APPA Promotional Products Marketing Magazine Dec 2017

DEC 2017

Promotional Products

Marketing Magazine Decorators’ Guide Product liability – what you need to know

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They do not imply endorsements and are not for sale except by the authorised owners.Please contact your preferred distributor if you would like to order any of the products in this flyer.

02 President’s Message 03 CEO’s Message 04 New Carton Charges for NSW Container Deposit Legislation

06

APPA Joins Button Battery Safety Working Group

15 APPA Awards 2017

05 Hall & Wilcox 06 APPA Joins Button Battery Safety Working Group 07 Australian Decorator to Watch – MK Promotions 11 Upcoming Events 12 Australian Distributor to Watch

– Arid Zone 14 APPA Education in 2017 15 APPA Awards for Promotional Excellence 2017 16 Platinum Award for Overall Excellence – Australia 17 Platinum Award for Overall Excellence – New Zealand

35

18 APPA Platinum Award Winners Feature 21 CONVEX 2017

Decorators’ Guide

24 Can a Small Business Build a Social Media Presence?

26 2018 APPA Leadership Conference

– Keynote Speaker: Martin Grunstein 28 New Member List 30 Promotional Products Work 32 Australian Supplier to Watch

– Specialty Balloons 35 Decorators’ Guide 55 The APPA Foundation 59 Roadshow 2018

21

26

CONVEX 2017

Keynote Speaker: Martin Grunstein

APPA HEAD OFFICE Suite 7, 407 Canterbury Road, Surrey Hills, VIC 3127 1800 MY APPA (1800 69 2772) Australia 0800 45 1117 New Zealand GENERAL ENQUIRIES Email: info@appa.com.au www.appa.com.au | www.appa.co.nz

60 New Zealand Supplier to Watch

– Procard 63 APPA Member News & Milestones 66 New Zealand Distributor to Watch

– BTL 70 Tuapeka Gold Print Celebrates 30 Years in Business

EDITORIAL & ADVERTISING Ky Wilson Membership & Marketing Manager Email: ky@appa.com.au

73 New Zealand Decorator to Watch

– Colour Evolution

DESIGN & ARTWORK Privaro Design www.privaro.com.au

80 CONVEX 2018

76 APPA Service Providers 2017

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE

Contents

WELCOME MESSAGES

From the President

O

Pete Schroeder, President

ur direction is clear - “Make APPA Great” ... however we can not do this without you! 2018 is going to be an exciting year!

For APPA and the Board, much of 2017 has been spent analysing, evolving and fortifying the very foundation that APPA resides on. The ultimate goal, to increase the professional standing and profile of our industry association, and in turn, its Members, in the eyes of the business communities in Australia and NZ. Apart from having good governance, one of our core responsibilities is to educate, inform and inspire our members. During 2017 you would have seen an increase in Webinars, and the launch of programs such as the Leadership Conference and Boardroom lunches: these were a resounding success with much positive feedback. The good news is that in 2018 these will continue, and to add to your available resources, APPA will be launching its formal Education and Professional Accreditation pathway for members.

Completion of these online courses will provide much valued and recognised certification (equivalent to tertiary qualifications) that will be broadly publicised to the corporate sector.

Growth through partnerships are important - and during 2017 we have been developing strong relationships with our overseas counterparts (eg PPAI, BPMA, etc.), as well as increasing the local pool of service providers to add value to your membership, and we will be

2 – DECEMBER 2017

continuing to nurture these collaborations going forward.

However, the most important partnership we have is with you - our Members. Consultation is pivotal in the creation of any great organisation, and we value your ideas, comments and feedback. Please, don’t be shy in coming forward, whether it be directly with APPA HQ, or through me via stealth. I/We look forward to hearing anything you have to say.

Finally, and personally, as we close off another year, I would like to thank APPA’s 2017 Board Members Robert Williams (VP), Andrew Bloom, Maree Lawless, John Leach, Bo Burns, Adrian Davidson, Bryan Deng and Board Appointee Marion Steel as well as the entire APPA HQ Team for their enthusiasm, tireless support and commitment over the year.

Special appreciation goes to departing Board Members Maree Lawless and Andrew Bloom. Both Maree and Andrew have given of themselves selflessly over the years not only to the Board but have also been actively involved in the APPA Executive Committee as President (Andrew) and Treasurer (Maree) playing a major role in the new direction of our association.

On behalf of APPA HQ, the Board and the Industry we represent, I would like to provide a heartfelt thank you to Maree and Andrew and wish you much success for the future.

Wishing you all a joyous and loving Christmas followed by an abundant New Year.

From the CEO

W

Steve Granland, CEO

elcome APPA members and Service Providers to the December 2017 edition of Promotional Products Marketing Magazine.

As 2017 rapidly draws to a close I wanted to kick this column off by wishing all our APPA members, Supporters and Sponsors a festive and safe holiday season, thank you all for your ongoing and valued support of APPA. I am pleased to report CONVEX 2017 was a great success. Day 1 of CONVEX 2017 kicked off with Wayne Pearce, international former rugby league player, presenting our professional development session. It was a case of standing room only as Wayne entertained the crowd on the subject of “Teamwork & Creating a High-Performance Culture”.

Clearly APPA members have a thirst for education and we have plans to boost this across multiple delivery channels in 2018. Close to 1,000 distributors benefited from attending CONVEX, with many attending on both days to maximise that benefit.

Following on quickly from CONVEX the APPA team headed across to New Zealand for the Promotional Products Show attended by close to 200 distributors from across New Zealand.

In both Australia and New Zealand we had the opportunity to recognise excellence in our industry with the 2017 APPA Awards held in conjunction with CONVEX and the Promotional Products Show.

Congratulations go to all our finalists and winners profiled in this edition of Promotional Products Marketing Magazine. The revamp of the APPA Awards combined with the reintroduction of a standalone New Zealand Awards program (after 17 years) resulted in a record number of entrants. Strong interest from marketing related media in profiling successful promotional products was testament to the value of these awards to our industry. Both Gala Awards dinners were a huge success and planning is

well underway to make the Awards and the dinners bigger and better in 2018.

Early in 2017, I was invited by the PPAI (our USA based counterparts) to visit their offices for a week in October to attend induction and training provided for new PPAI board members and volunteers. This was a unique and very valuable opportunity to continue to build on the relationship we have with PPAI. In addition to being exposed to operational elements of the PPAI I also had the opportunity to explore further APPA/ PPAI collaboration opportunities particularly in the education, accreditation and promotional product profile building space – more exciting information coming in early 2018.

What other plans do we have in place for 2018?

Our focus will continue to be on building member value and raising the positive profile of promotional products. Over 2018 APPA members will see a new member centric database and new APPA website, the launch of an online training portal and a formal education and accreditation partnership, a substantial commitment to research and profile building through a stronger relationship with the PPAI and a significant commitment to member education at CONVEX 2018.

I would like to close by thanking a few of the people who have been a great support to me during 2017.

Firstly, to Maree Lawless who resigned from the APPA Board at the November meeting. Maree was a great support to me personally, especially during my first nine months (much of which was spent in Hobart). Maree has served APPA with distinction during her time on the APPA board.

Finally, to Ky, Kate, Jodie, Cath, Martin and Vicki (the APPA team) – thank you so much for all your efforts over 2017. I look forward to working with you in 2018 and seeing the benefits of your hard work build a better APPA!

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 3

INDUSTRY UPDATE

New Carton Charges for NSW Container Deposit Legislation Jessica Simes, General Manager, Brewtopia Pty Ltd. What you need to know about Container Deposit Legislation and how it will impact your promotional business when on-selling custom branded beverages.

Firstly, what is Container Deposit Legislation (CDL)?

The Container Deposit Legislation Scheme is designed to reduce environmental littering by encouraging people to collect and return containers for recycling, and is part of a goal to reduce litter volume by 40% by 2020. The scheme has been operating in South Australia and Northern Territory for many years and a 10c refund is provided for each bottle returned to one of the many collection depots across the state and territory. The costs of the scheme are pushed through to the customer and are designed to change consumer behaviour and encourage recycling by offering a refund.

An EPA approved recycling symbol is included on all eligible beverage labels currently being distributed in SA and NT. Below is the example of the label design template for Brewtopia. The “B” is a covert reference to Brewtopia, so depots know the personalised label is registered and approved. A new barcode will be required for the NSW program.

There is a two year delay on label changes: labels will be adapted to incorporate the NSW EPA approved recycling symbol and a barcode, which is mandatory for NSW. This will require a wrap-around label.

The NSW Government along with The NSW Environment Protection Authority (EPA) is preparing for the introduction of a Container Deposit Scheme commencing 1 December 2017 called the Return and Earn Scheme.

The NSW EPA appointed a Scheme Coordinator. Exchange for Change is a consortium of five major beverage companies - Coca-Cola Amatil, Asahi, Lion, CUB and Coopers. They have also appointed a Network Operator Tomra - Cleanaway.

Brewtopia was required to enter a Supply Agreement with the Scheme Coordinator by 1 October 2017. Brewtopia as the First Supplier was required to supply the Scheme Coordinator with Brewtopia’s overall sales data including sales for the previous 12 months in number of bottles sold by bottle type (PET and Glass).

The Scheme Coordinator will use Brewtopia’s overall sales data to determine our market share and advise the cost of our administration and handling fee.

The NSW scheme will be made up of the refund of 10c plus a handling fee starting at 3.78 cents per bottle, totaling 13.78 cents (ex GST).

This equates to $3.30 per carton of 24 bottles (ex GST).

4 – DECEMBER 2017

Key points: Relevant products in Brewtopia’s range include spring water, beer and cider, however wine is excluded. The NSW Government introduced a Container Deposit Legislation scheme, effective 1 December 2017. CDL charges apply to all beverage containers distributed into NSW from this date. For SA and NT deliveries, Brewtopia includes a CDL charge per carton as a separate line item on the order and like GST it is collected and then returned to the Government through the monthly reporting and payment cycle.

We are investigating what we can absorb in relation to the NSW program given the program costs are significantly higher than SA/NT. The recycling logo is an approved logo and the container needs to be registered with the barcode to apply this to the label. It cannot just be applied to the artwork as a text item if the container is not registered.

Any beverages purchased through Brewtopia will have blanket coverage.

The QLD Government has also just passed legislation to introduce their own CDL Scheme in July 2018.

• Western Australia has announced their intention to introduce the CDL Scheme in 2019.

• Victoria has no plans to introduce CDL at this stage. No advice at this stage for ACT and TAS. • We are pushing for a consistent recycling symbol for all participating states to ensure one label design is in place by the time the two year label transition period is over.

• The scheme in NSW and QLD will operate similarly to the CDL Scheme already in place in both SA and NT. Brewtopia does have recycling arrangements in place in both SA and NT and is therefore approved to distribute beverages in both locations with approved label templates.

• Beverage suppliers must apply to the EPA for the container approvals in a form approved by the EPA and an application fee will apply. Note that Brewtopia will do this on your behalf to provide our customers with blanket coverage. Brewtopia will also pay the necessary fees.

• This legislation is being managed at a state level (rather than Federal) and therefore there will be differences in the way each scheme will be managed.

• The scheme is legislated and therefore ALL suppliers selling beverages, even for promotional purposes, are required to comply to avoid penalties.

Brewtopia is moving through the registration process with the EPA in NSW and QLD and will manage this program on behalf of our customers shipping into SA, NT, NSW and QLD. This ensures a streamlined process for customers and avoids having to directly register with the EPA, establish own recycling arrangements and manage the associated administration and reporting. We apply a small charge of $25.00 per order to help us manage our administration costs. All state programs will operate with a slight difference.

INDUSTRY UPDATE

Hall & Wilcox Promotion Products Insurance.com, APPA’s exclusively endorsed insurance partner has engaged Hall and Wilcox, a leading Australian independent law firm, to advise on potential legal exposures when a product fails its intended use or causes bodily injury and/or economic harm to a consumer.

Effectively, product liability in Australia has three main legal sources: 1. Common Law of negligence – as modified by state-based legislation 2. Contract Law – including statutory implied contractual terms 3. Legislation – the Australian Consumer Law. There is both a private and a public dimension to product liability enforcement. Private civil claims can be brought by persons who have suffered loss. However, the Australian Competition and Consumer Commission (ACCC) as the relevant regulator has a broad public remit that will see it taking action independently of the people who have suffered the loss, or on behalf of a person who has suffered loss (with their consent).

There are four areas of participation in the product supply chain in which APPA members may be involved.

1. Manufacturer’s liability for defective/dangerous goods a. A manufacturer may be liable for negligence, on the basis that they owe a common law duty to take reasonable care to prevent foreseeable harm being suffered by consumers in connection with the use of the manufacturer’s products. b. Liability may also arise where the manufacturer has a contractual relationship with a party who suffers loss as a result of the defective product (including under a contractual warranty). It is usually the case that there is no contractual relationship between manufacturer and end consumer. However, consumer guarantees that goods are of acceptable quality, fit for purpose as represented, and correspond with their description apply to manufacturers in relation to supply of goods to a consumer. A manufacturer may be required to compensate a consumer for reasonably foreseeable loss arising from breaches of consumer guarantees. c. There is potential liability under the Australian Consumer Law where a product is not as safe as what a person is entitled to expect and the product causes injury or death (or, in some circumstances, economic loss). However, goods do not need to be entirely free from risk. The term ‘Manufacturer’ is defined broadly and includes ‘deemed’ manufacturers. Various defences are potentially available to manufacturers of defective goods.

2. I mporter’s/distributor’s liability for defective/dangerous goods a. An importer/distributor that does not manufacture relevant products will generally only be exposed to a common law negligence claim where there is a known or reasonably ascertainable risk in relation to defective products. However, if an importer/distributor (or another participant in the supply chain) modifies the product, including the labelling, a duty of care is likely to arise in respect of those modifications. b. Contractual liability may also arise as between importer/distributor and retailer, but generally there will be no contract between a distributor and an end consumer.

c. There is potential liability for manufacturers under the Australian Consumer Law as to what a person is entitled to expect. Deemed manufacturers include persons who hold themselves out as manufacturer, use their own brand in relation to the goods or import goods where the actual manufacturer does not have a place of business in Australia. Liability cannot be contractually limited or excluded. Consumer guarantees also potentially apply to deemed manufacturers.

3. Retailer’s liability for defective/dangerous goods a. Retailers will generally not be liable in negligence to consumers, however they may have exposure under contract, including for breach of implied contractual terms. b. Where a retailer supplies goods that contravene consumer guarantees under the Australian Consumer Law and the breach is a major failure, the consumer can recover compensation from the retailer. c. The supply, as well as the manufacture, of consumer goods that do not comply with prescribed safety standards is a strict liability offence – penalties are up to $1.1 million.

4. Product recall a. Businesses involved in the supply chain of products can voluntarily recall defective consumer goods. b. If a voluntary recall is not conducted, the relevant Minister can order a compulsory product recall under the Australian Consumer Law where it appears that consumer goods will or may cause injury to any person, and it appears that a supplier has not taken satisfactory action to prevent those goods causing injury c. Pecuniary penalties (which are quasi-criminal) apply for a failure to comply with a recall notice, and civil claims are also available.

Drew Fisher, Managing Director of Promotional Products Insurance. com, says “due to the recent publicised and heightened risks associated with the ACCC’s recall of several promotional products, e.g. Button Batteries and Finger Spinners, we strongly suggest that all APPA members qualify their insurance policy. APPA members deal in a supply chain that is heavily involved in the marketing, manufacture, supply and sale of Promotional Products in Australia and New Zealand. It is essential that effective insurance cover is in place for each member. The activities of each member’s business, including where required, cover for the storage, freight, importation, distribution and recall of their products, needs to be accepted and endorsed by the member’s insurance underwriting company, not just their insurance broking business”.

Mr Fisher continues, “we are seeing an alarming number of examples where APPA members have completely inadequate insurance cover in place to appropriately cover all of the activities that their business provides. We will provide to each APPA member a no obligation quotation for their insurable business needs which will cover their business operations effectively”.

Association Insurance Australia trading as Promotional Products Insurance.com is a Corporate Authorised Representative (#1239086) of Insurance Advisernet Australia Pty Ltd. AFSL No. 240549 PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 5

APPA UPDATE

APPA Joins Button Battery Safety Working Group

I

n mid-2017 APPA was asked to join the Australian Competition and Consumer Commission’s (ACCC) Button Battery Safety Working Group designed to reduce the risk of death and life-threatening injuries to children from button battery ingestion.

APPA Board member Adrian Davidson took up this position in August.

“The ACCC is urging businesses to adopt a new Code designed to reduce the number of deaths and injuries from children swallowing button batteries in Australia.

“With the miniaturisation of electronic devices, unsecured button batteries are becoming increasingly accessible to young children. Button batteries are used to power many consumer goods found around the home including TV remote controls, cameras, watches, calculators, greeting cards, scales and torches. They are also increasingly used in children’s toys, novelty items and LED lights.

“Every week in Australia, 20 children are taken to emergency rooms after suspected exposure to button batteries. A Queensland Coroner found that four-year-old Summer Steer died in 2013 as a result of swallowing a button battery and a Victorian Coroner is examining the death of another young child,” ACCC Deputy Chair Delia Rickard said.

“Children under the age of five are at the greatest risk. If they get their hands on one of the many products in the home that contain button batteries they can get the batteries out unless the compartments containing the batteries are secured. Once loose, children can easily mistake the batteries for lollies. This new Code is an important step towards ensuring children cannot access the batteries, thereby reducing the risk that they will swallow them.”

The Code has been developed by a range of businesses with support from the ACCC and state regulators. Officeworks has led development of the Code with help from importers, manufacturers, wholesalers and retailers, industry associations, testing and standards and regulatory affairs businesses.

APPA is proud to be part of the Working Group which is currently updating the Code which should be completed early in 2018.

“I’m proud to represent APPA on the Button Battery Working Group with this important initiative to play our part in making products that we are responsible for, safe for kids and all end users that may receive them” Adrian said.

“We’re pleased that this Code is being led by business, it is an important initiative. The ACCC is always warning people about the very real dangers button batteries present to young children, but we won’t be able to bring down the number of injuries unless business really starts taking action to ensure their products are safe”.

Once the voluntary Code has been accessed, the review the industry Code will take place, with a view to releasing version 2 by mid-2018. APPA will ensure members are kept up to date with developments and feature the new Code in the June 2018 issue of Promotional Products Marketing Magazine.

More information on the current code can be found at: www.productsafety.gov.au/publication/industrycode-for-consumer-goods-that-contain-buttonbatteries

6 – DECEMBER 2017

AUSTRALIAN DECORATOR TO WATCH

MK Promotions Richard Kelso, Manager.

How did the idea for MK Promotions & Specialty Print come about?

Kevin Parkinson and his wife Margaret (hence the “M” & “K”) established MK Promotions in 1984, and were the first contract 3D printer in Australia.

The name MK Promotions has always been associated with quality printing and superior service, something that we strive to uphold.

Richard Kelso

How important has setting business goals been to your success?

Setting goals is key to any successful business as you always need clear direction and motivation.

We don’t want to become stagnant, complacent or be distracted from achieving our goals. We always want to strive to achieve more and be determined that we can do better.

What three pieces of advice would you give to someone wanting to start out in the promo industry?

1. Understand the products, the decoration methods, the entire process from end-to-end.

Whether you are working as a supplier or decorator, and regardless of what product your company is offering, learn it, know it inside out, understand the technical terms, learn as much as you can. This will ensure you are always giving your client the best options to meet their briefs.

2. Build strong relationships with good suppliers.

You will not get far with inferior products or branding. Keep updated about new products and new suppliers.

3. Don’t be afraid to ask questions or think outside the box - clients are generally open to new ideas because they trust you will have access to the latest trends, products and technologies.

If you think something may fit their brief that they have not thought of, suggest it. Oh, and always be ethical and honest.

What would you say are the top three skills needed to be a successful operator in the industry?

Communication, honesty and a sense of humour!

Communication and honesty go hand in hand in this industry, in my opinion. You need to be able to effectively communicate with your customer - it’s more than just processing purchase orders.

You need to fully understand what the client is trying to achieve, and be able to convey to them how we can realistically achieve it for them.

We’ll tell a client straight out if we don’t think a decoration method is suitable, and recommend one of our other decoration methods, or, if need be, a decoration style we don’t even offer (such as laser engraving or embroidery).

We are also up front about timeframes, always setting realistic expectations for our customers on how long a job will take, or if we believe they themselves have an unrealistic deadline.

We spend a lot of time educating customers, so that they, in turn, can provide their clients with more accurate information, and can learn what methods of decoration suit which products/logos, what’s more cost effective and so on.

I think we gain more respect by being so up front than if we were to just follow customer instructions, regardless of outcome.

What have been some of your failures, and what have you learned from them?

I think that you always need “failures” as that’s how you improve and grow, so I think, as long as you can learn from a mistake, then it’s never really a true failure.

How long do you stick with an idea before giving up?

It is not in my character to give up. Here at MK, there are not many products we cannot print on.

As a team we will usually brainstorm an idea, a new way to brand something, a tricky job etc. to find a solution.

We like to know we’ve explored every feasible option before we look to a plan B.

How do you generate new ideas?

Quite often new ideas develop when we are brainstorming ways to tackle a challenging printing job.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 7

AUSTRALIAN DECORATOR TO WATCH

We have some staff that have been with us for more than 10 years - that’s testament to the type of workplace Kevin Parkinson created and that has been maintained to this day.

3. Suppliers - again, only use the best. To provide quality decoration services we need to source quality suppliers of ink, film, etc. Building a good relationship with suppliers is essential. You need suppliers who you can trust, and who are flexible.

4. Ability to communicate well - communication is not just being able to convey your message to your customer - it’s about being able to listen and understand your customer’s brief.

How do you define success?

Being happy in what you’re doing, and achieving the ideal work/life balance.

What is the best way to achieve long-term success?

Be consistent and have a positive attitude, keep abreast of new technologies/products etc, work hard and surround yourself with team players.

Do you believe there is some sort of pattern or formula to becoming successful in the promo industry?

There are no shortcuts. It’s all about consistently delivering a premium product/service coupled with great communication, honesty and openness, that I spoke about earlier. If you can offer your customer uncompromised quality and service, on time, every time, then you are well on your way to success.

Who has been your greatest inspiration?

My parents have always had a strong work ethic, working hard to achieve all goals.

What book has inspired you the most? (Or what is your favourite book?)

I would have to say Richard Scarry’s Busiest People Ever 1976, pulled some chords. I recently repurchased the set from the UK for my seven-year-old son. I’m currently reliving the mayhem of the adventure, night after night.

To what do you most attribute your success?

A solid and honest work ethic, being flexible and understanding to others ideas, and working with great people has seen me get to where I am today.

What would you say are the five key elements for starting and running a successful business?

1. Product/Service - whatever you are offering, you need to be/have the best. You can’t offer anything less than premium, or you will never reach your full potential.

2. Staff - employ the best. We are lucky that we have a dedicated group that are experts in their field. They are passionate about their work, and it shows in their work.

8 – DECEMBER 2017

We have start-ups coming in with new products to launch, that have no idea how their logo can even be put onto their product, so we will discuss with them their story behind the product, the feelings and emotions they want to convey and evoke and work with them to create something that encapsulates the essence of their brand.

We also work with strict branding guidelines, and can help clients navigate these while still getting a result close to what they had hoped for. There is always more than one way to do things, and it’s our job to present the options that best suit the customer’s brief, budget and deadline.

5.Marketing - without it your business will always struggle.

Marketing doesn’t have to mean spending a lot of money, but you need to find what works best for you.

In these digital times, keeping in touch is easier than ever, and social media is great to showcase your work and keep your name in front of customers, but don’t forget marketing is much more than that.

Visit customers. Call them. While there are so many benefits from working online, it’s also easy to get lost amongst all the other marketing emails, posts and tweets. You’ll find customers really appreciate a visit to drop off a new sample, or to tell them of your latest offerings. Word of mouth is so important, and so many new customers come to us from referrals from other customers. There’s a great satisfaction hearing “so and so suggested I call you…” because you know you’re doing your job right.

In every job, we are in essence marketing ourselves by putting the spotlight on the quality of our work and delivering the finished product successfully, which is why our team are so diligent in their work - from providing accurate art approvals to ensuring products are packed appropriately for transportation, we ensure everything that leaves our warehouse is of the highest quality, because, at the end of the day you can spend all the money you want, but if you don’t have the product/service to back it up you won’t get far.

How do you go about marketing your business?

What has been your most successful form of marketing?

A lot of our work comes from referrals. As I said before, every job we deliver is marketing our business. We are our biggest critics.

We don’t let anything leave our warehouse that we wouldn’t be happy to pay for as a client.

Print result, colour, position, packaging, turnaround time, spoilage rates, cost - every part of a job is assessed by the client. There’s no point printing mugs as an example, selecting the right ink, allowing for adequate drying time, etc to then throw them into a carton bulk, and the client receiving damaged/broken goods.

AUSTRALIAN DECORATOR TO WATCH

You don’t want a client receiving their goods in a tatty old box that’s been taped, and retaped and should really be in the recycling bin!

Every aspect of every job is a reflection of our work. The best marketing we can do is to continue to provide the best possible outcome every single time. That’s what has resulted in us getting so many referrals and so many repeat customers.

What kind of culture exists in your organisation?

How did you establish this tone and why did you institute this particular type of culture?

There’s a great team culture at MK Promotions, one of comradeship and mutual respect. This comes from the environment created by Kevin and Margaret, the original owners, and also from having such loyal staff, who have been with the company so long.

There are strong friendships among the staff, so they are all more than happy to help each other out, or do that bit more to cover someone who could be absent. When it’s really busy, it’s all hands on deck - myself, office staff, printers - everyone will pitch in to pack or unpack an urgent job as an example.

At the end of the day no one is running out the door because it’s home time, they wait, and make sure everyone has finished their job and all leave together. I can’t be more proud of our team to see such a bond between all of us is fantastic.

How can you prevent mistakes or do damage control?

MK has always had strict quality control practices to minimise errors.

This includes having two printers sign off on ink colours, having the first print signed off by a second printer, working from detailed job bags and art approvals, keeping old jobs on file with details of previous ink formulas to ensure the same colour is produced every time. When you are proactive in your quality control you leave little room for mistakes.

We are all human, however, and if an error does occur we rectify the issue immediately. If, for any reason, it will delay delivery or stock spoilage has occurred we are always honest with the client about what has happened, and the steps we are taking to correct the problem, and then we’ll identify the issue and stop it ever happening again.

Reputable Knowledgeable Committed Cutting Edge Innovative Driven

Core Values We operate with integrity and honesty We understand our business We make it happen We are ahead of the pack We search the world and develop great solutions We love what we do

Logo-Line Pty Ltd 18 Moonbi Street, Brendale Qld 4500 Australia ABN 45 161 656 597 P (07) 3881 0880 F (07) 3492 1097 W www.logo-line.com.au E sales@logo-line.com.au

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STOCK STYLES

STUNNING QUALITY AMAZING PRICES

EXTENSIVE STANDARD RANGE OF STYLES – Caps and hats in this catalogue – Available plain off the shelf for pick-up or despatch today – Decorating, Printing & Embroidery – Tell us when you need it, we love urgent orders!

CUSTOM

YOU DREAM IT... WE’LL BUILD IT – Limitless choice – Great price saving – 144 piece minimum – We also customise bucket hats, beanies & visors

SUPER FAST OFFSHORE PRODUCTION 14-21 DAY DELIVERY FROM SAMPLE APPROVAL* – Lower cost than stock styles & substantial cost saving for multi-position embroidery – Styles as per this catalogue – Complex fine detail and 3D embroidery – Stunning low minimum order quantities *Subject to fabric availability

AMAZING EXPRESS PRODUCTION FROM CHINA, 3-4 WEEKS DELIVERY FROM SAMPLE APPROVAL – Minimum 144 Caps – Over 530 Styles, with 1000’s of colours – No limit on embroidery positions – Catalogue & price list available – Complex fine detail and 3D embroidery

PERTH, ADELAIDE & NT T: (08) 9244 2688 E: hsw@headwear.com.au 10 – D E C E M B E R 2 0 1 7

MELBOURNE T: (03) 9562 8100 E: hsv@headwear.com.au

headwear.com.au SYDNEY T: (02) 9838 9122 E: hsn@headwear.com.au

BRISBANE T: (07) 3272 9777 E: hsq@headwear.com.au

Upcoming Events Golf Day 2018 Thursday 8 February 2018 (Ryde Parramatta Golf Course Sydney)

Australian Roadshow 2018 Melbourne (Melbourne Olympic Park) – Monday 19 March – 10am - 4pm Sydney (Hordern Pavilion, Moore Park) – Wednesday 21 March – 10am - 4pm Brisbane (RICC) – Friday 23 March – 10am - 4pm Perth (Ascot Racecourse) – Tuesday 27 March – 10am - 3pm

New Zealand CONVEX 2018 Wednesday 11 April 2018 (Mount Smart Stadium, Auckland)

Leadership Conference 2018 Friday 25 May 2018 (Deakin Downtown, Melbourne)

Australian CONVEX 2018 Wednesday 22 – Thursday 23 August 2018 (Royal Hall of Industries, Moore Park, Sydney)

Australian Awards Gala Dinner 2018 Wednesday 22 August 2018 (The Star, Pyrmont, Sydney)

New Zealand Promo Show 2018 Wednesday 5 September 2018 (Alexandra Park, Auckland)

New Zealand Awards Gala Dinner 2018 Wednesday 5 September 2018 (The Langham)

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 11

AUSTRALIAN DISTRIBUTOR TO WATCH

Arid Zone Clive McCorkell, Director.

What would you say are the five key elements for running a successful business?

• Attract good people; provide a stimulating work environment.

• Be constantly open to new ideas – suppliers, trade shows, internet sites.

• “Become” the client - think and do everything from their point of view.

• Network: leave the comfort of your desk.

• Financial health – be understanding but firm with clients, ensure suppliers needs are respected.

What would you say are the top three skills needed to be a successful promotional products professional?

• Develop the skill of asking good questions then LISTEN. • Think laterally, be proactive with tailored ideas.

• Utilise good existing client relationships to create “warm” opportunities.

Your business, Arid Zone, works with many small and large Australian businesses and organisations to create highly effective brand promotions. How do you generate new ideas?

Ensure the brief or opportunity and its various parameters are fully understood. “Brainstorm” with staff, tap into concepts from APPA trade shows and network with our overseas partners

How do you go about marketing your business? What has been your most successful form of marketing?

• Receiving quality referrals from satisfied clients - showing appreciation - then acting!

• Selecting the most relevant industry associations and organisations with which to partner.

How do you find people to bring into your organisation that truly care about the organisation the way you do?

We use all the standard avenues like SEEK, APPA job board, and approaches from agencies, however, many of our key employees have come from competitors via word of mouth from suppliers or our own staff.

1 2 – DECEMBER 2017

How important have good employees been to your success?

It’s a cliché, but Clive McCorkell we are, have been and will only ever be as good as the commitment, attitude and professionalism of our employees.

What kind of culture exists in your organisation? How did you establish this tone and why did you institute this culture?

We started as a small partnership with a few like-minded employees and business was “fun”.

As we’ve grown and needed to adopt bigger thinking and more strategic initiatives we’ve managed to keep the “fun” element alive. Also, our Management Team carefully balance working “in the business and“on the business”.

How many hours a day do you work on average?

Eight to ten hours average weekdays.

What motivates you?

Different challenges and the unpredictability each day brings (particularly Fridays!)

What is the best way to achieve long-term success?

Focus on the end goal then work backwards - be flexible enough to adjust strategy along the way.

What has been your most satisfying moment in business?

Celebrating 30 successful years in business, it’s been an amazing ride… Recently we held a 30 years. celebration and invited all past employees. Reflecting on that night, it was amazing and satisfying to see how many lives we have affected and how many young people have developed during their time at “the Zone”.

What sacrifices have you had to make to be successful?

Constantly cancelling evening or weekend social plans - making financial choices to suit the business rather than personal needs.

AUSTRALIAN DISTRIBUTOR TO WATCH

Excluding yours, what company or business do you admire the most?

What book has inspired you the most?

(Or what is your favourite book?)

I admire the new businesses like Uber, Apple, Airbnb and social media companies.

The Power of Now - Eckhart Tolle and Who Moved My Cheese - Spencer Johnson

I also like Xero: their mission is to make accounting seem “beautiful”; with some clever creative and marketing they seem to have achieved this.

Currently reading Elon Musk – How The Billionaire CEO of Spacex and Tesla is Shaping our Future.

What are your hobbies? What do you do in your non-work time?

How long have you been a member of APPA and what are the main benefits of membership to your business?

25 years. Networking with other distributors and suppliers - APPA tutorials -“training” ground for new employees.

Who has been your greatest inspiration?

My parents and immediate family.

Spend time with my daughter, friends, golf, fishing, holidays in warm places during Melbourne winters!

You’ve made recent acquisitions - what are your future expansion plans?

We are always open to win-win opportunities that arise!

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 13

APPA Education in 2017 One of the key influences in career development is the decision to pursue industry education.

This commitment to attaining a high standard of professionalism identifies go-getters at all levels of expertise. People who rise to the highest levels of achievement in the industry understand the importance of keeping ahead of the competition educationally in an atmosphere of ever evolving tech, advanced processes, changing regulations, and customers elevated expectations.

We congratulate all those promotional product industry self-starters who attended APPA’s various educational sessions in 2017, wisely choosing to ensure their own career progress through a dedication to learning our industry’s recognised standards of excellence.

2017 Webinars February Gary Petersen – The Success Unlimited Group Take Your Sales to a New Level in 2017 Ben Carroll – Vicon Transfers Transfers: What are screen printed transfers and when is heat transfer the wrong solution?

March Mark Rae – Ezitag Systems Understanding Artwork Files & Print Methods – The Basics Amy Towers – Risk Collective Work Health & Safety Due Diligence & Strategy Insight

April Seth Barnett – PPAI Managing the Millennial Market Simon Tebbutt – Ninth Wave Activations Increase Your Chances of Winning an APPA Award Professional Development - NZ CONVEX. Debbie Mayo-Smith More Income. More Time.

Delighted Customers.

June

Emma Biviano – Seiko Customising Branded Timepieces John Lees – Sell Pleasure First, Price Last!

Debbie Mayo-Smith Email: Easing Your Pain. Enhancing Your Gain

July Bill Petrie – Putting the Social in Your Media Patrick Coghlan – CreditorWatch Credit Management 101

August Paul Bergman – High Calibre Line Understanding and Dissecting Safety & Compliance in the Promotional Industry

September Mary Iles – Simba Towels Why towels are the most effective promotional item for your clients

October Brett Heasman – Simplify your Success Promotional Products Business Model Simplified Employsure – Fair Work Compliance

November Gary Petersen – The Success Unlimited Group Peak Performance Selling: The Art of Getting the Sale Steven Dooley – Western Union How the AUDUSD’s 19% moves can drive your business’s highs and lows.

Leadership Conference - May Tim Reid – The Boomerang Effect Simon Atkinson – Time – Can You Buy It? David Parkin – Feedback – Culture & Success Justin Reynolds – Inbound Marketing: How Can You Weave Merchandise into Your Clients’ Strategy?

Rion Shelley – Brand Michael Crossland – Overcoming Extreme Adversity

August

Professional Development - CONVEX. Wayne Pearce -Teamwork & Creating a High-Performance Culture Professional Development - NZ Promo Show.

14 – D E C E M B E R 2 0 1 7

Richard Liew Order from Chaos Marketing in the Age of Information Overload

Coming in 2018 – stay tuned for more details • More webinars!

• NZ CONVEX Professional Development • Leadership Conference – Melbourne – sold out event in 2017, don’t miss it in 2018 • CONVEX Professional Development – bigger venue in 2018 - Hoyts Cinema, EQ, Moore Park • CONVEX education sessions over the two days – NEW! • NZ Promo Show Professional Development.

APPA AWARDS

APPA Awards for Promotional Excellence 2017 It was wonderful to see the level of member engagement at the promotional product marketing industry’s most prestigious events – the annual APPA awards and gala balls.

The impact it had on both the nominees and the winners was clear to see, their pride in the recognition of all their hard work and effort. The awards are the proper acknowledgement of the elevation of the brand and the team behind the successful campaigns.

Australian Awards

New Zealand Awards

The winners of all the prestigious and highly-sought after APPA Awards for Promotional Excellence were announced at an exciting award ceremony and gala dinner held at The Star in Sydney in front of 400 of the promotional products industry elite on 16 August.

Congratulations to the 2017 Promotional Product Excellence Awards Platinum Award Winner Arid Zone, for their outstanding work with Xero Australia. APPA’s Platinum Award for Overall Excellence is awarded by the judging panel to the award entrant considered as the stand out of all the awards, recognised for their excellence.

On 23 August, the New Zealand winners of the APPA Awards for Promotional Excellence were announced at our first awards ceremony and gala dinner held at The Langham, in front of 150 of APPA’s most passionate New Zealand Members.

Finalists included Chilli Promotions, Flourish Marketing, PromoShop, Sands Promotions, Brand Promotions, Inck Merchandise, Hot Promos, Red Tomato, ASB Marketing, Sister Kate Marketing, Stickers and Stuff, Arid Zone, Sweet Memories Promotional Gifts, Brandinc Global Branding Solutions, TurnKey Promotions, Slick Promotions and Make it POP.

Congratulations to the APPA Awards for Promotional Excellence 2017 Platinum Award for Overall Excellence winner BTL, for their outstanding work with Kimberly-Clark.

APPA’s Platinum Award for Overall Excellence is awarded by the judging panel to the award entrant considered the stand out of all the awards, recognised for their excellence.

Finalists included JPS Marketing, All About Promo, Below the Line, Zinc, Boost Promotions, Challenge Marketing, AMPM Marketing, Seeit and ASAP Promo.

Award Winners

• Platinum Award for Overall Excellence – Arid Zone • Best Supplier – Logo-Line Australia • Best Boutique Supplier – DisruptSports • Best Decorator – Logo-Line Australia • Business to Business Programs – Flourish Marketing • Consumer Programs Gift with Purchase – Inck Merchandise • Distributor Self Promotion – Sister Kate Marketing • Limited Budget – Inck Merchandise • Merchandise Programs and Events Merchandise – Arid Zone • Not for Profit Promotion – Brandinc Global Branding Solutions • Promotional Product Innovation and Design – Arid Zone • Sustainable/Eco-Friendly/Recycling Programs – Sister Kate Marketing • Young Achiever – Paul Bergman.

• Platinum Award for Overall Excellence – BTL (Below the Line) • Business to Business Programs – All About Promo • Consumer Programs Gift with Purchase – BTL (Below the Line) • Distributor Self Promotion – Boost Promotions Limited • Limited Budget – Zinc • Merchandise Programs and Events Merchandise – AMPM Marketing Ltd • Not for Profit Promotion – Seeit Limited • Promotional Product Innovation and Design – BTL (Below the Line) • Sustainable/Eco-Friendly/Recycling Programs – All About Promo • Made in New Zealand – Challenge Marketing • Young Achiever – Sandy Sutherland.

For further information on the award winning campaigns please visit promotionalproductswork.com.au/case-studies/

For further information on the award winning campaigns please visit promotionalproductswork.co.nz/case-studies/

Award Winners

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 15

APPA AWARDS

Platinum Award for Overall Excellence – Australia APPA’s Platinum Award for Overall Excellence is awarded by the judging panel to the award entrant considered the stand out of all the awards, recognised for their excellence.

Company: Arid Zone Client:

Xero Australia

Products: Power Bank pack, Satchel, Apparel, Water flask, Custom-designed pens, Keyring, Glass coffee cup, iPhone sleeve, Tote bag, Xero pin, T-shirt.

The Brief: Xero are a disruptor brand in the cloud technology space; the Apple of online accounting software. They promise customers high quality, easy to use and “beautiful” software. In short, Xero have made accounting cool. The Xero brief was to produce a bespoke merchandise range that fulfilled the Xero brand promise, further connecting customers with the brand. Nothing mundane, ordinary or off the shelf allowed! The business goals were to create a range of attractive branded products for internal staff and customer events; appealing enough to be purchased from an online store.

Arid Zone needed to create products that could also be used during planned Xero tradeshow events. Xero stressed the functional, appealing range of products should be very practical to ensure continuous brand exposure. Quality and longevity were also important considerations and finally, the product and packaging needed to be commercial and retail standard.

To reach the internal staff and customer segment, Arid Zone created a global online store, offering staff and corporate clients the opportunity to shop and purchase from a wide range of Xero products via their own unique login with different pricing levels.

Consumers can also purchase from the store with a more limited range available through an open online storefront.

The Results: Xero’s brief was to create a bespoke merchandise range that fulfilled their brand promise, further connecting customers with the brand.

The resulting range was very successful. Customers not only loved the merchandise when presented -they were willing to pay a retail price via an online store. At Xerocon, their flagship trade event, the “Swag” was a huge hit. The 2000 attendees didn’t just enjoy wearing and using the products at the event, they shared their enthusiasm for the Xero brand, on social media! Finally, after their success in Australia and NZ, the Xero Merchandise Program has been launched into Europe, Asia and US, an exceptional result for the Australian promotional products industry!

16 – D E C E M B E R 2 0 1 7

What the Client Said: • “Most people expect to be given company branded merchandise, we wanted to see if our customers love for our brand would translate into them purchasing our company branded merchandise. To do this, we needed to produce more than standard giveaway merch, nothing out of a catalogue.

Our branded merchandise has been lifted to a much higher level than we have ever had due to working with our merchandising company, our staff happily wear it daily, even our design team which is a tough market!”

What the Judges Said: • “Beautiful Accounting Software – great to reference and link to the brand promise and it has been delivered through the merchandise.”

• “Well thought out and executed concept. A very impressive range of products with effective branding, obvious high quality. It seems very likely that people would actually use these.”

• “These products are beautiful quality and are something I think many people would happily wear and keep beyond a single use.

Completely blown away by the quality of everything.”

• “Quality of product is amazing – and consistent with the brand promise of being beautiful.”

APPA AWARDS

Platinum Award for Overall Excellence – New Zealand Most importantly the toys provided perfect opportunities for mums to give their babies big hugs – strongly reinforcing Huggies® brand values.

Due to the nature of the product, BTL, also had to organise stringent safety testing to meet the strict regulations required in New Zealand.

The three toys were all completely original to the New Zealand market, offering a money can’t buy appeal as mums could not purchase them anywhere else. The three toys were:

Company: BTL

• Animal Skittles: six animal themed skittles • Pull Along Toy: Sheep and lamb • Balancing Boat: Included six pairs of stackable animals.

Over 8,500 wooden toys were created to cover the 12 week promotional period. Every 100 points collected by shoppers from purchasing eligible Huggies® product allowed the shoppers to redeem a toy (paying P&H only). Some redeemed only one but many redeemed all three. The campaign used SnapShop, a receipt validation tool that enabled simple uploading of receipts to the microsite.

Client:

The Results:

APPA’s Platinum Award for Overall Excellence is awarded by the judging panel to the award entrant considered the stand out of all the awards, recognised for their excellence.

Kimberly-Clark

Product: Huggies® Wooden Toys The Brief: Kimberly-Clark leads the world in providing essentials for a better life and there is no brand that exemplifies this more than Huggies®.

Launched in New Zealand in 1992 Huggies® is now the leading brand of nappies and baby wipes.

Although the brand has high share in newborns the brand’s share starts to decline as babies get older. The core business problem is that while mums understand that Huggies® are the best nappy, not all mums think they are worth paying the premium for as babies get older.

In 2016 Kimberly-Clark came to BTL with the challenge to address this business issue with a short-term loyalty program across all Key Accounts, featuring a set of promotional products.

The 2016 Huggies® Wooden Toys campaign was a huge success.

BTL’s investment in time, commitment and understanding of the Huggies® Brand was rewarded with all the client objectives being well exceeded and a 2017 Huggies® promotion is now in market.

What the Judges Said: • The campaign exceeded all objectives in the development of the promotional item.

• This product has helped to encourage brand switch on a premium priced necessity item and drive traffic to the Huggies Baby Club website, by providing a desirable incentive.

• Design of this item was well thought out in the development, and clever use of Kiwiana themes.

• The uniquely Kiwi identity and high quality of the promotional item on offer is fantastic. A limited item that has huge appeal.

The promotional products had to have a strong enough appeal to convince mums that Huggies® nappies are worth paying the premium.

The Promotional Products: After extensive research and consultation with Kimberly-Clark it was agreed to proceed with a promotion that rewarded mums for their loyalty with a new toy for their babies.

BTL created three bespoke, painted, wooden animal toys with a Kiwiana theme. Offering three toys provided mums the opportunity to collect all three toys and ensured maximum sales as mums stockpiled to ensure they could redeem at least one toy. The toys were designed by BTL’s creative team to offer stimulation, education and shared play opportunities for mums and their babies. Each toy offered different challenges for babies as they developed their fine motor skills.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 17

APPA AWARDS

APPA Platinum Award Winners Feature In the promotional product industry, it doesn’t get much better than taking home the APPA Platinum Award for Promotional Excellence. We spoke with the two big winners from 2017, Australia’s Arid Zone and New Zealand’s BTL to find out how the awards impacted their businesses.

Arid Zone - Australia

BTL – New Zealand

Platinum Award for Overall Excellence + Merchandise Program and Events Merchandise

Platinum Award for Overall Excellence + Promotional Product Innovation and Design

• Client – Xero Australia • Products – Power Bank pack, satchel, apparel, water flask, custom-designed pens, keyring, glass coffee cup, iPhone sleeve, tote bag, water flask, Xero pin, t-shirt

• Client – Kimberly-Clark • Products – Huggies Wooden Toys

Promotional product Innovation and Design • Client – Greyhound Racing Victoria • Product – Turbo

A

Consumer Programs/GWP • Client – Beam Suntory New Zealand • Products – Canadian Club Table (with Foosball)

B

rid Zone had an amazing night at the 2017 APPA Awards for Promotional Excellence, winning six awards; The Promotional Product Innovation and Design, Merchandise Programs & Event Merchandise, and Platinum Award for Overall Excellence awards.

TL had a sensational result at the 2017 APPA Awards for Promotional Excellence, winning awards in the Promotional Product Innovation and Design, Consumer Programs (GWP), and Platinum Award for Overall Excellence categories.

What benefits are there for your business in entering these awards?

What benefits are there for your business in entering these awards?

Clients and the staff enjoy the experience, It’s not often we get the chance to truly measure a client’s campaign together.

Two-fold. Firstly it is a great morale boost for our staff and clients following the time and effort they invest in each project. Secondly, publicly leveraging wins is great PR for our merch business.

The process often grows the relationship during the submission presentation work.

What has it done for your business profile?

Added brand strength for self-promotion, strategic pitches, supplier recognition, industry awareness and provided a sense of pride in our employees

How much time did you invest in your awards submissions?

It was a team effort, approx. overall total of nine to ten hours (across four people)

How did you enjoy the Awards & Gala event?

Winning the awards added to an enjoyable night with many industry friends - we were pleasantly surprised to win the awards given the amazing entries from other distributors!

18 – DECEMBER 2017

What has it done for your business profile?

It has cemented our position as a leader in the promotional products industry down under.

How much time did you invest in your awards submissions?

We invested some time in crafting the award submissions to ensure the judges had the full “story”. We are lucky to have a team of strong Marketers at BTL and they add strategic input as required on our Merch business. This is really valuable in ensuring that promotional products are true to the brand and really resonate with the target market.

This was a key factor in all of our submissions and subsequent wins.

How did you enjoy the Awards & Gala event?

Great, a well-staged event and a lot of fun and good to meet other members and APPA management.

Multi-award winners Arid Zone

Steve Granland presenting New Zealand Young Achievers Awards to Sandy Sutherland

CEO Steve Granland opens proceedings in Sydney

BTL taking home three awards at the New Zealand APPA Awards for Promotional Excellence

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 19

2018 APPA

AWARDS

The industry’s best promotional product professionals will be recognised at the 2018 APPA Awards for Promotional Excellence.

Australia - Wednesday 22 August 2018 New Zealand - Wednesday 5 September 2018 Entries open early 2018 Stay tuned for more information.

C O N V E X 2 0 17 - I N R E V I E W

W

ith thanks to our valued Education Sponsor Logo-Line, a packed house gathered at the CONVEX 2017 APPA Educational session with keynote speaker NRL legend, Wayne Pearce.

Wayne spoke passionately about “Teamwork and Creating a High-Performance Culture”. Wayne clearly demonstrated that he knows a lot about succeeding in high-pressure environments. He showed our members how to make the most of these environments to bring about their personal best, overcome challenges, and step up to become strong, inspiring leaders regardless of their current position in their organisation.

After months of planning, hard work and a great deal of anticipation for our members and the industry CONVEX 2017 began.

CONVEX presents a dynamic portrayal of the industry, its energy, vibrant colour and ever-evolving landscape.

The first day of CONVEX was exclusively for members only, giving our valued members the chance to hold meaningful conversations with key customers, and create opportunities to highlight new products and developments. As we know, where influencing the decisions of customers is concerned, nothing can

trump one-on-one interactions. CONVEX offers you chances to engage with current attendees and future customers. Pre-show planning is the key to measuring the success of a trade show with statistics showing 70% of attendees plan a list of whom they’re going to visit before even walking through the door! Our exhibitors should demonstrate their forward thinking by submitting almost 50 members only offers to draw attendees to their booths.

Members also enjoyed a Member Only lounge (over both days of CONVEX), food and massages from the 3-minute angels proudly sponsored by our valued member Keya. Members were also treated to complimentary coffee over both days with thanks to the generous support of The Mug Factory. Valued long time member Promatica were the proud water sponsors.

With so many of the CONVEX trade booths so well-designed, it certainly lured the attention of the attendees. APPA exhibitors clearly understood that you can leave a long-lasting impression on your potential customers for several months. Many of our exhibitors also took the time to engage the attendees on social media, increasing their popularity.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 2 1

CONVEX statistics you need to know 100% of those surveyed indicated that they were involved in the decision-making process when it comes to deciding which suppliers to use

63% 83% of delegates surveyed indicated that they spent over four hours at the show of delegates surveyed indicated that they only attend APPA trade shows

2 2 – DECEMBER 2017

80% 89% of respondents stated that visiting an APPA Show influences the products they promote to their clients

of the delegates stated that as a result of CONVEX 17 they intend to purchase from a supplier that they had previously not purchased from before

96% 93% of attendees are return visitors to CONVEX

of those surveyed indicated that they intend to place an order for products/services seen at CONVEX within the next six months

The winner of Best New Stand at CONVEX 2017 was Chef Works Australia. Here is their experience in their own words: “APPA proved to be the perfect platform to launch our latest collection, featuring MASSIVE 250+ NEW products. We were looking forward to celebrating these great new products with the many existing partners at APPA, and also hoping to meet some exciting new prospective contacts.

We built the walls, but it was the products that did the talking.

For us, APPA 2017 was amazing, we hope you enjoyed it too!”

Plusfile O2O Journal won Best New Product for CONVEX 2017.

Looking for a product that is innovative, classy and is moving forward with the fast evolving digital world? The Plusfile O2O Journal takes the humble notebook Offline 2 Online.

The O2O app includes a unique smartphone banner ad delivery system, allowing your clients to directly communicate with smartbook recipients, offer special deals or further information on their own products or services - the ultimate in target marketing.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 2 3

MARKETING UPDATE

Can a Small Business Build a Social Media Presence?

Dr Marion Steel, Acting Director, Bachelor Management, Deacon Business School and APPA Board Member.

M

arketing a small business using social media can appear daunting.

There is a lot of information out there on the internet but where do you begin? These are some ideas that can help you get started. Social media marketing works the same way as word of mouth and networking but gives you better spread and penetration.

Why does social media work?

When was the last time you recommended a supplier or source? How did you do it? Do you know what happened next? Referrals and reputations are built on the quality of your offer and the word of mouth generated by customers and suppliers. A customer will tell up to seven people in their network when they have had a good experience. If it is a great experience they will actively recommend you, but it does not stop there. I think everyone has heard a story that begins with “ a mate of mine at the pub said...”.

This is a second tier referral or word of mouth recommendation. In the social media universe these second tier referrals, or comments have a multiplying affect.

Imagine that you have just posted a story about being an APPA Award finalist on your web page.

The client that you developed the products for also posts a story on their news feed. Most of your other clients will read your story and one or two may comment. A couple of your suppliers also read the story and the suppliers who helped source the basic products will share the story as it reflects well on them. So you now have two additional stories about the APPA finalist result in the general industry news, you also have two comments and multiple reads. The online word of mouth effect takes over. The client’s story and the story shared by the supplier are also read by their customers, suppliers or industry peers. Anyone who decides to check out your company will now find the following information sources: • Your website • Your LinkedIn page or Facebook page or listing on APPA • Your news story • Your supplier’s shared story • Your client’s story.

24 – D E C E M B E R 2 0 1 7

Your visible view is the story you posted, and the two comments you received. This is a common situation. What has actually happened is a multiplier effect. The 30 or so people who read or shared your story, have also had the same result, with up to 30 people reading the story. The end result is that nearly 90 people have read and noted your story. The next time something is posted by your company that is interesting and relevant the same result will occur (see Diagram 1).

How does it work?

The key to getting this multiplier effect is to make your posts interesting, relevant and keep sales type posts to one or two per year, but more about this later. There are some key points to keep in mind and we call these the 5 Cs (see Diagram 2).

1. Culture, specifically your business culture It doesn’t matter what size your business is, it has a specific culture that is the heart of what you do.

The way a company forms relationships, shares information, introduces new products, or the different ways they view growth are all part of the culture. To build a social media presence, you and your organisation must be comfortable sharing information about your organisation, your case studies and your staff activities. Markitforce, a logistics company that specialises in marketing and promotional materials for their clients, highlighted the volunteer and fund raising activities of the staff and showed the personal face of the organisation. They also had a culture that supported a sense of fun and a willingness to try new things. This is not the only reason they had a 15% growth year on year for ten years, but it helped. The culture supported a willingness to listen, learn, try and to accept that good things took time.

2. Content We often see small businesses that are starting out on their social media journey focus on new products or sales offers, but a good social media presence takes time and a range of content. If you are starting out, then plan for one post a month and have a specific reason for the post. A new product launch will get people reading, but a

Diagram 1

follow up post about how to get the most from your promotional agency by looking at why products succeed or fail will increase engagement. Posts about company achievements and staff success show a human side to the company. Posts about industry matters such as a quality problem or changing tax issues demonstrate your industry knowledge. A sales offer once or twice a year is also a good idea when it is tied to another piece of information such as industry trends. Did you know that most schools start looking at special issue clothing for Years 6 and 12 at the end of the previous year? Make sure you have a range of topics, some informative, some that are likely to get comments and engagement and some that act as reminders for decision making.

3. Channels Choosing the right channels can be one of the most daunting decisions. Most small businesses do not have the resources to cover every possible channel. The website has to be up to date and in a format or structure that can be easily modified from a small office.

If the website has not been refreshed for a few years, start with that as the basis for your social media plan. Your website is the anchor point for all information and the aim is to drive readers to your website. Good use of white space increases the readability of the information. Easy navigation and good images combined with good information set the customers, external perceptions of your company.

Look at the websites of your customers and take note of the channels they are using. For example medium manufacturing companies tend to use their website, LinkedIn and one other channel like Facebook. The website is the home for all information.

LinkedIn is the business presentation for information and a good place to post industry news, product ideas and business updates.

Facebook is often used to show the human face.

The main story will be posted on the website. A short business post of the same information would be posted on LinkedIn with a link to the website. If there is a human component or a light hearted side story, this can be posted on Facebook with links to your website and LinkedIn. Start with your website and choose one channel that is commonly used by your customers and suppliers. You can hire a student one day per week to help maintain the sites and keep them fresh.

Students from Arts or Communications or Marketing from either TAFE or university are a good place to start.

Diagram 2

4. Connectivity Once you have the flow of information underway, and you have a balance of news, information and human engagement, the next step is to be patient. Well written and informative news stories can be shared up to three times and the flow back to your website can take three to six months. If you have not already set up the systems, talk to your web designer to set up the data capture so you can collect information on who has looked at your site or followed a story. Like any good customer relationship strategy, have a follow up process.

If a potential lead has landed on a new product story but not gone to your web page, you can follow up with an email about your design service.

How often should you contact a possible lead? Once or twice within two weeks of capturing the information, but use your own reactions to unsolicited mail to guide how often.

If you are not ready to get a data capture system, make sure you can get the metrics about the number of reads. You can estimate the impact of your stories from there. Don’t assume that a low rating story means you drop information about that topic. The big companies know that it is the range of information that has the most impact for their media presence. Some stories are for information, some act as a reminder or reinforcement, and some will be a call to action.

5. Credibility The final ‘C’ of the social media plan is Credibility. A common mistake is to focus on sales, or pricing, but your knowledge of the industry and what is important to the industry is a key element of your social media presence. All information should be useful and relevant to some of your customers and suppliers. It isn’t necessary to be useful for every customer every time, but regular and informative posts start to build awareness and credibility. Useful or interesting the information is more likely to be noticed, or shared or commented on. As this increases over time, the perceived credibility of your information increases. This will reflect on the credibility of your brand.

You are the expert on building relationships with your customers and providing them with good service. Your social media presence is a way to present your knowledge and services and industry know-how seven days a week.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 2 5

2018 APPA LE ADERSHIP CONFERENCE

Keynote Speaker: Martin Grunstein

M

Martin’s outstanding results with over 500 companies across more than 100 industries have made him Australia’s most in-demand speaker on Outstanding Customer Service.

argins in most industries are eroding, some quite markedly. Fifteen years ago, the retail margin on computer hardware was close to 50%, today it is less than 10%. Fifteen years ago, real estate sales people were getting at least 3% commission on the sale of a property, today it is 2% if they are lucky and in ten years it will probably be 1%. In many industries there are goods online that retailers would have to sell at a loss if they were to price match.

away and are now blaming the consumer for being price-preoccupied and complaining that there is little money to be made.

Why is this happening and what can be done to arrest the decline? The why is simple and is self-inflicted. The how to arrest the decline is also simple and is within the ability of every business.

The reason margins have eroded is because players in each affected industry have commoditised their offer and made price the only differentiator in their marketing.

Crimsafe is a company that sells security screen doors and it has quite a few competitors. About five years ago they ran one of the best radio advertising campaigns. The voiceover said, “Imagine if someone broke into your house and hurt the people you love the most”. There was a pause so that the listener could imagine something terrible happening to their loved ones.

Then the voiceover continued “Crimsafe, makers of the best security screen doors in Australia”.

And sales skyrocketed. Why? Because Crimsafe stopped selling screen doors which are a commodity and started selling fear which is an intangible. And people will pay much more to avert their fear than they will pay for screen doors.

Take the travel industry years ago, customers would go to the travel agent and discuss the excitement and possibilities of their future overseas trip. The discussion would be on the possible experiences and adventures and the consultant’s advice would play a big part in the decisions made. Today, it is all about cheap airfares on the internet and the advice of travel consultants aren’t required because tripadvisor. com gives information which is more powerful – feedback from other travelers, where decisions are made accordingly. There are many other examples of industries that have given margins

The more interesting question is how can this decline be arrested and what can businesspeople do to get the margin back into the business?

There is a simple answer to this dilemma that clever companies use: sell an intangible and not a commodity! Customers will pay more for an intangible than they will for a commodity, even if the product concerned is identical.

The security screen door industry says the best thing for the business is when people get their homes broken into. It creates the demand for their product and price is rarely an issue. Crimsafe worked out the second-best thing, plant the image in the consumer’s mind of fear that something bad might happen to them and offer Crimsafe as the solution to the problem.

Margins in the fear industry do not erode!

What intangible does the expensive nursing home sell to the children of the prospective resident of that home, knowing that the costs of looking after that resident will come from the children’s future inheritance? The salesperson from the nursing home would suggest “After all your mother/father has done for you, don’t you think they deserve the best of everything in their final years?” They are selling guilt and guilt sells!

26 – DECEMBER 2017

2018 APPA LE ADERSHIP CONFERENCE

It can work in just about any industry. What do Revlon and other cosmetics companies sell? They sell hope to women, it may not be in their public mission statement, but their marketing team understand it. That is why cosmetics that cost $75 for a small bottle of goo sell better than cosmetics that cost $20. There is more hope in an expensive bottle than there is in a cheap one. When linked with a celebrity who endorses the product, the consumer makes the irrational (but profitable for the cosmetics company) decision that if they buy that $75 bottle of goo, they can look more like that beautiful celebrity. Hope is also what every consultant sells, it’s just that most of them don’t know that’s what they are selling.

Obviously, the above examples are facetious but if they were the type of signs in the window rather than “Sale” or “50% Off” which seems to dominate the retail landscape, the retailers’ margins may be a bit better than they are.

A jeweller wouldn’t have “50% off” in the window, he/she would have a sign that says “Men; are you taking your relationship for granted? Buy your partner some jewellery before someone else does and you lose her forever”.

My personal message is that if you are lucky enough to be in an industry that isn’t suffering from eroding margins, you are probably selling intangibles already. If you aren’t, do it before your competitors do because there are no reasons why healthy margins can’t be maintained or improved upon if you provide the right solutions.

An optometrist wouldn’t have “Buy one/get one free” in the window he/she would have “Thinking of getting married? Come in for an eye test. You might change your mind”.

The challenge for those who are in industries whose margins have eroded is to shift focus. If real estate agents were selling stress management to vendors, then commissions may go back to 3% instead of down to 1% where they are heading now. Other computer companies should learn from Apple who got out of the computer industry years ago and got into the entertainment industry which is much harder to put a value on.

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PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 27

N E W M E M B E R S 2 0 17

New Member List Distributor

EmbroidMe North Lakes

NSW

Distributor

Tell and Sell Ltd

NZ

Distributor

EmbroidMe Morley

WA

Distributor

Logopro Ltd

NZ

Supplier

Disrupt Industries

NSW

Supplier

Cutter & Buck Australia

QLD

Dual

Chocolate City

VIC

Distributor

Craigs Design & Print Ltd

NZ

Supplier

Agmer Workwear/Hardline Workwear

VIC

Distributor

Im-press Solutions

NZ

Supplier Orbitkey

VIC

Dual member

Brewtopia

VIC

Supplier

Sporting Goods Specialists

NZ

Distributor

Bean Promotional

VIC

Supplier

JM Style Pty Ltd

NSW

Supplier

Seen Promotions

VIC

Distributor

Razzle Dazzle Print & Promo

NSW

Distributor

WP Clothing

QLD

Distributor

Fully Promoted Toowoomba

QLD

Distributor

Consolidated Office Choice

NSW

Distributor

Ideal Pens

NZ

Distributor

K2 Promotions

NSW

Distributor

Gotcha Signs

NSW

Dual member

Creative Product Enterprises

NSW

Distributor

Totally Workwear

QLD

Distributor

EmbroidMe Parramatta

NSW

Distributor

Eclipse Universal

WA

Distributor

Willamson International

QLD

Supplier

OJI Foodservice Packaging

QLD

Supplier

Procard International

NZ

Dual member

CM Sports

VIC

Supplier

Crea OZ

QLD

Supplier Selfimage

VIC

Supplier

NCC Apparel

VIC

Distributor

Red Energy Promotions Brisbane North

QLD

Distributor

Red Energy Promotions Gold Coast

QLD

Distributor

Red Energy Promotions Brisbane South

QLD

Distributor

Red Energy Promotions Noosa

QLD

Distributor

Red Energy Promotions NZ

NZ

Distributor Monograma

NSW NZ

Distributor Promentum

VIC

Distributor

Levella Promotions

VIC

Supplier

Universal Printing and Apparel

NSW

Supplier

Delegate Collection

QLD

Dual member

Sourcey M

VIC

Supplier Sagamore

VIC

Distributor

Pinpoint Promotional

NZ

Distributor

Fundraiser Factory

Distributor

EmbroidMe Hervey Bay (United Franchise Group)

NSW

Supplier

ADMES Pacific

NSW

Supplier

Milford Global

NSW

Distributor

Joseph DahDah

NSW

Supplier

Swanky Socks Pty Ltd

NSW

Supplier

Startek Imports

VIC

DUAL MEMBER

28 – DECEMBER 2017

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www.premiumcatalogue.co.nz PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 29

UPDATE FROM APPA HQ

Promotional Products Work Ky Wilson, Marketing and Membership Manager, APPA.

I

n an era when consumers will go to great lengths to avoid most other forms of advertising, and ad blocking is at an all-time high, promotional products continue to break through the clutter. Studies show that promotional products are the most welcomed form of advertising by all generations. Unlike traditional advertising that interrupts a person’s day, promotional products are useful and fit into the consumers, lifestyle.

Recently APPA turned its attention to how best to market this welcome form of advertising and was the recipient of a study conducted by NSW university marketing students that clearly demonstrated that: • APPA’s members need to familiarise their clients with their specific industry and brand prior to distributing their promotional products, as brand and industry familiarity plays a key role in the effectiveness of the promotional product • APPA’s members need to consider the durability, longevity and socially desirability of their productsas these were deemed to be the most significant predictors of overall efficiency and promotional success.

• Products that were colourful and eye-grabbing corresponded with perceptions that they were of high quality and durability.

What was a most fascinating insight from this study

90

%

of large corporates use Promotional Products

$2b

Annual Promotional Product Industry Turnover

3 0 – DECEMBER 2017

was that the effectiveness of promotional products is dependent on familiarity with the industry.

Interestingly, across all industries, people who said they were very familiar with the industry were significantly more likely than expected to state that the promotional product was effective in leaving them with a good impression of the company.

Brand familiarity was also a crucial determinant in the overall success of generating brand awareness and loyalty. Well-known brands have information storage and encoding advantages over unfamiliar brands, leading to greater positive impressions and brand associations. As APPA services a vast plethora of both established and unknown brands the challenge is in its members determining core, mass producible products that will incite positive associations and purchase intentions for all clients. Full survey results will be featured in the upcoming June 2018 edition of the Promotional Products Marketing Magazine.

What is clear is that promotional products are one of the best and sustainable branding mediums that continue to surf upon the wave of change. As the industry leading association for promotional product professionals.

APPA’s members can rely on APPA to continuously strive to engage, educate, connect and empower its members to successfully ride that wave.

20k

Employees Across Australia & New Zealand

76%

recall the name advertised on the product

I saw Red all fancied-up in Coca-Cola logos, such a tart!

Oh, I know! I saw Goldie strumpeting around in MOET and JB Hi-Fi logos, what a 2-timer!

Me either!

Oh yes, and I heard them talking up increased sales and so on...how ghastly!

OK, catch you round.

Yeah, it’s shocking what some balloons will do for money. Not me though!

Yep, have a good one.

Balloons Talk the Talk and walk the walk!

Never full of hot air, instead they get all the hot talk happening around your client’s brand. It’s why every big brand in the world gets into bed with them.

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Start talking to us today and join these brands and more...

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 31

AUSTRALIAN SUPPLIER TO WATCH

Specialty Balloons Ty Bramley, Director.

S

pecialty balloons is celebrating 30 years in business! What key or special moments come to mind when you think over this amazing accomplishment?

I guess my immediate thought when I think back over this period is to how far we’ve come.

I remember starting off with just me and one other staff member. And, early on, as things started to ramp up for us, there was a night where I was up printing balloons myself at 1am! We also used to work on weekends a lot in the early days. Now I employ four full-time printers and we have a total of 15 staff.

We’ve come a long way!

How long have you been an APPA member and what member benefits do you utilise to get the most out of your membership?

We’ve been with APPA for close to 10 years now.

We get the most out of this by attending the trade shows, both the Roadshows and CONVEX, by staying in touch with the member and non-member base, and by participating in other APPA marketing channels such as this magazine.

Do you believe there is a pattern or formula to creating a successful and enduring brand in the promo industry?

Yes. I believe, first and foremost, you must have and retain integrity in the quality of your products and the customer service you provide. That’s paramount.

From there, I believe it’s important to add into those key ingredients the drive to both innovate and stay up to date with all your processes – product development, sales, marketing, production, admin… the works!

I believe your customers expect all of the above, and they respond positively and remain loyal to a brand that does all those things well.

Balloon printing is a specialist field. You need to be across quality control, ink matching etc how do you ensure you get the best results for your customers?

Listening and attention to detail. That’s crucial.

But then you have to have the quality processes in place that you can rely on to deliver the product as per the customer’s order. We also rely heavily on our seasoned expertise and experience here – if there’s a better or smarter way to achieve a result for a customer, then we’re always on the lookout for such a thing, and that is something which is generally very well received by a customer. Everyone loves to get the best result possible, and we genuinely enjoy finding and delivering elements that can achieve this.

32 – DECEMBER 2017

Earlier this year in your Specialty Balloon Printers blog you posted an entry entitled “There can be little doubt” www.

Ty Bramley specialtyballoons. com.au/_c/news/can-little-doubt/.

In the blog post you said that the promotional products industry is a community, all about the people involved.

You spoke about engaging with all of the APPA members at the Roadshows. Can you elaborate on your experiences at this year’s Roadshows - Melbourne, Sydney, Brisbane, I know you attended them all!

How can a supplier best utilise their time at the shows to foster great business relationships?

Yep. I believe APPA is a community, and on both sides of the fence – suppliers and distributors. There are a bunch of familiar faces on the supplier side that we know reasonably well as acquaintances and whom I always look forward to catching-up with each year.

It’s always great to hear what they’ve been up to personally and what new things are happening with their businesses. Same goes for the distributor side: there are the regulars that you catch up with and foster a relationship with, demonstrate your new wares, and that also helps bring new members, the fresh faces, into the community with some assurance and confidence. We’ve always found it a very welcome place to be, no matter where the shows are, and I think that’s key to the ongoing success of the Roadshows and CONVEX – providing that environment.

How do you make sure you are up to date with the latest printing processes?

We stay abreast of the latest technologies and consumables available. We do regular research online, we attend supplier trade events when possible, and we usually visit our suppliers once a year to stay on top of what’s new and ensure the best possible materials and processes are being used.

What is your customer service philosophy?

As I’m sure readers of this magazine would be aware, the promotional products industry is often very competitive and deadline-driven. So all our staff have very strict KPIs around customer service – it’s just so important. And because we’re essentially a custom printing manufacturer our philosophy is centred on

AUSTRALIAN SUPPLIER TO WATCH

going the extra mile to accommodate the client’s needs and delivering a product that matches their desires as close as is humanly possible. And the journey to get to that point must be smooth, hassle-free, and very convenient – as any consumer process should be.

Who have been some of your most memorable customers over the years?

Can we get away with saying they’re all memorable, or is that too cheesy!? To be honest, I couldn’t really single any select group of customers out. We do have stronger relations with some, but generally speaking we really do have a wonderful customer base, and we quite often get compliments on our service and customer relations from distributors who visit us at the APPA shows.

What would you like everyone to know about SBP? That we’re the best, of course! Ha ha… But seriously, I think the 30 years in business says it all. We’re doing a lot to get that message out there, because our longevity is just such a powerful testament to our quality and customer satisfaction. It plainly says: these guys must be doing something right!

How do you generate new ideas after so long in the industry?

You have to listen to the industry. Ideas are tactics, in essence, and tactics tend to flow easily from a strong strategic position. So if you

position your business well by being attentive to the industry it serves, then you’ll find that new ideas are almost easy to come by.

How do you go about marketing your business?

What has been your most successful form of marketing?

Three things have been very successful for us: the move into all forms of digital marketing – Adwords, Social Media, Email Marketing, etc.; participating in industry tradeshows and events, such as APPA; and opening up a dialogue with our customers – strong human relations are always key to good marketing.

If you could talk to one person from history, who would it be and why?

I would love to talk to George Harrison. I loved The Beatles and George’s solo career was one of the best, too. A great person who wrote music that changed the world. And what amazing tales I imagine he could tell from his Beatles’ days and his life in general.

Who has been your greatest inspiration?

There are so many inspiring people in my life, both people I know personally and people I simply look up to and respect greatly, that it’s hard to name just one. However, I think because of my passion for success in business, I’d have to go with Richard Branson. I just believe he’s such a great entrepreneur – a person driven by being a great innovator and possessing a razor-sharp business savvy and intellect.

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PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 33

Plan for currency ups and downs.

— Fix exchange rates for up to 2 years — Free currency transfers for all APPA members — Dedicated WorldFirst dealer, ensuring a smooth transfer process Be everywhere. Register at worldfirst.com.au

World First Pty Ltd is regulated in Australia by Australian Securities and Investments Commission (AFS Licence number 331945). Australian Company Number 132 368 971.

Member of Financial Ombudsman Service (membership number 13405). International transfers, whether or not made in accordance with a recommendation, may result in losses 3 4 – DPrior ECEM E R 2 0 1into 7 any transaction you should carefully consider your financial situation, in conjunction with your advisor, to fully understand the risks involved as well as profits. toBentering and ensure that the products you choose are suitable to your situation.

Decorators’ Guide In the following pages you will find a promotional product decoration guide to provide a reference to some of the major decoration processes used in our industry. This guide is in question and answer format for easy reading and is designed to educate the reader so that they in turn can educate their customers. The guide contains useful information on varying processes; including the ideal surfaces to use for each, expected turnaround times and some insider tips on how to get the best results.

APPA would like to thank the following valued decorator members: Brandprints, Colour Evolution, Doree Embroidery, JS Supplies, and MK Promotions who have demonstrated their knowledge and expertise, and shown why they are the leaders in their fields with their support of both their profession and industry association. »» Appliqué & Reverse Appliqué »» Digital Transfer »» Embroidery »» Laser Engraving »» Laser Watermarking & Etching »» Pad Printing »» Screen Printing »» Silicone Moulded Transfers »» Sublimation Printing »» UV Flat Bed »» Woven Patches, Badges: Heatpress & Sewn.

Thanks to valued APPA decorator member Brandprints here are some ethical and environmental questions we should all be asking before selecting a decorator for our next order.

Ask your Decorator how they rate: • Do they have any solar • Are they an APPA member? panels installed to reduce • Do they use Phthalate and energy consumption?

PVC free inks on your • Do they only use citrus based customers garments? cleaning fluids in the factory?

• Do they have any rainwater • Do they pay workers fairly holding tanks for screen and have government reclaiming? workplace audits regularly?

• Do they treat their waste water before sending it down the drain?

2 0 1 7 UPDAT E

RO I NEE– –3 355 P RP O MM OO T ITOI O NN AA L LP P RR OO DD UU CC TT S SMM AA R RKKE ET TI NI NGGMMAAGGAAZZI N

TECHNICAL GUIDE Q&A

Appliqué & Reverse Appliqué What is your average lead-time or what would you consider is right?

Two weeks from approval. There is a bit more to this in terms of fabrics and the cutting than embroidery on its own.

What is the average set up time and run length (in units) for a job?

Setup is at least a week the way we run it. We make a digitised embroidery file, embroider the fabric on and then while still in the hoop plug it into the laser and it cuts in nearly perfect registration – for this part our technology is unique and allows us to do effects that other factories could never replicate.

What products or surfaces DO work best for this process?

Are repeat set ups a simple task and do you need to charge for this?

Garments, hoodies.

Simple, all the embroidery and laser cut files remain the same, no repeat setup but we would prefer to run a minimum of 30pcs.

What products or surfaces DO NOT work best for this process and state those that do not work at all?

Is sampling recommended?

Non-textile. These are textile only application.

What kind of life expectancy does your work offer?

Life of the garment. Like embroidery.

What would you consider is an advantage of your decoration method?

Premium fashion look. For a large logo you get the benefits of embroidery without the time and stitch-count. Because we laser cut in the hoop we can reverse appliqué unique to us – you can’t do this any other way, we can do appliqué nobody else can in terms of detail because we cut in the hoop to the same registration as the embroidery sewing, without any glues or movement, which is much easier with a better outcome. We can multi decorate so the appliquéd fabric could also be watermarked polyester, laser etched fleece or leather, or even screen-printed cotton then sewn on and cut out – it is about pushing the design boundaries.

We run a sample, photograph it first for approval prior to production.

Is there a rejection rate in this process?

Yes, occasionally like normal embroidery, something will go wrong sometimes, we just replace it, but so far, it’s only, on average, one in 750.

What is the best artwork file to supply for this process?

Vector pdf.

What is the limit in terms of print size and colours of this process?

Maximum embroidery hoop at around 280 wide.

Can you print halftones/ special effects?

We can achieve effects through multiple layers, textures, etching the fabrics, reverse appliqué or standard.

What would you consider to be a disadvantage of your decoration method?

Out of all the various promotional products available, what is the most decorated product within your line of work?

Still a lot of time to run – maximum around 24 an hour.

Hoodies.

36 – DECEMBER 2017

TECHNICAL GUIDE Q&A

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Preferred always. We would then spec accordingly.

If there is one thing that you can inform the distributors of today, so they can speak in confidence on this process, what would this be?

Have a look on our Facebook page at photos or come in and get samples and a demo to understand.

These are a premium fashion product at a premium price and can be easier to do with amazing designs with a little thought, but carries great margin for distributors.

Credit: Colour Evolution (www.appa.com.au/profile/40910)

PROMOTIONAL PRODUCTS MARKETING MAGA ZINE – 37

TECHNICAL GUIDE Q&A

Digital Transfer What products or surfaces work best for digital transfers?

Textile products.

What products or surfaces don’t work well for digital transfers and state those that do not work at all?

Good question, silicon and glass will be the toughest surfaces.

What kind of life expectancy does your work offer?

From months to years, and depends on how often you wash or scratch the product with the Digital Transfer on it.

What would you consider is an advantage of your decoration method?

Colour and low rejection rate.

What would you consider is a disadvantage of your decoration method?

Slow…

What is your average lead time or what would you consider is right?

Five to 10 days.

What is the best artwork file required for digital transfers?

What is the average set up time and run length for a job?

Simplified vector artwork, e.g. eps, ai, cdr, pdf, all text to outline, no hidden objects, no crossed files, colour in CMYK.

Set up time: minutes to one to two hours.

Run time per unit: seconds to one to two minutes.

Are repeat set ups a simple task and do you need to charge for this?

Why do digital transfers sometimes produce inconsistent results?

Artwork, materials and temperature are some of the reasons.

Yes.

Can you create special effects?

Is sampling recommended?

Yes.

Yes.

Can you digital transfer in multiple colours?

Is there a rejection rate in digital transfers?

Yes.

Yes - but not high.

Out of all the various promotional products available, what is the most decorated product within your line of work?

What is digitising for digital transfers?

When people just supply you rough bitmap artwork, you must digitise the artwork to vector file or high-resolution image.

3 8 – DECEMBER 2017

Garments and bags.

Credit: JS Supplies (www.appa.com.au/profile/21395)

TECHNICAL GUIDE Q&A

Embroidery What would you consider is an advantage of your decoration method?

The embroidery method of decoration is one of the oldest methods of decorations on the market and has stood the test of time due to the professional look, durability, quality and longevity it produces.

However, the quality of embroidery depends on various factors such as digitising, skill of labour, raw material etc. Doree Embroidery has been doing embroidery for over 83 years and has earned a reputation when it comes to quality and service.

What would you consider to be a disadvantage of your decoration method?

The only disadvantage is a business disadvantage and is not related to the output. Sometimes it is not cost effective to do multi-colour logos for very small orders as a lot of time is involved in tying up thread and other set up work for embroidery.

What is your average lead-time or what would you consider is right?

What products or surfaces work best for embroidery?

Embroidery is one of the most versatile types of decoration method and can be done on a broad range of surfaces. Pretty much any surface a needle can go through can be embroidered.

What products or surfaces do not work best for your embroidery and state those that do not work at all?

With the advancement in technology and a broader range of backing/stabilising materials available there are few limitations to what surfaces can’t be embroidered. Items that require embroidery are first framed using different sized frames to allow stabilisation.

This in turn only allows embroidery to be done at positions where the frames can be fitted. For example, socks and the flap of caps can only be done at the manufacturing stage as the frames are too big to fit on these items. So, it’s not really the surface you’re limited by but the ability to frame the material.

What kind of life expectancy does your work offer?

The life expectancy of embroidery in most cases is longer than the life of the garment or material itself and depends upon the type of thread and skill used in the embroidery and digitising stages.

At Doree we use highest quality raw material to ensure that the colour and design have the longest life possible.

Doree Embroidery has earned its reputation due to the quality of product and impeccable service. As we are Queensland’s largest embroidery company, our turnaround is usually within three business days however in peak periods it may go up to five business days from the day of approval of artwork. We also provide online access to our customers where they can track their order and our internal software system ensures that the customer receives a notification email once the order is finished and ready to be collected. We consider that the maximum lead time of one week for 1000-1500 garment is right.

What is the average set up time and run length for a job?

Usually we allow three business days for the set up however it may be done earlier if requested. Our in-house digitising and set up facility ensures that we have good control on digitising and quick turnaround where any editing is required. The run length for a job varies and we usually have a turnaround of maximum one week for up to 1000-1500 garments with average size logos.

Are repeat set ups a simple task and do you need to charge for this?

The set up is usually done once, and we don’t charge set up fees for repeat jobs. We also offer minor changes to the design at no cost to ensure greater service and customer satisfaction.

PROMOTIONAL PRODUCTS MARKETING MAGA ZINE – 39

TECHNICAL GUIDE Q&A

Is sampling recommended?

Can you create special effects using embroidery?

If the order is large, then we recommend sampling and approval by the client prior to production to ensure that the customer is satisfied with the finished product.

Our experienced and skilled digitising can provide a shading effect in the embroidery using different colours and layers. We have also introduced one of the most sought-after effects, 3D embroidery, which is only being offered by very few embroiderers as it requires a very high skill level and workmanship. We also have metallic threads which gives a special metallic effect.

Is there a rejection percentage in embroidery?

The rejection percentage is either 100% or 0%. Since it is a repetitive process the output of all garments is going to be the same unless it is done by not highly skilled workers. We have experienced rejection only where customers have accidentally approved the wrong logo in which case we try to help our customer by adjusting the cost of re-embroidery. If we have inadvertently made an error, which is very rare, then we offer replacement of entire stock at our cost.

Out of all the various products available, what is the most decorated product within your line of work?

The best possible artwork file preferred is either .emb file or .dst file which doesn’t require any further digitising other than fixing some loose ends which we don’t charge for. However, it is unlikely that our clients have their files in these formats and we normally receive files in either JPG or PNG format.

At this stage Doree Embroidery offers direct embroidery, badges, epaulettes, fire retardant threading and our recently introduced heat seal transfer of logo with no cutting or weeding. We are gearing up to introduce screen printing services and hopefully we will be launching this service by the end of November 2017. We are purely a business to business embroidery service provider and don’t have any presence in retail markets and hence the other services are being introduced to ensure that our business customers can utilise all decoration services at one stop. At this stage our direct embroidery is our most decorated product.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Are the PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

We normally request customers to inform us whether it is going on caps, bags or lowers, upper wear and the position to ensure that the frame can be fitted. The cap embroidery is done differently compared to flat garment embroidery due to the curvature of the cap. Similarly, some bags require special frames because of their hardness.

We have possibly the largest range of colour and shades of colour in stock and we try to match the colours as close to the PMS colour supplied. Since the threads don’t come in PMS colours, the shade of some colours change with brand of thread. In this case we specifically order a new colour if customers are not happy with the colour sample supplied and if the ordering of the new colour/brand thread passes through cost benefit analysis. We get the match 99% of the times.

What is the best possible artwork file you would prefer?

What does digitising mean?

In simple words digitising is a process of preparing the logo or any artwork with a set of instructions so that an embroidery machine can read it and follow the instructions such as the stitch pattern, stops, trims etc. It is a very highly skilled job and requires precision and attention to detail to get a quality output. The digitised files once prepared are in .emb format.

What limit of embroidery can be achieved in terms of size and colours?

The advanced embroidery machines at Doree Embroidery can achieve up to 15 colours with sizes varying from smallest size of pin hole to 420 mm wide.

40 – DECEMBER 2017

Could you tell us of a situation where you were not able to decorate an order successfully? Why? Our business to business customers are aware of the limits of embroidery stated above so we have never had the situation where we were not able to decorate successfully. Sometimes if the text requested is very small then we let the customer know that it is too small for embroidery and will not appear legible, but we also offer solutions to this end by either increasing the size of the font or offer our newly introduced laser heat seal transfer of logos which creates full colour logo with very fine attention to small details.

Credit: Doree Embroidery (www.appa.com.au/profile/42031)

TECHNICAL GUIDE Q&A

Laser Engraving What products or surfaces work best for laser engraving?

What is the best artwork file required for engraving?

Anodised aluminium.

Simplified vector artwork, e.g. eps, ai, cdr, pdf, all text to outline, no hidden objects, no crossed files.

What products or surfaces don’t work well for engraving and state those that do not work at all?

Some materials like silicon, high temperature resistant glass, you will find very difficult to work with using this process.

What kind of life expectancy does your work offer?

Why does laser engraving sometimes produce inconsistent results?

Inconsistency of product coating, age of the machine, machine setting, etc.

The life expectancy of the process is years.

Can you create special effects?

What would you consider is an advantage of your decoration method?

Can you engrave in colour?

Yes, two tone or half tone.

The advantage is how quick it is.

Yes, but it depends on the products.

What would you consider is a disadvantage of your decoration method?

Is blackening permanent?

Colour.

What is your average lead time or what would you consider is right?

Depending on job size, usually 2-5 days will be the average after approval.

Usually by oxidising or infill, oxidising is more permanent.

Out of all the various promotional products available, what is the most decorated product within your line of work?

Metal pens and bottles.

What is the average set up time and run length for a job?

Set up time: 5-30 mins. Run length/unit: seconds -20 mins.

Are repeat set ups a simple task and do you need to charge for this?

We don’t charge repeat set up, as it is not a complex task.

Is sampling recommended?

Yes, especially if it is something we are not both familiar with.

Is there a rejection rate in engraving?

Rubber coating products can have a high rejection rate, however it depends on the quality of product.

What is digitising for engraving?

When you are supplied a rough bitmap artwork, you must digitise the artwork to a vector file.

Credit: JS Supplies (www.appa.com.au/profile/21395)

P R O M O T I O N A L P R O D U C T S M A R K E T I N G M A G A Z I N E – 41

TECHNICAL GUIDE Q&A

Laser Watermarking & Etching What is your average lead-time or what would you consider is right?

We ask for four to ten days, but mostly jobs go out in two to three days.

What is the average set up time and run length for a job?

Setup initial file is about 15 minutes, and then it’s on the machine permanently. Large designs 35x35cm take two minutes to run, but back of a cap strap only three seconds. We run from one unit to 10,000.

Are repeat set ups a simple task and do you need to charge for this?

No setup or repeat setup.

Repeats take 30 seconds to change between art files.

Is sampling recommended?

What products or surfaces work best for this process?

100% polyester: Drifit polos across the collars, plaquets, zips and seams. Softshell jackets, microfiber towels, suede caps, leather patches, polar fleece, sports fabrics, umbrella handles, wooden boxes and cases, cardboard boxes and tubes.

What products or surfaces do not work best for this process and state those that do not work at all?

Glass, metal, cotton, nylon.

What kind of life expectancy does your work offer?

Life of the garment or substrate – permanent.

What would you consider is an advantage of your decoration method?

It’s an upmarket tone on tone look, lasts forever, free setup, cheap/ cost effective, can run small quantities and repeats fast, effect is uniquely different to print and embroidery, and it goes over seams, zips, across cap backstrap or over peak of cap and up the front where every other method is impossible.

Always run 1, photograph it for approval on first run. We have enough experience and samples to sort the problem out before it is produced.

Is there a rejection rate in this process?

Only in terms of artwork – usually too much detail too small or too fine. Textile lasering is shooting a beam like a ballpoint pen from 45cm away from the stock, so it’s good on texture and curvature, where normal lasers for keyrings are 8mm off the stock and shooting a pin-prick – so ours does not get the fine detail, but it does not need or suit 2mm high lettering with serifs. But we make up for that with speed and much lower pricing. First samples are on cardboard or rags to check and optimise if need be. All up our seconds are much lower than print or embroidery.

What is the best artwork file to supply for this process?

Single layer, single colour, Vector PDF.

What would you consider to be a disadvantage of your decoration method?

What is the limit in terms of print size and colours of this process?

Limited in that it can’t do cotton or cotton blends.

355mm x 355mm.

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TECHNICAL GUIDE Q&A

Can you print halftones/special effects?

Yes, with a big dot size about 1mm thick.

Is unpacking and re-packing an issue with this process?

This is an extra process and cost for laser, print, and embroidery.

If needed, we would charge handling for items like cheeseboards.

Out of all the various promotional products available, what is the most decorated product within your line of work?

There really isn’t one thing more than anything, but right now the Primesource Emblazer cap would be the “HOT” item.

Are PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

No, it’s just a tone on tone effect or gloss effect on the softshell jackets and polos. Usually it makes the garment go darker.

Of course, we etch into polar fleece and that effect is awesome because you get depth and texture as well.

If there is one thing that you can inform the distributors about, so they can speak in confidence on this process, what would this be?

Have a look on our Facebook page video or come in and get a demo to understand. Laser can offer unique decoration that works well as a multidecoration with embroidery.

It is important as both normal methods and in some instances much better and much cheaper.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Preferred always. Even in print. Some garments perform better than others. Some you get dye bleed or migration no matter what you do, but with laser it really is down to the fabric as we are not adding colour, just quarterising or glossing.

Could you tell us of a situation where you were not able to decorate an order successfully? Why? Too fine detail. With design sometimes simple is best.

Credit: Colour Evolution (www.appa.com.au/profile/40910)

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TECHNICAL GUIDE Q&A

Pad Printing What surfaces or products work best for pad printing?

Surfaces that are well suited to pad printing include plastics, metal, wood, glass and ceramics. Due to the varied range of suitable surfaces, the list of products is virtually endless. Pens, golf balls, drink bottles, drinking glasses, travel mugs, ceramic mugs, clocks, souvenirs, desk accessories, folders and compendiums, industrial components and electronic equipment, such as face plates, dials, switches and gauges, remote controls, medical and surgical equipment, cosmetic bottles, jars, tubes, candles.

What products or surfaces do not work best for pad printing and state those that do not work at all?

Rubber has always been our nemesis, as ink adhesion can give poor results if permanent branding is required. Alternative branding methods should be discussed.

Surfaces that are textured with deep ridges and canals, dusty concrete items or similar, furry tennis balls or similar, weak items that cannot endure pressure, sharp edge items that can ruin the pad while printing - these items in our experience are not suitable to pad print. They can be pad printed, but results will vary depending on exact item and size of branding. From previous testing and experience we will not pad print an item unless we will achieve a quality result.

What kind of life expectancy does your work offer?

This depends on what the main purpose of the item will be.

Pad printing is durable, but there are limitations. A pad print on a key ring will wear off over time due to other keys scratching against it. In comparison, a print on a photo frame, which would not be handled much in its lifetime, would be expected to last without issue. Results will depend on the use and application of the item.

Let’s compare this to your car paint or house paint – if looked after, without wear and tear, only the sun will fade it over time. If treated roughly, bumped and knocked about, then, of course, damage to the paint will be noticeable.

Packing is also a necessary step in the pad printing process to avoid damaging the print. Metal and wood items should always be packed individually to avoid damaging or scratching the print. For items that do require permanent branding and need to be durable from all elements we suggest seeking laser engraving solutions.

4 4 – DECEMBER 2017

What would you consider is an advantage of your decoration method?

Pad printing is perfect for printing non-flat/3D objects and surfaces.

Golf balls are a perfect example of this, not only being a sphere, but also having a dimpled surface. Pad printing can produce very complex logos and artwork with extreme accuracy. CMYK printing can also be achieved but only recommended on white product surfaces.

What would you consider to be a disadvantage of your decoration method?

We are limited in the graphic size that we can print. This is due to various reasons, including pad size - as the size of the pad increases, so too does the amount of pressure required to transfer the image onto the product. Can the product withstand the pressure of the pad required? The number of print colours will also affect the size of the overall print, as will the size of the product - how will it fit under our machinery? This is explained further in one of the questions below about limits of print size and colours.

What is your average lead-time or what would you consider is the appropriate length of time?

We aim to deliver within eight to ten working days of art approval being signed off and stock arriving onsite, but usually deliver quicker than this. We always work to our clients’ deadlines when we can.

TECHNICAL GUIDE Q&A

We won’t compromise the quality of a job to make sure a deadline is met though - we need to ensure we allow for adequate drying time (for example, on metal and glass, and especially through winter where it can take a bit longer for ink to fully cure). Exceptions to this lead time would be extreme quantities where an order exceeds 10,000 units. On these occasions we offer our customers split delivery if their turnaround expectations are high. It’s important that clients are realistic about the lead-times they require, and not want to bring the deadline forward once the job is in production, which can happen from time to time.

What is the average set up time and run length (in units) for a job?

Our setup time starts when the print operator begins preparation for the print run.

1. Film and plates need to be made.

2. Ink needs to be prepared and mixed. A one colour job preparation can obviously be quicker than a four colour job preparation, particularly if PMS colours need to be mixed.

3. If the item cannot be jigged in a right-angle corner a jig must be sourced/made to ensure the product is fixed and still while being printed.

4. The printer chooses a silicon pad guided by the overall graphic 5. Shape to be printed and product type. The amount of pressure the product can endure is considered as soft and firm pad selections are available.

6. When the operator is ready they prepare an overlay process which allows the printer to action several test prints without damaging the product. This enables the operator to position the print exactly where required, modifying rotation and pressure if required so the graphic is straight and centred, ensuring the quality of print being achieved can be no better. The first print is then actioned and if the printer is happy with the result a second printer will review result, position, colour, product and sign off “OK to print” - the print run begins.

With the above in mind, setup can take ten to twenty minutes for simple jobs to over an hour for complex jobs.

Are repeat set ups a simple task and do you need to charge for this?

When we receive a repeat order, we locate the previous job bag in our files, which will contain the previous film and plate. We still generate an art approval even though it’s a repeat, as we never print anything without that client sign off. The cost of repeat setup is less than a full setup, because the cost of the film/plate is taken out.

The remaining steps of the setup are still the same.

Is sampling recommended?

We get the occasional request from some of our clients, if we are matching the print colour to an object they have supplied, and not to a PMS colour, for example. Our team are experts in what they do, so if there’s ever any concerns about artwork they can discuss and rectify the issue with the client during the mock up/art approval stage, meaning that we move into the printing stage 100% confident of the outcome. We want our customers to share our confidence in our expertise and quality of workmanship. If a customer insists on a pre-production sample, we kindly oblige.

Is there a rejection rate in pad printing?

As with all branding methods, there can be a rejection rate, and if an exact quantity is required the client should supply extra units as a safeguard (3% or five pieces, whichever is more). Having said that, it is rare with pad printing that we would have rejects - most items can be cleaned and re-printed immediately if need be.

What does pre-treatment mean?

Pre-treatment is an application process required for some plastic types where ink adhesion is unsuccessful. The idea of pre-treatment is to increase the surface tension, so ink can bond. MK uses only chemical and flaming methods. The process modifies the surface physically and chemically and can often leave the product less glossy, depending on the type of treatment.

Another inhibitor that can restrict adhesion is residue left on the product surface. This is not to be confused with pre-treatment although still inhibits printing and must be removed or cleaned with a basic solution.

What is the best artwork file to supply for pad printing?

Vector artwork. A vector file will ensure a clean, sharp print is guaranteed. A vector file is created in software such as Adobe Illustrator or Corel Draw, and saved as .eps, .ai or .pdf. Saving a jpeg, or other bitmap image as these file types does not make them a vector. As most people cannot open an eps or ai file it is best practice for designers to send vector files in PDF format so all parties handling the graphic can open and view.

What is the limit in terms of print size and colours of pad printing?

The immediate questions we would ask our customers would be; How big is your product? Due to the clearance size of our machinery, if a product is extra-large sometimes we cannot achieve multicolour pad printing due to “pad crash”, where the product gets in the way of the secondary colours. In some cases, we can only offer a

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maximum of two colours and in some cases only one colour.

On these occasions we discuss with our client other branding options that may be available.

How big is the graphic to be printed? Pad printers require an extensive variety of silicon pads to accommodate different logo shapes, logo sizes and product types all of which require different hardness levels of silicon pad. Selecting the right pad for the right job is the key to a successful print run. As an example, a harder pad will generally produce a better-quality print, but a softer pad will handle uneven and delicate surfaces better. For fine detail we would choose a steeper shaped pad, all the while however, we must keep in mind the larger the image the more pressure that is required to transfer the graphic. In some cases, the product can be damaged if it is not strong enough to withstand the required pressure. Therefore, it’s best to let your printer advise the best print size. Some suppliers will provide a suggested print area for their products, which is the absolute maximum height OR width you can print. Generally, when you receive your artwork approval the artwork will be sized to the maximum size the printer can achieve.

Can you print halftones/special effects?

We can print halftones, gradients and achieve basic feather. If a client came to us with a three colour logo to go on a pen, as an example, and there were varying shades of one of the colours we would recommend printing one of the shades as a half tone to keep the cost down for the client. Best results using halftone are when colour is screened between 30% and 70%. We do not recommend using halftones in text, only in the emblem/graphic of a logo.

Is unpacking and re-packing an issue with pad printing?

Packing plays an important part in the pad printing process. Items need to be packaged properly to ensure the print is not damaged, and to protect the goods when in transit. Some items, such as plastic pens, can be packed bulk, however for metal or wooden items we always pack individually so that the logo won’t be compromised in any way. Packing and unpacking can be quite time consuming, depending on the item and in some cases costs more than the actual printing. Generally packing is charged per layer, so, if something is supplied in a poly bag, and then individually boxed, it would be 2x unpacking and 2x repacking charge. Plastic pens as an example, could be supplied in a poly bag, but it could be repacked bulk, so 1x unpacking would be charged, and no repacking fee would be charged.

Out of all the various promotional products available, what is the most decorated product within your line of work?

Golf balls.

Are PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

We always quote our PMS colours as Coated. This is an important question, as there is such a difference between Coated and Uncoated colours. Always specify whether the colour is Coated (C) or Uncoated (U) on your purchase orders, to your printer, your custom apparel manufacturers, etc. It can be an expensive detail to overlook!

We order several regularly used PMS colours premixed. All other PMS colours are mixed by the print operator for the job. A second print operator reviews colour for sign off prior to print run.

The ingredients are recorded for the job in case of repeat orders.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

In terms of completing their job within the required deadline then yes. If we know in advance, we can be prepared and ready to print once approval is given. If we must wait for stock to arrive, then determine what ink is needed for that surface, quite possibly do some testing, then it can impact on the job’s lead time. The surface can also determine the print price, so we must know what we are printing on to be able to provide a quote. It’s rare that we would not know what we are printing on prior to receiving the stock.

Could you tell us of a situation where you were not able to decorate an order successfully? Why? We are reluctant to print textured PU/leather compendiums and folders, due to the ridges and canals in the surface. If not, a smooth substrate we recommend plastisol or digital transfer for these types of items to ensure best decoration result.

If there is one thing that you can inform the distributors of today, so they can speak in confidence on pad printing, what would this be?

If you are unsure, ask! We still see clients submit artwork that they’ve already had their client sign off, without knowing exactly what branding method, print size or amount of colours are achievable on the product type. To avoid disappointment please don’t assume or guess! Give us a call and we can give you the right information from the start.

Credit: MK Promotions & Specialty Print (www.appa.com.au/profile/5035)

4 6 – DECEMBER 2017

TECHNICAL GUIDE Q&A

Screen Printing What is your average lead-time or what would you consider is right?

We are often asked for one to three day turnaround however this attracts a premium perhaps due to overtime paid. Usually 5-7days. We have capacity on six automatics at 5000-10,000 prints per shift if required.

What is the average set up time and run length for a job?

Usually around 100+, we do complete 60,000 print runs a couple of times a year (marathons/fun runs etc). We bring in the blank garment and decorate them here for better result .

Are repeat set ups a simple task and do you need to charge for this?

What products or surfaces work best for screen printing?

Typically, 100% cotton is the best performer, the better the quality of cotton the better the print will look. High end combed cotton around 30 singles is good. Reference AS Colour Staple tee.

What products or surfaces do not work best for screen printing and state those that do not work at all?

We are now seeing some great multi blended fabrics such as Marles and Triblends that require carefully executed print technique as the fabrics don’t like heat. Recent testing on some new Next Level Triblends proved they can be decorated with care.

What kind of life expectancy does your work offer?

Guaranteed for the life of the garment 100% is a simple answer.

Usually the t-shirt falls apart before the ink. If you have a t-shirt in your cupboard at home with cracked ink it just means the curing of the ink wasn’t executed properly. Needs to be at 160 degrees for ink to bond to fibre. We do regular temperature testing of our heat tunnels and have temperature drop alarms on the heat tunnels as well for back up.

What would you consider is an advantage of your decoration method?

Firstly, the art and separations from our graphic department are very good and allow the print department running 16 colour TAS machines to maximise the best print outcome.

What would you consider to be a disadvantage of your decoration method?

None.

We do charge set ups initially and, depending on the customer spend we may absorb repeats as their customer doesn’t like to be charged again.

Is sampling recommended?

We can provide a machine sample strike off at a recoverable fee/ charge or we mostly provide a digital clear photo at preproduction stage and send/email for instant approval.

Is there a rejection rate in screen printing?

Depending on the technicality of the print, yes, we sometimes make the customer aware of a potential reject rate however it really should be zero or 2% +.

What is the best artwork file to supply for screen printing?

Vector is fine as we separate to our requirements. We try to make the steps “print-machine friendly “ with good chokes on the white bases so easier to line up and print.

What is the four-colour process and what does dot gain mean?

This is not the best for textile printing and never will be. It is based on CMYK separations and usually doesn’t reproduce onto textile cloths due to the open weave yarns and the deposit of dot of ink falling into the open weave. (Look through an eye glass at four colour process print on a t-shirt and you will see the mess of ink deposit between the weave.) Best to be done on paper or vinyl.

We rarely do just four colour process as this doesn’t give you the best full colour reproduction, we prefer four colour process plus a few spot colours to highlight the picture. Usually ends up being four plus another four spot colours to highlight the image.

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called a Blocker, this is another version of a white base down.

We use an ink called polymax by Wilflex. Garments usually need to be cooled completely before stacking after the heat tunnel.

This is important as you need to get the garment cool quickly.

Is printing over edges/seams achievable?

Yes, we do this a bit and it can look good if you want to wrap a print around the back and front of the t-shirt.

Out of all the various promotional products available, what is the most decorated product within your line of work?

T-shirts

Can you create different effects?

Yes, basics are foil, flock, glitter, high build printing, scent inks, our strength is utilising our 16 colour machines to give ultimate image colour reproduction.

What is a white base?

A white base is a first down ink screen to cover the dark coloured fabric so when the coloured logo is printed it’s onto a white base rather than direct to dark fabric. If you didn’t put the white base down first the coloured logo would print direct to the dark fabric and the colours of the logo would dull , e.g. red onto black fabric would look more like a dark blood red rather than the expected bright red.

Sometimes you don’t end up seeing any white as the coloured logo prints onto the top of the white base. This allows all the bright inks to print onto the white so the bright colours stay true colours. Hand feel or thickness of the print is an issue so sometimes we might reduce/thin the white a little so it’s not as thick and ends up with a smoother end print job. It does depend on the logo. Sometimes if a customer wants just white logo on black we might run 3 x white screens for a bullet proof opaque look.

What does ink curing mean?

Ink curing is when the shirt with the print on enters a heat tunnel and must reach 160 degrees to cure the ink to the t-shirt fibres.

If you have a t-shirt in your cupboard at home with cracked ink it just means the curing of the ink wasn’t executed properly.

Maybe only got to 140 degrees?

Are the PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

We are always given coated numbers and try to explain that we mix as close as possible. Can be a minefield if you don’t explain to the customer that we mix by eye and don’t always guarantee a perfect match.

Does it matter if a client informs you what surface/product you are going to decorate prior to receiving the goods?

We usually can deal with any type of fabric however it’s always good to know what is coming, especially if a customer wants an 8-colour large print 100% polyester, we would need to look at the image first before proceeding.

Could you tell us of a situation where you were not able to decorate an order successfully?

Usually as above if a 12-colour large print is required onto a polyester garment, the solution now is to go with Supacolour transfer. Other situations are when designers create seam to seam prints when the garment is already made – we can only then print maybe 10mm from the side seams or ink bleeding will occur into the seam and look messy.

If there is anything that you can inform the distributors of today, so they can speak in confidence on screen printing, what would this be?

What does dye migration mean?

Hmmm, big question….the simple answer should be partner with a preferred decorator that can deliver the expectation that in turn allows the distributor to have confidence with their customer.

This mainly occurs on polyester garments when say, a bright red ink is printed onto a black 100% polyester garment and then two days later the bright red is suddenly a dull blood red. Without getting technical it basically means the elements in the polyester pull down the colours of the ink and dull them. We print a base down first

Credit: Brandprints (www.appa.com.au/profile/30657)

4 8 – DECEMBER 2017

Visit you decorator and ask questions about their workplace and how they deliver the promise to you; the first bad sign is a messy screen shop. Do they have your back when problems occur with a print job or do they make excuses?

TECHNICAL GUIDE Q&A

Silicone Moulded Transfers What products or surfaces work best for this process?

Sportswear, apparel in general, ideally suited for caps.

What products or surfaces do not work best for this process and state those that do not work at all?

Non-textile. These are a textile only application.

What kind of life expectancy does your work offer?

We find most sportswear has silicone in their decorations these days, and for the most part most are resilient. But it is much more delicate than screen printing. The biggest thing is because its 3D and looks so wicked and amazing that people try having a pick at it with their nails. Some work much better than others and so we are working with more flexible and much higher cost silicones that give best longevity.

What would you consider is an advantage of your decoration method?

The detail is just like nothing else, and effective if you have the numbers.

What would you consider to be a disadvantage of your decoration method?

Due to the setup and manufacturing process – we must create perfect moulds, and mould a colour, dry it, inject next colour, dry it, all very precisely so there is a bit of waste and it must be scientifically accurate with no margin for error. To create amazing logos, the problem is the cost and run size and lead time.

MOQ at 100, but economically effective at 1,000 to 10,000pcs.

What is your average lead time or what would you consider is right?

Two to three weeks in mould making for new jobs and sampling, then three to four weeks to schedule and run production.

What is the average set up time and run length (in units) for a job?

100 minimum, even for a sample. The average run size for us is about 2,400pcs.

Are repeat set ups a simple task and do you need to charge for this?

Simple, moulds exist, it is just scheduling back into the queue and time to run.

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TECHNICAL GUIDE Q&A

Is sampling recommended?

We run a sample, photograph it first and then do adhesion tests prior to production.

Is there a rejection rate in this process?

No, but we always run a few extras to cover.

What does pre-treatment mean?

For heat pressing we advise a pre-press of 6-10 seconds same as vinyl or any other transfers.

Application 25 seconds at 150º celsius.

What is the best artwork file to supply for this process?

Vector pdf.

What is the limit in terms of print size and colours of this process?

We let the engineers work with the logo based on end effect and their knowledge of what will have the best outcome.

Can you print halftones/special effects?

We can achieve effects no other decoration can come close to.

Is unpacking and re-packing an issue with this process?

This is an extra process and cost for laser, print, and embroidery.

If needed we would charge handling for items that need a lot of handling – unbagging, unzipping etc.

Out of all the various promotional products available, what is the most decorated product within your line of work?

Caps, jackets and hoodies.

Are PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

Perfect PMS, Coated.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Preferred always. We would then spec accordingly.

If there is one thing that you can inform the distributors of today, so they can speak in confidence on this process, what would this be?

Have a look on our Facebook page at photos or come in and get samples and a demo to understand. These are a premium fashion product at a premium price and require big numbers so it’s for the bigger brands and sportswear labels.

Credit: Colour Evolution (www.appa.com.au/profile/40910)

50 – DECEMBER 2017

TECHNICAL GUIDE Q&A

Sublimation Printing What products or surfaces work best for Sublimation Printing?

100% polyester white and nylon white surfaces work best.

What products or surfaces don’t work well for Sublimation Printing and state those that do not work at all?

Non-polyester white surfaces don’t work well for Sublimation Printing.

What kind of life expectancy does your work offer?

Life time expectancy for Sublimation Printing.

What would you consider is an advantage of your decoration method?

The range and depth of colour is the advantage.

What would you consider is a disadvantage of your decoration method?

Limited products would be the only disadvantage.

What is your average lead time or what would you consider is right?

Three to five days.

What is the average set up time and run length (in units) for a job?

Set up time: minutes to hours.

Run time per units: two to three minutes.

Are repeat set ups a simple task and do you need to charge for this?

We don’t charge for repeat set ups as they are a simple task.

Is sampling recommended?

Yes, to get the best result.

Is there a rejection rate in Sublimation Printing?

Yes, but no greater than any other process.

Can you create special effects?

Yes.

What is the best artwork file required for Sublimation Printing?

Simplified vector artwork, e.g. eps, ai, cdr, pdf, all text to outline, no hidden objects, no crossed files, colour in CMYK.

Why does Sublimation Printing sometimes produce inconsistent results?

Materials, temperature, and pressure are all variables to be considered.

Can you Sublimation Print in multiple colours?

Yes, you can use multiple colours.

Out of all the various promotional products available, what is the most decorated product within your line of work?

Bags, sublimation mug, jigsaw puzzles.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Yes, it would be helpful to know the surface and its decorations prior to receving the goods.

Credit: JS Supplies (www.appa.com.au/profile/21395)

PROMOTIONAL PRODUC TS MARKETING MAGA ZINE – 51

TECHNICAL GUIDE Q&A

UV Flat Bed What products or surfaces work best for UV Flat Bed Printing?

Almost anything works well with this process.

What products or surfaces don’t work well with UV Flat Bed Printing and state those that do not work at all?

The result depends on ink, primer, material.

What kind of life expectancy does your work offer?

The life expectancy of this process is months.

What would you consider is an advantage of your decoration method?

This process is easy to set up.

What would you consider is a disadvantage of your decoration method?

Irregular shape products prove difficult.

What is your average lead time or what would you consider appropriate?

Three to five days is the average lead time.

What is the average set up time and run length (in units) for a job?

The average set up time for UV Flat Bed is minutes.

Are repeat set ups a simple task and do you need to charge for this?

Yes.

Is sampling recommended?

Yes, it is recommended with this processes.

Is there a rejection rate in UV Flat Bed Printing?

Yes, but no greater than other decorating process.

What is digitising for UV Flat Bed Printing?

When you are supplied a rough bitmap artwork, you must digitise the artwork to vector file or high-resolution image.

52 – DECEMBER 2017

What is the best artwork file required for UV Flat Bed Printing?

Simplified vector artwork, e.g. eps, ai, cdr, pdf, all text to outline, no hidden objects, no crossed files, colour in CMYK.

Why does UV Flat Bed Printing sometimes produce inconsistent results?

Material.

Can you create special effects?

Yes, you can create special effects.

Can you UV Flat Bed Print in multiple colours?

Yes, multiple colours can be used with UV Flat Bed.

Out of all the various promotional products available, what is the most decorated product within your line of work?

Pens, flat surface products.

Credit: JS Supplies (www.appa.com.au/profile/21395)

TECHNICAL GUIDE Q&A

Woven Patches, Badges: Heatpress & Sewn What products or surfaces work best for this process?

Woven patches go on most apparel items. This can be either heat pressed on or sewn to suit best longevity.

What products or surfaces do not work best for this process and state those that do not work at all?

Non-textile don’t work. These are textile only applications.

What kind of life expectancy does your work offer?

Life of the garment mostly, some have run three to five years, being polyester, these are resilient – as much as embroidery.

What would you consider is an advantage of your decoration method?

It is most like embroidery, but there is a cost advantage in larger logos, and there is a huge advantage in getting fine detail that embroidery will never achieve.

What would you consider to be a disadvantage of your decoration method?

Minimum is 100 units, and for uniforms we recommend sewing on which is about the same cost as the patch itself. For caps and bags, we would normally heat press.

What is your average lead-time or what would you consider is right?

Three weeks is about average, we say two to three weeks to make and heat press, and three to four weeks if it needs to be sewn, although we often put clients in touch with outworkers directly.

Is there a rejection rate in this process?

What is the average set up time and run length (in units) for a job?

For heat pressing we advise a pre-press of four to six seconds same as vinyl or any other transfers.

100 minimum, even for a sample. The files are similar to digitised embroidery files. A typical label has a make time of a minute, but the machines can take hours to changeover hence the MOQ.

No, but we always run a few extras to cover.

What does pre-treatment mean?

What is the best artwork file to supply for this process?

Anything, but Ideally vector pdf.

Are repeat set ups a simple task and do you need to charge for this?

What is the limit in terms of print size and colours of this process?

Simple, it is an electronically stored file.

195mm x 195mm.

Is sampling recommended?

Can you print halftones/special effects?

No, we do a paper proof and have run thousands of jobs, only issue is people not figuring the size or forwarding the proof onwards.

Kind of, we can get some fade in designs, but much finer than embroidery. Remember it is woven, so detail is 0.25mm. Often run

PROMOTIONAL PRODUCTS MARKETING MAGA ZINE – 53

TECHNICAL GUIDE Q&A

Out of all the various promotional products available, what is the most decorated product within your line of work?

Caps and bags.

Are PMS colours reproduced easily and do you quote your PMS colour reproduction in Coated or Uncoated colours?

Pretty good colour matching, similar to embroidery thread, only we work by PMS, although it’s neither Coated or Uncoated.

Does it matter if a client informs you what surface you are going to decorate prior to receiving the goods?

Preferred always. We would then spec according to heat press or sew-on or embroider on.

Could you tell us of a situation where you were not able to decorate an order successfully? Why? 100% satisfaction. We also make moulded PVC, embroidered and Sublimated patches so something for every desired outcome.

with a merrow/embroidered edge to make it look more “patch” or badge-like, although that needs to be simpler shapes, not complex shapes.

Is unpacking and re-packing an issue with this process?

This is an extra process and cost for laser, print, and embroidery.

If needed we would charge handling for items that need a lot of handling – unbagging, unzipping etc.

5 4 – DECEMBER 2017

If there is one thing that you can inform the distributors of today, so they can speak in confidence on this process, what would this be?

Have a look on our Facebook page at photos or come in and get samples and a demo to understand. Badges would be the answer to embroidery when embroidery just won’t work, as well as people who want that particular look, and in some instances much better and much cheaper also.

Colour Evolution (www.appa.com.au/profile/40910)

APPA UPDATE

The APPA Foundation Since teaming up with Good360 (good360.org.au) in May this year, APPA is proud to announce that is has donated over $100,000 worth of items (wholesale cost), thanks to our generous members. These items include apparel, stationery, notebooks, bags and many other items.

Good360 is a one stop solution for the promotional industry to donate excess brand new goods to charities and Not for Profits to help Australians in need.

What is Good360?

Why Good360?

When Alison Covington discovered Good360 in the USA, she was amazed by the scale, innovation and efficiency of the charity – over 33 years A$12billion of new goods, including clothes, toys, school/ office supplies, personal care, homewares, sporting goods and clothing have assisted millions of Americans in need.

In Australia, we had charities connecting food to people in need, but where did all the non-perishables go? According to the Australian Council of Social Services, 2.2m Australians are estimated to be living in poverty.

Good360 makes a huge impact on Australians in need and that positively reflects on our wonderful donors.

“Working alongside Good360 gives us the confidence and assurance that our products are reaching those who really need them. Good360 are passionate and professional, they make the process easy and allow LUSH to reach individuals and communities we may otherwise not have the opportunity to connect with. We look forward to our continued partnership and adding impact” Peta Granger, Director LUSH Australasia.

Good360 Australia

How you can help make good happen

In almost three years, Good360 have given over $9million of new goods to 500 Australian charities, for free (exc. S&H), amounting to more than 1.7million individual items. Good360 has been generously supported by many product donors including L’Oréal, Woolworths, LUSH, Bantex, Shoes of Prey, 3M, Winc (previously Staples), Linen House, ISC Teamwear, kogan.com and many more.

Call Kate Richards on 0448 984 267 or email her (kate@appa.com.au) for more information on how you can contribute.

If your business is considering making an impact on Australians in need, if you and your staff take Corporate Social Responsibility (CSR) seriously and if you would like to be recognised as a community leader, then Good360 might be for you.

Good360 Impact

Goods Delivered to Charities

Nationwide Footprint of Member Charities

2% 1,775,051 Items Boxed

1% SA

4% VIC

20%

QLD

10% NSW ACT TAS

56% 6% 1%

7%

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t ro ni c

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41,414

Other 11%

le c

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FMV $9.69M

Home 27%

E

To Charities

490

E nt

FMV $21.72M

s

From Businesses

Goods Donated to Charities

As at August 2017

s

Goods Donated

3%

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 55

ADVERTORIAL

Globalcatalogue by Penline So… what’s new?

It’s the question on every Promotional company’s lips… in the everlasting quest to catch the attention of their clients, it is generally left to new products to do the heavy lifting. So, let us take a load off and take you through the details of some of our newest and best.

However, before we get to that, in addition to new products, we have also been developing and refining our print offering. At globalcatalogue by Penline we pride ourselves on a high-quality product AND print service, so we are always looking at ways we can improve and innovate.

We recently installed our new digital printer and now have the capacity to provide a full colour digital printing service on many of our products. This is a game changer for our sunscreen product particularly; full colour printing on the tubes gives a proprietary appearance that pad printing and labels simply cannot… and the results have really been speaking for themselves, with sales of our Sunscreen lifting the roof since we first offered at the APPA CONVEX in August. If you are looking to offer your client an outdoor leisure/ personal care product for their next campaign, you owe it to them and to yourself to explore our digitally printed SPF50+ sunscreen as an option. Available in a comprehensive range of packaging solutions, we have a sunscreen at the right price and for every application and the print will blow them away.

M279 Double Walled CUP2GO

New Products M279 and M280 Double Walled CUP2GO Reusable coffee cups have been booming these past 12 months with more and more cafés and brands shifting away from disposable cups use in recognition of the environmental impact caused by both their manufacture and improper disposal.

Our existing CUP2GO range is now joined by the M279 and M280 Double walled variants. The M279 is now in stock and has been very well received.

Main selling points of this item include of course, the large print area; the double wall removes the need for a silicone sleeve, so we can wrap-print this item very effectively.

Also, the double wall effectively preserves the heat of the beverage longer, and the lid, available in 13 vibrant colours, is screw on, providing a secure anti splash seal.

Soon we will receive stock of the variant M280, with the cup available in the 13 dazzling colours also.

Look out for the eNews confirming arrival in Mid-December!

M280 Double Walled CUP2GO

Outdoorplus SPF50+ sunscreen for globalcatalogue.com

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 5 7

ADVERTORIAL

Drink Bottles – Stainless Steel Another category that is responding to the shift away from all that is disposable, is drink bottles. Like the CUP2GO, they provide solid ROI because they will likely be used everywhere and every day and therefore, provide maximum visibility for the promotion. And of course, like the double walled CUP2GO, the decoration areas are large and highly visible. Our new double walled bottles (M272 and M275), made of high quality 304 stainless steel, are vacuum insulated and lined with copper effectively maintaining a hot beverage for 12 hours or a cold beverage for 24 hours. The single walled variant, also made of high quality stainless steel, provides a light-weight, highly-durable hydration solution that again will provide great ROI at a very competitive price. All of our stainless steel bottles are sold in a full colour, retail quality gift box.

Drink Bottles – Plastic New plastic bottle options are also available of course; Both the M276, M277 and M273 are made of incredibly durable Tritan plastic.

Very popular of course, because both styles provide a light-weight, low-cost option that is built to last. Tritan is not only BPA free but also provides a very clean taste without nasty plastic flavours. The M276 and M277 are both styled on the popular VOSS bottle that is seen in so many Yoga studios and gyms. Each of these bottles have great print areas of course, but none as good as the M274 Notebook Drink Bottle! And it is designed to fit easily in a handbag, satchel or even a compendium or conference folder. It’s the perfect promotional drink bottle.

M277 500ml Tritan Bottle M276 800ml Tritan Bottle M273 700ml Tritan Bottle M274 400ml Frosted Notebook bottle

Cheese sets Home is where the heart is… so it makes sense that this is reflected in the promotional products we develop. Our new range of cheese sets speak to the need for promotional items that are used daily in the house or office, for entertaining friends, family, clients or with whomever we share our space and lives. Brands appreciate the importance of promotional items being more than a cheap premium and they understand that a high-quality product used in the home or office carries the right message; one that reaches into the hearts and minds. Available at a variety of price points, they are all packed in full colour, retail quality gift boxes that are equalled by the quality of the product. All timber is FSC certified sustainable and tools are made with high quality stainless steel. Laser engraving on the timber or stainless steel not only looks great, but will also last the lifetime of the product. An additional pad print on the gift box can complete what is an excellent promotional gift package.

So… new products and new print processes we have covered… but we understand that it is also about price and an effective delivery of service. You will find that our pricing is always competitive, even when offering a superior product and we don’t charge many of the extra fees our competitors do. And because we offer a comprehensive, in-house decoration service, you will never be dealing with a middle man... effective delivery of service is our benchmark.

But hey, no need to hard sell… our customers already know this! And that’s why we continue to thrive after over 30 years supplying the industry!

5 8 – DECEMBER 2017

2018 Roadshow Calendar 2018 Melbourne Melbourne Park Function Centre, Melbourne & Olympic Parks, Batman Ave, Melbourne Monday 19 March, 2018 10am – 4pm

Sydney Hordern Pavilion, Moore Park Wednesday 21 March, 2018 10am – 4pm

Brisbane Royal International Convention Centre, Brisbane Showgrounds, Bowen Hills Friday 23 March, 2018 10am – 4pm

Perth Ascot Racecourse, Ascot Tuesday 27 March, 2018 10am – 3pm

www.appa.com.au | info@appa.com.au | 1800 692 772 PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 59

NEW ZEAL AND SUPPLIER TO WATCH

Procard Anne Maree Michael and Paul Hodder, Directors.

Where did Procard’s story begin?

Procard’s story began when we designed and manufactured a plastic card holder back in 1998.

This was a sideline business Anne Maree Michael Paul Hodder venture and we intended to sell lots of these to all the major banks as How long have you been an APPA member we were expecting smart cards to be rolled out and what member benefits do you utilise to in the near future. After a year we had sold none! get the most out of your membership?

Soon after NZ introduced the new plastic card We have been APPA members for well over ten drivers licence our product suddenly became an years. We really like the annual trade show as well overnight success being sold in over 1000 retail as the Table Tops and find these are what work outlets throughout NZ. Soon after, large best for us. corporates from NZ and overseas wanted to buy How do you ensure you get the best results our product in bulk and put their branding on it. for your customers?

This was our first foray into the Promotional Products industry, so ít was all quite accidental Really good communication, being approachable really. We really enjoyed the Promo side of the and delivering what we say we will deliver when business so we slowly increased our product we say we will deliver it and having control of the portfolio and moved into Seed Products and supply chain.

Growing Kits www.promogreen.co.nz. My What is your customer service philosophy? marketing and finance background and AnneMaree’s horticulture background made this a Great communication, being approachable, honest natural fit for what we enjoy doing. We also and providing what the customer wants! supply Stressballs, www.stressballs.co.nz and Who have been some of your most other products which have gone really well for us.

Do you believe there is a pattern or formula to creating a successful and enduring brand in the promo industry?

Keeping it fun, not taking it too seriously, supplying great products and building really good, long term relationships.

60 – DECEMBER 2017

memorable customers over the years?

The ones that order the most product! We really enjoy selling our environmental seed products, people get a kick out of growing plants and the products have a positive vibe about them, they are alive and interactive to start with which is more fun and satisfying than selling plastic!!

NEW ZEAL AND SUPPLIER TO WATCH

How do you generate new ideas after almost two decades in the industry?

Speaking to clients regularly and finding out what they are wanting and listening to the crazy ideas that some of them have.

What has been your most successful form of marketing?

Face to face meetings with clients.

What would you like everyone to know about Procard?

We have just created a new website www.promogreen.co.nz for all our seed products.

How do you go about marketing your business?

The usual mix of APPA shows, sending a few emails and samples, client visits and having a website presence.

What are your hobbies? What do you do outside work?

I’m a sporty sport guy, playing footy, tennis, diving, fishing etc….

The rest of my time spent taxi driving the kids to their numerous activities.

What book has inspired you the most? (Or what is your favourite book?)

Open by Andrea Agassi. I enjoyed the honesty and behind the scenes look at professional tennis.

Excluding yours, what company or business do you admire the most?

The Wellington Chocolate Factory, ethically sourced product, keen on development in the Pacific! Garage Project, our local Craft Beer Brewery! Both products bring me great joy.

INTRODUCING FOR 2018

NEW!

We've got 3 new brands for you!

Superior Activewear was recently acquired by Gildan and is now Gildan® Brands.™ Known for bringing Gildan® and ANVIL® to the Australia marketplace, we will now be introducing 3 new brands in 2018.

Comfort Colors™ apparel features vintage, earthy, nature-inspired hues. Alstyle™ offers a brilliant colour palette and popular styles from sporty to retro.

The fashion brand American Apparel® brings iconic pieces with a unique edgy look.

Gildan® Brands™ is bringing you more styles, colours, fits and sizes to build your business.

NEW!

NEW!

Contact us at sales@superioraw.com.au (02) 9854 0300 Gildan®, ANVIL® and American Apparel® are registered trademarks owned by Gildan Activewear SRL. Alstyle™ and Comfort Colors™ are trademarks owned by Gildan Activewear SRL

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 61

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APPA MEMBER NEWS & MILESTONES

Milestones Asia Link

BIC 60 Years in Australia

Asia Link Singapore based director, Nicole Tan, with husband Zac and newborn Anson, who arrived October 3.

Last August 2017, BIC celebrated 60 years in Australia. Employees, past and present, gathered together to Honour the past 60 years of achievements plus focus on inventing the future with all employees in the business today.

Nicole writes from her hospital bed: I would like to thank all our clients who have continued to show support to Asia Link and were so understanding when things were going rough during the early part of my pregnancy.

With love from Nicole, Zac and Anson.

Modern Promotions Modern Promotions was established in 1981, and I took over the company on 1 December 1997, so 20 years under current ownership! “Modern Promotions was established in 1981 and as Michael Schiller has taken on the company since 1 December 1997, the company would like to celebrate 20 years under his ownership!”

Trade Bags Ten years young! Trade Bags was established in 2008 and our passion is the same today as it was 10 years ago - to be an outstanding supplier of Eco Bags to the promotional industry and to build genuine and lasting partnerships with our reseller partners. Our product range and our warehouse stocks have grown exponentially over the years but our amazing customer service, eye for detail and on time delivery remains as good as ever.

In 2017 we launched the Planet Eco Bags catalogue range and have been so flattered and delighted by distributor support and feedback.

All our dedication would be nothing without the loyal support of our wonderful network of APPA distributors (new and old!) with whom we have had great successes, a few interesting challenges and many a good laugh over the years. We look forward very much to sharing the next 10 years with all the APPA family!

Resell Bags We welcome Ron Singal who is passionate about developing new relationships.

As our new Business Development Manager, he will be proactively looking to help distributors achieve goals and success.

As Ron says to our clients, “How can we assist you to sell more bags?”.

The key components of the history for BIC Australia goes back to 1956 when the Biro company was purchased in England by Société BIC in France. They immediately wanted to move into other countries around the world.

In acquiring Biro in England, they acquired BIC factories throughout the commonwealth opening a factory in New Zealand in 1956 and subsequently, moving to Australia in 1957.

Mark O’Sullivan, General Manager says, “BIC culture is the most important thing for us and is really what set ourselves apart from our competitors”. The company have values that were created 60 years ago that are still relevant today. Ethics, Teamwork, Responsibility & Ingenuity.

BIC continues to live by its philosophy “Honour the Past, Invent the Future” and a vision that has never changed “We offer simple, inventive, reliable choices for everyone, everywhere, every time”.

To the next 60 plus years! …to fulfilment.

Get Logo’d Liz Hogg has been the sole person behind the works at Get Logo’d, through all the tough times, Liz is proud and happy with where she is today and would like to celebrate 10 years of success! Celebrating 10 years in 2017. A big thank you to my wonderful Clients and Suppliers for your continuing support!

Sporte Leisure Anna Darby has joined Sporte Leisure as Account & Logo Coordinator (aka the Logo Legend). Anna brings a wealth of embroidery and digitising knowledge to Sporte Leisure where the highest quality digitising and customised logos are a daily part of life.

Puja Kachalia has joined Sporte Leisure as Corporate Order Fulfilment Specialist and is the frontline contact for many Sporte Leisure Authorised Corporate Resellers. Responsible for end to end order management, Puja gets things done on-time - accurately! With a Bachelor’s degree in Economics, plus a Diploma in Apparel Design & Technology, Puja has the skills to get the results needed to blend apparel knowledge with systems and supply chain operations.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 63

APPA MEMBER NEWS & MILESTONES

Headwear

Signal Group

Dominic Figliomeni – (General Manager Headwear Professionals WA) & Wife Trish Figliomeni with baby Mateo Colin Enzo Figliomeni born 8:59pm 6 September weighing 6lbs12oz.

Amy Hanrahan, Managing Director of Signal Group started her roller coaster of an adventure with Signal Group over three years ago, launching the Signal Events brand in 2014. The branded merchandise business quickly grew from one team member to eight in just a few short years. Since then, Signal Events has developed and grown into a national leader in supplying innovative and creative branded merchandise and event registration products. Since mid-2017, Amy has embarked on the next step in her journey, taking on the role of Managing Director of the entire Signal Group including leading the Group’s other company Signal Advantage, Australia’s leading supplier of name badges, people identification and reward and recognition products.

1800 for Promo 1800 For Promo have reached their 10 Years of operation and celebrated by recently hiring a new candidate as part of their branding team! Here’s Jaxon or Jax for short, working hard on his new project!

Caprice Caprice Promotional has been operating since December 2002, so their 15-year anniversary is coming up soon.

Silveradoh Promotional Products Silveradoh celebrated 25 years in business in July this year.

Disrupt Sports The team at Disrupt Sports have recently become Premier Partners of the Ronald McDonald House! This means that for every order they receive from APPA members, a donation of sports gear is given out to homes.

Disrupt Sport’s General Manager, Chris, was a finalist in the Regional Entrepreneur of the Year.

Max Vickers, a Disrupt Sports US sales representative has recently joined the young leader’s board of SAAC.net in Southern California.

Disrupt Sports have introduced their Virtual Reality Platform, allowing people to design their product in retails stores. They’re currently looking at creating a platform for distributors.

Logo-Line With Logo-Line’s continued expansion we celebrated our 100th employee Joan Eneliko.

Joan is now moving into an Account Manager role and looks forward to providing excellent customer service to our distributors.

6 4 – DECEMBER 2017

Amy has gone from launching a new brand to managing a team of over 20 and is excited to lead the Group as it continues to grow and reach goals within the company as well as always providing expert customer service throughout the brand. With a professional background spanning over 15 years in the events, services and hospitality industries, Amy provides valuable insight into the challenges event planners and marketers face in their roles. Amy has completed studies in the fields of business, accounting and business management and built the Signal Events brand from its inception into what it is today before taking on the role of Managing Director of Signal Group. She is passionate about providing a new previously unseen level of service within the promotional product and name badge industries, enriching the organisers’ experience and giving customers the service they deserve.

Simba Australia Having a name like Iles and an accent like she does, Mary has often been called Miles from Simba Tiles! So, after 20 years with Simba Towels she has got used to it now! Mary joined Simba when they were one of Australia’s leading towel manufacturers and when clients wanted Australian made products and the tariff protection meant that they were competitive. That all seems a long time ago!

Mary came to Australia leaving a job with Vogue in London and driving a Kombi van along the hippy trail via the Middle East in 1973, migrating from Kenya in East Africa. After various roles with P&O, Moran of Melbourne, Laura Ashley and a stint on TV she joined Simba in 1997. She managed retail and commercial accounts, but her passion for the eclectic promotional division is what has taken up her time for the last 15 years when she and Mehul Somaia set up the promotional division. Projects are so varied, and she enjoys the challenge of sharing her textile knowledge with distributors around Australia and the Pacific. On the anniversary of her 20 years with the Simba Global Group she was feted by her colleagues and she had the opportunity to retell tales of her adventures when exhibiting at PPAI in Las Vegas. Quite an achievement for an Australian company in USA…when Austria and Australia were often mixed!

She has helped launch various websites, new Simba products and of course is a regular exhibitor at APPA CONVEX.

APPA MEMBER NEWS & MILESTONES

Shoreditch Corporate

PromoCollection

We are very happy to announce that Charles Zhang, our Warehouse and Customer Service Representative, and his wife Tracey are the proud first-time parents of a baby boy. Felix was born on 10 August and all are well.

For the third year running, PromoCollection has made it into The Australian Financial Review Fast 100 company list! They are thrilled to be awarded this honour for three consecutive years, and would like to take the time to thank their partners who have made this growth possible. Constantly improving their offering for their customers is what drives them every day. And look out for more great developments coming in 2018!

Swanky Socks Swanky Socks, one of Australia’s premium retail sock brands, currently working with over 250 retail and online stores across Australia, is now available to the corporate market. “I see Swanky as a brand at the forefront of the casualisation we are finding in workplace clothing.� Says founder Tom Lawrence. “Socks are an inexpensive and fun way of promoting your brand in a premium market that is clogged with a lot of predictable product offerings.� With over two hundred designs completed to date and a full free of charge design service available to clients, the possibilities are endless.

Capax Capax celebrated 30 years in business as of 1 September 2017!

AS Colour & Dooze Promotions Aussie connection delivers kindness to Africa. In October our friends at Dooze Promotions and AS Colour combined to provide branded educational supplies to the Kindling Foundation for their use setting up a new community care facility in Dennilton, South Africa. Leading the charge, Natalie Ayash, CEO of Dooze Promotions, joined 12 other budding volunteers to raise funds and travel to Dennilton to build a new community facility that will care for 100 impoverished children from January 2018. “I was lucky enough to hear about the Kindling Foundation through friends and the planets aligned to join this year’s impact trip, which was just incredible. Once AS Colour heard about what I was doing they were only too keen to get involved and help the kids,� Natalie said.

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PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 65

NEW ZEAL AND DISTRIBUTOR TO WATCH

BTL Bob Faram, Managing Director.

How did the idea for BTL come about?

Our company was originally called Below the Line, a term that was the latest in marketing jargon when my founding partner and I were on our OE in London in the early 1980s. Wanting to start our own agency specialising in sales promotions including p-o-p advertising/direct mail and consumer promotions, we “borrowed” the name that perfectly described our field of expertise.

A few years ago we shortened the name to BTL in recognition of the impact technology growth has had on the industry and the blurring of what is above the line and what is below the line.

How important has setting business goals been to your success?

Setting goals and budgets is something we took on in more detail as the business grew and evolved. Very important bellwether for mapping progress and planning. In the early years, we were happy to simply try and be the best and survive!

What three pieces of advice would you give to someone wanting to start out in the promo industry?

In terms of merchandise specific, get some experience working for a decent operation first, be prepared to hold down two jobs if necessary to avoid dipping into company money until you’ve built up a decent cash flow and don’t forget about the taxman.

If you had the chance to start your career over again, what would you do differently?

That’s too easy in hindsight. We’d all be billionaires!

Borrow every cent I could get and invest in property of any type - you could float a brick in NZ these last 20 years but it’s over now with a new government.

What would you say are the top three skills needed to be a successful operator in the industry?

Integrity, knowledge and be competitive.

What have been some of your failures, and what have you learned from them?

I’ve learned to demand a PO (Purchase Order) before I commit funds offshore. Nothing worse than getting stuck with a container of merchandise and the incumbent has moved on and “new” client reneges on accepting delivery. Good test of cash flow when that happens. Learn from such a mistake and let it only happen once!

66 – DECEMBER 2017

Also, to not deal with clients who are prepared to cut corners (not pay) on such Bob Faram things as QA and Safety Testing/Standards, most especially if the end recipient is a child. If there’s an issue you better have good insurance as the finger will point in only one direction.

How long do you stick with an idea before giving up?

Stick with an idea until it’s no longer fresh or cannot be refreshed e.g. we tooled up for coin holders when $1 and $2 coins were released in NZ. They went gang busters for a year, after which we were flogging a dead horse. Twenty years on coins haven’t changed dimensions and cash is less relevant too so not one to recommend, me thinks.

How many hours do you work a day on average?

Only eight to ten with no weekends to speak of.

Used to be 12-16 hour days plus weekends often.

Describe/outline your typical day?

Get up, Weet-Bix or toast, go to office. Work then lunch then work then beer then home or to a rugby club meeting or other activity.

What motivates you?

Good work and innovation more than money and mortgage these days.

How do you generate new ideas?

New ideas are everywhere but good ones are less common. We look at retail store latest offerings, subscribe to international trade online mags.

Google search. Come up with ideas to solve specific client needs while ensuring they are on brand e.g. kids lunch boxes with frozen chiller pad making yoghurt for school lunches a reality thus extending yoghurt usage and potential to be on the shopping list.

How far are you willing to go to succeed?

Only within the limits of the law and ethical business dealings. We will not tell a client what they want to hear and work it out or make excuses later.

NEW ZEAL AND DISTRIBUTOR TO WATCH

How do you define success?

Still be married after 28 years of this! And in business.

What is the best way to achieve long-term success?

Stay motivated by embracing change and innovation and hiring the best people available. Listening to clients and staff.

What book has inspired you the most? (Or what is your favourite book?)

I love reading but invariably trade material all year and best sellers over the holidays - any Harry Bosch or John Rebus or Jack Reacher novel is an easy read between swims at the beach. I do enjoy non-fiction too so Bill Bryson and Stephen Hawking reads as well as current marketing tomes such as The Shopper Marketing Revolution are all good for the grey matter!

marketing services tool box. As such, we have qualified marketing professionals and from them our own in-house marketing department. Our best form of promotion in the 21st century is word of mouth - probably even stronger than in earlier times. Industry awards help too as do regular, informative newsletters but not to the point of stalking!

What kind of culture exists in your organisation?

An excellent “family” culture where everyone is a team player.

We have no room for egos and pretty people.

How did you establish this tone and why did you institute this particular type of culture?

There is no “I” in team. And much more fun sharing success and good times. If you have to work, (and we mostly aren’t borne silver spooners), then you may as well enjoy that quarter of your life too!

What has been your most satisfying moment in business?

How can you prevent mistakes or do damage control?

Winning awards is always great for team morale and affirmation you’re doing things right - a couple of APPA Platinums have gotta be good!

Learn from every job and experience and never stop or think you know it all. Invest in training staff and designating responsibiliity.

Every job is a little different and if you take it for granted, it could be the one to take you out.

How do you go about marketing your business?

What has been your most successful form of marketing?

We are a little different from most specialist merchandise agencies in that BTL Source is our merch division - we also have Shopper Marketing, Digital and Experiential divisions so an extensive

What are your hobbies?

Family, fishing, golf and gardening, watching rugby, league, cricket, basketball and the movies.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 6 7

APPA MEMBER UPDATE

Tuapeka Gold Print Celebrates 30 Years in Business

T

uapeka Gold Print is the company behind the Trends Collection brand and celebrated its 30 year anniversary in November.

Since its inception in 1987; TGP has introduced products, branding processes and services that have taken the Australasian promotional products industry by storm with many of their ideas and innovations being adopted by other companies world-wide.

How could this company which was founded in the small New Zealand town of Lawrence by a weed spraying contractor grow to become the largest promotional products supplier in Australasia and have such a big influence on promotional products globally?

In 1987 Jim Robertson; the founder of TGP was contemplating 10 years as a weed spraying contractor and the fact that farming was going through tough times. He came to the realisation that his business was not going to achieve his goals in life and made the tough decision to look for something else.

Several coincidences led to the purchase of a small foil printing machine, and he started a part time business printing gold foil business cards at home on the kitchen table.

Lawrence is a small Central Otago farming town with a population of 450 which was once famous for its gold rush at nearby Gabriel’s Gully in the 1860s. There was so much gold there that Lawrence had twice the population of Auckland in those days. It is from this rich mining history that the name Tuapeka Gold Print was derived.

Jim’s first customers were local but he soon ventured to other towns selling business cards. It wasn’t easy cold calling on business owners with only one product to sell but he persisted. The first sign of the TGP innovation came when Jim saw a plastic business card

70 – DECEMBER 2017

and was instantly excited by it as it was different and attracted attention. He sourced some plastic sheet in 10 colours and had it die cut into blank business card stock. Jim’s plastic business cards were a huge hit and within months he was selling them all over New Zealand with long hours of printing required to keep up with the demand.

While selling business cards, customers would often ask Jim if he could supply t-shirts and pens. Not one to miss an opportunity he started sourcing these products and unwittingly discovered the promotional products industry.

Jim developed a real affinity for printed pens, selling tens of thousands of them but was constantly frustrated by the lack of choice and the long six week lead times from suppliers. He made the bold move to purchase a pen printing machine and taught himself

how to use it. Pens were sourced from an importer and he started printing and selling them. Jim thought his new pen printing service would be a good niche business but he is quoted as saying “it turned out to be a niche you could fly a jumbo jet into”.

Printed pen sales exploded and even competitors were contacting Jim wanting to buy them. This trade demand lead to a wholesale division and was the first step towards TGP becoming the trade only supplier it is today.

While the pen business was growing fast and TGP had hired its first employees, Jim was still hampered by the lack of choice and this was also a frustration for customers. He had many ideas for pens and couldn’t stop thinking about them. He went to Germany which in the 1980s was the world powerhouse for the design and manufacture of promotional pens. Little did he know when he stepped off the plane that he was about to change the pen world forever.

In Germany, he visited several huge pen factories which were located in small towns and it convinced him there was nothing stopping him doing the same in Lawrence. He had a vision for the future of TGP and could hardly contain his excitement.

Jim struck up an instant rapport with Roubill; one of Germany’s largest pen manufacturers. They were totally perplexed when Jim said he wanted to buy one of their pens in parts. He outlined his plan for mix and match pens where the customer could choose their own colour combination even if they only ordered 100 pens. Roubill were intrigued and after seeing how impressive Jim’s sales were, decided to introduce it themselves. It proved to be a total winner in Europe and mix and match quickly went global.

Between 1990 and 1993 TGP had five employees and by 1994 this had grown to ten. The company was selling four million pens annually under the brand name Pen Trends. In 1996 the TGP team had increased to 20 and a new factory was built but with rapid growth it had to be extended in 1998.

TGP sold its direct sales division in 2004 and became a trade only supplier. By now the company was employing 65 people in a town of only 450 inhabitants.

A new warehouse was built to hold the ever increasing stock as the company had diversified into water bottles and many other promotional products which were marketed under the Promo Shop brand.

TGP has won many industry and business awards and in 2006 Jim was nominated for the New Zealand Entrepreneur of the Year where he was a finalist.

The company was very successful but Jim could see so many opportunities and knew he needed more skills to take advantage of them. He met Brad Houghton who was a successful entrepreneur with an engineering background. Brad had a totally different skill set to Jim but they shared the same ambitions and core business values. Brad joined the company in 2007 as an equal partner.

After the set back of the global financial crisis in 2008, TGP started growing again and in 2009 Jim’s son Pat joined the company bringing his own range of unique skills. Pat was instrumental in merging the Pen Trends and Promo Shop brands into the allencompassing Trends Collection in 2011.

TGP was still experiencing strong growth and was fast outgrowing the town of Lawrence. In June 2013 the warehouse was severely damaged in a freak snow storm forcing the stock to be relocated to a warehouse in nearby Dunedin. An old factory was purchased and refurbished and reluctantly the company moved to Dunedin in 2014.

At the time TGP had 70 employees and those that chose not to relocate were transported to the new facility daily.

TGP has continued expanding in its new home and now has well over 200 employees. New product lines, branding processes and two warehouses have been added. While managing the rapid growth continues to be challenging; the company still has the family values and determination to succeed that it has always had. Jim’s wife Karyl has worked for the company as has his oldest daughter Katy, with youngest daughter Sarah joining the team in 2015. Brad’s wife Melissa developed the Pen Trends and Promo Shop websites and their children Georgia and James are often seen at the factory so the next generation is already in training.

If TGP has a secret to success then it is without doubt the fantastic people who have worked so hard for the company over the last 30 years. In the beginning it was the local Lawrence workforce that rose to the challenge and some are still with the company today.

The move to Dunedin has bought with it new people who are just as excited and motivated about the future of the company.

TGP people live and breathe promotional products every day and with this type of commitment the next 30 years is looking very bright indeed.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 71

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NEW ZEAL AND DECORATOR TO WATCH

Colour Evolution Mike Mossman, Managing Director.

How did the idea for Colour Evolution come about?

We are a business that has evolved from knitting fabric, manufacturing apparel and screenprinting for uniform and retail supply with six week leadtimes on every order. I did my time as a knitting technician and printer pre tariff and free trade. When duties came off we lost the manufacturing and shifted to Auckland closer to the customer to improve turnarounds and became an indent importer and screenprinter. With the internet and more people sourcing directly as well as losing merchandise contracts into retail we decided to re-focus on being a specialist decorator. We added embroidery in-house, but essentially there are over 1,000 competitors so to stand out we decided to offer unique decoration methods and bought a laser with exclusive rights for NZ, and we will continue adding unique / niche decoration techniques to compliment print and embroidery. We are focused on wholesale contract decoration, and at the top end based on value and service added.

If you had the chance to start your career over again, what would you do differently?

In hindsight there are two things. Better use of capital in technology and machinery much earlier, we have done things way too manually – decoration is labour intensive, the ink and thread is a tiny percentage of the cost compared to labour, so having the newest machines gives great advantage in speed, quality, less seconds, faster turnovers, and you attract better staff to run good machinery.

Apart from the laser our embroidery machines have average age of only three years old with maintenance contracts – so our average output is better quality and faster lead time than anyone else. Second is staffing, the weak points have been staffing and we have worked hard to get rid of the weakest links and create a great team culture – that’s the big difference. Now we pretty much have the dream team.

What are the top skills needed to be a successful operator in the industry?

Administration, it was the brick wall that always held us back, but when Kathrine my partner came on-board she pulled the business together to give us better scale and output. You need systems and debtor control. The decorators are the last to get paid and in liquidations always take the biggest hits despite the smallest margins.

Knowledge of your product, how it performs, when to say no, and when to manage the Mike Mossman client into a better solution.

It builds trust from the end purchaser and that is the value we add to the product, a better overall outcome. Quality Control. Zero defect policies.

We often ask where clients come from and what problems we can fix. Very few have an issue with pricing. It is about quality and service and not selling junk. The best in the industry aren’t the cheapest they have fair prices. We have gone and bought bits of over 40 companies over the years at liquidation, and most of those companies all got into trouble with small orders (average 17 garments), too cheap pricing on small runs, accepting Bartercard, lack of margin, lack of maintenance, buying cheap consumables, not paying good money for good staff, too many seconds and quality issues, due to all the above not retaining customers, trying to operate on the cheap.

What have been some of your failures, and what have you learned from them?

Always manage the account, you can’t have 300 accounts managing your factory. Make sure you invoice on time.

How many hours do you work a day on average?

From around 5am to 7pm, and often half days on the weekends when we are busy. Big weeks.

Describe/outline your typical day?

Its just a juggle, I rarely get out of the factory any more, but it’s a constant flow of quotes, checking production in the factory, QC, talking to clients, sourcing offshore, and I can run every machine and job we have so its helping where required to get jobs out.

How do you generate new ideas?

We give the staff some ownership and seek their experience and feedback, we use for artwork several different designers who have specialities in pacifica, Maori, several different styles. With PSI burning down we took on Craig their print manager and that is an injection of freshness

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 7 3

NEW ZEAL AND DECORATOR TO WATCH

– everyone who comes from different shops bring different skills and knowledge to the mix. Also industry web forums, and of course international tradeshows and visiting decorators overseas to check out other factories of industry leaders. Next trip January – Las Vegas and Los Angeles.

Do you believe there is some sort of pattern or formula to becoming a successful in the promo industry?

To be profitable and have margin and big accounts you need trust, to have that you have to have in depth knowledge and quality and service, and for that you must charge a fair price. Stay away from the junk market, everyone goes broke chasing the wrong customers with poor delivery in every way.

Favourite Quote?

“There is hardly anything in the world that some man cannot make a little worse and sell a little cheaper, and the people who consider price alone are that man’s lawful prey. It’s unwise to pay too much, but it’s worse to pay too little. When you pay too much, you lose a little money – that is all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balance prohibits paying a little and getting a lot – it can’t be done.

If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that you will have enough to pay for something better. Quality is never an accident. It is always the result of intelligent effort. There must be the will to produce a superior thing. Value is about delivering quality on time for a fair price.”

- John Ruskin 1819-1900.

What do you think the Promo and Decoration industry’s biggest problems are?

A lack of margin for decorators, poor cashflow, and business failures.

There are a lot of companies struggling and a lot of liquidations.

Everyone is fighting to the bottom of the cliff on price instead of value. There is no wage growth for decorator staff and its hard to retain good staff for fair pay. There is a problem with underpaid migrants working without visas and doing “internships” and offering free labour of 40 hours paid and 20 of training – how do you compete with the corner cutters – there is a lot of damage being done and by some large decorators also.

To what do you most attribute your success?

Hard work - sweating blood, and diversification.

What would say are the five key elements for starting and running a successful business?

• Trust – Build trust and you build a relationship, with a relationship you can increase your leadtimes and make life much easier.

• Honesty – You wont always be able to deliver three-day service without fault. The world won’t end.

• Value – Add value to the service.

• Knowledge – know your clients, customers, know your product, know how it is used.

• Quality – stay out of the junk market, you won’t lose any sleep selling faulty trash to junk customers for no margin.

74 – D E C E M B E R 2 0 1 7

What has been your most satisfying moment in business?

Getting the APPA award for best new product 2016 for laser etching and watermarking was great, but also getting accreditation for Living Wage Employer – the first and only in the industry is huge too. We are big on looking after staff and creating a great workplace and team culture and its important everyone earns fair pay accordingly. I have an issue with the big guys using imported labour for minimum rates and bringing in staff to fill roles and conditions no Kiwi will do to print for $17 an hour and getting work visas because they wont train locals or pay fair money.

How do you go about marketing your business? What has been your most successful form of marketing?

Referrals. We get loads of referral work from most of the apparel importers. When you have support from guys like Banbury, BMV, Fashion Biz, Tabookai, Premium Apparel all driving work your way it’s a sign you are unique and good. Especially PrimeSource – their new product is all laserable and on a good week they are out giving 20 samples to distributors for their showrooms and telling people to call us. Having the wholesalers sales reps doing that for us is totally invaluable to us.

What kind of culture exists in your organisation? How did you establish this tone and why did you institute this particular type of culture?

Quality. All the competition all have budgets per staff – per machine of between $800 and $1000 per shift, per day. We don’t have budgets – it’s all about outcomes. On time, and high quality. If something breaks buy a new one, or call a tech to fix it. Solve every problem.

Isolate and fix the issue. Don’t hide bad work, don’t continue doing a job you are not happy with, stop and have a break, a cuppa tea and fix the problem. It’s a different culture but the outcome is superior, not as profitable, but much happier all round. And once you find the best staff pay them well and keep them happy. They are the difference when everyone has similar machines and consumables.

If there is a problem, fix it, and fix it fast and properly. “Commercially Acceptable” is an excuse. In one word, characterise your life – sensational!

How can you prevent mistakes or do damage control?

It is a team thing. Slow it all down. Get the guys to check their work, reward them. Having senior knowledge, enabling staff to be in decision making and have their feedback, researching, going to international tradeshows – (no decorator would have gone to more tradeshows internationally than us – currently 55,000km of airfares booked ahead). You can see the problems before you get to them and isolate or minimise or manage it so that it doesn’t cost client relationships and trust. Speed kills. Its always the rush jobs, and sometimes promo companies who expect 48 hour service every time can be the wrong customers to have.

Excluding yours, what company or business do you admire the most?

Blunt Umbrellas. Designed in NZ, awesome quality and innovation and selling it to the world. They constantly re-invented themselves and in a way they are like Apple, Tesla and Dyson. As for decorators, I wouldn’t swap my business for any of them, we are in a really good space for the coming years. We are not the biggest, but neither are the problems or issues.

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© 2017 Western Union Holdings, Inc. All rights reserved. All material presented herein, unless specifically indicated otherwise, is under copyright to Western Union Holdings, Inc. This communication is distributed by the Australasian Promotional Products Association (“APPA”). APPA has entered into arrangements with Western Union Business Solutions (Australia) Pty Limited (ACN 150 129 749; AFSL 404092) (“WUBS”) to promote certain WUBS products and services. APPA receives commercial benefit from distribution of this advertisement. WUBS is the issuer of financial products (if any) referred to in this communication. A Product Disclosure Statement is available for each of financial products that WUBS issues and can be obtained by visiting http://business.westernunion.com.au/About/Compliance-Legal. Before you decide to acquire a financial product from WUBS you should read and consider the relevant product disclosure statement. * Transaction fee-free and Real-time EDGE Network Payment services are available between fully accredited WUBS customers that have registered to use the WU® EDGE platform and are authorised by a WUBS affliate to access services in USA, Canada, United Kingdom, France, Italy, Austria, Germany, Poland, Czech Republic, Malta, Singapore, Hong Kong, Australia and New Zealand. Edge Network Payment services may be initiated at any time but are only delivered 24 hours a day five days a week. WUBS will apply a foreign currency exchange rate, which includes a margin set by WUBS, whenever a transaction includes a currency conversion. Transaction fees may also apply to transactions other than EDGE Network Payment services.

PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 75

A P P A S E R V I C E P R O V I D E R S 2 0 17

Business Partner Association Insurance Australia and Association Insurance New Zealand Association Insurance Australia and Association Insurance New Zealand are the Association Insurance People®, their business model is to be specialists, not generalists. AIA and AINZ were chosen to be APPA’s first Premium Business Partners. AIA and AINZ are Corporate Authorised Representatives of Insurance Advisernet, one of the largest and most respected General Insurance businesses in Australia and New Zealand, with an ever-growing network of over 180 insurance advisers across 140 locations. AIA and AINZ are well known for their knowledge and expertise working with associations and their members.

Association Insurance Australia www.associationinsuranceaustralia.com.au 1800 ASSOCIATION (1800 277 624) info@associationia.com.au Association Insurance New Zealand www.associationinsurancenewzealand.co.nz 0800 4 ASSOCIATION (0800 427 762) info@associationinsurancenz.co.nz

Premium Service Providers AHRI:ASSIST The Australian HR Institute (AHRI) provides APPA members with access to the AHRI:ASSIST resource centre at a special APPA rate of $80 per annum. Sign up and you will receive access to information sheets, checklists, guidelines, templates, and more - perfect for business owners searching for information and guidance. Access to AHRI:ASSIST can also save you thousands of dollars, not to mention hours trying to find information and answers to your HR queries. If you can’t find what you’re looking for, send your question through the email service http://ahri.com.au/appa and the team at AHRI:ASSIST will respond. Additionally, APPA members will receive access to AHRI specialised HR related webinars at a discounted rate of $30 (inc GST) per webinar.

CreditorWatch CreditorWatch is a commercial credit reporting bureau dedicated to giving businesses the information they need to improve their credit management processes. APPA members will receive a 15-day free trial and 20% off the monthly subscription.

Contact: Luke Demetriou Toll free: 1300 50 13 12 or 02 8188 2025 E: luke.demetriou@creditorwatch.com.au

FC Capital First Class Capital is an Australian-owned and independent finance company. We deliver working capital solutions to clients and their trading partners like no other lender in the country. We have a national network of people, not branches, with over 160 nationwide. Our network has been successfully providing financial services for over 14 years. Our focus is the small to medium sized business market, which is under-serviced by banks and where working capital and cash flow is constantly a challenge.

Our involvement is not just limited to the provision of lending products like many of our competitors: we provide our clients with a complete end to end solution. We have assessed the pitfalls of 76 – D E C E M B E R 2 0 1 7

traditional lending products and developed systems and processes that alleviate difficulties.

With First Class Capital APPA members can expect: Simple online applications, Flexible repayment choices, Undisclosed funding options, Secure payment processing, No property security required, Localised support through our franchisee network, Peace of mind.

E: mark.occhiuto@fcccapital.com.au www.firstclasscapital.com.au

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Western Union Business Western Union Business Solutions is one of the world’s leading providers of cross-border business payments. We enable companies of all sizes to send and receive cross-border payments and manage foreign exchange. With deep expertise in moving funds around the globe, access to over 130 currencies, and a global financial network spanning more than 200 countries and territories, we help companies spend less time managing international financial transactions and more time growing their businesses.

Contact: Justin Hall Australian Affiliate & Partnership Manager E: marketing_anz@westernunion.com www.business.westernunion.com.au

MeFleet MeFleet help everyday people to save money on running their car – like fuel, tyres, roadside assistance, insurance and many others.

Our mission is to deliver real savings to all APPA members. Our goal is to save you between $800 and $1500 per year. If access to fleet pricing isn’t enough, MeFleet also provides central record keeping for tax records. Fuel cards store all your fuel transactions and also provide a great discount on all your purchases. You can even provide MeFleet to your employees as a company benefit!

Contact: Matt Keegan on 0401 700 253 or 03 8592 6491 E: matt@mefleet.com.au or visit www.mefleet.com.au/appa

World First APPA has teamed up with World First, the award winning currency specialist, to help you get more for your money when making international payments. Whatever the reason for your transfer – making a one-off payment, moving overseas, buying or selling property, repatriating salary or to make payments for your business – World First will help you find the right solution for your needs.

T: Client Relations 1800 835 506, 02 8298 4960, NZ 0800 666 114 E: auspartnerships@worldfirst.com

Service Providers Baldwins Baldwins is a leading intellectual property firm practising in Australia and New Zealand. Baldwins would like to offer APPA members a complimentary “IP Boost”. This involves a 30-minute consultation with Baldwins in person or over the phone at no cost. APPA members also receive 15% off the fee component of their first bill.

T: 09 359 7720 E: sue.ironside@baldwins.com

Bellingham Wallace Bellingham Wallace is a contemporary firm, unrestricted by tradition or rigid outdated principles. Instead we encourage fresh thinking and expansive strategies that challenge convention. We also challenge ourselves to always add value. Because for us, it’s all about the “plus” - plus experience, plus inspiration, plus energy, plus insight, plus empathy; it’s everything we add to accountancy that makes the difference.

Contact: Matthew Bellingham T: +64 9309 7851 E: matthew.bellingham@hayesknight.co.nz

Blaise Drake Consulting International Promotional Product Sales and Marketing Training E: david@blaisedrake.com or T: +1 610 685 9700 E: rick@blaisedrake.com T: +1 610 685 9700

CLOUD Business Coaching and Training Whether you manage a major promotional company or you’re an owner manager, your business is of great value. CLOUD Business Coaching is a training and coaching provider whose programs help you better understand your business at each stage of its cycle, and restore the edge to your business life. Discover how CLOUD Business Coaching can help you put into action the changes that will shift your business to the next level.

Contact: Brett Heasman T: +61 (0)408 11 26 11 www.cloudbusinesscoaching.com

Employsure Employsure has revolutionised the way small to medium sized business (SMEs) gain assistance with their employment relations, HR and workplace health and safety needs. Providing this costeffective, end-to-end solution to SMEs, allows employers to comply with workplace regulations, so that they can focus on success. For complete peace of mind, book a free consultation with Scott Galley and quote reference number ERA1761.

Contact: Scott Galley Business Development Manager T: 0423 265 825

Marty Daley Graphic Design With years of industry experience and offering special rates exclusively to APPA members. All forms of graphic design, logo re-draws, artwork preparation and artwork approvals. His expertise and pricing provide excellent benefits to APPA members. Call to find out more.

Contact: Marty Daley T: 0402 117 005 E: redraw@martydaley.com.au

Office Beacon Office Beacon is a global leader providing software and services to suppliers and distributors, and promotional product companies.

With over 1,500 full-time employees globally, Office Beacon provides significant competitive advantages to its customers including artwork and order entry processing, websites, ERP and call centre services.

Contact: Pranav Dalal E: pdalal@officebeacon.com

Risk Collective Amy Towers is obsessed with setting you free when it comes to your work health and safety obligations. A risk expert with more than 15 years’ experience working as a Health and Safety Specialist and Consultant, Amy enjoys solving complex business problems and is truly passionate about guiding, directing and protecting you and your business against health and safety risks. Amy has provided health and safety advice and solutions to clients across a variety of industries and has also assisted senior corporate executives for large corporations.

Contact: Amy Towers, Founder and Director T: 0400 288 500 E: amy@riskcollective.com.au or visit www.riskcollective.com.au

Sew Simple Sew Simple has been trading now for some 40 years in the embroidery industry representing Toyota and ZSK embroidery machines, together with Data Stitch, ZSK and Wilcom software in the Australian and New Zealand Market. We have installations as far away as Tonga in the Pacific and Lae in New Guinea. We offer a quality range of support products with our new ZP7 Cut away that tears away, and FuFu Embroidery rayon and polyester threads. We offer service to most brands of machines on the Australian market.

Our team can be contacted on 02 6282 7144 or 0412 623 838.

E: luke@sewsimple.com.au or visit www.sewsimple.com.au

SGS SGS is the world’s leading inspection, verification, testing and certification company. We are recognised as the global benchmark for quality and integrity. With more than 85,000 employees, we operate a network of more than 1,800 offices and laboratories around the world. Our Services: Product Testing & Certifications, Pre-shipment Inspections, Quality & Ethical Audits etc.

Contact: Ray Hartland E: Ray.Hartland@sgs.com Kamal Bedi E: Kamal.Bedi@sgs.com T: 03 9574 3200

Smaart Recruitment If you’re looking to fill a vacancy at your company, SMAART can help.

By specialising in the industries we know best, we ensure a superior service for both clients and candidates. We have 20 recruitment consultants and can provide you with great staff in the following industries: Sales & Marketing, Office Admin & Accounts + other customer facing roles. To access your special APPA Introductory Offer of 9% for your next permanent placement: Contact: Alexis Petridis on 03 8637 4444 Head Office, Level 2, 385 Little Lonsdale Street, Melbourne VIC 3000.

E: alexis@smaart.com.au PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 7 7

A P P A S E R V I C E P R O V I D E R S 2 0 17 Tajima Australia

Personalised Freight Solutions

Tajima Australia is proud to offer you a selection of the very best in garment embroidery and printing machinery, as well as Australia’s largest range of thread and consumables. We are the only Authorised Tajima Dealer in Australia, our technicians are trained in Japan and collectively have over 85 years’ experience. Our customers also have peace of mind knowing that the 100% Designed and Made in Japan promise guarantees our customers that every machine meets the high-quality standard that we have come to expect from Tajima.

Personalised Freight Solutions is an International Freight Forwarding company, facilitating the movement of cargo globally. They have a combined 25 years’ experience in dealing with international shipping, border clearance and importing known brand products with trademark procedures. Their specialist account managers with promotional industry experience will ensure that you are “in the know” every step of the way.

Contact: Darren Chisholm on 03 9484 5898 E: darren@tajimaaustralia.com.au or visit www.tajimaaustralia.com.au

The Success Unlimited Group Gary Petersen is the founder of The Success Unlimited Group and has had over 35 years’ experience in Sales, Marketing and Management.

He is a sales and goal setting specialist who is totally focused on “serious sales and personal development”. Exclusive offers to APPA members - for APPA members Gary is happy to waive his hourly fee to discuss any concerns that you have about increasing sales or any challenges that you may be experiencing in the market place.

T: 0438 318 713 E: gary@successunlimited.com.au or visit www.successunlimited.com.au

VersaPrint VersaPrint Turning Art into Articles. We provide a wide range of printed items, equipment and consumables. VersaPrint offers APPA members a 5% discount on orders for custom printed ribbon and consumables for our printing systems for garments, glassware etc.

E: aaron@versaprint.com.au

WLF Accounting & Advisory Every business in the promotional products industry is looking for an edge – something that sets them apart from the competition and sets them up for success. It might be an undiscovered efficiency, an untapped opportunity or even a risk avoided, or getting the day-today essentials right. We service all of Australia and businesses of all sizes, providing expertise in the latest cloud accounting solutions; cashflow budgeting; tax minimisation; business planning and how best to protect your business, family and key assets. Our first meeting is free and we can provide a fixed price quote for services to give you further peace of mind.

Contact: Paul Lyons (Partner) on paul.lyons@wlf.com.au

Premium Freight Service Providers 2Star Logistics 2Star Logistics are a full-service logistics provider, specifically designed for the promotional marketing space. Handling everything from basic stock fulfilment of online retailers to elaborate customeractivation projects, 2Star are there to provide whatever you or your client needs to do with their stock. With amazing freight rates, 2Star are able to save clients a lot on their traditional postage costs.

Additionally, with warehouses in China Free-Trade-Zones, 2Star gives greater access to logistics services for products made in China.

Exclusive offers for APPA members: • Free Freight Health Check (valued at AUD 150.00) • Personalised Freight Calculator (valued at AUD 75.00) • Discounts on International Parcel Freight bookings • Discounts on Domestic cartage.

Contact: Amanda Terblanche Mobile: 0455 500 347 E: operations@my-pfs.com www.personalisedfreightsolutions.com.au

Freight Service Providers Capital Transport Capital Transport is your trusted national, full service, transport and logistics partner. We proudly provide innovative, flexible transport solutions to Australia’s premier companies. We specialise in metro on demand transport, permanent vehicles and home delivery services. We have over 1100 vehicles nationally ranging from Courier Vans and Trays, 2 to 14 Tonne Trucks, Semi-Trailers, Tailgate vehicles, Crane Trucks and Pantech’s.

Contact: Tracey Titlow | National Business Development Manager The Capital Transport Group (Australia wide) T: (02) 8832 5104 Fax: (02) 9638 5499 Mob: 0409 222 992 www.capitaltransport.com.au

CourierPost CourierPost is one of New Zealand’s premier courier providers, with a reputation for speedy and reliable delivery. CourierPost is now offering exclusive additional benefits to APPA members.

For more information simply contact: nzinfo@appa.net.nz

DHL Express DHL Express are an Air Express provider offering fantastic rates in Australia and New Zealand on international express courier services for APPA members. To be contacted by a DHL representative, go to: Australia visit: http://shipping.dhl.com.au/appa New Zealand visit: www.simplydhl.com/nz/appa (DHL will contact APPA to confirm membership before rates are applied). Customer Service Team Australia: 131 406 New Zealand 0800 800 020

DHL Global

For APPA members – 2Star Logistics provide APPA members with 10% off standard storage charges.

APPA members can now access discounted shipping rates with DHL Global Forwarding. Flexible – Air or ocean freight solutions to suit the speed or service you require. Simple – Door-to-door or door-toport solutions. Personable – Speak to your local contact Rosanna in Australia or Stu in New Zealand to assist you with using DHL Global Forwarding.

S6, 391 Park Rd, Regents Park NSW 2143 T: 02 9188 5835 E: info@2starlogistics.com.au or visit www.2starlogistics.com.au

Contact: Helen Fitzgibbon | Lead Qualifier T: +61 3 9344 8484 Fax: +61 3 9344 8995 E: Helen.fitzgibbon@dhl.com

78 – DECEMBER 2017

Ryders Customs & Forwarding (NZ)

Total Freight Solutions

Overseas Freight Forwarding specialists for the New Zealand Region – Special discounts for APPA members apply!

Total Freight Solutions (TFS) operate a Freight Brokerage service, providing global and domestic freight forwarding solutions. Services range from overnight envelopes to large cargo. Shipping via FedEx into New Zealand is a particularly strong area for TFS as well as a focus on customer service and providing the most cost effective and efficient freight solution available.

T: 64 9 275 5229 or E: glenn@ryders.co.nz

Sendle “We’re always looking for new ways to bring added value to your APPA membership and we know that delivering parcels can be a big part of running your business. Sendle provides parcel pickup and delivery services at low, flat-rates about 40% cheaper than lining up at the post office. It’s convenient, cost-effective and 100% carbon neutral. Sendle won a Telstra Business Award last year and The Australian Financial Review awarded Sendle “Australia’s Most Innovative Business Model” in 2016. APPA members can sign up for a free Premium account with Sendle saving $10 per month. This gives you access to simple, reliable and affordable shipping and you’ll get an extra $1 off every parcel you send for 12 months from the time you sign on. So, for example, it will only cost you $6.95 to send a 500g satchel across Australia, $8.95 to send up to 25kg in the same city, only $9.95 to send 2kg from Sydney to Perth, and only $24.95 to send up to 25kg nationally!”

E: business@sendle.com

StarTrack StarTrack (formerly AAE) offers discounted rates on air and road freight for all APPA members. A verification of membership letter from APPA is required to redeem this benefit.

1kg: $9.23 exc fuel costs etc.

3kg: $9.88 exc fuel costs etc.

5kg: $15.80 exc fuel costs etc.

15kg local: $9.21 exc fuel costs etc.

Excludes Fuel, Security & GST. Fuel Surcharge = 12.1% currently (reviewed monthly) Security Surcharge = 1.95% E: info@appa.com.au

TNT Discounted rates in Australia and New Zealand. TNT is one of the world’s largest freight providers and offers APPA members exclusive rates on both Road Freight and Air Freight. You must have a letter of authorisation from APPA to receive this discount.

Contact: TNT Australia E: jimmy_kassis@tnt.com.au T: 02 8304 8221 TNT New Zealand E: lana.kruger@tnt.co.nz T: +64 9 256 7893

Toll IPEC Toll IPEC are extremely proud of their service capabilities and network and are pleased to offer special APPA member discounted rates on their road express and priority overnight services. To take advantage of these rates, please contact Jodie on jodie@appa.com. au to set up online and begin trading. Toll IPEC have made changes over the last 22 months, and are at the beginning of this journey which APPA are excited to be part of, more on this can be found here.

Contact: James Nguyen | SME Account Executive T: 03 9254 2131 E: james.nguyen@tollgroup.com or visit www.tollgroup.com

Our exclusive offer to APPA members is the ability to process documentation & arrange bookings for all transport movements without any additional administration fees – The ease of transaction that no one else provides. With TFS you talk to real people in a real office.

Contact: Mark Clark Account Manager (03) 62 484 012 or M: 0417 002 530 E: mclark@totalfreightsolutions.com.au or visit www.totalfreightsolutions.com.au

Transtar International Transtar International Freight understand your industry. Our vision is to be the leading provider of freight and logistics services in the Asia-Pacific market. Free Customs clearance special for APPA members only for the first five custom entry fees.

Contact: David Lambert | NSW Branch Manager T: 1800 941 161 Mobile: 0447 246 049 E: info@syd.transtar.net or visit www.transtar.net

Member Benefits New Zealand Chambers of Commerce The New Zealand Chambers of Commerce is a body of some 30 Chambers throughout New Zealand, supporting over 12,000 members and representing over 40 million businesses. Each Chambers’ role is to support and inspire business vitality and success. As not-for-profit business membership associations, the New Zealand Chambers of Commerce promote, support and encourage sustainable, profitable business growth. You can build business connections, access business expertise, find staff and save on business expenses. As a Chamber member you can market to 12,000 other business decision makers throughout the Auckland region who have networked to do better business, together.

APPA member Associate Annual Rate: $189.11 incl GST T: 09 309 6100 E: lsmart@chamber.co.nz or visit www.aucklandchamber.co.nz

Pantone Colour Guide Pantone is the world-renowned authority on color and provider of color systems and leading technology for the selection and accurate communication of colour across a variety of industries. Contact APPA for special member rates – Australia and New Zealand.

Contact: info@appa.com.au

The Qantas Club A verification of membership letter from APPA is required to redeem this benefit.

Joining Fee: $240 (save $130). 1 year: $420 (save $90).

2 years: $750 (save $175). Contact: info@appa.com.au PROMOTIONAL PRODUC TS MARKE TING MAGA ZINE – 79

2018 N E W ZE AL AN D

NEW ZEALAND CONVEX 2018 Auckland Mount Smart Stadium, Penrose Wednesday 11th of April, 2018 9:30am - 3:30pm

WWW.APPA.CO.NZ | NZINFO@APPA.NET.NZ | 0800 451 117

GEEK WORLD I.T. PROMO PRODUCTS Your Proactive Promotional Partner

a t i ke e WORLD Ma o-linGEEK log mer sum I.T. PROMO PRODUCTS

THE

Stainless Steel

Made to order in Asia & USA

Made to order in Asia & USA

Powered by Logo-Line

Gift sets

Powered by Logo-Line

Summer Beach Kit 1 Paddle / Bat & Ball Set, Chill Cooling Towel in Pouch, Horizon Sunglasses. LL6000

Holiday Tech Kit

Malibu Pouch, Velocity 2000mAh Power Bank, Thump Earbuds, Turbo Mobile Phone Fan. LL6003

Colouring in Kit

Your custom design printed on white cotton short handle cotton bag. Great colouring pack includes 8 assorted non toxic coloured wax crayons. Great for creating brand awareness LL5520

BAck to School Kit

Malibu Pouch, Argos A5 Notebook, Virgo Ballpoint Pen, 15cm Ruler, Coloured Pencils LL6002

Speaker Gift Set

Gift set of Groove Speaker, Velocity 2000mAh Power Bank packed in 2 piece cardboard gift box with laser cut foam insert. Micro USB cable for charging comes standard. LL8263

Visit www.logoline.com.au for more options or email sales@logoline.com.au

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1800 MY APPA (1800 69 2772) Australia | 0800 45 1117 NZ Suite 7, 407 Canterbury Road, Surrey Hills, VIC 3127 www.appa.com.au | www.appa.co.nz www.promotionalproductswork.com.au | www.promotionalproductswork.co.nz