Enhancing Existing Loyalty Program Rewarded with 78.5% Sales Lift

Background

A leading distributor in the automotive aftermarket offered a loyalty program to its biggest clients, requiring a high purchase limit to qualify, featuring reloadable credit cards as rewards. While the program had some success, the client was discouraged by the lack of participation and requested help from Lift & Shift to broaden its appeal.


Our client sought to enhance the returns from their existing program and improve it to encourage greater participation.

Two combines in a field harvesting wheat loading into tractor
A close up of a tire on a jeep.

Solution

L&S conducted a 360-degree audit of the existing program, identifying weak links, and offered both design and technological improvements to enhance the participants' reward experience. We encouraged our client to rethink the program, expanding eligibility to a broader segment of their customer base and offering a more comprehensive reward array.


  • A three-tiered growth program was introduced, allowing participants to accelerate the number of points they earned based on their incremental spending compared to the previous year. 
  • Bonus offers were introduced featuring the client’s in-house brands.
  • Participants were informed of their status and eligibility to earn higher rewards through a monthly reward statement.
  • The client’s reward offering was expanded from reloadable credit cards to a full range of rewards, including debit and gift cards, electronics, sports equipment, household items, and travel and experiential rewards.
  • Lift & Shift trained the client’s sales team to ensure they understood the rewards program and could effectively promote it.

Results

A bag of money with a dollar sign on it.

Increased Sales

Sales from participating accounts increased 78.5% year-over-year, compared to an 11.7% decline from non-reward accounts.

An envelope with a piece of paper inside of it.

Highly Engaged

Participant email open rates were 4X higher than the industry average.

The Ultimate Guide to B2B Loyalty Programs

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".