Let's Connect

* indicates required fields

By entering your name and email you agree to the processing of your personal data as described within the Privacy Notice.
Home Case Studies Increasing contractor loyalty
Two people stand at a table with a laptop displaying graphs. Papers with sketches and a calculator are on the table. One person is holding a notebook, and the other a coffee cup. The left side of the image features a yellow geometric shape.

Increasing contractor loyalty

A manufacturer in the plumbing industry sells their products nationwide through wholesalers who carry competitors’ brands. They were looking for data on the customers who were specifying, paying for, and installing their products.

Results

Sales have increased over the overall company sales throughout the time in the program. The number of participants in the program has also increased since joining.

Industry

Manufacturing

Problem space

Customer loyalty

Services

Building supply

Rewards

Who buys our products?

A manufacturer in the plumbing industry sells their products nationwide through wholesalers who carry competitors’ brands. They were looking for data on the customers who were specifying, paying for, and installing their products.

Contractor Rewards

We started them in the Contractor Rewards program which targets general contractors and sub-contractors in residential and commercial construction. The contractors earn points as they purchase participating products, and the points are redeemable for thousands of items in an online rewards catalog. The client earns preferred brand status in the contractors’ eyes while also gathering data on those who are buying their products. These contractors become loyal customers, earning the client more brand power and revenue.

Long-term results

Over the years in this program, the client has seen amazing results. Sales from participants in the program has increased 8% more than overall company sales. The client runs an annual promotion that lasts for nine months, and it has delivered an average of 25,000 incremental units from active participants as well as 20,000 incremental units from lapsed participants. A one-time promotion to buyers of residential units offered bonus points for buying commercial units, and that promotion delivered 900 new commercial customers with 2,300 incremental commercial unit sales.

Thought Leadership

Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.

  • A small, red velvet heart stands on a dark, textured surface with bokeh lights in the background. The text reads, Improve customer retention with personalized appreciation.

    Article

    A three-step formula to improve customer retention and drive lasting loyalty

    In today’s competitive market, building strong relationships with customers is more important that ever. Customer appreciation is an effective way to increase these connections.

  • A woman raises her hand in a classroom setting, seen from behind. She is wearing a red sweater. In front is a blurry instructor speaking to the group, with a whiteboard and windows in the background.

    Article

    Encourage speak up culture

    Speaking up is essential to bringing an inspired idea to life. Innovation requires doing something completely differently than in the past. At some point, someone went against the status quo.

  • Close-up of an illuminated light bulb on the right with a glowing filament. On the left, white text reads, Tackle the challenges with sales incentives to drive results. The background is dark with soft, abstract bokeh lights.

    Article

    Leveraging sales incentives

    Creating an effective sales incentive program is crucial for driving performance and achieving business goals. Here are some things to consider when designing a successful sales incentive strategy.

Share this resource

Related research

View all thought leadership
A small, red velvet heart stands on a dark, textured surface with bokeh lights in the background. The text reads, Improve customer retention with personalized appreciation.

Article

A three-step formula to improve customer retention and drive lasting loyalty

In today’s competitive market, building strong relationships with customers is more important that ever. Customer appreciation is an effective way to increase these connections.

Red game piece standing out among beige pieces with the text: The more personalized your loyalty program is, the greater the outcomes. The image conveys the concept of uniqueness and effectiveness in personalized strategies.

Article

Personalizing channel loyalty

When it comes to loyalty programs, personalization is key. The more personalized, the greater the outcomes. Both engagement and business results benefit at higher rates. Because of that, we start thinking about personalization right from the beginning, during program design.

A hand places a puzzle piece with a magnet symbol onto a block puzzle with people icons. Text reads: Hook your customers into your loyalty program during their first contact by removing barriers to engagement and accelerating earnings.

Article

4 ways to hook customers into your loyalty program

Across the customer lifecycle, there are moments that can negatively impact perception of your company and lead to drop off. But during acquisition, the stakes are higher. These are first impression moments, subject to snap observations that can lead to inaccurate judgments and drop-offs. When your objective is to capture true customer loyalty with sustained, long-term engagement, first impression moments are incredibly important.