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A leading distributor in the automotive aftermarket was offering a loyalty program to their biggest clients with reloadable credit cards as the reward. While the program had some success, the client was discouraged by the lack of participation and asked for help from Lift & Shift to widen its appeal. The program also had a high purchase limit for members to qualify to be eligible for the rewards.
L&S conducted a 360-degree audit of the existing program, looking for weak links, and offered both design and technological improvements to improve the reward experience for the customer. We encouraged our client to rethink the program, open eligibility to a wider segment of their customer base, and provide a more expansive reward offering.
Sales of participating accounts increased 78.5% year-over-year compared to a 11.7% decline by non-reward participants.
Participant email open rates were
4X
higher
than the industry average.
This article is part of a series covering how growth-based loyalty programs can elevate sales and company profits by incentivizing current customers to spend more, attracting new customers with appealing rewards, and motivating your sales team.
If you'd like to learn more about B2B Loyalty Programs, then please read the next article in the series: "How B2B Rebate Programs Fit Into Your Sales And Marketing Strategy".
For an overview of all articles in the series, please visit our resource page "The Ultimate Guide to B2B Loyalty Programs".