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7 5 4 9 1 • 11th volume • monthly publication • 07 / 2017 • HOSTS OF THE EROTIX AWARD s 2017 • strictly for adults only Official media cooperation partner CONTENT Ann Summers and Pornhub work together to bring us a new product line. Ray Hayes, Vice President of Trade Sales at Ann Summers, tells us more. 078 084 Is there a future for the traditional Angela Lieben, Marketing and PR supply chain? One of many questions Manager of sex furniture producer EAN discuss with PLAYROOM Liberator, presents the company’s General Manager Robert Strzelecki. strategy for Europe. 100 080 We interview Michael Pahl, founder, 148 product developer, 094 and electronic engineer at FUN FACTORY, to learn We spoke with OiVita’s more about Marketing Manager Andrea BATTERY+. Martinez about the artificial intelligence of the Ovibe. 152 108 Jane Welsh explains how Je Joue Lucy Litwack has taken over the utilise information from market Fair trade is important in all markets - luxury brand Coco de Mer. We talk research to optimise their own even in the condom segment, says about the management buy-out in products. Marco Gehlken, head of marketing our EAN interview. and sales at CPR. 04 www.ean-online.com • 07/2017 EAN_07-17_04-05_Inhalt_EAN_00-16_00-00_Redaktion 07.07.17 10:55 Seite 2 CONTENT News: International Business News 06 Feature: Is the retail trade giving up its unique strengths? 56 Feature: Brian Gray's 'Marketing Matters' 60 Feature: DUSEDO is expanding 70 Interview: Robert Strzelecki (PLAYROOM) 78 Interview: Ray Hayes (Ann Summers) 80 Interview: Angela Lieben (Liberator) 84 Downunder Bliss is Downunder Toys‘ Interview: 090 first foray into the mass market. Founder Michael Pahl (Fun Factory) JD Ryan tells us more about the 100 up-and-coming company. Interview: Lucy Litwack (Coco de Mer) 108 Klaus Pedersen and Pavel Zalevskiy talk Interview: about the collabora- Chad Braverman (Doc Johnson) tion of producers and 112 distributors, and Interview: about the birth of a Jamie Jandler (Emojibator) new product cate- 114 gory: 'Penis Fitness' Interview: Oscar Heijnen (SHOTS) 118 128 Interview: Stephen Guilhem (Le Tag Parfait) 138 Interview: Andre Visser (EDC Wholesale) 144 Interview: Lothar Schwier (Novum Märkte GmbH) 156 Monthly Mayhem: 160 The international b2b trade Highstreet: fair for the erotic industry 162 Hannover Messe Halle 27 D 30539 Hanover Germany EAN Calendar: October 11-13, 2017 170 www.erofame.eu NEWS Rocks Off presents new recruits letter from the editor Dear Ladies and Gentlemen Three new team members The traditional supply chain in the Kettering, England - Rocks Off has hired new staff. Sham Galoria and Jane Levy join the adult industry is breaking apart. The Rocks Off team in sales, both are from outside of the adult industry and “are already intricate network of producers, who create the products, wholesalers and working very well in delivering and understanding our customers’ requirements and distributors, who get these products expectations”, the company said. to the trade, and retailers, who sell them to the consumers, still plays an important role, and will continue to do so in the foreseeable future, but it has been chipped away at throug- hout the past years. The reasons for this development, as well as the ac- companying effects – advantageous for some, disadvantageous for others – have been the subject of exhaustive discussion. The comment that the same development has occurred in other markets as well may not pro- vide a satisfactory explanation for this change, but it is true nonetheless, with supermarkets serving as a sig- nificant example. Just look at how many store brands you can find on their shelves, i.e. brands that are owned by a supermarket chain and are only available there. It is not un- common that these products are quite similar to brand products in terms of look and packaging. For in- stance, if you think about hazelnut spread, the first product that will come to many Europeans’ mind is a famous spread from Ferrero. Howe- ver, if you look at the shelves of your Sham Galoria, Emma Owen and Jane Levy local discount store, you will see si- milar-looking products in various price killed in presentation, account management king with you all. I have a great passion for and quality categories. Supermarkets and new business development, Sham and food, wine and travelling.” Jane Levy use such store brands to beef up S their range, and because they offer Jane will be at ANME in July this year and are ([email protected]): “I have just joined the products you can’t get anywhere looking forward to seeing everyone on booth L team at Rocks Off and I am looking forward to else, it puts them in an advantageous position when it comes to pricing, 3 and L4 to present the new ranges. Emma working with you all and getting to meet some and it also helps with generating cus- Owen is the Social Media and Marketing Exe- of you at the Shows. I have been working in tomer retention. Another reason for cutive who will be looking to work proactively Business 2 Business Sales for a while now and carrying such private brands is that you achieve a certain level of inde- both externally and internally to promote the find the whole process of providing great pendence from brands, not to men- Rocks off Brand and ranges. Emma is an award customer service very rewarding, and hope to tion that they ensure greater profit margins for the seller while still main- winning social media and YouTube content ma- continue to provide this to yourselves. I love taining a price-quality ratio that is in- nager, with a strong understanding of digital everything 1950’s and my passion is my 1955 teresting to the consumers. So, is marketing. Sham Galoria (sham@rocks- Ford Prefect.” Emma Owen what is happening in the adult market right now the same thing that has off.com): “I’m delighted to have been given the ([email protected]): “BA(Hons) Marketing been happening in food retailing for opportunity to join such a fantastic company, graduate and award winning Social Media several years? Of course, this is not an apples-to-apples comparison, but which is forever moving forward and expanding. Executive. Previously specialising in Social it is still an interesting parallel, and it Before joining the team, I spent several years as Media and Facebook Advertising in the might provide some food for thought. Events and Hospitality Manager. I love meeting Automotive industry and Education sector I’m That's it for this month! new people on a daily basis and developing re- now implementing similar strategies here at Matthias Poehl lationships, I look forward to meeting and wor- Rocks Off. I love to watch and play tennis.” 06 www.ean-online.com • 07/2017 NEWS ‘Breakfast in Bed’ with Wicked Sensual Care Scala Playhouse Almere, The Netherlands - The Wicked Sensual Care collection at Scala Playhouse offers a great choice in flavored, kissable lubricants. What makes the range stand out is the unusual flavor profiles users can sample. his includes some fruity notes like Cherry into an indulgent TCordial, but also more indulgent, sweet options aroma that truly spoils like Candy Apple and Salted Caramel. However, if the senses; giving a retailers really want to give their consumers an very exciting new unforgettable oral experience, advice them to mix meaning to ‘breakfast and match the Wicked Sensual Care flavored in bed’. Who wants lubricants in one, amazing tasting session… One of just an ordinary cup Scala's favorite options is combining the Mocha Java of coffee and a and Cinnamon Bun lubricants during a session of cinnamon bun, when you can savour these intimate play - early in the morning. The rich coffee flavorsome delights – without the calories - flavor and sugary, cinnamon goodness mix perfectly during oral pleasure? B Swish reveals the Bthrilled Classic Los Angeles, USA Boutique brand B Swish reveals the brand new Bthrilled Classic, a powerful wand massager which joins B Swish’s Classic Line. According to the manufacturer, the Bthrilled Classic sets itself apart from other wand massagers by providing the rumbly vibrations of a full-sized wand in a modern and compact design. The Bthrilled Classic’s head is wrapped in body-safe silicone, the neck is flexible and the entire wand is waterproof. All 5 functions are controlled via a click button, conveniently backlit for night time play and power comes from 4 x AAA batteries. The Bthrilled Classic has a MAP of $39.99 and as a member of B Swish’s Classic Line of personal massagers arrives in sleek packaging with travel pouch and is available in 3 colors, including Black, Rose and Jade. 07 NEWS CalExotics presents two new Luxe vibrators Luxe Wand & Luxee Rabbit Ontario, USA - CalExotics adds two new styles to its most techno- logically advanced collection Luxe. The technology within Luxe responds to the body’s touch, the deeper the thrust, the stronger the power. he original Luxe is a traditional vibrator, with a suction cup base that can be secured to a flat surface or used in a harness. The new sty- T les are available in two classic shapes, a wand and rabbit. The Luxe Wand features a sensual curve, while the Luxe Rabbit features dual motors with a slight curve and an enticing bunny for total satisfaction. All Luxe pro- The new styles are ducts are made of body-safe silicone and feature ultra sensitive touch sen- available in two classic shapes, a wand and rabbit sors that stay active under wet or dry conditions. The sensors are strategi- cally placed to provide power for both shallow and deep penetration.
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