1 Offer attractive, useful products. Carruthers says she’s seeing investment in more retail-quality items for both giveaways and retail shops. “It hasn’t always been easy to sell people that price point,” she says. “They may not spend more, but they’re more careful about what they’re spending their money on.” Become an asset to buyers by recommending handy, packable and beautiful items. (Don’t forget to ensure they’re also customs-friendly!) Branding should be subtle, she says, but the overall effect should be eye-catching.

2 Maintain numerous points of contact. In hospitality, job titles are fluid from company to company, Carruthers says; you might sell to everyone from event managers to human resources, so understanding each organization is key. For one of her ski resort clients, “we actively work with 10 different people who make substantial purchases throughout the year,” she says. “HR, F&B, guest services, giveaways, housekeeping … they all manage their own budgets.” Carruthers adds that new people are often coming onboard, as well.

3 Uncover each company’s uniqueness. With so much competition in hospitality, companies “are always trying to be unique, top of mind and cutting edge,” Carruthers says. It’s an industry without the brand loyalty seen elsewhere; for example, it’s common to sail with a different cruise line each time and patronize numerous ski resorts. “You don’t want the same canvas bag for every cruise you go on,” she says. “You don’t want to use the same gifts for different ski resorts.”