Case Study:
Driving Incremental Sales for In-House Brands Generates Profitable ROI
CLIENT
A large U.S. distributor of off-road and 4x4 aftermarket accessories.
THE CHALLENGE
To create greater awareness for its in-house brands to better stand out in a competitive marketplace.
KEY RESULTS
Higher incremental sales among program members with over 50% taking advantage of the offers.
Significant ROI .
Background
Our client is a national distributor in the automotive aftermarket.
With buyers being exposed to more options than ever before, especially online, our client wanted to elevate the profile of its four in-house brands to better differentiate itself in the market and enhance the stickiness of the relationships it was forming with both existing and new customers seeking products.
The distributor already had a tiered growth incentive program in place for key customers. Reward program members earn additional reward points when they buy more in the current month than they did in the same month the previous year.
Solution
Lift & Shift created a three-month campaign to drive incremental sales for the four in-house brand products, featuring an accelerated earn rate to motivate customers to purchase more than they did last year. The desired spend stretch was +15%.
Lift & Shift Services Used
Results
Our client quickly and efficiently built sales and market share with downstream customers using Lift & Shift's proprietary Distributor Data Direct platform.
Program loyalty
Over the three months, program participants consistently outspent non-participants
Increased customer purchasing
Top quartile participants spent 7%-21% more than non-participants
High participation
Participation by reward earners was consistently high. Approximately 50% of program participants took advantage of the bonus offer.
Significant ROI
Our client enjoyed a fantastic return on investment using this tactic, with over $300 in brand sales for each $1 invested in the bonus offers.