Article
Loyalty for Wholesalers: Boosting Customer Retention in the B2B Sector
How to get electricians, joiners, painters and others to buy even more from you
Wholesalers have to reinvent themselves every day in order to boost their customers’ turnover and ensure they do not lose business to competitors. Generally speaking, electrical and plumbing wholesalers, for example, are constantly striving to keep their customers’ – in this case, small to medium-sized specialist firms – sales figures high. The challenges they face are considerable: on the one hand, digitalisation, ‘on-demand’ delivery and ever-increasing cost pressures; and on the other, the disruption of the three-tier distribution system by the industry itself.
Despite these challenges, we can help you continue to increase your turnover. Our loyalty programmes can also help reduce costs and enable data-driven decision-making – for example, by setting up an online shop. What else goes down well with customers? Boost your service with Awardit: everything ‘on demand’ and, where possible, delivered straight to the building site!
Here’s what our loyalty programmes do for you
We reward promotional activities and the value of your customers’ shopping baskets. We’ll help you promote your new online shop – for example, by offering double bonus points on orders placed via the new channel!
Generally speaking, WE are happy to communicate directly with your customers, assist you with a wide variety of promotions and provide you with active support in the area of services.
SUCCESS STORY
Sonepar
Sonepar has everything you need for electrical engineering. As a full-range supplier, the company offers over 130,000 electrical engineering products and specialist ranges in the fields of consumer electronics, lighting and data network technology, alarm systems and photovoltaics. B2B online retail is of great strategic importance to the company.
To boost online sales, Sonepar rewards its customers with points through Awardit loyalty programmes. Customers collect points and redeem them for the rewards of their choice. This drives a steady increase in the use of the online shops whilst simultaneously fostering the desired customer loyalty. Communication with customers works exceptionally well via the field sales staff, who use the rewards in the loyalty programme as an engaging way to start conversations. For customers who are not visited regularly by the field sales team, there is the option to communicate via the integrated newsletter tool. Topics and talking points include promotions, invitations to training sessions and the emotional appeal of the rewards.