ever want to try again!

■

Russ Berrie fire 75 staff in a trimming down of their American work force and bring in a hot-shot Vice President of Sales. The cut represents just 5% of their USA workforce.

■

WH Smith release the worst results for some time with losses of £135m. The worst in their 212-year history. Much of this was due to a £200m exceptional charge as a result of business re-organisation costs.

■

Rainbow Designs sign Hallmark’s ‘Forever Friends’ to add to their licensing portfolio.

■

I interview David Orr who has just taken over the Presidency of the GCA. A lovely guy with a great understanding of the greeting card industry. David was currently with Simon Elvin, having previously worked for a number of leading card publishers including Kingsley Cards. With 313 members in 2004. Also on the committee was William McCracken as the GCA’s special envoy to the Royal Mail. William was actively attempting to persuade the Royal Mail to change its stance on ‘Social Mail’ which then accounted for 15% of their business. (pic page 12 Nov 2004)

November 1999 ■

American Greetings are planning to buy Gibsons

■

I loved the letter from an artist who had after a number of years supplying artwork to greeting card Publishers had decided ‘enough was enough’. He was peed off by the measly £50 up to £100 paid for an original design, upset that these fees appeared to be set in stone. Plus the fact that many suppliers also delayed payment.

These were his final two paragraphs.

“If you are a creative whizz kid with talent I wish you well. There are good guys out there who do care about good design and fair play. You’ll have to look for them though!

Good business is playing fair and business relationships built on fair play and respect for the artist can only be good news for the greeting card industry.”

■

Our columnist Bruno Citra who has a card shop in Queensferry, Clywdd is worried about the forthcoming revaluation of all national non-domestic rates in Britain. Bruno remembered the previous one in 1995 when his business rates increased an incredible 108% from £2,660 to £5,400 overnight.

The bastards are still at it when I come to think what I pay on the non-domestic rates at Lema Towers!

■

Proving once again the longevity of licensed characters, our back cover was taken by Copywrite Designs for their ‘Toy Story 2’ deluxe range. Here we are 20 years on and have just enjoyed the Toy Story 4 movie and associated products.

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www.greetingstoday.co.uk 37

ON THE LINE

INTERNET INFORMATION

“And now, the end is near” S

o, sang the The Voice, Ol’ Blue Eyes or thousand columns like this and clever marketing Francis Albert Sinatra to his mum. The gurus will tell you to monitor trends and stay on end of what you may ask. Well, the end brand but you know your business, products and of the year for one. Hopefully you’ve customers better than anyone. Be truthful, brave had a joyously good one. As 2019 draws to a and believe in what you do and don’t be afraid close, its traditional to do a review of the year to shout out how great you are both online and (plus catch up on sleep once the Christmas rush in the real world. is over). And yes, it’s been a very good year.

Storytelling has been shaping social media Sure, regrets, I’ve had a few and there were and digital marketing for quite some time and times when I bit off more than I could chew. But people want to hear about the events and shops hopefully like Frank, I did it my way. I’ve loved, local to them. We’re telling the stories of our I’ve laughed, cried and I’d like to think I can shops online and it’s important to have our look back on the year with pride. voices heard. We are not clones or bland big It’s worth remembering that Wishes is quite a brands. We’re not disposable tat and of course small shop, nestled on a lovely little high street we pay our taxes. We are often the heart of in the village of Cudworth. The village, as with our communities and every sale, no matter much of Barnsley, has a long and proud tradition how small counts. Our customers can be our of coal mining and has retained much of its friends and social media allows us to connect character and characters. It’s old school in the with them. best possible way but not outdated and out of Our community projects this year have also touch. The best of both worlds. Its been a great success with the comforting that villages and high Cudworth Calendars, Walking Storytelling has been streets like ours still exist when shaping social media and Maps, Bunny Trail, Remembrance competing with the Amazons and Day Projects and Christmas Fair digital marketing for quite all hitting the headlines. We’ve eBays of the world. 2019 is once some time and people again being proclaimed by some been nominated for a Reta Award as the year the high street died and want to hear about the again and our community group it’s true we’ve seen many small is up for a “Proud of Barnsley” events and shops local businesses close their doors for the award at the end of November. It’s final time. However, we’re glad to to them nice and indeed rewarding to put report it’s been a great year for us something back into the area in and whilst of course we could have done better, which our shop is based. that’s life and surely the best is yet to come.

What of 2020… well, there will be no doubt The online message for us here at Wishes further advancements in algorithms and artificial has always been to keep it real: to focus on the intelligence (I’d like to praise our Robot people connected to shop and the Cudworth Overloads in advance), hopefully less fake news community. Julia our wise rat pack leader and and rhetoric and I’d like to think that the future shop’s owner, works most days in the shop. for little indies like us at Wishes is a bright one.

She’s very much the face of Wishes and despite A future of villages, towns and cities packed full her sometime reluctance to feature on “just the of wonderful, quirky and delightful shops, run by one more photo” for our Facebook page, it helps dreamers, fighters and inspirational high street to keep social media true to your values and heroes like you. the story that you want to tell. You can read a And now, as tears subside, I feel it’s time to

‘

face the final curtain. For this alas my last GT column. It’s always been a personal thrill to write these articles and I hope you dear reader have enjoyed reading as much as I’ve enjoyed writing them. I’ve always been on a mission to shout loudly about shopping locally. That social media despite the sometimes downsides is a great way to promote our shops. Please keep following us on Facebook and lets not be strangers in the night.

‘

Chris Fox is the digital content manger for greetings card and gift shop Wishes of Cudworth owned and run by partner Julia Keeling as well as the giftshophub.co.uk online resource for independent shops, small businesses and artists. Having learned how to take advantage of the opportunities offered by the internet and social media, he aims to pass on the online tips he’s discovered so far to help independent retailers boost their bricks and mortar businesses in the digital age.

38 www.greetingstoday.co.uk

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