BES Blog

This month I had the pleasure of meeting Robert Craven, one of my favourite British business experts. My businesses have benefitted greatly from using the advice in his no nonsense, down to earth books: Bright Marketing and Customer is King. Having seen him speak previously I was keen to invite him to talk at this years Giftware Association Members Day. To my delight he kindly accepted.

Here are the highlights of his talk entitled: 10 things to do in the next 10 days.

1. The number one thing holding you back in your business is YOU.

In a survey of successful millionaire business people the most common thread found was that they held themselves accountable for their successes and failures. Those in the 'wannabe millionaires' club tend to blame everything and everyone else: "The banks won't lend, I don't have the time, my staff are rubbish, etc." Acknowledge that it is up to you to make things happen and do it.

2. Increase your prices.

Ditch the customers who come to you because of price and focus on your relationship with your loyal customers. Lowering your prices is insanity when your competitors can match them. There are various ways of increasing your prices that Robert goes into in his books along with the effects that need to be considered. A simple example given though is: Increase your price by 10% and (with a 30% gross margin) you can afford to lose 25% of your sales volume to make the same profit. Decrease your prices by 10% and (at 30% gross margin) you will need to sell another 50% in volume to make the same money. That means working Saturday and Sunday on top of your five day week to make the same profit.

3. Decrease your Direct Costs

If you cut your costs you'll increase your profits. This may sound obvious, but so many businesses forget to go back to their suppliers as they grow and ask them to sharpen their pencils for a better price. Build this into your annual routine and do it every year.

4. Be remarkable

The more remarkable you are the more people will make remarks about you and the more testimonials and referrals you will get. Interestingly around 74% of people don't trust advertising and 78% trust recommendations from friends and colleagues. Being remarkable means you can cut your direct advertising costs and boost sales by referrals!

5. Sort your Proposition

What is your offering to customers? What do you sell and why should they buy it from you? Make sure all of your staff know it too!

6. Talk, Ask, Close

Communicate with your customers, ask lots of questions, understand their needs. Close the sale. Robert currently challenges managing directors he works with to do 60 meetings in 6 weeks with customers to improve the offering and do more business. Those that take part in this have been reporting large increases in sales.

7. More customers, buy more, buy more often

There are only 3 ways to improve sales. Find more customers, get customers to buy more and get them to buy more often. Work on increasing each of these metrics by 5% and the compound effect on profits is substantial. The other thing to keep an eye on is stopping customers leaving you. Make sure customers don't leave you because they think you just don't care.

8. Collect your Money Faster, Write Cheques Slower

Cash is king and to avoid having cash flow issues you need to get the money in fast and have good credit terms with suppliers.

9. Decide, disrupt. No DIY. Take Massive Action Now.

Get on with it. Change your status quo. Get help from an expert to take yourself to the next level. Do it now.

10. You fill this one in for yourself

....

Remember, don't pick one thing from this list or do them one at a time. Do all of them together simultaneously and watch the effects they have on your business as you gather momentum.

In summary, remember that we are often stand in our own way and are our own worst enemy for growing our profits. Make sure that you work ON and not IN your business. Charge sensible prices. Do it now with vision, leadership and focus.

Robert Craven works with ambitious directors of fast-growing businesses who feel that they could be doing even better. If you'd like to know more about him click here to visit www.robertcraven.co.uk

To find out more about future GA Events click here or to join the Giftware Association click here.

To find out what's new from Blue Eyed Sun click here.

Click here to watch Robert Craven speak on 10 things to do in the next 10 days or click play on the video below.

NB: Robert's talk really gets going around 2 mins 20 into the video so do scroll forward to that time.

Video streaming by Ustream

This blog post is adapted from an excellent talk recently given by retail expert Henri Davis at The GA's Members Day in Birmingham. Here are the highlights of what she said:

The current situation in retail is that consumers are governed by uncertainty. It's been this way since 2007 when Northern Rock's collapse triggered the current change in economic climate and could continue for some time yet. Customers are now cash and time poor and generally spending less (but more often) as a result. These days we are all re-evaluating what's important in our lives and making more discerning choices. We want things that are functional and useful, but are also drawn to the unique and remarkable.

Because of this the current retail market is one of extremes with discount stores like Card Factory at one end and upmarket luxury shops like Paperchase at the other. Anyone in standing in the middle ground without a defined niche is in the danger zone (as was seen with Clintons retail chain going into administration). Also, now more than ever, retailers have to be relevant to their consumers offering good value and excellent customer service as standard, no matter where they sit in the marketplace.

So how can retailers respond to this current climate? Well to start with businesses must have personality. Chains like Scribbler, for example, have been expanding during this period because their brand has personality, they sell cards that stand out from the mainstream and they offer a customer friendly experience. The personality of your brand must stay consistent across all your customer contact points from store fronts, staff and websites through to Twitter and Facebook. You must also know what your customers want from you now. To do this you have to engage with them. Most importantly, do not underestimate the power of 'new' for your business. New shows that your business is dynamic and forward thinking. It's also a great reason to engage your customers regularly. Typically Henri suggest retailers should introduce something new at least every 6-8 weeks.

Here are Henri's Top 10 ways retailers (and suppliers) can appeal to their customers

1. Notice what's going on around you.

2. Take advantage of the opportunities presented to you

3. Stand out from the crowd.

4. Refresh your offer often.

5. Communicate in ways appropriate to your customers.

6. Update your communications regularly.

7. Take calculated risks.

8. Be clear about your offer.

9. Be passionate about what you do.

10. Give customers a reason to business with you.

Henri Davis has 28 years retail experience having worked at Habitat, Next and WH Smiths before setting up on her own 10 years ago. If you are interested in learning more about her click here to visit www.henridavis.co.uk

To find out more about future GA Events click here or to join the Giftware Association click here.

To find out what's new from Blue Eyed Sun click here.

Click here to watch Henri Davis speak on Understanding Your Customer at the GA Members Day or click play on the video below.

NB: Henri only starts speaking 2 mins 30 into the video so do scroll forward to that time (the sound improves at that point too).

Video streaming by Ustream

It's been a busy week in the news for greetings cards. Sharon Little, Chief Executive of the Greetings Card Association, appeared on the BBC Breakfast News to discuss the 30% price increase in Royal Mail's stamps and Clinton Cards announced poor results.

With many retailers relying on card sales to bring core bread and butter revenue and footfall into their stores, the sharp increase in price of postage stamps is a concern. Will such a noticeable rise alter the card buying and sending habits of our card crazy country? We do love our cards in the UK and send an average of 31 greetings cards a year each. Our total annual spend on single cards in the UK is £1.39 billion which supports over 100,000 card related jobs. Christmas card sales raise over £50 million a year for charities too. Does this mean they too may lose even more, much needed, revenue in the coming years? Will e-cards and the internet take over and radically alter the card industry in the way that the internet has forever altered other sectors like book selling?

Well, when hysteria strikes it always helps to look at the facts first. So let's do the sums on this shock 30% price increase. If we each send 31 cards a year on average and we post them all using first class stamps we are currently spending £14.26 (31 x £0.46). Increasing the price to 60p each means we will be spending £18.60 instead. This is an annual spending increase of £4.34 to show our loved ones how much we care.

All age groups still love receiving cards for special celebrations and sending them definitely strengthens relationships. According to a recent study people aged 18-24 need to receive at least nine cards to feel valued on their birthday (that's in addition to texts, calls and messages on social networks like Facbook and Twitter). The relationships we care enough about to celebrate, by posting greetings cards, are unlikely to be changed overnight and, if anything, the higher cost of stamps is even more likely to show the recipient how much they are truly valued.

Because we tend to give cards to those closest to us, the recipients are often literally close to us too, so the majority of our cards tend to be delivered by hand (we find this especially true in the handmade sector). If we take this into account as well, I'm not sure that this headline making price rise will have a noticeable effect on the card sending. We still love sending and receiving cards in the UK and an extra £4 a year is hardly worth worrying about. Royal Mail has struggled to make profit for several years now and if you think about what it actually takes to get a card from you to a friend in Scotland the next day, 60p doesn't seem too bad.

**** 1 April 2012 ***** Additional note since first posting this:

I just saw this great comment from a reader at the bottom of the BBC article on this subject:

"Those complaining that the post is to expensive and the internet is 'free' are conveniently forgetting the £500 or so they paid for their computer, plus software, plus say £10 a month for broadband. Not so free now is it? For those on fixed incomes like pensioners this is a double blow on top of their pension freeze. Buy a computer? Only worth it if you send more than 1800 letters in 5 years."

You can read the BBC article on the stamp price increases by clicking here

As a regular runner of marathons and long distance races I have found that running has benefited my approach to our businesses. Here are 15 ways I think that I think marathon training can improve your business.

Time and space away from your business

With all of my business and personal commitments life can feel pretty full at times and it's easy to forget to take time out for yourself. If you don't do this nobody will do it for you and you won't be at best for those that need you. Sometimes you can be too close to things to really make the best decisions and take the best actions. I find that training clears my head and gives me the space to refocus.

Don't over do it

Marathon training doesn't have actually have to be that fast or stressful on your body. In fact you tend to get better results and reduce injuries when you start slow and keep your long runs steady. There are thousands of people who train for marathons each year for the first time. Most of them start their journey by walking. I've found slowing down and taking the steady approach with my business by delegating more to my team and supporting them has had profound effects on our sales and productivity.

Everything has its season

Top athletes don't just grind out the same work week in week out all year round and either should businesses. Runners have seasons and train in different ways at different times of the year. Faster track work tends to be done in warmer months to avoid to risk of injury by overworking cold muscles during the winter. When you think about it, business has its seasons too. At the moment we are in a winter period and need to act accordingly before preparing ourselves for Spring again.

Make it a 'Must' instead of a 'should'

If you have a specific goal for a set date like a marathon then you know that you can't cram for it last minute like you might have done at school on certain tests. A marathon is a distance that cannot be taken lightly and requires regular training and focus. It's a lot easier to get out of bed and get on with your day when you have a goal that you are passionate about and can't back out of easily. I always race with friends at marathons and raise money for charity so that getting out of bed in the morning is a 'must' for me rather than a 'should'. You can do this with your business. For example, we create goals by booking a trade show which means that we have to create a new range to launch.

Getting Going

I get up at 06:30 most mornings to fit the training into my busy schedule and interestingly the running is never the hardest part of doing this (even when it's raining). The most difficult stage is getting from my bed to the outside of my front door. It's actually not that far and what's needed is momentum. You have to push against the part that is offering you the most resistance. To get most things moving, one requires a larger amount of focussed energy at the start. The easiest way to deal with this is to get to it without hesitating. Once you are out the door the running is easy.

You are more than just your head

Our bodies are more than just vehicles for their heads to move around on. We spend a lot of time in our heads. I find this especially true with our business. There's a lot to think about and I spend a lot of my time at desks and sitting down. We are meant to move. If we don't our muscles tighten and our backs ache with inactivity. When I started running I found I connected with a more complete version of myself, a physical and mental self. My relationship with nature and space completely changed. For example, when I run a beautiful cliff top run along the south coast of England I feel at one with the space in a way that I don't when I drive to the same spot and sit and look at it in my car. This sense of oneness with the world and the confidence I have with my fitter body brings a different sense of purpose and balance to my company. It's active, it's energetic and inspiring.

Keep your base strong and healthy

It's no good taking your business to a million turnover in sales if you are in too poor health to enjoy it. Once you start making changes to your diet and feel the combined benefits of training and good eating you never want to go back. I have more energy, my mind is sharper, I need less sleep than before and my business is able to reap the rewards. We all have a responsibility to look after our staff and our loved ones by keeping well ourselves. If you're strong and healthy physically it's easy to see how your company will benefit. Often staff will be inspired to take care of themselves in the same way and motivation increases as sick days reduce.

The power of planning

You cannot wing it with a marathon and a written plan created by someone who has been there and done it is an invaluable tool. There will still be plenty for you to do and completing the race will still be your own victory, but having a training schedule really helps you get the most out of your experience. Since I started running I have been drafting better schedules and plans for my business and the results are really starting to show. The schedules all relate to specific sales goals (the marathon time I'd like to achieve) and I pay close attention to different sessions that will help me meet my goal.

Remembering to mix it up

When training for a marathon you will mix different sessions to help with different aspects of your running. Long runs for instance will help you build endurance. Tempo runs will help raise your lactate threshold and determine how fast you can race. Interval sessions will help improve your VO2 max which affects how quickly your body can distribute large volumes of oxygenated blood around your body to keep your muscles going. These different sessions will be important for different distances and at different times in your training. You can quickly see how a variety of sessions can affect so many aspects of your marathon training. It's the same with your business when you mix a variety of 'sessions' into your working week. For instance, I created a schedule for myself at work and train on specific areas like marketing, finance, staff, sales, etc for specific chunks during the week rather than getting caught up overdoing the same thing.

Rest is part of the training

You cannot develop as an athlete without resting your body after training. This means getting a good night's sleep and not burning the candle at both ends. It means minimising stress and looking after yourself. It's easy to work all the hours god sends, but resting and taking breaks away are absolutely vital to business success.

Measuring your progress

When you have a marathon schedule it's very satisfying ticking off your sessons as you go along. When I started training I bought a GPS watch and heart rate monitor so that I could watch my progress. It's profoundly motivating seeing yourself cover longer distances in the same time as shorter ones or seeing your heart rate running lower on runs that really tested your stamina previously. If you don't record them, they memory of them will often pass and you won't reap the free added benefits of all your hard work. As I have become more interested in my running data this has flowed into my business and the numbers have really opened my eyes to so much more opportunity that we had been leaving on the table because we weren't following our progress.

Focus

The focus on the specific goal, with a plan that is monitored and assessed going forward sounds so obvious when you say this is how a business should be run, but the reality for most of us business owners is that we are so busy working in our businesses that these simple practices can often be missed. Running has reminded me to get back to these simple basics. Because I can see what kind of improvements I can make as I plan for a marathon each year, it has inspired me to reach for specific business goals each year plan strategies for achieving them by a specific date (usually my year end).

You don't grow as fast on your own

When I first started training I worked with a fantastic personal trainer called Richard Husseiny. These days I work out with Brighton & Hove Athletics and often take part in my local 5K Parkrun on Saturdays. I have several friends who have taken up running and we swap books, tips and often race together. This makes the whole experience more fun and I've definitely improved as a result. You really feel part of something special when you line up with thousands of runners at the start of a marathon knowing you are in a group who have focussed and trained for months, often in the cold and dark of winter. It's inspiring to be around, just as I find it inspiring to be around other business people. Knowing this has helped me to make an effort to network, share and learn with other entrepreneurs.

Celebrating your goals

How often do you finish your list or reach a goal and turn to see what's next without stopping to celebrate? I do this all the time myself. Since I've taken up marathon running I've really learnt to savour my achievements and celebrate them. In fact, these days I pat myself on the back just for reaching the start line of a big race. At the end of a marathon you have a medal, a tee shirt and often a photo to remind you of what you have achieved. I usually try and spend time with the charity I run for, family and friends after a race to celebrate together. Nowadays I try to do the same with my business. Often I will treat my family or friends to a meal to celebrate a milestone reached with our company. When we completed one of our projects two years ago I bought myself a nice watch to remind me of the great job we did. It's really important to stop, acknowledge and celebrate in your business.

Have fun

I took up running about five years ago because I wanted to do something I really enjoyed as a child. Being so absorbed in my business and other aspects of my life I felt like I'd lost touch with who I really was. I alway loved the feeling of my body running as a boy. Feeling the strength of my muscles, the wind in my hair and especially the rush of running really fast. When I was young I just ran for the sheer joy of it. So as I began training I had absolutely no intention of ever running a marathon, I just wanted to do something that got me active and that I enjoyed. Something I could have for myself. I found a trainer to make sure I kept my motivation going and worked my way from one exhausting 1 mile lap of my local park up to the marathon distance 26.2 miles over a three year period. This journey has led to me training in all sorts of weather and, at times, pushing my body to it's limits and beyond. My guiding light through all of this has been to enjoy myself. That doesn't mean it's not hard work at times, but I always make sure that that youngster inside of me is still having fun. This insight in my marathon training has led me to bring this into my work life too. I used to be really caught up in the detail of work and get angry about all sorts of things not working right within my business. Through running I have learnt to relax and enjoy the ride. It has made for a better working environment for our team and I now find it easier to take everything in my stride at work. Nothing seems as much trouble as it used to feel to me.

I hope that you've enjoyed this blog post and found it insightful for your business. I'd be hugely grateful if you'd take the time to click on the banner or link below to help me raise money for UNICEF who help thousands of children worldwide each year.

To support Jeremy's Berlin Marathon fundraising please this year click here

Read Looking back from Perfect - How to achieve your Goals

Read How to get things done when you don't feel like it

We were pleased to be included in a lovely article on stitched cards celebrating British Crafts in last month's Progressive Greetings.

If you didn't get the chance to read it, here's what we said about the popularity of the embroidered look and our new Vintage range of stitched cards:

"I think there is a subconscious desire to counter the digital annihilation of all material things. Books, CD’s, photos and other items we used to actually be able to touch and feel are predominantly purchased digitally and I think we have a real need to feel handmade objects in our lives. They have so much more soul than computers and gadgets.

The recession has meant that many of us are spending more time in our homes and we have focused on saving money by recycling, mending and making our own things. Because of this interest in crafts like knitting, stitching and card making, sales of handmade products are booming.

Selecting the fabrics she wants to work with to create the designs for the Vintage card range Jo, my wife and business partner, hand cuts a variety of shapes and motifs which she then selects from to start building the artwork. They are all laid out on a linen base and then machine stitched on. Parts of the captions are free stitched by machine, which really adds to the handmade feel. After this the designs are scanned and laid up for printing and embossing. When they come back from the printers they are hand finished with jewels to complete the look.

With such a strong reputation for handmade cards we want to keep producing ranges that have that handmade feel and offer great value to our customers. I think scanning original stitched artworks is a natural progression for us. The designs are nostalgic and fun, but with the contemporary colourful look we bring to much of our work."

Sewing artwork for cards is a fast growing trend and the Progressive Greetings Magazine article features over a dozen greetings card publishers using the technique including Black Olive, Soul, Pootle, Inkdrops, Belly Button Designs, Lou Mills, Cinnamon Aitch, Stop the Clock Designs, Tanya Palmer, Open Box Designs, Carlton Cards, Design Hog and a new range called Freddie and Freya by CardMIX. The article excluded some of our favourite forerunners, of this current wave of stitched cards, who are also worth a mention: like Vicky King's sewn card ranges for Paper Rose, and seamtresses like Katy Kirkham, Claire Sowden and Abigail Mill.

Click here to order Blue Eyed Sun's Vintage designs for your shop.

Click here to read more about greeting card trends

Click here to subscribe to Progressive Greetings Magazine.

Our predictions on key trends for greetings cards in 2012 were featured in this month's Gift Focus Magazine. Last week Editor, Sarah Reeve, also used some Blue Eyed Sun designs to illustrate her insightful seminar at Spring Fair International on forthcoming gift trends for Christmas 2012. Transcribed below from the magazine, our predictions are...

"There is going to be a real trend for stitching, crafting, nostalgia, vintage and Britishness. With the Olympics and the Queen's Jubilee we are going to see one of Britain's great strengths this year: Creativity. There's also going to be a real sense of nostalgia so  think we will see a lot of craft based work from artists and designers. Because of the recession a lot of people have been making and repairing their own bits and pieces using traditional skills like knitting and sewing. Because of this we will also see these homemade crafts becoming more popular. This year will be very big for handmade."

Click here to request more information on all of our stitched Vintage designs.

I recently worked out that I have spent over eight months of my life exhibiting at shows! In that time I have seen a lot of buyers come and go past our stands, so I thought I'd share the top 12 things I've noticed good buyers do to make their visit successful.

1. Plan Who You are Going to See

Buyers who know where they are going at the show save time, money and energy. Often they have a list of suppliers and stand numbers written down on their note pad. They tend to look out for new suppliers on the way round to the ones they plan to see or if they have time afterwards. A notepad works well for planning and now Spring Fair have released an app that makes planning even easier for tech savvy buyers who have smart phones and ipads.

2. Know What You Need

This might sound obvious, but if, for example, you have a greetings card section in your shop it is worth making a note of what stocks you are low on. Are you almost out of 40th birthday cards? Note down shortages and be sure to note best selling products that you are low on. Focus on stocking up on items that are going to grow your sales. Best sellers can be as important as New Products.

3. Set Your Budget

In this climate we all need to keep an eye on our stock and not over order on things we don't need, but keep stock of products that sell well. To keep an eye on this, it's worth setting a budget for each department in your store. Eg cards, gifts, jewellery, etc. Make sure your budget matches what sells well. If you sell more cards than gifts, allocate more to the card budget. Stick to your plan when at the show. You can almost aways top up orders when you get back to the shop.

4. Wear Sensible Shoes

High heels may look fab, but at large shows like Spring Fair where there are miles to cover you will suffer for your vanity. Take 2 pairs of comfortable shoes and alternate them each day for maximum comfort.

5. Bring a wheelie bag (or a man with strong arms who likes shopping... if he exists)

Brochures soon stack up when you are on your way round the shows and a trolley bag can really take the strain off your arms. You don't need to look like a blue rinser heading down to the shops, think jet setter with wheeled hand luggage. Buyer Chic.

6. Grab the Show Guide and Bookmark the Show's Website

Sometimes you can pick up ideas from browsing the guide or the show's site that can help you find a new supplier worth having. It's a lot easier than walking aisle after aisle in the hope of finding that elusive new best seller.

7. Drink Water

Bottled water is a must at shows. The halls can be warm and dry, we're all talking a lot and moving a lot. If you feel thirsty you are already dehydrated. Your concentration slips massively when you are not hydrated and you need to be on your game. Sip water throughout the day. I get through 2-3 litres of water a day on my stand! Avoid alcohol and sugary drinks. Both can lead to burn out and get in the way of you being at your best.

8. Watch What You Eat

When I worked in the film industry, we avoided feeding the camera crews meat for lunch as it slowed them down. If you want to avoid tiredness and aren't veggie, save meat for your evening meal. Sugary snacks and drinks will also cause your blood sugar to spike and crash. Unsalted nuts are a great way of avoiding hunger pangs and try to eat salads (think green) during the day.

9. Get a Map and Know Your Route

Many shows are spread over several halls that can inter-connect in unusual ways. Knowing your way around can save you lots of wasted energy. Get the space clear in your mind before you go and grab a map if you struggle with doing this.

10. Bring Your Business Cards

One of the top things visitors leave on their kitchen table at home is their business card! Make sure you remember yours and that it has your phone number, email, name, position and shop address on it. Having a typed up sheet with details of who owns the business, who takes care of accounts payable and two referees can also save you time when opening new accounts.

11. Pre-Register for the Show

It's free to pre-register for almost all trade shows in our industry these days. If you do this you will avoid having to pay the entry fee of £20 or more on the day. Remember to bring your badge or your registration details to pick up your badge at the show.

12. Book Accommodation in Advance

Big trade shows like Spring Fair lead to a large shortage of rooms available, so it's worth booking many months in advance. If you are late to find somewhere, look in the centre of the neighbouring city and commute to the the venue each day. For example at Birmingham there are often plenty of rooms in the centre and the NEC is a five minute train ride away. There are also often rooms further up the motorway that might look far away but are actually only 20-30 minutes by car.

Blue Eyed Sun are next exhibiting at Spring Fair 2015 - Stand 4L66

Remember to look out for Blue Eyed Sun's latest Greetings Card ranges at all good UK trade shows.

Blue Eyed Sun have updated and improved on their internet presence with a new website, a new blog and presence on social media platforms Twitter, Facebook and LinkedIn. A fantastic new video introducing the company to buyers has also been added to their home page at www.blueeyedsun.co.uk

The public site gives a taste of what the company offers as well as information on their latest launches, trade show stands, news and stockists. There is also an improved trade login area, where customers can view all designs, place orders, save orders and create wish lists. Designs can be chosen by range, by occasion, by what's new or by special offer and navigation is fast and easy. Customers can also change their passwords, update their contact information, track web order history and re-order. Payments by credit card are taken securely through Sagepay and there is a useful video giving buyers a whistle stop tour of the new features.

With 30 million Facebook users in the UK, half of which logon daily and spend an average of 22 minutes each there, Blue Eyed Sun has joined the social media revolution. Mainly as a way of connecting with buyers and fans who like to use these platforms and to help customers promote their businesses.

Like Blue Eyed Sun on Facebook by clicking here.

Follow Blue Eyed Sun on Twitter by clicking here.

Network with Blue Eyed Sun on Linkedin by clicking here.

Blue Eyed Sun has rolled out the use of the new Copywatch logo from the Giftware Association

on all of its marketing materials including their brochure, website and their trade show stands.

This logo and the intellectual Property Protection support from the GA sends a clear signal

to copycats and any companies seeking to profit from unlicensed Blue Eyed Sun artwork.

Copywatch