Ryan and Tilney Fitzpatrick of Man vs. George: Each design starts with a dream…

May 7, 2013 by Meream1 comment

The sentence that greets you when you visit Man vs. George’s Etsy shop is “We make modern greeting cards with a flip-side surprise!” Ryan and Tilney should probably add that they make beautiful, funny, creative, and utterly delightful greeting cards (and art prints!).

Why Man vs. George? What’s the story behind the name?
When brainstorming business names, we wanted to come up with something that was relatively short and easy to spell, but also had a certain playful je ne sais quois. Something other than “Ryan Fitzpatrick Graphic Design”… We toyed around with a few names that reflected a kind of dynamism or conflict, and eventually landed on MAN (representing the Everyman) vs. GEORGE (our lady cat, who is a formidable opponent in most contests of strength and skill). Fun fact: The MAN profile in our logo is Ryan, and the GEORGE profile is none other than George the lady cat, although we had to slim her down a bit in the illustration.

Did you always want to design greeting cards aside from providing graphic design services?
The greeting cards were a happy by-product of Ryan’s other graphic design work. We had a greeting card emergency one night…our niece’s birthday party was the next morning in Chicago, and we had forgotten to pick up a card (and didn’t particularly want to run to the drug store at midnight to buy one). So Ryan fired up his laptop and designed this spider monkey birthday card for her. He continued the design on to the back of the card, giving a close-up of one of the monkeys holding a sign that read “wowie zowie!”, which was our niece’s favorite expression at the time. Thus began our signature design element: Greeting cards with a flip-side surprise — every design wraps around from the front to the back of the card! Sure, it uses more printer ink, but we figure somebody has to keep HP in business…

What do you love about managing Man vs. George?
We love knowing that our cards have been part of celebrations all over the world. We’ve shipped orders all across the US, Canada, and Europe…to Australia, Brazil, China…even Cambodia, just this week! Some day we would love to visit every country where we have shipped cards. Hell, we’d love to visit all of our retailers in person (we’ve got about 60 across the US, in Canada, and a couple overseas — it would be one epic road trip)!

What’s your least favorite thing about being part of the stationery industry?
OMG…the paper cuts….THE PAPERCUTS! (Ha…I kid! This is Tilney here, typing from the reclining splendor of my lounge chair while Ryan toils away across the room, scoring and cutting hundreds of cards. I want to assure you, gentle reader, that no humans — or cats — were ever injured during the creation, production, or packaging of MAN vs. GEORGE greeting cards.)

Tell us about your design process. How are Man vs. George cards and prints created?
Each design starts with a dream…

Ha, kidding again! In the early days, the trigger event for the creation of a new greeting card was usually an upcoming party for a family member or friend. My family is huge, so there was a string of birthdays over the course of a few months, and then throw in friends’ baby showers, graduations, and so forth, and suddenly we had a respectable start on a greeting card collection.

Four years later, we have over 300 designs across all categories, so now our process typically starts with an analysis of our existing collection to identify where we need to add new designs. For instance, we may look at our Get Well category and note that we haven’t added anything new in 6 months. Or we might look at the customer requests that we jot down at shows and come to the conclusion that the people really want a robot birthday card. Other times, Ryan will design a card for me for my birthday or Valentine’s Day, and I’ll be so psyched to share it with the world that I will demand he commercialize it immediately. (I try to wait at least 24 hours before making my demands, but sometimes I can’t help myself!)

Ryan usually starts with a hand-drawn sketch, or he’ll photograph a scale model and then draw from the photo. He then renders the image in Adobe Illustrator. Once the core image is drawn, we will talk about the concept for the card — the occasion, the message, the color palette, fonts, and so on. We tend to go minimalist for the messages — we like to make our cards multi-purpose that way. For instance, our “i heart mom” cards can be used for Mother’s Day, new baby congratulations, or even mom’s birthday.

For prints, Ryan usually works solo on those. Many of his more adult-oriented prints began life as gig posters for Milwaukee area jazz musicians.

What can a potential client expect from working with you on a custom design?
We love doing custom design work! We are just wrapping up a wedding invitation suite for the sister of a bride whose invitations we created last year. We love the particular design challenges that each custom project brings — say, invitations for a fall wedding that invoke the season, but do not make people think of dead leaves. Talking to our clients to get a sense of their style, their likes and dislikes, is always so much fun. We feel a great sense of responsibility when we take on a custom project…whether it is for invitations, a logo, or a gig poster…to really capture the client’s point of view and reflect it back out to the world in a way that will really resonate with them.. At the same time, we bring to bear our artistic skills and design expertise on every project, so each design reflects our aesthetic as well.

If you could design wedding invitations for a couple (dead, alive, fictitious, or real), who would the clients be and what would the invites look like?
Andy Warhol and Allen Ginsberg. The invitations would be super colorful, and the text would read like a great Beat poem.

Any advice for artists who want to do what you do?
Take risks and be persistent — make sure your own point of view is present in all of your work. Also, be organized. (Marrying a project manager can help with that!)

—

Thank you, Ryan and Tilney (and George)! We hope that you do end up taking that fun road trip.

Matthew Buchholz of Alternate Histories

April 12, 2013 by Meream Leave a Comment

Alternate Histories is probably one of the most creative stationery companies that we have had the pleasure of interviewing here on Ecka & Pecka.

Your products are truly delightful, even the potentially scary ones. When and how did you decide that you can make a living out of selling these offbeat images?
Alternate Histories started as a fun hobby while I was working full-time at Wildcard, a card and gift store in Pittsburgh. I always thought the idea had a lot of potential, but it wasn’t until my work started getting picked up by a lot of blogs and passed around that I was able to make my living from it. Now I do a lot of craft shows, have a book (The Alternate Histories of the World) coming out in October, and it’s my first year doing the National Stationery Show, so this is definitely my full-time gig.

Do you have a background in art or history? What was your day job before you began making awesome prints via Alternate Histories?
I have a film/TV degree from NYU, but I’ve always loved science fiction. I’ve had a lot of different jobs that all feed into the success of my business; from managing a design department to working in marketing, to running a film program and working in a card store; I’m very fortunate that I have a lot to draw on for my job. As any crafter/card designer will tell you, the business is about so much more than just designing fun cards.

Top 3 favorite sci-fi movies:
Forbidden Planet from 1956, Robot Monster from 1953, and The Day The Earth Stood Still (1951). Most of my inspiration comes from these old 1950s movies.

Top 3 favorite monsters:
Godzilla, still the kind of all monsters. Ro-Man, the gorilla suit with a fishbowl on his head from Robot Monster. And the zombies from George Romero’s 1968 Night of the Living Dead.

What are your tools of the trade? What software do you often use?
99% of my work is done on Adobe Photoshop, although occasionally I will have to hand-draw something to match a style or sample of handwriting.

Tell us about the quirkiest or most interesting image you found in a flea market or online.
Probably my favorite piece is the Map of a Square and Stationery Earth that was recently donated to the Library of Congress. The author refutes the claim that the world is round with biblical quotes and pseudo-science, but the map itself is gorgeous and ingenious in its own way. However, it’s already so strange that I couldn’t find anything to add to it, and so I never used it.

What is your current bestseller? Your personal favorite from your shop?
My current bestseller is the Menacing of the Brooklyn Bridge with Compu Birthday card close behind. My personal favorite, however, would have to be my Tobor for President poster.

If you could “draw” an alternate version of the upcoming National Stationery Show, what could the image look like?
There are so many possibilities…zombies roaming the aisles of the Stationery Show, UFOs reflected in the glass of the Javits Center, robots taking wholesale orders. I couldn’t possibly decide!

Jennifer Tatham & Alan Henderson of Night Owl Paper Goods: Eco-friendly goodies that make people smile.

February 27, 2013 by Ecka & Pecka Leave a Comment

NSS 2012 Jennifer Alan Ecka Pecka interview

This is Alan. This is Jennifer. They give out very cute tote bags at trade shows.

Why did you decide to start Night Owl Paper Goods?
Very Short answer:
We wanted to combine art and commerce.

Short answer:
We wanted to mini mass produce products that we made by hand. Designing cards & gifts that made people smile. All the while all the while making a living working on our own.

Long answer:
Truthfully, our story is very similar to other stationery start-ups. We met while working at an advertising agency / design firm. We became project partners and fast friends. We loved creating prototype designs with our hands and then seeing those designs move into mass production. One thing that sets our story apart from others is that while working at the advertising agency, our boss opened an art gallery and bought a letterpress. His dream was for us to create handmade, small run gifts for the gallery. After working 10+ hours a day in advertising we then “pressed on” working nights and weekends teaching ourselves to letterpress. First we learned to print on a Vandercook and then a Chandler & Price. Once we gained the feeling that we’re really doing this feeling, we thought, why would we be creating stationery for someone else with such a limited market? After exhibiting at our first National Stationery Show, it was only 4 short months before we quit our full-time jobs. It’s now been 6 1/2 years and we’re quite proud to say that we employ a team of 10 and run 2 Heidelberg windmill letterpresses.

What is the mission of the company?
To be inspired by nature and design and produce high-quality, hand-crafted, eco-friendly goodies that make people smile.

What was the turning point for your company?
When we started packing holiday orders after our first National Stationery Show. Nights & weekends just couldn’t provide enough time to design, print, assemble, pack and ship all of the orders. So, the answer to your question is when we went out on a limb and left our jobs in advertising. And to that we owlways say whoooohooo!

Do you have a background in business?
No. Neither of us do. Alan has a degree in Art Education and Jennifer has a degree in Graphic Design. We’re self taught in QuickBooks and lovin’ it! Each day we learn something new about our customers and our products. Possibly, fortunately for our business we don’t over analyze anything too much. We take quick looks at our best sellers & profit margins and get back to designing & printing.

Tell us about the staff.
We have a team of 10 super fabulous go-getters who are constantly adapting to ever changing tasks and work loads. More than half of the team is comprised of family.

What is your current best selling wood product?
Mr & Mrs Hoot – ‘happily ever after’ – congratulations card

What is your current best selling letterpress product?
Pat of Butter – ‘congratulations you deserve a big pat on the back’ – congratulations card

However, our newest favorite letterpress card to print is ‘Mama Bear’. We’ve just started printing on double thick stock and it’s wonderful! We’re becoming obsessed with die-cutting new shapes so expect lots more to come!

What area of the country (or out of the country) do your products sell the best?
We see the most sales in the New England area – upper North East.
We have a distributor in Australia that does very well with our line.

If you could change one thing about the stationery industry, what would it be?
Good question.
Oh my word, we’d change the US Postal Service! We dream of the day that the United State Postal Service is run like Zappos! It would be fabulous if the USPS had friendly, knowledgeable staff who frequently exceeded all of your expectations. Wow, maybe we’re onto something! Tony Hsieh, help!

What is your biggest challenge owning a small business?
Budgeting our time & managing the team. After nearly 7 years, we both continue to do all of the design work, printing and bookkeeping.

Bonnie Marcus of the Bonnie Marcus Collection: Everything pink, pretty & girly!

February 12, 2013 by Ecka & Pecka Leave a Comment

Tell us what you do.
Ever since I was little, I have always loved wearing dresses & make-up and anything pink, pretty & girly! After college, I worked in NYC with Designer Diane Von Furstenberg. At that time, her design studio consisted of 5 women, so I really learned how to run a “small business” from an amazingly creative woman who knows how to do it all, with style. After helping to plan her son Alex’s wedding, I fell in love with the wedding industry and started working in Special Events in NYC. While I planned hundreds of weddings and events from beginning to end, the invitations were always the most challenging piece of the puzzle, because at that time (15 years ago), there was nothing very fashion-forward or trendy about stationery. The majority of what was available for weddings was very clean and traditional, but my clients were looking for designs that were stylish and exciting. I walked the Stationery Show looking for fun, fashionable designs to satisfy my clients’ needs, and then ended up starting my own company, the Bonnie Marcus Collection “where fashion meets paper®” to help service the brides and grooms I was working with and fill a void in the marketplace. It was an amazing opportunity to be able to combine my passion for fashion with my love of event planning, and this year will be our company’s 10^th year in business!

Bonnie is in the middle.

Do you manage a studio?
Yes! I have a very fun, girly, pink design studio. (To balance out my blue house and my 3 fun little boys at home.)

What was the turning point for your company?
The turning point for my company was in 2003, when I was 7 months pregnant with my first child and decided to stop commuting to NYC so I could finally “take it easy” before the baby was born. That week, my holiday designs were featured in New York Magazine as a “Best Bet” and I immediately had hundreds of retailers calling from around the world to order my designs. Thankfully, my mom, dad, mother-in-law, father-in-law, husband, and everyone else I knew, helped to get those initial orders out in time for the holidays. The power of press is truly amazing!

Another milestone for my company was a few years later when Katherine Heigl called to tell us that she is a big fan of our collection and asked us to design the invitations for the baby shower she was throwing at her home for Ellen Pompeo. Everyone in my office loved Grey’s Anatomy at the time, and this project was so unexpected and exciting.

Are you the illustrator?
When working with Diane Von Furstenberg in my early days, I saw how she ran her company as President and Design Director of the studio. My dream was to structure a company based upon the same model as hers, where I would serve as President and Design Director and be able to grow a successful design studio with a creative in-house team. I love having a creative team approach to design, where it enables us to share our ideas and evolve our style, based upon our project needs.

Are the products produced in house?
For the first five years in business, I produced all of our boxed cards and invitations in-house. I also hand-embellished all of the glittered cards myself (using my husband’s tools from his dental office – they were the most precise tools I could find to get those engagement rings sparkled just right!). Now we are fortunate to have an amazing team of partners around the country who help us with our printing, packing, and fulfilling, so we could concentrate more on what we love… designing. Also, we are fortunate to have a number of fabulous licensing partners – American Greetings, Kodak, Tiny Prints, a great book publisher, a couture chocolate company, a high-end electronics manufacturer, etc. who have helped to expand the reach of our designs beyond the world of cards and invitations.

How do you “test” a product before offering it to retailers?
We love our reps, and often run new product ideas and designs by them before offering them to our retailers. Most of our reps have been in this business for 20+ years, and are eager to help and give their feedback.

How has your licensing partnership with American Greetings changed your wholesale business?
Our licensing partnership with American Greetings has brought our fashion-forward designs to the world of Target, which was really exciting for us. In addition to greeting cards, they have also produced gift bags and wrapping paper with our designs.

Do you exhibit at the Stationery Show? Why or why not?
This year will be our 10^th year exhibiting at the Stationery Show in NYC. We absolutely love the Show and seeing all of our “industry friends” from year to year. From the wonderful retailers and buyers to all of the other creative manufacturers, I am so thankful to be a part of such a wonderfully friendly, inspiring industry.

How has a celebrity following and press helped your business?
I started my company as a celebrity event planner looking for unique invitations, and I am fortunate that after 10 years in business, I am still able to service the amazing men and women that I worked with years ago on their own special events. The press we have received has been wonderful for my business as well. When I first started out and was “knocking on doors” from retail store to retail store (7 months pregnant), with a copy of New York Magazine and “O” The Oprah Magazine featuring our designs. it helped my business immensely. The press justified to the retailers that there was a need for my fashionable designs in the market, and that customers were searching for retail stores to buy the designs. (Note: This was before customers bought their paper goods online.

Bridget Hobson of Quiplip: I accidentally started a greeting card company.

January 22, 2013 by Ecka & Pecka1 comment

This is Bridget. Pretty sure she doesn’t graffiti.

Why did you start a greeting card company?
Ha! I ask myself this question every day.
I’ve been making cards since I was a kid. I sent “homemade” Christmas cards every year to friends and family for close to 10 years. Looking back they were all pretty weird, but for some reason everyone wanted one. It kinda became a thing. And after everyone was done making fun of me I thought maybe one day I’d get the last laugh.
Low and behold I accidentally started a greeting card company years later. I could never find a card I liked and I figured others might feel the same way, so I penned a line that was multiple choice & fill-in-the-blank. You could choose whether or not you wanted it to read sarcastic or sincere. Friends prodded me to show the line to some local stores in San Francisco and they all surprisingly decided to carry them. After a couple months Ted Frankel of Paper Boy in Chicago found the cards while visiting SF and looked me up in the phone book. He wanted to carry the line in his stores. When we met up he told me to go to the Stationery Show and the rest is history.

What did the industry look like when you began the company in 2001?
I had no clue what I was doing when I started. I still really don’t. Looking back it seemed like there was a lot more competition. The Stationery Show was three times bigger than it is today. For the most part it’s the same, only now I don’t take it as seriously.

How long did it take until you were employed full-time by Quiplip?
It took me about 2 years before I was full-time. I was lucky to be able to freelance as a copywriter in advertising to pay the bills.

Have you reached all your goals for the company? If not, what’s next?
I feel pretty blessed to still be in the business after 11 years. I’d like to continue doing this for as long as I can. My only goals are to get the cards in the hands of anyone that would like them and to never have to work for “the man” again.

How do you keep the content of your cards fresh? Are there any styles that have stood the test of time?
I never want to put something out there that’s already been done. What’s the point?
Every one of my lines has a certain group that seems to stand the test of time. People are still, thankfully, ordering cards from my first line after 11 years.

What is the best thing about being self-employed? What is the worst?
Best part is that I can play hooky and no one cares. Worst part is I can play hooky and no one cares. It kinda takes the fun out of playing hooky.

Are you funnier on paper or in person?
Depends on who you ask and how many drinks I’ve had.
It’s always easier to be funny when you have time to craft what you’d like to say.

If you could change something about the stationery industry what would it be?
I’d make every store that doesn’t carry small; independent lines carry small, independent lines.
Then I’d make Wilco play at every trade show. The union guys at Javits would set-up our booths for free. We’d all get massages. And there would be open bars at the end of every aisle. I’d go on, but I think everyone gets the gist.

Give us three things that never disappoint you.
My pillow
A good day of surfing
Laughter
Unicorns
Sorry that’s four.

Emmie Hsu of Fomato Cards: I’d like everyone to be happy.

December 5, 2012 by Ecka & Pecka Leave a Comment

This is Emmie.

Tell us what you do.
Inspect/pack/ship, pre-press and web files, maintain the online stores, bookkeeping, merchant processing, tax evasion (just kidding)(kind of)(no really, just kidding), communicate with reps and buyers, customer service/e-mails, research/write/draw, eat potato chips, order supplies, check inventory, opiates.

Where is your office/studio located? Is it a home office? Other space?
It’s a home office in a suburb of LA called Rowland Heights. Rowland Heights is 60% Asian, so it’s full of delicious Asian eateries, ladies that I mistake for my mom, and impressively sketchy international home-based businesses sprinkled throughout the neighborhood. It’s a nice place to be if you want to practice your Mandarin without feeling bad about sucking at it. And if you want to run an impressively sketchy international home-based business in your neighborhood.

Do you ever have a creative block? What do you do about it?
I don’t. I think most people actually don’t – maybe sometimes they’re not in the mood to push a giant creative and/or technical stone up a steep hill (and have it possibly reverse and flatten them), but that’s different from having a block or no ideas.

If I’m feeling uninspired by a card, I switch to a different one. I usually have a bunch open at the same time – I work on each a bit, then revisit them a week or so later. Some cards take several months or a few years, and go through various versions. I have about 500 card files that I’m slowwwly revising and researching. Hm – now that I’m re-reading this last sentence, I see I should probably work a little faster. So to answer your question, I don’t have creative blocks but I do think I need to take speed or something.

What do you with criticism of your product and/or business?
First I cry for a little bit, then I punch somebody, and then I eat cookies.

I like criticism – it’s helpful. I file it away and use it if I can. You can’t please everyone, though, so I usually stick with what makes the most sense to me. And since I’m crazy . . .

What part of your personality is reflected in your product?
This is cheesy, but I’ve always wanted world peace. I know greeting cards don’t really scream world peace, but on a basic level I’d like everyone to be happy and to be good to each other. I know life can be shockingly tough, so I’m not ignoring this, but I try to focus on what makes us similar, or what we can all relate to. You know, like being rich and famous.

Follow the link. The card is funny on all sides.

If you could change something about the stationery industry what would it be?
I’d like to request sexy dancing gigolos at all USPS® post offices and UPS® Stores, Customer Centers, Drop Boxes, Alliance Locations, Authorized Shipping Outlets and Authorized Service Providers. I visit these places every day, and I think they might like to show their appreciation by hosting a daily sequined gyrating extravaganza on their counter tops.

With all due respect to retailers, I’d also like to figure out a way to protect manufacturers from absorbing the losses when retail businesses close or don’t pay. I understand that bad debt is part of the industry, but every now and then I wish I had a large beefy mean dangerous cousin who could help me with collections.

What do you wish retailers knew about your company that they don’t?
I admire their talent for creating a beautiful and inviting space. I don’t have this talent myself (I once lived in a huge apartment with bare walls, and never did any decorating. I think I Scotch-taped two postcards to the wall). I also love the buyers I work with – very amiable, cool people.

I can’t think of anything that would answer your question accurately. Hm . . . maybe that I’d like to draw differently? I love watercolors, and used those until I developed tendinitis. I hope to switch to a more watercolor-y, natural media look sometime. That said, I’m grateful I can still draw, and I’m fortunate to have this job. Back in high school, when I’d drag myself out of bed on freezing winter mornings (and do 100 push-ups – no kidding; I told you I was crazy), I’d think, I hate getting up early; I can’t believe I have to wake up early every weekday for the rest of my life! Long story short, I can now fall out of bed at noon if I like. I feel extremely lucky.

Sue Buchta of Papyrus / Recycled Paper Greetings: Connecting Products and People

December 3, 2012 by Ecka & Pecka Leave a Comment

Tell us about your position with Papyrus / Recycled Paper Greetings (RPG).
I joined Papyrus-Recycled Greetings, Inc. in June 2010 as President. It’s been an amazing opportunity and I’ve enjoyed every minute of it.

This is Sue.

How long have you been in the industry?
I joined American Greetings in March of 2002, so… almost 11 years. I’ve been making and sending cards and giving gifts for as long as I can remember, though…

What led you to the industry?
I was very fortunate to work at Rubbermaid Home Products in the 90’s and met some incredible people there. Not long after the acquisition of Rubbermaid by Newell, many of my trusted friends and colleagues left the company and landed all over the consumer products industry. One of them landed at American Greetings, gave me a call in late 2001 and the rest is history.

Give us three words that describe the rewards of the position.
I can do it in just one: people. The most rewarding thing about my job is the people I meet and get to work with. Whether it’s an artist partner, vendor, retailer, industry colleague or one of the many talented associates of Papyrus-Recycled Greetings, watching a person grow, develop, create something amazing and enjoy success is pretty cool. To think that I may have helped them in some way along their path is even better. Having access to free Recycled Paper Greetings and Papyrus product is also not a bad thing.

What is the most challenging part of your current position?
Leveraging the scale and opportunities that being a subsidiary of American Greetings can provide while maintaining the uniqueness and independent spirit of our brands. It’s a balancing act I do every day.

Bella Pilar

Who are the top three licensed brands/artists/designers currently in the Papyrus collection?
Much of the design in the Papyrus line is done with in house talent, but we do have some very special artist partners who bring their own unique look – Bella Pilar, Brenda Walton and Christopher Vine are three of the most prolific.

What is your mission for the Papyrus brand?
To be the preeminent, premium social expressions brand in the industry.

Who are the top three licensed brands/artists/designers currently in the RPG collection?
100% of the RPG line is designed and written by amazing, incredibly talented independent artists. They are all important to our mission and vision for RPG!

What is your mission for the RPG brand?
To be the undisputed leader in Alternative social expressions content.

How do the two brands fit into the industry?
Perfectly! Actually, we have very unique positioning in the industry in that both brands, depending on our retail partner, can be either a primary vendor – meaning that retailer carries a full program from us and no other or very little of any other company’s products, or can play the role of a more niche, differentiated supplier alongside a larger vendor such as Hallmark or American Greetings. It gives us a lot of options for distribution. Both brands have very unique positioning relative to other card and social expressions companies.

Where can consumers find the products at retail?
For the best selection of all things Papyrus, visit a Papyrus retail store near you, or visit www.papyrusonline.com to browse and buy online. Papyrus can also be found in select mass, drug and grocery retailers and fine card & gift shops across the US.

For the best selection of Recycled Paper Greetings products, visit your local Target store. RPG products can also be found in other mass retailers, drug, grocery and card & gift shops.

RPG has recently pursued and attracted many new licensees from the indie market.
Why the sudden push?
When I joined the company over 2 years ago, I heard a lot of feedback from retail buyers that the RPG line was stale. We quickly did some industry and consumer research to find out where the brand was in comparison to competition and in the minds of consumers. We discovered a critical need to define and breathe new life into the vision and mission for this brand, and a huge part of that has been finding new artists that provide new design, color, voice and appeal for our target consumers.

Should independent retailers feel threatened if a card in their store also appears in Target?
I won’t say I don’t understand the threat… but I think the independent retailers have a huge advantage if they can create the right environment and offer the right product assortment (not just cards) and services to their customers. I believe they will always be the destination for greeting cards, where mass retailers are more convenience. Some of our best, highest volume retailers are independents who have remained relevant, savvy and true to their own mission.

Do you believe this is a stumbling block for licensed brands/artists/designers that have product in both markets?
It doesn’t have to be. You have to find the right partner. RPG’s artists all retain the ability to sell their cards to the independent market on their own should they choose to. Many of our artist partners will create unique designs or programs for us, that we leverage in mass and independents, and continue to differentiate what they do for the independent market that they sell to directly. I hope what we represent for an artist is the ability to grow their revenue through new distribution that they may not otherwise have access to – but it’s not for everyone.

How do you feel about licensed brands/artists/designers appearing in both channels?
It’s inevitable, it happens across so many consumer product categories and industries. The independent retail market is such a great incubator for new products and ideas, it’s natural for the mass retailers to take notice and want to leverage the opportunity. I’ve seen it through my entire career. I realize this puts indies in a challenging space, where they are forced to constantly innovate and stay new, different and relevant – but I believe that’s true for any business to remain competitive.

Who are licensed brands/artists/designers that you have recently signed that you are really excited about?
No fair! Honestly, I get excited about every new artist we sign, whether they have 3 cards we are considering or 300. RPG is such an eclectic mix and every card plays a part in the brand story. With an average retail footprint of 12 feet, every card matters. Lately I have had to be prepared with waterproof mascara when I review Old Tom Foolery and Sapling Press cards – when I laugh really hard my eyes water.

Old Tom Foolery

dear mary holiday box of 6. letterpress card

Sapling Press

What is the royalty range licensed brands/artists/designers expect from Papyrus/RPG?
Hmm…secret sauce territory. I would say we are very competitive and that our terms and royalties are very artist friendly.

Do you ever go above the range? Why or why not?
There are lots of ways to be creative about the terms and deal structure that go beyond royalty rates. We can get very creative when there is a property that has demonstrated market success, wants to be partners with us exclusively or when an artist’s work brings something new and strong to the line that supports our brand position. We are also big on rewarding our artist partners who have been with us like family – for years and years and years…you get the idea – long term partnerships mean a lot to us.

What are the potential royalties a licensed brand/artist/designer can expect to make in a year?
That depends on a number of factors: how many cards are in the line, how broad of distribution do the cards have, how successful they are – it can range from the low thousands to… well, we have no ceiling.

Do you test a product before going to market? If yes, what is the system?
Yes. nearly all of our cards are consumer tested, live in market across several retailers before they officially become a part of the line. We are in secret sauce territory again, but I can tell you we have a best in class consumer products testing methodology.

Is there a limit to the number of designs a licensed brands/artists/designers have in a collection at a particular time?
No – placement is based on productivity.

What is missing from the market? What do you want to see more of from licensed brands/artists/designers?
I don’t think it’s missing, but I’d like to see more clever, funny, intellectual and unexpected humor that doesn’t offend and create challenges for us with our retail partners who have corporate ethics and taste guidelines that are important to them. While risqué product sells well for us, it’s not for everyone or every retailer.

What would you change about the stationery industry?
I would like to see a revival of the card & gift channel and destination card/social expressions retail format. I’m not sure it’s realistic given shopping patterns and consumer preferences, but I think it’s the best way to merchandise and sell social expressions, and gives consumers the best experience.

Are you a member of the Greeting Card Association? Why or why not?
Absolutely. I think it is truly a reflection of the kind of people who work in our industry that you can have so many publishers, artists and vendors who compete for business on a regular basis but care about the industry so much that they put all that aside to join forces and work on behalf of the industry as a whole. We’re not the only industry that has this kind of organization…but this is one kind, passionate, dedicated group. I have learned so much from my fellow GCA members – the relationships and friendships I’ve made through the GCA have benefitted me significantly.

Do you attend the Stationery Show?
I have only missed one stationery show in the 11 years I’ve been in the industry – I was on maternity leave with my youngest daughter. I don’t blame her that was poor planning on my part.

Is your passion for cards, stationery, your job or the industry? Or something else drives you?
Since I entered the world of consumer products my passion has been connecting products and people. I think there is nothing better than believing that you can make a difference in someone’s life – touch their life – in some small way with a product. Powerful stuff.

Give us five random facts about you.
I have an unnatural fear of murky water. If I can’t see through it, I’m not in it.
I have 9 siblings – 4 brothers, 5 sisters.
I think my 97 year old grandfather is the coolest person in the world.
I met my husband when I was 15 – yikes! Next year is our 20^th wedding anniversary. I have kept every letter and greeting card he’s ever given me.
Someday I’d like to open up a bakery with my sisters. We already have a business plan but we need investors.

Alan Friedman of Great Arrow Graphics: Fully Filling a Niche in the Marketplace

November 7, 2012 by Ecka & Pecka Leave a Comment

This is Alan. He is almost always wearing a hat.

Tell us what you do.
I am the president of Great Arrow Graphics. With the help of some very talented designers and craftspeople, I have been producing and marketing a line of hand silkscreened greeting cards since 1984.

How has your role changed over the years?
In our early years, I was responsible for virtually all aspects of the business… the designs, the silkscreen shop, working with sales reps and accounts. As we grew in size, we had the ability to bring in new people and new energy. Many of these folks brought skills to the work that I didn’t have. They also brought new design directions to the line allowing our cards to perform better than they did when I was the sole creative. Through the drive and initiative of our staff I’ve been able to take the initiative to step away from some management tasks over the years and spend more time on creative projects outside of the office. This has been good for me and good for Great Arrow, I think.

What is key to business longevity?
Having a niche in the marketplace, understanding it fully and filling it completely. Good luck is very helpful too.

Why was it important to you to produce the cards by screenprinting?
We began using silkscreen process to produce our cards because that is what I knew how to do. I was a printmaking major in college and helped to establish a silkscreen studio afterwards. We produced posters and t-shirts before trying our hand at a small collection of art greeting cards. The velvety matte finish of the ink was striking and stood out in a sea of offset lithography. It was also hard enough that hardly anyone was doing it. In a marketplace where a couple of thousand publishers were competing for the small amount of rack space not filled by the few largest companies, the unique look and feel was a helpful leg up. Today there are far less companies and even fewer rack pockets. The need to be unique is as important now as ever. Silkscreen printing has given us this edge.

What was the industry like when you began your company and how has it changed?
It was exciting and growing. New companies could come to market with an idea, a little bit of cash and a very small offering of product. We made “alternative cards”, an alternative to the mainstream products of the few giant companies that had been the only choice before us. There was a need for different expression – cards that recognized gay lifestyles, risqué humor, art cards that would not work in chain drugstores. The retail landscape was filled with small card and gift stores that represented a hundred lines. Booksellers and museum shops got on the bandwagon too. The retail landscape has changed greatly since those days. The number of independent shops and smaller chain retailers have declined in number over the last decade making the stakes of entry harder and more expensive for a new company. For an established company, finding paths for business growth in a smaller market for greeting cards – retaining profitability and an opportunity for employee salaries to increase is a compelling challenge in today’s market.

What was the turning point for your company?
I ran out of ideas in the mid 1990s. 8^) Not really, but I realized about this time that the pressure for new designs was outpacing my ability to crank them out. Working with outside artists allowed us to meet these demands while at the same time adding diversity to our product line. We started to grow rapidly… making Inc. Magazine’s list of the 100 fastest growing inner city companies in the US in 2001.

Great Arrow works with over 70 artists. How does that partnership work?
It works wonderfully for us and I think it is a satisfying relationship for our designers as well. All artists are paid a royalty based on the sales of their cards. In addition to the money, the chance to have their art produced beautifully in an American made, design-driven product is exciting for an artist. Since our company is run by artists, we speak the same language as our contributors and we try to be thoughtful and responsive to their concerns as content providers.

When did you join the Greeting Card Association and why did you join?
We had participated in the Greeting Card Association Louie Awards since the first event 25 years ago but it took a decade for us to join the Association. It was partly the prodding of industry friends and partly a sense of responsibility we felt to help build the party we were enjoying as attendees that convinced us to join. After signing up, we sat on the sidelines and watched for quite a few years before attending our first convention. That got us hooked. We have participated in a leadership role since that time.

What do you enjoy most about business (no arty stuff)?
I love the independence. In the beginning, it was the freedom to throw myself head over heels into something of my own choosing. This has morphed a little over time. Now I love having the freedom to explore new directions and work on projects that I would never have had the time for if I didn’t have the support of my staff, who’ve thrown themselves head over heels into an enterprise they find worthwhile.

Who has been a mentor for you in the industry?
Hard to pin this down to one person. I had a wonderful relationship with our first sales representative… a guy named Ken Wardrip who was a respiratory therapist from Kentucky turned card industry guru in New York City. He took our line on when we had six cards and placed them in a bunch of stores in the city. After six months it got kind of quiet on the order front so I called him to see how it was going. He asked if we were thinking of designing some additional cards? Subtle, but effective direction! He was born to be a salesman… an amazing communicator. His stores loved him and we learned a tremendous amount in our early years from his sense of how to strike a balance between business and people and fun. He remained our NYC rep and until he died from AIDS in the early 1990s. Many people have provided insight to us over the years.

Recently I had the chance to mentor a young company as they prepared for their first Stationery Show. Joel and Lauren from Old Tom Foolery were incredibly sharp and focused in their questions. Trying to think through and articulate good answers was some of the best business exercise I’ve had in many years. I think I learned as much from the process as they did. It’s been thrilling to watch them take the ball and run with it as their success has grown. You’re never mature enough a business to know it all. A great mentor relationship is a two way street.

Daniel Collier of daniel*richards: A One-Stop Shop for Retailers

October 29, 2012 by Ecka & Pecka Leave a Comment

Tell us what you do.
I own and operate a multiple line regional gift and stationery rep company. The daniel*richards group is based out of Atlanta.

Why would a retailer visit your Showroom?
A retailer would visit daniel*richards if they had a passion for produce ranging from great greeting card lines to upscale candles.

What would you change about the stationery industry?
The desire for manufacturers to print digital. The quality is not the same as off set printing. The end consumer is not interested in digital printing.

Has your company reached all of its goals? If no, what’s next?
Of course not, daniel*richards goals are never reached. I think next you will see us go into store front/retail.

What do you wish retailers knew about your company that they don’t?
The amount of effort that goes into prepping and preparing for the gift shows and the money a road rep puts into working a regional territory.

Who has taught you the most about the stationery industry?
So many….from my days at DTR to working for and with Inviting Company.

What does your ideal version of your company look like?
A one-stop shop for retailers and low to no rep turnover.

Do you have to have a competitive spirit to be a rep?
Absolutely, the best reps are always driven to be number one.

What is YOUR favorite line at the moment?
Rifle Paper Co

What are the hottest lines in the stationery industry at the moment?
Rifle Paper Co., Sugar Paper, Mr. Boddington Press and 1Canoe2

Claudia Smith of Fig. 2: “At least I’m not boring!”

October 25, 2012 by Ecka & Pecka Leave a Comment

This is Claudia.

Tell us what you do.
CS: I’m the designer and owner of Fig. 2. I design fun cards, wedding invitations, and gift wrap. I also do a number of graphic design related projects throughout the year that keep me on my toes.

Is stationery your passion?
CS: Anything design related is what I gravitate towards. Stationery is probably my favorite though.

Who helped you start your business?
CS: I got into stationery after connecting with a Hitched Salon, a local boutique in DC who asked me to put together a wedding collection. They were very supportive and really made me realize the potential my ideas had.

Do you ever have a creative block? What do you do about it?
CS: I do, but it’s more prominent when I am working on a client project and not designing something for my collection. When I do, procrastinating seems to help. I know it sounds crazy, but I work well under pressure. Sometimes all I have to do is pay close attention to what someone is saying and that often times sparks something in my head and I end up applying it to the design. Works like a charm!

What do you with criticism of your product and/or business?
CS: Depends what it is. I try to take criticism constructively and use it to learn and improve products and the business overall. I’ve been lucky to work with many retailers who I’ve established a good relationship with. I certainly work hard because at the end of the day what works for them, works for me. I can’t sell my products without their support, so before launching new items, I really do my research.

What part of your personality is reflected in your product?
CS: My husband seems to think I can be a bit dramatic… then again he didn’t have sisters growing up! When he thinks I’m being dramatic, I always say, “At least I’m not boring!”. I definitely don’t think my products are boring. Neon + confetti? What’s boring about that? I love color and it definitely shows!

What does your ideal version of your company look like?
CS: Ideal version would have a super duper organized studio with everything in one place instead of things in different places. I work from home, and right now one of our guest rooms houses inventory we can’t fit in the studio along with all my booth set-up items for the National Stationery Show (carpet tile, tables, shelves, lighting). I also wish I had the resource to hire my studio manager full time. She’s a tremendous asset!

Has your company reached all of its goals? If no, what’s next?
CS: I don’t think a successful company ever really reaches all of its goals. Successful companies are constantly evolving and growing while keeping their customers happy. I would say that so far I’ve reached some important milestones which makes me proud.

Name three companies that you admire in the stationery industry?
CS: I hate to say it but there are too many to choose from! Everyone brings something different to the industry. Some of my friends and colleagues have made it a priority to give back to their communities- both the stationery community and the communities they live in. Others have tremendous business sense that I admire and have learned so much from. And of course, so many have extraordinary talents and artistic abilities that keep me motivated. My list would be way longer than three!

What would you change about the stationery industry?
CS: I wish the larger retailers would remember what is was like to be a small business. Many of us are one, maybe two people shops so we wear lots of hats. We do the research, we create, we sell, we market, we network, we are the business, so discounting our wholesale prices can be tough. That said, I am forever grateful to the small independent shops that support Fig. 2. I have some of the most amazing relationships with them and I feel a lot of it is because they understand what it’s like to be small and independent.

What is your current best seller?

CS: We have a variety of products, but the gift wrap and dip-dye monogram cards have done really well. The gift wrap is fresh, fun, and festive and the monogram dip dye cards are different. Dip dye and gold foil seem to be a perfect combination!