Competing Against E-commerce Giants: The Power of B2B Customer Reward Programs
In today's rapidly evolving business landscape, B2B distributors face a formidable challenge from e-commerce giants like Amazon, eBay, and Walmart. These e-comm behemoths offer a vast array of products with rapid delivery and aggressive pricing, posing a significant challenge to traditional distributors. They have also mastered the art of leveraging customer data to offer personalized product selections, reshaping customer expectations and demands. The key to thriving in this new environment is recognizing the urgency to adapt, especially as B2B customers increasingly turn to online resources.
Distributors can effectively compete in this marketplace by creating a customer rewards program, which, like the e-comm giants, can utilize historical purchase data to direct customer purchasing goals and marry those goals with personalized reward offers to drive customer purchase behavior.
The Rising Challenge in the E-Commerce Era
E-commerce giants have steadily expanded their influence into the B2B sector, capitalizing on their ability to mine customer data for insights. This enables them to offer products that precisely meet customer needs. We have seen these companies showcasing their prowess in utilizing customer data at trade shows. The question for B2B distributors is clear: Are you harnessing your customer data similarly? A B2B rewards program can increase sales and profit margins by incentivizing customers to direct more category spending with you. You reward them only as they become more valuable to your business.
How a Customer Rewards Program Can Help You
A well-structured customer rewards program can transform your relationship with your customers from a transactional one to a more meaningful partnership. By incentivizing their loyalty, such programs will not only boost your revenues but also influence customer purchasing behavior.
Here are seven ways a customer rewards program can help you:
- Cost-effective and profitable
A customer rewards program incurs costs only when customers engage with your offers, making it a financially prudent strategy. Moreover, such programs will drive incremental sales and associated gross profits. They will become a valuable profit center for your company, with the incremental profit derived from increased customer purchasing paying for the program many times over.
2. Facilitate data-driven customer segmentation and offer customization
Follow the lead of the e-commerce giants by utilizing your customer's historical purchase data to tailor your messages and reward offers. Analyzing historical purchase data allows you to segment customers by their purchase history, enabling you to customize your communication and rewards, making them more relevant and appealing to each customer. This approach transforms your customer data into a valuable asset in developing a tailored customer experience.
3. Help to promote unique offerings and private label brands
Your B2B reward program can easily be used if you offer unique products or have private label or in-house brands. The program can elevate the visibility of these goods with your customers, incentivizing them for first-time orders, re-orders, or increased order size.
4. Let the rewards connect with all customers
You probably have a wide variety of customer types – all of whom will have different tastes and preferences concerning how they wish to be rewarded for their loyalty and value to your organization. A good B2B customer loyalty program will offer a wide selection of rewards, including gift and cash cards, name-brand merchandise, event tickets, experiential and travel rewards, and in-house offerings, as well as converting reward points into charitable donations. This variety caters to the diverse preferences of your customers, ensuring there's something for everyone.
5. Leverage personalized relationships
Your competitive edge lies in the strong, personalized relationships you have nurtured with your customers. Your B2B customer loyalty program can help emphasize the strength of these individual customer relationships by employing personalized program offers derived from the analysis of program sales data. This powerful combination of a close customer relationship and data-driven customer insight is something the e-comm giants can't match.
6. Promote educational and relationship-building opportunities
Offering rewards for product training, product workshops, and "Lunch & Learn" sessions, both online and onsite, can strengthen your customer relationships and showcase your commitment to their success.
7. Enhanced customer loyalty
A well-designed B2B customer reward program does more than incentivize purchases; it fosters deeper loyalty when used to promote and reward relevant purchases. By using program data to better understand customer needs, target customers with relevant offers, and reward their loyalty, your company becomes more than just a supplier; it becomes a valued partner. This can shift customer purchasing behavior, resulting in significant ROI for each dollar invested.
Stop Your Dependence on Discounts
It's time to move away from your reliance on dealer days, discounts and rebates. While they might seem attractive in the short term, they often lead to a cycle of expectations and diminished returns. On the other hand, a well-run reward program can support a broad range of sales and marketing objectives, such as promoting new products, encouraging year-over-year growth, increasing category purchases, cross-selling, up-selling, clearing overstock, or boosting online orders.
Don't Get Left Behind
The competitive landscape is shifting rapidly, and the time for distributors to act is now. Ignoring the potential of a customer rewards program means risking being left behind in a market where personalization, customer experience, and loyalty are paramount. By offering diverse rewards, leveraging personal relationships, using data-driven strategies, providing unique offerings, and focusing on profitability and customer loyalty, you can not only compete but also thrive against the e-commerce giants. The key is to act swiftly and decisively, embracing these strategies to ensure relevance and success in the evolving B2B marketplace.
Wondering what your next steps should be? We can help. Our team can show you how to leverage your customer relationships with a data-driven, performance-based B2B rewards program that will help to maintain and grow market share and drive your key sales goals.
The Ultimate Guide to B2B Loyalty Program
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: "Use a B2B Reward Program to Help Automate Your Sales Process".
For an overview of all articles in the series, please visit our resource page "The Ultimate Guide to B2B Loyalty Programs".
Lift & Shift™ offers a powerful proprietary B2B reward platform that can help your company leverage its sales data to drive incremental purchases with customers and channel partners or motivate sales staff. We work with manufacturers, distributors, and service providers to analyze sales data, improve efficiencies, accuracy, service levels, and other valuable targeting opportunities.
We create and deliver highly relevant offers to customers, in-house sales staff, or sales associates, motivating your target audience to respond using a wide array of appealing reward options as influencers. Our performance-based reward structures deliver an unparalleled return on investment, with absolutely no wasted budget.
Our customizable reward platform enables clients to easily benefit from a robust loyalty reward program. It's affordable and includes Lift & Shift’s turnkey professional program administration. We take care of everything, so you can focus on your key initiatives.
Looking to create or
improve your program?
We can help!
Blog page form
Your Automated Sales Partner: How a B2B Loyalty Program Unlocks Revenue from Under-Serviced Accounts
