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B2B LOYALTY PROGRAM

How an Industrial Distributor Increased Customer Sales by 25% With a B2B Loyalty Program


Learn how an industrial manufacturer and distributor successfully leveraged a B2B loyalty program from Brandmovers to drive customer loyalty and sales growth. 

 
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About 

A leading regional distributor in Canada that provides essential solutions for manufacturing customers had a strong presence in the market. However, they were struggling with a common challenge: how to turn sporadic, low-touch buyers into engaged, repeat customers.

With limited sales resources, their team primarily focused on high-value accounts, leaving hundreds of smaller customers with minimal direct engagement. To drive more consistent purchasing behavior and increase customer retention, the company sought a scalable, effective way to incentivize these smaller customer accounts.

Turning Occasional Buyers into Loyal Customers with a Smart Incentives Program

 

Key Challenges & Goals

The client’s inside sales team had limited bandwidth to nurture every account, and as a result, many smaller customers placed occasional orders but were not growing their business with the company. Without a proactive engagement strategy, these accounts could easily shift their purchases to competitors who provided more incentives and touchpoints.

The client needed a solution that would:

  • Encourage small-to-midsize customers to increase their purchase frequency.
  • Reward and strengthen relationships with these lower-touch customers.
  • Differentiate their company from competitors in the market.

 

The Solution

To address this challenge, the client partnered with Brandmovers to launch a points-based loyalty program powered by the BENGAGED platform. The program was strategically designed to incentivize purchase growth by rewarding customers with points for every dollar spent. The more they purchased, the greater the opportunity to earn rewards, creating a clear value proposition for customers to consolidate their orders with the distributor.

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Key Program Features


Configurable Points Engine & Data Segmentation

Leveraging BENGAGED’s configurable points engine and advanced data segmentation tools, the client gained greater control over how points were awarded. 

The new platform allowed them to:

  • Set up custom points-earning rules based on different customer segments and purchasing behaviors.
  • Offer bonus multipliers for specific customer groups, product categories, or brands that were strategically important to their business.
  • Use data insights to refine the program over time, ensuring incentives are aligned with business objectives.

Targeted Promotions for Key Brands

As the program evolved, the client added another level of reward opportunities for their customers by running custom bonus point promotions on specific product brands that were important to their company. These promotions allowed customers to earn 2x or 3x the amount of points for purchasing products from these high-priority brands versus others.

These types of special points promotions for program members increased the likelihood of customers choosing those products over alternatives and helped the client increase sales across specific product categories.

Results:

After launching their new B2B rewards program on the BENGAGED™ platform, the client has seen a measurable increase in engagement and sales among their smaller customer base.

  • Sales among enrolled customers grew by an average of 25%, while non-enrolled customers saw only a 5% average increase.

Not only did the client see growth from their targeted smaller accounts, but the loyalty program also drove additional customer acquisition, with new businesses signing up to join after launch and providing the client with even more new business opportunities.

By partnering with Brandmovers to implement a structured loyalty strategy and rewards program, the client transformed a previously disengaged customer segment into a growing and valuable part of their business.
 

See More Success Stories

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

Unlock More Revenue — Start Your B2B Loyalty Program Today


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