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Bpma Annual Member Survey Report – June 2009

The bpma has received the highest level of responses from its members than in any other year.  Retaining customers and increasing profits remain high on members concerns list as does turning more quotes into orders. (The chart below illustrates this – in points scored – highest being the most concern)

 

The largest segment of our members have under 5 employees 41% of those surveyed, in fact 61% if its less than 10.

47% of members operate a two tier price policy, whilst 40% are strictly trade only and just 13% present a one price.

Promotions Buyer is still seen as the main magazine read by the members with 22% of those surveyed.  Regarding those that buy from overseas, Europe is seen as increasing source where China used to be so dominant.  Time and time again in the survey, there are clear indications of a clearly defined industry strategy for supplier channels to be more transparent. There are requirements for an industry rating system and the bpma already has plans to develop industry benchmarking.  Our plans include formalizing a regional development plan which will involve supplier and distributor roundtable forums.

Being part of an accredited trade organisation and keeping in touch is still seen as the main reason why people join the bpma as well as it being important for the industry.

Trade Only and Sourcing City dominate the sourcing communities, and the Trade Only National show is clearly a favourite with members.

24% of those surveyed were also members of Promota and there is a desire among some for a single trade body that represents the whole industry with clear segmentation for the channels.

Members use the bpma logo in a number of areas, notably on the website 26% and stationery 29% , however an increasing amount are using it on email signatures, in adverts and business cards.

An opportunity to engage in round table discussions and  regional dinners was an area of particular interest which concurs with the success of our Patrons dinner and plans to extend around the UK in the forthcoming year.   Over half (54%) expressed interest in a nationwide conference particularly focussed on distributors but maybe supported by suppliers. It is also clear that events that allow members to meet more frequently are important.  Socially, members selected golf as a great networking event and this scored well, however there was interest to revist the Dragon Boat event and consider 5 a side football.

The bpma offers a range of member discounts and it’s clear that members value Sourcing City, Trade Only Search, The Trade Only show discount and End User show discounts that the bpma offers it members. However the ISO accreditation discount was also seen as a valuable benefit with 48% of members expressing interest in this area. Royal Mail and Parcel force at 65%. Other members expressed an interest in looking at a nationwide courier service, given there are so many different rates across the industry.  This is something the bpma is already looking at providing for members.

34% of members said they would be interested specifically in lead generation on sales lead seminars, and while education will not be on everyone’s requirements, many members believe in the importance and value of this.

Surprisingly 83% of those surveyed suggested they do not have problems recruiting staff.  Historically this was an issue.  The bpma website is a centre for industry recruitment and over the years a number of jobs have been used. 

Research is something that the bpma have taken very seriously and will continue to invest more in this area, ideally with other major players in the industry.  However, almost three quarters of members are not aware of this and not making use of it.