Awards & Engraving

April '20

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46 • A&E APRIL 2020 Beyond awards products, these customers are also purchasing corporate gifts. These serve motivation and incentive as well as recognition purposes. Barboza lists every- thing from nameplates to paperweights and ornaments as popular gift items. CATER TO THE CLIENT Since this group tends to spend a little more money and makes larger purchases, working with them is a little bit different than working with a little league team or school. Often a bit more time and effort must be put in, but in the end, the payouts are almost always worth it. "These are not team moms and coaches — they are corporate executives and man- agers who are selecting the award winner and the awards," emphasizes Garcia. "A call to HR is a great start. Be sure your goal of what you do is clear to the HR person, who will be the one to seek out who you need to speak with." Garcia goes on to note that most of these customers are loyal to their awards retailer, so if you're courting someone new, it may also take additional time. But once you're in, you are the "it" person. "Once you have satisfied the corporate customer, they should be a customer for a long time," she believes. Offer your corporate clients something unique, such as a metal plate or tray, for their awards programs. IMAGE COURTESY MARCO AWARDS GROUP Colored glass plaques are a unique twist to a traditional award shape. IMAGE COURTESY TOPMOST PRISM CRYSTAL

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