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Loyalty Programs

Loyalty programs are often part and parcel of a comprehensive

relationship strategy. So welcome to our loyalty marketing best
practices section.
"As a customer's relationship with the company lengthens, profits
rise. And not just
by a little. Companies can boost profits by almost 100 percent by
retaining just 5
percent more of their customers" - F.P. Reichheld

Loyalty programs have been used in commerce for many years,

originating in
Germany where price based competition was disallowed by
restrictions in certain industries. In the 1950s, S&H Green Stamps
rewarded grocery
store and gas station customers with stamps redeemable for
appliances and other
merchandise. The modern day loyalty program was launched in 1981
by American
Airlines, and was quickly duplicated by other airlines and other
hospitality industries
including hotels, car rental companies, and credit card organizations.

Retail loyalty programs evolved when progressive retailers

recognized that without
a "customer identification tool," they were unable to recognize
individual customers
and reward them for desired behavior. This was in obvious contrast to
banking and
telecommunications industries, among others, that have a customer
database as
part of their regular service offering.

Both businesses and consumers have recognized the value of loyalty

Only 12% - 15% of customers are loyal to a single retailer, according
to the Center
for Retail Management at Northwestern University. But that small
cadre of shoppers
generate between 55% - 70% of company sales. Some food retailers
find that as
much as 65% - 95% of their sales go to members of loyalty programs
(53% of food
retailers offer loyalty programs with 3/4 of program customers using
their loyalty
cards at least weekly and 88% at least once a month).

general, loyalty programs are often developed with good intentions

unclear objectives. While retail loyalty programs have many
purposes, the
greatest value that is created for retailers is the ability to identify
customers and to measure and understand their individual behaviors.
consumer behavior data far outweighs the "currency" value of
providing consumers
the opportunity to build a reward opportunity by shopping at one
particular retail
banner. This opportunity is often misunderstood by retailers and
consumers alike.
The basic benefits of using a loyalty program to obtain customer
information are
summarized below:

- Shift - Acquire new customers

- Lift - Increase the spending of existing customers

- Retention - Improve the natural churn rate of customers

- Profit mix - Shift spending to higher margin products

These loyalty program benefits form the basis for all loyalty program
Fundamentals of Loyalty Marketing
For loyalty programs, communications used to focus on tangible
benefits - what we
call the "ER" words. That is to say, "Our program is..." 'bigger,'
'better,' 'faster,'
'easier.' These words have ceased to have meaning. Everything
works now. These
are the table stakes. As such, the market has changed in that
consumers are
demanding more. Rewards have evolved in the marketplace from
being a nice little
extra for one's loyalty to being perceived as an entitlement (partly the
result of the
commoditzation of loyalty programs). Concurrently, consumers have
shifted, to
some extent, away from a desire for possessions to a desire for
experiences - partly
due to changing demographics. Overall, consumers are looking for
the meaningful
(which includes value and relevance).

The rising tide of expectations necessitates that loyalty marketers

develop truly
innovative loyalty programs, utilizing loyalty marketing best practices.
In reading
through this page, and this website for that matter, keep in the back
of your mind
the question of how your program can tap into not only changing
lifestyles, but
changing attitudes. The answer is not just in the rewards catalog, but
understanding the fundamentals of loyalty marketing.
It is estimated by Colloquy (2009) that there are 1.807 billion loyalty
memberships in the US (a 25% increase from their 2006 census) -
with the average
US household participating in 14.1 programs. Approximately 56% of
memberships were inactive (defined as no engagement within a 12
month period),
bringing the average household active participation to 6.2 programs.
That is a lot to
compete with.

Not surprising, loyalty varies across industries. As reported in the

New York Times,
Forrester Research found that across 12 industries, retailers inspire
the most loyalty
while others, like TV service providers and internet service providers
proved more
fickle. Most interesting is that "A whopping 98% of USAA's credit card
would consider the firm for another purchase, which ends up 24
percentage points
higher than the average across credit card firms." This research only
reinforces the
critical importance of understanding the fundamentals of loyalty