Progressive Greetings February 2023

ON THE CARDS

Thankfully The Grinch didn’t steal Christmas, but it was a close call for many in our industry. The Royal Mail strikes hit hard, resulting in many people deciding to significantly cull the number of Christmas cards they sent, and therefore the number of Christmas boxes they bought. While encouragingly the sales of single Christmas cards were up for many, even the most seasoned greeting card retailers were left with a mass of boxes. This was not a welcome situation for them in their December till takings, though their increased counter card sales went some way to mitigate this, but it also pushes the problem onto publishers supplying those boxes as to what to do for this year. Moreover, looking holistically, the whole sector has a challenge on its handsto not rely on Christmas 2022 just being a blip and to set about reigniting the more widespread sending of festive greetings. The danger is, that once people get used to something different, it is mighty difficult to reverse that trend as it is invariably superceded by a new habit, and in the words of 19th Century psychologist and philosopher William James: “Habit is the enormous flywheel of society, its most precious conservative agent.”

Like most fabulous independent greeting card retailers, Kaye Thurgood, owner of Sincerely Yours in Shenfield and Hornchurch is a very busy person, not just with her own shops, but ensuring that her whole retailing community is nurtured, promoted and protected. Yet, unprepared to let new habits take hold and Christmas card sending slide without a fight, she was easily persuaded by me to lead the charge of a new ‘SWAT team’, that will be set up under the auspices of the GCA/PG, with a mission of leaving the UK population in no doubts as to the merits of sending lots and lots of Christmas cards this year. Anyone wanting to join this ‘army’ please do get in touch!

This edition of PG, perhaps more than any other, touches all aspects of our wondrous industry, a veritable ‘selection box’ full of tasty treats.

It includes tons of feedback from retailers, from multiples such as John Lewis (pages 35-37), Card Factory (page 9), Sainsbury’s (page 27) and Oliver Bonas (pages 71-73) through to leading indies (pages 21-23, 27-33 and pages 121-123), not least the findings of the PG Retail Barometer (pages 43-53), which lifts the lid on the health and wealth of the independent greeting card retailer.

With this being the Year of the Rabbit, I hopped around independent sales agents to learn what their ‘Watership Downs’ as well as ‘hare raising’ aspects of the last year have been in their respective patches (pages 79-83), while international distributors and publishers made time to let me know about how trade has been in their specific quarters of the globe (pages 55-61). There are masses of new products from publishers, much of which is being showcased at Spring Fair (pages 85-89) while as to the trends, turn to Art Source (pages 117-119) or tap into the 70s vibe (pages 63-65).

Life right now may not be groovy baby, but we are together in this. Come and say hello at Spring Fair (we are co-habiting on our friends, N Smith’s stand on 3H41).

Cheers me dears

Left: A great A board outside a Scribbler shop in the run up to Christmas.

Above: As card publisher Stormy Knight celebrates its 10th anniversary, Phoebe Jackson, daughter of founder Sarah catches up on her PG reading, spotting her Mum in the January edition.

Right: Helping to save mass Christmas card sending one festive greeting at a time. PG’s Jakki Brown writing Christmas cards with her Dad.

OVER 60 NEW WELSH CARDS FOR 2023

One of the leading UK Publishers offering Welsh Language for Everyday, Valentine’s, Mother’s Day, Easter, Father’s Day, Christmas & Christmas Charity Packs.

CONTENTS

9-19 News

All the latest happenings and developments in the trade.

21-23 Over The Counter

Zwischen Den Jahren…

David Robertson deciphers what this year will bring.

24-25 Cardsharp

Pigs Not Flying To The Moon

PG columnist wonders whether the predictions of the online card market share are ‘pig in the sky’.

27-33 Viewpoints

Festive Greetings & Bleatings

Retailers share their Christmas trading reports.

35-37 In Conversation With…John Lewis

All Life’s Moments

Claire Taylor, greeting card buyer for John Lewis and Waitrose reveals some of the plans for this year.

39-41 State of the Nation

Adjusting The Sails

How the industry is navigating the crosswinds.

43-53 PG Retail Barometer A Rollercoaster Year

Insightful findings of PG’s annual survey into the health and wealth of the independent greeting card retailer.

55-61 International Perspectives

World At Your Fingertips

Greeting card distributors’ and publishers’ global views.

63-65 Design Focus A Seventies Surge

Why publishers are echoing 70s styling in their designs.

67-69 Industry Issue

Age-old Fun

Should the industry be developing more age-positive cards?

71-73 In Conversation With…Oliver Tress

Oliver’s Twists

PG caught up with Oliver Bonas’ founder, Olly Tress.

75-77 Publisher Catch-up

Good As Gold

How UK Greetings is planning to hold on tight to its Henries’ Gold Best Service trophy.

79-83 Agents’ Revelations

Rabbiting On

Life as a greeting card agent.

85-99 Innovations

A raft of new ranges and designs.

101-103 Hidden Talents

You Never Knew…

Publishers’ unusual claims to fame.

105-115 Progressive Calendars

It’s A Date

What’s new in the calendar sector.

117-119 Art Source

Vive La Difference

Cultural drivers of our creative tastes for 2023.

121-123 What’s Hot?

A quad of retailers lift the lid on their best-selling ranges.

124-134 Sources of Supply

Tracey Bearton Features Editor traceyb@max-publishing.co.uk

Jakki Brown Editor/Joint Owner jakkib@max-publishing.co.uk

Warren Lomax Joint Owner warren@max-publishing.co.uk

Ian Hyder Joint Owner ianh@max-publishing.co.uk

Tracey Arnaud Sales Manager traceya@max-publishing.co.uk

Indie Resilience Wins Through

Over a third expect to grow their business this year

For the second year in succession, ‘resilient’ is the word that independent greeting card retailers feel best sums up the greeting card industry, and the findings of the latest PG Retail Barometer back this up.

Among the fascinating insights into the independent greeting card retail sector, the responses to the annual survey, undertaken by Progressive Greetings, show that indies have started 2023 feeling relatively optimistic, with 35% expecting their business to grow in the next 12 months.

As for performance last year as compared to 2021, 44% of indies experienced growth, with another 32% remaining on a par, with social media promotions having proved invaluable in engaging with their customers.

“The ‘shop local’ pattern has clearly held strong, reflecting its being cited as the top boon to indies’ business in the last year, with the cost-of-living crisis being the number one reason for

dampening trade,” commented Jakki Brown, md of Max Publishing, which undertakes the independent research every year. “The postal strikes not surprisingly come in for a hammering, with over 70% stating that their customers sent fewer Christmas cards in 2022 compared to 2021, with the industrial action as well as the cost of stamps having impacted,” she added.

On the product front, while Christmas boxes showed the greatest decline in sales, spirits were lifted by humorous cards, which took the top spot for growth, followed by relations & occasions cards in 2022 v 2021 for indies.

As for which other retail types indies see as the major threat to their business, it is supermarkets that are right up there, with 72% of respondents viewing the grocers as a real concern, with garden centres also featuring highly as a thorn in their side, with 53% seeing them as a threat to business.

l For a fuller report, see pages 43-53

Jennie Rutter joins Emo board

Jennie Rutter has been appointed to the board of Emotional Rescue . Jen has been with the Tewkesbury-based publisher since 1995, initially as creative manager before becoming creative director in 2013.

“Having spent a long time at Emotional Rescue, it’s a great honour to be invited on to the board and to have the opportunity to be involved in the future of the business in a broader way,” she told PG.

David Greaves explained that he and md Brett Smith invited Jen to join the board and were mighty pleased she accepted. “Jen has been in our business for over 25 years, she continues to play a pivotal role in our product development programmes. In recent years, Jen’s role has broadened into dealing with our customers and helping to develop the company's business strategies. We are delighted to welcome her to the board.”

David was a co-owner at Emotional Rescue for 22 years until Martin Nevin bought the company in 2019, then David took over the business in its entirety in 2019, with Brett joining the company from Danilo, where he was sales director, to become managing director and a shareholder.

Card Factory’s positive trading message

Trading “ahead of expectations” was the good news from Card Factory as the giant greeting card retailer reported strong Christmas trading as customers’ continued to return to the High Street.

The announcement showed sales in the 11 months to 31 December rose to £432.6million, from £337.3m in the same period a year previous, while store revenue grew 7.1% on a like-for-like basis.

And the news comes following Card Factory’s opening of its third store trading in London’s central zone one, with a shop in High Holborn, joining those in Fenchurch Street and Tottenham Court Road.

Card Factory’s new model store format continues to roll out, with 10 stores now open and “generating an uplift to sales compared to comparative stores”, with further conversions planned for the new financial year, and its Click & Collect trial now live in 85 stores.

The strong Christmas performance has meant Card Factory has lifted its profit guidance, predicting annual earnings for the full year to 31 January 2023, of “at least £106m” up from the anticipated £96m despite online sales falling by over 27% year-on-year due to the postal strikes.

Card Factory’s ceo Darcy Willson-Rymer said: “We’re pleased and encouraged by the continued strong performance of the business,” which he said “reflects the continued good momentum within the business alongside the shift of customer spend back towards the High Street”, and he added that the strong Christmas trading was driven by improvements in both store transactions and average basket values.

A strong performance in both everyday card ranges and complementary categories supported trading with wedding, life moments, milestone and children's ranges the “best performing” of the everyday card offer, all seeing double digit LFL growth.

The report added the performance in complementary categories was driven by the range expansion work completed in the first half of the year, with confectionery, pocket money toys as well as wrap and bags among the high growth categories.

Above: Jennie Rutter joins David Greaves (left) and Brett Smith on Emotional Rescue’s board.

Above: Indies are going into 2023 feeling fairly confident about the coming year.

Above: Card Factory’s trio of London zone one stores.

Cardies’ Christmas Relief

Royal Mail strikes dented Christmas box sales

“I guess if there was one word to sum up Christmas, it would be Phew!” stated Jo Barber, owner of No.14 Ampthill, echoing the relief felt by many greeting card retailers that against the odds, Christmas trade delivered in the end, though it was a very late run.

“Considering the unprecedented number of headwinds, we were incredibly pleased with our final Christmas numbers, but the journey to December 24 was definitely not one for the faint hearted! In all my years of retail I have never known a year like it and one I hope is not repeated anytime soon,” stated Mark Janson-Smith, md of the Postmark group. “With postage sales removed we actually finished 2.4% up for November and December, helped by a bumper last week and some strong everyday and non-card sales figures. The most obvious and dramatic factor for us was the postal strikes, with our stamp sales alone being 32% down which had an obvious knock-on effect on our Christmas card pack sales, which finished 16% down.”

This sentiment was echoed at House of Cards, with co-owner, Miles Robinson commenting: “It was probably one of the most challenging Christmases we’ve ever had. Thankfully, a record final week helped and, once stamps were taken out of the equation, we were 2% up on last year for the Nov/Dec period.

Royal Mail definitely had a significantly detrimental effect, not just the strikes, but their inability to even deliver stamps to us

on several occasions. This really didn’t help boxed card sales, which ended up being almost 20% down.”

While the postal strikes significantly dented boxed card numbers and slashed stamp sales, many like Earlybird Designs’ Heidi Early reported “single card sales were up again”.

It was the same at Mooch Gifts & Home in Stourport and Bewdley, with single cards doing well against lower pack sales.

Co-owner Jon May said the final three days preChristmas were the “busiest in our seven years of trading”.

While Caroline Ranwell, at Hugs & Kisses in Tettenhall enjoyed her best Christmas trading ever, the effects of the Royal Mail strikes were evident. “I was horrified to see how many boxes of Christmas cards we have left, I do usually get this spot on but, unfortunately, this year we had a huge amount left,” she revealed.

To read more Christmas trade reports see Viewpoints pages 27-31

Top: Postmark’s Greenwich store in full festive mode. Above: A Christmas box display in House of Cards.

The Deep festive spirit

Wrendale’s Hannah Dale inspires Prince George

It would appear that Hannah Dale inspired Prince George’s festive portrait - and the Wrendale Designs’ founder and co-owner has praised the young royal’s talent and eye for colour.

The wintery painting of a reindeer with snow on its nose and robins on its back and antlers was revealed on the official Prince and Princess of Wales Instagram and Twitter pages in the Christmas run up.

In addition to widespread press coverage, the royal social media post quickly garnered more than 658,000 likes from Instagram followers all over the world, and 11.3million Twitter views, with a number pointing out the similarity to Hannah’s Festive Friends Stag luxury boxed collection design.

“It was instantly recognisable as being inspired by my design so that I spotted it and then I noticed in the comments there were a few other people who had recognised it as well, which was also lovely to see,” said Hannah.

And it looks like the young prince may be following in his grandfather’s brush strokes as King Charles III is also known as an accomplished watercolour artist.

Hannah said the royal youngster has talent, with “an eye for form and colour - I think that’s always tricky with watercolour but he’s got some good shading and tone in there”.

Top: Prince George’s painting (left) is similar to the one from Wrendale Design

Below: Prince George (second left) with his siblings Charlotte and Louis, and the Prince and Princess of Wales in their official 2022 Christmas card portrait.

An independent newsagent showed the true meaning of Christmas with its recent festive event to ensure everyone has a little happiness and joy, with BBC London TV news covering the story on Christmas Eve.

Twickenham-based Meet & Deep News is run by the Patel family, named after Pallu and Shashi’s two sons and co-workers, and every year they open the doors on Christmas Day for at least a couple of hours to give out mince pies, hugs, spiced tea and Christmas samosas, With dad Shashi worrying that the customers they call “our family” are suffering due to the energy crisis, Deep added: “On Christmas Day we have a nice community party. We like to get everyone in the whole of the neighbourhood to come and spend Christmas with us - this year we told people that if they were struggling to heat to please come in and be with us. Our shop is always warm.”

Deep said the family’s Hindu faith, and its principle of kindness to all is the reason behind wanting to help the community: “This is another way of practicing good karma. If someone is feeling vulnerable, we want them to know to never feel alone - we're more than just a shop for them.”

Left: Meet, Pallu, Shashi and Deep Patel at the family store.

Paperchase insolvency fears grow for suppliers

Retailer for sale with a second pre-pack looking possible

As PG went to press Paperchase was believed to be lining up corporate recovery firm Begbies Traynor to oversee a potential insolvency process even as the greeting card and stationery retailer continues to seek a solvent rescue deal.

Sky News revealed on 17 January, that the move at the High Street chain follows the previous week’s news of being put up for sale just four months after its latest owner took over.

Sky News city editor Mark Kleinman reported he learnt that the retailer, which current owner Steve Curtis had asked PricewaterhouseCoopers (PwC) to auction, had put Begbies Traynor, the professional services firm, on standby to handle a potential insolvency.

City sources said Paperchase was continuing to seek a solvent rescue deal, and that Begbies' prospective role represented "sensible contingency planning" in the event one did not materialise.

A further pre-pack administration is now looking increasingly likely, the sources told Sky News - the same process adopted when Paperchase was bought by Aspen Phoenix Newco Ltd, a legal entity of Primera Capital, its former owners.

WHS expansion continues

Steve Curtis is an experienced retail investor who has led investments in chains such as Tie Rack and has been an operating partner at turnaround firm Rcapital and, reporting on Wednesday 11 January, Sky News said he was understood to be seeking to close a sale in the coming weeks as “several sources said an insolvency process may be required to expedite a transaction”.

PwC brokered the deal which saw Steve Curtis and industry advisory firm Retail Realisation, with which he and Rcapital are affiliated, take control in August 2022 when there were 96 standalone Paperchase shops and 32 concessions in House of Fraser, Selfridges, and Next, and the new owners were believed to back a plan to work towards increasing that to approximately 150 stores.

Adding 15 new UK stores is WHSmith’s target for this year as the 230-year-old greeting card, stationery and convenience retailer posted its latest trading update.

With 150 store openings expected across 16 countries, WHS’ shops in airports and railway stations have benefited from a rebound in global travellers, with total revenue up 41% in the 20 weeks to 14 January, compared to a year ago.

The figures show the High Street arm saw revenue down by 2% compared with the same period last year and 14% lower than 2019, however, the UK Travel side saw a 70% rise on 12 months’ ago.

CBG gives the gifts

In what is Carte Blanche’s first major gifting launch since 2020, CBG is preselling the collection, which is targeted at indies, and includes both core Signature and Essentials offerings as well as two trend-led capsule ranges (Lakeview and Tropical Oasis).

“We very much want to help our independent retail stockists to create theatre in store and so are supporting the launch with a POS suite, encompassing window posters, shelf liners, header boards and ceiling danglers,” confirmed marketing manager Grace Elphinstone.

In addition, a competition for the best window display will run to coincide with the April launch, rewarding the winner with a range of prizes including a Tatty Teddy costume character visit.

The company will also be engaging with Me to You’s consumer fans via social media, and adding a dedicated stockists space on the MetoYou.com website, as well as furnishing indies with their own social media packs, including an amendable press release and lifestyle imagery. Above: Part of the Lakeview capsule collection which features watercolour styling.

GCA Dragons and Conference

It’s full steam ahead as the GCA prepares for the upcoming Dragons Speed Dating event with bookings also being taken for the association’s 2023 Conference & AGM.

Scribbler, Postmark and Presents

Sheen are the newest dragons to sign up for the Dragons Speed-dating event, joining WHSmith, Stationery Supplies, Card Factory and Tesco among others, to whom publishers can pitch at the 2 March afternoon event at London’s Business Design Centre

Meanwhile, there’s a save the date invitation to all association members for the 2023 GCA Conference & AGM which will take place at the Royal Armouries in Leeds, the 2023 UK City Of Culture, on Thursday, 28 September, with tickets now available from the GCA website and a special earlybird booking offer of last year’s price of £80, which will rise to £95.

Already signed up as the publisher keynote speaker is Wendy JonesBlackett, founder of the namesake brand that’s based close to the city - and is the artist behind this year’s branding for the event, which includes the Royal Armouries and Leeds’ signature symbol of owls.

MBE for indie greeting card retailer founders

In his first New Year’s Honours list, King Charles awarded MBEs to David and Ruth Southgate, who founded Retas 2022-nominated Cards N Things in Norwich in 1984 which is now run by their son Paul and his partner Helen.

David and Ruth were honoured for more than half a century of charity and community work, having founded a church in Hellesdon, Norwich, building its current premises and helping young people and adults with guidance, a luncheon club for the elderly, and a local orchestra, raising over £100,000 for charities.

Above: Wendy Jones-Blackett created the GCA 2023 conference livery which includes owls, a symbol of Leeds.

Below: A focus is on Paperchase’s future again.

Below: David and Ruth’s honour was shared in this Eastern Daily Press Instagram post.

Theo Paphitis’ Spring Fair Performance

Sustainability leads as former Dragon heads show’s speaker line-up

Retail entrepreneur and former TV Dragon Theo Paphitis is heading up an impressive line-up of speakers at the upcoming Spring Fair

With the show running at Birmingham’s NEC, 5-8 February, 2023, for the keynote speech on the Inspiring Retail Stage on Tuesday, 7 February, Theo will be in conversation with The Sun’s business editor Ashley Armstrong delving into some of the current challenges facing businesses across the UK, as well as the opportunities that can often arise out of tougher trading conditions.

Among those sharing informative insights on the Inspiring Retail Stage on the same day will be Products of Change’s ceo Helena MansellStopher, who will lead a panel discussion on new packaging legislation, how it

impacts the retail sector, and how to embrace its wide-ranging packing requirement challenges. Spring Fair will encompass 14 sectors within four destinations across eight halls - Gift which includes Greetings & Stationery in Hall 3, plus Christmas, Floral and Seasonal Decorations; Home with Living & Décor, Housewares, Everyday, and The Summerhouse; Moda fashion featuring its own catwalk as well as Jewellery & Watch, Womenswear, Fashion Accessories, and Footwear; and the newly-launched responsible sourcing show Source Home & Gift.

Nicola Meadows, Spring and Autumn Fair portfolio director said: “The show offers an incomparable destination for sourcing newness, innovation and your next bestsellers. Our vision for discovery builds on the show’s heritage as a trusted platform for buyers and adds an improved layout and unparalleled opportunities for cross-buying and creativity.”

(See Innovations pages 85-97)

Sustainable seminars

Sustainability will be a key focus of Spring Fair, with the first day’s seminar highlights (Feb 5) including A Disruptive New Model For Corporate Sustainability & ESG, with ex-Unesco special envoy and managing director of Element Four Georgia Elliott-Smith at 12.10pm proposing a model of disruptive sustainability that challenges the status quo and embraces activism.

Then at 1.20pm, John Pearce, ceo of Made In Britain, brings together a panel of speakers from leading British manufacturers, including Dartington Crystal, Petra Palumbo and Little Soap Company, to examine the latest innovations in sustainability messaging, as businesses step up to the increased demand from buyers, retailers and consumers for information about the environmental impact of goods.

The Monday (6 Feb) timetable sees retail expert Jonathan de Mello for Retail State Of Play: Market Overview, then Josh Pitman, md of Priory DirectPlanet Friendly Package, will share How To Minimise The Environmental Impact Of eCommerce.

Little Wren fledges

Baby products and growing trees are at the core of a new sub brand from Wrendale Designs as founder Hannah Dale has linked two of her passions, along with a fresh textile range.

Baby milestone cards, baby-grows and other nursery products feature in the inaugural collection under the Little Wren by Wrendale Designs brand.

Barley Bear’s expansion

Hot on the heels of IC&G’s launch of its Barley Bear plush collection, to coordinate with its popular card range, the company has expanded into gifting concepts, including mugs, notebooks and keepsake bears under the brand.

Everyone visiting IC&G’s stand at Spring Fair (Stand 3M10-N11) will have the chance to enter a raffle to win an extra-large Barley Bear raffle.

M&G shares the spills

Alongside its greeting card ranges, Museums & Galleries continues its expansion into textile-based products, and will be showcasing two napkin collections, one printed on organic cotton and the other printed on paper, at Spring Fair.

There is a collection of six organic printed cotton napkin designs, packed in fours, including two stunning William Morris designs from the V&A and a design based on Hokusai’s Great Wave from the British Museum. Alongside the cotton napkin collection, M&G is introducing a 12-strong range of paper napkin packs, each containing 20 33x33cm napkins, packaged with a branded insert. They will be on display at M&G’s stand 3L30-M31 at Spring Fair.

Right: Printed organic cotton as well as paper napkins join M&G’s product portfolio.

“We’ve wanted to develop a baby range for several years now, as so many of our retailers had asked for it,” said Hannah. “And my absolute favourite thing about the collection is that we’ve teamed up with Eden Reforestation Projects so, for every baby-grow purchased, we will fund the planting of a tree - we’ve included a gift tag with each one, so the recipient knows a tree has been planted in their baby’s name.”

Hannah wanted the Little Wren artwork to still have the Wrendale flavour but be distinct from the company’s existing core collections. “As always, the starting point for me was to design the cards,” Hannah added, “and, once I had this, the rest of the collection flowed from there.”

Little Wren comprises three different ranges - Little Forest is themed around woodland animals, Little Paws features puppy dogs and Little Savannah has elephants and giraffes.

Wrendale is exhibiting at Spring Fair, in Hall 3 Stand P10-Q11.

Above: Little Wren launches at Spring Fair.

Above: Former TV Dragon Theo Paphitis will be on stage at Spring Fair.

Left: Products of Change’s Helena MansellStopher (right) and James George with Hyve’s Nikki Griffiths.

Left: One of the 13 Barley Bear plush designs.

GCA Meets Labour’s Head of Policy

Amanda Fergusson ups the campaign to safeguard Royal Mail’s USO

The GCA has upped the battle over Royal Mail’s threat to cut letter deliveries, to the people who may have the most clout - the Labour Party, which is odds on to form the next government given the current political turmoil.

The trade association CEO Amanda Fergusson played an active part in a recent high-powered meeting with Adam Terry MP, Labour’s head of policy department as part of the GCA’s membership of the Independent Retailers’ Confederation (IRC).

As Amanda highlighted: “This was a significant and very worthwhile meeting, providing an opportunity to stress the importance of maintaining the six day a week delivery service from Royal Mail for the public, retailers, our industry and many others.” Amanda led the discussion on safeguarding the Universal Service Obligation (USO), aware that no change is likely to be made until after the next election, she recognised the merit of forging links with the Labour party as well as the current Government.

Following correspondence with Jonathan Reynolds, Labour’s shadow business and industrial strategy secretary, about the request by Royal Mail to cut Saturday letter deliveries from its Universal Service Obligation (USO), Amanda told Adam: “We understand that Labour share our concerns. We would like to see protecting the USO

forming part of Labour’s policy.” She reinforced: “Ofcom research shows that customers really value six days a week delivery, and many small businesses rely on Royal Mail deliveries. Clearly, for the greeting card industry, it is also vital for consumers -there are 180,000 birthdays a day in the UK alone.”

Six days after the GCA wrote to Jonathan, he himself sent a letter to business secretary Grant Shapps MP, setting out his concerns over Royal Mail’s “alarming” half-year results to 25 September, 2022, saying the postal company should explain why it chose to give out £400million in dividends and £167m in share buybacks “despite the known post-pandemic forecasts which indicated difficult times ahead for the business”, and asking why it has ended the cross-subsidy arrangements from its GLS arm “profits which fund the USO”.

He added: “The ability to send and receive letters and parcels from any part of the UK for the same price is a public service we should rightly cherish, and one many people and small businesses rely on.”

Royal Response

Wendy Jones-Blackett was delighted with King Charles III’s response to the thank you card she and her team designed back in September after hearing of the death of Her Late Majesty Queen Elizabeth II.

MPs put pen to paper

The GCA’s call for industry folk to write to their MPs to express opposition to Royal Mail’s decision to look at cutting letter deliveries to five days a week, has received some traction.

“Lovely to have received a response letter from my MP regarding my concerns with the Royal Mail which may affect the valuable services we rely upon,” Abacus Cards’ md Nick Carey said of his missive from Alex Burghart, MP for Brentwood and Ongar, who promised to take the card industry’s concerns into consideration in debates and votes in the House of Commons.

And at Home Counties greeting card retail group House of Cards co-owners Miles Robinson and Nigel Williamson both wrote to their local MPs explaining: “This could have a significant detrimental effect to our business. Royal Mail postage is an integral part of our business as card retailers. Customers want to buy a card, and post it to arrive the next day, including Saturdays, whether that be for a birthday, sympathy, anniversary or one of many

other occasions we celebrate as a greeting card sending event. If these cards are consistently turning up late, or they are needed to be posted several days in advance of the occasion, customers will simply stop buying cards and more will move to the much more impersonal method of digital messaging and greetings.”

And they asked their MPs to raise these concerns within government and stress the need for Royal Mail to continue Saturday deliveries and fulfil its Universal Service obligations, as well as encourage a swift resolution to the ongoing industrial action which severely disrupted card deliveries over the business Christmas period.

In her response to Miles, Laura Farris, MP for Newbury , wrote “As Saturday deliveries are part of the USO, MPs would need to vote to change it. I hope Royal Mail will therefore conduct a full analysis of the effects of any changes and I will monitor any developments closely.”

Above: House of Cards’ Miles with the letter to his MP.

She told PG: “I’m sure we’re not the only ones to receive this but this was such a lovely touch by King Charles’ team, sending out thank you cards to people who sent sympathy cards.

“A gorgeous example of British card sending, tradition and etiquette. His message is so deeply personal and sad and refers to her as a mother rather than a Queen, which is sometimes forgotten in the tributes. I think this just hits the right note.”

Left: GCA ceo Amanda Fergusson with Second Nature’s Chris Bryan, the current GCA president.

Below: Adam Terry, MP and Labour’s head of policy has engaged with the GCA. Below left: The Royal Mail strikes and threat to the USO are of real concern to the card industry.

Above: The King’s reply to Wendy Jones-Blackett.

Right: The sympathy card Wendy Jones-Blackett created to honour the Queen’s passing.

TOP STORY

The Retas 2023, Open For Entries

The Retas 2023 greeting card retailer awards are now open for entries and nominations.

The deadline for retailers entering The Retas 2023 is Friday 14 April.

“Despite many ongoing challenges, from the postal strikes to cost increases, so many greeting card retailers really have pulled out the stops with their product selection, customer engagement and marketing initiatives and so deserve to have this recognised - The Retas 2023 awards promise to do just that,” commented Warren Lomax, chairman of Max Publishing, which owns and organises The Retas.

The only dedicated awards in the world for greeting card retailers, winning a Retas’ trophy is recognised as a true accolade of retailing excellence, with award categories covering indies through to multiple chains, department stores to grocers and everything in between.

An entry form for retailers is included with this issue while a downloadable version is available from the website (www.theretasawards.co.uk).

Publishers, agents and reps are also being canvassed for their nominations while retailers are being actively encouraged to nominate their shops, collectively ensuring that the true victors are celebrated.

IG pulls off a cracker!

There’s been a cracker of a charity donation from IG Design Group with the publisher donating £91,500 to a trio of good causes.

As the company marked the 175th anniversary of the invention of the Christmas cracker by Tom Smith, part of the IG group, 2022 sales enabled £88,000 to be given to long-term charity partners the Trussell Trust, £1,000 to Marie Curie Hospice, and £2,500 to the Velindre Cancer Centre.

All Retas 2023 winners will be announced at a fabulous Awards lunch and afternoon event to be held on Thursday 6 July in the Ballroom of the Grosvenor House Hotel.

The sponsors of The Retas 2023, include: AfroTouch Design, The Art File, Belly Button Designs, Carte Blanche, Cath Tate Cards, Danilo, GBCC, Hallmark, Ling Design, Lucilla Lavender, Meraki, Museums & Galleries, Ohh Deer, Paperlink, Paper Salad, Pigment, Progressive Greetings Live, Rosie Made a Thing, Sensations/Express Yourself, Spring Fair/Autumn Fair, UK Greetings, W Select and Woodmansterne Publications

To be among the best card retailers in the UK as well as some great card publishers, book your ticket online via Max-Tickets.net or contact The Retas’ awards manager Clare Hollick, director of Createvents on 01183 340085 or clare@createvents.co.uk.

Top: The Retas 2023 entry form is available to download from the website (www.theretasawards.co.uk)

Above: Among the happy Retas 2022 winners were (left) Celia Leeson-Cox and Emma Baimbridge of Yarntons, which won the Best Garden Centre Retailer of Greeting Cards award.

Cardzone has acquired Dragonfly Cards & Gifts

When a temporary job lasts 17 years, it must have been a good one - but indie Rachael Barnes has decided the time is right to enable her mum Rita Knibbs to retire, coinciding with the sale of Dragonfly Cards & Gifts, the award-winning Knaresborough card and gift shop to the Cardzone group, owned by Paul Taylor.

“For mum it’s time to relax at last, she was only supposed to be helping me out for a short time!” said Rachael who, together with her Mum enjoyed a well-earned postChristmas rest, with Rachael having put in her final stint in the shop on Christmas Eve.

Rachael bought the Knaresborough store in 2005 and, with Rita’s help, went on to win two Retas awards. Rachael is now turning her talents to educating the next generation of card senders, by becoming a teacher.

“For me it's going to be a complete change going into teaching. I've always wanted to work in a primary school and have been given the most amazing opportunity at a lovely village school nearby. I'll make sure I train the next generation to be card senders!”

Rachael admitted that the change was going to feel “so strange after nearly 17 years - I've spent more time at the shop than I have at home!” She commented that during her ‘term’ in the shop, she and Rita have “had time to see some of the families of our regular customers go through primary, secondary and university education and begin families of their own".

The Trussell Trust supports a nationwide network of 1,200 food banks and provides emergency food and support to people locked in poverty, as well as campaigning for change, to end the need for food banks in the UK.

This is the fourth year IG has raised money through the sales of Tom Smith crackers and UKmade cards to support the Trussell Trust, having raised over £210,000 so far.

Tom Smith has held a royal warrant since 1911 for supplying Christmas crackers and wrapping paper to the Royal family, and 2022 was also the 125th anniversary of the Royal Warrant Holders’ Association Charity Fund where IG Design Group e-commerce and brand manager Katie Brickle represents the company at Highgrove, where she is currently the first Madam President and the youngest yet.

Of the highlights during Dragonfly’s tenure, Rachael highlighted: “Winning two Retas awards, getting to work in an industry that I’ve loved for so long and with my mum by my side. Being such a big part of the community has meant the world too.”

Although the shop was actually sold back in September to Cardzone retail group, Rachael stayed until Christmas Eve to ease the transition.

Above: After 17 years Rachael Barnes has gone into teaching and Rita Knibbs has retired.

Above: IG’s Katie Brickle (second left) with the £1,000 donation and crackers for Marie Curie’s nurses.

The hunt is on to seek out the UK’s best greeting card retailers

The period between Christmas and New Year is a time when many indie retailers let out a massive sigh of relief, lick their wounds, celebrate the triumphs, get ill (because we can’t afford to be ill before Christmas) and of course plan and look to the year ahead.

You won’t actually read this until well into January but I started writing it in the Twixmas period and to say my head still is a little fuzzy would be an understatement.

Truthfully Christmas did come, all be it in a slightly muted way. Boxed cards were a disaster. Everyone I have spoken to has said the same. People could have been cutting back, not helped by the cost of stamps, but the postal strikes most definitely put a dent in sales.

Spending on Christmas decorations was not as strong either with people adding here and there without huge purchases. We had gone heavy on gifts from £20-£50, thankfully the sweet price bracket. Single card sales were also strong on special titles with these being hand delivered, which bodes well for the future.

But looking to 2023, I am determined to get better, like having the more specialist card titles in stock. Things like ‘Grandson age 5’ which I was asked for and we didn’t have it.

We are also missing out on key areas, with children’s cards being a weak spot. This has been fixed partly by focusing on Danilo who seems to be right on the money in

Zwischen Den Jahren...

My German is not great, in fact it extends to about six night-school classes 25 years ago when I was trying to impress a girl whose parents lived in Germany! The phrase ‘zwischen den Jahren’ never came up, but I am reliably informed that German people use this phrase to describe the period between Christmas and New Year, something we have translated to Twixmax, a funny term for a funny time.

terms of licensed products from Cocomelon to Squishmallows.

I will however be backing off ordering more generally until I delve into the card drawers and stockrooms to really see where we are, neither a fun nor glamorous process. Confronting and trying to overcome your mistakes is something that is needed but not nearly as enjoyable as looking at what’s new.

That old ‘out of sight out of mind’ saying is true but in this coming year the discipline of buying while preserving cashflow will be a must. Owning problems in business and life is something I feel that you have to do.

Of course, if we have all these worries then companies we deal with do as well. Take for example Carte Blanche Greetings who, having trialled supplying products to Card Factory last year has been ramping it up with products now on sale in around 200 stores. Can we blame them? Do we indies like it? I will let you answer those questions.

Now lots of other publishers I know are supplying cards and products into CF, but for Carte Blanche, Tatty Ted is so recognisable that he can’t really sneak under the radar. Previously in WHSmith or Clintons this product would have been priced above what we offer in our stores so it was not really an issue.

The indies have had a great run with ‘the grey bear’ and while the plush sales have slowed for us, the cards still have a good following.

Carte Blanche’s communication is usually really good and a simple letter to say this was happening would have been a nice touch. Perhaps it is because the company has been such a supporter of the indie trade for such a long time that this hurts a little more, but ultimately CBG must do what is right for its business.

We are now in full buying season with Top Drawer, Harrogate Christmas and Gift and of course Spring Fair all back, so decisions on products have to be made.

I also have a new banker as my bank further restructures. I count myself lucky that I still have someone directly to work with and speak to. He forwarded me the KPMG Retail Think Tank Report which signals his level of interest in the retail sector which is encouraging.

This coincided with me receiving the information on the 2022 retail closures from The Centre for Retail Research. It described 2022 as a bruising year as more shops closed their doors than at any other point for at least five years. It highlighted that around 47 shops closed down every day last year. The data revealed that 17,145 shops on high streets and other locations across the country closed in 2022, up by nearly 50% on 2021, when 11,449 shops shut their doors for good.

The group’s survey also found that a little over

5,500 of the shops went under because they no longer had the financial viability to trade, while more than 11,600 of them were closed as a result of a larger chain deciding to cut costs. Now on the surface these figures are scary and even if we focus on the 5,500 closures that is a lot of dreams being washed away. The KPMG Retail Think Tank report paints an equally challenging picture with the UK heading to a recession.

They both highlight that the start of this year is going to be very tough with cost pressures eroding margins before a brighter summer will start to make a difference.

They highlight the three Ps - Profit, People and Planet as being the dominant themes for 2023.

They say that to protect profits the simple increasing of prices is dangerous. In our type of retail though there is little other choice.

The RTT Report also highlights the business rates relief changes due in April (taking it up to 75% for those retailers who are eligible), which it believes could bring a greater parity between bricks & mortar retailers and online-only operators. Interestingly, the report also suggests that brands may look to market towns where the cost of operation may be more reasonable and that many online operators may fail in early 2023 due to the cost of customer acquisition via digital ads and also the costly process of returns.

The second P is People and all businesses are aware that

looking after and rewarding those working for you is key to retaining them going forward. We, as indies, are better placed to do this with the more personal touch and that feeling of building a real team. The report highlights that workers in retail feel overworked and under appreciated, but in real terms the base rate on their pay is moving by nearly 10% in April.

The final P of Planet is of course what we do to protect for current and future generations. The greeting card industry is without doubt trying to progress on sustainability and huge strides have been made. As individual businesses we have also taken steps forward and I guess the trick will be not to let this slide with the challenges ahead.

The report concluded with one major statement: “I’d urge retailers to make their NY resolution to be, don’t talk the market down.”

It again reinforced that people and the planet should not be seen as cost burdens, but as ways to drive profitability.

Us indie retailers are living this. We are the ones doing this with our own money, every day.

You may have had a great Christmas and feel buoyant. You may have had a terrible last few months and not be able to pay all your suppliers right away. Or you may simply have had enough and are deciding to get out.

There is not one simple answer. Not one simple decision. What you have to do is make that decision and own it, something I believe indie retailers do better than anyone else. We take full responsibility for our mistakes and keep trying to move things forward, despite the many challenges thrown our way. Oh, and if all else fails we could always learn a new language…Sprechen sie Deutsch?!

To contact David email: jppozzi@btconnect.com

Top: Apart from disappointing boxed card sales, JP Pozzi and Bijou had a decent Christmas trade.

Above right: In 2022, 47 shops shut for good every day, according to The Centre for Retail Research.

Right: David Robertson’s dog Hiro has taken the view: “It’s too cold and tough out there, can we stay in and be cosy Dad?!”

To The Moon Pigs Not Flying

The performance of Moonpig, being one of our few greeting card Plcs and the market leading online player is of great interest to all in the industry, so Cardsharp was intrigued to see its most recent financial news release and wondered whether the predictions of the online sector’s market share is ‘pig in the sky’.

As regular readers will know, Cardsharp, was less than impressed with two of Moonpig’s last national radio advertising campaigns, when its message was a clear knocking job on greeting card bricks and mortar retailing. Cardsharp, not only felt such an approach was biting the industry hand that feeds it, it smacked to him, as coming across as a tad desperate.

Now it turns out all has not been well, despite the cute cuddly TV advertising. It would seem the Pig is not really flying to the moon right now.

£3.50 which made the company’s valuation then a massive £1.2 billion.

But after the release of the recent bad news, business experts were keen to give their ‘expert’ views. Victoria Scholar of Interactive Investor said: “Consumers are becoming increasingly price sensitive given the back-drop of looming recession, falling wages and with consumer confidence near record lows. As a result, bargain hunting has led to a weaker demand for Moonpig cards as customers look for cheaper alternatives.” Meanwhile analysts at Peel Hunt were a bit more forgiving. “The reasons for the downgrade are out of Moonpig’s hands and are of a one-off nature”.

He added: “The long-term trend continues to move online and the number is still low. We think it is about 16%.”

In a business update in early December, Moonpig lowered its sales forecast. An annual sales prediction of £350 million was revised down to £320 million with the Plc attributing this to a progressively more challenging economic climate as a result of weakening consumer spending. The share price fell 9% to 131 pence in the wake of the announcement. This represented a staggering decline from a peak of 487 pence at the height of the lockdown. If you had bought shares then and still had your shares, their value will have fallen by nearly three quarters in just over two years. A scary thought, reflected Cardsharp.

And it’s also a far cry from when Moonpig was floated on the stock exchange last year by Exponent. The launch price was

Moonpig’s ceo, Nicky Raithatha, tried to put a positive spin on the figures. “We are a high margin cash generative business with a large opportunity in front of us and a clear market leadership position. Once the external environment stabilises, we absolutely expect to resume our long-term growth projectory”.

Cardsharp is not so sure. He seems to recall at the time of flotation, Moonpig was confidently predicting that the online greeting card market share would be up at 20% by 2023. But, since the end of lockdown his hunch is that the online market share of greeting cards has actually dropped.

And Moonpig desperately needs something to kickstart its growth. In May last year Moonpig bought Red Letter Days and this was seen as an attempt to cash in on the growing move among millennials to move away from physical gifts to memorable experiences. At the time, the share price rallied, but there was little mention of Red Letter Days, or its performance in the December financial statement.

To Cardsharp’s eyes, Moonpig has the look of a ‘Tech’ company trying to be a ‘creative’ company. Its advertising and marketing, including the previously mentioned radio campaign, seems to lack a bit of imagination. Its real challenge is to attract new customers which is a very expensive business for a tech company. And with profits less than anticipated it will have less marketing money to play with. It also faces a real threat to its market share

Above: Though still very much the market leader Moonpig has not ‘netted’ everything it had hoped for.

Left: Moonpig was very active promoting its wide portfolio of cards and gifts in the run up to Christmas, though the Royal Mails strikes worked against it. Below: Nickyl Raithatha, Moonpig’s ceo has had to reduce trading expectations.

from the entrepreneurial Thortful and the WHSmith-owned Funky Pigeon.

At the time of the statement, the plc was predicting a full year profit of between £85-£88 million. Cardsharp will be willing to bet that figure will not be achieved.

Moonpig of course would have been hit more than most retailers and publishers by Royal Mail’s industrial action that bedevilled our industry throughout the month of December. Card buyers could at least visit a bricks and mortar store to buy a card, there and then. With Moonpig and the strikes, there was no guarantee of when a purchased card would arrive.

By contrast Card Factory, the industry’s main bricks and mortar PLC, has

seen its share price, which went as low as 25 pence at the height of lockdown, climb up to high seventies, as a reaction to some promising financial statements. And, having announced a reasonable Christmas, Cardsharp expects the share price to break the £1 mark. So, in marked contrast to Moonpig’s 75% fall in share price, Card Factory’s share price has trebled in roughly the same period.

No Laughing Postie

Pictures of parcels and envelopes piling up outside sorting offices being pulled apart by foxes and rats, hardly did much for Royal Mail’s image, as if the ongoing December campaign of strikes was not bad enough, observed Cardsharp.

We will not know until 2023 Christmas just how much long-term damage was done to Christmas card sales, but it certainly was not helpful to say the least.

What was even more disturbing was a seemingly well-researched Sunday Times investigation that appeared in the run up to Christmas. An undercover investigation revealed that Royal Mail postal workers were being told by management to leave letters behind and prioritise parcels. Apparently, parcels are the priority because they make most money, so they take precedence according to a postal worker ’Kate’ who wished to remain anonymous. “Letter deliveries can go whistle”

Admittedly, mused Cardsharp, CF is still way down on its price of over £2 of a few years ago, but it is still going in the right direction.

And it would seem from early indications from other bricks and mortar retailers that Christmas 2022, although not a record breaker, was, all things considered, better than expected. It would seem, concluded Cardsharp, that in the main the public, if this and Card Factory is anything to go by, still likes to buy most of its greeting cards, to paraphrase Moonpig’s radio adverts, from ‘Dreary tired card racks” Long may it continue!

She continues, “Each year the number of Christmas cards go down and the number of parcels goes up, but letters are still important to people, especially older generations. We deliver bills, passports, medical tests, hospital appointments, birthday cards, Mother’s and Father’s Day cards. These are still valued. We have a duty to deliver them.”

Hear, hear ‘Kate”. But Cardsharp really feels the mutually beneficial, almost symbiotic relationship that the greeting card industry and Royal Mail have had for the last 50 years is rapidly breaking down. Talk of an end to Saturday deliveries refuses to go away. As do the rumours that the billionaire, Daniel Kretinsky, also known as the Czech Sphinx, is planning, now that he has become Royal Mail’s largest individual shareholder. He is not in this for philanthropic reasons. His focus will be undoubtably be on the most profitable part of the business which is parcels.

Royal Mail has denied it is ignoring letter deliveries and has stated, “every item of mail is important” and that it has “reminded colleagues that letters and parcels should be treated with equal importance”. Its contract with the government states it must deliver at least 93% of First Class post the next working day. However, this was not being achieved even before the December strikes.

Back in the 1970s Royal Mail was one of the chief supporters of the greeting card industry, even going as far as to fund a six figure press advertising campaign to promote greeting card sending. The downward slide started in 2014, when the Royal Mail was nationalised and now whatever the future holds for our industry, we can’t bank on any extra help from Royal Mail, concluded Cardsharp.

Above right: Postman Pat would not be happy with the Royal Mail strikes.

Above: Billionaire Daniel Kretinsky is now Royal Mail’s largest individual shareholder. Just what are his intentions?

Left: Having debuted in Coventry at the start of 2022, Card Factory has rolled out its new model store concept into many more locations. Below left: The limited edition Moonpig plush that launched recently.

Festive Greetings

& Bleatings

It was most definitely a Christmas trading period like no other, with the postal strikes having a dampening effect on many retailers’ box card sales though single cards held up well - and a frenzied flurry in the final run up.

PG shares some of the festive feelings of greeting card retailers and their hunches as they start the new year.

Abi Wilson

head of buying and design - Celebrations for Sainsbury’s Verdict: “A pleasing event.”

Spill the beans: “This Christmas trading was changeable. Cards performed well, but as ever it was right to the finish line. We had a strong start, and were confident in range, but saw huge variation in customer spending behaviours as everyone has been carefully considering where their spend was needed most.

The Royal Mail strikes likely impacted boxed card performance, and we certainly saw a slow on sales when the final post dates were pulled forwards.”

Your hunch and approach for 2023: “I’m feeling optimistic. Our ranges look strong and we offer wide value choices. We continue with our commitment to sustainability, and evolve our approach to being inclusive. You’ll see some new formats which have recently launched, and a host of new brokered publishers are landing too!”

Caroline Ranwell owner of Hugs & Kisses, Tettenhall Verdict: “Just WOW!”

Spill the beans: “We had the best Christmas ever at Hugs & Kisses which has really surprised me! I expected to be considerably down this year for two reasons...firstly, the dreadful postal strikes and secondly the fact that having opened my new clothing boutique we now don't have as many clothes or handbags in the shop as we did in 2021, but our sales were up considerably.

Even though we saw brilliant Christmas trading overall, the Royal Mail strikes still affected us, I was horrified to have a huge amount of boxes of Christmas cards left, I do usually get this spot on. Fingers crossed that my post Christmas sale will move most of them. The postal strikes also really affected my online sales, but I also think they drove customers to shop local and so helped counter card and gift sales in the shop.”

Your strategy: “The only difference to our 2021 approach was that we had a lot more Christmas cards available online, something that I am determined to keep growing!”

Customer buying patterns: “Customers just weren't buying the amount of boxed cards as normal, and when they did it seemed to be the charity packs they wanted rather than boxes. Some of our customers did start buying a little earlier, but as usual it was a completely crazy December with a shop full of men on Christmas Eve, which always makes us smile.”

Top performers: “We did really well with our counter cards, in particular Wendy Jones-Blackett (Cloud Nine and Quicksilver), Rush Design (a magical Christmas range, the best one yet), Five Dollar Shake (the large cards in female relations in this year’s Christmas Glow range sold like crazy), White Cotton Cards (the large cards),

Above: Abi Wilson with Sainsbury’s colleagues Sanjit Pooni (left) and Shar Grothier at the recent GCA AGM and Conference.

Right: Sainsbury’s consumers were variable in their Christmas card shopping.

Above: No need to feel sheepish about Christmas trade, it did happen!

Below: Caroline and Jon Ranwell at The Retas 2022.

VIEWPOINTS

Hammond Gower (its Midsummer’s Dream Christmas designs were outstanding) and Belly Button Designs all sold extremely well in titles and open titles.”

Your hunch and approach for 2023: “After such a great Christmas I am feeling really positive about 2023. I don't think it will be easy, but if we put enough effort in and make sure we have the right stock I think we will be fine. One good thing to come out of the Covid nightmare is that customers really do want to support small businesses and they do want to shop local. The only difference in my buying for 2023 Christmas will be that I will buy fewer Christmas card boxes.”

Above: Hugs & Kisses’ festive window.

Adam Dury

chief commercial officer of Card Factory

Verdict: “Pleased.”

Spill the beans: “Overall card performance was in line with my expectation and personally I was particularly pleased with the performance of single Christmas cards and the continual focus on our own UK-based production.

Customer behaviour certainly changed this Christmas as people became more focused on the earlier dates for last postage as well as greater consideration for those cards that could be delivered by hand, thus helping to manage overall cost. From my time out and about in our shops and from listening to our customers it was evident some had chosen to shop the high streets and shopping centres to reduce the risk of delayed postage from shopping online.”

Your strategy: “We ensured we had the right balance of promotional activity and continually reviewed the timings of all product and range launches to ensure we had the right balance between the everyday and Christmas offer. Thankfully we didn’t have to wrestle with the shipping challenges of 2021!”

Consumer buying patterns: “Customers are searching for value for money and are still focused on celebrating those special times throughout the year. The ability to offer the customer a one stop shop of card, gift and wrap continues to remain top of mind as customers look to control spend and shop with greater efficiency. Our proposition offers great value for money across a range of products and price points, and our experience so far this year has confirmed how well this resonates with consumers.”

Top performers: “Cards for your nearest and dearest with captions for wife, husband, mum and dad were definitely big hits.”

Your hunch and approach for 2023: “Confident and optimistic…I am the eternal optimist!”

Jon May co-owner of Mooch Gifts & Home, Stourport and Bewdley Verdict: “Last-minute.”

Spill the beans: “While our stores saw an early rush of Christmas shoppers in November, December was pretty flat though the final three days pre-Christmas were our busiest in our seven years of trading.

Single cards performed well and we probably ended up on-par with 2021 although pack sales were much lower due to the impact of the Royal Mail strikes.

Card sales were severely affected by the Royal Mail strikes as folk simply did not post Christmas cards. In November alone our online sales were down 60% due to the Royal Mail strikes. Unfortunately, I have lost all sympathy with the workers, OK make a stand to your bosses but you don't let down your customers at their busiest time. We like other small businesses are transferring our business to another provider as we can't have this continued threat affecting our business. On the plus side our stores did have additional footfall with customers shopping late for gifts as Royal Mail let them down with online purchases.”

Your strategy: “We definitely put more effort than normal into our windows and had a different theme to the standard Christmas that attracted lots of interest locally and definitely introduced us to new customers. We continued to push our online offer, making nearly 80% of our cards and gifts available from the website for nationwide delivery or click & collect.”

Customer buying patterns: “As we predicted customers bought lower ticket items than in previous years, but we had planned for this so sales were slightly down but the number of customers and transactions were up.

Interestingly we didn’t receive any comments from customers on sustainability apart from on our eco crackers, which they loved. It did seem that if a customer’s finances are tight they want to buy products in prestige condition so naked roll wrap and cards do not work for us as we get left with the damaged products and then are out of pocket ourselves.”

Top performers: “Money wallets sold very well this year which probably reflects a trend that more people were giving money than buying a gift the recipient may not want or use.”

Your hunch and approach for 2023: “Like many small businesses we are nervous going into 2023, but we will continue to monitor our costs, buy wisely and continue to be different to give our customers a reason to keep visiting our stores.

We will be offering something completely different in regards to gifting for Christmas 2023, but will keep that under wraps until nearer the time. On cards, wrap and gift bags we will continue to fly the flag for our wonderful British designers.”

Above: Mooch made a big effort with its Christmas windows.

Above right: Card Factory was pleased with the Christmas trade.

Above left: Adam Dury.

Heidi Early owner of Earlybird Designs, Stoke Newington Verdict: “Phew!”

Spill the beans: “We had a really good end to the year, resulting in our overall sales up by around 4%, which we absolutely were not expecting! I don’t think the Royal Mail strikes had much of an impact on card sending because those who send large amounts sent early while others decided to buy and send cards anyway, even if they turned up late. Saying that sales of our boxed cards, in particular the larger boxes, were slightly down, however that seems to be a year-on-year trend. And in terms of overall sales, I definitely think people came out to the high street more in that last week because deliveries were in such a mess - there’s always a silver lining in tricky situations! Single card sales were up again, a trend we’ve seen for a few years now.”

Your strategy: “We worked even harder on our social media and although it’s hard to quantify, we definitely saw a direct correlation between certain posts and sales.

And it was also a year of working really hard on community projects, which at times has been a really tough gig trying to balance time between the projects and the business, but our customer comments and sales have absolutely made it all worth it.

The same goes for our sustainability efforts, we’ve worked on that all year and really promoted what we’re doing and made clear signage. A couple of years ago I couldn’t imagine Christmas without glitter but this year there was absolutely no glitter in sight and not one complaint. In fact, our sales of kraft paper-based wrapping, tags, tape, bows and ribbon were all significantly up, which is so encouraging.”

Top performers: “Our own brand range was much bigger this year and those sales were strong throughout the season. Special cards like laser cut ones from Alljoy and Roger la Borde sold very well, as did decoration cards (especially the personalised one from Jessica Hogarth). And lots of customers commented on our selection of funny cards from Dean Morris, Ohh Deer, Brainbox Candy, Bold & Bright and Redback - I think people really needed a bit of humour!”

Your hunch and approach for 2023: “For 2023 Christmas we will order slightly fewer card packs and we will remain conservative in our buying. I do think 2023 is going to be a very tough year but I am still optimistic! It just means we have to be more creative and listen to our customers even more. The best ideas come out of the toughest times, so bring it on!”

Mark Janson-Smith managing director of Postmark, six shops in South and West London

Verdict: “Incredibly pleased.”

Spill the beans: “Considering the unprecedented amount of headwinds, we were incredibly pleased with our final Christmas numbers, but the journey to December 24 was definitely not one for the faint hearted! In all my years of retail I have never known a year like it and one I hope is not repeated anytime soon. With postage sales removed we actually finished 2.4% up for November and December, helped by a bumper last week and some strong everyday and non-card sales figures.

The most obvious and dramatic factor for us were the postal strikes, with our stamp sales alone being 32% down which had an obvious knockon effect on our Christmas card pack sales, which finished 16% down. We were trading very strongly before the strikes began and then things just fell off a cliff with many friends and family not bothering to send Christmas cards as they were not sure they would get there.”

Customer buying patterns: “Our single card sales were pretty flat, but we did see a big increase in relations cards which we put down to a far better offering along with many people buying more cards for the people they would actually be seeing in person.”

Top performers: “For packs the strong performers were, as always, from Museums & Galleries, Woodmansterne and The Art File but we also saw some strong sales from Stop the Clock and, a new one for us, Ling Design

In singles the outright winners came from The Art File, but we also saw some very good sales from Portfolio and Bewilderbeest (one of our new favourites). In relations Belly Button came in strong with its very in-depth offering.”

Your hunch and approach for 2023: “We will probably stick to our buying patterns of 2022 and just put the sales patterns down to a blip, while crossing our fingers that Royal Mail and the unions can sort themselves out and not hold the country to ransom again.”

Above: Postmark’s Christmas window in its Greenwich store.

Left: Mark Janson-Smith (left) with House of Cards’ Miles Robinson at The Retas last July.

Above: Heidi helping to promote the Winter Toy Appeal which it sold packs of cards for, raising £250. The appeal meant over 5,000 local children received a brand new toy for Christmas.

Jo Barber

No.14, Ampthill Verdict: “Phew.”

Spill the beans: “I guess if there was one word to sum up Christmas, it would be ‘Phew!’ Phew because it was much busier than we’d anticipated, phew because getting web orders delivered was super stressful and phew because we unexpectedly made up our YTD shortfall despite the well-publicised strikes and general negativity in the media.

The quantity of single cards we sell always surprises me, we sold over 4,000 which was slightly up on the previous year. One customer spent over £120 on a selection of single cards for husband, daughter, nephew, neighbour etc and although it’s a lot of money if it means connecting with those you love, it’s money well spent. One card title we saw a decline in was Across the Miles, not sure if the earlier posting dates caught people out so they decided not to bother.”

Customer buying habits: “We noticed more customers asking for charity packs compared to previous years. Could this be a sign for Christmas 2023? It’s highly likely we’ll stock just charity packs next year; it would be great if more publishers offered them.

More customers shopped local this Christmas, especially in the final days, probably those who traditionally order online. Their average spend was strong, possibly because they were relieved to not only leave with a great gift, but a wrapped gift too! Speaking of wrap, we noticed lots of customers asking for fully recyclable paper in 2021 so we made sure we had plenty on offer this Christmas. Recyclable paper doesn’t need to be boring, biodegradable glitter does increase the price slightly, but looks super festive and The Unique Paper Co offers a great selection.”

Your strategy: “Fearful of an underperforming 4th quarter we began sending a weekly newsletter to our customers. We upgraded to a more expensive marketing platform, but deleted email addresses that just weren’t engaging with us, so it’s actually saved us money. We noticed a huge increase in web orders on the day the newsletter landed.”

Top performers: “Christmas card packs sold well, notably charity packs from Artbeat . Our best-selling Christmas card singles came from Janie Wilson , Molly Mae and Dandelion Stationery .”

Your hunch and approach for 2023: “As we head into 2023, I’d be fibbing if I didn’t say I was nervous, but I know we have a welcoming environment, selling great products at a fair price and with one twelfth of the population having a birthday every month, I reckon we’ll be fine!”

Maggie Wynn owner of Just Cards, Honiton Verdict: “Hooray - we did it.”

Spill the beans: “We did it against all the negativity and Royal Mail strikes. It all worked out really well. There was a lot riding on how the final weeks trading went, but we were busy all the way through to the end. We came out on par with our expectations. I think the price of petrol and parking as well as the train strikes saw people shopping local.”

Your strategy: “We put all our Christmas boxes and single cards out early so the customers had plenty of time to buy and send them.”

Customer buying habits: “I think because all the companies have been really good with their sustainability approaches to packaging and glitter we did not have any comments about the environmental concerns with the products this year.”

Top performers: “Museums and Galleries’ charity boxes and packs sold extremely well.

Noel Tatt’s pop-ups were amazing sellers while its charity packs were excellent too with the best eco-friendly packaging of all the new products we stocked.”

Your hunch and approach for 2023: “Roll on 2023!”

Andrea Pinder owner of Presentations, Barrowford Verdict: “Bingo.”

Spill the beans: “Charity packs all sold through with very little left at the end. Boxed cards did well although purchases were slightly less than previous years. Counter cards sold well, however where some customers in the past have chosen several cards and titles for families this proved to be less. Buying one card to cover all the family was popular. Across the Miles cards didn’t sell, it’s one caption that has declined in popularity over the past few years.

Our gift sales were up 5% year on year. We noticed a lot of new customers coming into our village from neighbouring villages wanting to shop local.

Top: No. 14 Ampthill in festive mode.

Above: Dandelion did well with Christmas cards as well as this winter birthday design at No.14.

Below: Museums & Galleries’ charity packs sold well in Just Cards.

Bottom: Maggie Wynn at PG Live seeing Just Cards on the Wall of Fame.

Below: Inside Presentation in the run up to Christmas.

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Sadly, I did sense some people used the Royal Mail strikes as an excuse not to send cards.”

Your strategy: “We put our Christmas cards out on display in in the first week of October. We offered a free giftwrapping service, just suggesting customers make a donation to Rosemere Cancer Foundation, with us raising over £1,000 in 2022.”

Top performers: “Our best-selling counter cards included those from Five Dollar Shake, Janie Wilson, Paperlink, Pigment (Fox & Butler), Rosie Made a Thing and Wendy Jones-Blackett (Quicksilver). Our boxed cards top performers were from Abacus, Belly Button Designs, Five Dollar Shake and Ling Design while our best selling charity packs were from Abacus, Paperlink and Rosie Made a Thing.”

Your hunch and approach for 2023: “I’m so looking forward to seeing what my suppliers have to offer. Quality, design and cost will remain very important to any independent business, given overheads have increased hugely with energy prices etc. I will be spending my budgets wisely. Here’s to a successful 2023.”

Deborah Tingay owner of Southbourne Cards, Southbourne Verdict: “Relieved.”

Spill the beans: “It was a very hard, long and fierce pre-Christmas trading period.

We had poor like-for-like sales in October and November as footfall collapsed due to macro-economic factors. The increase in average spend was our saving grace, with higher priced items performing well so we ended up on a par in December compared to 2021, so I am feeling pretty chuffed with that, all things considered.

We had awful sales on Christmas boxes, probably down to the postal strikes.”

Your strategy:

“We continued our stance on being plastic-free, not just from the end user, but also the waste passed on to us by our suppliers. Suppliers are however still sending plastic wrapped products in error which is very frustrating.”

Your hunch and approach for 2023: “We are going into 2023 with a fighting spirit. It’s going to be really tough if the last quarter is anything to go by. We will be reviewing our supplier base with a view to improving our margin mix and performance. A number of my supplier ranges are still being heavily discounted in our local Sainsbury’s thus undermining my pricing position. Challenges remain, but we are still as focused as ever on customer service and are still smiling.”

Sarah Laker owner of Stationery Supplies, Marple and Wilmslow

Verdict: “A shop local Christmas.”

Spill the beans: “We had our best ever Christmas Eve in Marple with so many customers coming in saying how they wanted to support local shops especially as they realised through my social media how important independent retail is for the local community.

I was hoping to end up on a par with 2021 over November and December. Interestingly I was 4% up overall in my Marple shop, while sales in my Wilmslow shop were 9% down. Card sales in Marple for November and December were 4% up on 2021 and 24% up compared to 2019, the last pre-pandemic year.

Our sales of mailing products were definitely impacted by the Royal Mail Strikes with sales of envelopes, bubble wrap, boxes etc, 50% down in December compared to the year previous.”

Your strategy:

“Customers started asking for Christmas cards in September so I put them out earlier than normal however sales didn’t really kick in until after Bonfire Night.”

Customer buying patterns: “Customers started shopping earlier and so I saw steady sales in both shops during December and November, rather than a sudden rush at the end. Our pen sales were up 40% and our notebook sales were up 80%, reflecting that customers were thinking more about how useful the gift was going to be for the receiver.

Customers were looking for recyclable wrapping options especially wrap without cello and recyclable paper tape. My first order of recyclable Christmas paper tape was for 96 rolls and I thought I’d over ordered however I ended up selling twice that.”

Top performers: “ charity packs were popular with our customers, they especially liked the addition of the Motor Neurone Disease charity. In our Wilmslow shop the Message In A Bottle Christmas cards from Alljoy down an absolute storm.”

Your hunch and approach for 2023: “I think “uneasy” sums up my feelings about 2023. I think the cost-of-living crisis will hit during January when people are facing heating bills from the extreme cold snap we had in December, followed by their credit card bills. I’m going very steady on the buying, keeping an eye on my budget at all times.”

Above: One of the delighted young winners of Stationery Supplies’ Design a Christmas card competition.

Right: Stationery Supplies sold nearly 400 of its Marple charity calendar, more than ever before, donating £1 for each sold to Friends of Marple Memorial Park.

Above: Deborah Tingay (left) with The Art File’s Karen Mace at PG Live.

John Lewis always sets the bar high on its Christmas advert but its latest ranked as one of the most poignant ever, created in partnership with Action for Children and Who Cares Scotland? to raise awareness of children in care, as part of the retailing group’s commitment to building happier futures for those in need.

And, launching in February, across the entire John Lewis and Waitrose estate, is a significant own brand greeting card charity range that will play its part in this.

PG caught up with Claire Taylor, greeting card buyer for John Lewis and Waitrose to find out more.

It has been a long time since John Lewis produced an own brand range of everyday greeting cards, but all that is about to change, and their sales will in turn fund positive change in society.

“Being there for all life’s moments is at the heart of what we as a retailing business is all about, and greeting cards fit really well into this area suggests Claire Taylor, who heads up the buying of greeting cards, as well as stationery and gift collections for the John Lewis and Waitrose stores.

The artwork for the 12 designs in the inaugural collection of the new own brand cards is homegrown, having been created by the John Lewis in-house team for fabric or cushions. The rear of the cards prominently

Christmas Credentials

feature the logos of FareShare, HomeStart and the John Lewis Foundation, the trio of charities who will benefit from the range which will go on sale in all 35 John Lewis & Partners stores as well as in all 300 Waitrose & Partners branches.

“While we have always stocked charity Christmas cards, it feels so right to be supporting charities all year round through greeting cards. This enables us to do just that,” says Claire.

The debut of the own brand collection coincides with the launch of the new replanned greeting card displays as well as the introduction of a range of everyday card packs, all set to further build on the retailer’s awardwinning reputation as a greeting card retailer.

“Greeting cards are really important to John Lewis, with Waitrose really turning the dial in terms of our presence and the volumes we can guarantee for our card publishing partners,” says Claire.

Even before the new replan has been installed, everyday card sales in John Lewis and Waitrose are tracking 7% up on this time last year, and Christmas card sales ended 3% up on 2021 levels.

What’s your verdict on Christmas trade 2023 for John Lewis and Waitrose?: “Nail biting.”

l What has been your strategy to maximise sales?: “We are trialling a markdown of our Christmas cards for the first time this year to minimise the amount of stock we send to be recycled…early signs are that we are almost out of stock online already.”

l Did you clock any changing customer buying patterns?: “We found our online-only higher price points performed well early on in the season with our most organised customers buying into intricate pop-ups and keepsakes in advance.”

l What’s your hunch and approach for Christmas 2023?: “We’re looking to build on the success we’ve had last year, with our customers to watch this space for exciting things to get them in the Christmas spirit early.”

Top: Claire Taylor (second left) on stage at The Retas 2022 collecting John Lewis’ trophy for Best Department Store Retailer of Greeting Cards with JL merchandisr Emily Lewis (second right) that was presented to them by Dan Mayhew of Spring Fair, sponsor of this category and host Sara Barron.

Above: The everyday and occasions card displays in John Lewis’ Oxford Street store.

Left: As part of the new way of working, dedicated seasonal space, currently being used for Valentine’s Day and Mother’s Day will ensure the everyday displays are not condensed.

“The first half of last year saw huge increases in our greeting card sales vs 2021 when of course we were still hit with Covidimposed store closures meaning we ended the first half of 2022 up 42% versus the previous year while the second half saw numerous headwinds from postal strikes to cost of living implications however the return to stores was fabulous to see with footfall driving our sales into the positives again,” reveals Claire. “The really pleasing statistic though is that our greeting card sales are also performing above the levels of 2019/20 when the world was slightly more settled in its pre-Covid state.”

Claire pays tribute to the 26 greeting card publishers whose designs make up the selection, including of course Woodmansterne Publications, which brokers in the other brands’ cards as well as its own.

The way John Lewis plans its greeting cards has changed somewhat over the

Up Close and Personal

PG put JLP’s Claire Taylor in the hot seat…

last year, which, Claire highlights brings benefits to suppliers.

“We now have dedicated Seasonal space that doesn’t fluctuate. This allows our everyday selection to thrive, simplifies the customer journey and benefits publishers as they now have year-round ranging, resulting in better volume sales for them. It also ensures that our best products are promoted at the front of the department in between Seasonal events,” sums up Claire.

This fairness to publishers also extends into the number of suppliers with whom it works.

“We run with a fairly tight publisher base as I believe you need those relationships to be strong. We build relationships with our established suppliers, to grow our strategic partnerships and understanding to support

l What three words would your Best Friend use to describe you?

“Positive, Caring, Laughter.”

l What is your guilty pleasure?

“Nutella…and terrible television.”

l What is the favourite part of your job?

“Product development and selections - I’m a creative person at heart, just don’t ask me to design a greeting card! Seeing the sales come in after a concerted effort from the team is really rewarding.”

l What is your least favourite part of your job?

“I like to try and do everything well, however the size of my remit does sometimes make me feel like I need to be in five places at once and it’s uncomfortable to not be able to deliver everything to a high standard. Ruthless prioritisation is the only way!”

l If you had all the skills in the world, what would be your dream job?

“I’d love to be a backing singer.”

l If there was a magic carpet at your disposal, where would you go?

“I’d like a beach location with a mountainous backdrop…and a cocktail.”

l How do you relax?

“Good food, dancing around in my kitchen or car-dancing, terrible television, and a good stretch.”

l Which three people (dead or alive) would you like to have at a dinner party?

“Aretha Franklin, Robin Williams and Jennifer Lawrence.”

Above

each other says Claire. “That said, I am excited to be introducing designs from three publishers that are new for us, Marina B, Stormy Knight and I Drew This, all of whom I met at the GCA Dragons’ Speed-dating event that I participated in last year.”

Another new addition, Not a Fictional Mum, whose designs include those going through IVF, adoption and social care issues.

“As part of our commitment to diversity and inclusion, we need to continue to improve on ensuring that there are cards for everyone and every occasion, both the struggles and the joys. This is also reflected in our stocking of cards for Chinese New Year, Jewish celebrations, Diwali and Eid, not just in selected branches, but throughout the store estate,” reveals Claire.

The retailer is also continuing to make strides on the sustainability front, not just in the substrates it uses, but in its ways of working.

“We moved away from cello-wrapping and glitter several years ago and 99% of our everyday cards are already made in the UK,” says Claire. This year, the aim is for John Lewis and Waitrose to reduce the number of cards that are sent to be recycled.

“While recycling is of course a positive, it would be better for us to minimise what we recycle and have the products go home with the customer. Our trial of marking down Christmas cards, a first for us, is part of this, while maintaining the everyday displays on the shop floor.”

With its everyday card sales on the up, a raft of new products and plans to grow the online side, Claire is feeling optimistic about the year ahead. “There will always be challenges, but greeting cards are about sending joy and messages of hope, celebrating occasions however small and reminding people how loved and cherished they are, and these are sentiments that are highly unlikely to ever go out of fashion.”

Left: One of the designs in the soon to launch own brand charity range, the designs of which are based on artwork created in-house and have featured on other products.

Above: The new own brand range will help to raise funds for several charities, including FareShare, HomeStart and the John Lewis Foundation. Below left: The John Lewis mantra that is amplified by its commitment to greeting cards.

right Claire relaxing with bit of car-dancing. She put in a bit of practice at The Henries reception with colleague Emily Lewis.

Industry Issue: State of the Nation

Adjusting The Sails

‘A Spoonful of Cautious Optimism’ was the title of the State of the Greeting Card Nation article in last year’s PG February edition. Then, we were still recovering from two years of Covid disruption with the Omicron variant necessitating, among other things, the Top Drawer January trade show in London being postponed for six weeks.

A year on, and while things are not ship shape, the industry is proving adept at navigating the crosswinds.

What a joy to visit Top Drawer, back to its usual mid January time slot, and full of hugs and kisses with Spring Fair just around the corner for the next get together. While Covid is still swirling around, it is thankfully a much milder form, and not really adversely affecting the day-to-day economy.

Few could have predicted some of the ill winds that have hit in the last year, presenting challenges that are not unique to the greeting card industry. The awful unprovoked Russian attack on Ukraine stoked energy prices and inflation across the board. And also ignited a cost-of-living

crisis and what was odds on for an official recession.

However the harbingers of doom and gloom were shocked when against all expectations, the economy actually grew slightly in November.

Even inflation seems to be coming down quicker than expected and the significant drop in energy prices, might mean that public finances will take less of a battering, leaning to a less punitive budget in April.

And in the greeting card industry, paper prices which had been soaring have stabilised, and the earlier board supply problems seem to have abated too. Having said that, margins for publishers already under pressure, have been squeezed until the pips squeak, and it is obvious to many that greeting card prices need to increase for everyone, at both trade and retail levels.

In 2021, soaring container costs made life exceptionally difficult for those manufacturing in the Far East. Yet while these costs came down considerably during 2022, publishers were hit with another whammy in the form of a steep fall in the £pound against the $dollar, meaning that any gain was largely negated. The last few years’ ructions, along with the political situation, when it comes to manufacturing in China, will no doubt lead to more reshoring to the UK. But there is only so much that is economical to be produced here and changing supply chains is never simple.

But by far the biggest damage inflicted on our UK greeting card industry has come from an institution which was previously its ally, Royal Mail. The series of postal strikes by the Communication Workers Union, which were regular occurrences in November and December inflicted brutal collateral damage on our Christmas trade. The Christmas card box market had been in slow decline for a few years, but there is no doubt that the industrial action has severely

Above: The industry has fared choppy waters and does not take calm seas for granted with the winds of change never far away. Left: Thankfully the cost of shipping has come down considerably.

Below: An Ohh Deer card that would have been a perfect send during the Royal Mail strikes.

Bottom: Cards Galore is up and running, albeit in fewer locations than previously.

damaged it, perhaps irrevocably unless something radical is done to reignite it. Once people lose the habit of mass greeting card sending, will they pick it up again? And the thought that their festive cards would not arrive for Christmas simply put people off sending as many, some culling them completely. This is reflected in the findings of the recently published PG Retail Barometer, in which indies state that Christmas boxes is the product area which has seen the greatest decline year on year, borne out by 71% believing that their customers sent fewer Christmas cards in 2022 compared to the year previous.

The industrial action is not the only threat emanating from Royal Mail. A ‘substantial’ increase in the cost of 1st class postage is on the cards which would take it over the £1 mark, again not good news for greeting card postal sending.

For the first time since 2019, all the Spring Season events took place in 2022 without major incidents.

There were no major business casualties, either in publishing or retailing in 2022. This is in marked contrast to 2021, when Paperchase went into administration and Cards Galore was forced to close its doors. Paperchase went through a ‘Phoenix’ like resurrection, leaving a lot of publishing suppliers nursing bad debts that still leaves a nasty taste with many (and as PG went to press the industry was bracing itself for a repeat performance of another Paperchase ‘crash and return’).

Conversely Cards Galore who behaved far more honourably towards its suppliers, is now up and running again thankfully, though admittedly with fewer shops than previously.

And most retailers, both independent and multiple, actually surprised themselves when they totted up their Christmas trade, finding that thanks to a very late rally, figures were largely up on 2021 levels. The strikes affecting post and train travel brought an unexpected boost to the high street with folk

embarking on a festive shopping frenzy to buy gifts, wrap and cards, unable to rely on online orders arriving in time.

Certainly, there are signs that in greeting cards, bricks and mortar retailing is fighting back or at least online sales are stalling. Moonpig’s rise seems to have hit a rock. It is too early to tell if this is temporary or more permanent. Online greeting card sales are still incredibly low compared with so many other retail sectors at around 16%. This could mean one of two things. Either there is huge scope for greeting card online sales or that greeting cards are not as easy to sell online as many other products.

Furthermore, Royal Mail management is still fighting to shed its legal requirement to deliver on a Saturday. In 2004 when Royal Mail was still nationalised and letter delivery was at its peak, 22 billion items were sent. By last year, it was down to 8 billion. It is arguing that a six day delivery is uneconomic and losing £1 million a day is unsustainable. Being privately owned, it needs to maximise its profits for shareholders and is far more interested in the more lucrative parcel side. It seems hard to reconcile Royal Mail’s pursuit of profit with an affordable universal six day service, which is worrying for our industry, but something that the GCA is leading the charge on protecting, with ceo Amanda Fergusson meeting with those in high places, including the Labour Party’s head of policy, and forging links with others with a vested interest to have our industry’s voice heard.

But for all the ill winds, there have also been some pleasant warming breezes that we should not forget.

At retail, while there has been much talk of shop closures, those with an appetite for growth are able to secure sensible rents, while the changes to business rates that will come into force in April will also make it a more level playing field for bricks and mortar to compete with online and put more money back in the tills of indies.

Britain still retains its place as the creative hub of the global greeting card industry, as evidenced by the hundreds of overseas distributors enthusiastic return to PG Live in June after a three year absence, with an appetite that will be further stimulated by the latest incredible ranges.

As Chris Bryan, president of the GCA, and Second Nature stated in his speech at the association’s AGM and Conference in October, of the coming year: “There will be challenges for us all, but in the dark times we as an industry deliver the love and sentiment that everyone needs. Greeting cards have always been resilient to economic downturns. I believe the market can still grow…let’s look to the future of what is possible.”

Is that a pleasant warm breeze coming our way…?

Top: The GCA’s ceo Amanda Fergusson (right) appeared on many media channels, including GB News to encourage Christmas card sending, despite the Royal Mail strikes. Left: Christmas box sales aside, many retailers, such as Reflections in Nantwich and Rugeley ended up ahead of expectations, thanks to a late rush.

Right: An Archivist Gallery card that epitomises the tack the greeting card community has taken to the changing ‘weather conditions’.

Below: Creativity abounds in this industry, testified by this small selection of nw designs from The Art File.

A Rollercoaster Year

Despite the challenges of the last yearnotably the cost-of-living increases, rail and postal strikes - independent greeting card retailers fared pretty well, with 66% either having experienced growth or remained on a par with 2021 levels.

With the 2023 rollercoaster ride now underway, PG delved into the findings of the PG Retail Barometer, the annual survey into the health and wealth of the independent greeting card retailer to find out the ups and the downs.

The PG Retail Barometer is an annual survey of independent greeting card retailers. This latest survey includes both independent retailers who are Cardgains members (accounting for 1,000 rooftops) as well as those who are not a member of the buying group. All surveys were completed by 6 January 2023.

How Was Business 2022 v 2021?

After an erratic few years, the picture of the ‘new normal’ is starting to appear. While the overall results are not as positive as in the previous Barometer, they’re nonetheless a lot more encouragingly than in many years gone by. Almost half saw their business grow, albeit marginally, approaching a quarter experienced a slide in sales, with a third holding the line on the year previous which was a bumper one for many. Average spend per customer, while not reaching the heights of the year previous, which due to lockdowns saw more concentrated spending, was on the up for 46% of respondents, though sadly a third experienced a drop.

What happened to the average spend per customer

Business boons

Making it a hat trick, the ‘shop local’ drive has served indies well, cited as having been the biggest boon to their trade in the last 12 months by 64% of respondents.

Greeting cards continued to hold their own as a very relevant and tangible way of communicating with loved ones with a third of respondents believing that the consumer’s appreciation of greeting cards grew over the last year, having really come into their own during the lockdown years.

How has your business fared over the last year? PG looks back at the last eight years of PG’s Retail Barometer data.

Staff are back up there as having made a big difference to an indie’s trade, coming second in the list of positive factors with the working from home trend bringing huge benefits for the retail respondents, who were pleased that their investment in new card and gift products did not go unnoticed with social media activity helping to drive traffic and sales.

What main factor(s) had a positive effect on your business in the last year? (Previous year’s position in brackets)

1st The ‘Shop Local’ Support (1st)

2nd Staff (4th)

3rd Broadening The Gift Selection (7th)

4th Social Media (3rd)

5th Broadening The Card Selection (6th)

6th Working From Home Trend (-)

7th Improvements In Shop Displays (2nd)

8th New Customers (8th)

9th= Website/Online Activity (5th)

9th= Increasing Prices (=13th)

10th Shop Improvements/Refits (9th)

11th Local Competition Closing Down (=11th)

12th= Improvements in Service from Suppliers (12th)

12th= Decreasing Prices (-)

13th Winning an Award/Resultant PR (=11th)

14th Collaborations with Local Businesses/Groups (=13th)

15th Improved POS (-)

16th Opening an Additional Store/Expanding/Pop-up (15th)

17th Participation in Online Platforms (eg Trouva, Ankorstore) (14th)

How do you feel the consumer’s appreciation of greeting cards has shifted over the last year?

6% Increased Significantly

27% Increased Slightly

44% Remained The Same

23% Declined

0% Declined Significantly

The big downers

The all encompassing cost-ofliving crisis was the top reason indies cited as having had a detrimental effect on their business over the last year, though the Covid hangover was still up there near the top of the list of banes as were supply issues. The old chestnuts of parking climbed back up as did charity shops selling cards. While the postal strikes do feature as having made a dent on trade, as the survey covers the whole year and the CWU action started in early December, this upheaval to trade does not appear as high up the list as might have been expected.

Business predictions for 2023

Indies have started 2023 with a feeling of cautious optimism . While 35% have gone into the new year aiming for growth, only 4% of these are gung ho enough to be expecting significant growth.

That said, pragmatic realism is a strength and there cannot be many sectors who are starting this period of uncertainty with over three quarters (76%) expecting to grow or hold steady.

Looking further ahead to the next 10 years, there has been a bit of a softening of sentiment, with 42% of respondents feeling positive about the role of the independent card retailer a decade hence, compared to 65% in the last survey. That said, while 17% see the long term future as weak, three years ago this figure was 30%.

Expectations for your business for 2023?

3% Major Decline

4% Significant Growth

26% Slight Decline

31% Marginal Growth

36% Remain About The Same

Supermarkets continue to be a thorn in the side of indies, their improved displays and convenience being a sizeable niggle while the growing number of empty shop units being a greater dampener on trade than a year ago.

What main factor(s) have had a detrimental effect on your business this year? (Previous year’s position in brackets)

1st Cost-of-Living Crisis (-)

2nd The UK Retail Economy (3rd)

3rd Covid-19 (1st)

4th Disruption in Supplies (2nd)

5th Parking Issues (10th)

6th Expansion of Cards in Supermarkets (4th)

7th Charity Shops Selling Greeting Cards (=11th)

8th Business Rates (8th)

9th Competition from Multiples (5th)

10th= Empty Shop Units in the Vicinity (13th)

11th Expansion of value/discount retailers (=14th)

12th People Going Back to Work in Offices (-)

13th Rent Review (15th)

14th Postal Strikes (-)

15th= Print-on-Demand Cards (16th)

15th= General Online Activity (7th)

15th= Reduction in Service from Suppliers/Reps/Agents (9th)

16th People Holidaying Abroad (-)

Below: Postal strikes did not appear as high up the list of banes as they only hit at the end of the year, but they impacted on Christmas card sending. What does Postman Pat think?

How do you view the future of the independent card shop in the next 10 years?

4% Positive

38% Positive

38% Neutral

17% Weak

3% Very Weak

Threats and opportunities

Continuing the trend of last year, even now we are (hopefully) through retail lockdowns, supermarkets are seen as much more of a threat to an independent card retailer than garden centres, print-on-demand card operators, Card Factory and Amazon.

Some 72% of indies view the grocers as a real concern with 16% going so far as to view them as a ‘serious threat’. Three years ago only 17% of indies viewed them in this way.

Garden centres continue to be a thorn in the side of indies, especially as more publishers are courting this fertile ground, with 53% seeing them as a threat, 13% as a serious one.

In the digital space, while less acutely felt than this time last year, the vast product selection and marketing muscle has seen Moonpig, Thortful, Funky Pigeon (and other print-on-demand operators) continues to irk 35% of indies, but only 10% of these see them as a serious threat.

Amazon still looms high as a threat for 44% of indie respondents, especially given increasing numbers of publishers as well as retailers are tapping into the online giant’s agility in responding to the whims of the consumer seeking the ultimate convenience of shopping from their sofas.

Despite the fact that Card Factory has further bolstered its position as the UK’s market leading player and has broadened its product offer, now only 35% of respondents view the value chain as a threat. Three years ago, this figure was up at 41%.

How do you view the supermarkets’ expansion on the greeting card front?

How do you view Moonpig, Thortful, Funky Pigeon and other print-on-demand operators?

How do you currently view Card Factory? 7%

How do you currently view garden centres?

How do you currently view Amazon?

16% Serious Threat

28% Threat

53% Neutral

3% Bonus

Top left: Supermarkets, garden centres and online operators continue to be thorns in the side of indies.

Far left: Amazon does not bring a smiley uptick to the faces of indies.

Left: 3D cards, such as this from Alljoy, have been a growth area for indies over the last year.

Growth indicators

The power of laughter and a greeting card’s ability to cheer someone up continues to be reflected in the Barometer findings, with humorous cards once again topping the greeting card charts for indies as being the card category that showed the largest growth over the last year compared to the year previous.

Other industry ‘stalwarts’ that are the backbone of many indies’ card racks, that of relations and occasions cards also held firm in the second position for the second year running, with Christmas singles retaining the third slot.

A new entry into the list this year is 3D and pop-up cards, the new ‘special’ cards while blank/non-occasion sends made it into the list of performers for indies.

Continued on page 49

Which card categories have you seen sales grow in your shop(s) in the last year? (Previous year’s position shown in brackets)

1st Humour (1st)

2nd Relations and Occasions (=2nd)

3rd Christmas Card Singles (=3rd)

4th Contemporary Trend (4th)

5th Words & Sentiment (=2nd)

6th Pop-up and 3D (-)

7th Art (7th)

8th Easter (13th)

9th Mother’s Day (11th)

10th Christmas Packs or Boxes (=3rd)

11th= Diversity and Inclusion (8th)

11th= Children’s (9th)

12th Blank/Non-occasion (-)

13th Handmade or Hand-finished (6th)

14th= Photographic (=10th)

14th= Valentine’s Day (-)

15th= Male (=10th)

15th= Father’s Day (=10th)

16th Licensed (14th)

Appetite for more

When asked in which card categories indies would like an increased choice, once again it is more of the funny stuff they are after! After humorous cards, continuing the trend of the last three years’ Barometers it is male cards and then relations and occasions that there is still a real appetite for more. It would appear there is also a thirst for more designs that cater for children, especially the teenage years, as well as a further potential for more high end handmade/hand-finished designs having been clocked.

On the specific caption front, there is still an appetite for more minor captions as well as more dual captions for Christmas with examples such as ‘Granny on the birth of your grand daughter’ or ‘Niece and her husband at Christmas’. Other common pleas from indies are for more cards that reflect blended families, notably for stepmum and stepdad as well as improved designs for same sex weddings and anniversary as well as more gender neutral birth congrats designs.

On the slide

The unfortunate timing of the postal strikes took its toll on Christmas box sales in 2022 for many, as reflected in their number one position in the list of sliders…hopefully just a blip year! On the Spring Seasons front, Valentine’s Day clearly needs a bit of love as does dear old Dad’s Day.

Which card categories have you seen sales decline in your shop(s) in the last year?

1st Christmas Card Boxes (10th)

2nd Valentine’s Day (1st)

3rd Father’s Day (3rd)

4th Christmas Singles (11th)

5th Cute (8th)

6th Easter (2nd)

7th Words and Sentiments (=12th)

8th Handmade or Hand-Finished (=12th)

9th Photographic (6th)

10th Pop-ups and 3D (-)

11th Christmas singles (11th)

12th= Children’s (9th)

12th= Licensed (7th)

13th Mother’s Day (4th)

Stamping it out

There is no doubt that the postal strikes hit at the worst time of year possible for the greeting card trade.

While the long term prognosis is still unknown, indies were in no doubt that Christmas card sending in 2022 took a slamming, with almost three quarters of respondents (71%) believing that the public sent fewer Christmas cards than they did a year ago. And strikes aside, the cost of stamps also has a negative effect on card sending, believe 84% of indies.

What is your feeling about the number of Christmas cards people sent in 2022?

12% More than the previous year

17% Same as the previous year

71% Fewer than the previous year

Do you feel the increased price of stamps affects your card sales?

24% Decrease Dramatically

60% Decrease Marginally

16% Not be Affected

Driving for sustainability

Concerns about the environment and playing their part in sustainability of the planet featured strongly for indies in the last year. Over eight out of ten (82%) of respondents said environmental considerations had played a part in card buying over the last year (exactly the same percentage as the previous Barometer), with 63% saying that sustainability concerns had impacted on the greeting card buying decisions in the last year, a slight decline in importance on the year previous.

Reducing the number of cellowrapped cards came out tops on the sustainable improvements front for indies, with 18% moving to only stocking naked cards, up 2% on last year’s Barometer.

The dramatic decline on the glitter front continues with over half (53%) of respondents noting that they are stocking fewer products featuring the sparkly stuff.

Having already made improvements over the last few years on the sustainability front, the pace of retailers moving away from offering plastic bags has slowed, but from a position of growing green strength.

To what extent do you think environmental/sustainability concerns have impacted on card buying in the last year?

9% Greatly

64% Marginally

27% Not at all

Continued on page 51

Below: Earlybird in Stoke Newington launched a Small Acts of Sustainability campaign in 2022.

Above: The 2022 Christmas stamps which were not as well used as the industry had hoped.

Cards 81%

2nd= Reduction in Cards/Giftwrap with Glitter 53%

2nd= Reduction in Plastic Pags in the Shop 53%

3rd More Vigilant Recycling 43%

4th Increase in Cards in Compostable Bags 32%

5th Expansion of Eco-products Stocked 28%

6th Greater use of Paper Bags 25%

7th Persuade Staff to be More Sustainable 19%

8th Removal of Cellowrapped Cards 18%

9th Change of Energy Provider 4%

10th Introduction of ‘Bags for Life’ 2%

Marketing muscle

Indies have become much more adept at promoting their shops and the products they stock, with 58% having embraced the potential of various promotional activities.

This year harnessing the broad reach of social media came out tops while rewarding loyalty, keeping it live with customer events and engaging with the local community and charities also featured prominently in the marketing mix.

Top Promotional Mechanisms Over The Last Year (Previous year’s positions shown in brackets)

1st Social Media Promotions (2nd)

2nd Loyalty Cards/Loyalty Initiatives (1st)

3rd In-store ‘Money Off’/Discount Promotions (3rd)

4th Customer Events/Private Shopping and Competitions (4th)

5th Charity Fundraising/Community Engagement (5th)

6th Free Gift Promotions (9th)

=7th Collaboration with Other Businesses/Programmes (6th)

=7th Press Advertising (8th)

8th Gift Voucher Scheme (7th)

9th Enewsletter (-)

10th Local Sponsorship (-)

What local organisations was your business involved with in the last year?

Bira 12%

Chamber of Commerce 17% Charities 25%

Federation of Small

GCA 19%

Just a Card Campaign 15%

Local Retailers Group 48%

Local Schools 21%

01020304050

In a word

While positive words far outweighed negative descriptors in the Barometer question which asked indies to select the word they feel best describes the UK greeting card industry today, the list of negative ones should not be ignored, after what has been a tough year for all, on many levels.

The word ‘Resilient’ came out tops for the second year running, very closely followed by ‘Creative’, ‘Vibrant’ and ‘Strong’ though ‘Surviving’ and ‘Challenging’ were up near the top too. The top ten POSITIVE descriptors… Resilient, Creative, Strong, Vibrant, Diverse, Buoyant, Solid, Gratifying, Resourceful and Exciting

The top five NEUTRAL descriptors… Challenging, Surviving, Hard, Competitive, Rollercoaster

The top five NEGATIVE descriptors… Fragile, Struggling, Precarious, Stagnant, Difficult

Sourcing matters

The strong bonds that indies have with their agents and reps as a lifeline to sourcing new products, was paramount in the last year, when face to face meet-ups were once again possible. This was also reflected in the return to attending trade shows after the hiatus of the Covid years.

While catalogues and actual card samples are still deemed as an important part of an indie’s purchasing consideration, with 88% stating them as “important” or “very important”, online ordering continues to grow.

Half of indie respondents placed at least 50% of their orders online in the last year.

Highlighting that service levels from suppliers have improved slightly year on year, some 65% of indies are not planning to expand the number of suppliers they buy from with 9% looking to reduce their supplier portfolio.

The jury is still out for 62% of respondents as to whether they would consider moving to being supplied via brokerage, though it’s a reduction in the number who would definitely consider it a year ago.

The issue of geographical exclusivity of supply seems to be less of a dividing issue than in previous years, probably due to the reality of ecommerce meaning the consumer can find products at a touch of a button.

Continued on page 53

How Have You Sourced Products In The Last Year?

1st Agents and Reps (1st)

2nd Progressive Greetings and other Media (2nd)

3rd Trade Shows and their Websites (8th)

4th Catalogues and Leaflets (4th)

5th Publishers’ websites (5th)

6th Looking in other Shops (3rd)

7th Cards sent to you (6th)

8th= Word of Mouth (11th)

8th= Internet Platforms (eg Faire, Ankorstore) (9th)

9th Social media (7th)

10th Feedback from Customers (12th)

11th Cardgains’ Newsletter (10th)

Above: Museums & Galleries’ 2023 catalogues.

How do you view seeing catalogues and actual card samples?

In the coming year would you like to see the Recommended Retail Prices (RRPs) of counter cards?

10% Go Up

69% Remain As Now

21% Come Down

The selection box

On the product diversification front, it is the same top three as in last year’s Barometer with gifts winning the gold, sustainable products taking the silver and stationery clinching the bronze. The big climbers this year are jewellery, confectionery, bath & body and balloons & partyware.

Into which product areas would you like to further diversify?

If you place orders online, what percentage?

29% Under 10%

19% Around 25%

21% Around 50%

31% 75% And Above

Do you see your online ordering as likely to increase in the coming year?

37% Increase

57% Remain The Same

6% Decrease

As far as the number of suppliers from whom you order, do you expect to…

26% Increase the Number

65% Remain about the Same

9% Decrease the Number

How have service levels from suppliers been over the last year?

9% Improved Significantly

10% Improved Slightly

62% Remained The Same

15% Decreased Slightly

4% Decreased Significantly

Would you consider being supplied via a brokerage system?

13% Yes

62% Undecided

25% No

Do you see geographical exclusivity of supply as an issue?

30% Yes

70% No

Is the price right?

In the face on inevitable cost rises battering us from all angles, some 10% of respondents are actively calling for an increase in RRPs of cards, but the majority (69%) would like them to remain at 2022 levels.

As for the real price ‘pressure points’, continuing the trend of last three years, indies are most fearful of breaking through the £2.99 barrier, with (shown in order of responses) £3.99, £3.50, £2.45, £4.99, £4.25, £2.25, £1.99, and £5.95 being the next most sensitive.

1st Gifts (1st)

2nd Sustainable Products (2nd)

3rd Stationery (3rd)

4th Jewellery (9th)

5th= Chocolates/Confectionery (=10th)

5th= Children’s Products (11th)

6th= Candles/Home Fragranced Products (4th)

6th= Bath and Body Products (=10th)

6th= Impulse Products (7th)

7th= Balloons and Partyware (=13th)

7th= Home Accessories (5th)

7th= Wellbeing Products (8th)

7th= Clothing (=10th)

7th= Food Gifts (=12th)

7th= Pet Products (=18th)

8th= Handbags (16th)

8th= Fashion Accessories (=12th)

8th= Giftwrappings (6th)

9th Books (=13th)

10th Local/Localised Products (-)

11th= Art and Crafting Products (19th)

11th= Gardening Products (17th)

11th= Kitchenware and Tableware (=18th)

12th= Advents (20th)

12th= Calendars and Diaries (14th)

13th Seasonal Decorations (-)

14th Handmade Products (-)

Channelling ideas

No surprise that social media was a well-used tool for indies over the last year, with over three quarters (77%) now using social media for business purposes.

Some 65% of respondents now have a website for their shops.

How do you view texting, emailing or social networking sites as an alternative to greeting cards?

14% Serious Threat

30% Threat

55% Neutral

1% Bonus

Above left: Rosie Made a Thing tapped into the book market with her Wine Not title, published by HarperCollins.

Above: The power of social media continues to be harnesses by indies.

World At Your Fingertips

With international travel now fully opened up, PG grabbed its passport and did a spot of globetrotting, checking in with some of the leading greeting card distributors and publishers in various part of the globe to find out how the card trade has been in their respective corners of the world.

Australia: Not so ‘down under’ John and Bindi, co-owners of Simson Cards

The year that was: “Well another year has passed, but at least in 2022 our lives were able to return to normal…well the new postCovid normal! Retail stores are now “always” open, well, apart from those that did not make it through the 260 days of total lockdown across 2020/21. Thank goodness lockdowns are all behind us!!”

Ups and downs: “One of the joys of 2022 was travel freedom. In early June we hopped on our first plane since January 2020 and headed to London for PG Livespending 27 hours on a plane wearing N95 masks!! It had been 1,100 days since we had last seen our UK suppliers and Londonbased friends, and what a joy it was to catch up with everyone face to face instead of WhatsApp or Zoom that dominated communication over the past two years.

The retail landscape in Australia across 2022 began to revert back to 2019 and

pre-Covid levels. Across 2020/21 with lockdowns in full force, consumers spent the majority of their time working from home instead of their city centric offices. During lockdowns small suburban stores that would normally generate sales of $15,000 p. were suddenly ordering $30,000 of stock as consumers bought locally within their 5km lockdown enforced boundary. On the flip side, large retail rooftops in the city centres that pre-Covid would have generated sales of $100,000 plus were languishing with their revenue stream from city office workers (and tourists) all but drying up. While the upside in sales for our small suburban customers was more than welcome, their increases were never going to make up the huge downturn in sales from our city stores. The new hybrid working norm of some days in the office and some time working from home, is expected to continue, affecting the retail landscape across 2023.

With our last lockdown ending in November 2021, consumers were ready to indulge in some retail therapy.

Across September and October 2022, Christmas sales looked like they were on steroids, with customers reporting increases of 30-40% on the previous year. Then in November after the fourth interest rate increase hit discretionary spending, consumer sales dramatically softened.

Supply of both materials and labour was challenging across most of 2022. The common thread for everyone was that both raw materials and finished goods were constantly delayed, while the cost of all components of greeting cards significantly increased. We are fortunate that 90% of Simson’s single cards are made in Melbourne. Shipping costs are now half of 2021, but still much higher than 2019. Perhaps the most unusual supply issue was pallets. Australia works on a pallet on hire/off hire system with two main suppliers. Across peak months, Simson would need 20 pallets a day and across that last eight months, we received less than 200 hire pallets. As a result, we had to buy (one time use) pallets that had more than doubled in cost because of wood scarcity.”

Inset: While challenges still prevail, at least international greeting card trade is back in our hands.

Above: The PG Live 2022 official opening ceremony. John (green shirt, bottom right) and Bindi joined UK retailers and fellow overseas distributors to cut the ribbon.

Below left: John and Bindi Simson.

Bottom: Simson Cards’ Melbourne offices.

The Netherlands: A sustained Covid card lift Dorothé and Ton Hollander, co-owners of Artige

The year that was: “In The Netherlands the sale of greeting cards increased during Covid and luckily, this wasn’t something temporary as 2022 was another great year.”

Ups and downs: “A lack of staff has been the biggest challenge for us. However, on the positive front people have appreciated that a greeting card remains such an important way to show that you care about someone. To post a card, a smile through the mailbox is a small effort but so impactful.”

Company news: “2022 was Artige’s 25th anniversary and we achieved our highest ever turnover.”

Hopes and dreams: “We work with a team of amazing people on a product that delivers a smile through mailboxes every day, everywhere. Every time we launch a new collection, we are so excited to see how it is received, both by the shop owners and consumers. What a great challenge to try and surprise them time after time! We hope to continue doing this, not only in 2023, but for the next 25 years!”

Germany: Stable, but supply chain issues

France: Battered by cost increases

Thierry Heinerich, managing director of Pictura Aquarupella

The year that was: “While 2022 was very good for Pictura France in terms of both turnover and volume compared to 2021, sadly the French card market overall seemed to lose some volume in the number of cards bought.”

Ups and downs: “There was a long list of challenges to face in 2022, the main ones being…transport costs, even though they were an improvement on 2021, they were still high; paper price increases; energy cost increases for our trade suppliers; Euro vs USD exchange rate and salary increases.

The most difficult thing was to find an acceptable pathway through all these cost increases both for us and our customers in order to ensure that the greeting card, a non-essential product for the consumer, remained an attractive, reasonable purchase.

On the positive front, our products continued to be acclaimed by our retail customers and the end consumer.”

Changes in card buying habits: “The consumer definitely now looks for a more technical, high quality greeting card, and is willing to pay more for it.”

Stefan Hermann,

managing director of

Taurus-Kunstkarten

The year that was: “We were happy with 2022 as sales were stable and not as bad as expected.”

Ups and downs: “As for everybody the situation with the supply chains, high energy prices, unreliable business processes were challenging. However as for the positives, that would have to be our staff, who for the last two and half years have remained engaged and very flexible in their working patterns.”

Card buying habits: “We have seen buying habits for certain occasions shifting. Weddings, for example, were spread over the whole year with card buying reflecting this.”

Company news: “We started distributing two more publishers from the UK - Paper Salad and Say it with Songs.” Hopes and dreams: “|n common with others, I’d like to see an end to the conflicts everywhere, especially in Ukraine.”

Company news: “In keeping with the demand for more technical cards developing these products required more creation time. We had to adapt to this trend and will continue to do so in 2023.

We had a great opportunity to showcase this on TV in the run up to Christmas, when the France 3 News film crew visited our studio.”

Above: Thierry Heinerich.

Below: More intricate designs from Pictura have chimed with the French card buyers.

Above: Dorothé and Ton Hollander with their daughter Yanick, who is a product developer at Artige, at PG Live 2022’s overseas reception party. Right: Examples of Artige’s new Lola greeting card collection.

Left: Stefan holding cards from some of the UK publishers Taurus-Kunstkarten distributes in Germany.

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Ireland: Year of two halves

USA: Shipping challenges continue to irk

Alan Harnik, founder of Notes & Queries

The year that was: “Based on our business and from what we hear from our industry colleagues, the greeting card business in the US grew in 2022. The growth of the past two years seems to have come both from key accounts as well as from independent shops outside urban areas.”

Paul Slater, sales director and Brian Murtagh, managing director of Watermark Cards

The year that was: “2022 was a year of two halves. It started extremely strongly as we were still comparing to the first half of 2021 when lockdowns of non-essential retail were in place for almost five months. However, the second half of 2022 was significantly more challenging for several reasons. The war in Ukraine, the cost-of-living and energy crises, the summer heatwaves and reduced footfall as a result of the resumption of foreign travel have all contributed to a difficult period for the retail trade. After two years of staycations it seems everyone was keen to have a foreign holiday and this certainly impacted greeting card sales in the summer months.”

Ups and downs: “2022 saw a return to normal after two years of the pandemic. Wedding cards in particular had a huge increase in demand and mass gatherings and parties returned which increased greeting card activity. Looking back at 2020 and 2021 we are extremely grateful that we are back to normal and while Covid is still with us we have learned to live with it and hopefully have a greater appreciation for all the things that matter the most.

However, Brexit continues to cause some disruption with the additional requirements for importing goods. Consumer sentiment is definitely much lower as energy and fuel costs become a reality for everyone and the war in Ukraine affects confidence.”

Company news: “Watermark Cards continues to offer a large and wide choice of greeting cards and gift dressings to the Irish retail trade from our Dublin warehouse. We are extremely proud of our UK publishing partnerships and endeavour to represent them to the best of our ability. Providing a local service of planning, sales and merchandising, prompt delivery and invoicing enable Watermark to compete effectively in the Irish market.”

Hopes and dreams: “We look forward to a normal trading year in 2023 where we can compare properly with the previous year. Most importantly we hope for an end to the war in Ukraine and a year of peace and prosperity.”

Ups and downs: “Our major challenges are a repeat of 2021. Shipping continues to be one of our biggest distribution problems. Getting cards, giftwrap and stationery from the UK to the US, either by air or sea, is more expensive and takes longer. Also, some of our suppliers have experienced shortages in raw materials meaning that re-orders from some of our trading partners have taken longer. Lastly, we have had to incur significant price increases from our suppliers, reflective of the price increases they themselves have incurred. For Notes and Queries inflation, be it in the form of salaries/space rental/insurance have all gone up. Only my salary has remained the same!

That said, the positives are many. We have added several new trading partners to our portfolio, namely Folio and Tache, with Stephanie Davies and select ranges from Abacus Cards coming onboard in January 2023.”

Card buying habits: “Given longer lead times from some of our suppliers to fill our orders we are putting more cards on the shelves so customers do not run out of them. Our customers have continued to seek new, new, new from existing publishers as well as new resources that we bring in. We have seen sales of blank cards increasing and we are not sure whether new independent shops are embracing this category to meet the needs of their customers or whether Notes and Queries blank cards are just great.”

Company news: “New for us in 2022 was additional personnel in the warehouse the appointment of a VP of sales as well as new sales agent hires. For me personally attending The Henries and being awarded The Honorary Achievement Award was a key highlight.”

Hopes and dreams: “My hope for Notes and Queries in 2023 is to continue to transition ownership and directorship to my daughter Vanessa this coming year.”

Top: Watermark’s Paul Slater and Brian Murtagh (second left and second right) on the Mint stand at PG Live with (right-left Alan Williams, Mike Broad and Sophie Bylina. Above:

Watermark Cards.

Top: Alan and his wife Gillian in Ocracoke, North Caroline enjoying some down time.

Above: The cover of the first volume of Alan’s book, Counting Cards: Confessions of a Card Shark, the second volume is almost ready too. Right: Battenkill Books in Cambridge, New York is one of Notes and Queries many indie customers.

baby collection... BRAND NEW

New Zealand: Shopping local

Deirdre Robinson, co-owner of The Image Gallery

The year that was: “The recovery post Covid has been challenging for most retailers in our category. Consumers took a while to get back into actually going out shopping, particularly in the larger retail malls. There has been a strong move to buy local and the smaller provincial towns seem to have recovered quicker than the main urban centres.”

The ups and downs: “The International supply chain is still far from normal and in some places shows no sign of improvement. We now factor in 120 days for transit from UK to NZ, while it used to be 90 days. Some of our Christmas product shipped from UK at the beginning of August, but it didn’t arrive until the beginning of December which is just not workable going forwards. Inflation pressure on consumer disposable incomes and rising business costs have also been challenging while a left wing government continues to shower us with additional costs and compliance issues and continual wage pressures.

On the positives, there have been some good locally designed products coming through and our market share has increased through some business gains. Some of our UK suppliers have been absolutely wonderful in supporting us with shipping issues and availability of product when we need it, which I immensely appreciate.”

Card buying habits: “During the Covid epidemic where lockdowns impacted greatly on retailers, there was shift in purchasing to the grocery channels that were able to trade. This is, to a lesser extent, still happening. We have seen a growth in in captions like Thinking of You and Thank You during and post-Covid lockdowns.”

Hopes and dreams for 2023: “A year of plain sailing would be nice!”

Australia: Pretty resilient

Jenny Cummins, managing director of McMillan Cards

The year that was: “In Australia across all the states the market has been pretty resilient.”

Ups and downs: “At the start of 2022 I have to admit to having been pretty concerned about what might come at us but for McMillan there was an unexpected stability and increased sales.

It was all down to all staff here and also the ranges being produced from our UK publishers who strive to, and succeed at, offering an irresistible product.

The negative, can be summed up in a word, shipping, causing delays and increased costs.”

Card buying habits: “Our retailers who are not dedicated card outlets seem to be working out just how well cards can do for them so there has been good growth from some unexpected areas.

There is clearly a massive demand for humour which is still growing, if you get it right.

We are still struggling with the acceptance of unwrapped cards. The resistance is less than a year ago, but several of our larger buyers make it quite clear that they prefer their cards to be wrapped and some will still not accept an unwrapped card.”

Hopes and dreams: “I always have hopes and dreams, they give you direction and maintain the passion. I would like McMillan just to survive all the negatives being tossed about and that sooner than later in 2023 there will be more container ships and more planes in the sky to carry our freight!”

USA: Younger generations engaged more

Nicky Burton, founder of Calypso Cards

The year that was: “We had a really good year both for everyday and seasonal cards. It seems there is a backlash against the impersonality of social media and younger generations are appreciating the personal touch and connection of a card.”

Ups and downs: “We have brought our staffing up to pre-pandemic levels and it is great to have a full team of very capable people. It has been good to return to some semblance of ‘normality’ and to be able to see our customers in person, and to see that the card-buying habits that increased during the pandemic, have kept up.

On the downside, paper shortages have been the main problem in our supply chain issues. We have had to plan our envelope buying well in advance and stock up. Staffing shortages have also affected us directly, but also indirectly as our retailers are short-handed and less able to spend time with our reps. And then there have been the shipping costs and delays.”

Company news: “We are still working from home, mostly, but we have an office space that we use mostly as a studio for working on new releases. We have a new sales manager who is all set to take Calypso to a new level in 2023!”

Left: Deirdre Robinson looks forward to a year of plain sailing.

Top: Jenny Cummins celebrating her recent birthday.

Above: McMillan’s Insta features how Jenny has been on window watch waiting for her overseas deliveries!

Right: This Louise Mulgrew design was a dead cert for McMillan customers.

Above: Nicky Burton (centre) on the Rosie Made a Thing stand at PG Live 2022 with the publisher’s Rosie Harrison (left) and Gill Weatherill.

A Seventies Surge

The pandemic can be blamed for a myriad of things…and the surge in interest in 1970s interiors and fashion is one of them.

The move to living and working from home came with a call for calming interiors and relaxed fashion shapes with a pull to soft slouchy sofas, earthy textures and a revival in macrame and crochet.

And it is not just Harry Styles who has adopted echoes of the 70s for the design of his latest album cover with greeting card publishers getting into the groove too.

Martin Powderly, creative director of Pigment

Why the 70s? “Despite the difficult economic times and the political turmoil, the 1970s was an iconic era that made the most lasting impression on British design with playful, psychedelic print, pattern and typography really pushing the limits of creativity and defining the energy of the decade!

Culturally Britain took the initial steps on the long journey towards a more tolerant, inclusive society. Its revival appeals to today’s consumers who are shopping colourful, dopamine design, after years of trends dominated by a more minimal aesthetic, not to mention the daily not-sopositive headlines! We’re also seeing that the huge growth in the thrift and resale market is feeding an appreciation for all things retro when it comes to design, and… positive news for greeting cards sales … is relevant for card shoppers of all ages, whether they’re looking back fondly to the first time around or just loving the cool nostalgia and feel-good escapism of the 70s.”

Your publishing take: “Our big launch for 2023, Studio Blom, is heavily influenced by 70s

design with its big bold sentiments and vibrant glam rock sends. We’ve really pushed the boat out on print processes. We’ve never used as many finishes on a range before - think lots of swirly shiny foils, playful typography, curvy wobbly die-cuts and a maximalist palette of acid brights, a bit like watching the audience at Top of the Pops in 1973! This is not just an out and out retro range though, Studio Blom is characterised by feelgood ‘nowstalgia’, kind, inclusive, diverse - a joyful, eclectic mix of themes seen through a contemporary lens.

The initial collection comprises 13 open designs with super sensory eye-catching, tactile finishes, signature maximal back page print designs and recycled kraft envelopes. The full range of captions will be released throughout 2023 as well as a fun filled emporium of gifting lines currently in the works with licensees tbc.

The best sellers in our 20th Century Icons collection feature the 70s - 50 and 60somethings who were there love it and can’t resist and their kids know this meaning they have multiple sending scenarios. We’ve had more questions from the public about this range than any other!”

Above: Half a century on, consumers are being drawn back to the looks of the 70s.

Left: The cover of Harry’s House, Harry Styles’ 2022 album celebrates 1970s styling.

Above: Martin Powderly in the late 1970s.

Left: The new Studio Blom from Pigment is a nowstalgia 70s range.

Below left: Stars of the 70s on a Pigment’s 20th Century Icons card.

Rosie Tate, managing director of Cath Tate Cards

Why the 70s? “The fashion for the 1970s is probably being driven by younger people who weren’t alive in the 1970s! People in their 20s and 30s have grown up in a completely digital world and there is probably a bit of a nostalgia towards the world of analogue, a world of vinyl records, handmade clothes and with any luck, handwritten greeting cards on a nice paper!”

Your publishing take: “Our new Pina Colada range is channelling the 1970s, the typeface is a classic 70’s. This era welcomed new typesetting technology and the grow of bubble fonts was a result of this this new tech. The text boarder to the range is also classic 1970s three-line colour border and the bouncy, oranges, reds, blues along with a classic 70s brown kraft envelope. Having the range named after a 1970s cocktail favourite - Pina Colada seemed like an obvious range name choice!”

Personal grooves: Cath being the only member of Cath Tate Cards who really lived through the 1970s, shared her comments: “The 1970s was an exciting time for me personally. It was time that saw the growth of new political movements, I started a family and a business, so it was a time of exciting new horizons. However, I can’t begin to understand why anyone wants to go back to the horror of the 1970s fashions. I’d rather not revisit my 1970s hairdo which looked a bit like a manicured cow pat!”

Hot Hits of the 1970s

Dean Morris, founder of Dean Morris Cards

Why the 70s? “Fashion ultimately goes back to the past. I remember when I was at university (from 1994 to 1997) the 1970s were very in vogue from lots of compilation albums out from that era, 70s nights at nightclubs (yes, I used to go clubbing!) and bright fashions at the time. And it’s a lot more fun that the rather dull 30s and 40s.”

Your publishing take: “I was reflecting this in my card ranges back in the 2000s so have always been ahead of the curve, or maybe even a stopped clock is right twice a day. I’ve always used 1970s images and fonts on my cards with new ones being added this year.”

Personal grooves: “I was born in 1974, and our patterned wallpaper at home is still burnt into my retinas. I really got into disco music when I was at university and it still has a hedonism and sense of not taking itself too seriously which is often sadly missing these days. And who doesn’t love a prawn cocktail?”

Left: Dean at one of his birthday parties in the 70s.

Above: A Dean Morris design which celebrates 70s style!

The 1970s will be remembered for many reasons, some positive, some less so…

It was a decade of strikes, from postal workers to miners. February 1972 saw the start of a three-day week to save on electricity at the start of the miners’ strike, when households relied on candlepower. 1979 saw the ‘winter of discontent’ when ITV went off air for five months.

However, on the music front, Glam Rock was the new sound, while disco and later punk music came on the scene. T Rex, Slade, Abba, David Bowie, Donna Summer, The Sex Pistols and The Clash were some of those hitting the high notes.

For fashion, think platform boots, flares and colourful hair, followed by punk-influenced piercings, Mohican haircuts and bondage trousers.

By the 1970s, 64% of households had a washing machine. In 1971 the digital watch was invented (by George Weiss/Willy Crabtree) as was the pocket calculator (by Sharp), personal computer (by MITS) and email (by Tomlinson). In 1974 the first domestic microwave oven went on sale, the digital camera came on the scene in 1975 (invented by Steven Sasson/Kodak); in 1978 the VHS video recorder was in the shops while 1979 was the year Post-it Notes, the Walkman personal stereo and mobile phone made their debuts.

For kids the top toys were The Space Hopper, roller skates, Raleigh Chopper, skateboards, stunt kites and of course Barbie, Sindy and Action Man were popular.

Top: Piña Colada comprises 12 blank and birthday designs that encapsulate a 70s style but with a twist of modern humour.

Above: Cath Tate holding baby Rosie, “My 1970s hairdo looks to me more like a manicured cow pat than anything else!” states Cath.

Above: A 70s quiz on a Pigment 20th Century Icons card.

Right: Tobar is one company that is still selling versions of The Spacehopper.

Karen Wilson, co-owner of Paper Salad Rebecca Green, founder of Raspberry Blossom

Why the 70s? “All trends start their life out on the catwalk, then filter down to lifestyle and housewares around about two years later, this was held up a little with Covid, but we have seen the 70’s vibe coming through in greetings for the last 12 months or so.

In 2019 the 70s-esque catwalk was full of flares, catsuits and earthy tones and the disco decade continues to be in fashion in 2023!”

Your publishing take: “Although we aren’t particularly aware that we follow fashion when starting new collections, there must be some influence that seeps through by what we see in fashion.

We are surprised by how much the 70s influence has come through in several of our collections, a hint of brown to offset the neon here, a bright zigzag there, it is all plain to see!”

Personal grooves: “I was born in the sixties, so my teenage years were spent in the glorious 70s, full of glam rock, disco and soul. I remember when I was 11, sporting a pair of knee length bright yellow platform boots, a bright rainbow tank-top and new bob haircut! Looking back maybe that was where my love of bright colours came from!

Being the youngest of four, my siblings’ music tastes reflected on me, my brothers’ love of Bowie, Cockney Rebel and TRex are a fond memory, alongside discos and Starsky and Hutch.

On the downside I am also old enough to remember the three-day week and power cuts too, but all in all as it was the decade of my teenage years it will always hold a special place in my heart.”

David Nichols-Rice, founder of Ricicle Cards

Why the 70s? “As a child of the late 80s, I'm by no means an expert of the 1970s but some of my great loves come from the 70s that resonate today - the fashion - platform boots, sequins and the most colourful hair was so much fun. Plus, how can we forget Elton John, who is still going strong, preparing for what he claims is his last tour.”

Your publishing take: “There are definite echoes of the 70s in several of Ricicle’s card designs, both in the colour palette as well as drawing on the distinctive typography of that era, sometimes mixing in a bit of craziness from the 1960s.”

Personal grooves: “While I was not there in person, all the colour and sparkle from the 70s gives me so much inspiration for my greeting card designs in the early 2020s!”

Why the 70s? “The 70s was a decade full of exuberant energy and colour, with the world being in a somewhat gloomy state, people are looking to inject some light-hearted fun and colour into their lives.

The mood and feel of this era are what I think attracts people to the 70s style, whether it be a bold wallpaper in their home, a colourful floral dress, or a psychedelic patterned birthday card. Like any trend revival, it’s not as simple as a rigid recreation - it’s more about concentrating on the inspiration and bringing the essence of the trend into the modern day.”

Your publishing take: “Our new Big Love collection is a mix of psychedelic, geometric patterns and flower-themed motifs in shades of avocado greens, oranges, pinks, teals and bright blues. With any collection we like to have a mix of designs that work together while making sure they are different in their own way.

Within this collection we have cards which are very floral based - a few with colourful repeat floral patterns and others with a more subtle floral pattern that is blind embossed and glossy to really make the florals ping. Cards with wavy patterns finished with hand-written bubbly font types are also prevalent throughout this range.

The 70s theme is carried through to our card copy, with words such as fabulous, love, sassy and positive vibes sprinkled throughout the collection.

The finish on all of the Big Love cards is glossy to replicate the tactile interior trends from the decade.”

Personal grooves: “I was an 80s child so obviously can’t remember the 70s, but I am loving the revival in the design world, and I have been drawn to lots of the patterns and colours within the fashion and interior trends. The dress I wore to The Henries was a very floral 70s number from the designer CeliaB - it was super playful and full of colour!”

Top: Big Love is launching with 12 everyday designs, all finished with a luxe emboss and spot UV gloss.

Above: A Paper Salad design from its Hunkydory collection.

Right: Paper Salad’s co-owners Karen Wilson (right) and Claire Williams looking funky at The Retas.

Above: This Ricicle card was inspired by 1970s typography.

Right: David Nichols-Rice on his stand at PG Live.

Above: Raspberry Blossom’s Rebecca Green at The Henries in her 70s-esque dress.

Age-old fun

Is a better birthday one of those things you didn’t know you needed until it happens? All those jokey cards about getting old and decrepit may be sapping the confidence of the recipient without them realising it. With a campaign group agitating against what it sees as ageism in the greeting card industry, and publishers moving towards less mickey-taking over getting older, it’s certainly gathering pace, so PG is taking a look at this age-old issue.

Who knew that many of the jokes and jibes about getting older have a lot in common with poet and playwright Oscar Wilde?

His arch comment “with age comes wisdom, but sometimes age comes alone” is just the sentiment greeting card designers express in humour cards relating to getting olderbut it’s something that’s becoming more of an issue in the industry.

In response to organisations such as Canopy, a British notfor-profit that partners with communities to reimagine a fairer world, and the Better Birthdays! campaign, publishers are beginning to bring through kinder and more age-positive cards.

Even Dean Morris, king of the rude design, is getting in on the act with a few agepositive titles already and two more launched in January, although he admitted: “I’m still finding mickey-taking cards are popular sellers and, even from me, I don’t think any are really nasty ones - you can get that there’s humour in there.

“I’ve only had one real comeback from a card ages ago when AgeUK complained to one of my stockists, Joy, that ‘You know you’re old when all your friends stink of piss’ was derogatory.”

And Dandelion Stationery founder Jo Wilson can see both sides of the argument too, as she said: “I do think ageing should be celebrated - because, the alternative to getting old is pretty grim in that you’re either here or you're not here!

“Our cards, are all tongue in cheek and they do have jokes about getting old. People like it, they do have a sarcastic nature and they do like to take the mickey, and our cards aren’t intended to be offensive. That type of humour is appealing, and it would be a shame to say that's not appropriate anymore.”

At UK Greetings, the publisher acknowledges there’s still a huge market for cards poking fun at age whether you’re 18 or 90, but marketing assistant Alice Cass said: “We want to celebrate all phases of life and focus on the positivity of ageing, such as the card featuring two older ladies in the large inflatables embracing life, the message being positive and centred around still

Above: Oscar Wilde commented on age and wisdom (image by WikiImages from Pixabay).

Left: Poet and Painter is one publisher who sees ageism on cards as an issue that needs addressing.

Left and below left: Two designs depicting Dean Morris’ version of age-friendly fun. Below and below right: UKG has a wide range of kinder ageing cards.

having fun. Or there’s our Comedy Wildlife age 60 ‘still got moves’ regardless of age. We have lots of examples which reflect that getting older doesn’t mean you can’t enjoy life!”

Lucy Nicholson, founder of Lucy Maggie Designs believes “that the time has passed for making jokes about people's ages on cards. I wouldn't want to make someone feel low about something they can't change. I'm 33 (which I still think is young!), yet there is so much pressure on women over 30 to 'be younger'. We're always hearing about 'how the clock is ticking', or that we are past our prime. We're constantly bombarded with adverts for products that claim to help us defy the ageing process - but why!? We should embrace it! There are plenty of other ways to make birthday cards funny without making a dig at age.”

At Canopy, Dave Martin and Hannah McDowall have spent the past 10 years working on projects and events which reimagine ageing, asking people of all ages to strip away the “cultural baggage which keeps them stuck in fear of change, in fear of ageing”.

As a result of meetings between the pair and the GCA, ageism has been added to the agenda for the association’s diversity and inclusion committee, and there is a full blog on the subject at www.gca.cards/acall-for-age-friendly-cards.

GCA ceo Amanda Fergusson acknowledged the industry doesn’t know a lot about ageism or its effect on health and

mental wellbeing but she said: “There are emerging cohorts of older people who want cards which reflect their attitudes to growing older - age pride! We can also see that designs which aim to be age friendly sometimes miss the mark due to the subtleties of negative language or associated imagery.”

Dave added: “It was our experience of working on the emotional wellbeing of people approaching retirement about seven

years ago which highlighted the extent of the unconscious ageism people hold against themselves, and the limiting ideas they have about what they can expect of their futures.

“Birthday celebrations are one of the few common times that we all think and talk about age and ageing. It’s a time when we point out what it means to age and what our beliefs are about ourselves and others based on age.”

In the summer of 2022 they helped create the Better Birthdays! campaign which uses birthday cards as a platform for talking about age and ageism, and to encourage designers and consumers to create and purchase birthday cards that celebrate ageing, instead of denigrating it. And with their partners in the US they have run a couple of age-friendly birthday card design competitions, which they’re intending to expand to the UK.

On the www.betterbirthdays.org website there are guidelines on how to create age-inclusive cards, which discuss how vocabulary, storylines and images create messages about ageing with examples of what to avoid as well as what to use. Dave stressed: “Birthday cards are one way to use our words and our art to change minds and influence culture.”

Retailer feedback

A trio of card retailers share their views on age-positive cards…

“I sell a lot of age-related humour cards,” said Andrea Pinder, at Presentation Cards & Gifts in Barrowford. “A humour card brings laughter, I haven’t experienced anyone making comments on how a humour card may be portrayed as making someone of a certain age feel old or negative about themselves.”

Alison Russell, at Conway Cards in Garstang, concurred: “I honestly can’t say I’ve noticed anyone commenting on the age cards not being positive enough. We stock a wide range of styles, so if people don’t want to poke fun at someone’s age, there are plenty of other options.”

In Sidmouth, Kingfisher Cards’ owner Tiffany Leach hasn’t had anyone ask for agepositive cards, even though she and her team always ask customers what they like and what they’re looking for. She added: “Humour always sells well - after all, we’re British and taking the piss is what we do, and don’t we do it well?! I’m not sure an age-positive card could be humorous though I do stock a few positive ones like 50 & Fabulous. It’s up to the customer to judge the person’s sensitivity and humour. We are celebrating age by sending a card whatever it is.”

Tiffany does think the ratio of humorous drink-related cards is “too high” as a lot of people are against drinking, “but they’re not against ageing - that’s inevitable”!

Left: Kingfisher’s Tiffany Leach gives a thumbs up to the inevitability of ageing.

Left: Dandelion celebrates age with humour. Below: Dave Martin and his Canopy colleague Hannah McDowall are determined to strip away cultural baggage over ageism, including in the greeting card industry.

Industry Issue: Ageism on Cards

A bonkers prejudice

As Poet and Painter director Lucy Creed and artist Bryn Dineen get older, they’ve begun to realise that ageism is rife.

“It seems to be yet another bonkers prejudice that needs addressing,” Lucy explained, “and sometimes we’re the worst offenders at putting ourselves down. It’s high time we respected our years coping with life, and became ‘invincible rather than invisible’ - spoiler alert: you can expect to see that phrase on one of our cards this year!

“We came up with one of our first cards tackling the taboo of ageing in 2018 while one of us experienced a hot flush on our stand at Top Drawer and our Menopausal Women Are Hot design has been a top seller ever since.

“We create the humour and artwork based on our own experiences which, in turn, seem to be relatable to many card buyers. As a pair of clammy, menopausal women we like to think we’re laughing in the face of the ageing process, rather than shrinking away, and there’s endless opportunity for humour and comparison.

“There’s often controversy around humour and there are customers for whom ageing is too sensitive a subject to laugh at, but we’re certainly finding an increasing appetite for humour that gives our shared experiences of getting older an airing, and sheds some much-needed laughter on the process.”

Research proves truth

The trouble with an adage is that it’s often shown to be untrue or, at the least, a wee bit sketchy, but psychologists in Texas have evidence age really does bring wisdom.

Researchers at the Texas A&M University and the University of Texas looked at how ageing affects decision-making, and concluded older adults use their accumulated experience to determine longterm utility and not just the immediate benefits before making a choice, while younger adults go for instant gratification.

Darrell Worthy, a professor of psychology at Texas A&M, explained the test subjects performed tasks with two options, and their choices influenced the rewards available in later trials.

In each case, one choice had increased future prizes, the other had larger immediate rewards followed by smaller ongoing ones so participants had to balance the long-term and short-term benefits but sometimes the increasing

option was better in the long run, in other tests the decreasing option was actually more profitable.

“What we found was that younger adults performed about the same, so selected both options equally,” Darrell said. “However, older adults tended to figure out which one - the increasing option or decreasing option - was better in each situation, so performed better in both of those tasks.”

As this is despite the well-documented neural declines of older adults, the research team has gone on to conduct an fMRI study, where participants’ brains were scanned to determine the neural mechanisms behind the behavioural results, as they look to back up their theory that as people age different parts of the brain become activated.

They believe the brain’s frontal areas, used in more conscious, deliberative processing, become more broadly activated in older adults to make up for other agerelated declines, such as the weakening of the ventral striatum, an area deep in the brain that’s involved in habit formation and procedural learning.

As Darrell confirmed: “Compared to younger adults, older adults seem to develop more specific hypotheses about how current choices affect future possibilities and, in turn, they act on these hypotheses to make the best decisions.”

Top left: Poet and Painter’s Lucy Creed (right) and Bryn Dineen addressing ageism with their designs.

Above: A Poet and Painter best seller.

Left: A positive take on ageing from Poet and Painter.

Left: The Texas A&M team have shown age does bring wisdom.

Below: Darrell Worthy, professor of psychology at Texas A&M.

Stand: 3 L 31

Oliver Bonas has become a byword for aspirational, but attainable products, a beacon on so many UK high streets and travel points.

It goes where few others have achieved, in anticipating and predicting the buying tastes of millennials and other demographics, all of whom latch onto Oliver Bonas’ ever evolving retailing journey, responding positively to its delightful smorgasbord of inhouse created products and curated brands, including a potent greeting card selection.

Respected, admired and loved by its customers, peers and suppliers, its essence very much comes from the top, exuding the entrepreneurial passion and fair mindedness of its founder, Oliver Tress.

Although not a designer himself, Olly’s creative upbringing, culturally influenced by the many countries he lived in growing up, instilled a love of design and an exploratory spirit from an early age. It was when he was at university, while studying Anthropology, that Olly began to bring back gifts for friends from his travels abroad.

Steered by his gut feeling, Olly started out selling imported watches and fashion accessories brought back from trips to Hong Kong. His original concept of selling ‘interesting gifts for interesting people’ which was evident in that very first Oliver Bonas store has endured over

In 1993 a fashion accessories shop opened in London’s Fulham. Fast forward 30 years and Oliver Bonas has evolved into a lifestyle retail group of approaching 100 stores, much beloved by its customers who lap up its heady lifestyle mix of fashion, homewares and greeting cards.

PG chatted to Oliver Tress, OB’s founder and hands-on managing director about the essence of the business, his love of greeting cards and why now is a good time to start a retail business.

the last three decades and is still going strong, now in almost 100 stores.

“I could have stayed with a single store, but we kept growing because there have always been things we wanted to do and to do better, and opportunities to pursue that seemed exciting and challenging,” Olly explains. “I believe that unless you have expertise in one particular field - which I don’t - having a bigger company allows you to bring in people who are good at specific things. It’s one of the reasons why I believe that there are a lot more things that, as a company, we can do moving forward. For me success is always about believing that there are

things that you could do better, and that you want to do better.”

He adds that equally as important to the success of the business is having a shared culture. To explain the OB philosophy, he highlights a quote by Hans Christian Andersen: ‘Just living is not enough... one must have sunshine, freedom, and a little flower’. “Our job is to be the ’little flower’ in customers’ lives, which means doing our bit to make living a joyful experience and giving cause for optimism.

We are inspired by the alchemy of great design and fresh thinking and the belief that design has the power to positively affect how we feel. We have fun as a company too, and what started out as a piece of original wall art in the store, ‘Work Hard. Play Hard & Be Kind’, has evolved into our company values, a shared vision, a shared culture and our goal.”

Left: Olly Tress, founder and managing director of Oliver Bonas outside its new Chichester shop.

Right: The first Oliver Bonas shop was opened in London’s Fulham in 1993. Below: A selection of current homewares products from Oliver Bonas. Below left: Keeping it real. A recent Instagram post which shares some of Olly’s favourite products from Oliver Bonas.

Visit us at Spring Fair NEC

Stand 3Q35

5 - 8 Feb 2023

Fantastic new stock colours and sizes

Ask us about our bespoke stationery manufacturing

While so many of the products stocked in Oliver Bonas are designed by the in-house team, its greeting card selection, which has a presence in every store, is a savvy mix from contemporary design-led publishers with that OB ethos of “a joyful experience” very much reflected.

“I love greeting cards, I absolutely adore them,” Olly confessed at the start of a quirky, honest and insightful keynote speech at the GCA AGM and Conference in 2019, during which he paid tribute to greeting card publishers. “It is an incredible skill to be able to sensitively capture a relationship in words and pictures or maybe even with just a graphic, in a greeting card. Thank you for being so brilliant,” he said.

While its greeting card side took a bit of a back seat during the Covid years, during which the business latched on to the growing appetite for homewares, Olly assures that “after a bit of tending”, its greeting card sales are almost back to the 2019 levels, selling around 1.5 million cards a year.

Designs card, a simple graphic with the message ‘Shake your tits, it’s your birthday’. “Well done to Lucy Maggie for digging deep into the human psyche!” Olly quipped. He is equally amused that Oliver Bonas’ current second-best seller is also cheeky, a Stormy Knight design which features a bare bottomed female bending over holding a glass and bottle of champagne.

has also been a bugbear, but that this has thankfully settled down somewhat as have the shipping issues.

“We buy a lot in US$dollars, and after a difficult time, it’s finally a relief to see things stabilising. Also, the cost of freight has thankfully come down from where it was a couple of years ago.”

Back in the early days Olly would meet with London card agents, including Niall Robson and Fiona Lychenhan, during which he would make his own selection and decide on the quantities. “They would tell me that I had not ordered the best sellers, but I thought I knew what would sell. I was a total pain in the neck and of course learned to listen to them!”

Now, with the benefit of technology and a strong buying team, with card buyer Lucy Cornwall reporting into Kate Salmon, head of home and gift buying, Olly stays away from the greeting card selection process, but does however retain a close interest in the best sellers, the top rankers reflecting societal tastes and values.

The retailer’s top selling card design has been the same for over three years. Giving it a build-up at the GCA AGM in 2019, Olly prefaced the big reveal by saying that it was a “mixture of philosophy, psychology and great sentiment” before holding up the Lucy Maggie

Citing another reflection of social habits, is the changing footfall patterns. Olly feels this is not so much driven by the ‘shop local’ push, but more about where people are physically. “I think a lot of people are still choosing to work from home, so it’s more of a practical decision - flexible time availability - rather than one taken to directly support local retailers,” he reflects. “Our stores in locations such as Clapham and Reigate have certainly been beneficiaries, whereas some of our city centre stores have performed less well or been casualties. Nevertheless, the neighbourhood stores have certainly picked up the slack, and we’re now getting close to where we were pre-pandemic.”

Going forward in 2023, Olly sees the “biggest challenge by far is the current economic environment. On top of already soaring food prices, there are increased household energy bills and higher interest rates affecting mortgages, all impacting on people having less disposable income, and consequently how they are spending. When you add all of that up it’s a daunting range of headwinds.”

While not affecting the greeting card side, Olly highlights that “the extreme volatility in exchange rates”

Another positive is that the property market has “slightly loosened up, with occupation costs becoming more sensible now, which has helped us in opening new stores, among them Chichester, Stamford and Harrogate, with Beverley, near Hull, next in line.”

While others marvel at what Oliver Bonas has achieved over the last three decades, its founder believes there are opportunities out there for the next breed of entrepreneurs.

“I would say now is a great time to start a business. In economically tough times, a lot of the barriers to entry come down, not just the cost of stores, but some services too.

When I started this business in 1993, interest rates were high, but the cost of retail was fairly soft, enabling me to open my first store and go from there. Also, online wasn’t an option back then like it is now. Admittedly it is hard to acquire customers, but if you are offering something authentic and unique, they will find you,” believes Olly.

As for his plans for the next decade, Olly jokes that his youngest daughter has already drafted up the succession plan. “She has told me that on her 16th birthday she is going to sack me and take over the running of the business. So, I have seven years to go! In the interim, I intend to focus on keeping it simple and to do what we do, but better.”

Left: Olly Tress at the GCA AGM and Conference in 2019 during which he revealed its best selling card, a Lucy Maggie Designs one, which is still the top seller, followed by the cheeky bum one from Stormy Knight. Below left: “Christmas trading was solid,” Olly Tress told PG. Bottome: The Harrogate store opened at the end of 2022.

It was a really enjoyable experience attending PG Live. We found many new brands, and the food was great!

I am already looking forward to attending in 2023.

PG Live is one of the most important shows for us as we use it specifically to find new and upcoming publishers, and this year was the best ever! The show continues to be one of our favourites, not just because of the density of high quality suppliers but also because it’s such a pleasurable experience to attend.

Greg Rose, co-owner of Maybugs, Eastbourne, Hailsham and Bexhill-on-Sea

Tuesday 6 - Wednesday 7 June

PG Live was so fresh, it kicks off the summer buying season with a great start. There is nothing like seeing the product directly and I am a huge advocate of in person trade shows, they are so important to us. We came away from PG Live really happy after such a productive day!

Samantha Gibbs, owner of Nest, Stoneygate, Broughton Astley and Thurlaston

Priya Crowe, co-owner of Lark London

Good As

While “absolutely thrilled” to have been presented with the Gold, the result of an extensive independent survey of indies, when put on the spot as to what he believed clinched it, Darren Cave, commercial director of UKG said: “It really is no one big thing, but just ensuring that all the way down the line, we put our customers first. It really is a businesswide effort with huge support from distribution and merchandising. However, in indie-focused roles we have 26 field sales colleagues, 12 customer care colleagues, and four accounts receivable colleagues.”

Darren recognises the importance, not to mention significant investment in its dedicated sales team. “We know that faceto-face contact and relationships are important to our customers and it’s a key part of our approach. The most substantial decision we’ve made is to retain a significant presence in the field, with UKG having the largest field team in the industry,”

substantiates Darren. “And those out in the field know that they have the full backing of our formidable customer care and accounts receivable teams in the office.”

One area of note where Darren feels progress has been made on the service front from UKG is on its online ordering platform.

Sincere thoughts

“This award really means a lot to us as it's voted for by those that matter most...our customers. But I also want to thank all of those involved at UKG who serve our retailers so well,” stated Darren Cave, commercial director of UK Greetings when the company won the prestigious Gold trophy in The Henries 2022 Best Service to the Independent Retailer Award. PG talked to the publisher’s customer care and accounts receivable teams who stress that it will take an awful lot of chocolate for them to let the shiny trophy leave their department!

Left: UK Greetings’ commercial director Darren Cave (centre) was very proud to receive The Henries 2022 Gold trophy for Best Service to the Independent Retailer from (right) Mike Lammas, md of Herbert Walkers, the sponsor of this prestigious award category who was on stage with host Patrick Kielty.

Below: As well as through its extensive sales team, UK Greetings’ regular In Touch physical newsletters keeps retail customers informed of new products.

“We’ve worked hard to develop our webshop, to provide our retailers with the opportunity to have more independence where they want it. They can browse our full product line and order online, with further functionality planned to be delivered in 2023, such as being able to pay online,” revealed Darren. “It is about having all the cogs in the machine turning, something we plan to maintain, to hopefully retain that Gold trophy in this year’s Henries awards!”

“UKG really is top of the tree when it comes to service,” states Kaye Thurgood, owner of Sincerely Yours in Shenfield and Hornchurch. “It is a start to finish approach, from the launch of the fabulous product, to the support from our sales rep, the plastic-free packaging, right through to the credit control team. There is no weakest link,” adds Kaye.

Like every independent retailer worth its salt recognises, “know your customer has to be your mantra, but this something UKG fully understands too. Yes, the company supplies the major grocers, but they never forget the independents,” believes Kaye. On a day-to-day basis, it is Sincerely Yours’ UKG sales rep Andy Radford who comes in for huge praise. “Andy is fantastic. He is a pleasure to deal with, ensures we never miss a deadline when it comes to ordering and goes out of his way to support us,” says Kaye.

The UKG credit control team also receives plaudits from her. “As an independent retailer I am forever juggling…I do the buying, make the tea, talk to customers, am the accountant and right now I am unpacking boxes of Valentine’s Day cards! While sometimes I might not spot an invoice that has been emailed the UKG credit control team talks to you as a human being, never getting cross,” reveals Kaye.

Above: A multi-award winner herself, Kaye Thurgood knows the importance of good service.

The Village at Sppring Fair r is s back at the front of Hall 3, stand M10/N11

There are many Cardgainns suppliers exhibiting with us, offering special discounts to independent retailers.

Come along and say hello during the show, everyone is welcome!

Behind the scenes

Delighted by the service trophy, the UKG customer care team has set the bar high for themselves. “We have circa 2.5k active accounts dealing with everyday and seasonal products and while the number of enquiries varies, on average we would receive 200 calls a week. Our target is to resolve 95% of queries on the call, with the remainder being resolved the same day,” revealed Jayne Thorpe, the company’s independent display planning team leader.

Touching on the delicate subject of ‘man v machine’, while Jayne and her team embrace the increasing role technology plays, they remain confident there will always be a place for human beings on the service front.

“Our webshop enables customers to place orders at their leisure and check their

stock control plans, but contact with our sales and customer support team is still very much part of what we do,” underlines Jayne. “We believe having a friendly chat on the phone or a fast response to an email enquiry is why there will always be a need human interaction!”

Dealing with the all-important, but tricky area of ensuring invoices are settled, Maria Dunston, UKG’s accounts receivable manager is in no doubt as to what is key, for UKG and its indie customers.

“Relationships and communication! We appreciate that sometimes business doesn’t run as smoothly as planned, but we are as invested in our customers as they are in UKG,” assures Maria. “We process over 150k invoices per annum for independents. Our team of four have collectively worked for UK Greetings for 45 years, all of it in credit control, so I’d like to think we have the knowledge and the right attitude to service all types of customers,” she adds.

“We are so proud to have played our part in winning the gold award. We currently have the trophy in our department, and we don’t have any plans to give this back unless Darren brings in a sizeable amount of chocolate, and only then would we consider it moving to another department!” Maria teased.

Reflections of an indie

Philip Nield, co-owner of Reflections in Nantwich and Rugeley wasn’t surprised that UK Greetings won the Gold trophy for service in the recent Henries awards.

“While I have been an independent retailer since 1985, before that I worked for Tesco and M&S and so know that it isn’t always easy to provide a good service just because you are a large company. However, UKG manages to deliver it in so many ways, something that has not gone unnoticed by us indies clearly, as testified by the top service trophy,” says Philip.

Firstly, he highlights the personal touch. “While the products from a card publisher and retailer for that matter, have to be good, people do business with people. I clearly recall during lockdown receiving a phone call from Tracy [McMinn, UKG’s regional sales manager] to see if we were OK and to let us know that they were offering 4’ and 8’ Father’s Day card displays, but in the event the shops were not allowed to open for the event or the cards didn’t sell, UKG would freeze the invoice. I so appreciated that call, her concern and willingness to help us. After that we decided to move our main planning for both shops to UKG and we haven’t looked back since,” reveals Philip.

Philip also cites the support from Robert Marsden, part of the retail development department as having been invaluable.

“Robert sees our retail business from a different angle and was so helpful in the revamp of our Rugeley store to a brand new look, and in reconfiguring the layout in our Nantwich shop to give us more space without any loss of display shelving,” explains Philip.

His praise of the publisher extends to the technological support. “Up until only a few years ago I would order largely via salespeople and catalogues. However, the UKG webshop is so easy to use that I probably now place around 60% of my orders with the company online, safe in the knowledge that the cards will arrive beautifully packaged, in boxes which are an appropriate weight, with a clear delivery note and summary of the total retail value of the goods,” says Philip.

Above: Philip Nield co-owns the two Reflections shops with his wife Maxine.

Left: UKG’s webshop has proved invaluable to Philip Nield.

Above: UKG’s accounts receivable team. (Left to right) Kalie Woolley, Maria Dunstan, Alison Churchill-Ewens, Christophe Alarcon with the Best Service trophy.

Left: UKG’s customer care team. (Left to right) Georgia Moore, Alex Goodall , Abigail Lowrey, Steph Broadley, Maria Pinto, Jayne Thorpe, Kelly Porritt, Diane Kirk, Kelly Goodair and Kirsty Black.

Rabbiting On

In the Chinese horoscope, this is the Year of the Rabbit, with characteristics of being vigilant, witty, quick-minded, and ingenious for those born in rabbit years, traits shared by the UK’s fluffle of greeting card sales agents. PG dangled a carrot to find out the Watership Downs of the last year as well as their hop(e)s for 2023 from this hare raising bunch.

Rosie Trow’s patch covers Avon, Somerset, Dorset, Wiltshire, Devon and Cornwall

Her dangling carrots: Belly Button Designs, Bewilderbeest, Crumble & Core, Emotional Rescue, Glick, Go La La, Janie Wilson, Jellycat, Life Charms, Oli Olsen, Museums & Galleries, Paper Salad, Park Lane, Real & Exciting Designs, Redback, Wendy Jones-Blackett and Wrendale Designs.

Happy bunny or mad hare? “For me 2022, was like a Mad Hatter’s Tea Party. The year started and bunny hopped along with no lull, with plenty of newness from all companies to keep the carrots dangling for my lovely independent retailers.

I turned into a Mad Hare though when the strikes started affecting the high streets by limiting people’s travel and the sending and receiving of Christmas cards, meaning so many people missed out on that all important social communication.”

Watership Downs and hare raisers of 2022: “It’s no secret that retailers are not breeding like rabbits in the high street. In the last week I learnt of several retailers closing down having decided not to renew their leases.

The most hair raising bit of 2022 was realising in the middle of the year that it was costing me £29 more to fill the car up with fuel than it did in 2021, the erratic hopping up and down of fuel costs has gnawed at my profit line, but we are all in the same hutch!”

Your hop(e)s for 2023: “That we ‘buck’ the trend of worrying about price increases that have to happen for all companies, publishers and retailers and make the most of what we have to work with and weather that storm together.”

Rabbit alter ego: “The White Rabbit, as I am always late!”

Corinne Forbes’ patch covers the whole of Scotland

Her dangling carrots: Belly Button Designs, Five Dollar Shake, Janie Wilson, Paper Salad, Think of Me, Wendy Jones-Blackett, White Cotton Cards among others. Happy bunny or mad hare? “A very happy bunny! Considering all the negative media re cost-of-living crisis etc our sales were well up on the previous year (and up on 2019, the last proper full year without Covid).”

Watership Downs and hare raisers of 2022: “Definitely the postal strike in December. I am sure this will have affected how many Christmas cards people bought and sent, though I did have customers re-ordering Christmas cards in December.

The hare raising bits were the new ranges and products! It never ceases to amaze me how creative our publishers are and how they just keep coming up with something new and different all the time, especially for me who couldn’t draw a bunny if I tried!”

Your hop(e)s for 2023: “To have another strong year selling fabulous products to our loyal and wonderful customers.

Rabbit alter ego: “I would be a Flemish giant rabbit - an old breed with a friendly nature, but needs to be encouraged to exercise!”

ago, as her customers know only too well.

Left: Rosie with David Lorriman of Brocante in his Mevagissey store.

Above: Happy bunny Corinne Forbes. Above right: Like others, the postal strikes were a Watership Down for Corinne’s customers.

Jonny Javelin

A total of 60 New Velvet titles in code 75 and 60. Main relations, minor relations and occasions ... still our best seller!

Fudge

16 New designs in both code 60 and 75 - including some Open Birthday ... a First for Fudge!

Modern, fresh and fun! Signature comes with the usual punchy JJ finishes!

Christmas

Five fab ranges to choose from again! Something for everyone in our festive collection!

Jo Bannister and Joanna McFarlane’s patch covers London and Middlesex (and Oxfordshire for Glick)

Their dangling carrots: The Art File, Brainbox Candy, Coco Pzazz, Glick, Louise Mulgrew, Meri Meri, Paper Salad, Sally Scaffardi, Say it with Songs and Think of Me.

Happy bunny or mad hare? “We were pretty hoppy bunnies with how 2022 turned out. It wasn’t the best year but based on the previous two years there was a definite improvement in the carrot yield.”

Watership Downs and hare raisers of 2022: “It was a year of extreme ups and Watership Downs with getting back to seeing our customers at trade fairs, then the sad passing of David Hicks, the high of the Diamond Jubilee, then the passing of Queen Elizabeth. Then we followed with real sales meetings and in Glick’s case, the first in three years.

The most hare raising bit of 2022 was definitely the instability everyone is feeling, the anxiety did and does mean that customers are much more calculated in their spending.”

Your hop(e)s for 2023: “That the year brings a resurgence of the High Street, with sensible rents that can enable to shops to expand or stay open and an end to the current cost-ofliving situation.”

Rabbit alter ego: “We’d have to be Harvey the big white rabbit (obvious to anyone in the know) as he often symbolises hope and friendship.”

Mike Rignall’s patch spans Yorkshire, north Lincolnshire, Durham, Tyne & Wear and Northumberland.

His dangling carrots: Belly Button Designs, Glick, Hearts Designs, Janie Wilson, Oli Olsen, Stop the Clock Designs, Think of Me and Wendy Jones-Blackett.

Happy bunny or mad hare? “I was a happy bunny that 2022 was a path back to normality. I am very lucky to have some fantastic companies to represent, many of whom for over 20 years, and they continued to create some amazing products which my customers have bought into.”

Your hop(e)s for 2023:

“Concerned by how the postal strikes have affected card sales I hope these hop away as they have affected so many small independent business.”

Rabbit alter ego: “As a chorister, I would have to be an ecclesial version of Jive Bunny, who was also from Yorkshire!”

Above: Mike (back row, third left) being a happy bunny, singing his heart out.

Left: Mike Rignall could be a modern day Jive Bunny!

Nigel Willcock’s patch covers the North West (though Yorkshire only for Otter House)

His dangling carrots: Allsorted, ArtPress, Bold & Bright, Holy Mackerel, Icon, Kali Stileman, Louise Tiler, Lucilla Lavender, Otter House, Peartree Heybridge, The Porch Fairies, Redback Cards, Sabivo Design, Special Delivery Cards, Susan O’Hanlon and The Unique Paper Company. Happy bunny or mad hare? “Always a happy bunny - we all know how challenging these times are, but I am so lucky to have lovely professional customers and great agencies.”

Watership Downs and hare raisers of 2022: “The Watership Downs were the difficulty in planning journeys effectively and economically, zig zagging like a hare most days. I made a decision to go out every day despite the fuel costs and think that my customers appreciated it - that way you can usually pull a rabbit out of the hat!

Road rage made me a ‘hot cross bunny’!”

Your hop(e)s for 2023: “Lettuce pray that consumers will continue to support local businesses, that Putin disappears into his own warren and that carrots fend off all pandemics.”

Rabbit alter ego: “The Energizer Bunny, I want to keep going forever although if you clocked the chocolate wrappers in my car after a day on the road you might think that I would want to be the Cadbury’s Bunny!”

Top: Jo Bannister (right) and Joanna McFarlane soaking up the sunshine.

Above: There was a high ‘carrot yield’ in 2022 for Jo and Joanna.

Below: A 6'4" invisible white rabbit named Harvey was the unlikely hero of the 1950s film starring James Stewart.

Above: Nigel Willcock with some rabbit-centric designs from his ‘hutch’. Right: The Energizer Bunny would be Nigel’s rabbit alter ego.

Carl Stirk’s patch covers the North East of England

Your dangling carrots: The Art File, Cinnamon Aitch, English Graphics, Five Dollar Shake, Hammond Gower, Mr MQ, Rachel Ellen Designs and Rosie Made a Thing. Watership Downs and hare raisers of 2022: “2022 started off positively as a high percentage of retailers had an exceptionally good Christmas.

Then unexpectedly Mr Putin decided to bang his drum and gun, throwing a whole bagful of spanners in the works. The cost of fuel, cost-of-living crisis as well as the exceptionally hot summer were not kind to any of us. The most hair raising issues have been the rail and postal strikes, which in the most profitable quarter of the year and busiest one for retail and hospitality, we could have done without.

However, retailers are resilient, and the industry kept creating increasingly amazing products so most of us just became accustomed to the new challenges and carried on as well as we could.”

Hop(e)s for 2023: “That things will calm down to more of an even keel with minimal unexpected extremes and that the seasons and occasions are celebrated with people enjoying choosing and writing their cards to make a positive difference to other’s lives, this uplifting experience being an antidote to any media negativity.”

Rabbit alter ego: “I’d be Who Framed Roger Rabbit?”

Brendan Cahill’s patch spans Wales and Gloucestershire

His dangling carrots: Dandelion Stationery, Glick, Redback, Tracks, Words ‘n’ Wishes (including Danilo and Emotional Rescue), Woodmansterne and WPL.

Happy bunny or mad hare? “Cute, fluffy and hopping mad are probably a few of the best words to describe loveable sociable rabbits, just like us hardworking, devoted agents!

2022 turned out to be a good year, it ended with me being a happy bunny, as always receiving the full support and appreciation from my principals.”

Watership Downs and hare raisers of 2022: “Unfortunately, I am sure I was not the only agent or retailer to experience a Watership Down moment during December. Just as 2022 was getting back to the so called normal and we were all feeling buoyant for a hare raising Christmas we were hit with numerous postal strikes which had a knock-on effect on the sales of charity packs and boxed cards in particular. One of my customers, who I spoke to just after Christmas, told me that in all his 15 Years as being a postmaster that December 2022 was the worst he had ever witnessed in the decline of sales for stamps, being 30% down v December 2021.

You hop(e)s for 2023: “I really love January when we hit our lovely customers with loads of new ranges and designs, a massive positive for the retailers as everyone wants to see new product. It sets us all up for a positive start to 2023, which I predict will be tough, but as Peter Rabbit said in the film: “A good rabbit never gives up”, something I adhere to.”

Rabbit alter ego: “Bug’s Bunny…that’s all folks.”

Sally Bernal’s patch covers the London area

Her dangling carrots: 2toTango, Canns Down Press, Green Pebble, Lottie Simpson, Maxmademedoit, Paper Bird, Pomegranate, Rosie Made a Thing and Susan O’Hanlon.

Happy bunny or mad hare? “Last year was OK, but varied greatly - some months were good and others less so. I guessed it would be erratic given the shenanigans in government, ensuing uncertainty and general problems throughout the world.”

Watership Downs and hare raisers of 2022: “My main ‘down’ of the last year is the fact that I’ve lost some dear customers to email. Most customers do still want to see an agent and I really try to make the buying process as quick and easy for them as possible to make it more appealing to them than ordering online in the evening. Ordering online or via email works brilliantly for some customers but it’s always good to show new stock and make recommendations. Having said that it is great to receive an email with a lovely order.

I suppose the most hare raising moment would have been around the unbelievable ‘mini budget’. I could sense the nervousness. Oh, and my new car got smashed up at 3am in a police chase when it was parked outside!”

Your hop(e)s for 2023: “I hope to make more money!! January has started with a very full diary and the general response to Christmas is that it was mainly surprisingly good.

I would love to get some new customers on board while I also hope to reconnect with some customers I haven’t seen for a while.”

Rabbit

alter ego: “I’d like to say Jessica Rabbit but more realistically it should be the White Rabbit from Alice in Wonderland who is always worried about being late.”

Above: Brendan Cahill, a loveable, fluffy agent!

Left: Bug’s Bunny, the best rabbit, according to Brendan.

Top: Sally Burnal highlights the mini budget as one of the 2022 hare raisers.

Above: Rosie Made a Thing, which Sally represents in London, got in early to alert customers to the vagaries the postal strikes would cause.

Above left: Carl Stirk donned his bunny ears in Forget me Not in Sherburn in Elmet. Above: Carl’s alter ego!

Fab and Groovy

There will be something of a vibrant neon feast on Earlybird’s stand at Spring Fair with 30 new Super Fab designs being launched. This already popular range will now cover occasions, numbered birthdays and birthday relations. These are fun eyecatching cards are printed in the UK using vegetable-based neon inks on FSC certified board with a spot UV and embossed finish.

Earlybird Designs

01227 765372

www.earlybirddesigns.co.uk

Spring Fair Stand 3P32

Art of Laughter

Hot off the press from Rosie Made A Thing is Stroke Me, a collection of new ‘fine art’ cards designed to make you laugh with its honest simplicity. These 145mm square cards are printed on a 300gsm FSC-approved board, and come naked with a neon coral envelope.

Rosie Made a Thing 0116 4062000 rosiemadeathing.co.uk

Spring Fair Stand 3P21

Sunny Days Ahead

Molly Mae’s Here Comes the Sun range has welcomed many new occasion designs, including cards covering retirement, get well soon, new job, new home and more. These beautifully illustrated designs are enhanced by shiny gold foiled wording and detailing. All cards can be supplied either clasped, banded, nested or cello-wrapped upon request.

Molly Mae

01455 557115

www.mollymaetrade.co.uk

Spring Fair Stand 3R36

What Kate Did Next

Floral Nostalgia

Curio is a new vintage floral range from Peartree Heybridge. The 24 designs cover ages 18-100 as well as occasions and open cards. The floral depictions are used in a variety of ways, from full bleed as well as an inset in specific numbers for the age designs. All A6 in size, the range is printed on recycled board from Fenner.

Peartree Heybridge

01423 876311

www.peartreeheybridge.co.uk

Spring Fair Stand 3M51

Material Matters

The freedom of the hand-painted designs exudes playfulness and fun in the new Canvas Creation collection from Raspberry Blossom. This capsule range of everyday designs has been created through being bold and expressive with acrylic paints complimented with a luxe gold foil sentiment.

Raspberry Blossom 01926 257757

www.raspberryblossom.com

Spring Fair Stand 3K24

The Eco-friendly Card Co has added 12 new designs to its best-selling sentiment Kate Andrew range. The new collection includes special occasions, such as new baby and congratulations as well as new inspirational quotes. The cards are printed on 100% recycled board and supplied with 100% recycled white textured envelopes, available either clasped or in a compostable bag.

The Eco-friendly Card Co

01626 369269

www.ecofriendly.cards

Spring Fair Stand 3M52

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

Drink It In

Lucy Loves This is the latest new range from Cath Tate Cards by designer and printmaker Lucy Stephens. The elegant designs each features a classic cocktail with the ingredients listed within the image. The typography is hand drawn on a fully foiled background of complementing matte colours. The cards, printed in the UK on 100% recycled board come unwrapped with a corner label attaching the ivory envelope to the card.

Cath Tate Cards

0208 6712166

www.cathtatecards.com

Spring Fair Stand 3P45

A Wild Christmas

Paper Shed’s Christmas 2023 collection features a mix of brand new designs and best sellers, including designs from the publisher’s new Wonderfully Wild range too. Among the 84 cards of open and relations captions, are those ‘from the dog’ and ‘from the cat’. Christmas packs will also be available. All cards are supplied naked (unless wrapping is requested) with recycled brown envelopes.

Paper Shed Design 0118 9744283

www.papersheddesign.com

Spring Fair Stand 3S42

How Tweet

The Wrendale Designs’ stand will be full of newness, including the launch of its Little Wren baby collection of cards, babygrows, blankets and gifts for new arrivals or expecting parents. The Little Wren greeting card range comprises 14 designs depicting baby animals in soft pastel colours enhanced by gold foil details. Made in the UK, printed on sustainably sourced textured board, each card is supplied with an illustrated envelope.

Wrendale Designs

01652 680253

www.wrendaledesigns.co.uk

Spring Fair Stand 3P10-Q11

Bright Type

Natural Inclinations

Among the newness from Cinnamon Aitch is Skylark, celebrating the beauty of nature and the characters within it.  As well as the 30 greeting cards, which cover birthdays, occasions and cute children’s ages, the Skylark collection also encompasses stationery products (including little card packs and notebooks), handmade soy wax candles and handmade eco soaps.

Cinnamon Aitch  0121 773 6833

www.cinnamonaitch.co.uk

Spring Fair Stand 3P44

A Cut Above

Joining Alljoy Design’s Laser Cut range are 19 new beautiful delicately laser cut cards covering both occasions, ages, birthdays and general designs featuring outdoor pursuits, many of which are enhanced by gold foil.

Alljoy Design 00353 [0]1 630 1213

www.alljoydesign.com

Spring Fair Stand 3R32

Dyson Design’s latest range, Neotype teams electrifying fluorescent colours with stylish typography, set against understated backgrounds. The designs feature playful text messages, such as ‘Mwah! Love You X’ and ‘Fab as you are’, with the fonts used on each card listed on the reverse. Printed in the UK on recyclable board with recyclable envelopes they are available in compostable cello-bags or clasped.

Dyson Design 0116 285 5725

www.dysondesign.com

Spring Fair Stand 3P54

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

Royal Welcome

In a desire to mark King Charles III’s ascension to the throne, Crumble & Core has launched its United Kingdom Coronation collection of greeting cards, candles and boxed earring cards. There is no missing the red, white and blue colour palette or the British icons, from a red double decker to a crown. Crumble and Core 01825 841412

www.crumbleandcore.com

Spring Fair Stand 3R30

Small Is Beautiful

Bijou is Louise Mulgrew’s brand new mini card range comprising 30 illustrated designs, including lots of general captions as well as blanks. All the 120mm x 90mm cards are printed on forest-friendly board without any additional finishes and come with a recycled kraft envelope. A spinner deal is available.

Louise Mulgrew 01273 783833 trade.louisemulgrew.com

Spring Fair Stand 3R37

Blossoming Bouquets

Origamo's Flora Collection of three-dimensional paper bouquets has evolved to welcome a new format of greeting cards which contain a detachable mini bouquet. The tulips, roses, daffodils and mixed bouquet compositions have been selected for their symbolism as well as their visual impact. Handmade in Origamo’s certified Fair Trade studios, they use Italian FSC board and come in plastic-free packaging.

Origamo (represented by Pen Paper Gift in the UK) 01684 294487

www.penpapergift.com

Spring Fair Stand 4E51

The Feeling’s Nuptial

Animal Kingdom

Among The Art File’s 180 brand new greeting card designs, is the inaugural Wild World collection. Created by the publisher’s talented in-house designer, Emily Lester, this new range features her distinctively stylised depictions of animals and their settings using a bold colour palette.

The Art File 0115 8507490

www.theartfile.com

Spring Fair Stand 3P11

In The Bag

Artebene’s range of gift packaging products has been complemented with a collection of sustainable gift sacks made of 100% untreated cotton which can be used multiple times. These textile gift sacks are available in two sizes and 14 designs, with a display unit also available to showcase these sustainable packaging products.

Artebene +49 2591 792 39 0

www.artebene.com

Spring Fair Stand 3K34-L35

UK Greetings has a stunning new collection of wedding and anniversary cards that feature intricate laser diecuts and cold foiling in various design looks and tones, from classic sentiment to the playful and contemporary. The collection covers a myriad of captions, including several for same-sex couples for engagement, wedding and anniversary.

UK Greetings 01924 465200

www.ukgreetings.co.uk

Spring Fair (Cardgains Village) Stand 3A M10/N11

Ready to Pops

Top Of The Pops is the brand new Father's Day range by Megan Claire comprising 12 bright and bold typography designs with quirky captions for all dads, including First Father’s Day. Each card is 145mm square and printed on a cord-textured white card board to give it an extra luxurious finish.

Megan Claire

01536 560345

www.meganclaire.co.uk

Spring Fair Stand 3R33

Worldly Wise

Henries award-winning Words of Wisdom greeting card range from Dandelion Stationery has been extended with 40 brand new additions covering general birthday, children’s birthday ages, adult milestone ages and empathy. Printed on luxury FSC-certified board, they are hand-finished with subtle sparkles, supplied with a recycled brown kraft envelope, nested or cello-wrapped.   Dandelion Stationery 01332 504940

www.dandelionstationery.co.uk

Spring Fair Stand 3R20-S21

Cut It Out

Among the wealth of newness from Paper Salad is Matisse, a brand new collection inspired by the unique cut-out style of the famous artist Henri Matisse. This fresh and colourful range consists of eight birthday designs (125mmx175mm), all featuring bright neon colours, finished with foil and accompanied by a bespoke envelope.

Paper Salad

0161 427 0001

www.papersalad.com

Spring Fair Stand 3R10

Soft Touch

On the back of Shine, Redback has launched Moji, a cute card range, each of which features a detachable reusable plushie character patch. The 14 collectable designs include Wilbur the Whale and Spike the Cactus. These adorable cards are 160mm square, blank inside and are available in a naked, clasped or cello-wrapped format. Redback Cards 01752 830482

www.redbackcards.com

Spring Fair Stand 3S25

Ideal World

Laura Darrington Design has launched a whole raft of new designs into its Utopia Collection. The fresh contemporary designs encapsulating eclectic florals, span everyday and occasions captions. Every card features heavy embossing and a spot UV gloss finish, complimented with a bespoke printed envelope. As part of the collection there is also a pack of cards featuring five cards and envelopes, all presented in a fully recyclable brown kraft box.

Laura Darrington Design 0116 2849660

www.lauradarrington.com

Spring Fair Stand 3S31

Night on the Tiles

Among the new launches from Rush Design is a brand-new 2023 Christmas collection, new Domino designs and new occasions designs in the publisher’s best-selling Blossom Love collection.

Rush Design 01788 521745

www.rushdesign.co.uk

Spring Fair Stand 3S20

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

Not Just A Label

Having completed a fashion degree in London many years ago, Bexy Boo’s founder Bex Hassett has gone back to her roots by designing the new Lily Labelles card collection. Each card is uniquely hand-finished with a woven cotton, printed 'hand bag’ label. Printed on 350gsm FSC board, the inaugural range comprises 10 designs covering birthdays and female relations. They come with a vivid coral envelope and are bio cello-wrapped as standard. .

Bexy Boo 01565 830 546

www.bexyboo.co.uk

Spring Fair Stand 3S26

Taking Note

You can stand out from the crowd with Yop & Tom’s new lined notebook range, Contrast. Designed in an eclectic mix of striking colours, these notebooks are the stationery companion for people who aren’t afraid to be bold and be seen. All of the A5 lined dual-coloured notebooks include 100gsm FSC paper, an elastic fastener and two bookmark ribbons. They are supplied naked.

Yop and Tom

07989 703148

www.yopandtom.com

Spring Fair Stand 3R45

Moon Landing

Think of Me is introducing Luna, a fresh and contemporary new collection. Comprising over 60 contemporary designs, the clean design style is perfectly complimented with foil detailing to add a little extra sparkle. Printed on premium quality FSC board, these 120mmx170mm cards are paired with luxury white envelopes.

Think of Me

01727 375399

www.thinkofmedesigns.com

Spring Fair Stand 3L49

Absolutely Fabulous

There are simply loads of new designs joining Dean Morris Cards ever popular Fabulous range which has been providing belly laughs since 2006. The bright new additions feature the usual mix of cheeky Dean Morris humour with bright and colourful retro imagery with each card accompanied by a complimentary envelope.

Dean Morris Cards

01902 560247

www.deanmorriscards.co.uk

Spring Fair Stand 3R39

Just Pawfect

Never ones to let societal trends go unnoticed, among the latest new ranges from Paperlink is Picture Pawfect, which taps into the UK reinforcing its position as a nation of pet lovers with pet ownership soaring during the lockdown years. This humorous card range includes plenty of canine and feline-orientated contemporary styled designs. Each 178 x 127mm card comes with a fleck Kraft envelope.

Paperlink

0207 582 8244

www.paperlink.co.uk

Spring Fair Stand 3M32

Extra Dimensions

Cardology is firing on all cylinders with its launches of Peter Rabbit and The Original Stormtrooper ranges. In addition, its Battersea collection has expanded to include gift bags and wrap while there is also a new generic floral, anniversary and Christmas collection.

Cardology

www.cardology.co.uk

Spring Fair Stand 4E51

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

What a Wiggle

Sabivo Design has released a new cute animal range, Twerk it. As the name suggests, the animal menagerie that feature on the designs will be spending their birthdays having fun, hitting the dance floor, relaxing, pampering with friends, sending love, hugs and much more. The initial 20 designs are 145mm square, finished with silver foil, supplied with white envelopes and wrapped in biodegradable cello bags or bands.

Sabivo Design

01858 683 278

www.sabivo.co.uk

Spring Fair Stand 3Q31

Three of a Kind

Ebb and Flow is one of three brand new ranges from Rachel Ellen Designs. This contemporary collection of 30 cards (170mm x 120mm), covers a variety of adult occasions, including male relations. They have gold foil and stylish mustard-patterned envelopes to add to the appeal. Also new are Aurora and Blue Skies, which vastly augment the publisher’s selection of birthday and occasions cards.

Rachel Ellen Designs 0115 970 0321

www.rachelellen.co.uk

Spring Fair Stand Q10-R11

Feeling Cute

Ginger Betty combines cute and sentiment in its new Words…and More collection. The range debuts with a dozen 145mm square cards featuring soft illustrations and heartfelt editorial in a contemporary style. The cards are printed on premium tactile FSC board including the company’s signature debossed leaf, a brown Kraft fleck envelope, and are supplied in compostable bags.

Ginger Betty 01706 557285

www.gingerbetty.co.uk

Spring Fair Stand 3S40

Tate That

What a Draw

Life Drawing is a new card collection from Roger la Borde featuring the work of artist Caroline Gavin covering birthdays and occasions sends. This joyinducing range, aimed at children and adults alike, is bursting with bright blooms and butterflies (plus the odd dog and cat), in a luminous and marbled watercolour palette embellished with generous lashings of gold foiling with the illustrations balanced by Caroline’s hand drawn type.

Roger la Borde 0207 328 0491

www.rogerlaborde.com

Spring Fair Stand 3N35

Picture This

Along with 36 new everyday Pretty As A Picture designs, Wendy JonesBlackett is also launching a festive version, Pretty As A Christmas Picture featuring snowy scenes and fairy lights. Also in its 2023 Christmas Collection are new Quicksilver, Rainbow Drops, Special Days and ART designs.

Wendy Jones-Blackett 0113 2888 468

www.wendyjonesblackett.co.uk

Spring Fair Stand 3L25

Showcasing some of Tate’s boldest, most colourful artworks and renowned artists in a modern gallerystyle art card format is Museum & Galleries’ brand new Tate Contemporary collection. This new range stands alongside the company’s existing Tate range of cards to showcase bright and colourful contemporary art from the likes of Mary Fedden, Julian Trevelyan, Nicholas Munro and Barbara Hepworth. There are 12 cards in the launch collection, which come with a neon green envelope. Museums & Galleries 01373 461455

www.museumsgalleries.co.uk  Spring Fair Stand 3L30-M31

A selection of products that will be on show at Spring Fair, 5-8 February at Birmingham’s NEC.

Grow With a Bang

As well as its new Plant Puns seed card range, The Little Green Paper Company is also introducing some innovative plantable crackers that are made from cotton, reclaimed from textile industry offcuts before being embedded with native wildflower seeds and air-dried for maximum growth. Supplied in a box of six, each cracker contains an eco-friendly joke, a packet of seeds, and a hat made from Mulberry bush paper and synthetic micas, both sustainable alternatives to virgin paper and prints.

Little Green Paper Shop

077467 25352

www.littlegreenpapershop.com

Spring Fair Stand 3R52

Man Up

Popsie Whopsie is a brand new retro male collection from Marina B. The 18 designs in this new collection are dedicated to all things fun, featuring outdoors, food, sport, wine and music. Each is hand drawn and finished with the publisher’s signature rainbow foil. All cards are blank, printed on 350gsm board and come with a kraft envelope.

Marina B

01858 434462

www.marinab.co.uk

Spring Fair (Cardgains Village) Stand 3M10-N11.5

Festive Flurry

Wholesale publisher Out of the Blue Studios is really going for it on the Christmas front with its 2023 counter card and boxed collections. New for this year, all the Christmas counter cards are glitterfree, including Elegance, its new premium large square cards and Quip & Wit, a new Christmas humorous card collection. Plus, its boxed range is fully recyclable. Out of the Blue Studios

07795 957995

www.outofthebluestudios.co.uk

Spring Fair Stand 3N30

Purple Patch

Ticket to Ride

Enjoy a nostalgic trip around the world on the Clanna/Visoni stand. You will be able to relish in over 50 vintage posters and over 200 greeting cards, many of which hark back to classic romantic destinations and the early days of air travel. These include British Airways and P&O Cruises licensed collections as well as 1930s designs from the Italian Tourist Board. Clanna Cards and Visoni 01242 575574

Visoni.com

Spring Fair Stand 3R48

Snuggle Up

As well as its Disney’s Classic Pooh, Peter Rabbit, Peanuts’ Snoopy, Paddington, and Guess How Much I Love You ranges, Rainbow Designs has a brand new distribution collection entitled Animal Adventure. This soft toy collection includes the patented Safe & Soft Collection featuring My First and Baby Comfort Toys, specially created with antibacterial and hypoallergenic materials while The Animal Adventure Cuddles Collection includes adorable soft and squishy cuddly toys for all ages.

Rainbow Designs

01329 227300

www.rainbowdesigns.co.uk

Spring Fair (Cardgains Village)

Stand 3M10-N11.5

A host of new designs have been introduced into Indigo, a contemporary range for men from Clare Maddicott Publications.  Sarah Long’s illustrations cover a great mix of subjects, including craft beers, retro vinyl, gardening, DIY and patterned typographical cards.  The 5”x7” cards are accentuated with striking hot foil and embossed details.  Blank inside, they come with a gold envelope.

Abacus Cards/Clare Maddicott Publications

01638 569050

www.abacuscards.co.uk

Spring Fair (Cardgains Village) Stand 3M10-N11.5

A selection of wonderful new products and ranges.

Switched On Reverie

Belly Button Designs has kicked off 2023 with masses of new ranges and products. Among these, Electric Dreams has been refreshed with 91 brand new designs, enhanced by embossed elements. The 130mm square cards are printed on 100% recycled board and come card clasped.

Belly Button Designs

0161 902 0200

www.bellybuttondesigns.com

Heart Of The Matter

Heartfelt is FromJude’s first handmade card collection since its founder Judith Ong ‘rebirthed’ the business. There are 28 yellow, pink, green or blue-focused designs, each featuring hand-applied shimmering gold glitter and rhinestones. Printed on FSC luxury art board, a donation is made to the Pink Ribbon Foundation from each card’s sale.

FromJude 07782 348 288

www.fromjude.com

Living A Wildlife

Living adjacent to a safari park, inspiration was very close to hand when Popsy & Plum designer, Danielle Rogers created her new My Little Safari collection. This cute range includes new baby designs as well as Mother’s Day and Father’s Day cards. All blank inside, they are printed on textured, FSC-certified board and come with a kraft envelope, sealed with a recyclable card clasp.

Popsy & Plum

07769 212269

www.popsyandplum.com

Floral Tributes

Apple & Clover’s Reflections collection of 19 designs is inspired by 1970s florals, featuring striking denim, mustard and pink tones, pretty daisies, chrysanthemums, and pampas grass. The 155mm square cards feature gold foil lettering, are printed on FSC-certified UK board and come with a recycled kraft envelope with a gold foil stripe.

Apple & Clover 07790 900976

www.appleandclover.com

Golden Touch

Novella is a sophisticated new collection from Rosanna Rossi. All 37 designs are hand-illustrated with a touch of oriental styling, covering general birthday, occasions and relations titles. The collection is printed on a luxury 300gsm soft white board and enhanced with embossing and satin gold foil. Each card comes with a  soft white envelope, either cello-wrapped or naked.

Rosanna Rossi

07900 698522

www.rosanna-rossi.co.uk

Capital Idea

Rocket68 has expanded its Gift of the Year winning range London Calling. The new additions to this popular square card range of vibrantly illustrated locations include Windsor Castle, Hampstead Heath, Millenium Bridge, The Barbican, and Hampton Court.

Rocket68

01935 829015

www.rocket68.com

Adding Colour

Colour Happy is the latest range from Purple Tree Designs. Using a bold font and strong background colours, the 16 designs cover friendship, Mother’s Day, Father’s Day, marriage, birthdays and more, with several pet-orientated mentions.

Blank inside, A6 in size, printed on 300gsm FSC board, they come with a coordinated coloured envelope.

Purple Tree Designs

07803 591927

purpletreedesigns.co.uk

You Never Knew...

PG persuaded a handful of the UK publishing fraternity to share their

Weight and See

Heyyy Cards has punched above its weight ever since it was launched a couple of years ago by co-owners Yvette and Dan Clarkson, earning plaudits for their contemporary, crafted ranges. However, had it not been for a shared passion for weightlifting, the industry would have never benefitted from this talented couple’s card company. Yvette takes up the story… “Dan and I both have a hidden talent for powerlifting, a competitive sport in which we compete in three disciplines: squat, bench press and deadlift. It would be 100% true to say that Heyyy Cards would not exist if it weren’t for powerlifting as Dan and I first met at a competition in May 2017. I’m sure at that point, while we were covered in sweat and chalk we had absolutely no idea that five years later we would be married and owners of our own card company!

After the competition we became good friends and trained together three to four times a week, supporting each other through various competitions where we placed for medals at the AWPC British, European and World finals.

At some point in our powerlifting journey, two amazing things happened; we fell in love and we discovered we had a mutual passion for design and greeting cards.

Weirdly, even though powerlifting and greeting cards have virtually nothing in common, training for powerlifting equipped us with the mental toughness, determination and dedication that we needed to start our own business. It also helped us to forge the relationship of trust we needed to work together. Just as I know that if I fail a rep, Dan is there to help me lift the bar, I also know that he will be by my side helping to carry the load every step of the way.

Many of our products are inspired by our lifting journey, probably more than you think!

The office we built in our garden also doubles as a gym, so you will frequently find us on an evening breaking off in between reps to write down an idea and shop talk while lifting!”

A Real Who’s Who

They do say ‘all the world’s a stage’, and while many Citrus Bunn cards will have taken ‘centre stage’ at celebrations with founder Clemency Bunn’s talent for combining illustration with pun-based captions attracting the public’s attention on the card front, she balances this with her other life as a scenery and props artist for film, TV and retail.

Clemency takes PG behind the scenes… ”I’ve worked on loads of really cool projects. I actually had lots of fan mail once as a strange turn of events led the Whoovians to believe that Clemency Bunn was a new alien enemy for the Doctor!

On Doctor Who Series 7 we were painting a set for the episode entitled ‘The name of the doctor’. We constructed a huge alien graveyard and the crew were asked if they’d like their names painted on the gravestones. The programme is shot in Cardiff so there are lots of Aleds and Dafydds on those gravestones, but the only name deemed ‘alieny’ enough to be in the foreground was mine - Clemency Bunn!

Becoming a greeting card publisher is not a vocational calling, yet the industry is peppered with amazing people who have taken multifarious pathways into our wondrous industry, bringing their hidden talents and previous experiences with them.

claims to fame.

Top: Dan Clarkson, co-founder of Heyyy Cards at a powerlifting competition.

Above right: It was a shared passion for powerlifting that brought Yvette together with Dan.

Above: A gym-themed card from Heyyy Cards.

Left: Yvette and Dan Clarkson at The Henries last October.

Above and below: Clemency Bunn painting some props.

As a scenery and props painter I am able to replicate any surface with paint and texture. Most ‘rooms’ in film are made with plywood and MDF. It’s my job to make it look heavier and more realistic. This means I am able to create lots of fake textures including (but not limited to) mahogany, crumbly old plaster, mould, panelling, stonework etc, as well as being able to sign write, illustrate on props. My job is to make the scenery blend in so much that the audience don’t know it’s scenery in order that they don’t lose focus on the actors.

My most exciting projects have been working with Wes Anderson on Isle of Dogs movie, painting lots of miniatures and tiny details for one of his most visionary films. I also really enjoyed my time more recently on Pinocchio, painting all of the cuckoo clocks for the opening scene, they were all Disney-themed and I had a blast!

Flying High

Nicole Elders, founder of Calligart by Nicole is flying high in more ways than one. Her detailed calligraphy-based art earned her a place in the Most Promising Young Designer or Artist in The Henries 2022 and her products are also shortlisted for Gift of Year 2023, but her ‘day job’ is as an aerospace engineer building huge jet engines.

Nicole shared her flight path notes…“I always wanted to be an aerospace engineer. Both my parents were in the RAF, so I grew up with Tornado aircraft flying over the back garden. I always wanted to know how they flew, what kept them up and so am delighted to still be working in an industry that has fascinated me all my life.

Most recently I’ve painted relics for Indiana Jones 5 and giant floor maps for Napoleon (the new Ridley Scott film for 2023).

Citrus Bunn originally started as a side hustle to my scenery painting career, but more recently it’s the other way around. Who knows…as long as I’m painting something, whether it’s greeting cards or props, I’m a happy Bunn!”

I hold an MEng degree in Aeronautics and Astronautics from the University of Southampton, and have been working in the aerospace industry ever since (11 years now).

I’ve had some brilliant moments, supporting business jet engines, working on future aircraft engine design; I’ve worked with major airlines, visited suppliers around the world, and met some truly fantastic people.

Nothing really beats sitting on an aircraft and knowing that you are part of the team that works on those aircraft engines that keep them flying.

As to what brought me into the greeting card industry, I have always loved engineering drawings. They are simultaneously beautiful, detailed and informative. The same cannot typically be said for art, mostly it is subjective and up to the viewer to interpret. As I developed my love and skill for calligraphy, I realised I could apply the engineering approach to my art; painting pictures with words, so that they too are beautiful and informative. My work is created to tell a story. The differences between my calligraphy and aircraft engines is that there are far fewer moving parts with the former and they are far less high tech I suppose!

My calligraphy and art is how I unwind. While some people might go to the gym or meditate, I do calligraphy and design greeting cards. It’s a way of relaxing after a hard day at work… maybe that’s why I’ve not done an engineering range yet… but perhaps I should change that!”

Above left: Nicole Elders in front of one of the enormous aeroplane engines she works on before they take to the skies.

Above right: Nicole’s Painting With Words range is in the shortlist of Gift of the Year 2023 award.

Above: Each of the designs in Calligart by Nicole features hand-drawn calligraphic words by Nicole.

Right: Nicole swops working on huge scale of aeronautical engineering projects by day with her detailed calligraphy in her free time.

Above: Two of the 25 new designs from Citrus Bunn, created by Clemency.

Left: Clemency has worked on Indiana Jones, Holmes & Watson, Fantastic Beasts & Where to Find Them, Call the Midwife, Doctor Who and Wes Anderson’s Isle of Dogs film as well as many other movies and TV programmes.

Right: Clemency on the Citrus Bunn stand at PG Live 2022.

Question Time

Developing greeting card ranges takes considerable time, trouble and talent, but few publishers would go to the lengths of competing in, and winning Mastermind in the name of a new card collection, but underestimate the brainpower of Richard Ford, co-owner of Hype Cards at your peril!

Richard had his finger on the buzzer for the questions from PG about his quizzing prowess… “I’ve enjoyed quizzes all my lifetaking part in them and watching them on TV – and I always liked squirreling away useless information. In 1982 in my first year at university (Gonville and Caius College, Cambridge) I got into the University Challenge team and we got knocked out narrowly in the quarter finals. Then in 1988 when I was living in Hong Kong I entered the Hong Kong equivalent of Brain of Britain, a radio quiz called Brainquest Hongkong, where I reached the final and finished second.

My quizzing career reached its pinnacle in 1992 on Mastermind. I entered the

previous year, at much the same time as Paula [Richard’s wife] was creating Hype’s first card range. It was very straightforward to get on the show, just an interview and a written quiz. The first round

A Real Stitch Up

was recorded in a lovely old room at the Royal Dockyard in Chatham and my specialist subject was The Life and Films of Federico Fellini. I took the lead on the specialist round and held on to win through to the semi-finals.

Reaching the semi-final meant I needed a new specialist subject. At the time I was reading a number of books related to Warner Bros cartoons, because Hype had just won the Looney Tunes greeting card licence and we planned to put little nuggets of trivia on the backs of the cards. So, I picked Looney Tunes Cartoons as my specialist subject for the semi-final which was recorded at the Science Museum in London. I got 20 points on my specialist subject, answering all questions correctly and no

As co-owner of the Mint group, which comprises Museums & Galleries, Real and Exciting Designs and Mint Publishing, Debbie Williams has been at the forefront of one of the UK’s most successful card publishing empires, but it has not just been her accounting skills that have come into play, as she also handknits all the characters in Mint’s Knit & Purl greeting card range.

Debbie casts on to regale the true yarn… “When my Grandma patiently taught me to knit when I was eight years old I never thought it would lead to me designing a character for a bestselling greeting card and having two knitting pattern books published.

Surprisingly there are a few similarities between running the business and my knitting. When doing the accounts at work it is all about the numbers, similar to knitting which is all about counting rows and stitches. However, I can be creative with my knitting, but not when doing the accounts!

When working in accounts it’s all about deadlines - month ends, year ends etc. but it can also be like this with knitting the characters before a greeting card launch, but the difference is when I am knitting for pleasure, such as cardigans and jumpers for the grandchildren I am under no time pressure.

I am very proud of the many knitted characters I have created over the years and the sales that they have achieved, but I am equally proud of Alan, myself and the team for everything we have achieved and our continued growth and success.

If there was a card design that could link the two sides of my life that would have to be Moochos Gracias design, for allowing me to bring my hobby to work and for it being part of our continued growth and success and as it is also a nod back to our dairy farming days.”

Above left: A menagerie of characters knitted by Debbie Williams appear on this Knit & Purl design from Mint Publishing.

Above right: Debbie concentrating on her knitting.

Far left: A Knit & Purl design that has a poignant meaning for Debbie.

Left: Alan and Debbie Williams (right) with son Tom (general manager) and fiancée Sophie Bylina, (administration and relationship manager) in the Mint Group HQ in Corby.

Above left: Richard Ford on the Hype stand at last year’s PG Live.

Left: A fitting Mr Men card from Hype for the company’s co-owner.

passes. Then I had a nervous time as I got quite a few general knowledge questions wrong, but I hung on to win and reach the final. It was a little controversial at the time. For the final, recorded in the Great Hall of Birmingham University, I had to choose a completely new subject and went with The Life and Films of Akira Kurosawa. I ended up finishing in second place, one point behind the winner, Steve Williams, and with fewer passes. So close. Anyway, he got the Caithness bowl and I got the Caithness

All Revved Up

tumbler. The following year I was on a one-off radio quiz, Masterbrain contested by the top two in Mastermind and the top two in Brain of Britain. I came second, to Steve again. Since then, I've kept my hand in at the occasional pub quiz and I'm a big fan of the TV show, Only Connect. In my greeting card life, every time we take on a new licence I dive in and learn all I can about it, so I suppose I'm always adding to my trivia knowledge. I’ve never considered a quiz-based card range, but who knows, it could be a fun idea!”

Cardology is firing on all cylinders, with its greeting card portfolio having quickly gone through the gears, securing leading licensed brands, including Harry Potter, Peter Rabbit, Battersea, The Snowman and The Original Stormtrooper for its inventive 3D card concepts. But it is not confined to just paper engineering that Kripa Shah (who co-owns the business with her husband David and sister Dipa) is comfortable in the driving seat, having been in the fast lane of the motor car world.

“Despite now being a fully signed up card nerd, I was actually really interested in science at school - physics and maths, so when I got the opportunity to go to Loughborough to study Mechanical Engineering I jumped at it.

At university, I found the automotive modules most interesting, and this led me to apply for a job at the then Jaguar Cars. To my initial frustration, I was selected for the Automatic Transmission Calibration department, (when my heart was set on engine design). However, I very quickly realised that the department had a reputation of ‘The Fly Boys’ of Powertrain. The nickname came from colleagues who were constrained to their desks, whereas we were the department whose job relied on driving prototype vehicles. Looking back, it’s unbelievable that I was let loose on four litre (often supercharged) engine vehicles, having been driving less than a year.

The job meant there was always a valid reason to be ‘testing’ a car overnight/weekends, and so I was often designated driver on nights/days out with friends and family who loved being chauffeured in style. One infamous year I even managed to blag a Range Rover for a trip to Glastonbury!

To do my job well, I had to learn how to drive competently in all sorts of environments. Between you and me, I’m still better than David [Kripa’s husband and fellow director at Cardology]. I also found I was naturally very good at programming the software, to ensure the vehicle was in the correct gear (whatever the driving conditions) and this led to several accolades in different motoring magazines.

What I loved most was the freedom to sneak around the country driving in camouflaged cars and feeling like James Bond, as well as the camaraderie that we built as a team. In homage to my time at JLR, one of our first designs was a 4 x 4 pop up card which has gone on to be one of our best sellers. What’s nice is how often it also gives me a conversation opener with customers - it’s amazing how many Defender drivers love being talked at by a female petrolhead!

When it comes to Cardology, I guess I’m lucky that my engineering background enables me to see the art of the possible quickly when it comes to designing 3D cards and Point of Sale solutions.

I also believe my exposure to the way Jaguar Land Rover approached selling a premium brand provides us with a great framework for the way we approach product design (and positioning) at Cardology.”

Top and above right: Kripa’s former world was full of high performance vehicles before she turned her attentions to the high performance of Cardology.

Above: The Cardology Jaguar Land Rover 3D card pays homage to Kripa’s former career.

Above: A Hype Dennis the Menace card that could be sent to Richard.

Right: The BBC quiz programme Mastermind was hosted by Magnus Magnusson when Richard Ford sat in the famous black leather chair.

Back in November 2019, taking to the stage at The Calies awards event, in her keynote address Waterstones’ buyer Hazel Walker pricked the conscience of the attendees of largely calendar publishers, urging them to follow the lead of the greeting card fraternity on making strides on the sustainability front. As the latest clutch of calendars, diaries and Advents testify, it is not only in their designs that ground has been gained, with plastic-free now more the norm than the exception.

Led by Carousel Calendars and Danilo, the calendar sector has embraced the importance of improving its sustainability credentials over the last few. Great progress has been made on this front, not just on the products themselves, but the companies’ approach to their business, as evidenced by Carousel’s commitment to Science Based Targets Initiative (SBTI), Danilo’s imminent installation of solar panels on its premises and Woodmansterne’s state of the art ecoMagna Park building.

Seeing sustainability challenges as opportunities to improve product, Danilo has already added new, clear labels explaining how its products can be recycled, and made its desk easel and desk block calendar range completely

IT’S A DATE

Spreading the news

Danilo kicked off the calendar season with a raft of media coverage, both around the positives of the product and the logistical challenges. It also exhibited at the London MCM ComicCon event for the first time last October, which brought the Danilo team into contact with thousands of comic collectors, gamers, superhero supporters, film and anime fans from all over the country, who lapped up the range of calendars and diaries featuring Marvel, Star Wars, Harry Potter, DC Comics, Star Trek, as well as a host of Anime titles.

The launch of Danilo’s Cliff 2023 calendar last August made the pages of all the tabloid media, as well as TV coverage on Lorraine, Good Morning Britain and This Morning.

plastic-free and recyclable.

“We’re putting reuse, as well as recycling, at the forefront when it comes to product design,” explains Claire Bates, Danilo’s marketing manager. “We’ve doubled the number of plastic-free wall calendars in our portfolio this year and continue our search for cost-efficient ways to reduce cello wrapping further.”

At Museums & Galleries, its 2024

Broader View

Adding to its focus on the UK Carousel Calendars has started signing licences targeted at markets. “Our licences, such as New York Botanical Gardens, Guess How Much I Love You, Betty Boop and Mark Sussino’s amazingly illustrated fish in Keepin it Reel have all been agreed with this aim in mind and to expand our distribution,” explained Martin ReesDavies, Carousel’s licensing and business development director.

Meanwhile, Danilo’s Kelly Brook’s calendar made the pages of every edition of The Sun as well as The Sun and Mirror online, while its range of musical advent calendars graced the pages of the Evening Standard, Life, Femail First, The Sun Online, Yahoo! and Yeah Lifestyle.

More hard hitting were the interviews with Laurence and Daniel Prince, the founder and managing director respectively, on the port strikes at Felixstowe and the impact on the business and getting orders out for Christmas on Channel 5, The Times Raconteur and BBC Radio 5 Live.

calendars for 2024 will be the third year with plastic-free eco packaging for the products, which has proved popular with both end consumers and retailers. “Every year we look at ways we can improve the format and this year we are improving hang-pack options for those who prefer this,” reveals Eddie Clarke, M&G’s licensing manager.

Flame Tree is also continuing with its plasticfree approach for its 2024 range.

At Avonside, managing director, David Higgins said the company has “been making efforts to reduce our plastic packaging. All of our 2023 slim calendar range was produced without plastic packaging. For our 2024 range, we will continue

Left: A range of licensed New York Botanical Gardens dated products opens up opportunities in the States for Carousel Calendars.

Inset: Carousel’s Martin Rees-Davies.

Above: Danilo’s Cliff Richard calendar, as ever attracted a lot of media attention.

Right: Daniel Prince, md of Danilo speaking out on BBC Channel 5 about the challenges caused by the strikes at Felixstowe.

Above : For the second year running all of Avonside’s slim calendars will be plastic-free.

PROGRESSIVE CALENDARS: MARKET DEVELOPMENTS

Diary Dates

Could it be that the tide is turning away from digital ‘calendars’ and moving back to the appreciation of a physical diary. Frances Bodiam, managing director of Flame Tree certainly thinks so. “We are finding that diaries are very popular again, in respons to which we are introducing two new formats for 2024.” The first of these is a ‘standard/A5’ format in its foiled/embossed range and the other will be Artisan Art diaries, with vegan leather covers and painted page edges. Carousel Calendars is another company that has further expanded its collection of diaries for 2024, on the back of sales.

Left:

an amount of PFP square wall calendars.”

Meanwhile at Portico Designs, project manager Caroline Bromilow confirms that reducing its environmental impact “has been a big focus and we have already trialled the use of kard klasps which were specifically developed for plastic-free packaging of greeting cards, which allowed us to move to plastic-free packaging on our calendars. We are looking to roll this out to all our products for 2024 with some great support from our licensors and retailers.”

Scoring Goals

Football titles dominated the best seller list for special retailer Calendar Club , nabbing six of the top ten places in its wall calendar league table for this last calendar season.

1st Liverpool FC A3 Calendar 2023 (Danilo)

2nd Manchester United FC A3 Calendar 2023 (Danilo)

3rd Arsenal FC A3 Calendar 2023 (Danilo)

4th Tottenham Hotspur FC A3 Calendar 2023 (Danilo)

5th Stranger Things Official Calendar 2023 (Danilo)

6th Chelsea FC A3 Calendar 2023 (Danilo)

Top: A new Bodleian Libraries Advent calendar from Flame Tree which taps into the growing adult chocolate-free market.

Above: Danilo explains this desk calendar’s environmental credentials.

Left: This is the third year that Museums & Galleries products will be plastic-free.

A similarly positive picture is evident for Advents, with all Ling Design and GBCC Advents now plastic-free and it’s a similar picture at Caltime by Woodmansterne, in response to the positive reaction to its plastic-free formats last year.

Making a date with calendars has never been so green.

7th Manchester City FC A3 Calendar 2023 (Grange Communications)

8th Cockapoo Slim Calendar 2023 (Avonside)

9th Elvis Presley Official A3 Calendar 2023 (Danilo)

10th Cliff Richard Official A3 Calendar 2023 (Danilo)

Carte Blanche Group was delighted that two of its popular Me to You calendar formats hit the number 1 spot in Calendar Club’s sales rankings for 2022. Both the Me to You Household Planner 2023 and the Me to You Desk Calendar 2023 topped the sales tables for their respective formats.

Above left: Danilo’s Liverpool FC 2023 title was the top scorer for Calendar Club. Left: CBG has high hopes for its 2024 Me to You family organiser.

The distinctive art of printmaker Angela Harding, features on this Flame Tree diary.

LOOK AHEAD WITH DANILOʼS 2024 CALENDAR & DIARY RANGE

As we start another year, Danilo are delivering an exciting portfolio of calendars and diaries for 2024. These include:

Disney, Star Wars and Marvel Gaming

Celebrating their centenary year in 2023, Disney along with the Marvel and Star Wars ranges are hugely popular for Danilo. Featuring a wide variety of titles across the entire Disney portfolio from Disney Classics to live action movies, Danilo will be adding new calendar titles this year for movies such as The Little Mermaid, Elemental, Wish and more.

The Star Wars brand has grown in recent years, building on the classic movies, we see new additions to the franchise this year on Disney Plus such as Mandalorian Season 3, Ahsoka and Skeleton Crew. Marvel will also be returning to the 2024 collection, where different calendar formats will be created for characters across the Marvel Comics universe including hot movies and Disney Plus releases for the likes of Loki, Groot, Ant-man and The Wasp, Blade, X-Men, Spiderman and more.

In a report published by WGSN, the global gaming market is set to be worth over $218bn by 2024 and with 87% of Gen Z claiming they play games daily or weekly, this is a growing trend that shows no sign of slowing down. Some of this increase was due to the pandemic, where a large number of new and existing players turned to computer games but nostalgia also plays a part, where fans like to see their favourite games and characters brought up to date. Super Mario is one such example, with a new animated movie out in 2023, and a calendar and greeting card range launching from Danilo.

In relation to new titles, Fall Guys is one of the most successful free-toplay PC/Console games of all time and has been added to the Danilo portfolio, where the new collections will utilise the fun and colourful characters from the game. Danilo will also continue to publish popular gaming titles X-Box, Minecraft, Animal Crossing, The Legend of Zelda, Dungeons and Dragons and more.

Anime

With online streaming services such as Netflix offering an extensive array of anime programmes, this genre has become more accessible than ever before. In line with this, Danilo have added titles such as Hatsune Miku in addition to existing titles like Naruto Shippuden, Dragon Ball Z, My Hero Academia, Hunter X Hunter, One Piece and Tokyo Ghoul.

Movies

This year features a selection of much-anticipated movies, which are reflected in Danilo’s 2024 range. Barbie is one highlighted on the calendar, where Margo Robbie brings to life the popular doll and is set to be released at cinemas in July. Danilo will be updating their Barbie card collection, creating bright eye-catching new designs targeting girls aged 6-12 as well as young adult females who grew up with the brand.

Sports

2023 sees quite a few major sporting events in the diary. With the Women’s FIFA Football World Cup taking place in July, Danilo will once again be publishing the Lionesses calendar and card range in addition to the men’s national team. More people are paying attention to women’s football than ever before and according to European football governing body UEFA, the 2022 Women’s European Championship had a projected global viewership of 365m – more than double the tournament’s 2017 viewership. With this growing trend, Danilo will be publishing more calendars this year for the female premiership teams, as well as the England national teams.

Dungeons and Dragons is another big blockbuster, coming in March. An official calendar and range of cards will be available.

Other great movies include the PAW Patrol movie marking their 10th Anniversary, as well as the new Transformers movie “Rise of the Beasts” and Trolls 3, all of which will see a range update.

Later in the year, the Rugby World Cup is scheduled to take place in France and is the quadrennial world championship. Danilo will be publishing the official 2024 calendars for the England, Scottish and Welsh Rugby Union teams.

The Ashes returns for another year, and so will the England cricket team calendar. Another addition for the 2024 sports collection is the official M-Sport Ford Rally Calendar for those motor sport fans out there.

LOOKING FORWARD

A selection of the new delectable calendar, diary and planner offerings.

Game On

Some 87% of Gen Z claim they play games daily or weekly, a growing trend that has not gone unnoticed by Danilo. Its gaming calendar titles for 2024 include Super Mario (a new movie is out in 2023), Fall Guys, Pokémon, X-Box, Minecraft, Animal Crossing, The Legend of Zelda and Dungeons & Dragons. Additionally, with online streaming services such as Netflix offering an extensive array of anime programmes, this genre has become more accessible than ever before. In line with this, Danilo has added titles such as Hatsune Miku in addition to existing titles like Naruto Shippuden, Dragon Ball Z, My Hero Academia, Hunter X Hunter, One Piece Anime and Tokyo Ghoul.

Turn Over A New Leaf

Little Green Paper Shop has launched an ecofriendly seed paper calendar. All the pages in this A5 calendar are made from cotton, reclaimed from textile industry offcuts before being embedded with native seeds and air dried for maximum growth. Each page has a different seed that can be grown year round. The calendar is packaged with a brass bulldog clip and twine before being bound by a contrasting ribbon.

Worldy Wise

Among the new licences from Carousel Calendars are Guinness, English Heritage and New York Botanical Garden. The English Heritage range showcases beautiful photographs of the country’s famous landmarks and treasures.

No Hedge Trimming

Fair and Square

Well known for its diverse range of calendars, with a strength in the natural world, Avonside’s latest portfolio does not disappoint. Among the new square wall titles for 2024 are titles covering Axolotls, Highland Cows, Fox Red Labrador Retriever, Lakeland Terrier, Water Birds and Capybara while on the slim front, its newness includes British Wildlife, English Gardens and Cheeky Bums!

Brambly Hedge sold out early last year for Museums & Galleries so the calendar is back for a second outing for 2024, while its popular Transport for London calendar is ready for a 2024 outing. On the individual artist front, M&G is publishing calendars featuring designs by Matthew Williamson, Eric Ravillious, Catherine Rowe, Annie Soudain, Helen Ahpornsiri for Wild Press, Lucy Grossmith, and Annie Soudain.

Perpetual Motion

Aiming for a year-round sale, Ricicle Cards has launched a perpetual calendar to help consumers keep track of birthdays, anniversaries and other special dates. Each of the 12-month leaves contains the numbers, but no days, so it can be used every year. It complements Ricicle’s range of greeting cards with artist Paper Raven Co.

PROGRESSIVE CALENDARS: NEW RELEASES

The Travel Bug Visoni.com has been working with Carousel Calendars to produce two 2024 calendars using its vintage travel poster designs. On the back of the 2023 World Travel calendar this has been updated for 2024, while a Dream Destinations mini calendar is also being published.

Screentime Calls

Season 3 of critically acclaimed regency drama Bridgerton is coming to Netflix in March 2023, and Danilo will be tapping into the strong following with a themed calendar (as well as greeting cards) using imagery and captions from the series. This year also sees some much-anticipated movies coming to our screens - including Dungeons & Dragons, Super Mario, Transformer’s The Rise of the Beasts, Teenage Mutant Ninja Turtles, Barbie and Trolls 3 - which will also feature in Danilo’s calendar portfolio.

And Breathe…

Carousel Calendars has been mindful to reflect on the growing interest in wellbeing. As well as a tie-up with Breathe Magazine, the original mindfulness magazine, its other calendar titles in this vein, include The Happiness Club, which features inspiring artwork and positive quotes from these happiness spreaders and My Ultimate List. The latter, available as both a wall and box calendar, is designed to help plan the ultimate bucket list, featuring stunning imagery from worldwide destinations.

Art Of The Matter

There is no missing Danilo’s 2024 collection of art, design and photographic calendars, having signed the licence with Paper Salad to feature its super vibrantly coloured designs. This will be in good company, joining one for the Van Gogh Museum as well as photographic gems from the RHS and the BBC’s Green Planet.

Year In Year Out

New from Carousel Calendars for 2024 are two charming perpetual birthday and special occasion calendars, one designed for Emma Bridgewater using her iconic and instantly-recognisable patterns, and one for the National Trust featuring Jo Grundy’s delightful artwork. These products are designed to be used year after year, so birthdays, special occasions and anniversaries will never be forgotten.

All Aboard

Flame Tree is steaming ahead with its 2024 calendar launched, which includes a National Railway Museum title that celebrates 100 Years of the famous Flying Scotsman train. Among the new art calendars are those featuring British illustrator and printmaker Claire Curtis as well as Columbian illustrator and pattern designer Catalina Estrada. The publisher is also changing up its selection of slim calendars for 2024 to include printmaker Angela Harding, Japanese Woodblocks, Van Gogh and a Moomin one too.

PROGRESSIVE CALENDARS: NEW RELEASES

Cute Dates

The 2024 crop of Carte Blanche Greetings calendars sees eight Me to You designs in a variety of bestselling formats, including slim wall calendars, desk calendars and square wiro. The different Me to You artwork styles of Classic, Photo Finish, Softly Drawn and Delicate all feature.

Heritage Pieces

M&G is expanding its range of both large square calendars as well as its pocket planners, including a strong showing from its licensed heritage brands. Designs include two from the V&A - one featuring the V&A’s magisterial Arts & Crafts designs and the other focusing on Japanese art. From the British Museum it features a collection of Japanese woodblock prints, and there are Botanical illustrations from the British Library.

Designs Of The Times

With a focus on newness, Portico is working with a number of UK designers for the first time on the calendar and diary front. These include, Ruby Taylor and Arnelle Woker, both very contemporary styles celebrating female empowerment, self-esteem and the beauty of diversity; Claire Baker, featuring collage-style artwork from a love of Victorian nonsense fairy tales and theatre and Ginger Betty, charming, delicate animal illustrations accompanied by lovely words.

Fun and Sentiment

Carte Blanche’s BG’s Violent Veg brand shares its puntastic photographic concoctions in a 2024 square and slim calendar, entitled Around The World while on the sentiment front, Blue Mountain Arts, also from Carte Blanche, has a new range of 13 inspirational and beautifully illustrated calendars for 2024. The mini and 12 x 9-inch calendars celebrate family bonds and friendship.

Magnificent Seven

All seven of the products in Wrendale’s 2024 calendar collection feature Hannah Dale’s exquisite illustrations. These include a desk calendar (which pairs the animal artwork with inspiring quotes and gold foil lettering), four slim calendars (including a couple’s one), a family calendar with space for five family members’ activities and a Country Set landscape calendar that opens out to A3 size.

Bearing Up Well

New styling, additional content, and interactive elements feature in several of Portico’s licensed children’s titles. It has high hopes for its Paddington titles (illustrated and movie), bolstered by the recent association with the Queen, with Series 3 due to air in 2023, and Movie 3 due in 2024.

While the ill-timed postal strikes did dent some of the anticipated joy of receiving Advents in good time for the all-important Christmas countdown, there is no denying the consumer appetite is strong for this festive tradition, in all their incarnations. PG opens the doors on just some of what’s in store for this year.

An innovative wreath shaped Advent from Caltime by Woodmansterne, with a donation from each sale going to the Greenfingers charity.

Alice Melvin’s beautiful snow globe Advent calendar, featuring 24 British birds behind the dated windows sold out for Art Angels in 2022, but will be reprinted for this year.

be reused year after year.

OPENING

PROGRESSIVE CALENDARS: ADVENTS DOORS

Distributed by Longton Designs, Coppenrath’s Winter Birds birdsong Advent calendar plays 24 birdsongs, one for each day leading up to Christmas. The names of the birds appear on the reverse of the doors and there are additional notes on the back of the calendar.

Religious Advent designs have sold well for GBCC so the 2023 collection includes several lovely options which cater for this.

Among the Advents from Alison Gardiner is its 3D Highgrove House design, an easy to assemble 4-sided model of the royal residence with die-cut garden features and characters to create a lovely Christmas scene.

This jigsaw puzzle Advent from Coppenrath (distributed by Longton Design) contains 24 little boxes to open (each containing 42 jigsaw pieces), one for each day in the run up to Christmas to complete the 28.75” x 20” picture.

All Ling Design’s Advents continue to be packaged plasticfree, the designs of which echo the publisher’s greeting card range with their stylish depictions.

This charming frosty forest scene by Antoana Oreski is one of the new Pop & Slot 3D Advent calendars from Roger la Borde , that recipients build day by day in December – and can

Vive La Difference Art Source

Joyous energy, calming terracotta, pure opulence, crowns, astrology, curves and humour in the face of adversity are just some of the trends predicted by experienced aesthetic bellwethers. After a year which saw so much thrown at us from all directions, sending our sensibilities into orbit, hot on the heels of last month’s smorgasbord, PG serves up a second helping of the cultural drivers of our creative tastes for 2023.

Drivers: “In reaction to the continuing effects of the cost-of-living crisis, high inflation, climate crisis, Covid and War, I think we are all in need of a dose of optimism, cheerfulness, and stability. No wonder WGSN’s colour of 2023 is Digital Lavender, a colour that can evoke a sense of cheerfulness and calm at the same time. This desire for both happiness and serenity is reflected in all the key trends for 2023 and I believe will be reflected in the designs we see coming through in greeting cards.”

Bev shares her three main trend predications for 2023… Joyous energy

“A happy, lively energising trend incorporating bold, bright colours in candy and neon shades. Fun graphics, naive florals and thick sans serif or smooth rounded handwritten fonts in saturated colours that convey a sense of hope and optimism

Upbeat sentiment and feel-good slogans.”

Pure Opulence

“The maximalism trend continues in response to lockdown and recession. This trend is also an explosion of energy and colour, but more of an eclectic mix of heritage styles. A rich, deep colour palette with metallic accents and layers of pattern and textures, such as velvet, tapestry, and brocade…

think paisley designs, Liberty prints and William Morris patterns. The mixing of styles is playful and irreverent. And, with the expected pageantry surrounding the Coronation in May, expect to see crowns as a strong design theme.”

Calming Nature

“Being at one with nature and a sense of wellness is a continuing strong trend. As too is the trend for indoor plants and botanical prints. However, the colour palette is moving away from the greens into a palette of calm, warm and inviting colours, including lavender, sandy peaches, dusky pinks, cool greys, and terracotta. As the younger generation seek to make sense of this new world, we can see a growing a revival of interest in astrology, zodiac signs, ancient runes, and tarot cards. In interior design we’ve seen a proliferation of the use of arches, rounded corners on furniture and curved frames, to reflect a warmth and calmness. I expect to see this reflected in design elements on cards, either as die-cut corners or arch borders.”

Bev Cunningham, co-founder of Creative Card Collective and founder of Ginger Bee Studios (photography & art direction)

Top left: Bev Cunningham, co-founded the Creative Card Collective as a hub for those involved in the creative side of greeting cards.

Above left: Sunshine Vibes Only by Susse Linton, a member of the Creative Card Collective.

Above right: Two mystic designs by Siya Liu, a member of the Creative Card Collective.

Left: Lunar Tiger by Ginger Deverell, a member of the Creative Card Collective. Background image: This Georgina Moir design reflects the Joyous Energy trend. Georgina is a member of the Creative Card Collective.

Soula Zavacopoulos, founder of The London Studio

Drivers: “As we all know, card design doesn’t live in a bubble, but reflects wider societal and cultural trends in tone, visual style and language. So, 2023 promises to be a year of contradictions. On the one hand there’s the fading of Covid and a strong desire for positivity, escapism and joy, but on the other hand there is the cost-of-living crisis and bleak geo-political events. So, expect on-trend cards to split between these two themes in tone and design.” Soula shares what she feels are three trends that will be apparent in greeting card designs this year…

Bright and Beautiful!

“It could be argued that fun, colourful, crafted illustration is always a trend, but the coming year will see it flourishing like never before. With the appreciation of skill and craft

Good book readings

still strong from everyone’s own attempts throughout the pandemic, talented illustrators will be working around the clock fulfilling demand for bright, joyous illustration, often featuring nature, rural scenes and escape (thank you pandemic). So, sharpen those pencils illustrators, it’s going to be a busy year!”

You Have To Laugh!

“This trend will embrace the ‘if you don’t laugh you’ll cry’ idea with messages riffing on making the best of tough times. It will utilise (in the UK at least) a thoroughly British sense of humour, often tilted towards the coming of age Gen Z, and millennials who are now hitting life’s milestones. Visually this trend will make full use of the ‘anti-design’ aesthetic with basic typography and colours. This visual style fits with the idea of trying to save money while the cost-of-living crisis, inflation and strikes grind onstill, mustn’t grumble!”

Diversity

“A big positive trend that will keep growing throughout 2023 is diversity. As representation of different cultural, sexual and racial groups becomes not just accepted, but expected, we’ll see more and more cards that no longer assume a white, Christian and heteronormative audience. This will manifest itself in both themes, language and design, bringing a wonderful wave of fresh new ideas and excitement to the greeting card industry. Vive la difference!”

All Is Bright, The More The Merrier, Forest Glow and Repose are four trends that have been highlighted by the TrendBible agency in its Festive Forecast 2023 report to impact on the colours, design, and actual product needs for 2023 Christmas.

And, in a collaboration with Spring Fair, retailers, exhibitors and visitors to the show will be treated to a presentation by TrendBible’s editor Wendy Lowe on home and lifestyle trends and how these will be reflected in our design tastes over the next 12 months and beyond. Wendy will be speaking on the Inspiring Retail Stage at the NEC show on Monday 6 February (12.10pm-13.10pm).

To get a taster of what’s in store, the All Is Bright trend - driven by hope for the future, healthy boundaries, fresh starts and a desire for change - is featured in a free section of the report that is available to download from the Spring Fair website (www.springfair.com/trendbible).

Seeing red Pantone Colour of The Year 2023 is Viva Magenta

Vibrating with vim and vigour, Viva Magenta is a shade rooted in nature, descending from the red family as an expressive signal of strength, its pulsating colour exudes optimism and joyfulness.

of charge.

TO BE

If you are an artist, photographer or verse writer and would like to be considered to appear in Art Source, please contact PG’s Jakki Brown on jakkib@max-publishing.co.uk. This is an editorial feature and as such is free

Above: Pantone Colour Of The Year 2023 is Viva Magenta.

Left: All Is Bright is the featured trend in the free section of the TrendBible Festive Forecast 2023 report.

Top: One of Soula’s own designs from The London Studio.

Above: An inclusive design from Cards by Designers, represented by The London Studio.

Top: Soula Zavacopoulos, as well as a designer herself, The London Studio now represents approaching 50 artists.

Above: A vibrant design by Nichola Cowdery, who is represented by The London Studio.

Left: Joyous escapism on a design from Rocket68, which is represented (nonexclusively) by The London Studio.

Thoughtful Words

PG ASKED A SELECTION OF RETAILERS FOR THEIR BEST SELLERS.

Laura Houlston, owner of Hallmark West Kirby Cards, West Kirby and Paper Wishes, Prestatyn. A duo

card and gift shops in coastal towns, one in Merseyside the other in Denbighshire in Wales.

Category Name of Publisher

Product/Name Range Comments

“Always producing new designs.”

“The cards words bring customers to tears.”

“Unique cards that still amaze.”

“Only recently started stocking them and they are flying out!”

“Great variety that are suitable for a mixture of ages.”

“Customers appreciate the details that the cards contain.”

“Strong mixture of male and female designs.”

“This new range of blank cards is perfect for lots of occasions.”

Words of Wisdom

“Great cards that mean something special.”

Pam Ness, co-owner of Bearing Gifts of Troon. A long-established card and gift shop in a seaside town on the West Coast of Scotland.

Everyday

Relations and Occasions

Humour

Children’s

Adult Ages

Art

Keep In Touch

Giftwrappings

Gifts

Belly Button Designs

Wendy Jones-Blackett

Megan Claire

Rosie Made a Thing

Rachel Ellen Designs

Five Dollar Shake

Tartan 2CV

Dandelion Stationery

Glick Lightstyle London

Essence of Harris

Elle Quicksilver

Ink Pot

Gin & Frolics; Babble

Star Jumps; Ditto

It’s Your Day; Butterfly Moon

Lin Pattullo

Words of Wisdom

Paper Salad

LED light up robins

Candle and diffusers

“Great new designs from both of these publishers which keeps the ranges fresh for all of our regular customers.”

“Just gorgeous - our customers love their simplicity and colours.”

“I struggle to keep these ranges in stock. I always have them in our window display and the giggles bring customers in.”

“Great bright, fun cards that are the favourite for children's age cards.”

“Special cards for special people on their special birthdays.”

“Blank cards from a wonderful Scottish artist.”

“Great little cards which add a smile, positivity, love and hope to difficult situations.”

“I love the coordination - wrap, bags and tissue all to match. Perfect!”

“They came in two colours, bronze and white and literally flew out the door!”

“The candles burn so cleanly and the diffusers outlast any I’ve ever used. Fabulous fragrances and all from the Isle of Harris.”

of

Top: Nigel Quiney’s Pizzaz range has continued to evolve.

Above: A design from Hallmark’s National Geographic range.

Top: A Star Jumps design from Rachel Ellen Designs.

Right: Lightstyle London’s LED robins have been a winner for Bearing Gifts.

It was brilliant to be back at PG Live, which had such a vibrant environment.

Having the opportunity to see established partners alongside up and coming talent and new creatives was fantastic.

PG Live is fantastic. It is so great to catch up with new and current designers.

I was really impressed with variety, many of which will form part of our future offer and help lift ATV across our ranges.

What a fabulous show! The buzz at PG Live was great - right from opening on the first day - everyone was so happy to be there and it was really lovely to reconnect with so many card companies. We placed 17 orders. I really love this show because it is all about the cards and the UK card industry is without a doubt the best in the world.

Sally Matson, owner of Red Card, Petworth

Andrew Webb, Scribbler

Abi Wilson, head of buying & design –Celebrations, Sainsbury’s

Category Name of Publisher Product/Name Range Comments

Everyday

3D and Pop-ups

Relations and Occasions

Humour

The Art File

Louise Mulgrew

Alljoy

Cinnamon Aitch

Woodmansterne

Rosie Made a Thing

Dean Morris Do Something David

Bold & Bright

Brainbox Candy

Message in a Bottle

“The number of cards I sell from these two publishers says it all.”

“These are new for mecustomers love them.”

“The large cards sell very well.”

“The wedding and anniversary designs are especially popular.”

Children’s Cute Giftwrappings

Jewellery

Gifts and ancillaries

Hype

Whistlefish

Sooshichacha

Rachel Ellen Designs

Ginger Betty

The Art File

Hype

Dean Morris

Kingsley Ryan

Life Charms

Lisa Angel

Boxer

Rainbow Designs

Oddsocks

Incognito

Dandelion Stationery

& Frolics

Ages; Glow In The Dark

Tattoo Cards

Nest

“Still my best-selling range with a fanatical following.”

“I sell a huge number of cheeky cards from my ‘Naughty Corner’ and all the giggling attracts other customers across!”

“The Peter Rabbit, ones do especially well.”

“These have widespread appeal.”

“Perfect for older children.”

“Always strong.”

“We don’t stock much cute, but this works for us.”

“Fantastic quality and beautiful designs.”

“Peter Rabbit is a fave.”

“The ruder designs do well for us.”

“Jewellery has become a massive success for us over the last two years.”

and books

Baby Peter Rabbit

Cucamelon Baby Socks Socks Mugs

“The Penal-Tea football mug is great.”

“Both of these are brilliant for the little ones.”

“Just great for men’s gifts.”

Category Name of Publisher Product/Name Range Comments

Everyday

Relations and Occasions

Humour Art Keeping In Touch

Children’s

Giftwrappings

Gifts/Ancillaries

Belly Button Designs

Janie Wilson

Not at all Jack

The Art File

Sarah Kelleher

Rachel Ellen Designs

Roger La Borde

Miss Sparrow/Mr Heron

East of India

Electric Dreams

Oh La La Funny Cards

Nature Trail Fabulous Foils

Jigsaw Cards

Sheet Gift Wrap

Adult Socks

Sentiment Ceramics

“Customers love that they're bright and colourful and at a great price point too!”

“Beautiful cards and fantastic quality. Perfect for when you want something special for a loved one.”

“Customers laugh out loud at these cards. The publisher is local, which is an extra selling point.”

“Bright and colourful lino-printed cards - perfect way to send a cheery

"hello"!”

“There's a phrase to suit most occasions. A winning combination of foil lettering and bold floral designs.”

“A fantastic range, being a gift and card in one.”

“Fantastic quality, double sided paper, at a really reasonable price, what's not to love?!”

“One of our most bought lines - we have been surprised by their popularity.”

“The coasters, mugs and hanging decorations sell so well.”

Rob and Pete Sampson, co-owners of A Stone’s Throw, Sherwood. A medium sized card and gift shop in an attractive Nottingham suburb.

Sally Wilde, owner of Planet Sal, Honiton. A quirky card and gift shop in a South Devon market town.

Top: A Do Something David design. Above: Boxer’s Penaltea mug scores highly in Planet Sal.

Right: A Fabulous Foils design from Sarah Kelleher.

Right: A new design from Not at all Jack.

CHARITY

CARDS

One of the UK’s leading publishers of Charity Greeting Cards. Impress offers a wide collection of images, including fine art, graphic, photographic and cute. We also offer a bespoke design service for bulk orders and/or mail order fulfilment.

6 Heron Trading Estate Alliance Road, Park Royal, London W3 0RA

T: 0208 385 4474 F: 0208 385 4471

E: info@Xpressyourselfcards.co.uk

WWW.XXPRESSYOURSELFCARDS.CO.UK

PRODUCTS: World’s leading publisher of high quality plastic greeting cards. Also an extensive range of quality greeting cards covering Everyday, Occasions, Christmas and Spring seasons.

BRANDS: Cherished Thoughts, Sweet Sentiments, Buddies Always, Symphony, Thinking of You, Style, Special Wishes, Special Times, Young Editions, Groove Sensations, Forever Blessed, Grey Skies, Classics.

METHOD OF SALE: SENSATIONS –Direct to retail XPRESS YOURSELF –Now one of the leading wholesale publisher suppliers in the UK

Products:

Welcome home.

The industry is undergoing radical change. Consumer goods fairs are reshaping themselves. The three successful events Ambiente, Christmasworld and Creativeworld are being held concurrently for the first time in 2023. Experience this innovative concept with the world’s most comprehensive product range and a diverse array of synergies – also for the stationery industry – live in Frankfurt.

Discover the trade fairs of the future: ambiente.messefrankfurt.com

christmasworld.messefrankfurt.com

creativeworld.messefrankfurt.com

info@uk.messefrankfurt.com

Tel. +44 (0) 14 83 48 39 84

4. – 7. 2. 2023

FRANKFURT / MAIN

3. – 7. 2. 2023 FRANKFURT / MAIN

3. – 7. 2. 2023 FRANKFURT / MAIN