SlideShare a Scribd company logo
“A Case Study - Drive More Traffic
Into Your Store with Rewards and
Communications”
Brent Harms – Founder & CEO
Why are you Here?
• Thinking about a rewards program and want
to see potential results?
• Have a rewards program and want to see how
it compares?
• Want to learn what options are available?
• Looking for new ideas to drive more revenue?
Perfect – you are at the right session!
Plan for this Session
• Brief overview
• Reward Programs – Trends and Results
• Case Studies
• Promotions and Communications
– Identify your Customers
– Promote to your Customers – email and text
• How to Start a Program and Keys to success
• Time for Comments and Questions
Tecmark Overview
• Over 10 years supporting loyalty programs
• Focus on retail, restaurant, and hospitality
• Loyalty platform, web tools, and POS tracking
• Complete email and text support (SIMPLI®)
• Clients range from 1-over 2,000 locations
• Recently entered C-store space
• Integrated with Gilbarco, adding others
Programs Come in Many Flavors
Common C-Store Programs
Grocery
Pump
Discount
In-store
Pump
Discount
Pump
Discount
Clubs–
buy 10 get
one free
Points
based on
purchase
C-Store Industry Reports
• Economics of Loyalty (NACS report 2010)
– 5%↓ defection, 3%↑ ticket, 5%↑ frequency, and
0.5%↑margin (after program costs)
• Case Studies from NACS Show Presentations:
– FAS Mart (200 locations) – Average member spend
up $1.30 in store and 2 more gallons per month
– Express Convenience Centers (28 locations) –
loyalty customers increased spending by 9%
• C-Store loyalty results lower but consistent
with other industries (including programs we
manage in retail and restaurant)
• Will improve with better programs/delivery
• Key results from other industries:
– Increase in visits 10 – 22%
– Increase in amount spent 15 – 25%
– Decrease in attrition 10 – 15%
– ROI Over 500%
Loyalty Program Results
Increase in fuel purchases 10%
Decrease in drive-offs 80%+
Increase in in-store purchases 15%+
Specific C-Store Targets
• Point program where members receive 20 points per
dollar in-store and 10 points per gallon purchased
• Base award of $5 for every 5,000 points (tiered up)
• Implemented a merchandise discount program for
members providing specific discounts on specific
days just for members (may get partners to pay)
• Used driver’s license to enroll new members
• Could not capture email at POS, so provided bonus
points for members to go online to provide email
C-Store Case #1 – 34 Locations
• Over 30,000 members
• Number of gallons purchased went up 10%
• 98% of new members used the driver’s license to
enroll improving the accuracy of the data and the
speed of enrollment
• In-store merchandise purchases increased by 16%
• Only 11% of members went online to give the email
address so additional promotional activities were
implemented to increase email database
Results after 6 months
• Members receive $0.03 off per gallon of gas
• 2 additional benefits for members who provide
an email or text number:
– Coffee club – buy 10 and get one free
– Merchandise specials just for “registered” members
which are discounted or free items that change from
week to week
• Use driver’s license to enroll new members
• Loyalty members do not have to pre-pay if paying
cash for fuel
C-Store Case #2 – 18 Locations
• 15,000 members
• 100% of new members used the driver’s
license to enroll improving the accuracy of the
data and the speed of enrollment
• Drive-offs decreased by over 80%
• Over 33% of members went online to provide
email address or mobile number
• Customers coming into the store increased
from 70% to 75%
Results after 7 months
Other Program Examples
• C-Store/Grocery partners like Holiday and Cub with
card for discounts at pump based on grocery spend
• Super America, point program for gas and in-store
purchases, many redemption options, plus clubs
• Paper coupons for discounts on gas paid in store like
Kwik Trip/Holiday (other coupon offers as well)
• POS systems have modules to automate discount and
club programs using integrated partners for delivery
of programs (including Tecmark)
Enrollment Made Easy
Use a terminal to
swipe or scan
driver’s license to
capture accurate
data, then add
email/mobile
number online Encourage
and incent
members to
join through
your website
Have paper
applications that
you can enter
online when
business is slow
You have members……now what?
Get them in the door!!!
Create Promotions!
Offer merchandise discounts for
members - $1 off your favorite
Pepsi product!
Birthday specials – free coffee
on your big day!
Double points for grand
openings, or just on slow days
Promotions are set – How do
Members know?
• Time for EMAIL and TEXT Marketing
– Communicate to your members the way they
want either email or text
– Using a web-based solution gives you the tools
and flexibility to design your email and your text
message
– Track how many members open your emails and
watch them come in for the offers
– Get reporting about number of redeemed offers
Results that Drive Traffic
• So you send out a bunch
of emails – who really
opens them?
– Industry average – 25 –
30% opened
– Promotion redemption
rates vary wildly based on
offer – usually between 20
– 40%
– You send 1,000 emails –
300 will be opened and
you now have 60 – 120
customers coming in the
door the day of your
promotion!
Text Results
• Text marketing is extremely effective in the C-
Store Market, especially with 18 – 30 year olds
– 95% have phones that receive texts
– 98% read every text they receive and usually
within 15 minutes of receiving them
– Redemption rates range from 20% - 70% -
compare that to print or direct mail advertising
with a 1.5% redemption rate
Next Steps
• Identify your goals and objectives
• Determine customer needs
• Understand your competition
• Define your program
• Use experts
• Find the right partners
• Execute, execute, execute!!!
Keys to Success
• Give your customers what they want
• ROI, your investment should deliver results
• Make it fun and easy for your customers
• Keep it simple for staff
• Training is critical
• Keep the program “fresh”
• Connect with your customers
Time for Comments and
Questions
Brent Harms, Founder & CEO
Erika Stevens, Interactive Marketing Manager
651-452-9551
www.loyaltymarketing.com

More Related Content

What's hot

XI Targi eHandlu - Adyen - Jussi Lindberg
XI Targi eHandlu - Adyen - Jussi LindbergXI Targi eHandlu - Adyen - Jussi Lindberg
XI Targi eHandlu - Adyen - Jussi Lindberg
ecommerce poland expo
 
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentation
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentationAndy Bovingdon ‘How to generate revenue from a developer program?’ presentation
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentation
Bango
 
eCommerce Metrics That Matter
eCommerce Metrics That MattereCommerce Metrics That Matter
eCommerce Metrics That Matter
Christian Rodericks
 
Underpinning Marketing Strategy With Email Automation
Underpinning Marketing Strategy With Email AutomationUnderpinning Marketing Strategy With Email Automation
Underpinning Marketing Strategy With Email Automation
MediaPost
 
Salespoints Direct Marketing Automation
Salespoints Direct Marketing AutomationSalespoints Direct Marketing Automation
Salespoints Direct Marketing Automation
Edgars Boitmanis
 
15 Key Metrics Every E-commerce Business Should Track
15 Key Metrics Every E-commerce Business Should Track15 Key Metrics Every E-commerce Business Should Track
15 Key Metrics Every E-commerce Business Should Track
PromptCloud
 
Finalhubspotpresentation
FinalhubspotpresentationFinalhubspotpresentation
Recover the abandoned bookings through SaleCycle (hospitality focus)
Recover the abandoned bookings through SaleCycle (hospitality focus)Recover the abandoned bookings through SaleCycle (hospitality focus)
Recover the abandoned bookings through SaleCycle (hospitality focus)
CLEARgo
 
Profitable growth in a foreign countries (part II)
Profitable growth in a foreign countries (part II)Profitable growth in a foreign countries (part II)
Profitable growth in a foreign countries (part II)
Vladas Sapranavicius
 
SVM Global_A Detailed Look At Our Services.PPTX
SVM Global_A Detailed Look At Our Services.PPTXSVM Global_A Detailed Look At Our Services.PPTX
SVM Global_A Detailed Look At Our Services.PPTX
Wendy Imisson
 
The Winning Small Business Framework - Marketing Format That Works
The Winning Small Business Framework - Marketing Format That WorksThe Winning Small Business Framework - Marketing Format That Works
The Winning Small Business Framework - Marketing Format That Works
Alexei Kouleshov
 
eCommerce in Asia & China - How to drive profitable growth
eCommerce in Asia & China - How to drive profitable growtheCommerce in Asia & China - How to drive profitable growth
eCommerce in Asia & China - How to drive profitable growth
CLEARgo
 
eCommerce-Beacon Board Presentation
eCommerce-Beacon Board PresentationeCommerce-Beacon Board Presentation
eCommerce-Beacon Board Presentation
Ryan Miles, CPFIM
 
How to implement a customer loyalty program for ecommerce
How to implement a customer loyalty program for ecommerceHow to implement a customer loyalty program for ecommerce
How to implement a customer loyalty program for ecommerce
Zinrelo loyalty
 
How can Magento help your business - Deepak Anand (Magento)
How can Magento help your business - Deepak Anand (Magento)How can Magento help your business - Deepak Anand (Magento)
How can Magento help your business - Deepak Anand (Magento)
PushON Ltd
 
Oro London Meetup - dotmailer: Faster, smarter, better, email marketing
Oro London Meetup - dotmailer: Faster, smarter, better, email marketingOro London Meetup - dotmailer: Faster, smarter, better, email marketing
Oro London Meetup - dotmailer: Faster, smarter, better, email marketing
Oro Inc.
 
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
CLEARgo
 
Loyalty software + Presentation
Loyalty software + PresentationLoyalty software + Presentation
Loyalty software + Presentation
pCube Software Solution
 
Build a Thriving eCommerce Business with Magento
Build a Thriving eCommerce Business with MagentoBuild a Thriving eCommerce Business with Magento
Build a Thriving eCommerce Business with Magento
CLEARgo
 
SagePay Magento Ecommerce Forum Presentation
SagePay Magento Ecommerce Forum PresentationSagePay Magento Ecommerce Forum Presentation
SagePay Magento Ecommerce Forum Presentation
PushON Ltd
 

What's hot (20)

XI Targi eHandlu - Adyen - Jussi Lindberg
XI Targi eHandlu - Adyen - Jussi LindbergXI Targi eHandlu - Adyen - Jussi Lindberg
XI Targi eHandlu - Adyen - Jussi Lindberg
 
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentation
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentationAndy Bovingdon ‘How to generate revenue from a developer program?’ presentation
Andy Bovingdon ‘How to generate revenue from a developer program?’ presentation
 
eCommerce Metrics That Matter
eCommerce Metrics That MattereCommerce Metrics That Matter
eCommerce Metrics That Matter
 
Underpinning Marketing Strategy With Email Automation
Underpinning Marketing Strategy With Email AutomationUnderpinning Marketing Strategy With Email Automation
Underpinning Marketing Strategy With Email Automation
 
Salespoints Direct Marketing Automation
Salespoints Direct Marketing AutomationSalespoints Direct Marketing Automation
Salespoints Direct Marketing Automation
 
15 Key Metrics Every E-commerce Business Should Track
15 Key Metrics Every E-commerce Business Should Track15 Key Metrics Every E-commerce Business Should Track
15 Key Metrics Every E-commerce Business Should Track
 
Finalhubspotpresentation
FinalhubspotpresentationFinalhubspotpresentation
Finalhubspotpresentation
 
Recover the abandoned bookings through SaleCycle (hospitality focus)
Recover the abandoned bookings through SaleCycle (hospitality focus)Recover the abandoned bookings through SaleCycle (hospitality focus)
Recover the abandoned bookings through SaleCycle (hospitality focus)
 
Profitable growth in a foreign countries (part II)
Profitable growth in a foreign countries (part II)Profitable growth in a foreign countries (part II)
Profitable growth in a foreign countries (part II)
 
SVM Global_A Detailed Look At Our Services.PPTX
SVM Global_A Detailed Look At Our Services.PPTXSVM Global_A Detailed Look At Our Services.PPTX
SVM Global_A Detailed Look At Our Services.PPTX
 
The Winning Small Business Framework - Marketing Format That Works
The Winning Small Business Framework - Marketing Format That WorksThe Winning Small Business Framework - Marketing Format That Works
The Winning Small Business Framework - Marketing Format That Works
 
eCommerce in Asia & China - How to drive profitable growth
eCommerce in Asia & China - How to drive profitable growtheCommerce in Asia & China - How to drive profitable growth
eCommerce in Asia & China - How to drive profitable growth
 
eCommerce-Beacon Board Presentation
eCommerce-Beacon Board PresentationeCommerce-Beacon Board Presentation
eCommerce-Beacon Board Presentation
 
How to implement a customer loyalty program for ecommerce
How to implement a customer loyalty program for ecommerceHow to implement a customer loyalty program for ecommerce
How to implement a customer loyalty program for ecommerce
 
How can Magento help your business - Deepak Anand (Magento)
How can Magento help your business - Deepak Anand (Magento)How can Magento help your business - Deepak Anand (Magento)
How can Magento help your business - Deepak Anand (Magento)
 
Oro London Meetup - dotmailer: Faster, smarter, better, email marketing
Oro London Meetup - dotmailer: Faster, smarter, better, email marketingOro London Meetup - dotmailer: Faster, smarter, better, email marketing
Oro London Meetup - dotmailer: Faster, smarter, better, email marketing
 
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
Systematic Approach to Analyse Your eCommerce Data and Improve eCommerce Busi...
 
Loyalty software + Presentation
Loyalty software + PresentationLoyalty software + Presentation
Loyalty software + Presentation
 
Build a Thriving eCommerce Business with Magento
Build a Thriving eCommerce Business with MagentoBuild a Thriving eCommerce Business with Magento
Build a Thriving eCommerce Business with Magento
 
SagePay Magento Ecommerce Forum Presentation
SagePay Magento Ecommerce Forum PresentationSagePay Magento Ecommerce Forum Presentation
SagePay Magento Ecommerce Forum Presentation
 

Viewers also liked

Cost Optimization at Scale
 Cost Optimization at Scale Cost Optimization at Scale
Cost Optimization at Scale
Amazon Web Services
 
Genome res. 2002-kent-656-64
Genome res. 2002-kent-656-64Genome res. 2002-kent-656-64
Genome res. 2002-kent-656-64
PeterMaf
 
Seguridad informatica
Seguridad informatica Seguridad informatica
Seguridad informatica
ticjavi
 
Αποικιακή εξάπλωση
Αποικιακή εξάπλωσηΑποικιακή εξάπλωση
Αποικιακή εξάπλωση
vasso76
 
478- Final Consulting Report
478- Final Consulting Report 478- Final Consulting Report
478- Final Consulting Report
Albert Darago
 
update CV
update CVupdate CV
update CV
UMAR KHAN
 
Monitoring Containers at Scale - September Webinar Series
Monitoring Containers at Scale - September Webinar SeriesMonitoring Containers at Scale - September Webinar Series
Monitoring Containers at Scale - September Webinar Series
Amazon Web Services
 
Smart cities in India
Smart cities in IndiaSmart cities in India
Smart cities in India
Arnaud Renard
 
Eficiencia x diferencia: Archivos y transformación digital
Eficiencia x diferencia: Archivos y transformación digitalEficiencia x diferencia: Archivos y transformación digital
Eficiencia x diferencia: Archivos y transformación digital
Joan Carles Faus Mascarell
 
Brand And Strategy
Brand And StrategyBrand And Strategy
Brand And Strategy
Kushal Sanghvi
 
Το έργο του Αλεξάνδρου
Το έργο του ΑλεξάνδρουΤο έργο του Αλεξάνδρου
Το έργο του Αλεξάνδρου
vasso76
 
CV Muhammad Saeed
CV Muhammad SaeedCV Muhammad Saeed
CV Muhammad Saeed
Msaeed20m
 
ARMSI - Artefato PETIC
ARMSI - Artefato PETICARMSI - Artefato PETIC
ARMSI - Artefato PETIC
Alef Vinicius
 
Smart Transport for benefit of employees, logistics & freight carriers
Smart Transport for benefit of employees, logistics & freight carriersSmart Transport for benefit of employees, logistics & freight carriers
Smart Transport for benefit of employees, logistics & freight carriers
Shubhankar Thakur
 
Penawaran peralatan komputer
Penawaran peralatan komputerPenawaran peralatan komputer
Penawaran peralatan komputer
HaniefRahardyan
 
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
ALFREDO ACOSTA
 
Contoh Laporan Produk Bahan Lunak
Contoh Laporan Produk Bahan LunakContoh Laporan Produk Bahan Lunak
Contoh Laporan Produk Bahan Lunak
Alfian Isnan
 
Presentasi produk komputer
Presentasi produk komputerPresentasi produk komputer
Presentasi produk komputer
089680134725
 
Desain kemasan produk bahan keras
Desain kemasan produk bahan kerasDesain kemasan produk bahan keras
Desain kemasan produk bahan keras
WitAnggraini OS
 
Makalah kwu kelompok1 XI MIA 1
Makalah kwu kelompok1 XI MIA 1Makalah kwu kelompok1 XI MIA 1
Makalah kwu kelompok1 XI MIA 1
Agataganteng
 

Viewers also liked (20)

Cost Optimization at Scale
 Cost Optimization at Scale Cost Optimization at Scale
Cost Optimization at Scale
 
Genome res. 2002-kent-656-64
Genome res. 2002-kent-656-64Genome res. 2002-kent-656-64
Genome res. 2002-kent-656-64
 
Seguridad informatica
Seguridad informatica Seguridad informatica
Seguridad informatica
 
Αποικιακή εξάπλωση
Αποικιακή εξάπλωσηΑποικιακή εξάπλωση
Αποικιακή εξάπλωση
 
478- Final Consulting Report
478- Final Consulting Report 478- Final Consulting Report
478- Final Consulting Report
 
update CV
update CVupdate CV
update CV
 
Monitoring Containers at Scale - September Webinar Series
Monitoring Containers at Scale - September Webinar SeriesMonitoring Containers at Scale - September Webinar Series
Monitoring Containers at Scale - September Webinar Series
 
Smart cities in India
Smart cities in IndiaSmart cities in India
Smart cities in India
 
Eficiencia x diferencia: Archivos y transformación digital
Eficiencia x diferencia: Archivos y transformación digitalEficiencia x diferencia: Archivos y transformación digital
Eficiencia x diferencia: Archivos y transformación digital
 
Brand And Strategy
Brand And StrategyBrand And Strategy
Brand And Strategy
 
Το έργο του Αλεξάνδρου
Το έργο του ΑλεξάνδρουΤο έργο του Αλεξάνδρου
Το έργο του Αλεξάνδρου
 
CV Muhammad Saeed
CV Muhammad SaeedCV Muhammad Saeed
CV Muhammad Saeed
 
ARMSI - Artefato PETIC
ARMSI - Artefato PETICARMSI - Artefato PETIC
ARMSI - Artefato PETIC
 
Smart Transport for benefit of employees, logistics & freight carriers
Smart Transport for benefit of employees, logistics & freight carriersSmart Transport for benefit of employees, logistics & freight carriers
Smart Transport for benefit of employees, logistics & freight carriers
 
Penawaran peralatan komputer
Penawaran peralatan komputerPenawaran peralatan komputer
Penawaran peralatan komputer
 
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
GERENCIA DE LA CALIDAD Y PRODUCTIVIDAD (MAPA CONCEPTUAL)
 
Contoh Laporan Produk Bahan Lunak
Contoh Laporan Produk Bahan LunakContoh Laporan Produk Bahan Lunak
Contoh Laporan Produk Bahan Lunak
 
Presentasi produk komputer
Presentasi produk komputerPresentasi produk komputer
Presentasi produk komputer
 
Desain kemasan produk bahan keras
Desain kemasan produk bahan kerasDesain kemasan produk bahan keras
Desain kemasan produk bahan keras
 
Makalah kwu kelompok1 XI MIA 1
Makalah kwu kelompok1 XI MIA 1Makalah kwu kelompok1 XI MIA 1
Makalah kwu kelompok1 XI MIA 1
 

Similar to Drive More Traffic Into Your Store with Rewards and Communications

C-Store Presentation for NACS
C-Store Presentation for NACSC-Store Presentation for NACS
C-Store Presentation for NACS
Tecmark
 
Making the Most of Multi-Channel Strategies
Making the Most of Multi-Channel StrategiesMaking the Most of Multi-Channel Strategies
Making the Most of Multi-Channel Strategies
Art Hall
 
Marketing aspects of crm
Marketing aspects of crmMarketing aspects of crm
Marketing aspects of crm
TechXpla
 
CRM Web Ex
CRM Web ExCRM Web Ex
How to use analytics to grow your eCommerce business
How to use analytics to grow your eCommerce businessHow to use analytics to grow your eCommerce business
How to use analytics to grow your eCommerce business
Gabrielle Retcho, Digital Marketer
 
Leeds Online Seller Meetup
Leeds Online Seller MeetupLeeds Online Seller Meetup
Leeds Online Seller Meetup
Daytodayebay
 
Multichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
Multichannel Retention Strategies: A Steady Diet of Low-Hanging FruitMultichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
Multichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
InfoCision Management Corporation
 
Understanding customer acquisition costs - a VC's view
Understanding customer acquisition costs - a VC's viewUnderstanding customer acquisition costs - a VC's view
Understanding customer acquisition costs - a VC's view
Rob Moffat
 
Marketing plan
Marketing planMarketing plan
Marketing plan
Navdeep Jain
 
Chapter 4 Creating Customer Value, Satisfaction, and Loyalty
Chapter 4 Creating Customer Value, Satisfaction, and LoyaltyChapter 4 Creating Customer Value, Satisfaction, and Loyalty
Chapter 4 Creating Customer Value, Satisfaction, and Loyalty
Nishant Agrawal
 
Affiliate marketing
Affiliate marketingAffiliate marketing
Affiliate marketing
Tauqeer Abbas
 
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
e-dialog GmbH
 
Online Fundraising Flexibility + Strategic Email Marketing = Powerful Results
Online Fundraising Flexibility + Strategic Email Marketing = Powerful ResultsOnline Fundraising Flexibility + Strategic Email Marketing = Powerful Results
Online Fundraising Flexibility + Strategic Email Marketing = Powerful Results
Kimbia, Inc
 
P rao hdfc
P rao hdfcP rao hdfc
P rao hdfc
gueste3b2ece7
 
Measuring Your Website Success - Analytics and more...
Measuring Your Website Success - Analytics and more...Measuring Your Website Success - Analytics and more...
Measuring Your Website Success - Analytics and more...
Key Multimedia Ltd
 
Clineteling for Small Buisness
Clineteling for Small BuisnessClineteling for Small Buisness
Clineteling for Small Buisness
enVista
 
Introduction to Channels and Metrics
Introduction to Channels and Metrics Introduction to Channels and Metrics
Introduction to Channels and Metrics
Andy Lima
 
Jm voc 12 jan 17 ver1.0
Jm voc 12 jan 17  ver1.0Jm voc 12 jan 17  ver1.0
Jm voc 12 jan 17 ver1.0
Swati Mathur
 
Impact of loyalty programs in retailing business in India for creating long t...
Impact of loyalty programs in retailing business in India for creating long t...Impact of loyalty programs in retailing business in India for creating long t...
Impact of loyalty programs in retailing business in India for creating long t...
Love Suryavanshi
 
IDM Affiliate Marketing Short Course - November 2011
IDM Affiliate Marketing Short Course -  November 2011IDM Affiliate Marketing Short Course -  November 2011
IDM Affiliate Marketing Short Course - November 2011
Stephen Pratley
 

Similar to Drive More Traffic Into Your Store with Rewards and Communications (20)

C-Store Presentation for NACS
C-Store Presentation for NACSC-Store Presentation for NACS
C-Store Presentation for NACS
 
Making the Most of Multi-Channel Strategies
Making the Most of Multi-Channel StrategiesMaking the Most of Multi-Channel Strategies
Making the Most of Multi-Channel Strategies
 
Marketing aspects of crm
Marketing aspects of crmMarketing aspects of crm
Marketing aspects of crm
 
CRM Web Ex
CRM Web ExCRM Web Ex
CRM Web Ex
 
How to use analytics to grow your eCommerce business
How to use analytics to grow your eCommerce businessHow to use analytics to grow your eCommerce business
How to use analytics to grow your eCommerce business
 
Leeds Online Seller Meetup
Leeds Online Seller MeetupLeeds Online Seller Meetup
Leeds Online Seller Meetup
 
Multichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
Multichannel Retention Strategies: A Steady Diet of Low-Hanging FruitMultichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
Multichannel Retention Strategies: A Steady Diet of Low-Hanging Fruit
 
Understanding customer acquisition costs - a VC's view
Understanding customer acquisition costs - a VC's viewUnderstanding customer acquisition costs - a VC's view
Understanding customer acquisition costs - a VC's view
 
Marketing plan
Marketing planMarketing plan
Marketing plan
 
Chapter 4 Creating Customer Value, Satisfaction, and Loyalty
Chapter 4 Creating Customer Value, Satisfaction, and LoyaltyChapter 4 Creating Customer Value, Satisfaction, and Loyalty
Chapter 4 Creating Customer Value, Satisfaction, and Loyalty
 
Affiliate marketing
Affiliate marketingAffiliate marketing
Affiliate marketing
 
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
Google Analytics Konferenz 2018_ What Your Google Analytics Data Isn't Tellin...
 
Online Fundraising Flexibility + Strategic Email Marketing = Powerful Results
Online Fundraising Flexibility + Strategic Email Marketing = Powerful ResultsOnline Fundraising Flexibility + Strategic Email Marketing = Powerful Results
Online Fundraising Flexibility + Strategic Email Marketing = Powerful Results
 
P rao hdfc
P rao hdfcP rao hdfc
P rao hdfc
 
Measuring Your Website Success - Analytics and more...
Measuring Your Website Success - Analytics and more...Measuring Your Website Success - Analytics and more...
Measuring Your Website Success - Analytics and more...
 
Clineteling for Small Buisness
Clineteling for Small BuisnessClineteling for Small Buisness
Clineteling for Small Buisness
 
Introduction to Channels and Metrics
Introduction to Channels and Metrics Introduction to Channels and Metrics
Introduction to Channels and Metrics
 
Jm voc 12 jan 17 ver1.0
Jm voc 12 jan 17  ver1.0Jm voc 12 jan 17  ver1.0
Jm voc 12 jan 17 ver1.0
 
Impact of loyalty programs in retailing business in India for creating long t...
Impact of loyalty programs in retailing business in India for creating long t...Impact of loyalty programs in retailing business in India for creating long t...
Impact of loyalty programs in retailing business in India for creating long t...
 
IDM Affiliate Marketing Short Course - November 2011
IDM Affiliate Marketing Short Course -  November 2011IDM Affiliate Marketing Short Course -  November 2011
IDM Affiliate Marketing Short Course - November 2011
 

Recently uploaded

Mastering SEO for Google in the AI Era - Dennis Yu
Mastering SEO for Google in the AI Era - Dennis YuMastering SEO for Google in the AI Era - Dennis Yu
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
Demandbase
 
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
SEO in the AI Era - Trust, Quality and Content Discovery - Andy CrestodinaSEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
How To Navigate AI - The Future is Yours to Define - Tim Hayden
How To Navigate AI - The Future is Yours to Define - Tim HaydenHow To Navigate AI - The Future is Yours to Define - Tim Hayden
How To Navigate AI - The Future is Yours to Define - Tim Hayden
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Practical Progress from a Theory by Steven Kingpdf
Practical Progress from a Theory by Steven KingpdfPractical Progress from a Theory by Steven Kingpdf
Practical Progress from a Theory by Steven Kingpdf
william charnock
 
PickUp_conversational AI_Capex, Inc._20240610
PickUp_conversational AI_Capex, Inc._20240610PickUp_conversational AI_Capex, Inc._20240610
PickUp_conversational AI_Capex, Inc._20240610
Shuntaro Kogame
 
No Cookies, No Problem - Steve Krull, Be Found Online
No Cookies, No Problem - Steve Krull, Be Found OnlineNo Cookies, No Problem - Steve Krull, Be Found Online
No Cookies, No Problem - Steve Krull, Be Found Online
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Efficient Website Management for Digital Marketing Pros
Efficient Website Management for Digital Marketing ProsEfficient Website Management for Digital Marketing Pros
Efficient Website Management for Digital Marketing Pros
Lauren Polinsky
 
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
From Subreddits To Search: Maximizing Your Brand's Impact On Reddit
From Subreddits To Search: Maximizing Your Brand's Impact On RedditFrom Subreddits To Search: Maximizing Your Brand's Impact On Reddit
From Subreddits To Search: Maximizing Your Brand's Impact On Reddit
Search Engine Journal
 
Mastering Dynamic Web Designing A Comprehensive Guide.pdf
Mastering Dynamic Web Designing A Comprehensive Guide.pdfMastering Dynamic Web Designing A Comprehensive Guide.pdf
Mastering Dynamic Web Designing A Comprehensive Guide.pdf
Ibrandizer
 
AI Driven Emotional Recognition in Digital Ads - Tarun Gupta
AI Driven Emotional Recognition in Digital Ads - Tarun GuptaAI Driven Emotional Recognition in Digital Ads - Tarun Gupta
AI Driven Emotional Recognition in Digital Ads - Tarun Gupta
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Podcast, The New Marketing Currency - Ozeal Debastos
Podcast, The New Marketing Currency - Ozeal DebastosPodcast, The New Marketing Currency - Ozeal Debastos
Podcast, The New Marketing Currency - Ozeal Debastos
DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
 
Pillar-Based Marketing Master Class - Ryan Brock
Pillar-Based Marketing Master Class - Ryan BrockPillar-Based Marketing Master Class - Ryan Brock
Pillar-Based Marketing - Ryan Brock, DemandJump
Pillar-Based Marketing - Ryan Brock, DemandJumpPillar-Based Marketing - Ryan Brock, DemandJump
Growth Marketing in 2024 - Randy Rayess, Outgrow
Growth Marketing in 2024 - Randy Rayess,  OutgrowGrowth Marketing in 2024 - Randy Rayess,  Outgrow
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
Martal Group
 
Mastering Your Online Visibility - Fernando Angulo
Mastering Your Online Visibility - Fernando AnguloMastering Your Online Visibility - Fernando Angulo

Recently uploaded (20)

Mastering SEO for Google in the AI Era - Dennis Yu
Mastering SEO for Google in the AI Era - Dennis YuMastering SEO for Google in the AI Era - Dennis Yu
Mastering SEO for Google in the AI Era - Dennis Yu
 
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
What’s “In” and “Out” for ABM in 2024: Plays That Help You Grow and Ones to L...
 
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
SEO in the AI Era - Trust, Quality and Content Discovery - Andy CrestodinaSEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
 
How To Navigate AI - The Future is Yours to Define - Tim Hayden
How To Navigate AI - The Future is Yours to Define - Tim HaydenHow To Navigate AI - The Future is Yours to Define - Tim Hayden
How To Navigate AI - The Future is Yours to Define - Tim Hayden
 
Practical Progress from a Theory by Steven Kingpdf
Practical Progress from a Theory by Steven KingpdfPractical Progress from a Theory by Steven Kingpdf
Practical Progress from a Theory by Steven Kingpdf
 
PickUp_conversational AI_Capex, Inc._20240610
PickUp_conversational AI_Capex, Inc._20240610PickUp_conversational AI_Capex, Inc._20240610
PickUp_conversational AI_Capex, Inc._20240610
 
No Cookies, No Problem - Steve Krull, Be Found Online
No Cookies, No Problem - Steve Krull, Be Found OnlineNo Cookies, No Problem - Steve Krull, Be Found Online
No Cookies, No Problem - Steve Krull, Be Found Online
 
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
Digital Marketing Trends - Experts Insights on How to Gain a Competitive Edge...
 
Efficient Website Management for Digital Marketing Pros
Efficient Website Management for Digital Marketing ProsEfficient Website Management for Digital Marketing Pros
Efficient Website Management for Digital Marketing Pros
 
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
Marketing in the Age of AI - Shifting CX from Monologue to Dialogue - Susan W...
 
From Subreddits To Search: Maximizing Your Brand's Impact On Reddit
From Subreddits To Search: Maximizing Your Brand's Impact On RedditFrom Subreddits To Search: Maximizing Your Brand's Impact On Reddit
From Subreddits To Search: Maximizing Your Brand's Impact On Reddit
 
Mastering Dynamic Web Designing A Comprehensive Guide.pdf
Mastering Dynamic Web Designing A Comprehensive Guide.pdfMastering Dynamic Web Designing A Comprehensive Guide.pdf
Mastering Dynamic Web Designing A Comprehensive Guide.pdf
 
AI Driven Emotional Recognition in Digital Ads - Tarun Gupta
AI Driven Emotional Recognition in Digital Ads - Tarun GuptaAI Driven Emotional Recognition in Digital Ads - Tarun Gupta
AI Driven Emotional Recognition in Digital Ads - Tarun Gupta
 
Amazing and On Point - Ramon Ray, USA TODAY
Amazing and On Point - Ramon Ray, USA TODAYAmazing and On Point - Ramon Ray, USA TODAY
Amazing and On Point - Ramon Ray, USA TODAY
 
Podcast, The New Marketing Currency - Ozeal Debastos
Podcast, The New Marketing Currency - Ozeal DebastosPodcast, The New Marketing Currency - Ozeal Debastos
Podcast, The New Marketing Currency - Ozeal Debastos
 
Pillar-Based Marketing Master Class - Ryan Brock
Pillar-Based Marketing Master Class - Ryan BrockPillar-Based Marketing Master Class - Ryan Brock
Pillar-Based Marketing Master Class - Ryan Brock
 
Pillar-Based Marketing - Ryan Brock, DemandJump
Pillar-Based Marketing - Ryan Brock, DemandJumpPillar-Based Marketing - Ryan Brock, DemandJump
Pillar-Based Marketing - Ryan Brock, DemandJump
 
Growth Marketing in 2024 - Randy Rayess, Outgrow
Growth Marketing in 2024 - Randy Rayess,  OutgrowGrowth Marketing in 2024 - Randy Rayess,  Outgrow
Growth Marketing in 2024 - Randy Rayess, Outgrow
 
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...
 
Mastering Your Online Visibility - Fernando Angulo
Mastering Your Online Visibility - Fernando AnguloMastering Your Online Visibility - Fernando Angulo
Mastering Your Online Visibility - Fernando Angulo
 

Drive More Traffic Into Your Store with Rewards and Communications

  • 1. “A Case Study - Drive More Traffic Into Your Store with Rewards and Communications” Brent Harms – Founder & CEO
  • 2. Why are you Here? • Thinking about a rewards program and want to see potential results? • Have a rewards program and want to see how it compares? • Want to learn what options are available? • Looking for new ideas to drive more revenue? Perfect – you are at the right session!
  • 3. Plan for this Session • Brief overview • Reward Programs – Trends and Results • Case Studies • Promotions and Communications – Identify your Customers – Promote to your Customers – email and text • How to Start a Program and Keys to success • Time for Comments and Questions
  • 4. Tecmark Overview • Over 10 years supporting loyalty programs • Focus on retail, restaurant, and hospitality • Loyalty platform, web tools, and POS tracking • Complete email and text support (SIMPLI®) • Clients range from 1-over 2,000 locations • Recently entered C-store space • Integrated with Gilbarco, adding others
  • 5. Programs Come in Many Flavors
  • 7. C-Store Industry Reports • Economics of Loyalty (NACS report 2010) – 5%↓ defection, 3%↑ ticket, 5%↑ frequency, and 0.5%↑margin (after program costs) • Case Studies from NACS Show Presentations: – FAS Mart (200 locations) – Average member spend up $1.30 in store and 2 more gallons per month – Express Convenience Centers (28 locations) – loyalty customers increased spending by 9%
  • 8. • C-Store loyalty results lower but consistent with other industries (including programs we manage in retail and restaurant) • Will improve with better programs/delivery • Key results from other industries: – Increase in visits 10 – 22% – Increase in amount spent 15 – 25% – Decrease in attrition 10 – 15% – ROI Over 500% Loyalty Program Results
  • 9. Increase in fuel purchases 10% Decrease in drive-offs 80%+ Increase in in-store purchases 15%+ Specific C-Store Targets
  • 10. • Point program where members receive 20 points per dollar in-store and 10 points per gallon purchased • Base award of $5 for every 5,000 points (tiered up) • Implemented a merchandise discount program for members providing specific discounts on specific days just for members (may get partners to pay) • Used driver’s license to enroll new members • Could not capture email at POS, so provided bonus points for members to go online to provide email C-Store Case #1 – 34 Locations
  • 11. • Over 30,000 members • Number of gallons purchased went up 10% • 98% of new members used the driver’s license to enroll improving the accuracy of the data and the speed of enrollment • In-store merchandise purchases increased by 16% • Only 11% of members went online to give the email address so additional promotional activities were implemented to increase email database Results after 6 months
  • 12. • Members receive $0.03 off per gallon of gas • 2 additional benefits for members who provide an email or text number: – Coffee club – buy 10 and get one free – Merchandise specials just for “registered” members which are discounted or free items that change from week to week • Use driver’s license to enroll new members • Loyalty members do not have to pre-pay if paying cash for fuel C-Store Case #2 – 18 Locations
  • 13. • 15,000 members • 100% of new members used the driver’s license to enroll improving the accuracy of the data and the speed of enrollment • Drive-offs decreased by over 80% • Over 33% of members went online to provide email address or mobile number • Customers coming into the store increased from 70% to 75% Results after 7 months
  • 14. Other Program Examples • C-Store/Grocery partners like Holiday and Cub with card for discounts at pump based on grocery spend • Super America, point program for gas and in-store purchases, many redemption options, plus clubs • Paper coupons for discounts on gas paid in store like Kwik Trip/Holiday (other coupon offers as well) • POS systems have modules to automate discount and club programs using integrated partners for delivery of programs (including Tecmark)
  • 15. Enrollment Made Easy Use a terminal to swipe or scan driver’s license to capture accurate data, then add email/mobile number online Encourage and incent members to join through your website Have paper applications that you can enter online when business is slow
  • 16. You have members……now what? Get them in the door!!!
  • 17. Create Promotions! Offer merchandise discounts for members - $1 off your favorite Pepsi product! Birthday specials – free coffee on your big day! Double points for grand openings, or just on slow days
  • 18. Promotions are set – How do Members know? • Time for EMAIL and TEXT Marketing – Communicate to your members the way they want either email or text – Using a web-based solution gives you the tools and flexibility to design your email and your text message – Track how many members open your emails and watch them come in for the offers – Get reporting about number of redeemed offers
  • 19. Results that Drive Traffic • So you send out a bunch of emails – who really opens them? – Industry average – 25 – 30% opened – Promotion redemption rates vary wildly based on offer – usually between 20 – 40% – You send 1,000 emails – 300 will be opened and you now have 60 – 120 customers coming in the door the day of your promotion!
  • 20. Text Results • Text marketing is extremely effective in the C- Store Market, especially with 18 – 30 year olds – 95% have phones that receive texts – 98% read every text they receive and usually within 15 minutes of receiving them – Redemption rates range from 20% - 70% - compare that to print or direct mail advertising with a 1.5% redemption rate
  • 21. Next Steps • Identify your goals and objectives • Determine customer needs • Understand your competition • Define your program • Use experts • Find the right partners • Execute, execute, execute!!!
  • 22. Keys to Success • Give your customers what they want • ROI, your investment should deliver results • Make it fun and easy for your customers • Keep it simple for staff • Training is critical • Keep the program “fresh” • Connect with your customers
  • 23. Time for Comments and Questions Brent Harms, Founder & CEO Erika Stevens, Interactive Marketing Manager 651-452-9551 www.loyaltymarketing.com