Relationships equal sales. Business relationships matter, especially in a complex industry like prepaid. But if you manage a B2B gift card program for your brand, where do you start those relationships? How do you leverage them to build your program through the right gift card distribution channels? If you’re like many gift card managers, this space isn’t your primary responsibility. Maybe your job is largely focused on core marketing or finance functions. As a result, the gift card program isn’t necessarily at the top of your to-do list, so the buyer relationships you need to build a strong program won’t get the attention they deserve. A successful gift card program also leverages all relevant distribution channels.
When you’re unfamiliar with the gift card industry, you may not know where to start or which buyers to approach. How do you decide where to prioritize your efforts? What channels, distributors, and buyers will lead to your biggest and most profitable opportunities? Confusion and missed opportunity will lengthen the sales cycle or, worse, send revenue to your competition.
Relationship matters and it builds the best deals. Collaborative relationships with B2B buyers or agents/agencies facilitate better program management and streamlined operations. These close relationships are especially critical when working with resellers that manage grocery, drug, and big box distribution, which often require additional lead time to plan promotions.
