welcome. kevin lake & tony rich ukgcva welcome new members contis group limited into the blue...
TRANSCRIPT
Welcome
Kevin Lake & Tony RichUKGCVA
Welcome
New Members
•Contis Group Limited•Into The Blue
Guests
•Arjowiggins•Cartamundi•Google Play•Jake Box•Moneytowards.com Ltd•Transmission Marketing•Wider Wallet•Content Card
Andrew JohnsonDirector General
UKGCVA Sales Data Q1 2013
Q1 2012 v Q1 2013
• Consumer Sales 4.6%
• B2B sales 4.7%
• Agents 0.86%
• Paper Vouchers 0.90%
• Retail 6.19%
• Leisure 5.68%
• Gift Cards 7.36%
Market ShareGift Cards 68%
Gift Vouchers 32%
Q1 2012 v Q1 2013 – Consumer Sales
Consumer
Your stores sales
0.27%
Online consumer
27.5%
Gift Card Malls
58%
Third Party Sales
7.98%
Total Consumer Sales
4.6%
B2B
Direct B2B 3.09%
Online B2B 6.21%
Internal Sales 130%
Total B2B Sales
4.7%
Getting the most from your
membership
UKGCVA Delivers
• A forum for networking & discussion with industry colleagues
• Analysis of market trends
• Research
• PR
• Platform for learning and innovation
• Benchmarking & best practice
• Point of contact for regulators & legislators
A forum for networking & discussion with industry colleagues
How?
•Three member meetings per year, average attendance 100
•Smaller project groups for specific discussion
•Social events
Why?
•One of top two reasons members stay members
•Best way to learn about the industry is from each other
•Individual issues are often industry wide
Results
•Well attended meetings by senior personnel
•Sharing issues helps industry be supportive
Analysis of market trends
How?
•Every Issuer member submits quarterly sales data to BDO
•BDO track data and produce reports on industry wide trends
•All individual member data is confidential, no member specific data shared
Why?
•One of top two reasons members stay members
•Gives kudos to the association
•Allows members to bench mark their sales against the industry
Results
•Members understand what their market share looks like
•Helps members develop future plans using market share analysis
•Association and the industry gain PR from data
Research
How?
•Forming co-operative to fund in depth research, cost effective for members
•Using BDO data as a form of research
•UKGCVA asked to participate in wider research e.g. prepaid
Why?
•Assists members future planning
•Allows understanding of customers both B2B and consumers
•Cost effective way of members stretching budgets
Results
•Members get up to date, in depth research they could not afford alone
•Association and the industry gain PR from data
Public Relations
How?
•UKGCVA appoints PR agency
•Agency works with Association to develop industry, association and member features
•Various media as well as speaking at related conferences and events
Why?
•UKGCVA acts as one voice
•Neutral spokesperson, particularly useful in a crisis
•Working together offering comments from lots of members makes more interesting story
Results
•UKGCVA called on for specific comments from printed media to TV
•Features in B2B and consumer printed press very successful
•Features usually include comments from several members
Platform for learning & innovation
How?
•Presentations at member meetings and conferences
•Discussions at project groups & round tables
•Collation of useful materials and documents distributed to members
Why?
•You are busy, UKGCVA helps highlight specific innovations & opportunities
•Learn together so you gain from others understanding
•Saves time in you not filtering out the good from the bad
Results
•Members kept up to date on regulatory changes, e.g. Emoney Directive
•Currently profiling opportunities in E-gifting and SMS
•Profiled exhibitions, events and other outside learning platforms
Bench marking & best practice
How?
•BDO data
•Speaking with industry colleagues
•Specifics of best practice in constitution and other documents from association
Why?
•You know how successful your business is
•You know what standards customers expect you to fulfil
•Understand what your competitors are doing
Results
•Thermo chromic ink mark in gift vouchers
•BDO data showing how your sales track against the industry
Point of contact for regulators & legislators
How?
•UKGCVA works with specific government departments, e.g. HM Treasury, HRMC, FSA
•Assistance in drafting legislation and giving feedback from members
•Acts as a ‘go between’ members and regulators
Why?
•One voice for industry, regulators may not listen to individuals
•Allows specific comments from companies to be made without implication to the company
•Keeps members up to date with proposed changes
Results
•Specific impact on the new Emoney directive
•Working closely with UK and EU regulators on VAT
•Explained the rationale behind the Bribery Act
Neutral Voice
Liaison with Why?
UK Treasury Emoney Directive
VAT
UK Revenue & Customs VAT
UK Financial Conduct Authority Emoney Directive
European Union VAT
Department for Business, Innovation & Skills Potential Self Regulation
Members•Flat structure, all members are equal
•Issuers – members who issue gift cards or gift vouchers
•Service – members who offer services to the industry
The Executive Board•9 members•2 chairs (1 Issuer, 1 Service)•Elected by members
The Secretariat•Director General – neutral spokesperson•Admin support•Outsourced to agency, no employees or office liabilities to UKGCVA
PR Agency Data Aggregation Partner
Annual Conference Organiser
The UKGCVA is governed via its Constitution which is reviewed each year at a members Annual General Meeting.
Tools & Resources
• UKGCVA website– www.ukgcva.co.uk plus members only area
• Weekly Newsletter
• Three Member Meetings per Year
• Annual Conference – open to all
• Social Events
• Project Groups
• Emails
Member Fees 2013/14
• For the 6th year running fees remain the same:
• £2,200 per member
• £800 additional fee for data collection for Issuer Members
£3,000 + vat Issuer, £2,200 + vat Service
Election
• Not enough candidates came forward
• There is no precedence in the constitution for this situation
• Exec meeting this afternoon to agree way forward
Business to Business Research
2012
What is Business to Business?
• Employee Incentives and Rewards• Customer Loyalty and Promotions• Employee Discounts and Benefits• Salary Sacrifice• Christmas Savings Clubs• Insurance Replacement• Legislative Vouchers
In 2012, 55% of gift cards and vouchers
sold were to corporations
Research from UKGCVA
• 2012 UKGCVA members commissioned B2B research• Targeted current Buyers and Non-Buyers of gift cards and gift
vouchers• 148 interviews with clients/buyers
– 97 clients/buyers supplied by UKGCVA members– 51 purchased from list agency
• 100 interviews with non-buyers– Turnover £10m+– Local government and charities
• Asked about:– Employee motivation and rewards– Employee benefits and discounts– Customer loyalty and promotions
Results from Buyers
78% of respondents manage both employee and customer rewards
Buying Relationships
• The highest purchasers generally use an agency to manage the whole scheme
• Some use mix of agent and buying direct
• 54% use more than one supplier
They save us money
Easy to manage, easy to reward all staff quickly
and consistentlyVouchers
work globally
You can restrict where reward money is spent, which you
can’t with cash
They have mass appeal
Vouchers are attractive because…• Lots of choice• Easy to manage• Well-liked• Discounts/Value for money
Future Trends
In 2 Years
Generally Buyers are not familiar with benefits of one channel over another
• Few salary increases, but rewards can be increased
• Greater spend if economy improves• Tax benefits are not as good as they
used to be• Unsure about tax implications
Results from Non-Buyers• All non-buyers were responsible for
purchasing products for Employee Benefits, Employee Motivation and Sales Promotion
• 16% previously purchased vouchers• Reasons for not buying
– Don’t know
– Only purchased on ad-hoc basis
– Moved to other products (such as merchandise)
– Too expensive
– Difficult to manage
• Non buyers know that they can purchase direct or via an agent
• They know SMS and Email delivery is possible
• Don’t know if digital is cheaper than paper and plastic
Recommendations from Research