Case Studies
Distributor 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 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.
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 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 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 Business Case for Loyalty Builders Analytics
Loyalty Builders targeting outperforms RFM, typically by two to one or more. Compared to random, spray and pray marketing, targeted campaigns can have a ten-fold advantage. Back tests can confirm these claims before a single campaign is run. Using targeting and control groups is a rigorous way to measure the effective lift of a campaign.read moreResources
