Case Study #2
TRK Advisors was referred to an organization with an existing cobrand program with a major national issuer. That contract was up for renewal and the client was unhappy with past conversations and attempts to update the terms of the prior contract. Several attempts and many months of effort had resulted in no improvements and increasing frustration with the process and the issuer. TRK Advisors was asked to take over the negotiation process, which we dramatically reframed based on profitability, market position and benchmarking to fair returns for each partner in the value equation (a dramatic change of position for a cobrand partner without knowledge of such areas).
Though a tense and difficult negotiation, TRK Advisors was able to generate a multi-million dollar improvement for this client, as well as materially improving their rights and future options under revised contract language. As importantly, despite being a challenging set of conversations, in the end our client and this card issuer recommitted to a strong and collaborative relationship for many additional years.