What I’ve learned about B2B business after two conversations with brick-and-mortar stores
The main reason for the trip to Holland was the Topps Now 1/1 Messi card. We were lucky to get it after buying 400 units, we won it in the lottery that usually takes place in this context. We also have the 10/10, 4/10 and another one that I don’t remember the numbering.
Since someone from my team had called the store beforehand, we arranged that after my arrival I would also be able to speak to someone in charge. I went with my youngest because the others were either having a birthday or out with friends. It was a bit boring for him to have to wait while I was having a business conversation.
The manager from Holland arrived shortly after I arrived. He really took the time to talk to me. We talked about the store, its products, sales and then about the possibilities of collaboration. His business does not rely much on accessories to protect cards like the ones we offer. That is why it was already difficult to find the connection point where we can really add value as a small brand and even more so considering that he already has products from two of the leading brands on the market. Then something came up. There was a type of card that was becoming more and more popular and it was difficult to find a protective accessory for it because it was not yet so common. I told him that I would work on it to get it out.
Two days later I spoke to the manager of a well-known physical store in Cologne. At least in the city of Cologne. I had found it because it had already had some media appearances. They organize events for collectors two or three times a month and have no problem filling them. Things are going well for them. After not being able to speak to the manager on the phone (I was told to write an email) I had given up on receiving a response. I insisted in an elegant way or so I like to think because I received a response with the option of calling the mobile. The call was cold. “What can I get?” was one of the first questions and to be honest with you rightly so. I still don’t have a good answer for it.
In short : having a product that can be sold in physical stores is not enough. We have to provide another type of value for B2B customers. We certainly have to work on our branding to be more relevant. This will not be quick but slow. Creating different products with little demand to differentiate ourselves can be a way to make ourselves known. In terms of cash flow, it is not the best option, but we have to think about it. I have to think about it a bit. It is not easy.
