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B2B LOYALTY PROGRAM

A Leading Distributor Drove Incremental Growth with Smart Segmentation & Targeted Promotions


Discover how a national distributor leveraged a strategic B2B loyalty program to boost eCommerce sales, increase repeat purchases, and drive profitable customer behavior.

 
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About 

A national industrial distributor serving a diverse range of manufacturing customers sought a way to drive incremental sales by encouraging customers to purchase from additional product categories.

At the same time, they wanted to provide customers with better visibility into their purchasing habits to strengthen engagement and retention.

Key Challenges & Goals

The client wanted to introduce a rewards program that incentivized all customers regardless of size, but not all customers contributed equally to profitability. Their customer base ranged from small accounts generating a few thousand dollars annually to enterprise-level clients driving millions in revenue.

Traditional loyalty programs often reward only volume, but the client needed a solution that considered both volume and profitability to ensure long-term sustainability.

Additionally, they wanted a way to shift customer purchasing behaviors, particularly in underperforming product categories, and drive more transactions to their ecommerce platform.

The Solution: A Scalable, Data-Driven Loyalty Program

Faced with the challenge of aligning incentives with business goals, the distributor turned to Brandmovers to develop a flexible and scalable B2B loyalty program that could adapt to customer growth and profitability.

Using the BENGAGED platform the client created a dynamic points structure that grouped customers based on both purchase volume and profitability. This ensured all customers had opportunities to earn rewards. Customers are evaluated twice a year, adjusting earning potential based on performance, keeping the program dynamic and results-driven.

Since launching, the program has expanded to over 2,000 customers and continues to grow.

 

Key Program Features


Integrated User Experience

The BENGAGED platform’s secure integration with the client’s ERP allows them to capture and view every transaction made by a member.

The platform also enables Single Sign-On (SSO) with the client’s existing customer portal which allows customers to easily join, log in, update information, view current point totals, view ways to earn points, and redeem accrued points for rewards. This frictionless experience enhances customer engagement and drives participation.

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Advanced Points Engine & Data Segmentation

BENGAGED’s configurable points engine and advanced data segmentation capabilities greatly expanded the client’s ability to identify and incentivize the right customer behaviors and purchases that drive their business.

The client can create flexible points-earning rules and bonus rules within the program that account for specific customer groups and hierarchies, giving customers across all program tiers more personalized value for their purchases.

The client also leverages data segmentation tools to identify and categorize customer audiences based on transactional and behavioral attributes. They can then deploy targeted engagement strategies to drive specific business goals or objectives, ultimately increasing the program’s effectiveness.

Strategic Promotions & Behavior Shifts

One of the client’s key priorities for their new loyalty program was the ability to strategically run promotions. Leveraging the BENGAGED platform’s promotions builder along with its data analytics tools, the client can build, test, and manage various customer-specific growth promotions as well as brand and category promotions that incentivize customer behavior and motivate them to take action.

The client designed promotions to encourage purchases in underperforming product categories, increasing customer awareness and boosting sales.

They also focused on driving customers to their ecommerce site for ordering, providing double points for certain product transactions made online. These strategic promotions successfully encouraged customers to explore new product lines and shift more of their ordering activity to digital channels.

Rewards Strategy & Fulfillment

The program’s reward redemption and fulfillment process is completely automated within the platform, providing a hassle-free and more enjoyable rewards experience for members.

The catalog has specific items that industrial clients would find valuable in their shop environment, while also offering an expanded selection of over 100,000 rewards options and categories to choose from. Many of the client’s customers are using these points to replace items in their break rooms, or even offer their employees gifts during the holidays, further increasing engagement and perceived value.

Results

Since launching the rewards program on the BENGAGED platform, the client has seen rapid adoption, with hundreds of new customers enrolling each month. Early indicators show that participating customers, on average, purchase significantly more than non-participants. The client expects the program to serve as a key differentiator from competitors, driving increased loyalty, customer retention, and long-term revenue growth.

  • Customers enrolled in the program on average spend 2X more than unenrolled customers

By leveraging a strategic, data-driven loyalty program, the client has successfully engaged a broad customer base while maintaining profitability. With tailored earning structures, seamless technology integration, and behavior-driven promotions, the program continues to drive incremental revenue and strengthen customer relationships.
 

See More Success Stories

See how companies like yours are growing their businesses through strategic customer loyalty and incentives. 

Win More Sales with Incentives Tailored to Your Buyers


Gain a competitive edge with rewards and experiences your customers actually value and that drive repeat purchases. 

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