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Home Case Studies Winning over brand-loyal distributors
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Winning over brand-loyal distributors

A manufacturer that builds products used on exterior construction was looking to grow their nationwide sales through distributors that are typically brand-exclusive. This audience is made up of builders, remodelers, and installation contractors.

Impact

Overall company sales increased after introducing Contractor Rewards, but sales among participants were up 11%.

Industry

Manufacturing

Problem space

Customer loyalty

Services

Building supply

Rewards

Build loyalty, boost sales

A manufacturer that builds products used on exterior construction was looking to grow their nationwide sales through distributors that are typically brand-exclusive. This audience is made up of builders, remodelers, and installation contractors.

Incentivizing growth

We started them in the Contractor Rewards program where contractors earn points as they purchase participating products. These points are then redeemable for thousands of items in an online rewards catalog. The client launched this program in a geographic test market, and because of the strong results, they were able to launch nationally months ahead of schedule.

Turning engagement into revenue

In the test market, participant sales grew 20% more than sales from non-participants. After launching nationally, the client saw sales up 11% among participants. In that same time period, overall company sales were up 4%, showing that the participant sales were nearly triple compared to the overall company sales.

There were two short-term promotions that yielded amazing results. One promotion to active customers resulted in a 750% ROI. Another promotion to lapsed customers led to 5% reactivating and a 6,000% ROI.

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