Magazine El Papel Latinamerica - Edition 69

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Year XVII No. 69

February - March 2018

ISSN N° 1390258X

The true Mecca of the industry

Paperworld, Creativeworld and Christmasworld

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production MarketPlace Worldwide Corp. general direction Ma­ría Cris­ti­na Mo­ra direccion@elpapel.net­ editor Dr. Daniel Millán dma@revistaelpapel.com marketing Lcda. Belén Fernández marketing@elpapel.net sales María José Perés mjp@elpapel.net Carmen Oleas coordinacion@elpapel.net associate reporters Lcdo. Ricardo David Martino Egas rme@elpapel.net Pedro de Sousa Santos pedrosantos@marketplace-americas.com Giselle Hipólito giselle@marketplace-americas.com design & layout Paolo Naranjo O. edicion@elpapel.net +1 954 357 0746 +1 305 810 4832 +593 2 2521891

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Images: Frankfurt am Main – Messe Frankfurt GmbH

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Editorial...................................................................................................... 6 Paperworld 2018...................................................................................... 8

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Creativeworld 2018............................................................................... 11 Christmasworld 2018............................................................................ 13 Regional short stories........................................................................... 18 Interview to Julia Uherek..................................................................... 32 Stationery Trends 2018 / 19................................................................. 34 Creativeworld Trends 2018 / 19......................................................... 38 Christmasworld Trends 2018 / 19...................................................... 40 Pelikan, 180 years making history....................................................... 46

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Latin American Vision Lรกpiz Lรณpez, a benchmarck of the sector in Chile and Latin America................................................................... 48 Schneider, when the brand makes a difference................................ 50 Rolling businesses................................................................................... 52

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Editorial For our area, the year begins at the end of January (in Frankfurt)

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aperworld, Creativeworld & Christmasworld, not only are the most important fairs for our area, their trajectory has been transformed into the channel where the trends flow which will affect, in one way or another, the development of the industry in the next twelve months.

Anticipating the future has always been the backbone of the Frankfurt exhibitions and is probably the most important reason that motivates its visitors to reach this true industry mecca by numbers and internationalization that grows in every edition.

Knowing what will come is not exclusively in relation to new articles, the different experiences that make presentations, conferences, forums and demonstrations, give a particular framework to the exhibitions of products, transforming them in an enriching experience. Perhaps the best example of this particular mix of novelties and sensations is provided by the original annual presentation of bora.herke.palmisano in Paperworld, in which the tendencies, product of an acute observation and profound studies around the world, communicate with particular emphasis on the emotions, a fact considered increasingly important by science and the specialists.

To stand out in some of the fairs of January, the actors experienced know, is the better omen that a product can have. That is why the rounds of awards are the best distinction, because along with the gratification that feels to receive one of them, the visibility that generates, supported by the impartiality of its judges, ensures secure success.

For our publication, as for many, the year begins in Frankfurt when the doors of this unique set of fairs are opened. That is why the coverage is always extensive, transforming itself, in its own right, on the subject around which the others revolve on this date. With the color, sound and aroma so particular of these exhibitions, we present this issue dedicated especially to the German fairs. In direct connection with them, we offer one of our interviews, made to Julia Uherek, Director of Consumer Products at Messe Frankfurt Exhibition. In another interview, returning to our region, we rely on the important testimony of Ricardo Terrazas, general manager of Lรกpiz Lรณpez from Chile, who allows us to know better his company and his vision of our sector from his country, a particularly dynamic and modern market, the origin of retailers that successfully operate at the Latin American level. As always, you will also find news and novelties from our region and the world. Enjoy your reading.

Daniel Millan (2018).

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Paperworld 2018

The exhibition revolved around the office of the future and also exhibited trends in school supplies As every year manufacturers and distributors begin the year in Paperworld and Creativeworld, as well as in Christmasworld and Floradecora, four exhibitions that are presented simultaneously every January in Frankfurt.

3,023 exhibitors from 69 countries caught the attention of international trade. Specifically in Paperworld, 1,640 exhibitors from 66 countries were presented.

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n total, some 87,000 visitors from 162 countries were able to know in depth the trends and main issues related to festive decoration and ornaments, fresh plants and flowers, stationery, office supplies and writing tools, as well as items for craft, art and hobby, that will drive your business in the future.

“Five really intensive days at the fair are coming to an end, animated by the good economic situation in the sector, with overflowing portfolios of orders, new commercial impulses and a magnificent atmosphere, said Detlef Braun, manager of Messe Frankfurt. “This new increase in the number of exhibitors and visitors confirms that, at the Christmasworld, Paperworld and Creativeworld fairs in Frankfurt am Main, the international market in the consumer goods sector feels at home”

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Paperworld is rated the world’s largest fair for the industry of stationery goods, office supplies and writing tools. It addresses the issues of the future of the sector, shows new opportunities for business development and therefore prepares visitors and exhibitors for the year 2018. This fair constitutes the main reference in the field of innovations, which are attended by the most important players in the sector to witness the most fascinating releases that generate trends and indicate new business opportunities.

“This opening environment is also reflected in the increase in the numbers of Paperworld exhibitors. In the four days of the fair, there have been presented in total 1,640 exhibitors from 66 countries. With a growth of 8%, we have reached a change of trend in a very demanding

market environment, said Julia Uherek, director of consumer products area at Messe Frankfurt Exhibition GmbH. According to a survey carried out among exhibitors this year, about two thirds of exhibitors stated that they were very satisfied with the number of new contacts made, as well as the quality of the visitors. In addition to these two criteria, the order figures and access to target groups of visitors were also better valued than last year. This caused more than three-quarters of the exhibitors to declare themselves satisfied or very satisfied in general with the Paperworld exhibition.

Nearly 34,000 professional visitors were inspired by the trends and novelties of the fair. According to the survey carried out among the visitors, 95% of them were satisfied or even very satisfied with the offer of Paperworld. This positive impact shows that Frankfurt is both the international market for innovations and an essential business platform for the exchange of face-toface impressions.

All the formats for distribution, from the classic retailer, to the wholesaler, to online selling, were represented at the fair. Many exhibitors emphasized the high quality of the visitors, with many purchasing managers (three-quarters of them are executives or belong to high management). “Paperworld is the European monographic fair in which we selectively contact new target groups and present novelties to our best customers�, said Beth Wright, chief commercial officer at Bi-Silque.

School supplies commodities

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For years, the Paperworld fair brings perfectly together under one roof the themes of school and office, and the interest in the offer expressed by the visitors also reflects that the demand of the two groups of products is just as high. There is especially a high demand for stationery and office supplies (39%), office and desk equipment (30%), writing and drawing tools (29%), as well as items for organizing, calendars and notebooks (26%).

In all categories of school supplies could be noted that manufacturers were careful to seduce an increasingly demanding young audience. With a wide assortment, the offer was presented with lines of integral concepts, of high functionality and of painstaking design. Curvilinear shapes ergonomically responsive to motor skills at different age ranges, attractive combinations of fashionable colors for both sexes, grips and soft rubber liners that are imposed over the transparency of the traditional rigid materials.

Reaffirming that studying does not have to be boring, the trend continues to focus on products with greater benefit, which contribute to raise the average value of the retail sales, trying to provide the student with greater taste and satisfaction in the use of tools everyday. Branding this year is more present, brands try to gain more space on the floor sales using colorful displays to capture buying impulses. An increasingly differentiated brand identity attempts with some success to move away from the concept of commodities, to gain greater preference and fidelity among young consumers.

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The Office of the future captured the attention of exhibitors and visitors Office products sector this year was brought into relevance with a special exhibition entitled “The Office of the Future” located in Pavilion 3. They presented intelligent and highly flexible solutions that create a link between modern working methods, digitalization and health. It was envisioned on how it could contribute to a healthy job post, using products for acoustics, lighting, air, ergonomics and sustainability. The change in the habits of the clerks presents new business opportunities with the development of innovative products that respond to the current needs. Thus, we could see a greater offer of air purifiers, a category very present among the office products due to the increasing pollution in the cities. It also envisioned the validity of office supplies for public spaces with antibacterial coating.

It can also be noted how the damage of a sedentary lifestyle has inclined the preference to mobility, to remain long seated will no longer be the usual in futuristic offices; accessories and platforms to work standing, flexible workstations and open spaces are imposed as a healthy trend, even office chairs evolve now stimulating body movement during desktop time, mobility is key to provide new options in the trade package.

There were manufacturers who celebrated the new initiatives of the exhibition: “We have returned to

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Paperworld after a three-year pause, because the concept of “the Office of the Future” seems very interesting. And we’re doing great! We have already existing customers, and also with new target groups like architects and planners, which are becoming more and more important to us. Here in Frankfurt it has become clear that health at work is becoming more and more relevant. Paperworld has captured and implemented the theme perfectly, “said Andrea Cantons, marketing manager at Fellowes.

Smart applications connect the analogue and digital world, so whiteboards turn into screens, making it easier to work on virtual computers. The main approaches range from ergo-dynamic workstations to lighting and acoustic solutions, to holistic classroom concepts where the different areas are reconfigured according to the changing requirements of each working situation, for example, with mobile acoustic panels that regulate sound, creating flexible environments for extended meetings or intensive concentration work spaces.

Cartridges and accessories gain ground for 3d impressions that are more and more in the traditional channels of distribution and of course they were exposed in Paperworld. On the other hand, ink cartridges and toner were present with ecological alternatives, leaving aside price competition for the benefit of environmental care.

The next presentation of Paperworld will take place from 26th to 29th of January 2019

Creativeworld 2018

The International Fair of articles for crafts, art and hobby of Frankfurt, was held from 27 to 30 January

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n the set of fairs that took place in the fairgrounds of Frankfurt, Creativeworld is surely the one that manifests the most vibrant activity.

In the specialized sample of Creativeworld you can appreciate not only the products and their presentations, but also their applications and live applications, and checking their effects on different supports and surfaces, as well as their combinations with other components and the result achieved using various tools.

We do not only see products and merchandise but the inventiveness embodied in the final works and proposals for professional art and creative leisure.

Located on two of the floors of Pavilion 4, the expert artists were able to see in countless stands the demonstrations of various materials using different tools and machines. The visitors were grouped and fascinated as they took on splendid crafts and magnificent works of art. We saw from oil painting on canvas and engraving on metal, up to the very current lettering with marker brush and fountain pen, going through the embossment or pyrography on wood, but also the resurgent crochet fabric, the elaboration of jewelry, in addition to the mural painting with aerosol, among many other techniques.

The suggestive proposals allow the renovation of the

home elements, the transformation of old garments, the atmosphere for parties or, why not?, the decoration of commercial establishments, all under the slogan “do it yourself”.

Drawing, painting, engraving, sewing, gluing, sculpting, shaping, adapting, repairing... all kinds of activities related to crafts, art and hobby continue to increase.

Attentive to the growing demand for elements and instruments that compose this trend, thousands of traders attended the traditional event of the beginning of the year.

Supporting specialized trade, Creativeworld presented various alternatives to boost demand in a place as competitive as the point of sale. “Most of our professional visitors come from retail. That’s why we focused this year on our activities program on issues that are important to physical establishments, said Michael Reichhold, director of Creativeworld, Messe Frankfurt Exhibition GmbH. “For example, we have been following with attention the evolution in the product segment related to the street art theme. More and more manufacturers include these products and materials in their assortment, so we have dedicated a special exhibition to this exciting topic”, adds Reichhold.

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Thus, a truly special exhibition could be experienced, showing different possibilities on how to present street art products in an attractive way in the store to attract new customers. Akim Walta, urban artist and artistic curator of the special exhibition, brought to Creativeworld several international graffiti artists. “With artists from Germany, China, India, Japan and Russia we have created authentic and innovative presentations for stores, and we have also shown Live Art presentations.

There were topics for all kinds of visitors: from Calligraffiti to Handstyles, as well as Manga Graffiti to Urban Script.

And this year we have also offered, for the first time, a performance in the outside area”.

customer is no longer looking for individual products, but thematic worlds; that is why we follow a holistic approach.” Also the firm Colart focuses on concepts: “At the fair we not only show our most current products, but we put in the hands of our customers tools with which they can capture new interested people, to excite and turn them into customers . Our goal is to meet the needs of the artists and constantly optimize our products, to live up to their highest demands, “explains Sophia Olver, Global Communications Officer at Colart.

Also exhibitors such as Stephan Rayher, manager of Rayher Hobby, offer numerous possibilities of selective communication with the client: “We have been developing subsidiary concepts for several years to plan complete assortment with specialized trade, as well as with our big customers. We offer a complete package that includes from the design of the store, going through the assortment composition, to the training of employees.

In these concepts is where I see the future. Today the

Art and hobby craft products are of vital importance to contemporary stationery, a sector that found in this event a colorful creativity, enthusiasm and innovation. For four days, the exhibitors presented how to display and set up a specialized venue, they carried out demonstrations of styles and applications, drawing workshops, painting, handicrafts, clothing making, custom jewelry and jewelry design The upcoming Creativeworld exhibition will take place in Frankfurt, Germany from 26 to 29 January 2019

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Christmasworld 2018

The leading international fair for parties and celebrations conquered international trade with a variety of products and new ideas for commercial decoration.

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his year the Christmasworld Fair was held from 26 to 30 January, in the same fairgrounds in Frankfurt in which also took place Paperworld and Creativeworld, so the visitors could attend all these exhibitions, and also the flower market of Floradecora. As usual, all located in the various pavilions that make up this modern and extensive exhibition center, that has all the facilities, including a public and free internal transportation system. A total of 3,023 manufacturers and 87,000 distributors have started the year at these consumer goods fairs.

In Christmasworld, 1,047 exhibitors from 43 countries presented to the international market their novelties of products and their refreshing sales concepts for festive decorations and ornaments, as well as fresh plants and flowers. In total, 43,450 visitors from 129 countries were able to learn about the trends and the main issues that will drive their business in the future. This year, 7% more visitors from abroad and a total of 19 new countries participated. “This new increase in the number of visitors and the greater internationality confirm that, at the Frankfurt Christmasworld Fair, the international market

feels like home. This underlines its role and strength as a leading international monographic exhibition on seasonal decorations and festive ornaments, says Julia Uherek, group show director of Consumer Goods Fairs, Messe Frankfurt Exhibition GmbH. As for the visitors, the degree of internationality increased from 59 to 63%, whereas, as far as exhibitors are concerned, this percentage remained stable at such a high level as 78%.

This high level of internationality is very well received by exhibitors: “For us, Christmasworld is the most important fair of the year. We are very satisfied because here we find a very international audience. American, Australian, South American, Russian and customers come from all over Europe. The environment in the trade is very positive, with good predisposition to place orders.

Many got more orders than before�, confirms Helmut Schmidt, Weihnachtsland manager.

Although the name of the exhibition alludes to Christmas, the strong attraction is that you can find everything for celebrations and gifts, from disposable cotillion to elegant crockery and allegorical glassware

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for the various celebration dates. Wrapping, ornaments, everything for home, commercial decoration or for outdoor urban ornament of buildings and cities.

To visit Frankfurt, a priority in the calendar of industry leaders All the distribution formats, from the classic retailer, passing by the wholesaler and the one abroad, to the trade of distance and online selling, were represented in the fair.

Thomas Tykesson, manager of Gnosjö Konstsmide, voiced: “The fair is fantastic. It’s very important to us. We have been coming here for 35 years, we have expanded our stand from 20 to 600 square meters, and we are always very successful. The quality of the visitors is excellent, and every year we can continue to grow from a high level”.

The best, the prettiest, the most successful, the most international... this year there have been many exhibitors who have resorted to the highest chat about the Christmasworld fair. “There is no other place in Europe where you can live more up to date and compactly in the latest trends for the season than in Christmasworld. The visit to Frankfurt is a priority in the calendar. In addition, Paperworld offers a wide variety of assortments and high internationality, and specialized trade benefits both this that I mentioned and Creativeworld’s parallel offerings”, commented Thomas Grothkopp, senior manager of Handelsverband Wohnen und Büro e.V. (HWB).

Satisfaction of professional visitors and exhibitors The results of a survey carried out among the visitors confirm that the offer is adequate: 96% of the visitors are satisfied or even very satisfied with the offer of products and manufacturers, as well as with the development of the fair, and they claim to have fulfilled the objectives of their visit. The greatest interest of professional visitors from all over the world has been for Christmas decoration and Advent (64%), followed by decoration for celebrations and festive seasons (38%) and gifts for the seasons (29%); followed by candles (26%), articles for florist and garden decorations (23%), visual merchandising and lighting (23%), and gift wrap (22%).

The quality of the visitors and the amount of new contacts are still at a very high level. Three-quarters of the exhibitors claim to be satisfied or extraordinarily satisfied with the fair. “The internationality is huge, and the quality of the buyers has returned to improve a lot. Important orders are made here for the next Christmas season.

Everyone who works in the home segments, seasonal gifts or decorations should be here. The fair has an elementary function in our market structure, as Christmas always comes back, “resumes Hamid Yazdtschi, manager of Gilde Gruppe.

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Floradecora stood out at the Galleria 1 In the heart of Christmasworld, Floradecora, with its natural plants and flowers, offers professional shoppers a freshly packed complement for seasonal decor, easily integrated into the assortment.

monographic fairs Christmasworld, Paperworld and Creativeworld also visited Floradecora throughout the five days, guided by professional interests.

Fresh impulses for trade

The new location in the Galleria 1 has significantly influenced the improvement of the valuation. “We feel very comfortable in this canopy flooded with natural light. The new location in the middle of Christmasworld is perfect. The fantastic staircase design attracts shoppers directly to Floradecora, and creates a spectacular effect.

All visitors become excited about the abundance of flowers” says Rokus Hassefras, marketing manager, Dümmen Orange.

The wide range of products and the look at upcoming trends and needs in the marketplace helps shoppers all over the world to prepare for next season. The sources of inspiration and the most important impulses for the composition of assortments are, firstly, the Christmasworld trends show, put in scene by the design studio Bora. Herke. Palmisano, followed by the special exhibition “The Loft”, 2Dezign, which encourages to dare with new forms of design of decorations as well as communication with the customer.

In Floradecora, the percentage of satisfaction among the visiting buyers (89%) is also high, declaring that they have fulfilled the objectives of their visit to the fair. In total, more than 10,200 visitors from the three

Another strong impulse for sales in the physical establishment are the worlds of emotional experiences created with light and decoration. The Premium Business program was dedicated to this topic. “Selective

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communication with target groups was praised above all. Thus, we were able to selectively treat future issues in the areas of commercial premises, shopping centers, municipal promotion and town halls, as well as the design of commercial spaces and the minority trade.

The character of workshops with renowned speakers and guided visits through the fair greatly intensify the networking of the sector, says Eva Olbrich, director of Christmasworld, Messe Frankfurt Exhibition GmbH.

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Convenience offers are still trendy, which make the purchase to the customer as comfortable and varied as possible. Culinary specialties are also highly demanded, which have been widely accepted in the new Christmas delights product area. “We came here with little expectations, because we took the fair as a bag of contacts, and we didn’t expect to sell so much. We are absolutely excited

New Christmas trends In this edition of Christmasworld, as predominant material was highlighted, natural wood, present in all kinds of objects of decoration for wall, table ornaments, accessories, objects for gifts and even Christmas trees like for example the folding pines of Luka ZAJC Design from Slovenia, which can be mounted in just 1 minute and can also be stored occupying the space of a pizza box.

This year we noticed an increase in the offer of cushions and pillows, wall lamps and ceiling pendants, as well as all the elements to decorate a table for the different celebrations of the year. Attendees were amazed by the creative demonstrations of LED lights, which in addition to shapes and colors combined with excellent taste, now seduced with greater dynamics and movement.

The main colors are dark blue and green with golden touches, also highlighting the multiple shades of natural wood. Thus, the Christmas and seasonal decorations are strongly inspired by nature and the animal world.

Peacocks, sea animals and the motives of the jungle are omnipresent in Christmasworld. In the future we will see jellyfish, seahorses, tropical fish and shells hanging from the Christmas tree. We will also be surprised by the forest animals dressed in sequined suits, llamas and alpacas of folkloric inspiration, with handcrafted ornaments, artificially aged, or with glitter and glitz, the decorative articles elaborated in all detail in noble materials such as wood, glass or linen seduce in a world of Christmas wonders filled with life and shine.

The festive decoration is complete with authentic vegetation: long-stemmed red roses, in bouquets of great richness and with exuberant arrangements, convey the message of what is the best quality that consumer goods can have: to give joy. As flowers and plants arouse sensations and, with their variety of colors and shapes, they make shine any festive decoration.

Next year, Christmasworld and Floradecora will take place from 25 to 29 January 2019.

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regional

short stories

Mexico: BIC produces 2 billion pens annually With Asian producers specializing in large volumes in almost any article, it is surprising that a pen factory like BICs in Cuautitlan, Mexico, quantify units produced by the billions.

The plant of Cuautitlan produces a staggering 2 billion pens each year. 20% of the production of that plant remains in the Mexican market and the remaining 80% is exported to 27 countries. Its northern neighbor, the United States, is the main destination for sales abroad. Brings the attention that this factory also elaborates the tip metal of the pen, something that BIC produces only in two of its factories worldwide.

BIC in Mexico has had in the last five years an annual growth between 5% and 10%. The goal of the brand is to stay definitively on the two digits. “We have two ways of gaining more market share: By the price war or approaching the consumer. This second is the path we want to follow�, said Cedric Fort (picture), general director of BIC Mexico.

New Director of 3M for the Andean Region Last November, Jose Del Solar (picture), took over as the new director of 3M for the Andean Region, an extensive territory covering Ecuador, Peru, Bolivia and Paraguay.

Born in the Peruvian capital, Del Solar is a Bachelor of Industrial Engineering from the University of Lima and has a Master’s degree in Business from the University of Northern Illinois, USA. The new manager has been part of 3M for 22 years and has worked in management positions in different countries such as Argentina, Poland and the United States.

In his more than two decades in the North American Company, the current regional director has worked as financial manager, business development manager, managing director, marketing director and international director, among other positions. Recently, he was director for Latin America of the Industrial and Electronics & Energy Groups.

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regional

short stories

Brasil: New Kalunga store in Sao Paulo The Brazilian retailer, following its opening plan, inaugurated a new place in the Shopping Metro Itaquera of the City of Sao Paulo.

The new store has 680 square meters and presents an offer that exceeds 11,000 products. This point of sale is particularly important to Kalunga for its location in a city like São Paulo, a very attractive place for the number of companies and offices that are located in it.

“The opening of our 169 ª store in Sao Paulo confirms once again the leadership in the segment. Our expectation for this year is to open eight more new stores nationwide, said Hoslei Pimenta (picture), commercial director of Kalunga.

Founded more than 40 years ago, Kalunga has a network of more than 168 stores distributed in the states of Sao Paulo, Rio de Janeiro, Minas Gerais, Parana, Santa Catarina, Rio Grande do Sul, Espirito Santo, Bahia, Ceara, Rio Grande do Norte, Pernambuco, Sergipe, Goias and the Federal District. In addition to its extensive presence, this company stands out for handling different sales channels: physical stores, virtual (kalunga.com) and teleshopping.

Venezuela: Montblanc decides massive closing of stores As a result of the restructuring of its business, the German brand announced that it will close more than 200 points of sale and 8 own stores.

It does not cease to impact that a brand that has been operating in Venezuela for 69 years has decided to close practically all its premises, except two that will keep open in the shopping centers Sambil and Toulon, in the city of Caracas.

“To continue maintaining this personalized attention to our clientele, we have decided to focus and concentrate our efforts on these two stores”, said Ana Seijo, commercial manager of Montblanc in Venezuela.

The difficult situation at a general level, not only economic, has led the brand to reduce its operation in the last four years, a period in which it closed 5 of the 10 own shops operating in the country.

According to the brand’s spokespersons, Montblanc will continue to have a presence in Venezuela, including new products, but will only operate with the two stores referenced before and those are the only ones nationwide.

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Peru: Tai Loy opened a new store in Real Plaza Salaverry As it was announced, and framed in a growth plan that has not stopped, Tai Loy inaugurated a new venue in the mall Real Plaza Salaverry in the city of Lima.

The opening, allowed the Peruvian retailer to finish 2017 with just over 80 locals and joined the ones already inaugurated during the year in the shopping mall Quine Plaza de Ica, Real Plaza of Huancayo and Plaza Norte, Mall del Sur. The trend will be maintained by 2018 and is expected to open about ten more stores.

Tai Loy has not stopped, on the other hand, to strengthen its different channels. Together with further development of its online sales, it recently incorporated tool vending machines, mounted in strategic spaces. The expansion in provinces has also not stopped, with very good results. Proof of the latter is the performance obtained by its stores in Piura, Jaen, Chiclayo, Chimbote, Trujillo, Ica and Arequipa.

Argentina: Staples simplifies the purchase of school supplies The retail has simplified the purchase of school supplies, offering product lists by school and grade and also offers appointments to be attended in stores.

Preloaded lists are identified by grade, institution and neighborhood, so that parents can buy them with a single click and no longer have to select products one by one. Those who still choose to make purchases in person, on the other hand, can get an online appointment to receive preferential attention in the store and expedite the purchasing process.

Promoting the use of ready-made school lists, the company will make a 25% discount to parents who send them by mail and make the purchase at Staples.

To the above is added a completely renovated portal, with the benefit of being able to make purchases at a distance and receive the order at home without going to the stores if you so prefer.

“We are proud of how our experience is greater year by year and we continue to find alternatives to simplify the process of buying for parents”, explained Vanesa Castro, marketing manager of Staples Argentina.

“We know that the return to school is a stressful time and our job is to get them to delegate and solve it as quickly as possible. We trust that the web will be an increasingly chosen alternative for our customers and we consider being ready for that”, Castro added.

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regional

short stories

Colombia: Change in the legal framework for the manufacture of school supplies The Ministry of Health of Colombia has prepared a new technical regulation for the manufacture of school supplies, including didactic elements and their accessories that are manufactured, imported and marketed in the national territory.

The regulation, which will have the force of law in the near future, aims to eliminate or prevent the risks to the health and safety of the users of these articles, for the most part children under 12 years of age.

The regulation stipulates, by establishing different directives, to protect minors in the manipulation of pigments, including dust, colors for artistic painting, painting for posters, pencils, pencil lead, among other didactic materials..

Once the legal procedure has been completed, the school supplies must comply with mechanical and physical properties, on the edges, ledges, ropes, cables and fixations, so that when they come into contact with them there is no risk of bodily injury, risk of strangulation, suffocation, or may not be swallowed or inhaled by children.

Mexico: Drop in sales of dictionaries, encyclopedias and textbooks According to the consulting firm InformaciĂłn Sistematizada de Canales y Mercados (ISCAM), in the last five years the sale of dictionaries, encyclopedias and school support material, has decreased 30 percent.

The irreversible trend is in direct relation to the abundance of digital texts and online proposals.

Forecasts anticipate that this fall will deepen over the next three years. “It will not disappear, but there will be a change in the business of the companies that market the products.

The case of encyclopedias is a very obvious thing. The support material for school research that does not have in its development an Internet technology platform or an app will be left behind and tend to disappear. Those who are working on it will obviously absorb that market�, said Prisciliano Tavera, founding partner of ISCAM. It is not the same, however, in the demand for paper, notebooks and writing instruments. The research highlights that the most affected have been the texts and products related to research and school education: books, encyclopedias, monographs and dictionaries.

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regional

short stories

Chile: The back to school season changes for the benefit of large retailers In retail, most of the paths that countries like the United States take are perceived shortly afterwards in our region, particularly in markets as competitive as the Chilean, which already lives a progressive speed of the school season.

In Chile, just finished the end-of-year sales, both large stores and supermarkets offer supplies and school clothes, with promotions and prizes that seduce buyers. To these sales strategies is added the extensive package of prizes and offers for those who buy in the Internet page of most of the known stores, seeking to capture the budget already allocated -estimated at 20% the income- for the start of school.

In addition, another trend, clearly visible in the first world, is added, diluting the extending school season to the full year. Those affected, to begin with are the traditional bookseller-local paper mills that no longer reach the traditional “peak” sales in February, a month that used to concentrate 80% of pre-school season invoicing.

Peru: Victorinox will sell Wenger backpacks The announcement of the introduction in Peru of their Wenger backpacks was given jointly with the opening of a third store in the Peruvian capital.

“The plan is to open a third store in Lima inside a mall, which will join the two premises in the malls Larcomar and Jockey Plaza, said Marco Vascones (picture), country manager of Victorinox in Peru.

The executive highlighted the importance for the brand on the introduction of the line of backpacks and suitcases: “These backpacks are highly demanded in the United States and the United Kingdom. In an initial stage we will seek to have more than 10 points of sale through distributors with this line. And already in the second half of the year the aim is to bring the suitcase line”, he commented.

The Swiss brand relies on the Wenger product lines and brought forward that they are looking for distributors in different cities of the country. It is currently in Lima, Trujillo and Chiclayo and hope to arrive soon to Arequipa.

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Mexico: Office Depot already offers 3D printing service Office Depot Mexico already offers 3D printing at the Colonia Del Valle store in Mexico City. The local is not the first in the country -there are other dealersbut it is indeed the pioneer in its chain.

To get the impression, similar to how it happens in traditional services, you only need to carry a file, which in this case should be in SPL format, the most used in this type of tasks. The service is charged per cubic centimeter constructed and does not use filaments but powders and plastics of different colors.

The delivery takes place between three and five working days, depending on the workload.

Although it might seem like a state of the art service, with little demand, there are many professionals and students who require it and it is an option for many companies. All this anticipates what experts do not hesitate to identify as a new industrial revolution.

The consultancy firm Deloitte says that the size of the world market in 3D impression had already reached 4,800 million dollars in 2016 and anticipates that will reach up to U$ 20,000 million in 2020.

Colombia: edding promotes mural paintings In a project that revalues and rescues important urban spaces in the city of Bogotá -such as the Plaza de Toros La Santamaría, Transmilenio, and Cerro de Monserrate, among others- four urban artists will build a mural to be located on 81 Street with Carrera 11 at the capital.

The initiative, driven by edding with the support of Serif, summoned artists as important as Andres Garcia, Santiago Posho, Daniel Mojica and Esteban Rincon, who after being informed of the objectives they enthusiastically joined to the project.

The idea is to go beyond the capital and portray with shapes and colors the emblematic places of other cities like Medellin, Cali and Barranquilla.

“We want to inspire people to release their power of expression, everyone in life we have drawn, colored, is something that always accompanies us. Our products are authentic and versatile; we offer markers for each type of use, according to the need and the surface. For our company we are proud to give this mural to Bogota and transform the gray walls in color and life”, said Francisco Gomez, marketing manager of edding Colombia SAS. The initiative is spreading in social networks with the hashtag #eddingOnTour.

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Brasil: Foroni benefits from the popularity of Nintendo Although electronic games have evolved, with important improvements that incorporate the best of hardware and software developments, Nintendo is still in force with games that have been transformed into classics.

Foroni has decided to take advantage of the loyalty of its fans and incorporate designs that reward. Thinking back to return to school 2018, the manufacturer has prepared its line Zelda, a collection of college notebooks with covers evoking the legendary Japanese brand game.

Nintendo’s electronic games were created in the far-away year 1986 and generated a legion of fanatics whose children have kept their admiration for them. The latest of those games, released in 2017, sold more than 1.3 million units in less than 1 month. With all that, it proves the strength that the Zelda license has in the marketplace of electronic games.

Argentina: School Basket records an average increment of 28% According to the research developed in retail stores in the city of Buenos Aires by the Free Consumers Association, school supplies record significant increases in relation to the previous year.

The study considered 37 school supplies -the most required- which in some cases show values that exceed 50% in relation to the previous season. Among the articles that recorded the most important price increases are writing and drawing tools: the boxes of 6 colored pencils worth $20, now are at $27.40 (37% more), the box of 12 went from $40 to $60 (50%). This adds to the price increase in pens (20%), correctors (25%), graphite pencils (25%), highlighters (27%), crayons (30%), tempera (39%), sharpener (25% to 33%) and erasers (28% to 47%).

Also important is the cost registered for notebooks (increases from 10% to 39%), spare parts (46%) and glacé paper (43%). A similar behavior was detected in the label printing sheets (53%), adhesive tape (50%), geometry elements (20% to 43%), glues (12% to 32%) and scissors (33%). In folders and bookmarks the differences were smaller.

“As for backpacks different designs, measures and qualities are offered, whose prices oscillate between $200 and $1,500”, added the association led by Hector Polino (picture).

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regional

short stories

Ecuador: Bambary begins its Latin American Tour 2018 Mahida Ordaz, country manager, and Armazol Zerpa, sales executive (picture), of Bambary, arrived in Ecuador as part of the presentation tour of their portfolio in Latin America.

Based in Panama, Bambary is a company specializing in the provision and export of products for silk, crafts, stationery and school, with attractive colors and designs.

“We are very well positioned in Central America and now we want to meet the expectations of South America and Mexico”, expressed Ordaz.

“We plan to continue expanding our operations to provide our distributors and chains with personalized attention, adjusting to their requirements and staying very close to them for timely delivery”, added Zerpa.

After Ecuador, continuing their journey, they will visit Peru, Mexico and Colombia, in a period of 4 months.v

Costa Rica: Universal bet on good quality school supplies School seasons are the right time for retailers to present their entire offer, including the novelties that give a special touch to this time of year. And while price is a determining variable, Universal decided to focus its strategy in the same direction that makes its customers recognize it: the quality of its products.

The wide range of school supplies adds to a large proportion of school books: “We have books for levels from preschool to university, as well as dictionaries in a large number of languages,” said Sellene Castro (picture), marketing manager of Grupo Universal.

What is presented by the distributor, is firmly anchored in local needs and take particular account of the standards set by the authorities of the Ministry of Education (MEP).

“The great variety that we have is what makes it easier for families to acquire the school supplies according to their possibilities. In addition to complying with all the requirements required by the MEP on the school lists; every year we go beyond the basic list to also offer materials according to the trends and tastes of students”, added Castro.

The novelties were present in all the brands represented by this company. They highlighted, however, those presented

by BIC, Faceta, Jandaia, Faber Castell and Merletto.

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Mexico: Forbes, the paper store of the corner in danger of extinction Although the stationary paper market continues to grow in Mexico, Forbes claims that the traditional paper stores are progressively giving up space to the big chains and this could make them disappear in a time not too distant.

The assertion is endorsed by the data handled by the Mexican company Información Sistematizada de Canales y Mercados (ISCAM), which reaffirms something that is easily perceptible. In 2011, according to data from the National Institute of Statistics and Geography (INEGI), there were 180,000 small paper stores, now barely reaching 108,000 (40% less). The chains, on the other hand, have increased their premises and expect to continue doing so.

“The paper stores at the corners are being reduced year by year and this is due to the penetration of large chains such as Office Depot (giant group). That transformation is showing a challenge where manufacturers have to do market research to try to attract the flow of consumers”, commented Prisciliano Tavera, Director of the paper store segment at ISCAM. In the first 9 months of the year 2017, the paper supplies market grew 8.7% in the wholesale channel, in relation to similar period of the previous year. Meanwhile, the volume recorded an increase of 2% in this period.

“This growth in sales is very positive because of the economic conditions that the country has faced, as well as due to inflation. The challenges facing the industry are trade globalization, especially for small paper stores”, said the specialist.

Tavera suggests that the small stores must imitate Oxxo, offering in addition to the traditional offer, different services.

The other alternative, not very original but effective if implemented properly, is e-commerce.

Nicaragua: VAT exemption for school supplies confirmed As anticipated, the VAT exemption for the purchase of school supplies was confirmed, a measure that benefits the school year 2018 that started in the first days of January.

This important resolution was confirmed by the Directorate General of Revenue (DGI) and communicated

by Rosario Murillo (picture), vice-president of Nicaragua.

“The DGI issued a statement ratifying the VAT exemption to all school supplies, it is important for parents to know while preparing the girls and boys for school”, explained Murillo.

“All books, notebooks, pencils, crayons, color pencils, modeling clay, maps, geometric cases, erasers and others, described in the Ministerial Agreements of 9 of 2016 and 3 of 2017 of the Ministry of Finance, are exempt from tax collection “, she added.

The exemption is covered by Article 58 and 68 of the Nicaraguan Political Constitution and in the Tax Consultation Act.

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Interview to Julia Uherek

T

he recently appointed director of the consumer products area at Messe Frankfurt Exhibition GmbH., talked with El Papel magazine on its perception of the market, changes in trade and challenges to discover new products and target groups of clients.

knowledge to others. All this is what makes this work so wonderful.

Messe Frankfurt is the largest organizer of fairs, congresses and events worldwide. With more than 2,500 employees and an annual turnover of around more than 660 million euros. Only between the last 26 and 30 January received about 87,000 visitors from 162 countries.

JU: The industries in the sectors we seek for the fairs we have here as Paperworld, Creativeworld and Christmasworld, are developed in different ways. So we looked at the market and analyzed the changes that have emerged in retail, the online sales business and others. This allows us to maintain a continuous communication with the retailers, with the traders, also with the suppliers and manufacturers, in order to be able to exchange ideas and different points of view.

El Papel: How long ago did you start working at Messe Frankfurt?

Julia Uherek: With Messe Frankfurt I started working since March 2008, so in 1 month I will have 10 years in the company. As for Paperworld, Creativeworld and Christmasworld I have been working for almost 7 years.

EP: What was your first job in the company?

JU: I started in Messe Frankfurt in the area of communication, focusing in annual reports, internal communication and communication work and media coverage.

EP: How this experience has contributed to your personal and professional growth?

JU: Well, when I started with Messe Frankfurt I didn’t know much about this industry, because before I worked in companies like ATC Technologies and telecommunication companies. My daily tasks were mainly focused on communication.

But, when I could see the diversity that Messe Frankfurt offers in this industry, it was incredible.

Being in touch and working with people from all over the world is really fantastic. The variety of sectors that participate in our consumer goods fairs, technical and textiles fairs, among others, is what makes this work so diverse and interesting, because you are in contact with many international people who want to succeed in the industries and that’s what I really like.

I always remember what my boss said: “If you like trade fairs, you’ll stay all your life. If you don’t like this business, you won’t even finish a year”.

EP: Having the opportunity to work with different sectors and a diverse audience must fill you with a lot of energy and ideas.

JU: Of course, and also bringing people together, merging ideas, being creative at that rate, that’s what I really appreciate in this work, because you learn new perspectives, ideas and you also contribute with your

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EP: What changes have you been able to perceive in the last decade and how you have adapted?

So, in all this communication process you realize that with each company is different and each one faces different challenges like: The new trend of online sales, problems with the staff, for example, here in Europe it is difficult to find workers young persons duly trained, among others. But in analyzing certain situations that are being presented, especially the consumer goods market, we can see that it has many possibilities of improving the business and adapting to the changes, but they need ideas to carry it out, like a digital development in the company, etc. It is understandable that changes in companies are not so easy to cope with, but if you have ideas on how to develop your business, whether from the point of view of manufacturing or retailer, it is a matter of taking risks and put knowledge into practice, only this way can become successful.

In our own business (trade fairs), we also have challenges, as there are various forms of marketing and trading for which companies can opt to put ads in magazines, digital advertising, etc. Companies have a marketing budget and have to decide where they are going to allocate it. This is why we try to give you the best platform to meet your customers and we are in a constant dialogue with them. Having a platform that brings together manufacturers, retailers and visitors from all over the world is the positive thing about it. We have challenges, but thinking about this vision and this goal, we always have new possibilities to get there and pass on new ways in which you can expand your business EP: What new facilities, ideas and markets are you looking for 2019?

JU: Every time we are looking for new groups of products to attract and discover new visitors for the fair. For example, with Paperworld we are focusing on “the Office of the Future�, which deals with how work spaces will be, what environmental products they will need, etc. We have also implemented presentations and conferences focused on how to develop new products, ideas and concepts, in order to encourage retailers to enter new markets.

So this is our main goal, to bring new product groups, innovative topics and gather people to discuss all that and find new business opportunities. For example, the Office of the Future managed to attract new audiences, such as architects and construction companies. This idea began in 2017 with great success and this year was incredible, close to 400 architects attended the fair. These results confirm to us that innovating and changing is good.

EP: We all know that Messe Frankfurt organizes many fairs, which one do you think is the biggest?

JU: Messe Frankfurt has the most important fairs in the world for every sector. For example, in the

mechanical sector we have automotive mechanics, which is a great fair that occupies the entire fairgrounds, we also have the Ice Age fair, the sanitary fair, climate technologies, Handtextile and HomeTextile, occupying the entire building. So we have fairly large fairs during the year that are leaders in the different sectors.

EP: What challenges will you face in your new position?

JU: As director of consumer goods fairs, I have to observe the strategic developments of the programs at Paperworld, Creativeworld and Christmasworld, see how we can reunite new target groups, whether exhibitors or visitors, analyze the situation and development of each market and new ways to adapt to these changes.

Basically those are my new goals and responsibilities in the company.

Uherek was replaced as marketing director

by Margit Herberth, who has been linked to this German organization for 10 years and started in the sales department while studying media management and communication.

Now she is in charge of communicating with journalists.

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Stationery Trends 2018/19

B

eing Paperworld the main international fair on paper, office supplies and stationery, it is always important to revise the original lifestyle trends that presents there bora.herke.palmisano studio for school, gifts, packaging and celebrations as well as innovative solutions for the office of the future.

Paperworld Trends 2018/19 reflects the current development on fashion, design and architecture.

It is interesting that seemingly contradictory but relevant factors are faced here. Craftsmanship and high technology, digital and analogue design, global and local identity shape trends in diverse and enormously exciting ways.

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Minimalist + Excellence With the constant development of technology, our lifestyles change more and more. Areas of life such as work, leisure and travel are almost perfectly intertwined.

In the trend of minimalist stationery excellence, high technology and craftsmanship combine to create a high quality and ultramodern look.

A trend that the analysts of the study qualifies as: Select, refined, classical, high quality, elegant, exquisite, sophisticated, architectural, handmade, high level, minimalist, discreet and ultramodern.

sensory experience of classical materials takes on a new importance. Quality, elegance and naturalness are the key features of premium, cotton and natural papers, as well as solid processed wood, particularly oak, cherry, rosewood and walnut. These materials are complemented with shiny metallic finishes in gold, nickel and silver. High-quality printed materials and the application of sophisticated finishing technologies underline the modern touch of this coherent aspect.

Gold and ochre offer warm environments.

Inspiration Architectural clarity, the use of the latest technology, an exciting mix of classic and latest-fashion materials, as well as selected handmade products create a compact and modern elegance. The style is minimalist and discreet, and therefore creates the space for uncompromising quality of materials, design and craftsmanship. Highlevel writing instruments show clean lines. Elegant briefcases avoid sophisticated decorations. Intelligent electronic devices are limited to some useful functions.

In all products, the philosophy is “simplicity is the key to excellence.� The style takes aspects of Japanese culture, as well as major European designers, such as Dieter Rams, who has recently again made this principle notorious.

Materials and colors

Pure white

Pantone 548 C

Gold

Pantone 7694 C

Pantone Cool G ray 6 C

Pantone Black 6 C

Pantone 465 C

The tactile feel of a hand-sewn notebook, the weight of an exquisite writing instrument, the feeling of a sheet of paper when writing. In the age of digitalization, the

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Spirit + ambition The exploration of digital and analogue eras towards a form of artistic and emotional expression involves artists, product designers and creative people. The trend of stationery spirit ambition incorporates a positive and very contemporary interpretation of current opportunities and future prospects.

The analysts of the study described it as: contrast, substantial, eccentric, intense, distinguished, typographic, artistic, enlightened, cheerful, vivid, vigorous, creative and powerful.

Materials and colors

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Pantone 7406 C

Pantone 2326 C

Pantone 7720 C

Pure white

Pantone 433 C

Pantone 7687 C

Pantone 486 C

Blue, red, yellow, green, black and white: a compact, contrasting color palette characterizes this unconventional style. The refreshing color degradations, thick lines and striking typographies have a powerful

effect. The materials are strong and durable. Textiles and cotton dominate the look. Artificial leather, adhesive paper and cardboard are also widely used. The ideas for the designs come from everywhere: from everyday life, nature, fashion, street art and modern illustrations.

The style also incorporates floral motifs, animals and graffiti artistically translated into a graphic language.

The illustrations and sketches are bold, uncomplicated, wild and cheerful.

Inspiration This cheerful and sporty style focuses on the creative and dynamic facets of modern life, always in motion, in search of new inspirations, ambitious and powerful. The digital and analogue aspects are naturally combined.

The street clothes and work and the young and artistic alternative scene give clear inspirations. Sketches and drawings also play an important role here. They generate emotion, creativity, individuality and artistic skill. And often reflect a rebellion against a rationalist approach purely based on results for everyday life. These concepts can be found in striking and original books, in posters, pens, notebooks and postcards.

Work + challenge The world of work is changing. It’s getting more mobile, more flexible and more considerate. Companies must respond to new requirements, especially to preserve their equipment. The work trend challenge develops a relaxed atmosphere in which high technology and comfort are not mutually exclusive.

A trend: Calm, open, relaxed, harmonious, natural, adaptable, mobile, balanced, multifunctional, subtle, witty, thoughtful and convenient.

Materials and colors

Pantone 644 C

Pantone 4695 C

Pantone 425 C

Pantone 4685 C

Pantone 402 C

Pantone 202 C

Pantone 5555 C

The reinvented workplace: warm and natural materials and clear lines are integral features of timeless design.

Light colored materials and comfortable fabrics in nice

colors create an atmosphere of candor. Maple, ash, birch and light oak in combination with felt, wool, and leather give a cozy feeling. High-quality plastics and mixtures, melamine, MDF and thick particle boards are also used.

Metal elements made of aluminum, stainless steel and brass make their appearance here with matt metal finishes, powder coated and brushed. The balanced color palette underlines the general expression of homeliness.

Varies from natural sand, shades of gray and brown to pigeon blue, sea green and dark oxide red.

Inspiration This quiet and modern aspect has a clear, simple and relaxed feeling. Soft and discreet materials provide the basis for a natural feeling of comfort and a harmonious mood. High technology is present, but it has moved to the background in favor of a simple and modern design. The office furniture includes contemporary decor solutions.

Flexibility and mobility remain the most important requirements for the working environment. The spaces designed with sensitivity offer a good balance between communication and privacy. With multifunctional partitions, intelligently hidden network connections, flexible modular systems, intelligent work areas and well-designed furniture, workplaces can be adapted to the diverse use requirements.

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Creativeworld trends 2018/19

Find out together, do it yourself

A

s the new season begins, Creativeworld presents the new trends in the international creative scene. By 2018, we observed three types of trends that combine fresh and familiar techniques and materials with the latest themes and colors to create something new.

“The Purist”, “The Gardener” and “The Colourist”: Less is more… The simple techniques focus on high quality materials, unique objects and parts compacted deliberately. A trend toward minimalism flourishes, along with a growing taste for nature. The garden leaves, the flora and the fauna are a great inspiration for many

original creations. The third key is: flashy color. Is the place where the ideas and techniques addressed the controversial color as a means of self-expression.

In addition to these styles, we welcome the return of crochet, which joins the fabric as the next great hobby.

Typography is still a sought-after style element. Whether with paper clippings or textile appliques, the letters can impress by playing with the shape, size and placement.

The study carried out by bora.herke.palmisano translates these signals into three themes for the handicraft sector which offers a fresh and valuable inspiration for manufacturers, specialized retailers and hobbyists.

The Purist Purists look for a clear and discreet style. Purists use high quality paper and simple objects. They transform these basic concepts into something special and individual using fine artistic techniques. Their colors of choice are simple white, elegant grey and chrome, with touches of pink and rose petals.

In terms of surfaces, purists prefer subtle contrasts: hard edges against soft, transparent against opaque and metallic against matt.

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Their sketchbooks are full of landscapes, simple flowers and bouquets of wild flowers. The color palettes are full of sage and lime leaves mixed with red autumn and the bright blue chicory flowers. You can find a little bit of luxury in the fringes of handkerchiefs woven by hand where comfort winter combines with sewn decorative accounts.

The Colorist This is also evident in their materials. These range from papers of different gramage, soft tracing paper, films, transfer paper and silk paper, to cardboard. Purists improve even more with metallic films or use graphite pencils in different graduations to draw fine lines freehand. Decorate leather and porcelain items with designs.

The Gardener

The colorist paints his design ideas in a rough manner.

His motto is “Just try it!” They use acrylic paints, mix liquid colors or scrape with a rubber brush to create strong and energetic images. They consider color to be the most important means of expression. It’s what makes their many designs so animated! “Colorists” paint directly on their standard style photo albums. With positive effect on mood and disposition, the painting called mood-enhancing and large and vital patterns are applied in a relaxed way to cans, boxes and envelopes.

The world of plants and animals is the material for “The gardener”, whether in the garden, on a balcony or on a window ledge. Nature provides inspiration. Patterns and motifs come in the form of leaves, petals and insects.

Painting of ‘garden’ with watercolors and gouache. They are also busy rediscovering oil cakes and wax crayons.

Everyday materials such as plastic bags, plastic strips and PET bottles are combined with wood, wool and raffia.

A selection of vivid colors is, of course, the spotlight: Magenta, yellow, cyan, orange-red, blue, violet and emerald green. These colors create unique and life-filled creative objects.

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Christmasworld Trends 2018/19

C

hristmasworld is the leading international trade fair for the decoration industry. As the most important trend and guideline platform for all the season and holiday events of the year, it is the perfect place for all buyers in the wholesale, export and retail sectors to look for new and special product ideas. “Free and sensitive interaction with tradition, roots and history plays a key role in many areas of contemporary artistic creation, particularly in the area of design. For Christmasworld Trends 2018/19, we have gathered the most important aspects with the help of examples of international designers and descriptions of explicit materials “expressed the trend analysts of the bora.herke.palmisano studio The trends that defined it were living inheritance, eclectic meeting, balanced sobriety and splendid history. Four worlds of striking and trending styles form the core of the upcoming holiday season. As an expression of a contemporary attitude to life, they open multiple opportunities for individual development: cosmopolitan, extravagant, concentrated and unconventional.

Eclectic Meeting Inspiration Creating something new through the combination: collage is the starting point for this extravagant trend. Materials, textures and patterns are used here with amazing interactions. Vibrant, reflective and shiny materials such as glass, aluminum foil, mother-of-pearl and mirrors are combined with playful details, exaggerated shapes and patterns. The imaginative use of motifs and colors varies from soft flowers and butterflies to exciting color effects sprayed and flashy neon fluorescent reflections.

Colors Pantone 7703 C

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Gold

Pantone 716 C

Pantone 7605 C

Pantone 603 C

Pantone Black 3 C

Pantone 673 C

Multifaceted, dynamic, striking.

The elements of different design are combined here as fragments of scenarios from different environments.

Glamorous and sporty, haute couture and accessible, soft and intense, everyday and spectacular. The concept that informs this multidimensional aspect is the combination of opposites.

Vibrant shades dominate the energy spectrum of charged color: pink, lemon, tangerine and blue combine with soft pink, black and refined gold.

Balanced Sobriety Inspiration The attraction here lies in the harmony and perfection of a limited amount of carefully selected materials. Clear woods, matte brass, and high-gloss black surfaces dominate the image. Nest carpentry, artistically woven and braided structures, knotted and folded items, high quality natural papers, pleats and fan shapes give a highly esthetic feeling There is also an effective use of contrasts between matte and glossy surfaces, often along with striking tactile and olfactory sensations such as scented woods.

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Colors Clear, simple and impeccable. Visibly inspired by Japanese design, this attractive style has a consistent, calm and harmonious appearance. Expressing the essence with a minimum of fuss is the concept behind many of the products. The color palette is as discreet as the purist design and creates an almost spiritual atmosphere with restricted natural tones.

Pantone Cool Gra y 8 C

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Pantone 2317 C

Pantone 2310 C

Pantone 7428 C

Pure white

Pantone Black 7 C

Splendid History Inspiration

The great atmosphere is instilled with past glories.

Refined fabrics, laces, gemstones, pearls, marble, metallic surfaces and dark woods: The materials look sophisticated and expensive. Palm fronds, large feathers, exotic leaves, magical landscapes and real historical aspects serve as extravagant motifs. The luxurious and the elegant are always presented in an unconventional way and interpreted in modern ways.

Colors Elaborate, ornate, opulent. Luxurious configurations reminiscent of the fascinating charm of the Italian palazzi. The designs are decorative and are often embellished with historical quotations. But it is also possible to detect an extremely contemporary touch here. An elegant series of dark shades prepares the stage in this magnificent and unconventional presentation.

Aventurine, sophisticated aquamarine and warm gold provide outstanding details.

Gold

Pantone 413 C

Pantone 7491 C

Pantone 7546 C

Pantone 7631 C

Pantone 1815 C

Pantone 551 C

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Life Heritage Inspiration

Mexico, Brazil, Scandinavia, Rumania, Russia, Poland‌ influences from very diverse cultures meet here. You can see artistic details, such as flowers, tendrils, ethnic designs and graphics and geometric motifs, mostly created with typical traditional techniques. Characteristic of the style are the techniques of engraving, etching and milling, as well as painting, applique and embroidery.

Colors Traditional, vivacious, vital. Attention is focused on the patterns and motifs of folklore, as well as on fascinating craft techniques. The combination of these aspects with a modern design and graphic elements creates a strong and contemporary look.

In spite of the vivid color combinations and the luminous tones like mustard, petrol and red, the general style has a natural character.

Pantone 207 C

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Pantone 568 C

Pantone 5493 C

Pantone 694 C

Pantone 110 C

Pantone 662 C

P antone 546 C

180 YEARS MAKING HISTORY By: Martin Arzate Marketing Analyst for Latin America Pelikan Mexico S.A. de C.V

H

ow long would it take for you to consider a brand as successful and reputable? 10 years? 50 years?

Whatever answer you have in mind, we can agree on something: the only thing that allows a brand to remain in the taste of consumers is its quality. If a company knows well this attribute is Pelikan, and 180 years of existence support this.

Clearly 180 years sound easy, but it means decades and decades of learning and innovation, but above all, a high commitment. A commitment that comes from each of the collaborators who have formed and make part of the large Pelikan family and that pervades all the daily activities, which accompanied by strict quality controls, result in a successful management and products of excellence.

The history of Pelikan begins in Germany in 1832 when the chemist Carl Hornemann founded a workshop of colors for artists, with their respective accessories imported from England and France. Subsequently, he decides to produce and market these products surpassing the standard of quality, and it is the 28 of April of 1838 that launches the first list of prices, representing the date of foundation of the company.

Three years later, thanks to the executive Fritz Beindorff, the borders of the brand begin to extend to countries in Eastern Europe, Italy and the Middle East.

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It is under Mr Beindorff’s administration that the growth and prestige of the brand started to position itself internationally, in the beginning thanks to the well-oriented expansion of the product assortment and at the same time due to exports and the opening of 12 subsidiaries in March strategically located in many countries of Europe and Latin America.

Having as a fundamental pillar the approach with the market to know the needs of the consumers and the behavior of the competition, Pelikan decides to establish centers of operation and manufacture in Argentina and Colombia. This growth allowed one of the most important expansions, inaugurating in 1963 a production plant and administrative offices in Mexico. These offices currently operate as a corporate operations center for the Americas region.

After 180 years of success and growth, Pelikan continues to consolidate itself as an innovative and dynamic company, which learns from the past and is aware of the challenges of the present. With a vision to the future with the main objective of meeting and exceeding the expectations of its clients.

Pelikan, 180 years of successes that are just the beginning of a great story.

YEARS

Latin American

Vision

Lápiz López, a benchmark of the sector in Chile and Latin America motivation to undertake this business in Chile was the need detected in our clients of an integral proposal that would allow them to find the complete solution of their necessities in one place, not only for paper products, but in for office, desk and school supplies.

EP: What products and brands do you sell? Do you have your own brand?

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s part of a series of deliveries, El Papel Magazine will publish interviews to representatives of companies referring to the various markets in Latin America, both from manufacturers and importers, as well as those that make up the distribution chain, to the detail.

We started this tour from the southern end of the region. In Chile it is very difficult to think of school and office supplies without associating it immediately with Lápiz López, a company founded three quarters of a century ago and that this year celebrates its 75th anniversary. It began as an importer and representative of brands in the region of Valparaiso, to later expand to practically the whole country. According to the same company, “the main motivation to undertake this business in Chile was the need detected in our clients of an integral proposal that would allow them to find in one place the complete solution of their needs, not only for stationery products, but for office, desk and school supplies”. By its trajectory, this company is not only a relevant actor in the book-paper seller sector of Chile, its professionalism has transformed it into a clear reference also at the international level. In the following interview, Ricardo Terrazas, general manager of Lápiz López, answers a wide range of questions, formulated with the objective of knowing more about this chain and orienting our sector with its answers.

El Papel Magazine: When was your company founded and what motivated you to become part of paper products traders group in Chile? Do you belong to any business association?

Ricardo Terrazas: The company was part of its operation in the 1940s, with product importation and brand representation, in the 1980s the opening of stores began, this year the company turns 75 years. The main

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RT: We handle a wide range of products that deliver solutions in the different categories of bookstores, from office articles, school products, arts and crafts, computing, electronics, reading, gifts and products associated with licenses. Within our product offer, we have the main brands in the market, plus the exclusive representations and a range of own brands present in all the categories we work.

EP: Where is your main office, how many retailers do you have and what expectations of new openings you have for the year 2018?

RT: Our headquarters and distribution center are located in A. Vespucio 727 Huechuraba, we have a network of 140 stores in 2 formats retail and outlet shops, with coverage from Iquique to Castro, plus 15 stores that work only in school season in Outlet zones like in the Metropolitan region and other regions. Our network plan includes 5 net openings for the year 2018.

EP: Who are your local suppliers?

RT: Mainly distributors of international brands in supplies as well as office and school items. And local suppliers of different items, including HP, Torre, Rhein, among others EP: Who are your international suppliers?

RT: Today we manage direct relations with companies with which we have exclusive representations of their products: Staedtler, Schneider, Cross, Milan, among others, and directly with the manufacturers of our own brands, in Chile, Europe and Middle East.

EP: What do you think is your main differentiator on the competition for the consumer to choose and trust?

RT: Our main differentiating attribute and by which the client prefers us is because we are the specialists in this industry, associated with a network plan with national coverage and a history of innovation, quality of service, variety of products and brands that hardly a local actor can develop.

EP: Referring to diversification what new products or categories have you included in your offer last year?

RT: As market leaders, we have been able to develop new categories based on the trends of the main markets, during the past year we incorporated the category of scrapbooking, with our brand Codarte. On the other hand, we have developed a new line of art focused on the children’s segment. Although they are not new categories, we have been incorporating some product lines that give an added value to the customer in terms of innovation, use, performance at more affordable prices.

EP: What kind of products have declined in sales this year and what do you attribute to?

RT: Categories that have declined notoriously in their sales are mainly agendas and Cds, associated with the incorporation and overcrowding of new technology and changes in consumer behavior. On the other hand the article of computer supplies we are seeing it with special attention due to the new technology that are incorporating the main brands associated with higher performance and more affordable price.

EP: Does the company have a virtual store or online sales? How do you feel that e-commerce is affecting traditional bookstores?

RT: During 2017 we developed our e-commerce with a limited but representative product mix with coverage only to the metropolitan region. This year the challenge is to expand the assortment and deliver coverage of our products nationwide. It is a business that has just begun and will be a differentiating element in front of traditional bookstores in terms of service and comfort mainly in school seasonality, the ones that do not manage to develop it without a doubt will give up an advantage.

EP: How has the stationery products industry evolved in Chile according to your point of view in the last two years? Who are the most prominent

manufacturers in your country?

RT: In our country the most relevant actor in notebooks is Torre, there are no others at the local level because the vast majority of products are imported.

EP: How do you see the future of paper stores for the next 5 years?

RT: Without major changes, the 5 most relevant players in this industry will continue to consolidate positions, thanks to their volumes of purchase and cost efficiency, their constant evolution and the capacity they have to adapt and to follow with speed the tendencies at worldwide level. All will increase logistics efficiencies, local numbers and develop e-commerce strongly, in an environment of high competition.

EP: What factors need to be taken into account in order to consolidate as a company in Chile?

RT: The factors that must be taken into account in order to consolidate as a company in Chile are mainly a strong development of products at very good quality, associated with volumes of purchase that allow access to better negotiations and a logistic operation as efficient as possible, coupled with high technological standards and an e-commerce platform tailored to consumers.

EP: How easy or difficult it is to sustain itself in the competitive world of school and office products?

RT: Given the country’s conditions, a small, concentrated, highly competitive economy with a strong presence on malls and supermarkets, coupled with low barriers to import, makes it extremely difficult to sustain itself over time.

EP: Mention 2 or 3 new products that you consider will be successful in sales in your country.

RT: All products related to free time and leisure, that allow us to develop the skills and creativity of our consumers.

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Schneider: when the brand makes a difference Schneider is located within the exclusive group of the strongest brands in Germany.

The book’s manager and editor, Dr. Florian Langenscheidt, commends Schneider Company, its values and its development. In the publication “Brands of the centuryStars of 2016” it says: “In the era of the iPad and the smartphones, writing remains something special that expresses personality”. Dr. Langenscheidt underlines that Schneider deserves the title “Brand of the Century” for offering the best products for a beautiful letter.

Director Frank Groß with the book of the winners of the “German Brand Award“.

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n our globalized world, not only do we find new opportunities, we also face new competitors. To stand higher than them and building confidence in product safety and branding is the recipe for success. Seven years ago, Schneider changed its corporate design to stand out in the market for writing instruments. Since then, the company has been using the new design consistently, representing the top quality of the product.

The “Made in Germany” and the continuous innovations of the Schneider brand are the reasons why the company has been able to win important prizes.

Schneider, chosen as one of the brands of the century Recently, Schneider received the “Markenpreis der Deutschen Standards” award (an example of German standards) and was chosen, therefore, as the “Brand of the Century” in the pen industry. In the book that records those who obtained this distinction and which is titled, precisely, “Brands of the Century”, only the emblematic brands of a genre or product service are presented. With this award and with the appearance in this publication,

Schneider also won the German Brand Award 2017 The brand ambassadors of the famous German Brand Institute nominated to Schneider Company for the German Brand Award. The criteria for evaluating this award were the efficiency of the brand, how it differs from the competition, the quality of the design and the economic success.

Schneider won the award as an excellent brand in the “Industry Excellence in Branding – Office & Stationery” category. The jury was composed of independent business experts, the German Brand Institute Academy and several experts from different consultancies, services and agencies.

Schneider is a leading international brand in writing instruments. All of its products are characterized by quality, writing comfort and convenience for everyday use. Production and product development take place exclusively in Germany. In this way, the highest quality of the product and the fulfilment of the stringent German ecological and social norms are guaranteed. In terms of development and production, Schneider has great independence and a great level of own manufacture, which places them at the top of the great German manufacturers of writing instruments.

Schneider currently has a total of approx. 630 employees and exports to more than 130 countries worldwide. www.schneiderpen.com

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Staedtler Promotes coloring, calligraphy and lettering markers Staedtler presented in the latest edition of Big Buyer a wide range of products for drawing and coloring, directed in general to users who enjoy artistic expressions.

The markers presented, have different presentations and are grouped by their function: calligraphy, lettering or coloration. Attention was drawn to the double-tip -small and large- with which they are equipped, extending the possibilities of the instrument.

Klee Kamran, managing director of Staedtler Italia, noted that there is a growing trend in travelers -one of the groups to which these markers are directed to- of sketching and coloring images of their movements, complementing or replacing the photographs. To this is added the trend of lettering or artistic drawing of letters.

At the European fair -the most important in Italy- the manufacturer also took advantage to demonstrate his “Staedtler Noris Digital�, the pencil designed with Samsung that combines the sensation of a traditional pen with the technology of a S pen pencil which allows users to write and draw directly on the screen of a tablet or phone.

DURABLE wins two prizes at the German Design Awards The expert jury of the German Design Awards 2018 distinguished DURABLE in two categories.

The Coffee Point Line took the first prize in the stationery category and the Tablet Holder Line won first prize in the information technology and communication category, recognizing its design and functionality.

Coffee Point is a versatile product that can be used in both conference rooms and offices and receptions. It allows all consumables to be stored in one place, both in the box itself and in the insertion trays. The service tray and integrated trash container complete the set and offer users the freedom to create their own service station to meet their needs.

The Tablet Holders, as its name implies, provide a functional tablet stand and can be easily integrated into a wide variety of configurations, including offices, showrooms, retail stores, hotels, restaurants and much more. The range includes table and floor supports as well as wall brackets.

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Fellowes Italy creates VIP club for its distributors As a way to increase sales and strengthen the loyalty of its distributors, Fellowes has integrated them into an exclusive club, replicating a similar initiative developed in Spain.

Italy’s 100 Most important dealers will be part of their exclusive Club for a year free of charge. The benefits include the availability of product specialists and a number of e-learning tools and resources, email marketing and promotion.

Before this measure, the resellers qualifying for the club had to have a certain level of operations with Fellowes and participate in their programs, among other requirements. The new measure appears at a very opportune time, after the merger of two of its main competitors –ACCO-Esselte – strengthened its operations in that country.

The announcement, given in the context of Big Buyer in Italy, coincided with the reception of the prize obtained by Fellowes that distinguished its work station as product of the year.

What is lettering or creative calligraphy?

Lettering -which some authors prefer to call “creative calligraphy”- is the art of drawing letters in a free and creative way.

The original English term “lettering”, which does not have in Spanish an exact equivalent, was conceived to refer to the letter drawn by hand. The works that promote it are increasingly popular and are, usually, next to coloring books.

This activity, whose boom progresses at the same pace than the tendency to carry out manual tasks to fight the stress, has allowed for different publishers, as is the case of the Spanish company Rubio, to publish works that drive their practice.

Traditional manufacturers like Faber Castell, far from ignoring the trend, they promote it with offers of packs where they offer instruments of writing ad-hoc along with works of creative calligraphy such as Rubio or other similar.

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The education market outgrows the office market A recent research by Penfold Research in Australia reveals what was clearly perceptible: the education market grows and is ahead of the office products market.

The study does not ignore what the digitization means, on the contrary, it evaluates and verifies that this impacts to selected segments, without affecting in a significant way in the general development. Future growth will fall within the framework defined by the STEAM model (Science, Technology, Engineering, Art and Mathematics), whose “A” was included to give its place to art, fundamental within the new paradigm.

The higher growth, on the other hand, is perceived at an individual level rather than institutional because in this last space is where the impact of technological erosion is accused. The new learning methodologies, so that it can be paradoxical if not deepened, will lead educational establishments and students to equip themselves with traditional products.

Hong Kong International Statiionery Fair 2018 opened it´s doors.

With a success according to expectations, the 2018 version of the Hong Kong International Stationery Fair ended, which was developed from January the 8th to the 11th, 2018 at the Convention and Exhibition Center of Hong Kong.

The current edition summoned 260 exhibitors from 15 countries including Bangladesh, mainland China, France, Germany, Greece, Hong Kong, India, Indonesia, Japan, Korea, Philippines, Taiwan, Thailand, the U.S. and Vietnam.

The fair expects to receive not less than 20,000 professional visitors.

The Asian market, as shown by the investments of major companies, offers important business opportunities for office and school supplies providers.

According to Statist data, a company specializing in market research, revenues for the “Hobby and Stationery” segment reached USD 60 billion by the end of 2017 and will have an annual growth rate of 12.5% between 2017 and 2022.

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Legislation favors the marketing of shredders The optimism expressed by Fellowes about growth in the document destruction market is not unfounded. The end of the year is always a period in which sales of these devices grow and this adds the support that privacy and protection required in the legislation of different countries, generating an excellent climate for sales.

With the general regulations on the protection of data on the verge of entering into force in the European Union (GDPR), the need to safeguard information will become a legal obligation, with different benefits from this regulation. For users -who will keep their information safe- as well as equipment suppliers Reinforcing the issue, Fellowes has launched a support campaign for its distributors where they present documentation that helps inform, educate and help sales teams and end users understand the implications of GDPR, fulfill their decisions and realize of the benefits of destroying confidential documentation when it is no longer necessary.

The compulsory application of the GDPR is scheduled for May 25, 2018.

The new legal framework will mean significant changes in the obligations of companies in relation to personal data. A real opportunity for specialized equipment suppliers.

ADVEO outsource logistics The great challenge faced by retail in the next biennium can be expressed in a term: logistics. The correct implementation of a scaffolding that will flow to sales is what worries retailers around the world, starting with Amazon and the big chains.

ADVEO has decided to take a path as short as cash: outsource logistics.

For this, they signed a service agreement with the Italian company C2U to outsource the logistic operations of the company in Italy, in particular the management of the warehouse in Castel San Giovanni. In addition to transforming its European operation, the new alliance will enable ADVEO to continue in the guidelines defined in its strategic Plan 2017-2020.

It is planned to move warehouses and operate with higher capacity and high-level technology. This will allow ADVEO to have a more efficient management system, adapted to the evolution of the business. This new logistics model will significantly reduce costs and improve customer service quality. The agreement will enter into force in August 2018, and shall extend for 8 years.

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G.F. Smith uses recycled coffee cups to produce paper The stationery manufacturer G.F. Smith has adopted the technique developed by CupCycling to produce paper with cups of coffee, creating a sustainable cycle between cups and stationery items.

A cup of coffee today may be the sheet we use tomorrow. Thanks to the technique referred to, by means of a process of zero waste the plastic coating of the cups is removed and with the remaining cardboard, the pulp for paper is produced. Eighty cups can produce eighteen sheets of paper.

G. F Smith’s Extract line is a family of high-end desktop products produced using recycled CupCyling coffee mugs. The line of paper stands out for its colors that mimic many that we can find in nature.

G. F Smith has bold ambitions: they want to eliminate the waste from coffee cups: a great effort, as the incredible amount of 4,861 cups are eliminated per minute. Then there are paper plates, napkins and much more to recycle.

“The paper world doesn’t need another piece of paper unless it changes things and makes a difference”, said John Haslam, deputy director general of G. F Smith. “Originally, the concept was tested using pre-consumer waste, cutting the cup manufacturing process. This just didn’t help the biggest problem in the world, so we went ahead with the CupCycling team and developed an incredible solution”.

Navigator launches international promotion For six months -from January 1st, 2018- Navigator will maintain a promotional campaign that will reward their buyers with an IPhone X. The promotion will be developed online and to participate the interested parties should only send the code printed on the back of each ream to www.navigator-paper.com. After doing so, they will find out immediately if they are the beneficiaries of the prize offered.

“When designing the campaign, the main idea was to strengthen the consumer perception of Navigator as an innovator and in constant evolution. These unique features play an important role in the success of Navigator and help to convert this brand in the most prominent and leader in its segment. We therefore chose the iPhone X as the prize: The most evolved smartphone in the market at this time “, said Ricardo Ferreira, manager of Global Brand of Navigator.

The campaign will be on a global level as Navigator is marketed globally, including Latin America. The brand is recognized for its promotions and quality of its awards. The previous year awarded 333 watches from Apple, which summoned more than 175,000 participants from 110 countries.

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Hahnemühle’s successful step by Creativeworld 2018 Hahnemühle received the product of the year award -for The Grey Book- in the latest edition of Creativeworld. With this, they could already positively evaluate their passage through this exhibition. The perfect complement, however, was the enthusiastic response they received on all their products at the Frankfurt Fair.

Beside the award-winning product, the new watercolor papers made of pure cellulose and cotton stood out, without forgetting their consecrated products, like those of its Lineart line, specially conceived for inkjet printers..

“The positive reaction received from the many visitors regarding our new range shows that we were successful in detecting the latest trends and that the artistic expression with a brush and pencil has a permanent popularity. In addition, first-class papers for traditional printing techniques have a great demand”, notes Ann Kristin Nohlen (picture), director of marketing and Communication at Hahnemühle.

Hahnemühle produces paper since 1584 and is the oldest German factory of paper sheets for artists. Headquartered in Dassel, Germany, it has offices in the United Kingdom, France, United States and China.

J. H. Watercolor Wheel won an important prize in Frankfurt The J. H. Watercolor Wheel -a set of Schmincke Horadam watercolors, presented in an absolutely original way- obtained the highest distinction in its category at the CreativeWorld 2018 prize round.

Named after one of the founders of the company in 1881, the awardwinning product had been created with the idea of achieving a wide impact on the market, which effectively happened, obtaining the recognition of consumers and specialists, as this prize demonstrated in Frankfurt.

“The idea was to create something really unique in the global marketplace, but the entire marketing team was shocked and felt overwhelmed when they heard that “Schmincke” won this prestigious award”, commented the Company.

Horadam® watercolors are well known for their unique quality, product of a laborious and prolonged production system that can last up to 4 months.

The resulting colors allow for a wide range of mixing options. The current, limited-edition design has been developed in a highly specialized German factory.

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Bi-silque won the “European Office Products Award” In the XVII European Office Products Awards (EOPA), whose final gala was held at the Hotel Okura in Amsterdam on March 6, 2018, the Portuguese company Bi-Silque was awarded the Seller of the Year Award.

The awards round was once again presented as part of the annual OPI specialized publication event, which brings together top executives from the European resellers and suppliers community for one-on-one strategic meetings. By confirming heir presence to the presentation dinner of EOPA 2018, organized by the CEO of OPI, Steve Hilleard, and the Director of OPI, Janet Bell, important industry figures from all over Europe attended.

The reasons for the success of Bi-Silque can be described beginning with what they represent in their products, continually innovating in the mature category; its considerable growth in sales in a saturated market, and its excellent alliances with the wholesale and reseller communities, with great marketing through various media.

“Once again, the judges were very impressed with the quality of participants received”, said Steve Hilleard, CEO of OPI. Beth Wright, Bi-Silque commercial director commented: “We are proud of our team, working hard every day to offer innovative visual communication products and category growth. We thank our customers and industry partners who selected us for this award”.

New CEO at the Trodat-Trotec Group Since March 1, the new CEO of the Trodat Trotec Group is Norbert Schrüfer (picture), a prominent professional and executive born in Germany, with a wide experience in his native country and in Austria, where he is currently based.

Schrüfer was born in the north of Bavaria in Germany, and studied mechanical engineering in Munich. He later earned his Master’s degree in Science from the University of Illinois (USA). After occupying professional posts in Munich and Bielefeld, he moved to Upper Austria in 1996 where he successfully led several business divisions of the Miba Group. During this time, he also oversaw the great expansion of Miba and built new international sites.

For the past three years, Norbert Schrüfer has been technical director of the family business PC Electric in St. Martin, an Austrian supplier of electrical goods, and he has also been a member of the Supervisory Board at Teufelberger AG, assuming the presidency last year.

“I have always loved working in a family business, because the future longterm development of the company is a priority. I really want to meet the staff and the business, to make sure that the ambitious growth strategy of the Trodat Trotec Group is implemented”, said Norbert Schrüfer.

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