Case Studies
Loyalty principles don’t change. Every Loyalty Builders client engagement is focused on measuring loyalty in order to get the most precise possible picture of customers future purchase behavior. But no two businesses are identical. Therefore, Loyalty Builders tailors its methods to the individual needs of each individual client and the nature of their business.
The three case studies presented here show some ways companies use Loyalty Builders analysis to inform marketing programs. Such techniques may be effective in a company like yours.
1. Global software company
Maximizes the effectiveness of its reseller channel
2. Midwest manufacturer
Quantifies lifetime customer value to sharpen marketing focus
3. Industrial supplier
Uses analysis to boost sales of underperforming categories
The Power of True 1:1 Marketing in Cross-sell: A Grocer Success Story
This upscale supermarket chain operates 69 stores in 6 states. The stores offer sushi bars, in-store cafes, cheese shops, French-style pastry centers, and a large selection of profitable house brand products. They are proud of their house brand and were looking for ways to increase brand loyalty and augment sales of high-margin store-brand goods - in this case ice cream.
Watch the video case study to see how Loyalty Builders solved the problem and achieved excellent results!
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1:1 campaigns generate new revenue at Sullivan Tire
Sullivan Tire is getting significant new revenue from underperforming customers and winning a second sale from one-time buyers by making more relevant offers in direct mail campaigns. The relevancy comes from using transaction data and predictive analytics to develop the necessary variable information for highly personalized postcards.
read moreThe Power of True 1:1 Marketing for Cross-sell
Our client is a subsidiary of a major pharmaceuticals company that markets and sells medical supplies into over a dozen specialized market niches including hospitals, prisons, medical practices, veterinary practices, schools, women’s health, occupational health, emergency medical services, and continuing care.
Sales were growing, but not as fast as management wanted. Too many customers were buying very narrowly, from a limited set of SKUs. Recognizing their high cost to acquire new customers, the company wanted to produce more revenue from their existing customers.
read moreConversions Up Fourfold and Response Rate Up 21% at 48HourPrint.com
This high quality online printer with tens of thousands of customers was struggling with a declining retention rate and a large number of one-time buyers. Loyalty Builders helped this client develop a two part strategy of targeted campaign streams and optimized offers. Customers were segmented by Loyalty Score and Risk Score, with benchmark measurements of lifetime value and revenue per customer per year for each segment. Both print and email used variable data to deliver highly personalized communications. Results are excellent: buying rate has jumped over 20%, the retention rate has stabilized, and the CEO attributes the 20% growth in revenue entirely to the Loyalty Builders efforts.
read moreThe Sweet Spot
Direct Magazine published The Sweet Spot, a case study about Harbor Sweets, a mail order chocolatier and Loyalty Builders client. The article focuses on how Harbor Sweets used Longbow's on-demand analytics to identify those customers likely to fall away and reactivate them with a tailored campaign.
read moreDistributor fights recession using cross-sell to expand share of wallet
When cross-sell revenue dropped in the recession, this healthcare distributor used Longbow-generated lists for personalized campaigns. Even though the NYSE Healthcare Index continued to fall, our client saw a 20% increase in cross-sell revenue using the personalized targeting.
read moreReseller uses analytics to leverage marketing funds and raise response rates 3x and revenue 7x
A leading national reseller of hardware and software needs to make effective use of marketing funds from one of its principals. They used predictive analytics to find customers for a solution sale combining hardware from one vendor with software from another. Targeted customers purchased at a rate 3x greater than those in the control group, and software revenue was 7x higher.
read moreMedical distributor sees 57% rise in response rate with Loyalty Builders targeting
Loyalty Builders showed this distributor how to dramatically improve the results of win-back campaigns by using more sophisticated targeting than simple recency to identify potential defectors. Response rate grew 57% and order size was 63% greater.
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